Bryan & Margaret are getting mushy this week as they share all the things about sales that they are grateful for. Some highlights include variable comp, early adoption of LinkedIn, and being true partners to clients & prospects. This week’s episode is a feel-good listen!

One of the biggest challenges as a sales leader is determining what are the contributing factors to not hitting your revenue goals. Oftentimes, the primary problem is underperforming reps. On this week’s episode, Bryan and Margaret walk you through an exercise to help identify who your underperformers are and how to manage them. .

This week we’re bringing you a very special episode of SUP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record.

You make a first impression in 27 seconds or less. That’s not much time, so it’s important to put your best foot forward. On this week’s episode, Bryan and Margaret share practical tips on how to make a positive first impression. They cover both in-person and virtual interactions, so there is something for everyone.

This week’s show kicks off with a celebration of our newlywed - Mrs. Margaret Henney! After some much needed catch-up, the duo dives into how sales should follow-up with marketing qualified leads (MQLs). You’ll get some jaw dropping stats and learn best practices on how to interact with prospects.

The end of the year will be here before you know it. This week’s episode is a tactical session all about how to close 2023 on a high note and set yourself up for a killer January. Margaret and Bryan walk through how to choose your YED-D, language frameworks to use in sales meetings, and how to grade your open opportunities by likelihood to get to a yes-no decision by the end of the year.

This week’s episode is one of Margaret’s favorites, because the SUP duo is discussing all things video! Bryan and Margaret open the episode talking about why video needs to be a part of your sales process. They also cover common mistakes people make with video and how to get over the fear of starting.

On this week’s episode, Bryan and Margaret are doing an audit of common salesperson behavior. They get into behaviors that many salespeople are not doing but really should be doing. They talk LinkedIn activity, economics conversations, suppressing talk time, and more!

This week’s episode is a guide for sales leaders on what makes a highly effective salesperson. If you’re in hiring mode, this is a must-listen to help you get your mindset dialed in on what to look for when hiring. Bryan and Margaret talk empathy, resilience, & owner mindset.

This week’s episode was inspired by a deal one of Margaret’s co-workers has been working on. Bryan and Margaret discuss what to do when you’re being handed from person to person. They lean into detachment and intent, and even get a little ‘woo.’

Bryan and Margaret are back after a week off and are talking about resistance handling. They break down the differences between internal and external resistance and share personal experiences with resistance they’ve dealt with. They finish out by talking about how process is the ultimate hack for overcoming resistance.

Ghosting is something all salespeople struggle with. No matter how long you’ve been in the game, it happens. In today’s episode, Bryan and Margaret share their theories on why ghosting happens and tactics to combat it.

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.