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.

Filling your funnel with high-quality, new leads is a challenge. On this week’s episode, Bryan and Margaret cover what they call ‘smart farming.’ The two share a strategy that enables sales teams to identify potential opportunities that they’ve been overlooking. Warning… this requires doing some dirty work!

Maybe the first quarter isn’t off to the start you were hoping for. When this happens, salespeople and leaders have a tendency to freak out and implement all new strategies. On this week’s episode, Bryan and Margaret dig into why this doesn’t work and the importance of getting back to the basics.

On this week’s episode, Margaret shares her ‘blueberries’ theory that she picked up from the Covideo sales team. After breaking it down, she and Bryan share strategies that their sales teams have been seeing recent success with. They touch on leveraging LinkedIn for warm intros, productivity tactics, and more!

Nothing is worse than a long, drawn out sales process. In this episode, Bryan & Margaret are tackling another listener question about how to cut down days to decision in the sales process. The two dive into how to bring in additional stakeholders and how to use video to increase deal velocity.

This week’s episode kicks off by celebrating Margaret’s engagement! After we hear the proposal story, Bryan and Marge get down to business. They’re answering a listener's question on how to deal with budget cuts. As economic headwinds are growing, the phrase “We don’t have the budget” is surfacing more and more. Listen in for how to tackle this tricky situation.

Sales meetings with multiple stakeholders can be difficult to conduct efficiently and effectively. On this week’s episode, Bryan and Margaret share best practice to help keep your group sales meetings on the right track. From calling on people intentionally to a plus/minus exercise, this episode will guide you through group meetings.

SUP is already in the Christmas spirit! On this week’s episode, Bryan and Margaret are sharing the best sales gifts they have ever received. This episode reflects back on both of their careers recalling gifts all the way from their early sales days. From tech tools to cold calling, this episode covers it all.

The New Year is a natural time for setting goals. On this week’s episode, Bryan takes Margaret through his proven framework for hitting stretch goals. Ride along as she tips over the ‘first domino’ live on the show. If you’re looking to hit a big goal in the new year, this is a must listen.

On this week’s episode, Bryan and Margaret are talking all things money. One of the biggest challenges our audience shares is handling economics conversations effectively. The two breakdown why these conversations can feel so uncomfortable and share strategies to tackle these conversations like a pro.

On the second live episode, Bryan and Margaret are fielding questions from the live audience. This is the definition of an unscripted episode! The two cover a wide range of topics from how to retain top sales talent to understanding a buyer’s decision making process to handling price pushback.

For the first time ever, SUP is coming to you live! On this week's episode, Bryan & Margaret record in front of a live audience, and the energy is unmatched. The two share their favorite catchphrases to use during the sales process. They dig into when to use them, how to deliver them, and how they can help you close more deals.

Bryan & Margaret unleash their inner geeks on this week’s episode. The two discuss goal setting and why so many people fail with traditional goal setting. They walk through the power of written goal setting and the extra accountability it brings. If you’re looking to hit big goals in the new year, listen in!

After a brief hiatus, Bryan and Margaret are back and raring to go. In this episode, the duo discusses tactical strategies guaranteed to help you finish 2022 on a strong note. They share a tool to help prioritize deals at the end of the year and a tool that keeps you from working through the holidays. Now’s the time to put on the gear!

This week’s episode kicks off with a spirited discussion surrounding the duo’s go-to karaoke songs. After covering the real important stuff, Bryan and Margaret tackle how to get your sales team bought into new product features. As a marketing or product leader, trying to sell the sales team on your new product can be a challenge. The two share tips on how to win over your sales team, including downshifting into emotionally neutral.