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:

A New Way To Think with Roger Martin Jan 27, 2023

Show notes

Roger Martin is a Professor Emeritus and former Dean at the University of Toronto's Rotman School of Management. He is a trusted strategic advisor to the CEOs of some of the largest companies in the world, including Procter & Gamble, Lego, and Ford. In 2017, Roger was named the world's #1 management thinker by Thinkers50, a biannual ranking of the most influential global business thinkers.

Roger has authored 13 books, including When More Is Not Better, Creating Great Choices, Getting Beyond Better, Playing to Win, and his newest book, A New Way To Think. We discuss the idea of his latest book, which identifies some classic models associated with different topics in business and thinks about a more effective model for that particular topic.

Join us as we discuss some of these topics, including a great conversation about incentive compensation in professional sales and a deep dive into the role of professional sales in academia and why it isn't being taught at the MBA level.

Highlights

The topic of Roger's upcoming book
The role of sales in academia
Why aren't professional sales being taught at the MBA level?
Incentive compensation 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 Roger Martin
When More Is Not Better: Overcoming America's Obsession with Economic Efficiency
Creating Great Choices: A Leader's Guide to Integrative Thinking
Getting Beyond Better: How Social Entrepreneurship Works
Playing to Win: How Strategy Really Works
A New Way to Think: Your Guide to Superior Management Effectiveness
https://rogerlmartin.com/
https://www.linkedin.com/in/roger-martin-9916911a9/

Call to Action In the Funnel Sales Workshop Free Sales Tools

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The Journey Beyond Fear with John Hagel Jan 20, 2023

Show notes

John Hagel has over 40 years of experience as a management consultant, author, speaker, and entrepreneur. During his time at Deloitte, John was the founder and chairman of the Silicon Valley-based Deloitte Center for the Edge, with the mission to identify and explore opportunities on the edge of business and technology.

In his new book, The Journey Beyond Fear, John explores why people are experiencing so much fear these days, how fear manifests itself in terms of someone's view of the future, and how leaders can create an environment in the workplace to engage our workforce and shift their outlook of the future from fear to passion.

Highlights

Why John wrote a book about fear
Defining fear
Mounting performance pressure and "the big shift"
Changing your mindset to see the future as full of opportunities instead of threats
Passion in the workplace
What is the Edge?
What is John reading right now? 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 Hagel
The Journey Beyond Fear
The Power of Pull
The Only Sustainable Edge
http://www.johnhagel.com/blog/
http://www.linkedin.com/in/jhagel/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Better Sales Emails With Lavender Co-Founder Will Allred Jan 06, 2023

Show notes

Will Allred is the Co-Founder and COO of Lavender, the #1 Sales Email Assistant. Lavender has a suite of tools optimized for salespeople, helping you write high-quality emails faster. Will is one of the top sales influencers on LinkedIn, having been awarded LinkedIn Top Sales Voice in 2021.

On this episode of The Selling Well podcast, Will joins us alongside our Co-host David Fauser, to discuss the insights and strategies to write better cold emails and shares how Lavender leverages tools optimized for salespeople to receive more responses.

Highlights

Will's journey in professional sales
Pulling points of interest for cold emails
Personalized reference points to encourage engagement
How long should your cold emails be?
How Lavender provides solutions for creating cold emails
The value of using email to start a conversation
Books Will is currently reading 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 Will Allred
https://www.lavender.ai/
https://www.linkedin.com/in/williamallred

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

How To Achieve Trusted Adviser Status By Your Clients with David Fauser Dec 23, 2022

Show notes

David Fauser is the Director of Sales at CIMCO Refrigeration, a leader in refrigeration and cooling technologies. David is regarded by his clients and prospects as a trusted advisor, helping them achieve their desired business goals. You may also recognize David as the occasional co-host on The Selling Well.

Join us as we discuss achieving that trusted advisor status, and how to put ourselves in our clients or prospects' shoes to create better relationships, focusing on helping them achieve their desired business goals, and in doing so achieving ours.

Highlights

What is most important in professional sales?
Creating better relationships with clients
Achieving trusted advisor status
Becoming an expert in your industry and your clients' business 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 Fauser
https://www.cimcorefrigeration.com/
https://www.linkedin.com/in/david-fauser-bab602b

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Happiness Strategies with Monique Rhodes Dec 13, 2022

Show notes

In addition to touring as a professional musician and singer/songwriter, Monique Rhodes is a Happiness Strategist, teaching students and corporations around the world how to master their lives. She has spent the last 25 years studying the mind and its relationship to happiness and suffering. Monique's program The 10 Minute Mind is used by over 70 universities and colleges. She also has an 8-week course, The Happiness Baseline, scientifically baselining eight areas important to happiness.

