Best Selling

Our guest on this episode is Jon Ferrara. Jon is the Founder and CEO at Nimble and was the Co-founder at Goldmine, one of the early CRM applications for sales. It's safe to say that Jon is a true pioneer in the CRM space.   Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points. In addition to email and phone you need to connect and engage with your audience through the different social channels. He also shares his secret to increasing his search results on google and that is to build your own Wikipedia page. Who would have thought? Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Jeremey Donovan. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market.    Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Patrick Boucousis. Patrick is a High-Performance B2B Sales Coach and Trainer at The Sales Natural. He is also my first guest from Australia.   Patrick and I start the conversation discussing how to gain the trust of the buyer. Patrick shares with us his approach to using natural conversations to build the relationships and buyer trust. We then explore to the importance of the discovery call and understanding what the buyer values. To successfully and consistently closing deals you need to sell based on what the buyer values; be it, service, price, ease of implementation etc. Enjoy the conversation.      Thanks for tuning in. This is Best Selling.

Our guest on this episode is Jason Cutter. Jason is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion.    Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Steve Pacinelli. Steve is the CMO at BombBomb. BombBomb helps build better business relationships with video messaging.   Steve and I discuss the value of video vs. email and voice. Its important to note that video is 3 dimensional you have, 1) body language, 2) tone and 3) word selection. Where email is just word selection and voice is tone and word selection. So if you want to be more personal start using video for intros, follow up or whenever the message would be better served one to one. There are a lot of great tidbits in this episode so take a listen and enjoy.    But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020!  Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza. This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. See the podcast notes for details on our agenda and tickets or go to trexsummit.com.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Gessie Schechinger. Gessie is the VP of Sales at Oncourse which is a sales engagement platform for sellers.   Much of the focus of this episode is on how to effectively take advantage of LinkedIn for starting relationships and developing new opportunities. Gessie shares lots of great advise like; how to get your invites accepted, how to use hashtags to post and find relevant connections, and how to ensure your profile is updated for success.    But before we get started I wanted to let you know that T-REX has gone virtual for 2020. Join us on September 16th for the first ever T-REX Virtual Conference Extravaganza. This will be a 3 hours virtual conference with 4 great speakers including Cal Fussman, Brad McGinity CRO at 15five, Erica Schultz CMO Rain Group and Latane Conant CMO at 6sense. See the podcast notes for details on our the agenda and tickets or go to trexsummit.com.   

Our guest on this episode is Ben Cohen. Ben is the Head of Sales Excellence and Marketing, North and South America at Hella which is global automotive manufacturer based out of Germany.    Ben and I tackle two big topics during the podcast. First we discuss getting back to good messaging and how to solve your customer’s problems, establishing USPs, and thinking creatively. Then we dive into the sale enablement tech stack discussing which tools are essential and which are marginal at best.    But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020!  Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza. This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. For details on our agenda and tickets or go to trexsummit.com.   

Our guest on this episode is Jeb Blount. Jeb is the CEO of Sales Gravy, and author of 12 books including Virtual Selling and Objections. Jeb is also a renown sales speaker and sales acceleration specialist.    Jeb and I start podcast talking about virtual selling which has always been relevant but certainly more so now that most sellers and buyers are working from home. There is no substitute for face to face but we can make video selling more effective. Jeb provides some best practices around video setup and presentation. From there we move into EQ vs. IQ and the importance of each in selling. You need to be R.E.A.L to become a best seller. Enjoy.   

Our guest on this episode is Jeff Koser. Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise.    Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success.   But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. 

Our guest on this episode is Joe Benjamin. Joe is the co-founder and CEO at CheetahIQ in NYC. CheetahIQ is a research platform for salespeople, allowing them to find the information they need up to 10X faster than before.   Joe and I start the podcast discussing how to find information nuggets that sellers can use to set themselves apart from the average sales person. Joe shares some of his secret data sources he uses to be more relevant for outreach and building the relationship. One of my favorites is the 10K annual report and the transcript from Quarterly earnings reports. You can learn a ton about from these reports about, company priorities, new initiatives, areas of focus and growth opportunities etc.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. 

Our guest on this episode is Nick Beil. Nick is the President at Narrative Science.    Nick and I kick off the episode discussing “getting back to sales basics”. We open with how sales teams need to rethink how they market and sell their products. Sellers first must approach the conversation to find out IF and then HOW they can help. Discover the pain, determine if there is a fit and then develop a solution proposal. Great conversation with lots of good take aways.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.   

