Episode 61: Overcoming Fear and Making Emotional Connections – Jeb Blount

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of … Read more

Episode 60: The Language of Listening – Nigel Green

As sales professionals we’re often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone? In this episode we’re joined by Nigel Green of Evergreen Consulting, a … Read more

Episode 59: The Human Side of Sales – Diane Hamilton

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects. Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional … Read more

Episode 58: Creating Content That Delivers Results – Jessica Mehring

We hear it over and over — consumers today are being bombarded with messaging and content from all sides. It’s an information overload, and many businesses are struggling to cut through the clutter and target prospects in a loud and clear way. Today’s guest is an expert and consultant that helps companies do just that. … Read more

Episode 57: The Power of Prezi

Prezi is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, … Read more

Episode 56: Making a Good First Impression – Andy Paul

As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The “human touch” component of sales is absolutely crucial to closing … Read more