Best Selling Podcast (Vince Beese)
Explorez tous les épisodes de Best Selling Podcast
Plongez dans la liste complète des épisodes de Best Selling Podcast. Chaque épisode est catalogué accompagné de descriptions détaillées, ce qui facilite la recherche et l'exploration de sujets spécifiques. Suivez tous les épisodes de votre podcast préféré et ne manquez aucun contenu pertinent.
| Date | Titre | Durée | |
|---|---|---|---|
| 03 Mar 2020 | E60 - Sales hacking tips to grow revenue with Max Altschuler | 00:40:36 | |
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. | |||
| 17 Jan 2020 | E56 - 5X your deal size with Lisa Magnuson | 00:45:47 | |
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. | |||
| 07 Feb 2020 | E57 - Lead generation best practices with Derek Rahn | 00:40:23 | |
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. | |||
| 17 Jul 2019 | E41 - The King of Sales with Jeffrey Gitomer | 00:46:30 | |
Our guest is Jeffrey Gitomer. Jeffrey is a best selling author, speaker and sales consultant. He has written 15 books, 3 of which have been on the NYT best sellers list. His book the Little Red book of Selling has sold over 5 million copies and counting and he has a top sales podcast called Sell or Die. Oh by the way he is known as the “King of Sales". Jeffrey and I start the podcast discussing his background and early beginnings in sales. Jeffrey shares his passion for sales and attributes his success to writing. He tells me that every penny he makes is because of what he has written. We also discuss what it takes to succeed in sales and how the internet and social has changed how we sell but not the core fundamentals. But before we jump into the episode I want to thank our sponsor Sales@Scale. I speak to lot of tech founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and scale. 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 Thanks for tuning in. This is Best Selling. | |||
| 14 Aug 2018 | E14 - Selling the Dream with Christophe Lafargue | 00:43:24 | |
Our guest on this episode is Christophe Lafargue. Christophe is the Director of Business Development at Lucid Dream VR. Lucid Dream designs and builds custom virtual-reality experience for enterprise industries. Christophe and I start the conversation discussing how to sell a dream, an emotion, an experience. As you can image selling a product that has many different applications can be challenging so how do you help your customers prioritize their needs vs. their wants. It certainly helps to have a really cool demo experience. We’ll break this down during our discussion. Other topics Christophe and I explore are;
P.S. the book Christophe references during the episode is called “Win without Pitching” by Blair Enns | |||
| 13 Aug 2020 | E65 - Good messaging matters with Ben Cohen | 00:36:01 | |
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. | |||
| 14 Feb 2020 | E58 - The art and strategy of coaching sales reps with Dave Kennett | 00:36:01 | |
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. | |||
| 21 Feb 2020 | E59 - What the top 1% of sellers do and why you should to with Scott Ingram | 00:46:02 | |
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. | |||
| 15 Sep 2020 | E67 - 1to1 Messaging through Video with Steve Pacinelli | 00:36:41 | |
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. | |||
| 09 Oct 2020 | E68 - Selling with Authentic Persuasion with Jason Cutter | 00:37:39 | |
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. | |||
| 02 Nov 2018 | E22 - Women in Sales with Lori Richardson | 00:40:24 | |
Our guest on this episode is Lori Richardson. Lori is the Founder of Score More Sales and the President of WOMEN Sales Pros. Lori and I start the conversation discussing how she got started in sales as a single Mom that was teaching at the time. We also discuss Lori’s involvement in WOMEN Sales Pros, the importance of diversity in sales and the Sales Enablement Society. Enjoy! Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women's Basketball team. | |||
| 03 Apr 2019 | E31 - Customer success stories with Carolyn Sparano | 00:38:17 | |
Our guest on this episode is Carolyn Sparano. Carolyn is the VP of Product & Customer Success at SolarWinds HQ in Austin, TX. During our conversation Carolyn and I explore a number of topics like, the role of customer success, tools to help influence and educate your customers and the relationship between sales and client services. But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast. The T-REX Summit is almost here. Join us on Tuesday, April 16th for a full day of insightful speakers and lots of networking with your peers. Make sure you go to therevenueexchange.com to buy your tickets. Use promo code "bestsellingtrex20" and receive a 20% discount at checkout. Thanks for tuning in. This is Best Selling. | |||
