Shows
The Medical Sales PodcastUnlocking Success in Health Tech SalesBrendan McAdams, sales coach, author of Sales Craft, and founder of Kiinetics, joins us to drop serious knowledge on what it takes to succeed in health tech sales. With deep B2B expertise and a sharp focus on early-stage startups, Brendan works with founders and commercial teams to land enterprise clients, close complex hospital deals, and avoid the costly sales mistakes that kill momentum. This episode is your roadmap for transitioning from traditional medical sales into the fast-paced, high-stakes world of health tech. Brendan breaks down how to navigate hybrid sales environments, how to think like a f...2025-07-0939 min
Who Watches UsMean Girls | Who Watches Us, Episode 14Get ready for the Burn Book! We're reviewing the 2004 teen comedy classic Mean Girls, starring Lindsay Lohan as Cady Heron, a new student navigating the complex world of high school cliques. Rachel McAdams shines as Regina George, the leader of "The Plastics," while Tina Fey brings humor and heart as Ms. Norbury.Can Cady and friends take down the queen bee without getting burned? Tune in for our thoughts on this iconic film.Edited by AlexTheme Song: Summer Groove - Avni VibesSpotify: https://open.spotify...2025-04-061h 34
Biz Book Pub Hub PodcastHUB 414: AUTHOR PANEL - Brendan McAdams, Darcy Elkenberg, and Mary KellyWriting a book may feel like running a marathon, but it’s really more like an Ironman Triathlon because marathon runners get to stop when they reach the finish line, but an Ironman is a multi-stage journey that challenges you in different ways. To complete the metaphor… First, there’s the swim—dipping into your ideas and getting them down on paper. Then comes the long bike ride, where you push through the editing and revising phase. And finally, the run—publishing and marketing your book, which requires just as much stamina and strategy as the rest...2025-01-2853 min
Biz Book Pub Hub PodcastHUB 411: AUTHOR PANEL - Brendan McAdams, Geoffrey Klein, and Sarah MoodyEver dream about becoming an author and selling millions of books? Well, here’s a reality check: most books sell fewer than 100 copies in their first year, and the average is under 200 books annually. Over a book’s lifetime, it may sell fewer than 1,000 copies. In the publishing world, selling more than 5,000 is considered a success.But here’s the thing—those numbers don’t really matter.If you're writing a book to grow your business, you don’t need to sell millions of copies to generate millions in sales. What...2025-01-1653 min
SHIFT with Elena AgarEpisode 192 - Mastering Sales: Early-Stage Discovery and Handling RejectionsWelcome to another insightful episode of the Shift with Elena Agar Podcast. Today, we have the pleasure of speaking with Brendan McAdams, a seasoned sales expert and coach for startups and entrepreneurs. In this episode, we dive deep into Brendan's approach to building successful products and mastering the sales process. Brendan shares invaluable advice on how to navigate the challenging journey of creating and selling new solutions, highlighting the importance of early-stage discovery, continuous customer conversations, and overcoming rejections.
We'll explore the mindset that founders need to harness, learn about Brendan's intriguing career path from English literature to enterprise...2024-11-1233 min
The Recognized AuthorityHow to Structure A New Livestream for MAXIMUM Impact [Coaching Call]Do you have a livestream or podcast, but struggle to get traction? Or have you been dreaming about starting one, but feel overwhelmed by the technical hurdles? This conversation is for you.
On this practical episode of The Recognized Authority, Brendan McAdams sits in the coaching chair with host and content strategy coach Alastair McDermott. They discuss Brendan's new livestream show and work on planning the show and troubleshooting roadblocks.
You'll discover practical tactics to enhance your audio, video, and content quality so your expertise shines through.
Alastair's candid insights will...2023-08-211h 33
Let's Chat Sales#75 - Cold Calling... Does it work?Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it?
In this quick episode, Brendan and Bob dig into the pros and cons of picking up the phone and calling people that you don’t know. You may not like what you hear (or maybe you will), but it will save you valuable time and effort.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. A...2023-04-1908 minLet's Chat Sales#74 - Stuff for Sales CallsBe prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or presentation.
In this quick chat, Brendan and Bob talk about the things you bring with you on your next sales call.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click he...2023-04-1610 minLet's Chat Sales#73 - Stop This... Nobody Cares
One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are important to your client. And NOT talk about things that aren’t important to your client.
In this quick episode, Brendan and Bob talk about one specific topic of conversation that too many founders focus on… and it’s one that customers don’t really care about.
2023-04-1308 minLet's Chat Sales#72 - Did Your Client Die On You?We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what?
In this quick episode, Brendan and Bob talk about what you might do to reinvigorate the conversation. But more importantly, they talk about why it happened in the first place AND what you can do to reduce the chances of customer ghosting in your future sales efforts.2023-04-0810 minLet's Chat Sales#71 - My Single Most Important Sales Tip
Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is more important than anything else… especially when you’re in eary-stage startup mode.
And that’s the topic that we dive into today.
2023-04-0512 minLet's Chat Sales#70 - Learn to Love the GrindOkay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you don’t want those things, why are you in business??)
