The Selling Well (Mark Cox)
Explorez tous les épisodes de The Selling Well
| Date | Titre | Durée | |
|---|---|---|---|
| 16 Mar 2022 | Growth IQ with Tiffani Bova | 00:50:00 | |
Tiffani Bova is a sales leader, author, and highly sought-after keynote speaker. She’s delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents. She’s also the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani is the host of her own podcast, What's Next! With Tiffani Bova. Tiffani has been named to the latest Thinkers50’s list of the world’s top management thinkers and also contributes her thinking to publications which have included Harvard Business Review and Forbes among others. Join us as we dive into different perspectives Tiffani has on the sales industry today as well as valuable tips and strategies she has picked up throughout her career in professional sales.
| |||
| 02 Sep 2022 | Stop Selling. Start Collaborating. with Christoph Senn | 01:02:27 | |
Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses. Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review “Stop Selling. Start Collaborating: The secret to fostering lasting client relationships.” Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples.
| |||
| 20 Jan 2023 | The Journey Beyond Fear with John Hagel | 00:53:15 | |
John Hagel has over 40 years of experience as a management consultant, author, speaker, and entrepreneur. During his time at Deloitte, John was the founder and chairman of the Silicon Valley-based Deloitte Center for the Edge, with the mission to identify and explore opportunities on the edge of business and technology. In his new book, The Journey Beyond Fear, John explores why people are experiencing so much fear these days, how fear manifests itself in terms of someone’s view of the future, and how leaders can create an environment in the workplace to engage our workforce and shift their outlook of the future from fear to passion.
| |||
| 07 Sep 2022 | Part-Time Sales Management with Rene Zamora | 00:51:10 | |
Rene Zamora is the President and Sales Management Consultant at Sales Manager Now, managing small business sales teams for companies trying to elevate their sales performance through Fractional Sales Management. Rene spent 23 years in sales and sales management before starting his consulting practice, providing high-performance training programs to small and medium-sized businesses, and starting his own business, Sales Manager Now. He is also the author of Part-Time Sales Management, with insights on building a system for small business owners to manage sales and elevate performance. Join us as we discuss the challenges of sales management and leadership today, as well as the core competencies to look for when hiring salespeople.
| |||
| 13 Jan 2022 | Business Acumen and The Power of One Up with Anthony Iannarino | 00:44:59 | |
Anthony is an author, sales leader, and highly-sought after keynote speaker. He is the President and Chief Sales Officer of Solution Staffing, faculty member at Capital University, and the author of these three bestselling books: The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and Eat Their Lunch: Winning Customers Away From Your Competition.
| |||
| 17 Dec 2021 | Leveraging the Sales Tech-Stack with Tony Hughes | 00:53:40 | |
Tony Hughes has recently written one of the most important books in professional sales in 2021 along with co-author Justin Michael. Tech-Powered Sales describes how all salespeople need to elevate their TQ (technology quotient) in order to drive scale and volume of non-value-added manual tasks in professional selling. This amazing book is being well-reviewed everywhere it’s seen. We talk with Tony about how we, as salespeople, future-proof our careers.
| |||
| 27 Aug 2024 | How Curiosity Transforms Companies And Cultures With Dr. Diane Hamilton | 00:47:42 | |
In a world drowning in information, a curiosity culture is a lighthouse, guiding organizations towards uncharted territories of discovery and growth. In this episode, Mark Cox welcomes back Dr. Diane Hamilton to delve into her latest book, Curiosity Unleashed: Achieving Business Excellence by Challenging the Status Quo. Dr. Diane explores how cultivating a curiosity culture within organizations can drive substantial financial gains and enhance employee engagement. She highlights the significance of emotional intelligence in sales and how curiosity can enhance empathy and problem-solving. With fascinating insights, Dr. Diane provides a compelling case for cultivating a culture of curiosity. | |||
| 03 Mar 2023 | The Impact of Coaching with Carol Kauffman PhD | 00:42:27 | |
Carol Kauffman is known globally as one of the top leaders in coaching. She was named the #1 Leadership Coach by Marshall Goldsmith and one of the top 8 coaches in the world by Thinkers 50. Carol is on the faculty of Harvard, where she is the Founder and Executive Director of the Institute of Coaching. She also supervises an international fleet of leadership coaches and has created a coach approach training program with a global footprint. Join us as we discuss her new book, Real-Time Leadership: Find Your Winning Moves When the Stakes Are High, and have a candid conversation where Carol walks us through a coaching model, identifying what you should and should not do to effectively communicate as a coach or leader.
| |||
| 27 Apr 2023 | How to Create, Live and Sell a Powerful Personal Brand with Dr. Cindy McGovern | 00:45:09 | |
Dr. Cindy McGovern is the CEO of Orange Leaf Consulting, coaching and guiding companies and individuals to achieve both professional success and sustainable revenue growth. She is the author of the Wall Street Journal Bestseller “Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work” and her most recent book, “Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand”. Cindy has also been a keynote presenter at conferences around the world, speaking on various sales, leadership, and motivational topics. Join us as we discuss her most recent book, highlighting the importance of creating a personal brand and understanding the values and superpowers that you bring to the table.
How to Listen: | |||
| 23 Jun 2022 | Sensemaking For Sales with Brent Adamson | 00:56:35 | |
Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide. He is the Global Head of Research and Communities at Ecosystems, a leading SaaS platform for collaborative customer value management. Brent is the co-author of the best-selling The Challenger Sale (2011) and The Challenger Customer (2015). He is also a frequent contributor to the Harvard Business Review, featuring his most notable article, “Sensemaking for Sales” (2022). Join us as we discuss some key topics and challenges in professional sales today, including how customers are getting overwhelmed with information and options during the buying decision process. Brent provides some important insights regarding this topic, outlining the importance of helping the customer make sense of the information to instill confidence in their ability to make a large-scale decision.
| |||
| 14 Nov 2023 | Personal Disruption: With Whitney Johnson | 00:48:42 | |
Ever wonder why somebody completely disrupts themselves or changes direction even if they were successful in what they'd previously been doing? We see that happen everywhere from sports to entertainment to the world of business. This phenomenon of “personal disruption” is the specialty of Whitney Johnson, CEO of the Human Capital Consultancy Disruption Advisors. Having worked with Clay Christiansen, Whitney took his concept of product disruption and applied it to people. In this episode, you’re going to learn how we can actually disrupt ourselves and what that experience looks like for the individual. In the constantly evolving professional sales space, we need to be constantly changing and developing, so this conversation is deeply relevant to our space. Tune in!
| |||
| 16 Jun 2022 | The Sales Evangelist with Donald Kelly | 00:49:36 | |
Donald Kelly is the Founder of The Sales Evangelist. This sales training organization provides strategies through programs designed to eliminate confusion from B2B selling and help sales professionals consistently hit their targets. As a former top-performing technology sales professional, Donald has helped sellers from companies worldwide build confidence in their selling abilities, resulting in increased sales for organizations such as Rock Venture (Quicken Loans), HairClub, VMWare, and Consolidated Electrical Distributors LLC. (CEB), to name a few. Join us as we hear about Donald’s expertise captured in his book Sell It Like a Mango (2022) and discuss how technology, in many ways, is helping sales development representatives sell worse faster and what they can do to elevate their core skill sets to be more successful.
| |||
| 25 Jan 2022 | Succeed Without Selling with Diane Helbig | 00:47:09 | |
How can you tell that you’re already a successful business person? Is it with the number of sales that you made or the number of people’s lives that you’ve changed? If you’re still on your way to the top of the success ladder, what are the next steps to ensure your spot at the top? In today’s episode, Mark welcomes Diane Helbig. Diane is a successful author, business advisor, sales and social media trainer. She talks about the different strategies and advice she’s giving to her students to increase sales and develop their business. She also discusses the connection between business therapy and growth.
