Get To Know The Episodes

Episode #319

Charles McFarland

Applying Theater to Sales Storytelling

Episode #318

Janice B Gordon

Why Imaginative Storytelling Sells

Episode #317

Bob Apollo

Bob Apollo’s Mantra: Resist the Itch to Pitch

Episode #316

Kristie Jones

How Personal Stories Can Be Relevant in Sales

Episode #315

Justin Zappulla

Storytelling Drives Connections that Result in Sales

Episode #314

Melissa Madian

Humans Communicate with Story

Episode #313

Indranil Chakroborty

How to Combat Anti-Stories with Story

Episode #312

Amy Franko

Relevant Examples are Key to Good Storytelling

Episode #311

Mark Smyth

The Three Forces of Story

Episode #310

Bernadette McClelland

How Stories Make You Stand Out

Episode #309

Kyle Gray

Choosing Your Perfect Story

Episode #308

Dan Seidman

Why Salespeople Need to Create Emotional Context in their Stories

Episode #307

Gideon For-mukwai

Craft Stories with Episodic Moments

Episode #306

John Livesay

The 4 Elements of a Compelling Story

Episode #305

Cathy Goodwin

Purposeful Storytelling Sells

Episode #304

Mike Adams

Stories = The Fastest Path to Sales

Episode #303

Shaun Bernstein

Storytelling Sells (AND Saves Lives)

