Progressing Your Sales Career Through Highs and Lows with David Shepherd
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...
The Power of Buyer Enablement with Kevin Dixon
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...
Navigating the Buying Committee with Tom Williams
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...
Making Channel Sales Work with Marcus Cauchi, Part 2
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...
Making Channel Sales Work | Marcus Cauchi Podcast Pt 1
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 does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi...
Social Media for B2B Sales With Jack Kosakowski
Jack Kosakowski is the CEO of Creation Agency(US Division), a B2B marketing agency helping fast growing tech companies and some big brands drive their business forward with innovative digital strategies.Jack is an expert and pioneer of Social Selling and shares a...
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...
Selling via Positive Disruption with John Smibert Sales Masterminds APAC
John Smibert is one of the top sales thought leaders out there. He digs into the importance of deep discovery and how we need to hold back talking about our products, company and capabilities until the time is right. John challenges us all to go through the whole...
Effective prospecting & becoming the Mayor of your territory with Matt Macnamara
Matt Macnamara is an impressive, hardworking frontline SDR who certainly knows how to prospect effectively. Matt employs many creative strategies to stand out to his prospective clients. Combining this with an ironclad commitment to daily activity, guarantees his...
Andy Paul Podcast | It’s HOW You Sell, Not WHAT You Sell
Andy is one of the world's top sales thought leaders with 168,000 followers on LinkedIn. He is also an accomplished author of two well known sales books.One of the big themes in Andy's work is "It's how you sell, not what you sell", so we delve into that topic in our...
AI and how it is optimising Sales Activities with Matt Michalewicz
Matt Michalewicz has spent his whole working life in the AI field. He is a serial entrepreneur who is currently the founder and CEO of Complexica, an amazing Australian tech company at the cutting edge of AI solutions for the sales function. Matt shares what's going...
Brian G Burns interviews Steven Norman on The Brutal Truth About Sales & Selling Podcast
I’m interviewed by Brian G Burns on his popular sales podcast “The Brutal Truth About Sales and Selling Podcast.” I touch on how the sales function in B2B has been overlooked in many ways over the past decade. Considering the rise of the customer experience function...
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...
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. Please check out Jeff’s fantastic work here: Speaker...
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...
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