The "Don't Sell Me Bro" Podcast

Episode 100 – What We’ve Learned and What’s Next

conrey — Tue, 15 Jan 2013 23:02:22 +0000

2 years, 100 episodes, and plenty of good times later we’ve come to the end of regular episodes for Don’t Sell Me Bro. We look back on what we’ve learned, and what we can keep on taking forward from this show, as well as fill you in on what’s next for us.

We won’t be putting out weekly episodes anymore but may get back together for reunion shows from time to time if we have a great topic.

As always special thanks go out to:

Debbie Walker – Podcast Producer who makes us sound great.
Krystofer Van Slyke – For our great intro- and outro- ductions
Hepnova – For the backing music
Gangplank – For letting us use the studio
Our Guests – Justin McHood, Lindsay Bayuk, James Archer, Susan Baier, Michael Goodman, Mike Leeds, Greg Taylor, Connie Kadansky, and all the rest who sat in with us
And of course our listeners who have put up with hours of our conversations and learned and contributed.

Signing off for one more time, Don’t Sell Us Bros

Download audio file (DSMB100-seriesfinalefornow.mp3)

Episode 99 – Reflecting on 2012

conrey — Wed, 02 Jan 2013 17:06:46 +0000

In a fitting episode for the first one of 2013, Dave and I are joined by Susan Baier to reflect on what 2012 had for us, and what we learned.

Download audio file (DSMB99-reflectingon2012.mp3)

Episode 98 – How to Fix a Sales Team

conrey — Wed, 26 Dec 2012 14:15:37 +0000

In one of the rare instances where Dave gets to spring the trap on me, we get to see me think on my feet again. “What if you’re a sales leader and you are tasked with fixing a broken sales team?”

Step 1: Read your data (if no data then Step 0 is “get data”)
Step 2: Make a Plan
Step 3: Act on your plan
Step 4: Go to Step 1

Bonus smacking “consultants” in the face who come in with a cookie cutter approach.

Book recommendation: Quiet: The Power of Introverts in a World that Can’t Stop Talking

Download audio file (DSMB98-howtofixsalesteam.mp3)

Episode 97 – What is a Bad Lead?

conrey — Wed, 19 Dec 2012 14:15:21 +0000

In which we discuss the joys of “lead hoarders” and the motivations that drive that behavior. Is your sales team incentivized to game your system for their paycheck? Is that messing your data up? This isn’t a problem with your sales team, it’s with your management.

Download audio file (DSMB97-whatisabadlead.mp3)

Episode 96 – Throwing the Fish

conrey — Wed, 12 Dec 2012 14:15:20 +0000

Dave’s got a new client and one of the things he’s found is the “throwing the fish” syndrome. Rather than a clean baton pass of a practiced relay team, they are more like the Seattle Fish Market where a big fish comes flying at you and it’s your mess to deal with. We break this analogy far beyond it’s healthy point, but goes to a real exercise in sales teamwork. Is everyone on your team valuing the rest of the team’s work or the customer? If both of those aren’t true, it’s a real bad day.

The Advanced Selling Podcast episode I referenced is “Living Above the Line”

Download audio file (DSMB96-ThrowingTheFish.mp3)

Episode 95 – Is Personal Branding a Sales Tool?

conrey — Wed, 05 Dec 2012 14:15:06 +0000

A friend of the show asked us “How important is a personal brand to selling?” so Dave and I decided to explore this. Does your blog/podcast/twitter/facebook play into your sales strategy? Should it? We talk about our personal predilections as well as what should or shouldn’t be done. Obviously, measuring the results would be the first step, but what you put out there matters.

Download audio file (DSMB95-PersonalBranding.mp3)

Episode 94 – Follow Up for the Bros

conrey — Wed, 28 Nov 2012 14:15:55 +0000

After a chaotic travel week for me, Dave makes me think a good bit about how to follow up after travel/conference work as a salesman to make sure that we have the best chance to succeed. I outline my method and plans for the followup and what I do to keep the business running. I throw in a couple of bonus travel tips to keep you lively as well.

Download audio file (DSMB94-PostConference.mp3)

Episode 93 – Which Way Does Your Funnel Go?

conrey — Wed, 21 Nov 2012 14:15:10 +0000

Dave starts us off by sharing an article about the Sales Funnel vs Buy Funnel mentality which we break down. Is it better to force people into your sales funnel or to work towards their buy funnel? Is the sales funnel the best way to look at forecasts?

Download audio file (DSMB93-Funnels.mp3)

Episode 92 – Eat the Frog First

conrey — Wed, 14 Nov 2012 14:15:45 +0000

Recorded after an off-hand comment between episodes, I complained about having a Friday full of meetings and not being able to get “work” done. Dave posits that meetings are work, and we discuss the relative merits of doing meetings versus other needs, as well as other tasks/jobs that you don’t want to do and keep the business running.

Download audio file (DSMB92-eatthefrogfirst.mp3)

Episode 91 – Negative Campaigning

conrey — Wed, 07 Nov 2012 14:15:02 +0000

In light of election day yesterday, the topic of the day is Negative Campaigning. “But Bros, you aren’t running for office!” You might say, but there are plenty of places where the same concepts work in sales.

The Samsung Anti iPhone Ads we referenced are available here, here, and here.

Download audio file (DSMB91-negativecampaign.mp3)