Join us as Monique shares stories from her incredible journey, along with insights and habitual strategies to improve your mental health and live a happier life.

Highlights

Monique's incredible journey
Mental health in professional sales
Protecting our mindset
The Happiness Baseline
Making decisions around our habits
The 10-Minute Mind/The power of meditation 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 Monique Rhodes
Happiness Quiz
In Your Right Mind Podcast
The 10-Minute Mind
The Happiness Baseline

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Top-Performing Sales Manager Report with Andy Springer from The RAIN Group Dec 01, 2022

Show notes

Andy Springer is an expert in high-performance sales and co-author of "Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely." As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm. He has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients.

Join us as we discuss the insights and a variety of topics from RAIN Group's research in their Top-Performing Sales Manager report, such as the importance of investing in the development of sales managers and the correlation between sales managers' confidence and effectiveness.

Highlights

Andy's journey in professional sales
Why Andy focuses on sales management
Investing in the growth of sales managers
The Rain Group's research
How Andy defines coaching
Correlation between sales managers' confidence and effectiveness
Summary of the research report findings 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 Andy Springer
https://www.rainsalestraining.com/
The Top-Performing Sales Manager Report
Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
https://au.linkedin.com/in/andyspringer

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The Sales Development Playbook with Sally Duby Nov 22, 2022

Show notes

Sally Duby is a pioneer in the field of virtual selling, inside sales, and sales development. She is the Chief Sales Officer at The Bridge Group, helping companies realize the potential of inside sales through strategic thinking and the smart use of models, metrics, and motions. Sally was named one of the Most Influential Women in Sales in 2019.

Join us as we discuss key topics in her areas of expertise, such as what goes into creating an effective sales development program, how to enable our sales team to have strategic conversations, and how to set outsourcers up for success.

Highlights

Sally Duby: A Top Woman in Sales
The key trends for SDR and outbound prospecting for 2022
Power of sales and marketing
Key elements of setting up a sales development program properly
Knowing your buyer
Impact of COVID-19 on sales recruitment
Different attributes they are looking for in an individual to know if they'll be successful in SDR
Benefits and risks of outsourcing your marketing and sales functions and processes
First impressions in sales
The importance of staying in your line 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 Sally Duby
https://www.bridgegroupinc.com/
https://linkedin.com/in/sallyduby/
https://twitter.com/sallyduby

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Sell Different with Lee Salz Nov 18, 2022

Show notes

Lee Salz is a leading sales management strategist and the Founder and CEO of Sales Architects. Sales Architects is a business consulting firm specializing in sales, marketing, and sales management, helping clients develop processes to hire the right salespeople, effectively onboard them, and achieve business objectives. He is also the author of six books, including Sales Differentiation, Hire Right, Hire Profits, and Sell Different!

Join us as Lee shares insights from his latest book, with practical examples and strategies for salespeople to differentiate themselves from their competitors and secure more deals.

Highlights

Lee's journey in professional sales
Responding to questions and creating an experience for the buyer
What's different about Sell Different?
Why outbound prospecting isn't dead
Growth orientation and the fear of change
Asking for referrals from existing clients or prospects 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 Lee Salz
Sell Different!
https://salesarchitects.com/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Emotional Intelligence For Sales Success with Colleen Stanley Nov 09, 2022

Show notes

Colleen Stanley is the President of SalesLeadership, Inc., one of the world's leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership.

Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life.

Highlights

Colleen's journey in professional sales
Understanding emotional intelligence
Emotional intelligence in sales
Vetting for soft skills in the hiring process
The difference between teaching and coaching
Embracing and learning from failures 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 Colleen Stanley
https://www.salesleadershipdevelopment.com/
https://www.linkedin.com/in/colleenstanleysli/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Sell More with Science with David Hoffeld Oct 27, 2022

Show notes

David Hoffeld is the CEO and Chief Sales Trainer of Hoffeld Group, a top research-backed sales training and consulting firm. He is the author of the best-selling book The Science of Selling and his most recent book, Sell More with Science. David has pioneered a revolutionary sales approach based on research in neuroscience, social psychology, and behavioral economics, proven to radically increase sales. As a sought-after sales thought leader and speaker, David helps companies align their sales behaviors with how the brain naturally forms buying decisions.

Join us as we discuss topics from his books, with insights on the science behind buying decisions, how to effectively frame any question for a client, and the importance of fostering a growth mindset in sales.

Highlights

David's journey in professional sales
Defining the key terms from David's book
The science behind how the buying decision occurs
The six "why's" of science-based selling
Framing questions about your product or service
Focusing on the buyer
Fostering a growth mindset in sales
What David is currently learning 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 Hoffeld
The Science of Learning
Sell More with Science
https://www.hoffeldgroup.com/
https://www.linkedin.com/in/davidhoffeld/

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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