S15:E1 - Better Together, Partnering in Tech Sales

May 27th, 2019

New series! This week and the following two weeks we are going to tackle the topic of “Better Together”, this is all about partnering in tech sales. Today we are going to introduce the topic, talk about why partnering in tech sales is difficult and why two wrongs don’t make a right. Partnering is hard, but over the next few weeks we are going to help you come up with a plan early in your career to set the foundation that will follow you for years to come. Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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LC15 - 1st Time Manager by Phil Wilhelm

May 20th, 2019

Last week we covered receiving feedback. This week we have Phil Wilhelm back again. Phil has managed many sales reps and many managers of managers. Between the three of us, we have seen a lot of mistakes for the first time manager. Phil helps the first time manager overcome some of the common issues with taking over the team you work on and achieving success early on as that first time sales manager. Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S14:E2 - Giving Feedback

May 13th, 2019

This episode is sponsored by TechSalesLab. Last week we covered receiving feedback. This week is all about giving feedback. If receiving isn’t easy, we know how giving feedback can make us stress! In this episode we cover eight tips to help anyone give feedback like a pro. Let’s us know what you thought of this two-part series on feedback. Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S14:E1 - Receiving Feedback

May 6th, 2019

This episode is sponsored by TechSalesLab. Receiving feedback isn’t always easy. We all want to be great and if the feedback isn’t praise, it might be hard to take. In this two-part series, we cover how to receive and how to give feedback. This week we give the listener six tips for receiving feedback and next week we cover a number of tips for giving feedback. Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S13:E3 - Reset & Clear the Noise - Career Re-Focus

April 29th, 2019

This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about a career re-focus. When we get stressed or maybe bored, it helps to refocus! In this episode we talk about settling down and broadening your base, being a feedback machine and nailing your job! Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S13:E2 - Reset & Clear the Noise - Staying Mentally & Physically Healthy

April 22nd, 2019

This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about staying mentally and physically healthy. We share a concept called negative visualization, help you with tips on guarding your time and how exercise and diet can play a key role! Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

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S13:E1 - Reset & Clear the Noise - Investing Your Time

April 15th, 2019

This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about your time and how to invest it in the best way possible. We help you get organized, create a schedule and how to focus on the big rocks and automate the rest! Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

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S12:E3 - Account Planning with Customers

April 8th, 2019

During this series, we are going to break down account planning. The truth and best practices. This week we cover a number of topics and wrap up the series. We talk about how you should go about building your plan of attack, create value at ANY level and how to keep the flywheel spinning! Average reps don’t do account plans, don’t be average! Thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S12:E2 - Account Planning - Pros Do It

April 1st, 2019

During this series, we are going to break down account planning. The truth and best practices. This week we cover the why, what and don’t for account planning. Why we should account plan, what it can do for you and your customer and don’t make it about your stack. Pros account plan, don’t be average! Thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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INT07 - Greg McCrabb

March 25th, 2019

This was a GREAT interview with a friend and former co-worker! Greg shares a lot about his career in tech sales and what will make you a great tech seller as well!

We start off the interview with a discussion about our past and we dive into what Greg’s thoughts on great sellers and how he believes “rigor” is a great attribute for tech sellers!

Greg then tells his touching story of adversity and how he focuses on his WHY. He also shares how he has experienced unintentional bias and teaches us all how to avoid it. Greg shares his next big challenge (only 5 days from this being published), the swim from Alcatraz to San Francisco on March 30, 2019. If you can’t get out and do a little workout this weekend, tell me why???

Finally, Greg says that we can all find our WHY by journalling every day, maybe meditating or talking to our mentors. He is also watching what Elon Musk is doing with SpaceX and listens to the following people/podcast:

Greg surprises me with the fact that he wants to learn how to fly and he is always welcome at United Flight Systems (www.unitedflight.com).

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S12:E1 - Account Planning, Introduction

March 18th, 2019

Welcome to Series 12! During this series, we are going to break down account planning. The truth and best practices. This week we cover the what, who and how for account planning. What to plan, who to share it with and how to execute the plan. We will also share some tools this week and throughout the series. We remind everyone about one of our services as well, Prospect360. Thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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LC14 - The Million $ Question

March 11th, 2019

What do you think the Million $ Question is? We chose this title for a question that one of our listeners asked – How can I be different than all the other sales people calling my prospects and customers? Isn’t this the question that every sales book is trying to address? Isn’t it the one we are trying to help you with on this podcast? On today’s show we break it down into two parts, 1) how do you differentiate and 2) when a prospect does listen, how do you focus on solving something vs. giving your pitch. This show is packed with a lot of information, enjoy!

