Podcasts about top sales magazine

Meet Heidi Solomon-OrlickHeidi is a proven veteran in Enterprise sales as well as a DEI and active aging advocate. With over 3 decades of global sales and executive leadership experience Heidi has generated over $1.5 Billion in revenue throughout her career in the BPO industry and has created thousands of jobs globally. She currently serves as Founder & CEO of GirlzWhoSell and CRO of The DORS Group Powered by Keller Williams. Founded in 2020, GirlzWhoSell is committed to democratizing professional sales and to building the largest pipeline of diverse, early-stage female sales talent. Heidi is a 2x author who, in 2022, released the highly acclaimed and award-winning book “Heels to Deals: How Women Are Dominating in Business-to-Business Sales.” Heidi is a 3x Stevie Award Winner for Women of the Year in Sales (Gold), Worldwide Sales Executive of the Year (Gold) and Women Helping Women (Bronze). She was listed in the Top 100 Women Magazine, was featured in Top Sales Magazine, was listed in the Top 100 Women in Sales published by Demandbase in both 2022 and 2023 and the Sales Collectives list of Women in Sales to Follow in 2024. Finally, Heidi has been ranked in the Top 50 Women Leaders of New Hampshire and was recently nominated for the SheRise 2024 Women in Leadership award.Highlights00:00 Welcome to the Social Capital Podcast01:21 Introducing Today's Guest: Heidi Solomon-Orlick02:51 Heidi's Journey and Influences05:13 Sales as a Life Skill06:00 The Intersection of Athletics and Sales10:34 Closing the Gender Gap in Sales16:35 Advice to My 20-Year-Old Self19:43 Lori's Why and Final Words of Wisdom21:40 Wrapping Up and Staying ConnectedConnect with HeidiLinkedInGirlzWhoSellHeels to Deals: How Women are Dominating in Business-to-Business Sales

I hadn't planned an episode about "She Sells" but jumped at the chance when a wonderful interviewer, Caroline Jones, offered to ask me about it. This session is dedicated to those who helped me with their stories and stats which are included in the book. It is exciting, too, that it just won "FIRST PLACE" in Top Sales Magazine's Sales Book of the Year. Wow.  00:00 Introduction and Guest Welcome 00:26 Discussing the Impact of 'She Sells' 03:06 The Importance of Male Allies in Sales 05:20 The Journey to Writing 'She Sells' 07:11 Addressing Gender Disparity in Sales 07:50 The Impact of the Pandemic on Women in Sales 15:21 The Importance of Diverse Representation in Sales 18:59 Overcoming Biases in the Hiring Process 26:13 Career Growth Opportunities for Individual Contributors 28:51 Promoting Diversity and Inclusivity in Sales 33:28 Conclusion and Final Thoughts Thanks to Caroline - check out her podcast, "Rep Matters"  Find "She Sells" on Amazon - Kindle or paperback. Writing a review really matters - please consider it for either the book OR the podcast!  Join the Women Sales Pros newsletter where we share interviews and discuss upcoming events from all of the women in sales communities.  Need some help finding more women for your sales team or retaining them? Check out Women Sales Pros or reach out to Lori directly through website or LinkedIn.  Visit us on Instagram or X @womensalespros 

I decided to release a special bonus episode during my season break because this one is very special. If you've ever ventured into growing a business, you understand the daunting learning curve it presents. When you gaze upon thriving, large-scale companies, their journey to success can seem like an enigma. That's why I'm incredibly thrilled to have had the opportunity to speak with the influential Tiffani Bova. Tiffani is a renowned expert in driving substantial growth for major corporations such as Microsoft, IBM, and Salesforce. Her business growth philosophy is truly remarkable: “The fastest way to get customers to love your brand is to get employees to love their job.” This concept is truly eye-opening, and I can't wait for you to absorb her wisdom in this episode. Tiffani Bova holds the esteemed position of Global Growth Evangelist at Salesforce and has authored the remarkable book 'The Experience Mindset: Changing the Way You Think About Growth.' Her previous book, 'Growth IQ,' achieved tremendous success as a Wall Street Journal bestseller and has been translated into 10 languages. Tiffani's expertise has earned her a spot on the prestigious Thinkers50 list of the world's foremost management thinkers. She has made appearances on esteemed platforms such as MSNBC, Bloomberg, BNN Bloomberg, Cheddar News, and Yahoo! Finance. Additionally, Tiffani frequently shares her insights in publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman Journal, and Duke Dialogue Review. Tiffani also hosts the highly acclaimed podcast 'What's Next! with Tiffani Bova,' which has received top rankings from both Top Sales Magazine and iTunes in the Management category. On her podcast, Tiffani has engaged in enlightening conversations with thought leaders such as Arianna Huffington, Dan Pink, Seth Godin, Tom Peters, Marshall Goldsmith, Roger Martin, Keith Ferrazzi, Best Buy CEO Hubert Joly, Ritz Carlton CEO Horst Schulze, Square co-founder Jim McKelvey, and Medtronic CEO Bill George, among other notable personalities. Tiffani has established herself as a prominent Twitter and LinkedIn influencer, particularly in the domains of Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. Her LinkedIn profile boasts over 43,000 followers, and she was recognized as a LinkedIn Top Sales Expert to follow from 2018 to 2022. She has been honored as one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, acknowledged as a Top 100 Women in Tech, listed as a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and recognized by the National Diversity Council as one of the most Powerful and Influential Women in California. In this episode, Tiffani imparts incredible insights on growing your business by prioritizing your team's well-being. She delves into effective methods of measuring growth, leading people, and persevering through challenges. Here's a glimpse of what you'll learn in this episode: 1. The role athletics played in shaping Tiffani's career path (6:12) 2. Lessons Tiffani garnered from her first book, which aided in the creation of her latest work (18:44) 3. Tiffani's approach to measuring growth within her own business (26:29) 4. The crucial connection between running a successful business and prioritizing employee experience (33:11) 5. How Tiffani developed her people management skills through active engagement and observation." Join us for this episode and expand your knowledge! After listening, share it with your friends and post about it on Instagram and tag us both @amberlylagomotivation and @tiffani_bova. Don't forget to spread the word and let others know about what you've learned! Follow Tiffani: Facebook Instagram Twitter Website Links mentioned in this episode: The Experience Mindset book Tom Peters books   If you are ready to leave your mark by discovering your message and sharing it with the world, you've come to the right place!! Let's work together to build your influence, your impact, and your income! Join the tribe you have been waiting for to activate your highest potential and live the life you deserve! Join the "Unstoppable Life Mastermind!" and let us know you are ready for greatness! Read the "True Grit and Grace" book here and learn how you can turn tragedy into triumph!  Thank you for joining us on the True, Grit, & Grace Podcast! If you find value in today's episode, don't forget to share the show with your friends and tap that subscribe button so you don't miss an episode! You can also head over to amberlylago.com to join my newsletter and access free downloadable resources that can help you elevate your life, business, and relationships! Want to see the behind-the-scenes and keep the conversation going?  Head over to Instagram @amberlylagomotivation! Audible @True-Grit-and-Grace-Audiobook  Website @amberlylago.com Instagram @amberlylagomotivation Facebook @AmberlyLagoSpeaker

Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.HIGHLIGHT QUOTESA consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'" Connect with Dave:LinkedIn | Blog | Email Learn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

In this forward-looking discussion, Af interviews Tony Hughes, the co-author of Tech-Powered Sales: Achieve Superhuman Skills to discuss the ways in which AI is completely changing the game in sales. Tony 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. Tony serves on a number of advisory boards and his clients include Salesforce, SAP, Docusign, and Adobe, among others.

Tiffani Bova is the global growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Bova has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. As host of What's Next! with Tiffani Bova, an iTunes' all-time business and management bestseller and a top sales podcast according to Top Sales Magazine, Bova has interviewed a growing number of exceptional humans including Arianna Huffington, Chester Elton, Dan Pink, Ginger Hardage, Bonin Bough, Mark Victor Hansen, Seth Godin and Tom Peters. Bova is a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. View This Episode- https://youtu.be/IT1eMhGKcOI #TiffaniBova #SalesForce #GrowthIQ #WhoKnewInTheMoment?

Tony 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. Connect with Tony: Website: https://www.tonyhughes.com.au/ LinkedIn: https://www.linkedin.com/in/hughestony/ Buy Tony's NEW book here: https://www.tonyhughes.com.au/publications +++++ Subscribe to the Podcast! ▶︎ PODCAST | https://bit.ly/3bU6D3l Please Follow & Connect with me! Link's Below ▶︎ WEBSITE | https://tyzerevans.com ▶︎ YOUTUBE | https://youtube.com/c/tyzerevans ▶︎ INSTAGRAM | https://instagram.com/tyzerevans ▶︎ FACEBOOK | https://facebook.com/grindsellelevate ▶︎ LINKEDIN | https://linkedin.com/in/tyzerevans ▶︎ TWITTER | https://twitter.com/tyzerevans ▶︎ TIKTOK | https://tiktok.com/tyzerevans ▶︎ PATREON | https://patreon.com/tyzerevans Check out Tyzer's other podcast "The Book Legion" at https://thebooklegion.com

Tiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Quora, Thrive, among others. She is a change-maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. She's also a host of her own podcast, What's Next! with Tiffani Bova, an iTunes' all-time business and management bestseller and a top sales podcast according to Top Sales Magazine. Tiffani has interviewed a growing number of exceptional humans including Arianna Huffington, Dan Pink, Seth Godin and Tom Peters. She's also considered a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018, 2019 and 2020, and a Top 100 Women in Tech.In this podcast she shares: What it takes to increase your Growth IQ Why its critical today to be a “master asker” And why after deeply studying product and sales strategies, she is now turning her attention to employees__________________________________________________________________________________________"There's a gap in the market. There's a lot that talks about employees.There's a lot that talks about customers, and then loosely we'll talk about them together. But what is the value? We went out and did some primary research, and we found that brands that do that really well in the U.S. is 1.8X faster growth rates. For a billion-dollar brand, it's a $40-million impact."-Tiffani Bova__________________________________________________________________________________________Episode Timeline:00:00—Introducing Tiffani Bova + The topic of today's episode2:20—If you really know me, you know that...3:18—What is your definition of strategy?4:38—Could you give us background on Growth IQ, your most well-known concept?7:53—What's something that appears on your paths to growth that in wasn't included before?9:59—Could you characterize what makes Salesforce something beyond CRM?12:15—What made you decide to focus on business growth?16:16—What are you working on now?18:10—What should strategists do next, and how can we connect with you?__________________________________________________________________________________________Additional Resources: Personal page: https://www.tiffanibova.com/Twitter: https://twitter.com/Tiffani_BovaLinkedIn: https://www.linkedin.com/in/tiffanibovaInstagram: https://www.instagram.com/tiffanibova

Tiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Quora, Thrive, among others. She is a change-maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. She's also a host of her own podcast, What's Next! with Tiffani Bova, an iTunes' all-time business and management bestseller and a top sales podcast according to Top Sales Magazine. Tiffani has interviewed a growing number of exceptional humans including Arianna Huffington, Dan Pink, Seth Godin and Tom Peters. She's also considered a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018, 2019 and 2020, and a Top 100 Women in Tech.In this podcast she shares: What it takes to increase your Growth IQ Why its critical today to be a “master asker” And why after deeply studying product and sales strategies, she is now turning her attention to employees__________________________________________________________________________________________"There's a gap in the market. There's a lot that talks about employees.There's a lot that talks about customers, and then loosely we'll talk about them together. But what is the value? We went out and did some primary research, and we found that brands that do that really well in the U.S. is 1.8X faster growth rates. For a billion-dollar brand, it's a $40-million impact."-Tiffani Bova__________________________________________________________________________________________Episode Timeline:00:00—Introducing Tiffani Bova + The topic of today's episode2:20—If you really know me, you know that...3:18—What is your definition of strategy?4:38—Could you give us background on Growth IQ, your most well-known concept?7:53—What's something that appears on your paths to growth that in wasn't included before?9:59—Could you characterize what makes Salesforce something beyond CRM?12:15—What made you decide to focus on business growth?16:16—What are you working on now?18:10—What should strategists do next, and how can we connect with you?__________________________________________________________________________________________Additional Resources: Personal page: https://www.tiffanibova.com/Twitter: https://twitter.com/Tiffani_BovaLinkedIn: https://www.linkedin.com/in/tiffanibovaInstagram: https://www.instagram.com/tiffanibova

