by Robert Gillette | Nov 28, 2022 | Studying Sales
When it comes to new MRR, every MSP will say they need more leads. They’ll say, “When we get the at bat, we usually win… but we need more at bats.” While this might be true, it’s usually not the whole story. When it comes to sales and...
by Robert Gillette | Oct 31, 2022 | Studying Sales
“As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you’re not selling, rather than addressing the internal...
by Robert Gillette | Oct 10, 2022 | Studying Sales
“You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don’t actually believe in you. I don’t think you know how to do this. But your sales manager seems to think that you can so I’m gonna let you...
by Robert Gillette | Sep 19, 2022 | Studying Sales
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity. Podcast: Play in new...
by Robert Gillette | Jul 18, 2022 | Studying Sales
Podcast: Play in new window | Download I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what’s coming next, and where you might be able to get more!...
by Robert Gillette | May 9, 2022 | Studying Sales
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He’s one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we’ll cover the 5 most common biases that...
by Robert Gillette | Apr 4, 2022 | Studying Sales
Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and...
by Robert Gillette | Feb 7, 2022 | Stories of Sales
Podcast: Play in new window | Download In a perfect world, every prospect that becomes a client is a perfect client. But since we don’t live in that perfect world, sometimes we end up bringing in clients that aren’t perfect. Listen in as Sean and I discuss...
by Robert Gillette | Jan 10, 2022 | Studying Sales
Podcast: Play in new window | Download If you’re anything like me, you’re getting a bit tired of influencers and gurus. I’ve sort of lost my appetite for self proclaimed experts who may or may not be successful, but can’t seem to find any...
by Robert Gillette | Nov 8, 2021 | Studying Sales
Podcast: Play in new window | Download Ask around in any industry, and you’ll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories,...
