With all the talk about AI and ChatGPT, we thought it necessary to weigh in a little on how ChatGPT is poised to disrupt sales (or not), and how to think about using AI in your sales efforts. (In full disclosure, Brendan is……
Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it? In this quick episode, Brendan and Bob dig into the pros…
Be prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or pres…
One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are i…
We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what? In this quick episode, Brendan and Bob talk about what you might do to reinvigorat…
Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is mo…
Okay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you …
Everyone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand. In this quick 10-minute episode, Brendan and B…
There is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink. In this quick ch…
There is a big difference between an inbound customer, and an outbound cold call. In this quick episode, Brendan and Bob talk about how to think about these two different interactions.
As a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant. In this short …
If you’re a founder or creator, chances are you start out doing something on the side. But as things start to scale, you will need to give serious thought to going all in. In this quick episode, Brendan and Bob talk about ho…
If you’re like many founders or creators, you’re wearing multiple hats or have more than one project going. Plus, you (should). have a personal life. And there are times when you’ll run into a challenge or life event that re…
In order for B2B customers to buy, they need to know what it’s worth. What will the investment get them? Does it reduce expense? (How much exactly?) Does it earn them new clients, or generate more revenue? (Again, how much e…
The show is ‘Let’s Chat Sales’ for a reason… we’re urging sales professionals to have real conversations with their customers. And who needs slides to have a conversation? Slides get in the way (most of the time.) They slow…
Before you can solve your customer’s problem, you need to first understand it… and them. What are their priorities? What is in the way of success? How much pain are they dealing with? In this lively 10 minute chat, Brendan a…
Stop trying to sell via email and text. It’s suboptimal. You’re missing out on the details, the specifics, the clues that you need to be effective. Instead… use the secret feature on your mobile that you’re not using enough …
Most people get it backwards. They start by pitching, by explaining how their product works and all the special features that are built into it. But customers don't care and they won't listen if you haven't first establish t…
To be effective at sales, you need to know who you are. What are your skills? Your strengths? What do you stand for? In this episode, Brendan and Bob talk about one of the fundamental aspects of sales - Mindset. And a core c…
Nobody does it alone. If you're having any success in your sales efforts, it's in some measure due to the help and encouragement of others. So thank them. Getting effective and efficient with saying 'Thank you' can superchar…
In this episode, it's a 15 minute chat with Ryan Law about the relationship between sales and marketing. Ryan is the VP of Content at Animalz.co , an agency that provides high-end content marketing solutions to SaaS and tech…
Nobody's perfect. We all have our little idiosyncracies and odd character traits... and they can get in the way of your sales effectiveness. So what to do? Embrace them, and get the customer on your side. In this quick 8 min…
You've done your discovery. You've established trust. You've gotten alignment. Now what? It's time for 'the ask.' What is the decision your customer needs to make? What is it that they need to do next? In this rambling, occa…
Everyone need to be able to deliver a quick and compelling pitch. Whether you're talking to investors or customers, at a cocktail party or your kid's soccer game, you will inevitably find yourself needing to explain what it …