The same attributes that Tiger Woods leveraged to win his 15th major and 4th Masters are no different from those of the highest performing SaaS sales people in the industry. Tune in to find out how grit, intelligence, and experience delivers s

AE Credibility, Connective Tissue and the Wisdom of the Crowd

Mar 26th, 2019 3m 42s

Learn how to develop credibility with your target buying audience quickly and effectively even though you have never had their job.

Trust or Competence - Which is More Important?

Mar 22nd, 2019 3m 53s

To transform into "Trusted Advisors" with our customers we must be both "trustworthy" and "competent", but which is more important? Listen to this episode to find out.

Sales Methodologies...What They Have in Common with Suits, Taco Bell, and Golf

Mar 2nd, 2019 8m 22s

Adopting a consistent selling process across the organization certainly drives better performance. However, in this episode I discuss which methodologies are best as well as custom suits, taco bell, and golf.

The Art & Science of Objection Handling

Feb 26th, 2019 4m 54s

To be a pro's pro when it comes to professional selling, mastering "objection handling" is a critical skill that can define your success or failure on your journey to becoming a "trusted advisor".

The Power of Five Math for Killer ROI

Feb 16th, 2019 2m 22s

Learn how three (3) key sales KPI's can dramatically impact your selling performance and compound your ROI.

Step 6 - Negotiation

Feb 13th, 2019 5m 10s

There is no better way to grow your bookings, earnings, and career than mastering the skill of negotiation. Learn unique insights about the Negotiation step in the Sage Customer Centric Selling Framework.

Step 5 - Decision Game Plan

Feb 12th, 2019 4m 37s

Learn how to effectively navigate the buyer's journey in the decision process. Understand the when, who, and what is involved to get the buyer from where they are today, to a decision date, that is mutually agreed upon by both parties.

Step 4 - Money & Investment

Feb 12th, 2019 4m 15s

Why is discussing money with customers so uncomfortable and anxiety producing? Listen to this episode to understand how to not blow up your deals when talking money and maximize your close rates and average selling prices.

Step 3 - Solution

Feb 12th, 2019 2m 27s

Now that you understand your customer's challenges, the economic impact and priority of solving the challenges you are ready to embark on the "Solution" step in the Sage Customer Centric Selling Framework.

Step 2 - Recognition (Discovery & Qualification)

Feb 12th, 2019 6m 24s

In this episode you will learn next level qualification and discovery skills, which is the heart and soul of selling. Sellers who master opportunity qualification are the one's consistently crushing their numbers because they only work on deal

Step 1 - Mutual Understanding

Feb 6th, 2019 6m 50s

Learn why and how to create a "Mutual Understanding" agreement with your customer on the front end of every meeting. This will decrease resistance during the meeting, allow for deep discovery, and make sure both parties reach an outcome for th

Do Customer Success Rep Sell And If So, What?

Feb 5th, 2019 5m 32s

Learn a bit of software industry history and how the Customer Success function came to be. Also learn what the CS rep is really selling. It may surprise you.

SanMar and the Blind RFP

Feb 5th, 2019 8m 40s

In this episode you learn how to deal with a "blind rfp", which has been written by the incumbent vendor, and still find a way to win the business.

Is PPS Killing Your Deals?

Feb 5th, 2019 2m 34s

Learn how and why PPS (premature presentation syndrome) kills more deals and success than anything in sales. In addition, learn how "timing" of when to present is everything.

$8MM or Free? Verizon Chooses $8MM

Feb 4th, 2019 5m 40s

"Price is Never the Real Issue" is a core fundamental selling belief we must have if we want to transform into professional sellers and trusted advisors for our clients. Listen and learn how to overcome this standard "pricing objection".

Four Way to Maximize ROI of Sales Training, Post Engagement

Feb 4th, 2019 4m 46s

Reinforcement is important to maximize the ROI of sales training. Learn four (4) specific ways you can reinforce the training post engagement to institutionalize the Sage customer centric selling framework.

The Origin of the Sage Name and Elephant Logo

Feb 1st, 2019 2m 22s

A fun little story about the inspiration of the company name and logo. It's not what you think.

Quota Performance Dropping Like a Led Zeppelin

Feb 1st, 2019 4m 36s

Learn the challenges of the modern day SaaS seller or sales organization. Buyers are more sophisticated than ever, there is "Hyper-Competition" amongst vendors competing for wallet share, and sales talent (AE's, SE's, Mgt) is super scarce.

Clean Deals Require A Mop

Feb 1st, 2019 4m 6s

Mutual Outcome Plans (MOP's) can help you enhance your qualification skills and selling process. Learn how to leverage MOP's to drive higher quality opportunities for you and your company.

Focus on Amazon Opportunities, Not General Electric

Jan 31st, 2019 2m 6s

The best sales people realize their time is critically important. They want to make sure they are working on the "right" deals that are going to yield the greatest return on their investment. Getting to "no" quickly is a skill required in ord

To Be the Best You Need to Sweat in the Gym

Jan 31st, 2019 2m 22s

My students greatly benefit from my training. However, there is a small minority that have the desire to best at the top of the leader board consistently. They treat their sales profession as a craft and are always working on it. Listen to t

Sales Tactic - Overcoming Gate Keepers and Getting to Power

Jan 31st, 2019 3m 47s

"If you cannot be with the one you love, love the one you are with" (Crosby, Stills, Nash & Young). Not only is this a great song but an awesome selling tactic. Listen to this short snackable podcast to learn why and how to leverage.

The Best Negotiators are First and Foremost the Best Sellers

Jan 31st, 2019 4m 48s

The best negotiators are first and foremost the best sellers. I share some lessons learned, strategy and tactics that come from closing thousands of transactions and negotiating billions of dollars in software licensing.

An Enterprise Selling Motion - Selling to a Group of Buyers

Jan 31st, 2019 5m 52s

This episode briefly describes the modern day challenge of selling to a large group of buyers within a larger enterprise account and provides strategy and tactics to execute successfully when doing so.