Sales Unscripted: Recent Episodes
Powered by Covideo & Blind Zebra
Listen in as veteran sales coach and podcaster, Bryan Neale, and Margaret Henney dive into all things sales: From prospecting to closing, we discuss trends, tear up theories, and provide practical (and tactical) ways to approach your sales challenges. Join us weekly as we get real and raw in our conversational, totally unscripted format.
Our summer kickoff catch-up episode: why the only real failure is never starting. Margaret and Bryan talk about fear, perfectionism, motivation in sales, and why you can't wait to "feel ready" before taking action. Sometimes all it takes is one move to create momentum, then the rest follows.
What do you do when a couple of sales reps drive most of the revenue and the rest of the team struggles to keep up? Bryan and Margaret break down how underperformance becomes comfortable, why excuses spread, and what sales managers must do to reset standards. If you want to close the performance gap, it starts with action, accountability, and a willingness to try something different.
This week, Bryan and Margaret share their biggest sales icks. They explore how low self-awareness and certain types of sales cultures can encourage disingenuous behaviors, and why authentic connection, real listening, and focusing on what actually matters to the prospect make all the difference.
In this episode of Sales Unscripted, Bryan and Margaret break down the marketing and sales dynamic during product launches and why marketing often acts as the sales coach. They discuss how the strongest launches are driven by research, empathy, humility, and real market feedback, not overconfidence or defensiveness. The tone marketing sets ultimately shapes how sales shows up and brings the product to market.
We're back in action on Sales Unscripted! In this episode, we talk about hitting the reset button, setting goals around habits instead of outcomes, and working backwards to focus on what you can control every day. Tune in to learn how to stay on track all year long.
QA isn’t just for product and dev teams—it matters in sales too. In this episode, Bryan and Margaret talk about why it’s important to regularly check and test the processes you use every day, from email signatures, to videos, and attachments, so you don’t end up setting it…and actually forgetting it.
Success in sales isn’t about waiting for marketing or blaming slow seasons — it’s about putting yourself in motion. In this episode, we dig into why consistent activity matters, how to self-motivate when things feel quiet, and small actions that build real momentum.
In this episode, we dig deeper into reducing no-shows. Learn how to stay top-of-mind with your prospects by building an expert persona, setting automated appointment reminders, and having multiple people on demos to boost your show-up rate. Plus, tune in to hear Bryan’s “scoop email” trick!
No-shows suck the energy out of your day—especially when you’ve dedicated so much of your time and energy preparing for a demo. Bryan and Margaret talk about why it happens, how to avoid it, and why being more intentional with your scheduling can save your pipeline (and sanity).
In this episode, Margaret and Bryan dive into smart strategies– like cleaning up your pipeline, reconnecting with leads, and testing new sales techniques (including video!) to hit the ground running by summer’s end. It's all about turning downtime into your secret weapon.
Think summer’s a slow season? Think again. In this episode, we uncover the year-end blind spots that quietly sabotage your Q4 success. From skipping outreach to coasting through summer, here’s how to stay sharp, sell smart, and set up a strong finish.
In Part 2 of our series for sales leaders, we're diving deeper into what it really takes to manage the madness. From understanding what drives different reps to building systems (like BZSOS) that keep your team processes efficient, Margaret and Bryan give you practical tips to lead smarter—not harder. Plus, how to make your 1:1s way more effective.
In this episode of Sales Unscripted, we dive into what truly makes a great sales leader — and why it’s not always your top-performing rep. Instead, the real standouts often have an operations-oriented mindset, bringing structure, process, and long-term thinking to the table. Learn why these behind-the-scenes thinkers are better equipped to spin plates, support teams, and lead with intention.
This one’s for our sales and marketing pros! We’re diving into email subject lines that actually get opens. Marketing MVP Margaret shares her go-to tricks (like adding “[video]” to your video email subject lines) and how to know when it’s time to shake up your intros, content, or audience segments.
Ever had a call where you and the potential customer seemed totally aligned—then suddenly, radio silence? In this episode, Margaret and Bryan unpack why it’s crucial to ask the tough questions before you hit the gas, even when you’re sure the deal’s done. Discover how surfacing hidden reservations and building real trust early keeps you part of the conversation long after the call ends.
