In this episode, Margaret and Bryan break down how to prepare for the summer sales slump before it hits. Spring is the best time to take inventory of your funnel, clean up your pipeline, and adjust your outbound strategy to stay on track for the summer months. Tune in to stay ahead this season!

It’s March Madness time, and this week, Margaret and Bryan are diving into Cinderella selling. In this episode, they break down the difference between selling as the underdog, where fearlessness and grit drive you forward, and selling as the top dog, where expectations are set sky-high. Which mindset truly leads to success in sales? Tune in to find out!

 “The customer is always right!” “People buy from people they like!” “If you keep calling, they will answer!” We’ve all heard of these old school sales sayings - but are they actually true? Tune in to this episode where Margaret and Bryan debunk some of the most outdated and overrated sales tactics.

Imagine this: You’ve got a deal that’s almost locked in, but then—out of nowhere—everything starts to crash. Don’t panic! This week, we’re talking about those unexpected “motorcycle crash” moments in sales and how to stay calm when things go sideways.

We need to talk. Breaking up with a prospect is difficult, but you know it’s just not working when you’re getting mixed signals and poor communication. Listen to this episode to identify potential red flags in your sales relationships, and how to set boundaries so you both can move on.

Ever heard of the 5 love languages? It’s an interesting theory, and it can transform the way you connect with prospects. Whether you’re prepping an actionable agenda to keep meetings efficient, or offering to send follow up videos, the key is making customers feel valued in the way that resonates with them. Tune in to discover how to speak your customers’ sales love languages!

In a LinkedIn rut? Maybe you feel uninspired to post, or you’re unsure how to develop a social media persona. In this episode, our cohost Margaret gives a marketing perspective on zhuzhing up your LinkedIn and tips to post quality content (that won’t take hours to create)!

Time flies! For our 100th episode, Margaret and Bryan review their most important lessons learned since the podcast started. From reaching personal goals to professional success, this episode covers it all!

What are your sales pet peeves? Margaret and Bryan discuss common behaviors that salespeople do (or don’t do) that annoy prospects and won't drive results. If you get caught up in any of these, take a listen - you may be able to set a New Year’s resolution!

With the end of the year quickly approaching, you’re probably reflecting on your sales performance from the past year. Often, we connect our self worth to the results we produce (whether good or bad). Tune in to learn about the power of “measuring backward” and feeling proud of your work, regardless of the outcome!

This week on Sales Unscripted, we are joined by special guest Liesel Mertes from Handle with Care Consulting to discuss an important topic - empathy in sales. Often we view empathy as a personality trait, but it’s actually an essential skill set that anyone can improve on. Sales is all about relationships - there is an opportunity to intentionally improve practices of empathy in order to create a supportive space for both employees and clients. For listeners, this podcast discusses topics of grief and loss. 

To learn more about Liesel and Handle with Care Consulting, please visit https://www.lieselmertes.com/

Conference season is in full swing! In this episode, Margaret and Bryan are all about the dos and don’ts of event promotion. If you’re struggling to stand out from the crowd, listen now and get some of Bryan’s pro tips for engaging attendees before, during, and after a show!

RFPs can be hard to manage - when you limit access to salespeople, you’re limiting access to information and context that could be achieved in a short call. It’s difficult to put in a ton of time and energy, and it can feel like a waste if you don’t win the deal. Check out this episode of SUP where our co hosts discuss adding personalized elements to an RFP and how to evaluate success of your proposals.

Salespeople are always looking for the secrets to move prospects through the funnel more efficiently. In this episode, our cohosts emphasize it’s actually the everyday tasks you do that will make you stand out from the crowd (like timely follow up). Tune in to learn how to do common things uncommonly well!

It’s common to feel burnt out this time of year. With Q3 coming to an end, Margaret and Bryan equip our sales listeners with tips and tricks to reset and keep energy up (without dragging through the rest of 2024). If you need some motivation to finish the year strong, tune in now!

Building trust with your prospects is key - so how can you start building trust right from the beginning? In this episode, Bryan and Margaret encourage salespeople to leave out the logic traps and limit the embellishments - instead, salespeople should opt for honesty and transparency. Listen now!

In this episode, Bryan and Margaret dive into the power of clarity and confidence when it comes to follow-ups. They chat about crafting a clear sales process with specific steps and timelines to cut out the guesswork. You'll get tips on setting clear future dates, managing follow-ups, and reviving stalled conversations. Tune in for a fun, practical guide to staying on top of your sales game!

If you haven’t started using video in your sales process, you’re missing out! It can be intimidating to get started with video, but you don’t have to make a super polished message to communicate effectively and authentically. Listen now and get video tips from the expert video strategist herself, our cohost Margaret!

With the year halfway over, it’s time for a check-in! In this episode, our cohosts share how you can objectively evaluate your 2024 so far using data in your CRM. Tune in for some tips on how to set your funnel up for success for the remainder of the year starting now!

Building a personal brand doesn’t mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it’s important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you’re looking to define your personal brand, tune in to this episode!