Authentic Persuasion Show (Jason Cutter)

Why is it important to understand the "why"? What motivates you to continue doing the things that you believe are valuable?

For us to succeed in sales, we need to understand the fundamentals of our profession. It is crucial to understand your own "why" in life.

In this episode, Ronnell Richards from Business & Bourbon and I talk about his experiences in leadership, sales, and also in business.

Learn more about sales, sales philosophy, leveraging technology, and a lot more.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Ronnell on Linkedin

What is your ultimate role as a salesperson? Why is it important to understand this and not just to go and sell?

Most salespersons are inclined to think that they are the hero, and that they are the center of the universe. Always remember that your ultimate job, is to be your customer's guide.

In this episode, I talk about becoming a Hero vs. a Guide as a salesperson.

Learn more as I share my thoughts on this topic and give some valuable tips to help you improve in your sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you effectively build rapport? Why is this something so important on the very first part of every sales process?

When building rapport, there's always a way to do it better and be effective where your goal is to build that relationship with your clients.

In this episode, I continue with the mystery shopping lessons series that I have started a few weeks ago, and for this week, it will be: Rapport Building.

Learn more about mystery shopping lessons, and pick up some valuable gems from this week's topic.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to embrace your strengths? How can this help us to become successful in sales?

I would like all salespeople to embrace what they are bringing to the table and stop judging themselves. If something is not authentic to you, it's really hard to sustain it long-term.

In this episode, I talk about embracing your strengths.

Learn with me as I discuss this important topic that I believe is essential in becoming an authentic persuader.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you build hype in your business? Why is this something so important in order to scale?

In this episode, Michael Schein from MicroFame Media talks about his experiences in helping solo entrepreneurs, business leaders, and marketing experts.

He is also the Author of the book called The Hype Handbook, where you will learn some of the hype strategies that successful organizations perform.

Learn more about building hype, marketing, sales, authentic hype, and a lot more!

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Michael on LinkedIn


Michael's Bio
Michael F. Schein is the Head Hype Man at MicroFame Media, a company that specializes in making idea-driven companies famous in their fields. Some of their clients have included eBay, Magento, The Medici Group, University of Pennsylvania, University of California Irvine, United Methodist Publishing House, PopUp, Pugpig, and LinkedIn. His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was published by McGraw Hill, and he is a regular speaker to national and international audiences.

"The main difference is how I do business now. I've gotten to be a little bit known as this hype guy. It's been really neat to see what has happened in the wake of the book." - Michael

In this episode, you will be listening to the aftershow with Michael Schein. This is a casual conversation, off the cuff, and unscripted.

Learn more from Michael as we continue talking about topics related to his book called The Hype Handbook.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Michael on LinkedIn


Michael's Bio
Michael F. Schein is the Head Hype Man at MicroFame Media, a company that specializes in making idea-driven companies famous in their fields. Some of their clients have included eBay, Magento, The Medici Group, University of Pennsylvania, University of California Irvine, United Methodist Publishing House, PopUp, Pugpig, and LinkedIn. His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was published by McGraw Hill, and he is a regular speaker to national and international audiences.

What are some things that you should focus on to help you reach your sales goals? Why is it important to have a long game in mind?

If you want to be more successful in your sales career, try not to focus on daily results too much. Always remember to play the weekly game.

In this solo episode, I talk about finding the right focus.

Learn more as I give some valuable insights on this topic that can help you improve in your sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you show empathy effectively? Why is this something so important for salespeople to have as part of their being?

Empathy is what I call the discovery phase. It's combined with asking questions, but then actually caring. It's also when you have that perspective of leading your customers to a better place.

In this episode, I continue with the mystery shopping lessons series that I have started a few weeks ago, and for this week, it will be: Empathy/Discovery.

Learn more about mystery shopping lessons, and pick up some valuable gems from this week's topic.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What are some keys in navigating sales conversations? How does having this skill help you close more deals?

As a salesperson, you must know and understand where you are going in a conversation, and remember to not make it any longer.

In this episode, I talk about navigating the conversation.

Learn more as I give valuable insights on this topic. Make sure to take notes and apply them as you deal with your customers.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to focus on technology? How do you leverage technology effectively?

There's a lot of people who still do not put technology first, where they still want to do things the old way, and that's when they miss the mark.

