Archives 2017
December 2017
- 31: My 2017 Balance Sheet
- 30: The Single Thing You Must Do to Reach Your 2018 Goals
- 29: 2017 Observations and Trends
- 28: Why You Must Control the Process for Your Dream Client
- 27: Stop Selling a Lower Price – Episode 233
- 27: The Needle Is Found in a Haystack
- 26: You Don’t Train a Dog Without Also Training the Owner
- 25: Merry Christmas and Happy Holidays 2018
- 24: Here Is How You Are Becoming a Commodity
- 23: If You Want Better Outputs, Focus on Improving Inputs
- 22: Measuring Objective Inputs and Subjective Outputs
- 21: Overcoming Toxic Culture Through Mastering Civility, with Christine Porath – Episode #99
- 21: Negative 10X in 2018
- 20: My Digital Age Journal
- 19: If You Are a Sales Leader, This Is What Should Be Keeping You Up at Night
- 19: There Is No Way to Make a Cold Call Warm – Episode 231
- 18: The Opposite of What is Easy is Easy
- 17: There Is No Finish Line
- 16: I Know All These Things. I Just Don’t Do Them.
- 15: Too Much and Too Little Communication: An Observation and Recommendation
- 14: Perry Marshall on Mastering Marketing With The 80/20 Rule – Episode #98
- 14: The Two Factors That Count the Most Towards Organizational Sales Success
- 13: Donald Miller on Why Building a Storybrand Motivates Buying Decisions – Episode #97
- 13: Why You Can’t Negative Sell Against Your Competitor
- 12: Don’t Be an Order Taker
- 11: The Morning Grind: Writing Book 3 – Episode 230
- 11: The Importance of Prospecting with Jeb Blount – Episode 229
- 11: If You Asked Over Email, You Did Not Ask
- 10: Why It Matters That You Are Likable
- 09: How I Know Your Deal Is Going to Push
- 08: Focus on Your Priorities and Eliminate Distractions – Episode 228
- 08: Eliminating Your Minimally Acceptable Personal Standards
- 07: Activity Cures Activity Problems – Episode 227
- 07: Your Effort Exactly Matches Your Real Goals
- 06: You Know What You Need to Do – Episode 227
- 06: Are You Deploying Your Resources Appropriately?
- 05: 5 Activities for Rookie Sales Reps – Episode 226
- 05: Stop Taking Advice on Sales
- 04: Opportunity Creation is Equal to Opportunity Capture
- 03: Five Things That Prevent You from Succeeding at Prospecting
- 02: Your People Do Not Make You Different
- 01: This Is How Your Prospect Knows You Are Going to Discount
November 2017
- 30: Selling is the New Sales
- 29: How to Fly Longer, Further, Faster
- 28: The Inefficient is Really Efficient
- 27: What I Am Writing Now
- 26: Stop Focusing on Your Competitor
- 25: Transparency Creates Trust
- 24: A Hedge Against Unavoidable Downside Risks
- 23: Through Some Miracle You Are Here
- 22: What the Perfect Sales Collateral Won’t Do
- 21: Are You Really Wasting Your Time?
