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Facts Don’t Persuade People Objections20261 min read
Meanwhile, in the Buyer’s Slack Fundamentals20262 min read
I Insulted a CMO Fundamentals20261:39
How to Sell Without Pushing Fundamentals20261:20
No Ted Talks Fundamentals20261:58
If Your Explaining You’re Losing Fundamentals20263:01
How to Instantly Build Trust Fundamentals20261:08
How to be More Likable Fundamentals20262:06
Trying to Sell Brushes to People Who Have Brushes Fundamentals20261:50
If You’re Pitching You’re Losing Fundamentals20261:52
How to be Relaxed & Chill When Cold Calling Cold Calling20261:15
How to Explain What You Sell Fundamentals20262:01
Best Cold Call I Ever Got Cold Calling20261:24
Gold Medals Fundamentals20260:44
No Up Front Contracts Fundamentals20262:03
Sales 2.0 Fundamentals20261:21
Thoughts on Rude People Mindset20251:32
Thoughts on Cold Calling Cold Calling20251:46
Thoughts on Discounting Objections20251:47
Calm Cold Calling Cold Calling20251:34
Sales Voice Mindset20251:00
Pro vs. Amateur Sellers Fundamentals20251:59
Suffering is Optional Mindset20251:19
You’re Forgettable Fundamentals20251:23
Nailing the First 15 Seconds of a Cold Call Cold Calling20251:50
Move off the Product Fundamentals20250:56
Unclench Mindset20250:56
Technique vs. Effort Fundamentals20251:24
Losing 26k Fundamentals20250:26
4 AM Fundamentals20250:47
How I Cold Call Cold Calling20251:37
“I’m In a Meeting” Objections20250:38
The Here & Now Mindset20252:03
Just Out of Curiosity Fundamentals20250:30
Thoughts on Ghosting Objections20251:03
The Psychology of a Good Cold Email Cold Email20252:27
Let Reality Be Reality Fundamentals20250:41
The Best Way to Persuade Fundamentals20250:57
Going Slowly Fundamentals20250:25
How to Instantly Destroy Trust Fundamentals20250:48
Trash Talking Fundamentals20250:29
Sales Slump Mindset20250:57
The Uncertainty Zone Fundamentals20252:05
This Was a Shock Fundamentals20251:29
Why Mindset Matters Mindset20251:48
Luck Matters Mindset20251:17
Forget About Quota Mindset20241:52
The Art of the Cold Call: Channeling Your Inner Detective Cold Calling20242:04
Trust Your Gut Fundamentals20241:14
You Are Not a Number Fundamentals20242:21
A Killer Cold Call Cold Calling20241:18
The Pain Body Mindset20241:42
The Bike Accident Fundamentals20242:26
Letting Go of the Status Quo Mindset20241:56
Breaking a $18,000 Sculpture Mindset20242:00
Rewiring My Brain to Pay Attention Fundamentals20241:34
Stop Pitching, Start Poking Fundamentals20241:54
Thank You Fundamentals20242:22
An Open Letter to Salespeople Fundamentals20241:24
My Number One Sales Tip Fundamentals20241:12
What Socks Can Teach You About Sales Fundamentals20242:16
Why People Aren’t Interested Fundamentals20242:56
The Waiting Mindset20241:22
My Favorite Question to Ask After a Demo Fundamentals20241:16
My Traffic Light Rule Fundamentals20241:10
Your Price Might Not Be Too High Fundamentals20241:18
This Sales Advice Gives Me the Icks Fundamentals20241:06
Why Intent Matters When Selling Fundamentals20241:29
Why Salespeople Have a Bad Rap Fundamentals20241:09
How to Unlock Truth Fundamentals20241:18
How to Say Hello Fundamentals20244:23
A Common Sales Mistake Fundamentals20241:44
Watch Me Write a Good Cold Email Cold Email2024Video
Salespeople Are Not Tree Engineers Fundamentals20242:59
Let Reality Be Reality Fundamentals20241:44
Taming the Mind Mindset20242:14
Idea for Boosting Cold Email Open Rates Cold Email20241:08
Cold Call Pop Quiz Cold Calling20241:57
Your Mind is Out of Control Mindset20242:34
Talk Less, Listen More Fundamentals20241:11
The Swan Mindset20241:40
Cleaning Muddy Water Mindset20241:41
Thank You Fundamentals20241:45
Wild Horses Fundamentals20242:29
“Your price is too high.” What do you say? Objections20241:47
It Happens Fundamentals20241:31
Why Are There So Many Pushy Salespeople? Fundamentals20242:06
Things I Don’t Want to Do Fundamentals20241:27
Adopt a Surfer’s Mind Mindset20241:22
Thoughts on Being Bored Mindset20241:48
Selling Without Sounding Salesy Fundamentals20242:09
“We Have a Solution” What Do You Say? Objections20241:29
Expectations Are a Dead End Mindset20243:06
What I Learned About Sales When I Was 14 Fundamentals20243:51
Gain & Loss Fundamentals20242:02
Running Your Mouth Fundamentals20241:09
