Latest Salestrainer 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...
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