Who knew that doing your homework would be just as important as an adult as it was when you were a kid? Especially as a salesperson.

This week, Mark is joined by award-winning author and sales expert Jack Daly. Jack believes that the more homework you do before a sales call, the better you’ll be at connecting the dots for your prospect. And by leveraging the technology and tools available today with old-school sales techniques like building trust and creating genuine connections, you’ll enjoy more sales success.

Here are some of the topics Mark and Jack discuss in this episode:

• How selling is a transfer of trust

• Ways technology has profoundly changed the game of selling

• Why people do business with people they like

• How the nature of sales calls are different today

• Why salespeople need to stop “showing up and throwing up”

• How much time you should spend listening vs. talking with a prospect

• Why the best salespeople are like chameleons

• How being prepared is a strategic advantage in sales

• Why narrowing your focus will help you sell more

• Why sports teams are run better than most businesses

• The importance of having a growth mindset

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