| |||
| 02 Jun 2022 | Stop Killing Deals with George Brontén | 00:48:59 | |
George Brontén is a life-long entrepreneur, with 25 years of experience in the software space and a passion for sales and marketing. He is the Founder and CEO of Membrain.com, an award-winning SaaS company that makes it easier for companies to capture, learn and execute the behaviors needed to achieve sales excellence. George has also published his own sales book titled Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020). Join us as we discuss his journey and explore insights into a variety of sales topics such as how to add value to clients and prospects in core sales conversations and key elements of learning as a professional salesperson.
| |||
| 23 Aug 2022 | A Mind For Sales with Mark Hunter | 00:46:28 | |
Mark Hunter, known as “The Sales Hunter”, is a speaker, consultant, and best-selling author, globally recognized for his sales leadership. He is recognized as one of the Top 50 Most Influential Sales and Marketing Leaders in the world. Mark is also the author of the best-selling books High-Profit Selling (2012), High-Profit Prospecting (2016), and A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020). With over 30 years of sales experience, Mark travels the world to speak at conferences and sales meetings, helping sales professionals create change in their organizations through his tools and strategies. His strategies are further shared through his online program, The Sales Hunter University, which was ranked as one of the top 10 sales learning programs in 2020. Join us as Mark shares insights on the approaches and strategies from his latest book, including his 10-step game plan for managing your week and the importance of going into every discussion with the mindset of helping the customer.
| |||
| 17 Dec 2021 | Transforming Sales with Philip Squire | 00:52:56 | |
Philip Squire is the CEO of Consalia, a UK-based specialist business school He is also one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is also the author of Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage.
Episode Resources
| |||
| 17 Dec 2024 | The Future Of Selling Is Human (Even In 2025) With Mark Hunter | 00:39:47 | |
Join host Mark Cox and sales expert Mark Hunter as they dive deep into the future of selling in 2025! This dynamic episode explores how to create business, build trust, and leverage AI for stronger customer relationships. Hunter emphasizes the importance of outbound prospecting, deepening the discovery process, and becoming a trusted advisor to your clients. He shares actionable strategies to de-educate customers, uncover their true needs, and ultimately help them achieve what they didn't think was possible. Plus, discover why AI is a powerful tool for salespeople and how continuous learning is crucial for staying ahead in the ever-evolving world of sales. | |||
| 05 Dec 2023 | How To Influence Buyers And Changemakers Through Social Selling With Timothy Hughes | 00:42:27 | |
People first thought social media was just about taking pictures of your lunch. But now, it has evolved into something bigger, making social selling the norm of business marketing. If you don’t have a strong online presence, you are missing a huge opportunity. Mark Cox sits down with Timothy Hughes, co-founder and CEO of DLAignite, to discuss how to effectively generate revenue and get back to a growth trajectory through social selling techniques. Tim explains how to use LinkedIn and other social media platforms not to mindlessly promote your business but to build influence, make genuine connections, and start meaningful conversations. He also talks about the role of a changemaker in an organization and their role achieving collective success. | |||
| 30 Apr 2024 | The Curiosity Code: Unlock Your Sales Superpower With Dr. Diane Hamilton | 00:48:56 | |
Struggling to capture attention in a world overflowing with information? This episode dives deep into the transformative power of curiosity in sales and beyond. Our guest, Dr. Diane Hamilton, the author of the acclaimed book "Cracking the Curiosity Code," joins us to shed light on why curiosity is a superpower for salespeople and individuals alike. Dr. Hamilton dives deep into her insightful FATE model, which identifies the four key factors that can stifle curiosity: Fear, Assumptions, Technology, and Environment. We'll learn how these elements can hold us back from asking insightful questions, and how to overcome them to unlock our full potential. Dr. Hamilton goes beyond identifying the roadblocks, offering practical strategies to cultivate curiosity. You'll discover how curiosity acts as the spark that ignites innovation, propels motivation, and enhances emotional intelligence – all essential qualities for success in sales and personal growth. So, get ready to ditch the script and embrace the power of curiosity! | |||
| 30 Jun 2022 | The Queen of Cold Calling with Wendy Weiss | 00:43:58 | |
Wendy Weiss is an author, speaker, sales trainer, and sales coach. She is the founder of the Salesology Prospecting Method which generates predictable sales and revenue results. Wendy is also the author of The Sales Winner's Handbook: Essential Scripts and Strategies to Skyrocket Sales Performance (2010).
Join us as we discuss a variety of key sales topics, such as attributes to look for when hiring sales or business development representatives, the truth about scripting in sales, and the importance of the phone in a demand generation sequence.
| |||
| 09 Jun 2023 | From Models To Mindsets With John Reid | 00:48:45 | |
John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpowers: Why We Lose Them and How to Get Them Back.
How to Listen: | |||
| 27 Oct 2022 | Sell More with Science with David Hoffeld | 00:59:19 | |
David Hoffeld is the CEO and Chief Sales Trainer of Hoffeld Group, a top research-backed sales training and consulting firm. He is the author of the best-selling book The Science of Selling and his most recent book, Sell More with Science. David has pioneered a revolutionary sales approach based on research in neuroscience, social psychology, and behavioral economics, proven to radically increase sales. As a sought-after sales thought leader and speaker, David helps companies align their sales behaviors with how the brain naturally forms buying decisions. Join us as we discuss topics from his books, with insights on the science behind buying decisions, how to effectively frame any question for a client, and the importance of fostering a growth mindset in sales.
| |||
| 05 Apr 2023 | Coach The Person, Not The Problem with Dr. Marcia Reynolds | 00:53:58 | |
Dr. Marcia Reynolds is the President of Covisioning, teaching and coaching leaders how to engage in powerful conversations that connect, influence, and activate change. Marcia is one of the top coaches in the world and one of the first 25 people to become a master-certified coach. She has taught or coached in 43 different countries and has written four books on the topic, including her latest book, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry. Join us as we discuss lots of practical experiences with Marcia, with wonderful tips about coaching and how to become a better leader.
| |||
| 23 Dec 2022 | How To Achieve Trusted Adviser Status By Your Clients with David Fauser | 00:31:18 | |
David Fauser is the Director of Sales at CIMCO Refrigeration, a leader in refrigeration and cooling technologies. David is regarded by his clients and prospects as a trusted advisor, helping them achieve their desired business goals. You may also recognize David as the occasional co-host on The Selling Well. Join us as we discuss achieving that trusted advisor status, and how to put ourselves in our clients or prospects' shoes to create better relationships, focusing on helping them achieve their desired business goals, and in doing so achieving ours.
| |||
| 21 Jan 2025 | Harnessing Social Media For Sales Success: A Guide To Social Selling With Adam Gray | 01:03:22 | |
Social selling isn’t just a buzzword—it’s a game-changing approach to building trust, standing out, and creating meaningful relationships in today’s digital world. In this thought-provoking conversation, Mark Cox welcomes Adam Gray, a leading expert in social selling and co-author of two groundbreaking books on the topic. Together, they dive into what makes social media a powerful tool for connection, how authenticity sets you apart, and why gratitude is essential for personal and professional growth. Whether you’re new to LinkedIn or looking to refine your strategy, this episode offers actionable insights to help you network smarter and sell better.
| |||
| 18 Apr 2023 | Solution Selling and Customer Centric Selling with Mike Bosworth | 01:02:54 | |
Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry. Join us as we discuss Mike’s incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.
| |||
| 06 Oct 2022 | The JOLT Effect with Matt Dixon | 00:56:21 | |
Matt Dixon is an accomplished business researcher and sought-after advisor to corporate leadership teams around the world. He is a Founding Partner of DCM Insights, helping organizations better understand the changing landscape of customer behavior. Matt co-authored three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review, with over 20 publications in print and online. Join us as we discuss his latest book, The JOLT Effect, which addresses the common problem faced by salespeople of deals ending in “no decision” and offers strategies and approaches for salespeople to overcome customer indecision.
