Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it? In this quick episode, Brendan and Bob dig into the pros and cons of picking up the phone and calling people that you don’t know. You may not like what you hear (or maybe you will), but it will save you valuable time and effort. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.

Be prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or presentation. In this quick chat, Brendan and Bob talk about the things you bring with you on your next sales call. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.

One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are important to your client. And NOT talk about things that aren’t important to your client. In this quick episode, Brendan and Bob talk about one specific topic of conversation that too many founders focus on… and it’s one that customers don’t really care about.

We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what? In this quick episode, Brendan and Bob talk about what you might do to reinvigorate the conversation. But more importantly, they talk about why it happened in the first place AND what you can do to reduce the chances of customer ghosting in your future sales efforts.

Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is more important than anything else… especially when you’re in eary-stage startup mode. And that’s the topic that we dive into today.

Okay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you don’t want those things, why are you in business??)   In this quick 4-minute chat, Brendan and Bob talk about why you should learn to love the grind of sales. And how to make the toil and misery work for you. Link to  No Country For Old Men - https://www.imdb.com/title/tt0477348/

Everyone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand.   In this quick 10-minute episode, Brendan and Bob talk about how to manage and enhance your personal brand with less effort and more intention. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. Check it out here: https://www.kiinetics.com/salesaccelerator

There is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink.  In this quick chat, Brendan and Bob talk about managing your effort and a few tips to help you be efficient with your ‘brand management’ efforts.   And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators.  Check it out here: https://www.kiinetics.com/salesaccelerator

There is a big difference between an inbound customer, and an outbound cold call.  In this quick episode, Brendan and Bob talk about how to think about these two different interactions.

As a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant.   In this short episode, Brendan and Bob talk about how to think about the process and ways to reduce that discomfort.