Sales Unscripted

Summer brings family vacations, lake days, and BBQs. But in sales, it also brings the dreaded 'summer lull.' Bryan and Margaret dive into what the summer lull is, why it happens, how to get ahead of it, and what to do with the downtime. This episode will help you start your fall off strong!

After some heated debate over fireworks, Bryan and Margaret dive into their favorite sales tools. They talk about everything from tech stack to behavioral tools and name drop some of their absolute favorite brands. Consider this your sales shopping list!

This week Bryan and Margaret tackle an unsexy, but necessary topic: the decision making process. Bryan tackles why he doesn't use the term 'decision maker' and instead focuses on the process. Margaret shares her Trojan Horse method and how she uses video to build trust with new stakeholders.

Salespeople have a tendency to get so wrapped up in landing a meeting that they neglect how they run the meeting itself.

This week Margaret and Bryan dive into the importance of having a strong ending to every meeting. They share two tactics guaranteed to increase efficiency and clarity in your sales process.

With an upcoming recession looming and business budgets tightening, now's the time to prepare an action plan. Margaret and Bryan talk through some key strategies to avoid selling scared, move forward with confidence, and ride (or thrive) during a downturn.

Oh, the notorious ABC (Always Be Closing) acronym…a mantra that it's time to sunset. But what's a good alternative? Margaret and Bryan share their take on the ABC mindset and collaborate on their own "Always Be.." acronyms to prioritize instead.

"Slow down the sales cycle." "Don't sell it if they don't need it." "Be fully transparent." "Skip your go-no-go calls." Okay…maybe not that last one. In this episode, we talk through tactics that might feel counterintuitive, or unnatural, in sales but actually drive significant success. And in full, unscripted fashion, consider this episode thinking on the fly.

The phrase "I'm in sales" tends to raise some outdated stereotypes, but it doesn't (and shouldn't) have to be that way. Margaret and Bryan discuss the importance of finding your authentic self and integrity within sales — and what to do when your work and personal identity feel unaligned. Marge also tokens mushroom hunting as the "epitome of luxury" while Bryan begs to differ.

Are you acting as a trusted advisor for your prospects, assisting in finding the best solution for their needs? Or are you lingering at the finish line, waiting for your prospect to come to you? Learn how to take the lead and become an expert persona that guides prospects through every step of the sales process.