In this episode, Jeff Arduino from Spectrum Retirement Communities and I talk about winning with technology, and empathy.

Learn more from Jeff about sales, sales leadership, leveraging technology, and a lot more.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Jeff on Linkedin

Jeff's Bio
Jeff is a Colorado native with two decades of sales and relationship management experience in senior housing, real estate settlement, and fundraising and development. Jeff holds a BA in Film Studies from the University of Colorado, Boulder, and a Masters of Public Administration and Nonprofit Management from the University of Colorado, Denver. Jeff has served on numerous community service groups and advisory boards focusing on domestic violence and sexual assault advocacy as well as aging services. He’s particularly interested in the digital customer journey and leveraging software and technology to enhance the human side of the customer experience. As the National Director of Sales at Spectrum Retirement Communities, Jeff leads over 40 sales professionals in generating hundreds of millions in annual revenue. Outside of the office, you’re likely to find him and his wonderful wife enjoying the natural beauty of the Rocky Mountains, traveling the world or relaxing at home with their 5 cats.

"We find that if you embrace it, there's gonna be payout on the backside. But part of it is really showing them here's how it makes a difference." - Jeff

In this episode, you will be listening to the aftershow with Jeff Arduino. This is a casual conversation, off the cuff, and unscripted.

Learn more from Jeff as we continue talking about topics related to focusing on and prioritizing technology.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Jeff on Linkedin


Jeff's Bio
Jeff is a Colorado native with two decades of sales and relationship management experience in senior housing, real estate settlement, and fundraising and development. Jeff holds a BA in Film Studies from the University of Colorado, Boulder, and a Masters of Public Administration and Nonprofit Management from the University of Colorado, Denver. Jeff has served on numerous community service groups and advisory boards focusing on domestic violence and sexual assault advocacy as well as aging services. He’s particularly interested in the digital customer journey and leveraging software and technology to enhance the human side of the customer experience. As the National Director of Sales at Spectrum Retirement Communities, Jeff leads over 40 sales professionals in generating hundreds of millions in annual revenue. Outside of the office, you’re likely to find him and his wonderful wife enjoying the natural beauty of the Rocky Mountains, traveling the world or relaxing at home with their 5 cats.

How does bringing your personal bias affect your sales conversations? How do you balance it as you build relationships with your customers?

People don't realize the bias they are bringing with them. These are your preconceived notions, your filters, or your ideas of what makes sense and what doesn't.

In this solo episode, I talk about balancing bias as part of being a sales professional.

Learn more as I talk about this topic, and don't forget to take notes and apply them to your sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do successfully build trust in sales? Why is this something so important to be sales professional?

Remember that this is building trust. You can't just ask for it, demand it, or try to impose a sense of trust onto your prospects. As Bob Burg said, "People will do business with, and refer business, to those people they know, like, and trust."

In this episode, I continue with the mystery shopping lessons series, and for this week, it will be: Building Trust.

Learn more about mystery shopping lessons, and pick up some valuable gems from this week's topic.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What does the cancellation paradox mean? How is this relative to authentic persuasion and in sales?

In this episode, I talk about the Cancellation Paradox. The cancellation paradox is about products or services that are classified as a "considered purchase".

Learn more about this topic, and as I share my thoughts and valuable insights that can help you improve in your sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What are some elements of great sales operations? What are some of the challenges that sales leaders at Comcast face?

In this episode, Brian Smith from Comcast and I, talk about his experience in sales especially being with the company for more than 7 years.

According to Brian, leadership buy-in and having regular touchpoints with the leaders are key to having a successful organization.

Learn more from Brian about sales, sales operations, leadership, and a lot more!

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Brian on Linkedin


Brian's Bio
Brian Smith is the Sr. Manager of National Sales Strategy at Comcast Business HQ. With 10+ years of sales experience, he has worked with dozens of sales teams in larger corporate organizations and worked extensively in dialer operations, sales training and improving sales compliance through leadership buy-in.

"That's when's the best, when you don't know anything — dive in, do what you gotta do, learn what you gotta learn. And I loved it. I ended up being great in sales and I worked my way up." - Brian

In this episode, you will be listening to the aftershow with Brian Smith. This is a casual conversation, off the cuff, and unscripted.

