Sales Babble
361 episodes - English - Latest episode: 17 days ago - ★★★★★ - 49 ratingsSales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!
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Episodes
How To Know When It's Time To Pitch #524
April 09, 2024 07:00 - 9 minutes - 5.79 MBHow To Know When It's Time To Pitch #524 This week I babble some on some experiences I've had sellers clumsily pitch me on something I have no interest in. You've probably experienced this too. Lao Tzu has some thoughts on this. He spoke about labeling, judging, and the issues that come with language. In our situation, this episode discusses how to know when it's time to pitch. We also talk about slowing down the sale. This way, sellers can fully understand the prospect's problems, issues,...
How to Buyers to Close Themselves #523
April 02, 2024 07:00 - 8 minutes - 5.3 MBHow to Buyers to Close Themselves #523 Do you struggle to close deals? Next to getting a sales appointment, closing is the second most difficult task when selling. Some think closing a deal and getting the prospect to put their name on the dotted line is a monumental task. You commonly hear that it takes an assertive winner-takes-all attitude to be successful in sales. But that's not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC, Always...
What Bartenders Can Teach Sales People #522
March 26, 2024 07:00 - 6 minutes - 4.02 MBWhat Bartenders Can Teach Sales People #522 Have you ever heard this quote from the stoic philosopher Epictetus? 'We have two ears and one mouth so that we can listen twice as much as we speak.' You probably have but way too many salespeople have never learned this lesson. Instead, as soon as there is a break in the conversation, they jump to a solution and start to pitch. And then they're confused about why prospects don't buy or return their calls. But consider a great bartender. They a...
Grow Fast Podcast with Mark Shriner
March 19, 2024 07:00 - 52 minutes - 30.6 MBGrow Fast Podcast with Mark Shriner I had the good fortune to be a guest on Mark Shriner's new Grow Fast Podcast. Mark and I talked about selling, Taoism, and the power of podcasting. Mark graciously gave permission to have this interview shared with the Sales Babble listeners. I'm excited to share this babbling today! The Dao of Sales, or How to Sell without "Selling" Mark described the interview this way "Pat Helmers is the Host of the Sales Babble Podcast. Pat is also the Founder o...
The Perfect Apology #520
March 12, 2024 08:00 - 7 minutes - 4.25 MBThe Perfect Apology #520 We all make mistakes, it's part of being human. The same is true in business. Companies screw up to the detriment of their customers. When this happens, it often falls on the sales professional to apologize, even if they had nothing to do with it. How about your personal life? Have you wronged someone but struggled to say you're sorry in a way that prompted forgiveness? Did they accept your apology? This is the human experience where too often our egos get in the...
You Can't Win Them All #519
March 05, 2024 08:00 - 6 minutes - 4.04 MBYou Can't Win Them All #519 When it comes to selling, the importance of flexibility, gentleness, and resilience when facing adversity is often overlooked. It’s easy to get stuck on a deal and put too much energy into it due to some sunk-cost fallacy. Don’t do that! In today’s episode, we discuss about on how rigidity and resistance lead to defeat, while flexibility and adaptability lead to victory. Next, we remind ourselves what Tao Te Ching says about softness and weakness and how it ca...
The Tao of Storytelling Selling #518
February 27, 2024 08:00 - 7 minutes - 4.51 MBThe Tao of Storytelling Selling #518 Let me tell you a story. It's not a story of lost love or intrigue. Nobody's murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It's a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today's episode explores ways ...
How To Sell When Nobody Knows You #517
February 20, 2024 08:00 - 7 minutes - 4.74 MBHow To Sell When Nobody Knows You #517 What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company, and its products? This is a situation for all startups. It's also the case for established businesses creating new products or entering new markets. If this is your case, you're in for a treat. In today's episode, we share the idea that water...