| 04 Oct 2019 | E46 - How to become a Sales Sherpa with David Fisher | 00:44:37 | |
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. | |||
| 29 May 2018 | E04 On your Mark, get Set, Go! with Brad McGinity | 00:38:14 | |
Our guest on this episode is Brad McGinity. Brad is currently the Vice President of Sales at 15Five a Silicon Valley based startup that makes continuous employee feedback simple to drive high performing cultures. Prior to 15Five, Brad was a co-founder and VP of Sales at Windsor Circle. During this episode we’ll focus on Brad’s run at Windsor Circle and learn what its like to build a team from scratch while trying to deliver results in a very fast paced environment. We’ll also uncover a couple of interesting facts about Brad like the fact that he trained with Michael Phelps in Baltimore and once bought at house from his soon to be boss. He also trained for the Boston Marathon and because of a slight miscalculation just missed qualifying by 12 seconds, talk about timing! Enjoy. This is Best Selling. | |||
| 14 Sep 2018 | E18 - The Forgetting Curve of Sales Coaching with Steve Richard | 00:40:05 | |
Our guest on this episode is Steve Richard. Steve is the CRO at ExecVision which is a conversion intelligence software that empowers organization to coach people efficiently at scale, improving performance and driving revenue. Steve and I start off the conversion discussing coaching sales reps and the difference between coaching and training. Steve introduces us to “the forgetting curve”. This principle is the foundation of the learning method known as “spaced repetition,” where material is learned then reviewed after increasingly large time gaps. Thus the reason why ongoing and consistent coaching is so important to sales development. | |||
| 17 Dec 2019 | E55 - Sales onboarding done right with Curt Tueffert | 00:49:34 | |
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. | |||
| 06 Jun 2018 | E05 The Enterprise Slayer with Mar Brandt | 00:41:56 | |
Our guest on this episode of Best Selling is Mar Brandt. Mar is the VP of Enterprise Sales at Sitecore in SF. Mar has a long and successful track record in building enterprise sales organizations and taking down large complex deals. On this episode we’ll uncover the key’s to Mar success with enterprise sales and find out about her journey all the way. She is a true super star and was once Experian’s sales person of the year. Stay tuned for another entertaining and informative episode. Highlights: 2:43 - Selling to large multi-billion dollar organizations 10:01 - What are the characteristics of an enterprise hunter 13:00 - Recruiting Unicorns 17:30 - Its all about the process. Mar likes Value Selling a lot. 28:30 - Experian's Sales Person of the Year! | |||
| 25 Aug 2020 | E66 - Using LinkedIn the Right Way with Gessie Schechinger | 00:38:43 | |
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. | |||
| 21 Sep 2018 | E19 - Cold Calling is Alive and Well with John Costigan | 00:48:39 | |
Our guest on this episode is John Costigan. John is the Founder and President of Costigan Companies. John is recognized as one of the top sales trainers in the world and the creator of “Selling without a Net”. He defines that as making live phone calls in front of a live audience. I you haven’t seen John in action before you should check him out. We begin the discussion talking about sales training and specifically how he came up with the live calling concept. We’ll also dig into cold calling and how its still an effective tool for opening the door. But before we get started, how you like to attend an event with 200 + like minded individuals? I guess that all depends on what “like minded” means right? T-REX Summit is the Southeast's premier B2B sales and marketing growth conference. If you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. No commercials, no paid content and no boring panels. We offer a ton of great content and lots of networking. | |||
| 30 Nov 2018 | E25 - Alignment between Sales and Marketing with Jason Hubbard | 00:42:29 | |
