The Selling Well: Recent Episodes
Mark Cox
We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.
Sales training is often ineffective without strategic leadership and broader organizational support. Mark Cox sits down with Scott Edinger, CEO of Edinger Consulting, who shares how he successfully drives sales by becoming a strategic growth leader. He presents his Five Flags Start framework to elevate your sales approaches, create value that goes beyond tangible products, and achieve your very own idea of success. Scott also discusses how to harness the power of AI and technology in shaping the current world of sales, all while keeping the human sales experience alive and intact.
Building genuine connections is the key to "selling from the heart," a strategy that transcends mere transactions and fosters lasting relationships in today's challenging trust landscape. In this episode, Larry Levine, author of "Selling from the Heart" and "Selling in a Post-Trust World," joins us to explore how authenticity fuels successful sales. Larry, with his extensive experience in the office technology channel, discusses shifting from product-focused approaches to relationship-centered interactions, emphasizing that everyone, especially in competitive markets, is essentially in the people business. We delve into actionable methods for establishing trust rapidly, connecting genuinely with clients at all levels, and transforming existing relationships into powerful growth drivers. Whether you're a seasoned sales professional or just beginning, Larry's insights will guide you in enhancing your people skills and achieving sustained success through heart-centered selling.
Building B2B relationships is one of the most important lifelines of any business. If you do not connect with the right businesses and maintain long-lasting partnerships, your very own venture is doomed to fail. Dr. Ryan O'Sullivan, Global Account Manager at Introhive, is here to discuss how to create B2B relationships that lead to growth and success. Joining Mark Cox, he discusses his seven-year study on the importance of creating a network relationship map, doing in-depth intelligence gathering, and taking advantage of trigger events in sales. Dr. Ryan also explains why internal relationships are as essential as external ones, as well as the proper way to create a good first impression without actually selling.
Sometimes, the loudest messages are conveyed without using any words at all. Mark Cox chats with communication expert Dr. Nick Morgan about the subtle science of power cues and how they play out in the world of sales. In this episode, he explains how facial gestures, body language, and vocal cords override even conscious communication. He breaks down several tips for self-awareness and mastering non-verbal communication, making sales pitches more relatable and authentic. Dr. Nick also shares about three pivotal moments in his life: being inspired by the teachings of Dalai Lama, learning his father was gay, and having a near-death experience.
Even though sales are mainly about driving revenue and putting up the right numbers, one element must not be forgotten: the needs and interests of the customers themselves. Executive coach Lisa McLeod is here to discuss why businesses should embrace the noble purpose of providing a positive impact to everyone. Sitting down with Mark Cox, she explains why they should never see their target market as mere statistics but aim to make a real difference in their lives. Lisa also explains how a client-first mindset requires taking intentional action and showcasing your authentic self.
Ready to master sales training and elevate client conversations? In this episode, we explore how preparation, planning, and confidence drive successful sales with sales relationship coach Jason Cooper. Learn to step outside your comfort zone, build instant rapport, and tap into the unconscious triggers shaping buyer perceptions. Discover how top sales leaders blend authenticity with strategy, using AI for quick client insights and deep selling tactics. We dive into mental rehearsal, body language, and thoughtful questions that move conversations — and prospects — forward. Join us to uncover strategies that turn first meetings into lasting relationships, helping you confidently guide clients through your sales funnel. Don’t miss this must-listen episode!
If you're looking for a book that will truly transform your approach to success, then join Mark Cox as he sits down with Bob Burg, co-author of the transformative bestseller, The Go-Giver. They explore how shifting your focus from "receiving" to "giving" can revolutionize your life and career. Bob shares his journey from sports broadcasting to sales, revealing the pivotal moment he discovered the power of value and focusing on others' needs. Drawing on insights from The Go-Giver, co-authored with John David Mann, Bob illuminates the five laws of stratospheric success. Break free from the unconscious barriers holding you back and embrace a mindset where putting others first leads to genuine abundance.
Building trust, navigating cultural nuances, and mastering European sales requires more than just traditional strategies. Mark Cox is joined by Domenico Le Pera, a sales leader with years of experience across European markets, to discuss what it takes to master the unique dynamics of selling in Europe. Together, they dive into the differences between North American and European approaches, the importance of utilizing different communication styles, and how to create a collaborative and motivated team. Whether you are a seasoned sales professional or a newbie to the global markets, this conversation offers practical tips and actionable insights to help you find success in European sales.
Comedy writing can be a secret weapon for revenue teams who want to be more engaging. In this episode, Mark Cox welcomes stand-up comedian Jon Selig, who created Comedy Writing for Revenue Teams, to share his secrets to using humor effectively. Jon, a former enterprise tech salesperson turned comedian, reveals the surprising parallels between stand-up and sales and how laughter builds trust and drives revenue. Learn how comedy writing helps craft relevant messages that resonate with your audience, focusing on preparation, timing, and punchy delivery. Tune in and transform your sales and marketing with the power of laughter.
Social selling isn’t just a buzzword—it’s a game-changing approach to building trust, standing out, and creating meaningful relationships in today’s digital world. In this thought-provoking conversation, Mark Cox welcomes Adam Gray, a leading expert in social selling and co-author of two groundbreaking books on the topic. Together, they dive into what makes social media a powerful tool for connection, how authenticity sets you apart, and why gratitude is essential for personal and professional growth. Whether you’re new to LinkedIn or looking to refine your strategy, this episode offers actionable insights to help you network smarter and sell better.
Unleash your inner confidence with Mark Cox and Margo McClimans, founder of Coaching Without Borders and author of The Four Channels of Confidence, as Margo shares powerful ways to help us overcome self-doubt and embrace our true potential. Margo breaks down the four channels and offers practical tips and insights on mastering each. Don't let self-doubt hold you back any longer! Start living your most empowered life today.
Skillful asking is more than just posing questions; it's a powerful approach to unlock deeper insights and foster genuine connections. Jeff Wetzler, author of Ask: Tap Into the Hidden Wisdom of the People Around You, joins Mark Cox to explore the art and science of asking the right questions. Jeff shares his five-step "Ask" framework, drawing on his extensive experience in management consulting and education reform. He reveals why people often hold back valuable information and provides practical strategies to create psychological safety and cultivate authentic curiosity. Tune in to discover how skillful asking can transform your leadership, improve communication, and drive breakthrough results.
Scaling a BDR team comes with a long list of challenges, but Camilo Silva pulled off something unexpected – he scaled his own team from zero to more than 50 people after getting back to the game in just 15 months. In this conversation with Mark Cox, the Vice President of Sales & Business Development of Info-Tech Research Group shares his secrets in hiring individuals with curiosity, coachability, and competitiveness. He highlights the importance of crafting an effective onboarding plan, providing continuous feedback, and offering constant support to the entire team. Camilo also explains why taking a sabbatical from your career is vital in avoiding burnout and unlocking a much deeper growth experience.
The $100M journey is a testament to the power of persistence and vision in achieving extraordinary success. Join Mark Cox as he sits down with John St. Pierre, author of The $100M Journey. John shares his inspiring journey from college student to successful entrepreneur in this insightful conversation. Discover the secrets behind his success, including valuable lessons on building and scaling businesses, overcoming setbacks, and achieving massive goals. Learn how John turned adversity into opportunity, navigated the challenges of rapid growth, and ultimately realized his $100M dream. Don't miss this inspiring story of entrepreneurial triumph!
Join host Mark Cox and sales expert Mark Hunter as they dive deep into the future of selling in 2025! This dynamic episode explores how to create business, build trust, and leverage AI for stronger customer relationships. Hunter emphasizes the importance of outbound prospecting, deepening the discovery process, and becoming a trusted advisor to your clients. He shares actionable strategies to de-educate customers, uncover their true needs, and ultimately help them achieve what they didn't think was possible. Plus, discover why AI is a powerful tool for salespeople and how continuous learning is crucial for staying ahead in the ever-evolving world of sales.
Mark Cox sits down with Matt Heinz to dive into the concept of developing a strong sales mindset. Mark, the founder of In The Funnel Sales Coaching, discusses his insights on how shifting the way you think about sales can transform your approach and results. From overcoming call reluctance to offering true value in every interaction, this episode will challenge and inspire sales professionals at all levels. Whether you're a seasoned salesperson or just starting, tune in to discover how a positive sales mindset can make all the difference.
Feeling overwhelmed by the relentless pace of modern life? A Minute to Think by Juliet Funt offers a refreshing antidote, providing practical strategies to reclaim your time, reduce stress, and boost productivity. In this episode, Mark Cox welcomes Juliet to discuss the pervasive culture of busyness in the corporate world and the importance of creating space for reflection and intentional planning. Discover how mindful pauses can transform your work-life balance and unlock your full potential.
Selling Your Way IN isn't just a book; it's a roadmap to sales success. Join Kristie K. Jones, the author, and Mark Cox for an insightful conversation about her journey and her passion for empowering others to succeed in sales. With a wealth of experience working with early-stage startups, Kristie delves into the complexities of the modern sales landscape. She explores the dual nature of sales challenges—business and personal—and offers strategies for professionals to identify their ideal customer profiles and maximize their potential. Discover how to identify your unique selling style, build lasting client relationships, harness the power of mentorship, and prepare for the future of sales.
Offer value, invite engagement—that’s the key to winning in sales. In this episode, Mark Cox sits down with David Newman, the author of Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees, to dive into the secrets behind his no-fluff, high-impact approach to sales. David’s journey from a theater major struggling in New York to a successful consultant is filled with hard-earned lessons that every entrepreneur can relate to. Together, they explore how to overcome the aversion to sales, the power of asking the right questions, and the importance of consistent, value-driven content. Whether you’re new to the game or looking to refine your strategy, this episode is packed with actionable insights to help you land better clients and close bigger deals.
The game of sales isn’t just about closing deals—it’s about guiding informed buyers to make confident decisions. In this episode, Victor Antonio reveals his journey from electrical engineering to sales and explores how today’s sales landscape has evolved. With buyers now more knowledgeable than ever, the role of a salesperson has shifted from pitching products to providing expertise and clarity in complex decisions. Victor breaks down how the commoditization of markets has made the how more important than the what, highlighting the need for industry insight and consultative selling. Whether navigating indecisive buyers or mastering the balance between automation and human touch, this conversation dives deep into the nuances of sales dynamics, leadership styles, and staying resilient in ever-changing markets.
In a world drowning in information, a curiosity culture is a lighthouse, guiding organizations towards uncharted territories of discovery and growth. In this episode, Mark Cox welcomes back Dr. Diane Hamilton to delve into her latest book, Curiosity Unleashed: Achieving Business Excellence by Challenging the Status Quo. Dr. Diane explores how cultivating a curiosity culture within organizations can drive substantial financial gains and enhance employee engagement. She highlights the significance of emotional intelligence in sales and how curiosity can enhance empathy and problem-solving. With fascinating insights, Dr. Diane provides a compelling case for cultivating a culture of curiosity.
To achieve sustainable growth and customer loyalty, strategic account management is indispensable. In this episode, Mark Cox dives deep into the world of strategic account management with returning guest Lisa Magnuson, author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. Lisa reflects on her LinkedIn Learning journey, where her courses on strategic sales have gained considerable popularity. Together, they explore the nuances of strategic account management, emphasizing the importance of trust and credibility, proper resource allocation, and the impact of well-defined account programs. Tune in to gain practical tips and actionable steps to elevate your sales game.
Stop "smoking hopium" and close more deals with N.E.A.T. Selling! If you are tired of deals stalling and feeling like you're stuck in a cycle of confirmation bias, this episode is for you. Richard Harris, author of The Seller's Journey, joins the show to debunk sales myths and equip you with practical tools. Discover the N.E.A.T. Selling Compass to identify true customer needs, quantify impact, navigate approvals, and create urgency. Learn how to build trust through empathy, address emotional decision-making, and finally close those deals. This conversation is packed with actionable advice to humanize your sales approach and boost your win rate. Tune in and get ready to transform your sales journey!
The sales landscape is changing at breakneck speed. Sales transformation isn't a luxury; it's a necessity. This isn't just about buzzwords; it's about arming your sales team for success in the modern market. Join host Mark Cox as he unpacks the secrets of sales success with industry veteran Collin Mitchell. Collin talks about how his extensive experience and passion in professional sales translate into success by sharing insights into his journey. From refining team coaching methods to reimagining conventional sales quotas, he unlocks the secrets to thriving in today's dynamic sales environment. Tune in as he shares the key behind his enduring enthusiasm for the world of sales.
Can professional B2B be outsourced? Mark Cox says yes, and he sits down with the person to prove it: Tammy Gillis, author of the book Room To Grow. Tammy explains how she developed a unique approach to mend the gap of B2B outsourcing, making it more targeted in addressing the client’s needs in the most efficient ways possible. They discuss why sales are more than just transactions and sales talk, but meeting people wherever they are. Tammy also presents the ideal attributes every great salesperson should have and the best approaches to building a well-rounded sales team.