How To Compete from Behind #516
February 13, 2024 08:00 - 7 minutes - 4.52 MBHow To Compete from Behind #516 Does it irritate you when you're talking to a new prospect and the first thing they mention is that their vendor is your archrival? Does it seem like that competitor is superior to you; faster, cheaper, better and there is nothing you can do to overcome that clear advantage? Or maybe you can’t fathom why people buy from them other than they've been around for a long time. It can be frustrating and begs the question, what can you do to compete from behind? To...
How To Overcome Your Fear of Rejection #515
February 06, 2024 08:00 - 6 minutes - 4.15 MBHow To Overcome Your Fear of Rejection #515 We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect. Often the prospects don't realize a solution to their problem is available. A well-constructed and executed cold call can create an opportunity for the prospects to eradicate their problems. Yet too often sellers fear rejection and this impedes their cold-calling success. There are things yo...
How To Recover from a Sideways Deal #514
January 30, 2024 11:57 - 6 minutes - 3.75 MBHow To Recover from a Sideways Deal #514 Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today. Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers w...
To Get More You Need To Let Go #513
January 23, 2024 08:00 - 6 minutes - 4.09 MBTo Get More You Need To Let Go #513 Today I would like to do an experiment and try something different. This is something that I've been noodling about the last few weeks and since The Tao Te Ching is founded on change and as we know change is the only constant in life it feels right to make a change. Today I;d like to read chapter 46 of the Tao Te Ching, share a story about Pat and Chris, and then review how the chapter applies to sales. I think it will be fun to share with readers an act...
The Dark Side of Winning Confidence When Selling #512
January 16, 2024 08:00 - 6 minutes - 4.01 MBThe Dark Side of Winning Confidence When Selling #512 This may sound surprising but did you know that closing a deal may carry negative consequences akin to losing a deal? And did you know that excessive confidence can be as problematic as fear? The assertion that winning is always good raises questions that suggest success may not always be advantageous. Whether facing a shortfall or exceeding quotas, setting aside worry and prioritizing prospects is always the right thing to do. The warn...
How To Sell With Compassion #511
January 09, 2024 08:00 - 6 minutes - 3.7 MBHow To Sell With Compassion #511 Ever hesitated to pick up the phone and cold call? Don't worry; we've all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. Thi...
How to Let the Sale Sell Itself #510
January 02, 2024 08:00 - 5 minutes - 3.44 MBHow to Let the Sale Sell Itself #510 Do you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may have no problem demonstrating the product or describing the service. But when it comes to asking for the sale and doing so elegantly and not sounding pushy, that takes skill. But does it? What if we could get buyers to sell themselves? How can you let the sale unfold itself, that's the topic fo...
Top 10 Sales and Marketing Tips for 2024 with Neil Kristianson
December 26, 2023 08:00 - 52 minutes - 30.2 MBTop 10 Sales and Marketing Tips for 2024 with Neil Kristianson In this episode returning guest Neil Kristianson joins for our 10th anniversary of babbling conversation on the top 10 sales and marketing tips for the upcoming 2024 new year. Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://sale...
How To Unmask Authentic Selling #508
December 19, 2023 08:00 - 7 minutes - 4.28 MBHow To Unmask Authentic Selling #508 When I was new to selling I read a number of books on closing techniques and objection handling. I took their advice to craft scripts to memorize them like an actor in the theatre. It was a weak approach. The buyers never said the lines I expected and often I was dumbfounded about what to say. In this week's Tao of Sales Babble we cast off the scripts and unmask to discover our authentic you, the person buyers want to meet, trust, and do business with. ...
Why We Treat Buyers Like Family #507
December 12, 2023 14:07 - 6 minutes - 3.75 MBWhy We Treat Buyers Like Family #507 Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers. In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity. Sales Babble s...
A Good Seller is a Good Teacher #506
December 05, 2023 08:00 - 6 minutes - 3.95 MBA Good Seller is a Good Teacher #506 Have you ever had a difficult customer that tested your patience? You want to do a good job, but it seems that all the prospect wants to do is to make it harder on themselves. Sure you want to help, but they don't want to be helped. And now you can't help but wonder why are they even talking to you. You know something is there, you think you think you can teach them a few things that would be good for their business. You might even be able to address th...
