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 […]
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 […]
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 […]
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 […]
Keenan on sales leadership and sales coaching and the lack of both, plus a range of other hot topics.
Keenan is one of the most clear-headed and straightforward sales thought leaders out there. He recently launched an amazing book called ‘Gap Selling’ which is creating a huge amount of buzz, something you all have to check out. In his own very direct and energetic style Keenan shares his thoughts on what’s going on […]
Why CX is critical to Sales Success with Chris Connelly of SAP Asia Pacific
There are direct links between CX success and company growth and profitability. Everyone seems to be investing in this area but not many are getting it right. Chris Connelly, VP Customer Success Management, SAP Asia Pacific Japan, is one of the pioneers in this field, he also previously held the role of Customer Success director […]
Sales Enablement defined and how to do it right with Tamara Schenk, Research Director of Miller Heiman’s CSO Insights group.
Tamara Schenk is the Research Director at CSO Insights, the research division of Miller Heiman. Tamara recently wrote a book on sales enablement, which is called Sales Enablement: A Master Framework to Engage, Equip and Empower a World-class Sales Force. Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales […]
Why most lead-generation efforts fail and how to do it right with Jordan Mara
Jordan Mara is a master prospector and an all around expert on modern sales strategies. He is the founder of Coho Sales Consulting, the world’s leading sales training and enablement business for SaaS startups. A lot of investment has been pouring into outbound lead-generation teams but most companies are achieving poor results. Old volume-driven outbound […]