Our guest on this episode is Max Altschuler. Max is the Founder of Sales Hacker and the VP of Marketing at Outreach.io.   We jump into the conversation discussing Max’s background and why he started Sales Hacker. We then get into discussing one of the biggest shifts in selling today which is the arrival of Millennial sales leaders and Generation Z sellers. The latest generation of sales professionals think differently and aren’t motivated by the same things as Gen X or Boomers. Sales orgs that recognize this fact will have an advantage in the market place moving forward.     But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Scott Ingram. Scott is an Account Director at Relationship One and the host of Sales Success Stories podcast.   Scott and I begin the conversation discussing what Best Sellers look like and what they do that other sellers don’t. Scott has interviewed over 85+ #1 sellers across the country so he has an expert opinion when it comes to this unique group of overachievers. We also discuss the concept of the Executive Memo which is used to build trust and collaboration with large enterprise customers.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, Brad McGinity the CRO at 15five, Latane Conant the CMO at 6sense and Aliisa Rosenthal the VP Sales at Walkme just to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Dave Kennett. Dave is the CEO at Replayz in Vancouver. Replayz offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps.   Dave is what I consider an expert when it comes to coaching up inside sales reps. He has done it via the companies he has worked at and through his company Replayz. Most of our conversation focuses on call coaching and live coaching but we certainly cover other topics like mentoring and improving performance metrics.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Derek Rahn. Derek is the VP of Sales & Customer Success at LeadGenius. LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge.    Much of this episode focuses on lead generation efforts and on how sales reps should spend their time.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Lisa Magnuson. Lisa is founder of Top Line Sales, a sales coach and author. Lisa helps her clients win big deals that are 5x greater than the average deal size.    Lisa and I kick off the episode discussing the importance of war rooms. These are sessions used to discuss and strategize how to win big deals. We then get into some of Lisa plays for sales leaders. In total Lisa has 16 plays for sale leaders to help 5x their deal size. You’ll want to listen until the end because Lisa provides a link to a free resource that is tied to her new book Top Sales Leader Playbook.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    We are now only a few months away and have just announced our latest keynote speaker Erica Schultz from the RAIN Group out of Boston. On top of that we just lined up our welcome reception venue which will be held at the Durham Bulls Ball Park. Join us for fun, networking and great content. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Curt Tueffert. Curt is the VP of Sales Development at DXP Enterprises and an Adjunct Professor at the University of Houston.    Curt and I kick off the episode discussing how to properly onboard a new sales rep to ensure long term success and retention. It has been proven that sales reps that get the right support and education to start their new career are more likely to have success and more likely to stay at that company. We also discuss the importance of personal touches and creating a automated cadence to help deliver on a timely basis.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Anita Nielsen. Anita is sales enablement consultant and performance coach. She is also the author of Beat the Bots - How your Humanity can Future-Proof your Tech Sales Career.    As the year winds down its time to start planning for the new year. Anita and I start off the episode discussing the Sales Kickoff - planning, format, goals, timing and how to make it fun. We then get into her new book Beat the Bots. The good news is that humans still buy from humans and sellers are a vital part of the process, or at least they should be.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Sangram Vajre. Sangram is the co-founder and Chief Customer Evangelist at Terminus. He is also the co-author of the book ABM is B2B which can be found on Amazon.   Sangram and I start the conversation discussing B2B selling and how focusing on quality and not quantity can increase your rate. He has seen win rates as high as 95% by using highly targeted and personalized touches. We also outline the KPIs that matter most which are those that focus on business outcomes.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Dale Dupree.  Dale is life long sales professional and the founder of the Sales Rebellion. TSR is for those that are looking to change the game when it comes to sales.    Dale and I jump right into it and discuss the impact his Dad had on his life. Needles to say Dale’s Dad has had the biggest influence on his core values and was his biggest inspiration for starting his own business. Dale then walks us through his Sales Rebellion training system based on the concept of interruption. The idea is that you need to interrupt the status quo to accelerate sales and fill the funnel.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the Southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling at checkout to take 50% off your ticket price now. 

