With new business being slower than normal, renewals are even more important. Gone are the days of renewals being a sure thing. In today’s market, securing a renewal requires purposeful work. Listen to Bryan and Margaret’s tips for landing more renewals.

We’re officially at the halfway point of 2023. This can be a scary point for salespeople when you start to look at whether or not you’re going to be able to hit your yearly goals. Bryan and Margaret share tips on how to effectively reflect on the last 6 months and plan ahead for the final 6 months of the year.

One of the biggest challenges we’ve heard from sales leaders recently is hiring strong salespeople. On today’s episode, Bryan and Margaret share some practical tips you can implement to improve your hiring process. From their favorite assessments to qualities to look for when hiring, the duo is here to help!

This episode’s topic was inspired by a recent sales peer group Bryan facilitated. He and Margaret are discussing managing your calendar and maximizing your time. With reductions in the workforce, most people are busier than ever. Listen for actionable tactics to manage your time and capacity.

Summer is in full swing, which doesn’t always bode well for salespeople. We’re all familiar with the ‘summer slump.’ On this week’s episode, Bryan and Margaret break down why the summer slump is a myth and share tactics to shift your mindset.

It's a big week for SUP, we’re celebrating 50 episodes! Bryan and Margaret celebrate by sharing some of the biggest lessons they’ve learned from the show. From listening to the universe and getting comfortable with imperfections, this episode will help you beyond your sales career.

On this week’s episode, Bryan & Margaret are unveiling a new selling tactic. Hub Selling. This method is a unique way to connect with prospects in a way that doesn’t feel overly ‘sales-y.’ Listen to learn how to integrate hub selling into your approach!

In our final episode at the Indianapolis Motor Speedway, Bryan and Margaret are discussing all things events. From trade shows to networking breakfasts, the two share tactics you can implement to generate real pipeline from attending an event.

This week Bryan and Margaret are joined by their funniest guest yet. Joey Mulinaro is a comedian with over half a million TikTok and Instagram followers. The three discuss personal branding and how to get over the fear of building an online presence. If you’re looking to use social media to help your sales efforts, this is a must listen!

You’ve heard of sales enablement - but what about buyer enablement? In this episode of SUP, we are LIVE at the Indianapolis Motor Speedway! Margaret and Bryan are joined again by Matt Compton, founder and CEO of Filo. They discuss the perspective of being a buyer - specifically, their 6 core jobs in the buying process. For more info on Filo, visit https://www.filo.co/.

No-shows and ghosting from prospects are inevitable. This week on SUP, Bryan and Margaret explore ways you can prevent no-shows and ghosting, and they give solutions for managing these situations when they do happen. Listen to learn ways you can save yourself time and book high-quality demos.

Sales routines can feel repetitive at times. This week, Bryan and Margaret discuss the importance of evaluating your sales habits, and why taking inventory of habits can help you better identify how to make your sales processes more structured and efficient. Also, listen to hear Margaret’s latest book recommendation!

Bryan and Margaret are switching things up this week and talking all things marketing. They examine different ways that the marketing team can support the sales team other than just bringing leads in the door. If you’re struggling to get your marketing and sales organizations to work together, this is a must-listen!

This week we’re back to the OG Sales Unscripted with just Bryan and Margaret. They’re talking about the importance of practicing your sales skills both in a group and solo. They dig into why practice sets top performers apart. They also share the deets of a special event they're hosting at the Indianapolis Motor Speedway for sales leaders. For tickets and more info, visit https://www.eventbrite.com/e/fast-track-sales-leadership-summit-tickets-615165094357.

We’re back for part two of our series featuring Matt Compton. Margaret, Byran, and Matt continue their discussion about buyer friction and buyer enablement. They explore the importance of putting yourself in your buyer’s shoes and maintaining clean intention throughout the sales process. They also discuss why it’s important to have someone on your team dedicated to buyer enablement. For more information on how Filo can help your team reduce buyer friction, visit https://www.filo.co/.

It’s an exciting week at SUP, because we’re featuring our first ever guest! Bryan & Margaret are joined by Matt Compton, CEO & co-founder of Filo.co. In the first episode of this two-part series, the trio discusses buyer friction. They dig into what contributes to buyer friction and the consequences it can have. Tune in next week to hear how to reduce buyer friction in your sales cycle. For more info on Filo, visit https://www.filo.co/.

This week’s episode is for both our sales and marketing friends. Bryan and Margaret dig into the controversial topic of automation in the sales process. They differentiate between how to leverage sales behaviors vs. just automating them. Listen in as the two dissect actual sales emails Bryan has received recently.

Leveraging your connectors to get quality introductions isn’t easy. It can feel awkward and slimey. Bryan and Margaret chat about how to set yourself up for success when asking for an introduction and how to do it in a well-intentioned way. Margaret also shares what she calls a ‘three bird thank you video.’

This week’s episode was inspired by Margaret’s recent trip to the jewelry store to pick out her engagement ring. Bryan and Margaret dig into how to act as a true consultant during the sales process. They cover this by using a real world example related to pushing back on single seat deals.