Sales Leadership Radio

Sales Leadership Radio
Helping sales leaders succeed in the world of modern sales.

6 Shifts in B2B Sales
Oct 30 • 15 min
B2B sales has always been hard. The question is have you taken time to recognize the six dramatic shifts that have impacted B2B sales since 2009. I recognized them - in some cases the hard way - and share them on this episode.
Has the Balance of Power Shifted in Sales?
Jul 22 • 10 min
If you’ve been in sales over the last ten years you’ve heard the statement that the balance of power in sales has shifted from the seller to the buyer. It’s one way of attempting to explain why sales has gotten more difficult. Is this statement true? Is…
What Hasn’t Changed in Selling?
Jun 19 • 14 min
Sales has changed. Got it. Let’s adapt to this new reality. We’re going to be exploring three areas where we need to “get better” - hat tip to Jim Rohn - to continue to be effective sales leaders. I’m excited to be sharing this content with you as we…
She hung up on me!
Jun 10 • 7 min
The cold approach to finding new clients can be hazardous today. Be careful!
Equipping Yourself for Success in Modern Selling
May 16 • 12 min
To succeed in the world of modern selling you need to focus on professional development, not more sales training. In this episode I share some of the topics I recommend you consider. I’ll add to the list and make more information available on each topic…
The “Sales Training” of Today
May 8 • 6 min
Traditional sales tactics aren’t as effective today because the prospective client is better educated about your product or service and just isn’t as likely to respond favorably to these tactics. In fact, you may end up turning them off if you’re still…
What Hasn’t Changed About Sales
May 3 • 11 min
While a lot has changed about modern sales. Some aspects of sales haven’t changed. In fact, some things are now more important than ever if you intend to be an effective and successful sales leader.
The One Thing to Focus on Daily
Mar 21 • 5 min
Brian Tracy once said to be successful figure out our what the six most important things in your business are and focus on them daily. That was 20-some years ago. Today, you must focus on one thing.
Two New Resources for Sales Leaders
Mar 18 • 9 min
As our industry changes we sales leaders need to be aware of new resources which can help us stay relevant to our companies and/or clients. Two new resources I encourage you to investigate are SalesTribe and SwarmSales. Each are focused on helping you…
Review: Sandler Sales System
Mar 9 • 12 min
The Sandler Sales System was developed in 1967 by David Sandler. 50 years later, with millions trained, the Sandler system is still very effective. What is unique about Sandler its emphasis on the qualification stage rather than the closing stage. And, if…
Review: SPIN Selling
Mar 7 • 10 min
On this episode I share my thoughts on SPIN Selling. The premise of SPIN Selling is questions persuade more powerfully than any other form of verbal behavior. The SPIN sequence was developed after the researchers watched more than 30,000 sales calls. They…
Review: SNAP Selling
Mar 6 • 13 min
The first sales methodology I’ll review is SNAP Selling by Jill Konrath, first published in 2010. SNAP Selling is first about understanding how the frazzled customer thinks. They are overwhelmed and have limited time. SNAP Selling is a framework to begin…
Reviewing 10 Sales Methodologies
Mar 5 • 6 min
Each day over the next 14 days I’ll analyze one of 10 popular sales methodologies. Then I’ll share which I believe are the top three and why. Finally, I’ll reveal which one I believe is foundational and why. It will be fun and informative. Thank you for…
Sales Funnels, Sales Methodologies and Leadership Development
Feb 28 • 9 min
Cover a lot in this episode. Last week at Funnel Hacking Live was a terrific introduction into increasing conversions using sales funnels. In coming weeks I’ll be breaking down the Top 10 Sales Methodologies in use today. Also - and always - exploring…
Why Leadership Development is Critical to Your Sales Success
Feb 20 • 9 min
If you’ve been in sales for 10 or more years you’ve seen how dramatically B2B sales has changed in that time. Interruption sales tactics ie. “ambushing” the prospect by cold calling is no longer effective. Sending cold email is almost as bad as prospects…
The Sales Leadership Radio Podcast
Feb 17 • 6 min
I offer part-time sales management and sales person development services for business owners of small to medium-sized companies. On the podcast we’ll explore the ideas and tactics to grow sales and develop the effectiveness of your sales people.
