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All Episodes
Episodes
What do you reckon is the most important asset in your business?
Hint, hint: it's YOU. This episode contains a mighty kick-up-the-ass for complacent business owners.
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Mo' sales people, mo' problems.
Are you considering hiring more sales people to fix your sales problem? Stop and listen to this episode instead.
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Desperation is a scent you want to avoid at all costs.
Ever heard the phrase "smell like a salesman?". It exists because desperate sellers do desperate things... and in turn lose prospects all the time.
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Sometimes in sales, you need to learn to shut the f**k up.
Aggressive title aside... how good are you at knowing when to press harder, and when to sit back and let the phone line go quiet so that your prospect can sell themselves?
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Here's why your website is the worst lead generator in your arsenal.
Far too many B2B business owners convince themselves that a crash-hot website will generate them business. Reality check: it rarely does. Here's why.
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What do you do before your sales appointments to elevate anticipation?
Elevating anticipation before a prospect turns up to the sales call is key to reducing objections and closing deals faster.
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Before you sell your next retainer, listen to this episode.
Most B2B business owners and sellers are trying to sell 'continuity' services and retainers far too early in the buyer's journey. Here's what to do instead.
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Do you sell outcomes, features, benefits, or 'things?'
Most sellers in the B2B space are stuck selling features, benefits, or 'things', when instead they should be focusing on the 'outcomes' their prospects are really looking for.
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Intelligent outbound 101.
Outbound marketing kinda sucks... and it has for a long time. So where does 'intelligent outbound' fit in? Find out in this episode.
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How to fine-tune your followup game to close deals faster.
How good is your followup game, really? This episode deals with the do's and don't's, so that you can use followup strategies to close deals faster.
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Ever tried to use anchor pricing to sell a B2B service?
Anchor pricing as a selling strategy isn't just for high-end retail and big-chain supermarkets. In fact, when used in the B2B selling process it can help you close deals faster.
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How important is it for you to nail your target audience?
How important is it for you to actually 'nail' your goldilocks zone and define your target audience? In this episode, we talk about how your target audience holds influence over your success as a B2B Business.
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