The Selling Well

Grant Van Ulbrich is a sales transformation pioneer and the author of "Transforming Sales Management – Lead Sales Teams Through Change". Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offering a unique approach to personal and organizational change management. Join us as Grant shares his inspiring journey, as well as insights and resources to help us manage transformational change in a positive way. Highlights: Grant's academic journey into professional sales Core issues in sales management today The 'Scared - So What' model The academic approach to sales management Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Grant Van Ulbrich Scared So What - Website Resources: https://scaredsowhat.com/ Transforming Sales Management: https://www.amazon.ca/Transforming-Sales-Management-Through-Change-ebook/dp/B0BTT8KFY1 LinkedIn: https://www.linkedin.com/in/grantvanulbrich/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpowers: Why We Lose Them and How to Get Them Back. ‌ Join us as we discuss the keys to successful selling from "Moving from Models to Mindsets" and the six core selling skills such as differentiation and presence. John also shares some challenges in sales training and sales management today. Highlights: John's journey in professional sales Challenges in sales management today The six core selling skills Problems in sales training Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with John Reid JMReid Group: https://jmreidgroup.com/ Moving from Models to Mindsets: https://www.amazon.ca/Moving-Models-Mindsets-Rethinking-Conversation/dp/1544512732 The Five Lost Superpowers: https://www.amazon.ca/Five-Lost-Superpowers-Lose-Them/dp/1544522940 Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of "The LinkedIn Sales Playbook: A Tactical Guide to Social Selling". Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand connections, develop relationships and increase active engagement. She also shares three amazing tips for leveraging referrals to connect with new buyers. Highlights: Brynne's journey in professional sales LinkedIn as a dynamic Rolodex How to appropriately reach out for a referral Developing relationships through content engagement Practices to avoid on LinkedIn Best practices for posting content Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Brynne Tillman The LinkedIn Sales Playbook: https://a.co/d/2V0PCgs brynne.tillman@socialsaleslink.com Social Sales Link: https://socialsaleslink.com/ Making Sales Social Podcast: https://socialsaleslink.com/podcast/ LinkedIn: https://www.linkedin.com/in/brynnetillman/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Sam Richter is an internationally recognized expert on digital transformation and the author of the best-selling book, "Take the Cold Out of Cold Calling". He was named one of the World's Top 50 Sales Keynote Speakers in 2019 by Top Sales World and one of the Top 25 Most Influential People in Sales by InsideView multiple times. Sam is also the founder of IntelNgin, a technology that helps you find key business and sales information faster. Join us as we discuss the importance of relevance and knowing what's important to the buyer, how to properly reach out to prospects, and the importance of mindset and being genuine in all of your interactions. Highlights: The importance of relevance and adding value Customer relevance management The platinum rule The 3x5 method for getting into the buyer's mindset Building a genuine and authentic reputation Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Sam Richter Take the Cold Out of Cold Calling: https://a.co/d/2MXFGWY https://www.linkedin.com/in/samrichter Sam's Website: https://samrichter.com/ IntelNgin: https://www.intelngin.com/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Barry Trailer is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His recent article with Sales Mastery, "Can AI Really Help You Sell?" was published by Harvard Business Review. Barry first started as a professional engineer before migrating to sales and founding CSO Insights, one of the best research firms in professional selling, acquired by Miller Heiman in 2015. Bringing his expertise in sales training and sales enablement to Miller Heiman, he conducted over 400 training workshops and has since continued on his mission of elevating B2B sales today. Join us as we discuss what has changed and what has stayed the same in the world of selling and go in-depth into the sales relationship matrix. Highlights: Barry's journey in professional sales What has stayed the same and what has changed in sales today Sales Mastery's research with over 500 sales organizations Sales Performance Matrix Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Barry Trailer https://salesmastery.com/ Can AI Really Help You Sell? (2022): https://hbr.org/2022/11/can-ai-really-help-you-sell Sales School 2.0 on YouTube: https://www.youtube.com/channel/UCHvBKz1R6UtA47rx7dSMf1g https://www.linkedin.com/in/barrytrailer/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