Struggling to capture attention in a world overflowing with information? This episode dives deep into the transformative power of curiosity in sales and beyond. Our guest, Dr. Diane Hamilton, the author of the acclaimed book "Cracking the Curiosity Code," joins us to shed light on why curiosity is a superpower for salespeople and individuals alike. Dr. Hamilton dives deep into her insightful FATE model, which identifies the four key factors that can stifle curiosity: Fear, Assumptions, Technology, and Environment. We'll learn how these elements can hold us back from asking insightful questions, and how to overcome them to unlock our full potential. Dr. Hamilton goes beyond identifying the roadblocks, offering practical strategies to cultivate curiosity. You'll discover how curiosity acts as the spark that ignites innovation, propels motivation, and enhances emotional intelligence – all essential qualities for success in sales and personal growth. So, get ready to ditch the script and embrace the power of curiosity!
Feeling overwhelmed by negativity? Sales trainer and author Anthony Iannarino joins the show to discuss his book, The Negativity Fast. He reveals a surprising secret: he started this negativity detox way back in the 90s! Discover why we, as human beings, are wired for negativity and how to reframe past traumas for growth. Dive into the science behind gratitude, how to navigate the perils of social media, and practical tips to overcome negativity bias and cultivate a more positive mindset. This episode is a must-listen for anyone facing negativity in their personal or professional life, and especially helpful for salespeople facing constant rejection.
Sales leadership is a critical factor in the success – or failure – of any sales organization. If a leader wants to secure desirable outcomes for their team, they must learn how to lead from the inside out. In this episode, Mark Cox sits down with a global co-leader, Kevin Cashman of Korn Ferry. He explains how leadership must embrace authenticity, courage, critical thinking, and inclusivity in order to become truly effective and impactful. Kevin also emphasizes the importance of a leader’s self-awareness, deep emotional intelligence, and the duty to be always ready to take care of their team.
Many businesses employ cutting-edge technology to hit their biggest goals. However, one important factor in achieving business success is often neglected – empathy. In this conversation, Mark Cox sits down with Minter Dial to discuss how empathy is the key competitive advantage in the 21st-century marketplace. Minter breaks down the two styles of emphatic understanding and the two things that hinder empathy from growing in workplaces. Minter also explores how artificial intelligence can be employed to help people render more emphatic messaging and build more inclusive teams.
Improve your sales skills by accessing your Sales Superpowers, combining ancient wisdom with modern strategies. Get ready to learn about “Justin Michael Method” as we have Justin Michael himself for today’s episode. Justin shares his game-changing outbound strategy that has turned sales professionals into true superheroes. Drawing gold nuggets from his book, “"Sales Superpowers: A New Outbound Operating System to Drive Explosive Pipeline Growth”, Justin breaks down the barriers to explosive pipeline growth and unleashing your sales superpowers. It's time to embrace your inner superhero and revolutionize the way you sell. Tune in now!
We have known for quite some time that employee experience and customer experience are closely interlinked, and the data is quite unequivocal about it. In this insightful episode, Tiffani Bova, a renowned growth and innovation evangelist, delves into the intricacies of The Experience Mindset. Co-author of the bestselling book, Growth IQ, Tiffani shares invaluable perspectives on how organizations can strike a balance between customer and employee experiences to drive sustainable growth. Drawing on her extensive experience, she discusses the profound impact of employee engagement on customer satisfaction, shedding light on the key elements that contribute to a positive employee experience and its ripple effect on overall business success. Join us as we navigate the realms of leadership, technology, and culture with Tiffani, offering listeners actionable insights for fostering an environment where both employees and customers thrive.
People first thought social media was just about taking pictures of your lunch. But now, it has evolved into something bigger, making social selling the norm of business marketing. If you don’t have a strong online presence, you are missing a huge opportunity. Mark Cox sits down with Timothy Hughes, co-founder and CEO of DLAignite, to discuss how to effectively generate revenue and get back to a growth trajectory through social selling techniques. Tim explains how to use LinkedIn and other social media platforms not to mindlessly promote your business but to build influence, make genuine connections, and start meaningful conversations. He also talks about the role of a changemaker in an organization and their role achieving collective success.
Salespeople often have a bad rep; they are seen as sleazy, manipulative, and, sometimes, intense in the way they deal with others. It is time to change that misconception. Sam Jacobs, the founder and CEO of Pavilion, imparts the message through the book of the same name: Kind Folks Finish First. You don’t have to be ruthless to get ahead; kindness will get you there faster. In this episode, Sam joins us to tell us more about the book and highlights, along the way, the top sales trends we have seen this 2023. He discusses a value-first approach to sales and business, overcoming the notion of treating relationships transactionally. Sam also gives great food for thought about the way we look at our careers: should you do what you love? Why do you need side hustles? For more sales tips and insights that will lead you to success, tune in to this conversation!
All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell the buyer. In this conversation, Bernadette McClelland unpacks the concept of “story-selling” and shares its six essential principles that will take your sales prowess to the next level. She also talks about the key things discussed in her latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom. Prepare to take some notes as we pick the mind of one of the greatest selling wisdom purveyors anywhere!
Ever wonder why somebody completely disrupts themselves or changes direction even if they were successful in what they'd previously been doing? We see that happen everywhere from sports to entertainment to the world of business. This phenomenon of “personal disruption” is the specialty of Whitney Johnson, CEO of the Human Capital Consultancy Disruption Advisors. Having worked with Clay Christiansen, Whitney took his concept of product disruption and applied it to people. In this episode, you’re going to learn how we can actually disrupt ourselves and what that experience looks like for the individual. In the constantly evolving professional sales space, we need to be constantly changing and developing, so this conversation is deeply relevant to our space. Tune in!
Mark was recenlty on The Sales Transformation Podcast and we wanted to share this great interview Mark did with host Collin Mitchell.
If you'd like to check out The Sales Transformation Podcast, use the link below!
https://pod.link/saleshustle
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Episode Description
Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!
Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
SPECIAL OFFER for our Listeners!
Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST
Call to Action In the Funnel Sales Workshop Free Sales Tools
How to Listen: Subscribe on Apple Podcasts Listen on Spotify
Recently, Mark was a guest on Andy Paul's The Win Rate Podcast.
Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect.
They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and Mark.
Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
SPECIAL OFFER for our Listeners!
Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST
Call to Action In the Funnel Sales Workshop Free Sales Tools
How to Listen: Subscribe on Apple Podcasts Listen on Spotify
Stu Heinecke is a bestselling business author, marketer and Wall Street Journal cartoonist. His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time. His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow and expand. He is a twice-nominated hall of fame marketer, Nasdaq Entrepreneurial Center author-in-residence, and was named the “Father of Contact Marketing” by the American Marketing Association.
Join us as we discuss his latest book, highlighting the importance of having a fierce mindset in professional sales, the importance of community, and how to thrive best in a disruptive environment.
Highlights:
- Stu’s professional journey
- The inspiration behind Stu’s books
- The importance of community for growth
- How to thrive best in a disruptive environment
Episode Resources:
Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
Connect with Stu Heinecke
- LinkedIn: https://www.linkedin.com/in/stuheinecke/
- Author Site: StuHeinecke.com
- How to Grow Your Business Like a Weed: https://a.co/d/41ju0jY
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Usman Sheikh is the founder and CEO of xiQ, an award-winning B2B sales and marketing platform combining neuroscience, psychology, and AI to understand the buyer’s mindset. Prior to xiQ, Usman spent more than 13 years with SAP in various global roles, with a deep understanding of the B2B sale at the highest level. He also frequently serves as a guest lecturer on the topics of AI and B2B sales and marketing at business schools such as the University of Texas, University of Alabama, and Clemson University.
Join us as we discuss the rapid growth of AI, diving into the capabilities of the technologies and how we can apply them to different elements of selling.
Highlights:
- Usman’s journey in professional sales
- Predictive analysis vs generative analysis in AI
- Applying AI to different elements of selling
- How to stay current and improve your level of acumen with AI
Episode Resources:
Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
Connect with Usman Sheikh
- xiQ Platform: https://xiqinc.com/platform/
- Follow Usman on LinkedIn: https://www.linkedin.com/in/usmanmsheikh/
- Follow xiQ on LinkedIn: https://www.linkedin.com/company/xiqinc/
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Daniel is the co-founder and CEO of Growth Institute, providing online executive training for mid-market companies around the world. He has been a CEO coach for over two decades and a keynote speaker, helping entrepreneurs scale their businesses.
In 1997, Daniel served as a Financial Attaché to the Consulate General of Mexico in Hong Kong. He later created the first financial website focused on Mexican financial markets, Finanzas Web, which was acquired by Patagon.com, a leading financial site in Argentina. In 2012, he partnered with Verne Harnish to provide executive training on an international scale with Growth Institute.
Join us are Daniel shares inspiring stories from his amazing professional journey and highlights his view on the importance of “Selling Well” as an entrepreneur.
Highlights:
- Daniel’s professional journey
- How Daniel got into coaching with Verne Harnish
- The Growth Institute’s structure to enable learning
- Managing peaks and valleys
- The value of community for professional growth
Episode Resources
Connect with Mark Cox
- In The Funnel Website: https://www.inthefunnel.com/
- LinkedIn: https://ca.linkedin.com/in/markandrewcox
- Facebook: https://www.facebook.com/inthefunnel
- Email: markcox@inthefunnel.com
Connect with Daniel Marcos
- Growth Institute YouTube: https://www.youtube.com/user/GrowthInstitute
- Instagram: https://www.instagram.com/danielmarcos.scale/?hl=en
- LinkedIn: https://www.linkedin.com/in/danielmarcos
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Subscribe on YouTube
Grant Van Ulbrich is a sales transformation pioneer and the author of “Transforming Sales Management – Lead Sales Teams Through Change”. Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offering a unique approach to personal and organizational change management.
Join us as Grant shares his inspiring journey, as well as insights and resources to help us manage transformational change in a positive way.
Highlights:
- Grant’s academic journey into professional sales
- Core issues in sales management today
- The ‘Scared - So What’ model
- The academic approach to sales management
Episode Resources
* Connect with Mark Cox
* https://www.inthefunnel.com/
* https://ca.linkedin.com/in/markandrewcox
* https://www.facebook.com/inthefunnel
* markcox@inthefunnel.com
* Connect with Grant Van Ulbrich
* Scared So What - Website Resources: https://scaredsowhat.com/
* Transforming Sales Management:
https://www.amazon.ca/Transforming-Sales-Management-Through-Change-ebook/dp/B0BTT8KFY1
* LinkedIn: https://www.linkedin.com/in/grantvanulbrich/
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpowers: Why We Lose Them and How to Get Them Back.
Join us as we discuss the keys to successful selling from “Moving from Models to Mindsets” and the six core selling skills such as differentiation and presence. John also shares some challenges in sales training and sales management today.
Highlights:
- John’s journey in professional sales
- Challenges in sales management today
- The six core selling skills
- Problems in sales training
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with John Reid * JMReid Group: https://jmreidgroup.com/ * Moving from Models to Mindsets: https://www.amazon.ca/Moving-Models-Mindsets-Rethinking-Conversation/dp/1544512732 * The Five Lost Superpowers: https://www.amazon.ca/Five-Lost-Superpowers-Lose-Them/dp/1544522940
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of “The LinkedIn Sales Playbook: A Tactical Guide to Social Selling”.
Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand connections, develop relationships and increase active engagement. She also shares three amazing tips for leveraging referrals to connect with new buyers.
Highlights:
- Brynne’s journey in professional sales
- LinkedIn as a dynamic Rolodex
- How to appropriately reach out for a referral
- Developing relationships through content engagement
- Practices to avoid on LinkedIn
- Best practices for posting content
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Brynne Tillman * The LinkedIn Sales Playbook: https://a.co/d/2V0PCgs * brynne.tillman@socialsaleslink.com * Social Sales Link: https://socialsaleslink.com/ * Making Sales Social Podcast: https://socialsaleslink.com/podcast/ * LinkedIn: https://www.linkedin.com/in/brynnetillman/
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Sam Richter is an internationally recognized expert on digital transformation and the author of the best-selling book, “Take the Cold Out of Cold Calling”. He was named one of the World’s Top 50 Sales Keynote Speakers in 2019 by Top Sales World and one of the Top 25 Most Influential People in Sales by InsideView multiple times. Sam is also the founder of IntelNgin, a technology that helps you find key business and sales information faster.
Join us as we discuss the importance of relevance and knowing what’s important to the buyer, how to properly reach out to prospects, and the importance of mindset and being genuine in all of your interactions.
