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. 

Experiencing Struggles with Time Management?

Lightning Round:  Top 10 Time Management Strategies

Question: Peter from Toronto asks, “I lead a sales team of 4 and also have customers I’m responsible for. I feel I lose way too much time bouncing between issues ranging from demands the CEO makes of me, trying to manage my team and still serve my own customers.  I’m drowning and I know my 4 salespeople feel the same way too.  What can I do?"

Book:  Own Your Day: How Sales Leaders Master Time Management, Minimize Distractions, and Create Their Ideal Lives by Keith Rosen

This episode sponsored by Calendly. 

TRUST - Why it matters in the sales process, how to build it, and what it takes to build it in a virtual world.

Lightning Round: Top 10 BEST Trust Building Strategies

Question: Spencer from Arlington, VA asks, "The pandemic is over, yet our leadership has made the decision to continue to limit travel and to keep our sales team virtual. And while my sales team does not like it, I tend to agree with the decision. Our clients like meeting via zoom or phone now, and the cost savings are incredible. How do I help my team make the transition - both mentally and in their ability to improve their relationships and trust-building skills?"

Book: Look Me in the Eye by Julie Hansen 

This episode sponsored by Calendly. 

Lightning Round: Top 10 Ways to Thank Your Clients

Question: Loic from Barcelona asks, "As we head into the holiday season, I have been thinking of my team and my clients, and how grateful I am for their partnership and relationship these last few years. My team worked so hard through COVID, supply chain issues, and ALL the challenges we have faced. My clients stayed loyal and continued to buy and refer. Again, I am grateful - what can I or should I do to show them how thankful I am for their support?"

Book: The Business of Gratitude by Steven Littlefield

This episode sponsored by Calendly.

Special Episode with Larry Levine!

Lightning Round: 8 Ways to Create Centers of Influence and Power

Book: Selling from the Heart by Larry Levine

Lightening Round - Top 10 Ways To DRIVE Customer Loyalty 

Question: Jack Hubbard says, "Jack and his team at St Meyer and Hubbard did  a study and found that less than 8% of commercial bank divisions had any formal onboarding process. Being a new customer of any business is scary and getting a customer off on the right foot not only mitigates buyers remorse, it facilitates cross solving and many referral possibilities. So how do you put together an effective customer onboarding strategy?

Book: Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions by Donna Weber

This episode was sponsored by Calendly. 

Lightning Round: Top Sales Practices of the Top 1 Percent 

Question:  Jonathan Pwajok asks, "I’m in a new tech space that requires us to educate customers about how what we offer will help them. I’ve been able to get customers to sign up but so far none are using the service. What should I be doing as we need customers using the service to make revenue?"

Book: The Winning Playbook by Rob Welsh and Jonathan Scott 

Lightening Round: Top 10 Ways You Know Your Sales Process Is Working

Question: Tito from Majorca, Spain asks,  "I work at a mature technology company, and I am a newer sales manager - have only been here a year. I think our sales process is outdated - it was designed over five years ago. What are your thoughts - do sales process' need updated, and how would you handle with senior leadership if you were me."

Book: 30 Days To Sales Success by Meridith Elliott Powell