Replicate Rockstar Reps and Overcome No Decision
“No Decision” is one of the biggest problems that sales teams face today with 58% of deals ending up nowhere (SBI survey). We go into depth on this topic and how to address the problem in my podcast with Calum Kilgour and John Bissett from Slingshot Edge – a company that provides Weapons Grade Messaging […]
Bridging the divide between Sales and Marketing with Jeff Davis
It was a pleasure to speak with Jeff Davis about the challenges between the B2B Sales & Marketing functions. Jeff is an expert in this area and has some great tips and solutions to help align everyone involved. https://www.youtube.com/watch?v=Ml_qm9qsoTI Please check out Jeff’s fantastic work here: Speaker website – meetjeffdavis.com Podcast – TheAlignmentPodcast.com Blog article – “How I […]
Mike Adams Podcast Transcript on Sales Storytelling
Transcript of podcast interview with Steven Norman and Mike Adams Steven: Welcome to the show everybody! I’m really pleased today to have a special guest, Mr Mike Adams, who has just written a book called Seven Stories Every Salesperson Must Tell. This book really blew my mind, and I think it’s a missing link for a […]
Selling at C-Level with Steve Hall
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 with advice from one of the best going around. We all know we need executive buy-in for our proposals but what is the […]
Pioneer of Modern Sales Max Altschuler on Tech and Millennials
Transcript of podcast interview with Steven Norman and Max Altschuler Steven: Hello everybody and thanks for joining us! – a real pleasure today to be joined by Mr Max Altschuler! Max is the Founder and CEO of Sales Hacker, which is the leading community of modern sales professionals. He’s also the author of what’s a classic […]
The power of Sales Win-Loss Analysis with Cian McLoughlin
Companies rarely understand the real reasons why they win and lose deals. Most analysis is conducted internally around the meeting table where inherent bias and guesswork rule. Cian McLoughlin shares with us the benefits of doing thorough and independent Win-Loss analysis and how to get the real Customer’s Voice. Getting this right can really help sales leaders […]
Keenan on Sales Leadership and Coaching
Transcript of podcast interview with Steven Norman and Keenan Steven: Welcome everybody! Really pleased today to have a very special guest: Keenan. He’s the Founder of A Sales Guy, which is a great sales consulting and recruiting company, he’s got a huge following on LinkedIn, he’s a great keynote speaker, and he was just ranked number […]
Mike Adams on sales storytelling to build credibility and engagement
Mike Adams has just written a book called Seven Stories Every Salesperson Must Tell. This book really blew my mind, and I think it’s a missing link for a lot of sales organisations and a lot of salespeople. How do we get customer’s to open up and share their pain points? How do we get them to […]
Max Altschuler on technology to drive sales and working with millennials
Max Altschuler is a pioneer of modern sales. He founded Sales Hacker and wrote the seminal book on leveraging sales technology, “Hacking Sales.” After Sales Hacker was acquired by Outreach.io he became the VP of Marketing for the company. He recently wrote another book sure to be a classic, “Career Hacking for Millennials.” We talk […]
Make the Right Hire
Simple steps to identify and retain your top sales talent. My article recently published in US ePublications magazine HR.com. The approach to hiring B2B sales staff is incredibly important in today’s competitive market. How do you get the right people in the right roles where they will be successful AND stay with your organisation? If […]
