There are three things that must overlap if we are going to reach our full potential in sales.  Joe Buzzello shares exactly what they are and how it allows us to do our “genius work.” Click Here For Shownotes

What is “Level 4 Value Creation?” It isn’t enough to just have sales acumen. Today you must also help your dream customer see around corners. Click Here For Shownotes

Brian Tracey once said that success leaves tracks. He was dead wrong. He was so far off that it is laughable. I explain what I mean. Click Here For Shownotes

Every rebuttal you have been taught is worthless! Unless you do the things outlined in this episode, you are just pissing off your prospect. Click Here For Shownotes

As you may already know, this episode is a huge milestone for me and I couldn’t be more excited!  In this podcast I had the opportunity to interview one of my heroes in the sales game, Mr. Tom Hopkins.  When I first started in the Voluntary Benefits arena, Tom Hopkins was doing sales training and … Continue reading "#023: When Buyers Say No – Tom Hopkins Interview [Podcast]"

You should get down on your knees every morning and thank your higher power that most of your prospects are going to say no. ‘No’ can have many different meanings. Tom Hopkins has identified 8 meanings that ‘no’ can have. How do you know which no is which? Click Here For Shownotes

I recently gave a keynote speech for a large organization in Long Beach, California. In it I borrowed heavily from author, Steven Pressfield.   Most of his his non-fiction writing is geared more towards artists and writers than it is to sales people.  Having said that, if you don’t read his books The War of Art and … Continue reading "#022: Eight Signs You Have Turned Professional in Sales – Tim Martin [Podcast]"

You probably think you are a sales pro. You’re probably wrong. There are (at least) eight behaviors that true sales pros engage in that armatures don’t. Click Here For Shownotes

What does where Les Heinsen sits at a banquet table have to do with leadership? Absolutely everything! Click Here For Shownotes

This podcast episode is dedicated to Mr. Paul Amos. Just Click Arrow To Listen Mr. Paul, as the Aflac nation calls him, passed away yesterday, July 3rd from complications related to Parkinson’s disease in Columbus, Georgia. He was 88.  Mr. Paul was one of the 3 brothers that founded Aflac together in 1955.  As many … Continue reading "#020: Five Leadership Lessons I Learned From Aflac Founder, Mr. Paul Amos [Podcast]"