All Episodes
Displaying 1 - 30 of 210 in total
Ep 211: Lead generation is such a pedestrian problem to solve.
Unrelated: the more needy a seller seems, the more wary to be. And don't all those lead-gen boiz and girls just look needy as hell, with all their automated screeching...
Ep 210: You can't automate your way out of a skills deficiency
You can't out-advertise a missing USP or ICP definition. And you can't out-automate an inability to sell your work. But you can get smarter every day with a short dail...
Ep 209: If not now, then when?
It's a pain in the ass to be on the fence, and when your buyer can't decide, their situation is worse than it ought to be. And the right question will be an act of ser...
EP 208: Does it do my thinking for me?
It's not that AI is a bad idea for your sales process, but if you actually want to relate better to people, I don't think you should outsource your thinking. Check out...
Ep 207: Go slow Otherwise, I have a bandwagon I can sell you
bUt iT wOrKs! Does it though? Are you quite sure?Get advice that does work, with a short daily email: https://salesfornicepeople.com/signup
Ep 206: Hucksters who sell you hope: the market for something to believe in is infinite
I've had enough with all the sleazebaggery, all those people who try to sell you on the hope of more sales, but all they sell you is more noise in your calendar and mo...
Ep 205: I would help them but they're too far gone (Lead generation at a conference)
Apparently, pitching at people is now called 'sharing key takeaways'. If you want to not do things this way but you do want leads and sales, sign up for a short daily ...
Ep 204: Do nice people do cold outreach?
I dunno, you tell me. I consider myself a nice person, and yes I do cold outreach. And sometimes people even thank me for it, so... 🤷Meanwhile, get a short and helpful...
Ep 203 - Making assumptions? You're ruining your deals
But hey, go ahead and assume that what you *think* you heard, is what your buyer wanted you to hear. I'll be over here with the guys & gals who make sure they verify t...
Ep 202: KPI's, targets, and how to make your technical experts resent their job
So that sales trainer you hired didn't really improve things, and now your seller/doers are annoyed and frustrated as well. This is why. And this is what to hire inste...
Ep 201: How to land more sales by being dumb
Who'd have thought?It's smart to be dumb. Get dumber each day with a short and helpful email, over at https://salesfornicepeople.com/signup
Ep 200: Two questions to ask a buyer who became a ghost
Chasing doesn't work. Asking the right questions though, that does work. When your buyer ghosts you, ask them one of these two questions. And don't forget to sign up f...
Ep 199 - Are you sure more leads will solve your sales problem?
Last time I checked, "more" is not the solution to "too much". And if you already have too many people saying no or ghosting you, generating more leads is going to get...
Ep 198: Calibrated Nagging
Harsh? You bet.True? You decide. Is there a better way? Yep. Book a call with me, and I'll show you. Or, sign up for a daily email at https://salesfornicepeople.com/si...
Ep 197: A perfect example of how not to follow up
Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this. Or if you don't, then do this: click the following link and get my h...
EP 196 - Diagnose, don't pitch
Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch w...
Ep 195: Are you underserving your people?
Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them. I c...
Ep 194: Truth, fictions, and sales
Don't you just love the stories you tell yourself? Especially those about how likely a deal is to close, aren't they just the best? Oh, right. Get the details on Deal ...
Ep 193: The decision-maker? You might as well talk to the janitor
There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker. Because if that's all you work with, you'll b...
Ep 192: Get ghosted less, get paid more
Yes, I know, you're a good person and you don't want to be a nag and you want people to just give you money so that you can do your work... But the world will never ki...
Ep 191: Should you spend time, or spend money instead?
Look, you can always replenish money. But time is gone once you've spent it, and if you spend time to save money, you just might be causing real harm to your business....
Ep 190: Quality not volume
Find out more about the Deal Diagnosis Coaching programme here: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programmeOf course the automated-l...
EP 189: Why the waiting game ruins your sales
Few things are as annoying and disempowering as seeing a pipeline full of deals, where for each deal you go "I'm waiting for my buyer to do XYZ". It's called playing t...
Ep 188: The marital art that can save your sales
Yeah you can talk and try to be clever and persuasive and stuff, but... does that work with your spouse? Right. So then why would it work with your buyer? 🤔---Get a sh...
Ep 187: "What do I do when a sales conversation doesn't really go anywhere?"
The default reaction of sellers and sales reps is to lean in and get more "persuasive". But that's just code for being pushy, so don't do that. Do a pattern-interrupt,...
Ep 186: Transactions, relationships, conversations and sales
The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof. ---Get a short and helpful daily email by signing up at https:/...
Ep 185: Can you afford to win this deal?
There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients. And "I can't afford to lose this deal" is a red flag, ...
Ep 184: Interesting vs committed - Don't misread the signals
"Let's do it!" sounds great, but you want that to mean "I'll sign right now!". Whereas your buyer might be meaning to say "I like this a lot, tell me more". And if you...
Ep 183: I'd rather have a no than a ghost
Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full...
Ep 182: What if the dreaded 'no' is actually an invitation?
People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation t...
