In today's episode, Jed Mahrle, Head of Outbound Sales @ MailShake and author of Practical Prospecting, shares EXACTLY what he writes in his cold emails that get responses. His strategy will help you prospect better and cut through the noise of typical sales emails. If you're looking to boost your sales, then you need to watch this video! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, Doug Landis, Growth Partner at Emergency Capital, shares his mind-blowing sales strategy that will help you close more deals. Doug Landis shares his strategy for reverse engineering sales discovery that can help you increase your sales. This strategy will help you find your target market and sell to them the way that they want to be sold. If you're looking to boost your sales, then you need to watch this video! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

From overused buzzwords to red-flag phrases, this episode shares tips on what to avoid when crafting your cold email. By steering clear of these common missteps, you'll increase your chances of capturing your recipient's attention and securing a response. Don't let your words hold you back, listen now and start sending effective cold emails today! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are your cold emails falling flat? It could be the language you're using! In this episode of SaaS Talks, we're uncovering the words and phrases that can instantly turn off your recipient and decrease the chances of a response. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Building trust with others is crucial for successful relationships, both personal and professional. But how do you establish and maintain trust? In this episode of SaaS Talks, we're exploring the art of building rapport on sales calls with total strangers. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you tired of sending cold emails that never seem to get a response? In this episode of SaaS Talks, we're diving into the nitty-gritty of cold emailing. Tune in for practical advice and real-world examples that will help you up your email game. Start sending effective cold emails today and watch your response rates soar! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Most people in sales dread the prospect of getting objections. But what if there was a secret to overcoming them? In this episode, I share with you three tips that will help you overcome any objection and close more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you looking for more leads? Self-sourcing is a great way to get more leads as an AE. In this episode, I interview Jason Bay, founder of Outbound Squad. Jason will teach you how to self-source leads as an AE, especially in tough economic times.  Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In this episode, I interview Jen Allen Learn how to run a successful group meeting and increase sales in the process! In this video, you'll learn tips like how to create an agenda, when to use a facilitator, and how to keep your group on track. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

What if I told you that there was one thing you could do to (quickly) build trust with your prospects? It's true! In this episode, I'm going to share four tips for quickly establishing trust with prospects. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

If you're new to enterprise sales, there are a few things you should do to ramp up quickly. In this episode, I'll share five tips that will help you hit the ground running. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Do you know how to extract your prospect's root pain?  Many salespeople only focus on the symptoms of their prospect's problem, but if you want to sell them a solution, you need to go deeper. In this episode, I'll teach you how to find and address your prospect's root pain, so you can close more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Building trust with prospects is essential for successful sales. Without trust, it can be difficult to close deals and build long-lasting relationships with clients. In this episode, we'll explore a few actionable and easy tips for building trust on sales calls.  By implementing these tips, you can create a more positive and productive sales experience for both you and your prospects. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Sales can be a tough game, but it's even tougher when you're trying to close the deal in the last few days of the quarter. In this episode, I share the exact strategy I taught my AEs when I was a VP of sales for closing the deal and hitting your quota before time runs out. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Looking to increase your SaaS sales? In this episode, we'll show you how to build a high-converting sales pipeline.  We'll walk you through the steps of turning prospects into paying customers. So whether you're just starting out or you've been in the game for a while, this video is for you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you struggling to connect with unengaged prospects? In this episode of SaaS Talks, we'll discuss practical tips for building rapport with those who seem indifferent or disinterested in your product or service. From identifying their pain points to finding common ground, we'll explore a variety of strategies for creating meaningful connections and turning unengaged prospects into loyal customers. Tune in to learn how to effectively communicate with and engage your target audience. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you struggling with when to bring up price in a sales conversation?   In this episode, I'm going to share with you the account executive's guide on how to know exactly when and how to talk about price. This will help take away some of the anxiety that may be holding you back from making more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Want to be great at doing sales discovery?  Sales discovery is one of the most important aspects of a successful SaaS sales process. In this video, you'll learn what sales discovery is, and how to use it to get a better understanding of your customer's needs and wants. You'll also see a real-world example of how sales discovery can be used to close a deal.  Matt Macnamara sits down with Mor to discuss. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Want to close more deals? In today's episode, I'll share the best way SaaS sellers can close more sales without high-pressure sales tactics. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

You can negotiate like a pro with the right techniques. Listen to this episode and learn some of the best tactics for getting what you want in any negotiation. Whether it's buying a car, or getting a raise at work, these tips will help you seal the deal. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When it comes to sales, following up is key. But what do you do if you're getting ignored by leads? In this episode, I'll share the ideal follow up strategy for dealing with leads who ghost on you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Learn this persuasion hack to close more sales. Most people try to be pushy or use logical arguments to get someone to buy from them. But there's a better way. Listen to this episode and learn how to use the power of persuasion to close more deals. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When a prospect tells you they need to talk to their team, it's actually a common objection in sales. Listen to this episode for a direct response on how to handle this objection and continue the sale. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Sales negotiation can seem daunting, but it doesn't have to be. In this episode, I'm going to show you how to negotiate like a pro. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When you're prospecting for new business or working existing pipeline, it's important to always stay on their radar. But what do you do when they suddenly disappear? In today's episode, I'll teach you what to do when prospects ghost you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to get value from every prospect even when you can't close them. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to teach you how to sell the value of your product and differentiate yourself from the competition. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you you'll learn how to sell against the competition. You'll also learn how to find and overcome objections in b2b sales situations. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, we have Will Aitken, Head of Sales Content at Sales Feed. In today's episode, Will shares a sales follow up tip that will help all sellers cut through the noise and reach prospects.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, we have Anthony Natoli, Strategic AE at Lattice, former commercial account executive at Outreach.io, and Co-Founder of The Up&Up, a private sales community that helps salespeople both crush their quota and maintain their mental health. In today's episode, Anthony shares prospecting frameworks and using systems to build a quality pipeline. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you one of the worst ways to build rapport and how to build rapport 10X better. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you when the best time to bring up price on a sales demo. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to get over your anxiety before your sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll answer 2 questions that someone recently asked me: 1) what is a good talk ratio on a sales call? and 2) how do you get prospects that are quiet to engage with you more? Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Duane Dufault, founder of SaaS Growth Coach and host of the Sales Leader Network. In today's episode, Duane will tactically share how masterfully communicate with leads that are coming from a free trial request versus a demo request.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, David Durham, host of the SaaS Thrive podcast interviews Mor Assouline to teach salespeople the following topics:  Best and worst practices for sales demos Fundamentals to nail the discovery call Managing a demo with multiple stakeholders Transparency with customers - be blunt and honest Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you a sales coaching technique that turns your salespeople into closers. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to respond to a prospect that says, "send me a proposal." Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to beat the competition every time. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you the #1 sales question nobody is asking on sales calls. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you the best technique I’ve ever done to set up next steps on a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you 2 words to avoid saying on your sales calls and what to say instead. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to get your prospect to share with you detailed information about their business. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to respond to a prospect that asks, "how did you get my number?" when cold calling. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, Mor Assouline, founder of FDTC, is being interviewed by Harish Maiya. Mor is asked three questions: 1) typical process to close deals, 2) what mistakes were made to lose deals, and 3) what is the most memorable deal closed. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what I think about setting an objection and an agenda on a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll show you how to overcome sales objections that prospects don't tell you. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to have more conversational discovery without interrogating on a sales call, specifically, a discovery call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Mike Simmons, founder of Catalyst Sale. In today's episode, Mike will tactically share how masterfully set up next steps at the end of a sales call.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to teach you what question you should ask on a discovery call that is fantastic for qualifying your prospect and their motivation. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you what you should do after showing a feature on a demo that increases your likelihood to close. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to use the layering technique to do deep discovery without interrogating. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Nate Nasralla, founder of Fluint.io. In today's episode, Nate will tactically share how sales reps can win more deals when they're not in the room.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to handle a situation where the prospect, at the last minute, decides to evaluate a competitor. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share part 2 of how to be more interesting on demos. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you 3 ways to stop being boring and how to be more interesting in sales demos with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Working from home and working in sales takes a toll on the mind. Lots of salespeople are burning out because they haven't built an internal system. In today's episode, I'll share with you my internal system for maintaining my mental health. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you a question that many sales reps ask on sales calls (discovery, demos) that I think is a mistake and what they should ask instead. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have David Durham, host of the SaaS Thrive podcast, and an account executive at Lablebox. In today's episode, David will share his 5 tactical steps to getting over imposter syndrome. Pay attention to this episode because David had no experience as an SDR or AE coming into tech sales.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Open LinkedIn or any other news channel and you'll start seeing it everywhere. An "economic hurricane" is coming and companies are cutting expenses. In today's episode, I'll share with you 5 things you can do to protect yourself and be successful in sales in a down economy. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you my cold email framework that I use to land new leads and clients. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Does your company offer 7, 14, or 30-day free trials to use the software? In this episode, I'll teach you what you should respond to a prospect that wants to sign up for a free trial of your software. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Ever have a discovery or demo with a prospect and they said, "I need this yesterday"? How do you respond? In today's episode, I'll share with you what most salespeople do (which is not a good idea) and what you should be doing if you hear your prospect saying that. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Ryan Vaillancourt, who is now the VP of Sales at Revenue.io. In today's episode, Ryan will share how to tactfully use your call recordings to follow up with prospects, empower your champion, and win more deals. Interested in investing in your sales skills some more? check out FDTC University Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what I think is bad discovery and what I recommend you do to improve the way you go about your discovery calls with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what question your prospect asks on a demo that you should pay attention to.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Josh Roth, who is now the Vice President of Commercial Sales at Lob. In today's episode, Josh will share how to negotiate likes a ninja. I've used his method and won a client. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you the secret to having demos that are distraction-free so that you and your prospect can have better conversations. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to handle a prospect's objection of "reach out to me next quarter." Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what to do if you find yourself about to lose control of your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Have you ever done a demo where the prospect tells you that they'll circle back with their team? In this episode, I'll teach you how to handle this situation so you're not left getting ghosted. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Ever feel stupid or silly asking certain questions and end up not asking? In today's episode, I'll share with you how you can improve your question-asking skills without feeling nervous. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you an approach I use to improve how to talk about the benefits of a feature. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Today we have Kevin "KD" Dorsey, who's the Practice Lead: Sales Leadership at Winning By Design and the host of LIVE BETTER. SELL BETTER. Podcast. In today's episode, Kevin will share how reps can tactically ask for the close on a sales demo. This is by far one of the best episodes on SaaS Talks. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to share with you a line you should use when negotiating with a prospect to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you when and how to ask for the close from your prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you warning signs to pay attention to on a demo that can help you close more demos, and if not careful, lose a deal. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you 2 questions you need to ask before even starting your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll go over what mistakes sales reps typically do on sales calls, what questions to stop asking on demos, and how to improve it. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here. 

