We know that in many cases, it’s the C-level member of an organization who signs off on exactly the type of product or service you sell. So why not cut some corners and call directly on them? Because it’s impossible! Or is it? Dr. Steve Bistritz leads the field in the area of connecting with, and importantly having success with your target customer…

Do you ever get the feeling when you’re prospecting for new business you’re just spinning your wheels; seems like no matter how many calls you make or email you send, you come up empty at the end of the day? There is a way to bring more gravitas and success to your efforts, and it’s such a simple formula, you may kick yourself for not figuring it o…

There are many keys to successful selling – we all know the list: features & benefits, competitive talking points, overcoming common objections and so on. But if you had some real insight into certain behaviors in a sales rep that buyers find are important, that would be a real advantage. Our guest tells us we need to stop selling and start leading…

In today’s highly competitive sales environment, we’re all looking for a leg up. And our customers have come to expect more than a recitation of features & benefits. A lot more. Luckily, there’s a path. And joining us to help map it out is speaker, sales consultant and author of The Perfect Close, James Muir, joins Dan Walker with the scoop in this…

If there was one magic bullet to success in sales, we’d all be fat and happy, right? Truth is, true success comes by way of a number of different skills, and we all spend a fair amount of time studying the subject. But there’s one trait in particular that everyone in sales would do well to master, and self-proclaimed sales execution specialist, Tib…

Do you find yourself running into more & more brick walls out there and slowly but surely falling out of your comfort zone? Not a good place to be. But our special guest this week may have just the medicine you need to shake things up. Linda Swindling is a recovering attorney who now specializes in helping navigate the waters of complex sales. She’…

For many sales pro’s, the arrival of summer is a good news / bad news time of year. The good news: winter’s in the rear view and we get to hit the beach, the links and everything else that goes with summer. The bad news: the dreaded summer slump in sales. But is that really a thing? Busy sales trainer and coach Jeff Goldberg joins Dan Walker with t…

Positive, meaningful customer interactions are more critical than ever in today’s competitive world of sales. Which means that with every single touch with your buyer, from the moment of first contact through each engagement, you’ve got to be on your toes. Speaker, author & consultant Barbara Giamanco joins host Dan Walker to explain in this 10-min…

With all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, all that tech, in combination with some well-known knee jerk emotions can be holding you back. Jeb Blount is a very busy speaker a…

During the course of your sales career, chances are good you’ll be given the opportunity to move into sales management. And in many, if not most cases, that’s because you’re a great sales rep. But that might end up being exactly the wrong reason to move into management. Let’s get the story. Speaker, author and sales consultant Kelly Riggs joins hos…

If you’ve been paying any attention at all, you’ve probably noticed that the role of the sales rep has change, and that what once worked in sales is no longer good enough. Buyers want and expect more from us nowadays. International speaker, bestselling author and sales expert Anthony Iannorino joins Dan Walker with the scoop in this 10-minute podca…

What’s that one, unpleasant component that most sales cycles have in common? Objections. We all get them, and by and large, we’re able to work with them. But is there anything we can do with the objection phase to make it work more in our favor? The answer is yes, and busy Sales Trainer and host of the Sales Tuners Podcast, Jim Brown joins Dan Walk…

Let’s face it, you need real talent & experience to make it through the sales cycle. And for a lot of sales reps, the most stressful part of the process is the close. After all, what was it all for if you don’t get ink? Good news – closing successfully can be one of the most comfortable, low pressure pieces of the puzzle. Speaker, sales consultant …

Cold Calling – it’s unpleasant, ineffective, a waste of time & makes everyone crabby. Right? Not so fast - There’s a growing number of thought leaders who maintain that cold calling in fact DOES work and has a place in sales today. Speaker, partner and lead trainer for eCenter Training, Jeff Goldberg, joins Dan Walker with the scoop in this 10-minu…

What sets you apart from your competition? What would you say is your key differentiator? The thing that gives you the competitive edge? Our guest says the real edge comes from something called neurolinguistics, and it could be your game changer. Steve Martin is a sales performance consultant, author & speaker, and joins host Dan Walker to explain …

At this time of year, there’s probably not a one of us who doesn’t at least give some thought to stepping things up in the next 12 months – not just in our sales performance, but really in all areas of our life. And then in many cases, where are we one year from now? You already know the answer. But by taking just a few simple steps, turns out we c…

Do you consider yourself to be a wing it, shoot-from-the-hip kind of sales rep who’s maybe a little too confident in your ability to just make things happen? Good for you! Hope you have a successful year. Or are you a thoughtful, process-oriented sales pro invests the time to plan and strategize your way to success? You came to the right place. Mar…

We are now told by people who research this type of thing that if we’re stuck in a rut of just pushing features & benefits, many of us are destined for a final paycheck and an escorted trip right to the exit in sales. But the good news is it doesn’t have to be that way – your future could be great! Sales performance coach and host of the podcast “S…

So you booked the appointment, you got the meeting. Now you need to not only give a great presentation, you need to make sure they don’t forget you a week after you went to all that trouble! In other words, you and your message have got to be unforgettable. Anne Miller, who is an all-star demo and presentation coach and seminar leader joins host Da…

When you really believe in your product or service, and moreover believe it can really help a prospective buyer, it shows, and that’s a good thing. But what you may not know is there’s a way to make your case even more compelling, and yes, that means jacking up your success ratio even more. Speaker, author & sales consultant Scott Moldenhauer joins…

Besides being on a lounge chair at the beach on a hot summer day drinking a refreshing Mai Tai, is there any better place to be than calling on a high-level decision maker who’s hanging on your every word? Probably not. That’s why we asked best-selling author, speaker and sales consultant, Steve Bistritz, author of the blockbuster “Selling to the C…

The first and most important step in most sales endeavors as we all know is that initial engagement – opening a meaningful dialogue, and then ultimately onto a successful conclusion. But it’s literally those first few seconds that are so important. Jerry Acuff is founder & CEO of the sales consultancy, Delta Point, and he joins host Dan Walker with…

Hindsight is 20-20…don’t you just love it? You look back at the business you just lost and realize if you had done just one thing you could have saved it. What’s that one thing? In many cases, it’s just following up. And equally as important, following up the right way. Busy speaker, sales consultant, trainer Tim Wackel joins host Dan Walker with s…

No secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trainer and executive coach Kevin Knebl joins host Dan Wal…

As sales professionals, there are many pitfalls we need to watch out for – some of those old traps and crutches and out & out missteps that tend to foil our efforts to walk off with the business. Well, sales consultant, author & trainer Tim Connor has a book entitled “You Call That Selling?” that tackles some of these issues – 91 of them in fact, a…