Episodi
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Douglas Cole is an Enterprise Sales Leader at LinkedIn, an advisor with start-up accelerators in Canada and the U.S., and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. If that isnât enough, he has also authored The Sales MBA: How to Influence Corporate Buyers.
Doug joined the LinkedIn team because he believes in their vision and values, and heâs committed to refining his craft as a leader. Dougâs team helps B2B sales organisations thrive in our digital era.
He is actively involved with internal education: as a faculty member of LinkedIn's Data-Driven University (DDU), creating professional development programs with institutional partners, and standing up a Mini-MBA for the global sales team. Heâs also on the leadership team that sets direction for LinkedIn Canada.
âMy career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. Thatâs the consultant in me. I like distilling first principles to help others improve. Thatâs the educator in me. I like driving growth and rallying around a common purpose. Thatâs the sales leader in me. In essence, I enjoy teasing out hidden sources of meaning in our personal and professional lives.â - Douglas Cole
Key Points of our Discussion
Douglasâs new book The Sales MBA: How to Influence Corporate Buyers
The general lack of Business Acumen in Salespeople The saturated knowledge economy Understanding the external dynamics Getting to know the organisational dynamics Nailing the interpersonal dynamics Becoming a strategist for the industry Becoming a change agent for the company Becoming a decision architect for the customer Choosing language and messaging carefully Behavioural economics in sales
To connect with Chris, you can find him here on LinkedIn
Find More on his book: The Sales MBA here -
Dr. Christopher Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.
Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers.
Dr. Croner developed the proprietary DriveTestÂź online sales test and The Drive Interview, both used for hiring âHunterâ salespeople. Using this method, he has helped more than 1,400 companies worldwide to hire and develop top-performing salespeople.
Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. His is is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP).
âIn 2002, I discovered there was a lack of assessment tools specifically targeting Drive in sales candidates, so I set out to develop my own sales assessment test. After years of research, development, and validity testing, I developed The DriveTestÂź: The only sales assessment that is scientifically designed to identify candidates that possess the three non-teachable traits common to top producers.
Want to start hiring top sales talent? Let me offer you a free DriveTestÂź right now. Visit: https://salesdrive.info/free-trial-request to access a free test.â - Dr Christopher Croner
Key Points of our Discussion
Chrisâs clinical psychology background and entry into sales
The three key un-teachable personality traits that create âDriveâ
The cost and dangers of hiring on âgut feelâ
Best practice hiring processes to secure high performing hunters
Tips to attracting high drive applicants in your ads
Communicating culture and opportunity
The well-constructed phone screening process
The importance of a structured behavioural interview
Designing the right interview questions
The power of an assessment PRIOR to interview
To connect with Chris, you can find him here on LinkedIn
Find More on Sales Drive here -
Episodi mancanti?
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Ian Koniak is an accomplished sales coach, trainer and keynote speaker who helps B2B Account Executives perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level.
Ian has been a top performing Account Executive for 19 years, with over $100M in career sales at Fortune 500 companies. He's led and developed teams, and was recently the #1 Account Executive in the Enterprise Select Division at Salesforce.
Ian is now on a mission to share his secrets to success with the sales community.
Most recently Ian worked as a Strategic Account Director for the Enterprise West Sales team at Salesforce, where he partnered with their largest customers to help them drive growth, innovation, and success on the Salesforce Platform. At Ricoh, he led a team of 10 Sales Managers and 70 reps responsible for 60M Annual Revenue across hardware, software, and services.
âAfter a near death experience, I started a coaching business to serve others and help them achieve incredible success. My mission is to share my learnings over 19 years in tech sales to help AE's perform their best.â - Ian Koniak
Key Points of our Discussion
Ianâs impressive sales success story Discipline vs being âmotivatedâ Mindset and personal development Getting in the habit of doing the hard things Steven Coveyâs time management quadrant Selling in a recession Innovatively creating opportunities in salesTo connect with Ian, you can find him here on LinkedIn
Or visit Ian's Website https://iankoniak.com/ to learn more -
Dan Kijewski is Senior Director of Enterprise and Staffing Sales at Talent.com - a leader in the recruitment advertising and technology space. He is responsible for sales strategy, strategic planning, recruitment, marketing, product, and all activities required to grow the US Enterprise and Staffing team into a $25m+ business over the next 12months.