- 20: Why You Struggle to Gain Commitments
- 19: Give Up Your Heroes and Become One Instead
- 19: Compassion is Greater Than Empathy – Episode 224
- 18: How Not to Ask Like a Mooch
- 17: How to Sell During the Holiday Season – Episode 223
- 17: Call Them Right Back
- 16: How to Be Professionally Persistent – Episode 222
- 16: A Note to Young Entrepreneurs
- 15: The Power of Your Beliefs and Disciplines
- 14: If You Want to Compel Your Prospects to Change – Episode 220
- 14: Your Real Brand > Your Personal Brand
- 13: If Your Strategy is High Trust, High Value, High Caring – Episode 219
- 13: If You Are Grateful
- 12: What Are You Willing to Leave Undone
- 12: How to Be Professionally Persistent
- 10: You Have to Sell
- 09: Compassion > Empathy
- 08: No One Wants to See Your Demo – Episode 217
- 08: Maintaining a Positive Attitude In Challenging Circumstances – Episode 218
- 08: November 8th: 90 day anniversary of The Lost Art of Closing
- 07: Do Your Unpleasant Tasks First
- 06: How to Discover Your Intrinsic Motivation
- 06: Your Product Is Not Enough – Episode 216
- 05: What to Include In Your Sales Stack
- 04: Slipping Back Into What You’ve Always Done
- 03: Closed Door Productivity
- 02: The Difference in Prospecting and Research – Episode 215
- 02: Explore Ideas You Disagree With
- 01: Read Books – Episode 214
- 01: Relationships Create an Unfair Advantage in Sales
October 2017
- 31: You Can Go An Hour Without Email
- 30: Why You Should Stop Using Break Up Letters
- 29: Why You Absolutely Must Read Books
- 28: The Only Time That Matters Is Right Now
- 27: Protect Yourself at All Times
- 26: The Start of My Second Life
- 25: What Is Right for One Salesperson
- 24: Productivity is Completing Your Major Projects – Episode 212
- 24: Why Dabblers Never Produce the Results They Want
- 23: There Are No Magic Words – Episode 211
- 23: Things That Are Perceived as Having Little Commercial Value
- 22: Stop Searching for the Perfect Way to Sell
- 22: When You Won Your Deal – Episode 210
- 21: The Deal was Closed A Long Time Ago
- 20: If You Have to Bully Someone to Buy, You Suck at Sales – Episode 208
- 20: The Final Ask Is the Easiest Commitment to Gain. Or the Most Difficult.
- 19: Collapsing Sales Into Only What Is Objective
- 19: This Is Not an OutBound Conference 2018 Announcement
- 18: Technology Is No Substitute for Building Better Salespeople
- 17: Don’t Make Cold Calls If You Don’t Want To – Episode 206
- 17: Speaking Ill of Your Competitor
- 16: What Discovery Means Now
- 15: Never Need to Restart Your Pipeline
- 14: Product Training and Your Sales Kickoff
- 13: Reality Is Even More Persistent
- 12: The One Area Where It Really Pays to Be Different
- 12: Control What Is In Your Control – Episode 205
- 11: When to Move Fast
- 10: Work Hard on What Is in Your Control
- 09: One Window Open
- 08: The Lost Art of Closing at 60 Days
- 07: Be Smart and Be Likable
- 06: The Evolution of Sales Is Not What You Think
- 05: Why Sales Results Aren’t Improving
- 04: You Don’t Have Time Not To . . .
- 03: Promise Me That You Will Not to Allow Yourself to Be Divided
- 03: What Should Not Be Automated – Episode 204
- 02: You Need to Create a Preference – Episode 203
- 02: Success Is Found in Older, Deeper Truths
- 01: You Gain Trust When You Deal With Difficult Issues
September 2017
- 30: A List of Things You Don’t Have Time For
- 29: Don’t Hate the Recipe
- 28: Is This a Good Time
- 27: Taking the Bait
- 26: All of Your Limits Are Self-Imposed
- 25: The Importance of Trading Value – Episode 202
- 25: Selling Well Is About Making Effective Choices
- 24: Your Client Can Have Anything They Want
- 23: You Are Upset Because You Care
- 22: Sales and NLP
- 21: A Hedge When It Comes to Relationships
- 20: GPS and Losing Your Sense of Direction
- 19: The One Commitment You Need Most of All
- 18: A Compendium of Weak Thinking About Sales
- 17: The Pareto Principle for Sales
- 16: You Are Going to Need a Pencil Sharpener
- 15: My Alvarez – Golovkin Supremacy Prediction – Episode 200
- 15: Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96
- 15: On Hiring a Salesperson
- 14: When You Can Fire Someone – Episode 199
- 14: The Buyer’s Experience Buying From You
- 13: Get Better
- 12: Reflexively Defend Your Price – Episode 198
- 12: Your Research is Mostly Call Reluctance
- 11: What to Do When the Client Derails the Sales Call – Episode 197
- 11: The Leadership Playbook: 4 Intelligences Necessary for Leadership
- 10: Why You Should Want to Pay Commissions
- 09: Respecting the Gift of Time – Episode 196
- 09: The Entropy of Accountability: A Short Story
- 08: Removing the Negativity
- 07: Deciding What You Want
- 06: Prospect Now or Pay Later – Episode 195
- 06: Unless You Have a Time Machine
- 05: My Best Advice for Your Sales Kickoff
- 04: My Deep and Abiding Love of Work
- 04: I Am Romantic About Cold Calling – Episode 193
- 03: A Note to the First Time Sales Manager
- 03: Presence Is a Strategic Advantage – Episode 192
- 02: Digital Is Augmentation. Show Up.
