Episodes

In this episode, Larry Trotter II and Brendan McAdams discuss the recent breach at OpenAI and its implications for the healthcare industry. They explore the role of third-party vendors in security breaches, the importance of due diligence in health tech, and the evolving landscape of AI in healthcare. The conversation also touches on lessons learned from past breaches, particularly the Change Healthcare incident, and the need for robust security measures in health tech startups. The hosts emphas...

In this conversation, experts discuss the intricacies of go-to-market strategies, particularly in the health tech sector. They emphasize the importance of crafting a compelling brand story that resonates with customers, the necessity of collaboration with vendors, and the significance of understanding the target audience. The discussion also highlights common pitfalls in storytelling and the need for authenticity in messaging, especially in a content-saturated environment. Takeaways When selli...

Summary In this conversation, Therese Canaris, CEO of Curie DX, discusses the innovative approach her company is taking to improve access to diagnostic tests in healthcare. She shares insights on the challenges of sales in the healthcare sector, the importance of customer discovery, and the need for building trust with healthcare providers. The conversation also touches on the complexities of navigating FDA approval, ensuring data security, and demonstrating the value and ROI of healthcare inno...

With all the talk about AI and ChatGPT, we thought it necessary to weigh in a little on how ChatGPT is poised to disrupt sales (or not), and how to think about using AI in your sales efforts. (In full disclosure, Brendan is… but in very specific and targeted ways.)

Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it? In this quick episode, Brendan and Bob dig into the pros and cons of picking up the phone and calling people that you don’t know. You may not like what you hear (or maybe you will), but it will save you valuable time and effort. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sig...

Be prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or presentation. In this quick chat, Brendan and Bob talk about the things you bring with you on your next sales call. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Cra...

One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are important to your client. And NOT talk about things that aren’t important to your client. In this quick episode, Brendan and Bob talk about one specific topic of conversation that too many founders focus on… and it’s one that customers don’t really care about.

We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what? In this quick episode, Brendan and Bob talk about what you might do to reinvigorate the conversation. But more importantly, they talk about why it happened in the first place AND what you can do to reduce the chances of customer ghosting in your future sales efforts.

Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is more important than anything else… especially when you’re in eary-stage startup mode. And that’s the topic that we dive into today.

Okay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you don’t want those things, why are you in business??) In this quick 4-minute chat, Brendan and Bob talk about why you should learn to love the grind of sales. And how to make the toil and misery work for you. Link to No Country For Old Men - https://www.imdb.com/title/tt04773...

Everyone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand. In this quick 10-minute episode, Brendan and Bob talk about how to manage and enhance your personal brand with less effort and more intention. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. Check it out here: https://www.kiinetics.com/salesaccelerator

There is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink. In this quick chat, Brendan and Bob talk about managing your effort and a few tips to help you be efficient with your ‘brand management’ efforts. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. Check it out here: https://www.kiineti...

There is a big difference between an inbound customer, and an outbound cold call. In this quick episode, Brendan and Bob talk about how to think about these two different interactions.

As a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant. In this short episode, Brendan and Bob talk about how to think about the process and ways to reduce that discomfort.

If you’re a founder or creator, chances are you start out doing something on the side. But as things start to scale, you will need to give serious thought to going all in. In this quick episode, Brendan and Bob talk about how to make that transition. Because you don’t want to burn any bridges, you do want good references, and you might even be able to turn your existing employer into a customer…

If you’re like many founders or creators, you’re wearing multiple hats or have more than one project going. Plus, you (should). have a personal life. And there are times when you’ll run into a challenge or life event that requires your full attention. In this quick episode, Brendan and Bob talk about prioritizing, managing and giving yourself permission to put things on hold. Because you can’t be effective if you’ve got obstacles and issues that need your attention… and your mental health. An...

In order for B2B customers to buy, they need to know what it’s worth. What will the investment get them? Does it reduce expense? (How much exactly?) Does it earn them new clients, or generate more revenue? (Again, how much exactly?) That is the Return On Investment. And you need to have a solid idea what that will be. In this quick episode, Brendan and Bob chat about how to think about ROI, how to figure it out if you don’t know yet, and how to talk to your clients about it.

The show is ‘Let’s Chat Sales’ for a reason… we’re urging sales professionals to have real conversations with their customers. And who needs slides to have a conversation? Slides get in the way (most of the time.) They slow down the pace, reduce the topic to what is on the screen, and limit your ability to adjust to new information. In this quick 12-minute chat, Brendan and Bob talk about how to limit your reliance on Powerpoint in your sales calls, and how to use slides minimally and to best e...

Before you can solve your customer’s problem, you need to first understand it… and them. What are their priorities? What is in the way of success? How much pain are they dealing with? In this lively 10 minute chat, Brendan and Bob talk about the importance of good customer conversations and how to make your sales calls and discovery process more effective and meaningful. And check out Mythic Quest here - https://tv.apple.com/us/show/mythic-quest/umc.cmc.1nfdfd5zlk05fo1bwwetzldy3 And to learn ...

Stop trying to sell via email and text. It’s suboptimal. You’re missing out on the details, the specifics, the clues that you need to be effective. Instead… use the secret feature on your mobile that you’re not using enough - voice calling. In this quick episode, Brendan and Bob share specific tips for how to use your phone effectively as a sales tool, and why you should. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. Check it out here ...

Most people get it backwards. They start by pitching, by explaining how their product works and all the special features that are built into it. But customers don't care and they won't listen if you haven't first establish trust and understanding. In this 14 min chat, Brendan and Bob talk about the importance of establishing meaningful connection with your prospective customer. Because you can’t make the sale or solve the problem if the customer doensn’t trust you to do it. To learn more about...

To be effective at sales, you need to know who you are. What are your skills? Your strengths? What do you stand for? In this episode, Brendan and Bob talk about one of the fundamental aspects of sales - Mindset. And a core component of your sales mindset is knowing who you are.

Nobody does it alone. If you're having any success in your sales efforts, it's in some measure due to the help and encouragement of others. So thank them. Getting effective and efficient with saying 'Thank you' can supercharge your sales success.... and in this quick 8-ish minute chat we share a few key practices to make saying 'Thank You' more automatic. Plus, if you listen to the end you'll get a tip that can save you 2 full hours. (Email me at hello@letschatsales.com if you feel compelled to...

In this episode, it's a 15 minute chat with Ryan Law about the relationship between sales and marketing. Ryan is the VP of Content at Animalz.co, an agency that provides high-end content marketing solutions to SaaS and tech companies. Follow him on Twitter at @thinking_slow