Procurement and sales do not need to be in conflict. Dealing effectively with the procurement function is often key to success in major accounts. Thomas J. Williams is an expert in dealing with procurement and shares with us strategies he has used and taught for many...

How effective, and tight are your sales processes? Making the most of every opportunity is critical in B2B, especially where opportunities involve serious investment of time and resources.George Bronten is a Sales Effectiveness Pioneer. We talk about George’s sales...

Mary Henderson is a personal branding expert and founder of 6 Figure Expert. On the Future Proof Selling Podcast, Mary shares her personal branding journey which started in the year 2000 - long before social media. From the start she was very strategic and deliberate...

An understanding of psychology is critical to success in business, in managing ourselves and working with customers and other stakeholders. Bernadette McClelland joins me on the Future Proof Selling Podcast, we discuss how understanding yourself first is the...

49% of hires don’t work out. The average tenure for sales leaders and managers is less than two years now. It’s more important than ever to fine tune your hiring processes and avoid costly mistakes. Hiring and keeping top sales talent is a hot issue. Kara Atkinson is...

There is a lot of glamour and attention in the sales world around prospecting, outbound and winning new business, but we all know the real profit is in serving and growing our existing customers. It is at least six times more expensive to win a new customer than it is...

We are using our voice in sales all the time but are we using it effectively? Using your time diligently and using your voice effectively, were the two most overlooked areas of the sales profession according to sales legend Zig Ziglar. Denis Champagne is an expert on...

It was a pleasure to interview prospecting expert Jason Bay who offers modern prospecting tips and insights around the key principles of today’s successful prospecting methods. Jason and his team have written hundreds of cold email sequences and sent thousands of...

Customers buy from people they Know, Like and Trust. Daniel Priestley is a super successful global entrepreneur, international speaker and best-selling author. He is an expert on personal branding and one of the founders of Dent Global. Daniel shares with us how...

The massive shift to subscription-based SaaS solutions has totally changed the way customers buy technology. But, have sales leaders transformed themselves and their sales processes to effectively meet this challenge? Winning By Design is a company that are experts on...

Progressing your sales career through a transient and tumultuous environment can be with its ups and downs. In my latest Future Proof Selling Podcast Episode I had the pleasure of discussing the subject with David Shepherd, ANZ Country Manager for HubSpot. He's had a...

Buyer Enablement is a concept that has gained momentum in the past couple of years. It helps us develop strategies to deal with modern complex buying processes. Buying committees are expanding and customers have more information than ever; but often they don't know...

Thomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen. He is also the co-author of The...

Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi. 90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what...