The Selling Well

Scott is the CEO and Co-Founder of The Whitten & Roy Partnership - a sales and management consulting firm that has guided businesses and organizations in over 40 countries to transform the way they sell. Scott actually spent the first part of his career building and running large, direct-sales organizations. Scott wrote Decision Intelligence Selling - Transform The Way Your People Sell, with his co-author and partner Roy Whitten. Their guidance on transforming your sales organizations is grounded in a deep understanding of the human mind and immense real-world business experience. They believe that our ultimate purpose as sales professionals is not to persuade our clients to buy, but rather to increase their ability to make the very best buying decision. Highlights Scott's journey in professional sales. - 4:31 How's his business was able to work in 40 different countries. 7:31 The challenges in professional sales today: How are we doing as a profession? - 16:09 Helping our clients and prospects make a better decision: How does it work? - 22:14 What decision intelligence is all about. - 26:40 Impact on the seller: How does impact change their behavior? Why should it change other people's mindset and they should be committed to it? - 28:36 The hard thing to do as a sales person. - 34:56 A different approach when addressing attitude. - 40:44 One of the best ways to drive sales people crazy. - 47:01 How to contact Scott to learn more? - 52:21 Episode Resources Sell Well, Do Good: DQ Selling for Social Enterprises Consultative Closing Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Scott Roy https://www.wrpartnership.com/ https://www.linkedin.com/in/scottaroy

Anthony is an author, sales leader, and highly-sought after keynote speaker. He is the President and Chief Sales Officer of Solution Staffing, faculty member at Capital University, and the author of these three bestselling books: The Only Sales Guide You'll Ever Need, The Lost Art of Closing, and Eat Their Lunch: Winning Customers Away From Your Competition. Highlights Who is Anthony Iannarino and what's interesting about him? - 0:43 Information about his new book: Things and experiences which prompted Anthony to write this book. - 4:13 How do we help and coach our teams to get to the point where the buyer can see them as adding value? - 12:59 His favorite saying "If you wanna reach me, teach me." - 18:08 The first thing a sales person should go through. - 19:52 If the individual can't actually have a live conversation and show value in a reasonably short amount of time, then the buyer doesn't want to waste their time. - 25:37 You should never be afraid to ask the questions that are going to get you the best information so that you can actually help people. - 37:52 The resources that Anthony likes, both for business acumen and for selling, outside of his books. - 40:16 How to get in touch with Anthony - 43:51 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Anthony Iannarino https://www.thesalesblog.com/ https://www.thesalesblog.com/anthony-iannarino https://www.facebook.com/thesalesblog https://www.linkedin.com/in/iannarino/ https://twitter.com/iannarino https://www.thesalesblog.com/newsletter The Only Sales Guide You'll Ever Need https://podcasts.apple.com/us/podcast/the-anthony-iannarino-show/id1539409051

Jason Jordan is the co-author of Cracking the Sales Management Code – The Secrets to Measuring and Managing Sales Performance. This is universally acknowledged as one of the top sales management books in existence. He is a recognized thought-leader and sought-after speaker on the subject of sales management. He has worked with many large clients including GE, 3M, FedEx, Essilor, and has dedicated his career to conducting research to advance the field of sales management. He teaches this subject at the University of Virginia's Darden School of Business. Highlights The journey of his professional career. - 2:33 How would you know if the sales force is really good? Is it really successful? Are you achieving this much that you possibly can? - 13:51 How is professional sales performing as a business discipline? - 13:55 How many companies are hitting their goal? - 14:55 Outside of a sales team, what is Jason seeing in terms of the turnover, the transition, and level of performance? - 16:13 The Cracking the Sales Management Code absolutely lays it out. - 20:13 Suggestions as a sales leader: What's the game plan next year to elevate performance? - 22:05 Everything starts with the buyer. - 23:54 What inside sales is now. - 26:50 Sales is going to be more sophisticated with more roles and more technology and more chop-up processes, but it comes down on conversation. - 30:40 The big challenge: Teaching people who don't know sales. - 33:57 Are there a lot of schools teaching professional sales as a part of their MBA curriculum? - 35:34 How interested are the students in professional selling now? - 40:32 Where to follow and contact Jason. - 41:59 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Jason Jordan https://www.linkedin.com/in/jasonjordansalesmanagement jj@jasonjordan.com https://www.audible.com/author/Jason-Jordan/B0050PIKNO Cracking the Sales Management Role https://salesfoundation.org/

