Episodios

  • How To Overcome Any Sales Objections - Best Cold Calling Objection Handling Techniques

    How To Overcome Any Sales Objections - Best Cold Calling Objection Handling Techniques
    Jun 26 2025
    📘 Grab Sales Is Therapy, your guide to human-first selling: https://shorturl.at/qZB70 📺 Subscribe for more practical sales strategies: https://www.youtube.com/@WeHaveAMeeting 🎧 Trench Tips: Master Objection Handling with the ACES Framework Struggling with sales objections? Whether you are facing cold call rejection or tough customer conversations, it is rarely just your script holding you back. It is how you think. In this episode, Jack and Zac break down the ACERS framework for handling objections (Accept, Clarify, Explore, Redirection, Summarise) and show you how to strengthen your sales techniques using clear communication skills, effective listening and practical problem-solving. You will learn: ✅ How to accept objections without resistance and reduce tension in the conversation ✅ Why clarifying objections helps uncover the true reasons behind a ‘no’ ✅ How exploration reveals deeper customer needs and hidden opportunities ✅ The importance of summarising to confirm understanding and move towards agreement ✅ How real-world examples and analogies can make objection handling easier to apply This is ideal for anyone in B2B sales, cold calling or customer relationship management who is ready to stop guessing and start using proven strategies. 👂 Listen like your future targets depend on it. 💬 Find out more about Sales Is Therapy: https://shorturl.at/qZB70 Chapters 00:00:00 Introduction and Book Shoutout 00:00:41 Explaining the ACERS Framework 00:01:44 The Lake Analogy: Understanding Objections 00:02:26 Deep Dive: Applying Each Step of ACES 00:04:18 Real World Objection Handling Demo 00:07:03 Debrief and Key Takeaways
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    8 m
  • Ancient Wisdom That Will Make You Unstoppable in 2025 - Donald Robertson

    Ancient Wisdom That Will Make You Unstoppable in 2025 - Donald Robertson
    Jun 23 2025
    Ancient Wisdom for Modern Business with Donald Robertson — Author, Stoicism Expert, Cognitive Behavioural Psychotherapist What if the answers to today’s business challenges have been around for over 2,000 years? In this episode, we sit down with Donald Robertson — one of the world’s leading voices on Stoicism — to explore how ancient philosophy can help you lead, sell and live with greater resilience and clarity. This is not about fluffy quotes. This is the practical mindset that shaped emperors and can shape your success too. We dive into: 💭 How Stoic principles can transform the way you handle objections and rejection ⚡ Why emotional resilience is the ultimate business superpower 🏛 What Marcus Aurelius can teach us about modern leadership 🛡 How to stay calm and focused in high-stakes sales and business situations 📚 The real-life Stoic techniques that can help you thrive in 2025 and beyond Whether you are a founder, consultant or sales leader, this episode will help you cut through the noise and build a mindset fit for any challenge. 🔗 Follow Donald: https://www.linkedin.com/in/donaldrobertson 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #Stoicism #DonaldRobertson #BusinessMindset #SalesResilience #EmotionalIntelligence #Leadership #MarcusAurelius #SalesIsTherapy #WeHaveAMeeting #B2BSales #MindsetMatters #FounderLife #BusinessStrategy Chapters 00:00:00 Introduction and the Socratic Method in Modern Times 00:02:11 The Socratic Method: Double Ignorance and Rhetoric 00:08:14 Modern Parallels: Media, Propaganda, and the Need for Questioning 00:10:52 Practical Applications: Two Columns and Cognitive Flexibility 00:19:07 Fuzzy Wisdom: Beyond Simple Maxims 00:26:21 Marcus Aurelius and Stoicism: Misconceptions and Lessons 00:32:00 Death, Values, and the Meaning of Life 00:45:02 Anger, the Manosphere, and Misguided Self-Improvement 00:48:04 Therapy, Responsibility, and the Real Roots of Anger 01:01:59 Closing Thoughts and Where to Find More
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    1 h y 3 m
  • 5 Mindset Shifts to Help You Reach Your Full Potential