Highlights:
- The importance of relevance and adding value
- Customer relevance management
- The platinum rule
- The 3x5 method for getting into the buyer’s mindset
- Building a genuine and authentic reputation
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Sam Richter * Take the Cold Out of Cold Calling: https://a.co/d/2MXFGWY * https://www.linkedin.com/in/samrichter * Sam's Website: https://samrichter.com/ * IntelNgin: https://www.intelngin.com/
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Barry Trailer is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His recent article with Sales Mastery, “Can AI Really Help You Sell?” was published by Harvard Business Review. Barry first started as a professional engineer before migrating to sales and founding CSO Insights, one of the best research firms in professional selling, acquired by Miller Heiman in 2015. Bringing his expertise in sales training and sales enablement to Miller Heiman, he conducted over 400 training workshops and has since continued on his mission of elevating B2B sales today.
Join us as we discuss what has changed and what has stayed the same in the world of selling and go in-depth into the sales relationship matrix.
Highlights:
- Barry’s journey in professional sales
- What has stayed the same and what has changed in sales today
- Sales Mastery’s research with over 500 sales organizations
- Sales Performance Matrix Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Barry Trailer
- https://salesmastery.com/
- Can AI Really Help You Sell? (2022): https://hbr.org/2022/11/can-ai-really-help-you-sell
- Sales School 2.0 on YouTube: https://www.youtube.com/channel/UCHvBKz1R6UtA47rx7dSMf1g
- https://www.linkedin.com/in/barrytrailer/
Call to Action In the Funnel Sales Workshop Free Sales Tools
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On this episode of The Selling Well podcast, we spoke to Nathan Furr, Associate Professor of Strategy at INSEAD, and Susannah Harmon Furr, entrepreneur, designer, and art historian. Together the couple co-authored “The Upside of Uncertainty: A Guide to Finding Possibility in the Unknown”, a science-backed guide providing frameworks and tactics to help navigate through uncertainty. Nathan has a deep background in this space, teaching innovation and technology strategy at INSEAD, and co-authored four books before his latest and forefront of our discussion, co-authored with Susannah.
Join us as Nathan and Susannah share insights on the topic of uncertainty and a four-step framework to help sales professionals and anyone in business navigate through it.
Highlights:
- Nathan and Susannah’s professional journey
- The inspiration behind The Upside of Uncertainty
- Framework for managing through uncertainty
- Nathan and Susannah share how it was writing a book together Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect With Nathan Furr And Susannah Harmon Furr
- Online Course: https://www.theupsideofuncertainty.com/
- The Upside of Uncertainty (2022): https://a.co/d/12iBVSq
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Dr. Cindy McGovern is the CEO of Orange Leaf Consulting, coaching and guiding companies and individuals to achieve both professional success and sustainable revenue growth. She is the author of the Wall Street Journal Bestseller “Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work” and her most recent book, “Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand”. Cindy has also been a keynote presenter at conferences around the world, speaking on various sales, leadership, and motivational topics.
Join us as we discuss her most recent book, highlighting the importance of creating a personal brand and understanding the values and superpowers that you bring to the table.
Highlights:
- Cindy’s journey in professional sales
- What sales really is today
- The inspiration behind Cindy’s latest book
- Understanding your superpowers and building a personal brand
- Living our values in our sales communicatio Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Dr. Cindy McGovern
- Cindy's Website: https://drcindy.com/
- Orange Leaf Consulting: https://orangeleafconsulting.com/
- Orange Leaf Academy: https://www.orangeleafacademy.com/
- Sell Yourself: How to Create, Live, and Sell a Powerful
- Personal Brand: https://a.co/d/cmxfTbt
- https://twitter.com/1stladyofsales
- https://www.instagram.com/1stladyofsales/
Call to Action In the Funnel Sales Workshop Free Sales Tools
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Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry.
Join us as we discuss Mike’s incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.
Highlights:
- Mike’s journey in professional sales
- A flaw in training for the SAAS selling process
- Overcoming discovery resistance
- The history of SPIN selling
- Emotional connection through story tending Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Mike Bosworth
- Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj
- Customer Centric Selling: https://a.co/d/24aRuaE
- https://www.storyseekers.us/
- https://weconcile.com/
- https://www.linkedin.com/in/mikebosworth
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Dr. Marcia Reynolds is the President of Covisioning, teaching and coaching leaders how to engage in powerful conversations that connect, influence, and activate change. Marcia is one of the top coaches in the world and one of the first 25 people to become a master-certified coach. She has taught or coached in 43 different countries and has written four books on the topic, including her latest book, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry.
Join us as we discuss lots of practical experiences with Marcia, with wonderful tips about coaching and how to become a better leader.
Highlights:
- Marcia’s career journey
- How do we help people make real change?
- The 5 crazy coaching beliefs
- How to become more coachable
- Challenges in coaching and how to resolve them
- 3 positive mental habits Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Dr. Marcia Reynolds
- Marcia Reynold's Books: https://covisioning.com/books/
- Coach The Person Resources: https://covisioning.com/?s=coach+the+person+resources
- YouTube Channel: https://www.youtube.com/user/MarciaReynolds
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David Ulrich is a university professor, author, speaker, management coach and consultant. He is a professor of business at Ross School of Business, University of Michigan, and a co-founder of The RBL Group. David has written over 30 books that have shaped the HR profession and shown the impact of leadership on customers and investors.
He has been ranked the #1 Management Educator & Guru by BusinessWeek, selected by Fast Company as one of the 10 Most Innovative and Creative Leaders, and recognized as the most influential thinker of the decade by HR Magazine.
Join us as we discuss David’s latest book, Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets, and how HR can help in the professional sales process with your most important clients.
Highlights:
- Where HR is today as a function and a strategic tool for business
- How to bring in and retain the right salespeople
- How HR can help in the professional sales process
- David walks through role-playing scenarios and examples of leveraging HR in the sales process
- The impact of human capability Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with David Ulrich
- Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets: https://a.co/d/503sY1x
- https://www.rbl.net/about-us/consultants/dave-ulrich
- https://www.linkedin.com/in/daveulrichpro/
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Stephen M.R. Covey is a co-founder of CoveyLink and the FranklinCovey Global Speed of Trust Practice. He is a sought-after keynote speaker and advisor on trust, leadership, ethics, and high performance and a New York Times and Wall Street Journal bestselling author of The SPEED of Trust—The One Thing That Changes Everything.
Stephen is also the former CEO of Covey Leadership Center, which nearly doubled revenues and increased profits by 12 times under his guidance. Within three years of being named CEO, he grew shareholder value by 67 times as a result of the merger he orchestrated with Franklin Quest, forming what is now known as FranklinCovey.
Join us as we discuss his latest book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. Stephen shares how leaders need to shift to the “trust and inspire” leadership approach over the former “command and control” approach of the past, to catch up with the changes in the nature of the workplace and the workforce.
Highlights:
- The inspiration behind Stephen’s latest book
- Elevating performance through the “trust and inspire” leadership approach
- The barriers and benefits of the “trust and inspire” approach
- How to make the shift in leadership style
- Stephen’s favorite authors and sources of information Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Stephen M.R. Covey
- Trust and Inspire Website: www.trustandinspire.com
- Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others: https://a.co/d/18Vq5Xm
- https://www.linkedin.com/in/stephen-m-r-covey-6400191a5/
- https://twitter.com/StephenMRCovey
- https://www.instagram.com/stephenmrcovey/
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Marty Holmes is the Executive Director at the non-profit Sales Education Foundation, promoting the benefits of formal education of B2B sales in academia and the corporate world. Founded in 2007, the foundation provides support for the establishment and growth of sales education at the university level by funding sales research grants, providing a Career Development Program, funding sales-specific workshops, conferences and special interest groups, and creating a platform for exchanging ideas and best practices.
Join us as we have an amazing conversation about where we’re all going in terms of elevating the profession of sales to the profession it really is. Marty shares the upcoming plans for the foundation, including their next annual newsletter with the theme of the renaissance of both sales leadership and professional B2B sales.
Highlights:
- Marty’s background in sales and The Sales Education Foundation
- The state of sales education
- The topic of professional sales in academic journals
- Stigma in professional sales
- The Sales Education Foundation
- The benefits of focused sales education for both aspiring sales professionals and sales companies Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Marty Holmes
- https://salesfoundation.org/
- https://www.linkedin.com/in/marty-holmes-sef/
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Greg Nutter is the Principle Consultant and Founder of Soloquent Inc., a management consulting firm that helps CEOs and business owners identify and solve revenue growth problems. He is also the author of P3 Selling: The Essentials of B2B Sales Success.
This episode’s discussion begins with Greg sharing his journey and experience in professional sales. We then discuss the importance of the three P’s from his book, which are problems, people, and processes, and round out the discussion with insights regarding if and when to execute a channel strategy.
Highlights:
- Greg’s journey in professional sales
- Opportunities in B2B sales
- The inspiration behind Greg’s new book P3 Selling
- Three successes when it comes to scaling a sales team
- When and if to execute a channel strategy
- Advice for people who are just starting out in professional sales Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Greg Nutter
- P3 Selling Website: https://soloquent.com/p3-selling-book/
- P3 Selling: The Essentials of B2B Sales Success (Amazon):
- https://a.co/d/7srDt4S
- https://soloquent.com/
- https://www.linkedin.com/in/greg-nutter/
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Carol Kauffman is known globally as one of the top leaders in coaching. She was named the #1 Leadership Coach by Marshall Goldsmith and one of the top 8 coaches in the world by Thinkers 50. Carol is on the faculty of Harvard, where she is the Founder and Executive Director of the Institute of Coaching. She also supervises an international fleet of leadership coaches and has created a coach approach training program with a global footprint.
Join us as we discuss her new book, Real-Time Leadership: Find Your Winning Moves When the Stakes Are High, and have a candid conversation where Carol walks us through a coaching model, identifying what you should and should not do to effectively communicate as a coach or leader.
Highlights
- The inspiration behind Cindy’s new book, Real Time Leadership
- The split-second question that can change your life
- Defining coaching and why everyone needs it
- Carol walks Mark through a coaching model
- How to communicate areas for improvement with your team members Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Carol Kauffman PhD
- Real-Time Leadership: https://a.co/d/8pdbwDY
- The Split-Second Question That Can Change Your Life: https://www.inc.com/carol-kauffman/the-split-second-question-that-can-change-your-life.html
- https://carolkauffman.com/
- https://www.linkedin.com/in/carolkauffmanphd/
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Cindy Gordon is the Founder and CEO of Sales Choice, a SaaS company focused on ending revenue uncertainty and bringing more humanity to sales. Cindy has been a senior executive for Accenture, Xerox, and Citicorp, as well as a board advisor to the University of Arizona's Forbes Business and Technology MBA Program. She is the author of 14 books, the latest being “The AI Dilemma: A Leadership Guide to Assess Enterprise AI Maturity & Explore AI's Impact in Your Industry”.
Join us as we discuss Cindy’s journey in professional sales and dive into the increasingly relevant topic of artificial intelligence and its impact on sales.
Highlights
- Cindy’s journey in professional sales
- What is AI, and how can we leverage it to improve sales performance?
- Creating a technology plan within a dynamic environment
- Top AI use cases to help us sell better
- Account scoring with AI Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Dr. Cindy Gordon
- The AI Dilemma: https://a.co/d/dR6qa1k
- https://www.saleschoice.com/
- https://www.forbes.com/sites/cindygordon/?sh=6ec185a91710
- https://www.linkedin.com/in/cigordon
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Frank Cespedes is a Senior Lecturer at Harvard Business School and has consulted some of the top business names in the world. He is the author of 6 books, including Aligning Strategy and Sales and his latest book, Sales Management That Works. This is his second appearance on The Selling Well, in the first webinar episode live-streamed on LinkedIn.
Join us as we discuss the topics of his books, with the conversation centered around the subtitle of his latest book, How to Sell in a World that Never Stops Changing. Frank shares insights on how sales leaders and professionals can prepare for the coming year and answers live questions from viewers on various sales topics.
Highlights
- Changes in the world right now and implications for sales
- Gaining a competitive advantage through fundamentals
- Culture eats strategy for breakfast, lunch, and dinner
- Frank answers some questions from the viewers
- The future of professional sales Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Frank Cespedes
- https://frankcespedes.com/
- Sales Management That Works: https://a.co/d/2y8p8fH
- https://www.linkedin.com/in/frankcespedes/
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Oscar Trimboli is an author, keynote speaker, and host of the Apple award-winning podcast Deep Listening. You may also recognize him from one of the earlier episodes of the podcast when Oscar came on to discuss his second book, Deep Listening: Impact Beyond Words. This time we reviewed his third book, How to Listen: Discover the Hidden Key to Better Communication.
Join us as we discuss the listening structures and strategies from Oscar’s latest book to be more effective in communicating in the workplace, as well as the importance of shifting from listening for how to beat the competition to listening for who’s approving the business case.
