In the Arena

Recent Episodes

Christian Madsbjerg on The Social Environment of Business and Sales – Episode #115

Posted June 22, 2018 • 00:40:38

As a professional salesperson, did you even realize that there is a social environment in business in sales? If you did, you were probably one of the...

Podcast: Closing Matters

Posted June 21, 2018 •

Closing doesn't require that you be smarmy, manipulative, self-oriented, or pushy. Now it means that you ask for the commitments your dream client needs...

Podcast: The Sales Process is Non-Linear

Posted June 20, 2018 • 00:11:31

On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second...

The Four Titans Talk Objections

Posted June 19, 2018 •

I am good friends with Jeb Blount, Mark Hunter, and Mike Weinberg. We do a little show you might have heard about called OutBound. Here we are talking...

Be Less Busy and More Productive

Posted June 18, 2018 •

There is a difference between busy and being productive. There are only two things that make you productive in sales, one is opportunity creation, and...