May 7, 2018

One Process, Two Process, Red Process, Blue Process [#44]

Sales processes, onboarding processes, retention processes, referral processes, it's raining processes today! Shawn & Noah discus…

Episode page
April 30, 2018

When to Fire a Salesperson Part 2: The Case Study [#43]

Shawn presents a juicy case study about that new sales guy who made the most important sale of his life...to you! What do you do …

Episode page
April 23, 2018

When To Fire a Salesperson [#42]

Salespeople might want to skip this one. In this episode, we discuss when to fire a salesperson and why to fire a salesperson. Sh…

Episode page
April 16, 2018

Radical Candor In Practice [#41]

How do you create a corporate culture where people feel comfortable telling uncomfortable truths? Noah and Shawn talk about how t…

Episode page
April 9, 2018

What SHOULD I Really Be Doing? [#40]

With an ever growing list of things you "should" do, how do you pick the ones that will be most impactful to your business today?…

Episode page
April 2, 2018

Don't Think Outside The Box - Destroy The Box [#39]

Don't get boxed in! Shawn and Noah talk about being in the box, out of the box, and blowing up the box in order to disrupt your b…

Episode page
March 27, 2018

The Power Of The Human Touch [#38]

$2.5 Trillion/year is lost to bad customer experiences & shoddy "personalization". Join Noah & Shawn for a discussion on why comp…

Episode page
March 19, 2018

Role Playing is a Requirement [#37]

Role plays are often looked at as "great for the new folks, but a waste of time for an experienced professional like myself"... J…

Episode page
March 12, 2018

Doing Referrals Right [#36]

When most companies ask for referrals, their message can be boiled down to "How much money or perks are required to get you to tr…

Episode page
March 5, 2018

Internal Benchmarking: The Case Study Show [#35]

Following up on last weeks introduction to internal benchmarking, Noah and Shawn share two real-life examples of interventions th…

Episode page
Feb. 26, 2018

Internal Benchmarking 101: There's literally no excuse to not be doin…

Join Shawn and Noah for an introduction to the importance of Internal Benchmarking, using this wonderful New Yorker article as a …

Episode page
Feb. 19, 2018

Referrals Redux - Tactical Referral Generation For Busy Salespeople […

Following up on last weeks lively discussion about referral generation processes, Noah and Shawn expand that discussion to talk a…

Episode page
Feb. 12, 2018

You Won't Get What You Don't Ask For - Why Your Clients Don't Refer Y…

Referrals are important. Water is wet. The sky is blue. But it's not enough to know referrals are important - without a process t…

Episode page
Feb. 5, 2018

The Right Tool For The Job [#31]

Too many businesses are crippled because they don't have the right tools for the job at hand. In most cases, it's because we're l…

Episode page
Jan. 29, 2018

Bigger Companies, Smaller Companies, Same Problems [#30]

So often, the challenges faced by $1M and $5B companies are the same, with just a difference in the number of people and money in…

Episode page
Jan. 22, 2018

Getting More Out of The Time You Have [#29]

You don't get wasted time back at the end. Join Noah and Shawn for a discussion of how they're finding ways to get more time, and…

Episode page
Jan. 15, 2018

Setting The Stage [#28]

This week, Shawn and Noah talk about what you can learn from a troupe of waiters about how to differentiate yourself from your co…

Episode page
Jan. 9, 2018

That Old Disney Magic [#27]

Noah is fresh off a trip to Disney World, and he and Shawn are excited to swap observations about how Disney handles customer ser…

Episode page