Frank Cespedes is a sales expert and Senior Lecturer at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted with companies around the world. He has written numerous publications and is the author of six books including his latest, Sales Management That Works: How to Sell in a World That Never Stops Changing. Highlights The courses that are dedicated to professional sales. - 6:47 Reasons that sales leadership jobs are accelerating. - 10:58 What makes a sales leadership particularly vulnerable? - 14:05 Two very important implications of the reality of buying. - 20:31 What should the sales leaders take note of for 2022? - 22:44 The role of relationships in sales. - 27:06 Sources of information for compensation data. - 32:04 Thoughts and comments on the role of a salesperson diminish over time. - 40:18 How to get in touch with Frank and get a copy of his book. - 44:39 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Frank Cespedes https://frankcespedes.com/ fcespedes@hbs.edu https://www.hbs.edu/faculty/Pages/profile.aspx?facId=126057

Art Sobczak is the author of Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling. This book has been so successful that it's now in its third printing (2020). Art is the host of his own podcast appropriately titled, "The Art of Sales." Using his clear and concise and powerful ideas, Art has helped countless sales professionals use the phone more effectively to break through "the wall" on a demand generation reach outs and sell better. He is the president of Business by Phone, which helps B2B salespeople get results when using the phone, and in charge of the Smart Calling College (virtual sales training). Art's real-world, non-gimmicky ideas for sales have earned him multiple awards and recognitions, including his 2012 lifetime achievement award from the American Association of Inside Sales Professionals. Highlights Why top salespeople have never stopped using the phone- 2:44 Art's journey: How he became one of the top sales trainers in the world. - 7:46 The Smart Calling concept. - 12:47 Pre-call planning. - 19:10 The process of social engineering - 23:29 Reciprocity and how it applies to sales - 26:04 How can you make a live conversation happen? - 27:16 Rule of thumb: Treat everybody like how you want to be treated. - 31:37 The Smart Calling Opening Statement. - 35:13 The two tests. - 38:07 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox Connect with Art Sobczak https://salesbyphone.com/ http://smartcalling.com/ https://www.amazon.com/Art-Sobczak/e/B002ZSS5FM%3Fref=dbs_a_mng_rwt_scns_shar https://www.linkedin.com/in/artsob https://www.youtube.com/artsobczak

Tyler Lessard is widely recognized as an expert on online video for prospecting, selling, and B2B marketing. He is the Chief Video Strategist & VP of Marketing at Vidyard. He is also the author of The Visual Sale - How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World, along with co-author Marcus Sheridan. We discuss how to leverage video across all of the stages of a sales process to increase engagement, connection, and authenticity. Tyler provides some amazing examples of how to connect and stand out with buyers in a sea of email clutter. He also references some best practices for personalizing and humanizing your prospecting activities. Tyler's energy and enthusiasm for this topic are contagious. Besides co-authoring The Visual Sale, hosting the Creating Connections show, and speaking on topics ranging from selling with video to the customer experience, Tyler has been recognized by Demand Gen Report as the top Buyer-Focused B2B Marketer, and by Marketo as one of the top 50 Fearless Marketers. Highlights Visualizing: videos in the sales process. - 2:58 An inspiring story of using video. - 5:05 Planning your message ahead of time. - 6:13 Creating videos creates dynamic conversations. - 7:42 What CEOs, sales leaders, and salespeople need to learn from video. - 29:24 Are there any absolute things to avoid in a video? - 30:19 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox Connect with Tyler Lessard https://www.vidyard.com/ https://ca.linkedin.com/in/tylerlessard https://twitter.com/tylerlessard Amazon Books

