How can business help solve society’s biggest challenges? Welcome to Series 3 of Take on Tomorrow, the award-winning podcast from PwC that examines the biggest problems facing society and the role business can—and should—play in solving them. This series, we’re welcoming broadcaster and journalist Femi Oke to the show. She joins podcaster and journalist Lizzie O’Leary, and together with industry innovators, tech trailblazers and visionary leaders from around the globe, they’ll explore timely ...
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<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/threshold-1347809">Threshold</a></span>
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Threshold is a Peabody Award-winning documentary podcast about our place in the natural world. Each season, we take listeners on a journey into the heart of a complex environmental story, asking how we got here and where we might be headed. In our latest season, Hark, we hand the mic over to our planet-mates and investigate what it means to truly listen to nonhuman voices—and the cost if we don't. With mounting social and ecological crises, what happens when we tune into the life all around us? Threshold is nonprofit, listener-supported, and independently produced.
Best Selling Podcast
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Conteúdo fornecido por Vince Beese. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Vince Beese ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
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71 episódios
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Conteúdo fornecido por Vince Beese. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Vince Beese ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
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Best Selling Podcast
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1 E71 - Build your Brand through Social Engagement with John Ferrara 37:17
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Our guest on this episode is Jon Ferrara . Jon is the Founder and CEO at Nimble and was the Co-founder at Goldmine, one of the early CRM applications for sales. It's safe to say that Jon is a true pioneer in the CRM space. Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points. In addition to email and phone you need to connect and engage with your audience through the different social channels. He also shares his secret to increasing his search results on google and that is to build your own Wikipedia page. Who would have thought? Enjoy the conversation. Thanks for tuning in. This is Best Selling.…
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1 E70 - Data driven prospecting with Jeremey Donovan 38:28
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Our guest on this episode is Jeremey Donovan . Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market. Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation. Thanks for tuning in. This is Best Selling.…
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1 E69 - The Sales Natural with Patrick Boucousis 47:03
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Our guest on this episode is Patrick Boucousis . Patrick is a High-Performance B2B Sales Coach and Trainer at The Sales Natural . He is also my first guest from Australia. Patrick and I start the conversation discussing how to gain the trust of the buyer. Patrick shares with us his approach to using natural conversations to build the relationships and buyer trust. We then explore to the importance of the discovery call and understanding what the buyer values. To successfully and consistently closing deals you need to sell based on what the buyer values; be it, service, price, ease of implementation etc. Enjoy the conversation. Thanks for tuning in. This is Best Selling.…
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1 E68 - Selling with Authentic Persuasion with Jason Cutter 37:39
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Our guest on this episode is Jason Cutter. Jason is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion. Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to. Thanks for tuning in. This is Best Selling.…
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1 E67 - 1to1 Messaging through Video with Steve Pacinelli 36:41
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Our guest on this episode is Steve Pacinelli. Steve is the CMO at BombBomb . BombBomb helps build better business relationships with video messaging. Steve and I discuss the value of video vs. email and voice. Its important to note that video is 3 dimensional you have, 1) body language, 2) tone and 3) word selection. Where email is just word selection and voice is tone and word selection. So if you want to be more personal start using video for intros, follow up or whenever the message would be better served one to one. There are a lot of great tidbits in this episode so take a listen and enjoy. But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020! Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza . This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. See the podcast notes for details on our agenda and tickets or go to trexsummit.com . Thanks for tuning in. This is Best Selling.…
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1 E66 - Using LinkedIn the Right Way with Gessie Schechinger 38:43
