Episodes

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 strategies you need to have as you get ready to present an effective, compelling proposal. 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 Craft: Proven Tips, Practice...

Early in the life of your start up, it is easy to delay talking to customers. There's a natural tendency to focus on designing and building and fundraising...and everything other than sales. But that's a bad strategy. Instead, you should be talking to prospective customers early and often. And looking for feedback and criticism, and even rejection. 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 a...

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 list a bunch simple little tips and tactics that you can use to build into your sales process. 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 Craft: Proven Tips, Pract...

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 how to think about them. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here.

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 house!! In this quick episode, Brendan and Bob talk about where your competitive threat really comes from and how you need to address it. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here...

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 Bob Graham about how to think about the sale/post-sale journey as a story, and the role the customer plays in guaranteeing their own success. It will change how you think about sales. To learn more about B2B sales and get regular updates, sales tips, templates and other resource...

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 prospective customer. And we go off on a bit of a tangent to explain why it's possible (and preferable) to sell before you have the product built. For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.foundersales.io/newsletter

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 to determine if they are the right customer for you. It's a mutual relationship, and you have to benefit. In this episode, we talk about how to think about the qualification process. Your time and effort are your most important assets. Being able to effectively qualify your ...

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 involved in making a purchasing decision and taking on the risk that comes with that decision... THAT can make all the difference in your ability to sell effectively. In this episode, we talk about how to think about customer discovery and how to be better at getting the informatio...

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 that important first sales call. For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.founderales.io/newsletter

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, and meaningful enough to get them to want to talk to you about what it is you do and how you can help them? That's the topic we're digging into was we walk through the many facets of a complex B2B sales process.

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 will become much easier. In this episode, Brendan McAdams and Bob Graham talk about how to think about your ideal customers... and then how find them.

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 leverage them. Brendan talks with Bob Graham about how to think about sales differently.

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 talks about each major step in the B2B sales cycle.

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, what to say, and how to think about the sales process so that you can keep things progressing forward. To learn more about Jeff, please check out his website and his podcast.

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 asks - How long should a cold email be? What important information it should include? And what information should one make sure to mention. Cheers!! Mariann-Regine asks – Are there any suggestions you can share to save time or reduce tedious sales tasks? (Ideally using free or ine...

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 to motivate creators, builders and tech founders to take an earlier, more engaged interest in learning sales. (And the last reason may be the most compelling of all.) Let us know if we missed one, or if you disagree with the list.

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.

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 getting positioned as the XYZ guy or gal in people's minds. Here's the John Critchlow article mentioned in the podcast: https://tomcritchlow.com/2020/12/10/weak-ties-strong-intros/ If you find this episode useful then please share with someone it can help. The URL is letschatsales.com/1...

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 - even if they don't have a degree in English literature. If you find this episode useful then please share with someone it can help. The URL is letschatsales.com/12 And if you have a suggestion for a future episode please leave it in the comments or email us at hello@l...

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 episode useful, then please share with someone it can help. And if you have a suggestion for a future episode please leave it in the comments or email us at hello@letschatsales.com

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 this episode useful then please share with someone it can help. And if you have a suggestion for a future episode please leave it in the comments or email us at hello@letschatsales.com

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 people make when introducing themselves and how to avoid it. - And what Brendan and Andy both get out of presenting live. If you find this episode useful then please share with someone it can help. And if you have a suggestion for a future episode please leave it in the comments or ...

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. - Why you shouldn't wait. If you find this episode useful, please share with someone it can help. And if you have a suggestion for a future episode, please leave it in the comments or email us at hello@letschatsales.com