    5 Mindset Shifts to Help You Reach Your Full Potential
    Jun 19 2025
    📘 Grab Sales Is Therapy: https://shorturl.at/qZB70 📺 Subscribe for more sales sanity: https://www.youtube.com/@WeHaveAMeeting 🎧 Trench Tips: 5 Mindset Shifts to Help You Reach Your Full Potential What’s holding you back in sales — skill... or mindset? In this episode, Jack & Zac explore the 5 mindset shifts that separate struggling reps from high performers. These aren’t fluffy affirmations. These are the internal rewires that help you stay consistent, bounce back from rejection, and stop riding the emotional rollercoaster of sales. If you’re tired of surface-level sales hacks and ready to transform how you think (and win), this is your wake-up call. 👂 Listen like your future self is depending on it — because they are. 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #SalesMindset #SalesTraining #PersonalGrowth #Resilience #SalesPsychology #B2BSales #SalesIsTherapy #WeHaveAMeeting Chapters 00:00:00 Welcome & Introduction 00:00:32 Theme Guessing Game 00:01:09 Introducing Reframing: Techniques Overview 00:01:40 Reframing Technique 1: Bird's Eye View (Cognitive Distancing) 00:03:36 Reframing Technique 2: Deathbed Perspective & Stoicism 00:05:25 (Loop/Glitch Segment) – Repetitive Statement 00:12:29 Closing/Outro (Repetitive Statement Fades)
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  • Lara Acosta - How to make money from Linkedin - (A Masterclass in generating inbound leads)

    Lara Acosta - How to make money from Linkedin - (A Masterclass in generating inbound leads)
    Jun 17 2025
    📘 Grab the book Sales Is Therapy: https://shorturl.at/qZB70 📺 Hit Subscribe for more world-class conversations: https://www.youtube.com/@WeHaveAMeeting 🎤 How to Make Money on LinkedIn with Lara Acosta — Founder, Creator, LinkedIn Growth Expert What if everything you’ve been told about LinkedIn… is holding you back? In this episode, we sit down with Lara Acosta — the mastermind behind some of LinkedIn’s fastest-growing personal brands — to uncover how she turned content into cash, built a thriving business, and created a movement. This isn’t another “post daily and hope” strategy. This is how to own LinkedIn and turn attention into income. We dive into: 💸 The exact playbook Lara used to go from zero to LinkedIn influencer 👀 How to build a personal brand that attracts leads without feeling salesy 📈 The LinkedIn growth hacks that actually work in 2025 🔥 How to create content that drives business — not just likes 🚀 What founders, creators, and consultants get wrong about LinkedIn monetization Whether you’re looking to drive inbound leads, build your brand, or run a business from your laptop — this episode will change how you show up online. 🔗 Follow Lara: https://www.linkedin.com/in/laraacosta 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #LinkedInGrowth #PersonalBranding #LaraAcosta #MakeMoneyOnline #SalesIsTherapy #WeHaveAMeeting #InboundLeads #ContentStrategy #FounderLife #MarketingTips #BusinessGrowth #LinkedInInfluencer
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    Menos de 1 minuto
  • This Tiny Mistake Is Killing Your Pipelines (Sales Discovery Call Mistakes)

    This Tiny Mistake Is Killing Your Pipelines (Sales Discovery Call Mistakes)
    Jun 12 2025
    📘 Grab Sales Is Therapy: https://shorturl.at/qZB70 📺 Subscribe for more sales sanity: https://www.youtube.com/@WeHaveAMeeting 🎧 Trench Tips: Discovery Call Disasters — And How to Avoid Them Why do discovery calls so often feel like a therapy session... for the rep? In this episode, Jack & Zac dissect the biggest mistakes they see in discovery calls — the ones that make prospects mentally (or literally) hang up. This isn’t fluff about asking "open-ended questions." This is real talk from the trenches — where deals are won, lost, or ghosted into the void. 🔍 In this no-holds-barred breakdown, we cover: 🚩 The one question that guarantees a fake answer 🪦 How reps accidentally kill the call in the first 2 minutes 🎭 Why your tone matters more than your script 🔁 The psychological traps reps fall into — and how to avoid them 🎯 How to actually earn insight instead of interrogating for it Whether you’re running cold outbound or chasing warm leads, this episode will slap you in the CRM and make you rethink how you show up. 👂 Listen like your quota depends on it — because it probably does. 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #SalesMistakes #DiscoveryCalls #SalesTraining #SalesPsychology #ColdCalling #SalesTips #B2BSales #SalesIsTherapy #WeHaveAMeeting Chapters 00:00 Introduction 00:38 Setting the Stage: Why Discovery Matters 01:21 Mistake 1: Surface-Level Questions 03:45 Mistake 2: Rushing to Solutions 06:13 Mistake 3: Avoiding Tension and Difficult Questions 08:27 Mistake 4: Not Qualifying the Buyer 12:07 Mistake 5: Solving For, Not With, the Prospect 14:47 Advanced Discovery Techniques & Final Tips 15:58 Wrap-Up and Apologies
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  • How to PITCH anything and WIN everyime (A Sales Storytelling Masterclass) - Danny Fontaine

