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Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
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Every week Chris Hayes asks the big questions that keep him up at night. How do we make sense of this unprecedented moment in world history? Why is this (all) happening? This podcast starts to answer these questions. Writers, experts, and thinkers who are also trying to get to the bottom of them join Chris to break it all down and help him get a better night’s rest. “Why is this Happening?” is presented by MSNBC and NBCNews Think.
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A question from a sales manager: "Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps them involved with customers who aren’t interested and …
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What Would a Fair Society Look Like? with Daniel Chandler
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50:35
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Could the answer to building a more just society lie in 50-year-old ideas? Our guest this week points to the ideas of John Rawls, one of the greatest political philosophers, as a blueprint of sorts for building a more equitable society. Daniel Chandler is the research director of the Programme on Cohesive Capitalism at the London School of Economic…
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How to Maximize The Power of a Sales Call
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18:13
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There are a lot of misconceptions about sales and what constitutes a good sales call. Whether you are a professional salesperson, or you find yourself in a situation where you must convince people to do business with you – say a solopreneur, or small business person -- you need to manage a good sales call. In this podcast, I present a couple of eas…
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The Rise of Kamala Harris with Heather McGhee
48:29
48:29
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Chris just got back from vacation. It just so happened that he was way during one of the most remarkable periods in American presidential political history. There’s a lot to unpack with our guest this week. Heather McGhee is a New York Times bestselling author of “The Sum of Us” and the board chair at Color of Change, the nation’s largest online ra…
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Review my answer to this question: Here’s a question about best practices for B2B sales and sales leadership that I struggle with almost daily. I’m definitely known for having very high expectations that aren’t so easy to meet. I wondered if you could elaborate on what strategies you have seen succeed regarding this, because while I’m sure open to …
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We’ve seen a wave of campaigns in school districts and municipalities across the country to ban literary works over the past few years. One instance of this is the subject of MSNBC Films’ "To Be Destroyed," the latest installment of "The Turning Point" documentary series from Executive Producer Trevor Noah. The feature documentary explores a South …
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Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? And, can we learn from them? Dig into this issue and develop a plan to enhance your career. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presen…
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There’s a lot of unprecedented things going on nowadays. And with everything going on, it can be tempting to distort the moment we’re in and to view things as totally new and completely abrupt. Our guest this week has written about the source of historical continuity, particularly in the 1990s, that has brought us to our current moment. John Ganz i…
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Maximizing Sales Efficiency: Key Economic Metrics Every Leader Should Know
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18:23
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Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amount…
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Why does it seem so hard to build big things nowadays? Our guest this week points out that no one project embodies that cynicism quite like Boston’s Big Dig. Boston’s Central Artery/Tunnel Project, commonly known as the Big Dig, was the most complex and technically challenging highway project in American history. Ian Coss is host and creator of “Th…
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Bothered by an Underperforming Sales Team?
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12:43
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Sales leaders who don’t have the ability to direct their sales force are at a strategic disadvantage. It’s hard to grow a successful business if the salespeople won’t take direction. In this post, we explore that and offer a solution. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 4…
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What’s Next for Biden? with Jamelle Bouie
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The Democratic Party coalition is a complicated one to say the least. A growing number of Democrats have called on President Joe Biden to withdraw from the 2024 presidential election in recent weeks. Those encouraging him to step aside have cited concerns about his fitness for office and ability to win reelection. Jamelle Bouie is a New York Times …
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There have been hundreds of books written about sales, each trying to make a case for their particular nomenclature. Yet, at the most basic level, sales is a relatively simple process. In this excerpt from one of my books, I share the simple sales process. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13…
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SCOTUS Doing Its Worst - Strict Scrutiny Crossover
1:02:57
1:02:57
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Another year, another pretty wild Supreme Court term. SCOTUS recently ended its term with a number of big decisions including ruling that former president Donald Trump is immune from prosecution for his “official acts” in office. And it also overturned the Chevron doctrine, reversing a 40-year-old precedent that afforded federal agencies a degree o…
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