In Series 2:Episode 1, Bobby and Brian introduce their next series - Territory Planning. Bobby and Brian are both kicking off their fiscal years and share their insights, tools and tips & tricks with all of you! They introduce all the tools you can expect across the series. Enjoy this episode and this new series!!! Here are the show notes: Bobby and Brian open up their new series Territory Planning! Both Bobby and Brian start their new fiscal years last...
This is the first interview of an Above Average sales rep on The Tech Sales Show! During this interview Bobby and Brian interview Nadene Cherry who has worked at CDW for thirteen and a half years helping enterprise organizations in Houston, Texas accomplish their long term goals with technology. One on Nadene's favorite quotes she shared is: “You cannot be grateful and pissed off at the same time.” Here are links to everything we discussed in this interview! Book recommendations: Four...
In Series 1:Episode 4 - Meeting Prep Wrap Up, Bobby and Brian wrap up their first series! They introduce Prospect360 and challenge you. Enjoy this episode!!! Here are the show notes: Bobby and Brian recap the episodes in this series, Impeccable First Meeting Preparation They share the feedback they have heard from listeners. Check out what surprised them both! Brian introduces a new service called Prospect360. Listen to learn how it can help you! Brian discusses why you should have...
This book was a recommendation to me about 9 years ago from an ALL-STAR sales rep! She had been working with Enterprise Accounts her whole career and joined my mid-market team. I was shocked by the sheer amount of great tips in this book. More so I am shocked that it isn't discussed more frequently amongst sales people. Go search Google and you won't see it on many lists for "Top Sales Books", but it should be and we are...
Book Review – Raving Fans
I first read Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard & Sheldon Bowles over 15 years ago. I was transitioning roles from a consultant to a manager and was looking for books on management. I stumbled on The One Minute Manager by Ken Blanchard and liked his simple approach and started reading his other books. Since then, I have reread Raving Fans many times and have gifted it many more times. Often when I have suggested...
In Series 1:Episode 3 - Meeting Prep Steps, Bobby and Brian walk you through each step you should take to prepare for those first customer meetings! They introduce the Meeting Prep Playbook. Enjoy this episode!!! Here are the show notes: Bobby and Brian recap the first couple episodes quickly and then dive into additional thoughts that everyone should do for first meetings. They tease a new tool and service released in this episode. They deep dive into their new tool,...
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their meeting preparation. You will hear us often say Average Sucks, Average is the Enemy and Don't Be Average! Our goal is to help you be far better than average, actually, our goal is to make your meeting preparation for that first meeting with a customer IMPECCABLE! We will release an episode per week...
Here is Brian's follow up video from our first episode regarding Impeccable First Meeting Prep! When researching companies it's important to research a company's financial position and to review their 10k to learn as much as you can about their business!
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their meeting preparation. You will hear us often say Average Sucks, Average is the Enemy and Don't Be Average! Our goal is to help you be far better than average, actually, our goal is to make your meeting preparation for that first meeting with a customer IMPECCABLE! We will release an episode per week...
Have you ever hit send on an email and said "Oh #$%^&*…" followed by one of these: …I forgot to attach the document. …did I hit reply all? …I really shouldn't have sent that. …I think I copied "so-n-so". (that you typed in the CC line to see how to spell their name) …and many others? [Please leave some that you have said in the comments!] Assuming you have said one of those at least once, this tip is for...
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Latest Posts
E146 – LC37 – Are you busy or productive?
What a great question! Too often we see average reps that...
E145 – LC36 – Your Questions
This week we take on more of your questions. This week is...
E144 – LC35 – Success Mindset in Tough Times
These are crazy times! This week we take on how each of you...