Latest Episodes
May 03, 2019
[E15a] Fundamentals Week: Bonus Episode – Daniel Redman
Ending week one of Fundamentals Week, special guest Daniel Redman is on the show to chat about Trust. Bringing his experience in B2B and...
00:42:14
May 03, 2019
[E15] Fundamentals Week: The Trust Factor
Fundamentals Week – Part 5. The Rapport transitions into Empathy. Empathy then makes way for the Trust building step. But how do you build...
00:08:23
May 02, 2019
[E14] Fundamentals Week: Failing At Empathy
When there are proper ways to bring empathy into a sales conversation, then unfortunately there are also improper ways that will cause empathy fails....
00:09:09
May 01, 2019
[E13a] Bonus Episode – Eric Nelson
In this special bonus guest episode during Fundamentals Week, Eric and I talk about the Rapport and Empathy stages and how important they are...
00:32:50
May 01, 2019
[E13] Fundamentals Week: Empathy Wins
Moving from Rapport to Empathy during Fundamentals Week. A lot of salespeople do not understand why empathy should even matter or how it makes...
00:07:08
April 30, 2019
[E12] Fundamentals Week: Messing Up Rapport
Part 2 of Fundamentals Week, and we extend the conversation about Rapport to when it goes wrong and salespeople mess it up. You not...
00:07:57