Sales Unscripted

Need an alternative to the hard pitch? This episode is all about leading with value. Margaret and Bryan dive into how offering value adds (like helpful audits, insights, and comparisons) create easier, trust-building entry points with leads. Give first, position yourself as the expert, and watch the conversations open up.

In this episode, Bryan and Margaret talk about the uncertainty everyone's feeling right now (tariffs, the economy, and that sense that things are just… out of control). But instead of freezing up, they explore how to shift your focus to what you can control, and why now is the perfect time to invest in your salespeople and give them the right tools to thrive.

Most of us sell 1:1, but what if you could sell to many, just as effectively? In this episode, we dive into hub selling and how you can use simple, scalable strategies (like events, peer groups, and podcasts) to amplify your reach. Because sometimes, the best solution is also the simplest.

In this episode, Bryan and Margaret dive into how to share wins by putting your customer at the center. You'll learn why bragging about your customers' success (whether related or unrelated to your product) builds stronger connections with your clients and how sharing failure stories, like low usage leading to poor outcomes, can be just as powerful.

In this episode, Margaret and Bryan break down how to prepare for the summer sales slump before it hits. Spring is the best time to take inventory of your funnel, clean up your pipeline, and adjust your outbound strategy to stay on track for the summer months. Tune in to stay ahead this season!

It's March Madness time, and this week, Margaret and Bryan are diving into Cinderella selling. In this episode, they break down the difference between selling as the underdog, where fearlessness and grit drive you forward, and selling as the top dog, where expectations are set sky-high. Which mindset truly leads to success in sales? Tune in to find out!

“The customer is always right!” “People buy from people they like!” “If you keep calling, they will answer!” We've all heard of these old school sales sayings - but are they actually true? Tune in to this episode where Margaret and Bryan debunk some of the most outdated and overrated sales tactics.

Imagine this: You've got a deal that's almost locked in, but then—out of nowhere—everything starts to crash. Don't panic! This week, we're talking about those unexpected “motorcycle crash” moments in sales and how to stay calm when things go sideways.

We need to talk. Breaking up with a prospect is difficult, but you know it's just not working when you're getting mixed signals and poor communication. Listen to this episode to identify potential red flags in your sales relationships, and how to set boundaries so you both can move on.

Ever heard of the 5 love languages? It's an interesting theory, and it can transform the way you connect with prospects. Whether you're prepping an actionable agenda to keep meetings efficient, or offering to send follow up videos, the key is making customers feel valued in the way that resonates with them. Tune in to discover how to speak your customers' sales love languages!

In a LinkedIn rut? Maybe you feel uninspired to post, or you're unsure how to develop a social media persona. In this episode, our cohost Margaret gives a marketing perspective on zhuzhing up your LinkedIn and tips to post quality content (that won't take hours to create)!

Time flies! For our 100th episode, Margaret and Bryan review their most important lessons learned since the podcast started. From reaching personal goals to professional success, this episode covers it all!

What are your sales pet peeves? Margaret and Bryan discuss common behaviors that salespeople do (or don't do) that annoy prospects and won't drive results. If you get caught up in any of these, take a listen - you may be able to set a New Year's resolution!

With the end of the year quickly approaching, you're probably reflecting on your sales performance from the past year. Often, we connect our self worth to the results we produce (whether good or bad). Tune in to learn about the power of “measuring backward” and feeling proud of your work, regardless of the outcome!

This week on Sales Unscripted, we are joined by special guest Liesel Mertes from Handle with Care Consulting to discuss an important topic - empathy in sales. Often we view empathy as a personality trait, but it's actually an essential skill set that anyone can improve on. Sales is all about relationships - there is an opportunity to intentionally improve practices of empathy in order to create a supportive space for both employees and clients. For listeners, this podcast discusses topics of grief and loss.  To learn more about Liesel and Handle with Care Consulting, please visit https://www.lieselmertes.com/  

Conference season is in full swing! In this episode, Margaret and Bryan are all about the dos and don'ts of event promotion. If you're struggling to stand out from the crowd, listen now and get some of Bryan's pro tips for engaging attendees before, during, and after a show!