The Importance of Follow-up
Feb 15 • 8 min
I’m having success converting leads which had been marked as “not interested” in our CRM app. There are several reasons why someone may decline your proposal. But if enough has passed it may be worthwhile to circle back and see if they’re in a different…
Situational Leadership for Sales Teams
Feb 14 • 8 min
Situational Leadership is a framework which guides leaders in selecting the correct behavior to influence followers based on their readiness to complete a task. When applied to leading sales teams Situational Leadership can be used to incrementally…
Are Your Questions Aligned With Your Sales Cycle?
Feb 7 • 10 min
Asking good questions during a sales meeting is a very persuasive form of communication. It is important to understand your sales cycles and call objectives to develop effective questions and questioning skill.
Buyer Perception of the Salesperson
Feb 1 • 9 min
How you are perceived by the buyer and the effect on selling success is different in small sales versus large sale. Working on your professional presence and demeanor is critical to sales performance.
Questions for Two Selling Scenarios
Jan 31 • 5 min
In this episode I discuss two types of questions; questions that open doors and questions that close sales. The two scenarios Are smaller, one call close sales and complex, larger sales. There are different questions to ask for each scenario.
Leadership Education for Sales Leaders
Jan 24 • 9 min
Above and beyond the sales training you’ve received throughout your career, where would you like to improve in the area of leadership education that you believe would most improve your sales results?
Who Are You Talking To?
Jan 23 • 7 min
Today the question is for salespeople and sales managers. Who Are You talking to? One of the most effective things you can do to improve your sales results or the sales results of your B and C players is to make sure to speak to the person who can say…
A Process Minimizes Sales Anxiety
Jan 15 • 11 min
As salespeople we know we need to follow a sales process to be efficient and successful. The real value to following a process is that it minimizes anxiety, putting you in a better frame of mind when you’re with the customer. And the customer senses this,…
How to be in the Top 20% of Salespeople
Dec 26, 2018 • 13 min
Are you familiar with the 80/20 Rule, also known as the Pareto Principle? The 80/20 states that 20% or salespeople produce 80% of the results. Is this true in your company sales environment? In this episode I break down the steps required to be in the 20%…
The Best Sales Advice I Ever Received
Dec 23, 2018 • 10 min
The best sales advice I ever received was good advice when I received but, better yet, it’s easier today than it’s ever been to put this advice into action.
Business Development Mindset and Strategic Thinking for Long-term Sales Success
Dec 22, 2018 • 17 min
Today I share my thinking on why I believe Sales leaders must have a business development mindset and be strategic in their thinking for long term sales success.
How Do You Want to Improve Over Next 12 Months?
Dec 20, 2018 • 11 min
In this episode I ask sales leaders in what one or two areas would you most like to improve in professionally and personally over the next 12 months?
Why Sales? Courage and Excitement: Create Your Lifestyle.
Dec 19, 2018 • 15 min
Why did you take a job in sales? How has your thinking about a career in sales changed over the years as a “practicing” sales leader? In this episode I share my own experiences on how I got into sales, the types of roles I’ve had and why I believe sales…
How Are You Getting in Front of Your Best Prospects
Dec 19, 2018 • 8 min
There are the traditional tactics such as cold calling and cold emailing, asking for referrals, etc. But today, when decision makers are overwhelmed with sales proposals what are some creative tactics your using to get in front of your ideal prospect?
Fractional Sales Management. Is There a Market?
Dec 17, 2018 • 8 min
In this episode I ask the question, is there a market for fractional sales management?
Sales Success Requires You to Show Up
Dec 16, 2018 • 8 min
To be successful in sales you must show up every day. The only way past the challenges, frustrations, roadblocks and frequent No’s is to show up at every opportunity you get. You never know which one is going to turn out to be a great opportunity.
