Best Selling

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 f

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

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 m

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 su

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 pr

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, jou

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 auth

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

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,

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@Sca

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

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, advis

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

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

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

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 tea

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