This is a reprise of one of our most popular episodes! We trust you will enjoy it ... 4 Keys To Bouncing Back From Adversity What is the #1 core skill all top sales people possess? What separates them from the average and below average? Their

#074 When Is It Time To Walk Away From "Bad Business"

May 3rd, 2019 16m 29s

This is a reprise of one of our most popular episodes! We trust you will enjoy it ... Walking Away From Bad Business ... “You're Not A Pro Until You Do!” Welcome – this is another podcast on the mindset top sales pro’s have. Last week we

#073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

May 3rd, 2019 20m 20s

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... The 4 Mindsets & Attitudes ALL Top Sales People Have In Common! Welcome to In The Sales Arena (ITSA) #026. I have always been fascinated by top performe

#072 ... 6 Ways Top Sales Pros Deal With No

May 3rd, 2019 22m 1s

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... Dealing With “NO”!!! Welcome – we have wrapped up our series on what it will take to be a sales master in 2015. Today we are going to take a step back fr

#071 This Episode Is For Sales Rockstars ONLY!

May 3rd, 2019 21m 45s

This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ... “Gladiators Only” ITSA #023 Who We Need To “Be” To Get To the Top! Welcome – We are wrapping up our 4 part series on what it takes to be

#070 “4 Things We Can All Learn from a Learning Experience.”

May 3rd, 2019 16m 22s

Hey, Gang! Welcome to a reprise of one of our most popular shows from the past! I trust you will enjoy this timeless content ... Our topic today is “4 Things We Can All Learn from a Learning Experience.” By learning experience, I’m referrin

ITSA #67 ... What are you going to do this year that's BIG?

Dec 10th, 2015 11m 17s

Welcome! Today we are in the fourth week of our Four-Part Series of questions to use individually and collectively, personally and professionally, to make 2016 the BEST YEAR EVER! Let’s review the Four Questions: What is working in our lives/

ITSA #066 ... What New Thing Do You Want to Do this year?

Dec 3rd, 2015 14m 17s

Welcome gang! We are in the 3rd part of the 4 part series of 4 questions you should ask yourself to make 2016 your best year yet. So far we have asked ourselves: What’s working and how do I do more of it? What’s not working and how do I get ri

ITSA #065 ... What is Not Working for You and How Can You Make It Start Working?

Nov 25th, 2015 17m 22s

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016. Last week’s question was: What is working

ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever!

Nov 19th, 2015 15m 10s

Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year. These questions can be answered perso

Master Class Interview with Kyle Lednicky

Nov 12th, 2015 31m 21s

Welcome! We have had great feedback from our listeners about our Master Sales Interviews, and we have another great one for you today. My guest is Kyle Lednicky, who works in sales for Emerson Process Management as their Global Key Account Dir

What is working in your life right now and how can you get more of it?

Nov 5th, 2015 19m 17s

Welcome! November is here, and that means we are heading down the back stretch of 2015. This makes a perfect time to begin planning for 2016. Over the next four weeks, we will cover a topic that we have used in my family for many years and tha

#TBT The Power of Asking Great Questions! ITSA #061

Oct 29th, 2015 21m 32s

The Power of Asking Great QuestionsWe have looked at two tactical strategies:1. The Columbo Approach2. How To Ask the Tough Questions.This week we are going to look at Questions to Keep You Out of the Price Trap!If we were to work tog

The #1 Trait of All Top Performing Sales Reps

Oct 22nd, 2015 27m 59s

Hey, Gang! My topic today is What All Top Sales People have in Common. Over the past 20 years, we have helped our clients select, develop, and retain top salespeople. We benchmark the top sales performers in these organizations by choosing 4

Master Sales Class with Robert Rice

Oct 15th, 2015 28m 41s

Welcome to another Master Sales Series Interview! My guest is Robert Rice, who is a VP with Buckley Oil, which sells chemicals, solvents, and lubricants. Rob is a young sales rep who is a friend and co-worker of my son. I have hunted and fis

3 Things To Do When You Are Overwhelmed - ITSA #58

Oct 8th, 2015 20m 40s

Welcome! Hey, Gang! We are kicking off the 2nd year of the podcast here in October. My topic today is one that all successful people will face and struggle to overcome.Three Things to do When you Get Overwhelmed:Ask yourself: What is NOT

4 C's For Building a Sales Database - ITSA #57

Oct 1st, 2015 24m 47s

Welcome! Hey—it’s the One Year Anniversary of the podcast! It’s been a fast year and we’ve covered a lot of great sales information. Thanks to all our loyal listeners! I am committed to bringing you value with each episode, so I look forwar

Resources To Keep You at the Top of Your Game - ITSA #56

Sep 24th, 2015 15m 5s

Welcome! I’m recording the show today from a road trip. I’m also battling a cold and losing my voice, so bear with me! My topic is a question I’m frequently asked: What do I listen to and read that helps me stay on top of my game day in and

4 Reasons No One Reads Your Emails.....Or Mine and What You Can Do About It!

Sep 17th, 2015 25m 22s

Today we are going to talk about why we can’t get them to respond to our e-mails. So … here are the 4 primary reasons why no one reads your e-mails!4 Reasons Why No One Reads Your Emails(And What To Do About It!)#1 Reason Why No One Reads Yo

The Sales Evangelist - Donald Kelly

Sep 10th, 2015 32m 27s

Welcome! Today’s Master Sales Interview guest is Donald Kelly, host of “The Sales Evangelist” podcast. Donald grew up in Jamaica, watching his Dad be an entrepreneur. The family moved to the US when Donald was nine years old. He was always th

Demonstration and Presentation Skills

Sep 3rd, 2015 27m 17s

Welcome, Gang! Today we’re talking about a new topic; it’s one I’ve touched on before but never given much time to here on the podcast. We are talking about Demonstration and Presentation Skills. Over the years, I have done workshops on this

The Value of Mastermind Groups - ITSA #52

Aug 27th, 2015 25m 44s

Welcome to the podcast. I just got back from Ft. Worth, TX with the Keller Williams team and had a great conference. I really wanted to talk to you today about mastermind groups. I have been able to spend some time with Ross Bernstein, Sam R

The Power of Scripts

Aug 20th, 2015 22m 48s

Hey, Gang! Welcome to another podcast! My topic today is The Power of Scripts, which comes from the work I’ve been doing with Keller-Williams Real Estate. Why do we need scripts? The answer is because they allow us to take advantage of ever

Interview with Jason Jacobus - Buckley Oil Co.

Aug 13th, 2015 37m 48s

Hey, Gang! I’m adding something new to the podcast, so from time to time, I’ll be bringing you interviews with outstanding sales people. I think it’s beneficial to add different voices and different views to help you. The first of those is a

5 Reasons To Attend A Conference or Workshop

Aug 6th, 2015 17m 21s

Hey, Gang! I’m recording this from the Podcast Movement 2015 Conference in Fort Worth, Texas. My topic today comes from a question I was asked after recently attending the National Speakers’ Conference in Washington, DC. I will tackle this q