Our guest on this episode is John Barrows.  John runs JBarrows Sales Training which focuses on helping teams and individuals fill up the pipeline and close more deals. John also recently wrote a book called “I want to be in sales when I grow up”.    We start the podcast discussing how John "fell into" sales, selling power tools and then copiers with Xerox. From sales, John moved onto sales training, where he eventually started his own sales training firm JBarrows. We also get into why John wrote his book with his daughter which he donates 100% of the proceeds to the World Wildlife Fund.    But before we jump into the episode I want to thank our sponsors Sales@Scale and the T-REX Summit.    Check out scalesatscale.com if you need help accelerating revenue growth and creating a repeatable sales process at your business.    And if you haven’t already, make sure you reserve your ticket to the southeast’s premier B2B sales and marketing growth conference, the T-REX Summit. We just added three new workshop tracks for sales, marketing and founders, go to trexsummit.com for more info. Use coupon code BestSelling and take 50% off your ticket price today.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Stacey Brown Randall.  Stacey is a Referral Ninja Master. She has literally figured out how to generate referral business without asking for the referral. And she doesn’t use Jedi mind tricks to do it.    So as you can imagine Stacey and I start the conversation on the importance of referrals to grow your business. Stacey walks through how to build your referrals by incorporating her methodology as part of your everyday routine. The bottom line is that you have to make it a habit by doing business development and networking every day.    But before we jump into the episode I want to thank our sponsors Sales@Scale and the T-REX Summit.    Check out scalesatscale.com if you need help accelerating revenue growth and creating a repeatable sales process at your business.    And if you haven’t already, make sure you reserve your ticket to the southeast’s premier B2B sales and marketing growth conference, the T-REX Summit. We just added three new workshop tracks for sales, marketing and founders, go to trexsummit.com for more info. 50% off your ticket with code: BestSelling   Thanks for tuning in. This is Best Selling.

Our guest on this episode is John Livesay.  John is the author of Better Selling Through Storytelling and a sales keynote speaker. John started his career in media sales and lived through the digital transformation.    John and I start the episode discussing how sellers can use storytelling to improve results. Storytelling helps us stand out from the competition and be more memorable. We’ll get into the details of building your story and how you can incorporate storytelling into your daily selling routine.    But before we jump into the episode I want to thank our sponsor Sales@Scale.    I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. No one likes surprises, so it is vital to have a repeatable sales process that is aligned to how you forecast if you’re going to have predictability in your business. That is where Sales@Scale can help. They are the B2B sales experts. They focus on the things that matter most to your business, closing more deals and predictability.  If you’re serious about selling the right way and would like more predictability in your business then visit salesatscale.com.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Nicolas Vandenberghe.  Nicolas is the co-founder & CEO of Chili Piper, which is a buyer enablement platform that helps convert leads faster.    We have been taught that to be a best seller we need to be empathetic. In my conversation with Nicolas, he de-bunks that point of view. He believes that to be good at sales, you have to understand and take into account people’s emotions, but you do not need to be affected by these emotions. As a practical example, as a seller If I understand the buyers emotions, I could use those emotions as part of my strategy to close. Interesting right?   Later in the episode we also discuss the importance of time when it comes to following up with valuable leads. Speed matters and can make a big improvement in conversion rates.     But before we jump into the episode I want to thank our sponsor Sales@Scale.    I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. No one likes surprises, so it is vital to have a repeatable sales process that is aligned to how you forecast if you’re going to have predictability in your business. That is where Sales@Scale can help. They are the B2B sales experts. They focus on the things that matter most to your business, closing more deals and predictability.  If you’re serious about selling the right way and would like more predictability in your business then visit salesatscale.com.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Rylee Meek.  Rylee is the Founder of the Social Dynamic Selling System.    We begin the episode discussing the “aha” moment for Rylee and the event that helped develop his social dynamic selling system. I won’t give away the story but Rylee came to the conclusion that selling to many is way more effective than selling to one. He then developed a group or “social” selling system around “know, like and trust”. Your audience has to know you, like you and trust you and today he helps his customers implement this system.     But before we jump into the episode I want to thank our sponsor the T-REX Summit.   Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference.It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels.  I have a special offer for all you Best Sellers out there. Use coupon code “bestselling” at check up and receive 20% off your ticket price. Check us out at trexsummit.com.    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is David Fisher.  David is sales speaker, coach and author. His latest book is titled Hyper-Connected Selling and is available on Amazon.    David and I jump into the episode discussing how to become a “sales sherpa". David believes that sales people should help guide the buyer through the buying journey all the way to the peak or in our case the close, just as a sherpa would guide you to the mountain top. Along the way we talk about continuing to build out your skill set and the differences between IQ vs. EQ and how important empathy is for a seller.    But before we jump into the episode I want to thank our sponsor the T-REX Summit.   Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this just in, Cal Fussman will be our featured Keynote speaker. Cal is NYT best selling author, journalist and story teller. Check him out at Cal Fussman.com and Visit us at trexsummit.com to learn more and reserve your spot today.  

