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The Word We SkipFundamentals20261 min read
Do You Have a $5 Umbrella Problem?Fundamentals20261 min read
No Trust, No TransactionFundamentals20261 min read
Waiting for My TurnFundamentals20261 min read
Hey There, Stranger. How Have You Been?Cold Calling20261 min read
It's Too ExpensiveObjections20261:31
What Happens in the Buyer’s Slack After Your DemoFundamentals20261 min read
“I Need to Speak to My Boss.”Objections20262 min read
Stop Needing the SaleMindset20261 min read
Facts Don’t Persuade PeopleObjections20261 min read
Meanwhile, in the Buyer’s SlackFundamentals20262 min read
I Insulted a CMOFundamentals20261:39
How to Sell Without PushingFundamentals20261:20
No Ted TalksFundamentals20261:58
If You’re Explaining You’re LosingFundamentals20263:01
How to Instantly Build TrustFundamentals20261:08
How to be More LikableFundamentals20262:06
Trying to Sell Brushes to People Who Have BrushesFundamentals20261:50
If You’re Pitching You’re LosingFundamentals20261:52
How to be Relaxed & Chill When Cold CallingCold Calling20261:15
How to Explain What You SellFundamentals20262:01
Best Cold Call I Ever GotCold Calling20261:24
Gold MedalsFundamentals20260:44
No Up Front ContractsFundamentals20262:03
Sales 2.0Fundamentals20261:21
Thoughts on Rude PeopleMindset20251:32
Thoughts on Cold CallingCold Calling20251:46
Thoughts on DiscountingObjections20251:47
Calm Cold CallingCold Calling20251:34
Sales VoiceMindset20251:00
Pro vs. Amateur SellersFundamentals20251:59
Suffering is OptionalMindset20251:19
You’re ForgettableFundamentals20251:23
Nailing the First 15 Seconds of a Cold CallCold Calling20251:50
Move off the ProductFundamentals20250:56
UnclenchMindset20250:56
Technique vs. EffortFundamentals20251:24
Losing 26kFundamentals20250:26
4 AMFundamentals20250:47
How I Cold CallCold Calling20251:37
“I’m In a Meeting”Objections20250:38
The Here & NowMindset20252:03
Just Out of CuriosityFundamentals20250:30
Thoughts on GhostingObjections20251:03
The Psychology of a Good Cold EmailCold Email20252:27
Let Reality Be RealityFundamentals20250:41
The Best Way to PersuadeFundamentals20250:57
Going SlowlyFundamentals20250:25
How to Instantly Destroy TrustFundamentals20250:48
Trash TalkingFundamentals20250:29
Sales SlumpMindset20250:57
The Uncertainty ZoneFundamentals20252:05
This Was a ShockFundamentals20251:29
Why Mindset MattersMindset20251:48
Luck MattersMindset20251:17
Forget About QuotaMindset20241:52
The Art of the Cold Call: Channeling Your Inner DetectiveCold Calling20242:04
Trust Your GutFundamentals20241:14
You Are Not a NumberFundamentals20242:21
A Killer Cold CallCold Calling20241:18
The Pain BodyMindset20241:42
The Bike AccidentFundamentals20242:26
Letting Go of the Status QuoMindset20241:56
Breaking a $18,000 SculptureMindset20242:00
Rewiring My Brain to Pay AttentionFundamentals20241:34
Stop Pitching, Start PokingFundamentals20241:54
Thank YouFundamentals20242:22
An Open Letter to SalespeopleFundamentals20241:24
My Number One Sales TipFundamentals20241:12
What Socks Can Teach You About SalesFundamentals20242:16
Why People Aren’t InterestedFundamentals20242:56
The WaitingMindset20241:22
My Favorite Question to Ask After a DemoFundamentals20241:16
My Traffic Light RuleFundamentals20241:10
Your Price Might Not Be Too HighFundamentals20241:18
This Sales Advice Gives Me the IcksFundamentals20241:06
Why Intent Matters When SellingFundamentals20241:29
Why Salespeople Have a Bad RapFundamentals20241:09
How to Unlock TruthFundamentals20241:18
How to Say HelloFundamentals20244:23
A Common Sales MistakeFundamentals20241:44
Watch Me Write a Good Cold EmailCold Email2024Video
Salespeople Are Not Tree EngineersFundamentals20242:59
Let Reality Be RealityFundamentals20241:44
Taming the MindMindset20242:14
Idea for Boosting Cold Email Open RatesCold Email20241:08
Cold Call Pop QuizCold Calling20241:57
Your Mind is Out of ControlMindset20242:34
Talk Less, Listen MoreFundamentals20241:11
The SwanMindset20241:40
Cleaning Muddy WaterMindset20241:41
Thank YouFundamentals20241:45
Wild HorsesFundamentals20242:29
“Your price is too high.” What do you say?Objections20241:47
It HappensFundamentals20241:31
Why Are There So Many Pushy Salespeople?Fundamentals20242:06
Things I Don’t Want to DoFundamentals20241:27
Adopt a Surfer’s MindMindset20241:22
Thoughts on Being BoredMindset20241:48
Selling Without Sounding SalesyFundamentals20242:09
