Boy, I got a great one for you today. This one kind of surprised me because at first glance at his LinkedIn profile,

I thought the topics would be how to stay out of the commodity trap, how to build trust, differentiation, avoid pricing, but boy was I surprised.

And I think you're going to like this a lot as well.

It's got a great story, somebody who grew up in Germany, came here

for college with a learning disability, got into sales, worked his way up, and is selling something that I know is hard.

Why do I know it's hard?

I kind of cut my teeth in college in this space and boy is it hard. Granted that was a long time

ago. But imagine selling a system basically boxing packaging for products a new way of doing it a more

effective way of doing it something that's more environmentally aware of doing it. Now the natural way

would be who is in charge of this at the company? Is it shipping and receiving? Is it manufacturing? Is it

product development? Is it marketing? Oh boy, it's all of them. And how do you get them to change and how do you stay out of the

commodity trap and get away from just pricing we're going to talk about all

of that in this episode. So no matter what you're selling in B2B, you're going to enjoy this.

Because he takes a top-down approach, totally counterintuitive, and he really focuses on the connection

between the people, and he brings out what I've been trying to get across all the time because everybody in sales thinks it's what you say.

It's part of it, but it's not the most important part of it. It's getting the other person to talk, showing interest in them, talking about them.

So you might think these are old school tactics, no, they're the

what's works and what continues to work. And after the call, how do you do what I call a post-mortem or call review?

And that call review early in my career was probably where I learned the most. I was working with

reps that had 25 30 years of experience and to hear them analyze a call afterwards I was like boy I didn't see that I didn't

notice that oh that's what you were looking for those are critical because that's where you learn instead of just trying to get as many calls a day in

volume is secondary to success.

...