Business

The Selling Well

We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.

Latest Episodes:

Sell Without Selling Out with Andy Paul Aug 05, 2022

Show notes

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.

Highlights

What makes the In The Funnel Workshop different from others
Who is Andy Paul
What drove Andy to write Sell Without Selling Out
What "selling in" means
The common misconceptions on sales
How do you define win rate as a seller?
What is the cost of putting a proposal together
The concept of productivity
How the situation was when Andy Paul started
How you can help customers in creating a vision of success
What the vision of success means
What is the biggest gap when working with teams today
How to find out more information about Andy Paul Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Andy Paul
Sell Without Selling Out
Zero-Time Selling
Sales Enablement Podcast
https://www.andypaul.com/
https://www.linkedin.com/in/realandypaul

The Business Case Against Digital Pollution with Ethan Beute Jul 21, 2022

Show notes

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.

Highlights

What to expect from the In The Funnel Sales Workshop
Who is Ethan Beute
What his professional journey is all about
What digital pollution is
The three forms of digital pollution
Why mixing a video to your message is easier to relay your message than sending a text
How humans make decisions based on intent
Does blasting the leads in your funnel work?
How you can add value to your target audience
How to get in touch with Ethan and learn more about BombBomb Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Ethan Beute
Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience
Human-Centered Communication: A Business Case Against Digital Pollution
The Customer Experience Podcast
https://bombbomb.com/
https://www.linkedin.com/in/ethanbeute/
https://twitter.com/ethanbeute
https://www.instagram.com/ethanbeute
ethan@bombbomb.com

Sales Manager Survival Guide with David Brock Jul 18, 2022

Show notes

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.

Highlights

Why how you sell is more important than what you sell
How the In The Funnel events are different from other trainings
What is Dave's journey in professional sales like
How the sales execution framework addresses and focuses on the fundamentals
What the Sales Manager Survival Guide is all about
Why the focus of the CRO is very different from other C-level roles
What are the core principles that helped Dave and his team in coaching and helping others become better coaches
How much time managers are spending preparing for coaching
What is the highest leverage that the managers have in driving the performance of the team
How the preparation process should be when it comes to implementing a high-impact coaching discussion
How to create value for the customer from a sales point of view
What drives customer loyalty and value creation
How to learn more about Dave Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with David Brock
Sales Manager Survival Guide (2016)
https://partnersinexcellenceblog.com/
https://www.linkedin.com/in/davebrock/
https://twitter.com/davidabrock

Imposter Syndrome with Alli Rizacos Jul 12, 2022

Show notes

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. Highlights

What makes the In The Funnel Sales Workshop different
How Alli landed into the world of professional sales
The best investment she made
What is the imposter syndrome
What the goal should be when starting a business
Alli's advice to SDRs who have the scarcity mindset or imposter syndrome
The process: What her coaching centers around and what strategies she uses to overcome imposter syndrome Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Alli Rizacos
https://www.allirizacos.com/
https://www.linkedin.com/in/allirizacos

The Queen of Cold Calling with Wendy Weiss Jun 30, 2022

Show notes

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).

In this episode of The Selling Well podcast, Wendy shares her journey from a professional ballet dancer to becoming a sales thought leader, known as The Queen of Cold Calling.

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.

Highlights

Who Wendy Weiss is, the queen of cold calling
Which is more important: How you sell or what you sell?
What makes The Selling Well workshops different from others
What Wendy's journey to professional sales is like
The difference between prospecting and selling
How to know if your script doesn't work
Wendy's advice to teams who want to get an SDR team
How you can stand out to your prospects
What Wendy loves the most about coaching salespeople
How's cold calling for women different than a general cold calling training? Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Wendy Weiss
https://gosalesology.com/about/
https://www.linkedin.com/in/wendyweiss
https://twitter.com/wendyweiss
(866) 220-4242
Sales Winner's Handbook: https://www.goodreads.com/book/show/13643854-sales-winner-s-handbook

The Power of Mindset with Nathan Gerbe Jun 28, 2022

Show notes

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.

