Have you ever felt that pushy, uncomfortable pressure to buy something, especially from those aggressive booth vendors at the mall?

It's not urgency's fault, but how and when it's applied can make all the difference. There's a delicate balance between understanding the customer's needs and persuading effectively.

Let's explore why urgency often feels manipulative and ineffective when used too early in the sales process and without genuine intent.

If you're ready to transform how you approach urgency in sales and become more consistent in your efforts, stay tuned!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can sales professionals effectively balance rapport and empathy to foster trust without rushing into it? What indicators should sales professionals look for to determine the right moment to introduce urgency?

In today's episode, I talk about urgency. I also talk about the foundational elements that lead up to creating genuine urgency – rapport, empathy, trust, and hope.

While trust is built through understanding and positioning yourself as a guide rather than a hero, hope allows the customer to envision a better future with your solution.

Learn about the negative stereotypes around urgency, and how it's often misapplied with pushy or desperate tactics. Tune in to capture Jason's insights on how to blend urgency seamlessly into your sales strategy without feeling "gross" or off-putting!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can salespeople effectively personalize follow-up messages to make them more impactful? What is the difference between manipulation and persuasion in sales?

In today's episode, I talk about the vital role of a 'guide' in the hero's journey and how it parallels the world of sales. I also discuss the importance of aligning your follow-up efforts with the customer's 'why,' emphasizing a more impactful connection rather than relying on end-of-quarter manipulations.

Learn more about the pitfalls of discounts and incentives that may seem like bribery, setting strong follow-ups, and how you can shift the odds in your favor to close more deals.

Stay tuned for valuable tips and if you're looking for more personalized advice. Let's dive into how you can avoid the 'follow-up trap' and truly move the needle in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How does the mental well-being of salespeople influence their interactions with clients and prospects?

Mental well-being plays a crucial role in shaping their overall approach toward clients and prospects. It can influence the quality of interactions, and the establishment of enduring business relationships.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about value-added selling, sales processes, mental well-being in sales, breaking down silos, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What are some common challenges faced by sales teams due to siloed departments? How does it affect the organization's success?

Silos can lead to poor communication between teams. They might not have access to important information from other departments, resulting in missed opportunities or the inability to address customer needs effectively.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about mental well-being and breaking down silos in sales.

Learn more about these topics as Dr. Hansen shares his brilliant thoughts and ideas with me which can help everyone who is in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What is process-focused sales, and how does it differ from traditional sales approaches? How can a well-defined sales process help sales professionals better?

A well-defined sales process provides sales professionals with resources and framework that help them succeed in their careers. It also contributes to the overall efficiency of the entire organization.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about shifting from product-focused to process-focused sales.

Learn more about persuasion, sales process, change management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What are some common challenges faced by salespeople when trying to adapt their selling strategies? How can understanding your prospects help in tailoring your sales approach effectively?

Buyers at their core, want sellers who help them the way they want to be helped. The key is you've got to help them move forward.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about adapting the way you sell based on what the customer wants.

Learn more about authenticity in sales, value-added selling, asking questions, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What experiences do you have when getting your car's engine oil changed? What if I told you there is a sales lesson from that?

In sales, the only thing that matters is the sales experience, because that's what people are looking for. And if it's a great experience, they will want it over and over again.

In this solo episode, I talk about the lessons about sales that I learned from getting my oil changed.

Learn more about this topic and pick some gems that may be helpful for you or your organization.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Are you aware of what your customers want more and less of from you? How do you provide value to them?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Riley Dugan.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about authenticity, sales processes, skills for success, and providing value.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

Why do interpersonal skills matter? How do you obtain and develop them?

Strong interpersonal skills can lead to personal fulfillment and career success. These enable salespeople to understand customer needs and deliver a positive experience.

In this episode, Riley Dugan from the University of Dayton and I talk about why interpersonal skills matter.

Learn more about this topic and also about the future of sales, the importance of time management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

Why is it important to have a sales process? How can your team succeed with it?