Dan has 20+ years of sales experience, coupled with his recruitment expertise and deep knowledge of the current market. Dan shares his valuable insight on hiring sales talent in a candidateâs market, and how both employers and candidates should approach recruitment processes in order to have the best outcomes for all involved.
âSmall and Medium Sized Businesses especially (SMBs) need a plan to have a consistent pipeline of candidates at their disposal. In the current candidate market, they need to be prepared to lose people as well as learn how to bring on new candidates faster and expect these hiring challenges to continue for the foreseeable future.â - Dan Kijewski
Key Points of our Discussion
Handling recruitment in a candidate's market The impact on HR leaders Culture and mental health focus The shift in how leaders need to treat their team Sales hiring and interview processes Key indicators (and red flags) to look for in an interview Customer success strategiesTo connect with Dan, you can find him here on LinkedIn
Find More on Talent.com here -
Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts,
And also Founder of Kiinetics.
Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management.
Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets.
Over the last 10+ years, Brendan has helped dozens of founders recognise, attack and overcome the very common challenges unique to early-stage startups:
Fear of rejection Dealing with competing responsibilities Handling proposals and customer negotiations Managing the revenue expectations typical of an evolving product roadmap Navigating the complexities of developing a repeatable (and standardized) implementation and successful onboarding processBrendan has also written a book on sales fundamentals, SALES CRAFT, that outlines 50 fundamental sales skills, practices and ideas that every sales professional should consider as they work to improve their sales effectiveness.
Key Points of our Discussion
Why Founders âfearâ the sales function Key challenges for early stage startups Narrowing your ICP before building out the product The unique and powerful position of the Founder The importance of a good system and process Getting into the âexpert mindsetâ Learning to say ânoâ to a potential customer Brendanâs sales accelerator programTo connect with, and learn more about Brendan you can find him here on LinkedIn
Discover more about his offerings at Kiinetics.com -
Andy Paul has been in sales for over four decades. In his professional career Iâve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the worldâs largest enterprises.
Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company.
Andy is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and more than 170,000 people have signed up to follow the knowledge he shares. His hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.
Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".
As a bit of an introvert, Andy was not your typical salesperson. His first employer didnât think heâd ever succeed because they believed he was âtoo analytical.â
Itâs his different approach to sales that inspired his new book âSell Without Selling Out.â A proven framework to increase win rates and shorten decision cycles without the salesy behaviours that buyers hate.
Key Points of our Discussion
Are salespeople getting better at selling? Or perhaps worse Ask better questions and make deeper connections Selling out vs âselling inâ The four pillars of âselling inâ How we should view and approach our careers in sales What type of seller is really going to make it big? Could processes and playbooks be a constraint? Properly understanding the purpose and power of discovery The power of small talk The real meaning of providing valueTo connect with, and learn more about Andy you can find him here on LinkedIn
Discover more about his offerings and his new book âSell Without Selling Outâ at andypaul.com -
Patrick Baynes is CEO of Nerdwise who helps sales teams âSell More Wisely.â Nerdwise is an all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities.
Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tech, Reflective Energy, Lynk Capital Markets, TechAdvisors and hundreds more.
Patrick has been in the tech space for a long time, working at LinkedIn was his first job out of school and the perfect launch pad into the internet and software space. He was once told that if he was sliced open to see what he was made of, it would mostly be LinkedIn DNA.
Following LinkedIn, Patrick co-founded PeopleLinx, the first employee-based social marketing solution for LinkedIn. The company was acquired in 2015 by Frontline.
We discuss how companies can work smarter and grow faster by leveraging the latest marketing systems, technologies and best practices.
Key Points of our Discussion
The challenges of choosing the right tools Bringing sales and marketing together Introducing new tools to help productivity Nailing the foundation of your processes Correct targeting and outcome-driven messaging Email Sequencing and automation Managing our conversion rates once we win a meeting with a prospect Reviewing and removing any unnecessary steps in your process Nerdwise services and software for sales teamsTo connect with, and learn more about Patrick you can find him here on LinkedIn
And learn more about Nerdwise software and services here -
Nicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program.