RFPs can be hard to manage - when you limit access to salespeople, you're limiting access to information and context that could be achieved in a short call. It's difficult to put in a ton of time and energy, and it can feel like a waste if you don't win the deal. Check out this episode of SUP where our co hosts discuss adding personalized elements to an RFP and how to evaluate success of your proposals.

Salespeople are always looking for the secrets to move prospects through the funnel more efficiently. In this episode, our co hosts emphasize it's actually the everyday tasks you do that will make you stand out from the crowd (like timely follow up). Tune in to learn how to do common things uncommonly well!

It's common to feel burnt out this time of year. With Q3 coming to an end, Margaret and Bryan equip our sales listeners with tips and tricks to reset and keep energy up (without dragging through the rest of 2024). If you need some motivation to finish the year strong, tune in now!

Building trust with your prospects is key - so how can you start building trust right from the beginning? In this episode, Bryan and Margaret encourage salespeople to leave out the logic traps and limit the embellishments - instead, salespeople should opt for honesty and transparency. Listen now!

In this episode, Bryan and Margaret dive into the power of clarity and confidence when it comes to follow-ups. They chat about crafting a clear sales process with specific steps and timelines to cut out the guesswork. You'll get tips on setting clear future dates, managing follow-ups, and reviving stalled conversations. Tune in for a fun, practical guide to staying on top of your sales game!

If you haven't started using video in your sales process, you're missing out! It can be intimidating to get started with video, but you don't have to make a super polished message to communicate effectively and authentically. Listen now and get video tips from the expert video strategist herself, our cohost Margaret!

With the year halfway over, it's time for a check-in! In this episode, our cohosts share how you can objectively evaluate your 2024 so far using data in your CRM. Tune in for some tips on how to set your funnel up for success for the remainder of the year starting now!

Building a personal brand doesn't mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it's important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you're looking to define your personal brand, tune in to this episode!

This week's episode goes back to the sales basics - handling price pushback. No matter how low your price is, pricing objections come up all the time. Our hosts share how to sell the economic value of your product in a way that's meaningful to your prospects (and not by throwing out random statistics).

You've made the sale, but what happens next? In this episode, Margaret and Bryan discuss the importance of defining post-sales accountability - from sales, to account management, to customer success - for both your internal team and for the customer. Tune in to get tips for outlining roles in a handoff call!

Margaret and Bryan spill the secrets to storytelling in this episode! Learn how to master the craft of engaging prospects with a great sales story, and how to enable your clients to share their experiences. (And, tune in to learn more about Bryan's tour this summer!)

We are back with part 2 of "Closing with Curiosity"! This episode is PACKED with best practices and examples on prepping questions for sales calls and setting up your conversations for success. Listen now to learn the 4 categories of questions you should be covering on your calls!

Sales Unscripted is back after a short break, and this week our cohosts dive into the impact of curiosity on sales success. Asking questions shouldn't always have the intent of fixing problems for your prospects - by asking questions, you can uncover hidden needs, deepen client relationships, and guide conversations in the right direction. Tune in now to this 2-part series!

Take a moment to reflect on Q1 compared to your goals. In this episode, Bryan and Margaret share that starting Q2 on the back foot means it's time for a fresh perspective and some quick action to improve. Don't let fear of feedback hold you back - remember, everyone can get better!

Everyone is talking about AI - but how can it be leveraged in sales? Sales is all about human interaction, but there are places where AI can be helpful to keep your sales outreach efficient. In this episode, our hosts explore how different AI tools can be an integral part of your sales process and give examples of how AI can be implemented as a delegation and research tool. 

It's common for salespeople to see the positives in their pipeline. But sometimes, objectivity is clouded by optimism. This week, Bryan and Margaret give a reality check - they provide ways for both salespeople and for managers to get extreme clarity into where deals stand so priorities can be set accordingly. And, tune in for some great CRM cleanup tips!  

It can be frustrating to put in the time and effort into drafting a proposal, then not hearing back from your prospects. So, what can you do to prevent this from happening? This week, Margaret and Bryan chat about giving transparency up front and tips to keep the conversation going. Setting these parameters and expectations early on will help you and your potential customers stay aligned during the whole sales process - from the discovery call to contract signing.

We're dedicating this week's episode to all the Sales Development Representatives out there! Bryan and Margaret discuss all things sales development from cold calling, advocating for yourself, and upward mobility. Stick around for a heated debate on whether SDRs should live under the sales or marketing umbrella.  