Our guest on this episode is Jamie Shanks. Jamie is the Founder and CEO of Sales for Life, a consultancy that modernizes sales and marketing practices by enabling transformation from an analog to digital sales approach.    We begin the episode discussing how Jamie built his business educating sale organizations on how to market and message to potential customers using LinkedIn to build your pipeline. Throughout the episode we focus on building pipeline and sales digital transformation. Along the way we discuss the concept of war rooming, spear selling and platforms for research and engagement.    But before we jump into the episode I want to thank our sponsor the T-REX Summit.   T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this just in, Cal Fussman will be our featured Keynote speaker. Cal is NYT best selling author, journalist and story teller. Check him out at CalFussman.com and Visit us at trexsummit.com to learn more and reserve your spot today.  

Our guest on this episode is Tim Wackel.  For the last 19 years Tim has help companies as a sales trainer, speaker and executive presentation coach.    Tim and I start the conversation discussing the importance of not giving up too soon on your prospects. According to Tim you need at least 5 failed touches before you should move on. We also explore how to conduct a proper call and the steps necessary for a successful outcome.    But before we jump into the episode I want to thank our sponsor the T-REX Summit.   Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. Visit us at trexsummit.com to learn more and reserve your spot today.  

Our guest is Larry Levine. Larry is a long time sales professional, podcaster, speaker and the author of Selling from the Heart.    Larry and I have an interesting and heart felt conversation on what it takes to be a sales professional and why sales is broken today. Larry believes that to be a true sale professional you need to be authentic and have substance. Larry also shares a few nuggets from his book Selling from the Heart and why it resonates with his readers.    But before we jump into the episode I want to thank our sponsor the T-REX Summit.   Look out, T-REX is back and bigger than ever. The T-REX Summit is the Southeast’s premier B2B sales and marketing growth conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. Visit us at trexsummit.com to learn more and reserve your spot today.  

Our guest is Emilia D’Anzica.  Emilia is a partner at Winning by Design where she helps companies to create growth driven customer success & customer marketing programs that lead to expansion opportunities, and reduce churn.   Emilia and I start the podcast discussing the evolution of client success and how to successfully align with sales. We also discuss the importance of customer on-boarding to ensure high retention rates. Emilia recommends reading, “Never lose a customer again: Turn any sale into a lifelong loyalty in 100 days” by Joey Coleman.   But before we jump into the episode I want to thank our sponsor Sales@Scale.    I speak with a lot of founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and predictability. As leaders we all need help growing our business and sometimes working with an objective, unbiased, informed, tell is like its is advisor can transform your business and accelerate your growth. That is where Sales@Scale can help. S@S is the Go-to-market B2B sales experts. We are your fractional CRO, advisor and sales coach. If you’re serious about scaling your business then visit salesatscale.com

Our guest is Jeffrey Gitomer.  Jeffrey is a best selling author, speaker and sales consultant. He has written 15 books, 3 of which have been on the NYT best sellers list. His book the Little Red book of Selling has sold over 5 million copies and counting and he has a top sales podcast called Sell or Die. Oh by the way he is known as the “King of Sales".    Jeffrey and I start the podcast discussing his background and early beginnings in sales. Jeffrey shares his passion for sales and attributes his success to writing. He tells me that every penny he makes is because of what he has written. We also discuss what it takes to succeed in sales and how the internet and social has changed how we sell but not the core fundamentals.    But before we jump into the episode I want to thank our sponsor Sales@Scale.    I speak to lot of tech founders, CEOs and entrepreneurs and what’s top of mind for them is revenue growth and scale. As leaders we all need help growing our business and sometimes working with an objective, unbiased, informed, tell is like its is advisor can transform your business and accelerate your growth. That is where Sales@Scale can help. S@S is the Go-to-market B2B sales experts. We are your fractional CRO, advisor and sales coach. If you’re serious about scaling your business then visit salesatscale.com   Thanks for tuning in. This is Best Selling. 