Thoughts on Time Objections Objections20241:41
Don’t Let Mondays Ruin Your Sundays Fundamentals20241:05
The #1 Rule of Selling Fundamentals20242:08
The Antidote for Ghosting Prospecting20242:42
Prospecting is Easy Prospecting20242:07
Garbage Dumpers Fundamentals20240:58
Call Out the Uglies Fundamentals20241:57
Stop Solving. Start Asking. Fundamentals20240:58
The Universe Has Your Back Fundamentals20241:07
Are You Too Tense When Cold Calling? Cold Calling20241:21
The Subtle Art of Detaching Mindset20241:40
Communication Tip For Lowering Resistance Fundamentals20241:02
Facts, Logic & Reason Don’t Persuade Fundamentals20241:25
Record Your Calls Fundamentals20241:05
Busy Fundamentals20242:24
How to Prevent Objections Objections20241:56
Thoughts on Door-to-Door Sales Mindset20241:17
You’re Not Missing the Target Fundamentals20241:29
How to Answer “What Do You Do?” Fundamentals20241:06
What to Do When a Prospect Ghosts You Objections20241:34
Being Mindset20240:38
Pro vs. Amateur Salespeople Fundamentals20241:04
How to Follow Up Fundamentals20241:15
How to Get & Keep Your Prospect’s Attention Prospecting20241:30
Thinking Effects Behavior Fundamentals20241:17
“Your Price Is Too High” What to Say Objections20241:37
How to Build Trust Fast Fundamentals20241:17
“I’m to busy” Is a Lie Fundamentals20241:14
A Common Sales Mistake Fundamentals20241:41
Sales Slumps Mindset20240:44
Rock the Boat Fundamentals20240:27
“I Need to Talk With My Boss” What Do You Say? Fundamentals20241:06
Why Do Mormons Knock? Fundamentals20241:29
A CMO Talks About Cold Emails That Get Her Attention Cold Email202424:05
I Can’t Talk. I’m In a Meeting. Objections20241:01
This Word Cost Me a $125,000 Sale Fundamentals20241:31
A Sales Ninja Fundamentals20241:09
Thoughts On Sales Resistance Mindset20241:57
The Best Way to Persuade Fundamentals20241:19
The Knowledge Gap Fundamentals20241:26
Did You Like Barbie? Fundamentals20242:25
Buyer Have the Answers. Sellers Have the Questions. Fundamentals20241:07
Sales Therapy Fundamentals20241:20
Future You Fundamentals20241:14
Cold Call Critique Cold Calling20246:04
Discovery Call Rant Fundamentals20241:26
Cold Calls Are Irrelevant Cold Calling20241:56
Listen to Me Cold Call Cold Calling20243:33
Move Off The Product Fundamentals20241:32
Saying No Fundamentals20241:05
Thoughts on Cold Calling Cold Calling20242:13
Sales Success Requires Two Things Fundamentals20243:10
Objections Are Competition Objections20243:15
Don’t Tell People Vegetables Are Healthy Fundamentals20241:02
What Repels & Attracts Prospects Mindset20230:56
White Lies Fundamentals20232:34
How to Get Better at Sales Fundamentals20231:10
2007 Fundamentals2023Episode
Do It Afraid Fundamentals2023Episode
The Barbeque Fundamentals2023Episode
This Cold Call Made Me Think Cold Calling2023Episode
How to Get Prospects Talking on a Cold Call Cold Calling2023Episode
Problem Training Fundamentals2023Episode
Can You Take a Compliment? Fundamentals2023Episode
Explaining vs. Showing Fundamentals2023Episode
Selling vs. Understanding Fundamentals2023Episode
How to Be Happy in Sales Mindset2023Episode
Challenging Prospects Without Making The Defensive Prospecting2023Episode
Include Quiet People Fundamentals2023Episode
This Cold Call Got Me Talking Cold Calling2023Episode
Perception vs. Perspective Fundamentals2023Episode
My Two Favorite Words in Sales Fundamentals2023Episode
What Smooth Selling Sounds Like Fundamentals2023Episode
Let People Sniff Fundamentals2023Episode
Sick Days Fundamentals2023Episode
Why Do Prospects Ghost You? Objections2023Episode
Go With the Flow Fundamentals2023Episode
Cold Email: The Question Prospects Secretly Ask Cold Email2023Episode
Remaining Calm Mindset2023Episode
Forgive Your Old Self Fundamentals2023Episode
Prospects Aren’t Too Busy Prospecting2023Episode
Dealing With Rejection Mindset2023Episode
A $125,000 Mistake Fundamentals2023Episode
Catch Fundamentals2023Episode
“We Don’t Want a 12 Month Contract” Fundamentals2023Episode
Ice Cream Fundamentals2023Episode
Forgive Yourself Fundamentals2023Episode
Answering vs. Asking Fundamentals2023Episode
Letting People Sell Themselves Fundamentals2023Episode
Deferred Living Fundamentals2023Episode
Sales Chat With Sara Plowman Fundamentals2023Episode
A Sales Myth Fundamentals2023Episode