Learning to follow a sales process will help your organization achieve sales objectives, and build stronger relationships with customers.

In this episode, Riley Dugan from the University of Dayton and I talk about having a plan and the ability to scrap it.

Learn more about this as Dr. Riley shares his expertise in sales and make sure to take notes for you to apply it.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

How do you create and keep good relationships with your customers? Why is it important to be yourself?

By being yourself, you build a foundation of trust and credibility, making it easier for buyers to connect with you. Remember to align your personal values with your professional goals.

In this episode, Riley Dugan from the University of Dayton and I talk about success by being yourself.

Learn more about authenticity, Dr. Riley's experience in selling auditing services, and other big key elements to success in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

How have buyers changed these days? What do they want less of from salespeople now?

In this solo episode, I talk about buyers, specifically, what they want from you – salespeople.

Buyers may have varying expectations depending on their needs and preferences. But there is one particular thing that I addressed in this episode.

Learn more as I share my insights and ideas to help everyone in sales looking to improve and scale.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How does reminding customers of their own 'why' help in pulling them out of their comfort zone and encourage them to embrace change?

In this episode, I talk about the art of persuasive communication. I'll share how this strategy applies universally, whether you're pitching to venture capitalists or simply selling a product or service.

Understanding your client's 'why' is more than just sales talk—it's about reconnecting them to their goals and showing them that you are the guide in their journey.

Stay tuned as I explore these pivotal concepts, equipping you with the know-how to convert prospects into successful sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to also learn about the human side of sales, and not just about the product?

What happens to most people in sales is that they are all about product knowledge. You want to make sure that you don't neglect the conversations and the helping customers part of sales.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about authenticity, persuasion, the future of sales, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

What parts of the sales process are best suited for augmentation? What parts can be automated by AI?

Augmentation is the use of technology to enhance human capabilities. Automation, on the other hand, is the use of technology to replace human intervention in certain processes.

In this episode, Dr. Kevin Chase from Washington State University and I, talk about augmentation vs automation.

Learn about this topic from our guest's insights and a lot more about the future of sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Dennis' Bio
Dr. Dennis is a sales professor at the University of Florida where he teaches advanced sales and sales management. He is also a public speaker who delivers talks on having a successful mindset through topics such as failure, emotional intelligence, and locus of control.

Dennis' Links
https://dennisdipasquale.com/
https://www.linkedin.com/in/drdennisd/

How can you help your sales team be more effective in persuading? How do you empower customers with knowledge and understanding?

By understanding and communicating the process, salespeople can help customers gain a deeper understanding of how the product or service works and the value it provides.

In this episode, Dr. Kevin Chase from Washington State University and I, talk about the principle of teaching the process, not the product.

Learn more about this topic to help build your team's success.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Dennis' Bio
Dr. Dennis is a sales professor at the University of Florida where he teaches advanced sales and sales management. He is also a public speaker who delivers talks on having a successful mindset through topics such as failure, emotional intelligence, and locus of control.

Dennis' Links
https://dennisdipasquale.com/
https://www.linkedin.com/in/drdennisd/

What are some of the big keys to success in sales? Why is it important to be authentic?

Being authentic means being genuine, transparent, and honest in your interactions. When customers perceive you as authentic, they are more likely to trust your recommendations and make purchasing decisions.

In this episode, Dr. Kevin Chase from Washington State University and I, talk about the role of authenticity in sales, from B2C to B2B.

Learn more from our guest as he shares valuable gems for everyone in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Kevin's Bio
Kevin Chase is an Assistant Professor of Marketing and the Director of the Sales Program at Washington State University's Pullman Campus. Prior to getting a PhD with a focus on sales he worked in various roles in sales and marketing in the commercial insurance industry.

Kevin's Links
https://business.wsu.edu/research-faculty/centers/professional-sales/
https://www.linkedin.com/in/kevinchase16/

How do you get rid of silos in your organization? What are some of the negative effects of this?

