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:

Solution Selling and Customer Centric Selling with Mike Bosworth Apr 18, 2023

Show notes

Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book "Solution Selling: Creating Buyers in Difficult Selling Markets". He authored a second book with John Holland, "Customer Centric Selling," which also became widely recognized within the sales industry.

Join us as we discuss Mike's incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.

Highlights:

Mike's journey in professional sales
A flaw in training for the SAAS selling process
Overcoming discovery resistance
The history of SPIN selling
Emotional connection through story tending 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 Mike Bosworth
Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj
Customer Centric Selling: https://a.co/d/24aRuaE
https://www.storyseekers.us/
https://weconcile.com/
https://www.linkedin.com/in/mikebosworth

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Coach The Person, Not The Problem with Dr. Marcia Reynolds Apr 05, 2023

Show notes

Dr. Marcia Reynolds is the President of Covisioning, teaching and coaching leaders how to engage in powerful conversations that connect, influence, and activate change. Marcia is one of the top coaches in the world and one of the first 25 people to become a master-certified coach. She has taught or coached in 43 different countries and has written four books on the topic, including her latest book, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry.

Join us as we discuss lots of practical experiences with Marcia, with wonderful tips about coaching and how to become a better leader.

Highlights:

Marcia's career journey
How do we help people make real change?
The 5 crazy coaching beliefs
How to become more coachable
Challenges in coaching and how to resolve them
3 positive mental habits 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. Marcia Reynolds
Marcia Reynold's Books: https://covisioning.com/books/
Coach The Person Resources: https://covisioning.com/?s=coach+the+person+resources
YouTube Channel: https://www.youtube.com/user/MarciaReynolds

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

How HR Adds Value to Customers and Investors with David Ulrich Mar 28, 2023

Show notes

David Ulrich is a university professor, author, speaker, management coach and consultant. He is a professor of business at Ross School of Business, University of Michigan, and a co-founder of The RBL Group. David has written over 30 books that have shaped the HR profession and shown the impact of leadership on customers and investors.

He has been ranked the #1 Management Educator & Guru by BusinessWeek, selected by Fast Company as one of the 10 Most Innovative and Creative Leaders, and recognized as the most influential thinker of the decade by HR Magazine.

Join us as we discuss David's latest book, Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets, and how HR can help in the professional sales process with your most important clients.

Highlights:

Where HR is today as a function and a strategic tool for business
How to bring in and retain the right salespeople
How HR can help in the professional sales process
David walks through role-playing scenarios and examples of leveraging HR in the sales process
The impact of human capability 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 Ulrich
Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets: https://a.co/d/503sY1x
https://www.rbl.net/about-us/consultants/dave-ulrich
https://www.linkedin.com/in/daveulrichpro/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Trust and Inspire with Stephen M.R. Covey Mar 23, 2023

Show notes

Stephen M.R. Covey is a co-founder of CoveyLink and the FranklinCovey Global Speed of Trust Practice. He is a sought-after keynote speaker and advisor on trust, leadership, ethics, and high performance and a New York Times and Wall Street Journal bestselling author of The SPEED of Trust—The One Thing That Changes Everything.

Stephen is also the former CEO of Covey Leadership Center, which nearly doubled revenues and increased profits by 12 times under his guidance. Within three years of being named CEO, he grew shareholder value by 67 times as a result of the merger he orchestrated with Franklin Quest, forming what is now known as FranklinCovey.

Join us as we discuss his latest book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. Stephen shares how leaders need to shift to the "trust and inspire" leadership approach over the former "command and control" approach of the past, to catch up with the changes in the nature of the workplace and the workforce.

Highlights:

The inspiration behind Stephen's latest book
Elevating performance through the "trust and inspire" leadership approach
The barriers and benefits of the "trust and inspire" approach
How to make the shift in leadership style
Stephen's favorite authors and sources of information 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 Stephen M.R. Covey
Trust and Inspire Website: www.trustandinspire.com
Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others: https://a.co/d/18Vq5Xm
https://www.linkedin.com/in/stephen-m-r-covey-6400191a5/
https://twitter.com/StephenMRCovey
https://www.instagram.com/stephenmrcovey/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The Sales Education Foundation with Marty Holmes Mar 17, 2023

Show notes

Marty Holmes is the Executive Director at the non-profit Sales Education Foundation, promoting the benefits of formal education of B2B sales in academia and the corporate world. Founded in 2007, the foundation provides support for the establishment and growth of sales education at the university level by funding sales research grants, providing a Career Development Program, funding sales-specific workshops, conferences and special interest groups, and creating a platform for exchanging ideas and best practices.

Join us as we have an amazing conversation about where we're all going in terms of elevating the profession of sales to the profession it really is. Marty shares the upcoming plans for the foundation, including their next annual newsletter with the theme of the renaissance of both sales leadership and professional B2B sales.

Highlights:

Marty's background in sales and The Sales Education Foundation
The state of sales education
The topic of professional sales in academic journals
Stigma in professional sales
The Sales Education Foundation
The benefits of focused sales education for both aspiring sales professionals and sales companies 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 Marty Holmes
https://salesfoundation.org/
https://www.linkedin.com/in/marty-holmes-sef/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The 3 P's of Selling with Greg Nutter Mar 10, 2023

Show notes

Greg Nutter is the Principle Consultant and Founder of Soloquent Inc., a management consulting firm that helps CEOs and business owners identify and solve revenue growth problems. He is also the author of P3 Selling: The Essentials of B2B Sales Success.

