All Episodes
Displaying 1 - 30 of 256 in total
Ep 257: Why not 'Mine Your Network for Opportunities'?
Sure, go ahead and invest in outreach, Business Development, networking, content marketing... but don't forget to dig up the opportunities hiding in your network, firs...
Ep 256: Everything is downstream from your internal state
And the one thing most detrimental to your internal state? The conversations that other people put into your mind. ---Get a short and helpful daily email over at https...
Ep 255: You don't have a sales problem, you have a leadership problem, Pt. 2
The shortest - and admittedly harshest - way to put it: Your team will never outperform your leadership. ---Get a short and helpful daily email over at https:salesforn...
Ep 254: Every machine can be a smoke machine if you operate it wrong enough
You can tackle problems in isolation, but if you don't look at the overall bigger picture, the system your problem exists in, you might just screw up more than you're ...
Ep 253: Wait... is *this* why you don't do any followup?
Just like that friend who's always "doing one final rewrite before sending my manuscript to the publisher!". You don't follow up because you don't want to face the fac...
Ep 252: Niching down: Aim narrow, welcome wide export 2
If you're for everyone, you won't look like the specialist that people want to hire. So you create a narrative, for a niche, and you aim it at those people. Anyone adj...
Ep 251: Wishful thinking and ghosts
You can tell yourself stories about how likely all those deals are to close until your bankrupt - and if you do tell yourself stories about it, you might be closer to ...
Ep 250: Every business is a real estate business
When a buyer becomes a client, they become a tenant in your head. Shouldn't someone pay the rent...?---Get a short and helpful daily email over at https://salesfornice...
Ep 249: That’s not a buyer: that’s problem solving theatre
Yeah of course they have the problem and they want to solve it - but very often they can't or won't, and they're only talking to you so that they look like they're wor...
Ep 248: Show me your beer tears
Oh look, I coined a cheesy term. But if you use it in your sales and marketing, you probably land more buyers. ---Go to https://salesfornicepeople.com/signupp
Ep 247: Should you be an unpaid freelancer for the algorithm?
You don't have to be a dancing monkey in order to make social media work for you. And in any case, you can dance all you want but it won't help you unless you get your...
Ep 246: They might have the money, but how do you know they're going to spend it?
The need, the urgency, the budget... none of that is an actual predictor of the sale, no matter how much you want to believe that "have money" is "will spend money". F...
Ep 245: If you're selling, you have one job
Just that question. Ask yourself that, answer it, and then go do it. There you go, more buyers and more sales. ---Get yourself a short daily article over at https://sa...
Ep 244: The Free Consulting Trap is what ruins your followup
Found the problem. You're welcome. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup
Ep 243: Throw a haystack at people, get ghosted
Most meetings should have been an email, and most emails are way too dense, over-complete, and they make you look needy. You're throwing haystacks at people, expecting...
Ep 242: Yes, definitely let the patient have a heart attack first
So annoying when a buyer won't buy now, because they want to first do a bunch of things... that actually you should be helping them with... except you can only do that...
Ep 241: "Can you send us a proposal?"
That question is great, but it's often a false flag. And "Yes" is usually not the right answer. ---Get a short and helpful daily email over at https://salesfornicepeop...
Ep 240: BRB Assets Incoming
Can't justify preaching but not practising. And you can't justify creating assets without leveraging them. SFNP Daily is going to take a few weeks off, and meanwhile y...
Ep 239 - Lose the sale, win the relationship
A sale can still happen later, so long as the conversation continues. But it won't if you let the convo and the relationship die. ---Get a short and helpful daily emai...
Ep 238 - Everybody is always right
Yes. Here too, questions are the answer. --- Get a short and helpful daily email at https://SalesForNicePeople.com/signup
Ep 237: And you'll never see me write a proposal
There's better ways than writing proposals, if you have an offer that you want your buyer to pick up and pay for. ---Get a short and helpful daily email over at https:...
Ep 236: Because why would you want to compromise your values?
This is how you solve the good egg-problem, that pesky thing where your values prevent you from landing more buyers---Get a short and helpful daily email at https://sa...
Ep 235: Slowth
I mean, they're all zigging. Might as well zag, instead.---Get yourself a short and helpful daily email at https://salesfornicepeople.com/signup
Ep 234: "Martin I know you don't like AI, but..."
Oh I don't mind AI, it's just a tool. But what I don't like is when it is used by fools. Don't be a fool, you know?---Check out the Deal Diagnosis X-Ray tool over at h...
Ep 233: "Does that sound fair?"
Buyers come with built-in skepticism and it's your job as the seller to create trust. And focusing on fairness is a great way to do just that. ---Get a short and helpf...
Ep 232: Learn how to own and operate the word no
The more things you say no to, the better those things that you say yes to. But if you say yes to everything, your life gets filled with crud and clutter that really y...
Ep 231: Quality thinking is never a waste of time
Quality thinking works, and it works a charm for your pipeline and your deals. ---Sign up for a helpful daily email at https://salesfornicepeople.com/signup
Ep 230: Will this activity get me the next conversation?
You can spend your time only once and if 'more sales' is the goal, then you'd do well to simply focus on generating more conversations. ---Get a short and helpful dail...
Ep 229: "Should it be called Deal 'Diagnosis'?
Q: Have you ever managed to properly remedy something, without doing a decent diagnosis of the problem first?---Get a short and helpful daily email by signing up at ht...
Ep 228: How to enable the secondary sale
Nearly always, your buyer has someone in their world whose opinion matters to them. They'll go and have a conversation about your offer... and if your buyer isn't prep...