Silos can create barriers and hinder the overall effectiveness and efficiency of the sales organization.

In this solo episode, I talk about how to get rid of silos.

Learn more as I share my thoughts and insights, and make sure to take notes for things that may be helpful for you or your team.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to create relationships that last long with your customers? How do you show that you genuinely care for them?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Dennis DiPasquale.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about building genuine relationships, the 3 sales that occur, the challenger sale, leveraging technology, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

How do you adapt to stay relevant and not get replaced by technology? Why is it important to leverage technology but still focus on the human side?

There must be a balance between enhancing your sales processes and also harnessing your unique skills and human qualities. Focus on your strengths, provide exceptional value, and you can keep your sales role despite technological advancements.

In this episode, Dr. Dennis DiPasquale from the University of Florida and I talk about how to not get replaced by technology.

Find out more about this topic and even more about the future of sales, what people want more from salespeople, the classic shadowing model, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Dennis' Bio
Dr. Dennis is a sales professor at the University of Florida where he teaches advanced sales and sales management. He is also a public speaker who delivers talks on having a successful mindset through topics such as failure, emotional intelligence, and locus of control.

Dennis' Links
https://dennisdipasquale.com/
https://www.linkedin.com/in/drdennisd/

What is insight selling? How do make your customers feel comfortable in sharing their problems, and then you, providing solutions?

In this episode, Dr. Dennis DiPasquale from the University of Florida and I talk about focusing on insight selling.

Remember that as a salesperson, you should be a trusted advisor and problem solver rather than just a product pusher. Provide valuable insights, differentiate yourself from others, and create a reason for customers to engage in meaningful discussions.

Learn about this topic and more about persuasion and its challenges, why people don't buy and have genuine conversations.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Dennis' Bio
Dr. Dennis is a sales professor at the University of Florida where he teaches advanced sales and sales management. He is also a public speaker who delivers talks on having a successful mindset through topics such as failure, emotional intelligence, and locus of control.

Dennis' Links
https://dennisdipasquale.com/
https://www.linkedin.com/in/drdennisd/

What are some key principles in building genuine relationships? What might be the challenge in doing so?

Customers can often sense when someone is being insincere or solely focused on making a sale. By genuinely caring about your customers you'll establish strong, and long-lasting relationships.

In this episode, Dr. Dennis DiPasquale from the University of Florida and I talk about building genuine relationships.

Find out more about this topic by tuning in and taking notes for gems that you may find helpful.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Dennis' Bio
Dr. Dennis is a sales professor at the University of Florida where he teaches advanced sales and sales management. He is also a public speaker who delivers talks on having a successful mindset through topics such as failure, emotional intelligence, and locus of control.

Dennis' Links
https://dennisdipasquale.com/
https://www.linkedin.com/in/drdennisd/

What is the most important attribute a salesperson must have? How does obtaining it bring impact to your sales conversations?

You need to establish trust and rapport with your customers, but the challenge is the process of doing so. There are things that you need to understand and apply in order to achieve it.

In this solo episode, I talk about the one superpower you need to have in sales.

Find out more about this topic as I share my thoughts and insights for all salespeople out there seeking to scale in their career.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What makes authentic persuasion different from conventional sales tactics? Why is building trust so crucial in the sales process?

In this episode, I talk about the importance of embracing authentic persuasion over high-pressure sales tactics, underscoring that building rapport, empathy, trust, and hope with potential customers is key to avoiding the follow-up trap where clients retreat into their comfort zones and become unresponsive.

A personalized, client-focused approach in sales can not only increase responsiveness but also foster long-term trust and gratitude, avoiding the common pitfall of customers feeling pressured and ultimately dissatisfied.

Use genuine conversations to build a reliable pipeline and turn those silent prospects into engaged, happy customers. Stay tuned!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What are customers looking for these days from salespeople? What can you control in a conversation?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Joe Calamusa.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Learn more about authentic buying process, empathy vs. sympathy, being elite at sales, data-based selling, and a lot more.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How do you deliver exceptional quality in your sales process? How does this lead to sustainable success?