Episode #302

Mike Bosworth

Overcome Discovery Resistance with Stories

Episode #301

Edith Crnkovich

The 6 Basic Elements of a Great Sales Story

Episode #300

Jim DeLorenzo

Why Purposeful Storytelling is Key in Sales

Episode #299

Roy Furr

How to Master Compelling Story Selling

Episode #298

Paul Smith

Crafting Stories that Sell

Episode #297

Mary Jane Copps

The Value of Storytelling in Sales

Episode #296

Rick Denley

Reduce Reactivity in Territory Management with Time-Blocking

Episode #295

Santino Pasutto

Master Territory Management

Episode #294

Tibor Shanto

A Blended Pipeline Approach to Sales Planning

Episode #293

Joe Girard

How to Execute Your Territory Sales Plan

Episode #292

Wes Schaeffer

Territory Sales Planning Success Starts with Upper Management

Episode #291

Jeff Bajorek

Approach Your Territory with a Growth Mindset

Episode #290

Mark Hunter

Control Your Territory—Don’t Let It Control You

Episode #289

Tom Ninness

A Servant-Minded Salesperson is THE Most Successful

Episode #288

Lisa Leitch

How the Past Directs Your Territory Sales Plan

Episode #287

John Smibert

How to Apply the 80/20 Rule to Territory Planning

Episode #286

Carrie Millen

Data-Driven Sales Territory Planning

Episode #285

Wayne Moloney

A Highly Effective Territory Sales Planning Roadmap

Episode #284

Steve Benson

Badger Maps: Make Route Planning for Your Territory a Breeze

Episode #283

Steve Hall

Creative Laziness: The Key to Successful Territory Sales Planning

Episode #282

Liz Heiman

The Nuts and Bolts of Territorial Sales Planning

Episode #281

Michael Griego

Become A Sales Territory Superstar Through Effective Territory Planning

Episode #280

Paula White

How Detailed Planning Can Empower Your Sales Territory Planning

Episode #279

Brynne Tillman

Effective Sales Territory Planning For Sales Managers

Episode #278

Julie Hansen

How Acting Skills can Improve Your Virtual Selling Capabilities

Episode #277

Walker McKay

Actions, Attitude, and Approach = Digital Improvement

Episode #276

Liz Heiman

Liz Heiman’s 4 Cs of Selling

Episode #275

Tom Pisello

Identify and Overcome Your Gaps To Succeed with Virtual Selling

Episode #274

Lori Richardson

Why Your Mode of Communication Matters in Digital Sales

Episode #273

Subhanjar Sarkar

Engagement Must Start Early in the Buyer’s Journey

Episode #272

Kendra Lee

Be on the Leading Edge of Technology

Episode #271

Darryl Praill

Why You Must Hyper-Personalize Your Digital Sales Approach

Episode #270

Liz Wendling

Liz Wendling’s “Verbal 2×4” Social Selling Strategy

Episode #269

Fred Copestake

Leverage Video to Set Yourself Apart

Episode #268

Joanne Black

Interactive Selling in the Virtual World

Episode #267

Graham Hawkins

Reverse Engineer the Data to Create a “Wow” Moment

Episode #266

Paula White

Digital Sales: Embracing the Old with the New

Episode #265

Kurt Shaver

Creative Tips to Transform Digital Selling

Episode #264

Diane Helbig

Social Selling = Building Relationships

Episode #263

Jamie Shanks

The Power of Signal Intelligence in Digital Sales

Episode #262

Brynne Tillman

Leverage Your Connections with Your Social Selling Strategy

Episode #261

Bob Apollo

Selling Successfully in a Digital World

Episode #260

Patti Pokorchak

Focus on Social Prospecting—NOT Social Selling

Episode #259

Steve Benson

Successful Digital Marketing Relies on Relevant + Valuable Content

Episode #258

Carole Mahoney

Agility and Flexibility are Key to Digital Success

Episode #257

Tony Hughes

Embrace Tech: Modernize the Way You Sell

Episode #256

Viveka von Rosen

Harness the Power of LinkedIn for Social Sales Success

Episode #255

Ryan Kugler

Embrace Email In Your Digital Sales Strategy

Episode #254

Bill McCormick

Relationships Make Digital Selling a Success

Episode #253

Janice B Gordon

7 Strategies to Supercharge Your Social Selling Effectiveness

Episode #252

Justin Zappulla

How to Improve Your Digital Sales

Episode #251

Julie Hansen

Improve Digital Selling by Making Powerful Connections

Episode #250

Shane Gibson

Shane Gibson’s Digital Selling Blueprint

Episode #249

Lee Smith

Credibility is the Prospecting Game-Changer You Need

Episode #248

Victor Antonio

How to Master Your Sales Presentations

Episode #247

Mark Boundy

Understand Your Customer’s World to Prospect Successfully

Episode #246

Steve Hall

Why Consistent Prospecting is Worth the Effort

Episode #245

Mark Sellers

Salespeople Need to Be Hungry

Episode #244

Diane Helbig

Get a Prospecting System in Place Now

Episode #243

Marcus Cauchi

Why You Must Prospect for Choice

Episode #242

Ian Moyse

Why Prospecting is a Long Game

Episode #241

Sonia Dumas

Why You Must Craft a Transformational Message

Episode #240

Nick Kane

Proper Prospecting: Cultivate an Awareness of Needs

Episode #239

Kendra Lee

Lead Generation Dos and Don’ts

Episode #238

Mark Hunter

Stop Over-Complicating Prospecting + Lead Generation

Episode #237

Chris Voss

Never Split the Difference

Episode #236

Justin Zappulla

A Great Prospector is Resilient in the Face of Challenges

Episode #235

Alice Heiman

Curiosity About Your Prospects is What Closes Sales

Episode #234

Tim Hughes

How Tim Hughes Turns Social Selling On Its Head

Episode #233

Connie Kadansky

Overcome Sales Call Reluctance to Prospect Successfully

Episode #232

Darryl Praill

The Double Funnel Lead Generation Methodology

Episode #231

Carole Mahoney

How Great Content Impacts the Sales Process

Episode #230

Christopher Ryan

The Revenue Machine Blueprint

Episode #229

Caryn Kopp

The Best Way for Salespeople to Open Doors

Episode #228

Jeff Bajorek and Christie Walters-Herbert

What Does Success Look Like For You Right Now?