In this quick 4-minute chat, Brendan and Bob talk about why you should learn to love the grind of sales. And how to make the toil and misery work for you.
Link to No Country For Old Men - https://www.imdb.com/title/tt2022-12-2104 minLet's Chat Sales#69 - Guess What? You Have A Personal BrandEveryone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand.
In this quick 10-minute episode, Brendan and Bob talk about how to manage and enhance your personal brand with less effort and more intention.
And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators.
Check it out here: https://www.kiinetics.com/salesaccelerator2022-12-1510 minLet's Chat Sales#68 - Talking About Your BrandThere is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink.
In this quick chat, Brendan and Bob talk about managing your effort and a few tips to help you be efficient with your ‘brand management’ efforts.
And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators.
Check it out here: https://www.kiinetics.com/salesaccelerator2022-12-0912 minLet's Chat Sales#67 - Sales Tip: Inbound vs OutboundThere is a big difference between an inbound customer, and an outbound cold call.
In this quick episode, Brendan and Bob talk about how to think about these two different interactions.2022-11-3008 minLet's Chat Sales#66 - Sales Tip: You're Causing DiscomfortAs a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant.
In this short episode, Brendan and Bob talk about how to think about the process and ways to reduce that discomfort.2022-11-2509 minLet's Chat Sales#65 - How to Quit Your JobIf you’re a founder or creator, chances are you start out doing something on the side. But as things start to scale, you will need to give serious thought to going all in.
In this quick episode, Brendan and Bob talk about how to make that transition. Because you don’t want to burn any bridges, you do want good references, and you might even be able to turn your existing employer into a customer…2022-11-1707 minLet's Chat Sales#64 - Selling When Life InterferesIf you’re like many founders or creators, you’re wearing multiple hats or have more than one project going. Plus, you (should). have a personal life.
And there are times when you’ll run into a challenge or life event that requires your full attention.
In this quick episode, Brendan and Bob talk about prioritizing, managing and giving yourself permission to put things on hold. Because you can’t be effective if you’ve got obstacles and issues that need your attention… and your mental health.
And to learn more about the Accelerate You...2022-11-1111 minLet's Chat Sales#63 - Sales Tip: How to Talk About ROIIn order for B2B customers to buy, they need to know what it’s worth.
What will the investment get them? Does it reduce expense? (How much exactly?)
Does it earn them new clients, or generate more revenue? (Again, how much exactly?)
That is the Return On Investment. And you need to have a solid idea what that will be.
In this quick episode, Brendan and Bob chat about how to think about ROI, how to figure it out if you don’t know yet, and how to talk to your cli...2022-11-0317 minLet's Chat Sales#62 - Stop Using PowerPoint to SellThe show is ‘Let’s Chat Sales’ for a reason… we’re urging sales professionals to have real conversations with their customers. And who needs slides to have a conversation? Slides get in the way (most of the time.) They slow down the pace, reduce the topic to what is on the screen, and limit your ability to adjust to new information.
In this quick 12-minute chat, Brendan and Bob talk about how to limit your reliance on Powerpoint in your sales calls, and how to use slides minimally and to best effect when you do.
You may al...2022-10-2613 minLet's Chat Sales#61 - Sales Mindset: Know Thy CustomerBefore you can solve your customer’s problem, you need to first understand it… and them. What are their priorities? What is in the way of success? How much pain are they dealing with?
In this lively 10 minute chat, Brendan and Bob talk about the importance of good customer conversations and how to make your sales calls and discovery process more effective and meaningful.
And check out Mythic Quest here - https://tv.apple.com/us/show/mythic-quest/umc.cmc.1nfdfd5zlk05fo1bwwetzldy3
And to learn more about the Accelerate Your Sales Success s...2022-10-1911 minLet's Chat Sales#60 - Sales Tip: Pick Up the PhoneStop trying to sell via email and text. It’s suboptimal. You’re missing out on the details, the specifics, the clues that you need to be effective. Instead… use the secret feature on your mobile that you’re not using enough - voice calling.
In this quick episode, Brendan and Bob share specific tips for how to use your phone effectively as a sales tool, and why you should. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators.
Check it out here - http://www.kiinetics.com/salesaccelerator
And here...2022-10-1411 minLet's Chat Sales#59 - Build Trust, Build Relationships, Build Your BusinessMost people get it backwards. They start by pitching, by explaining how their product works and all the special features that are built into it. But customers don't care and they won't listen if you haven't first establish trust and understanding.
In this 14 min chat, Brendan and Bob talk about the importance of establishing meaningful connection with your prospective customer. Because you can’t make the sale or solve the problem if the customer doensn’t trust you to do it.
To learn more about B2B sales and get reg...2022-09-3015 minLet's Chat Sales#58 - Sales Mindset - Who Are You?To be effective at sales, you need to know who you are. What are your skills? Your strengths? What do you stand for?