Sales professionals are often judged by the number of deals closed. However, as sales evolved, the focus is now towards quality rather than sheer quantity.

In this episode, Joe Calamusa from the University of Alabama and I talk about how quality controls quantity in the future of sales.

Learn more about this topic and make sure if you haven't already, to tune in to the previous episodes with Joe.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Joe's Bio
I am the Managing Director of The University of Alabama Sales Program and the Founding Partner of Sales & Leadership Development Group. My purpose is to teach and inspire for the professional fulfillment of our college students at The University of Alabama and our corporate students all over the world.

Joe's Links
uasalesprogram.com
https://www.linkedin.com/in/joe-calamusa-63a2b316/

How do you win in today's world of sales?
How do you integrate science and art for success?

In this episode, Joe Calamusa from the University of Alabama and I talk about winning with science versus art in sales.

By leveraging the power of these two, sales professionals can make informed decisions, personalize their approach, and build authentic relationships.

Learn more about this topic and make sure to take down notes that may be helpful for you or your organization.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Joe's Bio
I am the Managing Director of The University of Alabama Sales Program and the Founding Partner of Sales & Leadership Development Group. My purpose is to teach and inspire for the professional fulfillment of our college students at The University of Alabama and our corporate students all over the world.

Joe's Links
uasalesprogram.com
https://www.linkedin.com/in/joe-calamusa-63a2b316/

What are the fundamentals of an authentic buying process? How do you create a sales experience that resonates on a deeper level?

Businesses aim not merely to sell products or services in today's dynamic marketplace, but also to build authentic connections with customers.

In this episode, Joe Calamusa from the University of Alabama and I talk about creating a more authentic buying process.

Learn about this topic and a lot from Joe's experience and expertise in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Joe's Bio
I am the Managing Director of The University of Alabama Sales Program and the Founding Partner of Sales & Leadership Development Group. My purpose is to teach and inspire for the professional fulfillment of our college students at The University of Alabama and our corporate students all over the world.

Joe's Links
uasalesprogram.com
https://www.linkedin.com/in/joe-calamusa-63a2b316/

How can you fulfill your role as a salesperson most effectively? What if AI Technology is going to replace you?

For everyone in a sales role, you need to focus on your customer. Your sales process and your customer's sales experience should be built around that.

In this solo episode, I talk about the one job that AI can't replace.

Learn more from my insights about this topic and make sure to take notes and seek to improve with all the nuggets that you can find.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What is the most important thing for salespeople to do for their customers? How can you become more trusted in your sales conversations?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Greg Zippi.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about providing value and building relationships, buying decisions, sales process, and prospecting.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

What are the advantages of reaching out to prospects sooner? Why do salespeople often neglect this?

This does not mean rushing the sales process. It's about initiating timely engagement, demonstrating value, and building relationships that can lead to successful sales outcomes.

In this episode, Greg Zippi from BYU Marriott and I talk about the importance of reaching out to your prospects sooner.

Learn about this topic and a lot more about the future of sales, the major challenges of salespeople, and what buyers want these days.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
Greg Zippi spent 33 years selling early-stage commercial software as an individual contributor, sales manager, and sales executive for 9 different organizations including Oracle Corporation and Adobe Systems. Since retiring in 2019 he has been consulting and training others in research-based selling best practices through The Professional Selling Academy LLC, which he founded, and as an Adjunct Professor of Sales at Brigham Young University. This month he is releasing his long-awaited online masterclass workshop containing over 50 individual lessons covering How Top Sales Performers Do Everything Differently.

Greg's Links
TheProfessionalSellingAcademy.com
https://www.linkedin.com/in/gregzippi/

What are some strategies in sales that resonate with how people buy? Why is it essential to adapt to their buying preferences?