- 01: The Right Tool Kits for Salespeople
- 01: James Muir on Closing the Sale – Episode #95
August 2017
- 31: Stop Giving Demos. Make Sales Calls Instead.
- 30: Why I Won’t Call You a Loser
- 29: Things That Are Limited and Unlimited
- 28: Unhealthy Beliefs That Destroy Sales
- 28: You Don’t Compete On Paper. It’s the Intangibles. – Episode 191
- 27: A List of Intangibles
- 26: Grinding > Whining
- 25: Why You Need Goals
- 25: Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #93
- 24: Prospecting: What You Need to Know Now
- 24: If You Lead, You Need to Be Strategic – Episode 189
- 23: Your Industry Is Not Immune to the Principles of Selling
- 23: To Grow, Stop the Churn – Episode 188
- 22: How to Think About Rejection
- 21: Opportunity Creation Versus Opportunity Capture
- 20: You’ve Got Millennials All Wrong
- 19: Can You Change Your Mind?
- 18: The Leadership Playbook: What a Consultant Can’t Do For You
- 17: I Can Help You Get Your Salespeople to Read Books
- 16: The Leadership Playbook: Building People In Your Image
- 15: Nonlinearity and Your Forecast
- 14: The Leadership Playbook: But They Made President’s Club Last Year
- 13: Your Linear Sales Process Is Broken
- 13: The Nonlinear Nature of the Sales Process – Episode 185
- 12: Zig While They Zag
- 11: Hiring People Based on Their Deficiencies
- 11: Wrapped Around the Axle on Big Deals – – Episode 184
- 11: Cort Dial on Why Real Leadership Comes From “All In” Leaders – Episode #93
- 11: I Pitched My Book Wrong – Episode 183
- 10: Communicate Your Real Intentions Instead of Checking In
- 09: Expecting Too Much from a Prospecting Medium
- 09: Why Sales Is Not a Science – Episode 181
- 08: The Keys to Damaging Relationships
- 07: You Are Not Defined By Your Problems. You Are Defined By Your Response.
- 06: Top Eight Activities for Salespeople on Monday Morning
- 05: How To Be More Productive Now
- 05: A Book is the Best Deal on Earth – Episode 177
- 04: My Influences
- 04: You Cannot Be a Peer and a Know Nothing – Episode 176
- 04: Should I Use the One Call Close – Episode 180
- 04: Alan Alda on The Importance of Communication Skills That Truly Serve Relationships – Episode #92
- 03: Why You Cannot Succeed in Sales and Be Conflict Averse
- 03: Your Limits Are All in Your Head – Episode 175
- 02: One Thing You Should Never Give Up
- 01: Sales Call Etiquette (A checklist)
July 2017
- 31: Who Are the Real Influencers
- 31: Back in Business – Episode 174
- 31: The Lost Art of Closing – Video 2
- 30: Three Blocks of 90-Minutes Per Day to Maximize Your Productivity
- 29: Waiting for the Client to Decide What’s Next
- 28: You Aren’t That Bad, and It Isn’t Over
- 27: What It Means to Be a Competitive Displacement Business
- 26: 10 Things You Need to Do More Of
- 25: Why I Write Using a Plain Text Editor
- 24: In the World of the Blind, the One Eyed Man is King
- 23: The American Dream is Alive
- 23: You Need to Know How to Close and Control the Process
- 21: There Are No Shortcuts to Transformation
- 20: What’s Wrong with an Inbound Only Strategy
- 19: Do What You Believe Is Right
- 18: Sales is Now a Very Different Game
- 17: Senior Sales Reps Must Prospect
- 17: It Is Not Safer Behind the Glass
- 15: What Should You Do With Your Time
- 14: Your Problem Is Not Quality. It’s Quantity.
- 14: Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91
- 13: The Fear of What If
- 13: Preorder The Lost Art of Closing and Get Bonuses – Episode 171
- 13: The Lost Art of Closing Arrives in Hard Cover – Episode 170
- 12: The Sky Is Falling!
