Lightning Round: Top 10 Most Important Skills to Have in Sales

Question: Charlotte in Omaha asks, "I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?"

Book: Growing Your Business by Mark LeBlanc

🧠 Read the BLOG for this episode!

Lightning Round: Top 10 Things You Learned From First Quarter

Question: Roy from Phoenix AZ "My manager says I need to prepare more, but honestly my best calls have been when I just go in natural and conversational — am I wrong?"

Book: Sell the Way You Buy by David Priemer

🧠 Read the BLOG for this episode.

Lightning Round: Top 10 Reasons You Should Use Stories in Sales

Question: Johanna from Phoenix "I had a deal I was sure I was going to win — great rapport, multiple meetings, they loved our demo — and then I lost it to a competitor at the last minute. The buyer said the other company just 'felt like a better fit.' What does that even mean, and how do I prevent it from happening again?"

Book: The Experience Economy by Pine & Gilmore

Lightning Round: Top 10 Ways to Know It's Time to Give Up on a Prospect

Question: Nikki from Finland asks, "this marketplace is killing us - so much uncertainty is causing us to raise prices, which has been okay since our competitors need to do it too - but now if the straight does not open we will get hit with supply chain issues and not sure how to hit my goals if that happens. How do you make your goals when all the odds are stacked against you,"

Book: The Obstacle Is The Way by Ryan Holliday

🧠 Read the BLOG for this episode.

Lightning Round: Top 10 Ways to Stay Motivated During Disruption

Question: Igor from Melbourne asks, "love sales logic—listen every week. I have been in sales—manufacturing—for twenty years. I have seen tough sales cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don't feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal."

Book: THRIVE: Turn Uncertainty To Competitive Advantage by Meridith Elliott Powell

🧠Catch the BLOG for this episode!

Lightning Round: Top 10 Must-Do's in Second Quarter

Question: Nico from Madrid asks, "I have a great customer retention rate, the highest in the company. I am heavily involved in my industry and community, but I rarely get referrals. What am I doing wrong?"

Book: Endless Referrals by Bob Burg

🧠Catch the BLOG for this episode.

Lightning Round: Top 10 Strategies To Build Resilience

Question: Pavin from Singapore asks, "I'm struggling this year with sales, worried as my pipeline is not full. My boss is really putting the pressure on me. What skills do I need? What do I need to do? And what advice do you have? What I'm doing is not working."

Book: Necessary Endings by Henry Cloud

Lightning Round: Top 10 Ways to Overcome Rejections

Question: Josh from Toronto asks, "I run a global sales team and we have done well over the last few years - but this year the market is tough - I mean really tough. We are being negatively impacted by so many global issues. I need my team to get it, to not use it as an excuse and to be more aggressive—far more aggressive than they have been in the past few years. Any advice?"

Book: Predictable Revenue by Aaron Ross and Marylou Tyler

🧠Catch the BLOG for this episode.