We’d love your feedback on this listener’s choice, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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ME01 - Close the Book Email

March 6th, 2019

Today we are introducing a new style of show. We are going to call these mini-episodes and they will be shorter shows. The plan is to release these on days other than Monday, while keeping our weekly show release on Mondays. In this first mini-episode The TechSalesShow shares one of their nuggets called the “Close the Book Email”. Bobby and Brian share how they have used this email to get a deal back on track. It relates very much to Monday’s show on watering dead plants. We will also be releasing a few artifacts today on our tools page.

We’d love your feedback on this new style of show, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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LC13 - Watering Dead Plants

March 4th, 2019

This week The TechSalesShow tackles a topic we have mentioned many times, watering dead plants! We introduce the concept and cover the topic in two aspects; how it applies to relationships and your professional life! Bobby and Brian give you two sets of questions to ask yourself to stop spending time watering dead plants! Hope this episode helps many of you!

We’d love your feedback on this listener’s choice, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S11:E3 - Intro to Tech Sales Management, Part 3 with Phil Whilhelm

February 25th, 2019

Welcome back, Phil Wilhelm!!! It is so good to have you back on the show and as a partner of The TechSalesShow! As we wrap up this 3 part series on your first job in tech sales management, we have Phil Wilhelm join us and share his experience and thoughts on building organizations inside tech companies. We cover a lot and Phil shares a number of great insights! Enjoy and thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S11:E2 - Intro to Tech Sales Management, Part 2

February 18th, 2019

Welcome to Series 11! This is our first manager series and was asked for by a listener who was just asked to take a leadership role. This is a 3 part series where we start with the beginning phase of the new manager role (approximately 6 months to a year), discuss the second phase of management (once you are comfortable with your team/role) and wrap up holding a round table with another tech leader many of you know. Thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S11:E1 - Intro to Tech Sales Management, Part 1

February 11th, 2019

Welcome to Series 11! This is our first manager series and was asked for by a listener who was just asked to take a leadership role. This is a 3 part series where we start with the beginning phase of the new manager role (approximately 6 months to a year), discuss the second phase of management (once you are comfortable with your team/role) and wrapup holding a round table with another tech leader many of you know. Thanks for listening to the TechSalesShow.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

Listen on Android: here



S10:E3 - Filling Your Funnel, Never Stop Prospecting

February 4th, 2019

Today we wrap up SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. In the finale we share a number of tips and tricks that every tech seller can use to prospect. NEVER STOP PROSPECTING!!! It is up to YOU to prospect DAILY!! Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

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S10:E2 - Filling Your Funnel, Creating Demand

January 28th, 2019

Here we are SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. This week we walk you through ways to create demand. Of course, it can be slow at times and even difficult. It is up to YOU to create demand for your company!! Thanks for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S10:E1 - Filling Your Funnel, A New Business Mindset

January 21st, 2019

Welcome to SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. Over the next three weeks, we will give you a number of ideas on how to chase new prospects. There are no shortcuts or technologies that will do this for you. It is up to each sales rep to do their prospecting every week!!! Thanks for listening!

Bobby mentioned a story telling book. Here is a link to that book: Unleash the Power of Storytelling

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S9:E1 - Future of Tech Sales Show, Public Companies

January 7th, 2019

In our first series of 2019 we break down the future of tech sales. While that is extremely broad, the episodes of this series really break down the companies that are predicted to be the future of tech sales. In this episode we discuss the public companies that are most disruptive, changing the way tech is working and great places to consider if you are exploring a career in tech sales. Many of us get caught in our own day to day and forget to explore the market for all that is going on. Some of these will surprise you, some won’t, but at the end of the episode you should understand just how much the market is betting on these companies. They are the digital transformation everyone is seeking right now!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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2018 - Year in Review & What's Next!

January 1st, 2019

Happy New Year and welcome to 2019!!! In our first episode of the year, we take a look back on everything we have done at The TechSalesShow in 2018. From London to Houston, we have recorded and published 57 episodes. We have listeners literally all around the world and have had over 20,000 listens in just 12 months. The TechSalesShow also shares 3 big announcements on things you can expect in 2019. As always, Average is the Enemy and Thank you for listening!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S8:E2 - End of Year Review Best Practices - Getting Prepared

December 17th, 2018

In the second episode focused on end of year review best practices, Bobby and Brian help you get prepared for the big day.  They help you with strategies to keep up with and collect the data throughout the year, how to put it all together, how to pick the right format for your company and finally how to practice your story.  Getting prepared is one of those tasks that way too many people take an average approach. Don’t be average! 

This is a three part series where we help you nail your end of year review!  Week 1, we cover how to get started with your end of year review and understanding how important the process is to your company.  Week 2, we cover how to get prepared, pulling all the key data together and putting it in a format that will benefit you most.  Finally, in week 3 we cover how to get rewarded!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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LC12 - Lessons Learned as an Expert

December 31st, 2018

This episode is a follow up to one Brian recorded many weeks back about his experience as an expat.  During this episode Bobby interviews Brian about all the good, the bad and the difficult times as an expat.  Brian breaks down what he could have done better and all the good he believes it did for his family and career.  Brian encourages anyone considering an expat assignment to reach out and ask question via email: brian@techsalesshow.com.  Thanks for listening.