| |||
| 29 Oct 2024 | How A Minute To Think Can Transform Your Life With Juliet Funt | 00:42:21 | |
Feeling overwhelmed by the relentless pace of modern life? A Minute to Think by Juliet Funt offers a refreshing antidote, providing practical strategies to reclaim your time, reduce stress, and boost productivity. In this episode, Mark Cox welcomes Juliet to discuss the pervasive culture of busyness in the corporate world and the importance of creating space for reflection and intentional planning. Discover how mindful pauses can transform your work-life balance and unlock your full potential. | |||
| 22 Jun 2023 | Leveraging AI To Humanize The Sales Process With Usman Sheikh | 00:43:49 | |
Usman Sheikh is the founder and CEO of xiQ, an award-winning B2B sales and marketing platform combining neuroscience, psychology, and AI to understand the buyer’s mindset. Prior to xiQ, Usman spent more than 13 years with SAP in various global roles, with a deep understanding of the B2B sale at the highest level. He also frequently serves as a guest lecturer on the topics of AI and B2B sales and marketing at business schools such as the University of Texas, University of Alabama, and Clemson University. Join us as we discuss the rapid growth of AI, diving into the capabilities of the technologies and how we can apply them to different elements of selling. Highlights:
Connect with Mark Cox
Connect with Usman Sheikh
How to Listen: | |||
| 15 Sep 2022 | Better Selling Through Storytelling with John Livesay | 00:43:23 | |
John Livesay, known as “The Pitch Whisperer”, is a sales keynote speaker and author, teaching salespeople to become better storytellers to help them to win new business. John is the author of the best-selling book Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar, and his latest book The Sale is in the Tale. He also hosts “The Successful Pitch” podcast, with listeners in over 60 countries. John shares his insights and strategies as a guest lecturer at multiple universities including the University of Chicago Booth School of Business and the University of Texas at Austin (UTLA). He has also made a TV appearance with Larry King as an expert on “How To Ask For What You Want And Get A Yes.” Join us as we discuss storytelling in sales and the difficulty of standing out. John details frameworks and strategies to help you tell more compelling stories and make your business more memorable to your buyers.
| |||
| 25 May 2023 | The Sales Relationship Matrix with Barry Trailer | 00:51:09 | |
Barry Trailer is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His recent article with Sales Mastery, “Can AI Really Help You Sell?” was published by Harvard Business Review. Barry first started as a professional engineer before migrating to sales and founding CSO Insights, one of the best research firms in professional selling, acquired by Miller Heiman in 2015. Bringing his expertise in sales training and sales enablement to Miller Heiman, he conducted over 400 training workshops and has since continued on his mission of elevating B2B sales today. Join us as we discuss what has changed and what has stayed the same in the world of selling and go in-depth into the sales relationship matrix.
| |||
| 29 Dec 2021 | Smart Calling with Art Sobczak | 00:56:57 | |
Art Sobczak is the author of Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling. This book has been so successful that it’s now in its third printing (2020). Art is the host of his own podcast appropriately titled, “The Art of Sales.” Using his clear and concise and powerful ideas, Art has helped countless sales professionals use the phone more effectively to break through “the wall” on a demand generation reach outs and sell better. He is the president of Business by Phone, which helps B2B salespeople get results when using the phone, and in charge of the Smart Calling College (virtual sales training). Art’s real-world, non-gimmicky ideas for sales have earned him multiple awards and recognitions, including his 2012 lifetime achievement award from the American Association of Inside Sales Professionals.
| |||
| 20 Aug 2024 | Building Lasting Success Through Strategic Accounts With Lisa Magnuson | 00:39:29 | |
To achieve sustainable growth and customer loyalty, strategic account management is indispensable. In this episode, Mark Cox dives deep into the world of strategic account management with returning guest Lisa Magnuson, author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. Lisa reflects on her LinkedIn Learning journey, where her courses on strategic sales have gained considerable popularity. Together, they explore the nuances of strategic account management, emphasizing the importance of trust and credibility, proper resource allocation, and the impact of well-defined account programs. Tune in to gain practical tips and actionable steps to elevate your sales game.
| |||
| 19 Apr 2022 | Sales for Life with Jamie Shanks | 00:45:26 | |
Jamie Shanks is the CEO of both Pipeline Signals & Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence, and Compelling Events like job changes. Sales for Life is the world's largest Social Selling training program for mid-market and enterprise companies. They have trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie's workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel to name a few. Join us as we get into Jamie's experiences and perspectives on professional sales as well as different insights and strategies he has gained along the way that you can use to be the best version of yourself.
| |||
| 19 May 2022 | Speed to Lead with Nicolas Vandenberghe | 00:48:39 | |
Nicolas Vandenberghe is the Co-Founder and CEO of Chili Piper, a SaaS platform that helps businesses speed up the process of responding to inbound leads. As a renowned entrepreneur, Nicolas has created multiple businesses, providing breakthrough technology and software solutions used all over the world. Chili Piper is used today by Spotify, Airbnb, Shopify, and Intuit, to name a few of the 1000+ companies worldwide. The SaaS platform has thrived with a 100% remote work culture. Join us as we discuss Nicolas’ journey as a marketer, entrepreneur, and sales professional, as well as insights on the lead response process and decision-making strategies at Chili Piper.
| |||
| 13 Feb 2024 | The Justin Michael Method: Leveraging Your Sales Superpowers For Your B2B Sales Game | 00:42:40 | |
Improve your sales skills by accessing your Sales Superpowers, combining ancient wisdom with modern strategies. Get ready to learn about “Justin Michael Method” as we have Justin Michael himself for today’s episode. Justin shares his game-changing outbound strategy that has turned sales professionals into true superheroes. Drawing gold nuggets from his book, “"Sales Superpowers: A New Outbound Operating System to Drive Explosive Pipeline Growth”, Justin breaks down the barriers to explosive pipeline growth and unleashing your sales superpowers. It's time to embrace your inner superhero and revolutionize the way you sell. Tune in now! | |||
| 05 Nov 2024 | Going Along The Customer’s Buying Journey With Matt Heinz | 00:38:02 | |
Many businesses are doomed to fail because they focus too much on developing a strong brand but blatantly ignore the customers’ buying journey. Without understanding their behaviors, needs, and interests, there will be a huge disconnect that could lead to huge losses. Mark Cox sits down with Matt Heinz, President and Founder of Heinz Marketing, to discuss the right way to build trust and credibility with your target market. Matt explains how to leverage today’s technological innovations, particularly AI, to swiftly adjust business strategies to the ever-evolving world. He also stresses the importance of proper collaboration and teamwork between sales and marketing teams to perfectly capture the attention and interest of the public towards their businesses.
| |||
| 28 Mar 2022 | The Power of Regret with Daniel Pink | 00:28:42 | |
Daniel is a New York Times bestselling author of seven books that explore topics such as business, work, creativity, and behavior, including his most recent publication: The Power of Regret: How Looking Backwards Moves Us Forward. He has won multiple awards such as the Best Non-Fiction Book of 2018 with his book, When: The Scientific Secrets of Perfect Timing. The US Department of Labour selected his book: Free Agent Nation: The Future of Working for Yourself, as one of the “100 Books that Shaped Work in America”. Daniel previously served as the chief speechwriter to former Vice President Al Gore, as well as having multiple articles and essays featured in The New York Times, Harvard Business Review, The New Republic, and Slate, among others. He was also the host and co-executive producer of Crowd Control, a National Geographic series that explored the theme of human behavior, as well as his own MasterClass which allows subscribers access to numerous videos Daniel has created on sales and persuasion to inform and further expand their knowledge on the topic. Join us as we talk about his book and truly explore what the power of regret is and how it can affect your life.
| |||
| 29 Sep 2022 | Impact Players with Liz Wiseman | 00:57:03 | |
Liz Wiseman is a researcher and executive advisor who teaches leadership around the world. She is the CEO of Wiseman Group, leadership research, and development firm helping people transform their organizations by maximizing impact and multiplying intelligence. Liz is the author of the New York Times bestseller Multipliers: How the Best Leaders Make Everyone Smarter, The Multiplier Effect: Tapping the Genius Inside Our Schools, and Wall Street Journal bestseller Rookie Smarts: Why Learning Beats Knowing in the New Game of Work. She has been listed on the Thinkers50 ranking and was recognized as the top leadership thinker in the world in 2019. Join us as we discuss insights on impact players and the five practices and behaviors that set them apart from just being a good contributor.
| |||
| 09 Nov 2022 | Emotional Intelligence For Sales Success with Colleen Stanley | 00:47:36 | |
Colleen Stanley is the President of SalesLeadership, Inc., one of the world’s leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership. Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life.
