Make the most of “1:1”s
This week Margaret and Bryan dig into a topic on every sales manager’s mind: running effective 1:1 meetings. The two unpack why 1:1s don’t work well when a manager tries to do too many things. They walk through the 4 different types of 1:1s and how and when to use each type.
Be a picky, prickly inspector
The generational differences between Bryan and Margaret are rearing their heads this week. Building off of episode 14, they dive into why it’s more important than ever to inspect your team’s processes during a recession. They cover how to encourage your team to self-reflect, audit “I think” statements, and how to inspect without coming across as critical.
The right way to talk about the competition
This week Bryan and Margaret tackle a taboo subject: discussing competitors on sales calls. First rule of thumb, never bash competitors. They discuss how to embrace competition, maintain an abundant mindset, and how to focus your intention on guiding the prospect.
escape the summer lull
Summer brings family vacations, lake days, and BBQs. But in sales, it also brings the dreaded ‘summer lull.’ Bryan and Margaret dive into what the summer lull is, why it happens, how to get ahead of it, and what to do with the downtime. This episode will help you start your fall off strong!
What’s in our sales toolBox?
After some heated debate over fireworks, Bryan and Margaret dive into their favorite sales tools. They talk about everything from tech stack to behavioral tools and name drop some of their absolute favorite brands. Consider this your sales shopping list!
erase ‘decision maker’ from your vocabulary
This week Bryan and Margaret tackle an unsexy, but necessary topic: the decision making process. Bryan tackles why he doesn’t use the term ‘decision maker’ and instead focuses on the process. Margaret shares her Trojan Horse method and how she uses video to build trust with new stakeholders.
Level up your end game
Salespeople have a tendency to get so wrapped up in landing a meeting that they neglect how they run the meeting itself. This week Margaret and Bryan dive into the importance of having a strong ending to every meeting. They share two tactics guaranteed to increase efficiency and clarity in your sales process.