In today's episode, I'll share with you one easy trick to improve the way you pitch your features, pricing, product, etc. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you a better way to follow up with a prospect after your sales demo. Shout out to Kevin "KD" Dorsey for inspiring this episode. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what you should do if your prospect has not responded to your follow-ups, and I'll answer the question of, should you send break up emails? Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to best ask an open-ended question on a sales call with a prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Account executives tend to stumble when it comes time to close the prospect. In today's episode, I'll share with you 2 questions you can ask at the end of a sales call to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you my take on negotiation and closing and how to handle a prospect that's asking for discounts. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll be sharing an insightful approach to get your prospects to sell you on why they need your product. I got this from reading a post by Massimo Severino. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Today we have Fred Melanson, who's the founder of Bliinx and the host of Value First: The Product Led Sales Podcast. In today's episode, Fred will share how to find buying intent signals from prospects so you're not wasting your time with bad leads. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

If you don't know an answer to your sales demo then what do you do? #1, don't freak out that you don't know the answer. #2, don't say "I don't know." In this episode, I'll teach you what you should say instead. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

We're all taught to give value on your sales demos or your follow-up emails, but what does that even mean? In today's episode, I'll share with you examples of value that I used to give to prospects and how you can do it too. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

There are 2 ways to derail a sales demo. In today's episode, I'll share with you the 2 ways and how to prevent it from happening. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

Someone posted on LinkedIn the other day that you should delete certain words from your sales vocabulary like, "all in one solution" or "one-stop shop", but I disagree. In today's episode, I'll share with you why you should NOT delete those words and how they help with making power moves on sales calls. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

As an account executive, one of the most important things you need is a large pipeline. In this episode, I will teach you how to easily build a pipeline with little to no effort.  Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

One of the most important communication skills you can develop as a salesperson is the proper tone of voice. In this episode, I will teach you how to improve your tonality via a simple exercise. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

Sales follow-ups nowadays have to be an omnichannel approach. In today's episode, I'll share with you what exactly is an omni-channel approach and how to do it effectively. Questions? Connect with me on LinkedIn and let me know!

Today we have Collin Mitchell, who's the CRO of Salescast and the host of The Sales Transformation podcast. In today's episode, Collin will share a different approach to doing sales discovery that reps are probably not doing, but if they did would see serious results. Questions? Connect with me on LinkedIn over here.

Building a pipeline can be time-consuming, expensive, and hard. In this episode, I'll teach you how to build a pipeline without spending more money on leads. Questions? Connect with me on LinkedIn and let me know! P.S. Here's the link to my sales advice newsletter. 

Many account executives sell software with monthly plans. In this episode, I'll share with you a strategy to use in order to sell more. Questions? Connect with me on LinkedIn and let me know!

People want to buy from people they trust. In this episode, I'll share with you 4 tactical steps to take to build trust early on with your prospect. questions? Connect with me on LinkedIn and let me know!

The skill that there's no formal training on will change your sales life and help you close deals. In this episode, I'll share with you how tonality is the secret sauce to closing demos. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll share with you a question someone asked me about a month ago on the subject of getting over the fear of sales calls and demoing. Questions? Connect with me on LinkedIn and let me know!

A LOT of AEs have a pipeline of a few prospects that said they would sign up, but the problem is they haven't activated their accounts yet. In today's episode, I'll share with you a strategy that works REALLY well in order for you to help convert those prospects into customers before 2022. Questions? Connect with me on LinkedIn and let me know!

I did a demo with an AE the othe rday where we covered how to communicate effectively on demos. In this episode, I'll share with you 1 tactical strategy I shared with this AE to do on demos, emails, and follow up calls. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll be sharing with you the secret to closing more demos as well as the 4 steps to practically do it. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll be giving away something for free, a recorded sales demo workshop on the topic of discovery, as well as answering the question of should you show slides during your discovery call. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll be sharing with you one of the follow-up strategies I use to close new revenue. Questions? Connect with me on LinkedIn and let me know!

Ever ask a prospect, "do you have any questions on what I just showed you?" If so, you're not alone. A lot of AEs need to improve their question asking on demos and in this episode, I'll share with you some ways to fix that. Questions? Connect with me on LinkedIn and let me know!

A lot of AEs are struggling to have conversational discovery. The problem is when they interrogate the prospect which makes the call feel too transactional. In this episode, I'll share with you a framework that you can use to have more conversational and in-depth discovery. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you why I think your sales demos are not converting. Yes, it has to do with tailoring your demo, but how? Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share 3 tactical things you can do to gain your prospect's trust on your sales call. Whether you're on a discovery call or demo, these 3 strategies helped me win a lot of deals. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you how I coach AEs on demos and how you can coach yourself and other AEs as well. Questions? Connect with me on LinkedIn and let me know!

If there's one job that taught me sales very early on in my life it was when I was a waiter at a Mexican restaurant. In this episode, I'll share with you tactical lessons that I've picked up and applied to my sales career that got me more money and more customers over time. Questions? Connect with me on LinkedIn and let me know!

When someone tells you to follow-up with them next quarter, how do you overcome this to book the meeting still? In this episode, I'll share with you 3 ways you can approach this "objection."  P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!

Asking good discovery questions means asking probing discovery questions. But a lot of AEs struggle with asking probing questions because they're worried their prospect will be turned off. In this episode, I'll teach you how to get better at asking the questions you need to ask on discovery? P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!

It happens to all of us, you do a demo, the prospect loves it, but after a few follow ups the prospect tells you, "we're putting it on the back burner" and hold off on going with your solution. In this episode, I'll teach you what you should do in this scenario. Questions? Connect with me on LinkedIn and let me know!

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

If you are an AE that's struggling to close demos or a new AE that wants to get ramped up quickly, or maybe you're a founder that wants to get your new AEs crushing demos quickly, then listen to today's episode. Questions? Connect with me on LinkedIn and let me know!

Today we have Ethan Parker, who's the VP of Revenue at AltiSales and the head of Outbound Squad. In today's episode, Ethan will share his framework around digging into pain and connecting that to the prospect's priority. Questions? Connect with me on LinkedIn over here.

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you 3 tactical things you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

I just got a call from an unknown number. Not once, but twice. It was rejected. This is happening to a LOT of sales reps. In this episode, I'm going to teach you how to not get your calls rejected when following up? Questions? Connect with me on LinkedIn and let me know!

This is a Thanksgiving Special - listen to this episode to find out more. 

You can measure a lot of things with solutions like Gong.io or Chorus, but what you cannot measure is tone of voice, yet it's a very powerful skill to have during your sales demos. In today's episode, I'll share an experiment you should do to improve your tonality on calls so you have better punchlines on your sales demos. Questions? Connect with me on LinkedIn and let me know!