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 “Tech Powered Sales”, which is a mindblowing read from two of the industry's best. Tony Hughes Tony 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 Michael Over 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-training™️. Through invite-only competitions, members participate in active learning which is proven to increase hard skill retention to 90%. Key Points of our Discussion Tony and Justin's book “Tech Powered Sales.” Failure rates and challenges in enterprise sales Adapting to today's 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 “trigger events.” Both 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

We interview Tony Hughes, Tony has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. He is a best-selling author, consultant, trainer and keynote speaker.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on advisory boards and has been published by The American Management Association. Tony has also taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney.He has been ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards. Tony is ranked a top 3 sales expert and thought leader globally by LinkedIn and the most read person on the topic of B2B selling within their platform. He has more than 500,000 blog followers and has been rated the most influential person in professional selling within Asia-Pacific three years in a row.His first book, The Joshua Principle – Leadership Secrets of Selling, is in its 10th printing and his most recent books, COMBO Prospecting and Tech-Powered Sales are published by HarperCollins Leadership New York. Tony speaks at conferences internationally and his clients are some of the best-known brands in the world including Salesforce, Grant Thornton, SAP, IBM, Flight Centre Travel Group, Adobe, Siemens, Docusign and other market leaders. The link Tony refers to is this: www.TonyHughes.com.au If you want to know more about Savvy Duty, The Savvy Method or The Savvy Podcast visit: https://savvyduty.com

Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger, and one of the most read LinkedIn authors 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. In this episode, Oren & Tony will discuss what has changed in prospecting during the last years and what a State of the Art Tech Stack and outbound strategy in 2021 looks like. You can connect with Tony using these Links: LinkedIn: https://www.linkedin.com/in/hughestony Speaker and author: www.TonyHughes.com.au eLearning sales enablement: www.salesIQglobal.com

In this episode we talk to Tiffani Bova (Global Customer Growth and Innovation Evangelist at Salesforce) as we discuss lessons she learned in 2020, she explains what "co-opetition" is, and why it's important to know who uses what apps based on demographics. Keep up with Tiffani on her website Subscribe to her podcast **More about Tiffani** Tiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Bova has been named to the latest Thinkers50’s list of the world’s top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who’s thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. As host of What’s Next! with Tiffani Bova, an iTunes’ all-time business and management bestseller and a top sales podcast according to Top Sales Magazine, Bova has interviewed a growing number of exceptional humans including Arianna Huffington, Chester Elton, Dan Pink, Ginger Hardage, Bonin Bough, Mark Victor Hansen, Seth Godin and Tom Peters. Bova is a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Her book Growth IQ was one of 800-CEO-READ’s top 5 strategy and leadership books of 2018, the #1 Salesforce, Dreamforce Bookstore seller in 2018 and continues to be a monthly bestseller on Porchlight (formerly 800-CEO-Read) in 2019 and 2020. Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is highly sought-after keynote speaker. Prior to working with Salesforce she was a sales, marketing and customer service executive for startups as well as Fortune 500 companies where she was recognized as being one of the first to develop a robust go to market model for cloud based solutions, and indirect channel strategies to accommodate changes in buying behavior. She left the corporate world and joined Gartner becoming a Distinguished Analyst and Research Fellow where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at architecting bold new strategies for sales and growth. Bova’s time on the front lines of sales, marketing and innovation, combined with her insightful candor, has resulted in a unique perspective that continues to inspire businesses and individuals to get smarter about the choices they make, think forward and increase their Growth IQ. Follow The Startup Life Podcast Facebook Page Want gear from The Startup Life? Check out our gear! Check out other great podcasts from The Binge Podcast Network. Written by: Dominic Lawson Executive Producers: Dominic Lawson and Kenda Lawson Music Credits: **Show Theme** Behind Closed Doors - Otis McDonald **Break Theme** Cielo - Huma-Huma

In this episode we talk to Tiffani Bova(Global Customer Growth and Innovation Evangelist at Salesforce) as we discuss lessons she learned in 2020, she explains what "co-opetition" is, and why it's important to know who uses what apps based on demographics. Keep up with Tiffani on her website Subscribe to her podcast **More about Tiffani** Tiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Bova has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts. As host of What's Next! with Tiffani Bova, an iTunes' all-time business and management bestseller and a top sales podcast according to Top Sales Magazine, Bova has interviewed a growing number of exceptional humans including Arianna Huffington, Chester Elton, Dan Pink, Ginger Hardage, Bonin Bough, Mark Victor Hansen, Seth Godin and Tom Peters. Bova is a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Her book Growth IQ was one of 800-CEO-READ's top 5 strategy and leadership books of 2018, the #1 Salesforce, Dreamforce Bookstore seller in 2018 and continues to be a monthly bestseller on Porchlight (formerly 800-CEO-Read) in 2019 and 2020. Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is highly sought-after keynote speaker. Prior to working with Salesforce she was a sales, marketing and customer service executive for startups as well as Fortune 500 companies where she was recognized as being one of the first to develop a robust go to market model for cloud based solutions, and indirect channel strategies to accommodate changes in buying behavior. She left the corporate world and joined Gartner becoming a Distinguished Analyst and Research Fellow where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at architecting bold new strategies for sales and growth. Bova's time on the front lines of sales, marketing and innovation, combined with her insightful candor, has resulted in a unique perspective that continues to inspire businesses and individuals to get smarter about the choices they make, think forward and increase their Growth IQ.   Follow The Startup Life Podcast Facebook Page Want gear from The Startup Life? Check out our gear! Check out other great podcasts from The Binge Podcast Network. Written by: Dominic Lawson  Executive Producers: Dominic Lawson and Kenda Lawson Music Credits: **Show Theme**  Behind Closed Doors - Otis McDonald  **Break Theme** Cielo - Huma-Huma 

