WINNING AT SELLING

Sales isn’t just about numbers—it’s about sparking curiosity, creating connections, and leaving people amazed. Now, imagine a speaker who blends the precision of a teacher, the creativity of a magici…

Sales isn’t about tricks or scripts—it’s about understanding people. When you sell with empathy, clarity, and respect, you don’t just win deals—you build trust, loyalty, and long-term relationships. …

Many salespeople think they’re in a test every time they meet a prospect—measured on how much they know and how perfectly they can present. But selling isn’t about passing a test. It’s about uncover…

How can a centuries-old art form help your organization engage employees, build teamwork, and create a culture of innovation? For decades, the techniques of improvisation, or “improv,” have helped or…

We don’t execute on what we don’t believe. Whether it’s a sales process, a life change, or a new habit, our actions—or lack of them—are rooted in what we truly believe about ourselves and what’s poss…

In sales, there’s a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect’s situation—what systems are they…

Are you living with purpose—or just going through the motions? In today’s episode, we explore how purpose shapes your work, relationships, and identity. Discover how alignment brings clarity and ful…

Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it’s the right opportunity. RFPs often demand considerable time, resources, and cross-functional coord…

Have you ever been torn between jumping into action or holding back to wait for the perfect moment?  Today we explore the tension between taking immediate action and practicing delayed gratification.…

Scott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at sell…

As a salesperson - have you ever said behind your sales manager's back - I could do a much better job than they can. Be careful what you wish for.  It may look more glamorous than it really is. There…

One of the keys to maintaining value is to be able to differentiate your product or service from the competition. While this can be difficult to do, it is necessary to keep from becoming commoditized…

Are you leading with purpose — or just going through the motions? What’s the difference between intentional leadership and reactive management.  How can you create a collaborative culture by design …

Has it ever happened to you that you go into an appointment expecting to meet with a single person, but when you get to the conference room there are already 3 other people seated around the table? A…

How would increasing your word-of-mouth reputation affect your sales pipeline in the short and long term?  A referral from your network is one of the most credible and cost-effective forms of marketi…

Often when we are trying to make a sale we get totally focused on the value we can bring to the prospect and their business. Seldom do we consider the ramifications our new product or service will ha…

How do you manage conversations, remember your priorities, and accurately forecast sales—all while juggling a packed calendar? You guessed it: your CRM. But most salespeople treat their CRM like a du…

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! Wh…

Perspective is the particular way you view a situation based on your experiences and background.  Do we all have the same perspective?  I say not. Can you improve your life by changing your perspecti…

Is it better to prospect for new customers or get more business from our current clients? I don’t think one is necessarily better than the other, but it is certainly cheaper and should be easier to g…