The "Don't Sell Me Bro" Podcast

Sales Thoughts and Debate from Chris Conrey and Dave Cooke

November 7, 2012

Episode 91 – Negative Campaigning

Filed under: Episodes — conrey @ 7:15 am

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.

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October 31, 2012

Episode 90 – Collections for the Small Biz Salesman

Filed under: Episodes — conrey @ 10:11 am

When a small business (especially a service business) is getting up and running, often the sales team is also involved in making sure that contracts get paid and the business keeps running. How do you balance that need with the need to maintain proper relationships with your clients. Dave and I explore this for our Halloween Episode – because nothing is more scary than not getting paid.

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October 24, 2012

Episode 89 – When the Client Changes their Tune

Filed under: Episodes — conrey @ 7:15 am

Dave comes in ready to rant today, What do you do when a client expects you to hold up your commitments but doesn’t hold up theirs? You hear “one more week” for three months, or “I’m out of town” and run into them later. Whose fault is that? How do you deal with it?

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October 17, 2012

Episode 88 – Avoiding Conflict with Other Vendors

Filed under: Episodes — conrey @ 7:15 am

In this episode, I bring up a situation we’ve run into where we are one of the vendors working on a project, but not the only one. When it comes to opinions about what is right and wrong for your customer, how do you cross that bridge?

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October 10, 2012

Episode 87 – Is the CEO the Decision Maker?

Filed under: Episodes — conrey @ 7:15 am

Joined by James Archer of Forty, we talk about how to sell to small businesses and recognizing that the unique time needs of a small biz CEO means that they aren’t always the decision maker. How to play that game in small businesses and does that scale out?

Abbreviated show notes while travelling since we’re travelling.

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October 3, 2012

Episode 86 – Losing the Clubhouse

Filed under: Episodes — conrey @ 7:15 am

Dave gets under my skin by bringing up my beloved (and hapless this year) Red Sox and their manager Bobby Valentine, to illustrate the point of someone who knows their business top and down, but isn’t a good leader and what that can do to your business efforts. What does having a clubhouse cancer do to your sales team? Or what if the sales manager loses the team?

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September 26, 2012

Episode 85 – Converting Social Media to Sales

Filed under: Episodes — conrey @ 7:15 am

Dave came to the studio armed with an article he’d read about sales conversion rates from email versus search versus social media. They posit that email and search are significantly more effective than Social Media, which leads us to ask – should be you be selling on Social Media?

I’ve answered this before and laid out the First Rule of Social Media Selling – and Dave and I explore that a good bit.

We outline what the various methods are discussed in the article and pros and cons of each.

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September 19, 2012

Episode 84 – What is the 100 Day Challenge?

Filed under: Episodes — conrey @ 7:15 am

Joining us a second time, Mike Leeds and I get a chance to let Dave do a bit of self promotion and talk about his “100 Day Challenge” event that he’s started up recently. We get into the ideas behind why Dave started this and the difference between a goal and a vision.

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September 12, 2012

Episode 83 – Celebrating the Sale with Mike Leeds

Filed under: Episodes — conrey @ 7:15 am

Joined by local Phoenix sales and management coach, Mike Leeds the Bros talk through what it means to celebrate progress throughout the sales process. Mike starts us off with the lens of the longer, less frequent, sales process. I then ask if we can get that same result of motivation and energy in a more fast paced sales process. This extends out to a more in depth conversation about pace, timing, and making sure things are moving at the pace.

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September 6, 2012

Episode 82 – Zombie Leads!

Filed under: Episodes — conrey @ 12:27 pm

A couple of days late due to a new addition to the DSMB family (my wife and I had our third daughter), we bring up one of my favorite topics: Zombie Leads! Those leads that fall off the map, stop answering your calls or emails, then suddenly after you’ve written them off, they’re back and ready to work. How do you deal with these types of leads? How do you get more of those leads?

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