Future-Proof Selling

Latest Episodes:

Getting responses to Emails and Calls with Prospecting Expert Jason Bay Aug 02, 2019

Show notes

Jason Bay and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective.

Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging.

The REPLY Method focuses on WHY prospects buy. What are their job responsibilities? What challenges do they experience on a regular basis that relate with your product or service? What do they need to see in an email or hear in a cold call to WANT to respond?

The majority of salespeople don't have a closing problem. They have an opening problem. The REPLY Method removes the mystery of what to say in your cold outreach so you can schedule more meetings and close more deals.

Check Jason out at :

https://blissfulprospecting.com

Getting Customers to Know, Like & Trust you with Daniel Priestley from Dent Global Jul 29, 2019

Show notes

Customers buy from people they Know, Like and Trust.

Daniel Priestley is a super successful global entrepreneur, international speaker and best-selling author. He is an expert on personal branding and one of the founders of Dent Global. Daniel shares with us how customers connect with people much more than they connect with companies or brands. There is a huge opportunity for salespeople to become trusted in their industry by building up their personal brand and leveraging social media, video and other tools. Salespeople tend to underestimate their value and according to Daniel they are sitting on a mountain of value for their customer audience, it is matter of getting that value out there in front of the right people.

Check Daniel out here.

https://www.dent.global

http://www.keypersonofinfluence.com/author/daniel/

World class SaaS sales processes with Andy Farquharson of Winning By Design Jul 24, 2019

Show notes

The massive shift to subscription-based SaaS solutions has totally changed the way customers buy technology but have sales leaders transformed themselves and their sales processes to effectively meet this challenge?

Winning By Design is a company that are experts on the SaaS sales model and were recently acknowledged as the #1 B2B Sales Consultancy by G2Crowd. We talk to the head of Winning By Design's European business, Andy Farquharson, about these changes and some of the best practices we should all be looking at.

Progressing your career through the highs and lows with David Shepherd, HubSpot Jul 10, 2019

Show notes

David Shepherd is the ANZ Country Manager for HubSpot. He's had a remarkable career and progression with the company, he joined the company nine years ago when they only had 150 employees compared to 3000 now.

During that time David progressed from an entry level sales role through to sales management and is now running a substantial whole Country operation.

We talk to David about how he has navigated his career and overcome various challenges as the company exponentially grew, constantly transformed and continues to evolve. Surviving and thriving in this environment takes a lot of resilience, David' shares the learnings and wisdom he has picked up along the journey.

The power of Buyer Enablement with Kevin Dixon Jul 06, 2019

Show notes

Buyer Enablement is a concept that has gained momentum in the past couple of years. It helps us develop strategies to deal with modern complex buying processes.

Buying committees are expanding and customers have more information than ever; but often they don't know how to get buying decisions through the approval process. If we can adapt our sales approach to helping the customer solve these challenges we will be much more effective.

Kevin Dixon is the founder and CEO of Boxxstep, a B2B sales buyer relationship management platform, and is a buyer enablement expert.

Please check out Boxxstep here

Navigating the Buying Committee and 'Gatekeeper' strategy with Tom Williams, co-author of The Sellers Challenge Jun 16, 2019

Show notes

Thomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen.

He is also the co-author of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Think of it as a "tactical field manual" about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning.

We discuss navigating the Buying Committee and Stakeholder Management at length, Tom has great experience and insight in this area.

We also dig into dealing with gatekeepers, who Tom calls 'VPs of Access', Tom recommends a professional and respectful approach and gives us some great straightforward tips.

Making Channel Sales Work with Marcus Cauchi, Part 2 Jun 03, 2019

Show notes

Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi.

90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years.

Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content. Enjoy part 2 here and look out for the first instalment if you haven't listened already.

Please check Marcus out here.

https://www.sandler.com/blog/author/marcus-cauchi

https://www.linkedin.com/in/sandlerchannelsalesexpert/

Making Channel Sales Work with Marcus Cauchi, Part I May 05, 2019

Show notes

Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content. Enjoy part 1 here and look out for the second instalment.

Please check Marcus out here.

https://www.sandler.com/blog/author/marcus-cauchi

https://www.linkedin.com/in/sandlerchannelsalesexpert/

Leveraging Social for B2B Sales, how to get Visible, Valuable and Connected with Jack Kosakowski Apr 21, 2019

Show notes

Jack Kosakowski is the CEO of Creation Agency(US Division), a B2B marketing agency helping fast growing tech companies and some big brands drive their business forward with innovative digital strategies.

Jack is an expert and pioneer of Social Selling and shares a framework for how B2B sellers should be approaching social.

All sales leaders need to be incorporating social into their plans and make sure their team is well-equipped to be effective social sellers.

To learn more about what Jack is up to, please check out Creation Agency and Jack's other venture skillslab.io, a hub with various resources for every hungry sales and marketing professional with a passion for expanding their knowledge in the ever-growing marketing and sales industry.

https://www.creationagency.com

https://www.skillslab.io

Selling via Positive Disruption with John Smibert, Sales Masterminds APAC Apr 10, 2019

Show notes

John Smibert is one of the top sales thought leaders out there. He digs into the importance of deep discovery and how we need to hold back talking about our products, company and capabilities until the time is right. John challenges us all to go through the whole first meeting with a customer without talking about ourselves.

Offering insight to customers that drives positive business outcomes for THEM is critical to sales success today, John calls this process 'Selling via Positive Disruption,' and outlines five areas we need to master around this concept. John also shares real world examples and relevant stories that really drive the point home.

John is the founder of Sales Masterminds APAC, the head of the Strategic Selling Group plus the Sales Leadership Forum. Check out some of John's wonderful interviews with top sales leaders here, absolutely every important sales topic is covered.

http://strategicsellinggroup.com

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