Regardless of your role in professional sales, you probably have too much to do and not enough time to do it. In this episode of The Selling Well, I welcome David Allen. David is the author of the enormously successful Getting Things Done: The Art of Stress-Free Productivity. David is one of the world's most influential thinkers in the field of personal productivity. We discuss David's 5-step strategy for clearing your mind, sharpening your focus, and accomplishing more with ease and elegance. We talk about his book and we discuss how you can become more effective, efficient and relaxed in a world that is anything but. Highlights The things that Mark learned after reading David's book. - 2:23 Having 35 jobs before the age of 35 in a nutshell. - 4:08 If something's on your mind, it isn't that clear. - 7:44 Sales people need to evolve so that they sell the way they want to be sold to. - 13:38 The process of capture, clarify, organize, reflect, engage. - 14:15 The first process: Capture. - 15:19 The realistic practical approach. - 18:58 What helps Mark stop worrying about it and then start thinking about executing? - 24:22 What should the team be doing when we clarify? - 24:47 If it's one step that could fix it, and it's less than 2 minutes, do it now. 29:58 Where the real stress is coming from. - 31:53 Trusting the process after building the system. - 34:01 Reflect and engage. - 36:04 Difference between writing it down and using digital tools. - 41:07 Interesting research conducted on personal productivity. - 42:24 Since the book was written, is it more difficult to implement the system, is it easier or is it the same due to the new technology? - 44:36 Where to contact David to learn more. - 48:59 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with David Allen Getting Things Done: The Art of Stress-Free Productivity https://gettingthingsdone.com/

Philip Squire is the CEO of Consalia, a UK-based specialist business school He is also one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is also the author of Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage. Philip talks about his book and explains his key theories for selling effectively. Phillip aligns with Mark in believing that sales is a profession and as such should be recognized as a profession at the university level. His doctoral research project explored 'Complex (Global) Account Selling Effectiveness' and the extent to which a value-based approach to developing relationships with customers enhances sales performance. Highlights Who is Philip Squire? 0:14 The gray zone of goodwill. - 7:58 What triggered him to write this book. - 10:13 Identifying the crisis in sales. - 12:59 The values that buyers want to see. - 22:09 The great advantage for salespeople. - 35:27 The art of knowing how far to go without going too far. - 38:16 Philip's No.1 priority. - 43:56 Leadership qualities are required at a sales leader level to enable transformation. - 44:37 How to reach Philip. - 49:57 Episode Resources Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Philip Squire https://www.linkedin.com/in/philipsquire/ https://www.consalia.com/ https://www.consalia.com/mindset-survey/

Tony Hughes has recently written one of the most important books in professional sales in 2021 along with co-author Justin Michael. Tech-Powered Sales describes how all salespeople need to elevate their TQ (technology quotient) in order to drive scale and volume of non-value-added manual tasks in professional selling. This amazing book is being well-reviewed everywhere it's seen. We talk with Tony about how we, as salespeople, future-proof our careers. Highlights His journey to professional sales: How he got to where he is today. - 2:54 What do I need to be good at as a professional sales person to future-proof my career? - 14:34 The three reasons that deals die. - 22:28 What technology is doing at the highest level for us today? - 26:54 As a seller, how can you outsource tasks within your roles to technology so you can focus on the truly human elements of selling? - 29:39 The essential technologies. - 32:57 The theory of reciprocity. - 37:27 Two reasons why trigger events are important. - 39:21 Tony says to do these critical things in sales management to be more effective. - 49:18 How to get in contact with Tony. - 51:06 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Tony Hughes https://www.tonyhughes.com.au/ https://www.rsvpselling.com/ https://au.linkedin.com/in/hughestony https://www.facebook.com/tonyhughes.rsvpselling https://www.youtube.com/user/RSVPselling/playlists

Andy Paul is the author of three best selling books in professional sales and is the host of the world's most successful podcast in professional selling. That's why we're so excited to have him as our first guest. Join us as Andy shares where he sees the future of sales going and what needs to take place to truly change the paradigm and the performance of professional B2B sales teams. https://www.revenue.io/sales-enablement-podcast-with-andy-paul https://www.linkedin.com/in/realandypaul/ Highlights The biggest challenges in professional sales today. - 3:19 The role of fear and how it affects your sales. - 5:37 The key lesson that any sales person should learn. - 10:55 The real challenge in sales management today and how we can help the sales leader. - 17:39 Is sales productivity improving or not given the new sales and technology that we use today? - 35:51 The attributes Andy is looking for when hiring salespeople. - 38:17 Episode Resources Zero-Time Selling Amp Up Your Sales Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Andy Paul https://www.linkedin.com/in/realandypaul https://www.andypaul.com/ https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197