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Episodes

#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…

#35 - Taking Notes

April 21, 2022

You can't remember everything, so you need to be able to take notes. But how do you do it without taking your attention away from your customer and the conversation? Brendan and Bob spend a quick 16 minutes discussing sim…

#34 - Wrapping Up a Sales Call

April 18, 2022

A really good sales call should lead to the next step. But to make that happen, it takes planning and preparation. In this quick 10 minute episode, Brendan and Bob talk about how you can make the most of a sales opportunity …

#33 - Accelerator Programs and How to Optimize Your Application

April 12, 2022

Brendan just finished up running the AccelerateBaltimore program for 2022. And a good accelerator can be a great way for an early-stage startup to jump-start their momentum, develop important entrepreneurial skills, and begi…

#32 - Chatting About Sales Checklists

March 21, 2022

Sales has lots of steps, plenty of follow up, and all sorts of details and paperwork. So...How do you keep track and stay efficient? Try a few simple checklists.  Atul Gawande's book, The Checklist Manifesto, got us th…

#31 - Your Sales Proposal Strategy

March 15, 2022

You need to present a proposal to your customer. Do you have a plan? What do you intend to include? How are you handling pricing and terms? In this concise 14 minute episode, Brendan and Bob talk about the key steps and s…

#30 - Startup Founders and the Trouble with Sales Procrastination

March 11, 2022

In this very quick 13 minute episode, Brendan and Bob talk about why founders should be thinking about sales right at the beginning, and why they are well-suited to be effective sales leaders.

#29 - Little Things

March 3, 2022

A lot of sales is a lot of simple stuff. Basic practices. Fundamentals. It doesn't have to be complicated. And those little things are easy to do. And they add up. In this very quick 12 minute episode, Brendan and Bob…

#28 - Telling Stories

Feb. 17, 2022

You know this, of course... Stories sell. They resonate, they connect, and they make things special. Even something as generic as firewood. In this lively ~16 minute episode, Brendan and Bob dig into why stories work and …

#27 - A Few Thoughts About Your Competition

Jan. 25, 2022

When you think about competition, make sure you're focused on the right competition. Because mostly it's not coming from where you think it is. It's like your classic horror movie... the competition is coming from inside the…

#26 - Discussing Sales - Ensuring Customer Success

Jan. 18, 2022

It's never too soon to be thinking about (and discussing) customer success. But how you go about it matters. It's not a simple promise, but rather is an agreement with your customer. In this episode, Brendan talks with Bo…

#25 - The Informed Customer

Jan. 14, 2022

Customers are much smarter and more informed than ever before. And that presents either a problem or an opportunity. In this quick episode, Brendan and Bob talk about how to think about your much more knowledgeable prospe…

#24 - Discussing Sales - Qualifying the Opportunity

Jan. 11, 2022

Now that you're starting to learn more about your customer and all the details that go into the opportunity, it's time to start making the cold calculation around whether or not they are a good opportunity for you. You have …

#23 - Discussing Sales - The Customer Discovery Process

Jan. 6, 2022

The customer discovery process is arguably the most important sales skill to have. Being able to effectively understand your customer, their requirements, their environment, their culture, and all the other variables involve…

#22 - Discussing Sales - Connecting with Your Prospect

Jan. 3, 2022

Now you know what you want to say to that new prospect or lead... What next? Where are you find those customers, and how do you start to engage with them? Bob and Brendan discuss how to initiate the conversation and set up t…

#21 - Discussing Sales - Crafting the Message

Dec. 30, 2021

Before you have a conversation with a customer, you need to figure out what it is you were going to say to start the conversation. What's the message that matters to your audience? What can you say that is crisp, compelling…