Courage and Excitement
Dec 15, 2018 • 14 min
In today’s episode I pose the question which compensation model do you prefer as a sales leader, base plus or commission only? I shared my story of making the “leap” to commission only. But what that process was really about was being courageous and…
The Intersection of Sales and Leadership
Dec 13, 2018 • 6 min
In this episode I share a topic I’d like to explore more thoroughly on the podcast. I’m curious to hear from sales leaders how leadership education - separate from sales-specific training - has helped them become better salespeople and more effective…
Sales Leaders Today Need a Business Development Mindset
Dec 12, 2018 • 10 min
Too many job postings for sales roles today list cold calling at the top of the list as one of the job requirements. I wonder if these companies understand the reality in sales today which is if cold calling is the primary way your new salespeople are…
Serving SMB Companies
Dec 11, 2018 • 7 min
In this episode I consider the differences in people development resources at Fortune 500 versus mid-market or smaller firms. The F500 have all sorts of resources that an HR leader at a smaller firm can only dream of. I consider an idea that may help…
Always Be Closing (ABC) is Dead
Dec 7, 2018 • 8 min
Always Be Closing, or “ABC” as it’s been known forever, is dead. For those who want to be successful in sales the new acronym is ABQ&L. Always Be Questioning and Listening.
Leading vs Managing with Paul Bridle
Dec 5, 2018 • 10 min
In this episode I provide an overview of Paul’s outstanding program titled, Moving From Management to Leadership - The Key to Your Success. I’ve hosted Paul on two occasions. Terrific educator who for over 25 years has personally studied successful…
What I Learned From Peter Krembs
Dec 4, 2018 • 11 min
In this episode I share what I learned from Peter Krembs during his seminar titled, Transitioning to Management. Great program taught by Peter. The main take away for me was the time we spent learning how to reflect on our leadership character.
My Top Eight Management Thinkers
Dec 3, 2018 • 11 min
In this episode I share a list of the top eight educators I recommend for any company in need of experts to help develop their leaders. The list could have easily been a top 12, 20 or 30 list but I narrowed it to my top eight primarily based on area of…
The Art of Listening, The Power of Speaking
Nov 27, 2018 • 15 min
In this episode I share what I took away from thus program taught by Dr. Terry Paulson. Two things I learned have served me well through the years with both co-workers and my kids. How to disarm anger and how to ask great leaders learn to ask good…
The One Day MBA: What I Learned
Nov 26, 2018 • 10 min
Dr Anthony Catanach from Villanova University consolidated an MBA program into one day! We covered MBA 101, 201, 301 and 401 in six hours. Fantastic instruction particularly for the non-financial managers in the room.
What I Learned From Marshall Goldsmith
Nov 25, 2018 • 11 min
In this episode I discuss what I learned from hosting a seminar taught by Marshall Goldsmith. Marshall taught his coaching for behavioral change process. The process can be duplicated by anyone. In fact, Marshall states there is no reason that internal…
What I Learned From 79 Leadership Education Seminars
Nov 24, 2018 • 7 min
Over the next 79 episodes I’ll share something I learned from each of the 79 leadership education seminars I had the opportunity to host over the last several years. It will be a lot of work but I am looking forward to revisiting the learning and…
Re-imagining the Traditional Speaker’s Bureau
Nov 23, 2018 • 9 min
In this episode I discuss some of the best topics that were presented while I was hosting live seminars and how the information I will be sharing across the Next Big Thinker platform will be designed to disrupt the traditional speaker’s bureau model.
The Story Behind Next Big Thinker
Nov 20, 2018 • 13 min
In this episode I share my thoughts on the value of the live learning model. It’s tougher to get people into the room so there are a few things you need to make sure you’re offering to bring the people.
Your Best Content
Nov 19, 2018 • 7 min
In this episode I ask you to consider what is your best piece of content to showcase you and your expert thinking. I am working on a compilation eBook. It is a compilation of essays on leadership and management. If you were to submit an essay, what would…
Getting Your Knowledge the Exposure it Deserves
Nov 16, 2018 • 7 min
In this episode I share a great way to monetize a podcast. I heard Paul Colligan from The Podcast Report share this concept on an episode of #funnelhacker RADIO hosted by Dave Woodward. My goal is to help you get exposure for your knowledge and research.…
Live Learning Trending
Nov 15, 2018 • 10 min
After facilitating 80+ live, expert-led learning experiences and personally receiving 400+ hours of executive education as part of being there I can personally attest to how personally and professionally transformative this type of learning can be.