How to Listen: | |||
| 18 Jul 2022 | Sales Manager Survival Guide with David Brock | 00:58:50 | |
David Brock is the Founder and CEO of Partners in EXCELLENCE, helping organizations and individuals improve their sales performance to outperform and outsell their competitors. Partners in EXCELLENCE has a global presence, supporting clients in every continent, with experience in several industries. David is also the author of Sales Manager Survival Guide (2016), addressing the challenges and responsibilities faced as a front-line sales manager. Join us as David shares insights on a variety of topics, including the role and critical importance of a front-line sales manager, how to focus our time and effort in coaching a sales team, and how to have better conversations with clients and prospects.
| |||
| 16 Aug 2022 | How To Win 5X Deals Repeatedly with Lisa Magnuson | 00:37:37 | |
Lisa Magnuson is the Founder and CEO of Top Line Sales, a sales consultancy that helps companies overcome the barriers to winning Top Line accounts through a field-proven process with strategic training and coaching. She is also the author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly (2019). Join us as we discuss Lisa’s book, with insights on the strategies, processes, and tools to help your organization land 5X deals, as well as the importance of having a structure for pre-call planning and the concept of adding value outside of the products and services you offer.
| |||
| 01 Mar 2022 | Deep Listening with Oscar Trimboli | 00:44:14 | |
Oscar is a professional speaker, host of Apple award-winning podcast: Deep Listening, and the author of Deep Listening: Impact Beyond Words. Oscar also has over 30 years of experience working across general management, sales, marketing, and operations for companies such as Professional Advantage, PeopleSoft, Vodafone, Microsoft, and Polycom. He is head of the Coaching Faculty of the Marketing Academy Australia, a non-profit organization aimed at developing leadership capabilities. Oscar lives in Sydney, Australia. Oscar comes on the show to discuss his book: Deep Listening, and tell us different strategies on how we can become better listeners to have more thoughtful, insightful, and powerful conversations and improve both our personal and professional lives.
| |||
| 12 Apr 2024 | Kevin Cashman: Embracing Leadership From The Inside Out | 00:53:59 | |
Sales leadership is a critical factor in the success – or failure – of any sales organization. If a leader wants to secure desirable outcomes for their team, they must learn how to lead from the inside out. In this episode, Mark Cox sits down with a global co-leader, Kevin Cashman of Korn Ferry. He explains how leadership must embrace authenticity, courage, critical thinking, and inclusivity in order to become truly effective and impactful. Kevin also emphasizes the importance of a leader’s self-awareness, deep emotional intelligence, and the duty to be always ready to take care of their team. | |||
| 13 Oct 2023 | Mark on 'The Win Rate Podcast' with Andy Paul | 00:50:08 | |
Recently, Mark was a guest on Andy Paul's The Win Rate Podcast. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and Mark. Connect with Mark Cox
SPECIAL OFFER for our Listeners! Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST
How to Listen: | |||
| 31 Dec 2024 | Quickly Scaling A BDR Team With Camilo Silva | 00:49:08 | |
Scaling a BDR team comes with a long list of challenges, but Camilo Silva pulled off something unexpected – he scaled his own team from zero to more than 50 people after getting back to the game in just 15 months. In this conversation with Mark Cox, the Vice President of Sales & Business Development of Info-Tech Research Group shares his secrets in hiring individuals with curiosity, coachability, and competitiveness. He highlights the importance of crafting an effective onboarding plan, providing continuous feedback, and offering constant support to the entire team. Camilo also explains why taking a sabbatical from your career is vital in avoiding burnout and unlocking a much deeper growth experience. | |||
| 20 Dec 2023 | The Experience Mindset: Mastering The New Battleground For Sales Leaders With Tiffani Bova | 00:53:29 | |
We have known for quite some time that employee experience and customer experience are closely interlinked, and the data is quite unequivocal about it. In this insightful episode, Tiffani Bova, a renowned growth and innovation evangelist, delves into the intricacies of The Experience Mindset. Co-author of the bestselling book, Growth IQ, Tiffani shares invaluable perspectives on how organizations can strike a balance between customer and employee experiences to drive sustainable growth. Drawing on her extensive experience, she discusses the profound impact of employee engagement on customer satisfaction, shedding light on the key elements that contribute to a positive employee experience and its ripple effect on overall business success. Join us as we navigate the realms of leadership, technology, and culture with Tiffani, offering listeners actionable insights for fostering an environment where both employees and customers thrive. | |||
| 26 May 2022 | Pricing and Strategy with Hermann Simon | 00:53:45 | |
Hermann Simon, PhD is a world-renowned management thinker, pricing expert and entrepreneur. He is the founder and honorary chairman of Simon-Kucher & Partners, the world’s leading price consultancy with 42 offices worldwide and $522 million in revenue (2021). He is the author of over 35 books in 27 languages, including worldwide bestseller Hidden Champions and his newest book, True Profit!: No Company Ever Went Broke Turning a Profit (Springer, 2021). In 2019, Hermann was inducted into the Thinkers50 Hall of Fame, acknowledging his vital impact on how organizations are led and managed. Join us as we discuss his journey and explore insights into the relationship between price and value, as well as the implications of inflation in the coming years.
| |||
| 22 Oct 2024 | Winning Strategies For Selling Your Way In With Kristie K. Jones | 00:47:00 | |
Selling Your Way IN isn't just a book; it's a roadmap to sales success. Join Kristie K. Jones, the author, and Mark Cox for an insightful conversation about her journey and her passion for empowering others to succeed in sales. With a wealth of experience working with early-stage startups, Kristie delves into the complexities of the modern sales landscape. She explores the dual nature of sales challenges—business and personal—and offers strategies for professionals to identify their ideal customer profiles and maximize their potential. Discover how to identify your unique selling style, build lasting client relationships, harness the power of mentorship, and prepare for the future of sales.
| |||
| 18 Nov 2022 | Sell Different with Lee Salz | 00:48:44 | |
Lee Salz is a leading sales management strategist and the Founder and CEO of Sales Architects. Sales Architects is a business consulting firm specializing in sales, marketing, and sales management, helping clients develop processes to hire the right salespeople, effectively onboard them, and achieve business objectives. He is also the author of six books, including Sales Differentiation, Hire Right, Hire Profits, and Sell Different! Join us as Lee shares insights from his latest book, with practical examples and strategies for salespeople to differentiate themselves from their competitors and secure more deals.