- 12: How to Take Control of Your Calendar – Episode 169
- 12: If You Want More Money, Create Greater Value – Episode 168
- 11: Sales Is Not For Everyone
- 11: A Day in DC with Gerhard – Episode 167
- 11: Force is the Choice of the Weak – Episode 166
- 10: The War for Mindshare and Preference
- 10: I Am Not Anti-Social – Episode 165
- 10: Staring the Conversation in the Wrong Place – Episode 164
- 09: Augmentation or Automation
- 09: Say No to Information Parity and Yes to Being Consultative – Episode 163
- 09: Don’t Transact People – Episode 162
- 08: 301 Days Between Books
- 08: How to Successfully Work from Home – Episode 161
- 08: Why Your Call Is Still Cold – Episode 160
- 07: Why You Must Challenge Negative Beliefs in Public
- 07: What You Gain from Cold Calling in Addition to Appointments – Episode 159
- 07: Floyd Mayweather Knocks Out Connor McGregor in the 4th Round on August 26, 2017 – Episode 158
- 06: Taking Money out of the Solution
- 06: How to Become a Morning Person – Episode 157
- 05: A Step to the Right and Execute
- 04: People. Ideas. Technology. In This Order. -Episode 156
- 04: What Holds Us Together
- 04: You Are Hiring For Your Clients – Epsiode 155
- 03: What Has Technology Wrought
- 03: Your Higher Price Is Your Commitment to Creating Greater Value – Episode 153
- 03: Why Vaynerchuk Says to Cold Call – Episode 153
- 02: Giving Up More Than You Believe You Are Giving Up
- 02: Cramming Prospecting – Episode 152
- 02: The Difference Between Data and Insight – Episode 151
- 01: The Rise and Fall of the Account Manager
- 01: Give Your People Your Full, Undivided Attention – Episode 150
- 01: How I Think About Content Creation and Content Marketing – Episode 149
June 2017
- 30: The Truth About the 57 Percent
- 30: How Entrepreneurs Need to Think About Sales – Episode 148
- 30: Why You Need a Cadence – Episode 145
- 29: What I See Right Now
- 29: Why You Must Pursue Competitive Displacements – Episode 144
- 29: The Disintermediation of Sales – Episode 128
- 28: You Have Not Yet Booked the Revenue
- 28: In a Single Second You Can Decide – Episode 90
- 28: Targets Are Greater Than Leads – Episode 44
- 27: If I Had to Start Creating Content Now
- 27: Research Is Not Prospecting – Episode 143
- 27: Why You Should Never Be Ashamed to Sell – Episode 142
- 26: When Did Prospecting Become Optional
- 26: How to Interview for a Sales Jobs – Episode 147
- 26: The Most Ridiculous Idea in Business: Shareholder Value – Episode 146
- 25: Challenging Without Being Challenging
- 24: On the Limits of Technology
- 23: The Limits of Your Growth
- 22: The Fallacy of Cost Savings
- 21: Don’t Get Cute
- 20: 26 Ways to Create a Preference for You and Your Solution
- 20: The Hug Test or Arm’s Length – Episode 129
- 20: What If Your Competitor Is Willing to Do What You Will Not – Episode 137
- 19: You Have to Pay for Your Competitive Advantage
- 19: Protecting Your Culture from Negativity, the Only Cancer That Spreads by Contact – Episode 132
- 19: Pipeline Reviews Are Not Opportunity Reviews – Episode 141
- 18: Target, Pursuit, Nurture, Measure
- 18: Your Transactional Sales Job Is Already Gone – Episode 140
- 17: Why Technology Comes Last
- 16: Proactive Opportunity Creation and Reactive Opportunities
- 16: Listen to People With Ideas With Which You Disagree – Episode 139
- 16: Nigel Green on Listening Skills for Salespeople – Episode #90
- 15: The Business Acumen Gap
- 15: Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89
- 15: The Lost Art of Closing Galleys Arrive – Episode 134
- 15: Team Selling, Group Performance Dynamics, and the Power of Tightly Knit Sales Teams, with Michael Dalis – Episode #88
- 15: Sell the Process and Then Your Solution – Episode 135
- 14: Your Name Is On It
