March 4, 2025

The Secret That the Top 2% of Sellers Know That You Don't

The Secret That the Top 2% of Sellers Know That You Don't
Apple Podcasts podcast player icon Spotify podcast player icon RSS Feed podcast player icon
Apple Podcasts podcast player icon Spotify podcast player icon RSS Feed podcast player icon

Episode Highlights:


  • [00:00] The Calendar Mistakes Costing You Sales
    Ryan and Brook break down why most salespeople and business owners fail to maximize their calendar—and how simple scheduling changes can skyrocket your conversion rates.


  • [02:29] Follow-Ups: The Right and Wrong Way to Schedule Them
    Think follow-up calls should be slotted in wherever there’s an opening? Think again. Ryan and Brook explain why placing follow-ups in prime sales slots is a massive mistake and how to optimize your schedule for success.


  • [07:22] Sales Training Isn’t Optional—It’s Scheduled
    Most salespeople wing it on calls instead of training. Ryan reveals why treating sales training like an athlete treats practice is the difference between winning and staying average.


  • [13:15] The Hidden Math Behind Your Call Times
    Booking calls at the wrong intervals can cost you thousands. Brook shares the data-backed reason why 60-minute calls outperform longer sessions and why shifting call slots can instantly boost revenue.


  • [18:36] When Should You Actually Be Taking Calls?
    If you're booking calls based on your convenience instead of when your ideal clients are available, you're losing sales. Ryan and Brook show how one simple shift saved a client’s business.


  • [21:46] The Pro Move: Listening to Your Own Calls
    Top sales performers review their game tape. Are you? Ryan lays out why call recordings are the most valuable tool for improving your sales skills—if you actually use them.


  • [28:57] The Break Hack That Keeps You Performing at a High Level
    Too many sales calls without breaks lead to burnout, but too much downtime kills momentum. Brook and Ryan share their personal strategies for optimizing energy between calls without wasting time.


  • [34:42] The Top 2% Rule: How Calendar Optimization Sets You Apart
    98% of salespeople don’t do this. Implementing just a few of these scheduling tweaks puts you ahead of nearly everyone else in the game.


Links Mentioned:

  • Coaching Equation Podcast Website – Visit coachingequation.com to browse episodes, leave a review, or send a voice message with your thoughts!