People are more likely to buy from salespeople they trust. Focus on building trust by providing accurate information, being transparent, showcasing expertise, and delivering on promises

In this episode, Greg Zippi from BYU Marriott and I talk about your sales process versus how buyers buy.

Learn more about the role of persuasion in sales, the buying process, the motives of salespeople, and more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
Greg Zippi spent 33 years selling early-stage commercial software as an individual contributor, sales manager, and sales executive for 9 different organizations including Oracle Corporation and Adobe Systems. Since retiring in 2019 he has been consulting and training others in research-based selling best practices through The Professional Selling Academy LLC, which he founded, and as an Adjunct Professor of Sales at Brigham Young University. This month he is releasing his long-awaited online masterclass workshop containing over 50 individual lessons covering How Top Sales Performers Do Everything Differently.

Greg's Links
TheProfessionalSellingAcademy.com
https://www.linkedin.com/in/gregzippi/

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
Greg Zippi spent 33 years selling early-stage commercial software as an individual contributor, sales manager, and sales executive for 9 different organizations including Oracle Corporation and Adobe Systems. Since retiring in 2019 he has been consulting and training others in research-based selling best practices through The Professional Selling Academy LLC, which he founded, and as an Adjunct Professor of Sales at Brigham Young University. This month he is releasing his long-awaited online masterclass workshop containing over 50 individual lessons covering How Top Sales Performers Do Everything Differently.

Greg's Links
TheProfessionalSellingAcademy.com
https://www.linkedin.com/in/gregzippi/

In what ways do salespeople provide value to their customers? How can it lead to building a strong relationship with them?

Value and relationship building are interconnected in sales. By providing value, you establish trust and credibility, which sets the stage for building an enduring relationship with your customers.

In this episode, Greg Zippi from BYU Marriott and I talk about which comes first in sales – value or relationship.

Learn more about this topic and Greg's valuable insights about sales and authenticity.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
Greg Zippi spent 33 years selling early-stage commercial software as an individual contributor, sales manager, and sales executive for 9 different organizations including Oracle Corporation and Adobe Systems. Since retiring in 2019 he has been consulting and training others in research-based selling best practices through The Professional Selling Academy LLC, which he founded, and as an Adjunct Professor of Sales at Brigham Young University. This month he is releasing his long-awaited online masterclass workshop containing over 50 individual lessons covering How Top Sales Performers Do Everything Differently.

Greg's Links
TheProfessionalSellingAcademy.com
https://www.linkedin.com/in/gregzippi/

What do you think it means with 'your niche doesn't matter'? How do you connect with your customers most effectively?

Sales training should be focused more on the people part than the product. This takes a lot of practice, experience, dedication, and a commitment to consistently delivering value to customers.

In this episode, I talk about something that might be intriguing which is how your niche won't matter in selling.

Learn more as I give you my insight about this topic and make sure you take notes as you seek to improve your selling effectiveness.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

What unique challenges do salespeople face in industries with longer sales cycles? Why is it important to treat each conversation as an individual sales opportunity?

In this episode, I emphasize the importance of treating each interaction in the sales process as a unique opportunity, regardless of the length of the sales cycle.

I also introduce the catchy concept of the "prospect witness protection program" to describe the challenging phenomenon of prospects going cold and the need for sales reps to understand and avoid the triggers that lead to this situation.

Join me for these insights, stay tuned, and get ready to transform every sales conversation into a stepping stone toward success.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What makes sales a profession? How does a sales professional treat their customers?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Terry Loe.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Learn more about shifting into a sales professional, natural-born salespeople vs nurture, and the human side of sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What are some of the significant changes in sales throughout the years? How are you going to keep up with it?

Sales professionals adapt their approaches, embrace technology, and continuously upskill to thrive in today's dynamic sales environment. This is what we are aiming for salespeople, is to shift to being a professional.

In this episode, Dr. Terry Loe from Kennesaw State University and I talk about the future of sales as a profession.

