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:

Beating Inflation with Hermann Simon Oct 20, 2022

Show notes

Hermann Simon, Ph.D. is the founder and honorary chairman of the leading consulting firm Simon-Kucher & Partners. Herman was inducted into the Thinkers50 Hall of Fame as a strategy, marketing, and pricing expert. He is the author of 36 books in 27 languages, including the book we discussed in his first appearance on the podcast, True Profit!: No Company Ever Went Broke Turning a Profit, and his upcoming book, Beating Inflation: An Agile, Concrete and Effective Corporate Guide. Since 2005, Hermann has continuously been elected the most influential living management thinker in German-speaking countries.

Join us as we take a deep dive into the topic of inflation. Hermann shares insights on what exactly inflation is and its implications, how long we're likely to be experiencing it, and what opportunities may arise for CEOs and sales leaders.

Highlights

What makes Hermann Simon unique and different?
Defining the inflation we're going through right now and why we're experiencing this level of inflation
The two categories that cause inflation
What are the things to expect during inflation?
Hermann's advice to a sales manager who wants to communicate to their sales team positively without knocking their confidence
Why you should focus more on hot values during inflation
How to address the critical conversation of wages with employees in a logical and fair manner
How can we beat inflation?
Ways to learn more about Hermann Simon 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 Hermann Simon
http://hermannsimon.com/
https://www.simon-kucher.com/en
https://www.linkedin.com/in/simonhermann/

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Success Mindsets with Ryan Gottfredson Oct 14, 2022

Show notes

Ryan Gottfredson, Ph.D., is a mental success coach and cutting-edge leadership development consultant, researcher, and author. Ryan helps leaders and organizations operate at a higher level through vertical development and elevated mindsets. He is currently a leadership and management professor at the College of Business and Economics at California State University-Fullerton. As a respected researcher on topics related to leadership, management, and organizational behavior, Ryan has published over 15 articles in several journals, including the Journal of Management, Journal of Organizational Behavior, and Business Horizons.

He is also the Wall Street Journal and USA Today best-selling author of Success Mindsets: The Key to Unlocking Greater Success in Your Life, Work, & Leadership and his latest book, The Elevated Leader: Level Up Your Leadership Through Vertical Development.

Join us as we discuss a variety of topics from his books, as Ryan shares insights on the different types of mindsets, their significant influence on our thinking, learning, and behaviors, and what triggers someone to want to change their mindset, particularly if they have already experienced success.

Highlights

What are the things that they learned through vertical development?
Why is the mindset the key multiplier in sales?
The different triggers for someone to try and change their mindset.
What is MINDSET?
How can you start having the open mindset track?
The four sets of mindsets and how they work.
What are the different mindsets a leader should have to create value? 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 Ryan Gottfredson
https://ryangottfredson.com/
https://www.linkedin.com/in/ryangottfredson
https://ryangottfredson.com/blog/
The Elevated Leader: Level Up Your Leadership Through Vertical Development

Call to Action Get the Personal Mindset Assessment In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

The JOLT Effect with Matt Dixon Oct 06, 2022

Show notes

Matt Dixon is an accomplished business researcher and sought-after advisor to corporate leadership teams around the world. He is a Founding Partner of DCM Insights, helping organizations better understand the changing landscape of customer behavior. Matt co-authored three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review, with over 20 publications in print and online.

Join us as we discuss his latest book, The JOLT Effect, which addresses the common problem faced by salespeople of deals ending in "no decision" and offers strategies and approaches for salespeople to overcome customer indecision.

Highlights

What the JOLT Effect book is all about and how is it different from other books with the same theme?
What happens when you challenge customer thinking?
How did they handle the massive data source from a very large sample size while researching their book?
The three things that customers get wrapped around the axle have nothing to do with the status quo.
What are the four things that are unique and different from top-performing salespeople?
How selling less upfront, but selling more overtime, works.
How to learn more about Matt and connect with him. 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 Matt Dixon
http://www.jolteffect.com/
http://www.dcminsights.com/
http://www.linkedin.com/in/matthewxdixon/ Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Impact Players with Liz Wiseman Sep 29, 2022

Show notes

Liz Wiseman is a researcher and executive advisor who teaches leadership around the world. She is the CEO of Wiseman Group, leadership research, and development firm helping people transform their organizations by maximizing impact and multiplying intelligence. Liz is the author of the New York Times bestseller Multipliers: How the Best Leaders Make Everyone Smarter, The Multiplier Effect: Tapping the Genius Inside Our Schools, and Wall Street Journal bestseller Rookie Smarts: Why Learning Beats Knowing in the New Game of Work. She has been listed on the Thinkers50 ranking and was recognized as the top leadership thinker in the world in 2019.