The discovery is the most important part of the entire sales process. What you ask during discovery is critical to the call. In this episode, I'll share with you what you should avoid doing on your discovery call. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you a fantastic question to ask at the end of your discovery, before your demo starts. Questions? Connect with me on LinkedIn and let me know!

For about a year now I was doing a solo act for my podcast, but over time I was getting bored and wanted to offer more to my listeners. Today we have Nick Cegelski - many of you know who he is b/c you listen to his podcast, 30 minutes to President's Club. In today's episode, Nick will talk about how to kick off a sales meeting right so that you can 1) gain the prospect's trust, 2) have an easier time setting next steps, 3) make sure you're aligned. Questions? Connect with me on LinkedIn over here. 

Ever watch a movie where the actors were so bad you could tell they were reading from scripts? Well, bad salespeople are the EXACT same. In this episode, I'll teach you how not to sound like a crappy salesperson over the phone and while you do demos. Questions? Connect with me on LinkedIn and let me know!

All of you AEs listening to this, or aspiring AEs, I'm going to tell you what I ALWAYS have on my demo so your demos sound better. Questions? Connect with me on LinkedIn and let me know!

AEs have a problem building a big pipeline that tends to not close when they need it to. Why is that? In today's episode, I'll explain the mistakes that many salespeople make, what is the negative impact of that mistake, and how to fix it so your pipeline closes. Questions? Connect with me on LinkedIn and let me know!

What do you answer your prospect when they ask you how you compare to the competition? In this episode, I'll give you a tip on what you should not do and what you should do. Questions? Connect with me on LinkedIn and let me know!

Ever notice how some salespeople are just REALLY good at speaking? They captivate their prospects on demos. In this episode, I'll share with you how you can sound 10X better on a sales call. Questions? Connect with me on LinkedIn and let me know!

A common problem that AEs deal with is a prospect that doesn't want to go through discovery, they just want to jump into the demo. In this episode, I'll teach you EXACTLY what to do in this situation. Questions? Connect with me on LinkedIn and let me know!

In SaaS, the sale is never over. Because of this, AEs can sometimes sign up the worst types of customers. In this episode, I'll share with you the best insurance policy for preventing customers from cancelling. Questions? Connect with me on LinkedIn and let me know!

There are a LOT of sales skills that an AE can learn, but which one should they focus on? In today's episode, I'll share with you what skill to focus on for the new year and how to improve on it. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'm sharing something insightful that I found out recently + offering a free workshop, take a listen. 

Do you want your career in sales to be above average? Do you want to be in the President's Club? How about hitting quota consistently? In this episode, I'll share with you my two cents on what you can do to have sales be a little easier for you. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sixth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fifth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fourth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a third sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a secondary sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

The best sales reps are the ones that are prepared for any situation. In today's episode, I'll teach you how to prepare for any objection. Questions? Connect with me on LinkedIn and let me know!

I quit sales. Many don't know my story, but a long time ago, I hated sales. In today's episode, I'll share with you my story of having a fear of sales to now loving it. Questions? Connect with me on LinkedIn and let me know!

AEs think that the best day is when they have back to back to back demos, but that's a mistake. In today's episode, I'll share with you 3 reasons why you shouldn't do back to back to back demos. Questions? Connect with me on LinkedIn and let me know!

Improving your sales skills, role-playing, and updating your CRM is all good, but what's it worth if you don't know your numbers? In today's episode, I'll share what numbers all of you AEs should be paying attention to. Questions? Connect with me on LinkedIn and let me know!

What should an AE do when the prospect asks them what the next steps are? In this episode, I'll teach you what to do and how to control a promising situation that will lead you to close the prospect quickly. Questions? Connect with me on LinkedIn and let me know!

Believe it or not, there's a time in your sales demo that you should stop selling. In today's episode, I'll show you why and when to stop selling. Questions? Connect with me on LinkedIn and let me know!

Product knowledge can replace gaps in sales skills. In today's episode, I'll teach you what you can do to get dramatically better at product knowledge. Questions? Connect with me on LinkedIn and let me know!

Being great at discovery has a lot to do with being curious. In this episode, I'll share with you what I did to get more curious on demos and discovery calls. Questions? Connect with me on LinkedIn and let me know!

What do you do if your prospect responds to your discovery question with, "we don't have any issues or problems"? In today's episode, I'll teach you how to respond back to this type of response. Questions? Connect with me on LinkedIn and let me know!

Want to close deals faster? There are a lot of strategies to do this, but in today's episode, I'll teach you what you can do to close your demos faster. Questions? Connect with me on LinkedIn and let me know!

Do you want to build a bigger pipeline that has a higher probability to close? In this episode, I'll teach you what you need to do in order to your leads to close. Questions? Connect with me on LinkedIn and let me know!

The best reps don't have the biggest pipeline, they have the most accurate pipeline. In this episode, I'll teach you how to build a more accurate pipeline so you can close the majority of your demos. Questions? Connect with me on LinkedIn and let me know!

Don't you hate it when you do a sales demo only to find out that your prospect isn't even interested to purchase your solution in the end? In this episode, I'll teach you how to identify if your prospect is really in the market to purchase. Questions? Connect with me on LinkedIn and let me know!

How do you overcome sales objections? You don't. In this episode, I'll teach you why you should stop trying to overcome objections and what you should do instead. Trust me, you'll be 10X more successful at this. Questions? Connect with me on LinkedIn and let me know!

Every account executive at the end of their sales demo has experienced the following, "I need to go speak to my team first." What do you do when the prospect says this? In this episode, I'll teach you exactly what to say in order to better be prepared. Questions? Connect with me on LinkedIn and let me know!

Every salesperson should listen to their own call recordings in order to improve their sales skills. But what if you can't afford Gong.io or the other conversation intelligence solutions? In this episode, I'll teach you what you should do instead. Questions? Connect with me on LinkedIn and let me know!

A few months ago while demoing software solutions, one of the AEs at the company I was looking into sent me a 70-page case study. I realized that case studies don't work because I didn't even bother reading through them. In today's episode, I'll teach you what to do instead of sending out case studies to your prospects. Questions? Connect with me on LinkedIn and let me know!

Salespeople think they know their buyers, but they don't. Salespeople have a major gap in their skills that is causing them to lose deals without knowing why. In this episode, I'll share with you what you can do to fill in the missing gap that many salespeople have and close more sales. Questions? Connect with me on LinkedIn and let me know!

Salespeople are getting bombarded with too much advice and trying to bite off more than they can chew when it comes to improving their sales skills. In this episode, I'll share with you how I teach my team to improve their skills without getting burnt out. Questions? Connect with me on LinkedIn and let me know!

When should you ask your customers for referrals? In this episode, I'll share with you one of the best times to ask for referrals. Questions? Connect with me on LinkedIn and let me know!

Don't think that sales demos are all about the product.  My most successful calls were the ones where the prospect spoke more than I did. In this episode, I'll share with you my favorite 3 questions to ask on a sales demo that creates major engagement. Questions? Connect with me on LinkedIn and let me know!

How do you set yourself up for success before a sales demo? In this episode, I'll share with you 3 things to do before your demo to get in the zone. Questions? Connect with me on LinkedIn and let me know!

Salespeople have bad habits. Those habits can make a subtle difference in which direction the demo goes. In this episode, I'll share with you which bad sales habits to pay attention to and how to avoid it. Questions? Connect with me on LinkedIn and let me know!

Do you want to increase your demo close rate? In this episode, I'll share with you a tip that my team follows in order to close more sales demos. Questions? Connect with me on LinkedIn and let me know!

If you're an AE that wants to close more deals and close them faster, then pay attention to this episode. In this episode, I'll teach you what you need to do in order to help push a deal down the pipeline so you can close more and get paid more commission. Questions? Connect with me on LinkedIn and let me know!

How do you avoid playing the waiting game after you've done a demo? This happens a lot to AEs and in today's episode, I'll teach you how to stop playing the waiting game with your prospect so you can close deals faster. Questions? Connect with me on LinkedIn and let me know!

In order to become an expert at giving sales demos, you first need to become an expert in the fundamentals. In this episode, I'll teach you what 3 fundamentals to focus on and how to get good at it. Questions? Connect with me on LinkedIn and let me know!

In this episode, I will teach you how to think about objections and how to handle them like you've never handled them before. Questions? Connect with me on LinkedIn and let me know!

How do you do deep discovery with a prospect without feeling like you're bombarding them with questions? In this episode, I'll share with you 3 things to avoid and 3 things that you should do during your discovery calls. Questions? Connect with me on LinkedIn and let me know!

Don't confuse "do you have any questions?" with engaging with a prospect on a demo. In this episode, I'll teach you why asking that question is flawed and what you can do to replace it so you have more engaging demos. Questions? Connect with me on LinkedIn and let me know!

