Episodes

#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…

#20 - Discussing Sales - Finding Your Ideal Customer

Dec. 20, 2021

Now that you're in the right sales mindset, the next thing to focus on is identifying your ideal customer. If you know who to sell to, what they look like, what matters to them, and the other key criteria, your sales effort …

#19 - Discussing Sales - How to Get into the Right Sales Mindset

Dec. 16, 2021

It's critically important to have the right mindset as you step into the sales role, and this is critically important for early-stage founders. But they have some strategic advantages at their disposal, if they know how to l…

#18 - Discussing Sales - The Importance of a Sales Process

Dec. 5, 2021

In this episode we talk about how important it is to have a sales process, what some of the components are, and how do use it the best effectiveness. With the help of Bob Graham, this is the first in a series where Brendan t…

#17 - Keeping the sale moving, with Jeff Bajorek

Nov. 2, 2021

Today's guest is fellow sales professional Jeff Bajorek. Today we're talking about a challenge that faces every sales professional. How do you maintain sales momentum?  Jeff and I talk about how to prepare for a call, …

#16 - Answering sales questions

Oct. 28, 2021

In this quick episode, we tackle a few questions posed to us by listeners and followers: Arunima asks - One thing I would love to know about is how to sell on Twitter without coming off as too salesy or pushy. Rafmary …

#15 - Founders and Sales

Oct. 19, 2021

Founders needs to be able to sell. The advantages are many. At least 11, in fact. In this episode, Brendan talks about the many reasons that founders should engage in early-stage sales. Hopefully, each reason should help …

#14 - A Chat About Sales Psychology

Oct. 15, 2021

Andy and Brendan talk about how customers think, what's important, and why having the customer's perceptive in mind is so important to having a successful customer and a successful sale.

#13 - Content marketing (kinda)

Oct. 11, 2021

Today we’re chatting about "content marketing". In particular: - How to create battle-tested content you know helps people at scale. - The power of building a network of weak connections. - And signs you're getti…

#12 - Writing a book

Oct. 1, 2021

Today we’re chatting about writing a book. In particular: - How it's great for your personal brand. - How it can bring you clarity. - And how business owners and founders shouldn't be intimidated about getting a book written…

#11 - Personal branding

Sept. 22, 2021

Today, we're chatting about personal branding. In particular: - Why we shouldn't overlook our personal brand. - Why we still want to build non personal brands. - And a way to use a personal branded domain. If you find this e…

#10 - Quit jobs properly

Sept. 17, 2021

In this episode we chat about quitting jobs/contracts properly. In particular: - Quitting a job to get another job. - How it's a small world. - Things to consider before quitting a job to start your own thing. If you find th…

#9 - Selling at live events

Sept. 9, 2021

Today we’re chatting about selling at live events such as conferences, trade shows, and workshops. In particular: - How relationships are built at the coffee dock or in the queue for lunch. - The big sin so many peo…

#8 - Sales for non-sales people

Aug. 18, 2021

Today we’re chatting about why founders, creators, developers (and anyone that thinks they don't sell) should know how to sell. In particular: - Why the right mindset is important. - How to get started selling. -…

#7 - Are they a customer, or not?

Aug. 14, 2021

Today we’re chatting about doing work for free versus charging for it. In particular: - How "show don't tell" can work in practice. - How Andy interprets the phrase "Always be closing". - And why Brendan believes Andy is doi…

#6 - A chat about sales chats

Aug. 10, 2021

Take the pressure off your sales efforts and have a chat instead of a sales call. It may be counterintuitive (so many things are!) but you can usually get farther faster by taking the slower longer route and having a chat. P…

#5 - CRMs: Start simple

Aug. 7, 2021

Today we’re chatting about CRMs - Customer Relationship Management Systems. How they can help us, how to choose one, and the pitfalls to avoid when using them. If you find it useful then please share with someone it can help…