Adapting to the New World of Selling
I recently had the pleasure of being interviewed for Business Essentials by Chris Ashmore. Digital tech has made consumers lives a lot easier; but are businesses keeping up with customer’s buying habits? The sales function and the way that companies sell has not...
Interview on Andy Pauls Podcast Accelerate – Sales Strategies for the Future
It was a pleasure to be interviewed on Andy Paul’s popular podcast Accelerate. We covered a lot of up-to-the-minute sales strategies here!...We talk about everything from modern sales structures to hiring, developing high converting MOFu capabilities and working with...
Jeff Davis Creating Togetherness. Bridge the Divide Between Sales & Marketing
Jeff has worked in sales and marketing for over 15 years (interestingly after beginning his career as a NASA engineer! The B2B sales world is blessed that he is truly passionate about sales and marketing alignment. Misalignment between sales and marketing costs B2B...
B2B Social Selling Podcast Transcript with Jack Kosakowski
CEO of Creation Agency, a full service B2B marketing agency, Jack Kosakowski joined me on the Future Proof Selling Podcast to talk about Social Selling. As an expert on the B2B seller’s approach to social, Jack shares his insight with us over 30 minutes. “You’re only...
Overcome “No Decision” with Calum and John Podcast Transcript
No decision in sales is a huge pain point in modern B2B. Calum, John and I discussed this at length and covered some other great areas including the issue of a crowded marketplace, and how to replicate the greatness of your rockstar salespeople through sales...
Chris Connelly Podcast Transcript: Why CX is Critical in Today’s Sales
Mr Chris Connelly is the VP for Customer Success Management at SAP Asia Pacific Japan. SAP serves over 425,000 customers in over 180 countries. Chris was formally the Customer Success Director for Salesforce, and also headed up IBM’s cloud consulting group. As well as...
Sales Win Loss Analysis Cian McLoughlin Transcript
Pleasure to post the Podcast Transcript from my interview with Cian McLoughlin, expert on win loss analysis. I have had a lot of discussions with people about this episode. Cian is founder of Trinity Perspective, a sales consulting firm specialising in win-loss...
Sales Enablement Tamara Schenk Podcast Transcript
Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales enablement initiative or function compared to only 19% in 2013. Tamara Shenk, Research Director at CSO Insights, the research division of Miller Heiman, discusses...
Steven Norman Interviewed on Talking Business with Alan Kohler
It was a pleasure to be interviewed by Mr Alan Kohler on his show “Talking Business.” We discussed some of the difficulties sales leaders and their teams are facing, and what strategies and systems can be implemented to transform modern sales teams into future proof...