Lightning Round:  10 Ways to Use ChatGPT Now

Question:  Henry in NYC asks;  “Everyone is talking about ChatGPT and how it’s going to change everything. Is this going to wipe out a large % of sales jobs?”

Book: Sales Ex Machina by Victor Antonio, James Glenn-Anderson

Check out the article: 15 Ways We Are Using Chat GPT in Banking

Lightning Round: 10 Things Your Need to Understand to Break Into a Global Market

Question: Yamit in Jerusalem asks, “We’ve been selling in Asian and European markets and we want to break into the United States market since it holds a lot of potential. But we don’t have any connections and don’t know much about the market other than it’s hot. What advice do you have to break into a brand new market?"

Book: Whale Hunting with Global Accounts by Dr. Barbara Weaver Smith

Join Meridith Feb. 9th at 12 p.m. EST for  New Year’s ReSOLUTIONS

Learn from Mark and Meridith about selling during difficult times in their joint Calendly Webinar, How to Fill Pipeline During Economic Uncertainty.

February 9th at 4 p.m. EST

Lightning Round:  Top 10 Ways to Get the Dormant Customer Active

Question:  Ann from Israel asks, “If a “former” client has not ordered in a year or two should their account status in CRM be changed back to Prospect or should it still say Client?  Do they need the outreach of a client who ordered in 2022 or should they be treated as a new prospect?  We know they are a prospect, not a lead, as they have ordered the product in the past, and from us.”

Book:  The Bonus Round by Patrick Tinney 

Also check out: Perpetual Hunger and Unlocking Yes

+Find more info on the Calendly webinar here.

+Register for Meridith's 2023 ReSOLUTION Masterclass here.

Lightning Round: Top 10 Sales Skills Sales Professionals Need to Remain Relevant 

Question:   Mere from Sales Logic asks, "I have been glued this week to the World Economic Forum in Davos Switzerland this week.  So much talk around the juxtoposition of the slowing economy and the continued lack of labor participation - the result - companies are turning to AI. looking to solve their future labor issues with technology. How will this impact sales professionals?" 

Book: Who Not How by Dan Sullivan 

Lightning Round: Top 10 Ways to Prepare Your Team for Objections

Question:  Jenna from New Orleans asks,  “I am in luxury sales - the nice to have but not necessity products. The last few years have been great  - and I have blown through my goals every month, but with the expected recession, rising interest rates.. more and more prospects are turning me down or delaying the purchase. Any ideas?”

Book: 25 Toughest Sales Objections and How to Overcome Them by Stephen Schiffman

Lightning Round: 10 Ways to Coach Your Sales Team

Question: Sam from Boston asks, “I lead a team of sales professionals. We sell medical devices; we are getting so many turns at bat but just not closing the deal. I feel very good about the prospects, but I wonder if something is off in the sales conversation. As I get ready to work one-on-one with my sales team, what should I be looking for? How do I help them craft a better sales conversation?”

Book: ASK by Ryan Levesque

Lightning Round: Best Practices for Creating a Simple Annual Plan

Question:  Joan from Madison asks, “I have my own insurance agency, each year I make an annual plan and each year by April I feel like I need to start over.  What should be in the plan and what should not be in it?  I suffer from setting goals that are simply not attainable.”

Book:  The Perfect Plan by Don Barden

This episode sponsored by Calendly. 

Lightning Round: Top 10 Ways You Know Your Sales Strategy Is Effective

Question: Igor from London asks,  "I am the new sales manager - well I have been here six months -for a fintech start-up in London. Looking at our aggressive sales goals for 2023. The challenging marketplace and changing landscape - what about our sales strategy needs to change?"

Book: The Ultimate Sales Machine by Chet Holmes

Lightning Round: Top 10 Changes You Need to Be Ready For in 2023

Question: Allison from Wisconsin asks, "I love this show listen in every week--live or download later. Just curious--what do you see for 2023? What technology is hot, what do we need to invest in, stay away from and how do we get our team best prepared for 2023?"

Book: Buoyant - The Entrepreneur's Guide to becoming Wildly Successful, Creative, and Free by Susie Deville 

This episode sponsored by Calendly. 

Lightning Round: Top 10 Sales Strategies You Need to Execute in December

Question Mareena from Costa Rica asks, "I love your show--listen every week! My sales team is starting to slow down--holiday parties, vacations, family commitments - I want them to finish the year strong. What is your best advice?”

Book: Atomic Habits by James Clear

This episode sponsored by Calendly.