How to Listen: | |||
| 20 Oct 2022 | Beating Inflation with Hermann Simon | 00:54:05 | |
Hermann Simon, Ph.D. is the founder and honorary chairman of the leading consulting firm Simon-Kucher & Partners. Herman was inducted into the Thinkers50 Hall of Fame as a strategy, marketing, and pricing expert. He is the author of 36 books in 27 languages, including the book we discussed in his first appearance on the podcast, True Profit!: No Company Ever Went Broke Turning a Profit, and his upcoming book, Beating Inflation: An Agile, Concrete and Effective Corporate Guide. Since 2005, Hermann has continuously been elected the most influential living management thinker in German-speaking countries. Join us as we take a deep dive into the topic of inflation. Hermann shares insights on what exactly inflation is and its implications, how long we’re likely to be experiencing it, and what opportunities may arise for CEOs and sales leaders.
| |||
| 10 Mar 2023 | The 3 P's of Selling with Greg Nutter | 00:47:02 | |
Greg Nutter is the Principle Consultant and Founder of Soloquent Inc., a management consulting firm that helps CEOs and business owners identify and solve revenue growth problems. He is also the author of P3 Selling: The Essentials of B2B Sales Success. This episode’s discussion begins with Greg sharing his journey and experience in professional sales. We then discuss the importance of the three P’s from his book, which are problems, people, and processes, and round out the discussion with insights regarding if and when to execute a channel strategy.
| |||
| 02 Apr 2024 | Understanding Heartificial Empathy With Minter Dial | 00:46:14 | |
Many businesses employ cutting-edge technology to hit their biggest goals. However, one important factor in achieving business success is often neglected – empathy. In this conversation, Mark Cox sits down with Minter Dial to discuss how empathy is the key competitive advantage in the 21st-century marketplace. Minter breaks down the two styles of emphatic understanding and the two things that hinder empathy from growing in workplaces. Minter also explores how artificial intelligence can be employed to help people render more emphatic messaging and build more inclusive teams. | |||
| 27 Jan 2023 | A New Way To Think with Roger Martin | 01:08:25 | |
Roger Martin is a Professor Emeritus and former Dean at the University of Toronto’s Rotman School of Management. He is a trusted strategic advisor to the CEOs of some of the largest companies in the world, including Procter & Gamble, Lego, and Ford. In 2017, Roger was named the world’s #1 management thinker by Thinkers50, a biannual ranking of the most influential global business thinkers. Roger has authored 13 books, including When More Is Not Better, Creating Great Choices, Getting Beyond Better, Playing to Win, and his newest book, A New Way To Think. We discuss the idea of his latest book, which identifies some classic models associated with different topics in business and thinks about a more effective model for that particular topic. Join us as we discuss some of these topics, including a great conversation about incentive compensation in professional sales and a deep dive into the role of professional sales in academia and why it isn’t being taught at the MBA level.
Highlights
Episode Resources
Call to Action How to Listen: | |||
| 27 Jan 2022 | You Lead with Minter Dial | 00:49:36 | |
Minter Dial is a professional speaker and author specializing in leadership, branding, and personal transformation. He has written several great books including: Future Proof, Heartificial Empathy, and You Lead: How Being Yourself, Makes You a Better Leader.
| |||
| 21 Jul 2022 | The Business Case Against Digital Pollution with Ethan Beute | 00:57:38 | |
Ethan Beute is a Wall Street Journal Bestselling author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (2019) and his most recent book Human-Centered Communication: A Business Case Against Digital Pollution (2021). He is the Chief Evangelist at BombBomb, a human-centered communication platform helping sales teams build relationships through email, text, and social media. Ethan is also the host of The Customer Experience Podcast, helping revenue leaders create alignment, intention, and holism across their organizations to create and deliver a better customer experience. Join us as we discuss the main topics of Ethan’s most recent book, diving into the different types of digital pollution, the importance of adding value in every interaction with a client or prospect, and the buyer’s assessment of the seller’s intent during the decision-making process.
| |||
| 28 Jun 2022 | The Power of Mindset with Nathan Gerbe | 00:48:36 | |
Nathan Gerbe is a professional hockey player in the National Hockey League, currently playing for the Columbus Blue Jackets. He was drafted into the NHL by the Buffalo Sabres, having overcome countless obstacles in his journey to the league and later throughout his career. Having played in the NHL for over 11 years, playing for 3 different teams, Nathan has seen what it takes to be successful and consistent within the league. Join us as we discuss the importance of interpersonal relationships and building trust as a coach, the power of mindset, and the practice of visualization when faced with adversity.
| |||
| 07 Jun 2023 | The LinkedIn Whisperer with Brynne Tillman | 00:47:11 | |
Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of “The LinkedIn Sales Playbook: A Tactical Guide to Social Selling”. Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand connections, develop relationships and increase active engagement. She also shares three amazing tips for leveraging referrals to connect with new buyers.
How to Listen: | |||
| 17 Mar 2023 | The Sales Education Foundation with Marty Holmes | 00:49:41 | |
Marty Holmes is the Executive Director at the non-profit Sales Education Foundation, promoting the benefits of formal education of B2B sales in academia and the corporate world. Founded in 2007, the foundation provides support for the establishment and growth of sales education at the university level by funding sales research grants, providing a Career Development Program, funding sales-specific workshops, conferences and special interest groups, and creating a platform for exchanging ideas and best practices. Join us as we have an amazing conversation about where we’re all going in terms of elevating the profession of sales to the profession it really is. Marty shares the upcoming plans for the foundation, including their next annual newsletter with the theme of the renaissance of both sales leadership and professional B2B sales.
| |||
| 06 Feb 2023 | How to Listen with Oscar Trimboli | 01:00:52 | |
Oscar Trimboli is an author, keynote speaker, and host of the Apple award-winning podcast Deep Listening. You may also recognize him from one of the earlier episodes of the podcast when Oscar came on to discuss his second book, Deep Listening: Impact Beyond Words. This time we reviewed his third book, How to Listen: Discover the Hidden Key to Better Communication. Join us as we discuss the listening structures and strategies from Oscar’s latest book to be more effective in communicating in the workplace, as well as the importance of shifting from listening for how to beat the competition to listening for who’s approving the business case.
Call to Action How to Listen: | |||
| 22 Nov 2022 | The Sales Development Playbook with Sally Duby | 00:49:13 | |
Sally Duby is a pioneer in the field of virtual selling, inside sales, and sales development. She is the Chief Sales Officer at The Bridge Group, helping companies realize the potential of inside sales through strategic thinking and the smart use of models, metrics, and motions. Sally was named one of the Most Influential Women in Sales in 2019. Join us as we discuss key topics in her areas of expertise, such as what goes into creating an effective sales development program, how to enable our sales team to have strategic conversations, and how to set outsourcers up for success.
How to Listen: | |||
| 04 Jan 2022 | Sales Management That Works with Frank Cespedes | 00:50:14 | |
Frank Cespedes is a sales expert and Senior Lecturer at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted with companies around the world. He has written numerous publications and is the author of six books including his latest, Sales Management That Works: How to Sell in a World That Never Stops Changing.
| |||
| 03 Sep 2024 | Navigating The Evolving World Of Sales: Insights From The Field With Victor Antonio | 00:58:23 | |
The game of sales isn’t just about closing deals—it’s about guiding informed buyers to make confident decisions. In this episode, Victor Antonio reveals his journey from electrical engineering to sales and explores how today’s sales landscape has evolved. With buyers now more knowledgeable than ever, the role of a salesperson has shifted from pitching products to providing expertise and clarity in complex decisions. Victor breaks down how the commoditization of markets has made the how more important than the what, highlighting the need for industry insight and consultative selling. Whether navigating indecisive buyers or mastering the balance between automation and human touch, this conversation dives deep into the nuances of sales dynamics, leadership styles, and staying resilient in ever-changing markets.