“We Have a Solution” What Do You Say?Objections20241:29
Expectations Are a Dead EndMindset20243:06
What I Learned About Sales When I Was 14Fundamentals20243:51
Gain & LossFundamentals20242:02
Running Your MouthFundamentals20241:09
Thoughts on Time ObjectionsObjections20241:41
Don’t Let Mondays Ruin Your SundaysFundamentals20241:05
The #1 Rule of SellingFundamentals20242:08
The Antidote for GhostingProspecting20242:42
Prospecting is EasyProspecting20242:07
Garbage DumpersFundamentals20240:58
Call Out the UgliesFundamentals20241:57
Stop Solving. Start Asking.Fundamentals20240:58
The Universe Has Your BackFundamentals20241:07
Are You Too Tense When Cold Calling?Cold Calling20241:21
The Subtle Art of DetachingMindset20241:40
Communication Tip For Lowering ResistanceFundamentals20241:02
Facts, Logic & Reason Don’t PersuadeFundamentals20241:25
Record Your CallsFundamentals20241:05
BusyFundamentals20242:24
How to Prevent ObjectionsObjections20241:56
Thoughts on Door-to-Door SalesMindset20241:17
You’re Not Missing the TargetFundamentals20241:29
How to Answer “What Do You Do?”Fundamentals20241:06
What to Do When a Prospect Ghosts YouObjections20241:34
BeingMindset20240:38
Pro vs. Amateur SalespeopleFundamentals20241:04
How to Follow UpFundamentals20241:15
How to Get & Keep Your Prospect’s AttentionProspecting20241:30
Thinking Effects BehaviorFundamentals20241:17
“Your Price Is Too High” What to SayObjections20241:37
How to Build Trust FastFundamentals20241:17
“I’m to busy” Is a LieFundamentals20241:14
A Common Sales MistakeFundamentals20241:41
Sales SlumpsMindset20240:44
Rock the BoatFundamentals20240:27
Why Do Mormons Knock?Fundamentals20241:29
A CMO Talks About Cold Emails That Get Her AttentionCold Email202424:05
I Can’t Talk. I’m In a Meeting.Objections20241:01
This Word Cost Me a $125,000 SaleFundamentals20241:31
A Sales NinjaFundamentals20241:09
Thoughts On Sales ResistanceMindset20241:57
The Best Way to PersuadeFundamentals20241:19
The Knowledge GapFundamentals20241:26
Did You Like Barbie?Fundamentals20242:25
Buyer Have the Answers. Sellers Have the Questions.Fundamentals20241:07
Sales TherapyFundamentals20241:20
Future YouFundamentals20241:14
Cold Call CritiqueCold Calling20246:04
Discovery Call RantFundamentals20241:26
Cold Calls Are IrrelevantCold Calling20241:56
Listen to Me Cold CallCold Calling20243:33
Move Off The ProductFundamentals20241:32
Saying NoFundamentals20241:05
Thoughts on Cold CallingCold Calling20242:13
Sales Success Requires Two ThingsFundamentals20243:10
Objections Are CompetitionObjections20243:15
Don’t Tell People Vegetables Are HealthyFundamentals20241:02
What Repels & Attracts ProspectsMindset20230:56
White LiesFundamentals20232:34
How to Get Better at SalesFundamentals20231:10
2007Fundamentals2023Episode
Do It AfraidFundamentals2023Episode
The BarbequeFundamentals2023Episode
This Cold Call Made Me ThinkCold Calling2023Episode
How to Get Prospects Talking on a Cold CallCold Calling2023Episode
Problem TrainingFundamentals2023Episode
Can You Take a Compliment?Fundamentals2023Episode
Explaining vs. ShowingFundamentals2023Episode
Selling vs. UnderstandingFundamentals2023Episode
How to Be Happy in SalesMindset2023Episode
Challenging Prospects Without Making The DefensiveProspecting2023Episode
Include Quiet PeopleFundamentals2023Episode
This Cold Call Got Me TalkingCold Calling2023Episode
Perception vs. PerspectiveFundamentals2023Episode
My Two Favorite Words in SalesFundamentals2023Episode
What Smooth Selling Sounds LikeFundamentals2023Episode
Let People SniffFundamentals2023Episode
Sick DaysFundamentals2023Episode
Why Do Prospects Ghost You?Objections2023Episode
Go With the FlowFundamentals2023Episode
Cold Email: The Question Prospects Secretly AskCold Email2023Episode
Remaining CalmMindset2023Episode
Forgive Your Old SelfFundamentals2023Episode
Prospects Aren’t Too BusyProspecting2023Episode
Dealing With RejectionMindset2023Episode
A $125,000 MistakeFundamentals2023Episode
CatchFundamentals2023Episode
“We Don’t Want a 12 Month Contract”Fundamentals2023Episode
Ice CreamFundamentals2023Episode
Forgive YourselfFundamentals2023Episode
Answering vs. AskingFundamentals2023Episode
Letting People Sell ThemselvesFundamentals2023Episode
Deferred LivingFundamentals2023Episode
Sales Chat With Sara PlowmanFundamentals2023Episode
A Sales MythFundamentals2023Episode
I Love Doing This When Cold CallingCold Calling2023Episode