In this episode, Brendan and Bob talk about one of the fundamental aspects of sales - Mindset. And a core component of your sales mindset is knowing who you are.2022-09-2711 min
Future-Proof SellingDeveloping The Sales Process For Founders with Brendan McAdamsBrendan McAdams is Co-founder of Expertscape, a global directory of medical experts, And also Founder of Kiinetics. Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets. Over the last 10+ years, Brendan has helped dozens of founders recognise, attack and overcome the very common challenges unique to early-stage startups: Fear of rejection Dealing with com...2022-09-0428 minLet's Chat Sales#57 - Sales Tip - Are you saying 'Thank You' enough?Nobody does it alone. If you're having any success in your sales efforts, it's in some measure due to the help and encouragement of others. So thank them. Getting effective and efficient with saying 'Thank you' can supercharge your sales success.... and in this quick 8-ish minute chat we share a few key practices to make saying 'Thank You' more automatic.
Plus, if you listen to the end you'll get a tip that can save you 2 full hours. (Email me at hello@letschatsales.com if you feel compelled to thank me!)
To learn more about...2022-08-1508 minLet's Chat Sales#56 - Marketing vs. Sales, with Ryan Law of Animalz.coIn this episode, it's a 15 minute chat with Ryan Law about the relationship between sales and marketing.
Ryan is the VP of Content at Animalz.co, an agency that provides high-end content marketing solutions to SaaS and tech companies. Follow him on Twitter at @thinking_slow2022-08-0114 minLet's Chat Sales#55 - Sales Tip: One Way to Build Trust EarlyNobody's perfect. We all have our little idiosyncracies and odd character traits... and they can get in the way of your sales effectiveness. So what to do? Embrace them, and get the customer on your side.
In this quick 8 minute chat, Brendan and Bob chat about how you can build trust with your customer by being authentically you. It's the start to a better sales conversation.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven T...2022-07-2608 minLet's Chat Sales#54 - How to think about your 'Ask'You've done your discovery. You've established trust. You've gotten alignment. Now what?
It's time for 'the ask.' What is the decision your customer needs to make? What is it that they need to do next?
In this rambling, occasionally amusing ~9 minute chat, Brendan and Bob talk about the ingredients of an effective ask
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click...2022-07-1909 minLet's Chat Sales#53 - Making Your Sales Pitch: Things to know.Everyone need to be able to deliver a quick and compelling pitch. Whether you're talking to investors or customers, at a cocktail party or your kid's soccer game, you will inevitably find yourself needing to explain what it is you do and why it matters effectively and crisply.
In this 11 minute chat, Brendan and Bob talk about some of the nuances and considerations that go into a good pitch.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sal...2022-07-1110 min
The Exceptional Sales Leader PodcastAuthentic Selling With Brendan McAdamsOne of the key differentiators in modern day selling is authenticity. We know that people buy from people they know, they like and they trust. We also know that the product or service is not what the customer is looking for - they are looking for a solution to a problem. Whether you are in enterprise sales, SME sales or in fact in the start up phase of a business, authenticity is a critical key to your selling success. And in today's episode, I enjoyed a fabulous conversation with Brendan McAdams on this very topic, amongst others as well. Hope...2022-07-0654 min
Let's Chat Sales#52 - More Things You Shouldn't Do On A Sales CallWe're back again talking about things your shouldn't do on a sales call. This time, it's Bob's list.
In this very quick 8 minute chat, Brendan and Bob talk about a few more things you should make sure you're not doing when you're selling...
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.2022-06-3007 minLet's Chat Sales#51 - SALES TIP: How to identify the decisionmaker.Who makes the call? Who has the final say in a purchasing decision?
It's not always easy to figure that out. But there are things you can do, and questions you can ask.
In this 8 minute chat, Brendan and Bob talk about figuring out how to get to the right people. And what to look out for.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your...2022-06-1907 minLet's Chat Sales#50 - SALES TIP: Don't Do These Things!We often talk about what you should do when you're selling. Not today!
This time, we've got a list of simple things you shouldn't do in a sales call. And they're all very actionable and applicable. And we hope you're not doing any of them.
In this quick 10 minute chat, Brendan and Bob run through nine things to stay away from when you're in a sales role... and arguably all the time.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's...2022-06-1609 minLet's Chat Sales#49 - SALES TIP: You’ve screwed up. Now what?Everyone makes mistakes. (And truthfully, if you're not making mistakes... you're not trying hard enough.) So, what do you do when your mistake affects a customer?
You need to act.
But a mistake can be an opportunity. In this 13 minute chat, Brendan and Bob discuss how you should think mistakes and how to respond when they happen. If you do it right, you might even have a better customer relationship.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here...2022-06-1112 minLet's Chat Sales#48 - Timing and the Economy - Get ready!Things are about to get harder. We're seeing some worrisome signs in the economy...and it's a signal that you can't choose your timing, but you can increase your chances of success. If you're prepared.
And being effective at sales is one of the best investments you can make. In this quick 2022-06-0907 minLet's Chat Sales#47 - Testimonials, references and social proofOne of your best sales tools is the feedback you get from your current customers. But are you actively collecting those testimonials?
