Most deals don’t die to competitors – they die to “good enough.”In this episode of The Podcast for Sales Managers, I sit down with Jen Allen-Knuth, one of the most respected voices in B2B sales, to tackle the real enemy of progress: buyers choosing to do nothing.Jen shares her journey from account management to new-logo sales and how she learned to turn passive prospects into active buyers. Together, we unpack the psychology behind stalled deals, why empathy beats persuasion, and how to reframe every conversation around the Cost of Inaction (COI), without coming across as pushy.

On this Podcast, Hannah Romell (aka Hannah the Hunter) and I Discuss: Mindset: Helping vs Bothering Honesty and setting expectations Avoiding People Pleasing and Building Trust Effective 1-on-1's Sales Love Languages

Join Mike Simmons and I as we discuss: Roles- Do you have people doing what you want them to do, and have you defined that? Goals- Do you have the right expectations in place? Numbers are made up, do you have the right guess in place, and how to do that? Comp plans- What do we see right and wrong with all the different comp plans we work with. Bonus- we talk some NFL and Golf! ⁠Link to Mike's LI Page

In this episode, we discuss: 14 Mistakes we have made and what to do instead- also we start with a bonus 15th sin and how Scott and I Met. The top 3 traits of sales reps. Bonus- Who will win the Super Bowl first- The Bills or the Browns  

In this episode, we discuss:-14 Mistakes we have made and what to do instead- also we start with a bonus 15 and how Scott and I Met.-The top 3 traits of sales reps.-Bonus- Who will win the Super Bowl first- The Bills or the Browns

On this Podcast, Best Selling Authour Mike Weinberg and I Discuss: *Driving New Sales Now vs Back in the Day *The Number One Thing You Can Do to Drive New Sales *Why Managers Struggle Holding People Accountable *Some Golf Talk At The End

On this Podcast, Best Selling Authour Mike Weinberg and I Discuss:*Driving New Sales Now vs Back in the Day*The Number One Thing You Can Do to Drive New Sales*Why Managers Struggle Holding People Accountable*Some Golf Talk At The End

Join me and one of my favorite Sales Leaders and LI Creators, Keith Weightman, as we discuss:What makes a good discovery callHow to create REAL Urgency-Not FAKE UrgencyWhy the best reps target the best accountsBiggest mistake we both made as new leaders