How to Sell by Not Selling #505
November 28, 2023 08:00 - 7 minutes - 4.38 MBHow to Sell by Not Selling #505 In the timeless dance of commerce I'd like to reflect a bit on the business aspects of selling, the topic this podcast babbles about weekly. When you consider the profession of sales, what comes to mind? Is it a realm where one must assume the guise of a rapid-talking predator? Do you still hear at times the notion that selling requires you to be the elusive shark in the marketplace? It's a pervasive belief, and indeed, a hurtful one. So let's consider this:...
How to Own Your Mistakes #504
November 21, 2023 08:00 - 6 minutes - 4.16 MBHow to Own Your Mistakes #504 So, you like being right? But what about when you’re wrong? Nobody likes being called out for making a mistake or screwing up. And let me tell you, it’s even worse when you have to apologize for your mistake or, worse yet, your company’s mistake. It’s like going to the dentist for a root canal. Unfortunately, once in a while, this situation pops up and it’s extremely uncomfortable for the sales professional. It’s not the end of the world. You just have to own...
How To Advance the Sale - Step by Step #503
November 14, 2023 08:00 - 5 minutes - 3.65 MBHow To Advance the Sale - Step by Step #503 Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today's episode, we're diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let's crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not...
How to Give Control to Take Control When Selling #502
November 07, 2023 08:00 - 7 minutes - 4.55 MBHow to Give Control to Take Control When Selling #502 My wife says I worry too much. I think I don't worry enough. I'm always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it's also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect's actions it had the opposite effect and killed deals. It was by studying the Tao I...
Why Sellers Need to Recognize the Elephant in the Room #501
October 31, 2023 07:00 - 6 minutes - 4.2 MBWhy Sellers Need to Recognize the Elephant in the Room #501 Have you ever skirted the truth when talking to a prospect? Have you ever redirected the conversation to put your offering in the best light? Have you ever wondered why a prospect stops taking your calls when at first you thought everything was going well? Maybe the prospects saw through your avoidance. Maybe they sensed there was something wrong with your product or service. Maybe you lost their trust. In this week's episode, we ...
Sales Babble 500th Anniversary Special #500
October 24, 2023 07:00 - 27 minutes - 16 MBSales Babble 500th Anniversary Special #500 In March 2014 the first episode of the Sales Babble podcast was published, dedicated to sharing selling secrets for non-sellers. After years of working at a start-up as the VP of Sales, I was ready to share my experience with a broader audience and grow my selling skills. "Sales Babble" was the solution and my next adventure. Now it's October in 2023 and we've reached the 500th episode and it's a miracle that I'm still at the microphone, babbling...
How to Discover the Buyer Using Compassionate Listening #499
October 17, 2023 07:00 - 7 minutes - 4.43 MBHow to Discover the Buyer Using Compassionate Listening #499 I have a point of view on selling that may catch you off guard. Just like social work, nursing, or counseling, I see selling as a helping profession. The way I see it, as sellers, it's our responsibility to relieve the suffering of our customers and clients. Each prospect you meet has some unfulfilled need or desire that greatly pains both them and their organizations. The way master sellers can assuage this suffering is to list...
How To Stay Innovative in an Emerging Market #498
October 10, 2023 07:00 - 6 minutes - 3.7 MBHow To Stay Innovative in an Emerging Market #498 There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the "it's not yet available." Products loved and admired by customers will someday be considered antiques. Few products or services are considered modern forever. Instead, the marketplace is constantly birthing a rebirthing, innovation after innovation. Salespeople play a tremendous role in guiding their companies to stay competitive. They are ...