Connector relationships aren't just about what your connectors can do for you. Bryan and Margaret sit down to share best practices on how to pour into your connector base. This episode will teach you how to make connections via 3-headed emails and how to utilize video to make these connections authentically.

There's nothing more tired than a “bumping this to the top of your inbox” email. Bryan and Margaret discuss how to craft a thoughtful follow up message that delivers value (and doesn't annoy your prospect). They also share a BZSOS tool to help eliminate the need for email follow up all together.

Sales is a notoriously stressful job. The pressure of hitting KPIs and a commission-based income can take a toll on you. Bryan and Margaret discuss how to strike a healthy balance between stress and productivity. They talk about habits both in and out of the office that you can employ to maintain this balance.

Today's episode was inspired by Covideo's 2024 sales kickoff meeting. Bryan and Margaret discuss why every salesperson needs not just a Personal Business Plan, but also an accountability mechanism. The cover how to create a business plan and how to actually get s#!t done. It may almost be February, but it's never too late to start!

This week Bryan and Margaret are getting personal! Your favorite co-hosts dissect their own personal money scripts. Your individual money script matters as a salesperson, because it directly impacts your ability to earn commission and discuss economics with clients. Get ready to do some self-reflection as you listen to this episode.

Every company has a sales process. But, even the best sales processes don't provide consistency between reps. Enter… the Blind Zebra Sales Operating System. This week Bryan and Margaret do a deep dive into Blind Zebra's newest product, the BZ Sales Operating System (BZSOS). If your sales organization is lacking predictability, consistency, and efficiency, this is a must listen! For more information on BZSOS, visit https://blind-zebra.com.  

We're closing out 2023 with an episode all about adoption. Whether it's getting your team to adopt a new software or a new tool in the sales process, it can be a struggle. Bryan and Margaret share simple tactics you can implement to get your team to adopt new things seamlessly.  

The new year is coming, and it's a perfect time to check in on your mindset. Bryan and Margaret discuss what kind of mindset you need to be in to be a successful seller. They share practical tips for fostering an abundance mindset. Spoiler alert… gratitude works!

This week we're taking a walk down memory lane. Bryan and Margaret reflect back on 2023 and share some of their biggest lessons learned, in sales and in life. They discuss maintaining an abundant mindset during a downturn and the importance of being uncomfortable in order to grow.

Tradeshow season can't stop, won't stop! On this week's episode, Bryan and Margaret give you a playbook on how to get the most out of any tradeshow or conference. They cover everything from pre-show planning to working a booth to memorable follow-up. If you're looking for more ROI on your event strategy, this is a must listen.

Bryan & Margaret are getting mushy this week as they share all the things about sales that they are grateful for. Some highlights include variable comp, early adoption of LinkedIn, and being true partners to clients & prospects. This week's episode is a feel-good listen!

One of the biggest challenges as a sales leader is determining what are the contributing factors to not hitting your revenue goals. Oftentimes, the primary problem is underperforming reps. On this week's episode, Bryan and Margaret walk you through an exercise to help identify who your underperformers are and how to manage them.

This week we're bringing you a very special episode of SUP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record. For more information on Salesvue, visit https://salesvue.com/.

You make a first impression in 27 seconds or less. That's not much time, so it's important to put your best foot forward. On this week's episode, Bryan and Margaret share practical tips on how to make a positive first impression. They cover both in-person and virtual interactions, so there is something for everyone.

This week's show kicks off with a celebration of our newlywed - Mrs. Margaret Henney! After some much needed catch-up, the duo dives into how sales should follow-up with marketing qualified leads (MQLs). You'll get some jaw dropping stats and learn best practices on how to interact with prospects.

The end of the year will be here before you know it. This week's episode is a tactical session all about how to close 2023 on a high note and set yourself up for a killer January. Margaret and Bryan walk through how to choose your YED-D, language frameworks to use in sales meetings, and how to grade your open opportunities by likelihood to get to a yes-no decision by the end of the year.

This week's episode is one of Margaret's favorites, because the SUP duo is discussing all things video! Bryan and Margaret open the episode talking about why video needs to be a part of your sales process. They also cover common mistakes people make with video and how to get over the fear of starting.