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:

Winning Relationships with Casey Jacox Feb 01, 2022

Show notes

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.

Highlights

What prompted Casey to release a book in 2020? - 2:45
Journey into professional sales. - 5:17
Viewpoint on what selling really is. - 10:55
The three types of people according to Tommy Lasorda. - 21:02
What are they hiring for in terms of professional sales people? - 25:00
The huge challenge with sales management. - 38:29
The big problem in sales today. - 43:43
Greatest challenge and resolution with a potential client who, at first, did not want to do business with him. - 51:09
Coaching four key areas. - 54:28
The Quarterback Dadcast. - 54:55 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Casey Jacox
https://www.caseyjacox.com/
https://www.linkedin.com/in/caseyjacox/
https://twitter.com/CaseyJacox
The Quarterback Dadcast

You Lead with Minter Dial Jan 27, 2022

Show notes

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.

Highlights

As a new leader taking over an underperforming sales team, where should you start? - 3:55
The strength of that confidence comes when you are also able to deal with your weaknesses, your imperfections. - 11:27
What's next along our journey as a new sales leader? - 15:15
The "employee first" mentality leads to customer centricity. - 24:56
Falling victim into the victim idea. - 33:50
Attributes he's looking for when recruiting. - 36:04
We all seek connection. - 41:53
Your role. - 42:32
How to get in contact with Minter? - 43:46 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Minter Dial
https://www.minterdial.com/
https://www.linkedin.com/in/minterdial
https://twitter.com/mdial

Succeed Without Selling with Diane Helbig Jan 25, 2022

Show notes

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.

Highlights

Mark Twain's statement - 0:39
The common sense revolution coming to professional sales. - 2:30
Diane's sales journey: her background that got her to where she is today. - 4:49
What prompted her to release the book, Succeed Without Selling? - 6:38
"Business is about people. Interacting with people. It's not about the product or the company." - 9:53
There is a strategy for helping somebody or deciding they're wrong for you and moving on. - 11:21
It's not the salesman's fault. It's the philosophy of the company and its "do it my way" concept as supposed to "let's really build a great client base." - 19:11
Advice or coaching to the sales leaders right now who have a tough job. - 22:04
If the goal really is to increase sales, we have to stop changing the goal to "do it my way". - 28:34
What's the X Factor of this whole thing? - 32:23
A business development program where business therapy meets growth. - 36:01
Connection between business therapy and growth. - 36:14
Instead of asking someone why they did something, ask them to explain their thought processes when they did it. - 40:15
Diane's recommendations: Resources for knowledge and personal growth. - 44:13
Where to find Diane. - 46:28

Episode Resources

Harvard Business Review
Hubspot
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Diane Helbig
Succeed Without Selling
https://www.helbigenterprises.com/
https://www.linkedin.com/in/dhelbig
Accelerate Your Business Growth Podcast

Decision Intelligence Selling With Scott Roy Jan 20, 2022

Show notes

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

Scott's journey in professional sales. - 4:31
How's his business was able to work in 40 different countries. 7:31
The challenges in professional sales today: How are we doing as a profession? - 16:09
Helping our clients and prospects make a better decision: How does it work? - 22:14
What decision intelligence is all about. - 26:40
Impact on the seller: How does impact change their behavior? Why should it change other people's mindset and they should be committed to it? - 28:36
The hard thing to do as a sales person. - 34:56
A different approach when addressing attitude. - 40:44
One of the best ways to drive sales people crazy. - 47:01
How to contact Scott to learn more? - 52:21 Episode Resources
Sell Well, Do Good: DQ Selling for Social Enterprises
Consultative Closing
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Scott Roy
https://www.wrpartnership.com/
https://www.linkedin.com/in/scottaroy

Business Acumen and The Power of One Up with Anthony Iannarino Jan 13, 2022

Show notes

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.

Highlights

Who is Anthony Iannarino and what's interesting about him? - 0:43
Information about his new book: Things and experiences which prompted Anthony to write this book. - 4:13
How do we help and coach our teams to get to the point where the buyer can see them as adding value? - 12:59
His favorite saying "If you wanna reach me, teach me." - 18:08
The first thing a sales person should go through. - 19:52
If the individual can't actually have a live conversation and show value in a reasonably short amount of time, then the buyer doesn't want to waste their time. - 25:37
You should never be afraid to ask the questions that are going to get you the best information so that you can actually help people. - 37:52
The resources that Anthony likes, both for business acumen and for selling, outside of his books. - 40:16
How to get in touch with Anthony - 43:51 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Anthony Iannarino
https://www.thesalesblog.com/
https://www.thesalesblog.com/anthony-iannarino
https://www.facebook.com/thesalesblog
https://www.linkedin.com/in/iannarino/
https://twitter.com/iannarino
https://www.thesalesblog.com/newsletter
The Only Sales Guide You'll Ever Need
https://podcasts.apple.com/us/podcast/the-anthony-iannarino-show/id1539409051

Cracking The Sales Management Code with Jason Jordan Jan 07, 2022

Show notes

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.