Our guest on this episode is Jason Hubbard. Jason is an entrepreneur with a heavy background in marketing. He is currently the CRO at SalesIntel.io and CEO & Founder at YourGrowthExpert. Jason and I start the conversation discussing the relationship between sales and marketing and the importance of aligning the goals of both organizations. Jason suggests finding your North Star as your guiding metric to measure success. What is your North Star? For Jason that was weekly active users which was tracked and shared across the organization. We continue the conversation focusing the power of content and quality data to build a sustainable outbound program. But before we get into the conversation. Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team. We also just announced our latest sponsor WeWork, who will be hosting the Welcome reception. | |||
| 21 May 2018 | E01 Crayon Maker to Grave Digger with Brandon Gracey | 00:37:45 | |
On this first episode of Best Selling our guest is Brandon Gracey. Brandon is the VP of Sales at Handshake in NYC. During the interview we’ll learn about some interesting things about Brandon and his sales career like; He once wanted to be a crayon maker but settled on becoming a grave digger, true story. We’ll discuss the most important part of the sales process, secret its not closing. We’ll also uncover the #1 characteristic of every great sales rep and what it takes to close big deals. Finally we’ll find out Brandon’s true super power is and discuss why product is more important than marketing. | |||
| 26 Jun 2020 | E64 - Virtual Selling done the Right Way with Jeb Blount | 00:54:52 | |
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. | |||
| 26 Apr 2019 | E33 - Live from the T-REX Summit 2019 | 00:34:32 | |
This is a special live episode that was recorded during our annual T-REX Summit at the Carolina Theatre in downtown Durham on April 16th, 2019. I invited a panel of sales experts to join me on stage to do a deep dive into a couple of hot topics. The panel includes Brad McGinity the CRO at 15Five, Eric Gressel the EVP of Sales at One Source and Chas Scarantino the VP of Sales at Pendo. The top two topics voted on by our live audience were; What are the characteristics of a best seller? What are the things I should focus on to advance my career? Then at the end of the episode we open it up to the audience for live Q&A. But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast. Thanks for tuning in. This is Best Selling. | |||
| 28 Aug 2018 | E16 - Gender Diversity in Sales with Chas Scarantino | 00:40:38 | |
Our guest on this episode is Chas Scarantino. Chas is the VP of Sales at Pendo in Raleigh, NC. Pendo is a fast growing startup that make software lovable. Chas and I start the conversation discussing the impact of having a gender diversified sales team. There is a push and pull effect when you have both genders competing and collaborating, and the outcome is that everyone wins. Chas shares his experience managing teams that were 100% female and teams that were almost exclusively male. Other topics Chas and I explore are;
| |||
| 04 Sep 2018 | E17 - Getting your first 10 Customers with Darren Pierce | 00:38:21 | |
Our guest on this episode is Darren Pierce. Darren is the Founder and CEO at etailInsights a database solution that helps SaaS companies find etailers. Darren and I start the conversation discussing how to sign your first 10 customers. Darren wisely created a paid beta program to attract early adopters and get them hooked. We then focused on how to retain customers and add more new customers. We’ll also discuss selling to SaaS organizations and the challenge that etailers are facing today. Other topics Darren and I explore are;
| |||
| 09 Jan 2019 | E26 - Startup Strategy & Execution with George Deeb | 00:43:33 | |
Our guest on this episode is George Deeb. George is a serial entrepreneur, the managing parter at Red Rocket Ventures and owner of Restaurant Furniture Plus. George and I start the conversation talking about how to win your first deals and building your tools for success like your pitch deck. We also discuss picking a vertical to start with to help you focus and narrow your audience. We’ll also touch upon types of startup founders, the importance of marketing for early stage startups and how to win at trade shows. But before we get started. Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing 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 year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at the Revenue Exchange. I hope to see your there. | |||
| 10 Dec 2019 | E54 - Humans still buy from humans w/ Anita Nielsen | 00:37:02 | |
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. | |||