Highlights
- What prompted Oscar to write How to Listen
- 125, 400, 900
- Listening for similarities vs listening for differences
- Utilizing silence in communication
- Helping the client navigate the business case through the organization
- Having a conversation about having a conversation Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Oscar Trimboli
- Listening Quiz
- How to Listen: Discover the Hidden Key to Better Communication
- Deep Listening: Impact Beyond Words
- Podcast
- https://www.linkedin.com/in/oscartrimboli/
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Roger Martin is a Professor Emeritus and former Dean at the University of Toronto’s Rotman School of Management. He is a trusted strategic advisor to the CEOs of some of the largest companies in the world, including Procter & Gamble, Lego, and Ford. In 2017, Roger was named the world’s #1 management thinker by Thinkers50, a biannual ranking of the most influential global business thinkers.
Roger has authored 13 books, including When More Is Not Better, Creating Great Choices, Getting Beyond Better, Playing to Win, and his newest book, A New Way To Think. We discuss the idea of his latest book, which identifies some classic models associated with different topics in business and thinks about a more effective model for that particular topic.
Join us as we discuss some of these topics, including a great conversation about incentive compensation in professional sales and a deep dive into the role of professional sales in academia and why it isn’t being taught at the MBA level.
Highlights
- The topic of Roger’s upcoming book
- The role of sales in academia
- Why aren’t professional sales being taught at the MBA level?
- Incentive compensation in professional sales
Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Roger Martin
- When More Is Not Better: Overcoming America's Obsession with Economic Efficiency
- Creating Great Choices: A Leader's Guide to Integrative Thinking
- Getting Beyond Better: How Social Entrepreneurship Works
- Playing to Win: How Strategy Really Works
- A New Way to Think: Your Guide to Superior Management Effectiveness
- https://rogerlmartin.com/
- https://www.linkedin.com/in/roger-martin-9916911a9/
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John Hagel has over 40 years of experience as a management consultant, author, speaker, and entrepreneur. During his time at Deloitte, John was the founder and chairman of the Silicon Valley-based Deloitte Center for the Edge, with the mission to identify and explore opportunities on the edge of business and technology.
In his new book, The Journey Beyond Fear, John explores why people are experiencing so much fear these days, how fear manifests itself in terms of someone’s view of the future, and how leaders can create an environment in the workplace to engage our workforce and shift their outlook of the future from fear to passion.
Highlights
- Why John wrote a book about fear
- Defining fear
- Mounting performance pressure and “the big shift”
- Changing your mindset to see the future as full of opportunities instead of threats
- Passion in the workplace
- What is the Edge?
- What is John reading right now? Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with John Hagel
- The Journey Beyond Fear
- The Power of Pull
- The Only Sustainable Edge
- http://www.johnhagel.com/blog/
- http://www.linkedin.com/in/jhagel/
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Will Allred is the Co-Founder and COO of Lavender, the #1 Sales Email Assistant. Lavender has a suite of tools optimized for salespeople, helping you write high-quality emails faster. Will is one of the top sales influencers on LinkedIn, having been awarded LinkedIn Top Sales Voice in 2021.
On this episode of The Selling Well podcast, Will joins us alongside our Co-host David Fauser, to discuss the insights and strategies to write better cold emails and shares how Lavender leverages tools optimized for salespeople to receive more responses.
Highlights
- Will’s journey in professional sales
- Pulling points of interest for cold emails
- Personalized reference points to encourage engagement
- How long should your cold emails be?
- How Lavender provides solutions for creating cold emails
- The value of using email to start a conversation
- Books Will is currently reading Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Will Allred
- https://www.lavender.ai/
- https://www.linkedin.com/in/williamallred
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David Fauser is the Director of Sales at CIMCO Refrigeration, a leader in refrigeration and cooling technologies. David is regarded by his clients and prospects as a trusted advisor, helping them achieve their desired business goals. You may also recognize David as the occasional co-host on The Selling Well.
Join us as we discuss achieving that trusted advisor status, and how to put ourselves in our clients or prospects' shoes to create better relationships, focusing on helping them achieve their desired business goals, and in doing so achieving ours.
Highlights
- What is most important in professional sales?
- Creating better relationships with clients
- Achieving trusted advisor status
- Becoming an expert in your industry and your clients' business Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with David Fauser
- https://www.cimcorefrigeration.com/
- https://www.linkedin.com/in/david-fauser-bab602b
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In addition to touring as a professional musician and singer/songwriter, Monique Rhodes is a Happiness Strategist, teaching students and corporations around the world how to master their lives. She has spent the last 25 years studying the mind and its relationship to happiness and suffering. Monique’s program The 10 Minute Mind is used by over 70 universities and colleges. She also has an 8-week course, The Happiness Baseline, scientifically baselining eight areas important to happiness.
Join us as Monique shares stories from her incredible journey, along with insights and habitual strategies to improve your mental health and live a happier life.
Highlights
- Monique’s incredible journey
- Mental health in professional sales
- Protecting our mindset
- The Happiness Baseline
- Making decisions around our habits
- The 10-Minute Mind/The power of meditation Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Monique Rhodes
- Happiness Quiz
- In Your Right Mind Podcast
- The 10-Minute Mind
- The Happiness Baseline
Call to Action In the Funnel Sales Workshop Free Sales Tools
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Andy Springer is an expert in high-performance sales and co-author of “Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely.” As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm. He has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients.
Join us as we discuss the insights and a variety of topics from RAIN Group’s research in their Top-Performing Sales Manager report, such as the importance of investing in the development of sales managers and the correlation between sales managers’ confidence and effectiveness.
Highlights
- Andy’s journey in professional sales
- Why Andy focuses on sales management
- Investing in the growth of sales managers
- The Rain Group’s research
- How Andy defines coaching
- Correlation between sales managers' confidence and effectiveness
- Summary of the research report findings
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Andy Springer * https://www.rainsalestraining.com/ * The Top-Performing Sales Manager Report * Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely * https://au.linkedin.com/in/andyspringer
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Sally Duby is a pioneer in the field of virtual selling, inside sales, and sales development. She is the Chief Sales Officer at The Bridge Group, helping companies realize the potential of inside sales through strategic thinking and the smart use of models, metrics, and motions. Sally was named one of the Most Influential Women in Sales in 2019.
Join us as we discuss key topics in her areas of expertise, such as what goes into creating an effective sales development program, how to enable our sales team to have strategic conversations, and how to set outsourcers up for success.
Highlights
- Sally Duby: A Top Woman in Sales
- The key trends for SDR and outbound prospecting for 2022
- Power of sales and marketing
- Key elements of setting up a sales development program properly
- Knowing your buyer
- Impact of COVID-19 on sales recruitment
- Different attributes they are looking for in an individual to know if they’ll be successful in SDR
- Benefits and risks of outsourcing your marketing and sales functions and processes
- First impressions in sales
- The importance of staying in your line
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Sally Duby * https://www.bridgegroupinc.com/ * https://linkedin.com/in/sallyduby/ * https://twitter.com/sallyduby
Call to Action
In the Funnel Sales Workshop
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Lee Salz is a leading sales management strategist and the Founder and CEO of Sales Architects. Sales Architects is a business consulting firm specializing in sales, marketing, and sales management, helping clients develop processes to hire the right salespeople, effectively onboard them, and achieve business objectives. He is also the author of six books, including Sales Differentiation, Hire Right, Hire Profits, and Sell Different!
Join us as Lee shares insights from his latest book, with practical examples and strategies for salespeople to differentiate themselves from their competitors and secure more deals.
Highlights
- Lee’s journey in professional sales
- Responding to questions and creating an experience for the buyer
- What’s different about Sell Different?
- Why outbound prospecting isn’t dead
- Growth orientation and the fear of change
- Asking for referrals from existing clients or prospects
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Lee Salz * Sell Different! * https://salesarchitects.com/
Call to Action
In the Funnel Sales Workshop
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How to Listen:
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Colleen Stanley is the President of SalesLeadership, Inc., one of the world’s leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership.
Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life.
Highlights
- Colleen’s journey in professional sales
- Understanding emotional intelligence
- Emotional intelligence in sales
- Vetting for soft skills in the hiring process
- The difference between teaching and coaching
- Embracing and learning from failures
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Colleen Stanley * https://www.salesleadershipdevelopment.com/ * https://www.linkedin.com/in/colleenstanleysli/
Call to Action
In the Funnel Sales Workshop
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How to Listen:
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David Hoffeld is the CEO and Chief Sales Trainer of Hoffeld Group, a top research-backed sales training and consulting firm. He is the author of the best-selling book The Science of Selling and his most recent book, Sell More with Science. David has pioneered a revolutionary sales approach based on research in neuroscience, social psychology, and behavioral economics, proven to radically increase sales. As a sought-after sales thought leader and speaker, David helps companies align their sales behaviors with how the brain naturally forms buying decisions.
Join us as we discuss topics from his books, with insights on the science behind buying decisions, how to effectively frame any question for a client, and the importance of fostering a growth mindset in sales.
Highlights
- David’s journey in professional sales
- Defining the key terms from David’s book
- The science behind how the buying decision occurs
- The six “why’s” of science-based selling
- Framing questions about your product or service
- Focusing on the buyer
- Fostering a growth mindset in sales
- What David is currently learning
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with David Hoffeld * The Science of Learning * Sell More with Science * https://www.hoffeldgroup.com/ * https://www.linkedin.com/in/davidhoffeld/
Call to Action
In the Funnel Sales Workshop
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How to Listen:
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Hermann Simon, Ph.D. is the founder and honorary chairman of the leading consulting firm Simon-Kucher & Partners. Herman was inducted into the Thinkers50 Hall of Fame as a strategy, marketing, and pricing expert. He is the author of 36 books in 27 languages, including the book we discussed in his first appearance on the podcast, True Profit!: No Company Ever Went Broke Turning a Profit, and his upcoming book, Beating Inflation: An Agile, Concrete and Effective Corporate Guide. Since 2005, Hermann has continuously been elected the most influential living management thinker in German-speaking countries.
Join us as we take a deep dive into the topic of inflation. Hermann shares insights on what exactly inflation is and its implications, how long we’re likely to be experiencing it, and what opportunities may arise for CEOs and sales leaders.
Highlights
- What makes Hermann Simon unique and different?
- Defining the inflation we’re going through right now and why we’re experiencing this level of inflation
- The two categories that cause inflation
- What are the things to expect during inflation?
- Hermann’s advice to a sales manager who wants to communicate to their sales team positively without knocking their confidence
- Why you should focus more on hot values during inflation
- How to address the critical conversation of wages with employees in a logical and fair manner
- How can we beat inflation?
- Ways to learn more about Hermann Simon
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Hermann Simon * http://hermannsimon.com/ * https://www.simon-kucher.com/en * https://www.linkedin.com/in/simonhermann/
Call to Action
In the Funnel Sales Workshop
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How to Listen:
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Ryan Gottfredson, Ph.D., is a mental success coach and cutting-edge leadership development consultant, researcher, and author. Ryan helps leaders and organizations operate at a higher level through vertical development and elevated mindsets. He is currently a leadership and management professor at the College of Business and Economics at California State University-Fullerton. As a respected researcher on topics related to leadership, management, and organizational behavior, Ryan has published over 15 articles in several journals, including the Journal of Management, Journal of Organizational Behavior, and Business Horizons.
He is also the Wall Street Journal and USA Today best-selling author of Success Mindsets: The Key to Unlocking Greater Success in Your Life, Work, & Leadership and his latest book, The Elevated Leader: Level Up Your Leadership Through Vertical Development.
Join us as we discuss a variety of topics from his books, as Ryan shares insights on the different types of mindsets, their significant influence on our thinking, learning, and behaviors, and what triggers someone to want to change their mindset, particularly if they have already experienced success.
Highlights
- What are the things that they learned through vertical development?
- Why is the mindset the key multiplier in sales?
- The different triggers for someone to try and change their mindset.
- What is MINDSET?
- How can you start having the open mindset track?
- The four sets of mindsets and how they work.
- What are the different mindsets a leader should have to create value?
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Ryan Gottfredson * https://ryangottfredson.com/ * https://www.linkedin.com/in/ryangottfredson * https://ryangottfredson.com/blog/ * The Elevated Leader: Level Up Your Leadership Through Vertical Development
Call to Action
Get the Personal Mindset Assessment
In the Funnel Sales Workshop
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How to Listen:
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Matt Dixon is an accomplished business researcher and sought-after advisor to corporate leadership teams around the world. He is a Founding Partner of DCM Insights, helping organizations better understand the changing landscape of customer behavior. Matt co-authored three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review, with over 20 publications in print and online.
Join us as we discuss his latest book, The JOLT Effect, which addresses the common problem faced by salespeople of deals ending in “no decision” and offers strategies and approaches for salespeople to overcome customer indecision.
Highlights
- What the JOLT Effect book is all about and how is it different from other books with the same theme?
- What happens when you challenge customer thinking?
- How did they handle the massive data source from a very large sample size while researching their book?
- The three things that customers get wrapped around the axle have nothing to do with the status quo.
- What are the four things that are unique and different from top-performing salespeople?
- How selling less upfront, but selling more overtime, works.