Chester Elton and Tiffani Bova discuss "Purpose over Profit" In this EpisodeTiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Bova has been named to the latest Thinkers50's list of the world's top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She also contributes her thinking to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who's thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts.As host of What's Next! with Tiffani Bova, an iTunes' all-time business and management bestseller and a top sales podcast according to Top Sales Magazine, Bova has interviewed a growing number of exceptional humans including Arianna Huffington, Chester Elton, Dan Pink, Ginger Hardage, Bonin Bough, Mark Victor Hansen, Seth Godin and Tom Peters.Bova is a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council.Her book Growth IQ was one of 800-CEO-READ's top 5 strategy and leadership books of 2018, the #1 Salesforce, Dreamforce Bookstore seller in 2018 and continues to be a monthly bestseller on Porchlight (formerly 800-CEO-Read) in 2019 and 2020.Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is highly sought-after keynote speaker. Prior to working with Salesforce she was a sales, marketing and customer service executive for startups as well as Fortune 500 companies where she was recognized as being one of the first to develop a robust go to market model for cloud based solutions, and indirect channel strategies to accommodate changes in buying behavior. She left the corporate world and joined Gartner becoming a Distinguished Analyst and Research Fellow where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at architecting bold new strategies for sales and growth.Bova's time on the front lines of sales, marketing and innovation, combined with her insightful candor, has resulted in a unique perspective that continues to inspire businesses and individuals to get smarter about the choices they make, think forward and increase their Growth IQ. LifeGuides is a peer-to-peer community that helps people navigate through their day-to-day stressors by providing a place of empathy, listening, wisdom and support with a Guide who has walked in your shoes, experiencing the same challenge or life experience as you.

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get.  This week on INSIDE Inside Sales, Darryl welcomes one of the world’s foremost authorities on all things sales, the brilliant Tony J. Hughes. Darryl and Tony discuss strategies to convert your inbound leads, such as finding the proper context for outreach, and doing enough pragmatic research so you can personalize content. They also share valuable advice on using inbound leads to get access to key people and quality information, as well as ways to win deals by understanding your buyer. Don’t miss the all-important 3 questions to improve engagement through inbound leads on this episode of INSIDE Inside Sales!   About Darryl's Guest: Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific.Tony has served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies, and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, Salesforce, TAL Life, Zip Water, Findex, BAE Systems, Flight Centre Travel Group, Red Hat, Agilyx, NEXTDC, and UBT with their 4,000 member companies globally.   INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

In this episode of the OKRs Q&A Podcast, Tim Meinhardt interviews Tony Hughes on how to build relationships with Senior Level Executives and how to speak the language of leaders so you can successfully sell in today's marketplace. Tony emphasizes the need to know your customer, specifically their most important Objectives and the measurable Key Results they need to get there. This is OKRs taken to the next level. Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and as a CEO. As a renowned speaker and independent consultant, Tony's credentials include:• Ranked #1 sales blogger globally by both Top Sales Magazine and also by Best Sales Blogger Awards (2018) and #1 webinar globally by Top Sales Magazine in 2019.• Rated as the most influential person in professional selling within Asia-Pacific by Top Sales World Magazine (2017 – 2019)• Ranked #3 sales expert and thought leader globally by LinkedIn (2018)Tony is a bestselling author and has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association. His upcoming book is Tech-Powered Sales.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on a number of advisory boards and has taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney. He speaks at conferences internationally and his consulting clients include some of the best-known brands in the world including Salesforce, Flight Centre Travel Group, Grant Thornton, SAP, IBM, Red Hat and other market leaders.Additional Information on Tony:• Speaker and author website: www.TonyHughes.com.au• Corporate and sales methodology website: www.RSVPselling.com• YouTube channel: https://www.youtube.com/RSVPselling/videos• Sales enablement platform (co-founder): www.salesIQglobal.com• LinkedIn profile: https://www.linkedin.com/in/hughestony/• LinkedIn blog articles: www.linkedin.com/today/posts/hughestony• Twitter: TonyHughesAU https://twitter.com/TonyHughesAUIf you interested in working with the Atruity team or downloading our free e-book The Seven C's To OKR Success - click this link: https://linktr.ee/atruity

Tiffani Bova is the growth and innovation evangelist at Salesforce and the author of the Wall Street Journal and 800-CEO-READ bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business (Portfolio). Bova was recently named to Thinkers50s Radar Class of 2019 and was Thinker of the Month in December 2018. She has appeared on MSNBC and Yahoo Finance, among others, and was featured in the January 2019 issue of Rotman Management Magazine’s Disruption Issue. She has also contributed to publications including Harvard Business Review, Forbes, Entrepreneur, and Huffington Post, and is a frequent guest on Wharton Business Radio and a variety of industry-leading podcasts. As host of What’s Next! with Tiffani Bova, one of the top 100 business and marketing podcasts on iTunes and top sales podcast of 2018 and 2019 according to Top Sales Magazine, she has interviewed guests from Arianna Huffington and Tom Peters to Dan Pink Bova is a top influencer in Customer Experience, Digital Transformation, the Future of Work, and Sales, and she was recently recognized as one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2019, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Her book Growth IQ was one of 800-CEO-READ’s top 5 strategy and leadership books of 2018, and the #1 Salesforce, Dreamforce Bookstore seller in 2018. Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is a highly sought after keynote speaker. Prior to working with Salesforce she was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth. Bova has also lived in the fast lane of high tech, leading sales, marketing, and customer service organizations, driving growth and creating durable competitive advantages for startups and Fortune 500 Companies alike such as Sprint, Inacom, Interland (web.com) and Gateway Computers. Throughout, she learned how to lead sales and marketing teams in hotly competitive markets. She is considered one of the early pioneers of cloud-based sales strategies and completely reinvented indirect “go-to-market” tactics in several hardware and services businesses. Her high-velocity years at the front lines also gave Bova the hands-on expertise executives crave in their strategic partners and made her an authentic, passionate, and brilliant advocate committed to her clients’ success and prosperity. What You Will Learn: Tiffani’s role as the growth and innovation evangelist at Salesforce Tiffani’s journey into the realm of sales How Tiffani’s involvement in sports influenced her career decisions in the future How sports mold our character traits and train us to deal with adversity What you can do to better manage your time if you want to be successful The importance of investing in yourself personally and professionally Resources: Website: https://tiffanibova.com/ https://www.salesforce.com/blog/2016/03/welcome-tiffani-bova-salesforce.html https://www.salesforce.com/ LinkedIn: https://www.linkedin.com/in/tiffanibova/ https://www.linkedin.com/company/salesforce/ Twitter: @Tiffani_Bova @salesforce Facebook: https://www.facebook.com/TiffaniBova/ https://www.facebook.com/salesforce/

Tony Hughes is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific and he is the most read LinkedIn author globally on sales leadership. In this episode, Tony shares how his RSVP methodology came about and how he has helped thousands of sales leaders.

