Make It Matter

Do you love winning new business but hate to close? Or, maybe you've found closing to be a bit of an enigma; part contact sport and part magic. Don't worry. Closing is easy once you understand a few key ideas. In this episode Mike finishes up our series on sales by sharing his approach to closing deals. Listen and learn how to take make closing a great experience for you and your customers.

Ever hire a sales rep only to be disappointed with their performance? It could be that you just need to understand what kind of sales person they are. In this episode Mike explains the difference between the two main kinds of sales people: farmers and hunters and how to better utilize each one. Listen and learn how you can avoid a great deal of frustration and missed revenue goals while building the perfect sales machine.

In this episode Mike shares his approach to sales that he's developed over 25 years of working with prospects and clients. Boiling it all down to three key points, he shares how listeners can transform the way they sell, making both their own and the lives of their prospects much better.

Why not start the new year with a smarter approach to your prospects? Most agree that prioritizing prospects makes sense, but hardly anyone does it. Mike shares a simple approach that will help you better allocate precious resources, while driving impressive sales.

This year has witnessed many proclamations of the demise of cold calling—everyone from low-level sales reps to the founder of Hubspot are all saying the cold call is dead. But, is it really? In this episode Mike shares his perspective on the much-maligned cold call and how this may be the best time ever to embrace it.

2017 is just around the corner and you're thinking about what you'd like to accomplish next year. Odds are this includes increasing your revenues. What better way to grow your business than through sales? And yet, most people hate selling. In this episode I address two main obstacles to becoming an expert salesperson and how you can overcome them.

We've all had money problems at one time or another. But there's one problem we've all got with money that we don't realize. Learn what it is, why it's effecting you, and what to do about it.

Mike reviews Cal Newport's book, Deep Work, Rules for Focused Success in A Distracted World. Learn about the book's main ideas and decide for yourself if it's worth the read.

Get up. Do combat with your inbox. Try to keep your customers happy while juggling employee requests. Bang out a proposal while trying to catch up on a deadline. Then, call it a day. Rinse, dry and repeat. That's what it often feels like to be an entrepreneur. Good news: there's a better way. In this episode Mike shares with you the single major contributor to out-of-control days and what you can do to take back your life.

If there's anything constant in this world, it's the steady flow of destabilizing news—the latest being Brexit. What are we to do? How do we run our businesses? Whether it's Brexit today or the American presidential election tomorrow, you're going to be faced with challenges. In this episode Mike shares three simple things that will make running your business during difficult times much easier.