I Love Doing This When Cold Calling Cold Calling2023Episode
Drop the Sword Fundamentals2023Episode
Let it Be Fundamentals2023Episode
Ditch the Pitch. Poke the Bear Fundamentals2023Episode
Not Listening vs. Listening Fundamentals2023Episode
Cheaper Fundamentals2023Episode
How Much Is It? Fundamentals2023Episode
If I Could Only Teach One Topic Fundamentals2023Episode
Deals Stuck? Fundamentals2023Episode
Your Prospect Is Using a Competitor. Now What? Prospecting2023Episode
Sell Without Sleaze Fundamentals2023Episode
What I Like About Cold Calling Cold Calling2023Episode
“We Have a Vendor” Isn’t an Objection Objections2023Episode
“If we find a need, we’ll let you know.” Fundamentals2023Episode
Life Lesson Fundamentals2023Episode
I’m Not Interested Isn’t an Objection Objections2023Episode
I Despise This Word Fundamentals2023Episode
The Best Cold Call Opener Cold Calling2023Episode
Are You Overcomplicating the Cold Call? Cold Calling2023Episode
Stop Competing on Price Fundamentals2023Episode
The Best Way to Persuade Fundamentals2023Episode
“We’re Doing This Internally” Fundamentals2023Episode
Let You Prospect Solve the Problem Prospecting2023Episode
Do You Have an Attached Selling Style? Fundamentals2023Episode
Eliminating “We Have a Vendor for That” Objections2023Episode
Now That’s How You Up Sell Fundamentals2023Episode
Selling Buckets to People Who Have Buckets Fundamentals2023Episode
No Truth, No Transaction Fundamentals2023Episode
Asking For Referrals Without It Feeling Awkward Prospecting2023Episode
Be the Pistachio Scoop Fundamentals2023Episode
Let Reality Be Reality Fundamentals2023Episode
Reducing No-Shows Objections2023Episode
A Killer Sales Question Fundamentals2023Episode
Darkness Descends Fundamentals2023Episode
Thinking Like a Scientist Fundamentals2023Episode
The Root of Feeling Disturbed Fundamentals2023Episode
Unlearn Cold Calling Cold Calling2023Episode
Pits In Your Stomach Making Cold Calls? Cold Calling20231 min read
You Don’t Sell Yoga Pants Fundamentals20231 min read
A Cold Call Opening Line That Made Me Lean Forward Cold Calling2023Episode
Why Facts, Logic and Reason Don’t Persuade With Steve Shull Fundamentals2023Episode
There Are No Such Things as Objections Objections2023Episode
Why I Quit Corporate America Fundamentals2023Episode
No Shows Aren’t the End of the World Fundamentals2023Episode
Adopting a Surfer’s Mind Mindset2023Episode
Do You Treat the Phone Like a Cactus? Cold Calling20231 min read
Fake Expertise Fundamentals2023Episode
“We’re Happy With Our Vendor” Isn’t an Objection Objections2023Episode
Does the Phone Feel Like a Cactus? Fundamentals2023Episode
This Voicemail Didn’t Get My Attention but it Could Have Cold 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 To Fundamentals2023Episode
“I’m In a Meeting” Objections20231 min read
Sell Me This Pen Fundamentals2023Episode
Sell Me This Pen Fundamentals20231 min read
The Smoothest Cold Call Cold Calling2023Video
Separating Yourself From Low Cost Providers Fundamentals2023Episode
The Most Relaxed Cold Call Ever With Heidi Briones Cold Calling2023Episode
If You’re Hearing “I’m Not Interested” Listen to This Objections2023Episode
A Bewitching Two Sentence Cold Email Cold Email2023Episode
Two Cold Calling Approaches Cold Calling2023Episode
Communication Tip That Lowers Defensiveness Fundamentals2023Episode
Trust Before Transaction Fundamentals2023Episode
Thoughts On “We Have a Vendor For That” Objections2023Episode
Rewire Your Brain to Listen Fundamentals2023Episode
You Can Close 90% Of Your Opportunities But It Takes Guts Fundamentals2023Episode
Email Objection “I’m Not Interested” Objections2023Episode
I’m Not Interested Isn’t an Objection Objections2023Episode
This Is the Best Cold Email I’ve Ever Received Cold Email2023Episode
Wear Your Retainer Fundamentals2023Episode
“You’re Too Expensive” What Do You Say? Objections2023Episode
The Problem With Controlling Fundamentals2023Episode
Altercasting Fundamentals2022Episode
Do Less Fundamentals2022Episode
Unlearn Objections – “We Have a Vendor” Objections2022Episode
A Classic Sales Fundamentals2022Episode
Focusing Fundamentals2022Episode
You’re Doing Okay Mindset2022Episode
The Four Questions Prospects Ask During a Cold Call Cold Calling2022Episode
Trust Is a Currency Fundamentals2022Episode
