Episodes

#59 - Build Trust, Build Relationships, Build Your Business

Sept. 30, 2022

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 t…

#58 - Sales Mindset - Who Are You?

Sept. 27, 2022

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 co…

#57 - SALES TIP: Are you saying 'Thank You' enough?

Aug. 15, 2022

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 superchar…

#56 - Marketing vs. Sales, with Ryan Law of Animalz.co

Aug. 1, 2022

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 t…

#55 - SALES TIP: One Way to Build Trust Early

July 26, 2022

Nobody's perfect. We all have our little idiosyncracies and odd character traits... and they can get in the way of your sales effectiveness. So what to do? Embrace them, and get the customer on your side.  In this quick 8…

#54 - How to think about your 'Ask'

July 19, 2022

You've done your discovery. You've established trust. You've gotten alignment. Now what? It's time for 'the ask.' What is the decision your customer needs to make? What is it that they need to do next? In this rambling…

#53 - Making Your Sales Pitch: Things to know.

July 11, 2022

Everyone need to be able to deliver a quick and compelling pitch. Whether you're talking to investors or customers, at a cocktail party or your kid's soccer game, you will inevitably find yourself needing to explain what it …

#52 - More Things You Shouldn't Do On A Sales Call

June 30, 2022

We're back again talking about things your shouldn't do on a sales call. This time, it's Bob's list. In this very quick 8 minute chat, Brendan and Bob talk about a few more things you should make sure you're not doing whe…

#51 - SALES TIP: How to identify the decisionmaker.

June 19, 2022

Who makes the call? Who has the final say in a purchasing decision? It's not always easy to figure that out. But there are things you can do, and questions you can ask. In this 8 minute chat, Brendan and Bob talk about…

#50 - SALES TIP: Don't Do These Things!

June 16, 2022

We often talk about what you should do when you're selling. Not today! This time, we've got a list of simple things you shouldn't do in a sales call. And they're all very actionable and applicable. And we hope you're not …

#49 - SALES TIP: You’ve screwed up. Now what?

June 11, 2022

Everyone makes mistakes. (And truthfully, if you're not making mistakes... you're not trying hard enough.) So, what do you do when your mistake affects a customer? You need to act. But a mistake can be an opportunity. …

#48 - Timing and the Economy - Get ready!

June 9, 2022

Things are about to get harder. We're seeing some worrisome signs in the economy...and it's a signal that you can't choose your timing, but you can increase your chances of success. If you're prepared. And being effective…

#47 - Testimonials, references and social proof

June 6, 2022

One of your best sales tools is the feedback you get from your current customers. But are you actively collecting those testimonials? Brendan wasn't... and he and Bob discuss the resistance behind this. And what changed. …

#46 - Starting a sales call: Making the first 5 minutes count

June 3, 2022

The best way to have a great sales call is to start by having a great sales call. At the beginning... in the first five minutes. Because first impressions matter. And establishing credibility and rapport and momentum all mat…

#45 - The Indy 500 episode: Founders are like race car drivers???

May 31, 2022

Brendan is just back from the Indy 500...and it was awesome! In this quick ~7 minute chat, Brendan and Bob talk about the parallels between being a race car driver and a startup founder. And there are a few.

#44 - Events and conferences - How to strike up a conversation

May 26, 2022

Conferences and other in-person events are starting to come back. And with it, the fear of being alone in a crowd or striking up a conversation with a stranger. In this quick ~12 minute chat, Brendan and Bob break down ho…

#43 - Why is it so hard to find good salespeople?

May 23, 2022

It's a fact... Finding a good salesperson is hard. Seemingly impossible sometimes. And it is one of the reasons that founders need to develop some sales horsepower of their own. In this quick <9 minute chat, Brendan and B…

#42 - Better Sales: In Search of Blunt Feedback.

May 19, 2022

It's easy to say Yes... but at some point you run the risk of becoming overwhelmed. Do you have people you can turn to and get the blunt, unvarnished but thoughtful feedback you need? And where do you find those people? I…

#41 - Talking About Failure. And a Better Way to Think About It.

May 16, 2022

Failure can be demoralizing. And discouraging. And cause you to want to go back to your shop and just build new features. But it doesn't have to be that way. And maybe it's all about perspective. In this quick <9 minute c…

#40 - One Solid Way to Find New Sales Opportunities

May 12, 2022

One very reliable way to find new B2B sales opportunities is to talk to people down in the trenches. It's down in the inner workings of the business where the difficulties lie, where the inefficiencies are rampant, and where…

#39 - Understanding Your Weaknesses

May 9, 2022

We're all quirky. And we all do things differently. The key is to recognize it and then come up with workarounds. This is a super short chat (~ 5 min!) t about how it's not about being perfect... It's about being aware an…

#38 - The Best Sales Question

May 4, 2022

Sales success is heavily reliant on an effective client discovery process. You need to be able to ask the right questions, listen intently, and get detailed answers in order to qualify the opportunity and the client. So w…

#37 - Want Better Sales Calls? Cut to the Chase

April 28, 2022

Your customer wants to talk, and they want to be heard. So be efficient. Answer questions quickly, succinctly, crisply. Don't waste time. Salespeople want to talk, but so do customers. So... let them. Brendan and Bob cut …

#36 - What's Your Expertise? Outsource The Rest!

April 25, 2022

This is a quick one... As a founder that sells and wants to grow your business, you need to be efficient and focus your skills on what you're good at. And you're probably not good at everything, right? In this super short ep…