How to unstick a stalled Sales Deal Tony is an international keynote speaker, bestselling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, & more.

This episode I speak with Tony Hughes, an international keynote speaker, best selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. In our conversation we discuss: What an effective sales kickoff meeting looks like in 2020 and beyond What sales leaders really want from marketing to help them achieve their goals How marketing can enable Sales to have better conversations with target buyers Additional Resources: Combo Prospecting (Tony's book) Tony's Website Engage with Tony on LinkedIn and Twitter Music/Production: Chris "KID" Robinson, Hitmakuzz Productions Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

Tiffani Bova is the growth and innovation evangelist at Salesforce and the author of the Wall Street Journal and bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Bova was recently named to Thinkers50’s Radar Class of 2019 and was Thinker of the Month in December 2018. She has appeared on MSNBC and Yahoo Finance, among others, and was featured in the January 2019 issue of Rotman Management Magazine's Disruption Issue. She has also contributed to publications including Harvard Business Review, Forbes, Entrepreneur, and Huffington Post, and is a frequent guest on Wharton Business Radio and a variety of industry-leading podcasts. As host of What's Next! with Tiffani Bova, one of the top 100 business and marketing podcasts on iTunes and top sales podcast of 2018 and 2019 according to Top Sales Magazine, she has interviewed guests from Arianna Huffington and Tom Peters to Dan Pink. Follow Worthix on LinkedIn: https://www.linkedin.com/company/worthix/ Follow Worthix on Twitter: @worthix Follow Mary Drumond on LinkedIn: https://www.linkedin.com/in/marydrumond/ Follow Mary Drumond on Twitter: @drumondmary Follow Tiffani Bova on LinkedIn: https://www.linkedin.com/in/tiffanibova/ Follow Tiffani Bova on Twitter: @Tiffani_Bova Find about more on Tiffani Bova on her website: http://www.tiffanibova.com/

Keep your eyes open and your gloves up because Tony J. Hughes is ready to help you knockout your competition today with a method he calls Combo Prospecting, a powerful one-two punch that fills your pipeline and wins sales.  Tony is an international keynote speaker, best selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. Originally aired March 20, 2018 Are you sick of hustling for sales and not making the commissions you want? Are you ready for more financial rewards and more enjoyment from your work? Stop dreaming, start achieving with the Ultimate Sales Assessment and Certification with Jeffrey Gitomer. On today's show... 4:52 - What is a combo prospect? 11:43 - Are you sales insane? You are if you commit these "sales acts of insanity" 21:08 - The top 3 expectations of buyers 27:59 - What kind of oath should today's salesperson be taking? 33:39 - Tony's biggest sales DON'Ts  LISTEN TO THIS NEXT The Why and the Buy Podcast hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy FREE EBOOK: Jeffrey's Little E-Book of How to Listen Listen up! We have a new free ebook offer for our Diehards. Blah, blah, blah...is that all your prospects seem to say when they're telling you why they ain't buying what you're selling? Then you've got a real problem on your hands: you SUCK at listening! Get better and get more deals with this free e-book.

If you could identify one superpower that would set your business on fire what would it be?You would imagine growth strategy would go hand in hand with running a successful business, but the reality is that many business leaders fail to see the opportunities right in front of them. That is why Growth IQ is the magic elixir enabling business leaders to harness the growth opportunities that are ripe for the picking.Today's guest, Tiffani Bova is the global customer growth and innovation evangelist at Salesforce and Wall Street Journal bestselling author of ‘Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business’.Having spent her career decoding the art of Growth IQ, she is a top influencer in customer experience, digital and the future of work. She is a master of sales transformation and business model innovation, a highly sought after speaker and business influencer. She is also the host of ‘What's Next! with Tiffani Bova’ which has featured guests from Arianna Huffington to Dan Pink, and continues to rank as one of the top 100 business and marketing podcasts on iTunes, and won top Sales and Marketing Podcast by Top Sales Magazine in 2017.Tiffani is Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Influencer, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. She has appeared on MSNBC and Yahoo Finance and is a regular contributor to Forbes, Harvard Business Review, Marketing Matters on Wharton Business Radio - SiriusXM and Huffington Post in addition to a variety of industry-leading podcasts.In today's podcast we cover off;Why great storytelling and great data are a formula for sales successWhy the best leaders are also the best storytellersWhy business growth is never a quick fixHow to maximise your sales with the people and resources you already haveThe role of purpose in the pursuit for growthWhy the experience wins the saleWe decode the higher expectations of tomorrow's customerAsking for a symphony of feedbackThe art of collaborative sellingKey insights into influence from one of the worlds bestWhen it comes to the intersection of epic business influence, sales and digital growth Tiffani is a global leader whose journey is only just beginning, and that is why I couldn't more excited about having her on board as an Inside Influence guest. Grab yourself a coffee, sit back and get ready to grow with the one and only author of Growth IQ, the incredible Tiffani Bova. See acast.com/privacy for privacy and opt-out information.

Tiffani Bova is the global customer growth and innovation evangelist at Salesforce and Wall Street Journal bestselling author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business Portfolio). Tiffani has appeared on MSNBC and Yahoo Finance and is a regular contributor to Forbes, Harvard Business Review, Marketing Matters on Wharton Business Radio - SiriusXM and HuffingtonPost in addition to a variety of industry-leading podcasts. She is a top influencer in Customer Experience, Digital Transformation, the Future of Work, and Sales, and she was recently recognized as one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Influencer, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Tiffani also hosts the podcast What's Next! with Tiffani Bova which has featured guests from Arianna Huffington to Dan Pink, continues to rank as one of the top 100 business and marketing podcasts on iTunes, and won top Sales and Marketing Podcast by Top Sales Magazine in 2017. What you'll learn about in this episode: How Tiffani started her career in sales before moving to marketing and customer service How Tiffani's "super power" helps her understand the market and communicate with others effectively What areas of communication Tiffani focused on when transitioning from sales to marketing Why it's important to focus on what the customer wants, rather than what you and your company want Why there needs to be teamwork between the sales and marketing teams, and why both are necessary Why it's important to allow your staff to sometimes fail without feeling their jobs are at risk Why a solid team requires not just excellent leadership, but also requires time and the desire to work together What challenges Tiffani faced transitioning her career from sales, and how she overcame those challenges How Tiffani uses "airplane time" to get caught up and to allow herself time to think and strategize The process Tiffani used to write her book "Growth IQ", with the idea of being easily digestible and full of solid information How to contact Tiffani Bova: Twitter: @Tiffani_Bova Instagram: @tiffanibova LinkedIn: www.linkedin.com/in/tiffanibova Website: www.tiffanibova.com Growth IQ by Tiffani Bova: http://a.co/d/gpBgaCM  