| 28 May 2018 | E03 Don't Stop Believing with Michael Osborne | 00:38:48 | |
Our guest on this episode is Michael Osborne. Michael is currently the President and CEO at SmarterHQ. Prior to that Michael was the original head of sales at Bazaarvoice which he helped take from $1m to a successful IPO. During this episode we’ll hear from Michael on a number of topics. While at Bazaarvoice, Michael implemented a creative process to hiring high performing sales reps. He looked for passion, intelligence and the ability to communicate. One of my favorite parts is when Michael explains the creation of the “Spartan” culture. and as you know Spartan’s fight to the death. From a KPI perspective Micheal explains that the only KPI that really matters is the closing rate. Oh and by the way Michael's walk up song of choice is Don't Stop Believing by Journey. Enjoy. | |||
| 12 Oct 2018 | E21 - Better B2B Marketing with Sangram Vajre | 00:46:00 | |
Our guest on this episode is Sangram Vajre. Sangram is the Co-Founder and Chief Evangelist at Terminus. Terminus helps B2B marketers identify and engage Best-fit Accounts faster. Sangram and I start the conversation discussing the history of account based marketing ABM and why its become a trending strategy even though it’s not a new prospecting method. Think of ABM as better B2B marketing. We also share the benefits of aligning your sales and marketing goals which typically lead to more and bigger deals. Near the tail end of the podcast you’ll hear the term “Flip my Funnel” that Sangram helped to term. Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We just announced our first keynote speaker Andy Paul. If you don’t know Andy you should. Go to andypaul.com to learn more about the Sales House and his podcast Accelerate! | |||
| 05 Aug 2019 | E42 - Never lose a customer again with Emilia D'Anzica | 00:42:34 | |
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 | |||
| 26 Jun 2018 | E08 - Driven by Speed with Mary Oakley | 00:37:22 | |
Our guest on this episode is Mary Oakley. Mary is a Strategic Sales Director at Red Hat where she has spent the last 11 years selling open source solutions to enterprises. On this episode we’re going to dig deep into Emotional Quotient (EQ) and why it’s an important characteristic for best sellers. Mary and I will also discuss her path from IBM to Red Hat and her early dream of becoming the CEO at IBM. Highlights: 3:30 - EQ vs IQ and their characteristics. 10:26 - Why empathy is so critical to selling. 13:12 - Dreaming of becoming the CEO of IBM. 26:02 - No one likes a micro manager, no one. 34:40 - Daring to be great at high speeds, the Richard Petty driving experience. | |||
| 02 Aug 2018 | E13 - Scaling a SaaS Enterprise Startup with Tim Bryan | 00:44:09 | |
Our guest on this episode is Tim Bryan. Tim is the Chief Revenue Officer CRO at Custora which makes customer insights more accessible for acquisition and retention campaigns. Tim and I start the conversation discussing how to scale a SaaS Enterprise organization from 1 to many. Tim like other great sales leaders tells us how he uses data to inform his growth decisions when it comes to hiring and building his organization. Other topics Tim and I explore are;
| |||
| 17 Dec 2020 | E71 - Build your Brand through Social Engagement with John Ferrara | 00:37:17 | |
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. | |||
| 24 May 2019 | E36 - Simplify your strategy, magnify your results with Brian Margolis | 00:44:49 | |
Our guest is Brian Margolis. Brian is the founder of Productivity Giant, an author and in a previous life was a research scientist. Brian wrote the book The Index Card Business Plan for Sales Pros and Entrepreneurs. Brian and I discuss how to simplify your strategy to magnify your results and how you can use his pillars to create your business plan on an index card. But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com Thanks for tuning in. This is Best Selling. | |||
| 10 May 2019 | E34 - Sales enablement an ecosystem to drive growth with Bridget Gleason | 00:39:40 | |
Our guest on this episode is Bridget Gleason. Bridget is the VP of Sales at Logz.io and was previously the head of sales at Sumo Logic and Yesware. She is also a co-host on Accelerate podcast with my good friend Andy Paul. Bridget start off the conversation with a deep dive into Sales enablement and then veer into other related topics. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com Thanks for tuning in. This is Best Selling. | |||
| 31 May 2019 | E38 - The Brutal Truth about Sales with Brian Burns | 00:38:31 | |