Our guest is Paul Cherry.  Paul is the President and Founder of Performance Based Results which delivers intense customized sales workshops, coaching, and leadership programs to companies throughout North America.   Paul and I start the podcast discussing the importance of “question based selling”. The reality is that asking thought provoking questions and understanding the why and what motives your prospects will improve your selling performance. But before we get into the conversation.   I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com 

Our guest is Mike Schultz.  Mike is the Co-President at the Rain Group, a world renowned speaker, researcher and sales expert. He is also the author of two Wall Street Journal best-seller books, Rainmaking Conversations and Insight Selling.    Mike and I start the conversation discussing his latest study, the habits of the Extremely Productive that Drive Productivity, Top Performance, and Happiness. We also discuss another research study called What Sales Winners do Differently.    But before we get into the conversation I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

Our guest is Brian Burns. Brian is the CEO at b2brevenue.com, the Brutal Truth about Sales podcast and the B@B Revenue podcast.   Brian and I dive into a number of different topics including the evolution in sales, measuring activity vs. accomplishments and the challenge with sales quota. But before we get into the conversation.   I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com 

Our guest is Lisa Magnuson. Lisa is Founder and CEO of Top Line Sales. Top Line Sales is a sales consultancy that helps their clients close big deals.    Lisa and I start the conversation discussing the importance of planning to increase your ability to close big complex deals. We also get into what great sales leaders are doing better than the rest. But before we get into the conversation.   I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

Our guest is Brian Margolis. Brian is the founder of Productivity Giant, an author and in a previous life was a research scientist. Brian wrote the book The Index Card Business Plan for Sales Pros and Entrepreneurs.     Brian and I discuss how to simplify your strategy to magnify your results and how you can use his pillars to create your business plan on an index card.    But before we get into the conversation.   Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast.    Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

Our guest is Anthony Iannarino. Anthony is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sales. However he might be best know for his work at The Sales Blog.   Anthony and I jump into a number of topics including customer acquisition strategies, AI in sales and sales outreach.    I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is Bridget Gleason.  Bridget is the VP of Sales at Logz.io and was previously the head of sales at Sumo Logic and Yesware. She is also a co-host on Accelerate podcast with my good friend Andy Paul.   Bridget start off the conversation with a deep dive into Sales enablement and then veer into other related topics. But before we get into the conversation.   I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

This is a special live episode that was recorded during our annual T-REX Summit at the Carolina Theatre in downtown Durham on April 16th, 2019. I invited a panel of sales experts to join me on stage to do a deep dive into a couple of hot topics. The panel includes Brad McGinity the CRO at 15Five, Eric Gressel the EVP of Sales at One Source and Chas Scarantino the VP of Sales at Pendo.     The top two topics voted on by our live audience were;    What are the characteristics of a best seller?    What are the things I should focus on to advance my career?    Then at the end of the episode we open it up to the audience for live Q&A.    But before we get into the conversation.   Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast.   Thanks for tuning in. This is Best Selling. 

Our guest on this episode is Wes Schaeffer.  Wes is best known as the The Sales Whisperer where he trains sellers and rehabilitates sales managers. You can find Wes at www.thesaleswhisperer.com   But before we get into the conversation.   Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast.    This is your last chance to grab your ticket for T-REX. The T-REX Summit is the Southeast premier growth conference and was created for Best Sellers just like yourself. The big event is on Tuesday, April 16th at the Carolina Theatre in Durham. For more details visit therevenueexchange.com    

Our guest on this episode is Carolyn Sparano. Carolyn is the VP of Product & Customer Success at SolarWinds HQ in Austin, TX.    During our conversation Carolyn and I explore a number of topics like, the role of customer success, tools to help influence and educate your customers and the relationship between sales and client services.   But before we get into the conversation.   Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast.    The T-REX Summit is almost here. Join us on Tuesday, April 16th for a full day of insightful speakers and lots of networking with your peers. Make sure you go to therevenueexchange.com to buy your tickets. Use promo code "bestsellingtrex20" and receive a 20% discount at checkout.    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is Larry Long Jr. Larry is currently the Director of Collegiate Sales at Teamworks in downtown Durham. Larry has worked at some of the top tech companies in the triangle including Pendo, ChannelAdvisor and Sageworks.   Larry and I discuss a number of topics but start the conversation talking about the role of sales leader to motivate and mentor their team.    I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast.    Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout. 

