Your Friend In Business - B to B Sales Podcast

Season 3 - Episode 4
Rapport...Rapport....Rapport

The waters are always mirky and unsettling in January, especially in the sales world.    As a seller you are concerned about your number, your objective, your goals, your partner ecosystem, and all the work ahead of you.    

I have always found that the best way to attack these anxieties, is to start focusing on establishing as many new business relationships as possible.

Rapport...Rapport....Rapport, it's all about building new channels in your space, finding best ways to communicate with your prospects, reaching out new clients, visiting new technology partners, and getting to know more internal folks at your organization.

Listen to how I smile my way through the different avenues of rapport building and specific questions to mirror and match your new friends in business.

Enjoy the Listen...Cheers!!!

~Your Friend in Business~

Season 3 - Episode 3
Dont' be a ZERO HERO

It's not about starting at zero again...it's about picking up where you left off and building on what worked and what didn't work.

Don't take the mindset into the new year...that you have to do it all over again, look at it as an opportunity to keep rolling on. 

Find your strength in reflection, set a new mission for success, and think about your plans on another step up level.

Get up, get out, and get going. 

Listen to how I shaped out the ways to exercise your pipeline muscles. 

Enjoy the listen...Cheers!!!

~Your Friend in Business~

When I was a kid I use to go to the park my father built for our community and I would also end up on the teeter totter with him.     Every Sunday morning, I would try and balance him on one end and me on the other but it would never even out.     

No matter what I did to balance that beam it would always end up with me high in the air and him slammed down on the ground.      

Those moments are so magically for me, I can easily snap my finger and be back in my mind to that park with my Dad...and him challenging me to get balanced.

Well ever since starting my sales career, I've been trying to find my inner sales balance beam.   Desperately trying to figure out what the best way to approach every sales situation, what works for me and what doesn't, and most importantly how to weave my way through my personal and professional emotions. 

Listen to how I have overcome these challenges that are thrown my way and how I keep going back to that park every day in mind to one day even everything out.

Enjoy the Listen...Cheers!!!

Your Friend in Business

Season 3 is here - Episode 20
Who are we...if we don't change!

How often are you tweaking, adjusting or making a change in your life, whether it's in your sales career or in your personal development.    

Changing is a never easy, it takes a commitment, dedication, and the will to go after it, every single day with conviction and a real purpose.

Discovering where you need to make a change is just the beginning, taking action, and building a clear path forward to accomplish this change is the hard part.

Listen to how I outline best ways to make a change in your sales career, while creating repeatable habits to do so, and visually seeing the outcomes come to light.   

Enjoy the Listen...Cheers!!!

Your Friend in Business,     

Season 2 Episode 20 
The Sweet 16 Approach

Remember when you turned 16 years old and how everything was so exciting, fresh, and the thought of being able to do something on your own was at your finger tips.

Time sure seems to be flying by way to fast and in sales, time is so vital to the success of your career.  

Listen to my recap of this season, and how throughout Season 2, I talk about how to utilize your time wisely, focusing your efforts on revenue driven activities, spending quality time improving your craft and having the persistence to make it happen.   

Enjoy the Listen....Cheers!!!

Your Friend in Business,

Season 2 Episode 19
Waves of Sales

Being a Sales Professional is an extremely challenging career path and its certainly not for the faint of heart, as the ups and downs are like waves in an ocean.  

It's all about how you handle the currents and the storms ahead, and the best of the best, are able to keep calm and steady in the wake of challenges they face.   

It's always been an illusion that successful people are successful because they have something unique about them, but I beg to differ, successful people create plans, build goals, invest in themselves, practice their craft and consistently deliver on their promises they set to achieve.  

Listen to me discuss how I've handle these waves of sales and that's its never to late to start your journey of success.

Enjoy the Listen...Cheers!!!

Your Friend in Business, 

Season 2 - Episode 18
"Air"ing it out on the Sales Court!!!

I got a chance to watch "Air" on Amazon Prime and thought it was one of the best sales movies ever made.     

Sonny Vaccaro's relentless efforts to land Micheal Jordan to be the face of Nike basketball is the biggest blockbuster deal of all time and showcases all phases of the sales process with perfection. 

Listen to how I compare the three act structure of the movie to what it takes for each salesperson to make or break their one big whale deal they have out there.

Enjoy the Listen....Cheers!!!

Your Friend in Business, 

Season 2 - Episode 17
It shouldn't be a secret...knowledge is power!

It's mind blowing to me but most people that are in the business of selling, don't know that being a consultive seller is way more beneficial for their customers than being a salesperson.   

So many sellers these days, do show and tell...and not listen and learn, and they are left wondering why prospects go dark.    

Consultive selling is done from the customer perspective, outlining their goals, understanding their needs, and ultimately helping them find their way to accomplish these initiatives through strategic plans.

Listen to how a secret room at my last conference show, opened my eyes to how important it was for me to let the secret out about how choose the path of consultive selling. 

Enjoy the listen...Cheers!!!

Your Friend in Business, 

Season 2 Episode 16
Prescribe Some Persistence in Your Sales Diet

If you are sitting back and waiting for deals to fall in your lap, or prospects to call you back, or your pipeline to magically increase, then I think you may need a nice prescription of persistence added to your sales diet.

Persistence levels the playing field, and the majority of salespeople aren't born with it, while many give up to soon, and need dig deep to find motivation within to overcome the difficulties of the job.

Listen to how I discuss best practices, building a support system, and finding different ways to incorporate persistence in your sales process.      

Enjoy the Listen....Cheers!

Your Friend in Business

Season 2 - Episode 15
Powering Up...Your Sales Super Power

Boom....Bang...Pow....Zip....Zing....Swoop.

Those are just some of the sounds Super Heroes make when they are bring out their Super Powers...and as a Salesperson it's time to bring out your Super Power. 

There has never been a better time then, right now, to find your Sales Super Power, as you bring out your Mantra, and crush all the villains in your way.   

Listen to how I found my Sales Super Power and utilize my strengths to win the deals, overcome my challenges, and make the most of my opportunities. 

Enjoy the Listen...Cheers.

Your Friend in Business,