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Collection of Sales Strategies

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S16:E4 – Deals & Lessons Learned – Value Selling & Beyond

7/15/2019
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This episode is sponsored by TechSalesLab. In episode 4 we tackle value selling and how we both became value sellers. When we both transitioned from selling products to services, we quickly realized how different selling an invisible solution really can be. We share what we learned and hope to help each of you explore the […]

S16:E3 – Deals & Lessons Learned – Best Practices

7/8/2019
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This episode is sponsored by TechSalesLab. In episode 3 we break down some of the best practices that led to some of our success throughout our sales career. Each listener has the opportunity to create and share your best practices. Ours may not apply to you in your current role, but we hope that we […]

S16:E2 – Deals & Lessons Learned – Nail the Job

7/1/2019
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This week Bobby & Brian reflect on what happened early in their sales careers to shape where they ended up. For the most part, both nailed the day job and started sharing best practices early. Both share stories of success and failure that made them stronger sellers and leaders. Stay tuned next week when they […]

S16:E1 – Deals & Lessons Learned – Introduction

6/24/2019
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This week The TechSalesShow kicks off Series 16 where they take a look back at a number of deals and things they have learned over their 40+ years in tech sales. This series will help each of you learn from our mistakes and give you ways to avoid the pitfalls we fell into. This week […]

INT08 – Margaret Bjork

6/17/2019
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Margaret Bjork has been a tech seller for years and shares her perspective on finding your “happy spot”. Margaret tells how she got into tech sales and how she changed companies looking for that happy spot only to change again to find a better spot. Margaret will definitely help you think about your current position […]

S15:E3 – Better Together, Make Partnering Great Again

6/10/2019
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Wrapping up “Better Together” this week. Throughout this episode we challenge every listener and every tech seller to make partnering great again. We can all make partnering better, customers happier and it all starts with each of you. First, set your partner core values and stick with them! Next, ask for feedback and give it […]

S15:E2 – Better Together, Customer Experience

6/3/2019
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This week is all about the customer’s experience. As partners we always want control and too often don’t work together. We go on meetings alone, we don’t communicate with each other and it just makes it harder on the customer. This week’s episode we will cover the fact that customers want help from partners, the […]

S15:E1 – Better Together, Partnering in Tech Sales

5/27/2019
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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, […]

LC15 – 1st Time Manager by Phil Wilhelm

5/20/2019
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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 […]

S14:E2 – Giving Feedback

5/13/2019
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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 […]

S14:E1 – Receiving Feedback

5/6/2019
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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 […]

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

4/29/2019
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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 […]

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

4/22/2019
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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. […]

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

4/15/2019
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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 […]

S12:E3 – Account Planning with Customers

4/8/2019
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This episode is sponsored by TechSalesLab. 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 […]

S12:E2 – Account Planning – Pros Do It

4/1/2019
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This episode is sponsored by TechSalesLab. 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. […]

INT07 – Greg McCrabb

3/25/2019
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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 […]

S12:E1 – Account Planning, Introduction

3/18/2019
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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 […]

LC14 – The Million $ Question

3/11/2019
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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 […]

ME01 – Close the Book Email

3/6/2019
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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 […]