Need an alternative to the hard pitch? This episode is all about leading with value. Margaret and Bryan dive into how offering value adds (like helpful audits, insights, and comparisons) create easier, trust-building entry points with leads. Give first, position yourself as the expert, and watch the conversations open up.
In this episode, Bryan and Margaret talk about the uncertainty everyone’s feeling right now (tariffs, the economy, and that sense that things are just… out of control). But instead of freezing up, they explore how to shift your focus to what you can control, and why now is the perfect time to invest in your salespeople and give them the right tools to thrive.
Most of us sell 1:1, but what if you could sell to many, just as effectively? In this episode, we dive into hub selling and how you can use simple, scalable strategies (like events, peer groups, and podcasts) to amplify your reach. Because sometimes, the best solution is also the simplest.
In this episode, Bryan and Margaret dive into how to share wins by putting your customer at the center. You'll learn why bragging about your customers' success (whether related or unrelated to your product) builds stronger connections with your clients and how sharing failure stories, like low usage leading to poor outcomes, can be just as powerful.
In this episode, Margaret and Bryan break down how to prepare for the summer sales slump before it hits. Spring is the best time to take inventory of your funnel, clean up your pipeline, and adjust your outbound strategy to stay on track for the summer months. Tune in to stay ahead this season!
It’s March Madness time, and this week, Margaret and Bryan are diving into Cinderella selling. In this episode, they break down the difference between selling as the underdog, where fearlessness and grit drive you forward, and selling as the top dog, where expectations are set sky-high. Which mindset truly leads to success in sales? Tune in to find out!
“The customer is always right!” “People buy from people they like!” “If you keep calling, they will answer!” We’ve all heard of these old school sales sayings - but are they actually true? Tune in to this episode where Margaret and Bryan debunk some of the most outdated and overrated sales tactics.
Imagine this: You’ve got a deal that’s almost locked in, but then—out of nowhere—everything starts to crash. Don’t panic! This week, we’re talking about those unexpected “motorcycle crash” moments in sales and how to stay calm when things go sideways.
We need to talk. Breaking up with a prospect is difficult, but you know it’s just not working when you’re getting mixed signals and poor communication. Listen to this episode to identify potential red flags in your sales relationships, and how to set boundaries so you both can move on.
Ever heard of the 5 love languages? It’s an interesting theory, and it can transform the way you connect with prospects. Whether you’re prepping an actionable agenda to keep meetings efficient, or offering to send follow up videos, the key is making customers feel valued in the way that resonates with them. Tune in to discover how to speak your customers’ sales love languages!
In a LinkedIn rut? Maybe you feel uninspired to post, or you’re unsure how to develop a social media persona. In this episode, our cohost Margaret gives a marketing perspective on zhuzhing up your LinkedIn and tips to post quality content (that won’t take hours to create)!
Time flies! For our 100th episode, Margaret and Bryan review their most important lessons learned since the podcast started. From reaching personal goals to professional success, this episode covers it all!
What are your sales pet peeves? Margaret and Bryan discuss common behaviors that salespeople do (or don’t do) that annoy prospects and won't drive results. If you get caught up in any of these, take a listen - you may be able to set a New Year’s resolution!
With the end of the year quickly approaching, you’re probably reflecting on your sales performance from the past year. Often, we connect our self worth to the results we produce (whether good or bad). Tune in to learn about the power of “measuring backward” and feeling proud of your work, regardless of the outcome!
This week on Sales Unscripted, we are joined by special guest Liesel Mertes from Handle with Care Consulting to discuss an important topic - empathy in sales. Often we view empathy as a personality trait, but it’s actually an essential skill set that anyone can improve on. Sales is all about relationships - there is an opportunity to intentionally improve practices of empathy in order to create a supportive space for both employees and clients. For listeners, this podcast discusses topics of grief and loss.
To learn more about Liesel and Handle with Care Consulting, please visit https://www.lieselmertes.com/
Conference season is in full swing! In this episode, Margaret and Bryan are all about the dos and don’ts of event promotion. If you’re struggling to stand out from the crowd, listen now and get some of Bryan’s pro tips for engaging attendees before, during, and after a show!
