In this podcast episode, John Golden interviews James Muir, founder and CEO of Best Practice International, about his new book “Unstuck: How to Unlock and Activate the Wisdom of Others.” They explore why sales deals often get stuck, emphasizing the importance of targeting the right customers, managing relationships, and handling competition. James highlights the need for disciplined targeting and an understanding of stakeholder dynamics. They also discuss overcoming client indecision by providing certainty and using tools like social proof and guarantees. James shares practical strategies for salespeople to prevent stalled deals and improve their sales processes.

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In this podcast episode, John Golden from Sales POP Online Sales Magazine and Pipeline CRM interviews Blair Siegler, CEO and founder of Quantico. They discuss the role of negotiation intelligence in B2B sales, focusing on how discounts and concessions affect profitability. Blair shares insights from his time at Meta, emphasizing the importance of a value exchange in negotiations. They explore how Quantico helps sales teams understand the impact of their discounting strategies, using data to improve margins by 3-4%. The conversation also covers the disconnect between sales and the rest of the organization and the power of visualizations in making data actionable for sales teams.

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Being a Federal Government contractor is not easy, but it isn’t the most difficult thing in the world either. In this Expert Insight Interview, we welcome Kizzy Marie Parks, President at K. Parks Consulting (KPC).

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Working in a corporate world usually means working for less than what you deserve. Hence, in today’s Expert Insight Interview, we welcome Samuel Knickerbocker to discuss maximizing value exchange.

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Negotiation is not a business skill that we usually learn in business schools, and maybe the reason for it is that it requires hands-on experience to excel in it. Thus, in today’s Expert Insight Interview, we explore the mindful negotiation with our guest, Simon Haigh.

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John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose”. As a top sales trainer, he will talk about the art of negotiation and share his secrets on how to master it.

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We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven. But, there are a few things that we continue to validate and hold as timelessly true. One of these things is that the adult human is very easy to prompt or persuade, which bodes well for salespeople who learn to use these influencing tools to their advantage. Holly G Green, interviewed by John Golden, explores how to influence your potential clients more effectively in this expert sales interview.

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Brandon learned from a very young age from his father, Christopher Voss who is a former FBI hostage negotiator, how to communicate with people. He has adapted those lessons to the sales world and discusses how to set yourself up for the most effective negotiations. He details the importance of understanding the different negotiator types and how adapting to each unique situation is key.

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