Our guest is Brian Burns. Brian is the CEO at b2brevenue.com, the Brutal Truth about Sales podcast and the B@B Revenue podcast. Brian and I dive into a number of different topics including the evolution in sales, measuring activity vs. accomplishments and the challenge with sales quota. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com | |||
| 25 Sep 2019 | E45 - Building your pipeline with Jamie Shanks | 00:43:42 | |
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. | |||
| 22 Oct 2019 | E49 - Better Selling through Storytelling with John Livesay | 00:39:15 | |
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. | |||
| 08 Oct 2019 | E47 - Fishing with Corndogs with Rylee Meek | 00:41:46 | |
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. | |||
| 14 Mar 2019 | E29 - the digital frontier with Randy Kilgore | 00:40:59 | |
Our guest on this episode is Randy Kilgore. Randy is the founder and principal at Kilgore Media Group and a long time media executive at places like Dow Jones media, Tremor and Gannet. Randy and I discuss his start in publishing and rise in digital media. It turns out that selling media is not a lot different than selling digital media. You need to follow a process, create great relationships and be empathetic. But before we get into the conversation I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast. Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout. | |||
| 12 Jun 2018 | E06 - Recruited into Sales with Will Barfield | 00:41:51 | |
Our guest on this episode of Best Selling is Will Barfield. Will is the CEO of Barfield Revenue Consulting which is full-service sales consulting and talent acquisition firm located in Raleigh, NC. On this episode we’ll dig into the characteristics of a great sales person and why some are more successful than others. Will also tells his story on how he got started in sales using a phone book and a box of cards. Episode Highlights: 1:58 - What successful sales reps look like 12:12 - Why are some sales reps more successful than others 32:56 - Self taught sales by picking up a phone book and calling on cards 36:40 - Eating Wish Sandwiches to survive | |||
| 09 Nov 2018 | E23 - The Sales House with Andy Paul | 00:46:40 | |
Our guest on this episode is Andy Paul. Andy is a world renown sales expert and someone I respect very much. Andy is also an entrepreneur that has written many books and has launched the Sales House, has a podcast called Accelerate! and has over 140,000 followers on LinkedIn. Andy is certainly a guy we can all learn something from. Andy and I start the conversation discussing how he got his start in sales selling shoes at J.C. Penney. From there we’ll dive into all things sales worthy from qualification to education to buyer enablement. But before we get into the conversation. Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre , Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team. | |||
| 19 Nov 2018 | E24 - Put me in Coach with Donald Thompson | 00:45:44 | |
Our guest on this episode is Donald Thompson. Donald is a successful entrepreneur and the CEO at Walk West which is one of the fastest growing agencies in North Carolina. Walk West helps people make strategic marketing decisions that transform businesses. Donald and I start the conversation discussing his background growing up as the son of a football coach. As you can image there are a lot of parallels between coaching and leadership that Donald took with him in life and in business. Donald like many of us learned the craft of sales by doing and carrying a bag early in his career. We also discuss other topics like the role of marketing and sales, the importance of clear messaging and focusing on what you do best. But before we get into the conversation. Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team. We also just announced our latest sponsor WeWork, who will be hosting the Welcome reception. | |||
| 19 Nov 2019 | E52 - The Sales Rebellion with Dale Dupree | 00:40:24 | |
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. | |||
| 20 Jun 2018 | E07 - The Wolf of Wilmington with Brandon Walker | 00:41:56 | |
Our guest on this episode is Brandon Walker. Brandon is the VP of Sales at Untappd out of Wilmington, NC. On this episode we’ll dig into the Importance of Creating a winning sales culture to help motivate and hold your sales team accountable. Brandon discusses how creating the right culture is not only good for sales but in this case also benefited Untappd. Along the way Brandon shares his journey and why he dropped out of UNCW to join Draper University in Silicon Valley to start a career as an entrepreneur. This is Best Selling. Highlights: 5:56 - Why create a sales culture? 10:24 - The truth about Millennials 19:48 - Dropping out of UNCW to attend Draper University in Silicon Valley 23:48 - Stereotypical view of sales until he jumped all-in 27:13 - Learning from Jordan Belfort of Wolf of Wall Street fame | |||
