If you want to sell more, you need to talk less and listen better.

Customers don’t want to deal with a pushy, aggressive salesperson–they want someone who listens to their needs and addresses their problems.

In this episode of How to Sell More, host Mark Drager and guest Derek Roberts challenge the outdated stereotype of the aggressive salesperson. They reject the image of pushy sales reps who prioritize closing deals over customer needs and rally for a smarter, more thoughtful way to sell.

In Episode 108, you’ll learn:

✅ Why sales is the only profession "defined by those who do it badly" and how to overcome this stereotype

✅ The five critical self-beliefs that can make or break a sales career

✅ Why the pressure to buy should come from the customer, not the salesperson

✅ How to sell through your customers to their customers in B2B environments

✅ The value of coaching for even your highest-performing sales team members

✅ The #1 tip for selling more effectively in today's business environment

Meet today’s guest: Derek Roberts is a Sales Leadership Expert, Speaker, and the Co-Author of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. He’s the President of Roberts Business Group and an Executive Partner with Integrity Solutions.

Ready to let go of pushy strategies and supercharge your success with authentic selling? Listen to the full episode now!

🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥 Connect with today’s guest, Derek Roberts on LinkedIn → https://www.linkedin.com/in/derekroberts1

📖 Get your copy of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance →
https://www.amazon.com/Listen-Sell-Skillset-Connections-Performance/dp/1774583763

🔥 Learn more about Derek Roberts’s work → https://www.integritysolutions.com

Think you're in control of your sales process? Think again.

“You can't force people to buy stuff they don't want to,” says today’s guest, Brent Keltner. And that simple statement shows who’s really in charge.

But it begs the question, if the customer is king, how do we guide the sales process while allowing them to remain in control?

In episode 107 of How to Sell More, Mark Drager and guest Brent Keltner tackle this problem head-on. They cover why your team needs to shift from a “show up and pitch” approach to a guided approach to create a stickier sales process.

You’ll also learn:

✅ The three-part framework for structuring effective sales conversations

✅ How to move from product-centric pitching to journey-first selling

✅ Simple ways to prepare for meetings that take just 10-15 minutes

✅ Why customer stories are your most valuable sales assets (and how to collect them)

✅ How third-party customer interviews can reveal insights your team might miss

✅ How to create follow-up emails that actually move deals forward

Meet today’s guest: Brent Keltner is the President of Winalytics and the Author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success.

Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today’s guest, Brent Keltner on LinkedIn → https://www.linkedin.com/in/bkeltner

📖 Get your copy of The Revenue Acceleration Playbook →

https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019

🔥Learn more about Winalytics → https://winalytics.com

Want to know what it takes to win more bids, contracts, and RFPs?

In this episode of How to Sell More, Mark Drager sits down with Alex McPhail, one of Canada’s leading bid managers with over 35 years of experience in complex government procurements for defence, cyber, aerospace, and more.

Alex breaks down the realities of winning massive government contracts, as well as how to navigate the most demanding procurement processes.

In Episode 106, you’ll learn:

✅ The strategy behind winning hundred-million to billion-dollar proposals

✅ How shrewd contractors legally play the RFP "game"

✅ Why relationships don't matter in government contracting (and what actually wins contracts)

✅ What a Capture Manager does and why you need the right team in place

✅ The brutal "go/no-go" process that can dramatically improve your win rate

✅ Why making information easy to find is the #1 factor in winning proposals

✅ Who your true "customer" is during the proposal process (hint: it's not who you think)

Meet today’s guest:

Alex McPhail is the President and CEO of EXA Consulting Group and the Author of Win Big The EXA Way: The Comprehensive Guide to Capture and Proposal Leadership. He is also a recognized public speaker, lecturer, and podcaster in business leadership, Canadian procurement, and government contracting processes.

Ready to play a procurement process to your advantage so you can sell more?

Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today’s guest, Alex McPhail on LinkedIn → https://www.linkedin.com/in/alexmcphail

📖Get your copy of Win Big The EXA Way →

https://www.amazon.ca/Win-Big-EXA-Way-Comprehensive/dp/1774583909

🔥Learn more about The EXA Group → https://www.exa.group