Don't Force the Sale, Allow the Sale #497
October 03, 2023 07:00 - 7 minutes - 4.32 MBDon't Force the Sale, Allow the Sale #497 Sometimes sellers in their zeal to win push and prod buyers into uncomfortable buying decisions. It's always a good time for a seller to win a sale, but that's not the case for buyers. Sometimes a purchase is part of a broader project that requires planning. Too often sellers forget that their timeline should be the buyer's timeline. In this episode of the Tao of Sales Babble, we discuss the hazards of forcing a deal and the benefits of giving buy...
We Only Learn From Failure #496
September 26, 2023 07:00 - 10 minutes - 6.09 MBWe Only Learn From Failure #496 I’m a goof and I screw up a lot. I’m known to talk to myself and say things like “What were thinking?” or “You’re an idiot Pat.” This behavior really bugs my wife. She’ll say “Why are you so hard on yourself?” to which I reply “I’m not hard enough!’ But she may have a point. You can read good advice, or in the case of a podcast, listen to good advice but it’s not going to be embraced nearly as much as when you screw up and learn a lesson from it. Accordi...
How To Find Your Niche #495
September 19, 2023 07:00 - 9 minutes - 5.62 MBHow To Find Your Niche #495 If you ever sold a new invention, idea, or innovation then you’ve probably experienced the crushing defeat and rejection that comes with disrupting the status quo. After that experience you may have walked away with the same feeling I had when I did the Point of No Return waterpark ride which descended 10 stories in 4 seconds, No thank you, once was enough for me. But on the other hand, if you are bold and believe in the old adage that the “Riches are in the Nic...
How to Learn, Unlearn, and Relearn Sales #494
September 12, 2023 07:00 - 7 minutes - 4.8 MBHow to Learn, Unlearn, and Relearn Sales #494 Do you know how some people just don't listen? They complain about their situation, yet they're never open to alternatives. It's a case where confidence and cockiness become handcuffs. This is all too common in sales. It's a paradox but sometimes the best way to learn something is to first unlearn what you already know. To relearn is to keep growing and that's the topic for today. Sales Babble shares selling secrets for non-sellers. Masterf...
What is the Tao of Sales Babble #493
September 05, 2023 07:00 - 9 minutes - 5.53 MBWhat is the Tao of Sales Babble #493 Each week we apply the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, and closing, and share some practical Taoist examples using little parables involving Pat, Chris, and Lee. I’m unusually fascinated by this topic, a bit of a fanatic, and have coined this topic the Tao of Sales Babble. Why babble? To quote Lao Tzu, "Sincere words are not fine; Fine words are not sincere." Lao Tzu taught that understanding and wi...
Six More Taoist Sales Lessons That Make Common Sense #492
August 29, 2023 07:00 - 14 minutes - 8.42 MBSix More Taoist Sales Lessons That Make Common Sense #492 This is the podcast where each week we apply an aspect of Taoism to sales. Last week we departed from this structure and surveyed six Taoist sales lessons instead of a single aspect. Each lesson contained common sense practical advice. This week we’re going to do six more and if you haven’t listened to last week’s episode, that’s OK. These lessons aren’t in any order There is no need to go back before listening to this episode. But...
Six Taoist Sales Lessons That Make Common Sense #491
August 22, 2023 07:00 - 13 minutes - 7.82 MBSix Taoist Sales Lessons That Make Common Sense #491 Each week the Sales Babble podcast applies the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, or closing, and dig into the details with some practical Taoist examples with little parables involving Pat, Chris, and Lee. This is a topic near to my heart. I started studying Taoism for over over 30 years ago. From my studies, I've come to some realizations that I want to share. So this week I'd like to ...
If It Fits They'll Buy It #490
August 15, 2023 07:00 - 8 minutes - 5.04 MBIf It Fits They'll Buy It #490 Stop me if you've heard this one. One day a lady was walking down the street and she noticed a dress in the shop window. Instantly she thought that it might be the perfect dress for the wedding she was attending that weekend. She immediately walked into a boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Absolutely ma'am, but wouldn’t you be more comfortable in a dressing room?” This is master selling!...