Nicolas has 15 yearsâ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development.
Specialising in business development, international sales, channel management
account management, product marketing and sales strategy.
âŠ.Helping SMBs of any industry close more deals đ„
Motivation and team spirit are at the heart of his philosophy. Nicolas has more than 10 years of experience in international sales in different sectors: telecoms, sport and operational oceanography (Yes, it exists!).
If you don't like CRMâs or still use Spreadsheet to manage your leads, go check and test noCRM.io and get support from Nicolas and his team to step-up your sales results.
Key Points of our Discussion
Finding the right mindset for growth and resilience Dedication and training like a sportsperson in sales The power of peer-to-peer team development Remote, and international team management Building a strong team spirit in sales Delivering feedback with positive intent Closing and the importance of customer success The customer acquisition process at noCRM.io Team onboarding process and the âSales Notionâ The sportsperson mindset and soft-skill setTo connect with, and learn more about Nicolas, you can find him here on LinkedIn
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For the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual.
Chris fully believes that the most powerful part of any software system is the human being that we inappropriately call a âuser,â and that the value key in software is to let the computer do what it does well in order to free up human potential.
The reality of serial dialing is that the average person canât make more than 75-100 outbound dials a day to their intended targets, which may result in 6-8 conversations with decision-makers.
ConnectAndSell can make that same number of dials in less than an hour. The result? Within 2-5 minutes ConnectAndSell allows you to speak with one of your intended targets: Conversations On Demand.
Since 2007 ConnectAndSell has helped sales representatives at nearly 1000 companies, including hundreds of technology startups and several Fortune 500 companies, overcome the challenges of getting people on the phone.
Chrisâs solution helps companies grow their revenues faster than itâs practical to grow their sales teams, by allowing existing reps to have more sales conversations in 90 minutes than they would otherwise achieve in an entire week.
Key Points of our Discussion
The problems faced in outbound prospecting Calls vs Emails Manufacturing trust using the human voice The danger of top talent leaving if pushed too hard The importance of organic growth in sales capability Chris shares how Connect And Sell is working within his own team How to handle the âAmbushâ feeling of cold calling Chris gives some great live examples of cold calling techniques
To connect with, and learn more about Chris you can find him here on LinkedIn and learn more about the power of Connect and Sell -
Joseph Fung is a graduate of the University of Waterlooâs Computer Engineering program, and is a very successful five-times tech company Founder and CEO. Joseph is passionate about Helping technology businesses hire sales professionals who deliver from day one.
His company Uvaro, is a tech sales career accelerator. Helping kickstart careers in Tech Sales across North America.
Sister company Kiite is a sales enablement platform offering sales playbooks, templates, and a bunch of free resources and tools to help sales teams better organize, and deliver results.
We discuss how to source and develop sales talent, reduce the churn, reduce ramp up times and improve productivity and sustainability.
Key Points of our Discussion
The problem of a lack of training in new hires How long it typically takes a new rep to ramp The reality of team retention and performance stats The cost of making the poor hires and a lack of coaching Recruiting methods, the rights and wrongs How we should approach hiring and onboarding Internships and various other avenues Tools for building cheat sheets for your sales team Investing in sales enablementTo connect with, and learn more about Joseph you can find him here on LinkedIn
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World renowned Corporate Storyteller and Pitch Alchemist Donna Griffit has helped over 1000 startups, corporates and investors raise hundreds of millions of dollars and accelerate their sales with a personal touch and unmatched messaging savvy, in any industry, at any phase.
âThe hardest thing for a company is to explain to people what they do and why it matters. I see startups spending tens of hours â if not weeks and months â struggling to get the right words out â and ending up with messages that simply donât get the desired results. With investors, customers or partners â you only get one shot! You must make it a good one.
