Episode Overview This episode features David Svigel, the co-founder of ROI-Selling.com. He’s been a close friend and business partner of mine for over a decade. We’ve tag teamed on several successful client engagements where the b2b client wanted to up their game in value selling – and that meant being able to communicate and quantify … Read more
Episode Overview This episode features Jeremy Diamond, founder of the blog Startup Deck Review, which is dedicated to studying startup pitch decks. He has a rich media background and is an MBA graduate from the University of Washington Foster School of Business. In this episode we will be covering 3 key factors in a winning … Read more
Episode Overview In this episode, we are speaking with Andrew McMasters. Originally from Philadelphia, he’s an actor who’s been working in Seattle for over 30 years. He started Jet City Improv back in 1992 and left that company back in October 2017 after 25 years. For the last 10 years, he’s been working with organizations– … Read more
Episode Overview In this episode, we talk with Ed Bilat about how we can up our sales conversations by telling stories– what some refer to as “Story Selling”. We are all humans at the end of the day, meaning that we live our lives through stories– stories we tell others, stories others tell us, and … Read more
Episode Overview This episode features Chris Ortolano, a sales workflow consultant based in Portland, Oregon. He provides an outside perspective to help organizations address their weaker elements to accelerate their revenue cycle. He is a leader of his firm, Outbound Edge, and will speak about the power of video in sales outreach and how to … Read more
 Episode Overview Our guest, Stu Heinecke, is a master of getting a meeting with anyone. Stu is a Wall Street Journal Cartoonist, a hall of fame nominated marketer, and author of the book, How to Get a Meeting with Anyone. I know it can be frustrating trying to get meetings with key decision makers … Read more
First published here. Here’s what I’ve discovered after working with thousands of sellers around the globe for over 20 years: a very small number of sales reps conduct business value conversations with their buyers. This is despite the reality that value selling improves margins, close rates, and customer satisfaction better than any sales strategy out there.Those … Read more
Episode Overview In this episode, you’ll hear us talk about how to connect with potential buyers online, how to build trust over time by contributing content and closing new business with the buyers you’ve been building relationships with. I met our guest, A Lee Judge, on LinkedIn, where I sent a connection request knowing he’d … Read more
Episode Overview There has been a primary theme in storytelling over the past few years in sales. Stories are the #1 way to connect with a buyer and help them see their situation in a new way. In this episode we will push into how to tell better stories with Theresa Francomacaro? a chief storyteller … Read more
Episode Overview Sellers struggle with selling business value. They are taught to sell products, but not how to sell based on business value. In this episode, my former college roommate, business partner, and lifelong friend, Darrin Fleming, speaks about why we should be selling based on business value. Darrin is the founder and CEO of … Read more