Lead Gen Innovation Pearl Diver with Nick Lissette #489
August 08, 2023 07:00 - 29 minutes - 17.4 MBLead Gen Innovation Pearl Diver with Nick Lissette #489 Today on Sales Babble we meet Nick Lissette the founder and Chief Executive Officer of Blackpearl Group. Black Pearl is the company that created our sponsor, Pearl Diver. Pearl Diver is the tool that allows you to see who's visiting your website, even if they never signup or connect with you. Nick has over a decade of experience working with cloud-based services. He started with anti-spam software and now leverages his expertise to u...
Less is More When Selling #488
August 01, 2023 07:00 - 8 minutes - 5.1 MBLess is More When Selling #488 Picture a stage where the actor is a sales professional and their words flow like a never-ending river of verbosity and theatrics! The seller wants but one thing - to present the product in its most complete and benefits-rich manner. In the next act the seller, stands tall, basking in the spotlight. going on and on and on. Meanwhile, the buyer in the 12th seat of the 5th-row fidgets and readies to bolt for the door. This is not fiction but is often a consequ...
Cold Calling Part Deux #487
July 25, 2023 07:00 - 17 minutes - 9.98 MBCold Calling Part Deux #487 Today Pat's taking a mulligan. After listening to last week's episode I believe I missed the mark. In many regards, cold calling looks like a pushy activity and as such seems unTaoist, if that's a word. How can that be? Last week I didn't do a good enough job explaining. In this episode, I riff on the topic and explain how you can embrace wu-wei to simplify your cold-calling activities. Multiple quotes from the Tao Te Ching are shared. Sales Babble shares sel...
How To Dispel The Fear of Cold Calling #486
July 18, 2023 07:00 - 8 minutes - 4.93 MBHow To Dispel The Fear of Cold Calling #486 Life is filled with hard things to overcome. Like for me it's pizza, has there ever been a more perfect food invented? Yet to stay fit and trim as best as a portly old man can do, there are limits to how much pizza I should consume. What's another hard thing in life? Cold. When I first started making cold calls I was literally knocking on peoples doors. It was brutal. But this is the thing, it was the only way to speak to some people. And get th...
To Know a Lead is to Find a Lead #485
July 11, 2023 23:05 - 8 minutes - 5.34 MBTo Know a Lead is to Find a Lead #485 Have you ever noticed how you keep dialing those same leads, over and over again, but it's like talking to a brick wall? It's like you're living in 'Lead Groundhog Day.' Well, my friends, that's what I call being 'lead poor.' But fear not! It's time to rev up your prospecting game and unveil a treasure trove of bonafide, highly qualified leads. In this week's exciting episode, we dive deep into these perplexing situations, explore ingenious fixes, and ...
What is the Science of Scaling Podcast with Mark Roberge #484
July 04, 2023 07:00 - 36 minutes - 21.2 MBWhat is the Science of Scaling Podcast with Mark Roberge #484 In today's episode, we’re doing something a bit different and featuring an episode from another podcast. It’s called The Science of Scaling, hosted by Mark Roberge. He’s the bestselling author of The Sales Acceleration Formula. He’s also a Senior Lecturer at Harvard Business School and the Founding CRO of HubSpot. Subscribe to the podcast here https://link.chtbl.com/tsos?sid=podcast.salesbabble Sales Babble shares selling s...
Why Are You Still Working That Lost Deal? #483
June 27, 2023 07:00 - 6 minutes - 3.99 MBWhy Are You Still Working That Lost Deal? #483 Why is it they say that when one door closes, another door always opens? Are doors in some sort of cosmic competition? 'Oh, this door is closing? Well, I'll show you!' And bam, another door pops open, like it's saying, 'Don't worry, I got your back!' Doors are like the ultimate wingmen, always ready to hook you up with a new adventure. I mean, seriously, who needs a dating app when you've got doors playing matchmakers? It's like the universe...
Wisdom Comes From Failed Deals, Are You Sure?