- How to learn more about Matt and connect with him.
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Matt Dixon * http://www.jolteffect.com/ * http://www.dcminsights.com/ * http://www.linkedin.com/in/matthewxdixon/
Call to Action * In the Funnel Sales Workshop * Free Sales Tools
How to Listen:
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Liz Wiseman is a researcher and executive advisor who teaches leadership around the world. She is the CEO of Wiseman Group, leadership research, and development firm helping people transform their organizations by maximizing impact and multiplying intelligence. Liz is the author of the New York Times bestseller Multipliers: How the Best Leaders Make Everyone Smarter, The Multiplier Effect: Tapping the Genius Inside Our Schools, and Wall Street Journal bestseller Rookie Smarts: Why Learning Beats Knowing in the New Game of Work. She has been listed on the Thinkers50 ranking and was recognized as the top leadership thinker in the world in 2019.
Join us as we discuss insights on impact players and the five practices and behaviors that set them apart from just being a good contributor.
Highlights
- Get to know the guest: Who Liz Wiseman is
- What drove Liz to do the research and focus on impact players.
- What is the big difference between a solid player and an impact player?
- How you can go from being a solid player to an impact player.
- What are the situations where rock-solid contributors fall short and impact players excel.
- Naive Yes: What it means and why you should not say yes to everything to have a higher impact on work.
- Step up and step back: What impact players are doing when the roles are unclear.
- What does “fire and forget” mean and how you can start implementing it.
- How you can enable a person to continue to develop their career to get better, better, and better and take all the pressure off you
- What is the “make work light” practice and how does it work?
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Liz Wiseman * Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact * http://thewisemangroup.com/ * http://twitter.com/LizWiseman * http://linkedin.com/in/lizwiseman
Call to Action
In the Funnel Sales Workshop
Free Sales Tools
How to Listen:
Subscribe on Apple Podcasts
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Lori Richardson is the Founder and CEO of Score More Sales, a sales strategy firm helping mid-sized technology, distribution, and service companies grow front-line revenues in quick and focused ways. She is also the President of Women Sales Pros, a community of women supporting women in B2B sales and sales leadership.
Lori is a sales influencer according to LinkedIn, Salesforce, and other organizations. She is the author of "She Sells - Attract, Promote, and Retain Great Women in B2B Sales". Lori also hosts the award-winning podcast "Conversations with Women in Sales" and is the creator of the She Sells Summit.
Join us as we discuss the state of women in professional sales today, as well as what sales leaders and hiring managers can do to encourage more women to apply for roles.
Highlights
- Who David Fauser is
- How to create an environment that is psychologically safe so people can feel comfortable working there, but also feels challenged
- How Lori started in professional sales
- The state of women in professional sales today
- What the experience is of teaching MBA students
- Why women are the future of B2B sales
- What resources to use to understand the art of women in professional sales
- Lori’s book writing process
- The challenges in professional sales
- Which part of professional sales confuses Mark
- What the difference is between a trained salesperson versus somebody who's just learning night and day
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Lori Richardson * https://womensalespros.com/ * https://shesellssummit.com/ * https://www.linkedin.com/in/scoremoresales
John Livesay, known as “The Pitch Whisperer”, is a sales keynote speaker and author, teaching salespeople to become better storytellers to help them to win new business. John is the author of the best-selling book Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar, and his latest book The Sale is in the Tale. He also hosts “The Successful Pitch” podcast, with listeners in over 60 countries.
John shares his insights and strategies as a guest lecturer at multiple universities including the University of Chicago Booth School of Business and the University of Texas at Austin (UTLA). He has also made a TV appearance with Larry King as an expert on “How To Ask For What You Want And Get A Yes.”
Join us as we discuss storytelling in sales and the difficulty of standing out. John details frameworks and strategies to help you tell more compelling stories and make your business more memorable to your buyers.
Highlights
- Who is John Livesay, the Pitch Whisperer: How he helps other people in improving their pitches and self-esteem
- How John started in sales
- How you can prepare to really stand out
- What challenges there are when working with teams
- What three things to keep in mind when telling a story
- What prompted John to write the book, "The Sale is in the Tale"
- What the four-step process is to become more memorable through effective storytelling
- How to learn more and reach out to John
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with John Livesay * The Successful Pitch Podcast * The Sale is in the Tale * https://johnlivesay.com/ * https://www.linkedin.com/in/jlivesay/
Rene Zamora is the President and Sales Management Consultant at Sales Manager Now, managing small business sales teams for companies trying to elevate their sales performance through Fractional Sales Management. Rene spent 23 years in sales and sales management before starting his consulting practice, providing high-performance training programs to small and medium-sized businesses, and starting his own business, Sales Manager Now. He is also the author of Part-Time Sales Management, with insights on building a system for small business owners to manage sales and elevate performance.
Join us as we discuss the challenges of sales management and leadership today, as well as the core competencies to look for when hiring salespeople.
Highlights
- Who Rene Zamora is
- His journey to professional sales
- What fractional sales management is
- How to attract the right sales talent
- How they help CEOs build their own sales team: What competencies are they looking at and their core focus
- The top trends and big issues in sales
- What Rene’s coaching is related to
- How to deal with team members who need help in developing professionally
- What opportunity coaching is and how it works
- How to reach out and start working with Rene
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Rene Zamora * https://salesmanagernow.com/ * Part-Time Sales Management: For Small Business Sales Teams * https://www.linkedin.com/in/renez
Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses.
Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review “Stop Selling. Start Collaborating: The secret to fostering lasting client relationships.” Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples.
Highlights
- Get to Know Him Better: Who is Christoph Senn?
- His journey to professional sales
- The nine building blocks of successful business relationships
- How companies can create future-proof relationships that can survive even during times of uncertainty
- What the client's first mentality is
- How to find out more about Christoph Senn and INSEAD
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Christoph Senn * INSEAD: Marketing & Sales Excellence Initiative (MSEI) * Valuecreator * Stop Selling. Start Collaborating. The secret to fostering lasting client relationships
Mark Hunter, known as “The Sales Hunter”, is a speaker, consultant, and best-selling author, globally recognized for his sales leadership. He is recognized as one of the Top 50 Most Influential Sales and Marketing Leaders in the world. Mark is also the author of the best-selling books High-Profit Selling (2012), High-Profit Prospecting (2016), and A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020).
With over 30 years of sales experience, Mark travels the world to speak at conferences and sales meetings, helping sales professionals create change in their organizations through his tools and strategies. His strategies are further shared through his online program, The Sales Hunter University, which was ranked as one of the top 10 sales learning programs in 2020.
Join us as Mark shares insights on the approaches and strategies from his latest book, including his 10-step game plan for managing your week and the importance of going into every discussion with the mindset of helping the customer.
Highlights
- Who is Mark Hunter, also known as the Mind Hunter?
- How important having the right mindset is in professional sales
- His journey and start in sales: How he ended up in professional sales
- What the customer’s first mindset is all about
- Why mindset is the primary topic for his book
- What the 10:00 AM rule is
- How powerful the power of mindset is
- What the difference is between a top performer and an average performer
- What happens if you wrap yourself in success
- How the 10-step game plan works
- How to learn more about Mark
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Mark Hunter * A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020) * https://www.amazon.ca/Mind-Sales-Practical-Strategies-Success/dp/1400215676 * https://thesaleshunter.com/ * https://www.linkedin.com/in/markhunter/
Lisa Magnuson is the Founder and CEO of Top Line Sales, a sales consultancy that helps companies overcome the barriers to winning Top Line accounts through a field-proven process with strategic training and coaching. She is also the author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly (2019).
Join us as we discuss Lisa’s book, with insights on the strategies, processes, and tools to help your organization land 5X deals, as well as the importance of having a structure for pre-call planning and the concept of adding value outside of the products and services you offer.
Highlights
- What you’ll get from the In The Funnel Sales Training
- Who Lisa Magnuson is
- Why there’s a need for help in the 5X deal space
- What is so great about the book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly
- What Lisa’s sales process is in terms of vetting clients at the qualified stage
- How to get started and make the commitments to go after larger deals
- Why it is hard to work with temporary teams
- How to deal with difficult questions during discussions
- How the pre-call prep works
- What LinkedIn Learning is
- How to learn more about Lisa
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Lisa Magnuson * The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly * http://toplinesales.com/ * BrightTalk Seminars * https://www.linkedin.com/in/toplinesales/
Andy Paul is the author of three best-selling books in professional sales and the host of the world’s leading sales podcast, The Sales Enablement Podcast. With millions of downloads and over 1000 episodes, Andy has shared inspiring conversations with the world’s most exciting sales leaders.
Andy was the first guest on The Selling Well podcast and has welcomed Mark onto his show on multiple occasions. We are excited to have Andy back on our show, as we discuss his latest book Sell Without Selling Out (2022), and a variety of key sales topics, including the 4 core sales behaviors to be successful and how to help the buyer build an effective vision of success.
Highlights
- What makes the In The Funnel Workshop different from others
- Who is Andy Paul
- What drove Andy to write Sell Without Selling Out
- What “selling in” means
- The common misconceptions on sales
- How do you define win rate as a seller?
- What is the cost of putting a proposal together
- The concept of productivity
- How the situation was when Andy Paul started
- How you can help customers in creating a vision of success
- What the vision of success means
- What is the biggest gap when working with teams today
- How to find out more information about Andy Paul
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Andy Paul * Sell Without Selling Out * Zero-Time Selling * Sales Enablement Podcast * https://www.andypaul.com/ * https://www.linkedin.com/in/realandypaul
Ethan Beute is a Wall Street Journal Bestselling author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (2019) and his most recent book Human-Centered Communication: A Business Case Against Digital Pollution (2021). He is the Chief Evangelist at BombBomb, a human-centered communication platform helping sales teams build relationships through email, text, and social media. Ethan is also the host of The Customer Experience Podcast, helping revenue leaders create alignment, intention, and holism across their organizations to create and deliver a better customer experience.
Join us as we discuss the main topics of Ethan’s most recent book, diving into the different types of digital pollution, the importance of adding value in every interaction with a client or prospect, and the buyer’s assessment of the seller’s intent during the decision-making process.
Highlights
- What to expect from the In The Funnel Sales Workshop
- Who is Ethan Beute
- What his professional journey is all about
- What digital pollution is
- The three forms of digital pollution
- Why mixing a video to your message is easier to relay your message than sending a text
- How humans make decisions based on intent
- Does blasting the leads in your funnel work?
- How you can add value to your target audience
- How to get in touch with Ethan and learn more about BombBomb
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Ethan Beute * Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience * Human-Centered Communication: A Business Case Against Digital Pollution * The Customer Experience Podcast * https://bombbomb.com/ * https://www.linkedin.com/in/ethanbeute/ * https://twitter.com/ethanbeute * https://www.instagram.com/ethanbeute * ethan@bombbomb.com
David Brock is the Founder and CEO of Partners in EXCELLENCE, helping organizations and individuals improve their sales performance to outperform and outsell their competitors. Partners in EXCELLENCE has a global presence, supporting clients in every continent, with experience in several industries. David is also the author of Sales Manager Survival Guide (2016), addressing the challenges and responsibilities faced as a front-line sales manager.
Join us as David shares insights on a variety of topics, including the role and critical importance of a front-line sales manager, how to focus our time and effort in coaching a sales team, and how to have better conversations with clients and prospects.
Highlights
- Why how you sell is more important than what you sell
- How the In The Funnel events are different from other trainings
- What is Dave’s journey in professional sales like
- How the sales execution framework addresses and focuses on the fundamentals
- What the Sales Manager Survival Guide is all about
- Why the focus of the CRO is very different from other C-level roles
- What are the core principles that helped Dave and his team in coaching and helping others become better coaches
- How much time managers are spending preparing for coaching
- What is the highest leverage that the managers have in driving the performance of the team
- How the preparation process should be when it comes to implementing a high-impact coaching discussion
- How to create value for the customer from a sales point of view
- What drives customer loyalty and value creation
- How to learn more about Dave
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with David Brock * Sales Manager Survival Guide (2016) * https://partnersinexcellenceblog.com/ * https://www.linkedin.com/in/davebrock/ * https://twitter.com/davidabrock
Alli Rizacos is the founder of Alli Rizacos Coaching. She’s now a full-time coach, helping sales leaders and executives overcome their imposter syndrome. Alli grew her career in sales with 15 years of experience, many of which were with Salesforce. After having experienced imposter syndrome along her journey, she left the corporate world to start her own business, which has helped high-achieving tech leaders leverage their imposter syndrome as their superpower.
Join us as we discuss Alli’s experience with imposter syndrome and strategies for overcoming it, along with insights on going from a scarcity to an abundance mindset.