Why Assuming in Sales Creates Problems Fundamentals2022Episode
The Importance of Self-Forgiveness Fundamentals2022Episode
A Phrase That Gets Prospects Talking on Cold Calls Cold Calling2022Episode
How Eric Edge Booked 43 Meetings in a Month Using Cold Email Cold Email2022Episode
Standing Out When Selling a Commodity Fundamentals2022Episode
Are You Jumping to Conclusions? Fundamentals2022Episode
Do You Have Enough? Fundamentals2022Episode
Your Vocal First Impression Fundamentals2022Episode
Where Did You Get My Number? Fundamentals2022Episode
How Are You Doing? Cold Calling20222 min read
Let’s Write a Good Cold Email Cold Email2022Episode
Preventing Objections Objections2022Episode
Messaging That Lowers the Zone of Resistance Copywriting2022Episode
How to End a Demo Fundamentals2022Episode
Telling vs. Asking Fundamentals2022Episode
Why Reflective Listening Is a Sales Superpower Fundamentals2022Episode
The Antitode for I’m Not Interested Objections2022Episode
Steve Jobs Perfectly Demonstrates How to Respond to an Insult Fundamentals2022Episode
Dealing With Angry People Fundamentals2022Episode
Don’t Force Treats on Dogs Fundamentals2022Episode
Stories Are a Currency Fundamentals2022Episode
I Met an Angel In Texas Fundamentals2022Episode
Are You Treating White Lies as Truths? Fundamentals2022Episode
Why Assuming Backfires Fundamentals2022Episode
Treat This Question Like a Porcupine. Don’t Touch It. Fundamentals2022Episode
I Don’t Mind What Happens Mindset2022Episode
Selling Is More Like Dancing Than Wrestling Fundamentals2022Episode
Cold Call Kiss of Death Cold Calling20222 min read
How To Charge More Fundamentals2022Episode
Liars Suffer Fundamentals2022Episode
Clean Your Room! Fundamentals20221 min read
How to Nail The First 30 Seconds of a Cold Call Cold Calling20222 min read
Why Persuasion Backfires Fundamentals2022Episode
Bombing in Sales Fundamentals2022Episode
Josh & Sam McKenna Chat About Sales Fundamentals2022Episode
Do You Have a Persuasion Reflex? Fundamentals2022Episode
A Killer First Question to Ask Inbound Leads Prospecting2022Episode
A Killer Question to Ask an Inbound Lead Fundamentals20221 min read
Don’t Hold Price Hostage Fundamentals20221 min read
Lowering Resistance During the First 20 Seconds of a Cold Call Cold Calling2022Video
Don’t Hold Pricing Hostage Fundamentals2022Episode
Why You’re Repelling Prospects Prospecting2022Episode
What To Do & Say When a Prospect Ghosts You Objections2022Episode
Developing a Surfer’s Mind When Cold Calling Cold Calling2022Episode
Waves Cold Calling20221 min read
Starting Conversations With Skeptical Prospects Prospecting2022Episode
4 Habits That Make Selling Joyful Mindset2022Episode
One Question For More Sales Fundamentals2022Episode
Let’s Write a Good 4-T Cold Email Cold Email2022Episode
What is Progress in Sales? Fundamentals2022Episode
Are You Under a Spell? Fundamentals2022Episode
Don’t Tell Prospects They’re Doing Their Job Wrong Prospecting2022Episode
I Know Fundamentals2022Episode
Lowing The Zone of Resistance When Cold Calling Cold Calling2022Episode
Why Intent Matters When Cold Calling Cold Calling2022Episode
8 Language Patterns That Lower Resistance Fundamentals20222 min read
7 Language Patterns That Lower Resistance Fundamentals2022Episode
Don’t Tell Prospects They’re Doing Their Job Wrong Prospecting2022Episode
It’s Not You Fundamentals2022Episode
You’re Too Expensive Objections2022Episode
Diffusing “We don’t have budget.” Objections2022Episode
Diffusing “We don’t have a budget.” Objections2022Episode
How To Weave Storytelling Into Explaining What You Do Fundamentals20221 min read
Before & After Cold Emails Cold Email20221 min read
Selling Hair Fundamentals20221 min read
The Path To Better Cold Calls Cold Calling20222 min read
Is This Killing Your Cold Calls? Cold Calling2022Episode
Answering The Most Feared Question Fundamentals20221 min read
Dealing With Cold Call Curve Balls Cold Calling2022Episode
My 11 Sales Rules Fundamentals20222 min read
Diffusing “I can’t talk right now.” Objections20222 min read
Light The Wick Mindset2022Episode
Building Trust With Skeptical Prospects Prospecting2022Episode
A Killer Sales Question Fundamentals2022Episode
A Sales Wizard At Wrigley Fundamentals2022Episode
A Sales Wizard At Wrigley Fundamentals2022Video