We’d love your feedback on this listener’s choice, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S8:E3 - End of Year Review Best Practices - Getting Rewarded

December 24th, 2018

Bobby and Brian wrap up the series and help everyone get rewarded.  Now the big day has come, you have pull all your data together and it’s time to make your asks.  They focus on the basics for the big day, best practices to keep things on track and how to ask for more!  Weather you are new or a veteran in sales, we think everyone will benefit from this episode wrapping up end of year review best practices.  Please pass the podcast along to your co-workers and extended team.  Thanks for listening!

This is a three part series where we help you nail your end of year review!  Week 1, we cover how to get started with your end of year review and understanding how important the process is to your company.  Week 2, we cover how to get prepared, pulling all the key data together and putting it in a format that will benefit you most.  Finally, in week 3 we cover how to get rewarded!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

Listen on Android: here



S9:E2 - Future of Tech Sales Show, Private Companies

January 14th, 2019

In our first series of 2019 we break down the future of tech sales. While that is extremely broad, the episodes of this series really break down the companies that are predicted to be the future of tech sales. In this episode we discuss the private companies that are most disruptive, changing the way tech is working and great places to consider if you are exploring a career in tech sales. Many of us get caught in our own day to day and forget to explore the market for all that is going on. They are the digital transformation everyone is seeking right now!

We called out the book Conspiracy during this episode. Check it out!

Thank you to our first sponsor – PIJN.TV. Go subscribe today and you will be entered to win $1,111.11 in this week’s drawing!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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S8:E1 - End of Year Review Best Practices - Getting Started

December 10th, 2018

Bobby & Brian kick off a new series to help you nail your end of year review.  Every company treats this part of performance management with a different level of rigor.  In this episode they focus on best practices that will help you get started and do it better this year.  They help you figure out what how to understand your company’s schedule, understand how you are measured and understand where the process stands with your manager and leadership team.  

This is a three part series where we help you nail your end of year review!  Week 1, we cover how to get started with your end of year review and understanding how important the process is to your company.  Week 2, we cover how to get prepared, pulling all the key data together and putting it in a format that will benefit you most.  Finally, in week 3 we cover how to get rewarded!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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LC11 - 10 Tips for Breaking Out of a Sales Slump

December 3rd, 2018

In the 11th Listeners Choice on the TechSalesShow, we discuss getting in a Sales Slump. It’s a tough job, full of ambiguity, but this is the life we choose!  Check out the episode for a one-week plan on how to break a sales slump.

The shoe kicks off discussing how we typically get here, getting your house in order.  Don’t get angry, don’t blame others!  You don’t want to be seen as the complainer, someone that is too emotional or out of control.  If you panic, your prospects will sense that you’re desperate, and they’ll avoid you!

One Week Plan

  1. Re-build an evaluation plan for each deal/prospect and test it!
  2. Re-assess your territory. You may have characterized an account as not-optimal -- is that still the case? An account that you passed on may be ready for a shift in vendors!
  3. Delete your to do list & re-assess the calendar.
  4. Meet with 3 of your successful peers for a quick coffee. What are the 5 most practical nuggets you learned?
  5. Getting back to the basics (Tiger Woods example)
  6. Work smarter AND harder.
  7. Get rest, the guys discuss approaches here.
  8. Coach yourself (or ask someone close) -- investigate your pitch!
  9. Delete the time sucking apps and browser shortcuts.
  10. Get fit - Start slow and don't overdo it! Exercise Fights Fatigue, Boosts Energy! Start slow and don't overdo it!


"When you compress something sufficiently, you discover its essence. Conciseness has many advantages, but that is the greatest."

- Paul Graham (@paulg)

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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Lessons Learned from a Job Hunt

November 27th, 2018

In the 10th Listeners Choice on the TechSalesShow, we discuss the Job Hunt!  This episode is based on an article written by Josh VanGeest (his story here). Josh shares five lessons, and we chat about some of his learnings and how you can apply these to prepare yourself for a potential job hunt.

  • Lesson #1: A strong network is the key to a successful job hunt
  • Lesson #2: Good mentorship is priceless
  • Lesson #3: LinkedIn enabled my job hunt to go viral
  • Lesson #4: Hiring managers are terrified recruiters are missing great candidates
  • Lesson #5: The odds are against you without an internal connection.

