Lightning Round: Top Strategies to Tapping Into Your Network

Question: John Register asks, “What are the best strategies for building your network?”

Book: Never Eat Alone by Keith Ferrazzi

Lightning Round: Top 10 Ways to Position Yourself for Success in a Tough Economy

Question: Hugh Hornsby from Virginia asks, “While I understand what you are saying in terms of an economic downturn, my fear is that what you focus on is what you get. Would love your thoughts.”

Book: Think and Grow Rich by Napoleon Hill 

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Lightning Round: Top 10 Ways to Identify Customer Pain Points

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Question: John from Temecula, CA asks, “Rising interest rates, inflation and just general fear about the economy is seriously impacting our sales. My team is having trouble getting deals to move forward. They can get in the door, have great conversations, and get the interest of their prospects, but they can't get the deal to close.. Help?”

Book: 30 Days To Sales Success by Meridith Elliott Powell

Lightning Round: Top Automation Tools 

Question: Davis Brown from Chicago says, “Would love to hear about how you and Mark use automation. I'm not using any automation currently, outside of scheduling calls on my CRM. Should I be doing more? What tools specifically do you suggest and how to integrate it into my sales strategy?”

Book: Sales Automation Survival Guide by Dick Lee

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Lightning Round : Top 10 Ways to Sell Effectively Through the Holiday Season

Question: Ron from Milwaukee asks, “I am a sales leader of a newly merged team, and we are having a big debate—do we or do we not sell through the holidays?  My team has had an amazing year, but we are worried about 2024. Most of my newly formed team is tired, wants a break, but a few of my top performers think we need to strike while the iron is hot.  Your thoughts?”

Book: Lessons from the Legends by Brian Biro 

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Lightning Round: Top 10 Ways to Improve Confidence

Question: - Mary asks, “I am a real estate agent and right now interest rates are killing my team. We have gone from the best year on record, to looking at a tough go until interest rates settle and start to come down. How do I keep my team motivated, engaged and believing they can continue to be successful?”

Book: The Negativity Fast by Anthony Iannarino

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Lightning Round: Top 10 Ways to Qualify and Get Better Leads

Question:  Sylvia from London asks, “My sales team is underperforming and they are blaming marketing for bad leads. Marketing feels like they are doing their job - help? How do I get these two to work together, and how do I figure out if this is a marketing issue or a sales team issue?”

Book: Lead Generate: 61 Days To Double Your Pay by Scott Groves

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Lightning Round:  10 Ways to Deal with the Procurement Department

Question:  Brian in Wichita, KS asks, “Help I am so frustrated!  I have been nurturing this deal for more than a year. I have sold Human Resources, engaged the CEO, and even gotten past the CFO, but now they have turned me over to procurement and it has become a nightmare. They are finding every reason under the sun for this deal not to work - and when I go back to my contacts  - the CFO, CEO and HR - they just throw up their hands and say procurement is in charge. What do I do?”

Book:  To Sell Is Human by Daniel Pink 

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Lightning Round: Top 10 Ways to Follow Up without Being Annoying

Question: Christian  from Traverse City, Michigan asks, “I am so bummed. I had a lead come in – contacted me. We had several conversations, and they asked me to put together a proposal and set a follow-up meeting. I sent the proposal, a reminder of our call, made the call and sent another email. The lead has gone cold. I am getting NO response.  What do I do? Is the deal dead? What do you suggest?”

Book:  Follow-Up and Close the Sale by Jeff Shore

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Lightning Round: Top 10 Strategies to Finish the 4thQuarter STRONG

Question: Matt from Miami Florida asks, “We are starting to feel the shift in our market. In the last month, more than half of our reps are reporting their clients are highly focused on reducing expenses. This is both slowing down our decision-making process, and lengthening the sales process. We expect this to continue into 2024. Just curious – thoughts and ideas on what my team could be doing now to prepare?”

Book: Civility Unleashed by Diana Damron 

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