Brendan wasn't... and he and Bob discuss the resistance behind this. And what changed. And why you should make this part of your standard sales process. It's a quick 13 minutes with some good suggestions and a couple pithy observations.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to...2022-06-0613 minLet's Chat Sales#46 - Starting a sales call: Making the first 5 minutes countThe best way to have a great sales call is to start by having a great sales call. At the beginning... in the first five minutes. Because first impressions matter. And establishing credibility and rapport and momentum all matter.
In this long-ish (12 whole minutes!) episode, Brendan and Bob talk about how to get your sales call started. With actionable tips, examples, and goofy asides. We hope you like it!
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase...2022-06-0312 minLet's Chat Sales#45 - The Indy 500 episode: Founders are like race car drivers???Brendan is just back from the Indy 500...and it was awesome!
In this quick ~7 minute chat, Brendan and Bob talk about the parallels between being a race car driver and a startup founder. And there are a few.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.2022-05-3106 minLet's Chat Sales#44 - Events and conferences - How to strike up a conversationConferences and other in-person events are starting to come back. And with it, the fear of being alone in a crowd or striking up a conversation with a stranger.
In this quick ~12 minute chat, Brendan and Bob break down how they overcome these jitters and make these intimidating networking events less intimidating. It's simple, actionable advice.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click...2022-05-2612 minLet's Chat Sales#43 - Why is it so hard to find good salespeople?It's a fact... Finding a good salesperson is hard. Seemingly impossible sometimes. And it is one of the reasons that founders need to develop some sales horsepower of their own.
In this quick 2022-05-2308 minLet's Chat Sales#42 - Better Sales: In Search of Blunt Feedback.It's easy to say Yes... but at some point you run the risk of becoming overwhelmed. Do you have people you can turn to and get the blunt, unvarnished but thoughtful feedback you need? And where do you find those people?
In this quick 10 minute episode, we talk about why you need another perspective or two, and where to find them.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to A...2022-05-1910 minLet's Chat Sales#41 - Talking About Failure. And a Better Way to Think About It.Failure can be demoralizing. And discouraging. And cause you to want to go back to your shop and just build new features. But it doesn't have to be that way. And maybe it's all about perspective.
In this quick 2022-05-1608 minLet's Chat Sales#40 - One Solid Way to Find New Sales OpportunitiesOne very reliable way to find new B2B sales opportunities is to talk to people down in the trenches. It's down in the inner workings of the business where the difficulties lie, where the inefficiencies are rampant, and where things are held together by baling wire and chewing gum.
In this quick 2022-05-1208 minLet's Chat Sales#39 - Understanding Your WeaknessesWe're all quirky. And we all do things differently. The key is to recognize it and then come up with workarounds.
This is a super short cha (~ 5 min!) t about how it's not about being perfect... It's about being aware and opportunistic.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.2022-05-0905 minLet's Chat Sales#38 - The Best Sales QuestionSales success is heavily reliant on an effective client discovery process. You need to be able to ask the right questions, listen intently, and get detailed answers in order to qualify the opportunity and the client.
So what’s the best discovery question? What’s the thing you need to know next? Bob and Brendan take a quick 9 minutes to break this down and suggest some options and ideas. Feel free to steal them, and let us know what your best discovery questions are.2022-05-0408 minLet's Chat Sales#37 - Want Better Sales Calls? Cut to the ChaseYour customer wants to talk, and they want to be heard. So be efficient. Answer questions quickly, succinctly, crisply. Don't waste time. Salespeople want to talk, but so do customers. So... let them.
Brendan and Bob cut to the chase and spend 2022-04-2809 minLet's Chat Sales#36 - What's Your Expertise? Outsource The Rest!This is a quick one... As a founder that sells and wants to grow your business, you need to be efficient and focus your skills on what you're good at. And you're probably not good at everything, right? In this super short episode, Brendan and Bob discuss how you should think about your time and why you should delegate to others.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your...2022-04-2509 minLet's Chat Sales#35 - Taking NotesYou can't remember everything, so you need to be able to take notes. But how do you do it without taking your attention away from your customer and the conversation? Brendan and Bob spend a quick 16 minutes discussing simple little tips to focus on the right stuff and reduce your note-taking burden.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.2022-04-2115 minLet's Chat Sales#34 - Wrapping Up a Sales CallA really good sales call should lead to the next step. But to make that happen, it takes planning and preparation. In this quick 10 minute episode, Brendan and Bob talk about how you can make the most of a sales opportunity by thinking about how to end the conversation... and getting everyone ready from what happens next.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.2022-04-1810 minLet's Chat Sales#33 - Accelerator Programs and How to Optimize Your ApplicationBrendan just finished up running the AccelerateBaltimore program for 2022. And a good accelerator can be a great way for an early-stage startup to jump-start their momentum, develop important entrepreneurial skills, and begin to grow their network.
But what should you think about when you are getting ready apply. How do you optimize your chances of being selected? With AB2022 wrapping up last week, Brendan and Bob talk about the key things to focus on in your application, and what to stay away from.