Episode #227

Jeff Bajorek

It’s Time to Rethink the Way You Prospect

Episode #226

Joanne Black

Why Referral-Driven Lead Generation is a Game-changer

Episode #225

Tony Hughes

The Importance of Trigger Events

Episode #224

Brynne Tillman

Brynne Tillman’s Genius LinkedIn Prospecting Process

Episode #223

Chad Burmeister

How to Get Better Prospecting Results

Episode #222

Mary Grothe

You Must Plan Before you Prospect

Episode #221

Cory Bray

Why a Compelling Offer is SO Important to Prospecting

Episode #220

Kristie Jones

Consistency + Persistence = Successful Prospecting

Episode #219

Adam Snider

Want to Be Successful Prospecting? Here’s what You Need to Do

Episode #218

Kim Albee

Why You Need to KNOW Your Perfect Potential Customer

Episode #217

Bill McCormick

The Key to Successful Lead Generation and Prospecting

Episode #216

Jodi Cahn

Why Time is a Powerful Negotiation Tool

Episode #215

Philip Brown

Negotiation Tactics—with a Twist

Episode #214

Susan Borke

Why Negotiation is a Problem-Solving Process

Episode #213

Santino Pasutto

Negotiation Techniques You MUST Learn

Episode #212

Sheila Heen

Build Options Into Your Negotiation

Episode #211

Steve Hall

The Power of Leverage in Negotiation

Episode #210

Mike Macchiarelli

The Role of Intellectual Curiosity in Negotiation

Episode #209

Diane Helbig

Why you NEED to Know Your Walk-Away Point

Episode #208

Perry Green

Get Comfortable Being Uncomfortable with Negotiation

Episode #207

Kristie Jones

Negotiation Tools, Tactics, and Strategies

Episode #206

Ian Moyse

Ask Leading Questions in Negotiation

Episode #205

Melissa Madian

Why You Must Maintain Healthy Tension in the Negotiation Process

Episode #204

Jeb Blount

Why Emotional Control is Imperative in a Negotiation

Episode #203

Mladen Kresic

How to Become a Successful Negotiator

Episode #202

Mary Grothe

How Your Mental Mindset Impacts a Negotiation

Episode #201

Chad Burmeister

How to Master the Negotiation Process

Episode #200

Dr. Daniel Shapiro

Why Successful Negotiations Hinge on Relationship Building

Episode #199

Nicole Soames

Salespeople Must Embrace the Negotiation Conversation

Episode #198

Keld Jensen

The Importance of a Collaborative Negotiation

Episode #197

Sonia Dumas

How ‘Buying Personalities’ Influence the Negotiation Process

Episode #196

Scott Chepow

Negotiation Preparation is THE Key to Success

Episode #195

Bob Apollo

Develop Self-Awareness as the Foundation of Productivity

Episode #194

Mark Sellers

Is Time Management the Key to Productivity?

Episode #193

Steve Hall

Focus on a Customer-Centric Culture to Become More Productive

Episode #192

Ian Moyse

When Being Productive Means NOT Closing the Deal

Episode #191

Darryl Praill

Sales Engagement is a Key Driver of Productivity

Episode #190

Joanne Black

Leveraging Referrals Positively Impacts Productivity

Episode #189

Anthony Solimini

A Productive Salesperson Must Have Excellent Communication Skills

Episode #188

Kristie Jones

How Accountability Impacts Productivity

Episode #187

Lisa Leitch

Productivity Begins with Proactive Prospecting

Episode #186

Mark Hunter

Productivity is Defined by the Outcomes Achieved

Episode #185

Jeff Bajorek

Reinvent Your Definition of Productivity

Episode #184

Amy Franko

How to Prioritize High-Value Activities

Episode #183

Chad Burmeister

Revenue = Frequency x Competency: Learn How to Balance the Equation

Episode #182

Mary Grothe

How Behavioral Intelligence Drives Productivity

Episode #181

Christopher Ryan

The Interplay Between Goal Alignment and Productivity

Episode #180

Deb Calvert

The Impact of Critical Thinking Skills on a Sales Professional’s Productivity

Episode #179

Bill McCormick

How to Leverage LinkedIn Lead Generation in a Productive Way

Episode #178

Dionne Mischler

Personal Productivity takes Drive and Discipline

Episode #177

Luigi Prestinenzi

Sales Planning and Productivity Measurement

Episode #176

Connie Kadansky

Emotional Literacy is Key to Sales Productivity

Episode #175

Liz Heiman

Properly Prioritizing Tasks Leads to Productivity

Episode #174

Lisa Magnuson

The Basics of Productive Pre-Call Planning

Episode #173

Chris Croft

Productive Habits Every Salesperson Should Embrace

Episode #172

Noelle Leemburg

Top Productivity Tips to Become an Impactful Salesperson

Episode #171

Meridith Elliott Powell

Increase Your Productivity to Improve Your Sales Performance

Episode #170

Barb Giamanco

How to Become a Productive Sales Professional

Episode #169

Scott Ingram

A Powerful Productivity Process for Salespeople

Episode #168

Brynne Tillman

How to Maximize Sales Productivity

Episode #167

George Brontén

A Productivity Formula for the Sales Professional

Episode #166

Carole Mahoney

Simple Steps Towards Productivity Improvement in Sales

Episode #165

Steve Benson

Evaluate the ROI before Making a Decision

Episode #164

Drew D’Agostino

Anchor Down

Episode #163

Wart Fransen

CRM is the Starting Point.