In this podcast, we chat about how to grow a following of sales pros. Our guest is Jonathan Farrington, a globally recognized business coach, mentor, author, keynote speaker, and consultant, who has guided hundreds of companies and thousands of individuals around the world towards optimum performance levels. He is also the creator and CEO of Top Sales World and the editor of Top Sales Magazine

 Find out the three reasons why business owners struggle with pipeline Hear from Tony how dating is linked to business The importance of being buyer centered Resources/Links: www.tonyhughes.com.au www.tonyhughes.com.au/the-joshua-principle Summary   Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. In this episode of Marketing the Invisible, Tony discussed the future of professional selling, the reason why people struggle with their pipeline and how buyer behavior has impacted the transformation of sales especially from CEO's point and the rest of the business ladder. Check out these episode highlights: 00:45 – Tony Hughes professional background as a coach 01:19 – the ideal client that Tony serves: large B2B sales organization people who have got a top line revenue problem that they need to solve. 01:41 – symptoms his clients experience when trying to solve their revenue problems 02:11 – what ‘missing numbers' is all about, the outcome not the root cause, suffering from a higher turnover of salespeople in their own organization. They'll be struggling with diminishing customer loyalty. 00:07:54 – What to do to sell more? Just amp up what you're doing. Most people are just way too passive. You need to be driving combinations of outreach at the right targeted people. Know what would an ideal customer looks like, how that organization profiles up, targeting the right organizations, and then understand buyer personas and what matters to them. Tweetable Takeaway from this Episode: Transcript: (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: Hello everyone. A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from on the sand of Little Castaways Beach in Queensland, Australia. Joined today by Tony Hughes. Who is not that far away. Tony, where you're beaming in from? Tony Hughes: I'm in Sydney today. Tom Poland: Sydney. The Big Smoke, the New York of Australia. For those of you don't know Ton, you must have been living under a rock or in a cave. Because he's got 35 years sales leadership experience. He is a bestselling author, is the number one blogger globally on B2B sales. He is so much in demand that he told me before the interview that he really does not want any more clients. Please don't promote me too heavily. So I think if you want evidence of the fact that Tony's stuff actually work you need not look no further than that Tony himself. He is the most read person in LinkedIn on the topic of B2B sales. Tom Poland: Our title today. And Tony thank you so much for giving up your time especially given that you don't actually need or want more clients. Very generous of you to donate to some of the time to help folks. The title is "How to Understand the Future of Professional Selling" as usual we will do that in 7 minutes. Tony, your timer starts now. Question number one is who is your ideal client? Tony Hughes: So my ideal client is a large B2B sales organization.

 Find out the three reasons why business owners struggle with pipeline Hear from Tony how dating is linked to business The importance of being buyer centered Resources/Links: www.tonyhughes.com.au www.tonyhughes.com.au/the-joshua-principle Summary   Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. In this episode of Marketing the Invisible, Tony discussed the future of professional selling, the reason why people struggle with their pipeline and how buyer behavior has impacted the transformation of sales especially from CEO's point and the rest of the business ladder. Check out these episode highlights: 00:45 – Tony Hughes professional background as a coach 01:19 – the ideal client that Tony serves: large B2B sales organization people who have got a top line revenue problem that they need to solve. 01:41 – symptoms his clients experience when trying to solve their revenue problems 02:11 – what ‘missing numbers’ is all about, the outcome not the root cause, suffering from a higher turnover of salespeople in their own organization. They'll be struggling with diminishing customer loyalty. 00:07:54 – What to do to sell more? Just amp up what you're doing. Most people are just way too passive. You need to be driving combinations of outreach at the right targeted people. Know what would an ideal customer looks like, how that organization profiles up, targeting the right organizations, and then understand buyer personas and what matters to them. Tweetable Takeaway from this Episode: “The reality is if you're struggling with pipeline you've actually got a sales problem. It's a giant mistake to separate the creation of pipeline from the process of actually driving a sale.” -@TonyHughesAU Click To Tweet “People have gone hyper passive in this social and digital world in how they try and build a pipeline. They expect people to come and find their website where they do a whole lot of soft things in Linked In or digital outbound. And at the end of…Click To Tweet “Don’t mistake someone ignoring us as someone rejecting us.” - @TonyHughesAUClick To Tweet “Selling is the skill that everybody in life needs. But it's the skill that nobody seems to want.” - @TonyHughesAUClick To Tweet Transcript: (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: Hello everyone. A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from on the sand of Little Castaways Beach in Queensland, Australia. Joined today by Tony Hughes. Who is not that far away. Tony, where you're beaming in from? Tony Hughes: I'm in Sydney today. Tom Poland: Sydney. The Big Smoke, the New York of Australia. For those of you don't know Ton, you must have been living under a rock or in a cave. Because he's got 35 years sales leadership experience. He is a bestselling author, is the number one blogger globally on B2B sales. He is so much in demand that he told me before the interview that he really does not want any more clients. Please don't promote me too heavily. So I think if you want evidence of the fact that Tony's stuff actually work you need not look no further than that Tony himself. He is the most read person in LinkedIn on the topic of B2B sales. Tom Poland: Our title today. And Tony thank you so much for giving up your time especially given that you don't actually need or want more clients.