RFPs can be hard to manage - when you limit access to salespeople, you’re limiting access to information and context that could be achieved in a short call. It’s difficult to put in a ton of time and energy, and it can feel like a waste if you don’t win the deal. Check out this episode of SUP where our co hosts discuss adding personalized elements to an RFP and how to evaluate success of your proposals.
Salespeople are always looking for the secrets to move prospects through the funnel more efficiently. In this episode, our co hosts emphasize it’s actually the everyday tasks you do that will make you stand out from the crowd (like timely follow up). Tune in to learn how to do common things uncommonly well!
It’s common to feel burnt out this time of year. With Q3 coming to an end, Margaret and Bryan equip our sales listeners with tips and tricks to reset and keep energy up (without dragging through the rest of 2024). If you need some motivation to finish the year strong, tune in now!
Building trust with your prospects is key - so how can you start building trust right from the beginning? In this episode, Bryan and Margaret encourage salespeople to leave out the logic traps and limit the embellishments - instead, salespeople should opt for honesty and transparency. Listen now!
In this episode, Bryan and Margaret dive into the power of clarity and confidence when it comes to follow-ups. They chat about crafting a clear sales process with specific steps and timelines to cut out the guesswork. You'll get tips on setting clear future dates, managing follow-ups, and reviving stalled conversations. Tune in for a fun, practical guide to staying on top of your sales game!
If you haven’t started using video in your sales process, you’re missing out! It can be intimidating to get started with video, but you don’t have to make a super polished message to communicate effectively and authentically. Listen now and get video tips from the expert video strategist herself, our cohost Margaret!
With the year halfway over, it’s time for a check-in! In this episode, our cohosts share how you can objectively evaluate your 2024 so far using data in your CRM. Tune in for some tips on how to set your funnel up for success for the remainder of the year starting now!
Building a personal brand doesn’t mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it’s important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you’re looking to define your personal brand, tune in to this episode!
This week’s episode goes back to the sales basics - handling price pushback. No matter how low your price is, pricing objections come up all the time. Our hosts share how to sell the economic value of your product in a way that’s meaningful to your prospects (and not by throwing out random statistics).
You’ve made the sale, but what happens next? In this episode, Margaret and Bryan discuss the importance of defining post-sales accountability - from sales, to account management, to customer success - for both your internal team and for the customer. Tune in to get tips for outlining roles in a handoff call!
Margaret and Bryan spill the secrets to storytelling in this episode! Learn how to master the craft of engaging prospects with a great sales story, and how to enable your clients to share their experiences. (And, tune in to learn more about Bryan’s tour this summer!)
We are back with part 2 of "Closing with Curiosity"! This episode is PACKED with best practices and examples on prepping questions for sales calls and setting up your conversations for success. Listen now to learn the 4 categories of questions you should be covering on your calls!
Sales Unscripted is back after a short break, and this week our cohosts dive into the impact of curiosity on sales success. Asking questions shouldn’t always have the intent of fixing problems for your prospects - by asking questions, you can uncover hidden needs, deepen client relationships, and guide conversations in the right direction. Tune in now to this 2-part series!
Take a moment to reflect on Q1 compared to your goals. In this episode, Bryan and Margaret share that starting Q2 on the back foot means it's time for a fresh perspective and some quick action to improve. Don't let fear of feedback hold you back - remember, everyone can get better!
Everyone is talking about AI - but how can it be leveraged in sales? Sales is all about human interaction, but there are places where AI can be helpful to keep your sales outreach efficient. In this episode, our hosts explore how different AI tools can be an integral part of your sales process and give examples of how AI can be implemented as a delegation and research tool.
It’s common for salespeople to see the positives in their pipeline. But sometimes, objectivity is clouded by optimism. This week, Bryan and Margaret give a reality check - they provide ways for both salespeople and for managers to get extreme clarity into where deals stand so priorities can be set accordingly. And, tune in for some great CRM cleanup tips!
It can be frustrating to put in the time and effort into drafting a proposal, then not hearing back from your prospects. So, what can you do to prevent this from happening? This week, Margaret and Bryan chat about giving transparency up front and tips to keep the conversation going. Setting these parameters and expectations early on will help you and your potential customers stay aligned during the whole sales process - from the discovery call to contract signing.
We’re dedicating this week’s episode to all the Sales Development Representatives out there! Bryan and Margaret discuss all things sales development from cold calling, advocating for yourself, and upward mobility. Stick around for a heated debate on whether SDRs should live under the sales or marketing umbrella.
Connector relationships aren’t just about what your connectors can do for you. Bryan and Margaret sit down to share best practices on how to pour into your connector base. This episode will teach you how to make connections via 3-headed emails and how to utilize video to make these connections authentically.
There’s nothing more tired than a “bumping this to the top of your inbox” email. Bryan and Margaret discuss how to craft a thoughtful follow up message that delivers value (and doesn’t annoy your prospect). They also share a BZSOS tool to help eliminate the need for email follow up all together.
Sales is a notoriously stressful job. The pressure of hitting KPIs and a commission-based income can take a toll on you. Bryan and Margaret discuss how to strike a healthy balance between stress and productivity. They talk about habits both in and out of the office that you can employ to maintain this balance.
Today’s episode was inspired by Covideo’s 2024 sales kickoff meeting. Bryan and Margaret discuss why every salesperson needs not just a Personal Business Plan, but also an accountability mechanism. The cover how to create a business plan and how to actually get s#!t done. It may almost be February, but it’s never too late to start!
This week Bryan and Margaret are getting personal! Your favorite co-hosts dissect their own personal money scripts. Your individual money script matters as a salesperson, because it directly impacts your ability to earn commission and discuss economics with clients. Get ready to do some self-reflection as you listen to this episode.
Every company has a sales process. But, even the best sales processes don’t provide consistency between reps. Enter… the Blind Zebra Sales Operating System. This week Bryan and Margaret do a deep dive into Blind Zebra’s newest product, the BZ Sales Operating System (BZSOS). If your sales organization is lacking predictability, consistency, and efficiency, this is a must listen! For more information on BZSOS, visit https://blind-zebra.com.
We’re closing out 2023 with an episode all about adoption. Whether it’s getting your team to adopt a new software or a new tool in the sales process, it can be a struggle. Bryan and Margaret share simple tactics you can implement to get your team to adopt new things seamlessly.
The new year is coming, and it’s a perfect time to check in on your mindset. Bryan and Margaret discuss what kind of mindset you need to be in to be a successful seller. They share practical tips for fostering an abundance mindset. Spoiler alert… gratitude works!
This week we’re taking a walk down memory lane. Bryan and Margaret reflect back on 2023 and share some of their biggest lessons learned, in sales and in life. They discuss maintaining an abundant mindset during a downturn and the importance of being uncomfortable in order to grow.
Tradeshow season can’t stop, won’t stop! On this week’s episode, Bryan and Margaret give you a playbook on how to get the most out of any tradeshow or conference. They cover everything from pre-show planning to working a booth to memorable follow-up. If you’re looking for more ROI on your event strategy, this is a must listen.
Bryan & Margaret are getting mushy this week as they share all the things about sales that they are grateful for. Some highlights include variable comp, early adoption of LinkedIn, and being true partners to clients & prospects. This week’s episode is a feel-good listen!
One of the biggest challenges as a sales leader is determining what are the contributing factors to not hitting your revenue goals. Oftentimes, the primary problem is underperforming reps. On this week’s episode, Bryan and Margaret walk you through an exercise to help identify who your underperformers are and how to manage them.
This week we’re bringing you a very special episode of SUP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record. For more information on Salesvue, visit https://salesvue.com/.
You make a first impression in 27 seconds or less. That’s not much time, so it’s important to put your best foot forward. On this week’s episode, Bryan and Margaret share practical tips on how to make a positive first impression. They cover both in-person and virtual interactions, so there is something for everyone.
This week’s show kicks off with a celebration of our newlywed - Mrs. Margaret Henney! After some much needed catch-up, the duo dives into how sales should follow-up with marketing qualified leads (MQLs). You’ll get some jaw dropping stats and learn best practices on how to interact with prospects.
The end of the year will be here before you know it. This week’s episode is a tactical session all about how to close 2023 on a high note and set yourself up for a killer January. Margaret and Bryan walk through how to choose your YED-D, language frameworks to use in sales meetings, and how to grade your open opportunities by likelihood to get to a yes-no decision by the end of the year.
This week’s episode is one of Margaret’s favorites, because the SUP duo is discussing all things video! Bryan and Margaret open the episode talking about why video needs to be a part of your sales process. They also cover common mistakes people make with video and how to get over the fear of starting.
On this week’s episode, Bryan and Margaret are doing an audit of common salesperson behavior. They get into behaviors that many salespeople are not doing but really should be doing. They talk LinkedIn activity, economics conversations, suppressing talk time, and more!
This week’s episode is a guide for sales leaders on what makes a highly effective salesperson. If you’re in hiring mode, this is a must-listen to help you get your mindset dialed in on what to look for when hiring. Bryan and Margaret talk empathy, resilience, & owner mindset.
This week’s episode was inspired by a deal one of Margaret’s co-workers has been working on. Bryan and Margaret discuss what to do when you’re being handed from person to person. They lean into detachment and intent, and even get a little ‘woo.’
Bryan and Margaret are back after a week off and are talking about resistance handling. They break down the differences between internal and external resistance and share personal experiences with resistance they’ve dealt with. They finish out by talking about how process is the ultimate hack for overcoming resistance.
Ghosting is something all salespeople struggle with. No matter how long you’ve been in the game, it happens. In today’s episode, Bryan and Margaret share their theories on why ghosting happens and tactics to combat it.
With new business being slower than normal, renewals are even more important. Gone are the days of renewals being a sure thing. In today’s market, securing a renewal requires purposeful work. Listen to Bryan and Margaret’s tips for landing more renewals.
We’re officially at the halfway point of 2023. This can be a scary point for salespeople when you start to look at whether or not you’re going to be able to hit your yearly goals. Bryan and Margaret share tips on how to effectively reflect on the last 6 months and plan ahead for the final 6 months of the year.
One of the biggest challenges we’ve heard from sales leaders recently is hiring strong salespeople. On today’s episode, Bryan and Margaret share some practical tips you can implement to improve your hiring process. From their favorite assessments to qualities to look for when hiring, the duo is here to help!
This episode’s topic was inspired by a recent sales peer group Bryan facilitated. He and Margaret are discussing managing your calendar and maximizing your time. With reductions in the workforce, most people are busier than ever. Listen for actionable tactics to manage your time and capacity.
Summer is in full swing, which doesn’t always bode well for salespeople. We’re all familiar with the ‘summer slump.’ On this week’s episode, Bryan and Margaret break down why the summer slump is a myth and share tactics to shift your mindset.
It's a big week for SUP, we’re celebrating 50 episodes! Bryan and Margaret celebrate by sharing some of the biggest lessons they’ve learned from the show. From listening to the universe and getting comfortable with imperfections, this episode will help you beyond your sales career.
On this week’s episode, Bryan & Margaret are unveiling a new selling tactic. Hub Selling. This method is a unique way to connect with prospects in a way that doesn’t feel overly ‘sales-y.’ Listen to learn how to integrate hub selling into your approach!
In our final episode at the Indianapolis Motor Speedway, Bryan and Margaret are discussing all things events. From trade shows to networking breakfasts, the two share tactics you can implement to generate real pipeline from attending an event.
This week Bryan and Margaret are joined by their funniest guest yet. Joey Mulinaro is a comedian with over half a million TikTok and Instagram followers. The three discuss personal branding and how to get over the fear of building an online presence. If you’re looking to use social media to help your sales efforts, this is a must listen!
When the market gets tough, sales team culture tends to suffer. In our second LIVE episode, Bryan and Margaret are joined by Amber Fields, Chief Culture Officer at trueU. The three discuss tactical ways you can foster a positive sales team culture. Listen in to learn about Tour of Duty & stay conversations. For more information or to get involved with trueU, visit https://trueu.com/.
You’ve heard of sales enablement - but what about buyer enablement? In this episode of SUP, we are LIVE at the Indianapolis Motor Speedway! Margaret and Bryan are joined again by Matt Compton, founder and CEO of Filo. They discuss the perspective of being a buyer - specifically, their 6 core jobs in the buying process. For more info on Filo, visit https://www.filo.co/.
No-shows and ghosting from prospects are inevitable. This week on SUP, Bryan and Margaret explore ways you can prevent no-shows and ghosting, and they give solutions for managing these situations when they do happen. Listen to learn ways you can save yourself time and book high-quality demos.
Sales routines can feel repetitive at times. This week, Bryan and Margaret discuss the importance of evaluating your sales habits, and why taking inventory of habits can help you better identify how to make your sales processes more structured and efficient. Also, listen to hear Margaret’s latest book recommendation!
Bryan and Margaret are switching things up this week and talking all things marketing. They examine different ways that the marketing team can support the sales team other than just bringing leads in the door. If you’re struggling to get your marketing and sales organizations to work together, this is a must-listen!
This week we’re back to the OG Sales Unscripted with just Bryan and Margaret. They’re talking about the importance of practicing your sales skills both in a group and solo. They dig into why practice sets top performers apart. They also share the deets of a special event they're hosting at the Indianapolis Motor Speedway for sales leaders. For tickets and more info, visit https://www.eventbrite.com/e/fast-track-sales-leadership-summit-tickets-615165094357.
We’re back for part two of our series featuring Matt Compton. Margaret, Byran, and Matt continue their discussion about buyer friction and buyer enablement. They explore the importance of putting yourself in your buyer’s shoes and maintaining clean intention throughout the sales process. They also discuss why it’s important to have someone on your team dedicated to buyer enablement. For more information on how Filo can help your team reduce buyer friction, visit https://www.filo.co/.
It’s an exciting week at SUP, because we’re featuring our first ever guest! Bryan & Margaret are joined by Matt Compton, CEO & co-founder of Filo.co. In the first episode of this two-part series, the trio discusses buyer friction. They dig into what contributes to buyer friction and the consequences it can have. Tune in next week to hear how to reduce buyer friction in your sales cycle. For more info on Filo, visit https://www.filo.co/.
This week’s episode is for both our sales and marketing friends. Bryan and Margaret dig into the controversial topic of automation in the sales process. They differentiate between how to leverage sales behaviors vs. just automating them. Listen in as the two dissect actual sales emails Bryan has received recently.
Leveraging your connectors to get quality introductions isn’t easy. It can feel awkward and slimey. Bryan and Margaret chat about how to set yourself up for success when asking for an introduction and how to do it in a well-intentioned way. Margaret also shares what she calls a ‘three bird thank you video.’
This week’s episode was inspired by Margaret’s recent trip to the jewelry store to pick out her engagement ring. Bryan and Margaret dig into how to act as a true consultant during the sales process. They cover this by using a real world example related to pushing back on single seat deals.
Filling your funnel with high-quality, new leads is a challenge. On this week’s episode, Bryan and Margaret cover what they call ‘smart farming.’ The two share a strategy that enables sales teams to identify potential opportunities that they’ve been overlooking. Warning… this requires doing some dirty work!
Maybe the first quarter isn’t off to the start you were hoping for. When this happens, salespeople and leaders have a tendency to freak out and implement all new strategies. On this week’s episode, Bryan and Margaret dig into why this doesn’t work and the importance of getting back to the basics.
On this week’s episode, Margaret shares her ‘blueberries’ theory that she picked up from the Covideo sales team. After breaking it down, she and Bryan share strategies that their sales teams have been seeing recent success with. They touch on leveraging LinkedIn for warm intros, productivity tactics, and more!
Nothing is worse than a long, drawn out sales process. In this episode, Bryan & Margaret are tackling another listener question about how to cut down days to decision in the sales process. The two dive into how to bring in additional stakeholders and how to use video to increase deal velocity.
This week’s episode kicks off by celebrating Margaret’s engagement! After we hear the proposal story, Bryan and Marge get down to business. They’re answering a listener's question on how to deal with budget cuts. As economic headwinds are growing, the phrase “We don’t have the budget” is surfacing more and more. Listen in for how to tackle this tricky situation.