Our guest on this episode is Randy Kilgore.  Randy is the founder and principal at Kilgore Media Group and a long time media executive at places like Dow Jones media, Tremor and Gannet.    Randy and I discuss his start in publishing and rise in digital media. It turns out that selling media is not a lot different than selling digital media. You need to follow a process, create great relationships and be empathetic.    But before we get into the conversation I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast.    Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout.     

Our guest on this episode is Katy Jones. Katy is the CMO at FoodLogiQ.   Katy and I dive into a number of topics around sales and marketing including; the role of marketing in a B2B world, the importance of alignment between sales & marketing and Account Based Marketing ABM. After the break we get into the importance of content to help with sales development. Near the end of the episode Katy reveals her work and personal super powers, you’ll have to listen to learn what it is!   But before we get into the conversation.   Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there.   

Our guest on this episode is Janis Pettit. Janis is the founder and CEO of The 10X Zone, an author and speaker.    Janis and I start the conversation talking about growing your niche celebrity to help you become a go-to resource in the market you service. We also discuss the power of video and it’s growing importance to influence sales and drive new opportunities.    But before we get into the conversation.   Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there.    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is George Deeb. George is a serial entrepreneur, the managing parter at Red Rocket Ventures and owner of Restaurant Furniture Plus.    George and I start the conversation talking about how to win your first deals and building your tools for success like your pitch deck. We also discuss picking a vertical to start with to help you focus and narrow your audience. We’ll also touch upon types of startup founders, the importance of marketing for early stage startups and how to win at trade shows.   But before we get started.    Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at the Revenue Exchange. I hope to see your there. 

Our guest on this episode is Jason Hubbard. Jason is an entrepreneur with a heavy background in marketing. He is currently the CRO at SalesIntel.io and CEO & Founder at YourGrowthExpert.    Jason and I start the conversation discussing the relationship between sales and marketing and the importance of aligning the goals of both organizations. Jason suggests finding your North Star as your guiding metric to measure success. What is your North Star? For Jason that was weekly active users which was tracked and shared across the organization.    We continue the conversation focusing the power of content and quality data to build a sustainable outbound program.   But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team.  We also just announced our latest sponsor WeWork, who will be hosting the Welcome reception. 

Our guest on this episode is Donald Thompson.  Donald is a successful entrepreneur and the CEO at Walk West which is one of the fastest growing agencies in North Carolina. Walk West helps people make strategic marketing decisions that transform businesses.    Donald and I start the conversation discussing his background growing up as the son of a football coach. As you can image there are a lot of parallels between coaching and leadership that Donald took with him in life and in business. Donald like many of us learned the craft of sales by doing and carrying a bag early in his career. We also discuss other topics like the role of marketing and sales, the importance of clear messaging and focusing on what you do best.   But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team.  We also just announced our latest sponsor WeWork, who will be hosting the Welcome reception. 

Our guest on this episode is Andy Paul. Andy is a world renown sales expert and someone I respect very much. Andy is also an entrepreneur that has written many books and has launched the Sales House, has a podcast called Accelerate! and has over 140,000 followers on LinkedIn. Andy is certainly a guy we can all learn something from.    Andy and I start the conversation discussing how he got his start in sales selling shoes at J.C. Penney. From there we’ll dive into all things sales worthy from qualification to education to buyer enablement.    But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre , Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women Basketball team. 

Our guest on this episode is Lori Richardson. Lori is the Founder of Score More Sales and the President of WOMEN Sales Pros.     Lori and I start the conversation discussing how she got started in sales as a single Mom that was teaching at the time. We also discuss Lori’s involvement in WOMEN Sales Pros, the importance of diversity in sales and the Sales Enablement Society.    Enjoy!   Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women's Basketball team. 

Our guest on this episode is Sangram Vajre. Sangram is the Co-Founder and Chief Evangelist at Terminus. Terminus helps B2B marketers identify and engage Best-fit Accounts faster.    Sangram and I start the conversation discussing the history of account based marketing ABM and why its become a trending strategy even though it’s not a new prospecting method. Think of ABM as better B2B marketing. We also share the benefits of aligning your sales and marketing goals which typically lead to more and bigger deals. Near the tail end of the podcast you’ll hear the term “Flip my Funnel” that Sangram helped to term.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We just announced our first keynote speaker Andy Paul. If you don’t know Andy you should. Go to andypaul.com to learn more about the Sales House and his podcast Accelerate!