Highlights
- What makes the In The Funnel Sales Workshop different
- How Alli landed into the world of professional sales
- The best investment she made
- What is the imposter syndrome
- What the goal should be when starting a business
- Alli’s advice to SDRs who have the scarcity mindset or imposter syndrome
- The process: What her coaching centers around and what strategies she uses to overcome imposter syndrome
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Alli Rizacos * https://www.allirizacos.com/ * https://www.linkedin.com/in/allirizacos
Wendy Weiss is an author, speaker, sales trainer, and sales coach. She is the founder of the Salesology Prospecting Method which generates predictable sales and revenue results. Wendy is also the author of The Sales Winner's Handbook: Essential Scripts and Strategies to Skyrocket Sales Performance (2010).
In this episode of The Selling Well podcast, Wendy shares her journey from a professional ballet dancer to becoming a sales thought leader, known as The Queen of Cold Calling.
Join us as we discuss a variety of key sales topics, such as attributes to look for when hiring sales or business development representatives, the truth about scripting in sales, and the importance of the phone in a demand generation sequence.
Highlights
- Who Wendy Weiss is, the queen of cold calling
- Which is more important: How you sell or what you sell?
- What makes The Selling Well workshops different from others
- What Wendy’s journey to professional sales is like
- The difference between prospecting and selling
- How to know if your script doesn’t work
- Wendy’s advice to teams who want to get an SDR team
- How you can stand out to your prospects
- What Wendy loves the most about coaching salespeople
- How’s cold calling for women different than a general cold calling training?
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Wendy Weiss * https://gosalesology.com/about/ * https://www.linkedin.com/in/wendyweiss * https://twitter.com/wendyweiss * (866) 220-4242 * Sales Winner's Handbook: https://www.goodreads.com/book/show/13643854-sales-winner-s-handbook
Nathan Gerbe is a professional hockey player in the National Hockey League, currently playing for the Columbus Blue Jackets. He was drafted into the NHL by the Buffalo Sabres, having overcome countless obstacles in his journey to the league and later throughout his career. Having played in the NHL for over 11 years, playing for 3 different teams, Nathan has seen what it takes to be successful and consistent within the league.
Join us as we discuss the importance of interpersonal relationships and building trust as a coach, the power of mindset, and the practice of visualization when faced with adversity.
Highlights
- Who Nathan Gerbe is
- His journey to professional sport
- How difficult is it to persevere and make it to the NHL?
- The similarities between a person in professional sales and someone in professional sports
- The importance of coaching
- What the different types of coaches are
- The idea behind being a Chief Goal Officer
- What are the things that can help you deal with the challenges, failures, and ups and downs of your career?
- Which one weighs more: Discipline or Regret
- How to find and connect with Nathan Gerbe
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * markcox@inthefunnel.com * Connect with Nathan Gerbe * https://www.linkedin.com/in/nathan-gerbe-3aa1741bb/ * https://www.instagram.com/nathangerbe7 * https://twitter.com/nathangerbe14
Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide. He is the Global Head of Research and Communities at Ecosystems, a leading SaaS platform for collaborative customer value management. Brent is the co-author of the best-selling The Challenger Sale (2011) and The Challenger Customer (2015). He is also a frequent contributor to the Harvard Business Review, featuring his most notable article, “Sensemaking for Sales” (2022).
Join us as we discuss some key topics and challenges in professional sales today, including how customers are getting overwhelmed with information and options during the buying decision process. Brent provides some important insights regarding this topic, outlining the importance of helping the customer make sense of the information to instill confidence in their ability to make a large-scale decision.
Highlights
- Who Brent Adamson is
- How got into the path of professional sales
- Why the podcast, The Selling Well, exists
- What the number one thing is that you need to solve for in today’s world as vendors, suppliers, partners, or vendors
- What the paralysis of analysis means
- What the three questions to ask yourself to be more confident that you’ve made the right choices for you
- Where a lot of professional salespeople struggle
- How to extract the information and the knowledge or work with your existing base
- What the three approaches to information are
- Where to find more information about Brent and the Ecosystems
Episode Resources * Sensemaking for Sales (Harvard Article) * The Challenger Sale (2011) * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Brent Adamson * https://ecosystems.us/ * https://www.linkedin.com/in/brentadamson/ * https://twitter.com/brentadamson
Donald Kelly is the Founder of The Sales Evangelist. This sales training organization provides strategies through programs designed to eliminate confusion from B2B selling and help sales professionals consistently hit their targets. As a former top-performing technology sales professional, Donald has helped sellers from companies worldwide build confidence in their selling abilities, resulting in increased sales for organizations such as Rock Venture (Quicken Loans), HairClub, VMWare, and Consolidated Electrical Distributors LLC. (CEB), to name a few.
In addition to sharing his insights and strategies through workshops, online courses, and keynote presentations, Donald is the host of The Sales Evangelist podcast. His knowledge and insights have reached listeners in over 155 countries with 3.5 million downloads and have also been recognized by publications such as The Huffington Post, Forbes, and Entrepreneur Magazine.
Join us as we hear about Donald’s expertise captured in his book Sell It Like a Mango (2022) and discuss how technology, in many ways, is helping sales development representatives sell worse faster and what they can do to elevate their core skill sets to be more successful.
Highlights
- Who Donald C. Kelly is
- How he started his journey in professional sales
- What he’s seeing in the professional sales today: the challenges and the biggest opportunities
- The important feedback Donald’s wife pointed out to him
- What he is doing with Brigham Young
- Their takeaways from different sales people
- Why Daniel decided to write a book on selling
- What does it take, in terms of personality, traits, or capabilities, or competencies, to succeed in sales today
- The three underutilized ways that people are missing out on LinkedIn
- The people you should always keep your eyes on
- Where to get Donald’s book
- What are the books he’s reading right now?
- What value engineering is
- His writing process
- How people can get in touch with Donald C. Kelly and listen to The Sales Evangelist
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Donald Kelly * Sell It Like a Mango * https://thesalesevangelist.com/ * https://www.linkedin.com/in/donaldckelly * https://twitter.com/DonaldCKelly * https://www.instagram.com/donaldckelly * https://podcasts.apple.com/ca/podcast/the-sales-evangelist/id788738885
George Brontén is a life-long entrepreneur, with 25 years of experience in the software space and a passion for sales and marketing. He is the Founder and CEO of Membrain.com, an award-winning SaaS company that makes it easier for companies to capture, learn and execute the behaviors needed to achieve sales excellence. George has also published his own sales book titled Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020).
Join us as we discuss his journey and explore insights into a variety of sales topics such as how to add value to clients and prospects in core sales conversations and key elements of learning as a professional salesperson.
Highlights
- Membrain: A SAS company
- Discussion on the book Stop Killing Deals
- George’s journey and profession
- How you sell is why you win
- Selling is a noble profession when done right
- Understanding customers really well: their best interest at heart
- Why are buyers doing their own research?
- Adding value and writing a decision memo for clients
- Why isn't every prospect a good prospect?
- Hiring lifelong learners: training, development, and standards
- Customizing CRM and establishing a system
- An authentic way of selling
- Complex B2B sales
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with George Brontén * www.linkedin.com/in/georgebronten * https://www.membrain.com/blog * Book - Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020)
Hermann Simon, PhD is a world-renowned management thinker, pricing expert and entrepreneur. He is the founder and honorary chairman of Simon-Kucher & Partners, the world’s leading price consultancy with 42 offices worldwide and $522 million in revenue (2021). He is the author of over 35 books in 27 languages, including worldwide bestseller Hidden Champions and his newest book, True Profit!: No Company Ever Went Broke Turning a Profit (Springer, 2021). In 2019, Hermann was inducted into the Thinkers50 Hall of Fame, acknowledging his vital impact on how organizations are led and managed.
Join us as we discuss his journey and explore insights into the relationship between price and value, as well as the implications of inflation in the coming years.
Highlights
- Who Hermann Simon is
- Hermann’s journey of focusing on the pricing strategy and profitability
- What the different challenges are in a midsize organization
- What the challenges are for Hermann when working with different organizations
- How to help companies working with a huge gap between value and pricing
- What a business ecosystem is
- What are the risks of a supply chain?
- Should business owners pass the cost increases to the customers?
- What customer intimacy is
- What inflation really is
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Hermann Simon * https://hermannsimon.com/ * https://twitter.com/hermannsimon
Nicolas Vandenberghe is the Co-Founder and CEO of Chili Piper, a SaaS platform that helps businesses speed up the process of responding to inbound leads. As a renowned entrepreneur, Nicolas has created multiple businesses, providing breakthrough technology and software solutions used all over the world. Chili Piper is used today by Spotify, Airbnb, Shopify, and Intuit, to name a few of the 1000+ companies worldwide. The SaaS platform has thrived with a 100% remote work culture.
Join us as we discuss Nicolas’ journey as a marketer, entrepreneur, and sales professional, as well as insights on the lead response process and decision-making strategies at Chili Piper.
Highlights
- The oscillation between engineering and sales
- How he got started with his software
- The groups that Chili Piper are supporting
- How long it takes an average company to respond to an inbound lead
- The background of his research
- What the two different aspects of qualification are
- The big changes in the SaaS world
- The management innovation in Chili Piper: They no longer make decisions in meetings
- What management consulting is and why it’s interesting
- The attributes that Nicolas is looking for in his sales team
- The core issue in professional sales
- How to find out more about Nicolas and Chili Piper
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Nicolas Vandenberghe * https://www.linkedin.com/in/nvandenberghe/ * https://www.chilipiper.com/
Jamie Shanks is the CEO of both Pipeline Signals & Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence, and Compelling Events like job changes. Sales for Life is the world's largest Social Selling training program for mid-market and enterprise companies. They have trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie's workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel to name a few.
Join us as we get into Jamie's experiences and perspectives on professional sales as well as different insights and strategies he has gained along the way that you can use to be the best version of yourself.
Highlights
- Introduction: Who is Jamie Shanks
- Jamie’s journey in professional sales
- How he evolved his pipeline from prospects to customers
- What competitive intelligence is
- Building out that entire tech stack to support the sales development team
- What Jamie is seeing out there in the industry today
- The premise of pipeline signals
- The two fundamental truths
- Jamie’s favorite books and sources for expertise in selling
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Jamie Shanks * https://pipelinesignals.com/ * https://salesforlife.com/ * https://www.linkedin.com/in/jamestshanks * https://twitter.com/jamietshanks
Jim Irving started his career selling office equipment door to door in Scotland, where soon after his career rapidly developed into senior selling and sales leadership roles, then ultimately to senior executive positions at major multinationals (including becoming the UK MD of Information Builders – a leading US-based enterprise software company). Jim now runs his own consulting business helping start-ups to improve their B2B strategy and selling results. He has advised and helped many start-ups to better execute and grow their businesses. Jim has spent over 43 years in B2B selling with a number of industry-leading technology organizations including Amdahl, Sequent, Silicon Graphics, and Information Builders.
Join us as we discuss Jim's journey in professional sales as well as different tips he has for you that can help you out in your professional career.
Highlights
- The fundamentals of B2B selling
- How he moved from the corporate world to training, coaching, and mentoring
- The best practices for sales he swears by
- What discovery is and its importance
- What does it take to get a sales qualified lead
- What his recent clients have to say after undergoing his training and mentoring
- The key to the whole discovery process
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Jim Irving * https://b2bsellingguidebook.com/index.html * https://www.linkedin.com/in/jimirving
Daniel is a New York Times bestselling author of seven books that explore topics such as business, work, creativity, and behavior, including his most recent publication: The Power of Regret: How Looking Backwards Moves Us Forward. He has won multiple awards such as the Best Non-Fiction Book of 2018 with his book, When: The Scientific Secrets of Perfect Timing. The US Department of Labour selected his book: Free Agent Nation: The Future of Working for Yourself, as one of the “100 Books that Shaped Work in America”. Daniel previously served as the chief speechwriter to former Vice President Al Gore, as well as having multiple articles and essays featured in The New York Times, Harvard Business Review, The New Republic, and Slate, among others. He was also the host and co-executive producer of Crowd Control, a National Geographic series that explored the theme of human behavior, as well as his own MasterClass which allows subscribers access to numerous videos Daniel has created on sales and persuasion to inform and further expand their knowledge on the topic.
Join us as we talk about his book and truly explore what the power of regret is and how it can affect your life.
Highlights
- What prompted him to start writing back in the day
- How his perception about the sales people he knows is different from others’ perspectives
- What regret really is
- What’s the difference between the four breed categories of regrets
- How does he pick the books that he’s going to go write next
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Daniel Pink * https://www.danpink.com/ * https://www.facebook.com/danielhpink * https://twitter.com/DanielPink * https://www.linkedin.com/in/danielpink
Gerhard Gschwandtner is an author, sales coach, keynote speaker, and founder of Selling Power magazine. He first founded the magazine in 1982 and soon transformed it into the world’s leading sales management magazine. He is also the creator of the Peak Performance Mindset workshop, which is designed to help salespeople achieve their full potential, exceed quota, and shift their mindset to achieve peak performance personally and professionally. He is also the author of 16 books which range from the topics of selling, sales management, and sales psychology as well as two books on photography.
