What are your sales pet peeves? Margaret and Bryan discuss common behaviors that salespeople do (or don’t do) that annoy prospects and won't drive results. If you get caught up in any of these, take a listen - you may be able to set a New Year’s resolution!

With the end of the year quickly approaching, you’re probably reflecting on your sales performance from the past year. Often, we connect our self worth to the results we produce (whether good or bad). Tune in to learn about the power of “measuring backward” and feeling proud of your work, regardless of the outcome!

This week on Sales Unscripted, we are joined by special guest Liesel Mertes from Handle with Care Consulting to discuss an important topic - empathy in sales. Often we view empathy as a personality trait, but it’s actually an essential skill set that anyone can improve on. Sales is all about relationships - there is an opportunity to intentionally improve practices of empathy in order to create a supportive space for both employees and clients. For listeners, this podcast discusses topics of grief and loss. 

To learn more about Liesel and Handle with Care Consulting, please visit https://www.lieselmertes.com/

Conference season is in full swing! In this episode, Margaret and Bryan are all about the dos and don’ts of event promotion. If you’re struggling to stand out from the crowd, listen now and get some of Bryan’s pro tips for engaging attendees before, during, and after a show!

RFPs can be hard to manage - when you limit access to salespeople, you’re limiting access to information and context that could be achieved in a short call. It’s difficult to put in a ton of time and energy, and it can feel like a waste if you don’t win the deal. Check out this episode of SUP where our co hosts discuss adding personalized elements to an RFP and how to evaluate success of your proposals.

Salespeople are always looking for the secrets to move prospects through the funnel more efficiently. In this episode, our cohosts emphasize it’s actually the everyday tasks you do that will make you stand out from the crowd (like timely follow up). Tune in to learn how to do common things uncommonly well!

It’s common to feel burnt out this time of year. With Q3 coming to an end, Margaret and Bryan equip our sales listeners with tips and tricks to reset and keep energy up (without dragging through the rest of 2024). If you need some motivation to finish the year strong, tune in now!

Building trust with your prospects is key - so how can you start building trust right from the beginning? In this episode, Bryan and Margaret encourage salespeople to leave out the logic traps and limit the embellishments - instead, salespeople should opt for honesty and transparency. Listen now!

In this episode, Bryan and Margaret dive into the power of clarity and confidence when it comes to follow-ups. They chat about crafting a clear sales process with specific steps and timelines to cut out the guesswork. You'll get tips on setting clear future dates, managing follow-ups, and reviving stalled conversations. Tune in for a fun, practical guide to staying on top of your sales game!

If you haven’t started using video in your sales process, you’re missing out! It can be intimidating to get started with video, but you don’t have to make a super polished message to communicate effectively and authentically. Listen now and get video tips from the expert video strategist herself, our cohost Margaret!

With the year halfway over, it’s time for a check-in! In this episode, our cohosts share how you can objectively evaluate your 2024 so far using data in your CRM. Tune in for some tips on how to set your funnel up for success for the remainder of the year starting now!

Building a personal brand doesn’t mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it’s important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you’re looking to define your personal brand, tune in to this episode!

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!