Do you ever have a prospect ask you to send them references? In this episode, I'll share with you the proper way to share customer references with your prospects. Questions? Connect with me on LinkedIn and let me know!

A lot of AEs pitch features the wrong way and then they wonder why the prospect didn't get enough value from the demo. In this episode, I'll teach you how AEs are pitching and how they should be pitching features. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you a story that happened to my wife that will teach you everything you need to know about getting a prospect to listen to you. Questions? Connect with me on LinkedIn and let me know!

There's a lot of sales advice out there teaching you what to do, what to say, and how to say it. With all this information, it's important to remember that you don't need to always stick exactly to the script. In this episode, you'll learn how to properly take sales advice and apply it without letting it backfire. Questions? Connect with me on LinkedIn and let me know!

How do you ask your prospect about firm deadlines without being too aggressive or too soft? In this episode, I'll teach you exactly how to go about asking prospects about their buying process and deadlines, properly. Questions? Connect with me on LinkedIn and let me know! 

Asking about the prospect's timeline is one of the most important questions to ask during discovery and demo. In this episode, I'll share with you how to ask about firm deadlines without being too aggressive or too laid back. Questions? Connect with me on LinkedIn and let me know!

A lot of AEs spend time on their demos talking about how much money their company has recently raised or how many customers they have. Is this a good idea? Yes and no. In this episode, I'll share with you what's wrong with bragging and how to do it properly. Questions? Connect with me on LinkedIn and let me know!

I've been a week late in uploading new episodes, and I'll share with you why. Also, in today's episode, I'll share with you what a salesperson emailed me back after I told him to remove me and what you can learn from it. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll share with you 4 high qualities that you should acquire if you want to give the best demos. Questions? Connect with me on LinkedIn and let me know!

It's a known thing that people don't trust moving companies, I know I don't. But earlier this week I had an incredible experience with one. In today's episode, I'll share with you what one moving company did that was so amazing I decided to hire them. Questions? Connect with me on LinkedIn and let me know!

I've said this before, closing does not start at the end of the demo, it starts in the beginning. So how do you get really good at closing? In this episode, I'll teach you exactly what to do so your close rates go up so you can crush quota. Questions? Connect with me on LinkedIn and let me know!

As salespeople, we're taught to get next steps locked into the calendar with the prospect, but a lot of AEs make the mistake of doing this incorrectly. This then leads the prospect to not show up and ghost the AE. In this episode, I'll uncover the wrong way to get next steps on the calendar and how you can fix it. Questions? Connect with me on LinkedIn and let me know!

When you're doing discovery, asking who the decision-maker is one of the most important questions, but there's another question that is slightly more important to ask. In this episode, I'll teach you what question you must ask during discovery to help you close a deal. Questions? Connect with me on LinkedIn and let me know!

Although I don't talk much about cold prospecting, there are some pieces of content that fall into doing demos and following up with inbound leads that are worth talking about. I'm specifically referring to a situation where someone DMed me on LinkedIn and completely shot themselves in the foot, and you may be doing the same thing. In today's episode, I'll share with you a story of how not to email a prospect and what to do instead. Questions? Connect with me on LinkedIn and let me know!

How do you know if your prospect will buy from you? In today's episode, I'll teach you 3 things you have to do before you get to closing on your sales demo. Questions? Connect with me on LinkedIn and let me know!

How do you build trust early on your sales demo? Are you talking about the city you live in or asking about the recent weather? Sorry to break it to you, but that's not the way to build trust early on. In this episode, I'll teach you the best way to build trust with your prospect as soon as possible without talking about the weather. Questions? Connect with me on LinkedIn and let me know!

there are 6 behaviors that buyers ranked as immediate deal killers. In today's episode, I'll share with you the 2 top immediate deal-killers and how to avoid them so you can close more deals. Questions? Connect with me on LinkedIn and let me know. P.S. I'll soon be releasing a course on closing more deals called From Demo To Close so if you're interested, please let me know!

What do Michael Jordan, Kobe Bryan, and Mike Tyson have to do with getting really good at sales demos? In this episode, I'll teach you what you should do to get 10X better at sales demos instead of reading books. Questions? Connect with me on LinkedIn and let me know?

I find I can get bogged down sometimes when working  There are some must-have tools I use to get me through the day. In this episode, I'll share with you 3 tools that I recommend you use every day. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll teach you what you should say on your sales demos so you and your prospect are ALWAYS on the same page and there's never a miscommunication. Questions? Connect with me on LinkedIn and let me know!

There are other factors besides not closing more deals that will affect your quota.  It's not building a bigger pipeline, increasing your deal size, or decreasing your time to close. In this episode, I'll share with you how being ontop of your emails has a direct impact on your quota. Questions? Connect with me on LinkedIn.

In this episode, I'll share with you when it's the most optimal time to close a deal. Questions? Connect with me on LinkedIn and let me know!

Salespeople make the mistake of trying to be better at selling buyers into buying their products and services, but that's a mistake. Buyers hate being sold to. In this episode, I'll teach you what buyers want instead and what you can do to be a better salesperson. Questions? Connect with me on LinkedIn and let me know!

Getting the next steps on the calendar is REALLY important after a sales demo with a prospect, but there's a wrong way and a right way to do it. In this episode, I'll uncover the wrong way to get confirmed follow-up next steps with the prospect and what you should do instead. Questions? Connect with me on LinkedIn and let me know!

How do you know if your sales demo is the best you can do? Different companies have different criteria for what a sales demo should look like. While there's no only one way to do things in sales, there are things you should do consistently on your sales demos across any industry in order to increase your demo conversion rates. In this episode, I'll share with you what I think a perfect sales demo looks like. Questions? Connect with me on LinkedIn and let me know!

With so much information on how to improve in sales demos, it's difficult to filter out what you should focus on first. In this episode, I'll share with you 4 steps that I use for my team that you should follow in order to get better at doing sales demos without being overwhelmed. Questions? Connect with me on LinkedIn and let me know!

As a new or even experienced account executive in a SaaS company, there are many skills to juggle and mistakes to avoid. When I asked the question of what mistakes should new AEs avoid, I got a lot of answers. But in today's episode, I'm only sharing 3 top answers that people thought are the most important. Questions? Connect with me on LinkedIn and let me know!

When you're in the late stages of the sales process, or at end of the demo, what can you ask your prospect in order to push the deal forward? In this episode, I'll teach you 2 questions to ask at the late stages of your sales funnel. Questions? Connect with me on LinkedIn and let me know!

Does your solution do this? Is your solution able to [fill in the blank]? Ever have prospects ask about features your product doesn't do? In this episode, I'll share with you how you should handle this question and what should you do if you don't have the feature your prospect is asking about. Questions? Connect with me on LinkedIn and let me know!

Too many salespeople are competing for attention which also means, your prospects' attention spans are limited.  What does that mean for sales demos? In this episode, I'll teach you 3 things to never do on demos and 3 things to always do on sales demos. Questions? Connect with me on LinkedIn and let me know!

Can you be successful at sales without focusing on closing? In this episode, I'll share with you what I think is more important than closing, getting a budget, and speaking to the decision-maker. Questions? Connect with me on LinkedIn and let me know!

Mastering sales demos isn't easy.  What has my experience in sales taught me? In this episode, I'll teach you 4 things that allowed me to master sales demos and how you can too. Questions? Connect with me on LinkedIn and let me know!

Sales can feel complicated at times.  And many who give advice like it that way. It gives them job security. In this episode, I'll share with you how to simplify sales demos so it doesn't feel complicated. Questions? Connect with me on LinkedIn and let me know!

What books should you read to improve your sales game?  In this episode, I'll share 4 books I recommend you start out with. Questions? Connect with me on LinkedIn and let me know!

If you're like most SaaS salespeople, your follow-ups are a mixture of phone calls, DMs, and emails. But how do you know if your email follow-ups are effective? In this episode, I'll teach you how to identify if your email follows are working or not. Questions? Connect with me on LinkedIn and let me know!

How do you pitch better with just your tone of voice? In SaaS sales, all you have is what you say and how you say it, and how you say something has a bigger impact on your conversions. In this episode, I'll teach what the 7-38-55 Rule is and how to use it to sound better when speaking on demos. Questions? Connect with me on LinkedIn and let me know!

I made an episode about how to respond to a prospect if they ask for the price of your product before the sales demo. I'm a big believer in A/B testing everything in sales. In this episode, I'll share with you a second variation on how to respond to a prospect that wants to see the price before getting a demo. Questions? Connect with me on LinkedIn and let me know!

