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If you like what you hear and you want to know more, shoot me an email at jim@mcbrayerandassociates.com. I look forward to hearing from you. Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. This episode is the audio of a webinar I gave about the challenges facing businesses as they grow in this economy, and how to strengthen your grip on them. JimP.S. Whenever you’re ready, McBrayer & Associates can help your organization exceed your revenue goals in three different ways:1. Sales Training: Eliminate inconsistent sales performance once and for all. When you feel like you need rainmakers, but have customer-service on wheels. This is our corporate program that will yield you significant ROI on the sales calls your people are currently making.2. One-on-One Coaching (for sales reps, managers, and/or executives): Our Accelerator program includes the online program but also provides personalized coaching and mentoring for 6 months. This program is for if you desire to take your performance to the top 3% in your industry.3. Professionally Implement EOS. The Entrepreneurial Operating System®, is a complete set of simple concepts and practical tools that has helped thousands of entrepreneurs around the world get what they want from their businesses. Implementing EOS helps you and your leadership team get better at three things: Vision, Traction, and Health. 

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing part of a live training I gave about how to get the first business meeting... and one surefire way is the strategic introduction. In this episode, I detail just how to set it up. JimP.S. Whenever you’re ready, McBrayer & Associates can help your organization exceed your revenue goals in three different ways:1. Sales Training: Eliminate inconsistent sales performance once and for all. When you feel like you need rainmakers, but have customer-service on wheels. This is our corporate program that will yield you significant ROI on the sales calls your people are currently making.2. One-on-One Coaching (for sales reps, managers, and/or executives): Our Accelerator program includes the online program but also provides personalized coaching and mentoring for 6 months. This program is for if you desire to take your performance to the top 3% in your industry.3. Professionally Implement EOS. The Entrepreneurial Operating System®, is a complete set of simple concepts and practical tools that has helped thousands of entrepreneurs around the world get what they want from their businesses. Implementing EOS helps you and your leadership team get better at three things: Vision, Traction, and Health. 

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a webinar I hosted about what to do differently in 2021, starting with the middle of your sales funnel.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a webinar I hosted about how to avoid the one-and-done business model and create recurring revenue. 

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing how to move into the Middle of the Sales Funnel and what questions to ask once you get there.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a webinar I hosted about how to know your money-making metrics as a salesperson.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I'll talk about how to use the "it," or the sore spot. If you haven't learned how to find "it" yet, go back and listen to episode 12. If you have, here, we'll move on to discuss how to blow "it" up--how to magnify the problem before you offer your solution.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I'll talk about how to use the "it," or the sore spot that could change your prospect's perspective.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing insight on how to inspire vision in your field sales team.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a webinar I hosted on the 6 complaince principles (or emotions that trigger persuasion) and 12 tactics that you can use to evoke them. This webinar will give you immediate, actionable plans for middle-of-the-funnel sales processes.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing some insight into the psychology of prospecting, and more specifically, why prospecting is so stressful.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing 6 tactics to improve your field sales team.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a live webinar I hosted about Prospecting in Our New, Unprecedented Economy, and the 5 Valid Business Reasons that Will Get Your Prospects to Meet with You.

Welcome to McBrayer & Associates, the podcast. I’m Jim McBrayer. If you don’t know me already. I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 500 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a module of our live training called The Key to Outperforming your Competition, or creating a valid business reason for your prospects to meet with you.

Welcome to McBrayer & Associates, the podcast. I’m Jim McBrayer. If you don’t know me already. I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 500 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a module of our live training called Handling Objections, or creating a valid business reason for your prospects to meet with you.

Welcome to McBrayer & Associates, the podcast. I’m Jim McBrayer. If you don’t know me already. I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 500 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a module of our live training called How to Get the Meeting, or creating a valid business reason for your prospects to meet with you.

Welcome to McBrayer & Associates, the podcast. I’m Jim McBrayer. If you don’t know me already. I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 500 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a module of our live training called Avoid This Most Common Mistake.

Welcome to McBrayer and Associates, the podcast. I’m Jim McBrayer. If you don’t know me already, I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 200 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a live webinar I hosted about Shaping the New Normal.

Welcome to McBrayer & Associates, the podcast. I’m Jim McBrayer. If you don’t know me already. I co-founded my sales methodology company, McBrayer & Associates, eleven years ago after working for a Fortune 500 company. That company was my first customer. This podcast gives you some of the insight that my live training and coaching delivers. If you like what you hear, don’t hesitate to get in touch with me through email: that’s jim@mcbrayerandassociates.com. And please feel free to share the podcast with anyone who you think might benefit from it. In this episode, I’m sharing a module of our live training called Framing the Situation.