Latest Salespresentations Podcast Episodes
What strategies can you use for better pricing negotiations?
Win The Deal Podcast - February 13, 2023 11:00 - 39 minutesWelcome to Episode 14 of the Win the Deal show! This week, I discuss the ins and outs of pricing negotiations. This is a critical component of any B2B sale and can significantly impact both us as the B2B sales professional and our negotiation partner, our potential customer. I outline wha...
To Bid or not to Bid in a B2B RFP?
Win The Deal Podcast - February 06, 2023 11:00 - 34 minutesWelcome to Episode 13 of the Win the Deal show! This week, I reflected on RFPs, and whether a B2B sales professional and their organization should be participating in them. I provide context as a B2B procurement professional and what I believe are the reasons to and not to participate. I al...
Debunking pricing myths during challenging times
Win The Deal Podcast - January 30, 2023 11:00 - 29 minutesWelcome back to Episode 12 of the Win The Deal show! As the economy is starting to slow down, and we see more layoffs from large organizations, one cannot help but think an economic challenge will be facing more companies. For B2B sales professionals, this can lead to: PRICE NEGOTIATIONS ...
How you can qualify your "Why" questions
Win The Deal Podcast - January 23, 2023 11:00 - 33 minutesWelcome to Episode 11 of the Win The Deal show. This week, I reflected on the question, "Why?" How we use it in our B2B sales, and whether or not the response is genuinely helping to qualify the sale. I refer to the questions as Qualified Why questions you should be asking in your B2B sales ...
Are your solutions the correct recommendation?
Win The Deal Podcast - January 16, 2023 11:00 - 18 minutesWe made it to Episode 10! Next milestone 100! Ok we will celebrate a few others in between. Today's episode was inspired by the snow, the climate I am living in now and my wife! How do they align with B2B sales? Keep listening to find out. All episodes are recorded, and a video version ...
What are you 2023 sales priorities?
Win The Deal Podcast - January 09, 2023 11:00 - 31 minutesWelcome back to the Win The Deal Show! With a new full working week in 2023 about to kick off, you likely have your agenda of work to cover. I suggest you think about what your top priorities should be and how you can create more sales. To do this, you may want to consider what those priori...
The podcast is back...talking about decisions
Win The Deal Podcast - January 01, 2023 22:39 - 12 minutesWelcome to 2023! It has been a minute since I last recorded a show. And here we are back at it again. New Year, same host, but with a new positive outlook and attitude. I've been working on development and growth for myself, and I am ready to share the outcomes with you. This first epi...
How to follow-up during discovery in B2B sales
Win The Deal Podcast - March 15, 2021 12:30 - 21 minutes - VideoIn this episode, I discuss what happens during the Discovery phase when you are asked to sending more information or call back in the future. How should you handle it, and the 3-step process to follow that will keep you focussed on the end game and winning a next step conversation. My "Leader...
Does your B2B sales get done as a team?
Win The Deal Podcast - March 08, 2021 13:30 - 12 minutesIn this episode, I discuss what it means to gain support from your team members within your organization to help sell in the B2B sales environment. This support continues to build on the Clarify element of my framework and specifically supporting the business problem that is being sought out. ...
4 Questions to Qualify Your B2B Sales
Win The Deal Podcast - February 01, 2021 13:30 - 20 minutesIn this episode, I start to discuss the BANTLESS Discovery accelerator piece of the Clarify part of my sales framework. There are four (4) questions you need to be able to answer "Yes" to in order to confirm that you have a qualified B2B sale. I will breakdown each one. In addition, I have a ...
Map to More B2B Sales
Win The Deal Podcast - January 25, 2021 13:30 - 28 minutesIn this episode, I dissect the next piece of the Clarify element of my B2B Sales framework, the Map to the Deal. When you are struggling to get to the finish line, it is likely because you neglected to plan in advance how to get there. I talk about the three challenges most B2B sellers face, and...
Mindset and B2B Sales
Win The Deal Podcast - January 18, 2021 13:30 - 12 minutesIn this episode, I discuss the first key area within the Clarity portion of the framework, your mindset. If you want to improve your B2B sales, we need to look at a different way in which you present yourself. I walk you through the mindset shift that you will want to consider changing to in o...
The Framework Elements
Win The Deal Podcast - January 10, 2021 23:21 - 21 minutesIn this episode, I discuss the elements of my framework (Clarify, Amplify, Nullify) and what each one contains, and how we can make them work to help you get more B2B sales. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. Th...
My B2B Sales Framework
Win The Deal Podcast - January 04, 2021 13:00 - 17 minutesIn this episode, I talk about the frustrations that most B2B sales professionals are facing. I walk you through the framework I use to help my clients understand why they are frustrated and the areas we work on in order to make improvements. My "Leaders Are Readers" segment showcases the lates...