Do you send out a post demo email to your prospect after a demo? Do you ever include case studies? In this episode, I'll share with you one of the worst things I've seen on a post demo email, that was sent to me by an AE, and what you can do to avoid this major mistake. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

What do you think the difference between an average salesperson and a good one? what about a great salesperson? In this episode, I'll share with you what all great salespeople have in common and how simple it is to be one yourself. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

There are many emotions you can show on a demo that will help you increase the probability of converting a deal. But, there are some emotions that will directly impact your chances of earning trust with your prospect, and that could kill your chances of closing the deal. In this episode, I'll share with you the one emotion to never show on your demo to a prospect. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

What's more important when you're following up with a prospect, timing, or relevancy? In this episode, I'll teach you what's more important, why, and what to do. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

How many times have you ignored an email hoping the salesperson would get the hint?   It feels easier to ignore than to respond, so they keep following up.  Do you know who else is the annoying salesperson? You are. In this episode, I'll teach you how to stay top of mind in your sales follow-up emails without sounding desperate. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

When is the best time to follow up with a lead after your first attempt? In this episode, I will teach you just how often you should follow up with a new lead to increase the likelihood of connecting with them. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

When you're on sales demos, you have 2 things you can use, what you say and how you say. The how you say it part is more important. In this episode, I'll share with you what you can do to improve your tonality and how you speak, dramatically. Questions? Connect with me on LinkedIn and let me know! P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.

When should you follow up with a prospect after your sales demo? In this episode, I'll share with you the best time to circle back with your lead after your sales conversations. Questions? Connect with me on LinkedIn and let me know!

Why should a vendor use your product and buy from you? How do you pitch your product during demos? Do you want to drive home your product's value more? In this episode, I'll teach you how to demo better. Questions? Connect with me on LinkedIn and let me know!

Which discovery questions do you think are the most important? In this episode, I'll share with you which question you need to drill down during your discovery call. Questions? Connect with me on LinkedIn and let me know!

For all of you that are selling in enterprise sales or high-ticket items, wouldn't you want to close more deals without leaning on discounts to do so? In this episode, I'll teach you how you can close on your demos without sacrificing price. Questions? Connect with me on LinkedIn and let me know!

Have you ever called the billing department or tech support for your computer, phone, or healthcare company? Doesn't it suck to talk to a robot or talk to a human that sounds like a robot? In today's episode, I'll share with you a pet peeve I have on discovery calls that may be hurting your calls more than helping you. Questions? Connect with me on LinkedIn and let me know!

There are many ways to make your discovery calls more conversational, and in today's episode, I'll show you another tried and true approach to creating epic conversational discovery calls. Questions? Connect with me on LinkedIn and let me know!

If a prospect is comparing you to a competitor that you've never heard of what do you do? In this episode, I'll teach you how you can use algebra (don't worry, it's easy) to handle this situation on your sales demos. Questions? Connect with me on LinkedIn and let me know!

Gong.io released research showing that when your competitors are brought up during your sales demo early on, the odds of winning the deal increase. What can you do to increase your probability of closing the deal on top of what Gong's research shows? In this episode, I'll teach you what you should do on every call after you find out which competitors your prospect is evaluating. Questions? Connect with me on LinkedIn and let me know!

There are some things to never say when following up with your leads in order to schedule a sales demo. In this episode, I'll share with you what you should exclude from your vocabulary when following up with prospects. I'll also teach you what you should say instead so your chances of scheduling sales demos increase. Questions? Connect with me on LinkedIn and let me know!

Mistakes happen, but what if it comes at the price of ruining trust between you and your prospect? In this episode, I'll share with you a major mistake you could be making on your sales calls without even realizing it. Questions? Connect with me on LinkedIn and let me know!

Do you ever say the words, "um" or "cool" on demos? This is what I call, filler words. In this episode, I'll teach you how to stop using filler words that don't help and what you can do to fix them. Questions? Connect with me on LinkedIn and let me know!

What do you respond to a prospect that tells you your price is too high? In this episode, I'll teach you to handle this price objection so you can increase your demo conversion rate. Questions? Connect with me on LinkedIn and let me know!

How do you get away with not knowing sales but still closing? You can get very far in the sales funnel without being great at sales. In this episode, I'll teach you the 3 things you need in order to close more deals without having to be a sales expert. Questions? Connect with me on LinkedIn and let me know!

Andy Whyte, who wrote the MEDDICC book talks about a proven method about how to open up the discussion on the initial sales call with a prospect. In this episode, I'll teach you how to open up the discussion on your sales call so your chances of success dramatically increase. Questions? Connect with me on LinkedIn and let me know!

There is a right way and a wrong way to do discovery calls. In this episode, I'll share with you a major mistake you could be making during your discovery calls, and how to fix it. Questions? Connect with me on LinkedIn and let me know!

This episode is dedicated to all new salespeople and AEs, whether you've been promoted from SDR to AE, or new to the job entirely. In this episode, I'll teach you what you can do to help build your pipeline quickly as well as be effective in your sales follow-up calls and emails. Questions? Connect with me on LinkedIn and let me know!

How should you respond to a prospect that says they want to speak to their team after your sales demo? In this episode, I'll teach you a tactic on what is the best way to handle this situation. Questions? Connect with me on LinkedIn and let me know!

If your prospect asks for the price of your product before wanting to get on a sales demo, what do you do? In this episode, I'll show you a strategy to use that will help you handle this situation. Questions? Connect with me on LinkedIn and let me know!

Nobody is perfect, every salesperson has an area that they need to improve on, whether it's discovery, demo, or close. In this episode, I'll teach you how you can dramatically improve your sales weaknesses so you are closing more deals. Questions? Connect with me on LinkedIn and let me know!

Do you ever have demos where your prospect asks you if your product has XYZ feature and it doesn't? how do you respond? In this episode, I'll teach you what NOT to say and what to respond instead, just like a Jedi. Questions? Connect with me on LinkedIn and let me know!

It doesn't matter how many demos you have under your belt, if you don't have your brain wired correctly during your sales demos, you won't convert as many deals. In this episode, I'll share with you 2 very powerful codes to use in order to re-wire your brain so you can close more deals than the competition. Questions? Connect with me on LinkedIn and let me know!

Nowadays, every company sends their prospects material after a sales call to help close the sale, but it's flawed. In today's episode, I'll share with you what you need to do in order to gain your prospect's trust quickly over the competition so you can convert more of your demos. Questions? Connect with me on LinkedIn and let me know!

In past episodes, I've shared tips on how to increase engagement on demos. In today's episode, I'll share with you a tip I heard from Kyle Coleman that dramatically increases engagement on demos, and it's not complicated to do. Questions? Connect with me on LinkedIn and let me know!

Do you do sales demos but are not impressed? Do you feel like you could dramatically improve in areas of your sales conversations? In this episode, I'll teach you what you can do to go from average (or even good) to great and memorable on your sales demos. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll share with you an important reminder about doing sales demos that many AEs are overlooking. Questions? Connect with me on LinkedIn and let me know!

I always find it somewhat awkward on a demo when the salesperson is speaking with the prospect but the prospect has his face turned up and to the right, and the salesperson is looking down to the left. In this episode, I'll teach you how to fix awkward demos. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll share with you why you should not email your prospect to confirm your demo, and what to do instead. I picked this tip up from Jake Dunlap, Founder of Skaled. Questions? Connect with me on LinkedIn and let me know!

Are you taking down notes about what your prospect says on demos? There's something you may be forgetting that is the secret to understanding your prospect. In this episode, I'll share with you what else you should be writing down on your sales calls. Questions? Connect with me on LinkedIn and let me know!

Imagine you're able to capture your audience's attention without being salesy. Imagine you're able to present your product in the most memorable way. In this episode, I will share with you the #1 skill you should learn this year to take your sales game to the next level. Questions? Connect with me on LinkedIn and let me know!

What question can you ask your prospect at the end of your sales demo in order for them to share honest feedback about the product? In this episode, I'll teach you what question you can ask to prevent the deal from slipping away. Questions? Connect with me on LinkedIn and let me know!

Last week I was sitting on Kyle Coleman's sales webinar (which was super actionable btw) and noticed a few questions coming through the live chat. And then someone asked, "should you always send the recording of your demo or only send it if a client asks for it?"  In this episode, I'll share my advice on when you should send the demo recording. Questions? Connect with me on LinkedIn and let me know!

What do you respond when a prospect says, "reach out to me next quarter?" or "we are early on in the buying process?" In this episode, I'll share with you a new response to use when a prospect is postponing the purchase of your product or service. Questions? Connect with me on LinkedIn and let me know!

This episode is part three of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part three focuses on the end part of the demos. Questions? Connect with me on LinkedIn and let me know!

This episode is part two of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part two focuses on the middle part of the demos. Questions? Connect with me on LinkedIn and let me know!

This episode is part one of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part one focuses on the beginning of demos. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you why you don't need to answer all the questions your prospects ask you on the demo. Questions? Connect with me on LinkedIn and let me know!