    How to PITCH anything and WIN everyime (A Sales Storytelling Masterclass) - Danny Fontaine
    Jun 10 2025
    📘 Grab the book Sales Is Therapy: https://shorturl.at/qZB70 📺 Hit Subscribe for more world-class conversations like this: https://www.youtube.com/@WeHaveAMeeting 🎤 How to Pitch Anything with Danny Fontaine — Author of PITCH What if every pitch you've ever made… was missing the real story? In this episode, we sit down with Danny Fontaine — the pitch master behind some of the biggest campaigns in the world — to uncover what most people get dead wrong about persuasion, attention, and storytelling in 2025. This isn't another “how to sell” chat. This is how to make people care. We dive into: 🎯 The 3 elements of a pitch that actually lands 🧠 Why your pitch fails before you even speak 📖 Behind the scenes of writing his book PITCH ⚡ What salespeople can learn from screenwriters 🎭 The psychology of grabbing — and holding — attention in a noisy world Whether you’re a founder, creator, or just someone who wants to tell a more powerful story — this episode will change how you speak, sell, and share ideas. 🔗 Follow Danny: https://www.linkedin.com/in/dannyfontaine 📕 Read PITCH: [insert link] 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #Storytelling #SalesStrategy #DannyFontaine #Pitching #SalesIsTherapy #WeHaveAMeeting #Copywriting #CommunicationSkills #Founders #MarketingTips #LinkedInInfluencers #PitchDecks Chapters 00:00 Introduction & The Problem with Pitching 01:05 Danny’s Unique Philosophy & Background 03:19 Why Traditional Pitching is Broken 05:54 Capturing Attention & Creating Experiential Pitches 10:14 Overcoming Barriers in Corporate Environments 11:25 Case Study: The Paradigm Shift Pitch 16:43 Persuasion vs. Manipulation & The IKEA Effect 21:01 Building Better Pitches: Discovery, Ownership, and Involvement 23:00 Legendary Pitch Stories & the Power of Pattern Interrupts 28:41 Structure, Storytelling, and Overcoming Resistance to Change 41:23 Frameworks & Tools: The Story Coaster and Titan Method 52:22 When to Use Slides, Visuals, and Interactivity 57:35 Danny’s Book, Broader Applications, and Closing Thoughts
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  • How to Actually Book Sales Meetings (Not Just Send Emails)

    How to Actually Book Sales Meetings (Not Just Send Emails)
    Jun 5 2025

    If you're an SDR struggling to book qualified meetings, this episode is your playbook. In this no-fluff guide to effective sales development, Jack and Zac share proven strategies for booking more sales meetings, improving your cold outreach success rate, and standing out in a crowded inbox.

    Learn how top-performing SDRs:

    • Write cold emails that actually get replies
    • Use cold calling to open real sales conversations
    • Avoid the biggest mistakes in outbound prospecting
    • Shift their mindset to consistently hit quota

    Whether you're new to sales or looking to improve your SDR outreach, this is sales training from the front lines—practical, honest, and designed to help you win.

    📚 Want to go deeper? Grab our bestselling book Sales Is Therapy here: https://shorturl.at/qZB70

    📈 Perfect for anyone searching:

    how to be a better SDR, book more meetings, cold call tips, sales prospecting tactics, or sales development advice that works.

    Hosted on Acast. See acast.com/privacy for more information.
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    8 m
  • What really happened with Ladbible? I Had Undiagnosed ADHD - Alex Partridge

    What really happened with Ladbible? I Had Undiagnosed ADHD - Alex Partridge
    Jun 3 2025

    📘 Grab the book Sales Is Therapy: https://shorturl.at/qZB70


    What if your brain wasn’t broken — just mislabelled?


    In this episode, we sit down with Alex Partridge — the mind behind Unilad, LadBible, and the hit podcast ADHD Chatter — to talk about late diagnosis, creative chaos, and what happens when you finally realise… it wasn’t just you.


    This isn’t a sob story. It’s a wake-up call.


    We get into:


    🧠 Why his ADHD diagnosis at 34 changed everything

    🎙️ How he went from viral media mogul to mental health advocate

    📚 The behind-the-scenes of writing Now It All Makes Sense

    💬 The identity crisis that comes after diagnosis

    🔎 What the world gets wrong about neurodivergent minds


    Whether you're neurodivergent, neurocurious, or just navigating the noise in your own head — this one’s for you.


    🎙️ Follow Alex: https://www.linkedin.com/in/alexpartridgeuk/

    📺 Watch ADHD Chatter: https://www.youtube.com/@ADHD_Chatter_Podcast

    ✍️ Learn more about Sales Is Therapy: https://shorturl.at/qZB70

    Hosted on Acast. See acast.com/privacy for more information.
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    51 m