Drop the SwordFundamentals2023Episode
Let it BeFundamentals2023Episode
Ditch the Pitch. Poke the BearFundamentals2023Episode
Not Listening vs. ListeningFundamentals2023Episode
CheaperFundamentals2023Episode
How Much Is It?Fundamentals2023Episode
If I Could Only Teach One TopicFundamentals2023Episode
Deals Stuck?Fundamentals2023Episode
Your Prospect Is Using a Competitor. Now What?Prospecting2023Episode
Sell Without SleazeFundamentals2023Episode
What I Like About Cold CallingCold Calling2023Episode
“We Have a Vendor” Isn’t an ObjectionObjections2023Episode
“If we find a need, we’ll let you know.”Fundamentals2023Episode
Life LessonFundamentals2023Episode
I’m Not Interested Isn’t an ObjectionObjections2023Episode
I Despise This WordFundamentals2023Episode
The Best Cold Call OpenerCold Calling2023Episode
Are You Overcomplicating the Cold Call?Cold Calling2023Episode
Stop Competing on PriceFundamentals2023Episode
The Best Way to PersuadeFundamentals2023Episode
“We’re Doing This Internally”Fundamentals2023Episode
Let You Prospect Solve the ProblemProspecting2023Episode
Do You Have an Attached Selling Style?Fundamentals2023Episode
Eliminating “We Have a Vendor for That”Objections2023Episode
Now That’s How You Up SellFundamentals2023Episode
Selling Buckets to People Who Have BucketsFundamentals2023Episode
No Truth, No TransactionFundamentals2023Episode
Asking For Referrals Without It Feeling AwkwardProspecting2023Episode
Be the Pistachio ScoopFundamentals2023Episode
Let Reality Be RealityFundamentals2023Episode
Reducing No-ShowsObjections2023Episode
A Killer Sales QuestionFundamentals2023Episode
Darkness DescendsFundamentals2023Episode
Thinking Like a ScientistFundamentals2023Episode
The Root of Feeling DisturbedFundamentals2023Episode
Unlearn Cold CallingCold Calling2023Episode
Pits In Your Stomach Making Cold Calls?Cold Calling20231 min read
You Don’t Sell Yoga PantsFundamentals20231 min read
A Cold Call Opening Line That Made Me Lean ForwardCold Calling2023Episode
Why Facts, Logic and Reason Don’t Persuade With Steve ShullFundamentals2023Episode
There Are No Such Things as ObjectionsObjections2023Episode
Why I Quit Corporate AmericaFundamentals2023Episode
No Shows Aren’t the End of the WorldFundamentals2023Episode
Adopting a Surfer’s MindMindset2023Episode
Do You Treat the Phone Like a Cactus?Cold Calling20231 min read
Fake ExpertiseFundamentals2023Episode
“We’re Happy With Our Vendor” Isn’t an ObjectionObjections2023Episode
Does the Phone Feel Like a Cactus?Fundamentals2023Episode
This Voicemail Didn’t Get My Attention but it Could HaveCold Calling2023Episode
“Don’t Call This Number!” What Do You Say?Fundamentals2023Episode
“This Is My Personal Number, Don’t Call Me”Objections20231 min read
Sell Like You Want to Be Sold ToFundamentals2023Episode
“I’m In a Meeting”Objections20231 min read
Sell Me This PenFundamentals2023Episode
Sell Me This PenFundamentals20231 min read
The Smoothest Cold CallCold Calling2023Video
Separating Yourself From Low Cost ProvidersFundamentals2023Episode
The Most Relaxed Cold Call Ever With Heidi BrionesCold Calling2023Episode
If You’re Hearing “I’m Not Interested” Listen to ThisObjections2023Episode
A Bewitching Two Sentence Cold EmailCold Email2023Episode
Two Cold Calling ApproachesCold Calling2023Episode
Communication Tip That Lowers DefensivenessFundamentals2023Episode
Trust Before TransactionFundamentals2023Episode
Thoughts On “We Have a Vendor For That”Objections2023Episode
Rewire Your Brain to ListenFundamentals2023Episode
You Can Close 90% Of Your Opportunities But It Takes GutsFundamentals2023Episode
Email Objection “I’m Not Interested”Objections2023Episode
I’m Not Interested Isn’t an ObjectionObjections2023Episode
This Is the Best Cold Email I’ve Ever ReceivedCold Email2023Episode
Wear Your RetainerFundamentals2023Episode
“You’re Too Expensive” What Do You Say?Objections2023Episode
The Problem With ControllingFundamentals2023Episode
AltercastingFundamentals2022Episode
Do LessFundamentals2022Episode
Unlearn Objections – “We Have a Vendor”Objections2022Episode
A Classic SalesFundamentals2022Episode
FocusingFundamentals2022Episode
You’re Doing OkayMindset2022Episode
The Four Questions Prospects Ask During a Cold CallCold Calling2022Episode
Trust Is a CurrencyFundamentals2022Episode
Why Assuming in Sales Creates ProblemsFundamentals2022Episode
The Importance of Self-ForgivenessFundamentals2022Episode
