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The B2B Sales Show

Jan 28, 2020

It doesn’t matter what kind of business you’re in — your time is your most valuable asset.

If you recognize this, it can be frustrating dealing with not-so-qualified leads. You might want to make a connection, but also don’t want to waste your time.

In this episode of The B2B Sales Show, Patrick Downs of

Jan 23, 2020

Why is it important to have radical candor with your CEO? Complete honesty with the boss feels scary to people who are worried about their jobs, but should it?

What if we pulled the question out of the work context and asked: why is it important to have an open, honest, and transparent relationship with your wife,...

Jan 21, 2020

The creative sales process begins before you lace up your loafers or even get out of bed.

Creative selling starts the moment you open your eyes. And the process doesn't end until you're nestled back in bed at the end of the day. 

That's not how most people think about selling. That's okay. This is a different route, a...

Jan 16, 2020

Trial closing isn’t sexy, but it is necessary. 

It’s how you start to determine where a prospect is the buyer’s journey, whether you need to move them to the next stage, keep them where they are, or abandon pursuit of that prospect entirely. 

On this most recent episode of the B2B Sales Show, Patrick Downs takes...

Jan 15, 2020

The top 10% of salespeople do this thing 304% more than the bottom 2% of salespeople.

Before I tell you what it is, I want to geek out a little bit about data. We’ve got something like 30 years worth of data from 1.8M sales reps and leaders that give us unexpected insights into what makes a salesperson.

It isn’t...