Future-Proof Selling
120 episodes - English - Latest episode: about 1 year ago - ★★★★★ - 4 ratingsA must-listen for B2B sales and business leaders, where Steven Norman discusses today’s world-class B2B sales strategies with global sales thought leaders, frontline sales professionals, coaches, Entrepreneurs, and industry influencers. Sales and buying have both dramatically changed... have you kept up the pace?
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Episodes
How to Influence Enterprise Buyers with Douglas Cole
March 06, 2023 07:34 - 26 minutes - 23.8 MBDouglas Cole is an Enterprise Sales Leader at LinkedIn, an advisor with start-up accelerators in Canada and the U.S., and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. If that isn’t enough, he has also authored The Sales MBA: How to Influence Corporate Buyers. Doug joined the LinkedIn team because he believes in their vision and values, and he’s committed to refining his craft as a leader. Doug’s team helps B2B sa...
Hiring Driven Top Sales Performers with Chris Croner
February 09, 2023 04:18 - 27 minutes - 24.9 MBDr. Christopher Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® online sales test and The Drive Interview, both used for hiring “Hunter” salespeopl...
Crush Your Quota with Ian Koniak
December 07, 2022 03:39 - 37 minutes - 34.6 MBIan Koniak is an accomplished sales coach, trainer and keynote speaker who helps B2B Account Executives perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level. Ian has been a top performing Account Executive for 19 years, with over $100M in career sales at Fortune 500 companies. He's led and developed teams, and was recently the #1 Account Executive in the Enterprise Select Division at Salesforce. Ian is...
Sales Hiring in a Candidates' Market with Dan Kijewski
September 26, 2022 10:17 - 25 minutes - 23.8 MBDan Kijewski is Senior Director of Enterprise and Staffing Sales at Talent.com - a leader in the recruitment advertising and technology space. He is responsible for sales strategy, strategic planning, recruitment, marketing, product, and all activities required to grow the US Enterprise and Staffing team into a $25m+ business over the next 12months. Dan has 20+ years of sales experience, coupled with his recruitment expertise and deep knowledge of the current market. Dan shares his valuabl...
Developing The Sales Process For Founders with Brendan McAdams
September 04, 2022 10:31 - 28 minutes - 26 MBBrendan McAdams is Co-founder of Expertscape, a global directory of medical experts, And also Founder of Kiinetics. Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets. Over the last 10+ years, Brendan ...
Sell Without Selling Out with Andy Paul
August 22, 2022 07:08 - 33 minutes - 30.4 MBAndy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company. Andy is ranked #8 on...
Accelerate Each Stage of the Buying Process with Patrick Baynes
August 17, 2022 11:35 - 24 minutes - 22.4 MBPatrick Baynes is CEO of Nerdwise who helps sales teams “Sell More Wisely.” Nerdwise is an all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities. Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tech, Reflective Energy, Lynk Capital Markets, TechAdvisors an...
Applying Sports Coaching and Training Principles to Sales
July 20, 2022 22:52 - 26 minutes - 24.2 MBNicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program. Nicolas has 15 years’ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development. Specialising in business development, international sales, channel management account management, product marketing and s...
Advanced Outbound Calling Techniques with Chris Beall
July 11, 2022 08:34 - 34 minutes - 31.3 MBFor the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual. Chris fully believes that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is...
Sourcing and Developing Sales Talent with Joseph Fung
May 09, 2022 04:25 - 33 minutes - 30.5 MBJoseph Fung is a graduate of the University of Waterloo’s Computer Engineering program, and is a very successful five-times tech company Founder and CEO. Joseph is passionate about Helping technology businesses hire sales professionals who deliver from day one. His company Uvaro, is a tech sales career accelerator. Helping kickstart careers in Tech Sales across North America. Sister company Kiite is a sales enablement platform offering sales playbooks, templates, and a bunch of free res...