A Phrase That Gets Prospects Talking on Cold CallsCold Calling2022Episode
How Eric Edge Booked 43 Meetings in a Month Using Cold EmailCold Email2022Episode
Standing Out When Selling a CommodityFundamentals2022Episode
Are You Jumping to Conclusions?Fundamentals2022Episode
Do You Have Enough?Fundamentals2022Episode
Your Vocal First ImpressionFundamentals2022Episode
Where Did You Get My Number?Fundamentals2022Episode
How Are You Doing?Cold Calling20222 min read
Let’s Write a Good Cold EmailCold Email2022Episode
Preventing ObjectionsObjections2022Episode
Messaging That Lowers the Zone of ResistanceCopywriting2022Episode
How to End a DemoFundamentals2022Episode
Telling vs. AskingFundamentals2022Episode
Why Reflective Listening Is a Sales SuperpowerFundamentals2022Episode
The Antitode for I’m Not InterestedObjections2022Episode
Steve Jobs Perfectly Demonstrates How to Respond to an InsultFundamentals2022Episode
Dealing With Angry PeopleFundamentals2022Episode
Don’t Force Treats on DogsFundamentals2022Episode
Stories Are a CurrencyFundamentals2022Episode
I Met an Angel In TexasFundamentals2022Episode
Are You Treating White Lies as Truths?Fundamentals2022Episode
Why Assuming BackfiresFundamentals2022Episode
Treat This Question Like a Porcupine. Don’t Touch It.Fundamentals2022Episode
I Don’t Mind What HappensMindset2022Episode
Selling Is More Like Dancing Than WrestlingFundamentals2022Episode
Cold Call Kiss of DeathCold Calling20222 min read
How To Charge MoreFundamentals2022Episode
Liars SufferFundamentals2022Episode
Clean Your Room!Fundamentals20221 min read
How to Nail The First 30 Seconds of a Cold CallCold Calling20222 min read
Why Persuasion BackfiresFundamentals2022Episode
Bombing in SalesFundamentals2022Episode
Josh & Sam McKenna Chat About SalesFundamentals2022Episode
Do You Have a Persuasion Reflex?Fundamentals2022Episode
A Killer First Question to Ask Inbound LeadsProspecting2022Episode
A Killer Question to Ask an Inbound LeadFundamentals20221 min read
Don’t Hold Price HostageFundamentals20221 min read
Lowering Resistance During the First 20 Seconds of a Cold CallCold Calling2022Video
Don’t Hold Pricing HostageFundamentals2022Episode
Why You’re Repelling ProspectsProspecting2022Episode
What To Do & Say When a Prospect Ghosts YouObjections2022Episode
Developing a Surfer’s Mind When Cold CallingCold Calling2022Episode
WavesCold Calling20221 min read
Starting Conversations With Skeptical ProspectsProspecting2022Episode
4 Habits That Make Selling JoyfulMindset2022Episode
One Question For More SalesFundamentals2022Episode
Let’s Write a Good 4-T Cold EmailCold Email2022Episode
What is Progress in Sales?Fundamentals2022Episode
Are You Under a Spell?Fundamentals2022Episode
Don’t Tell Prospects They’re Doing Their Job WrongProspecting2022Episode
I KnowFundamentals2022Episode
Lowing The Zone of Resistance When Cold CallingCold Calling2022Episode
Why Intent Matters When Cold CallingCold Calling2022Episode
8 Language Patterns That Lower ResistanceFundamentals20222 min read
7 Language Patterns That Lower ResistanceFundamentals2022Episode
Don’t Tell Prospects They’re Doing Their Job WrongProspecting2022Episode
It’s Not YouFundamentals2022Episode
You’re Too ExpensiveObjections2022Episode
Diffusing “We don’t have budget.”Objections2022Episode
Diffusing “We don’t have a budget.”Objections2022Episode
How To Weave Storytelling Into Explaining What You DoFundamentals20221 min read
Before & After Cold EmailsCold Email20221 min read
Selling HairFundamentals20221 min read
The Path To Better Cold CallsCold Calling20222 min read
Is This Killing Your Cold Calls?Cold Calling2022Episode
Answering The Most Feared QuestionFundamentals20221 min read
Dealing With Cold Call Curve BallsCold Calling2022Episode
My 11 Sales RulesFundamentals20222 min read
Diffusing “I can’t talk right now.”Objections20222 min read
Light The WickMindset2022Episode
Building Trust With Skeptical ProspectsProspecting2022Episode
A Killer Sales QuestionFundamentals2022Episode
A Sales Wizard At WrigleyFundamentals2022Episode
A Sales Wizard At WrigleyFundamentals2022Video
A Common Sales MistakeFundamentals20221 min read
You Can Handle The TruthProspecting2022Episode
Boosting Response Rates With Hi-Def Cold EmailsCold Email2022Episode
Defusing “How did you get my number?”Cold Calling2022Episode
Don’t Give A Demo Before Doing ThisFundamentals20221 min read