Learn more from Brian as we continue talking about his success story and how was he able to grow in his career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Connect with Brian on Linkedin

Brian's Bio
Brian Smith is the Sr. Manager of National Sales Strategy at Comcast Business HQ. With 10+ years of sales experience, he has worked with dozens of sales teams in larger corporate organizations and worked extensively in dialer operations, sales training and improving sales compliance through leadership buy-in.

What gets in the way for you to seek improvement? Why is it important to have a regular self-assessment if you are in sales?

In this solo episode, I talk about empowering improvement.

As a sales professional, it is really important to be open for ways to grow and learn things that can help you improve. This will bring impact to your career in the long run.

Learn more as I talk about this topic and share my valuable ideas that I know can help all salespeople out there.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is hope as part of the authentic persuasion pathway? How can you be more successful in your sales conversations by this?

This hope that I talk about is not about hoping that a customer will buy from you. But rather, something that you should be giving to your prospects.

In this episode, I continue with the mystery shopping lessons series, and for this week, it will be: Conveying Hope.

Learn more about mystery shopping lessons, and pick up some valuable gems from this week's topic.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to know what your fears are? How can this help you in your road to being a sales professional?

For people that go skydiving or bungee jumping, it's not that they have no fear, it's just that they know their fear, and they want to do it anyway and push, that's the big key.

In this episode, I talk about getting to know your fear.

Learn more as I talk about this topic and pick up some gems that you can apply to your sales career. 

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to protect your salespeople? What are some keys to successful sales operations?

Companies and organizations should also be mindful of things that they can do to make the life of their salespeople easier.

In this episode, Mike Testa from MaxApprovals and I, talk about his experiences in the finance space, and also in sales operations.

Learn more about sales, scaling sales operations, B2B, B2B2C, and a lot more!

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com


Mike's Bio
Mike Testa is one of the pioneers of patient financing. He was the President and one of the owners of CareCredit which he helped grow from $100m a year in loan originations to $5B and sold it to GE. He has stayed involved in patient financing ever since then as President of a number of companies including most recently Dental Finance and maintains a consulting company called MaxApprovals where he helps lenders find practices and practices find lenders in healthcare.

"Focus on the things that are gonna make a difference, especially continually improving the product so that you become more competitive." - Mike

In this episode, you will be listening to the aftershow with Mike Testa. This is a casual conversation, off the cuff, and unscripted.

Learn more from Mike as we continue talking about successful sales operations

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Mike's Bio
Mike Testa is one of the pioneers of patient financing. He was the President and one of the owners of CareCredit which he helped grow from $100m a year in loan originations to $5B and sold it to GE. He has stayed involved in patient financing ever since then as President of a number of companies including most recently Dental Finance and maintains a consulting company called MaxApprovals where he helps lenders find practices and practices find lenders in healthcare.

Why is it important to understand your prospects? How can this affect the way you sell?

In this special episode, you will be listening to a replay of my first-ever LinkedIn Live Audio where I talk about: Understanding Your Prospects

My ultimate goal is to help every salesperson improve their selling effectiveness, close more deals, and in general; make more money.

Learn more as I talk about this topic, and take some notes of things that can help you in your sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is urgency? How do you create urgency in sales?

This is a strategy that sales professionals use to create the sense that their audience and prospective customers must act immediately. This helps motivate customers to buy now rather than later.

In this episode, I continue with the mystery shopping lessons series, and for this week, it will be: Urgency.

Learn more about mystery shopping lessons, and pick up some valuable gems from this week's topic.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What are some reasons for buyer's remorse? How can you avoid this from happening?

The key is to understand that you are taking people out of their comfort zone when trying to purchase something new. Always remember to be transparent yet confident in talking about tradeoffs.

In this solo episode, my topic is all about buyer's remorse.

Learn more as I share my thoughts on this matter and some helpful insights that can surely help all salespeople.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How important is it to hire marketing experts? What comes in your way to move up to a next level of marketing?

You could be so passionate about your business or your service, but not as passionate about marketing. It is crucial for you to understand the role that marketing plays for your product.

In this episode, Chuck Hester from A Purpose Partnership and I talk about his experience in sales, leadership, and marketing.

Learn more as we discuss these topics and give valuable insights that you can apply to your organization in order to scale.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Chuck's Bio
Chuck Hester, known as The MacGyver of Marcom, is the Managing Partner of A Purpose Partnership - a marketing agency run by senior-level strategists who also do the work. He is a LinkedIn influencer, speaker, and executive trainer. He is also the co-founder of Pay it Forward Tuesdays, a business mentoring organization that provided up-and-coming, underserved entrepreneurs and charitable organization with business advice.

