People buy based on emotion and justify their decisions with logic. Join Mark as he welcomes back Lee Salz for a conversation on transforming your first meetings with clients from routine discovery calls into value-driven consultations. Hint: clients must leave the meeting having learned something beneficial!

The first meeting is the deal foundation. If it's weak, the deal is weak. Learn how your overarching objective in that first meeting is to pique interest enough that they want to continue interacting with you afterwards. Mark and Lee explore the power of emotion-driven questions to better align with the emotional basis of client decision-making. By transforming logical questions into emotive ones, you can gain a deeper understanding of your clients' challenges and motivations.

👤 About the Guest

Lee Salz is an award-winning keynote speaker, sales management strategist, and author. His newest book is ‘The First Meeting Differentiator.’

Visit http://www.FirstMeetingBook.com to sign up for the bonus!

💡Read the BLOG for this episode.

Monday Sales Kickoff: How to crush your 4th quarter goals. Mark reveals how you can meet or even exceed your annual targets by focusing on smaller deals and near-close opportunities. By dissecting the gap between your current and target numbers, you'll learn to see your pipeline in a new light and discover untapped opportunities that are well within your grasp.

Don't miss out on the chance to end the year on a high note and set the stage for a prosperous future.

💡Read the BLOG for this episode.

Selling isn’t about teaching customers something new, it’s about helping them believe they can move forward. Welcome Brent Adamson and Karl Schmidt of ‘The Challenger Sale’ and new book, ‘The Framemaking Sale,’ for a conversation on decision confidence. What if customers aren’t looking for new information—instead they’re drowning in it! What they want is clarity.

Because oftentimes, no decision is actually ‘no confidence.’ By rethinking traditional sales methods, you'll learn how to create high-quality, low-regret outcomes that redefine success in B2B transactions. Through powerful frameworks like Objectives, Tactics, Results (OTR), Brent and Karl guide listeners in empowering buyers to take charge of their situations, fostering a sense of agency and confidence.

👤 About the Guest

Brent Adamson is a researcher, presenter, and advisor to B2B commercial executives. Karl Schmidt is a corporate executive, strategy consultant, and research leader. Both are authors of ‘The Challenger Sale’ and ‘The Framemaking Sale.’

💡Read the BLOG for this episode here.