 

Three steps to get yourself in order:

  • Clean up LinkedIn (and “like” the TechSalesShow)!
  • Who are your mentors?
  • What are you doing to actively support your network?
  • Helping make intros for people looking for jobs!
  • Make referrals (on LinkedIn)!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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Stretch Projects – Their Impact on Our Own Career & Ideas For Yours

November 19th, 2018

In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects in our own career and share ideas for your own!

Stretch Projects – Their Impact on Our Own Career & Ideas For Yours

Projects that the guys have taken on and discuss on the show:

  • Run a team meeting
  • Cover for your manager while they are out…
  • Sit in on your boss’s quarterly review
  • Cover for someone who is out on maternity leave
  • Run & own a project for your skip level manager
  • Take a role that will expose you to experience you just can’t get any other way
  • Re-aligning accounts nationally
  • Expat assignment abroad!

 

Book discussed on the show:  Emotional Intelligence 2.0 – link on Amazon

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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Stretch Projects – 4 Ways to Execute Like A Rockstar

November 12th, 2018

In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects in our own career and share ideas for your own!

Executing Like A Rockstar

The basis of this episode of on an article in Forbes written by Jo Miller (here).  Here are the

  1. Bring a Learning Mindset & Clear your Head
    • Don’t try to weave it in the middle of your daily routine.  Have a set, specific time to
    • Give yourself space to clear your mind – not get caught in the business of your schedule
    • Make it a point to ping 3-5 people to get their thoughts – “Hey – I’m working on this, what do you think about…?”
    • Saturday morning?  We talk about this often, but what’s the 10-year impact of a promotion?  Is it worth the investment?

  2. Be Inquisitive & Understand the Audience
    • Who will this land with?  Who is my audience?  Will it land with only a small part of that audience?
    • Make it a point to ping 3-5 people to get their thoughts – “What are we doing well – what could we be doing better?”
    • Have a good system of collecting this info – get yourself organized!

  3. Over-Deliver
    • What does great delivery look like?
    • Have a plan with an executive that is aligned to your goal

  4. Take Advantage of the Long-Term Impact
    • What impact (hard and/or soft) did the project have short and long-term?
    • Is that impact recognized?  All about the delivery and implementation
    • If so, how does this play in to your annual reviews?


We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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Stretch Projects – Preparing & Positioning Yourself

November 6th, 2018

In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects in our own career and share ideas for your own!

Like Mark Twain said, “Twenty years from now, you will be more disappointed by the things you didn’t do than by the ones you did do.”

Someday we’ll all look back and think, “What if? What if I had only done that, or said that, or tried that?”

Preparing & Positioning Yourself

  • Do the sales productivity series first  – get caught up, stay caught up. Taking on projects without current work under control is a recipe for disaster!
  • Consider two dimensions: Does it line up with your broader goals?  Does it line up with your company’s goals?
  • The guys talk about how to earn “merit badges” and how they can round out your experience
  • Be prepared to work very hard – don’t drop off on your day job
  • Overdeliver, and have a plan for integration
  • Typically regional managers (M2’s) need to scale – they’ll be looking for more sharing between managers of best practices.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!

Listen on iTunes: here

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Listener's Choice #9 – 10 Tips for Great Demos

October 29th, 2018

In the ninth Listener’s Choice, the guys at The TechSalesShow discuss their top 10 tips and tricks for your customer demos.  These are our pro tips for getting the team organized and maximizing the time you have for the demo.

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at info@techsalesshow.com!

Listen on iTunes: here

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Listener's Choice #8 – Cognitive Bias

October 22nd, 2018

In the eighth Listener’s Choice, the guys at The TechSalesShow share their thoughts with a special guest on cognitive bias.  Interesting episode and every sales rep should reflect on their own cognitive bias.  Make sure you aren’t falling into a bias and losing or falling behind because of your own cognitive bias!  

There are a lot more than we covered in this episode, but Bobby and Brian cover eight in this episode. Here are the notes for the show!

Here are the eight discussed:

  • Reactive Devaluation – Devaluing and idea from an advisory or opponent.
  • Hyperbolic Discounting – Preferring a smaller, sooner payoff over a larger later return.  “Let’s just get the deal done ASAP!”
  • Status Quo Bias – Preferring the current state of affairs over change.
  • Anchoring Effect – Relying too much on an initial piece of information offered when making decisions.
  • Ostrich Effect – Avoiding negative information by pretending it doesn’t exist.
  • Clustering Illusion – Erroneously overestimating the importance of small clusters or patterns in large data.
  • Courtesy Bias – Giving an opinion or conclusion that is viewed as more socially acceptable so as to avoid offense or controversy.
  • Stereotyping – Assuming a person has characteristics because they are a member of a group.

Here is the full guide (link)!

We’d love your feedback on the Series, or any general questions that you might have – please reach out to the team at: info@techsalesshow.com!

Listen on iTunes: here

Listen on Android: here