Corporate Storytelling Masterclass with Donna Griffit
April 11, 2022 07:40 - 31 minutes - 29.2 MBWorld renowned Corporate Storyteller and Pitch Alchemist Donna Griffit has helped over 1000 startups, corporates and investors raise hundreds of millions of dollars and accelerate their sales with a personal touch and unmatched messaging savvy, in any industry, at any phase. “The hardest thing for a company is to explain to people what they do and why it matters. I see startups spending tens of hours – if not weeks and months – struggling to get the right words out – and ending up with mes...
More than a Number - A Leader’s Guide with Scott Leese
March 02, 2022 04:59 - 35 minutes - 32.4 MBScott Leese is one of the top startup sales leaders in the US. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Scott Leese Consulting was founded with a concentration on companies scaling from $0 – $25m ARR. Armed with years of industry...
Personal Branding and Building Authority with Kasey Jones
February 14, 2022 05:05 - 26 minutes - 24.6 MBKasey is a personal branding authority and growth strategy coach who helps Founders harness the power of what makes them unique, in order to build high growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, personal brand growth and relationship building at scale. Attract ideal customers, impress potential investors, and connect with other industry influencers. Kasey began her affinity for the startup life by working on political campaigns whe...
Reimagining Sales Using AI and Machine Learning with Adam Rubenstein
January 24, 2022 06:00 - 39 minutes - 36.3 MBAdam Rubenstein is a serial entrepreneur, salesman, and sales manager. As an entrepreneur, he has centered all of his businesses around sales. While he will always use CRMs he wanted a better way to capture what matters most in sales — the human interactions. The conversations, the phone calls, the lunches. Adam is Co-Founder and CEO of Traq365. A company that leverages AI to effortlessly convert sales conversations into objective buyer insights, improving sales processes and revenue p...
Sales Management that Works with Frank Cespedes
January 10, 2022 07:12 - 39 minutes - 35.8 MBFrank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board Member at consumer goods, industrial products, and services firms. He has written for numerous publications, and is the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must read” (Gartner), a...
How to Scale your MSP with David Ledgerwood
December 07, 2021 11:27 - 39 minutes - 35.8 MBDavid Ledgerwood is Managing Partner of Add1Zero, who provide lead-to-close sales execution for B2B tech-enabled services companies ready to leap from 6 to 7 digits of revenue. His career sales have topped US $40M, with an average deal size in excess of $150,000. David has sold software and services for more than a decade and helped several companies grow into the mid-7 figures. David headed up Sales and Services for Gun.io for three years, during which time he booked staff, oversaw more...
A Novel Guide to Sales Success with John Smibert & Wayne Moloney
November 03, 2021 00:05 - 40 minutes - 37.2 MBJohn Smibert is a B2B Sales Specialist, Change Agent, Challenger, Coach, Trainer and Speaker. John has led sales teams to success for over 20 years. He achieved 25 annual Sales clubs with IT Multinationals selling to large banks, telcos, Federal & State Government and the manufacturing industry. “I work with companies who recognise the old way they sell is no longer effective and they are seeking to transform to new, more productive sales models. I strive to be one of the most switched o...
Selling - The Most Dangerous Game with Robert Workman
October 06, 2021 21:58 - 36 minutes - 33.6 MBRobert Danger Workman is a 40-year veteran in face-to-face, day-in and day-out selling. He has published numerous sales training/human development programs and spoken to thousands of sales reps nationwide and internationally. His consistent track record as #1 in sales includes Top Producer titles from companies with 800, 300 and 100 reps, but also includes being fired while producing consistent superlative results – for making too much money. Robert has gone from having his phone turned ...
Tech Powered Sales with Tony Hughes and Justin Michael
September 27, 2021 05:50 - 37 minutes - 34.4 MBCelebrating the 100th Episode of The Future-Proof Selling Podcast!!! Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “Tech Powered Sales”, which is a mindblowing read from two of the industry’s best. ...