Many times I hear salespeople say to a prospect, "so, tell me about your business." This a flop. In this episode, I'll teach you what you should do to earn major trust from your prospects so you can close more deals by being the expert and not the classic salesperson. Questions? Connect with me on LinkedIn and let me know!

Part 5 - In this episode, I'll share with you 1 major mistake to avoid on your demos and how to fix it. Questions? Connect with me on LinkedIn and let me know!

Part 4 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!

Part 3 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!

Part 2 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!

Part 1 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you what you can do to control the sales process without being controlling. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll teach you what me and my team ALWAYS do before we start our demos. Questions? Connect with me on LinkedIn and let me know!

When should you ask for referrals before they reach the later stage of the customer funnel? In this episode, I'll share with you the 2 things I follow in order to achieve this. Questions? Connect with me on LinkedIn and let me know!

Do you ever do demos where your prospect is currently using your competitor's solution? In this episode, I'll teach you what you should focus on when demoing your product with prospects that are looking to switch out from your competitor. Questions? Connect with me on LinkedIn and let me know!

Do you leave your cameras on throughout your demos? There's a ton of value when you're able to see your prospect's face and vice versa, but to what end? In this episode, I'll share my thoughts and experience with keeping cameras on during demos and other strategies on how I've been doing it. Questions? Connect with me on LinkedIn and let me know!

Would you like to earn your prospects' trust sooner? In this episode, I'll teach you what you can do to drive your leads and prospects through your sales funnel. Questions? Connect with me on LinkedIn and let me know!

What do you do if your prospect wants you to talk about your product's plans and pricing before doing the demo first? In this episode, I'll teach you what you can say to your prospect that will prevent the conversation from prematurely talking about price. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself struggling to get everyone on your demo engaged? It's easy to do it when it's just you and the prospect, but how about 4-6 other people? In this episode, I'll teach you what you can do to not lose your audience's attention on your demos. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you what I do when a prospect sends me an email that requires a thoughtful response. Questions? Connect with me on LinkedIn and let me know!

In episode 106, I talked about one of the problems of having too many tabs open. One of the biggest issues is that too many tabs cause major lag on whatever screen you're working on (especially on demos) and it's really embarrassing. In this episode, I'll share with you what I do to keep all my tabs and not have it affect my computer and browser speed. Connect with me on LinkedIn and let me know!

I am what you call, a "tab collector. "I have a tendency to have a ton of tabs open on my computer throughout the day, and yes, I need them all open. The problem is, too many tabs open causes major lag on whatever screen you're working on (especially on demos), and clutter on your browser and that creates confusion. In this episode, I'll share with you what I do to declutter my sales productivity. Questions? Connect with me on LinkedIn and let me know!

Does your prospect ever ask you, "does your product do [feature]?" or "do you integrate with [app]?" In this episode, I'll share with you what you should do before being quick to respond to your prospect's questions on demos. Questions? Connect with me on LinkedIn and let me know!

Don't you hate it when you complete a really good demo with your prospect only to have them ghost you? What's going in your prospect's mind? What went wrong? What are they thinking? In this episode, I'll share with you 3 things to do in order to better understand your prospects. Questions? Connect with me on LinkedIn and let me know!

Sometimes on demos when I ask my prospects questions, they give me a short answer,  "nope" or "yep,"  and I can tell by their tone of voice that they aren't interested in what I'm showing them. But, I started taking a different approach that gets them to open up. In this episode, I'll share with you what you should do if you're on demos and your prospects are not engaging with you. Questions? Connect with me on LinkedIn and let me know!

Do you want to get really good at doing sales demos? In this episode, I'll teach you how to improve your sales demos using the same strategies that I use. Questions? Connect with me on LinkedIn and let me know!

I made over 72,000 cold calls in a 12 month period when I started my career in sales. Over time, I learned that using data to make decisions is the only way to scale efficiently. So, I took this knowledge and experience and applied it to sales demos. In this episode, I'll teach you what you should do to optimize your sales demos using data-driven strategies. Questions? Connect with me on LinkedIn and let me know!

Zoom is part of our sales lives more than ever. In this episode, I'll share with you an excellent and practical tip to learn how to make digital eye contact, thanks to Collin Cadmus's advice. Questions? Connect with me on LinkedIn and let me know!

Without understanding what your prospect expects from you and your product, what good is your demo? In order to drive value throughout your sales process, you need to ask certain questions. In this episode, I'll share with you the #1 question to ask in order to unravel your prospect's expectations. Questions? Connect with me on LinkedIn and let me know!

Doing demos is not all about how good you are in sales or how good you listen to your prospect. In this episode, I'll share with you something else you can do on your demos to shorten your sales cycle and increase your conversion rate. Questions? Connect with me on LinkedIn and let me know!

Is it good to talk about the competition on demos or not? If so, how and when? In this episode, I'll teach you what I've discovered to be the best way to tackle this question and improve your conversion rates. Questions? Connect with me on LinkedIn and let me know!

One of the biggest FUDs (fear, uncertainty, and doubts) your prospect deals with is your product working seamlessly with others. In this episode, I'll share with you what you can do to improve your chances of winning over new business with this type of buyer environment. Questions? Connect with me on LinkedIn and let me know!

How do you know if your prospect is impressed by you or not? How do you know if your prospect trusts you? In this episode, I'll share with you what you must do before every discovery and demo call to win over your prospect. Questions? Connect with me on LinkedIn and let me know!

Do you use stats on your demos? How do you know if your prospect finds value in it? In this episode, I'll teach you how to properly use data and stats on your demos to convert more deals. Questions? Connect with me on LinkedIn and let me know!

There are 2 apps in this world that allows me to be 10X more focused during my workday. In this episode, I'll share with you what you can use to work faster and more productive. Questions? Connect with me on LinkedIn and let me know!

What you do on your demo is really important, but what you don't do on a demo can affect your sale. In this episode, I'll share with you the #1 mistake you might be making on demos, and how to fix it. Questions? Connect with me on LinkedIn and let me know!

What separates good salespeople from great ones? The ability to drive value home for their prospects. In this episode, I'll teach you what you can do to get your prospect's attention and earn their business. Questions? Connect with me on LinkedIn and let me know!

Did you know that customers are more than 50% through the purchase process before they reach a salesperson (study done by Gartner)? If that's true, then what should you do on your demos? In this episode, I'll share with you what you should do if your prospect doesn't need to be sold to. Questions? Connect with me on LinkedIn and let me know!

Sending an article to your prospect about a new feature your product has is not adding value. The way to truly add value has nothing to do with your product or service. In this episode, I'll teach you what you can do to stand out more than any other sales rep your prospect has seen. Questions? Connect with me on LinkedIn and let me know!

Discovery is the most important part of the sales process and if that's the case, what should you always do on your discovery calls? In this episode, I'll share with you 4 rules to always stick by during your discovery. Questions? Connect with me on LinkedIn and let me know!

There many things you should do on demos in order to get you close to converting the prospect, but in this episode, I'm only going to share with you 6 things to always do on your demos no matter what. Questions? Connect with me on LinkedIn and let me know!

We've all heard the saying, sell the outcomes, not the features, but how? In this episode, I'll teach you how you can get dramatically better at selling outcomes faster than ever before. Questions? Connect with me on LinkedIn and let me know!

Doesn't it suck to be that salesperson that keeps chasing a prospect that doesn't respond? In this episode, I'll share with you an outside of the box approach to a non-salesy follow-up email that leads to a sale. Questions? Connect with me on LinkedIn and let me know!

Imagine there's a way to increase your demo conversion rate by simply being prepared with better materials on your calls. In this episode, I'll teach you what materials you should have on your demo to sell better. Questions? Connect with me on LinkedIn and let me know!

Do you send your prospects a post demo summary email? How do you know what you should include in it? What information should you exclude? In this episode, I'll teach you what your post demo summary email should contain to help you convert more demos. Questions? Connect with me on LinkedIn and let me know!

Do you send your prospects a post demo summary email? How do you know what you should include in it? What information should you exclude? In this episode, I'll teach you what your post demo summary email should contain to help you convert more demos. Questions? Connect with me on LinkedIn and let me know!

Do you take notes during your discovery call and demo? What notes are you taking and how will it help you close the deal? In this episode, I'll teach you what notes matter that you're probably not paying attention to. Questions? Connect with me on LinkedIn and let me know!

Do you want to build more credibility around the value of your product or the features you present on your demo? In this episode, I'll teach you what you can do to back up your claims so prospects trust you more. Questions? Connect with me on LinkedIn and let me know!

This episode is a visual and mental exercise on how to be really great at asking really great questions on your sales calls, discovery calls, and demos. Questions? Connect with me on LinkedIn and let me know!

