The Advanced Selling Podcast Thriving When Others Panic: Skills for an Uncertain Market
Apr 21, 2025
In a live discussion, the hosts share essential skills for sales professionals during economic uncertainty. They emphasize focusing on what you can control, maintaining pricing discipline, and recognizing abundance in challenging markets. The conversation also covers adapting messaging for anxious clients and understanding AI's growing influence. Humorous anecdotes from their podcasting journey add a light touch, while practical strategies for mastering productivity and overcoming psychological barriers in decision-making ensure listeners stay resilient.
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Transcript
Episode notes
Focus on What You Can Control
- Identify what is outside your control and stop worrying about those things entirely.
- Focus on actions where you have influence like outreach, meetings, and pipeline management to regain agency.
Math Reveals Market Abundance
- Sales territories often involve a relatively small number of clients needed to hit revenue goals.
- Understanding this makes revenue goals more achievable and reduces scarcity mentality.
Master Productivity Discipline
- Study your calendar as a student to understand if your time allocation delivers results.
- Discipline in daily and weekly scheduling boosts productivity, especially in slower economies.