June 20, 2023 07:00 - 5 minutes - 3.34 MBWisdom Comes From Failed Deals, Are You Sure? In our culture winners are heroes. Our movies, especially American movies, prefer underdogs who find success with persistence and grit. Yet these overnight sensations rarely happen overnight, Instead, it takes years filled with mistake after mistake after mistake. Sales wisdom comes from failed deals. In this episode, we babble about the challenges in business and how inevitably we will screw up. But if you keep at it, you will learn what not...
Why Weakness Trumps Strength When Selling #481
June 13, 2023 07:00 - 7 minutes - 4.44 MBWhy Weakness Trumps Strength When Selling #481 Have you ever noticed that sometimes selling is like playing a never-ending game of hide-and-seek, except the prospects are world champions in hiding what they really and truly desire? Just when you quote them a solution, the rug gets pulled out from under you and you have to restart! What a pain, right? With that said it’s easy to forget the golden rule; he who has the gold, rules. But lest we forget since the buyers are the ones with the mo...
How to Get a Handle on Objection Handling #480
June 06, 2023 07:00 - 5 minutes - 3.58 MBHow to Get a Handle on Objection Handling #480 If you’ve had any experience in sales you know that sometimes closing a deal is harder than walking a dog through a forest of squirrels. Around every turn, they’re tugging the leash, wrapping it around your legs, wrenching your wrists, and once in a while, slipping out of the collars and it’s off to the races. What’s a seller to do? It can be frustrating working with a prospect that won’t buy nor will they say they won’t buy. They just can’t m...
How To Allow a Buying Decision Without Forcing #479
May 30, 2023 07:00 - 6 minutes - 4.03 MBHow To Allow a Buying Decision Without Forcing #479 The buyer values tradition. Fearful of flash in the pans, They prefer the serious, the powerful, And the so called safe. Yet the market is a series of spontaneous changes. To resist only creates sorrow. It’s the wise decision maker who knows they don’t know. The Master Seller speaks of the risk of avoiding risk And how when the spring comes The grass grows itself. Sales Babble shares selling secrets for non...
How to Lose a Sale Before You Start #478
May 23, 2023 07:00 - 6 minutes - 4.19 MBHow to Lose a Sale Before You Start #478 The Chinese word for the Tao translates to Path. The way of that path is one of harmony. Pushing a prospect who has no interest is like pushing a rope. It can’t be done. It’s wiser to work with prospects who need your services. This starts by discussing the end goal at the beginning.. Any effort to talk them into something else is a waste of time. Sales Babble shares selling secrets for non-sellers. Masterful selling is deeply understanding what...
What is The Tao of Sales Babble? #477
May 16, 2023 07:00 - 16 minutes - 9.72 MBWhat is The Tao of Sales Babble? #477 If you've been listening to this podcast for a while you've probably had a vague question about Taoism. It probably doesn't keep you up at night but you know Pat's been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it's from China. And you probably know it was written by an old guy name Lao Tzu. But anything beyond that, you haven't a clue. Given your interest in the Tao of Sales Babble, it only mak...
Chasing Money Chases Away Sales #476
May 09, 2023 07:00 - 7 minutes - 4.45 MBChasing Money Chases Away Sales #476 What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said, “Being rich is having money; being wealthy is having time.” These are two extremes. One is the yin, one is the yang. Yet the Tao teaches us to travel to the center and search for equilibrium. Sometimes, myself included, I’ve let my hunger for a commission screw up my thinking and screwed up a deal. Sometimes chasing mone...
How To Make Quota Without Hurry #475
May 02, 2023 16:00 - 5 minutes - 3.4 MBHow To Make Quota Without Hurry #475 We live in an impatient world. Everybody wants everything done in a New York minute. It’s gotten to be that every desire is considered a ticking time bomb that must be disarmed right now. But this is the thing, our desires are not that important. What blows up in our face is the disappointment that we didn’t get what we wanted. Lao Tzu said that "Nature does not hurry, yet everything is accomplished." . So how can we make quota if we don’t hurry? That’...