Tony Hughes has thirty years of corporate and sales leadership experience with unbroken personal and team sales records. He is: Currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards Rated as the most influential person in professional sales within Asia-Pacific by Top Sales World Currently ranked #3 sales expert and thought leader globally by LinkedIn Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He has more than 400,000 followers on his blogs. The American Management Association published his most recent book, COMBO Prospecting. He teaches ‘modernized selling’ within the MBA program at the University of Technology, Sydney; sits on a number of boards; and is Chair of a CEO mentor group with The Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world. Most passionate about The thing I’m most passionate about today, in business at least, is helping organizations solve their revenue problem. Revenue is like airspeed, if you don’t have enough, none of the other controls seem to work. Businesses are relentlessly pursuing growth, and are facing more and more competition. Also, the failure rate of sellers, especially in the B2B market, is increasing. So, my passion is about helping salespeople become successful and helping organizations sell with a real sense of purpose. Tony’s best advice about approaching customers One of the things that every marketer, salesperson, and entrepreneur needs to do is take themselves out of their own world and view what they do through the eyes of their customers. Content is king, but audience is queen. Biggest failure with a customer When I was 25, we sold the manufacturing business in Australia and I took the business to the USA; I was convinced I’d be a multimillionaire by the time I was 30. I felt confident, but the truth is my confidence was misplaced and I think every entrepreneur when they start out, is excited and confident that they are not going to be one of the statistics, that they are going to succeed. But what I realized was, I hadn’t done enough market research. I’d undervalued the importance of being able to sell, and when I came back from America a few years later, that was what prompted me to get into sales. The thing I say about selling is it’s a skill that nobody wants and yet everyone needs. Biggest success due to the right customer approach  When I wrote COMBO Prospecting, I was looking for the right publisher to publish it, so I ran a COMBO prospecting campaign. I ran a sales campaign where I identified three different publishing houses that I thought would be right for me. I identified the key people, I put myself in their shoes, I wondered: ‘what are the metrics that they measure by?’ I needed to find common connections that can lead to an introduction because introductions, or referrals, are very important since they start a relationship with trust. I also was monitoring for trigger events because trigger events can start a conversation with the right context. In the end, two of the three publishing houses offered me a contract and I ended up selecting AMACOM. Tony’s most recommended tool The first tool is, if you’re an entrepreneur in business, as soon as you can, invest in a proper CRM marketing automation platform. If you want to be truly customer-centric, and if you want to support end to end customer lifecycle and execute campaigns and be all about delivering great customer service for people, as early as you can in your business, as soon as you can afford it, put in a proper CRM marketing automation and support system, and I certainly, and without hesitation, recommend SalesForce. The second tool is my secret, called SocialBee. It’s a brilliant product for anyone who is serious about digital and

Tony Hughes is the CEO and Managing Director of RSVP Selling and author of multiple books, including Combo Prospecting. As a best-selling author and award winning blogger, Tony is ranked by Top Sales Magazine as the Most Influential Person in Professional Selling in Asia Pacific. He is the most read LinkedIn author on the topic of leadership and speaks at conferences internationally, including the Salesforce World Tour event. He also teaches modernized selling within the MBA Program at The University of Technology in Sydney and sits on a number of advisory boards. Tony is a powerhouse of knowledge and is going to share a variety of amazing tactical sales processes and tips in this episode. Gain insight on the world of selling, tools you should be using and how to be successful in sales. Key Topics How technology is changing the world of selling Sales tools you need Unrealistic expectations of buyers Objections are for amateurs Negotiation Action items to shift away from a silent sales floor Time blocking Digging deep to find the perfect messaging How to effectively prospect and sell Book Recommendations Cracking the Sales Management Code - Jason Jordan Interact with Tony LinkedIn -Tony Hughes Rsvpselling.com Tonyhughes.com.au The Joshua Principle Combo Prospecting Notable Quotes “The thing all sellers need to think about is - I’m seeking alignment. I’m trying to find people that fit my ideal customer profile that feel, think and believe the things that line them up really well to be a great fit for us, to be a good client.” “We misinterpret people not responding to us as rejecting us.” “Phone on it’s own doesn’t work. Email on it’s own doesn’t work. Digital on it’s own doesn’t work. Social on it’s own doesn’t work… To break through we’ve got to use combinations.” “So long as your narrative is all about them and not about you and they believe they are going to get something out of a conversation, as opposed to a pitch as a salesperson, then you’re not an annoying pest, you are someone who earned the right for engagement. “The number one mistake people make is they try to manage by results instead of managing the activities that feed into the objectives then that create the results.” “Selling is about the transference of beliefs.” “We don’t know what channel works best for our buyer so try all of them until you figure out which one does.” “You need to be a true believer. You need to have great values. Buyers aren’t stupid. If you aren’t all in on what you are doing, people will really sense that. You need to be passionate about the difference you can make in customers lives with that solution you go and take to market.” “You have to quickly embrace the technologies that are changing everything.” Would you like to see more great stuff like this? I'm on a mission to connect with the most inspiring sales leaders and share their wisdom and insights with the world. If you'd like to get updates when I share new stuff please sign up here.

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn. Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association. Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.   Here are some of the topics covered in this episode:   Biggest trends in B2B Sales and how to adapt successfully Top tools every modern sales rep needs The winning strategy to modernize your sales process How to create your own narrative The most important sales skills you need to be successful in the new era of B2B Sales   About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.   Website: www.RSVPselling.com Speaker Website: www.TonyHughes.com.au Twitter: @TonyHughesAU and @RSVPselling Linkedin: www.linkedin.com/in/hughestony

Jonathan Farrington: Jonathan har lång erfarenhet av att arbeta med säljutveckling av säljorganisationer. Han har sålt sitt konsultbolag och är idag CEO för Top Sales World och chefredaktör för deras tidning som han startat då han brinner för att utveckla säljorganisationerna i världen. Han säger att 80% av försäljningscheferna är inkompetenta för sin uppgift, bl a beroende hur de tillsätts. Intervjun handlar mycket om synen på säljorganisationen som behöver ändras om företag ska lyckas överleva och nå sina budgetar. Jonathan Farrington is a globally recognized keynote speaker, business coach, mentor, author, consultant, and sales futurist who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the CEO of Top Sales World and the Executive Editor of Top Sales Magazine. Jonathan’s written work has been republished by a host of journals, including The New York Times, The Washington Post and The London Times. He is consistently named amongst the top most influential sales and marketing experts in the world. In this Conversations that makes a difference we are talking about the necessary changes in sales that needs to be done. If sales are important for you this is worth listening to.

