The Sales Playbook Podcast

Everyone and their mother (they actually bring their mother with them) tells you to join LinkedIn and get involved. They tell you that its a great opportunity to build your brand and ultimately increase sales but . . . If you’re like me you’re really appreciate it if someone actually told you HOW! Today, we’re going to talk about how you can utilize LinkedIn groups to help your sales efforts. Here’s What You’ll Gain By Listening Today . . .

I’ll come right out and say it . . . I really believe that sales reps under utilize Facebook! There are many ways that you can use this platform and it begins by rethinking this whole “Facebook is for personal” stuff! This week . . . we’re going to dive headfirst into several (as in mucho) ideas and philosophies that will not only help you on Facebook . . . many of them will help you anywhere you choose to embrace “Social”!

It’s been a while since I offered one of my 3 minute audio tips so I thought I’d share something that I recently had to change. It dramatically changed my focus and its already helping me get better results. I hope you’ll give it a quick listen . . .I think you need to hear this today!

Whether we like it or not, more and more decisions are being made by committee. This week I thought we’d go there girlfriend! Here’s What You’ll Gain By Listening Today . . . Something that you can do to build your presentation muscles and will cost you absolutely nothing! A simple question you can ask when setting your next appointment to help you prepare properly.

You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you! If you’re like many other sales reps, your primary weapon is the phone but calling over and over in hopes of either making it a numbers game or wearing someone down might be limiting you! Today, we’re going to talk about 3 very specific thoughts on how you can increase your probability of g...

Our ability to ask awesome questions can make or break the deals we work so hard to get in front of! That shouldn’t shock you, in fact, I wouldn’t blame you if you responded to that with a “DUH!” (all caps too) complete with an eye roll,  but . . . Having said that, most people make a ton of mistakes when it comes to questions and the “Determining Needs” step. If you are making these mistakes, I can pretty much guar...

We spend lots of time in our cars traveling to appointments, airports and if you’re in inside sales . . . the office. That travel time represents an opportunity for you to do some really productive things and this week . . . we’re gonna go there! Here’s What You’ll Gain By Listening Today . . . How you can shift something from your office to the car that makes your office time more productive.

Like, you, I have my fears! I have things that I’ve gone out of my way to avoid simply because I was afraid. I was reflecting on this the other day, and thought it might be time for us to have a little heart to heart. I want to share with you, 3 things, I took chances on, that absolutely changed my life for the better but . . . Then I’m going to break it down, into some steps that you can take, right her...

My apologies for the grim topic but you and I need to have a little talk. I came across something today, that made me stop and think. Please take 3 minutes, right now and have a listen. It might offer a little perspective and get you thinking about your life differently.

You’ve just finished a meeting with a prospect . . . Now What? What do you do? What are your next steps? Today . . . we’re going to go there! Here’s What You’ll Gain By Listening Today . . . A question that everyone managing a sales team needs to ask in their next sales meeting. Yep, something you can actually talk about without reviewing “M...