Learn more about how sales have changed, what do buyers want these days from salespeople, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Terry's Bio
Terry spent 11 years in the industry before entering academia in 1991. He is the author of numerous sales and ethics research articles, and a sales textbook and is currently the Executive Director of the Center for Professional Selling at Kennesaw State University and Executive Director of the National Collegiate Sales Competition, the largest and longest-running university sales role-play competition world-wide.

Terry's Links
https://www.linkedin.com/in/terryloe/
https://coles.kennesaw.edu/salescenter/index.php

How did you progress along your sales journey? What are some steps that helped you become what you are now?

Remember that success requires dedication, perseverance, and a commitment to continuous learning. Embrace the process, remain open to feedback, and actively seek opportunities to expand your knowledge and refine your skills.

In this episode, Dr. Terry Loe from Kennesaw State University and I talk about salespeople going from unconscious incompetent to sales professionals.

Learn more about this topic as Dr. Terry shares his brilliant thoughts to inspire all salespeople out there.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Terry's Bio
Terry spent 11 years in the industry before entering academia in 1991. He is the author of numerous sales and ethics research articles, and a sales textbook and is currently the Executive Director of the Center for Professional Selling at Kennesaw State University and Executive Director of the National Collegiate Sales Competition, the largest and longest-running university sales role-play competition world-wide.

Terry's Links
https://www.linkedin.com/in/terryloe/
https://coles.kennesaw.edu/salescenter/index.php

What are some of the crucial elements in achieving success in sales? How do you connect with people on a personal level and build trust?

By being authentic, attentive, and customer-focused, you can establish a good sales reputation and differentiate yourself from others. This will lead to more deals closed and more long-term relationships.

In this episode, Dr. Terry Loe from Kennesaw State University and I talk about his journey in sales and the role of authenticity in a salesperson's success.

Learn more about authenticity, the key role of salespeople, and providing value to others.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Terry's Bio
Terry spent 11 years in the industry before entering academia in 1991. He is the author of numerous sales and ethics research articles, and a sales textbook and is currently the Executive Director of the Center for Professional Selling at Kennesaw State University and Executive Director of the National Collegiate Sales Competition, the largest and longest-running university sales role-play competition world-wide.

Terry's Links
https://www.linkedin.com/in/terryloe/
https://coles.kennesaw.edu/salescenter/index.php

What pushes you to strive hard in your sales role? How can we possibly avoid the challenges in sales that are coming forth?

Most companies are throwing people out there in the field and hoping they're successful. What that leads to is unnecessary and avoidable pain and suffering.

In this episode, I talk about pain and suffering, and how can we avoid it especially in the challenging world of sales.

Learn more as I share my ideas and thoughts on this topic and pick up some gems that may be helpful for you.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

When do people feel that you actually care about them? What else can you do to improve your customer relationships?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Greg Accardo.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about the learning process, focusing on the buyer's journey, and personalization and customization in sales interactions.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What can salespeople do to make the buying process less complicated? How can customers become repeat customers fairly and easily?

When customers have positive experiences, they are more likely to share those experiences with others. See to it that you establish long-lasting connections and build trust with your customers.

In this episode, Greg Accardo from Louisiana State University and I talk about elements that influence buying decisions.

Learn more about what buyers want these days, personality-based marketing, business intelligence tools, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
With over 25 years of sales & business experience, and the inaugural Director of the LSU Professional Sales Institute, bringing experience and expertise from the sales world to marketing majors.

• Outstanding Instructor Teaching Award, LSU College of Business, 2018
• 1st Place Role Play National Champion in the 2020 International Collegiate Sales Competition
• Consistent Top 20 finishes in all national-level collegiate sales competitions


Greg's Links
https://www.linkedin.com/in/greg-accardo/
https://www.lsu.edu/business/marketing/psi.php

Further Sales/Research reading recommendations by Greg:

• Variable Compensation and Salesperson Health: https://journals.sagepub.com/doi/abs/10.1177/0022242921993195?journalCode=jmxa

• Why Salespeople Avoid Big-Whale Sales Opportunities: https://journals.sagepub.com/doi/abs/10.1177/00222429211037336?journalCode=jmxa

• Sales Call Momentum:
https://journals.sagepub.com/doi/abs/10.1177/00222437221095097?journalCode=mrja

• Digital Selling:
https://link.springer.com/article/10.1007/s11747-021-00836-5

• XIQ Software:
https://xiqinc.com/

How do you better understand and meet the needs of customers? What impact does it bring when you genuinely care about them?