Does Belief Matter?Fundamentals20221 min read
Does Belief Matter When Selling?Mindset2022Episode
How To Eliminate Objections When Cold CallingObjections2022Episode
Let’s Write a Good Cold EmailCold Email2022Episode
Let’s Write a Good Cold EmailCold Email2022Video
Light The WickMindset2022Episode
Who’s The Decision Maker?Objections20221 min read
Henry’s Cold EmailCold Email20221 min read
Saying No Without Saying NoFundamentals20222 min read
“Call me later” How Do You Respond?Cold Calling20222 min read
Be CheekyCold Email20221 min read
Light The WickMindset20221 min read
A Sales Wizard At The FairmontFundamentals20221 min read
Are You Telling Part Of The Story?Fundamentals20221 min read
One Thing That Kills Cold Email Response RatesCold Email20222 min read
A Surefire Way To Be Stressed Out SellingFundamentals20222 min read
Preventing “I’m not interested.”Objections20221 min read
A Sales NinjaProspecting20221 min read
Sea MonkeysFundamentals20222 min read
A Sales NinjaFundamentals2022Episode
Diffusing “Your price is too high.”:Objections20221 min read
Talking About PriceMindset2022Episode
Kendall & Lily on How to Land Meetings With Celebrities in LAMindset2022Episode
2 Questions I Learned From a Sales NinjaFundamentals2022Episode
A Cold Call Flow That Lowers ResistanceCold Calling2022Episode
How to Prevent Most Cold Call ObjectionsObjections2022Episode
Stay Away From This PhraseFundamentals2022Episode
Krista Hull: Building Trust By Being Radically HonestMindset2022Episode
Krista Hull: What to Say When You’re GhostedObjections2022Episode
The Cliffhanger VoicemailCold Calling2022Episode
A Sales SuperpowerCold Calling20221 min read
That Time When Name Dropping BackfiredFundamentals20221 min read
Let’s Write a Good Cold EmailCold Email20221 min read
Talking With an Upset PersonFundamentals2022Episode
A Counterintuitive Way to Diffuse ObjectionsObjections2022Episode
Joining the ResistanceObjections20222 min read
Why I Lost a $125,000 SaleFundamentals2022Episode
Swap Contracts for ConnectingFundamentals2022Episode
Lowering the Zone of Resistance When Cold CallingCold Calling2022Episode
“I’m Happy With My Current Vendor.”Mindset2022Episode
The Best Sales Pitch I’ve Ever SeenFundamentals2022Episode
Join the ResistanceFundamentals2022Episode
How to Reduce Objections When Cold CallingObjections2022Episode
Do Your Cold Emails Make People Feel Good?Cold Email20221 min read
How to Be a Red X In a Sea of White Circle ResumesFundamentals2022Episode
A Cold Email Mistake You’re Probably MakingCold Email2022Episode
Join The ResistanceObjections20221 min read
Write Cold Email With an EraserCopywriting20221 min read
Killer Cold Email That LandedCold Email20221 min read
My Three Strike Rule in SalesFundamentals2022Episode
How to Elegantly Explain What You DoFundamentals2022Episode
Chore or Privilege?Mindset20221 min read
Do Your Cold Calls Feel Like An Interrogation?Cold Calling20221 min read
Features vs. BenefitsCopywriting20221 min read
The Biggest Cold Email MistakeCold Email20221 min read
How To Elegantly Explain What You DoFundamentals20221 min read
How to Be a Better ListenerFundamentals2022Episode
Risks or Rewards?Mindset20221 min read
You Are The PrizeMindset2022Video
My Wife is Seeing Another ManFundamentals2022Video
Lowering Resistance When Cold CallingCold Calling2022Video
Dealing With ChangeMindset20221 min read
What Do You Do?Prospecting2022Episode
Don’t Read This PostFundamentals20222 min read
People Aren’t TargetsFundamentals20221 min read
How to Approach People Who Have Little Desire to Talk With YouCold Calling20221 min read
Empathetic Statements That Make Others Feel HeardFundamentals20221 min read
How to Deal With a Barking Dog?Mindset2021Episode
How to Follow Up Without Being a PestProspecting20211 min read
A Shortcut to CredibilityFundamentals20211 min read
Cold Email For a Sales JobCold Email20211 min read
How to Ask For a MeetingCold Calling20211 min read
6 Ways to Stay Top of MindFundamentals20211 min read
Talking to Strangers Without It Being AwkwardFundamentals20211 min read
Less Hype, More PokingCopywriting20211 min read
Charlotte Johnson on How She Consistently Hits QuotaMindset2021Episode
Buzzwords to Stop Saying (And What to Say Instead)Fundamentals20211 min read
Sales PressureObjections20211 min read
Six Sales Pills That Are Hard to SwallowMindset20211 min read
Killer Copywriting from Gravy SolutionsCopywriting20211 min read
