The entire sales process is a series of discomforts, such as prospecting, follow-up, and negotiation. Successful salespeople and professionals involved in business development know how to handle those discomforts, though. When they identify them, prepare for them, and work through them they have much greater success than those who refuse to break out of their comfort zone. Listen as Jeff Shore, author of Be Bold and Win the Sale, discusses how to break your comfort addictions and win more sales.

Direct download: Build_Your_Boldness_Muscle_Shore.mp3
Category:podcasts -- posted at: 7:00am EDT

Recording of John Doerr's June 19, 2014, webinar

Direct download: 061914_Insight_Selling_Webinar_Doerr.mp3
Category:general -- posted at: 8:59am EDT

When the average person hears a "no" from a buyer, their automatic response is to think they're not the buyer isn't interested and to end the conversation. The reality is a no is an opportunity to continue the discussion, uncover the buyer's concerns, and possibly turn the no into a yes. Listen as Tom Hopkins, author of When Buyers Say No, explains how to respond to buyer objections and keep the sale moving forward.

Direct download: When_Buyers_Say_No_Hopkins.mp3
Category:podcasts -- posted at: 7:00am EDT

You know all of those conferences, trade shows, and industry events where you're supposed to network and meet potential new clients? You should probably skip those and instead create your own "un-networking" group where you connect clients and become an extension of your clients' business development team. Not only will you help your clients, but you will get more business in return, says Derek Coburn, author of Networking Is Not Working.

Direct download: Un-Networking_Coburn.mp3
Category:podcasts -- posted at: 7:00am EDT

Creative Ideas to Help Even 'Boring' Firms Stand Out—An Interview with Jason SurfrApp

Many companies do not sound exciting on the surface. When you think of an accounting or insurance firm, for example, you probably picture something rather boring. Chances are, however, those firms are doing some unique and interesting things. It's those things—told through stories—that will help them stand out from others in their industry and draw buyers to them.

Direct download: Creative_Ideas_Storytelling_SurfrApp.mp3
Category:podcasts -- posted at: 7:00am EDT





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