Les Heinsen’s superpower is his optimism and ability to encourage others. He is someone that believes in his people and helps them to see the future as it could be. As optimistic as Les is, he fully understands that optimism isn’t enough… Not by a long shot. Click Here For Shownotes

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

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

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

Mr. Paul Amos was one of Aflac’s three founding brothers.  During my time at Aflac and my interactions with Mr. Paul, I learned at least 5 major leadership lessons. He will be missed. Click Here For Shownotes

Why has Disturbing Questions struck such a strong chord?  Joe Buzzello and Tim Martin dive into the philosophies outlined and how a salesperson can use them to dramatically boost their closing ratio. Click Here For Shownotes