Episode #162

Leeno Karumanchery

Measure, Measure, Measure, Report, Report, Report.

Episode #161

Kevin Dixon

Stack Around Your Established Sales Process.

Episode #160

Kate Bradley Chernis

Robots Can’t Replicate The Human Connection

Episode #159

Jon Ferrara

People Buy Better Versions of Themselves with AI

Episode #158

Shawn Finder

Maximize Sales Conference ROI With AI

Episode #157

Victor Antonio

Fight the App Addiction

Episode #156

Nancy Nardin

Shiny Object Syndrome

Episode #155

Chris Croft

The Funny, Charming and Detached Negotiator

Episode #154

Lisa Earle McLeod

The Triangle of Truth

Episode #153

Allan Tsang

Bridging the Knowing and Doing Gap

Episode #152

Mike Inman

‘Yes If….’ and ‘No, But If….’

Episode #151

Mark Meincke

Don’t Defend, Justify or Explain

Episode #150

Melissa Hereford

Building Your Negotiation Muscle

Episode #149

Jeff Bajorek

Putting the Swagger Back Into Negotiation

Episode #148

Josh Weiss

Creativity Over Compromise

Episode #147

Amy Franko

Negotiating With Empathy

Episode #146

Herb Cohen

Care….But Not That Much!

Episode #145

Todd Camp

Take the Baggage Off the Table

Bonus Episode

Dave Carroll

United Breaks Guitars, 10 Year Anniversary

Episode #144

Patrick Tinney

The Devil is in the Details

Episode #143

Kwame Christian

Compassionate Curiosity

Episode #142

Randy Kutz

No Naked No’s and Yes’s

Episode #141

Lucy Chamberlain

Collaborative vs Competitive

Episode #140

Derek Arden

It’s Not About Technique, It’s About Trust and Honesty

Episode #139

James Muir

Negotiate With Genuine Intent

Episode #138

Donald Hatter

You Can’t Sell and Negotiate At The Same Time

Episode #137

Deborah Kolb

Principles Unite, Specifics Divide

Episode #136

Mike Figliuolo

Understand The Nibble

Episode #135

Kim Orlesky

Positive Attitude = Positive Outcomes

Episode #134

Mark Raffan

Manage Your Concessions

Episode #133

Joanne M Smith

The Power is in the Pre Work

Episode #132

George Siedel
Information is Power

Episode #131

Shawn Karol Sandy
Patience Trumps Discounts

Episode #130

Jay Heinrichs
Everybody Wins

Episode #129

Jeanette Nyden
The Power of Open Ended Questions

Episode #128

Roy Raanani
AI – The Devil’s in the Details

Episode #127

Manoj Ramnani
Man and Machine Working Together – Machine collected Human Verified

Episode #126

Jeff Koser
AI – You Can’t Expect What You Don’t Inspect

Episode #125

Paul Teshima
AI – A Humanising Affect On The Profession Of Selling

Episode #124

Erroin Martin
AI – Know Where You Want To Go

Episode #123

Dan Reich
The Logic Tree of Purgatory

Episode #122

Tim Hughes
Could Social Selling be Your Legacy?

Episode #121

Kurt Shaver
Always Be Connecting

Episode #120

Daniel Disney
Don’t Stalk Your Customers!

Episode #119

Viveka Von Rosen
Don’t Be Like Blockbuster!

Episode #118

Mark Williams
You Can’t Automate Relationship Building

Episode #117

Patrick Tinney
Social Selling, Embrace Positive Risk

Episode #116

Jim Cathcart
Lead With Their Need If You Want To Succeed

Episode #115

Mario Martinez Jr
Hyper Personalize

Episode #114

Barb Giamanco
You Keep Waiting and The World Keeps Passing You By

Episode #113

Steve Hall
You Need to Be Where Your Customers Are

Episode #112

Dave Byrnes
The Who and the Where

Episode #111

Ian Moyse
You’ve Gotta Earn the Right in Social

Episode #110

Mark White
Don’t get the Digital Door Slammed in your Face

Episode #109

Matt Heinz
The Drive-by Mailbox

Episode #108

Jack Kosakowski
Getting Visible, Valuable and Connected

Episode #107

Elinor Stutz
The Buy, Buy, Buy becomes Bye-Bye

Episode #106

Tom Hopkins
You have to Teach them, to Reach them

Episode #105

Andrew Jenkins
The Importance of Social CEO’s