In Series 2:Episode 4, Bobby and Brian wrap up the Territory Planning Series, and take a couple of your questions! 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! Here are the show notes: Listener's Questions: 1) "How do I best promote my work?" Bobby talks about ensuring you are measuring your intent and being genuine. Creating and sharing content, and not worrying about who gets the...
In our second Listener's Choice, Negotiating Best Practices, Bobby and Brian lay out a question from a listener about how to best a deal in the final stages. Here are the notes for the show! Reminder - check out the review for You Can Negotiate Anything - highly recommended by the guys. Brian reminds listeners to check out our Tools site, continues to be our most visited part of our site! Bobby & Brian cover the listener's question: "How can I...
In our second Listener's Choice, Negotiating Best Practices, Bobby and Brian lay out a question from a listener about how to best a deal in the final stages. Here are the notes for the show! Bobby kicks off by mentioning a book review - You Can Negotiate Anything - highly recommended by the guys. Brian reminds listeners to check out our Tools site, continues to be our most visited part of our site! Bobby & Brian cover the listener's question:...
You Can Negotiate Anything
Another classic, Herb Cohen's book - You Can Negotiate Anything, is another favorite of Bobby & Brian. Cohen has such an incredible background story, childhood friends with Larry King, who detailed his negotiating skills even as a child. Cohen worked with both Jimmy Carter & Ronald Reagan to negotiate the release of 52 hostages back from Iran. And for decades Cohen has served as a consultant to top executives and the FBI for decades. Several key principles stood out to us: ...
In Series 2:Episode 3, Territory Planning, Bobby and Brian ask for a little help if you are getting value out of the Podcast! Please rate us 5 stars on iTunes or your favorite Podcast app if we have earned it, if not please give us feedback at info@techsalesshow.com! We need to get 100 on YouTube! It’s a critical number for them so they can start customizing their channel! Please share one thing with your friends on Facebook. Like our page and...
In our first Listener's Choice, The Perfect Prospect Correspondence, Bobby and Brian lay out a question from a listener about how to best prospect via email to potential customers. Bobby also plugs Ready Caddy, and how they made him a raving fan! They cover 4 scenarios in this Listener's Choice. In part 2, they cover the last two, plus some great do's and don'ts! Building a cold email to a new prospect, The art of the follow-up email, How to move...
In our first Listener's Choice, The Perfect Prospect Correspondence, Bobby and Brian lay out a question from a listener about how to best prospect via email to potential customers. Bobby also plugs Ready Caddy, and how they made him a raving fan! They cover 4 scenarios in this Listener's Choice. In part 1, they cover the first two, plus some great do's and don'ts! Building a cold email to a new prospect, The art of the follow-up email, How to move...
In Series 2:Episode 2, Planning with Your Extended Team, Bobby and Brian break down best practices for planning with your extended team. How to get everyone bought into your big picture and be bought into the purpose. Most territory plans are sitting on a file share somewhere only to be reviewed yearly or quarterly at best. Make your's a living document from this day forward! Enjoy the show! Here are the show notes: Bobby and Brian recap their Valentine's Days....
This first question many of you might ask is: why are Bobby and Brian reviewing a marketing book? The book is no doubt a marketing book, but one that really helped me begin to understand just how different selling services is compared to product sales. I have worked for some very large product companies that have HUGE brands and great products. In those worlds, you struggle with everything every other seller struggles with only at a different level (depending on the...
I'll start by saying that I'm an introvert, always have been. This is clearly an obstacle to the profession I've selected! This book has not only helped me professionally, it's helped me with personal relationships. When seeking to build relationships, business or otherwise, my biggest blind spot was encouraging people to talk about themselves. I always struggled to get beyond the basics in conversations with people outside of friends - but, as the book suggests, at the core, you've got...
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