The Selling Well

Stephen M.R. Covey is a co-founder of CoveyLink and the FranklinCovey Global Speed of Trust Practice. He is a sought-after keynote speaker and advisor on trust, leadership, ethics, and high performance and a New York Times and Wall Street Journal bestselling author of The SPEED of Trust—The One Thing That Changes Everything. Stephen is also the former CEO of Covey Leadership Center, which nearly doubled revenues and increased profits by 12 times under his guidance. Within three years of being named CEO, he grew shareholder value by 67 times as a result of the merger he orchestrated with Franklin Quest, forming what is now known as FranklinCovey. Join us as we discuss his latest book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. Stephen shares how leaders need to shift to the "trust and inspire" leadership approach over the former "command and control" approach of the past, to catch up with the changes in the nature of the workplace and the workforce. Highlights: The inspiration behind Stephen's latest book Elevating performance through the "trust and inspire" leadership approach The barriers and benefits of the "trust and inspire" approach How to make the shift in leadership style Stephen's favorite authors and sources of information 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 Stephen M.R. Covey Trust and Inspire Website: www.trustandinspire.com Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others: https://a.co/d/18Vq5Xm https://www.linkedin.com/in/stephen-m-r-covey-6400191a5/ https://twitter.com/StephenMRCovey https://www.instagram.com/stephenmrcovey/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Marty Holmes is the Executive Director at the non-profit Sales Education Foundation, promoting the benefits of formal education of B2B sales in academia and the corporate world. Founded in 2007, the foundation provides support for the establishment and growth of sales education at the university level by funding sales research grants, providing a Career Development Program, funding sales-specific workshops, conferences and special interest groups, and creating a platform for exchanging ideas and best practices. Join us as we have an amazing conversation about where we're all going in terms of elevating the profession of sales to the profession it really is. Marty shares the upcoming plans for the foundation, including their next annual newsletter with the theme of the renaissance of both sales leadership and professional B2B sales. Highlights: Marty's background in sales and The Sales Education Foundation The state of sales education The topic of professional sales in academic journals Stigma in professional sales The Sales Education Foundation The benefits of focused sales education for both aspiring sales professionals and sales companies 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 Marty Holmes https://salesfoundation.org/ https://www.linkedin.com/in/marty-holmes-sef/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Greg Nutter is the Principle Consultant and Founder of Soloquent Inc., a management consulting firm that helps CEOs and business owners identify and solve revenue growth problems. He is also the author of P3 Selling: The Essentials of B2B Sales Success. This episode's discussion begins with Greg sharing his journey and experience in professional sales. We then discuss the importance of the three P's from his book, which are problems, people, and processes, and round out the discussion with insights regarding if and when to execute a channel strategy. Highlights: Greg's journey in professional sales Opportunities in B2B sales The inspiration behind Greg's new book P3 Selling Three successes when it comes to scaling a sales team When and if to execute a channel strategy Advice for people who are just starting out in professional sales 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 Greg Nutter P3 Selling Website: https://soloquent.com/p3-selling-book/ P3 Selling: The Essentials of B2B Sales Success (Amazon): https://a.co/d/7srDt4S https://soloquent.com/ https://www.linkedin.com/in/greg-nutter/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Carol Kauffman is known globally as one of the top leaders in coaching. She was named the #1 Leadership Coach by Marshall Goldsmith and one of the top 8 coaches in the world by Thinkers 50. Carol is on the faculty of Harvard, where she is the Founder and Executive Director of the Institute of Coaching. She also supervises an international fleet of leadership coaches and has created a coach approach training program with a global footprint. Join us as we discuss her new book, Real-Time Leadership: Find Your Winning Moves When the Stakes Are High, and have a candid conversation where Carol walks us through a coaching model, identifying what you should and should not do to effectively communicate as a coach or leader. Highlights The inspiration behind Cindy's new book, Real Time Leadership The split-second question that can change your life Defining coaching and why everyone needs it Carol walks Mark through a coaching model How to communicate areas for improvement with your team members 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 Carol Kauffman PhD Real-Time Leadership: https://a.co/d/8pdbwDY The Split-Second Question That Can Change Your Life: https://www.inc.com/carol-kauffman/the-split-second-question-that-can-change-your-life.html https://carolkauffman.com/ https://www.linkedin.com/in/carolkauffmanphd/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Cindy Gordon is the Founder and CEO of Sales Choice, a SaaS company focused on ending revenue uncertainty and bringing more humanity to sales. Cindy has been a senior executive for Accenture, Xerox, and Citicorp, as well as a board advisor to the University of Arizona's Forbes Business and Technology MBA Program. She is the author of 14 books, the latest being "The AI Dilemma: A Leadership Guide to Assess Enterprise AI Maturity & Explore AI's Impact in Your Industry". Join us as we discuss Cindy's journey in professional sales and dive into the increasingly relevant topic of artificial intelligence and its impact on sales. Highlights Cindy's journey in professional sales What is AI, and how can we leverage it to improve sales performance? Creating a technology plan within a dynamic environment Top AI use cases to help us sell better Account scoring with AI 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 