How to Get a Meeting with Anyone with Stu Heinecke
September 06, 2021 07:00 - 38 minutes - 35.3 MBStu Heinecke is a hall-of-fame nominated marketer, famous Wall Street Journal cartoonist, bestselling business author and the father of contact marketing. His Book “How to Get a Meeting with Anyone” was a huge hit, and more recently he has released a book called “Get the Meeting.” Contact marketing is a fusion of marketing and selling in which bold and original forms of marketing are used in support of high-level sales approaches to VIP accounts and prospects. Stu has a lot of incredible...
Optimising your LinkedIn profile for B2B Sales
August 24, 2021 03:50 - 33 minutes - 30.9 MBKaren Tisdell is ranked one of the top LinkedIn Trainers across Asia Pacific in 2018 and 2019. Karen began writing LinkedIn profiles in 2009, facilitating LinkedIn strategy sessions on how to reposition your career and attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint and attract and retain clients. Key Points of our Discussion The Edelman Trust Barometer Profile writing with authenticity Karen’s profile picture reco...
Meetings That Convert with Scott Milener
August 11, 2021 07:37 - 31 minutes - 28.6 MBScott Milener is Founder and CEO of IntroSnap, an innovative company with a unique slant on helping sales teams and individuals get in touch with influencers, and targeted prospects that are otherwise difficult to reach. Scott and his team started IntroSnap to enable professionals to connect in a more effective and personal way, while being a force for good in the world. Scott and his associates have been in Senior Sales roles in top SaaS firms including Oracle Marketing Cloud, TripActions...
Enterprise Sales with the Sales Samurai Sam Capra
July 21, 2021 06:37 - 29 minutes - 27.1 MBSam Capra is a sales student who has worked in the B2B sales space for 20+ years in various sales roles as a contributor, leader and trainer. Sam's experience spans across various industries from Industrial early in his career, to SaaS the past 10+ years working with Startups to Enterprise level organisations. Sam currently leads sales efforts for flexEngage, an innovative SaaS company out of Orlando, FL. Sam decided to pursue his passion of helping others and founded Sales Samurai, a podc...
Billion Dollar Sales Secrets with Joe Paranteau
July 14, 2021 04:46 - 32 minutes - 29.3 MBJoe Paranteau is a practicing Sales Director for Microsoft where he has held positions for over 17years. A keynote speaker, coach and sales thought leader, Joe has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses. Within a five year span, he sold more than $1B in revenue, which motivated him to share his insights. In his first book, Billion Dollar Sales Secrets, he shares fifteen themes to help inspire people to rise to meet today’s cha...
Driving SDR Performance with David Dulany
July 07, 2021 10:35 - 29 minutes - 26.6 MBDavid Dulany is the Founder and CEO of Tenbound; a research and advisory firm focused and dedicated 100% to sales development performance improvement. The Sales Development industry has exploded over the past few years, however, expertise in the subject is still rare. David has a long sales history and has put his expertise on paper in his book “The Sales Development Framework.” Tenbound helps revenue leaders and reps hit their pipeline and sales numbers through program assessments, play...
Outbound Sales Best Practices with James Harper
June 28, 2021 06:05 - 30 minutes - 27.8 MBJames Harper is the Founder of AgencyFlare, a gritty outbound sales agency that has learned to “punch above their weight class” when it comes to outbound sales. When James was a teenager, his step-father told him to get a sales job because James could sell anything. Fifteen years later, James realized that sales was actually his calling. Since 2015, James has sold over $3.5 million worth of B2B marketing services and has sold two companies that were both 100% bootstrapped from the ground u...
Master your pitch through storytelling and expression with Rajiv Nathan
June 14, 2021 06:21 - 36 minutes - 33 MBKnown as the Heavyweight Champion of Story, Rajiv 'RajNATION' Nathan is Founder of Startup Hypeman, helping growing companies not suck at telling their story so they stand out to their audience, stand apart from competitors, and break through in their category. He was named an "Agent of Change" by Huffington Post, has given a TED Talk, and been featured in Inc, Forbes, and more. He's also a hip hop artist, yoga instructor, and host of the popular show Startup Hypeman: The Podcast. We talk ...