Do you wish you could create an instant connection with your prospect on your demos? What could you do differently? In this episode, I'll teach you what you can do to prime your demo for success. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself manually writing things over and over in emails, your CRM, Slack, etc? What if there's a way you can increase the speed of your productivity by 10X? In this episode, I'll share with you an incredible app you can use to do just that. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself taking notes on sales demos, but paying attention to what you're writing instead of understanding what the prospect is saying? In this episode, I'll teach you how to take better notes without having to lose focus on what your prospect is saying. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself scrambling to find an answer to a question your prospect asked on a demo? Do you feel like you have so much to show your prospect on the demo and it feels a bit overwhelming? In this episode, I'll teach you what you can do to stay organized, and in control during your demos so you're always prepared. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you what I believe is the ideal time to follow up with your prospect after you've demoed them. Questions? Connect with me on LinkedIn and let me know!

Want to know how to have better EQ? In this episode, I'll teach you a small sales adjustment you can start using in your sales calls, demos, and follow-ups. Questions? Connect with me on LinkedIn and let me know!

Do you leave voicemails when calling prospects? I typically don't leave voicemails, but in this episode, I'll share with you the only 3 times I leave voicemails. I'll also teach you exactly what the voicemail should sound like. Questions? Connect with me on LinkedIn and let me know!

Do you ever ask your prospects at the end of a demo, "do you have any questions?" or "are there any other features you wanted to see?" The problem with asking these questions is that your prospect will feel bad being honest with you so they'll just say "no." In this episode, I'll teach you exactly what sort of questions you can ask on your demos to know exactly what your prospect thinks. Questions? Connect with me on LinkedIn and let me know!

What if there's a way you can increase your conversions without having to prospect for brand new leads? In this episode, I'll teach you what you can do to increase your ARPU and your conversions effectively in a short period of time. Questions? Connect with me on LinkedIn and let me know!

Do you want to increase your email response rates? You'll be surprised that "best regards" did not make the cut. In this episode, I'll share with you 4 different email closings that result in 54-67% response rate. Questions? Connect with me on LinkedIn and let me know!

Do you ever have a demo with 2 or more attendees that aren't able to show up? What should you do to keep everyone interested even though they're not on the demo? In this episode, I'll share with you my 6-step instructions to win the hearts of all attendees. Questions? Connect with me on LinkedIn and let me know!

Have you ever received an email from a prospect saying, "reach back out next quarter?" or "we'll explore this more in Q1?" In this episode, I'll share with you what Kyle Coleman, VP, Revenue Growth & Enablement @ Clari suggests. Questions? Connect with me on LinkedIn and let me know!

Do you want to gain instant credibility with a referral? Hint, you should avoid saying "referred/recommended." In this episode, I'll share with you some new ideas about what you should say to referrals in order to build trust, fast. Questions? Connect with me on LinkedIn and let me know!

There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the third report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!

There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the second report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!

There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the first report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!

Do you want to close more deals without having to discount your price? In this episode, I'll teach you some tactics that I shared with Sara Brazier from Gong.io on how to shorten the timeline for prospects. Questions? Connect with me on LinkedIn and let me know!

Since Clubhouse is the "new kid on the block" in the social media world, what can you do with it to close more deals? In this episode, I'll share with you some ideas that you can do with Clubhouse. P.S. Follow me on Clubhouse @mistamor. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself closing out the month, but completely emptying out your pipeline along the way? If you're experiencing this then you're making one big mistake, but the good news is, there is a simple fix. In this episode, I'll share with you what I and my team do to constantly keep our pipeline full of leads, all the time. Questions? Connect with me on LinkedIn and let me know!

If a prospect asks you a question over live chat or email, do you push for a call instead? Back in the day, I was taught to push the prospect onto a phone call, but I don't think that works anymore with buyers. In this episode, I'll teach you what I do to schedule demos with prospects that are communicating with me via live chat and email. Questions? Connect with me on LinkedIn and let me know!

Do you want to stand out from the competition? Do you want your prospects to be impressed and earn more business? Do you want to close more deals in less time? Well, what if you can do this just by responding to emails? In this episode, I'll teach you how to have a slight edge over your competitors when it comes to communicating with your prospects over email. Questions? Connect with me on LinkedIn and let me know!

Accountants aren't known to be great salespeople. But one accountant that I spoke to pulled one of the best sales moves that earned her my business. Want to learn what she did? Listen to this episode. Questions? Connect with me on LinkedIn and let me know!

How do you stop getting ghosted? How do you finally get your prospect to answer your follow-ups? It's not as complicated as you'd think, but it may surprise you. In this episode, I'll teach you what you can do to draft emails that get you responses in less time. Questions? Connect with me on LinkedIn and let me know!

If you could only ask 3 questions during discovery what would you ask? In this episode, I'll share with you my choice of 3 questions that I will never let go and I'll tell you why. Questions? Connect with me on LinkedIn and let me know!

The BIGGEST failure an AE can do on a demo with more than 2 attendees is do the demo as if only 1 person was sitting in. You're no longer trying to get buy-in from one decision-maker,  you now have to make sure everyone is sold on your product. In this episode, I'll share with you a script that I used to do just that. Questions? Connect with me on LinkedIn and let me know!

Don't you hate it when your prospect says they have no questions at the end of the demo only to find out that they're ghosting you? What if there's a way to get your prospects to be extremely honest with you so you don't have to chase them for an answer? What if there's a way to do this easily? In this episode, I'll share with you a tip I learned from Charles Muhlbauer about how to do this. Questions? Connect with me on LinkedIn and let me know!

When sales pitch the prospect that onboarding will be quick, and seamless, it's hard to believe them since they're just trying to make a sell. In this episode, I'll teach you how you can build more credibility with their prospect with just one call. Questions? Connect with me on LinkedIn and let me know!

What can you learn that will give you a slight edge in your sales conversations, emails, and demos?  Listen to this episode to learn the ultimate skill every salesperson should learn to make more money. The 3 book recommendations mentioned in this episode are 1) CA$HVERTISING: How to Use More than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone, 2)The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience, 3) The Ultimate Sales Letter, 4th Edition: Attract New Customers. Boost your Sales. Questions? Connect with me on LinkedIn and let me know!

Do you do sales demos and want to sound better when speaking? In this episode, I'll tell you what 3 words to never use on a sales call, demo, live chat, or email, and I'll also teach you what to replace those words with. Questions? Connect with me on LinkedIn and let me know!

Do you want to get the approval of all the decision-makers after your sales pitch? What if they're unable to show up to the call. In this episode, I'll reveal what my team and I do whenever there are other decision-makers involved that are unable to make it to the demo. Questions? Connect with me on LinkedIn and let me know!

What can you do on demos that will build more trust and comfort between you and your prospects so you can close more deals? In this episode, I'll show what I do to help build a stronger bond between me and my prospects by following one simple strategy. Questions? Connect with me on LinkedIn and let me know!

Ever wonder what gets your prospects' to purchase? Do you want to get into the mind of your prospect and truly understand their pain points and goals so you can help them and increase your conversion rates? In this episode, I'll teach you exactly what you'll need to do to take your discovery call to the next level. Questions? Connect with me on LinkedIn and let me know!

Do you want your prospects to tell you what they're currently paying for your competitor? In this episode, I'll teach you what words to use and how to use them to get more intel about your competitor's pricing than ever before. Questions? Connect with me on LinkedIn and let me know!

What do you do when your prospects aren't scheduling a demo with you? In this episode, I'll teach you what I do to increase your chances of getting a demo booked on your calendar. Questions? Connect with me on LinkedIn and let me know!

Want to know what 3 lessons you can do to dramatically enhance your sales game? In this episode, I'll teach you what a Warby Parker's sales associate did that will take your sales game to the next level. Questions? Connect with me on LinkedIn and let me know!

Do you catch yourself saying "you guys" on a demo when there are also women on the call? In this episode, I'll teach you what you can say instead of "you guys" on a demo. Questions? Connect with me on LinkedIn and let me know!

Do you ever have demos when suddenly there's noise around you? The baby starts to cry, construction stars, the fire alarm test goes off, or any noise at all? In this episode, I'll tell you EXACTLY what I use to have a crystal clear sounding demo no matter what the noise is. Questions? Connect with me on LinkedIn and let me know!

Want to learn how not to burn out when trying to follow up with over 100 leads in a day? In this episode, I'll cover exactly what you need to consistently follow up with leads without burning out. Questions? Connect with me on LinkedIn and let me know!

Do you wish you did a better job selling your product's ease of use on your sales demos? In this episode, I will teach you what to do and how to do it. Questions? Connect with me on LinkedIn and let me know!

If you know what your prospects want to see then wouldn't it be easier to close deals? In this episode, I'll show you what your buyers are interested in seeing and how you can have better demos, email follow-ups, and conversations by knowing these 3 things. Questions? Connect with me on LinkedIn and let me know!