Chuck's Links
https://www.linkedin.com/in/chuckhester
www.apurposepartnership.com

"One of the foundational things is your [LinkedIn] profile. You need to have that set up in such a way that it's conversational, and reflects the branding of the company that you work for."

In this episode, you will be listening to the aftershow with Chuck Hester. This is a casual conversation, off the cuff, and unscripted.

Learn more from Chuck as we talk about his story and especially about using LinkedIn effectively.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Chuck's Bio
Chuck Hester, known as The MacGyver of Marcom, is the Managing Partner of A Purpose Partnership - a marketing agency run by senior-level strategists who also do the work. He is a LinkedIn influencer, speaker, and executive trainer. He is also the co-founder of Pay it Forward Tuesdays, a business mentoring organization that provided up-and-coming, underserved entrepreneurs and charitable organization with business advice.

Chuck's Links
https://www.linkedin.com/in/chuckhester
www.apurposepartnership.com

What do your prospects really need from you? Do you know and understand your role as a salesperson?

People are naturally afraid of change. They always have this fear of trying something new and prefer staying in their comfort zone.

In this special episode, I talk about the importance of knowing what customers really need from salespeople.

Learn more as I share my valuable insights and make sure to take some notes and apply them to your career in sales.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you stay focused and energized all day if you are in sales? What then are some things that keep you unfocused?

It's really tough to do this when you are making calls all day and it's not going well. It's literally hard to pick yourself up when you feel distressed and keep moving forward.

In this episode, I talk about things to help salespeople stay focused throughout the day. I am doing this because I want to help everyone who is in sales improve and scale.

Learn more about this topic and remember to take notes and apply them.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is mitigating in sales? How do you do this?

In this episode, I talk about things that you can do to mitigate situations where your clients are about to cancel.

Remember your job is to be the guide and they need to be the hero, and in these retention conversations, you have to make it about them.

Learn more as I share my thoughts and insights on this matter and make sure to take notes and apply what you think is valuable to you.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What are some qualities of a great leader? How do you influence your team and help them scale?

In this episode, Adam Sinkus from A Purpose Partnership and I talk about being a powerful and authentic leader.

The greatest leaders are connected with their team members and are more aware of their strengths than their limitations. Even if they are aware of their own and others' flaws, great leaders know that their competitive advantage comes from their strengths.

Learn more as we share our thoughts on this matter and give valuable insights for everyone who is in sales.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Adam's Bio
Adam Sinkus brings real-world strategies and tactics to leading a culture-driven team. With over a decade of experience, Adam has led and transformed teams from "meh" to magnificent through a humanistic approach to performance and growth. His ACES approach to team development keeps teams centered and motivated.

Adam's Links
https://apurposepartnership.com
https://www.linkedin.com/in/adamsinkus

"Send a book. I send books and say think of somebody you know, that you think can benefit from that book. Find ways to uniquely reach out to your employees"

In this episode, you will be listening to the aftershow with Adam Sinkus. This is a casual conversation, off the cuff, and unscripted.

Learn more from Adam as we continue talking about sales leadership, motivating teams, being authentic, and a lot more!

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Adam's Bio
Adam Sinkus brings real-world strategies and tactics to leading a culture-driven team. With over a decade of experience, Adam has led and transformed teams from "meh" to magnificent through a humanistic approach to performance and growth. His ACES approach to team development keeps teams centered and motivated.

Adam's Links
https://apurposepartnership.com
https://www.linkedin.com/in/adamsinkus

What if sales was easy? What if the deals you have with clients are all one-call close?

In this special episode, you will be listening to a replay of my LinkedIn Live Audio a few weeks ago.

Given that the sales industry is very much uniform in its belief that it is a challenging game, this is absolutely an interesting discussion to explore.

Learn more as I talk about this topic and give valuable insights for all salespeople out there.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What if your product is no longer easy to sell? How do you manage to still be productive in this scenario?

One of the things that's happened recently is the economy has changed, and the world is changing in some different ways. What about the industries where sales is just easy?

In this episode, I talk about selling at ease, and what to do when your product is no longer easy to sell.

