The Big Sale Illuminati

Episode 23 – What Is B2B Selling Today?

Video selling conversations for big business-to-business (B2B) sales are becoming the norm. Efficiency is increased, but does that mean fewer sales people are needed? How is …

Episode 22 – Owning the Sales Conversation to Educate Buyers

To sell executive buyers, you must educate them in a way that they see a better future if they buy from your company. You have to educate on why the past has …

Episode 21 – How to Decommoditize Your Offering and Avoid Being Commoditized

Commoditization is a major threat to any business, but it's especially dangerous for sales teams. When your product or service is seen as a …

Episode 20 – How to Close Big Sales Without Meeting In Person

The number of sales calls that happen face-to-face has dropped dramatically in recent years. So, is the person-to-person sales call dead? Can you still close …

Episode 19 – Selling the Future State and Overcoming Fear of Change

Customers buy a better future than their current state. Whether it is technology …

Episode 18 – Speaking the Language of Money in Sales

Salespeople are often afraid to talk about money. Successful salespeople know how to not only …

Episode 17 – Messaging Design & Delivery: Sales' or Marketing's Problem?

When your organization presents itself one way in the public domain, and your salespeople go in with a different value proposition, message or …

Episode 16 – Outselling Your Monster Competitors

Companies often find themselves selling against much bigger competitors. Those competitors often have strong brand names and large market shares. To win in those …

Episode 15 – Closed Door Secrets of Buyers

When prospects are buying from your company, we know there is ALWAYS a “meeting-after-the-meeting.” That’s where the real feedback is shared and decisions are made about buying …

Episode 14 – The Importance of the Sales Narrative Structure

Sales narratives: organizing, presenting and engaging your content in a way that gets …

Episode 13 – Unsticking Stuck Sales

Half of every sales professional’s pipeline is stuck in some way. Often, we don't know whether it's time, the offer, decision-makers, inertia or a combination. Whatever it is, it can …

Episode 12 – The AI Fueled Salesperson

AI can make sales professionals better prepared. It will also make buyers better prepared when buying. Where is the intersection that gives sales professionals an advantage? Which …

Episode 11 – Pilot Selling: Avoiding the “Nibble” Strategy

Often sales professionals sell a pilot or test program to a prospect to get “their foot in the door” while buyers mandate a pilot to ''test out the vendor or the …

Episode 10 – Work from Home: Are Musk, Bezos and Zuck Right?

Do Elon, Bezos and Zuck have it right? This episode goes right at the issue of working from home or in the office, or both. Which one is better for landing big …

Episode 9 – Leveraging AI (like ChatGPT) in the Sales Process

Our panel of experts from sales to the C-suite have a candid and pragmatic discussion about how best to use Artificial Intelligence (AI), like ChatGPT, in …

Episode 8 – Your CEO: Friend or Foe In Landing Sales?

When do you bring your president or C-suite executive into the big sales selling or closing process? Our panel members have been on both sides: invited by salespeople …

Episode 7 – Selling in 2024

Selling in 2024 will look different than it does today. What are the macro and micro trends that are emerging in sales? What are the implications of things like AI/ChatGPT, virtual selling, …

Episode 6 – How to Leverage Your Personal Brand in Sales

In the latest episode, we explore the importance of personal branding for salespeople and how it relates to the brand of the company they represent. Learn how to …

Episode 5 – Sales Compensation: Show Me the Money

Salespeople, revenue teams and customer retention share a very strong interest in sales compensation. We share the truth that is not always pretty, but facts are our …

Episode 4 – The Money Machine

Bigger, faster, leaner. A sales process promises to deliver more than just good salespeople can on their own. Stories and examples of how to build the machine and be more effective operating …

Episode 3 – Being Different Sells

In this episode, the panel talks about why different is better in a noisy B2B sales market. There are great chances to look different and the panel tells stories of what works and what …

Episode 2 - How to Get the $1M+ Big Sale Meeting

This episode is about getting the meeting at the highest level of executive, the hardest to reach. We dive into tips for getting the meetings that have worked in the past. …

Episode 1 – Penetrating Messaging to Reach the Executive Buyer

This episode is all about getting to the highest-level buyers and talking their language. It covers the idea that 2022 messaging is in the death spiral. …

The Big Sale Illuminati is a bi-weekly podcast where some of the best in business discuss what’s worked, what’s working, and what’s failed in selling big sales. The panel of experts include Monique de Maio, Mark …