The Sales Problem Podcast

Daniel Burns
  • 5.0 (4)
  • Business

Here is the problem we are trying to solve. Every year, you hit the reset button and have to beat your numbers and grow your business. You need to get QUICKER.FASTER.BETTER. We are two guys trying to solve this Sales Problem. Trying to help you grow by enhancing what you know- about the art and science of selling and personal development. Along the way we will interview some colorful characters and debate this common business problem from different angles. So, let's....get...GROWING!

  1. 6d ago

    S5: Ep #6- Say Less, Sell More w Fotini Iconomopoulos

    What if the secret to becoming a better negotiator isn’t saying more… but knowing when to say less? In Season 5, Episode 6 of The Sales Problem Podcast, Daniel Burns sits down with globally recognized negotiation expert, keynote speaker and bestselling author Fotini Iconomopoulos, author of Say Less, Get More. Fotini has more than two decades of real-world negotiation experience, has worked across 170+ industries on six continents, and has spent more than a decade teaching negotiation at the MBA level. Together, Daniel and Fotini tackle one of the biggest problems salespeople face: How do you negotiate through resistance without giving away margin, damaging the relationship, or talking yourself out of the deal? In this episode, you’ll learn: • Why salespeople often talk TOO MUCH during negotiations• How to recognize when you’ve said enough• Why friction and resistance can actually give you valuable information• What to do when a customer says, “Your competitor is 15% cheaper”• How to avoid negotiating against yourself and falling into the discount trap• How to hold your value without becoming defensive• Why silence can be one of your most powerful negotiation tools• What exceptional negotiators—the BEST REP IN THE ROOM—consistently do differently• One negotiation technique you can ROAD TEST on your very next sales call This episode is packed with practical strategies you can use immediately to handle objections, protect value and negotiate with more confidence. Because great negotiation isn’t about pushing harder, talking faster or immediately giving something away. It’s about understanding the friction, asking better questions, protecting your value—and sometimes having the confidence to SAY LESS. Fotini Iconomopoulos is a globally recognized negotiation expert, keynote speaker and bestselling author of Say Less, Get More. She has worked across more than 170 industries on six continents and has spent more than a decade teaching negotiation at the MBA level. She was ranked among the Top 15 Negotiation Experts worldwide by Global Gurus in 2026, and her work has been featured in Harvard Business Review, Forbes, CNN and CNBC. Contact Fotini: Fotini Iconomopoulos | Leadership & Communication Keynote Speaker - FotiniSay Less: Unconventional Negotiation Techniques to Get What You Want: Iconomopoulos, Fotini: 9781443464581: Books - Amazon.ca SUPPORT THE SHOW Fuel your next sales call with CRANK Coffee and Mama T’s Protein Cookies. ☕ CRANK Coffee — Organic, Fairtrade coffee, batch roasted in Canada.Shop CRANK Coffee 🍪 Mama T’s Protein Cookies — Delicious protein-packed cookies made for athletes, fitness enthusiasts and anyone looking for a better snack on the go.Shop Mama T’s Protein Cookies Use code THESALESPROBLEM15 for 15% off. Support the brands that support The Sales Problem Podcast.If this episode helped you, send it to ONE salesperson who needs to hear it. Anywhere in the WORLD. KEEP CREATING THE BEST VERSION OF YOU.