Learn more as I talk about this topic, and give valuable insights on sales, sales operations, and sales processes.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What motivates you to do your best in your sales career? Why is it important to know your "why"?

In sales, if you really want to succeed even more, you must find out your "why". This is something that will absolutely drive you to do your best.

In this episode, I talk about recognizing the "Why" for you as a salesperson and your potential customers.

Learn more as I share helpful insights on this topic that everyone in sales can apply in their sales career.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is it that you can actually control in a sales process? How can this knowledge help you in your sales career?

In this episode, you will be listening to a replay of my LinkedIn Live Audio titled: What can you control in sales?

If you want to succeed in sales, you have to have control over the process and conversations. And usually, the person who asks questions is in control. But the question is, does it really matter who is in control?

Learn more about this topic as I share my thoughts and give valuable advice to all salespeople out there.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What keeps you motivated in doing what you are doing? What if you don't get the results that you expect?

As this Season of the Podcast ends, I want to talk about some of the lessons that it taught me.

These are things that can be applied to your regular day-to-day life, as well as in your sales career.

Join me as I conclude this season with lots of valuable takeaways.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you manage to lead a department that is new to you? Why is it important to be open to coaching?

In this episode, Joe DiNatale from Breezeline and I talk about his experience in running customer operations with his background in sales leadership.

Learn more from him in this episode, take some notes, and apply them to your organization.

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Joe's Bio
Senior sales and contact center leader with extensive experience across operations, strategy, and customer experience in B2C and B2B settings. Eight plus years of Telecommunication industry experience including my current role as Director of Customer Operations for Breeze line. In this role, my team and I are responsible for a 700-person internal and external Customer Care and Advanced Services Group organization that delivers operational excellence and a high-quality customer experience to customers across 13 states.

Joe's Links
https://www.linkedin.com/in/josephwdinatalejr/
https://www.breezeline.com/

"Whether they're in sales or call center support, if it's not on a scorecard, it'll get forgotten. We have very clear, clearly defined objectives" - Joe

In this episode, you will be listening to the aftershow with Joe DiNatale. This is a casual conversation, off the cuff, and unscripted.

Learn more from Joe as we continue talking about sales, omni-channel, management, leadership, and a lot more!

Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook

In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/

Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/

Want to check out video content? https://www.youtube.com/c/JasonCutter

Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Joe's Bio
Senior sales and contact center leader with extensive experience across operations, strategy, and customer experience in B2C and B2B settings. Eight plus years of Telecommunication industry experience including my current role as Director of Customer Operations for Breeze line. In this role, my team and I are responsible for a 700-person internal and external Customer Care and Advanced Services Group organization that delivers operational excellence and a high-quality customer experience to customers across 13 states.

Joe's Links
https://www.linkedin.com/in/josephwdinatalejr/
https://www.breezeline.com/

Welcome to a brand new season of The Authentic Persuasion Show!

In this 7th Season, I will be engaging with experienced sales educators where we talk about authenticity, persuasion, and the future of sales.

Join me throughout this journey, and with my mission in filling the world with authentic persuaders.

Make sure to catch each episode, and learn from all of my brilliant guests.

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 learning how to sell help us in our day-to-day lives?

What keeps salespeople from being authentic in their role?

In this episode, Professor Thom Coats from MTSU’s Center for Professional Selling and I talk about his experience in teaching students and helping them prepare for their career in the world of sales.

Learn more about authenticity and confidence in sales, H2H 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

Thom's Bio
Thom helps students prepare for their careers in the business world and also helps businesses connect with these students in a very competitive market. He leads the Center for Professional Selling at MTSU, teaching professional selling and sales management, and training students to hit the ground running in any sales organization.

Thom's Links
https://www.linkedin.com/in/thom-coats/
https://mtsu.edu/professional-selling/index.php

How do you persuade people to make decisions that require trust?

What strategies can you use to persuade others more effectively?

In this episode, Professor Thom Coats from MTSU’s Center for Professional Selling and I talk about the persuasion piece and how it should correlate with authenticity.

Learn more about assumptions, sales strategies, the 4 primary fears, 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

Thom's Bio
Thom helps students prepare for their careers in the business world and also helps businesses connect with these students in a very competitive market. He leads the Center for Professional Selling at MTSU, teaching professional selling and sales management, and training students to hit the ground running in any sales organization.