On this episode of The Selling Well podcast, we spoke to Nathan Furr, Associate Professor of Strategy at INSEAD, and Susannah Harmon Furr, entrepreneur, designer, and art historian. Together the couple co-authored "The Upside of Uncertainty: A Guide to Finding Possibility in the Unknown", a science-backed guide providing frameworks and tactics to help navigate through uncertainty. Nathan has a deep background in this space, teaching innovation and technology strategy at INSEAD, and co-authored four books before his latest and forefront of our discussion, co-authored with Susannah. Join us as Nathan and Susannah share insights on the topic of uncertainty and a four-step framework to help sales professionals and anyone in business navigate through it. Highlights: Nathan and Susannah's professional journey The inspiration behind The Upside of Uncertainty Framework for managing through uncertainty Nathan and Susannah share how it was writing a book together Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect With Nathan Furr And Susannah Harmon Furr Online Course: https://www.theupsideofuncertainty.com/ The Upside of Uncertainty (2022): https://a.co/d/12iBVSq Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Dr. Cindy McGovern is the CEO of Orange Leaf Consulting, coaching and guiding companies and individuals to achieve both professional success and sustainable revenue growth. She is the author of the Wall Street Journal Bestseller "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work" and her most recent book, "Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand". Cindy has also been a keynote presenter at conferences around the world, speaking on various sales, leadership, and motivational topics. Join us as we discuss her most recent book, highlighting the importance of creating a personal brand and understanding the values and superpowers that you bring to the table. Highlights: Cindy's journey in professional sales What sales really is today The inspiration behind Cindy's latest book Understanding your superpowers and building a personal brand Living our values in our sales communicatio Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Dr. Cindy McGovern Cindy's Website: https://drcindy.com/ Orange Leaf Consulting: https://orangeleafconsulting.com/ Orange Leaf Academy: https://www.orangeleafacademy.com/ Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand: https://a.co/d/cmxfTbt https://twitter.com/1stladyofsales https://www.instagram.com/1stladyofsales/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book "Solution Selling: Creating Buyers in Difficult Selling Markets". He authored a second book with John Holland, "Customer Centric Selling," which also became widely recognized within the sales industry. Join us as we discuss Mike's incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling. Highlights: Mike's journey in professional sales A flaw in training for the SAAS selling process Overcoming discovery resistance The history of SPIN selling Emotional connection through story tending Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Mike Bosworth Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj Customer Centric Selling: https://a.co/d/24aRuaE https://www.storyseekers.us/ https://weconcile.com/ https://www.linkedin.com/in/mikebosworth Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Dr. Marcia Reynolds is the President of Covisioning, teaching and coaching leaders how to engage in powerful conversations that connect, influence, and activate change. Marcia is one of the top coaches in the world and one of the first 25 people to become a master-certified coach. She has taught or coached in 43 different countries and has written four books on the topic, including her latest book, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry. Join us as we discuss lots of practical experiences with Marcia, with wonderful tips about coaching and how to become a better leader. Highlights: Marcia's career journey How do we help people make real change? The 5 crazy coaching beliefs How to become more coachable Challenges in coaching and how to resolve them 3 positive mental habits Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Dr. Marcia Reynolds Marcia Reynold's Books: https://covisioning.com/books/ Coach The Person Resources: https://covisioning.com/?s=coach+the+person+resources YouTube Channel: https://www.youtube.com/user/MarciaReynolds Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

David Ulrich is a university professor, author, speaker, management coach and consultant. He is a professor of business at Ross School of Business, University of Michigan, and a co-founder of The RBL Group. David has written over 30 books that have shaped the HR profession and shown the impact of leadership on customers and investors. He has been ranked the #1 Management Educator & Guru by BusinessWeek, selected by Fast Company as one of the 10 Most Innovative and Creative Leaders, and recognized as the most influential thinker of the decade by HR Magazine. Join us as we discuss David's latest book, Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets, and how HR can help in the professional sales process with your most important clients. Highlights: Where HR is today as a function and a strategic tool for business How to bring in and retain the right salespeople How HR can help in the professional sales process David walks through role-playing scenarios and examples of leveraging HR in the sales process The impact of human capability Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with David Ulrich Reinventing the Organization: How Companies Can Deliver Radically Greater Value in Fast-Changing Markets: https://a.co/d/503sY1x https://www.rbl.net/about-us/consultants/dave-ulrich https://www.linkedin.com/in/daveulrichpro/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify