Behavioral Sciences Research Press presents the Power Up Your Sales Podcast, designed to give you the knowledge and information you need to thrive in business and in life. In each episode, we talk to renowned thought leaders and experts across the business world, giving you the power to become an effective advocate for your interests... proudly, ethically, and above all, relentlessly. For more on BSRP, visit SalesCallReluctance.com.
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Only 37% of salespeople consistently meet their targets. In this episode, we uncover the surprising science behind what’s really holding the rest back, and why fear, not skill, is often the biggest obstacle to success.
Many sales teams assume that better leads mean better results, but what if that’s not the real issue? In this episode, we explore one of the most overlooked challenges in sales performance: sales call reluctance . You’ll learn why even the best-trained, most well-equipped salespeople can hesitate to reach out, how this hesitation quietly impacts results, and why call reluctance doesn’t disappear…
In this episode, authors Suzanne Dudley and Trelitha Bryant share an entire chapter from their book, Relentless: The Science of Barrier-Busting Sales. You'll Learn: The three essential conditions of authentic sales Call Reluctance Three potential barriers to your career success that are NOT Call Reluctance The symptoms of insufficient energy and clear focus Resources: Get the book on Audible or…
In this episode, BSRP’s CEO Suzanne Dudley continues her conversation with Certified Financial Planner Marion Iliohan—a management and transition strategy coach for financial advisors—about defining a clear mission for the current and future state of your business. In this episode, you'll learn: Where to find exceptional salespeople. How to keep good salespeople fully engaged in meeting…
Successful selling stems from a mindset focused on prospecting that needs to be practiced every day. In this episode, BSRP’s CEO Suzanne Dudley talks about the importance of embracing the salesperson role and why the process of building your pipeline is the lifeblood of your business with Certified Financial Planner Marion Iliohan, a management and transition strategy coach for financial advisors.…
The importance of virtual selling is more prevalent now than ever before and many salespeople are adjusting to a new sales environment. In this episode, BSRP’s CEO Suzanne Dudley and Director of Research & Field Testing Trelitha R. Bryant discuss why some salespeople struggle with virtual selling as well as how to overcome the obstacles that stand in the way of success. In this episode, you'll…
Behavioral Sciences Research Press CEO Suzanne Dudley interviews BSRP’s Director of Training Megan Quirk, Ph.D., about why setting meaningful and realistic sales goals the right way can lead to an increase in your performance and boost your pipeline. In this episode, you'll learn: The characteristics of a good sales goal. The right strategies to move toward your goal. The difference between an…
In the final episode of this series, Behavioral Sciences Research Press CEO Suzanne Dudley and Jerome Gafford, Ph.D. aka The Sales Doctor talk about best practices for individual and organization sales success as well as the keys to keeping business moving forward during challenging times. In this episode, you'll learn: How personal goal-setting can lead to real motivation. Why organizational…
Behavioral Sciences Research Press CEO Suzanne Dudley interviews Jerome Gafford, Ph.D. aka The Sales Doctor. Gafford is the Clinical Assistant Professor of Marketing in the Center for Professional Sales at the University of Texas at Dallas, as well as a Sales Behavior Coach. In this episode, you'll learn: How to overcome the fear factor to prospecting. Why it is important to embrace your role as a…
Behavioral Sciences Research Press CEO Suzanne Dudley interviews Jerome Gafford, Ph.D. aka The Sales Doctor. Gafford is the Clinical Assistant Professor of Marketing in the Center for Professional Sales at the University of Texas at Dallas, as well as a Sales Behavior Coach. In this episode, you'll learn: Strategies to continue to find success even during a global pandemic. How to find value in…