Thom's Links
https://www.linkedin.com/in/thom-coats/
https://mtsu.edu/professional-selling/index.php

What are people looking for from salespeople in today's age? In what ways have sales changed throughout time?

Always keep in mind that the customer has already made the decision to buy before they ever speak to you, thus it is crucial that you are prepared to help them in making the right decision.

In this episode, Professor Thom Coats from MTSU’s Center for Professional Selling and I talk about the future of sales.

Learn more about authenticity, the importance of training in sales, 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

Thom's Bio
Thom helps students prepare for their careers in the business world and also helps businesses connect with these students in a very competitive market. He leads the Center for Professional Selling at MTSU, teaching professional selling and sales management, and training students to hit the ground running in any sales organization.

Thom's Links
https://www.linkedin.com/in/thom-coats/
https://mtsu.edu/professional-selling/index.php

Why is it more important to understand that you are selling to a human than that you are selling a product?

The principles of sales are constant regardless of who you are dealing with or what you are selling. Salespeople need to learn this in order to achieve success in their careers.

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

Learn more about H2H sales, fundamentals of sales, confidence, 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 is selling different now than it was in past times? What changes can salespeople make in modern society?

In this episode, I talk about what customers these days need from salespeople.

It is critical for us to understand that despite the fact that the sales industry went through significant change, the basic concepts remain the same.

Learn more about this topic, and make sure to take down notes that may help you improve 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

How does being authentic in sales bring impact to your sales conversations?

Customers can tell if you're authentic or not, and if you're not, they wouldn't want to engage in a conversation with you. This is a core part of being successful in sales.

In this episode, Lamar Johnson from The University of Texas and I talk about being Authentic, Honest, and Ethical.

Learn more about this topic and make sure to listen to the rest of the episodes with Lamar.

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

Lamar's Bio
Lamar is a 33 + year veteran of Procter & Gamble in Sales and Supply Chain. He returned to his alma mater to enable experiential learning opportunities for marketing and sales students at the McCombs School of Business. He is a founding member of the Professional Sales & Business Development Minor at UT Austin and leads corporate relationships for the program.

Lamar's Links
• https://www.mccombs.utexas.edu/faculty-and-research/departments/marketing/programs/professional-sales-and-business-development-minor/

• https://www.linkedin.com/in/lamar-johnson-1889026/

Further Sales/Research reading recommendations by Lamar:

• Chung, Doug J. (2021), “How to Transform from Selling Products to Selling Services,” Harvard Business Review, no. 2 (March-April): 48-52.

• Chung, Doug J., Byungyeon Kim and Niladri B. Syam (2020), “A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?,” Foundations and Trends® in Marketing 14, no. 1: 1-52.

• Chung, Doug J. (2015), “How to Really Motivate Salespeople,” Harvard Business Review, no. 4 (April): 54-61.

What are some of the ways that can make you more persuasive in selling?

There must be a better perception of sales that people must see, and that is - sales is all about positive ethics, and solving problems in a productive way.

In this episode, Lamar Johnson from The University of Texas and I talk about the 5 Steps to Persuasive Selling.

Learn more about this topic and if you haven't yet, make sure to listen to the previous episode with Lamar about being Authentic, Honest, and Ethical.

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

Lamar's Bio
Lamar is a 33 + year veteran of Procter & Gamble in Sales and Supply Chain. He returned to his alma mater to enable experiential learning opportunities for marketing and sales students at the McCombs School of Business. He is a founding member of the Professional Sales & Business Development Minor at UT Austin and leads corporate relationships for the program.

Lamar's Links
• https://www.mccombs.utexas.edu/faculty-and-research/departments/marketing/programs/professional-sales-and-business-development-minor/

• https://www.linkedin.com/in/lamar-johnson-1889026/

Further Sales/Research reading recommendations by Lamar:

• Chung, Doug J. (2021), “How to Transform from Selling Products to Selling Services,” Harvard Business Review, no. 2 (March-April): 48-52.

• Chung, Doug J., Byungyeon Kim and Niladri B. Syam (2020), “A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?,” Foundations and Trends® in Marketing 14, no. 1: 1-52.

• Chung, Doug J. (2015), “How to Really Motivate Salespeople,” Harvard Business Review, no. 4 (April): 54-61.

