The Buyer's Mind: Sales Training with Jeff Shore

#189: Better Sales Service with Jeff Shore

Are you trying to be all things to all people?  Maybe, as a sales professional, what you should be concentrating on teaching our customers - how to receive better service

#188: Conquer Sales Fears with Jeff Shore

What's keeping you from asking for the sale?  Could it be your own fear?  How do you conquer your fear and push past your internal survival instincts to help your custome

#187: Becoming a Better Human with Ronda Conger

Ronda Conger, author of Better Human, sits with Jeff to talk about the importance of being your best self, not only as a sales professional but in every aspect of your li

#186: The Best Energy Sales Professional with Jeff Shore

We often categorize sales energy into high energy and low energy but that doesn't really describe sales energy.  Some salespeople are very laid back and are incredibly su

#185: Keeping Sales Top of Mind with John Hall

John Hall, author of Top of Mind and co-founder of Calendar.com, shares with Jeff about the importance of influence in sales and marketing. Marketing and Sales need to be

#184: Making a Great Sales Call with Art Sobczak

Art Sobczak, author of Smart Calling, joins Jeff to discuss the often maligned idea of actually calling people.  While the old ideas of cold calling are long dead, the ph

#183: The Importance of Women Sales Professionals with Cynthia Barnes

Cynthia Barnes and Jeff talk about how gender plays into the sales process. It's been sung, "it's a man's world" but what if sales recognized the unique challenges women

#182: Creativity in Sales Follow-Up with Jeff Shore

How creative are you in your sales approach?  Most sales professionals have to be creative in their sales approach.  Sales is about serving your customer and you serve by

#181: Virtual Selling with Jeb Blount

Jeb Blount joins Jeff to talk about the new sales reality.  Virtual tours, video calls, online showrooms are all just scratching the surface of what sales has become and

#180: What is Your Sales Call Plan? with Lisa Magnuson

Lisa Magnuson, author of The Top Sales Leader Playbook, talks with Jeff about how she helps salespeople reach out to executives.  The principles of selling to executives

#179: Boosting Creative Follow-Up in Sales with Jeffrey Gitomer

Jeffrey Gitomer talks with Jeff about the importance of being creative with your follow-up.  Successful salespeople are insanely curious about their customers because the

#178: Follow-Up Using Video Email with Steve Pacinelli and Ethan Beute

Steve Pacinelli and Ethan Beute of BombBomb share with Jeff just how easy follow-up can be when you make it personal.  There are plenty of tools in the sales follow-up to

#177: Follow-Up: Dealing with Discomfort with Jeff Shore

Follow-up is not comfortable.  Your brain wants you to be safe and follow-up doesn't feel safe.  Follow-up isn't going to kill you, even if it feels like it might.  Get o

#176: Follow-Up Means Sales Persistence with Kendra Lee

Kendra Lee, author of The Sales Magnet, joins Jeff to talk about achievement drive and the need to be persistent.  Sales professionals are often portrayed as pestering an

#175: Velocity Mindset in Sales (but not too fast) with Ron Karr

Ron Karr shares with us the importance, in this fast paced world, of quality over quantity.  Taking your time and formulating your strategy before you place a call will a

#174: The Trusted Sales Advisor with Charles Green

Charles Green, author of The Trusted Advisor, talks with Jeff about the importance of trust in sales.  Customers come in with their notions of what a salesperson is and i

#173: Follow-Up: When the Client Goes Silent with Jeff Shore

Your sales presentation is on point.  The client seems like they're ready to purchase but they're still fact-finding.  They tell you they'll call you and then it happens

#172: Sales Follow-Up Made Easy with Meridith Elliott Powell

Meredith Elliott Powell talks with Jeff about the importance of customer follow-up.  It's not something we do just because our sales leader requires it or because the CRM

#171: Sales and the Science of Decision Making

Dr. Terry Wu and Jeff look at the brain connection between emotion and decision making.  We know that a purchase decision is made from a place of emotion and the brain th

#170: The Role of Emotions in Sales with Phil Gerbyshak

Phil talks with Jeff about the importance of understanding the emotional component of sales.  Your customer buys on the basis of emotion and the mind provides the rationa