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Our guest on this episode is Gessie Schechinger . Gessie is the VP of Sales at Oncourse which is a sales engagement platform for sellers. Much of the focus of this episode is on how to effectively take advantage of LinkedIn for starting relationships and developing new opportunities. Gessie shares lots of great advise like; how to get your invites accepted, how to use hashtags to post and find relevant connections, and how to ensure your profile is updated for success. But before we get started I wanted to let you know that T-REX has gone virtual for 2020. Join us on September 16th for the first ever T-REX Virtual Conference Extravaganza . This will be a 3 hours virtual conference with 4 great speakers including Cal Fussman , Brad McGinity CRO at 15five, Erica Schultz CMO Rain Group and Latane Conant CMO at 6sense. See the podcast notes for details on our the agenda and tickets or go to trexsummit.com .…
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1 E65 - Good messaging matters with Ben Cohen 36:01
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Our guest on this episode is Ben Cohen . Ben is the Head of Sales Excellence and Marketing, North and South America at Hella which is global automotive manufacturer based out of Germany. Ben and I tackle two big topics during the podcast. First we discuss getting back to good messaging and how to solve your customer’s problems, establishing USPs, and thinking creatively. Then we dive into the sale enablement tech stack discussing which tools are essential and which are marginal at best. But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020! Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza . This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. For details on our agenda and tickets or go to trexsummit.com.…
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1 E64 - Virtual Selling done the Right Way with Jeb Blount 54:52
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Our guest on this episode is Jeb Blount . Jeb is the CEO of Sales Gravy, and author of 12 books including Virtual Selling and Objections. Jeb is also a renown sales speaker and sales acceleration specialist. Jeb and I start podcast talking about virtual selling which has always been relevant but certainly more so now that most sellers and buyers are working from home. There is no substitute for face to face but we can make video selling more effective. Jeb provides some best practices around video setup and presentation. From there we move into EQ vs. IQ and the importance of each in selling. You need to be R.E.A.L to become a best seller. Enjoy.…
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1 E63 - Finding the Perfect Prospect with Jeff Koser 36:55
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Our guest on this episode is Jeff Koser . Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise. Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.…
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1 E62 - Information is King with Joe Benjamin 34:32
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Our guest on this episode is Joe Benjamin . Joe is the co-founder and CEO at CheetahIQ in NYC. CheetahIQ is a research platform for salespeople, allowing them to find the information they need up to 10X faster than before. Joe and I start the podcast discussing how to find information nuggets that sellers can use to set themselves apart from the average sales person. Joe shares some of his secret data sources he uses to be more relevant for outreach and building the relationship. One of my favorites is the 10K annual report and the transcript from Quarterly earnings reports. You can learn a ton about from these reports about, company priorities, new initiatives, areas of focus and growth opportunities etc. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.…
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1 E61 - Shifting the Mindset to IF and HOW with Nick Beil 40:42
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Our guest on this episode is Nick Beil . Nick is the President at Narrative Science . Nick and I kick off the episode discussing “getting back to sales basics”. We open with how sales teams need to rethink how they market and sell their products. Sellers first must approach the conversation to find out IF and then HOW they can help. Discover the pain, determine if there is a fit and then develop a solution proposal. Great conversation with lots of good take aways. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.…
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1 E60 - Sales hacking tips to grow revenue with Max Altschuler 40:36
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Our guest on this episode is Max Altschuler. Max is the Founder of Sales Hacker and the VP of Marketing at Outreach.io. We jump into the conversation discussing Max’s background and why he started Sales Hacker. We then get into discussing one of the biggest shifts in selling today which is the arrival of Millennial sales leaders and Generation Z sellers. The latest generation of sales professionals think differently and aren’t motivated by the same things as Gen X or Boomers. Sales orgs that recognize this fact will have an advantage in the market place moving forward. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E59 - What the top 1% of sellers do and why you should to with Scott Ingram 46:02
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Our guest on this episode is Scott Ingram . Scott is an Account Director at Relationship One and the host of Sales Success Stories podcast. Scott and I begin the conversation discussing what Best Sellers look like and what they do that other sellers don’t. Scott has interviewed over 85+ #1 sellers across the country so he has an expert opinion when it comes to this unique group of overachievers. We also discuss the concept of the Executive Memo which is used to build trust and collaboration with large enterprise customers. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, Brad McGinity the CRO at 15five, Latane Conant the CMO at 6sense and Aliisa Rosenthal the VP Sales at Walkme just to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E58 - The art and strategy of coaching sales reps with Dave Kennett 36:01
