Best Problem Centric Selling Podcasts (2024)

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197. Summer Happy Hour: Compassion shot - People Colada 9:42

5h ago9:42

9:42

Send us a Text Message. Welcome to our Summer Happy hour - where learning is free and there’s enough for everyone! Come join us for a 10 min shot to refresh and reset your intention, delicious content mixed with some cool beach bar music vibes. And this week’s cocktail no2 is People Colada which is a blend of practical ideas for bringing or creatin…

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169. Knowing Your Personal Saboteurs 32:58

42m ago32:58

32:58

Send us a Text Message. In this final part of our 4-part focus on Opportunity Mindset, we explore the concept of saboteurs - the things that can hold us back, sabotage our success and impact our confidence and overall sense of wellness and satisfaction in what we do. In all aspects of life, understanding how to ensure the things that motivate you (…

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196. Summer Happy Hour: Motivation shot - Mojo Mohito 7:31

2h ago7:31

7:31

Send us a Text Message. Welcome to our Summer Happy hour - where learning is free and there’s enough for everyone! Come join us for a 10 min shot to refresh and reset your intention, delicious content mixed with some cool beach bar music vibes. And this week’s cocktail no1 is Mojo Mohito which is bursting with practical ideas for boosting or sustai…

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Ep 089 Addressing the Mental Health Crisis in Sales 37:24

10d ago37:24

37:24

Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff…

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195. Shift Your Service Culture via Your Stroke Economy 37:48

7h ago37:48

37:48

Send us a Text Message. In this final part of our 3-part focus on service, this one is all about dialling up your internal and external service experience by focusing on the concept of the Stroke Index. We are thrilled to be joined again by our close colleague Lindsey Thompson who is an expert in Transactional Analysis and Team Dynamics. She shares…

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Ep 088 Building a Customer-Centric Culture in Sales 33:08

2d ago33:08

33:08

Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer fe…

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194. Creating a Culture of Internal Customer Service 34:03

3h ago34:03

34:03

Send us a Text Message. In this second episode in our latest 3-part miniseries looking at customer service we look at benefits and steps to creating an internal customer service culture.

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Why Your Prospects Won’t Take the Next Step - Stump The Guru 31:40

16d ago31:40

31:40

How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you? For most advisors, it’s far too many. Somewhere in the conversation the momentum is lost, they don’t return your calls, don’t respond to your emails, and you never fi…

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193. Customer Service Excellence - Think NeuroService 28:25

12d ago28:25

28:25

Send us a Text Message. In our latest 3-part miniseries we take a look at customer service and the role it is playing in enabling organisations to thrive now and into the future. As more service experiences are becoming automated or augmented with eg AI-enabled chatbots, the human is fast becoming the premium service differentiator. So how can we m…

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Ep 087 Turning Preparation Into a Habit in Sales 35:33

26d ago35:33

35:33

What separates high performers from average salespeople? The answer is preparation.Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way. Paul encourages salespeople to be in…

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192. Mid Year Reflection - Pause to Process 27:15

9d ago27:15

27:15

Send us a Text Message. We mark the mid-year point with a reminder of the power of taking a moment to pause, process and reflect on the past 6 months to set up well for the next. A good listen any time of the year, we also explore the benefits of processing for a team on the lessons learned, rather than leaping from one task to the next. We hear a …

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Gap Sell Keenan #74 - Why You Must Know Your Business Problems 48:35

15d ago48:35

48:35

Jose Alvarenga of Whova joins Keenan to search for a problem ASG might have. Whova is an all-in-one event management solution that makes events modern and trendy, attracts and engages attendees effectively, and helps event organizers save time when managing event logistics. Whova’s platform consists of an award-winning event app, easy online regist…

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191. Shift From Tell to Ask - Coaching Unlocks Human Connection 33:26

15d ago33:26

33:26

Send us a Text Message. In this final part of our 4-part focus on Maximising Human Touch we take a practical look at how to unlock moments of connection. In a time-poor world, being listened to has even more premium and is the most powerful way to connect with people during uncertainty and transformational change. Making the simple shift from telli…

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Ep 086 Developing Executive Presence in Sales 38:05

1M ago38:05

38:05

Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.Doug Dvorak is not your average sales expert – he's the founder of the Sal…

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190. Human-Centric Selling Approach 38:13

25d ago38:13

38:13

Send us a Text Message. In this third episode of our 4-part focus focusing on Maximising Personal Touch we look at how to bring a human edge to sales and customer interactions in an increasingly automated world. We discuss the value of positive mindset, behaviours, and using the skills to build relationships and provide exceptional service. We shar…

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Are You Doing Free Consulting? - Stump The Guru 27:11

27d ago27:11

27:11

A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”. Free consulting is when you provide information and education to prove you know your stuff. It assumes they’re making their decision to hire…

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189. Maximise Your Cognitive Potential - Simple Strategies for Complicated Thinking 36:23

30d ago36:23

36:23

Send us a Text Message. In this second episode of our 4-part focus focusing on Maximising Personal Touch we look at how to think clearly when faced with complicated situations. Many workplaces are demanding quicker and deeper levels of innovation, focus, creativity and problem-solving. As Apple unleashes AI in 1 billion smartphones across the plane…

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Ep 085 The Blend of Art & Science that is Sales 33:39

2M ago33:39

33:39

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.In this conversation Paul Fuller, Chie…

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188. Being Human in an AI Workplace - Maximising Personal Touch Moments 33:06

1M ago33:06

33:06

Send us a Text Message. In this first episode of our 4-part focus focusing on Maximising Personal Touch we look at how to balance the tasks we complete with the impact we create. In a world that is becoming increasingly automated, and Artificial Intelligence now an everyday term we explore how to remain empowered, confident and making time for the …

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187. Nourish Your Network to Flourish Your Career 32:35

1M ago32:35

32:35

Send us a Text Message. In this final episode of our 5-part series on Redefining Careers, we are thrilled to welcome Siobhan Anderson, who shares her inspiring journey of overcoming academic self-doubt through mentorship and skill enhancement. Siobhan's experiences emphasise the importance of self-belief in addressing academic gaps and leveraging w…

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Ep 084 Listening to Understand in Sales 33:58

2M ago33:58

33:58

Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions …

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186. Set a Skills Fit-Bit to Track and Empower Your Development 22:35

2M ago22:35

22:35

Send us a Text Message. This fourth episode in our Redefining Careers series looks at the benefit of reframing how we look at our day to day to track how we are developing our skills. Like how fitbit-type trackers have transformed how we view our daily physical activity through monitoring data e.g. step count, there is a parallel when we apply this…

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Is The Hard Sell Obsolete? - Stump The Guru 27:55

3M ago27:55

27:55

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”. But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode. You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing…

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185. Career Uncaged - Shifting From Employee to Solopreneur 38:55

2M ago38:55

38:55

Send us a Text Message. This third episode in our Redefining Careers series takes a look behind the scenes on the realities of leaving a corporate job and setting up on your own. Joined by the inspirational Matt Sims, he shares his experience of leaving his role where he had been for 8 years, to become a solopreneur focusing on his passion and purp…

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Ep 083 Igniting Confidence in Sales 34:44

3M ago34:44

34:44

Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity…

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184. Creating Career Lightbulb Moments 32:55

3M ago32:55

32:55

Send us a Text Message. Our latest series is all about Redefining Careers and this second episode looks at the power a 'lightbulb moment' can have on the choices and options that open up to us. We discuss just how many skills are transferable and therefore we can keep empowered in the knowledge that you can shift industries or levels if you want to…

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183. Career Diversity Gives You Choices Later 44:50

3M ago44:50

44:50

Send us a Text Message. Our latest series is all about Redefining Careers and this first episode focuses on the benefits of having different experiences to enable more choice as you progress along your journey. Whether planned or unplanned, actively seeking new experiences gives us more resilience if options suddenly change (recessions, redundancie…

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When Should You Automate Your Sales Emails? 9:22

3M ago9:22

9:22

The digital age has transformed how we connect with our audience, making email marketing a pivotal tool for creators, coaches, and consultants. Yet, as we juggle countless tasks, the allure of setting our sales emails on autopilot is undeniable. But when is the right moment to switch to automation? In the heart of this episode, we dive into the ess…

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Ep 082 How to Build a Referral Selling Culture 35:10

3M ago35:10

35:10

Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode…

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182 Benefits of Mentoring and Coaching to Everyday Life 39:54

3M ago39:54

39:54

Send us a Text Message. In the final of our 4-part focus on 'Future Ready, Today' we explore the benefits, skills and opportunities from bringing coaching or mentoring approach to everyday life. To have a 'coach' is now seen as an asset rather than something to be embarrassed about, so we share the top tips for coaching as well as practical example…

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How to Communicate a Price Increase Without Alienating Subscribers 12:29

4M ago12:29

12:29

We've all been there, feeling the pinch as costs go up, and realizing our prices need to reflect that. But the big question is, how do we communicate this to our loyal subscribers without upsetting them? In this episode, I'm sharing my go-to strategies for justifying a price increase in a way that keeps everyone on board. We explore strategy, commu…

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Your Audience’s False Beliefs Are Killing Your Sales 15:23

4M ago15:23

15:23

We often fall into the trap of thinking we know our audience based on surface-level stats. But what if I told you there's more? In this episode, I show you how to identify and dismantle your audience's false beliefs that are hindering their decision-making process. I walk you through how to craft sales emails that tackle these false beliefs head-on…

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181. Looking for Everyday Opportunities to Learn and Develop 38:32

