How to Approach MSP Marketing | Derek Marin
Reclaiming Sales
When it comes to new MRR, every MSP will say they need more leads. They'll say, "When we get the at bat, we usually win... but we need more at bats." While this might be true, it's usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn't mean you're going to close your marketing leads... so don't blame the marketing guy until you've listened to this episode.
The Feel Good Close, Part 2 | Brian Gillette
Reclaiming Sales
"As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection... You change the external factors as to why you're not selling, rather than addressing the internal factors: which is that you don't know how to sell."
The Feel Good Close, Part 1 | Brian Gillette
Reclaiming Sales
"You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don't actually believe in you. I don't think you know how to do this. But your sales manager seems to think that you can so I'm gonna let you keep trying." —Company COOBrian knew that this was in his blood, but he'd succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of self sabotage?
Douglas Cole, author of The Sales MBA
Reclaiming Sales
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity.
Season 1 Capstone | What Comes Next?
Reclaiming Sales
I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what's coming next, and where you might be able to get more!
If You Have a Brain, You Have a Bias | Matthew Cahill
Reclaiming Sales
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He's one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we'll cover the 5 most common biases that salespeople fail to recognize and compensate for. Most insidiously, they serve us well up until the moment they fail us... then they fail us completely.
What I Learned Selling Door to Door | Ray Kim
Reclaiming Sales
Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and humidity) of summer.
The Beast is Always Hungry | Sean Kline
Reclaiming Sales
In a perfect world, every prospect that becomes a client is a perfect client. But since we don't live in that perfect world, sometimes we end up bringing in clients that aren't perfect. Listen in as Sean and I discuss that tension.
A Day in the Life of Duncan Bruce
Reclaiming Sales
If you're anything like me, you're getting a bit tired of influencers and gurus. I've sort of lost my appetite for self proclaimed experts who may or may not be successful, but can't seem to find any humility. That's why I loved my conversation with Duncan Bruce, an understated success who's been in sales long enough that if he wasn't good he'd be unemployed. Enjoy a refreshing, down to earth interview to start off your year.
Selling Mortgages in the 2008 Housing Crisis | Arjun Dhingra
Reclaiming Sales
Ask around in any industry, and you'll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories, you'll have to talk to Arjun...