To learn more about B2B sales and get regular updates, sales...2022-04-1213 minLet's Chat Sales#32 - Chatting About Sales ChecklistsSales has lots of steps, plenty of follow up, and all sorts of details and paperwork. So...How do you keep track and stay efficient?
Try a few simple checklists.
Atul Gawande's book, The Checklist Manifesto, got us thinking about how to apply them effectively in the sales process. And in another very tight (~12 minute) episode, Brendan and Bob list a few ways to apply this simple concept to keep your deals from dying on the table.
To learn more about B2B sales and get regular updates, sales tips, templates and other r...2022-03-2112 minLet's Chat Sales#31 - Your Sales Proposal StrategyYou need to present a proposal to your customer. Do you have a plan? What do you intend to include? How are you handling pricing and terms?
In this concise 14 minute episode, Brendan and Bob talk about the key steps and strategies you need to have as you get ready to present an effective, compelling proposal.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click h...2022-03-1514 minLet's Chat Sales#30 - Startup Founders and the Trouble with Sales ProcrastinationEarly in the life of your start up, it is easy to delay talking to customers. There's a natural tendency to focus on designing and building and fundraising...and everything other than sales.
But that's a bad strategy. Instead, you should be talking to prospective customers early and often. And looking for feedback and criticism, and even rejection.
In this very quick 13 minute episode, Brendan and Bob talk about why founders should be thinking about sales right at the beginning, and why they are well-suited to be effective sales leaders.
To learn more a...2022-03-1113 minLet's Chat Sales#29 - Little ThingsA lot of sales is a lot of simple stuff. Basic practices. Fundamentals. It doesn't have to be complicated.
And those little things are easy to do. And they add up.
In this very quick 12 minute episode, Brendan and Bob list a bunch simple little tips and tactics that you can use to build into your sales process.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance y...2022-03-0312 minLet's Chat Sales#28 - Telling StoriesYou know this, of course... Stories sell. They resonate, they connect, and they make things special. Even something as generic as firewood.
In this lively ~16 minute episode, Brendan and Bob dig into why stories work and how to think about them.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here.2022-02-1716 min
The Movie Ladder PodcastThe Notebook with Sara Orrick (Rachel McAdams Through Time)Brendan and Zach are joined by Sara Orrick to celebrate Valentine's Week with THE NOTEBOOK. They dive deep into the movie, discuss listener feedback and decide the suggestion for the next movie rung in the Ladder. The next movie discussion begins at (1:12:41). So (re)watch the film (currently streaming on HBO Max) and listen along to the discussion. Then stay tuned to hear what connected film we pick for next week. Submit your questions, comments, rating and suggested connections for next week’s movie to themovieladder@gmail.com.
You can find the podcast on Letterboxd (@TheMovieLadder) and Tw...2022-02-161h 39
CS BetaBrendan McAdams Context Add FINALBrendan McAdams Context Add FINAL2022-02-0312 minLet's Chat Sales#27 - A Few Thoughts About Your CompetitionWhen you think about competition, make sure you're focused on the right competition. Because mostly it's not coming from where you think it is. It's like your classic horror movie... the competition is coming from inside the house!!
In this quick episode, Brendan and Bob talk about where your competitive threat really comes from and how you need to address it.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here.2022-01-2510 min
The Lyon ShowB2B Sales Consulting For Angel Investors and Founders - With Brendan Mcadamshttps://youtu.be/zwuykKSXYxU Brendan McAdams is the founder of Kiinetics, a sales coaching/consulting agency that works with startups and founders to excel at sales execution and customer success. He is also the author of Sales Craft, which emphasizes sales fundamentals as the key to sales success. And he’s the host of the Let's Chat Sales podcast, focused specifically on discussing B2B sales from the unique perspective of the early-stage startup founder. If you're a founder or have a sales role in a tech startup, subscribe to Brendan's B2B Sales newsletter here. htt...2022-01-2247 minLet's Chat Sales#26 - Discussing Sales - Ensuring Customer SuccessIt's never too soon to be thinking about (and discussing) customer success. But how you go about it matters. It's not a simple promise, but rather is an agreement with your customer.
In this episode, Brendan talks with Bob Graham about how to think about the sale/post-sale journey as a story, and the role the customer plays in guaranteeing their own success. It will change how you think about sales.
To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here - 2022-01-1813 minLet's Chat Sales#25 - The Informed CustomerCustomers are much smarter and more informed than ever before. And that presents either a problem or an opportunity.
In this quick episode, Brendan and Bob talk about how to think about your much more knowledgeable prospective customer. And we go off on a bit of a tangent to explain why it's possible (and preferable) to sell before you have the product built.
For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.foundersales.io/newsletter2022-01-1412 minLet's Chat Sales#24 - Discussing Sales - Qualifying the OpportunityNow that you're starting to learn more about your customer and all the details that go into the opportunity, it's time to start making the cold calculation around whether or not they are a good opportunity for you. You have to determine if they are the right customer for you. It's a mutual relationship, and you have to benefit.