Nobody Tells This to Salespeople Who Are BeginnersFundamentals20211 min read
Why People Are Guarded Around SalespeopleFundamentals20212 min read
Do You Burn the Popcorn?Prospecting20212 min read
You Are the PrizeMindset20211 min read
Mixed SignalsFundamentals20211 min read
HssssFundamentals20211 min read
Are You Too Clingy?Fundamentals20211 min read
Standing Out in the Sea of SameProspecting20212 min read
What My Grandma’s Toaster Can Teach You About SalesFundamentals20211 min read
GhostedMindset20211 min read
What to Do When a Prospect Pulls AwayMindset20211 min read
Thoughts on Sales AnxietyMindset2021Episode
Can You Create Urgency?Fundamentals20211 min read
Do You Say ‘Um’ or ‘Ah’ Far Too Many TimesFundamentals20211 min read
Let’s Write a Good Cold EmailCold Email20211 min read
These Message Chains Explain a Big ProblemMindset20211 min read
Is Your Message Crispy or Generic?Copywriting20211 min read
Lowering ResistanceProspecting20212 min read
Three Lessons About Selling I Learned From the Beatles Documentary Get Back.Fundamentals20211 min read
Killer CopywritingCopywriting20211 min read
Cold Email RewriteCold Email20211 min read
How to Create DemandProspecting20212 min read
LinkedIn VoicemailCold Calling2021Episode
Diffusing “Send me a proposal.”Objections2021Video
Teardown: Cold Calling an Inbound LeadCold Calling2021Video
Killer Cold Email Opening LinesCold Email20211 min read
Poke the Bear Cold Call ScriptCold Calling20211 min read
Cold Email TeardownCold Email20211 min read
Do You Focus on Things You Don’t Control?Mindset20211 min read
Why Loss Aversion Motivates Prospects to RespondCopywriting20211 min read
We Already Have a VendorCold Calling20212 min read
Giving vs. TakingFundamentals20211 min read
Red HerringsObjections20211 min read
Overcoming the Status Quo on a Cold CallCold Calling20212 min read
How To Increase Cold Outeach Response RatesFundamentals20212 min read
The Ex BoyfriendFundamentals2021Video
Reducing Sales Pressure On a Cold CallCold Calling20212 min read
Let’s Write a Good Cold EmailCold Email2021Episode
Have You Given Up on Voicemail? Read This Before You DecideProspecting20211 min read
This Killer Copy Made Me BuyCopywriting20211 min read
7 Things I Learned in My 40s About Selling And Life That I Wish I Knew When I Was in My 20sFundamentals20211 min read
Fish or Fishing?Mindset20211 min read
I Want to Think it OverObjections20212 min read
Defusing “Send me an email” During a Cold CallObjections2021Episode
Hurting After Losing a Big Sale?Mindset20212 min read
How to use Customer Quotes in Cold EmailsCold Email20211 min read
How to Use PS in Cold EmailsCold Email20211 min read
Do You Create Objections?Objections20211 min read
Transcript of a Good Call CallCold Calling20211 min read
Why Prospects Are Skeptical of SalespeopleProspecting2021Episode
How to Defuse, ‘Send Me a Email”Objections20212 min read
95% of Salespeople Don’t Need to Overcome Objections, They Need to Poke the BearProspecting20211 min read
What a Porsche Ad Can Teach You About Cold Email CopywritingCopywriting20211 min read
How to Make Prospects Feel Like You’re Reading Their MindsCopywriting20212 min read
How to Lower Resistance on a Cold Call – Example for GongProspecting20212 min read
How to Separate Yourself From the CompetitionFundamentals20211 min read
“Send me an email.”Objections20211 min read
Real Negotiation Using Chris Voss’s MethodFundamentals20211 min read
“What’s the price?”Prospecting2021Episode
Prospecting is Like Having a CrushProspecting20211 min read
How to Be a Red X in a Sea of White Circle Sales MessagesFundamentals20211 min read
Cold Email CTAsCold Email20211 min read
A Simple Way to Get Better at SellingFundamentals20211 min read
Taking the Anxiety Out of Cold CallingMindset20211 min read
How an FBI Hostage Negotiator Might Defuses a Common Sales ObjectionObjections20212 min read
A Staggering Demonstration of Why Intent Matter When SellingFundamentals2021Video
What Pawn Stars Can Teach You About Lowering SkepticismFundamentals20211 min read
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Cold Call Clinic With Justin MichealCold Calling2021Episode
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Cold Call Clinic with Josh BraunCold Calling2020Episode
Sarah Hicks on SellingFundamentals2020Episode
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Defusing “I’m not interested.”Objections2020Episode
