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The phrase "I'm in sales" tends to raise some outdated stereotypes, but it doesn't (and shouldn't) have to be that way.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.

How to get yourself off the cold calling hamster wheel and never make a cold call again. From prospecting into your existing customers, to maintaining great relationships and building a personal brand - these strategies eliminate the need to pick up the phone and reach out cold. The time has finally come to close the curtain on everyone's most dreaded sales tactic.

Building on our love of the Enneagram, Margaret and Bryan reveal one of their all-time-favorite sales tools that helps identify buyers' personas, and discuss how to use the Enneagram to have better (and more productive) conversations with prospects and customers. Margaret also lays out what exactly a "sound bath" is for inquiring minds.

We're talking all things Enneagram on this episode of SUP. Having self awareness can help you discover how your personality helps and hinders your sales conversations. Margaret and Bryan take part in some personal self reflection sharing their enneagram types, strengths, weaknesses, and how their personality traits have landed (or lost) a deal.

Resources:Enneagram