- 14: Why You Can’t Match Your Irrational Competitor’s Price – Episode 136
- 14: Your Willingness is the Variable – Episode 138
- 13: Why Change and Why We Need to Change
- 13: You Need More Focus on Opportunity Creation – Episode 130
- 12: Your Operations Team Is Not Prospecting For You
- 12: Asking Tough Questions Makes You a Trusted Advisor – Episode 131
- 12: Do the Work – Episode 133
- 11: All Deals Are Not Created Equal
- 10: Deciding to Say No In Advance
- 09: You Need Enough Matches to Create Enough Fire
- 08: The One Thing You Should Learn from Jack Welch
- 07: The Problem with Managing Only Activity
- 06: If You Are a Farmer
- 05: How Are You Going to Lose
- 04: Fast Rapport Skills
- 03: How To Deal With People That Annoy You
- 02: Big Companies Do Not Have It Better
- 01: The Death of the Death Of
May 2017
- 31: The Leadership Playbook: Leaders Must Make Hard Decisions
- 30: Eliminating the Sources of Negativity
- 29: Resetting the Relationship When You Are Not Glorified Support
- 27: The Hustler’s Playbook: Stop Being Passive and Stop Settling
- 26: How To Sell Something New
- 25: Will You Be Disintermediated
- 24: A List of Things Artificial Intelligence Will Not Replace
- 23: How to Get More Referrals
- 22: How I Decide Who To Interview for Sales Roles
- 22: BTS OutBound 2017 – Episode 106
- 22: An Inordinate Investment in Yourself – Episode 126
- 21: Are Buyers Really Better Educated?
- 21: The Only Three Choices for Underperformers – Episode 127
- 21: New Graduates Should Start in Business In Sales – Episode 125
- 21: Blocking Time to Block Time – Episode 124
- 20: Nothing Works All of the Time
- 20: We Put This Project on Hold – Episode 123
- 20: How to Get Chops – Episode 122
- 19: Why You Must Plan Your Sales Calls
- 19: The Evolution of Sales Mediums – Episode 121
- 19: Claire Diaz-Ortiz on The Mentoring Process And The Power of Mentoring – Episode #87
- 19: Activity Cures Activity Problems – Episode 112
- 19: Math Doesn’t Care
- 18: Be Agnostic to Prospecting Mediums – Episode 120
- 17: Discipline Never Ends
- 17: On a Trip to Orlando – Episode 119
- 16: It Cannot Be All About You
- 16: The New Q and AI Format – Episode 118
- 16: Detrimental Reliance on a Subject Matter Expert – Episode 117
- 15: A Drag on Your Success
- 15: Leaders Make Decisions – Episode 116
- 15: If You Hate Mondays – Episode 115
- 14: Why C-Level Executives Should Take More Meetings With Salespeople
- 13: Understanding Why Your Price Is Higher Than Your Competitors
- 13: Sometimes and Always – Episode 114
- 12: Opportunity Creation and Opportunity Capture
- 12: You Own the Outcomes, Not the Transactions – Episode 113
- 12: You May Not Be Money Motivated – Episode 71
- 11: Spending Time in the Woodshed
- 10: 199 Bad Sales Calls and 1 Good One
- 09: Change Your Decisions, Change Your Trajectory
- 08: For All You Know
- 07: The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy
- 07: You Transfer Your Beliefs to Your Prospects – Episode 111
- 06: The Hustler’s Playbook: Stand Your Ground, Come What May
- 06: Why Operators Don’t Sell – Episode 110
- 06: Membership in the Tribe – Episode 108
- 06: Final Thoughts on Outbound – Episode 107
- 05: Your Salespeople Are Shrewd Negotiators
- 05: Signing the Front or the Back of a Paycheck
- 05: The Big Lie – Episode 109
- 05: How Leaders Can Overcome The Leadership Gap, with Lolly Daskal – Episode #86
- 04: Behind the Scenes of OutBound – Episode 105
- 04: Rules Based Companies and Values Based Companies – Episode 104
- 03: Marketing Needs to Focus on Opportunity Creation, Not Leads
- 03: It’s Not Your Business What People Think About You – Episode 103
- 03: Evolving Sales Language and Resolving Concerns – Episode 102
- 02: Speed to Results Matter. Change Now.