A Common Sales Mistake Fundamentals20221 min read
You Can Handle The Truth Prospecting2022Episode
Boosting Response Rates With Hi-Def Cold Emails Cold Email2022Episode
Defusing “How did you get my number?” Cold Calling2022Episode
Don’t Give A Demo Before Doing This Fundamentals20221 min read
Does Belief Matter? Fundamentals20221 min read
Does Belief Matter When Selling? Mindset2022Episode
How To Eliminate Objections When Cold Calling Objections2022Episode
Let’s Write a Good Cold Email Cold Email2022Episode
Let’s Write a Good Cold Email Cold Email2022Video
Light The Wick Mindset2022Episode
Who’s The Decision Maker? Objections20221 min read
Henry’s Cold Email Cold Email20221 min read
Saying No Without Saying No Fundamentals20222 min read
“Call me later” How Do You Respond? Cold Calling20222 min read
Be Cheeky Cold Email20221 min read
Light The Wick Mindset20221 min read
A Sales Wizard At The Fairmont Fundamentals20221 min read
Are You Telling Part Of The Story? Fundamentals20221 min read
One Thing That Kills Cold Email Response Rates Cold Email20222 min read
A Surefire Way To Be Stressed Out Selling Fundamentals20222 min read
Preventing “I’m not interested.” Objections20221 min read
A Sales Ninja Prospecting20221 min read
Sea Monkeys Fundamentals20222 min read
A Sales Ninja Fundamentals2022Episode
Diffusing “Your price is too high.”: Objections20221 min read
Talking About Price Mindset2022Episode
Kendall & Lily on How to Land Meetings With Celebrities in LA Mindset2022Episode
2 Questions I Learned From a Sales Ninja Fundamentals2022Episode
A Cold Call Flow That Lowers Resistance Cold Calling2022Episode
How to Prevent Most Cold Call Objections Objections2022Episode
Stay Away From This Phrase Fundamentals2022Episode
Krista Hull: Building Trust By Being Radically Honest Mindset2022Episode
Krista Hull: What to Say When You’re Ghosted Objections2022Episode
The Cliffhanger Voicemail Cold Calling2022Episode
A Sales Superpower Cold Calling20221 min read
That Time When Name Dropping Backfired Fundamentals20221 min read
Let’s Write a Good Cold Email Cold Email20221 min read
Talking With an Upset Person Fundamentals2022Episode
A Counterintuitive Way to Diffuse Objections Objections2022Episode
Joining the Resistance Objections20222 min read
Why I Lost a $125,000 Sale Fundamentals2022Episode
Swap Contracts for Connecting Fundamentals2022Episode
Lowering the Zone of Resistance When Cold Calling Cold Calling2022Episode
“I’m Happy With My Current Vendor.” Mindset2022Episode
The Best Sales Pitch I’ve Ever Seen Fundamentals2022Episode
Join the Resistance Fundamentals2022Episode
How to Reduce Objections When Cold Calling Objections2022Episode
Do Your Cold Emails Make People Feel Good? Cold Email20221 min read
How to Be a Red X In a Sea of White Circle Resumes Fundamentals2022Episode
A Cold Email Mistake You’re Probably Making Cold Email2022Episode
Join The Resistance Objections20221 min read
Write Cold Email With an Eraser Copywriting20221 min read
Killer Cold Email That Landed Cold Email20221 min read
My Three Strike Rule in Sales Fundamentals2022Episode
How to Elegantly Explain What You Do Fundamentals2022Episode
Chore or Privilege? Mindset20221 min read
Do Your Cold Calls Feel Like An Interrogation? Cold Calling20221 min read
Features vs. Benefits Copywriting20221 min read
The Biggest Cold Email Mistake Cold Email20221 min read
How To Elegantly Explain What You Do Fundamentals20221 min read
How to Be a Better Listener Fundamentals2022Episode
Risks or Rewards? Mindset20221 min read
You Are The Prize Mindset2022Video
My Wife is Seeing Another Man Fundamentals2022Video
Lowering Resistance When Cold Calling Cold Calling2022Video
Dealing With Change Mindset20221 min read
What Do You Do? Prospecting2022Episode
Don’t Read This Post Fundamentals20222 min read
People Aren’t Targets Fundamentals20221 min read
How to Approach People Who Have Little Desire to Talk With You Cold Calling20221 min read
Empathetic Statements That Make Others Feel Heard Fundamentals20221 min read
How to Deal With a Barking Dog? Mindset2021Episode
How to Follow Up Without Being a Pest Prospecting20211 min read
A Shortcut to Credibility Fundamentals20211 min read
Cold Email For a Sales Job Cold Email20211 min read
How to Ask For a Meeting Cold Calling20211 min read