| |||
| 23 Oct 2023 | Mark on 'The Sales Transformation Podcast' | 00:26:04 | |
Mark was recenlty on The Sales Transformation Podcast and we wanted to share this great interview Mark did with host Collin Mitchell. If you'd like to check out The Sales Transformation Podcast, use the link below! ~~ Episode Description Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together! Connect with Mark Cox
SPECIAL OFFER for our Listeners! Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST
How to Listen: | |||
| 23 Apr 2024 | The Negativity Fast: Science-Backed Strategies For A Positive You With Anthony Iannarino | 00:52:38 | |
Feeling overwhelmed by negativity? Sales trainer and author Anthony Iannarino joins the show to discuss his book, The Negativity Fast. He reveals a surprising secret: he started this negativity detox way back in the 90s! Discover why we, as human beings, are wired for negativity and how to reframe past traumas for growth. Dive into the science behind gratitude, how to navigate the perils of social media, and practical tips to overcome negativity bias and cultivate a more positive mindset. This episode is a must-listen for anyone facing negativity in their personal or professional life, and especially helpful for salespeople facing constant rejection. | |||
| 14 May 2024 | The Sales Transformation Toolbox: Essential Tools For Sales Success With Collin Mitchell | 00:42:33 | |
The sales landscape is changing at breakneck speed. Sales transformation isn't a luxury; it's a necessity. This isn't just about buzzwords; it's about arming your sales team for success in the modern market. Join host Mark Cox as he unpacks the secrets of sales success with industry veteran Collin Mitchell. Collin talks about how his extensive experience and passion in professional sales translate into success by sharing insights into his journey. From refining team coaching methods to reimagining conventional sales quotas, he unlocks the secrets to thriving in today's dynamic sales environment. Tune in as he shares the key behind his enduring enthusiasm for the world of sales. | |||
| 17 May 2023 | The Upside of Uncertainty With Nathan Furr And Susannah Harmon Furr | 00:58:32 | |
On this episode of The Selling Well podcast, we spoke to Nathan Furr, Associate Professor of Strategy at INSEAD, and Susannah Harmon Furr, entrepreneur, designer, and art historian. Together the couple co-authored “The Upside of Uncertainty: A Guide to Finding Possibility in the Unknown”, a science-backed guide providing frameworks and tactics to help navigate through uncertainty. Nathan has a deep background in this space, teaching innovation and technology strategy at INSEAD, and co-authored four books before his latest and forefront of our discussion, co-authored with Susannah. Join us as Nathan and Susannah share insights on the topic of uncertainty and a four-step framework to help sales professionals and anyone in business navigate through it.
How to Listen: | |||
| 04 Jun 2024 | N.E.A.T. Selling: Master Sales And Close More Deals With Richard Harris | 00:45:36 | |
Stop "smoking hopium" and close more deals with N.E.A.T. Selling! If you are tired of deals stalling and feeling like you're stuck in a cycle of confirmation bias, this episode is for you. Richard Harris, author of The Seller's Journey, joins the show to debunk sales myths and equip you with practical tools. Discover the N.E.A.T. Selling Compass to identify true customer needs, quantify impact, navigate approvals, and create urgency. Learn how to build trust through empathy, address emotional decision-making, and finally close those deals. This conversation is packed with actionable advice to humanize your sales approach and boost your win rate. Tune in and get ready to transform your sales journey! | |||
| 13 Dec 2022 | Happiness Strategies with Monique Rhodes | 00:46:53 | |
In addition to touring as a professional musician and singer/songwriter, Monique Rhodes is a Happiness Strategist, teaching students and corporations around the world how to master their lives. She has spent the last 25 years studying the mind and its relationship to happiness and suffering. Monique’s program The 10 Minute Mind is used by over 70 universities and colleges. She also has an 8-week course, The Happiness Baseline, scientifically baselining eight areas important to happiness. Join us as Monique shares stories from her incredible journey, along with insights and habitual strategies to improve your mental health and live a happier life.
Call to Action How to Listen: | |||
| 06 Jan 2023 | Better Sales Emails With Lavender Co-Founder Will Allred | 00:54:49 | |
Will Allred is the Co-Founder and COO of Lavender, the #1 Sales Email Assistant. Lavender has a suite of tools optimized for salespeople, helping you write high-quality emails faster. Will is one of the top sales influencers on LinkedIn, having been awarded LinkedIn Top Sales Voice in 2021. On this episode of The Selling Well podcast, Will joins us alongside our Co-host David Fauser, to discuss the insights and strategies to write better cold emails and shares how Lavender leverages tools optimized for salespeople to receive more responses.
How to Listen: | |||
| 12 Jul 2022 | Imposter Syndrome with Alli Rizacos | 00:44:05 | |
Alli Rizacos is the founder of Alli Rizacos Coaching. She’s now a full-time coach, helping sales leaders and executives overcome their imposter syndrome. Alli grew her career in sales with 15 years of experience, many of which were with Salesforce. After having experienced imposter syndrome along her journey, she left the corporate world to start her own business, which has helped high-achieving tech leaders leverage their imposter syndrome as their superpower. Join us as we discuss Alli’s experience with imposter syndrome and strategies for overcoming it, along with insights on going from a scarcity to an abundance mindset.
| |||
| 22 Dec 2021 | Getting Things Done With David Allen | 00:51:11 | |
Regardless of your role in professional sales, you probably have too much to do and not enough time to do it. In this episode of The Selling Well, I welcome David Allen. David is the author of the enormously successful Getting Things Done: The Art of Stress-Free Productivity. David is one of the world’s most influential thinkers in the field of personal productivity.
| |||
| 07 Jan 2022 | Cracking The Sales Management Code with Jason Jordan | 00:44:01 | |
Jason Jordan is the co-author of Cracking the Sales Management Code – The Secrets to Measuring and Managing Sales Performance. This is universally acknowledged as one of the top sales management books in existence. He is a recognized thought-leader and sought-after speaker on the subject of sales management. He has worked with many large clients including GE, 3M, FedEx, Essilor, and has dedicated his career to conducting research to advance the field of sales management. He teaches this subject at the University of Virginia’s Darden School of Business.
| |||
| 24 Dec 2024 | The $100M Journey: Turning Setbacks Into Triumphs With John St. Pierre | 00:45:13 | |
The $100M journey is a testament to the power of persistence and vision in achieving extraordinary success. Join Mark Cox as he sits down with John St. Pierre, author of The $100M Journey. John shares his inspiring journey from college student to successful entrepreneur in this insightful conversation. Discover the secrets behind his success, including valuable lessons on building and scaling businesses, overcoming setbacks, and achieving massive goals. Learn how John turned adversity into opportunity, navigated the challenges of rapid growth, and ultimately realized his $100M dream. Don't miss this inspiring story of entrepreneurial triumph! | |||
| 16 Jun 2023 | Entrepreneurs, The Growth Institute and Gazelles with Daniel Marcos | 00:46:33 | |
Daniel is the co-founder and CEO of Growth Institute, providing online executive training for mid-market companies around the world. He has been a CEO coach for over two decades and a keynote speaker, helping entrepreneurs scale their businesses. In 1997, Daniel served as a Financial Attaché to the Consulate General of Mexico in Hong Kong. He later created the first financial website focused on Mexican financial markets, Finanzas Web, which was acquired by Patagon.com, a leading financial site in Argentina. In 2012, he partnered with Verne Harnish to provide executive training on an international scale with Growth Institute. Join us are Daniel shares inspiring stories from his amazing professional journey and highlights his view on the importance of “Selling Well” as an entrepreneur. Highlights:
Connect with Mark Cox
Connect with Daniel Marcos
Call to Action
How to Listen: | |||
| 23 Dec 2021 | Virtual Selling with Tyler Lessard | 00:48:08 | |
Tyler Lessard is widely recognized as an expert on online video for prospecting, selling, and B2B marketing. He is the Chief Video Strategist & VP of Marketing at Vidyard. He is also the author of The Visual Sale - How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World, along with co-author Marcus Sheridan. We discuss how to leverage video across all of the stages of a sales process to increase engagement, connection, and authenticity. Tyler provides some amazing examples of how to connect and stand out with buyers in a sea of email clutter. He also references some best practices for personalizing and humanizing your prospecting activities. Tyler’s energy and enthusiasm for this topic are contagious. Besides co-authoring The Visual Sale, hosting the Creating Connections show, and speaking on topics ranging from selling with video to the customer experience, Tyler has been recognized by Demand Gen Report as the top Buyer-Focused B2B Marketer, and by Marketo as one of the top 50 Fearless Marketers.
