Sales Unscripted

Building a personal brand doesn't mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it's important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you're looking to define your personal brand, tune in to this episode!

This week's episode goes back to the sales basics - handling price pushback. No matter how low your price is, pricing objections come up all the time. Our hosts share how to sell the economic value of your product in a way that's meaningful to your prospects (and not by throwing out random statistics).

You've made the sale, but what happens next? In this episode, Margaret and Bryan discuss the importance of defining post-sales accountability - from sales, to account management, to customer success - for both your internal team and for the customer. Tune in to get tips for outlining roles in a handoff call!

Margaret and Bryan spill the secrets to storytelling in this episode! Learn how to master the craft of engaging prospects with a great sales story, and how to enable your clients to share their experiences. (And, tune in to learn more about Bryan's tour this summer!)

We are back with part 2 of "Closing with Curiosity"! This episode is PACKED with best practices and examples on prepping questions for sales calls and setting up your conversations for success. Listen now to learn the 4 categories of questions you should be covering on your calls!

Sales Unscripted is back after a short break, and this week our cohosts dive into the impact of curiosity on sales success. Asking questions shouldn't always have the intent of fixing problems for your prospects - by asking questions, you can uncover hidden needs, deepen client relationships, and guide conversations in the right direction. Tune in now to this 2-part series!

Take a moment to reflect on Q1 compared to your goals. In this episode, Bryan and Margaret share that starting Q2 on the back foot means it's time for a fresh perspective and some quick action to improve. Don't let fear of feedback hold you back - remember, everyone can get better!

Everyone is talking about AI - but how can it be leveraged in sales? Sales is all about human interaction, but there are places where AI can be helpful to keep your sales outreach efficient. In this episode, our hosts explore how different AI tools can be an integral part of your sales process and give examples of how AI can be implemented as a delegation and research tool.

It's common for salespeople to see the positives in their pipeline. But sometimes, objectivity is clouded by optimism. This week, Bryan and Margaret give a reality check - they provide ways for both salespeople and for managers to get extreme clarity into where deals stand so priorities can be set accordingly. And, tune in for some great CRM cleanup tips!

It can be frustrating to put in the time and effort into drafting a proposal, then not hearing back from your prospects. So, what can you do to prevent this from happening? This week, Margaret and Bryan chat about giving transparency up front and tips to keep the conversation going. Setting these parameters and expectations early on will help you and your potential customers stay aligned during the whole sales process - from the discovery call to contract signing.