James Brooks and Abbey Cook join Jeff and talk prospecting.

Join the conversation by following us on LinkedIn.

Big data used by artificial intelligence to increase sales is a massive movement. Does AI replace the sales professional? Or does AI enhance how a sales professional meets the clients needs? In what other areas can AI help or hurt the sales process?

Join the conversation by following us on LinkedIn

Randy Illig writes in Forbes about how to keep your sales people in the midst of the "Great Resignation." What you do to keep people now is good practice for always keeping good people. There are a couple of consistent practices that will help you as a sales leader or sales professional have continual success.

Join the conversation by following us on LinkedIn 

Go the people who are spending and be there seller. To learn what organizations are wanting to buy, use big data. Prospect with intelligence. Online selling is here to stay.

Join the conversation by following us on LinkedIn

In recent years "sales enablement" has become a hot topic. What does it mean? When you enable sales, what are you enabling them to do. In this podcast Jeff discusses with you what real sales enablement is and a mindset and toolset to enable your client to make a decision.

Join the conversation by following us on LinkedIn.

What is the value of a sales professional? Can't the information we need to purchase a product or service be found online therefore negating the need for a sales professional? In this podcast Jeff discusses how you are valuable to your clients.

Join the conversation by following us on LinkedIn.

When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom. Most importantly it is critical to know the criteria or key beliefs of the person making the decision.

Join the conversation by following us on LinkedIn

Click here to register for the August 31st webcast.

When you talk with a client, understanding not only their needs, but the importance, evidence, and impact is crucial for them and for you. In this podcast we discuss the skill of structuring the conversation.  When you structure a conversation it helps not only you but more importantly enables your client to make a decision.

Join the conversation by following us on LinkedIn.

What do you love about your sales profession? Is it the product? The people? Both? A recent article in Inc. magazine suggests that there is one rule greater than any other to make more sales. What is the rule? Listen in to find out.

Join the conversation by following us on LinkedIn.

Sales have changed from primarily in person to primarily online. This shift was in the making before the pandemic, the pandemic pushed online selling into the deep end of the pool.  Selling in person or online requires communication skills. In this conversation we talk about the change in the selling environment and the need to get even better at moving off the solution.

Join the conversation by following us on LinkedIn.