| |||
| 23 Sep 2022 | She Sells-Attract, Promote and Retain Great Women in B2B Sales with Lori Richardson | 01:04:32 | |
Lori Richardson is the Founder and CEO of Score More Sales, a sales strategy firm helping mid-sized technology, distribution, and service companies grow front-line revenues in quick and focused ways. She is also the President of Women Sales Pros, a community of women supporting women in B2B sales and sales leadership. Lori is a sales influencer according to LinkedIn, Salesforce, and other organizations. She is the author of "She Sells - Attract, Promote, and Retain Great Women in B2B Sales". Lori also hosts the award-winning podcast "Conversations with Women in Sales" and is the creator of the She Sells Summit. Join us as we discuss the state of women in professional sales today, as well as what sales leaders and hiring managers can do to encourage more women to apply for roles.
| |||
| 14 Jan 2025 | The Four Channels Of Confidence: Transforming Self-Doubt Into Self-Assurance With Margo McClimans | 00:52:47 | |
Unleash your inner confidence with Mark Cox and Margo McClimans, founder of Coaching Without Borders and author of The Four Channels of Confidence, as Margo shares powerful ways to help us overcome self-doubt and embrace our true potential. Margo breaks down the four channels and offers practical tips and insights on mastering each. Don't let self-doubt hold you back any longer! Start living your most empowered life today. | |||
| 23 Mar 2023 | Trust and Inspire with Stephen M.R. Covey | 00:56:54 | |
Stephen M.R. Covey is a co-founder of CoveyLink and the FranklinCovey Global Speed of Trust Practice. He is a sought-after keynote speaker and advisor on trust, leadership, ethics, and high performance and a New York Times and Wall Street Journal bestselling author of The SPEED of Trust—The One Thing That Changes Everything. Stephen is also the former CEO of Covey Leadership Center, which nearly doubled revenues and increased profits by 12 times under his guidance. Within three years of being named CEO, he grew shareholder value by 67 times as a result of the merger he orchestrated with Franklin Quest, forming what is now known as FranklinCovey. Join us as we discuss his latest book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. Stephen shares how leaders need to shift to the “trust and inspire” leadership approach over the former “command and control” approach of the past, to catch up with the changes in the nature of the workplace and the workforce.
Highlights:
| |||
| 01 Feb 2022 | Winning Relationships with Casey Jacox | 00:59:15 | |
Casey Jacox was the number one sales rep nationwide for ten years in a row during his time at Kforce, before he became President of Client Strategy and Partnerships, where he played a crucial role in driving a sales transformation and providing executive-level support for large customers. He left Kforce as their all-time leading salesperson in the nearly 60-year company history to write his debut book: Win the Relationship, not the Deal. Casey is also the Founder of the consulting firm, Winning the Relationship LLC. His optimistic mindset and positive attitude are a constant as he loves networking in order to build genuine, long-lasting relationships.
| |||
| 01 Dec 2022 | Top-Performing Sales Manager Report with Andy Springer from The RAIN Group | 00:56:31 | |
Andy Springer is an expert in high-performance sales and co-author of “Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely.” As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm. He has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients. Join us as we discuss the insights and a variety of topics from RAIN Group’s research in their Top-Performing Sales Manager report, such as the importance of investing in the development of sales managers and the correlation between sales managers’ confidence and effectiveness.
How to Listen: | |||
| 28 Nov 2023 | Kind Folks Finish First: Sales And Career Lessons Toward Success With Sam Jacobs | 00:53:59 | |
Salespeople often have a bad rep; they are seen as sleazy, manipulative, and, sometimes, intense in the way they deal with others. It is time to change that misconception. Sam Jacobs, the founder and CEO of Pavilion, imparts the message through the book of the same name: Kind Folks Finish First. You don’t have to be ruthless to get ahead; kindness will get you there faster. In this episode, Sam joins us to tell us more about the book and highlights, along the way, the top sales trends we have seen this 2023. He discusses a value-first approach to sales and business, overcoming the notion of treating relationships transactionally. Sam also gives great food for thought about the way we look at our careers: should you do what you love? Why do you need side hustles? For more sales tips and insights that will lead you to success, tune in to this conversation! | |||
| 20 Jan 2022 | Decision Intelligence Selling With Scott Roy | 00:56:17 | |
Scott is the CEO and Co-Founder of The Whitten & Roy Partnership - a sales and management consulting firm that has guided businesses and organizations in over 40 countries to transform the way they sell. Scott actually spent the first part of his career building and running large, direct-sales organizations. Scott wrote Decision Intelligence Selling - Transform The Way Your People Sell, with his co-author and partner Roy Whitten. Their guidance on transforming your sales organizations is grounded in a deep understanding of the human mind and immense real-world business experience. They believe that our ultimate purpose as sales professionals is not to persuade our clients to buy, but rather to increase their ability to make the very best buying decision.
Highlights
| |||
| 22 Feb 2022 | Sales as a Performance Art - Lessons From a Former Actor with Julie Hansen | 00:55:09 | |
Julie Hansen is an actor, video selling expert, and the author of three sales books including the new Amazon bestseller - Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. Julie is also the founder of the Selling On-Video Master Class, which takes principles from film and television to virtual sales for improved connection and engagement with today's busy buyers. In addition to a successful career in sales, Julie has worked as a professional actor appearing in numerous commercials, films, and television shows including HBO's Sex & The City and Oz. In this episode, we discuss Julie’s career in both acting and professional sales, the relationship between both disciplines and some insights and tips Julie has picked up from being in front of a camera that you can apply to your career in this current COVID and video call climate of the industry!
| |||
| 16 Feb 2022 | Tech-Powered Sales Part 2 with Justin Michael | 00:27:58 | |
Justin Michael is a best-selling author, LinkedIN Top Sales Voice 2021, World's Top SDR Trainer, 20+ Years in Sales (former Salesforce, LinkedIn), and co-founder of HYPCCCYCL. He wrote the book Tech-Powered Sales: Achieve Superhuman Sales Skills. HYPCCCYCL is the #1 GTM Community. It is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs. Join us as we discuss some insights Justin has gained throughout his career in professional sales and his book: Tech Powered Sales, and what is thoughts are on technology in the sales industry today
| |||
| 03 Mar 2022 | The Challenger Sale - 10 Years Later with Matt Dixon | 00:50:08 | |
Matt Dixon is a sought-after speaker and advisor to corporate leadership teams around the world. His expertise ranges from talking about customer service to sales effectiveness to customer experience. He is also a noted business writer. He wrote his first book, The Challenger Sale: Taking Control of the Customer Conversation, which became a #1 Amazon book and a Wall Street Journal bestseller, selling more than half a million worldwide. He also co-wrote The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. In this episode, we discuss Matt’s first book, The Challenger Sale, as well as different insights and perspectives Matt has gained throughout his career in the professional sales industry.
| |||
| 07 May 2024 | Getting Some Room To Grow With Tammy Gillis | 00:52:21 | |
Can professional B2B be outsourced? Mark Cox says yes, and he sits down with the person to prove it: Tammy Gillis, author of the book Room To Grow. Tammy explains how she developed a unique approach to mend the gap of B2B outsourcing, making it more targeted in addressing the client’s needs in the most efficient ways possible. They discuss why sales are more than just transactions and sales talk, but meeting people wherever they are. Tammy also presents the ideal attributes every great salesperson should have and the best approaches to building a well-rounded sales team. | |||
| 05 Apr 2022 | Top Tips with Jim Irving | 00:55:57 | |
Jim Irving started his career selling office equipment door to door in Scotland, where soon after his career rapidly developed into senior selling and sales leadership roles, then ultimately to senior executive positions at major multinationals (including becoming the UK MD of Information Builders – a leading US-based enterprise software company). Jim now runs his own consulting business helping start-ups to improve their B2B strategy and selling results. He has advised and helped many start-ups to better execute and grow their businesses. Jim has spent over 43 years in B2B selling with a number of industry-leading technology organizations including Amdahl, Sequent, Silicon Graphics, and Information Builders. Join us as we discuss Jim's journey in professional sales as well as different tips he has for you that can help you out in your professional career.