Chris Voss on Rewiring Your Brain to ListenMindset2020Episode
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Chris Walker: Starting Conversations By Cold Calling LessCold Calling2019Episode
The 8.9 Second VoicemailCold Calling2019Episode
Humanizing the Cold Call with Becc HollandCold Calling2019Episode
Jobs to be Done with Khalid SalehProspecting2019Episode
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Sales Coaching With Kevin DorseyMindset2019Episode
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Humanizing Cold Outreach with Rachel GrayProspecting2019Episode
Cold Calling with Jackie LipnickiCold Calling2019Episode
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Integrity with Ryan O’HaraProspecting2019Episode
Chris Canales on Being a Top Performing SalespersonMindset2019Episode
How to Decode Objections With Josh BraunObjections2019Episode
How to Be a Better ListenerMindset2018Episode
The Art of the Start With Kevin RamaniCold Calling2018Episode
How Top Performing Salespeople Optimize Their TimeFundamentals2018Episode
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The Art of Explanation With Harry GottliebFundamentals2018Episode
Breaking Through the Noise With 3D MailProspecting2018Episode
Derek Kernus – Cutco Cutlery’s Top SellerFundamentals2018Episode
Claire Coder on Getting Initial TractionFundamentals2018Episode
How Do I Find My Next Sales Job With Leslie VenetzMindset2018Episode
Andy Raskin on Sharpening Your StoryFundamentals2018Episode
Why Do Some Reps Crush It While Others Tank With Leslie VenetzMindset2018Episode
First Impressions With Dale DupreeProspecting2018Episode
Positioning with Phillip MorganCopywriting2018Episode
Persistence Part 2: How Much is Too Much with Jessica WattsProspecting2018Episode
Persistence Part 1: How Much is Too Much with Jessica WattsProspecting2018Episode
Page Kemna: LinkedIn’s Resume SingerProspecting2018Episode
Tito Borht: Personalization at ScaleFundamentals2018Episode
Using Personalized Video to Warm Up Cold Calls with Morgan GillespieCold Calling2018Episode
How to Attract Clients by Giving Rather Than Getting With Guy LambertProspecting2018Episode
Two Secrets to Cold Calling Success with Seth WeinstockCold Calling2018Episode
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Cold Outreach That Makes Prospects Feel Good with Ryan O’HaraCold Email2018Episode
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How to Grow Audiences & Get Your Dream Job with Sarah GroszFundamentals2018Episode
What My Grandma’s Toaster Can Teach You About Reducing Sales PressureMindset2018Episode
Beware “Yes” – Master “NoObjections2018Episode
Tito Bohrt: Lessons Learned From Making 1 Million Cold CallsCold Calling2018Episode
Cold Calling with Michael Phillips, Founder of Saleswolf.ioCold Calling2018Episode
Richard at Refract: The Best Cold Email I’ve Ever ReceivedCold Email2018Episode
The Importance of Mindset with Morgan IngramMindset2018Episode
Are You Guilty of This Listening Sin?Mindset20181 min read
You Don’t Sell a ProductFundamentals20181 min read
How to Add Personality to the Sales ProcessFundamentals2018Episode
What Do Your Customers Want to Become?Copywriting2018Video
Cold Outreach: How to Stand Out Using HumorCold Email2017Episode
Brynne Tillman of Vengreso: 8 Steps to Effective LinkedIn SellingProspecting2017Episode
Conner Burt of Lessonly: Quality Over QuantityFundamentals2017Episode
How I Level UpFundamentals20171 min read
Daniel Kuperman of Mindtickle: Sales Training 2.0Fundamentals2017Episode
Using Your Personality to Drive ResponsesProspecting2017Episode
Dylan Hey of Leadfeeder: Social Selling 101Prospecting2017Episode
Making Better Cold Calls (Without Sacrificing Your Soul)Cold Calling2017Episode
Declaring War On Boring OutreachProspecting2017Video
Giving the (Close to) Perfect Demo PitchProspecting2017Episode
Royce Robbins of Peak Sales: The Biggest Sales Hiring Mistakes (Are Avoidable)Fundamentals2017Episode
The 1-Day SDR Onboarding PlanFundamentals2017Episode
What I Learned About Increasing Cold Email Response Rates From BasecampCold Email20173 min read
To Be A Better Closer Be A Better OpenerCold Email20175 min read
Jason Fried of Basecamp: How Buyers Read Your Cold EmailsCold Email2017Episode
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Charlie Besecker of Quantcast: Enabling Sales for SuccessFundamentals2017Episode