Top New Sales Enablement Priorities with Phil Cleary
June 08, 2021 07:21 - 31 minutes - 29 MBHead of sales enablement for the APAC region, with 15 years experience at Salesforce.com. Phil and his team enable their account executives, business development teams and sales leadership to find more pipeline, execute transformational sales journeys, and become trusted advisors to their valued customers. Aligned tightly to sales leadership priorities, they onboard new hires, coach sales teams and deliver messaging, product and skills training programs across their sales hubs in Australi...
Scaling B2B Sales and Developing your Sales Playbook with Alex McNaughten
April 12, 2021 08:28 - 36 minutes - 33.1 MBAlex McNaugten, Founder of “Sales Leaders” and “Apprento” is passionate about solving New Zealand’s sales and revenue operational capability gaps, and building RevOps for globally ambitious organisations who want to scale 🌏. At only 27yrs, Alex has trained hundreds of founders, executives and sales professionals, and worked across 80+ Kiwi and Australian businesses, helping them to reduce their sales costs, speed sales cycles, maximise win rates, build out teams, expand into new markets an...
B2B Sales and Marketing Trends in 2021 with Mike Maynard
March 16, 2021 11:29 - 40 minutes - 36.9 MBMike Maynard is a long term marketing expert of over 20years based in the UK. Mike is the MD of the Napier Agency - who are a $7million marketing and PR company focused on helping B2B tech companies. Mike is a self-confessed geek who loves talking about technology. He believes that combining measurement, accountability and innovation with a passion for communicating, ensures Napier delivers great campaigns and tangible return on investment. Mike began his career as an electronics design ...
The Game of Sales with David Perry
March 01, 2021 10:36 - 34 minutes - 31.2 MBDavid is an accomplished top enterprise practicing salesperson, currently in sales and business development and global strategic accounts at Adobe in New York. Despite his fast-paced and high pressure position he has managed to pen an excellent book “Game of Sales.” Prior to Adobe, at AdRoll, Amazon and Google, David helped major brands leverage advertising solutions spanning search, display, video, mobile, and emerging technologies. Before Google, David was a Business Development Execu...
Frontline Sales Leadership with Karl Sice
February 08, 2021 08:19 - 32 minutes - 29.5 MBKarl Sice is Country Business Leader for ANZ at Alcatel-Lucent Enterprise, the multi-national communications, collaboration and network solutions corporation. He has 20+ years’ experience in leadership and business development in IT and financial services, with roles in industry powerhouses Dell, Sun Microsystems, Staples, Gartner and American Express. Karl is an extremely passionate frontline sales and business leader with a contagious energy. This episode is absolutely packed with valuab...
Personal Branding for Account Executives with Thomas Vanderkin
January 25, 2021 06:18 - 22 minutes - 20.9 MBThomas Vanderkin is Global Account Manager for Lenovo, responsible for some of the largest Telcos and Solution Integrators. Over the years as a ‘hobby’ he has also developed a wildly popular personal brand - Vanderkinverse. His videos and reviews appear on YouTube, LinkedIn, and other social media channels with millions of views, and over 30,000 followers on LinkedIn. Thomas began his career at GE Capital leasing PCs, then moved to Wachovia mortgage division, and then to the IBM Personal...
Growth Through Strategic WinBack with Dan Pfister
January 11, 2021 05:15 - 28 minutes - 26 MBDan Pfister has been a marketer for over 20 years and has spent thousands of hours testing and implementing a very wide variety of sales growth strategies. In total they’ve generated over 50,000 customers and have allowed him to work with brands like Fidelity Investments and Tony Robbins (see below). Though many strategies have generated outstanding results for Dan, nothing in his experience has generated revenue faster or more predictably than WinBack. It was the strength and reliabili...