Highlights

The journey of his professional career. - 2:33
How would you know if the sales force is really good? Is it really successful? Are you achieving this much that you possibly can? - 13:51
How is professional sales performing as a business discipline? - 13:55
How many companies are hitting their goal? - 14:55
Outside of a sales team, what is Jason seeing in terms of the turnover, the transition, and level of performance? - 16:13
The Cracking the Sales Management Code absolutely lays it out. - 20:13
Suggestions as a sales leader: What's the game plan next year to elevate performance? - 22:05
Everything starts with the buyer. - 23:54
What inside sales is now. - 26:50
Sales is going to be more sophisticated with more roles and more technology and more chop-up processes, but it comes down on conversation. - 30:40
The big challenge: Teaching people who don't know sales. - 33:57
Are there a lot of schools teaching professional sales as a part of their MBA curriculum? - 35:34
How interested are the students in professional selling now? - 40:32
Where to follow and contact Jason. - 41:59 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Jason Jordan
https://www.linkedin.com/in/jasonjordansalesmanagement
jj@jasonjordan.com
https://www.audible.com/author/Jason-Jordan/B0050PIKNO
Cracking the Sales Management Role
https://salesfoundation.org/

Sales Management That Works with Frank Cespedes Jan 04, 2022

Show notes

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.

Highlights

The courses that are dedicated to professional sales. - 6:47
Reasons that sales leadership jobs are accelerating. - 10:58
What makes a sales leadership particularly vulnerable? - 14:05
Two very important implications of the reality of buying. - 20:31
What should the sales leaders take note of for 2022? - 22:44
The role of relationships in sales. - 27:06
Sources of information for compensation data. - 32:04
Thoughts and comments on the role of a salesperson diminish over time. - 40:18
How to get in touch with Frank and get a copy of his book. - 44:39 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Frank Cespedes
https://frankcespedes.com/
fcespedes@hbs.edu
https://www.hbs.edu/faculty/Pages/profile.aspx?facId=126057

Smart Calling with Art Sobczak Dec 29, 2021

Show notes

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.

Highlights

Why top salespeople have never stopped using the phone- 2:44
Art's journey: How he became one of the top sales trainers in the world. - 7:46
The Smart Calling concept. - 12:47
Pre-call planning. - 19:10
The process of social engineering - 23:29
Reciprocity and how it applies to sales - 26:04
How can you make a live conversation happen? - 27:16
Rule of thumb: Treat everybody like how you want to be treated. - 31:37
The Smart Calling Opening Statement. - 35:13
The two tests. - 38:07 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
Connect with Art Sobczak
https://salesbyphone.com/
http://smartcalling.com/
https://www.amazon.com/Art-Sobczak/e/B002ZSS5FM%3Fref=dbs_a_mng_rwt_scns_shar
https://www.linkedin.com/in/artsob
https://www.youtube.com/artsobczak

Virtual Selling with Tyler Lessard Dec 23, 2021

Show notes

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.

Highlights

Visualizing: videos in the sales process. - 2:58
An inspiring story of using video. - 5:05
Planning your message ahead of time. - 6:13
Creating videos creates dynamic conversations. - 7:42
What CEOs, sales leaders, and salespeople need to learn from video. - 29:24
Are there any absolute things to avoid in a video? - 30:19 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
Connect with Tyler Lessard
https://www.vidyard.com/
https://ca.linkedin.com/in/tylerlessard
https://twitter.com/tylerlessard
Amazon Books

Getting Things Done With David Allen Dec 22, 2021

Show notes

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. We discuss David's 5-step strategy for clearing your mind, sharpening your focus, and accomplishing more with ease and elegance. We talk about his book and we discuss how you can become more effective, efficient and relaxed in a world that is anything but.

Highlights

The things that Mark learned after reading David's book. - 2:23
Having 35 jobs before the age of 35 in a nutshell. - 4:08
If something's on your mind, it isn't that clear. - 7:44
Sales people need to evolve so that they sell the way they want to be sold to. - 13:38
The process of capture, clarify, organize, reflect, engage. - 14:15
The first process: Capture. - 15:19
The realistic practical approach. - 18:58
What helps Mark stop worrying about it and then start thinking about executing? - 24:22
What should the team be doing when we clarify? - 24:47
If it's one step that could fix it, and it's less than 2 minutes, do it now. 29:58
Where the real stress is coming from. - 31:53
Trusting the process after building the system. - 34:01
Reflect and engage. - 36:04
Difference between writing it down and using digital tools. - 41:07
Interesting research conducted on personal productivity. - 42:24
Since the book was written, is it more difficult to implement the system, is it easier or is it the same due to the new technology? - 44:36
Where to contact David to learn more. - 48:59 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with David Allen
Getting Things Done: The Art of Stress-Free Productivity
https://gettingthingsdone.com/

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