In this episode, we talk about how to think about the qualification process. Your time and effort are your most important assets. Being able to effectively qualify your prospect and the deal will save you enormous time and...2022-01-1116 minLet's Chat Sales#23 - Discussing Sales - The Customer Discovery ProcessThe customer discovery process is arguably the most important sales skill to have. Being able to effectively understand your customer, their requirements, their environment, their culture, and all the other variables involved in making a purchasing decision and taking on the risk that comes with that decision... THAT can make all the difference in your ability to sell effectively.
In this episode, we talk about how to think about customer discovery and how to be better at getting the information needed to determine whether there is an opportunity for mutual success.
For more information or...2022-01-0618 minLet's Chat Sales#22 - Discussing Sales - Connecting with Your ProspectNow you know what you want to say to that new prospect or lead... What next? Where are you find those customers, and how do you start to engage with them? Bob and Brendan discuss how to initiate the conversation and set up that important first sales call.
For more information or to get regular B2B sales updates, sign up for Brendan's newsletter here - https://get.founderales.io/newsletter2022-01-0317 minLet's Chat Sales#21 - Discussing Sales - Crafting the MessageBefore you have a conversation with a customer, you need to figure out what it is you were going to say to start the conversation. What's the message that matters to your audience?
What can you say that is crisp, compelling, and meaningful enough to get them to want to talk to you about what it is you do and how you can help them? That's the topic we're digging into was we walk through the many facets of a complex B2B sales process.2021-12-3014 min
Let's Chat Sales#20 - Discussing Sales - Finding Your Ideal CustomerNow that you're in the right sales mindset, the next thing to focus on is identifying your ideal customer. If you know who to sell to, what they look like, what matters to them, and the other key criteria, your sales effort will become much easier.
In this episode, Brendan McAdams and Bob Graham talk about how to think about your ideal customers... and then how find them.2021-12-2014 min
Let's Chat Sales#19 - Discussing Sales - How To Get Into The Right Sales MindsetIt's critically important to have the right mindset as you step into the sales role, and this is critically important for early-stage founders. But they have some strategic advantages at their disposal, if they know how to leverage them. Brendan talks with Bob Graham about how to think about sales differently.2021-12-1618 min
Let's Chat Sales#18 - Discussing Sales - The Importance of a Sales ProcessIn this episode we talk about how important it is to have a sales process, what some of the components are, and how do use it the best effectiveness. With the help of Bob Graham, this is the first in a series where Brendan talks about each major step in the B2B sales cycle.2021-12-0520 min
One Knight in ProductCan Sales & Product Really Get Along? (with Brendan McAdams, author ”Sales Craft”)An interview with Brendan McAdams. Brendan is a long time Enterprise SaaS salesman and author of "Sales Craft", a book he hopes will help salespeople and even tech founders get better at selling their products. Brendan is keen to stand up for the sales team, the value they add to customer relationships, and work out how we can make sure sales & product teams can work together more effectively.
We speak about a lot, including:
His book Sales Craft and how he wanted to write a very practical book to help to take the mystery out of...2021-12-0138 min
Let's Chat Sales#17 - Keeping the sale moving, with Jeff BajorekToday's guest is fellow sales professional Jeff Bajorek. Today we're talking about a challenge that faces every sales professional.
How do you maintain sales momentum?
Jeff and I talk about how to prepare for a call, what to say, and how to think about the sales process so that you can keep things progressing forward.
To learn more about Jeff, please check out his website and his podcast.2021-11-0215 min
Let's Chat Sales#16 - Answering sales questionsIn this quick episode, we tackle a few questions posed to us by listeners and followers:
Arunima asks - One thing I would love to know about is how to sell on Twitter without coming off as too salesy or pushy.
Rafmary asks - How long should a cold email be? What important information it should include? And what information should one make sure to mention. Cheers!!
Mariann-Regine asks – Are there any suggestions you can share to save time or reduce tedious sales tasks? (Ideally using free or inexpensive tools.)
If you have a question we should ta...2021-10-2811 min
Let's Chat Sales#15 - Founders and SalesFounders needs to be able to sell. The advantages are many. At least 11, in fact.
In this episode, Brendan talks about the many reasons that founders should engage in early-stage sales. Hopefully, each reason should help to motivate creators, builders and tech founders to take an earlier, more engaged interest in learning sales. (And the last reason may be the most compelling of all.)
Let us know if we missed one, or if you disagree with the list.2021-10-1911 min
Let's Chat Sales#14 - A Chat About Sales PsychologyAndy and Brendan talk about how customers think, what's important, and why having the customer's perceptive in mind is so important to having a successful customer and a successful sale.2021-10-1521 minLet's Chat Sales#13 - Content marketing (kinda)Today we’re chatting about "content marketing".
In particular:
- How to create battle-tested content you know helps people at scale.
- The power of building a network of weak connections.
- And signs you're getting positioned as the XYZ guy or gal in people's minds.