The Win The Deal Show Introduction with Tim Barnaby
Win The Deal Podcast - December 30, 2020 02:25 - 7 minutesWelcome to the first episode of the Win The Deal show, a podcast show for B2B Sales professionals like you who work hard to make a positive difference to your clients. I’m Tim Barnaby and I’m NOT your typical sales coach. I've watched sales professionals my entire career as a procurement profes...
The Nobility of Service
Practical Eloquence podcast - July 25, 2019 15:48 - 29 minutes ★★★★★ - 16 ratingsOne of the world's top experts on customer loyalty and innovation shares his unique take on the nobility of service and shares stories of leaders who embody that ideal.
How to Become Rejection Proof
Practical Eloquence podcast - July 18, 2019 12:29 - 15 minutes ★★★★★ - 16 ratingsFear of rejection is a major obstacle to persuasive communication, but you can overcome it with this approach drawn from my own experience and a remarkable book: Rejection Proof, by Jia Jiang.
A Conversation with John Spence
Practical Eloquence podcast - July 16, 2019 16:21 - 24 minutes ★★★★★ - 16 ratingsFor my very first podcast with a guest, I am honored to have a conversation with one of the top leadership speakers in the business, John Spence.
Just Ask
Practical Eloquence podcast - July 10, 2019 16:13 - 15 minutes ★★★★★ - 16 ratingsAlthough many of us are reluctant to directly ask for what we want, research and experience both show that those who are very clear about what they want are much more likely to get it.
Three Ways to Deal with Uncertainty and Risk in Buying Decisions
Practical Eloquence podcast - June 21, 2019 17:08 - 15 minutes ★★★★★ - 16 ratingsEvery time a buyer makes a decision, they are taking a risk. Astute salespeople know how to use the psychology of risk to increase their own chances of making a sale.
Sell Yourself Without Selling Your Soul
Practical Eloquence podcast - June 12, 2019 16:17 - 17 minutes ★★★★★ - 16 ratingsA mindset, a plan, and ten practical ideas for those who don't like self-promotion but know they need to do it.
Lean Communication for Leaders Part 6: Dialogue
Practical Eloquence podcast - June 04, 2019 20:53 - 16 minutes ★★★★★ - 16 ratingsAs a leader, despite how hard you work to produce brief, clear and valuable messages, you usually need dialogue to close the deal—to ensure that the message has had its intended effect and to make adjustments if not.
Lean Communication for Leaders Part 5
Practical Eloquence podcast - May 29, 2019 18:44 - 16 minutes ★★★★★ - 16 ratingsAs a leader, you still have to be brief and clear in your communication, except for certain exceptions, which I discuss in this podcast.
Lean Communication for Leaders Part 4
Practical Eloquence podcast - May 23, 2019 15:05 - 15 minutes ★★★★★ - 16 ratingsAs a leader, you have far more power to create both value and waste with your communication. This episode focuses on three ways that you can deliver more value every time you communicate.
Lean Communication for Leaders Part 3: The Control Paradox
Practical Eloquence podcast - May 15, 2019 21:47 - 15 minutes ★★★★★ - 16 ratingsLeaders need to be lean communicators more than anyone else, but they must also face the control paradox: they have to know when to shut up and relinquish control.
20 Billion Dollars Worth of Strategic Persuasion
Practical Eloquence podcast - May 08, 2019 15:06 - 17 minutes ★★★★★ - 16 ratingsWhen NASA considered how to get a man to the moon, it took two years of persuasion to settle on the right approach. This fascinating story contains useful lessons for anyone trying to sell a new idea in a large organization.
Practicing Your People Skills
Practical Eloquence podcast - April 23, 2019 20:01 - 20 minutes ★★★★★ - 16 ratingsSocial skills may be only common sense, so why do they seem to be so uncommon today? Here's a four-step process to take your people skills to an uncommon level.
Lean Communication for Leaders, Part 2
Practical Eloquence podcast - April 09, 2019 15:47 - 14 minutes ★★★★★ - 16 ratingsAs a leader, you need empathy more than ever, but you tend to use it less and less as you rise. Here's how and why to avoid the empathy erosion trap.
Lean Communication for Leaders Part 1
Practical Eloquence podcast - March 26, 2019 15:24 - 13 minutes ★★★★★ - 16 ratingsAs you rise in an organization, lean communication becomes even more important because your words carry so much more weight. In this podcast I talk about how to avoid the ethos trap, which tempts you into taking shortcuts and degrades your communicaiton and influence skills.
Are You A Social Genius?
Practical Eloquence podcast - March 19, 2019 18:31 - 17 minutes ★★★★★ - 16 ratingsSocial Intelligence, along with IQ and EQ, can be a critical factor in your ability to get things done and in the quality of your career and your life. What are the skills you must master to become a social genius?
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