Sales Conversation Mastery with Andrew Sykes
November 30, 2020 06:00 - 31 minutes - 29.1 MBAndrew Sykes is founder and CEO of Habits at Work, a training company based in Chicago that arms revenue-responsible teams with conversation skills and high-impact habits. He is a master of conversation who helps salespeople and organisations sell more, faster, and keep customers happy, longer. He grew up in South Africa where he qualified as the youngest actuary at the time and, starting at the tender age of 22, built one of that country’s largest healthcare consulting businesses. As a p...
Objection Handling and Win-Win Selling with Doug Brown
November 17, 2020 06:00 - 34 minutes - 62.3 MBDoug Brown is a highly acclaimed revenue growth expert in revenue expansion, and sales optimisation. He began working for his family business at the age of three, and has since started and built over 35 companies. During college at Berklee College, Northeastern University, and Salem State University, Doug supported himself by selling music equipment to colleges, universities, corporations, and some of the world's biggest bands such as Aerosmith, Boston, Billy Joel and The Eagles among oth...
Dealing with Rapid Change in 2020 with Patrick Butler
November 09, 2020 07:09 - 29 minutes - 27.2 MBPatrick Butler is CEO of Information Security Specialists Loop Secure. He has had a long and successful 13 year career with the company, having started out as an account manager in sales, and working his way up to the C-suite. You could say he knew the business like the back of his hand...until COVID hit suddenly and forced rapid change. Patrick joins me on the Future-Proof Selling Podcast to share the Loop Secure journey of how they reacted to the pandemic, and the steps they took to tra...
Swimming In the Lake of Sales Rejection with Michael Humblet
November 02, 2020 11:25 - 25 minutes - 23.5 MBMichael Humblet is obsessed with designing, building and scaling sales engines. Founder of Chaomatic, a company focused on unlocking and maximizing revenue growth, and trusted by over 230 companies. He is a seasoned sales strategist who served in a number of different Sales Leadership functions. Michael Humblet is the host of The Sales Acceleration Show, the sales and marketing focused Q&A show on how to accelerate your business. Following a recent video Michael shared called Th...
Innovative GTM Strategies for SME’s with Michael Haynes
October 26, 2020 10:00 - 27 minutes - 18.7 MBMichael Haynes is the Founder and Principal Consultant at Listen Innovate Grow. He has also penned a fantastic book of the same name which is a guidebook to help startup’s and SME’s acquire and grow new B2B customers. For over 20 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia and Canada to develop and implement customer strategies and programs to drive business growth. Particularly in these trying times if you’re struggling to...
Tech Sales Leadership for a New Era w/ Tim Sleep & Sean Garvey
October 19, 2020 21:08 - 34 minutes - 23.4 MBI am joined by Tim Sleep and Sean Garvey of Odgers Berndtson, Australia’s fastest-growing retained Executive Search firm. Recently the company conducted a study where they asked 50 country, regional and global Managing Directors of Software and Services companies about their last six months’ experiences in Australia and New Zealand. They collated their findings into a whitepaper titled Technology Sector MD Insights - The opportunities and challenges of the crisis. How is it affecting o...
How to Sell via Story Listening with Mike Adams
October 12, 2020 08:24 - 33 minutes - 30.7 MBMaster storyteller, author and sales mastermind Mike Adams returns to the Future-Proof Selling podcast with...you guessed it, a plethora of valuable experiences and insights around the concept of story-listening in sales. Mike is an expert facilitator and story consultant who has helped numerous national and international companies, across many industries, to tap into story-powered sales. Before working at Anecdote, Mike was the CEO of The Story Leader and had leading marketing and sal...
How to Future-Proof Your Sales Career with Pree Sarkar
October 05, 2020 11:20 - 27 minutes - 24.8 MBPree Sarkar is an executive recruiter, career coach, author and keynote speaker. LinkedIn rated him in the Top 1% Recruiters for Search Excellence and Talent Pipelining. Prior to recruitment, he was a top performing account executive and sales director with Fortune 500 companies, including Xerox and FedEx. Since 2008 he has been advising leaders and professionals at global technology companies and pre-IPO start-ups to help them build winning teams and great careers. We really need to up ...