Here's the John Critchlow article mentioned in the podcast: https://tomcritchlow.com/2020/12/10/weak-ties-strong-intros/
If you find this episode useful then please share with someone it can help. The URL is letschatsales.com/13
And if you have a suggestion for a f...2021-10-1213 minLet's Chat Sales#12 - Writing a bookToday we’re chatting about writing a book.
In particular:
- How it's great for your personal brand.
- How it can bring you clarity.
- And how business owners and founders shouldn't be intimidated about getting a book written - even if they don't have a degree in English literature.
If you find this episode useful then please share with someone it can help. The URL is letschatsales.com/12
And if you have a suggestion for a future episode please leave it in the comments or em...2021-10-0111 minLet's Chat Sales#11 - Personal brandingToday, we're chatting about personal branding.
In particular:
- Why we shouldn't overlook our personal brand.
- Why we still want to build non personal brands.
- And a way to use a personal branded domain.
If you find this episode useful, then please share with someone it can help.
And if you have a suggestion for a future episode please leave it in the comments or email us at hello@letschatsales.com2021-09-2311 minLet's Chat Sales#10 - Quit jobs properlyIn this episode we chat about quitting jobs/contracts properly.
In particular:
- Quitting a job to get another job.
- How it's a small world.
- Things to consider before quitting a job to start your own thing.
If you find this episode useful then please share with someone it can help. And if you have a suggestion for a future episode please leave it in the comments or email us at hello@letschatsales.com2021-09-1712 minLet's Chat Sales#9 - Selling at live eventsToday we’re chatting about selling at live events such as conferences, trade shows, and workshops.
In particular:
- How relationships are built at the coffee dock or in the queue for lunch.
- The big sin so many people make when introducing themselves and how to avoid it.
- And what Brendan and Andy both get out of presenting live.
If you find this episode useful then please share with someone it can help. And if you have a suggestion for a future episode please leave it in the...2021-09-1015 minLet's Chat Sales#8 - Sales for non-sales peopleToday we’re chatting about why founders, creators, developers (and anyone that thinks they don't sell) should know how to sell.
In particular:
- Why the right mindset is important.
- How to get started selling.
- Why you shouldn't wait.
If you find this episode useful, please share with someone it can help. And if you have a suggestion for a future episode, please leave it in the comments or email us at hello@letschatsales.com2021-08-1823 minLet's Chat Sales#7 - Are they a customer, or not?Today we’re chatting about doing work for free versus charging for it.
In particular:
- How "show don't tell" can work in practice.
- How Andy interprets the phrase "Always be closing".
- And why Brendan believes Andy is doing too much for free.
If you find this episode useful then please share with someone it can help, and don’t forget to check out letschatsales.com for other episodes and to signup to our newsletter.2021-08-1523 minLet's Chat Sales#6 - A chat about sales chatsTake the pressure off your sales efforts and have a chat instead of a sales call. It may be counterintuitive (so many things are!) but you can usually get farther faster by taking the slower longer route and having a chat. People still buy from people, and a good chat is a great way for your customer or prospect to get comfortable.
Because people need to be comfortable before they can buy.2021-08-1022 minLet's Chat Sales#5 - CRMs: Start simpleToday we’re chatting about CRMs - Customer Relationship Management Systems.
How they can help us, how to choose one, and the pitfalls to avoid when using them.
If you find it useful then please share with someone it can help.
And don’t forget to check out letschatsales.com for other episodes and to signup to our newsletter.2021-08-0718 minLet's Chat Sales#4 - The power of saying "No"Salespeople want to be able to say 'Yes.'
But the real power for a salesperson is being able to say 'No' when they need to.
In this episode, we discuss how you say no, why you say it, and the power and effectiveness that can be gained when you do.2021-08-0320 min
The Recognized AuthorityImproving Your Salescraft with Brendan McAdamsMost consultants love their work - but they don't love selling their work.
In this episode, Brendan McAdams and Alastair McDermott discuss how to qualify your prospective clients so that you can sell more effectively. We discussed the fundamental principles of sales that are often overlooked, and get into the psychology of why someone might not buy from you.
They also discussed what Brendan learned from marketing his first book, and what he's changing in the marketing of his second book.
Show Notes
Access all the links mentioned in t...2021-08-0238 minLet's Chat Sales#3 - Marketing metrics & talking to peopleBy turning off the tracking pixel, Apple is creating another new opportunity for the professional sales person. We get into that, and what that might mean for marketers as well.2021-07-3021 minLet's Chat Sales#2 - Landing pages are like sales conversationsWe briefly discuss procrastination and perfectionism, then delve deep into landing pages.
Join us to:
> Learn how a landing page is similar to a sales conversation.
> Launch a landing page quicker.
> Make your landing pages more sophisticated after launch.2021-07-2716 minLet's Chat Sales#1 - We're starting!We discuss our thought process behind creating the podcast, the tools we'll use, and what we'd like to discuss going forward.
Join us to learn how we:
> Figure it out as they go along.
> Find Product-Market-Fit, one customer at a time.
