Blog Category // In the Arena Podcast (2)

How to Plan a Sales Call – Episode #121

The time you get with your clients and prospects is a gift. You dare not waste it. That means you need to plan your sales ...

How to Resolve Your Dream Client’s Concerns – Episode #120

I no longer find the language “overcoming objections” as useful as it once was. It is more often true that we are really ...

Thriving in the Red Ocean – Episode #119

If you haven’t read my column on Forbes.com titled A Red Ocean Strategy. My experience in sales is only in the Red Ocean, ...

▶︎ The Phone and Cold Outreach Still Dominate – Episode #118

Regardless of what the pseudo-experts say, the telephone still dominates when it comes to generating appointments, the key ...

Podcast: The Current State of Sales – Episode #117

My observations of the current landscape in sales as it exists right now, and it isn’t pretty. Selling is difficult-and ...

The Voices In Your Head – Episode #116

You have both the voice of an Inner Critic and an Inner Coach inside you. Which one you listen to will determine the quality ...

Christian Madsbjerg on The Social Environment of Business and Sales – Episode #115

As a professional salesperson, did you even realize that there is a social environment in business in sales? If you did, you ...

Podcast: Closing Matters – Episode #114

A few weeks ago, I posted my first video on LinkedIn. It was a response to a friend’s video where he suggested closing is ...

Podcast: The Sales Process is Non-Linear – Episode #113

On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days ...

Be Less Busy and More Productive – Episode #112

There is a difference between busy and being productive. There are only two things that make you productive in sales, one is ...
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