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Our guest on this episode is Dave Kennett . Dave is the CEO at Replayz in Vancouver. Replayz offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Dave is what I consider an expert when it comes to coaching up inside sales reps. He has done it via the companies he has worked at and through his company Replayz. Most of our conversation focuses on call coaching and live coaching but we certainly cover other topics like mentoring and improving performance metrics. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E57 - Lead generation best practices with Derek Rahn 40:23
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Our guest on this episode is Derek Rahn . Derek is the VP of Sales & Customer Success at LeadGenius . LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge. Much of this episode focuses on lead generation efforts and on how sales reps should spend their time. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got a great lineup of speakers including Cal Fussman , a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E56 - 5X your deal size with Lisa Magnuson 45:47
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Our guest on this episode is Lisa Magnuson . Lisa is founder of Top Line Sales, a sales coach and author. Lisa helps her clients win big deals that are 5x greater than the average deal size. Lisa and I kick off the episode discussing the importance of war rooms. These are sessions used to discuss and strategize how to win big deals. We then get into some of Lisa plays for sales leaders. In total Lisa has 16 plays for sale leaders to help 5x their deal size. You’ll want to listen until the end because Lisa provides a link to a free resource that is tied to her new book Top Sales Leader Playbook. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference. We are now only a few months away and have just announced our latest keynote speaker Erica Schultz from the RAIN Group out of Boston. On top of that we just lined up our welcome reception venue which will be held at the Durham Bulls Ball Park. Join us for fun, networking and great content. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code BestSelling to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E55 - Sales onboarding done right with Curt Tueffert 49:34
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Our guest on this episode is Curt Tueffert . Curt is the VP of Sales Development at DXP Enterprises and an Adjunct Professor at the University of Houston. Curt and I kick off the episode discussing how to properly onboard a new sales rep to ensure long term success and retention. It has been proven that sales reps that get the right support and education to start their new career are more likely to have success and more likely to stay at that company. We also discuss the importance of personal touches and creating a automated cadence to help deliver on a timely basis. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference. You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E54 - Humans still buy from humans w/ Anita Nielsen 37:02
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Our guest on this episode is Anita Nielsen . Anita is sales enablement consultant and performance coach. She is also the author of Beat the Bots - How your Humanity can Future-Proof your Tech Sales Career. As the year winds down its time to start planning for the new year. Anita and I start off the episode discussing the Sales Kickoff - planning, format, goals, timing and how to make it fun. We then get into her new book Beat the Bots. The good news is that humans still buy from humans and sellers are a vital part of the process, or at least they should be. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference. You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E53 - B2B selling is a game of inches with Sangram Vajre 40:41
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Our guest on this episode is Sangram Vajre . Sangram is the co-founder and Chief Customer Evangelist at Terminus . He is also the co-author of the book ABM is B2B which can be found on Amazon. Sangram and I start the conversation discussing B2B selling and how focusing on quality and not quantity can increase your rate. He has seen win rates as high as 95% by using highly targeted and personalized touches. We also outline the KPIs that matter most which are those that focus on business outcomes. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference. You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now. Thanks for tuning in. This is Best Selling.…
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1 E52 - The Sales Rebellion with Dale Dupree 40:24
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Our guest on this episode is Dale Dupree . Dale is life long sales professional and the founder of the Sales Rebellion. TSR is for those that are looking to change the game when it comes to sales. Dale and I jump right into it and discuss the impact his Dad had on his life. Needles to say Dale’s Dad has had the biggest influence on his core values and was his biggest inspiration for starting his own business. Dale then walks us through his Sales Rebellion training system based on the concept of interruption. The idea is that you need to interrupt the status quo to accelerate sales and fill the funnel. But before we jump into the episode I want to thank our sponsor the T-REX Summit the Southeast's premier sales and marking growth conference. You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling at checkout to take 50% off your ticket price now.…
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1 E51 - Sales done right with John Barrows 45:56
