High CX equals High Growth with Darrell Hardidge
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 to grow business with existing […]
Adapting to the New World of Selling
I recently had the pleasure of being interviewed for Business Essentials by Chris Ashmore. Digital tech has made consumers lives a lot easier; but are businesses keeping up with customer’s buying habits? The sales function and the way that companies sell has not changed much in the last 20 years. In comparison to marketing and […]
Using your Voice effectively in Sales with Denis Champagne
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 the voice and many aspects of sales and […]
Getting Responses to Emails and Calls – Prospecting Tips with Jason Bay
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 emails for their clients. Their biggest challenge was always coming up with a process […]
Getting Customers to Know, Like and Trust You with Daniel Priestley
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 customers connect with people much more than they connect with companies or brands. […]
World class Saas sales processes with Andy Farquharson of Winning By Design
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 the SaaS sales model and were recently acknowledged as the #1 B2B Sales Consultancy by […]
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 remarkable career and progression with the company, having joined HubSpot NINE […]
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 how to get buying decisions through the approval process. If we can […]
Interview on Andy Pauls Podcast Accelerate – Sales Strategies for the Future
It was a pleasure to be interviewed on Andy Paul’s popular podcast Accelerate. We covered a lot of up-to-the-minute sales strategies here!… We talk about everything from modern sales structures to hiring, developing high converting MOFu capabilities and working with buying committees. We also delve into who should negotiate a deal, and the requirement for […]
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 Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. […]