    S5: Ep #6- Say Less, Sell More w Fotini Iconomopoulos

  2. Jul 19

    S5: Ep #5- The INSPIRE framework w U.K Sales Trainer Justin Leigh

    What separates good salespeople from truly great ones? In this episode of The Sales Problem Podcast, Daniel Burns sits down with internationally recognized sales trainer, executive coach, and best-selling author Justin Leigh to unpack the mindset, habits, and consultative selling strategies that consistently drive high performance. Whether you're chasing quota, leading a sales team, or simply looking to become more influential, this conversation is packed with practical insights you can put into action on your very next sales call. In this episode you'll discover: ✅ The biggest sales mistake holding professionals back today✅ Why traditional selling is becoming less effective✅ The difference between presenting and truly selling consultatively✅ The habits that separate elite sales performers from everyone else✅ How great sales leaders coach people instead of simply managing them✅ One practical tactic you can implement immediately to improve your resultsIf you're serious about growing your sales while growing yourself, this is an episode you won't want to miss. Justin Leigh is an Executive Coach, Sales Trainer, Business Leader, and best-selling author of Inspire, Influence, Sell and Coaching Leaders. With over 28 years of experience, he's helped thousands of sales professionals and leaders at organizations including 3M, NTT Data, Align Technology, Vitality, and Odeon unlock higher performance through better leadership, stronger habits, and more effective selling. Learn more:https://justin-leigh.com Every episode deserves great coffee and great snacks! CRANK Coffee ☕Premium coffee made for people who perform.👉 https://crankcoffee.ca Mama T's Protein Cookies 🍪Delicious protein cookies with 21g of protein—perfect for salespeople, athletes, and anyone on the go.👉 https://mamatsproteincookies.ca 🎁 Save 15% on Mama T's Protein CookiesUse promo code: THESALESPROBLEM15 at checkout for 15% OFF. 🎧 Enjoying the podcast? Please subscribe, leave a review, and share this episode with someone who wants to sell more, lead better, and create the best version of themselves. Follow Daniel Burns and The Sales Problem Podcast for more conversations with the world's top sales leaders, speakers, coaches, and high performers. 👤 About Justin Leigh☕ Fuel Your Success

    S5: Ep #5- The INSPIRE framework w U.K Sales Trainer Justin Leigh

  3. Jun 7

    S5: Ep #4- How A.I will change your Selling Strategy w Shawn Kanungo

    Have you already become obsolete... and just don't know it yet? AI isn't coming. It's already here. And while some salespeople are using it to create an unfair advantage, others are still debating whether they should even open ChatGPT. In this episode of The Sales Problem Podcast, I sit down with globally renowned innovation strategist, bestselling author, and Forbes-acclaimed keynote speaker Shawn Kanungo for a conversation that might completely change the way you think about sales, technology, and your own future. Together, we tackle the uncomfortable truth about why success from yesterday can quietly become your biggest weakness tomorrow. Shawn breaks down the danger of nostalgia, why you need to "thank your past self and then bury it," and how the world's top performers are using AI to become faster, smarter, and more human—not less. You'll discover: Where salespeople should actually start with AI (without feeling overwhelmed)The biggest mistake organizations are making right nowHow to create unforgettable, personalized buying experiencesThe risks of deepfakes and an AI-driven worldWhy disrupting yourself may be the most important skill of the next decadeWhether you're skeptical of AI or already diving in headfirst, this episode will challenge your assumptions and give you practical ideas you can use on your very next sales call. If you're comfortable, this episode might make you uncomfortable. And that could be exactly what you need. To contact Shawn- click below: Shawn Kanungo | US & Global Innovation Keynote SpeakerCrank Coffee and Mama T's Protein Cookie: THESALESPROBLEM15 for 15% off Crank It Up™ - Dark Roast - Whole Bean – Crank Coffee Online StoreChocolate Mint Protein Cookies

    S5: Ep #4- How A.I will change your Selling Strategy w Shawn Kanungo

  4. May 10

    S5- Ep.3- The High Performance Masterclass w Tim Castle

    Are you looking to become your best version? If so, your Mindset is a key differentiator to you getting the results that you have dreamed about but have not yet brought to life. My guest, Tim Castle is an Award-Winning Author | Global Top 30 Negotiation Expert | Entrepreneur | Speaker Tim Castle is a globally recognized authority in negotiation, leadership, and sales performance. In 2025, he was named one of the Top 30 Negotiation Professionals in the World by Global Gurus, won a Silver Medal at the Axiom Business Book Awards for The Momentum Sales Model, and was cited in a peer-reviewed academic journal for his contributions to negotiation psychology. Castle teaches leaders, sales professionals, and entrepreneurs how to harness belief, strategy, and communication mastery to unlock unstoppable momentum and achieve high-stakes success. So, if you say you want your best version to emerge- hit play and put Tim's wisdom into play in your own life! Contact Tim Here: Contact | Tim Castle | Success CoachCrank Coffee and Mama T's Protein Cookie: Enter Code: THESALESPROBLEM15 for 15% off your order Crank It Up™ - Dark Roast - Whole Bean – Crank Coffee Online StoreOatmeal Chocolate Chip Protein Cookies

