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:

Speed to Lead with Nicolas Vandenberghe May 19, 2022

Show notes

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.

Highlights

The oscillation between engineering and sales
How he got started with his software
The groups that Chili Piper are supporting
How long it takes an average company to respond to an inbound lead
The background of his research
What the two different aspects of qualification are
The big changes in the SaaS world
The management innovation in Chili Piper: They no longer make decisions in meetings
What management consulting is and why it's interesting
The attributes that Nicolas is looking for in his sales team
The core issue in professional sales
How to find out more about Nicolas and Chili Piper Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Nicolas Vandenberghe
https://www.linkedin.com/in/nvandenberghe/
https://www.chilipiper.com/

Sales for Life with Jamie Shanks Apr 19, 2022

Show notes

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.

Highlights

Introduction: Who is Jamie Shanks
Jamie's journey in professional sales
How he evolved his pipeline from prospects to customers
What competitive intelligence is
Building out that entire tech stack to support the sales development team
What Jamie is seeing out there in the industry today
The premise of pipeline signals
The two fundamental truths
Jamie's favorite books and sources for expertise in selling Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Jamie Shanks
https://pipelinesignals.com/
https://salesforlife.com/
https://www.linkedin.com/in/jamestshanks
https://twitter.com/jamietshanks

Top Tips with Jim Irving Apr 05, 2022

Show notes

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.

Highlights

The fundamentals of B2B selling
How he moved from the corporate world to training, coaching, and mentoring
The best practices for sales he swears by
What discovery is and its importance
What does it take to get a sales qualified lead
What his recent clients have to say after undergoing his training and mentoring
The key to the whole discovery process Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Jim Irving
https://b2bsellingguidebook.com/index.html
https://www.linkedin.com/in/jimirving

The Power of Regret with Daniel Pink Mar 28, 2022

Show notes

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.

Highlights

What prompted him to start writing back in the day
How his perception about the sales people he knows is different from others' perspectives
What regret really is
What's the difference between the four breed categories of regrets
How does he pick the books that he's going to go write next Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Daniel Pink
https://www.danpink.com/
https://www.facebook.com/danielhpink
https://twitter.com/DanielPink
https://www.linkedin.com/in/danielpink

Growth IQ with Tiffani Bova Mar 16, 2022

Show notes

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.

Highlights

How she got the testimony from Seth Godin. - 1:31
The trigger to the switch. - 10:54
The realization: I don't even recognize myself. - 12:55
Helping to manage the mental health of the sales team and keeping everybody where they need to be. - 16:55
Tips on how to stay engaged. - 22:21
The reason behind the launch of the Safety Cloud. - 26:21
Three different workstreams. - 29:08
Top trends Tiffani is seeing in professional sales moving forward. - 31:36
We don't have a technology problem. We have a people process problem. - 38:19
The average enterprise has 900 apps and only about 27% of them are integrated. - 39:19
Why is sales such a great career path? - 42:19
Keeping in touch with Tiffani. - 45:45 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Tiffani Bova
Growth IQ
https://www.tiffanibova.com/
https://www.linkedin.com/in/tiffanibova
https://www.facebook.com/TiffaniBova
https://twitter.com/Tiffani_Bova
https://instagram.com/tiffanibova
https://www.youtube.com/channel/UCLfZMGT55bpY4vGDXW95sZQ

Professional Sales with Alice Heiman Mar 08, 2022

Show notes

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.

Highlights

Who is Alice Heiman? - 0:30
The journey to professional sales. - 3:51
The challenge of interacting with people in professional sales. - 8:17
What is golden silence? - 10:05
Experience working at Miller Heiman. - 14:52
How to win friends and influence people. - 22:54
The EOS system. - 25:51
Sales Talk for CEOs: How they are doing for professional sales. - 27:04
Ask yourself: What have we done today to make it easier to be our customer and harder to be our competitor? - 34:26
Advice for CEOs. - 34:40
How to learn more or engage with Alice. - 38:56 Episode Resources
How to Win Friends & Influence People
To Sell Is Human
Traction
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Alice Heiman
https://aliceheiman.com/
https://www.linkedin.com/in/aliceheiman
Sales Talk for CEOs Podcast

The Challenger Sale - 10 Years Later with Matt Dixon Mar 03, 2022

Show notes

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.

Highlights

The journey to release the book and some of the things he faced when he put it out in the public. - 3:21
The huge gap between books that come out that say "This is what you should do with no background, no insight, no research" and then research-based findings or concepts, stories, and all. - 10:19
The most common feedback. - 16:36
The old way of helping someone to buy. - 22:54
The two things sales trainers are constantly perplexed by. - 23:50
Two reasons why companies get inside and sell wrong. - 27:28
The tenure of a sales leader right now is insanely short. It's not a stable role. - 30:43
Two things that the sales leader fundamentally does. - 31:30
Where Matt sees sales going in the future. - 33:09
The three reasons why people become indecisive. - 39:51
The four high-performing behaviors. - 42:05
More details about his new book. - 44:57
Getting in touch with Matt. - 47:41 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Matt Dixon
https://dixonspeaks.com/
https://www.dcminsights.com/
https://www.linkedin.com/in/matthewxdixon/
https://twitter.com/matthewxdixon

Deep Listening with Oscar Trimboli Mar 01, 2022

Show notes

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.

Highlights

How often do you truly listen to everything being said to you? - 0:42
Deep Listening, Impact Beyond Words. - 4:13
What prompted Oscar to write the book. - 5:00
The difference between managers and leaders. - 11:10
Elements why you should ask two or more questions. - 12:09
Your role as a listener. - 18:31
The difference between speaking speed and thinking speed. - 19:44
The three questions to ask. - 23:20
Asking too many questions, not enough why's. - 29:05
How did Oscar get the amount of wisdom he has? Was it a really difficult process or has it become easy since he's coached and taught this material for so long? - 35:36
How to learn more about Oscar. - 42:46 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Oscar Trimboli
https://www.oscartrimboli.com/
https://www.linkedin.com/in/oscartrimboli/
https://twitter.com/oscartrimboli

Sales as a Performance Art - Lessons From a Former Actor with Julie Hansen Feb 22, 2022

Show notes

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!

Highlights

The journey and connection of two disciplines: How does someone with a love of acting end up in professional sales? - 1:53
The Experience Economy book of the 90's. - 9:11
People think they're great, if they don't need to prepare. - 14:10
What should you be thinking about? - 17:30
Where should your focus be during a video call? - 32:00
How can you be comfortable in a situation where someone is giving you tough objections or is pushing back? - 38:33
Main reasons why buyers don't like engaging with sales people. - 43:13
How can people engage with Julie and learn more about how she can help others? - 50:40 Episode Resources
The Experience Economy
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Julie Hansen
https://juliehansen.live/
https://www.linkedin.com/in/juliehansensalestraining/
https://twitter.com/acting4sales
https://www.youtube.com/c/JulieHansen

Tech-Powered Sales Part 2 with Justin Michael Feb 16, 2022

Show notes

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

Highlights

What happens when you take away all the administrative tasks and spreadsheets? - 3:52
The reason why thought leaders think that he should not release his book. - 5:51
What's the HYPCCCYCL? - 12:17
The must-have technologies as part of the sales tag today? - 14:19
The unique types of trigger events that he likes for somebody to go after. - 18:37
Favorite sources of the latest information in professional sales. - 20:41
The attributes he's looking for in a sales person. - 23:46 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Justin Michael
https://hypcccycl.com/
https://www.linkedin.com/in/michaeljustin/
Tech-Powered Sales

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