What are some qualities of salespeople who bring value? How do you make a difference if you are in sales?

The best salespeople understand their customers' language and needs. They should be able to present their product or service in a way that people can relate to it.

In this episode, Lamar Johnson from The University of Texas and I talk about speaking the right language with your customers and what buyers these days want from salespeople.

Learn more about this topic and make sure to pick up some gems that may be helpful for 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

Lamar's Bio
Lamar is a 33 + year veteran of Procter & Gamble in Sales and Supply Chain. He returned to his alma mater to enable experiential learning opportunities for marketing and sales students at the McCombs School of Business. He is a founding member of the Professional Sales & Business Development Minor at UT Austin and leads corporate relationships for the program.

Lamar's Links
• https://www.mccombs.utexas.edu/faculty-and-research/departments/marketing/programs/professional-sales-and-business-development-minor/

• https://www.linkedin.com/in/lamar-johnson-1889026/

Further Sales/Research reading recommendations by Lamar:

• Chung, Doug J. (2021), “How to Transform from Selling Products to Selling Services,” Harvard Business Review, no. 2 (March-April): 48-52.

• Chung, Doug J., Byungyeon Kim and Niladri B. Syam (2020), “A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?,” Foundations and Trends® in Marketing 14, no. 1: 1-52.

• Chung, Doug J. (2015), “How to Really Motivate Salespeople,” Harvard Business Review, no. 4 (April): 54-61.

How do you maintain long-term connections with your clients? Are you willing to lead them to a better place even though it doesn't benefit you?

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

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

Find out more about the fundamental principles of sales, trust, and how sales have changed while remaining the same.

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

Have you ever thought of salespeople as manipulative individuals who just care about the outcome? How could you bring a difference and stop this negative stereotype?

One of the fundamentals in sales is showing genuine concern for your customers. People worldwide will have a different view of salespeople if we start the change now.

In this solo episode, I discuss the difference between manipulation and persuasion.

Learn more about this topic and make sure to take notes and apply it to 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

Why is it important to understand your customers' needs? What impact can it bring to others and also the business side?

In this episode, Barry Erickson from the University of Washington and I talk about moving from a feature-presenting to a needs-identifying role in sales.

This is a fundamental skill for salespeople to obtain as this is the center of every successful business, and behind every successful business are successful salespeople.

Learn about this topic and more about breaking away from stereotypes, building relationships, and how sales have changed.

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


Barry's Bio
Barry Erickson is 30+ year sales and sales management veteran for Goodrich Aerospace, PACCAR, and BE Aerospace. Erickson transitioned into the classroom in 2015 to offer his experience in teaching sales and sales management at the collegiate level, including the Directorship of the Award-winning UW Professional Sales Program at the University of Washington.

Barry's Links
https://foster.uw.edu/academics/certificates-and-minors/sales-certificate-program/
https://www.linkedin.com/in/barryerickson

What is the difference between manipulation and persuasion? How do you show your customers your positive intentions?

In this episode, Barry Erickson from the University of Washington and I talk about the process of persuasion.

To avoid being slick and manipulative, choosing the customers who you want to work with is key. You would rather take a step back and find a different one than bring a negative impact to sales.

Learn more about this topic and also more about how to deal with the fear of change and closing deals.

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


Barry's Bio
Barry Erickson is 30+ year sales and sales management veteran for Goodrich Aerospace, PACCAR, and BE Aerospace. Erickson transitioned into the classroom in 2015 to offer his experience in teaching sales and sales management at the collegiate level, including the Directorship of the Award-winning UW Professional Sales Program at the University of Washington.

Barry's Links
https://foster.uw.edu/academics/certificates-and-minors/sales-certificate-program/
https://www.linkedin.com/in/barryerickson

What are people looking for this day and age from salespeople? How has sales changed over the past years?

In this episode, Barry Erickson from the University of Washington and I talk about the functional approach to the future of sales.

You want to make sure that you are aware of how the world of sales has shifted in these days. It's time to adapt to the information age and start to be more authentic in persuading people.

Learn more about this topic and make sure to listen if you haven't yet, to the previous episodes with Barry.

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


Barry's Bio
Barry Erickson is 30+ year sales and sales management veteran for Goodrich Aerospace, PACCAR, and BE Aerospace. Erickson transitioned into the classroom in 2015 to offer his experience in teaching sales and sales management at the collegiate level, including the Directorship of the Award-winning UW Professional Sales Program at the University of Washington.