Join us as we discuss insights on impact players and the five practices and behaviors that set them apart from just being a good contributor.

Highlights

Get to know the guest: Who Liz Wiseman is
What drove Liz to do the research and focus on impact players.
What is the big difference between a solid player and an impact player?
How you can go from being a solid player to an impact player.
What are the situations where rock-solid contributors fall short and impact players excel.
Naive Yes: What it means and why you should not say yes to everything to have a higher impact on work.
Step up and step back: What impact players are doing when the roles are unclear.
What does "fire and forget" mean and how you can start implementing it.
How you can enable a person to continue to develop their career to get better, better, and better and take all the pressure off you
What is the "make work light" practice and how does it work? 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 Liz Wiseman
Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact
http://thewisemangroup.com/
http://twitter.com/LizWiseman
http://linkedin.com/in/lizwiseman

Call to Action In the Funnel Sales Workshop Free Sales Tools

How to Listen: Subscribe on Apple Podcasts Listen on Spotify

She Sells-Attract, Promote and Retain Great Women in B2B Sales with Lori Richardson Sep 23, 2022

Show notes

Lori Richardson is the Founder and CEO of Score More Sales, a sales strategy firm helping mid-sized technology, distribution, and service companies grow front-line revenues in quick and focused ways. She is also the President of Women Sales Pros, a community of women supporting women in B2B sales and sales leadership.

Lori is a sales influencer according to LinkedIn, Salesforce, and other organizations. She is the author of "She Sells - Attract, Promote, and Retain Great Women in B2B Sales". Lori also hosts the award-winning podcast "Conversations with Women in Sales" and is the creator of the She Sells Summit.

Join us as we discuss the state of women in professional sales today, as well as what sales leaders and hiring managers can do to encourage more women to apply for roles.

Highlights

Who David Fauser is
How to create an environment that is psychologically safe so people can feel comfortable working there, but also feels challenged
How Lori started in professional sales
The state of women in professional sales today
What the experience is of teaching MBA students
Why women are the future of B2B sales
What resources to use to understand the art of women in professional sales
Lori's book writing process
The challenges in professional sales
Which part of professional sales confuses Mark
What the difference is between a trained salesperson versus somebody who's just learning night and day 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 Lori Richardson
https://womensalespros.com/
https://shesellssummit.com/
https://www.linkedin.com/in/scoremoresales

Better Selling Through Storytelling with John Livesay Sep 15, 2022

Show notes

John Livesay, known as "The Pitch Whisperer", is a sales keynote speaker and author, teaching salespeople to become better storytellers to help them to win new business. John is the author of the best-selling book Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar, and his latest book The Sale is in the Tale. He also hosts "The Successful Pitch" podcast, with listeners in over 60 countries.

John shares his insights and strategies as a guest lecturer at multiple universities including the University of Chicago Booth School of Business and the University of Texas at Austin (UTLA). He has also made a TV appearance with Larry King as an expert on "How To Ask For What You Want And Get A Yes."

Join us as we discuss storytelling in sales and the difficulty of standing out. John details frameworks and strategies to help you tell more compelling stories and make your business more memorable to your buyers.

Highlights

Who is John Livesay, the Pitch Whisperer: How he helps other people in improving their pitches and self-esteem
How John started in sales
How you can prepare to really stand out
What challenges there are when working with teams
What three things to keep in mind when telling a story
What prompted John to write the book, "The Sale is in the Tale"
What the four-step process is to become more memorable through effective storytelling
How to learn more and reach out to John 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 Livesay
The Successful Pitch Podcast
The Sale is in the Tale
https://johnlivesay.com/
https://www.linkedin.com/in/jlivesay/

Part-Time Sales Management with Rene Zamora Sep 07, 2022

Show notes

Rene Zamora is the President and Sales Management Consultant at Sales Manager Now, managing small business sales teams for companies trying to elevate their sales performance through Fractional Sales Management. Rene spent 23 years in sales and sales management before starting his consulting practice, providing high-performance training programs to small and medium-sized businesses, and starting his own business, Sales Manager Now. He is also the author of Part-Time Sales Management, with insights on building a system for small business owners to manage sales and elevate performance.