Sales meetings with multiple stakeholders can be difficult to conduct efficiently and effectively. On this week’s episode, Bryan and Margaret share best practice to help keep your group sales meetings on the right track. From calling on people intentionally to a plus/minus exercise, this episode will guide you through group meetings.
SUP is already in the Christmas spirit! On this week’s episode, Bryan and Margaret are sharing the best sales gifts they have ever received. This episode reflects back on both of their careers recalling gifts all the way from their early sales days. From tech tools to cold calling, this episode covers it all.
The New Year is a natural time for setting goals. On this week’s episode, Bryan takes Margaret through his proven framework for hitting stretch goals. Ride along as she tips over the ‘first domino’ live on the show. If you’re looking to hit a big goal in the new year, this is a must listen.
On this week’s episode, Bryan and Margaret are talking all things money. One of the biggest challenges our audience shares is handling economics conversations effectively. The two breakdown why these conversations can feel so uncomfortable and share strategies to tackle these conversations like a pro.
On the second live episode, Bryan and Margaret are fielding questions from the live audience. This is the definition of an unscripted episode! The two cover a wide range of topics from how to retain top sales talent to understanding a buyer’s decision making process to handling price pushback.
For the first time ever, SUP is coming to you live! On this week's episode, Bryan & Margaret record in front of a live audience, and the energy is unmatched. The two share their favorite catchphrases to use during the sales process. They dig into when to use them, how to deliver them, and how they can help you close more deals.
Bryan & Margaret unleash their inner geeks on this week’s episode. The two discuss goal setting and why so many people fail with traditional goal setting. They walk through the power of written goal setting and the extra accountability it brings. If you’re looking to hit big goals in the new year, listen in!
After a brief hiatus, Bryan and Margaret are back and raring to go. In this episode, the duo discusses tactical strategies guaranteed to help you finish 2022 on a strong note. They share a tool to help prioritize deals at the end of the year and a tool that keeps you from working through the holidays. Now’s the time to put on the gear!
This week’s episode kicks off with a spirited discussion surrounding the duo’s go-to karaoke songs. After covering the real important stuff, Bryan and Margaret tackle how to get your sales team bought into new product features. As a marketing or product leader, trying to sell the sales team on your new product can be a challenge. The two share tips on how to win over your sales team, including downshifting into emotionally neutral.
This week Margaret and Bryan dig into a topic on every sales manager’s mind: running effective 1:1 meetings. The two unpack why 1:1s don’t work well when a manager tries to do too many things. They walk through the 4 different types of 1:1s and how and when to use each type.
The generational differences between Bryan and Margaret are rearing their heads this week. Building off of episode 14, they dive into why it’s more important than ever to inspect your team’s processes during a recession. They cover how to encourage your team to self-reflect, audit “I think” statements, and how to inspect without coming across as critical.
This week Bryan and Margaret tackle a taboo subject: discussing competitors on sales calls. First rule of thumb, never bash competitors. They discuss how to embrace competition, maintain an abundant mindset, and how to focus your intention on guiding the prospect.
Summer brings family vacations, lake days, and BBQs. But in sales, it also brings the dreaded ‘summer lull.’ Bryan and Margaret dive into what the summer lull is, why it happens, how to get ahead of it, and what to do with the downtime. This episode will help you start your fall off strong!
After some heated debate over fireworks, Bryan and Margaret dive into their favorite sales tools. They talk about everything from tech stack to behavioral tools and name drop some of their absolute favorite brands. Consider this your sales shopping list!
This week Bryan and Margaret tackle an unsexy, but necessary topic: the decision making process. Bryan tackles why he doesn’t use the term ‘decision maker’ and instead focuses on the process. Margaret shares her Trojan Horse method and how she uses video to build trust with new stakeholders.
Salespeople have a tendency to get so wrapped up in landing a meeting that they neglect how they run the meeting itself.
This week Margaret and Bryan dive into the importance of having a strong ending to every meeting. They share two tactics guaranteed to increase efficiency and clarity in your sales process.