Iâm here to help you make it a GREAT one! Thereâs nothing I love more than helping a company cut through their bits and bytes, cracking the DNA of their story and turning it into captivating messages that wow. Letâs make some messaging magic happen for you.â
- Donna Griffit, Corporate Storyteller
Key Points of our Discussion
Why there's such a buzz about storytelling How and why storytelling was born The importance of structuring your messaging The âdeconstructed user storyâ Building metaphors into your structure and storytelling The importance of listening in long complex deals Researching your customer before a meetingTo learn more about Donna and her company visit her website https://www.donnagriffit.com/ and you can find her here on LinkedIn
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Scott Leese is one of the top startup sales leaders in the US. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales.
Scott Leese Consulting was founded with a concentration on companies scaling from $0 â $25m ARR. Armed with years of industry experience and a proven track record of success, Scott focuses on a scalable approach to: sales strategies, processes, people, and infrastructure.
Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer.
While learning both the fundamentals and higher strategy of sales, Scott Leeseâs students come away motivated and empowered. He has helped create many successful organizations and has shaped thousands of individuals into highly sought after sales leaders. His areas of expertise include: sales and leadership seminars, consulting and coaching, public speaking events, conferences, sales training, and more!
Today we discuss the themes behind Scottâs new book - More than a Number: A leaderâs Guide.
Key Points of our Discussion
Scottâs new book - More than a Number Scaling a founder-let startup The approach leaders should take going in to a new role The seldom talked about underbelly of being the VP of sales Managing the pace and pressure of sales leadership Hiring and nurturing sales talent Personal branding and networking as a great recruitment tool Sales ops and sales enablementTo learn more about Scott and his company visit the website scottleeseconsulting.com and you can find him here on LinkedIn
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Kasey is a personal branding authority and growth strategy coach who helps Founders harness the power of what makes them unique, in order to build high growth businesses with impact.
Her expertise is in early-stage growth strategy, demand generation, personal brand growth and relationship building at scale. Attract ideal customers, impress potential investors, and connect with other industry influencers.
Kasey began her affinity for the startup life by working on political campaigns where she realized she thrives in chaos, and loves the challenge of being perpetually in over-her-head.
âI founded A Better Jones with a mission and a dream to help founders build successful, high-growth businesses. And over the years, Iâve learned that my specialty is in helping founders and their teams leverage what makes them different to develop smart, scalable growth strategies that play to their strengths in every way. For years, my winding career journey made me insecure. It made me believe that my story, my work, and my expertise werenât as impactful or impressive as those with a straight path.
Bullsh#t!
Iâve learned to harness my unusual story and my personal triumphs to build a more authentic, impactful, and inspiring personal brand that connects with my audience and builds my business.
And now, that is what I help other founders do.â - Kasey Jones
Key Points of our Discussion
The role of personal branding for salespeople Building relationships and trust at scale The cost of failing to build your digital presence Company brand vs personal brand Targeting senior executives via LinkedIn Hooks in your LinkedIn descriptions and about section Using social media to better understand your prospects How to approach it if you feel like personal branding is âBragging.âTo learn more about Kasey and her business visit her website abetterjones.com and you can find her here on LinkedIn
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Adam Rubenstein is a serial entrepreneur, salesman, and sales manager. As an entrepreneur, he has centered all of his businesses around sales. While he will always use CRMs he wanted a better way to capture what matters most in sales â the human interactions. The conversations, the phone calls, the lunches.
Adam is Co-Founder and CEO of Traq365. A company that leverages AI to effortlessly convert sales conversations into objective buyer insights, improving sales processes and revenue projections, while accelerating B2B sales.
âI wanted technology to help my teams master the sales narrative. So I got my developers together and built a new sales tool for the future of sales. A system for mastering the human narrative in sales. Traq365 starts with a place to store your notes and emails, files, and recorded conversations. Then Traq365âs AI scans for opportunities, risks, tasks, highlights â things that are actionable, things that matter. And marks them as Insights.â - Adam Rubenstein
Through machine learning, the more you work with Traq365, the smarter it gets. The Insights you create with the AI build a map of the narrative you create over time - with each prospect, for every sale...the ones you win, and the ones you donât.â - Adam Rubenstein
Key Points of our Discussion
Overseeing sales conversations in a remote selling environment Reaching the buyer through over-crowded channels Getting more creative in prospecting and process Culture and professional development Some of Adams fundamental tips encouraged within his team How time-poor sales leaders can easily monitor sales calls AI and machine learning to gain valuable sales insights Creating more accurate forecasts leveraging AI Identifying and comparing characteristics of win/loss conversations Sales as a science vs sales as an artTo learn more about Adamâs company, visit his website www.traq.ai, and you can find him here on LinkedIn
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Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board Member at consumer goods, industrial products, and services firms.