- 02: Committed to Your Excuses or Your Goals – Episode 101
- 02: Every Day – Episode 100
- 01: The Leadership Playbook: What A Leader Does
- 01: Why You Need An Equal Amount of Discipline to Match Your Autonomy – – Episode 99
- 01: How You Lose Control of the Process – Episode 98
April 2017
- 30: Deciding What Your Story Means
- 30: Fundamentals and TOSG at 6 Months Old – Episode 97
- 30: Why C-Level Executives Don’t Care About You – Episode 96
- 29: The Demise of Cold Calling: A Rebuttal
- 28: Your Quota and Your Real Goals
- 27: New YouTube Format Q and AI
- 27: What I Keep In My Journal – Episode 95
- 27: Don’t Work Too Hard and Other Bad Advice – Episode 94
- 26: Is Your “Why” Helping Your Clients
- 26: Laziness Repels Success
- 26: Awareness, Attachment, and Protecting Your Mindset – Episode 92
- 24: Bragging Rights
- 23: Do You Deserve Your Client’s Loyalty?
- 22: Email Is A Series of Commitments Made For You
- 21: The Clock Is Working Against You
- 20: How to Be a Yes Woman (or Man)
- 19: Play the Game Anyway
- 18: Do the Work You Are Capable Of
- 17: Arguing Is Alienating
- 16: Why I Won’t Participate In Anti-Phone Content
- 15: The Ways Adversity Can Hurt You
- 14: Irrational Competitors and Irrational Buyers
- 14: Why Do My Salespeople Turnover?
- 13: The Real Disconnect Between Sales and Marketing – Episode 89
- 12: Algorithms, Rules, Values, and Artificial Moral Intelligence
- 12: The Buyer’s Process Will Beat You – Episode 88
- 11: The Relaunch of The Only Sales Guide at 6 Months
- 11: A Travel Day to Miami – Episode 87
- 10: A List of Negativity Tells
- 10: Omaha with Mark Hunter – Episode 86
- 09: Don’t Wait. Create Opportunities.
- 09: How Are They Succeeding When You Are Not? – Episode 84
- 09: On the Road and Jeb Blount- Episode 85
- 08: The Only Thing That Improves Sales Results
- 08: The Trusted Advisor Equation – Episode 83
- 07: Abraham Lincoln and the First Four Hours Sharpening Your Axe
- 07: Why Don’t They Want You On Their Team? – Episode 82
- 07: Artificial Intelligence in Sales – The Sales 3.0 Revolution, with Gerhard Gschwandtner – Episode #85
- 06: You Want a Conversation
- 06: Your Unrealistic Expectations for Email and Voice Mail – Episode 81
- 05: The Digital Transformation, Creators, and Consumers
- 05: Jeb Blount’s Sales EQ – Episode 80
- 04: Your Metrics Are Your Own
- 04: These Will Not Get You Paid – Episode 79
- 03: 10 Half Truths About Sales
- 03: Why Drill a Hole At All? – Episode 78
- 02: On Those Who Say You Can No Longer Succeed in Sales
- 02: Why Salespeople Fail – Episode 77
- 01: Working Harder Won’t Kill You
- 01: Choosing the Right Medium – Episode 76
March 2017
- 31: Aggregate Tasks and Build Momentum
- 31: 5 Ways You Need to Invest In Yourself – Episode 75
- 30: The New Sales Roles Are Taylorism Taken Too Far
- 30: Stop Looking for Answers Here – Episode 74
- 30: Are Salespeople Born or Made? – Episode 91
- 29: Markets Torn Asunder
- 29: How to Tell If Your Hustle is Weak – Episode 73
- 28: Are You Motivated by Comfort?
- 28: Why You Have to Sell Better Now – Episode 72
- 27: An Excellent Command of the Art of Sales
- 26: 1,000 Decisions, Well or Poorly Made
- 25: The Hustler’s Playbook: Education Over Entertainment
- 24: A Lead Is a Lottery Ticket
- 23: Things I Admire In a Sales Force
- 22: Don’t Be a Red Shirt
- 21: You, Advisor.