Remote Selling and Building a Sales-Friendly CRM with Jeroen Corthout
September 21, 2020 06:58 - 22 minutes - 31.3 MBJeroen Corthout from Antwerp, Belgium is Co-Founder of leading CRM Software Salesflare, developed specifically for small to medium B2B. The company is known for making CRM ‘human.’ We discuss what’s important in a challenging tight market, and how salespeople can take this as an opportunity to become more productive in a remote selling environment. Some Key Points of This Discussion Jeroen’s background and launching Salesflare The complications for Salespeople trying to utilise a ...
Big Ticket Enterprise Sales Success with Aaron McCormick
September 14, 2020 07:04 - 42 minutes - 29.7 MBAaron McCormick should have been a casualty of his upbringing, “destined,” as he says,” to be crippled by almost every externally imposed and therefore, self-imposed limitation you could imagine.” Raised on the south side of Chicago, in poverty by a single mother with no education, deserted by a father who was likely an undiagnosed bi-polar schizophrenic, and tightly controlled by an extreme fundamentalist religion that allowed no personal freedom whatsoever, including getting a college ed...
Communicating and Quantifying Value with Tom Pisello, the ROI guy
September 07, 2020 07:33 - 31 minutes - 29 MBTom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power...
LinkedIn Masterclass for B2B salespeople with Karen Tisdell
August 31, 2020 05:25 - 33 minutes - 23.1 MBKaren Tisdell is ranked one of the top LinkedIn Trainers across Asia Pacific in 2018 and 2019. Karen began writing LinkedIn profiles in 2009, facilitating LinkedIn strategy sessions on how to reposition your career & attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint, attract & retain clients. Key Points of our Discussion Using LinkedIn to build touchpoints with our potential clients. Substituting face to face contact w...
Authenticity in Sales with Jason Cutter
August 24, 2020 07:18 - 29 minutes - 27.2 MBJason Cutter, CEO of Cutter Consulting Group, is an author, podcaster and sees himself as a sales success architect for companies and individuals. Even though he didn’t have a sales upbringing or background (his bachelor’s degree is in Marine Biology), he knows what it takes to be successful in sales. His new book – Selling With Authentic Persuasion - is focused on helping anyone in sales transform from Order Taker to Quota Breaker. In This Discussion: What authenticity means in the sale...
Neuro Linguistic Programming for B2B Sales with Paul Ross
August 17, 2020 03:59 - 32 minutes - 22.9 MBPaul Ross is an author, speaker, Master Hypnotist and Master Practitioner of Neuro-Linguistic Programming. He teaches already successful 6 and 7 figure professional salespeople and entrepreneurs how to easily add multiple 6 figures to their revenue through the power of subconscious selling. This is a really interesting episode that delves into the modern sales techniques top sellers are using, that can leave traditional sales methods well behind. Key Points of our Discussion: Refram...
Implementing the Sales Process with David Masover, Author & Sales Process expert.
August 10, 2020 07:00 - 25 minutes - 17.5 MBDavid Masover is a global sales thought leader and sales process expert. He is also the author of several sales books. David is back on the Future Proof Selling podcast to discuss his four level sales process that has made a significant positive impact on the organisations he works with. Some key points of our discussion: Getting field input into your sales process. Involving other key stakeholders. Process iteration and buy in. Implementing new sales technology. Sales coaching ...
Proposals that create impact and improve conversion with Mark Tanner, co-founder of Qwilr
August 03, 2020 02:21 - 37 minutes - 26.3 MBQwilr was co-founded in 2014 by designer Dylan Baskind and ex-Googler Mark Tanner, who were friends since high school. Dylan became frustrated when trying to win new business — he wanted to make sure he was putting his best foot forward but found it risky to put so much time into each proposal, meaning days of waste if he didn’t win business. Mark saw the coming future of productivity tools during his time at Google and together, they agreed to work on a new way to create, design and send pr...