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James Muir on Closing the Sale – Episode #95
Closing the sale is arguably one of the most difficult and most misunderstood parts of the sales process. It’s true for many reasons, including missed steps prior to the close and wrong assumptions...
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Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales...
If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has on success in sales. So it makes perfect sense that when he saw a book...
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Donald Miller on Why Building a Storybrand Motivates Buying Decisions –...
One of the most influential books in Anthony’s life in recent years has been Donald Miller’s, “ A Million Miles in a Thousand Years.” Since the publication of that book, Donald has written another,...
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Perry Marshall on Mastering Marketing With The 80/20 Rule – Episode #98
Many who listen to this podcast are eager to master the things that will move their career or business forward, things like sales and marketing. But mastering marketing and sales is not something that...
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Overcoming Toxic Culture Through Mastering Civility, with Christine Porath –...
It should not come as a surprise that some of the most important things in life are the most basic. Civility is one of those things that is essential to maintaining and building great relationships...
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Productive Thinking As The Key to Greater Sales Success, with Tim Hurson –...
If you want to learn how to engage in productive thinking, Tim Hurson is the guy to teach you how. Tim is the author of a book called “Think Better: An Innovator’s Guide to Productive Thinking” and...
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Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process...
Nobody in the online marketing space or sales world needs an introduction to Seth Godin. Seth has become synonymous with content marketing and the new approach to customer attraction he calls...
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Derek Thompson on How Things Go Viral and The Science of Popularity – Episode...
We’ve all experienced those crazy scenarios when something goes viral – in the old days, we said it was extremely popular or a tremendous hit. We’re talking about things like Cabbage Patch Kids, Beanie...
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Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us...
Outbound sales and prospecting are the sales approaches that most people shudder to think of. Dialing the phone, cold calling, getting past the gatekeepers – it’s enough to discourage anyone if you...
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Cat Hoke: Transforming Hustlers Into Entrepreneurs – Episode #105
There’s only one difference between the hustlers in prisons across the world and you and me… they got caught breaking the law. That probably sounds like an overly dramatic statement to most readers of...
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Deb Calvert on How Truly Meaningful Sales Connections Happen Through...
Every seller wants to have meaningful sales connections with their buyers, but it’s clear from the way sales is traditionally done that very few sellers really know how to pull it off. Deb Calvert has...
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Steve Bryerton: How To Get 95% Accurate Sales Intelligence, Every Time –...
The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information you have to have in order to do your job effectively, but it can be a Catch 22....
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How to Develop Greater Influence in the Sales Process by Being a Go Giver...
What sales professional in their right mind would NOT like to have greater influence over buyers during the sales process? It’s an ability we all need to have. But greater influence comes at a cost,...
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Dan Pink: Productivity Improvement Techniques, Chronotypes, and Napucinnos –...
Dan Pink is not a guy who normally would come to mind when you begin thinking about a person who can teach you productivity improvement techniques. But given that Dan is committed to a research-based...
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Tom Peters on How Moral Management Can Change The World – Episode #110
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a concept that leadership legend Tom Peters is emphasizing more often these...
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How You See the World
What it is that you look for will determine the quality of your life and your experience, making it dangerous to look for only the negative in the world. This show is sponsored by Sales Accelerator....
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Go On the Offensive
This podcast was the subject of my Sunday Newsletter. I decided to post on the blog and share it here because I am full hot on this idea and its importance when it comes to winning. This episode is...
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Be Less Busy and More Productive
There is a difference between busy and being productive. There are only two things that make you productive in sales, one is opportunity creation, and the other is opportunity capture. This episode of...
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Podcast: The Sales Process is Non-Linear
On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second book, The Lost Art of Closing. Success in large,...
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Podcast: Closing Matters
A few weeks ago, I posted my first video on LinkedIn. It was a response to a friend’s video where he suggested closing is not a skill, and that it is no longer important in sales. Both of these ideas...
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