- 20: Pitchy No Value Prospecting
- 19: Dealing with Your Irrational Competitor
- 19: None of This is Easy – Episode 70
- 18: The Hustler’s Playbook: Whatever It Takes
- 18: Start Advising Before They’re Your Client – Episode 69
- 17: A Note About My Parents
- 17: A Plan to Follow Up – Episode 68
- 17: The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84
- 16: Impeccable With What You Do Control
- 16: How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83
- 16: Invitation to OutBound Atlanta 2017 – Episode 67
- 15: It’s Not a Secret. It’s Just Something You Won’t Do.
- 15: The Importance of Rehearsal – Episode 66
- 14: So Good It Sells Itself
- 14: The Only Two Business Strategies – Episode 65
- 13: Stop Complaining That You Have Clients
- 13: Show Horse or Plow Horse – Episode 64
- 12: If You Want Consensus, You Need Perspectives
- 12: Creating Intimacy at Scale – Episode 63
- 11: You Don’t Sell Over Email
- 11: My Cold Calling Works. Your Cold Calling Doesn’t Work – Episode 62
- 10: Selling Better: A Thought Experiment
- 10: The Debate Over Social Selling or Cold Calling – Episode 61
- 09: Make Better Decisions About Where You Spend Time
- 09: See Something In Someone Else – Episode 60
- 08: Why Johnny Can’t Sell
- 08: What Do You Do With Nightmare Clients? – Episode 59
- 07: The Care and Feeding of Strategic Clients
- 07: Only Action Moves You Forward
- 07: How Selling Is Like the MMA – Episode 58
- 06: Change Your Approach – Episode 57
- 05: OutBound Conference – Atlanta 2017
- 05: The Most Underrated Strategy – Episode 56
- 04: The Hustler’s Playbook: How to Buy Your Success
- 03: Who and What You Need to Understand to Build Consensus
- 03: You Don’t Fail Because You Can’t. You Fail Because You Won’t – Episode 55
- 03: Jeff Shore on Deeper Meaning in Life and Business – Episode #82
- 02: Hard Work Beats Lazy Talent
- 02: The Three Types of KPIs You Need – Episode 54
- 01: What If You Bought In
- 01: Dealing with Call Reluctance – Episode 53
February 2017
- 28: If You Are Going to Lose, Throw the Hail Mary Pass
- 27: The Sales Improvement Catwalk and Its Supermodels
- 26: Be Flexible In Your Approach to Selling
- 25: The Willie Sutton Strategy
- 24: How Your Dream Client Perceives You
- 24: Mark Schaefer on Becoming Known Instead of Becoming Famous – Episode #81
- 24: The Cheapest Sales Force is the Most Expensive Sales Force – Episode 51
- 23: Categories and Tags in Your CRM
- 23: Fast When You Should Be Slow. Slow When You Should Be Fast – Episode 52
- 22: They Say Imperative. I Agree.
- 21: The Eisenhower Matrix for Sales
- 21: Value Is What Something Is Worth – Episode 50
- 20: Their Grass Is Not Greener
- 20: What Entrepreneurs and Small Business Get Wrong – Episode 49
- 19: Sell Like a Human
- 19: Massive Action Now – Episode 48
- 18: The Hustler’s Playbook: Success Is Not a Happy Accident
- 17: On Refusing to Take In New Information
- 16: The Leadership Playbook: Focus on the Problem, Not the Person
- 16: How to Build a List of Dream Clients – Episode 47
- 16: What’s On Your Highlight Reel? – Episode 46
- 15: Why You Have a Time Management Problem
- 15: How To Process Email Twice a Week – Episode 45
- 15: Targets Are Greater Than Leads – Episode 44
- 14: If You Are Waiting for Your Prospect to Get Back with You
- 13: Why Would Your Dream Client Think of You Now?