Join us as we hear how Gerhard began the now-famous Selling Power Magazine as well as some interesting stories he has to tell about his upbringing into the sales industry.
Highlights
- The most important thing in sales. - 1:33
- Gerhard Gschwandtner’s journey in professional sales and how it led to the Selling Power Magazine. - 3:27
- What happens when sales people are on the spot and do interactive videos and roleplays? - 15:22
- Are we overconfident? Is it an issue today? - 20:47
- The common traits of the mindset perspective of leaders. - 22:05
- Learning from Josh Waitzkin’s book, The Art of Learning: An Inner Journey to Optimal Performance. - 27:45
- The positive sales talk of high performance. - 31:51
- Does journaling help? - 36:05
- Best place to go and connect with Gerhard. - 38:28
Episode Resources * The Art of Learning: An Inner Journey to Optimal Performance * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel
Tiffani Bova is a sales leader, author, and highly sought-after keynote speaker. She’s delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents. She’s also the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani is the host of her own podcast, What's Next! With Tiffani Bova. Tiffani has been named to the latest Thinkers50’s list of the world’s top management thinkers and also contributes her thinking to publications which have included Harvard Business Review and Forbes among others.
Join us as we dive into different perspectives Tiffani has on the sales industry today as well as valuable tips and strategies she has picked up throughout her career in professional sales.
Highlights
- How she got the testimony from Seth Godin. - 1:31
- The trigger to the switch. - 10:54
- The realization: I don’t even recognize myself. - 12:55
- Helping to manage the mental health of the sales team and keeping everybody where they need to be. - 16:55
- Tips on how to stay engaged. - 22:21
- The reason behind the launch of the Safety Cloud. - 26:21
- Three different workstreams. - 29:08
- Top trends Tiffani is seeing in professional sales moving forward. - 31:36
- We don’t have a technology problem. We have a people process problem. - 38:19
- The average enterprise has 900 apps and only about 27% of them are integrated. - 39:19
- Why is sales such a great career path? - 42:19
- Keeping in touch with Tiffani. - 45:45
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Tiffani Bova * Growth IQ * https://www.tiffanibova.com/ * https://www.linkedin.com/in/tiffanibova * https://www.facebook.com/TiffaniBova * https://twitter.com/Tiffani_Bova * https://instagram.com/tiffanibova * https://www.youtube.com/channel/UCLfZMGT55bpY4vGDXW95sZQ
Alice Heiman is internationally known for her expertise in elevating sales to increase the valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders, and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. She’s the host of the popular podcast, Sales Talk for CEOs, where she interviews different CEOs and they share how they’ve built up their organizations while discussing their challenges and predictions for the future. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor, which she helped inspire.
Highlights
- Who is Alice Heiman? - 0:30
- The journey to professional sales. - 3:51
- The challenge of interacting with people in professional sales. - 8:17
- What is golden silence? - 10:05
- Experience working at Miller Heiman. - 14:52
- How to win friends and influence people. - 22:54
- The EOS system. - 25:51
- Sales Talk for CEOs: How they are doing for professional sales. - 27:04
- Ask yourself: What have we done today to make it easier to be our customer and harder to be our competitor? - 34:26
- Advice for CEOs. - 34:40
- How to learn more or engage with Alice. - 38:56
Episode Resources * How to Win Friends & Influence People * To Sell Is Human * Traction * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Alice Heiman * https://aliceheiman.com/ * https://www.linkedin.com/in/aliceheiman * Sales Talk for CEOs Podcast
Matt Dixon is a sought-after speaker and advisor to corporate leadership teams around the world. His expertise ranges from talking about customer service to sales effectiveness to customer experience.
He is also a noted business writer. He wrote his first book, The Challenger Sale: Taking Control of the Customer Conversation, which became a #1 Amazon book and a Wall Street Journal bestseller, selling more than half a million worldwide. He also co-wrote The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results.
In this episode, we discuss Matt’s first book, The Challenger Sale, as well as different insights and perspectives Matt has gained throughout his career in the professional sales industry.
Highlights
- The journey to release the book and some of the things he faced when he put it out in the public. - 3:21
- The huge gap between books that come out that say “This is what you should do with no background, no insight, no research” and then research-based findings or concepts, stories, and all. - 10:19
- The most common feedback. - 16:36
- The old way of helping someone to buy. - 22:54
- The two things sales trainers are constantly perplexed by. - 23:50
- Two reasons why companies get inside and sell wrong. - 27:28
- The tenure of a sales leader right now is insanely short. It’s not a stable role. - 30:43
- Two things that the sales leader fundamentally does. - 31:30
- Where Matt sees sales going in the future. - 33:09
- The three reasons why people become indecisive. - 39:51
- The four high-performing behaviors. - 42:05
- More details about his new book. - 44:57
- Getting in touch with Matt. - 47:41
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Matt Dixon * https://dixonspeaks.com/ * https://www.dcminsights.com/ * https://www.linkedin.com/in/matthewxdixon/ * https://twitter.com/matthewxdixon
Oscar is a professional speaker, host of Apple award-winning podcast: Deep Listening, and the author of Deep Listening: Impact Beyond Words. Oscar also has over 30 years of experience working across general management, sales, marketing, and operations for companies such as Professional Advantage, PeopleSoft, Vodafone, Microsoft, and Polycom. He is head of the Coaching Faculty of the Marketing Academy Australia, a non-profit organization aimed at developing leadership capabilities. Oscar lives in Sydney, Australia.
Oscar comes on the show to discuss his book: Deep Listening, and tell us different strategies on how we can become better listeners to have more thoughtful, insightful, and powerful conversations and improve both our personal and professional lives.
Highlights
- How often do you truly listen to everything being said to you? - 0:42
- Deep Listening, Impact Beyond Words. - 4:13
- What prompted Oscar to write the book. - 5:00
- The difference between managers and leaders. - 11:10
- Elements why you should ask two or more questions. - 12:09
- Your role as a listener. - 18:31
- The difference between speaking speed and thinking speed. - 19:44
- The three questions to ask. - 23:20
- Asking too many questions, not enough why’s. - 29:05
- How did Oscar get the amount of wisdom he has? Was it a really difficult process or has it become easy since he’s coached and taught this material for so long? - 35:36
- How to learn more about Oscar. - 42:46
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Oscar Trimboli * https://www.oscartrimboli.com/ * https://www.linkedin.com/in/oscartrimboli/ * https://twitter.com/oscartrimboli
Julie Hansen is an actor, video selling expert, and the author of three sales books including the new Amazon bestseller - Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. Julie is also the founder of the Selling On-Video Master Class, which takes principles from film and television to virtual sales for improved connection and engagement with today's busy buyers. In addition to a successful career in sales, Julie has worked as a professional actor appearing in numerous commercials, films, and television shows including HBO's Sex & The City and Oz.
In this episode, we discuss Julie’s career in both acting and professional sales, the relationship between both disciplines and some insights and tips Julie has picked up from being in front of a camera that you can apply to your career in this current COVID and video call climate of the industry!
Highlights
- The journey and connection of two disciplines: How does someone with a love of acting end up in professional sales? - 1:53
- The Experience Economy book of the 90’s. - 9:11
- People think they’re great, if they don’t need to prepare. - 14:10
- What should you be thinking about? - 17:30
- Where should your focus be during a video call? - 32:00
- How can you be comfortable in a situation where someone is giving you tough objections or is pushing back? - 38:33
- Main reasons why buyers don’t like engaging with sales people. - 43:13
- How can people engage with Julie and learn more about how she can help others? - 50:40
Episode Resources * The Experience Economy * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Julie Hansen * https://juliehansen.live/ * https://www.linkedin.com/in/juliehansensalestraining/ * https://twitter.com/acting4sales * https://www.youtube.com/c/JulieHansen
Justin Michael is a best-selling author, LinkedIN Top Sales Voice 2021, World's Top SDR Trainer, 20+ Years in Sales (former Salesforce, LinkedIn), and co-founder of HYPCCCYCL. He wrote the book Tech-Powered Sales: Achieve Superhuman Sales Skills. HYPCCCYCL is the #1 GTM Community. It is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs.
Join us as we discuss some insights Justin has gained throughout his career in professional sales and his book: Tech Powered Sales, and what is thoughts are on technology in the sales industry today
Highlights
- What happens when you take away all the administrative tasks and spreadsheets? - 3:52
- The reason why thought leaders think that he should not release his book. - 5:51
- What’s the HYPCCCYCL? - 12:17
- The must-have technologies as part of the sales tag today? - 14:19
- The unique types of trigger events that he likes for somebody to go after. - 18:37
- Favorite sources of the latest information in professional sales. - 20:41
- The attributes he’s looking for in a sales person. - 23:46
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Justin Michael * https://hypcccycl.com/ * https://www.linkedin.com/in/michaeljustin/ * Tech-Powered Sales
Casey Jacox was the number one sales rep nationwide for ten years in a row during his time at Kforce, before he became President of Client Strategy and Partnerships, where he played a crucial role in driving a sales transformation and providing executive-level support for large customers. He left Kforce as their all-time leading salesperson in the nearly 60-year company history to write his debut book: Win the Relationship, not the Deal. Casey is also the Founder of the consulting firm, Winning the Relationship LLC. His optimistic mindset and positive attitude are a constant as he loves networking in order to build genuine, long-lasting relationships.
Highlights
- What prompted Casey to release a book in 2020? - 2:45
- Journey into professional sales. - 5:17
- Viewpoint on what selling really is. - 10:55
- The three types of people according to Tommy Lasorda. - 21:02
- What are they hiring for in terms of professional sales people? - 25:00
- The huge challenge with sales management. - 38:29
- The big problem in sales today. - 43:43
- Greatest challenge and resolution with a potential client who, at first, did not want to do business with him. - 51:09
- Coaching four key areas. - 54:28
- The Quarterback Dadcast. - 54:55
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Casey Jacox * https://www.caseyjacox.com/ * https://www.linkedin.com/in/caseyjacox/ * https://twitter.com/CaseyJacox * The Quarterback Dadcast
Minter Dial is a professional speaker and author specializing in leadership, branding, and personal transformation. He has written several great books including: Future Proof, Heartificial Empathy, and You Lead: How Being Yourself, Makes You a Better Leader.
Highlights
- As a new leader taking over an underperforming sales team, where should you start? - 3:55
- The strength of that confidence comes when you are also able to deal with your weaknesses, your imperfections. - 11:27
- What’s next along our journey as a new sales leader? - 15:15
- The “employee first” mentality leads to customer centricity. - 24:56
- Falling victim into the victim idea. - 33:50
- Attributes he’s looking for when recruiting. - 36:04
- We all seek connection. - 41:53
- Your role. - 42:32
- How to get in contact with Minter? - 43:46
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Minter Dial * https://www.minterdial.com/ * https://www.linkedin.com/in/minterdial * https://twitter.com/mdial
How can you tell that you’re already a successful business person? Is it with the number of sales that you made or the number of people’s lives that you’ve changed?
If you’re still on your way to the top of the success ladder, what are the next steps to ensure your spot at the top?
In today’s episode, Mark welcomes Diane Helbig. Diane is a successful author, business advisor, sales and social media trainer. She talks about the different strategies and advice she’s giving to her students to increase sales and develop their business. She also discusses the connection between business therapy and growth.
Highlights
- Mark Twain’s statement - 0:39
- The common sense revolution coming to professional sales. - 2:30
- Diane’s sales journey: her background that got her to where she is today. - 4:49
- What prompted her to release the book, Succeed Without Selling? - 6:38
- “Business is about people. Interacting with people. It’s not about the product or the company.” - 9:53
- There is a strategy for helping somebody or deciding they’re wrong for you and moving on. - 11:21
- It’s not the salesman’s fault. It’s the philosophy of the company and its “do it my way” concept as supposed to “let’s really build a great client base.” - 19:11
- Advice or coaching to the sales leaders right now who have a tough job. - 22:04
- If the goal really is to increase sales, we have to stop changing the goal to “do it my way”. - 28:34
- What’s the X Factor of this whole thing? - 32:23
- A business development program where business therapy meets growth. - 36:01
- Connection between business therapy and growth. - 36:14
- Instead of asking someone why they did something, ask them to explain their thought processes when they did it. - 40:15
- Diane’s recommendations: Resources for knowledge and personal growth. - 44:13
- Where to find Diane. - 46:28
Episode Resources
- Harvard Business Review
- Hubspot
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Diane Helbig
- Succeed Without Selling
- https://www.helbigenterprises.com/
- https://www.linkedin.com/in/dhelbig
- Accelerate Your Business Growth Podcast
Scott is the CEO and Co-Founder of The Whitten & Roy Partnership - a sales and management consulting firm that has guided businesses and organizations in over 40 countries to transform the way they sell. Scott actually spent the first part of his career building and running large, direct-sales organizations.
