Here's a question: Who do you suppose a buyer is more likely to do business with – someone they know, like and trust? Or someone they don’t know from a bucket of chicken? Pretty obvious answer, of course. The real question is how do we become that person the buyer knows, likes and trusts, and win though positive persuasion? Bob Burg, prolific speaker, author & sales consultant joins host Dan Walker to help us chart a course in this 10-minute podcast.

We've all heard for the longest time that in order to be successful, you've got to think big - really big. But when it comes to getting in the door of those really big companies, believe it or not, you need to think small. So says best-selling author, speaker and sales consultant Jill Konrath, who joins host Dan Walker with insight in this 10-minute podcast.

Ever walk out of a client meeting and shake your head thinking it was a total waste of time? Just didn’t click. Well, guess what…your client is thinking exactly the same thing. They can’t all be home runs, but you can take more control over the situation and increase your odds of success. Longtime sales management consultant and author of the book “Level 5 Selling,” John Hoskins joins host Dan Walker with insight in this 10-minute podcast.

So how do you feel when the opportunity to present to a high ranking C-level executive presents itself…kind of scary, right? In fact, research shows that the majority of sales reps would rather have multiple root canals than trying to impress and win business from the big cheese. If that describes you, we’ve got help. Kelly Robertson is an international sales speaker, author & trainer, and joins host Dan Walker in this 10-minute podcast to share five timely tips to help us relax and break through with that important executive presentation.

When you make a call to a customer – they see your name on the caller ID – do you think they’re inclined to roll their eyes and say “ugh, what does he want,” or would they say, “oh, let me see what’s on his mind!” That’s the difference between a sales rep who brings real value to every call and one who’s viewed as an annoying interruption. Andy Paul is a well-known author, speaker & coach and hosts a daily podcast called Accelerate, and he joins host Dan Walker with some great ideas on how to bring value to your clients every time in this 10-minute podcast

No one says you can’t have a little fun and some much deserved R & R this time of year. But the smart sales pro knows how important it is to stay in front of their effort to hit & exceed plan. Thank goodness for the excellent advice we have waiting for us to keep things in high gear over the summer months from very busy corporate sales & marketing consultant, author and president of New York’s Global Learning Link, Susan Onaitis. Susan  joins host Dan Walker with the 8 great tips in this 10-minute podcast.

Referrals – the mother’s milk of sales growth in many reps’ eyes, and in many cases it is. But lots of time has been spent by many reps following up on referrals and coming up dry. Why? Because unless all the stars line up just right, your referral is likely not much more than someone’s name & phone number, and they don’t need what you’ve got. Might be time for a fresh approach. How about PREferrals? Business consultant Bill Doerr is managing partner at Sell More Marketing, and joins host Dan Walker with the scoop in this 10-minute podcast.

How many times have you been in the final stages of a sales cycle – you’re rounding the turn into the home stretch, things are looking great, and then suddenly your customer decides he or she wants to negotiate a better price. We become a little intimidated and we feel that dropping our price is the only way to close business. Well sales consultant, author and president of Value Selling Associates, Julie Thomas, tells host Dan Walker that we don’t have to fall into that trap, and it all comes down to one thing,…being prepared. Hear all about it in this 10-minute podcast.

ABC, also known as “Always Be Closing” is an MO that has not only seen its better days – it can be downright destructive to your success rate. Today’s buyer is far more sophisticated with many more resources at their disposal. This requires a new twist on the way we do business nowadays. Speaker, sales consultant and author of The New Game of Selling, Mitch Axelrod joins host Dan Walker to explain in this 10-minute podcast.

So you’ve finally kicked the door open on the account and it’s presentation time. Are you sure you’re ready for that? Or are you "sweatin’ bullets?" Don’t worry, we’re gonna talk you off the ledge. Busy sales consultant, speaker, and founder of Engage Selling Solutions and author of the new book, Nonstop Sales Boom, Colleen Francis joins host Dan Walker to take us through some do’s and don’ts of effective, successful presentations in this 10-minute podcast.