Customization and personalization play a crucial role in sales as they allow salespeople to tailor their approach to meet the specific needs, and interests of individual customers.

In this episode, Greg Accardo from Louisiana State University and I talk about caring about the customer's buying process.

Learn more about personalizing sales interactions, building personal partnerships, and helping people in their buying journey.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
With over 25 years of sales & business experience, and the inaugural Director of the LSU Professional Sales Institute, bringing experience and expertise from the sales world to marketing majors.

• Outstanding Instructor Teaching Award, LSU College of Business, 2018
• 1st Place Role Play National Champion in the 2020 International Collegiate Sales Competition
• Consistent Top 20 finishes in all national-level collegiate sales competitions


Greg's Links
https://www.linkedin.com/in/greg-accardo/
https://www.lsu.edu/business/marketing/psi.php

Further Sales/Research reading recommendations by Greg:

• Variable Compensation and Salesperson Health: https://journals.sagepub.com/doi/abs/10.1177/0022242921993195?journalCode=jmxa

• Why Salespeople Avoid Big-Whale Sales Opportunities: https://journals.sagepub.com/doi/abs/10.1177/00222429211037336?journalCode=jmxa

• Sales Call Momentum:
https://journals.sagepub.com/doi/abs/10.1177/00222437221095097?journalCode=mrja

• Digital Selling:
https://link.springer.com/article/10.1007/s11747-021-00836-5

Why is the process of learning so essential for everyone? When does learning stop?

Learning is a continuous cycle that allows individuals to grow and develop. When you stop learning, you may experience a variety of potential consequences that can impact personal and professional aspects of your life.

In this episode, Greg Accardo from Louisiana State University and I talk about his experience in the sales and business world where he shares about his evolution through sales and the things that he learned during those times.

Learn more about professional selling, the cycle of learning, preparing yourself in going into the sales world, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Greg's Bio
With over 25 years of sales & business experience, and the inaugural Director of the LSU Professional Sales Institute, bringing experience and expertise from the sales world to marketing majors.

• Outstanding Instructor Teaching Award, LSU College of Business, 2018
• 1st Place Role Play National Champion in the 2020 International Collegiate Sales Competition
• Consistent Top 20 finishes in all national-level collegiate sales competitions


Greg's Links
https://www.linkedin.com/in/greg-accardo/
https://www.lsu.edu/business/marketing/psi.php

Further Sales/Research reading recommendations by Greg:

• Variable Compensation and Salesperson Health: https://journals.sagepub.com/doi/abs/10.1177/0022242921993195?journalCode=jmxa

• Why Salespeople Avoid Big-Whale Sales Opportunities: https://journals.sagepub.com/doi/abs/10.1177/00222429211037336?journalCode=jmxa

• Sales Call Momentum:
https://journals.sagepub.com/doi/abs/10.1177/00222437221095097?journalCode=mrja

• Digital Selling:
https://link.springer.com/article/10.1007/s11747-021-00836-5

• The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance
by Howard Dover

What are some things to consider in applying for a job? How do you prepare yourself if you are the interviewer?

Both the interviewer and the interviewee play critical roles in the job interview process. By fulfilling their responsibilities effectively, they can facilitate a productive and informative exchange that helps determine the best fit for the position.

In this episode, I share with you some tips for interviewers and interviewees.

Learn more from the ideas and helpful insights that you can get from this episode and make sure to subscribe and tune in for more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Why do you think customers often feel the need to consult with someone else before making a purchase? What strategies can salespeople use to make customers feel safe?

