You know this, of course... Stories sell. They resonate, they connect, and they make things special. Even something as generic as firewood.

In this lively ~16 minute episode, Brendan and Bob dig into why stories work and how to think about them.

To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here.

When you think about competition, make sure you're focused on the right competition. Because mostly it's not coming from where you think it is. It's like your classic horror movie... the competition is coming from inside the house!!

In this quick episode, Brendan and Bob talk about where your competitive threat really comes from and how you need to address it.

To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here.

It's never too soon to be thinking about (and discussing) customer success. But how you go about it matters. It's not a simple promise, but rather is an agreement with your customer.

In this episode, Brendan talks with Bob Graham about how to think about the sale/post-sale journey as a story, and the role the customer plays in guaranteeing their own success. It will change how you think about sales.

To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here - 

Customers are much smarter and more informed than ever before. And that presents either a problem or an opportunity.

In this quick episode, Brendan and Bob talk about how to think about your much more knowledgeable prospective customer. And we go off on a bit of a tangent to explain why it's possible (and preferable) to sell before you have the product built.

For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.foundersales.io/newsletter

Now that you're starting to learn more about your customer and all the details that go into the opportunity, it's time to start making the cold calculation around whether or not they are a good opportunity for you. You have to determine if they are the right customer for you. It's a mutual relationship, and you have to benefit.

In this episode, we talk about how to think about the qualification process. Your time and effort are your most important assets. Being able to effectively qualify your prospect and the deal will save you enormous time and effort... and is critical to the success of your company.

To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here - https://get.foundersales.io/newsletter 

The customer discovery process is arguably the most important sales skill to have. Being able to effectively understand your customer, their requirements, their environment, their culture, and all the other variables involved in making a purchasing decision and taking on the risk that comes with that decision... THAT can make all the difference in your ability to sell effectively.

In this episode, we talk about how to think about customer discovery and how to be better at getting the information needed to determine whether there is an opportunity for mutual success.

For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.foundersales.io/newsletter

Now you know what you want to say to that new prospect or lead... What next? Where are you find those customers, and how do you start to engage with them? Bob and Brendan discuss how to initiate the conversation and set up that important first sales call.

For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.founderales.io/newsletter

Before you have a conversation with a customer, you need to figure out what it is you were going to say to start the conversation. What's the message that matters to your audience?

What can you say that is crisp, compelling, and meaningful enough to get them to want to talk to you about what it is you do and how you can help them? That's the topic we're digging into was we walk through the many facets of a complex B2B sales process.

Now that you're in the right sales mindset, the next thing to focus on is identifying your ideal customer. If you know who to sell to, what they look like, what matters to them, and the other key criteria, your sales effort will become much easier.

In this episode, Brendan McAdams and Bob Graham talk about how to think about your ideal customers... and then how find them.

It's critically important to have the right mindset as you step into the sales role, and this is critically important for early-stage founders. But they have some strategic advantages at their disposal, if they know how to leverage them. Brendan talks with Bob Graham about how to think about sales differently.