This episode's discussion begins with Greg sharing his journey and experience in professional sales. We then discuss the importance of the three P's from his book, which are problems, people, and processes, and round out the discussion with insights regarding if and when to execute a channel strategy.

Highlights:

Greg's journey in professional sales
Opportunities in B2B sales
The inspiration behind Greg's new book P3 Selling
Three successes when it comes to scaling a sales team
When and if to execute a channel strategy
Advice for people who are just starting out in professional sales 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 Greg Nutter
P3 Selling Website: https://soloquent.com/p3-selling-book/
P3 Selling: The Essentials of B2B Sales Success (Amazon):
https://a.co/d/7srDt4S
https://soloquent.com/
https://www.linkedin.com/in/greg-nutter/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The Impact of Coaching with Carol Kauffman PhD Mar 03, 2023

Show notes

Carol Kauffman is known globally as one of the top leaders in coaching. She was named the #1 Leadership Coach by Marshall Goldsmith and one of the top 8 coaches in the world by Thinkers 50. Carol is on the faculty of Harvard, where she is the Founder and Executive Director of the Institute of Coaching. She also supervises an international fleet of leadership coaches and has created a coach approach training program with a global footprint.

Join us as we discuss her new book, Real-Time Leadership: Find Your Winning Moves When the Stakes Are High, and have a candid conversation where Carol walks us through a coaching model, identifying what you should and should not do to effectively communicate as a coach or leader.

Highlights

The inspiration behind Cindy's new book, Real Time Leadership
The split-second question that can change your life
Defining coaching and why everyone needs it
Carol walks Mark through a coaching model
How to communicate areas for improvement with your team members 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 Carol Kauffman PhD
Real-Time Leadership: https://a.co/d/8pdbwDY
The Split-Second Question That Can Change Your Life: https://www.inc.com/carol-kauffman/the-split-second-question-that-can-change-your-life.html
https://carolkauffman.com/
https://www.linkedin.com/in/carolkauffmanphd/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Elevating Sales With A.I. with Dr. Cindy Gordon Feb 24, 2023

Show notes

Cindy Gordon is the Founder and CEO of Sales Choice, a SaaS company focused on ending revenue uncertainty and bringing more humanity to sales. Cindy has been a senior executive for Accenture, Xerox, and Citicorp, as well as a board advisor to the University of Arizona's Forbes Business and Technology MBA Program. She is the author of 14 books, the latest being "The AI Dilemma: A Leadership Guide to Assess Enterprise AI Maturity & Explore AI's Impact in Your Industry".

Join us as we discuss Cindy's journey in professional sales and dive into the increasingly relevant topic of artificial intelligence and its impact on sales.

Highlights

Cindy's journey in professional sales
What is AI, and how can we leverage it to improve sales performance?
Creating a technology plan within a dynamic environment
Top AI use cases to help us sell better
Account scoring 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 Dr. Cindy Gordon
The AI Dilemma: https://a.co/d/dR6qa1k
https://www.saleschoice.com/
https://www.forbes.com/sites/cindygordon/?sh=6ec185a91710
https://www.linkedin.com/in/cigordon

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

How to Sell in a World that Never Stops Changing with Frank Cespedes Feb 17, 2023

Show notes

Frank Cespedes is a Senior Lecturer at Harvard Business School and has consulted some of the top business names in the world. He is the author of 6 books, including Aligning Strategy and Sales and his latest book, Sales Management That Works. This is his second appearance on The Selling Well, in the first webinar episode live-streamed on LinkedIn.

Join us as we discuss the topics of his books, with the conversation centered around the subtitle of his latest book, How to Sell in a World that Never Stops Changing. Frank shares insights on how sales leaders and professionals can prepare for the coming year and answers live questions from viewers on various sales topics.

Highlights

Changes in the world right now and implications for sales
Gaining a competitive advantage through fundamentals
Culture eats strategy for breakfast, lunch, and dinner
Frank answers some questions from the viewers
The future of professional sales 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 Frank Cespedes
https://frankcespedes.com/
Sales Management That Works: https://a.co/d/2y8p8fH
https://www.linkedin.com/in/frankcespedes/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

How to Listen with Oscar Trimboli Feb 06, 2023

Show notes

Oscar Trimboli is an author, keynote speaker, and host of the Apple award-winning podcast Deep Listening. You may also recognize him from one of the earlier episodes of the podcast when Oscar came on to discuss his second book, Deep Listening: Impact Beyond Words. This time we reviewed his third book, How to Listen: Discover the Hidden Key to Better Communication.

Join us as we discuss the listening structures and strategies from Oscar's latest book to be more effective in communicating in the workplace, as well as the importance of shifting from listening for how to beat the competition to listening for who's approving the business case.

Highlights

What prompted Oscar to write How to Listen
125, 400, 900
Listening for similarities vs listening for differences
Utilizing silence in communication
Helping the client navigate the business case through the organization
Having a conversation about having a conversation 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 Oscar Trimboli
Listening Quiz
How to Listen: Discover the Hidden Key to Better Communication
Deep Listening: Impact Beyond Words
Podcast
https://www.linkedin.com/in/oscartrimboli/

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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