| 14 Jun 2019 | E39 - Habits of the Extremely Productive with Mike Schultz | 00:41:12 | |
Our guest is Mike Schultz. Mike is the Co-President at the Rain Group, a world renowned speaker, researcher and sales expert. He is also the author of two Wall Street Journal best-seller books, Rainmaking Conversations and Insight Selling. Mike and I start the conversation discussing his latest study, the habits of the Extremely Productive that Drive Productivity, Top Performance, and Happiness. We also discuss another research study called What Sales Winners do Differently. But before we get into the conversation I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com Thanks for tuning in. This is Best Selling. | |||
| 05 Nov 2019 | E50 - How to get referrals without asking with Stacey Brown Randall | 00:44:34 | |
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. | |||
| 09 Jul 2018 | E10 - The CRO Role and Instinctual Sales Leader with Eric Rosenthal | 00:39:50 | |
Our guest on this episode is Eric Rosenthal. Eric is the Chief Revenue Officer (CRO) at a SaaS startup in NYC called Emissary - the enterprise sales intelligence network. During our conversation Eric and I discuss the role of the Chief Revenue Officer; how it came about, the difference between a VP of Sales and CRO and growing importance of this role at SaaS startups. We’ll also discuss the importance of alignment between the revenue generating departments - marketing, client success, sales and BD. Along the way Eric shares his journey from Business School to sales leadership. This is Best Selling. | |||
| 03 Jul 2018 | E09 - The Servant Leader with Grant Kitching | 00:39:44 | |
Our guest on this episode is Grant Kitching. Grant is the Chief Revenue Officer at Real Magic a startup in downtown Raleigh NC. Real Magic sells a product that helps small businesses manage their professional relationships to take their business to the next level. During our conversation with Grant we’ll discuss how to attack a market through verticalization to build a competitive advantage. We’ll also explore the criteria for selecting a market or TAM and as always we’ll find out what makes Grant tick and if he has any super powers. Highlights: 1:46 Pick up the phone to research a market 5:30 Vertical focus to create a competitive advantage 10:45 The 3 pieces to vertical success 16:19 Choosing a Total Addressable Market (TAM) 22:42 Characteristic of a Best Seller 29:01 The “Servant Leader” | |||
| 03 Dec 2019 | E53 - B2B selling is a game of inches with Sangram Vajre | 00:40:41 | |
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. | |||
| 21 Apr 2020 | E61 - Shifting the Mindset to IF and HOW with Nick Beil | 00:40:42 | |
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. | |||
| 25 Jul 2018 | E12 - Founder Sales to First Sales Hire with Eric Boggs | 00:52:22 | |
Our guest on this episode is Eric Boggs. Eric is the Founder & CEO at RevBoss. RevBoss is a startup in Durham, NC that helps B2B sales teams find prospects, build pipeline and grow fast. Eric and I begin the conversation discussing “Founder sales”. As a Founder you are by default the first sales person at the company so how do you transition that responsibility and when is the right time to hire your first sales rep(s). Other topics Eric and I explore are; What are the characteristics of a startup sales person? Is enterprise cold calling dead? Why mapping the sales process to the customer journey is important. Pick up the phone when the customer is engaged. But before we jump into the episode, if you would like to be a guest or know someone that would be a great guest please contact us directly on Bestsellingpodcast.com. Click on the “Be a Guest” button in the top navigation. Thanks for tuning in. This is Best Selling. | |||
| 12 Nov 2019 | E51 - Sales done right with John Barrows | 00:45:56 | |
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. | |||
| 13 Aug 2019 | E43 - Selling from the Heart with Larry Levine | 00:45:48 | |
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. | |||
| 03 Oct 2018 | E20 - Coaching B-Ball to Coaching Sales Teams with Chris Maher | 00:45:26 | |