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Our guest on this episode is John Barrows . John runs JBarrows Sales Training which focuses on helping teams and individuals fill up the pipeline and close more deals. John also recently wrote a book called “I want to be in sales when I grow up”. We start the podcast discussing how John "fell into" sales, selling power tools and then copiers with Xerox. From sales, John moved onto sales training, where he eventually started his own sales training firm JBarrows. We also get into why John wrote his book with his daughter which he donates 100% of the proceeds to the World Wildlife Fund. But before we jump into the episode I want to thank our sponsors Sales@Scale and the T-REX Summit . Check out scalesatscale.com if you need help accelerating revenue growth and creating a repeatable sales process at your business. And if you haven’t already, make sure you reserve your ticket to the southeast’s premier B2B sales and marketing growth conference, the T-REX Summit. We just added three new workshop tracks for sales, marketing and founders, go to trexsummit.com for more info. Use coupon code BestSelling and take 50% off your ticket price today. Thanks for tuning in. This is Best Selling.…
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1 E50 - How to get referrals without asking with Stacey Brown Randall 44:34
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Our guest on this episode is Stacey Brown Randall . Stacey is a Referral Ninja Master. She has literally figured out how to generate referral business without asking for the referral. And she doesn’t use Jedi mind tricks to do it. So as you can imagine Stacey and I start the conversation on the importance of referrals to grow your business. Stacey walks through how to build your referrals by incorporating her methodology as part of your everyday routine. The bottom line is that you have to make it a habit by doing business development and networking every day. But before we jump into the episode I want to thank our sponsors Sales@Scale and the T-REX Summit . Check out scalesatscale.com if you need help accelerating revenue growth and creating a repeatable sales process at your business. And if you haven’t already, make sure you reserve your ticket to the southeast’s premier B2B sales and marketing growth conference, the T-REX Summit. We just added three new workshop tracks for sales, marketing and founders, go to trexsummit.com for more info. 50% off your ticket with code: BestSelling Thanks for tuning in. This is Best Selling.…
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1 E49 - Better Selling through Storytelling with John Livesay 39:15
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Our guest on this episode is John Livesay . John is the author of Better Selling Through Storytelling and a sales keynote speaker. John started his career in media sales and lived through the digital transformation. John and I start the episode discussing how sellers can use storytelling to improve results. Storytelling helps us stand out from the competition and be more memorable. We’ll get into the details of building your story and how you can incorporate storytelling into your daily selling routine. But before we jump into the episode I want to thank our sponsor Sales@Scale. I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. No one likes surprises, so it is vital to have a repeatable sales process that is aligned to how you forecast if you’re going to have predictability in your business. That is where Sales@Scale can help. They are the B2B sales experts. They focus on the things that matter most to your business, closing more deals and predictability. If you’re serious about selling the right way and would like more predictability in your business then visit salesatscale.com . Thanks for tuning in. This is Best Selling.…
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1 E48 - You don't need empathy to be good at sales with Nicolas Vandenberghe 48:35
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Our guest on this episode is Nicolas Vandenberghe . Nicolas is the co-founder & CEO of Chili Piper , which is a buyer enablement platform that helps convert leads faster. We have been taught that to be a best seller we need to be empathetic. In my conversation with Nicolas, he de-bunks that point of view. He believes that to be good at sales, you have to understand and take into account people’s emotions, but you do not need to be affected by these emotions. As a practical example, as a seller If I understand the buyers emotions, I could use those emotions as part of my strategy to close. Interesting right? Later in the episode we also discuss the importance of time when it comes to following up with valuable leads. Speed matters and can make a big improvement in conversion rates. But before we jump into the episode I want to thank our sponsor Sales@Scale. I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. No one likes surprises, so it is vital to have a repeatable sales process that is aligned to how you forecast if you’re going to have predictability in your business. That is where Sales@Scale can help. They are the B2B sales experts. They focus on the things that matter most to your business, closing more deals and predictability. If you’re serious about selling the right way and would like more predictability in your business then visit salesatscale.com . Thanks for tuning in. This is Best Selling.…
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1 E47 - Fishing with Corndogs with Rylee Meek 41:46