    S5- Ep.3- The High Performance Masterclass w Tim Castle

  5. Apr 12

    S5: Ep 2- Get FOCUSED to Sell More with Steven Rosen

    One of the biggest destroyers of productivity is distraction. Are you FOCUSED? Do you have standards in place? Do you have systems in place? Today, we talk about what happens when A LACK OF CLEAR FOCUS stands in the way of your RESULTS and how to break through the NOISE so you can GROW YOUR SALES! Our Guest today, Steven Rosen, will be dropping insights to help you become a stronger and more FOCUSED Sales Leader! Link to Steven here: https://www.amazon.com/dp/B0GNSJBG2D https://www.amazon.ca/FOCUSED-Leadership-Discipline-Manages-Pressure/dp/B0GNSJBG2D/ Link to Crank Coffee and MamaT's Protein Cookies: Enter THESALESPROBLEM15 for 15% off: Crank It Up™ - Dark Roast - Whole Bean – Crank Coffee Online StoreOatmeal Chocolate Chip Protein Cookies

    S5: Ep 2- Get FOCUSED to Sell More with Steven Rosen

  6. Mar 8

    S5: Ep1: The Springboard to New Possibilities w Jill Konrath

    Have you ever asked......what's possible? Have you ever asked....what needs to shift to reinvent myself? Our guest Jill Konrath discusses pivotal moments in your sales career where new possibilities exist. If you want fresh strategies to sell more, if you want to be more agile in selling and if you want to speed up sales and win more business- hit PLAY. Jill is a Sales legend. Join us as we discuss all things sales and success. To connect to Jill: Jill Konrath | Sales Strategies | Sales Techniques BUY Jill's new book:Having a Pivotal Moment?Enter: THESALESPROBLEM15 for 15% off these two products: Fifth Gear!™ - Espresso Roast - Whole Bean – Crank Coffee Online StoreUltimate Peanut Butter Protein Cookies

    S5: Ep1: The Springboard to New Possibilities w Jill Konrath

  7. 2025-12-21

    S4: Episode #10- How to Sell without being Salesy with Liz Wendling

    Have you ever felt like you don't want to be pushy, aggressive or "salesy" when you are selling? It's too often the experience- people hate being sold too! In this episode we talk to Liz Wendling who guides us on how to NOT be like so many average Sales people- saying the same tired things and communicating with weak language. It's time to update, improve and upgrade your selling approach- 2026 is right around the corner! Hit play and get ready to GROW! To contact Liz Wendling: Sell Without Being Pushy, Salesy Or Needy! Sales Coaching Sales Training by Liz Wendling Denver, Close Sales NowFor CRANK Coffee and Mama T's: enter THESALESPROBLEM15 All – Crank Coffee Online StoreOatmeal Chocolate Chip Protein Cookies

    S4: Episode #10- How to Sell without being Salesy with Liz Wendling

  8. 2025-11-02

    S4: Episode#9- Crush your Big PHAT 2026 Goals with Dean Lindsay

    It's Q4 of 2025 and you are pushing hard for the finish line- a strong end to the Sales year. But, have you taken time to plan out your biggest goals for 2026? Tune into the great advice from Dean Lindsay- author and keynote speaker so YOU can set yourself up for success. Dean’s books, including HOW TO ACHIEVE BIG PHATGOALS and Cracking the Networking CODE have sold over 100,000 copies worldwideand have been translated into Chinese, Hindi, Polish, Korean, Spanish andGreek.     To contact Dean- click here: www.DeanLindsay.com ENTER: THESALESPROBLEM15 for 15% off CRANK Coffee: Crank It Up™ - Dark Roast - Whole Bean – Neal Brothers FoodsMama T's: Oatmeal Chocolate Chip Protein Cookies

    S4: Episode#9- Crush your Big PHAT 2026 Goals with Dean Lindsay
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Ratings & Reviews

5
out of 5
4 Ratings

About

Here is the problem we are trying to solve. Every year, you hit the reset button and have to beat your numbers and grow your business. You need to get QUICKER.FASTER.BETTER. We are two guys trying to solve this Sales Problem. Trying to help you grow by enhancing what you know- about the art and science of selling and personal development. Along the way we will interview some colorful characters and debate this common business problem from different angles. So, let's....get...GROWING!

Information

  • Creator
    Daniel Burns
  • Years Active
    2023 - 2026
  • Episodes
    45
  • Rating
    Clean
  • Copyright
    © Daniel Burns
  • Show Website
    The Sales Problem Podcast