Accelerating Deals: It’s Not About “Closing,” It’s About Better OpeningProspecting2017Episode
Nellie Aube of Sailthru: Sales Coaching FTWMindset2017Episode
The Secret to Closing More DealsFundamentals2017Episode
Cutting Through the Noise to Reach Dream ProspectsProspecting2017Episode
Sara Colombo of Jellyvision: Running a Successful BD TeamFundamentals2017Episode
Trigger Events: Starting Conversations At the Right TimeFundamentals2017Episode
Mark Kosoglow of Outreach.io: Landing Big AccountsProspecting2017Episode
When Prospects Go DarkProspecting2017Episode
Dan Burrill of Twilio and Box: Sales Playbooks FTWFundamentals2017Episode
One Question to Help Customers and Drive UpsellsFundamentals2017Episode
Sam Trachtenberg of Adroll: Managing Sales Change and ImprovementFundamentals2017Episode
Inbound Leads: Don’t Respond Like This…Prospecting2017Episode
Greg Reffner of Allbound: Call Coaching By Personality TypeFundamentals2017Episode
Hiring a Sales Trainer: Dispelling Common MythsFundamentals2017Episode
Daniel Barber of Chorus.io: The Real Value of Call IntelligenceFundamentals2017Episode
It’s All About B2B Inside SalesFundamentals2017Episode
The World Doesn’t Owe You iTunesMindset20172 min read
Humanizing Cold Outreach With Sara ColomboObjections2017Video
Don’t Take the Shot, Coach the PlayerObjections20171 min read
Here’s a cold call I received and a suggestion on how to improve itCold Calling2017Video
How Jessica Watts, Jellyvision’s VP of Sales Attracts and Retains Top Performing BDRsMindset2017Video
What Posting a Job on Thumbtack Taught Me About Value Based PricingMindset20175 min read
Liston Witherill Sent the Best “Thank You” I’ve Ever ReceivedMindset2017Video
How Basecamp’s DHH Got to Be Great at What He DoesFundamentals2017Video
How Liz Taught Me About A Problem I Didn’t Know I HadObjections2017Video
What my socks taught me about sellingMindset2017Video
How deliberate practice can improve your sales skillsObjections2017Video
How a small digital agency can cold call a Fortune 500 company and get a meetingCold Calling20171 min read
How to negotiate: outcomes vs. outputsMindset20171 min read
Why deals stall & how to get a responseObjections20174 min read
How to get referrals without feeling “icky”Objections20171 min read
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This question cost me a $125,000 saleCold Calling20174 min read
What I learned about why people buy after interviewing 30 Basecamp customersProspecting201712 min read
An effective cold call script you can learn in 45 secondsCold Calling20172 min read
Don’t ever ask this question againCold Calling2017Episode
This 3 minute conversation led to a $45,000Prospecting20167 min read
Do This One Thing and You’ll Persuade More PeopleFundamentals20163 min read
Pricing Page: How to nudge people into selecting your higher-priced optionCopywriting20161 min read
How to Diffuse “Can you give me a better price?”Objections20163 min read
A Non-Salesy Technique to Start a Conversation With Your Dream CustomersObjections20162 min read
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How to Follow Up After Someone Downloads Your ContentCold Calling20163 min read
8 things that will increase your cold email response ratesCold Email20162 min read
Who Are You Going to Punch in the Face?Copywriting20161 min read
This Cold Email Sequence Got a Positive Response From Our CEOCold Email20163 min read
How OneBlade Defines Their Ideal CustomerProspecting20161 min read
Great Example of Challenging ConventionsFundamentals20161 min read
This Cold Email Got a ResponseCold Email20161 min read
Great Example of a Challenger Sale Marketing VideoCopywriting2016Video
These Retailers Didn’t Get My Money (But They Could Have)Cold Calling20161 min read
How & When To Ask For A ReferralCold Email20151 min read
A Cold Email I Didn’t DeleteCold Email20152 min read
How To Leverage A Mutual Connection To Get MeetingsCold Email20151 min read
3 Kick-Ass Follow Up Email Templates That Replace “Just Checking In”Cold Email2015Video
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Get Missed Meetings Rescheduled 80% Of The TimeCold Calling20151 min read
Three Email Templates That Prevent Prospects From Going Cold 70% Of The TimeCold Email20155 min read
Stop Pitching & Close More DealsMindset20151 min read
Find Almost Anyone’s Corporate Email Address In SecondsFundamentals20141 min read
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