6 Ways to Stay Top of Mind Fundamentals20211 min read
Talking to Strangers Without It Being Awkward Fundamentals20211 min read
Less Hype, More Poking Copywriting20211 min read
Charlotte Johnson on How She Consistently Hits Quota Mindset2021Episode
Buzzwords to Stop Saying (And What to Say Instead) Fundamentals20211 min read
Sales Pressure Objections20211 min read
Six Sales Pills That Are Hard to Swallow Mindset20211 min read
Killer Copywriting from Gravy Solutions Copywriting20211 min read
Nobody Tells This to Salespeople Who Are Beginners Fundamentals20211 min read
Why People Are Guarded Around Salespeople Fundamentals20212 min read
Do You Burn the Popcorn? Prospecting20212 min read
You Are the Prize Mindset20211 min read
Mixed Signals Fundamentals20211 min read
Hssss Fundamentals20211 min read
Are You Too Clingy? Fundamentals20211 min read
Standing Out in the Sea of Same Prospecting20212 min read
What My Grandma’s Toaster Can Teach You About Sales Fundamentals20211 min read
Ghosted Mindset20211 min read
What to Do When a Prospect Pulls Away Mindset20211 min read
Thoughts on Sales Anxiety Mindset2021Episode
Can You Create Urgency? Fundamentals20211 min read
Do You Say ‘Um’ or ‘Ah’ Far Too Many Times Fundamentals20211 min read
Let’s Write a Good Cold Email Cold Email20211 min read
These Message Chains Explain a Big Problem Mindset20211 min read
Is Your Message Crispy or Generic? Copywriting20211 min read
Lowering Resistance Prospecting20212 min read
Three Lessons About Selling I Learned From the Beatles Documentary Get Back. Fundamentals20211 min read
Killer Copywriting Copywriting20211 min read
Cold Email Rewrite Cold Email20211 min read
How to Create Demand Prospecting20212 min read
LinkedIn Voicemail Cold Calling2021Episode
Diffusing “Send me a proposal.” Objections2021Video
Teardown: Cold Calling an Inbound Lead Cold Calling2021Video
Killer Cold Email Opening Lines Cold Email20211 min read
Poke the Bear Cold Call Script Cold Calling20211 min read
Cold Email Teardown Cold Email20211 min read
Do You Focus on Things You Don’t Control? Mindset20211 min read
Why Loss Aversion Motivates Prospects to Respond Copywriting20211 min read
We Already Have a Vendor Cold Calling20212 min read
Giving vs. Taking Fundamentals20211 min read
Red Herrings Objections20211 min read
Overcoming the Status Quo on a Cold Call Cold Calling20212 min read
How To Increase Cold Outeach Response Rates Fundamentals20212 min read
The Ex Boyfriend Fundamentals2021Video
Reducing Sales Pressure On a Cold Call Cold Calling20212 min read
Let’s Write a Good Cold Email Cold Email2021Episode
Have You Given Up on Voicemail? Read This Before You Decide Prospecting20211 min read
This Killer Copy Made Me Buy Copywriting20211 min read
7 Things I Learned in My 40s About Selling And Life That I Wish I Knew When I Was in My 20s Fundamentals20211 min read
Fish or Fishing? Mindset20211 min read
I Want to Think it Over Objections20212 min read
Defusing “Send me an email” During a Cold Call Objections2021Episode
Hurting After Losing a Big Sale? Mindset20212 min read
How to use Customer Quotes in Cold Emails Cold Email20211 min read
How to Use PS in Cold Emails Cold Email20211 min read
Do You Create Objections? Objections20211 min read
Transcript of a Good Call Call Cold Calling20211 min read
Why Prospects Are Skeptical of Salespeople Prospecting2021Episode
How to Defuse, ‘Send Me a Email” Objections20212 min read
95% of Salespeople Don’t Need to Overcome Objections, They Need to Poke the Bear Prospecting20211 min read
What a Porsche Ad Can Teach You About Cold Email Copywriting Copywriting20211 min read
How to Make Prospects Feel Like You’re Reading Their Minds Copywriting20212 min read
How to Lower Resistance on a Cold Call – Example for Gong Prospecting20212 min read
How to Separate Yourself From the Competition Fundamentals20211 min read
“Send me an email.” Objections20211 min read
Real Negotiation Using Chris Voss’s Method Fundamentals20211 min read
“What’s the price?” Prospecting2021Episode
Prospecting is Like Having a Crush Prospecting20211 min read
How to Be a Red X in a Sea of White Circle Sales Messages Fundamentals20211 min read
Cold Email CTAs Cold Email20211 min read
A Simple Way to Get Better at Selling Fundamentals20211 min read
Taking the Anxiety Out of Cold Calling Mindset20211 min read