- 13: Disciplines and Goals – Episode 43
- 13: How to Maintain Your Prospecting Discipline While Winning Big Deals – Episode 42
- 12: Start Un-Investing
- 11: What Your Rejected Email Really Means
- 10: True But Partial
- 10: Success Is Keeping Score – Episode 41
- 10: Subir Chowdhury: Make the Difference You Are Meant To Make – Episode #80
- 09: Turning Over Rocks
- 08: Deposits Before Withdrawals
- 07: How I Process Email Twice a Week
- 07: What Is Your Grade for Effort? – Episode 40
- 07: When You Should Give Up on a Prospect – Episode 39
- 07: The One Process You Need to Increase Sales – Episode 38
- 06: The Best Part of Selling
- 06: Leave a Voicemail Message – Episode 37
- 05: Will Yourself To Do the Work
- 05: How I Know If Your Sales Force Will Transform – Episode 36
- 04: The Theorist and the Practitioner
- 04: You Are the Value Proposition – Episode 35
- 03: Five Ideas You Need to Succeed in Sales Now
- 03: When Your Dream Client Complains About Your Competitor – Episode 34
- 03: Macro Management and Micro Management – Episode 33
- 02: What’s New or What’s Right?
- 01: Things You Do Not Have Time Not to Do
- 01: If Your Dream Client Could Produce the Results They Need Without You – Episode 32
January 2017
- 31: What You Hear and What Isn’t Being Said
- 31: Everything Is Your Fault – Episode 31
- 31: Control the Process – Episode 30
- 31: What I Think About The Challenger Sale – Episode 29
- 30: The Triumphant Return of Cold Calling
- 30: Action Is Better Than No Action – Episode 28
- 29: How to Work Like You Are Running Out of Time
- 29: Go to Work to Work – Episode 27
- 28: The Hustler’s Playbook: The Little Things Are the Big Things
- 28: Creating a Preference for You and Your Solution – Episode 26
- 27: Match Your Actions to Your Outcomes
- 27: An Invitation to the 2017 Virtual Sales Kickoff – Episode 25
- 26: 10 Qualities That I Admire In Others
- 26: The Negativity Fast Challenge – Episode 24
- 25: The Leadership Playbook: Macro-Management and Micro-Management
- 25: How to Make Closing Easy – Episode 23
- 25: In the End, There Is No Better Strategy
- 24: How I Published The Only Sales Guide You’ll Ever Need – Episode 22
- 24: How to Create a Preference for You and Your Solution
- 23: Two Questions on Competitive Displacements – Episode 21
- 22: What Mostly Prevents Better Sales Results
- 21: The Hustler’s Playbook: You Are Ready To Start Now
- 20: Tomorrow Starts Today
- 19: Who You Are Matters More Than What You Do
- 18: Reduce the Commitment Level
- 17: You Get to Play. You Don’t Get to Automatically Win.
- 17: If You Want More Time – Episode 20
- 17: Fast is Slow (In Human Relationships) – Episode 19
- 16: Things That Level the Playing Field in a Competition
- 15: The Hustler’s Playbook: How to Be Motivated
- 15: How To Motivate Yourself – Episode 18
- 14: Caring is a Super Power
- 14: Intentional and Opportunistic – Episode 17
- 13: Activating Your Ever Present Abilities
- 13: Hector LaMarque On Building The Leadership Skills That Bring Success – Episode #79
- 13: Beating Good Enough – Episode 16
- 12: Why I Started a YouTube Channel
- 12: How You Create the Need to Follow Up
- 12: Have You Changed Enough to Ask Your Client to Change – Episode 15
- 11: Fearing the Wrong Danger – Episode 14
- 11: The Road to Transformation – Episode 13
- 10: 1 Comes Before 2
- 09: Increasing Your Capacity For Hard Work
- 09: How to Be Super Productive – Episode 12
- 08: Who Helped Me Most in 2016
- 08: Internal and External Locus of Control – Episode 11
- 07: Two Exceptional Traits of Great Salespeople
- 07: Podcast Preview – Episode 10
- 06: Your Goals and Your Effort
- 06: Advice and Opinions – Episode 9
- 05: 3 Reasons You Are Not Producing the Results You Want
- 05: If You Are Being Out-Hustled – Episode 8
- 04: This Is an Invitation
- 04: You Are Not Being Rejected – Episode 7
- 03: 52 Monday Mornings
- 03: Make Your Calls – Episode 6
- 02: Focus Is the New Currency of Success
- 02: What I Am Reading in 2017 – Episode 5
- 01: Shore Up Your Deficiencies – Episode 4
- 01: My Three Words for 2017
- 01: How You Are Perceived – Eisode 3