> Allow their niche to reveal itself as they engage the market.2021-07-0924 min
#CreatorSpacesMonetize Your Creations with Brendan McAdamsBrendan McAdams help founders identify and connect with their ideal prospects... even if they don’t know a damn thing about sales.2021-06-2810 min
Sales Strategy & Enablement by Revenue.ioThe Future of Sales Employment, with Brendan McAdamsBrendan McAdams is the co-founder of Expertscape and Managing Director of Kiinetics. In today's conversation we dig into the changing nature of how salespeople are employed. In short, we explore the question: are we approaching a time when most sellers will not be employed as full-time employees of the companies whose products they sell? Will future sales employment look more like gig work? Or will it look more like professional sports? Where athletes auction off their services and sign huge guaranteed contracts. Huge contracts with much higher commissions. Plus, we explore what the implications will be for sales leaders...2021-06-1152 min
Sales For FoundersSales Chat #2: Why's a sales process so important? — with cohost Brendan McAdamsWelcome to Sales for Founders, the podcast for founders who want to go from hating sales to making sales.
Louis is back behind the mic for another season of Sales for Founders...
... and this time he's joined by a cohost — sales expert and previous guest Brendan McAdams!
We're mixing up the normal format this series with a mix of real-life founder interviews and "expert chats" — where Brendan and Louis do a casual deep dive exploring a specific sales topic founders struggle with (and how to do it bett...2021-05-0627 min
Digital Nomad Cafe Podcast | Online Business, Freelancing & Remote WorkSales Tips For Freelancers & Digital Nomads with Brendan McAdamsHello, and welcome back. If this is your first time joining then, welcome. This podcast is for digital entrepreneurs carving out their slice of the online economy. To download my free guide on starting a business online, head over to digitalnomadcafe.com/start. In this episode, we discuss some sales tips for Digital Nomads and Freelancers. Based in Baltimore, Brendan from http://kiinetics.com recently launched a new book called Sales Craft - Sales Craft isn't like most sales books. It isn't proposing a new sales process or a system to 10X your in...2021-04-3030 min
Sales For FoundersSales chat #1: Is sales sleazy? — with cohost Brendan McAdamsWelcome to Sales for Founders, the podcast for founders who want to go from hating sales to making sales.
Louis is back behind the mic for another season of Sales for Founders...
... and this time he's joined by a cohost — sales expert and previous guest Brendan McAdams!
We're mixing up the normal format this series with a mix of real-life founder interviews and "expert chats" — where Brendan and Louis do a casual deep dive exploring a specific sales topic founders struggle with (and how to do it bett...2021-04-2243 min
The E1B2 Collective PodcastLet’s Talk Startup 018 w/ Brendan McAdams (Startup B2B Sales Extraordinaire)In today’s episode we breakdown so much as it pertains to how startups should go about and think about B2B sales. We also rift on an idea that hopefully turns out well for Brendan and we discuss how leadership and hiring makes a huge difference as well when forming the right teams! I hope you all enjoy this episode it’s definitely a great one!2021-04-0854 min
The Audience ExplorerBrendan McAdams on dealing with more than one audience at a timeListen to Brendan's story how he got to work with his first audience and about his perspective on what good salespeople should do and not do.Enjoy listening to the interview!Read the transcript of the podcast here, and see what was mentioned in the episode:- https://gettheaudience.com/e07-brendan-mcadams-more-than-one-audience/Links mentioned in the podcast:- ExpertscapeHow to reach Brendan:- Twitter - https://twitter.com/brendanmcadams - LinkedIn - https://www.linkedin.com/in/brendanmcadams/ - Website and blog - ww...2021-01-2732 min
Sales For FoundersLessons from 20+ years of sales success — with Brendan McAdams, cofounder of ExpertscapeWelcome to Sales for Founders, the podcast for founders who want to go from hating sales to making sales.
This week, your host Louis is talking to sales expert Brendan McAdams.
Brendan is the cofounder of Expertscape. He also has over two decades of experience working as a salesperson. And — last but not least — he recently released a book and runs live trainings on how to get better at sales.
In this episode, we talk about…
- ... how did Brendan make the first sales for Expertscape?
- ... what qualities does a f...2020-12-1441 min
MicroConf On AirEpisode 35: Founder Spotlight with Brendan McAdams, Expertscapehttp://microconfonair.com
Every couple of weeks, we like to feature a founder from the MicroConf Connect community that is brave enough to jump on a call with Rob to talk about what it is they're doing. This week, we're excited to welcome Brendan McAdams, founder of Expertscape. Brendan McAdams is the co-founder of Expertscape.com, a healthcare search resource that identifies and objectively ranks medical expertise by specific topic. With over 30 years of sales and marketing experience across telecom, financial services and healthcare, he is the author of Sales Craft: Proven Tips, Practices and Ideas to...2020-09-1725 minSales Strategy & Enablement by Revenue.ioSales Fundamentals, with Brendan McAdamsBrendan McAdams, Co-Founder at Expertscape, and author of SALES CRAFT: Proven Tips, Practices and Ideas to Advance Your Sales Success, joins me in this episode!2020-03-261h 00