The Importance of Discovery in B2B Sales
As competition has increased, sustainable competitive advantage is now rarely achieved through products. This places increased emphasis on the sales and marketing functions within the business to create the differentiator. For B2B businesses, I see the trend towards...
Keeping Prospects Engaged Through Effective Discovery
Great to be interviewed by James Harper on his podcast, Two Cents Worth: A Podcast on B2B Sales & Entrepreneurship. Our discussion focused on the issue of long sales cycles and how to keep the middle of your funnel engaged. This is an area I see missing from much...
Leadership and Sales with Steven Norman on Let’s Talk Sales Podcast
I very much enjoyed being interviewed by Elizabeth Frederick on the "Let's Talk Sales" Podcast for Criteria For Success. We deep dive into the challenges of sales Leadership and what is required of the modern leader to really elevate their career and the success of...
Why Mofu Sales Matters: Can it make or break your Career?
Recruitment and MoFu sales. Two of the most critical areas in B2B sales. Really enjoyed being interviewed by Channel Sales expert Marcus Cauchi for his podcast “The Inquisitor.” Marcus and I share a passion for sales recruitment. Attracting top sales talent,...
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...
Next-Gen Lead Generation with Jordan Mara: Podcast Transcript
Master prospector Jordan Mara, founder of Coho Sales Consulting - the world’s leading sales training and enablement business for SaaS startups, shares his insights on the value of a high quality research-driven approach. Steven: Welcome to the show everybody – really...
As Published in the Australian: Winning new accounts is satisfying, retaining them is profitable
Honoured to have been recently published in The Australian with a piece on why retaining and nurturing existing customers should be your growth engine in any B2B. Read the full published article in the Australian here: Winning new accounts is satisfying, retaining...
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