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:

How to Grow Your Business Like a Weed with Stu Heinecke Jun 29, 2023

Show notes

Stu Heinecke is a bestselling business author, marketer and Wall Street Journal cartoonist. His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time. His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow and expand. He is a twice-nominated hall of fame marketer, Nasdaq Entrepreneurial Center author-in-residence, and was named the "Father of Contact Marketing" by the American Marketing Association.

Join us as we discuss his latest book, highlighting the importance of having a fierce mindset in professional sales, the importance of community, and how to thrive best in a disruptive environment.

Highlights:

Stu's professional journey
The inspiration behind Stu's books
The importance of community for growth
How to thrive best in a disruptive environment

Episode Resources:

Connect with Mark Cox

https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com

SPECIAL OFFER for our Listeners!

Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST

Connect with Stu Heinecke

LinkedIn: https://www.linkedin.com/in/stuheinecke/
Author Site: StuHeinecke.com
How to Grow Your Business Like a Weed: https://a.co/d/41ju0jY

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Leveraging AI To Humanize The Sales Process With Usman Sheikh Jun 22, 2023

Show notes

Usman Sheikh is the founder and CEO of xiQ, an award-winning B2B sales and marketing platform combining neuroscience, psychology, and AI to understand the buyer's mindset. Prior to xiQ, Usman spent more than 13 years with SAP in various global roles, with a deep understanding of the B2B sale at the highest level. He also frequently serves as a guest lecturer on the topics of AI and B2B sales and marketing at business schools such as the University of Texas, University of Alabama, and Clemson University.

Join us as we discuss the rapid growth of AI, diving into the capabilities of the technologies and how we can apply them to different elements of selling.

Highlights:

Usman's journey in professional sales
Predictive analysis vs generative analysis in AI
Applying AI to different elements of selling
How to stay current and improve your level of acumen with AI

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 Usman Sheikh

xiQ Platform: https://xiqinc.com/platform/
Follow Usman on LinkedIn: https://www.linkedin.com/in/usmanmsheikh/
Follow xiQ on LinkedIn: https://www.linkedin.com/company/xiqinc/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Entrepreneurs, The Growth Institute and Gazelles with Daniel Marcos Jun 16, 2023

Show notes

Daniel is the co-founder and CEO of Growth Institute, providing online executive training for mid-market companies around the world. He has been a CEO coach for over two decades and a keynote speaker, helping entrepreneurs scale their businesses.

In 1997, Daniel served as a Financial Attaché to the Consulate General of Mexico in Hong Kong. He later created the first financial website focused on Mexican financial markets, Finanzas Web, which was acquired by Patagon.com, a leading financial site in Argentina. In 2012, he partnered with Verne Harnish to provide executive training on an international scale with Growth Institute.

Join us are Daniel shares inspiring stories from his amazing professional journey and highlights his view on the importance of "Selling Well" as an entrepreneur.

Highlights:

Daniel's professional journey
How Daniel got into coaching with Verne Harnish
The Growth Institute's structure to enable learning
Managing peaks and valleys
The value of community for professional growth

Episode Resources

Connect with Mark Cox

In The Funnel Website: https://www.inthefunnel.com/
LinkedIn: https://ca.linkedin.com/in/markandrewcox
Facebook: https://www.facebook.com/inthefunnel
Email: markcox@inthefunnel.com

Connect with Daniel Marcos

Growth Institute YouTube: https://www.youtube.com/user/GrowthInstitute
Instagram: https://www.instagram.com/danielmarcos.scale/?hl=en
LinkedIn: https://www.linkedin.com/in/danielmarcos

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify Subscribe on YouTube

Managing Transformational Change in Sales with Dr. Grant Van Ulbrich Jun 14, 2023

Show notes

Grant Van Ulbrich is a sales transformation pioneer and the author of "Transforming Sales Management – Lead Sales Teams Through Change". Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offering a unique approach to personal and organizational change management.

Join us as Grant shares his inspiring journey, as well as insights and resources to help us manage transformational change in a positive way.

Highlights:

Grant's academic journey into professional sales
Core issues in sales management today
The 'Scared - So What' model
The academic approach to sales management 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 Grant Van Ulbrich
Scared So What - Website Resources: https://scaredsowhat.com/
Transforming Sales Management: https://www.amazon.ca/Transforming-Sales-Management-Through-Change-ebook/dp/B0BTT8KFY1
LinkedIn: https://www.linkedin.com/in/grantvanulbrich/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

From Models To Mindsets With John Reid Jun 09, 2023

Show notes

John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpowers: Why We Lose Them and How to Get Them Back. ‌ Join us as we discuss the keys to successful selling from "Moving from Models to Mindsets" and the six core selling skills such as differentiation and presence. John also shares some challenges in sales training and sales management today.

Highlights:

John's journey in professional sales
Challenges in sales management today
The six core selling skills
Problems in sales 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 John Reid
JMReid Group: https://jmreidgroup.com/
Moving from Models to Mindsets: https://www.amazon.ca/Moving-Models-Mindsets-Rethinking-Conversation/dp/1544512732
The Five Lost Superpowers: https://www.amazon.ca/Five-Lost-Superpowers-Lose-Them/dp/1544522940

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The LinkedIn Whisperer with Brynne Tillman Jun 07, 2023

Show notes

Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of "The LinkedIn Sales Playbook: A Tactical Guide to Social Selling".

Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand connections, develop relationships and increase active engagement. She also shares three amazing tips for leveraging referrals to connect with new buyers.

Highlights:

Brynne's journey in professional sales
LinkedIn as a dynamic Rolodex
How to appropriately reach out for a referral
Developing relationships through content engagement
Practices to avoid on LinkedIn
Best practices for posting content 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 Brynne Tillman
The LinkedIn Sales Playbook: https://a.co/d/2V0PCgs
brynne.tillman@socialsaleslink.com
Social Sales Link: https://socialsaleslink.com/
Making Sales Social Podcast: https://socialsaleslink.com/podcast/
LinkedIn: https://www.linkedin.com/in/brynnetillman/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Digital Information and Modern Day Sales Intelligence with Sam Richter Jun 01, 2023

Show notes

Sam Richter is an internationally recognized expert on digital transformation and the author of the best-selling book, "Take the Cold Out of Cold Calling". He was named one of the World's Top 50 Sales Keynote Speakers in 2019 by Top Sales World and one of the Top 25 Most Influential People in Sales by InsideView multiple times. Sam is also the founder of IntelNgin, a technology that helps you find key business and sales information faster.

Join us as we discuss the importance of relevance and knowing what's important to the buyer, how to properly reach out to prospects, and the importance of mindset and being genuine in all of your interactions.

Highlights:

The importance of relevance and adding value
Customer relevance management
The platinum rule
The 3x5 method for getting into the buyer's mindset
Building a genuine and authentic reputation 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 Sam Richter
Take the Cold Out of Cold Calling: https://a.co/d/2MXFGWY
https://www.linkedin.com/in/samrichter
Sam's Website: https://samrichter.com/
IntelNgin: https://www.intelngin.com/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The Sales Relationship Matrix with Barry Trailer May 25, 2023

Show notes

Barry Trailer is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His recent article with Sales Mastery, "Can AI Really Help You Sell?" was published by Harvard Business Review. Barry first started as a professional engineer before migrating to sales and founding CSO Insights, one of the best research firms in professional selling, acquired by Miller Heiman in 2015. Bringing his expertise in sales training and sales enablement to Miller Heiman, he conducted over 400 training workshops and has since continued on his mission of elevating B2B sales today.

Join us as we discuss what has changed and what has stayed the same in the world of selling and go in-depth into the sales relationship matrix.

Highlights:

Barry's journey in professional sales
What has stayed the same and what has changed in sales today
Sales Mastery's research with over 500 sales organizations
Sales Performance Matrix 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 Barry Trailer
https://salesmastery.com/
Can AI Really Help You Sell? (2022): https://hbr.org/2022/11/can-ai-really-help-you-sell
Sales School 2.0 on YouTube: https://www.youtube.com/channel/UCHvBKz1R6UtA47rx7dSMf1g
https://www.linkedin.com/in/barrytrailer/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The Upside of Uncertainty With Nathan Furr And Susannah Harmon Furr May 17, 2023

Show notes

On this episode of The Selling Well podcast, we spoke to Nathan Furr, Associate Professor of Strategy at INSEAD, and Susannah Harmon Furr, entrepreneur, designer, and art historian. Together the couple co-authored "The Upside of Uncertainty: A Guide to Finding Possibility in the Unknown", a science-backed guide providing frameworks and tactics to help navigate through uncertainty. Nathan has a deep background in this space, teaching innovation and technology strategy at INSEAD, and co-authored four books before his latest and forefront of our discussion, co-authored with Susannah.

Join us as Nathan and Susannah share insights on the topic of uncertainty and a four-step framework to help sales professionals and anyone in business navigate through it.

Highlights:

Nathan and Susannah's professional journey
The inspiration behind The Upside of Uncertainty
Framework for managing through uncertainty
Nathan and Susannah share how it was writing a book together 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 Furr And Susannah Harmon Furr
Online Course: https://www.theupsideofuncertainty.com/
The Upside of Uncertainty (2022): https://a.co/d/12iBVSq

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

How to Create, Live and Sell a Powerful Personal Brand with Dr. Cindy McGovern Apr 27, 2023

Show notes

Dr. Cindy McGovern is the CEO of Orange Leaf Consulting, coaching and guiding companies and individuals to achieve both professional success and sustainable revenue growth. She is the author of the Wall Street Journal Bestseller "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work" and her most recent book, "Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand". Cindy has also been a keynote presenter at conferences around the world, speaking on various sales, leadership, and motivational topics.

Join us as we discuss her most recent book, highlighting the importance of creating a personal brand and understanding the values and superpowers that you bring to the table.

Highlights:

Cindy's journey in professional sales
What sales really is today
The inspiration behind Cindy's latest book
Understanding your superpowers and building a personal brand
Living our values in our sales communicatio 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 Dr. Cindy McGovern
Cindy's Website: https://drcindy.com/
Orange Leaf Consulting: https://orangeleafconsulting.com/
Orange Leaf Academy: https://www.orangeleafacademy.com/
Sell Yourself: How to Create, Live, and Sell a Powerful
Personal Brand: https://a.co/d/cmxfTbt
https://twitter.com/1stladyofsales
https://www.instagram.com/1stladyofsales/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

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