Our guest on this episode is Chris Maher. Chris is the CEO at Ripple Street in New York. Ripple Street is the leading influencer marketing platform for connecting brands with their biggest fans. Chris and I start the conversation discussing his transition from college basketball coach to the business world. As you can imagine that are a lot of similarities with coaching a sport to coaching a sales team. Chris and I also discuss the ups and downs of the startup world and the importance of culture. Are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We just announced our first keynote speaker Andy Paul. If you don’t know Andy you should. Visit Andy's site to learn more about the Sales House and his podcast Accelerate! | |||
| 31 May 2019 | E37 - Planning to close big complex deals with Lisa Magnuson | 00:41:12 | |
Our guest is Lisa Magnuson. Lisa is Founder and CEO of Top Line Sales. Top Line Sales is a sales consultancy that helps their clients close big deals. Lisa and I start the conversation discussing the importance of planning to increase your ability to close big complex deals. We also get into what great sales leaders are doing better than the rest. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com Thanks for tuning in. This is Best Selling. | |||
| 12 Apr 2019 | E32 - Sales is to Serve with Wes Schaeffer | 00:37:39 | |
Our guest on this episode is Wes Schaeffer. Wes is best known as the The Sales Whisperer where he trains sellers and rehabilitates sales managers. You can find Wes at www.thesaleswhisperer.com But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast. This is your last chance to grab your ticket for T-REX. The T-REX Summit is the Southeast premier growth conference and was created for Best Sellers just like yourself. The big event is on Tuesday, April 16th at the Carolina Theatre in Durham. For more details visit therevenueexchange.com | |||
| 13 Sep 2019 | E44 - Don't give up on your prospects with Tim Wackel | 00:45:07 | |
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. | |||
| 28 Oct 2020 | E69 - The Sales Natural with Patrick Boucousis | 00:47:03 | |
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. | |||
| 02 Dec 2020 | E70 - Data driven prospecting with Jeremey Donovan | 00:38:28 | |
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. | |||
| 25 Jan 2019 | E27 - Finding your niche celebrity with Janis Pettit | 00:45:50 | |
Our guest on this episode is Janis Pettit. Janis is the founder and CEO of The 10X Zone, an author and speaker. Janis and I start the conversation talking about growing your niche celebrity to help you become a go-to resource in the market you service. We also discuss the power of video and it’s growing importance to influence sales and drive new opportunities. But before we get into the conversation. Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing 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 year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there. Thanks for tuning in. This is Best Selling. | |||
| 22 Feb 2019 | E28 - Story telling to drive sales with Katy Jones | 00:36:59 | |
Our guest on this episode is Katy Jones. Katy is the CMO at FoodLogiQ. Katy and I dive into a number of topics around sales and marketing including; the role of marketing in a B2B world, the importance of alignment between sales & marketing and Account Based Marketing ABM. After the break we get into the importance of content to help with sales development. Near the end of the episode Katy reveals her work and personal super powers, you’ll have to listen to learn what it is! But before we get into the conversation. Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing 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 year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there. | |||
| 23 May 2018 | E02 From Sales Exec to Entrepreneur with Josh McBride | 00:40:20 | |
On this episode our guest will be Josh McBride. Josh is the founder and CEO of Upsider. Upsider is a solution that helps automate the sales recruiting process. Full discloser, Josh and I go way back. I hired Josh into his first sales role during our days at CheetahMail where he continued to grow and eventually became their VP of Sales at an early age. During this episode we’ll learn some interesting things about Josh like… How Sports taught him the importance of being data driven. How starting in a customer service role helped him learn the product offering and be empathetic to the customer which ultimately provided him a quicker ramp up to start his sales career. We’ll learn what are the most important characteristics of a successful seller or a best seller. I think you’ll be surprised by one or two of his characteristics. and finally we’ll learn that Josh doesn’t play the violin but loves Woo Tang Clan. | |||