Business Development FasTrak Program
Nov 14, 2018 • 17 min
In this episode I share the backstory behind the creation of the Next Big Thinker “Business Development FasTrak Program” to help you get exposure and share your knowledge and expertise quickly.
Business Development Ideas
Nov 13, 2018 • 9 min
In this episode I share some of the ways I would help promote you and your thinking to the world. Let me know what you think in the comments.
How Good is Your Content
Nov 12, 2018 • 5 min
How Good is Your Content? How many years have you been publishing and which platforms have you used? Blog, video, podcast, newsletter, research papers? All of this content can be re-purposed and used to generate new interest in your business if you are…
Your New Book Sales Funnel
Nov 9, 2018 • 7 min
In today’s episode I share two ways I can help you in a business development role promote your name, your brand and your expertise. Also, if you have a new book release I share an idea for that as well.
My Business Development Process
Nov 7, 2018 • 9 min
In this episode I share how I “discovered” a top-notch management and leadership expert at Wake Forest University Business School and secured some speaking engagements for him which led to him being hired to work with emerging leaders and senior…
Where Are You Now?
Nov 6, 2018 • 6 min
Where are you now in terms of your business? And where do you want your business to take you? What is needed in order for you to get there? What problems will be created once you begin making changes and implementing new technology?
Next Big Thinker - What’s Next?
Nov 5, 2018 • 10 min
In this episode I share the program I am building to help you grow your speaking, corporate training and executive coaching business. There are a number of high value services I will be offering to help you achieve your business goals. Please share your…
Your Best Lead Magnet
Nov 4, 2018 • 9 min
What has worked best for you as a lead magnet? In this episode I share two ideas I’m excited about. I’d love to know what you think.
Who is Your Dream Client?
Nov 3, 2018 • 6 min
In his outstanding book, Dotcom Secrets, author Russell Brunson reveals the “secret formula” for growing your company online. The secret formula consists of a set of four questions you need to answer before developing your product or service offering.…
Your Best Client
Nov 2, 2018 • 5 min
You’ve heard of endorsements on LinkedIn and reviews on Facebook as a way to obtain social proof from people who know, like and trust you. The way to make those endorsements really stand out is to ask your best clients to do a short video endorsement with…
Your Website Isn’t Working
Nov 1, 2018 • 8 min
As an executive coach you have a website. But so does everyone else! What are you doing to drive people to your website and begin a conversation? If all you’re offering is an opt-in to “sign up for my newsletter” that isn’t enough.
Repackaging Your Content to Acquire Leads and Clients
Oct 31, 2018 • 6 min
Today I share a few ideas on how you can re-package existing content to draw people to your online presence and move them up your value ladder. This is especially a great strategy if you’re trying to cut back on “platform time” and move more of your…
Leveraging Licensed Content to Generate Leads
Oct 30, 2018 • 9 min
In this episode I discuss how licensing content in the form of complications - so you don’t have to write a book - can be used as a very attractive lead magnet. I also share how the existing many authors/educators/coaches have can be repackaged and sold…
Use Your Existing Content to Acquire New Clients.
Oct 30, 2018 • 6 min
As an author, educator and executive coach do you have an automated system to acquire new clients? Learn how to take your existing content to generate leads.
Challenging business conditions and the opportunities that emerge.
Oct 28, 2018 • 10 min
When the quality of your core offering begins to decline as change ripples through the industry things get interesting fast. What can be done to stay ahead of trends to maintain relevance?
Back story on starting a business podcast.
Oct 28, 2018 • 10 min
The back story on why I started the Next Big Thinker podcast and how it led to a new business idea.
Internal Motivators
Oct 28, 2018 • 2 min
My Internal Motivation. What is your internal motivation for doing something that interests you? For example, my internal motivation for going to the gym is to be a better cyclist. I’d get bored if I was simply going to the gym to lift weights or…
Desire - Build My Own Business
Oct 26, 2018 • 4 min
I thought I wanted to be a hero for the company where I worked. But in the process I realized that what I really wanted was to build my own business.