Replicate Rockstar Reps and Overcome No Decision

Calum Kilgour and John Bissett

“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

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

Steve Hall C-Level selling

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

Mentor-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-sales-podcast

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 […]

Why CX is critical to Sales Success with Chris Connelly of SAP Asia Pacific

Chris Connelly

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 […]

Why most lead-generation efforts fail and how to do it right with Jordan Mara

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 […]