| 19 Jul 2018 | E11 - Choreographing the Sales Process with Kiva Kolstein | 00:42:50 | |
Our guest on this episode is Kiva Kolstein. Kiva is the CRO at Alphasense a startup in NYC that provides AI search technology for enterprises. During the conversation we’ll focus on choreographing the sales process from beginning to end. As Kiva explains, the key to choreographing for a best seller is memorization. Memorization leads to clarity so the seller is freed up in the moment. And I bet you thought choreography was just for dancers. Also during this episode we’ll also learn about quantitative and qualitative pipeline review and get into Kiva’s background as a sales leader. | |||
| 15 Oct 2019 | E48 - You don't need empathy to be good at sales with Nicolas Vandenberghe | 00:48:35 | |
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. | |||
| 21 May 2020 | E62 - Information is King with Joe Benjamin | 00:34:32 | |
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. | |||
| 21 Jun 2019 | E40 - Question based selling with Paul Cherry | 00:43:15 | |
Our guest is Paul Cherry. Paul is the President and Founder of Performance Based Results which delivers intense customized sales workshops, coaching, and leadership programs to companies throughout North America. Paul and I start the podcast discussing the importance of “question based selling”. The reality is that asking thought provoking questions and understanding the why and what motives your prospects will improve your selling performance. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com | |||
| 17 Aug 2018 | E15 - The Art of Selling with Corey Richardson | 00:37:51 | |
Our guest on this episode is Corey Richardson. Corey is the Vice President of Sales at Teamworks. Teamworks is a solution to help athletic organizations collaborate and communicate. Corey and I start the conversation discussing the importance of a sales process. Is it more an art or more a science or a balance of both that works best. Who benefits most from a process and what’s in it for the sales rep? We’ll also get into something I call the “Service of You” where as a seller you’re building your creditability and trust by offering value to your prospect and expecting nothing in return. Other topics Corey and I explore are;
| |||
| 27 May 2020 | E63 - Finding the Perfect Prospect with Jeff Koser | 00:36:55 | |
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. | |||
| 17 May 2019 | E35 - Customer acquisition strategies to win more deals with Anthony Iannarino | 00:37:32 | |
Our guest is Anthony Iannarino. Anthony is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sales. However he might be best know for his work at The Sales Blog. Anthony and I jump into a number of topics including customer acquisition strategies, AI in sales and sales outreach. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com. Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com Thanks for tuning in. This is Best Selling. | |||
| 21 Mar 2019 | E30 - Motivating and coaching sales pros with Larry Long Jr. | 00:38:42 | |
Our guest on this episode is Larry Long Jr. Larry is currently the Director of Collegiate Sales at Teamworks in downtown Durham. Larry has worked at some of the top tech companies in the triangle including Pendo, ChannelAdvisor and Sageworks. Larry and I discuss a number of topics but start the conversation talking about the role of sales leader to motivate and mentor their team. I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast. Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout. | |||
Améliorez votre compréhension de Best Selling Podcast avec My Podcast Data
Chez My Podcast Data, nous nous efforçons de fournir des analyses approfondies et basées sur des données tangibles. Que vous soyez auditeur passionné, créateur de podcast ou un annonceur, les statistiques et analyses détaillées que nous proposons peuvent vous aider à mieux comprendre les performances et les tendances de Best Selling Podcast. De la fréquence des épisodes aux liens partagés en passant par la santé des flux RSS, notre objectif est de vous fournir les connaissances dont vous avez besoin pour vous tenir à jour. Explorez plus d'émissions et découvrez les données qui font avancer l'industrie du podcast.
© My Podcast Data