Gordon The AI Dilemma: https://a.co/d/dR6qa1k https://www.saleschoice.com/ https://www.forbes.com/sites/cindygordon/?sh=6ec185a91710 https://www.linkedin.com/in/cigordon Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Frank Cespedes is a Senior Lecturer at Harvard Business School and has consulted some of the top business names in the world. He is the author of 6 books, including Aligning Strategy and Sales and his latest book, Sales Management That Works. This is his second appearance on The Selling Well, in the first webinar episode live-streamed on LinkedIn. Join us as we discuss the topics of his books, with the conversation centered around the subtitle of his latest book, How to Sell in a World that Never Stops Changing. Frank shares insights on how sales leaders and professionals can prepare for the coming year and answers live questions from viewers on various sales topics. Highlights Changes in the world right now and implications for sales Gaining a competitive advantage through fundamentals Culture eats strategy for breakfast, lunch, and dinner Frank answers some questions from the viewers The future of professional sales 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 Frank Cespedes https://frankcespedes.com/ Sales Management That Works: https://a.co/d/2y8p8fH https://www.linkedin.com/in/frankcespedes/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Oscar Trimboli is an author, keynote speaker, and host of the Apple award-winning podcast Deep Listening. You may also recognize him from one of the earlier episodes of the podcast when Oscar came on to discuss his second book, Deep Listening: Impact Beyond Words. This time we reviewed his third book, How to Listen: Discover the Hidden Key to Better Communication. Join us as we discuss the listening structures and strategies from Oscar's latest book to be more effective in communicating in the workplace, as well as the importance of shifting from listening for how to beat the competition to listening for who's approving the business case. Highlights What prompted Oscar to write How to Listen 125, 400, 900 Listening for similarities vs listening for differences Utilizing silence in communication Helping the client navigate the business case through the organization Having a conversation about having a conversation 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 Oscar Trimboli Listening Quiz How to Listen: Discover the Hidden Key to Better Communication Deep Listening: Impact Beyond Words Podcast https://www.linkedin.com/in/oscartrimboli/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Roger Martin is a Professor Emeritus and former Dean at the University of Toronto's Rotman School of Management. He is a trusted strategic advisor to the CEOs of some of the largest companies in the world, including Procter & Gamble, Lego, and Ford. In 2017, Roger was named the world's #1 management thinker by Thinkers50, a biannual ranking of the most influential global business thinkers. Roger has authored 13 books, including When More Is Not Better, Creating Great Choices, Getting Beyond Better, Playing to Win, and his newest book, A New Way To Think. We discuss the idea of his latest book, which identifies some classic models associated with different topics in business and thinks about a more effective model for that particular topic. Join us as we discuss some of these topics, including a great conversation about incentive compensation in professional sales and a deep dive into the role of professional sales in academia and why it isn't being taught at the MBA level. Highlights The topic of Roger's upcoming book The role of sales in academia Why aren't professional sales being taught at the MBA level? Incentive compensation in professional sales 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 Roger Martin When More Is Not Better: Overcoming America's Obsession with Economic Efficiency Creating Great Choices: A Leader's Guide to Integrative Thinking Getting Beyond Better: How Social Entrepreneurship Works Playing to Win: How Strategy Really Works A New Way to Think: Your Guide to Superior Management Effectiveness https://rogerlmartin.com/ https://www.linkedin.com/in/roger-martin-9916911a9/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

John Hagel has over 40 years of experience as a management consultant, author, speaker, and entrepreneur. During his time at Deloitte, John was the founder and chairman of the Silicon Valley-based Deloitte Center for the Edge, with the mission to identify and explore opportunities on the edge of business and technology. In his new book, The Journey Beyond Fear, John explores why people are experiencing so much fear these days, how fear manifests itself in terms of someone's view of the future, and how leaders can create an environment in the workplace to engage our workforce and shift their outlook of the future from fear to passion. Highlights Why John wrote a book about fear Defining fear Mounting performance pressure and "the big shift" Changing your mindset to see the future as full of opportunities instead of threats Passion in the workplace What is the Edge? What is John reading right now? 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 Hagel The Journey Beyond Fear The Power of Pull The Only Sustainable Edge http://www.johnhagel.com/blog/ http://www.linkedin.com/in/jhagel/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Will Allred is the Co-Founder and COO of Lavender, the #1 Sales Email Assistant. Lavender has a suite of tools optimized for salespeople, helping you write high-quality emails faster. Will is one of the top sales influencers on LinkedIn, having been awarded LinkedIn Top Sales Voice in 2021. On this episode of The Selling Well podcast, Will joins us alongside our Co-host David Fauser, to discuss the insights and strategies to write better cold emails and shares how Lavender leverages tools optimized for salespeople to receive more responses. Highlights Will's journey in professional sales Pulling points of interest for cold emails Personalized reference points to encourage engagement How long should your cold emails be? How Lavender provides solutions for creating cold emails The value of using email to start a conversation Books Will is currently reading 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 Will Allred https://www.lavender.ai/ https://www.linkedin.com/in/williamallred Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify