Why You're Losing Deals You Should Be Winning

Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the suc ...  Show more

Lightning Round: Top 10 Emotional Intelligence Skills You Need to Build Question: Mark Caton on Spotify asks, "I think a valuable podcast would be to address how sales people are utilizing AI, and perhaps how the SDR role is being automated with so many AI agent tools." Book: AI ...  Show more

Hard problems are the only problems worth your time. Today, we'll talk about how to identify them and build a business around them. We'll dig in on decisions customers avoid and using those decisions to anchor early traction. We'll talk through Brian's favorite current busines ...

Why aren’t you winning? For so many modern sellers, the answer is only visible once it’s too late. According to research published in The JOLT Effect, 40-60% of deals are lost to this nearly-invisible force. This week on WTCS we’re joined by Ted McKenna, founding partner at DCM I ...  Show more

If you feel lost in your footing and don’t know where to turn, slow down! I’m here to help you figure out the next move and get back on track. Plus an all-new round of rapid-fire questions, so stick around! This episode is presented by LinkedIn Sales Navigator. Let LinkedIn Sales ...  Show more

Are you willing to set your ego aside and sell the solution that somebody needs? That’s the key to being successful in sales. So many people feel afraid of coming off as pushy or receiving rejection, but in this episode, I’m sharing how I learned to reframe those limiting beliefs ...  Show more