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 sales capability becoming the defining key to enduring success. In this interview with Alex McNaughten for his […]
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 sales training, which typically focuses on prospecting […]
Scaling B2B Sales and Developing your Sales Playbook with Alex McNaughten
Alex McNaugten, Founder of “Sales Leaders” and “Apprento” is passionate about solving New Zealand’s sales and revenue operational capability gaps, and building RevOps for globally ambitious organisations who want to scale 🌏. At only 27yrs, Alex has trained hundreds of founders, executives and sales professionals, and worked across 80+ Kiwi and Australian businesses, helping them […]
B2B Sales and Marketing Trends in 2021 with Mike Maynard
Mike Maynard is a long term marketing expert of over 20years based in the UK. Mike is the MD of the Napier Agency – who are a $7million marketing and PR company focused on helping B2B tech companies. Mike is a self-confessed geek who loves talking about technology. He believes that combining measurement, accountability and […]
The Game of Sales with David Perry
David is an accomplished top enterprise practicing salesperson, currently in sales and business development and global strategic accounts at Adobe in New York. Despite his fast-paced and high pressure position he has managed to pen an excellent book “Game of Sales.” Prior to Adobe, at AdRoll, Amazon and Google, David helped major brands leverage advertising […]
Frontline Sales Leadership with Karl Sice
Karl Sice is Country Business Leader for ANZ at Alcatel-Lucent Enterprise, the multi-national communications, collaboration and network solutions corporation. He has 20+ years experience in leadership and business development in IT and financial services, with roles in industry powerhouses Dell, Sun Microsystems, Staples, Gartner and American Express. Karl is an extremely passionate frontline sales leader […]
Personal Branding for Account Executives with Thomas Vanderkin
Thomas Vanderkin is Global Account Manager for Lenovo, responsible for some of the largest Telcos and Solution Integrators. Over the years as a ‘hobby’ he has also developed a wildly popular personal brand – Vanderkinverse. His videos and reviews appear on YouTube, LinkedIn, and other social media channels with millions of views, and over 30,000 […]
Growth Through Strategic WinBack with Dan Pfister
Dan Pfister has been a marketer for over 20 years and has spent thousands of hours testing and implementing a very wide variety of sales growth strategies. In total they’ve generated over 50,000 customers and have allowed him to work with brands like Fidelity Investments and Tony Robbins (see below). Though many strategies have generated […]
Sales Conversation Mastery with Andrew Sykes
Andrew Sykes is founder and CEO of Habits at Work, a training company based in Chicago that arms revenue-responsible teams with conversation skills and high-impact habits. He is a master of conversation who helps salespeople and organisations sell more, faster, and keep customers happy, longer. He grew up in South Africa where he qualified as […]
Objection Handling and Win-Win Selling with Doug Brown
Doug Brown is a highly acclaimed revenue growth expert in revenue expansion, and sales optimisation. He began working for his family business at the age of three, and has since started and built over 35 companies. During college at Berklee College, Northeastern University, and Salem State University, Doug supported himself by selling music equipment […]