With an upcoming recession looming and business budgets tightening, now's the time to prepare an action plan. Margaret and Bryan talk through some key strategies to avoid selling scared, move forward with confidence, and ride (or thrive) during a downturn.
Oh, the notorious ABC (Always Be Closing) acronym…a mantra that it’s time to sunset. But what’s a good alternative? Margaret and Bryan share their take on the ABC mindset and collaborate on their own “Always Be..” acronyms to prioritize instead.
"Slow down the sales cycle." "Don’t sell it if they don’t need it." "Be fully transparent." "Skip your go-no-go calls." Okay…maybe not that last one. In this episode, we talk through tactics that might feel counterintuitive, or unnatural, in sales but actually drive significant success. And in full, unscripted fashion, consider this episode thinking on the fly.
The phrase “I’m in sales” tends to raise some outdated stereotypes, but it doesn’t (and shouldn’t) have to be that way. Margaret and Bryan discuss the importance of finding your authentic self and integrity within sales — and what to do when your work and personal identity feel unaligned. Marge also tokens mushroom hunting as the “epitome of luxury” while Bryan begs to differ.
Are you acting as a trusted advisor for your prospects, assisting in finding the best solution for their needs? Or are you lingering at the finish line, waiting for your prospect to come to you? Learn how to take the lead and become an expert persona that guides prospects through every step of the sales process.
Margaret and Bryan recap their adult spring breaks before diving into Bryan's 4-step "Stall Continuum" inspired by 90s songs. Margaret shares her tip for getting responses from stalled deals using this video trick, and Bryan discusses what the Blind Zebra team does together once a month to clean up their pipelines.
How to get yourself off the cold calling hamster wheel and never make a cold call again. From prospecting into your existing customers, to maintaining great relationships and building a personal brand - these strategies eliminate the need to pick up the phone and reach out cold. The time has finally come to close the curtain on everyone’s most dreaded sales tactic.
Building on our love of the Enneagram, Margaret and Bryan reveal one of their all-time-favorite sales tools that helps identify buyers' personas, and discuss how to use the Enneagram to have better (and more productive) conversations with prospects and customers. Margaret also lays out what exactly a "sound bath" is for inquiring minds.
Resources: Trust Building with Brene Brown Enneagram Crystal Knows Immersive Sound Experiences (Indianapolis sound baths)
We’re talking all things Enneagram on this episode of SUP. Having self awareness can help you discover how your personality helps and hinders your sales conversations. Margaret and Bryan take part in some personal self reflection sharing their enneagram types, strengths, weaknesses, and how their personality traits have landed (or lost) a deal.
Resources:
Enneagram
How sales people typically behave (and think) when they’re having a great month, how they SHOULD, and the value of flow state. Margaret and Bryan discuss the importance of “noticing,” practical tactics for capitalizing on when you’re up, and how family of origin influences your sales state of mind. We also reveal our most requested DJ song (and solidify SUP’s explicit rating in the process).
We cover a lot of ground on the 4th installment of SUP: Mirroring - useful sales technique or inauthentic manipulation? Cussing on sales calls - when it works and when it doesn’t. The Golden Rule - and why Bryan thinks it's flawed. We also take a break and diverge to reminisce on our party years in Broad Ripple.
Bryan and Margaret debate if it’s possible to over prepare for a sales call and dig into the differences between Gen X and Millennial sales people. We also celebrate Bryan reaching a long-time goal (that he made at the age of 19!) and Margaret shares her “woo” hack for manifesting goals.
In the second episode of Sales Unscripted we discuss personal branding, why it matters, and how it’s different from your company’s brand. Bryan also reveals his #1 trait for top sales people and Margaret includes her first shameless plug.
Get to know the hosts of SUP - Bryan Neale & Margaret Henney - and why these two peas from two totally different pods just HAD to do a podcast together. Bryan shares what he’s most proud of, the musician that made him cry, and why some of our listeners may have already cussed him out. Learn where Margaret gets her flair for the dramatics and why she thinks it’s important for sales and marketing to “party” together. Join us weekly as we dive into all things sales in our conversational, totally unscripted format.