Sales demos with a few attendees can be tough. You'll get one-word answers sometimes and very little participation. In this episode, I'll teach you what you can do on demos to get everyone engaged. Questions? Connect with me on LinkedIn and let me know!

Do you want to know why you may not be booking demos quicker? I'll teach you how to schedule a demo with a prospect in the most convenient and personal way possible. Questions? Connect with me on LinkedIn and let me know!

Want to know what I do to have a 90% or above average demo show up rate? Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!

Do you want to know what I do to get prospects to respond to my email follow-ups? In this episode, I'll teach 3 EXTREMELY effective email follow-up strategies you can use to get more responses. Questions? Connect with me on LinkedIn and let me know!

Are you an account executive that schedules demos? Listen to this episode to learn what to NEVER do as an AE when it comes to scheduling demos. Questions? Connect with me on LinkedIn and let me know!

Do you ever tell your prospects that they should think of you as an extension of their team? Do you want your potential customers to actually see you as a partner? In this episode, I'll teach you how and what to do in order to build a real partnership with your prospects on demos. Questions? Connect with me on LinkedIn and let me know!

A prospect asks you a question on a demo, but you don't know the answer, what do you say? In this episode, I'll teach you what to do and what to say when you don't know the answer to a question on a demo. You'll also learn 3 powerful outcomes of using this approach. Questions? Connect with me on LinkedIn and let me know!

Do you want to do demos that get your prospects excited? Do you ever want to have your demos be more engaging? In this episode, I'll teach you a strategy that you can do to give your demos that WOW! affect. Questions? Connect with me on LinkedIn and let me know!

If you're wondering why you're not getting as many demos booked as you'd like then ask yourself, do your demo request emails look like this:   "Does Wednesday or Thursday at 10:30 AM work for you?" or "Feel free to grab a time on my calendar over here [inserts link to calendar]"? I'll teach you a better way to ask for a meeting and get one booked on your calendar. Questions? Connect with me on LinkedIn and let me know!

Tired of having demos sounding like a one-sided conversion where you do all the talking and the prospect not engaging? In this episode, you'll learn what our team does to create more engaging demos that create really engaging demos every time. Questions? Connect with me on LinkedIn and let me know!

Many salespeople are still stuck in "cookie-cutter" mode and are sending follow up emails as if it's the hottest thing. Traditional sales follow-ups are dead. In this episode, you'll learn 5 "Eureka" strategies to improve your sales follow up in less than 30 days. Questions? Connect with me on LinkedIn and let me know!

Do you know what buyers hate on demos? Blocking 30 to 60 minutes of their calendar being pitched instead of being understood. We meet someone for the first time and we automatically think we know what's best for them without getting to know their story. In this episode, you'll learn how to quickly build trust with a prospect with 3 simple but effective action items. Questions? Connect with me on LinkedIn and let me know!

How can AEs stop deals from going silent? AEs wonder why some deals can look so promising but all of a sudden the prospect went silent. One of the answers is: there is more than one decision-maker involved in the deal. In this episode, you'll learn how to leverage conversations to close more deals. Questions? Connect with me on LinkedIn and let me know!

Getting a "YES" out of a lead is much harder than getting a "NO" which is why I use the Chris Voss method. Chris Voss, a former FBI negotiator,  wrote a book called, Never Split The Difference, where he teaches tactical strategies that work powerfully in sales. Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!

How do you determine when you should focus on value and when you should focus on price savings in your demos? In this episode, I share the exact formula I use to help me and my team close deals. Questions? Connect with me on LinkedIn and let me know!

Do you ask "Why?" during discovery or throughout your sales demo? You may not notice, but it could come off aggressive and your prospect will immediately have their guard up. In this episode, I'll teach you exactly what I do instead of asking the word "why?" to extract the most valuable information during my calls. Questions? Connect with me on LinkedIn and let me know!

Getting ghosted sucks, but if there's something you can do to make your follow up emails work better for you. In this episode, I'll teach you what my team and I add to our emails to tighten them up and have them work in our favor. Questions? Connect with me on LinkedIn and let me know!

Do you offer discounts to close deals? Too many salespeople use a discount as a crutch to close deals when the deals could have converted without them. So what do you do? In this episode, I'll teach you how to close more of your leads without using discounts.  Questions? Connect with me on LinkedIn and let me know!

Should you leave a voicemail? and if so, when? Salespeople have to go through a lot of no answers before reaching someone so at what point do you leave a voicemail? And what should the voicemail sound like? In this episode, I'll teach you what voicemails I and my team use to get prospects to call us back. Questions? Connect with me on LinkedIn and let me know!

Did you know that people in IT don't care to speak with salespeople? This is probably why it's so hard for many salespeople selling to IT to get a response. In this episode, I'll teach you what IT people hate and what they love and what you can do to catch their attention and get them to respond to your emails. Questions? Connect with me on LinkedIn and let me know!

How do you get a cold lead to give you an opportunity to pitch them? By following the script that I lay out in this episode. I will show you exactly what to say and how to say it so 80% of the time you have the green light to cold pitch. Questions? Connect with me on LinkedIn and let me know!

Don't you hate it when a lead is not a qualified prospect? But don't give up. If you're going to disqualify the lead then why not try squeezing as much out of it as possible? "No lead left behind" is a philosophy that allows my team to leverage every lead, good or bad, and in this episode, I'll teach you how.  Questions? Connect with me on LinkedIn and let me know!

Too many emails too soon become spam. What can you do outside of an email follow up to stay top of mind? I'll teach you 5 strategies that my team uses to stay relevant and timely in our prospects' mind. Questions? Connect with me on LinkedIn and let me know!

Do you ever get asked, “What makes you different than your competitors on the market?” If you respond to that question with a list of product features then you're making a mistake. I'll teach you exactly what to do so you can drop some real value on your prospect. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you a script that I use to ask existing customers for referrals. I'll share a phone call and an email script so you can test the variation. If you'd like to see a copy of the script and insert it into your sales playbook, then click here. Questions? Connect with me on LinkedIn and let me know!

Do you ever find yourself asking how the hell are you going to hit sales quota if you've closed out your pipeline from last month? Stop relying on other people generating leads for you when there are 4 bulletproof tactics that you can do today to always have a full sales pipeline. Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!

What can you do to close more deals in the next month or the next quarter without having to rely on new MQLs from marketing? I'll teach you exactly what I've taught my team to do in order to fill up their pipeline so they're not using the marketing department as a crutch. Questions? Connect with me on LinkedIn and let me know!

How can you easily remember what type of sales follow up you should do on your next attempt? Should you call? Should you email? Should you do both? I'm going to teach you exactly what I and my sales team do to efficiently remember the type of follow up tactic we should use on our next attempt. Questions? Connect with me on LinkedIn and let me know!

How can you use LinkedIn to stay top of mind and relevant to your prospect? In this episode, I'll teach you 6 actionable follow-up strategies to stay extremely relevant with your leads using LinkedIn. Questions? Connect with me on LinkedIn and let me know!

How do you get good at doing sales demos when you're a new AE? Follow these 3 strategies to shorten the learning curve, and scale quickly as an account executive. Questions? Connect with me on LinkedIn and let me know!

Are you using the time on your demos effectively? Are your prospects getting bored with your demos? In this episode, I'll teach you how to do demos that your prospects will pay attention to. Questions? Connect with me on LinkedIn and let me know!

When you're doing demos stop spending so much time on the "how-to" part of the software. That should be saved for a follow-up demo or training from customer success. In this episode, I'll show you how to do product demos that get your prospects to say "oooh" and "ahhhh." Questions? Connect with me on LinkedIn and let me know!

Stop selling features the way every salesperson does. Your tone of voice is your secret weapon. Learn how to use your voice to sell features better. Questions? Connect with me on LinkedIn and let me know!

Do you ever feel uncomfortable asking your prospect a bunch of questions during discovery? If you answered, yes, then it's probably because you're treating the discovery call like an interrogation. Follow this effective approach to do the best discovery calls. Questions? Connect with me on LinkedIn and let me know!

Do you want to win your prospects over during your sales demo? What can you do differently to earn more business while doing demos? Here's my approach to doing better demos and earning your buyer's trust. Questions? Connect with me on LinkedIn and let me know!

Is your demo show up rate low? Do you want more of your scheduled demos or webinars to show up and sit through the entire call? Learn the tactic that many e-commerce brands use that will get you more prospects attending your sales calls. Questions? Connect with me on LinkedIn and let me know!

Why should you listen to this podcast and what's in it for you? Episode 1 lays out the framework for what you can expect. Questions? Connect with me on LinkedIn and let me know!

Sending out cold DMs on LinkedIn? There's a better way to start a conversation with your leads on LinkedIn without wasting their time. Questions? Connect with me on LinkedIn and let me know!