Scott wrote Decision Intelligence Selling - Transform The Way Your People Sell, with his co-author and partner Roy Whitten. Their guidance on transforming your sales organizations is grounded in a deep understanding of the human mind and immense real-world business experience. They believe that our ultimate purpose as sales professionals is not to persuade our clients to buy, but rather to increase their ability to make the very best buying decision.
Highlights
- Scott’s journey in professional sales. - 4:31
- How’s his business was able to work in 40 different countries. 7:31
- The challenges in professional sales today: How are we doing as a profession? - 16:09
- Helping our clients and prospects make a better decision: How does it work? - 22:14
- What decision intelligence is all about. - 26:40
- Impact on the seller: How does impact change their behavior? Why should it change other people’s mindset and they should be committed to it? - 28:36
- The hard thing to do as a sales person. - 34:56
- A different approach when addressing attitude. - 40:44
- One of the best ways to drive sales people crazy. - 47:01
- How to contact Scott to learn more? - 52:21
Episode Resources * Sell Well, Do Good: DQ Selling for Social Enterprises * Consultative Closing * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Scott Roy * https://www.wrpartnership.com/ * https://www.linkedin.com/in/scottaroy
Anthony is an author, sales leader, and highly-sought after keynote speaker. He is the President and Chief Sales Officer of Solution Staffing, faculty member at Capital University, and the author of these three bestselling books: The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and Eat Their Lunch: Winning Customers Away From Your Competition.
Highlights
- Who is Anthony Iannarino and what’s interesting about him? - 0:43
- Information about his new book: Things and experiences which prompted Anthony to write this book. - 4:13
- How do we help and coach our teams to get to the point where the buyer can see them as adding value? - 12:59
- His favorite saying “If you wanna reach me, teach me.” - 18:08
- The first thing a sales person should go through. - 19:52
- If the individual can’t actually have a live conversation and show value in a reasonably short amount of time, then the buyer doesn’t want to waste their time. - 25:37
- You should never be afraid to ask the questions that are going to get you the best information so that you can actually help people. - 37:52
- The resources that Anthony likes, both for business acumen and for selling, outside of his books. - 40:16
- How to get in touch with Anthony - 43:51
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Anthony Iannarino * https://www.thesalesblog.com/ * https://www.thesalesblog.com/anthony-iannarino * https://www.facebook.com/thesalesblog * https://www.linkedin.com/in/iannarino/ * https://twitter.com/iannarino * https://www.thesalesblog.com/newsletter * The Only Sales Guide You'll Ever Need * https://podcasts.apple.com/us/podcast/the-anthony-iannarino-show/id1539409051
Jason Jordan is the co-author of Cracking the Sales Management Code – The Secrets to Measuring and Managing Sales Performance. This is universally acknowledged as one of the top sales management books in existence. He is a recognized thought-leader and sought-after speaker on the subject of sales management. He has worked with many large clients including GE, 3M, FedEx, Essilor, and has dedicated his career to conducting research to advance the field of sales management. He teaches this subject at the University of Virginia’s Darden School of Business.
Highlights
- The journey of his professional career. - 2:33
- How would you know if the sales force is really good? Is it really successful? Are you achieving this much that you possibly can? - 13:51
- How is professional sales performing as a business discipline? - 13:55
- How many companies are hitting their goal? - 14:55
- Outside of a sales team, what is Jason seeing in terms of the turnover, the transition, and level of performance? - 16:13
- The Cracking the Sales Management Code absolutely lays it out. - 20:13
- Suggestions as a sales leader: What’s the game plan next year to elevate performance? - 22:05
- Everything starts with the buyer. - 23:54
- What inside sales is now. - 26:50
- Sales is going to be more sophisticated with more roles and more technology and more chop-up processes, but it comes down on conversation. - 30:40
- The big challenge: Teaching people who don’t know sales. - 33:57
- Are there a lot of schools teaching professional sales as a part of their MBA curriculum? - 35:34
- How interested are the students in professional selling now? - 40:32
- Where to follow and contact Jason. - 41:59
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Jason Jordan * https://www.linkedin.com/in/jasonjordansalesmanagement * jj@jasonjordan.com * https://www.audible.com/author/Jason-Jordan/B0050PIKNO * Cracking the Sales Management Role * https://salesfoundation.org/
Frank Cespedes is a sales expert and Senior Lecturer at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted with companies around the world. He has written numerous publications and is the author of six books including his latest, Sales Management That Works: How to Sell in a World That Never Stops Changing.
Highlights
- The courses that are dedicated to professional sales. - 6:47
- Reasons that sales leadership jobs are accelerating. - 10:58
- What makes a sales leadership particularly vulnerable? - 14:05
- Two very important implications of the reality of buying. - 20:31
- What should the sales leaders take note of for 2022? - 22:44
- The role of relationships in sales. - 27:06
- Sources of information for compensation data. - 32:04
- Thoughts and comments on the role of a salesperson diminish over time. - 40:18
- How to get in touch with Frank and get a copy of his book. - 44:39
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Frank Cespedes * https://frankcespedes.com/ * fcespedes@hbs.edu * https://www.hbs.edu/faculty/Pages/profile.aspx?facId=126057
Art Sobczak is the author of Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling. This book has been so successful that it’s now in its third printing (2020). Art is the host of his own podcast appropriately titled, “The Art of Sales.”
Using his clear and concise and powerful ideas, Art has helped countless sales professionals use the phone more effectively to break through “the wall” on a demand generation reach outs and sell better. He is the president of Business by Phone, which helps B2B salespeople get results when using the phone, and in charge of the Smart Calling College (virtual sales training).
Art’s real-world, non-gimmicky ideas for sales have earned him multiple awards and recognitions, including his 2012 lifetime achievement award from the American Association of Inside Sales Professionals.
Highlights
- Why top salespeople have never stopped using the phone- 2:44
- Art’s journey: How he became one of the top sales trainers in the world. - 7:46
- The Smart Calling concept. - 12:47
- Pre-call planning. - 19:10
- The process of social engineering - 23:29
- Reciprocity and how it applies to sales - 26:04
- How can you make a live conversation happen? - 27:16
- Rule of thumb: Treat everybody like how you want to be treated. - 31:37
- The Smart Calling Opening Statement. - 35:13
- The two tests. - 38:07
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * Connect with Art Sobczak * https://salesbyphone.com/ * http://smartcalling.com/ * https://www.amazon.com/Art-Sobczak/e/B002ZSS5FM%3Fref=dbs_a_mng_rwt_scns_shar * https://www.linkedin.com/in/artsob * https://www.youtube.com/artsobczak
Tyler Lessard is widely recognized as an expert on online video for prospecting, selling, and B2B marketing. He is the Chief Video Strategist & VP of Marketing at Vidyard. He is also the author of The Visual Sale - How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World, along with co-author Marcus Sheridan.
We discuss how to leverage video across all of the stages of a sales process to increase engagement, connection, and authenticity. Tyler provides some amazing examples of how to connect and stand out with buyers in a sea of email clutter. He also references some best practices for personalizing and humanizing your prospecting activities. Tyler’s energy and enthusiasm for this topic are contagious.
Besides co-authoring The Visual Sale, hosting the Creating Connections show, and speaking on topics ranging from selling with video to the customer experience, Tyler has been recognized by Demand Gen Report as the top Buyer-Focused B2B Marketer, and by Marketo as one of the top 50 Fearless Marketers.
Highlights
- Visualizing: videos in the sales process. - 2:58
- An inspiring story of using video. - 5:05
- Planning your message ahead of time. - 6:13
- Creating videos creates dynamic conversations. - 7:42
- What CEOs, sales leaders, and salespeople need to learn from video. - 29:24
- Are there any absolute things to avoid in a video? - 30:19
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * Connect with Tyler Lessard * https://www.vidyard.com/ * https://ca.linkedin.com/in/tylerlessard * https://twitter.com/tylerlessard * Amazon Books
Regardless of your role in professional sales, you probably have too much to do and not enough time to do it. In this episode of The Selling Well, I welcome David Allen. David is the author of the enormously successful Getting Things Done: The Art of Stress-Free Productivity. David is one of the world’s most influential thinkers in the field of personal productivity.
We discuss David’s 5-step strategy for clearing your mind, sharpening your focus, and accomplishing more with ease and elegance. We talk about his book and we discuss how you can become more effective, efficient and relaxed in a world that is anything but.
Highlights
- The things that Mark learned after reading David’s book. - 2:23
- Having 35 jobs before the age of 35 in a nutshell. - 4:08
- If something’s on your mind, it isn’t that clear. - 7:44
- Sales people need to evolve so that they sell the way they want to be sold to. - 13:38
- The process of capture, clarify, organize, reflect, engage. - 14:15
- The first process: Capture. - 15:19
- The realistic practical approach. - 18:58
- What helps Mark stop worrying about it and then start thinking about executing? - 24:22
- What should the team be doing when we clarify? - 24:47
- If it’s one step that could fix it, and it’s less than 2 minutes, do it now. 29:58
- Where the real stress is coming from. - 31:53
- Trusting the process after building the system. - 34:01
- Reflect and engage. - 36:04
- Difference between writing it down and using digital tools. - 41:07
- Interesting research conducted on personal productivity. - 42:24
- Since the book was written, is it more difficult to implement the system, is it easier or is it the same due to the new technology? - 44:36
- Where to contact David to learn more. - 48:59
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with David Allen * Getting Things Done: The Art of Stress-Free Productivity * https://gettingthingsdone.com/
Philip Squire is the CEO of Consalia, a UK-based specialist business school He is also one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is also the author of Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage.
Philip talks about his book and explains his key theories for selling effectively.
Phillip aligns with Mark in believing that sales is a profession and as such should be recognized as a profession at the university level. His doctoral research project explored ‘Complex (Global) Account Selling Effectiveness’ and the extent to which a value-based approach to developing relationships with customers enhances sales performance.
Highlights
- Who is Philip Squire? 0:14
- The gray zone of goodwill. - 7:58
- What triggered him to write this book. - 10:13
- Identifying the crisis in sales. - 12:59
- The values that buyers want to see. - 22:09
- The great advantage for salespeople. - 35:27
- The art of knowing how far to go without going too far. - 38:16
- Philip’s No.1 priority. - 43:56
- Leadership qualities are required at a sales leader level to enable transformation. - 44:37
- How to reach Philip. - 49:57
Episode Resources
- Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Philip Squire
- https://www.linkedin.com/in/philipsquire/
- https://www.consalia.com/
- https://www.consalia.com/mindset-survey/
Tony Hughes has recently written one of the most important books in professional sales in 2021 along with co-author Justin Michael. Tech-Powered Sales describes how all salespeople need to elevate their TQ (technology quotient) in order to drive scale and volume of non-value-added manual tasks in professional selling. This amazing book is being well-reviewed everywhere it’s seen. We talk with Tony about how we, as salespeople, future-proof our careers.
Highlights
- His journey to professional sales: How he got to where he is today. - 2:54
- What do I need to be good at as a professional sales person to future-proof my career? - 14:34
- The three reasons that deals die. - 22:28
- What technology is doing at the highest level for us today? - 26:54
- As a seller, how can you outsource tasks within your roles to technology so you can focus on the truly human elements of selling? - 29:39
- The essential technologies. - 32:57
- The theory of reciprocity. - 37:27
- Two reasons why trigger events are important. - 39:21
- Tony says to do these critical things in sales management to be more effective. - 49:18
- How to get in contact with Tony. - 51:06
Episode Resources * Connect with Mark Cox * https://www.inthefunnel.com/ * https://ca.linkedin.com/in/markandrewcox * https://www.facebook.com/inthefunnel * Connect with Tony Hughes * https://www.tonyhughes.com.au/ * https://www.rsvpselling.com/ * https://au.linkedin.com/in/hughestony * https://www.facebook.com/tonyhughes.rsvpselling * https://www.youtube.com/user/RSVPselling/playlists
Andy Paul is the author of three best selling books in professional sales and is the host of the world's most successful podcast in professional selling. That's why we're so excited to have him as our first guest. Join us as Andy shares where he sees the future of sales going and what needs to take place to truly change the paradigm and the performance of professional B2B sales teams.
https://www.revenue.io/sales-enablement-podcast-with-andy-paul
https://www.linkedin.com/in/realandypaul/
Highlights
- The biggest challenges in professional sales today. - 3:19
- The role of fear and how it affects your sales. - 5:37
- The key lesson that any sales person should learn. - 10:55
- The real challenge in sales management today and how we can help the sales leader. - 17:39
- Is sales productivity improving or not given the new sales and technology that we use today? - 35:51
- The attributes Andy is looking for when hiring salespeople. - 38:17
Episode Resources
- Zero-Time Selling
- Amp Up Your Sales
- Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Andy Paul
- https://www.linkedin.com/in/realandypaul
- https://www.andypaul.com/
- https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197
We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.