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:

Transforming Sales with Philip Squire Dec 17, 2021

Show notes

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. Philip talks about his book and explains his key theories for selling effectively. Phillip aligns with Mark in believing that sales is a profession and as such should be recognized as a profession at the university level. His doctoral research project explored 'Complex (Global) Account Selling Effectiveness' and the extent to which a value-based approach to developing relationships with customers enhances sales performance.

Highlights

Who is Philip Squire? 0:14
The gray zone of goodwill. - 7:58
What triggered him to write this book. - 10:13
Identifying the crisis in sales. - 12:59
The values that buyers want to see. - 22:09
The great advantage for salespeople. - 35:27
The art of knowing how far to go without going too far. - 38:16
Philip's No.1 priority. - 43:56
Leadership qualities are required at a sales leader level to enable transformation. - 44:37
How to reach Philip. - 49:57

Episode Resources

Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Philip Squire
https://www.linkedin.com/in/philipsquire/
https://www.consalia.com/
https://www.consalia.com/mindset-survey/

Leveraging the Sales Tech-Stack with Tony Hughes Dec 17, 2021

Show notes

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.

Highlights

His journey to professional sales: How he got to where he is today. - 2:54
What do I need to be good at as a professional sales person to future-proof my career? - 14:34
The three reasons that deals die. - 22:28
What technology is doing at the highest level for us today? - 26:54
As a seller, how can you outsource tasks within your roles to technology so you can focus on the truly human elements of selling? - 29:39
The essential technologies. - 32:57
The theory of reciprocity. - 37:27
Two reasons why trigger events are important. - 39:21
Tony says to do these critical things in sales management to be more effective. - 49:18
How to get in contact with Tony. - 51:06 Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
Connect with Tony Hughes
https://www.tonyhughes.com.au/
https://www.rsvpselling.com/
https://au.linkedin.com/in/hughestony
https://www.facebook.com/tonyhughes.rsvpselling
https://www.youtube.com/user/RSVPselling/playlists

Sales Enablement with Andy Paul Dec 17, 2021

Show notes

Andy Paul is the author of three best selling books in professional sales and is the host of the world's most successful podcast in professional selling. That's why we're so excited to have him as our first guest. Join us as Andy shares where he sees the future of sales going and what needs to take place to truly change the paradigm and the performance of professional B2B sales teams.

https://www.revenue.io/sales-enablement-podcast-with-andy-paul

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

Highlights

The biggest challenges in professional sales today. - 3:19
The role of fear and how it affects your sales. - 5:37
The key lesson that any sales person should learn. - 10:55
The real challenge in sales management today and how we can help the sales leader. - 17:39
Is sales productivity improving or not given the new sales and technology that we use today? - 35:51
The attributes Andy is looking for when hiring salespeople. - 38:17

Episode Resources