He has written for numerous publications, and is the author of six books including Aligning Strategy and Sales which was cited as âthe best sales book of the yearâ (Strategy & Business), âa must readâ (Gartner), and âperhaps the best sales book everâ (Forbes).
His newest book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).
According to Frank, business development and growth are core leadership responsibilities. But the impact on sales activities of new buying processes, e-commerce, big data, and other megatrends is often misunderstood.
We discuss how to separate signal from noise and the implications for hiring, training, performance management, and relevant sales models.
Key Points of our Discussion
Examining the non-linear buying process The important and often misunderstood changes in sales management Selling in the omni-channel buying world The data and metrics we SHOULD be tracking Sales hiring and cross-functional interviews Specialisation and the division of labour The poor ROI of sales training and development Leveraging inside sales Busting pricing myths. Framing value with pricingTo learn more about Frank, visit his website frankcespedes.com, - where you can also pre-order his new book. For more great insights you can find Frank here on LinkedIn
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David Ledgerwood is Managing Partner of Add1Zero, who provide lead-to-close sales execution for B2B tech-enabled services companies ready to leap from 6 to 7 digits of revenue.
His career sales have topped US $40M, with an average deal size in excess of $150,000. David has sold software and services for more than a decade and helped several companies grow into the mid-7 figures.
David headed up Sales and Services for Gun.io for three years, during which time he booked staff, oversaw more than 100,000 hours of development, and helped 10x sales.
Davidâs career began in professional services at PwC where he carved out a niche as a Bash developer. If you've received a package or deposited a check, there's a pretty decent chance some piece of code David wrote was somehow involved. It was pre-web, and they were saving the world from melting down in Y2K.
David then moved into private media for a major publishing company right about when Web 2.0 started to eat newspapers and periodicals for lunch, which gave him a front row seat to disruption and honed his taste for entrepreneurial pursuits.
In 2007, David moved from New Jersey to Nashville to start a company. They got to a $500K run rate before the Great Recession âchewed them up and spat them out.â He never lost the startup bug. David moved into EdTech and built his business development chops. He moved into a COO role, consulted, mentored, and coached. In 2015, I joined Gun.io. David is back in the Founder game for his (lucky?) 13th startup.
Key Points of our Discussion
The typical challenges for B2B services businesses trying to scale How David and his team at Add1Zero provide lead-to-close sales execution Effectively identifying your core business in a consultancy/agency setting Separating out software reselling and consulting services
Smart sales hiring to support a sustainable scaling process Multi-channel outbound marketing and prospecting The importance of sales enablement materials and content Building systems to maximise call time, not proposal writing timeTo learn more about David, visit his website add1zero.co, and you can find him here on LinkedIn
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John Smibert is a B2B Sales Specialist, Change Agent, Challenger, Coach, Trainer and Speaker. John has led sales teams to success for over 20 years. He achieved 25 annual Sales clubs with IT Multinationals selling to large banks, telcos, Federal & State Government and the manufacturing industry.
âI work with companies who recognise the old way they sell is no longer effective and they are seeking to transform to new, more productive sales models.
I strive to be one of the most switched on old heads in the rapidly changing world of B2B sales. Specifically I help my clients to stop selling products and services and start leading their customer to positive change that enables them to reach valuable new horizons.â - John Smibert
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Wayne Moloney works with businesses and salespeople to increase revenue and profits, and gain competitive advantage.
With the rapid changes occurring in the way buyers engage with sellers, companies need to adapt their sales and business strategies, and how they engage with their customers to be successful.
Through one-on-one mentoring, coaching and online training, Wayne helps to develop and implement strategies and sales models utilising Lean principles that improve efficiencies and increase profits.
John and Wayne join me to discuss the themes found in their new book âThe Wentworth Prospect,â which is a very unique and informative sales book written in the form of an engaging and entertaining novel.