4M ago38:32

38:32

Send us a Text Message. In this second episode in our 4-part focus on 'Future Readiness, Today' we look at easy, everyday ways to seek moments to learn and develop ourselves. As the waves of change due to automation, digitisation and AI continue to wash through the world of work, now is not the time to copy and paste our way through the working day…

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Ep 081 How to Stand Out and Become Irreplaceable in Sales 40:23

4M ago40:23

40:23

In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Fo…

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How to Become Problem-Centric in Your Approach - Stump The Guru 23:58

4M ago23:58

23:58

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions. But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. How do you reconcile this paradox? In this month’s Stump The Guru show, I spoke about “Does B…

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180. Learning Prepares Us For The Future 33:50

4M ago33:50

33:50

Send us a Text Message. In this second in our 4-part mini-series 'Future Readiness, Today' we look at the role of learning to set us up we for the future. Rather than something that happens in a school, college or just at the start of our careers, having a learning mindset enables us to flourish in our personal and professional lives. Its about bal…

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Don’t Rely Only on the Subject Line Copy to Get People to Open Your Email 7:30

4M ago7:30

7:30

There's a little trick that could make your emails stand out and get clicked on more. So, I’ve been coaching course creators worldwide for a while now, and I've noticed that many people don't pay much attention to the preview text in their emails. But here's the thing - it's a tiny detail that could make a big difference. Adding a brief but compell…

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Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series 23:50

4M ago23:50

23:50

Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.Mike Esterday and Derek …

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From Problem to Product Aware with Sales Emails 20:50

4M ago20:50

20:50

Your inbox is more powerful than you think when it comes to turning leads into customers, and I'm here to show you how to make the most of it. In today's episode, I'm going to introduce you to my favorite marketing strategy, which I've used successfully in countless promotions to deliver value, connect with my audience, and achieve impressive resul…

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179. Keeping Successful Whilst Your Job Is Transforming 30:45

4M ago30:45

30:45

Send us a Text Message. Welcome to the first episode in our 4-part focus on 'Future Readiness, Today'. As the waves of change due to automation, digitisation, hybrid working and AI continue to wash through the world of work, we take a practical and proactive look at what we can do today to set up well for the future. Back in 2018 McKinsey's Global …

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Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales 32:09

4M ago32:09

32:09

Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.In this con…

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3 Secrets to Writing Sales Emails Your Audience Will Care About 13:06

4M ago13:06

13:06

Let's shake things up and figure out how to make your sales emails matter to your audience. In this episode, I'm going to share the three secrets to writing sales emails that your audience will actually care about. No pushy tactics or irrelevant content here, just real strategies to connect with your subscribers and sell without being spammy. We ex…

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178. Thriving in a Busy Worklife 38:26

4M ago38:26

38:26

Send us a Text Message. This final episode in our 5-part series on Managing a Continuous Workload revisits the theme of preventing burnout. Joined again by burnout exec coach Alexis Neighbour, she explains the 4 reasons why burnout is on the rise, namely a general rise in worries and anxieties fuelled by the pandemic, technology, societal pressures…

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Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series 25:09

4M ago25:09

25:09

Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. Mike Esterday and Derek Roberts, authors of the book Listen…

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Gap Sell Keenan #73 - Why bat .300 when you can bat .350? 56:15

4M ago56:15

56:15

This week we've got a good one. John Polaris from Daily.ai joins the show to search for a problem with ASG's content in the newsletter. For more information on Gap Selling Visit: https://salesgrowth.com/gap-selling-method/By Keenan

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Big Email Lists Aren't Always Ideal 15:10

5M ago15:10

15:10

Is having a big email list really the key to successful email marketing? In this episode, I take a deeper look at why a large email list may not always be as advantageous as it seems, and how you can capitalize on the potential of a smaller, more engaged audience. I also discuss the pitfalls of focusing solely on building a big list, and why reenga…

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177. Tips for Delegating Regardless of Status 34:05

5M ago34:05

34:05

Send us a Text Message. This fourth episode in our 5-part series on Managing a Continuous Workload takes a practical approach looking at the skill of delegating. Delegation is not just for managers or senior people - it is sensible teamwork in action. As nature shows us, there is too much to do for one individual to safely carry it all alone - shar…

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Ep 079 Finding Your Purpose in Sales 41:32

5M ago41:32

41:32

Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven…

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Does Being Too Friendly Come With Downsides? - Stump The Guru 29:33

5M ago29:33

29:33

Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client. If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges. The problem …

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Tips for Keeping Your Sales Emails out of the Spam Folder 18:07

5M ago18:07

18:07

Emails can be a powerful tool for sales, but there's common fear that they'll end up in the spam folder, triggering unsubscribes and impacting visibility. In this episode, let's talk about how to keep your sales emails out of the dreaded spam folder, without being spammy or aggressive. We delve into understanding what triggers spam filters, effecti…

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