Join us as we discuss the challenges of sales management and leadership today, as well as the core competencies to look for when hiring salespeople.

Highlights

Who Rene Zamora is
His journey to professional sales
What fractional sales management is
How to attract the right sales talent
How they help CEOs build their own sales team: What competencies are they looking at and their core focus
The top trends and big issues in sales
What Rene's coaching is related to
How to deal with team members who need help in developing professionally
What opportunity coaching is and how it works
How to reach out and start working with Rene 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 Rene Zamora
https://salesmanagernow.com/
Part-Time Sales Management: For Small Business Sales Teams
https://www.linkedin.com/in/renez

Stop Selling. Start Collaborating. with Christoph Senn Sep 02, 2022

Show notes

Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses.

Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review "Stop Selling. Start Collaborating: The secret to fostering lasting client relationships." Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples.

Highlights

Get to Know Him Better: Who is Christoph Senn?
His journey to professional sales
The nine building blocks of successful business relationships
How companies can create future-proof relationships that can survive even during times of uncertainty
What the client's first mentality is
How to find out more about Christoph Senn and INSEAD 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 Christoph Senn
INSEAD: Marketing & Sales Excellence Initiative (MSEI)
Valuecreator
Stop Selling. Start Collaborating. The secret to fostering lasting client relationships

A Mind For Sales with Mark Hunter Aug 23, 2022

Show notes

Mark Hunter, known as "The Sales Hunter", is a speaker, consultant, and best-selling author, globally recognized for his sales leadership. He is recognized as one of the Top 50 Most Influential Sales and Marketing Leaders in the world. Mark is also the author of the best-selling books High-Profit Selling (2012), High-Profit Prospecting (2016), and A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020).

With over 30 years of sales experience, Mark travels the world to speak at conferences and sales meetings, helping sales professionals create change in their organizations through his tools and strategies. His strategies are further shared through his online program, The Sales Hunter University, which was ranked as one of the top 10 sales learning programs in 2020.

Join us as Mark shares insights on the approaches and strategies from his latest book, including his 10-step game plan for managing your week and the importance of going into every discussion with the mindset of helping the customer.

Highlights

Who is Mark Hunter, also known as the Mind Hunter?
How important having the right mindset is in professional sales
His journey and start in sales: How he ended up in professional sales
What the customer's first mindset is all about
Why mindset is the primary topic for his book
What the 10:00 AM rule is
How powerful the power of mindset is
What the difference is between a top performer and an average performer
What happens if you wrap yourself in success
How the 10-step game plan works
How to learn more about Mark 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 Mark Hunter
A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020)
https://www.amazon.ca/Mind-Sales-Practical-Strategies-Success/dp/1400215676
https://thesaleshunter.com/
https://www.linkedin.com/in/markhunter/

How To Win 5X Deals Repeatedly with Lisa Magnuson Aug 16, 2022

Show notes

Lisa Magnuson is the Founder and CEO of Top Line Sales, a sales consultancy that helps companies overcome the barriers to winning Top Line accounts through a field-proven process with strategic training and coaching. She is also the author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly (2019).

Join us as we discuss Lisa's book, with insights on the strategies, processes, and tools to help your organization land 5X deals, as well as the importance of having a structure for pre-call planning and the concept of adding value outside of the products and services you offer.

Highlights

What you'll get from the In The Funnel Sales Training
Who Lisa Magnuson is
Why there's a need for help in the 5X deal space
What is so great about the book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly
What Lisa's sales process is in terms of vetting clients at the qualified stage
How to get started and make the commitments to go after larger deals
Why it is hard to work with temporary teams
How to deal with difficult questions during discussions
How the pre-call prep works
What LinkedIn Learning is
How to learn more about Lisa 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 Lisa Magnuson
The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly
http://toplinesales.com/
BrightTalk Seminars
https://www.linkedin.com/in/toplinesales/

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