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 first meeting with a customer without talking […]
Next-Gen Lead Generation with Jordan Mara: Podcast Transcript
Master prospector Jordan Mara, founder of Coho Sales Consulting – the world’s leading sales training and enablement business for SaaS startups, shares his insights on the value of a high quality research-driven approach. Steven: Welcome to the show everybody – really excited today to be joined by Jordan Mara! Jordan is the Founder of Coho Sales, […]
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 outstanding prospecting success. Matt also has a mindset of becoming the ‘Mayor’ of his territory which is […]
As Published in the Australian: Winning new accounts is satisfying, retaining them is profitable
Honoured to have been recently published in The Australian with a piece on why retaining and nurturing existing customers should be your growth engine in any B2B. Read the full published article in the Australian here: Winning new accounts is satisfying, retaining them is profitable Here are a few of the key points outlined: While we love […]
Andy Paul Podcast | It’s HOW You Sell, Not WHAT You Sell
https://www.youtube.com/watch?v=0PZmx7ZkqeQ 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 discussion. We also […]
Feature Interview on School for Startups: Future Proof Sales Strategy
Pleased to have talked with Jim Beach in an interview discussing the seven steps to a Future Proof Sales Strategy and other key insights. I talk with Jim about developing a sales structure that really reflects what’s happening with our customers, and why. Have a listen to the full interview here Some points from […]
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 on in the world of AI in general, and […]
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 and how much marketing has developed – sales hasn’t […]
High Level Executive Selling Podcast Transcript with Steve Hall
Transcript of podcast interview with Steven Norman and Steve Hall Steven: Steve is an expert on C-level selling, so that’s what we’ll be talking about today mostly. Steve, welcome to the show! Steve: Thank you very much, Steven – great name you have there! Do you and your team want to master the art of high-level […]
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 that provides Weapons Grade Messaging […]