Our guest this week is Tony J. Hughes. He's been on the show before and we're glad to have him back! Tony has thirty years of sales leadership experience and holds personal and team sales records that have never been broken. He is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is an award winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. He has more than 135,000 followers of his blog and Tony's first book has become a business best seller. Today we're talking about his next book, COMBO Prospecting which you can find here. Tony's articles can be read at www.linkedin.com/today/posts/hughestony and he can also be found at www.TonyHughes.com.au and www.RSVPselling.com. This episode is brought to you by, Deathwish Coffee, the world's strongest coffee and the only brew we drink when we do the show. It's the only choice for the true Sell or Diehard! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Jonathan Farrington CEO of Top Sales World and editor of Top Sales Magazine, joins host, Mike Montague, to talk about the best practices for how to succeed at client retention. Jonathan shares his attitudes, behaviors, and techniques that will help you get to the top and stay there. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018 Don't forget to subscribe and leave us a 5-star review on iTunes!

Jonathan Farrington CEO of Top Sales World and editor of Top Sales Magazine, joins host, Mike Montague, to talk about the best practices for how to succeed at client retention. Jonathan shares his attitudes, behaviors, and techniques that will help you get to the top and stay there. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018 Don't forget to subscribe and leave us a 5-star review on iTunes!

Jonathan Farrington CEO of Top Sales World and editor of Top Sales Magazine, joins host, Mike Montague, to talk about the best practices for how to succeed at client retention. Jonathan shares his attitudes, behaviors, and techniques that will help you get to the top and stay there. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018 Don't forget to subscribe and leave us a 5-star review on iTunes!

Tamara been in the world of sales for more than 20 years, building up a reputation as an innovator and sales enablement evangelist, specializing in strategic sales enablement and sales force transformation.She’s also an influential blogger and speaker, and a regular contributor to Top Sales Magazine.Learn More: https://www.csoinsights.com/blog/Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Tamara been in the world of sales for more than 20 years, building up a reputation as an innovator and sales enablement evangelist, specializing in strategic sales enablement and sales force transformation.She’s also an influential blogger and speaker, and a regular contributor to Top Sales Magazine.Learn More: https://www.csoinsights.com/blog/Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. His last book, Fanatical Prospecting, has been the number one ranked Sales and Marketing textbook on Amazon since its release two years ago. Through his companies Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. He is the author of seven books. Topics Covered: Jeb’s books Why emotional intelligence matters in sales Why the sales profession finds itself in the middle of a perfect storm What ultra-high performers - the top 1% of salespeople - are doing differently How to align your selling process with the buying process The 5 most important questions in sales How to decrease corporate sales cycles Aligning stakeholder expectations The power of micro-commitments and reciprocity How to measure and increase your sales EQ Show Notes: Sales Gravy website: www.salesgravy.com Jeb on Twitter: @salesgravy Jeb on Instagram: @salesgravy Jeb on Linkedin: www.linkedin.com/in/jebblount Sales Gravy podcast: www.salesgravy.com/jeb-blount-sales-podcast Jeb’s website: www.jebblunt.com Get Jeb's books on Amazon: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling - https://amzn.to/2pcdTOJ   Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No - https://amzn.to/2xoho8a   Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - https://amzn.to/2OoeGHa   People Buy You: The Real Secret to what Matters Most in Business - https://amzn.to/2OxdRf6   People Follow You: The Real Secret to What Matters Most in Leadership - https://amzn.to/2OoeKqo   People Love You: The Real Secret to Delivering Legendary Customer Experiences - https://amzn.to/2OolB33   Sales Guy's 7 Rules for Outselling the Recession (Quick & Dirty Tips) - https://amzn.to/2xlp5MG   --- Join the conversation on Facebook: www.facebook.com/groups/futuresquared/where you can discuss episodes, request guests, propose questions for forthcoming guests and access exclusive content and special offers! Listen on iTunes @ goo.gl/sMnEa0 Listen on Spotify @ spoti.fi/2G2QsxV Listen on Stitcher @ www.stitcher.com/podcast/future Listen on Google Play @ bit.ly/FSGoog ‍ If you've got any questions on this podcast feel free to send an email to steve@collectivecamp.us or tweet me on Twitter @steveglaveski or @future_squared Follow me on Instagram: @thesteveglaveski Like us? ‍ It'd make our day if you took 1 minute to show some love on iTunes, Stitcher or Soundcloud by subscribing, sharing and giving us a 5 star rating. ‍ To sign up to our mailing list head to www.futuresquared.xyz For more information on Collective Campus, our innovation hub, school and consultancy based in Australia and Singapore check out www.collectivecampus.io ‍ ‍

Tony Hughes is an international speaker and best selling author with 30 years of sales leadership experience. He is ranked as the most influential person in professional selling within Asia-Pacific by Top Sales Magazine and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is also the ‘most read’ LinkedIn Author globally on the topic of sales leadership and in 2016 was recognized multiple times as a top 2 blogger globally. His upcoming book is titled COMBO Prospecting and his blog articles can be read within his LinkedIn profile where he has more than 120,000 followers.He can also be found at www.RSVPselling.com and www.TonyHughes.com.au.Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Tony Hughes is an international speaker and best selling author with 30 years of sales leadership experience. He is ranked as the most influential person in professional selling within Asia-Pacific by Top Sales Magazine and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is also the ‘most read’ LinkedIn Author globally on the topic of sales leadership and in 2016 was recognized multiple times as a top 2 blogger globally. His upcoming book is titled COMBO Prospecting and his blog articles can be read within his LinkedIn profile where he has more than 120,000 followers.He can also be found at www.RSVPselling.com and www.TonyHughes.com.au.Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

CEO of Top Sales World, Executive Editor of Top Sales Magazine, Author, Customer Experience Evangelist, Sales FuturistLearn more: www.topsalesworld.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

CEO of Top Sales World, Executive Editor of Top Sales Magazine, Author, Customer Experience Evangelist, Sales FuturistLearn more: www.topsalesworld.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Jeb Blount, CEO of Sales Gravy, is a leading expert on how human relationships impact account management, customer experience, leadership and sales. He helps many of the world's leading organizations accelerate revenue growth and profits through a focus on interpersonal relationships. Under Jeb’s leadership, Sales Gravy has become a global leader in sales enablement solutions, including sales recruitment and staffing, sales on-boarding automation, custom sales training program development and delivery, and sales coaching. He is the author of six books, including People Buy You: The Real Secret to what Matters Most in Business, and was recently named one of the world’s 50 Most Influential Sales and Marketing Leaders by Top Sales Magazine, and in a March 2014 Forbes article, as one of the Top 30 Social Selling Influencers in the world. Contact Jeb at jeb@salesgravy.com, call 1-888-360-2249 or visit www.salesgravy.com