Episode 34 – How to Make People Love You with Jeb Blount

Jeb Blount is the CEO of Sales Gravy, but he spends most of his time on the road training really large sales organizations. I just picked up Jeb’s new book People Love You: The Real Secret to Delivering Legendary Customer Experiences (I’ll now buy and read all of his books). Jeb … [Read more...]

Episode 33 – The Irrepressible Grant Cardone

Grant and I had tried unsuccessfully to schedule this podcast for a long time. On the fourth try, we finally connected. Grant is an entrepreneur, and author, speaker. But in my view, he is most of all a hustler. I asked him to step into the arena because so many people I know in … [Read more...]

Episode 29 – On Unlimited Sales Success with Brian Tracy

When I had a chance to catch up with the legendary Brian Tracy, I was in England speaking to my friends at Travel Counsellors, and Brian just returned from a 13 country, 36-day world tour. Brian Tracy is a force of nature. He pulled himself up from nothing through sales, and … [Read more...]

Episode 28 – On Turning Adversaries Into Allies with Bob Burg

alt text image of the book cover for Adversaries Into Allies

What can I say about Bob Burg that you don't already know from having read The Go Giver? I can tell you that I am happy to call him a friend and a mentor. I invited Bob back into the arena to share some ideas from his new book, Adversaries Into Allies: Win People Over Without … [Read more...]

Episode 27 – On the Future of Sales with Jonathan Farrington

This week we chat with a friend of mine from across the pond, one Jonathan Farrington. Jonathan runs a global consulting firm called Jonathan Farrington & Associates. He is also the mastermind behind Top Sales World. Recently, he started a new blog called The Sales Thought … [Read more...]

Episode 26 – On Training and Development with Dave Stein

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to … [Read more...]

Episode 23 – RSVP Selling with Tony Hughes

My friend Gerhard Gschwandtner introduced me to Tony Hughes. We recorded a video together. Then Tony and I connected using the social channels and old-school email. I had to fly through Sydney for a speaking engagement, and Tony picked me up the airport and took me to … [Read more...]

Episode 22 – On Influence with Craig Wortmann

Craig Wortmann is the CEO of Sales Engine and a professor at the University of Chicago's Booth School of Business. I ask Craig to share some ideas from his eBook How to Communicate with Influence, the power of discipline, hand-written thank you cards, win-loss reviews, the power … [Read more...]

Episode 21 – On Lovemarks and Loveworks with Brian Sheehan

Brian Sheehan is an Associate Professor of Advertising at Syracuse University's Newhouse School of Public Communications. Before that, he was CEO of Saatchi & Saatchi's Team One Advertising in Los Angeles. Brian's new book, Loveworks, is a follow up to Kevin … [Read more...]

Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard

David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone--the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited … [Read more...]