This week’s episode goes back to the sales basics - handling price pushback. No matter how low your price is, pricing objections come up all the time. Our hosts share how to sell the economic value of your product in a way that’s meaningful to your prospects (and not by throwing out random statistics).

You’ve made the sale, but what happens next? In this episode, Margaret and Bryan discuss the importance of defining post-sales accountability - from sales, to account management, to customer success - for both your internal team and for the customer. Tune in to get tips for outlining roles in a handoff call!

Margaret and Bryan spill the secrets to storytelling in this episode! Learn how to master the craft of engaging prospects with a great sales story, and how to enable your clients to share their experiences. (And, tune in to hear about Bryan’s tour this summer!)

We are back with part 2 of "Closing with Curiosity"! This episode is PACKED with best practices and examples on prepping questions for sales calls and setting up your conversations for success. Listen now to learn the 4 categories of questions you should be covering on your calls!

Sales Unscripted is back after a short break, and this week our cohosts dive into the impact of curiosity on sales success. Asking questions shouldn’t always have the intent of fixing problems for your prospects - by asking questions, you can uncover hidden needs, deepen client relationships, and guide conversations in the right direction. Tune in now to this 2-part series!

​​Take a moment to reflect on Q1 compared to your goals. In this episode, Bryan and Margaret share that starting Q2 on the back foot means it's time for a fresh perspective and some quick action to improve. Don't let fear of feedback hold you back - remember, everyone can get better!

Everyone is talking about AI - but how can it be leveraged in sales? Sales is all about human interaction, but there are places where AI can be helpful to keep your sales outreach efficient. In this episode, our hosts explore how different AI tools can be an integral part of your sales process and give examples of how AI can be implemented as a delegation and research tool.

It’s common for salespeople to see the positives in their pipeline. But sometimes, objectivity is clouded by optimism. This week, Bryan and Margaret give a reality check - they provide ways for both salespeople and for managers to get extreme clarity into where deals stand so priorities can be set accordingly. And, tune in for some great CRM cleanup tips!

It can be frustrating to put in the time and effort into drafting a proposal, then not hearing back from your prospects. So, what can you do to prevent this from happening? This week, Margaret and Bryan chat about giving transparency up front and tips to keep the conversation going. Setting these parameters and expectations early on will help you and your potential customers stay aligned during the whole sales process - from the discovery call to contract signing.

We’re dedicating this week’s episode to all the Sales Development Representatives out there! Bryan and Margaret discuss all things sales development from cold calling, advocating for yourself, and upward mobility. Stick around for a heated debate on whether SDRs should live under the sales or marketing umbrella.

Connector relationships aren’t just about what your connectors can do for you. Bryan and Margaret sit down to share best practices on how to pour into your connector base. This episode will teach you how to make connections via 3-headed emails and how to utilize video to make these connections authentically.

There’s nothing more tired than a “bumping this to the top of your inbox” email. Bryan and Margaret discuss how to craft a thoughtful follow up message that delivers value (and doesn’t annoy your prospect). They also share a BZSOS tool to help eliminate the need for email follow up all together.

Sales is a notoriously stressful job. The pressure of hitting KPIs and a commission-based income can take a toll on you. Bryan and Margaret discuss how to strike a healthy balance between stress and productivity. They talk about habits both in and out of the office that you can employ to maintain this balance.

Today’s episode was inspired by Covideo’s 2024 sales kickoff meeting. Bryan and Margaret discuss why every salesperson needs not just a Personal Business Plan, but also an accountability mechanism. The cover how to create a business plan and how to actually get s#!t done. It may almost be February, but it’s never too late to start!

This week Bryan and Margaret are getting personal! Your favorite co-hosts dissect their own personal money scripts. Your individual money script matters as a salesperson, because it directly impacts your ability to earn commission and discuss economics with clients. Get ready to do some self-reflection as you listen to this episode.

Every company has a sales process. But, even the best sales processes don’t provide consistency between reps. Enter… the Blind Zebra Sales Operating System. This week Bryan and Margaret do a deep dive into Blind Zebra’s newest product, the BZ Sales Operating System (BZSOS). If your sales organization is lacking predictability, consistency, and efficiency, this is a must listen!

We’re closing out 2023 with an episode all about adoption. Whether it’s getting your team to adopt a new software or a new tool in the sales process, it can be a struggle. Bryan and Margaret share simple tactics you can implement to get your team to adopt new things seamlessly.

The new year is coming, and it’s a perfect time to check in on your mindset. Bryan and Margaret discuss what kind of mindset you need to be in to be a successful seller. They share practical tips for fostering an abundance mindset. Spoiler alert… gratitude works!

This week we’re taking a walk down memory lane. Bryan and Margaret reflect back on 2023 and share some of their biggest lessons learned, in sales and in life. They discuss maintaining an abundant mindset during a downturn and the importance of being uncomfortable in order to grow.

Tradeshow season can’t stop, won’t stop! On this week’s episode, Bryan and Margaret give you a playbook on how to get the most out of any tradeshow or conference. They cover everything from pre-show planning to working a booth to memorable follow-up. If you’re looking for more ROI on your event strategy, this is a must listen.