Barry's Links
https://foster.uw.edu/academics/certificates-and-minors/sales-certificate-program/
https://www.linkedin.com/in/barryerickson

Why is it not good to always aim for the close on the first meeting? When is the right time to close a deal?

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

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

Learn more about closing deals, identifying needs, following a sales process, and confidence 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

What happens when we neglect to listen to our customers? How can this skill help us close more deals?

When salespeople actively listen to their prospects, it helps build rapport and trust. By demonstrating genuine interest and understanding, sales professionals can establish a positive connection with potential customers.

In this episode, I talk about a fundamental skill for salespeople, which is listening.

Learn more about this topic and make sure to take notes and apply it to your sales 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

What are some key elements of mastering the art of conversation? Why is this important for salespeople to practice?

If you are in sales, you have to engage in meaningful and enjoyable verbal exchanges with your customers. You also have to listen and communicate attentively and create a comfortable and engaging atmosphere.

In this episode, Mark Michalisin from Virginia Tech and I, talk about getting back to the art of the conversation. We also talked about his transition from sales to being a sales educator.

Learn more about this topic and especially from Mark's brilliant thoughts and experiences 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


Mark's Bio
Mark comes to the Pamplin College of Business at Virginia Tech with over 25 years of professional, hands-on experience in the B2B sales world. Mark graduated from Union College in Schenectady, New York with both his BA and MBA and has held numerous sales leadership positions in marketing, sales management, and business development.


Mark's Links
https://www.linkedin.com/in/mark-michalisin-5b453930/
https://www.vt.edu/academics/majors/marketing.html

How can you establish strong relationships in sales? What are some strategies that you can practice to earn trust?

Earning your customer's trust is crucial in sales as it forms the foundation for successful relationships with customers.

In this episode, Mark Michalisin from Virginia Tech and I, talk about earning trust and recognizing when customers are already giving you what they want.

Learn about this topic and more about persuasion, sales ethics, and the importance of listening.

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


Mark's Bio
Mark comes to the Pamplin College of Business at Virginia Tech with over 25 years of professional, hands-on experience in the B2B sales world. Mark graduated from Union College in Schenectady, New York with both his BA and MBA and has held numerous sales leadership positions in marketing, sales management, and business development.


Mark's Links
https://www.linkedin.com/in/mark-michalisin-5b453930/
https://www.vt.edu/academics/majors/marketing.html

Why is it important to respond promptly to customers? How can this bring more success to your career?

Responsiveness shows that you value and respect your customers' time and needs. When you respond promptly to inquiries, concerns, or requests, it demonstrates your commitment to their satisfaction.

In this episode, Mark Michalisin from Virginia Tech and I, talk about the importance of being responsive when you are in sales.

Learn more about this topic and 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


Mark's Bio
Mark comes to the Pamplin College of Business at Virginia Tech with over 25 years of professional, hands-on experience in the B2B sales world. Mark graduated from Union College in Schenectady, New York with both his BA and MBA and has held numerous sales leadership positions in marketing, sales management, and business development.


Mark's Links
https://www.linkedin.com/in/mark-michalisin-5b453930/
https://www.vt.edu/academics/majors/marketing.html

How do you master the ability to have and keep conversations? How do you create a safe environment for open dialogue?

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

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

Find out more about the art of conversation, trust in sales and listening skills.

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 things to consider in building a sales team? When should be the right time to do it?

In this episode, I talk about building your first sales team.

Building a sales team is an important step in driving business growth and generating revenue.

Learn about this topic and more about the 3 types of founders, their characteristics, and how each type should collaborate.

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 reasons that people may feel hesitant to be in sales? How do you overcome such a feeling?

For those who do experience fear or hesitation, proper training, mentorship, and support can help alleviate these concerns and build the necessary skills and confidence for success in sales.

In this episode, Nalani Gruel from Starburst Data and I talk about achieving success by choosing to face your fears.

Learn more about Nalani's success story, how she's worked her way up, and also more about authenticity 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



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/

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/

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 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 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

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

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/

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 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

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

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 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

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 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 

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 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/

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 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 

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 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 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/

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/

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

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 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 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/

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/

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 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

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 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 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/

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 

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 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/

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/

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/

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/

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

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