All Episodes
Displaying episodes 1 - 23 of 23 in total
Owning the Sales Conversation to Educate Buyers
Episode 22 – Owning the Sales Conversation to Educate BuyersTo sell executive buyers, you must educate them in a way that they see a better future if they buy from you...
How to Decommoditize Your Offering and Avoid Being Commoditized
Episode 21 – How to Decommoditize Your Offering and Avoid Being CommoditizedCommoditization is a major threat to any business, but it's especially dangerous for sales ...
How to Close Big Sales Without Meeting In Person
Episode 20 – How to Close Big Sales Without Meeting In PersonThe number of sales calls that happen face-to-face has dropped dramatically in recent years. So, is the pe...
Selling the Future State and Overcoming Fear of Change
Episode 19 – Selling the Future State and Overcoming Fear of ChangeCustomers buy a better future than their current state. Whether it is technology platforms or train ...
Speaking the Language of Money in Sales
Episode 18 – Speaking the Language of Money in SalesSalespeople are often afraid to talk about money. Successful salespeople know how to not only talk about money, the...
Messaging Design & Delivery: Sales' or Marketing's Problem?
Episode 17 – Messaging Design & Delivery: Sales' or Marketing's Problem?When your organization presents itself one way in the public domain, and your salespeople go in...
Outselling Your Monster Competitors
Episode 16 – Outselling Your Monster CompetitorsCompanies often find themselves selling against much bigger competitors. Those competitors often have strong brand name...
Closed Door Secrets of Buyers
Episode 15 – Closed Door Secrets of BuyersWhen prospects are buying from your company, we know there is ALWAYS a “meeting-after-the-meeting.” That’s where the real fee...
The Importance of the Sales Narrative Structure
Episode 14 – The Importance of the Sales Narrative StructureSales narratives: organizing, presenting and engaging your content in a way that gets results. Our panelist...
Unsticking Stuck Sales
Episode 13 – Unsticking Stuck SalesHalf of every sales professional’s pipeline is stuck in some way. Often, we don't know whether it's time, the offer, decision-makers...
The AI Fueled Salesperson
Episode 12 – The AI Fueled SalespersonAI can make sales professionals better prepared. It will also make buyers better prepared when buying. Where is the intersection ...
Pilot Selling: Avoiding the “Nibble” Strategy
Episode 11 – Pilot Selling: Avoiding the “Nibble” StrategyOften sales professionals sell a pilot or test program to a prospect to get “their foot in the door” while bu...
Work from Home: Are Musk, Bezos and Zuck Right?
Episode 10 – Work from Home: Are Musk, Bezos and Zuck Right?Do Elon, Bezos and Zuck have it right? This episode goes right at the issue of working from home or in the ...
Leveraging AI (like ChatGPT) in the Sales Process
Episode 9 – Leveraging AI (like ChatGPT) in the Sales ProcessOur panel of experts from sales to the C-suite have a candid and pragmatic discussion about how best to us...
Your CEO: Friend or Foe In Landing Sales?
Episode 8 – Your CEO: Friend or Foe In Landing Sales?When do you bring your president or C-suite executive into the big sales selling or closing process? Our panel mem...
Selling in 2024
Episode 7 – Selling in 2024Selling in 2024 will look different than it does today. What are the macro and micro trends that are emerging in sales? What are the implica...
How to Leverage Your Personal Brand in Sales
Episode 6 – How to Leverage Your Personal Brand in SalesIn the latest episode, we explore the importance of personal branding for salespeople and how it relates to the...
Sales Compensation: Show Me the Money
Episode 5 – Sales Compensation: Show Me the MoneySalespeople, revenue teams and customer retention share a very strong interest in sales compensation. We share the tru...
The Money Machine
Episode 4 – The Money MachineBigger, faster, leaner. A sales process promises to deliver more than just good salespeople can on their own. Stories and examples of how ...
Being Different Sells
Episode 3 – Being Different SellsIn this episode, the panel talks about why different is better in a noisy B2B sales market. There are great chances to look different ...
How to Get the $1M+ Big Sale Meeting
Episode 2 - How to Get the $1M+ Big Sale MeetingThis episode is about getting the meeting at the highest level of executive, the hardest to reach. We dive into tips fo...
Penetrating Messaging to Reach the Executive Buyer
Episode 1 – Penetrating Messaging to Reach the Executive BuyerThis episode is all about getting to the highest-level buyers and talking their language. It covers the i...
Welcome to The Big Sale Illuminati Podcast
The Big Sale Illuminati is a bi-weekly podcast where some of the best in business discuss what’s worked, what’s working, and what’s failed in selling big sales. The pa...