Highlights

Who Nathan Gerbe is
His journey to professional sport
How difficult is it to persevere and make it to the NHL?
The similarities between a person in professional sales and someone in professional sports
The importance of coaching
What the different types of coaches are
The idea behind being a Chief Goal Officer
What are the things that can help you deal with the challenges, failures, and ups and downs of your career?
Which one weighs more: Discipline or Regret
How to find and connect with Nathan Gerbe Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Nathan Gerbe
https://www.linkedin.com/in/nathan-gerbe-3aa1741bb/
https://www.instagram.com/nathangerbe7
https://twitter.com/nathangerbe14

Sensemaking For Sales with Brent Adamson Jun 23, 2022

Show notes

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.

Highlights

Who Brent Adamson is
How got into the path of professional sales
Why the podcast, The Selling Well, exists
What the number one thing is that you need to solve for in today's world as vendors, suppliers, partners, or vendors
What the paralysis of analysis means
What the three questions to ask yourself to be more confident that you've made the right choices for you
Where a lot of professional salespeople struggle
How to extract the information and the knowledge or work with your existing base
What the three approaches to information are
Where to find more information about Brent and the Ecosystems Episode Resources
Sensemaking for Sales (Harvard Article)
The Challenger Sale (2011)
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Brent Adamson
https://ecosystems.us/
https://www.linkedin.com/in/brentadamson/
https://twitter.com/brentadamson

The Sales Evangelist with Donald Kelly Jun 16, 2022

Show notes

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. In addition to sharing his insights and strategies through workshops, online courses, and keynote presentations, Donald is the host of The Sales Evangelist podcast. His knowledge and insights have reached listeners in over 155 countries with 3.5 million downloads and have also been recognized by publications such as The Huffington Post, Forbes, and Entrepreneur Magazine.

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.

Highlights

Who Donald C. Kelly is
How he started his journey in professional sales
What he's seeing in the professional sales today: the challenges and the biggest opportunities
The important feedback Donald's wife pointed out to him
What he is doing with Brigham Young
Their takeaways from different sales people
Why Daniel decided to write a book on selling
What does it take, in terms of personality, traits, or capabilities, or competencies, to succeed in sales today
The three underutilized ways that people are missing out on LinkedIn
The people you should always keep your eyes on
Where to get Donald's book
What are the books he's reading right now?
What value engineering is
His writing process
How people can get in touch with Donald C. Kelly and listen to The Sales Evangelist Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Donald Kelly
Sell It Like a Mango
https://thesalesevangelist.com/
https://www.linkedin.com/in/donaldckelly
https://twitter.com/DonaldCKelly
https://www.instagram.com/donaldckelly
https://podcasts.apple.com/ca/podcast/the-sales-evangelist/id788738885

Stop Killing Deals with George Brontén Jun 02, 2022

Show notes

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.

Highlights

Membrain: A SAS company
Discussion on the book Stop Killing Deals
George's journey and profession
How you sell is why you win
Selling is a noble profession when done right
Understanding customers really well: their best interest at heart
Why are buyers doing their own research?
Adding value and writing a decision memo for clients
Why isn't every prospect a good prospect?
Hiring lifelong learners: training, development, and standards
Customizing CRM and establishing a system
An authentic way of selling
Complex B2B sales Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with George Brontén
www.linkedin.com/in/georgebronten
https://www.membrain.com/blog
Book - Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020)

Pricing and Strategy with Hermann Simon May 26, 2022

Show notes

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.

Highlights

Who Hermann Simon is
Hermann's journey of focusing on the pricing strategy and profitability
What the different challenges are in a midsize organization
What the challenges are for Hermann when working with different organizations
How to help companies working with a huge gap between value and pricing
What a business ecosystem is
What are the risks of a supply chain?
Should business owners pass the cost increases to the customers?
What customer intimacy is
What inflation really is Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Hermann Simon
https://hermannsimon.com/
https://twitter.com/hermannsimon

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