How an FBI Hostage Negotiator Might Defuses a Common Sales Objection Objections20212 min read
A Staggering Demonstration of Why Intent Matter When Selling Fundamentals2021Video
What Pawn Stars Can Teach You About Lowering Skepticism Fundamentals20211 min read
“I’m not interested” What Do You Say? Objections20212 min read
Here’s How to Get Sales in a Few Days, Even if You Sell an Expensive Product Prospecting20211 min read
“What’s the Price?” What Do You Say? Fundamentals20211 min read
Lowering Resistance During a Cold Call Prospecting20212 min read
The Zone of Resistance Fundamentals2021Episode
What Jerry Seinfeld Can Teach You About Getting Better at Anything Fundamentals20211 min read
9 Subject Lines That Motivated Prospects to Open Your Cold Email Cold Email20212 min read
Dealing With Rude or Angry People Mindset20211 min read
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Sales Coaching With Kevin Dorsey Mindset2019Episode
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Chris Canales on Being a Top Performing Salesperson Mindset2019Episode
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How to Be a Better Listener Mindset2018Episode
The Art of the Start With Kevin Ramani Cold Calling2018Episode
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Claire Coder on Getting Initial Traction Fundamentals2018Episode
How Do I Find My Next Sales Job With Leslie Venetz Mindset2018Episode
Andy Raskin on Sharpening Your Story Fundamentals2018Episode
Why Do Some Reps Crush It While Others Tank With Leslie Venetz Mindset2018Episode
First Impressions With Dale Dupree Prospecting2018Episode
Positioning with Phillip Morgan Copywriting2018Episode
Persistence Part 2: How Much is Too Much with Jessica Watts Prospecting2018Episode
Persistence Part 1: How Much is Too Much with Jessica Watts Prospecting2018Episode
Page Kemna: LinkedIn’s Resume Singer Prospecting2018Episode
Tito Borht: Personalization at Scale Fundamentals2018Episode
Using Personalized Video to Warm Up Cold Calls with Morgan Gillespie Cold Calling2018Episode
How to Attract Clients by Giving Rather Than Getting With Guy Lambert Prospecting2018Episode
Two Secrets to Cold Calling Success with Seth Weinstock Cold Calling2018Episode
Increase Cold Email Response Rates By Teaching Rather Than Taking With Shoshi Weinstein Cold Email2018Episode
Cold Outreach That Makes Prospects Feel Good with Ryan O’Hara Cold Email2018Episode
The Sales Metrics That Matter Most with Leslie Venetz Fundamentals2018Episode
How to Grow Audiences & Get Your Dream Job with Sarah Grosz Fundamentals2018Episode
What My Grandma’s Toaster Can Teach You About Reducing Sales Pressure Mindset2018Episode
Beware “Yes” – Master “No Objections2018Episode
Tito Bohrt: Lessons Learned From Making 1 Million Cold Calls Cold Calling2018Episode
Cold Calling with Michael Phillips, Founder of Saleswolf.io Cold Calling2018Episode
Richard at Refract: The Best Cold Email I’ve Ever Received Cold Email2018Episode
The Importance of Mindset with Morgan Ingram Mindset2018Episode
Are You Guilty of This Listening Sin? Mindset20181 min read
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How to Add Personality to the Sales Process Fundamentals2018Episode
What Do Your Customers Want to Become? Copywriting2018Video
Cold Outreach: How to Stand Out Using Humor Cold Email2017Episode
Brynne Tillman of Vengreso: 8 Steps to Effective LinkedIn Selling Prospecting2017Episode
Conner Burt of Lessonly: Quality Over Quantity Fundamentals2017Episode
How I Level Up Fundamentals20171 min read
Daniel Kuperman of Mindtickle: Sales Training 2.0 Fundamentals2017Episode
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Dylan Hey of Leadfeeder: Social Selling 101 Prospecting2017Episode
Making Better Cold Calls (Without Sacrificing Your Soul) Cold Calling2017Episode
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Giving the (Close to) Perfect Demo Pitch Prospecting2017Episode
Royce Robbins of Peak Sales: The Biggest Sales Hiring Mistakes (Are Avoidable) Fundamentals2017Episode
The 1-Day SDR Onboarding Plan Fundamentals2017Episode
What I Learned About Increasing Cold Email Response Rates From Basecamp Cold Email20173 min read
To Be A Better Closer Be A Better Opener Cold Email20175 min read
Jason Fried of Basecamp: How Buyers Read Your Cold Emails Cold Email2017Episode
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Charlie Besecker of Quantcast: Enabling Sales for Success Fundamentals2017Episode
Accelerating Deals: It’s Not About “Closing,” It’s About Better Opening Prospecting2017Episode
Nellie Aube of Sailthru: Sales Coaching FTW Mindset2017Episode
The Secret to Closing More Deals Fundamentals2017Episode
Cutting Through the Noise to Reach Dream Prospects Prospecting2017Episode
Sara Colombo of Jellyvision: Running a Successful BD Team Fundamentals2017Episode
Trigger Events: Starting Conversations At the Right Time Fundamentals2017Episode
Mark Kosoglow of Outreach.io: Landing Big Accounts Prospecting2017Episode
When Prospects Go Dark Prospecting2017Episode
Dan Burrill of Twilio and Box: Sales Playbooks FTW Fundamentals2017Episode
One Question to Help Customers and Drive Upsells Fundamentals2017Episode
Sam Trachtenberg of Adroll: Managing Sales Change and Improvement Fundamentals2017Episode
Inbound Leads: Don’t Respond Like This… Prospecting2017Episode
Greg Reffner of Allbound: Call Coaching By Personality Type Fundamentals2017Episode
Hiring a Sales Trainer: Dispelling Common Myths Fundamentals2017Episode
Daniel Barber of Chorus.io: The Real Value of Call Intelligence Fundamentals2017Episode
It’s All About B2B Inside Sales Fundamentals2017Episode
The World Doesn’t Owe You iTunes Mindset20172 min read
Humanizing Cold Outreach With Sara Colombo Objections2017Video
Don’t Take the Shot, Coach the Player Objections20171 min read
Here’s a cold call I received and a suggestion on how to improve it Cold Calling2017Video
How Jessica Watts, Jellyvision’s VP of Sales Attracts and Retains Top Performing BDRs Mindset2017Video
What Posting a Job on Thumbtack Taught Me About Value Based Pricing Mindset20175 min read
Liston Witherill Sent the Best “Thank You” I’ve Ever Received Mindset2017Video
How Basecamp’s DHH Got to Be Great at What He Does Fundamentals2017Video
How Liz Taught Me About A Problem I Didn’t Know I Had Objections2017Video
What my socks taught me about selling Mindset2017Video
How deliberate practice can improve your sales skills Objections2017Video
How a small digital agency can cold call a Fortune 500 company and get a meeting Cold Calling20171 min read
How to negotiate: outcomes vs. outputs Mindset20171 min read
Why deals stall & how to get a response Objections20174 min read
How to get referrals without feeling “icky” Objections20171 min read
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This question cost me a $125,000 sale Cold Calling20174 min read
What I learned about why people buy after interviewing 30 Basecamp customers Prospecting201712 min read
An effective cold call script you can learn in 45 seconds Cold Calling20172 min read
Don’t ever ask this question again Cold Calling2017Episode
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Do This One Thing and You’ll Persuade More People Fundamentals20163 min read
Pricing Page: How to nudge people into selecting your higher-priced option Copywriting20161 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 Customers Objections20162 min read
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8 things that will increase your cold email response rates Cold Email20162 min read
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This Cold Email Sequence Got a Positive Response From Our CEO Cold Email20163 min read
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This Cold Email Got a Response Cold Email20161 min read
Great Example of a Challenger Sale Marketing Video Copywriting2016Video
These Retailers Didn’t Get My Money (But They Could Have) Cold Calling20161 min read
How & When To Ask For A Referral Cold Email20151 min read
A Cold Email I Didn’t Delete Cold Email20152 min read
How To Leverage A Mutual Connection To Get Meetings Cold Email20151 min read
3 Kick-Ass Follow Up Email Templates That Replace “Just Checking In” Cold Email2015Video
What Entrepreneurs Can Learn From Canon Fundamentals2015Video
Get Missed Meetings Rescheduled 80% Of The Time Cold Calling20151 min read
Three Email Templates That Prevent Prospects From Going Cold 70% Of The Time Cold Email20155 min read
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