Key Points of our Discussion
John and Wayneâs new book, The Wentworth Project Sales Management: The required approach Sales Process and NOT selling the product Discovery and disruption Effective customer engagement Talking in the customerâs language Developing appropriate content along the sales process Tackling âNo Decisionâ by identifying hidden decision makers and influencersTo learn more or purchase the book visit their website EDVANCE here https://edvance.sale/
For more great sales insights and content you can find John Smibert and Wayne Moloney on LinkedIn.
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Robert Danger Workman is a 40-year veteran in face-to-face, day-in and day-out selling. He has published numerous sales training/human development programs and spoken to thousands of sales reps nationwide and internationally.
His consistent track record as #1 in sales includes Top Producer titles from companies with 800, 300 and 100 reps, but also includes being fired while producing consistent superlative results â for making too much money.
Robert has gone from having his phone turned off and his gasoline card seized at gas stations to purchasing Ferraris by writing a single check. Robertâs highly anticipated second book, Hired Gun II: Both Barrels, is a sales bible and an entertaining journey through the highs and lows of an outrageous and hilarious successful professional career in sales.
Robertâs latest book Selling - The Most Dangerous Game, provides step-by-step advice and the wisdom salespeople need to ensure that adversity and politics donât destroy a high-performance sales career.
Key Points of our Discussion
Roberts latest Book âSelling - The Most Dangerous Game.â Worrying hiring trends in startup B2B sales companies Robertâs take on âThe Hired Gunâ How salespeople can become indispensable Personal development to future-proof your career Robert shares some examples of closing big ticket dealsRobertâs latest book âSelling - The Most Dangerous Game,â offers the step-by-step advice and the wisdom salespeople need to ensure that adversity and politics donât destroy their high-performance sales career.
To learn more about Robert, visit his website hiredgun.us, and you can find him here on LinkedIn
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Celebrating the 100th Episode of The Future-Proof Selling Podcast!!!
Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book âTech Powered Salesâ, which is a mindblowing read from two of the industryâs best.
Tony HughesTony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific.
With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations, and as the Asia-pacific Managing Director for a number of tier-one global technology companies. He teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught for other universities.
Justin MichaelOver the last 20 years as a top producing technologist and consultant, Justin developed word-of-mouth only methods that have made him one of the most sought-after talents globally.
Currently serving as a Futurist for Tenbound and Vendor Neutral, he is host of podcasts Quantum Leap and Beyond Sales Development.Justin is Co-Founder of HYPCCCYCL, the first B2B Esports community focused on go-to-market cross-trainingâąïž. Through invite-only competitions, members participate in active learning which is proven to increase hard skill retention to 90%.
Tony and Justinâs book âTech Powered Sales.â Failure rates and challenges in enterprise sales Adapting to todayâs technology in order to succeed The danger of misusing automation technology Setting up a sales team from scratch today The essential technologies for B2B sales A day in the life in the future Intent data and the advanced stack Calling (phone) automation technology Advanced targeting via âtrigger events.â
Key Points of our DiscussionBoth Tony and Justin are very active on linkedin, follow them for more great content and insights for modern sales success now, and into the future.
Tony Hughes LinkedIn
Justin Michael LinkedIn -
Stu Heinecke is a hall-of-fame nominated marketer, famous Wall Street Journal cartoonist, bestselling business author and the father of contact marketing. His Book âHow to Get a Meeting with Anyoneâ was a huge hit, and more recently he has released a book called âGet the Meeting.â
Contact marketing is a fusion of marketing and selling in which bold and original forms of marketing are used in support of high-level sales approaches to VIP accounts and prospects.
Stu has a lot of incredible methodologies around getting in front of key decision-makers. Stu has won meetings with Presidents, CEOâs and Celebrities.
Key Points of our Discussion
Stuâs marketing and cartooning background Stu shares a campaign thatâs getting 100% response rate âGet the Meetingâ through retargeting The âpocket campaignsâ Contact marketing examples getting 6 figure deals Profile scrapes and deep personalisation ROI and record-breaking campaigns Stuâs online course How to Get a MeetingTo learn more about Stu, visit his website stukeinecke.com and you can find him here on LinkedIn
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