Episodes

#70 - Learn to Love the Grind

Dec. 21, 2022

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 …

#69 - Guess What? You Have A Personal Brand

Dec. 15, 2022

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 …

#68 - Talking About Your Brand

Dec. 9, 2022

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 quic…

#67 - Sales Tip: Inbound vs Outbound

Nov. 30, 2022

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.

#66 - Sales Tip: You're Causing Discomfort

Nov. 25, 2022

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 s…

#65 - How to Quit Your Job

Nov. 17, 2022

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 abo…

#64 - Selling When Life Interferes

Nov. 11, 2022

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 tha…

#63 - Sales Tip: How to Talk About ROI

Nov. 3, 2022

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 e…

#62 - Stop Using PowerPoint to Sell

Oct. 26, 2022

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…

#61 - Sales Mindset: Know Thy Customer

Oct. 19, 2022

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, Bre…

#60 - Sales Tip: Pick Up the Phone

Oct. 14, 2022

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 …

#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. …