When a potential client says they need to consult someone else, it's often a trust issue. They're seeking safety in their decision. Learn strategies to make your clients feel secure and trust your guidance, reducing the need for that "lifeline.

In this episode, I talk about a crucial aspect of the sales process that resonates with many of my listeners: the art of following up when you don't close a deal on the first try.

Learn more about the pitfalls of salespeople who forgo follow-ups, nurturing leads, effective strategies for follow-up, and striking the perfect balance between persistence and patience.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can technology enhance your sales process? Where is the balance between technology and maintaining a personal touch in your sales interactions?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Nalani Gruel.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Learn more about facing your fears, being coachable, following a sales process, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com



Nalani's Bio
Nalani Gruel is a professional with a background in sales, marketing, and sales education. She currently serves as a Sales Development Representative at Starburst Data, where she helps drive business growth through strategic outreach and sourcing new opportunities. Prior to this, Nalani worked as a Marketing & Communications Program Manager at the Stephen Stagner Sales Excellence Institute (SEI) at the University of Houston, where she was responsible for developing course content, coaching winning sales teams, and ensuring that 50-60 sales students hit their quotas each semester.

Thanks to her previous experience as a Teaching Assistant at SEI and her own participation in the program, Nalani has developed effective and creative ways to guide students toward success. With her unique background and a bright future ahead, she is committed to helping herself and those around her find success."

Nalani's Links
https://www.linkedin.com/in/nalanigruel/
https://www.starburst.io/

What are some aspects in your sales team that technology can take part of? Are you fully utilizing what's available for you this day and age?

Sales technology can greatly streamline sales processes, improve efficiency, and enable sales teams to focus on building customer relationships and closing deals.

In this episode, Nalani Gruel from Starburst Data and I talk about the importance of leveraging technology and useful tools in sales.

Learn more about sales tech and selecting the right tools that align with your organization's objectives.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com



Nalani's Bio
Nalani Gruel is a professional with a background in sales, marketing, and sales education. She currently serves as a Sales Development Representative at Starburst Data, where she helps drive business growth through strategic outreach and sourcing new opportunities. Prior to this, Nalani worked as a Marketing & Communications Program Manager at the Stephen Stagner Sales Excellence Institute (SEI) at the University of Houston, where she was responsible for developing course content, coaching winning sales teams, and ensuring that 50-60 sales students hit their quotas each semester.

Thanks to her previous experience as a Teaching Assistant at SEI and her own participation in the program, Nalani has developed effective and creative ways to guide students toward success. With her unique background and a bright future ahead, she is committed to helping herself and those around her find success."

Nalani's Links
https://www.linkedin.com/in/nalanigruel/
https://www.starburst.io/

In what ways can you practice transparency and honesty in your sales conversations? What impact do these two elements bring to your success?

In this episode, Nalani Gruel from Starburst Data and I talk about, the importance of transparency and honesty in sales.

When you prioritize these values, you can establish long-term relationships, enhance customer satisfaction, and ultimately drive business growth.

Learn more about this topic and pick up some helpful insights and gems that may help you scale in your sales career.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com



Nalani's Bio
Nalani Gruel is a professional with a background in sales, marketing, and sales education. She currently serves as a Sales Development Representative at Starburst Data, where she helps drive business growth through strategic outreach and sourcing new opportunities. Prior to this, Nalani worked as a Marketing & Communications Program Manager at the Stephen Stagner Sales Excellence Institute (SEI) at the University of Houston, where she was responsible for developing course content, coaching winning sales teams, and ensuring that 50-60 sales students hit their quotas each semester.

Thanks to her previous experience as a Teaching Assistant at SEI and her own participation in the program, Nalani has developed effective and creative ways to guide students toward success. With her unique background and a bright future ahead, she is committed to helping herself and those around her find success."

Nalani's Links
https://www.linkedin.com/in/nalanigruel/
https://www.starburst.io/