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With highlights from the topics of Prospecting, Large Deal Management, Sales Process and Leadership
I have had the pleasure to discuss world-class modern sales practices with some of the best, and most successful brains in B2B sales for almost three years. Much has happened in that time, and the pace at which we need to grow and adapt is truly relentless. I’m very humbled and grateful for the thought leaders I’ve had the pleasure to interview, and for the audience that have always supported myself, and the show. The Future-Proof Community.
Whether we are leaders, or sales folks on the ground (or now remotely) we grow together. The Future-Proof Selling Podcast covers all B2B sales topics from leadership and recruiting, to prospecting and discovery, account management and tech stacks.
There are also several episodes which explore the creative drive that can turn a salesperson into a superstar, and/or a leader into a much-loved and sought after mentor and advisor.
As a leader for the majority of my 25+ year career, I am still learning. What are we doing wrong, what are we doing right, and how do we navigate?
For this highlight reel, we’re going to focus on three topics that I am extremely passionate about in the work that I currently do with enterprise tech sales leaders and their teams.
There may need to be future highlight reel topics in the pipeline…your suggestions are welcome.
The trends we were already seeing with working remotely, and adapting to new technology have only accelerated. Now more than ever, access to proven innovative ideas is priceless for recovery, growth, and sustained success.
Check out the episodes here
Prospecting and Progressing a sale
Tony shares his thoughts on effective prospecting, how to personalise our messaging to potential buyers and how we must leverage insight to progress the sale.
Why most lead generation efforts fail and how to do it right
Jordan draws on his track record of success to share how you can achieve great lead-gen results with a high quality, research-driven approach.
Getting responses to Emails and Calls
The majority of salespeople don’t have a closing problem. They have an opening problem. Jason shares his method to remove the mystery of what to say in your cold outreach so you can schedule more meetings and close more deals.
Personalised Prospecting and Social for Salespeople Tips on how to personalise and leverage social media in your prospecting, with insights on how to better understand your customers and make it easier for them to buy.
Creative Sales Strategies
Dale brings a unique and creative approach to the sales space that encourages taking risks to get noticed and to secure new sales opportunities.
Achieving 60% prospecting response rates
Achieveing 60% prospecting response rates consistently can sound like a “pipe dream.” But according to social selling expert and top consultant Mark McInnes it’s very reachable if you get your cadence right.
Check out the episodes here
Large Account Buying Trends
Michelle shares how to manage risk in our deals and the importance of leading with business outcomes to navigate the increased complexity in large deals.
Selling at C-Level
A must listen for anyone selling high value or business-critical solutions. Do you and your team want to master the art of high-level executive selling? Here is a great place to start.
Selling via Positive Disruption
Offering insight to customers that drives positive business outcomes for THEM is critical to sales success today. John calls this process 'Selling via Positive Disruption,' and outlines five areas we need to master around this concept.
Navigating the Buying Committee
We discuss navigating the Buying Committee and Stakeholder Management at length, Tom has great experience and insight in this area.
The Perfect Close Part 1
How manipulative sales techniques could be killing your sales, the importance of intent over technique and the secret weapon that sales people don’t realise they have
The Perfect Close Part 2
Preparing your expectations for a meeting and the two questions that are 95% successful for the perfect close
Big Ticket Enterprise Sales Success
Aaron shares how he overcame the odds and the sales philosophy which saw him generate massive success, plus a number of practical tips on how to find your biggest and best sales opportunities.
Check out the episodes here
Sales Leadership & Sales Coaching
In his own very direct and energetic style Keenan shares his thoughts on what’s going on with sales leadership, sales coaching, how we should be thinking about our customer’s business challenges and be building powerful business cases for change, and much more.
Replicate Rockstar Reps and overcome No Decision
“No Decision” is one of the biggest problems that sales teams face today. We go into depth on this topic and how to address the problem with Calum Kilgour and John Bissett from Slingshot Edge
Sales Enablement Defined and how to get it right
Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales enablement initiative or function. We discuss what sales enablement is all about, the key trends emerging and what’s critical to make it work.
Implementing the Sales Process
David shares how to implement his four level sales process to enable leaders to make a new process be adopted and succeed.
Scaling B2B Sales and developing your Sales Playbook
Hear the keys Alex uses to help businesses reduce their sales costs, speed sales cycles, maximise win rates, build out teams, expand into new markets and ultimately generate $10s of millions in new revenues
Top New Sales Enablement Priorities Highly recommended for sales or business leaders looking to launch or expand upon a sales enablement program within your company as Phil shares insights gained on over 12 years of specialising in sales enablement.
What has been your favourite episode or what would you most like to hear in upcoming episodes? Feel free to share your feedback on the podcast below and thanks again to all our guests and listeners who continue to improve our sales profession.
If you have any specific questions about further developing your sales capability and team success, feel free to reach out using the form below.
Steven Norman and the Growth Acumen team.
Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.
Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.
Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service