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Our guest on this episode is Rylee Meek . Rylee is the Founder of the Social Dynamic Selling System . We begin the episode discussing the “aha” moment for Rylee and the event that helped develop his social dynamic selling system. I won’t give away the story but Rylee came to the conclusion that selling to many is way more effective than selling to one. He then developed a group or “social” selling system around “know, like and trust”. Your audience has to know you, like you and trust you and today he helps his customers implement this system. But before we jump into the episode I want to thank our sponsor the T-REX Summit . Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference.It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. I have a special offer for all you Best Sellers out there. Use coupon code “bestselling” at check up and receive 20% off your ticket price. Check us out at trexsummit.com . Thanks for tuning in. This is Best Selling.…
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1 E46 - How to become a Sales Sherpa with David Fisher 44:37
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Our guest on this episode is David Fisher . David is sales speaker, coach and author. His latest book is titled Hyper-Connected Selling and is available on Amazon. David and I jump into the episode discussing how to become a “sales sherpa". David believes that sales people should help guide the buyer through the buying journey all the way to the peak or in our case the close, just as a sherpa would guide you to the mountain top. Along the way we talk about continuing to build out your skill set and the differences between IQ vs. EQ and how important empathy is for a seller. But before we jump into the episode I want to thank our sponsor the T-REX Summit . Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this just in, Cal Fussman will be our featured Keynote speaker. Cal is NYT best selling author, journalist and story teller. Check him out at Cal Fussman.com and Visit us at trexsummit.com to learn more and reserve your spot today.…
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1 E45 - Building your pipeline with Jamie Shanks 43:42
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Our guest on this episode is Jamie Shanks. Jamie is the Founder and CEO of Sales for Life , a consultancy that modernizes sales and marketing practices by enabling transformation from an analog to digital sales approach. We begin the episode discussing how Jamie built his business educating sale organizations on how to market and message to potential customers using LinkedIn to build your pipeline. Throughout the episode we focus on building pipeline and sales digital transformation. Along the way we discuss the concept of war rooming, spear selling and platforms for research and engagement. But before we jump into the episode I want to thank our sponsor the T-REX Summit . T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this just in, Cal Fussman will be our featured Keynote speaker. Cal is NYT best selling author, journalist and story teller. Check him out at CalFussman.com and Visit us at trexsummit.com to learn more and reserve your spot today.…
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1 E44 - Don't give up on your prospects with Tim Wackel 45:07
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Our guest on this episode is Tim Wackel . For the last 19 years Tim has help companies as a sales trainer, speaker and executive presentation coach. Tim and I start the conversation discussing the importance of not giving up too soon on your prospects. According to Tim you need at least 5 failed touches before you should move on. We also explore how to conduct a proper call and the steps necessary for a successful outcome. But before we jump into the episode I want to thank our sponsor the T-REX Summit. Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. Visit us at trexsummit.com to learn more and reserve your spot today.…
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1 E43 - Selling from the Heart with Larry Levine 45:48
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Our guest is Larry Levine . Larry is a long time sales professional, podcaster, speaker and the author of Selling from the Heart . Larry and I have an interesting and heart felt conversation on what it takes to be a sales professional and why sales is broken today. Larry believes that to be a true sale professional you need to be authentic and have substance. Larry also shares a few nuggets from his book Selling from the Heart and why it resonates with his readers. But before we jump into the episode I want to thank our sponsor the T-REX Summit. Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. Visit us at trexsummit.com to learn more and reserve your spot today.…
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1 E42 - Never lose a customer again with Emilia D'Anzica 42:34
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Our guest is Emilia D’Anzica . Emilia is a partner at Winning by Design where she helps companies to create growth driven customer success & customer marketing programs that lead to expansion opportunities, and reduce churn. Emilia and I start the podcast discussing the evolution of client success and how to successfully align with sales. We also discuss the importance of customer on-boarding to ensure high retention rates. Emilia recommends reading, “Never lose a customer again: Turn any sale into a lifelong loyalty in 100 days” by Joey Coleman. But before we jump into the episode I want to thank our sponsor Sales@Scale . I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. As leaders we all need help growing our business and sometimes working with an objective, unbiased, informed, tell is like its is advisor can transform your business and accelerate your growth. That is where Sales@Scale can help. S@S is the Go-to-market B2B sales experts. We are your fractional CRO, advisor and sales coach. If you’re serious about scaling your business then visit salesatscale.com…
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