Episodes

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…

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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 …

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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…

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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…

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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?…

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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…

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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…

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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…

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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…

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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…

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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 …

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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