| |||
| 14 Jun 2023 | Managing Transformational Change in Sales with Dr. Grant Van Ulbrich | 01:09:54 | |
Grant Van Ulbrich is a sales transformation pioneer and the author of “Transforming Sales Management – Lead Sales Teams Through Change”. Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offering a unique approach to personal and organizational change management. Join us as Grant shares his inspiring journey, as well as insights and resources to help us manage transformational change in a positive way. Highlights:
| |||
| 05 Aug 2022 | Sell Without Selling Out with Andy Paul | 00:59:09 | |
Andy Paul is the author of three best-selling books in professional sales and the host of the world’s leading sales podcast, The Sales Enablement Podcast. With millions of downloads and over 1000 episodes, Andy has shared inspiring conversations with the world’s most exciting sales leaders. Andy was the first guest on The Selling Well podcast and has welcomed Mark onto his show on multiple occasions. We are excited to have Andy back on our show, as we discuss his latest book Sell Without Selling Out (2022), and a variety of key sales topics, including the 4 core sales behaviors to be successful and how to help the buyer build an effective vision of success.
| |||
| 21 Nov 2023 | Story Selling: Six Key Principles To Level Up Your Sales Prowess With Bernadette McClelland | 00:50:07 | |
All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell the buyer. In this conversation, Bernadette McClelland unpacks the concept of “story-selling” and shares its six essential principles that will take your sales prowess to the next level. She also talks about the key things discussed in her latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom. Prepare to take some notes as we pick the mind of one of the greatest selling wisdom purveyors anywhere!
| |||
| 08 Mar 2022 | Professional Sales with Alice Heiman | 00:41:42 | |
Alice Heiman is internationally known for her expertise in elevating sales to increase the valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders, and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. She’s the host of the popular podcast, Sales Talk for CEOs, where she interviews different CEOs and they share how they’ve built up their organizations while discussing their challenges and predictions for the future. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor, which she helped inspire.
| |||
| 28 Mar 2023 | How HR Adds Value to Customers and Investors with David Ulrich | 00:45:31 | |
David Ulrich is a university professor, author, speaker, management coach and consultant. He is a professor of business at Ross School of Business, University of Michigan, and a co-founder of The RBL Group. David has written over 30 books that have shaped the HR profession and shown the impact of leadership on customers and investors. He has been ranked the #1 Management Educator & Guru by BusinessWeek, selected by Fast Company as one of the 10 Most Innovative and Creative Leaders, and recognized as the most influential thinker of the decade by HR Magazine. Join us as we discuss David’s latest book, Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets, and how HR can help in the professional sales process with your most important clients.
How to Listen: | |||
| 07 Jan 2025 | Skillful Asking: Unlock Hidden Wisdom From The People Around You With Jeff Wetzler | 00:50:10 | |
Skillful asking is more than just posing questions; it's a powerful approach to unlock deeper insights and foster genuine connections. Jeff Wetzler, author of Ask: Tap Into the Hidden Wisdom of the People Around You, joins Mark Cox to explore the art and science of asking the right questions. Jeff shares his five-step "Ask" framework, drawing on his extensive experience in management consulting and education reform. He reveals why people often hold back valuable information and provides practical strategies to create psychological safety and cultivate authentic curiosity. Tune in to discover how skillful asking can transform your leadership, improve communication, and drive breakthrough results. | |||
| 10 Sep 2024 | Do It! Selling: Strategies For Success In Today's Market With David Newman | 00:48:34 | |
Offer value, invite engagement—that’s the key to winning in sales. In this episode, Mark Cox sits down with David Newman, the author of Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees, to dive into the secrets behind his no-fluff, high-impact approach to sales. David’s journey from a theater major struggling in New York to a successful consultant is filled with hard-earned lessons that every entrepreneur can relate to. Together, they explore how to overcome the aversion to sales, the power of asking the right questions, and the importance of consistent, value-driven content. Whether you’re new to the game or looking to refine your strategy, this episode is packed with actionable insights to help you land better clients and close bigger deals. | |||
| 29 Jun 2023 | How to Grow Your Business Like a Weed with Stu Heinecke | 00:55:23 | |
Stu Heinecke is a bestselling business author, marketer and Wall Street Journal cartoonist. His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time. His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow and expand. He is a twice-nominated hall of fame marketer, Nasdaq Entrepreneurial Center author-in-residence, and was named the “Father of Contact Marketing” by the American Marketing Association. Join us as we discuss his latest book, highlighting the importance of having a fierce mindset in professional sales, the importance of community, and how to thrive best in a disruptive environment. Highlights:
Episode Resources: Connect with Mark Cox
SPECIAL OFFER for our Listeners! Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST Connect with Stu Heinecke
How to Listen: | |||
| 17 Feb 2023 | How to Sell in a World that Never Stops Changing with Frank Cespedes | 00:57:42 | |
Frank Cespedes is a Senior Lecturer at Harvard Business School and has consulted some of the top business names in the world. He is the author of 6 books, including Aligning Strategy and Sales and his latest book, Sales Management That Works. This is his second appearance on The Selling Well, in the first webinar episode live-streamed on LinkedIn. Join us as we discuss the topics of his books, with the conversation centered around the subtitle of his latest book, How to Sell in a World that Never Stops Changing. Frank shares insights on how sales leaders and professionals can prepare for the coming year and answers live questions from viewers on various sales topics.
How to Listen: | |||
| 14 Oct 2022 | Success Mindsets with Ryan Gottfredson | 00:59:24 | |
Ryan Gottfredson, Ph.D., is a mental success coach and cutting-edge leadership development consultant, researcher, and author. Ryan helps leaders and organizations operate at a higher level through vertical development and elevated mindsets. He is currently a leadership and management professor at the College of Business and Economics at California State University-Fullerton. As a respected researcher on topics related to leadership, management, and organizational behavior, Ryan has published over 15 articles in several journals, including the Journal of Management, Journal of Organizational Behavior, and Business Horizons. He is also the Wall Street Journal and USA Today best-selling author of Success Mindsets: The Key to Unlocking Greater Success in Your Life, Work, & Leadership and his latest book, The Elevated Leader: Level Up Your Leadership Through Vertical Development. Join us as we discuss a variety of topics from his books, as Ryan shares insights on the different types of mindsets, their significant influence on our thinking, learning, and behaviors, and what triggers someone to want to change their mindset, particularly if they have already experienced success.
How to Listen: | |||
| 24 Feb 2023 | Elevating Sales With A.I. with Dr. Cindy Gordon | 00:56:32 | |
Cindy Gordon is the Founder and CEO of Sales Choice, a SaaS company focused on ending revenue uncertainty and bringing more humanity to sales. Cindy has been a senior executive for Accenture, Xerox, and Citicorp, as well as a board advisor to the University of Arizona's Forbes Business and Technology MBA Program. She is the author of 14 books, the latest being “The AI Dilemma: A Leadership Guide to Assess Enterprise AI Maturity & Explore AI's Impact in Your Industry”. Join us as we discuss Cindy’s journey in professional sales and dive into the increasingly relevant topic of artificial intelligence and its impact on sales.
| |||
| 01 Jun 2023 | Digital Information and Modern Day Sales Intelligence with Sam Richter | 00:57:32 | |
Sam Richter is an internationally recognized expert on digital transformation and the author of the best-selling book, “Take the Cold Out of Cold Calling”. He was named one of the World’s Top 50 Sales Keynote Speakers in 2019 by Top Sales World and one of the Top 25 Most Influential People in Sales by InsideView multiple times. Sam is also the founder of IntelNgin, a technology that helps you find key business and sales information faster. Join us as we discuss the importance of relevance and knowing what’s important to the buyer, how to properly reach out to prospects, and the importance of mindset and being genuine in all of your interactions.
How to Listen: | |||