Every seller burns leads. I do it, and your reps are doing it right now. These are the four fastest ways leads get wasted and the simple fixes that turn more of your pipeline into revenue.
Five years. Over 265 episodes. Listeners tuning in from more than 50 countries. When I sat down to record episode
Bob Moesta, co-creator of Jobs to Be Done theory, joins me to talk about 27 years of mentorship with Clayton Christensen, why most technology never finds a job, and the discovery questions every seller should be asking.
Charles Locklin invited me onto The Craft of Conferencing podcast to talk about how to turn industry events into real revenue. Here is the playbook I use to plan, work, and follow up from every conference I attend.
My annual conversation with Vendasta CEO Brendan King covers scaling a 750 person company, serving a new generation of small business owners, and the three things a senior leader can actually do.
Nick Kane, co-founder of Janek Performance Group, joins me to talk about why sales still struggles for executive respect, how to build situational fluency in your team, and why objections are a gift.
Conversion rates across industries hover between 2 and 3 percent. These are the 10 elements of a sales pitch I rely on to turn conversations into long term customer relationships.
Is ChatGPT a real sales tool or just hype? I break down where AI helps sellers, where it fails, and the eight dos and don’ts I give my teams.
Keenan, author of Gap Selling, joins me to talk about why most discovery is shallow, the difference between leadership and coaching, and where sales managers should actually invest their time.
Prospecting is the one activity every seller avoids and every sales leader wishes their team did more of. Here is the mindset, the framework, and the Death Stars I use to keep pipelines full all year long.