The Selling Well

David Fauser is the Director of Sales at CIMCO Refrigeration, a leader in refrigeration and cooling technologies. David is regarded by his clients and prospects as a trusted advisor, helping them achieve their desired business goals. You may also recognize David as the occasional co-host on The Selling Well. Join us as we discuss achieving that trusted advisor status, and how to put ourselves in our clients or prospects' shoes to create better relationships, focusing on helping them achieve their desired business goals, and in doing so achieving ours. Highlights What is most important in professional sales? Creating better relationships with clients Achieving trusted advisor status Becoming an expert in your industry and your clients' business 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 Fauser https://www.cimcorefrigeration.com/ https://www.linkedin.com/in/david-fauser-bab602b Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

In addition to touring as a professional musician and singer/songwriter, Monique Rhodes is a Happiness Strategist, teaching students and corporations around the world how to master their lives. She has spent the last 25 years studying the mind and its relationship to happiness and suffering. Monique's program The 10 Minute Mind is used by over 70 universities and colleges. She also has an 8-week course, The Happiness Baseline, scientifically baselining eight areas important to happiness. Join us as Monique shares stories from her incredible journey, along with insights and habitual strategies to improve your mental health and live a happier life. Highlights Monique's incredible journey Mental health in professional sales Protecting our mindset The Happiness Baseline Making decisions around our habits The 10-Minute Mind/The power of meditation 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 Monique Rhodes Happiness Quiz In Your Right Mind Podcast The 10-Minute Mind The Happiness Baseline Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Andy Springer is an expert in high-performance sales and co-author of "Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely." As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm. He has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients. Join us as we discuss the insights and a variety of topics from RAIN Group's research in their Top-Performing Sales Manager report, such as the importance of investing in the development of sales managers and the correlation between sales managers' confidence and effectiveness. Highlights Andy's journey in professional sales Why Andy focuses on sales management Investing in the growth of sales managers The Rain Group's research How Andy defines coaching Correlation between sales managers' confidence and effectiveness Summary of the research report findings 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 Andy Springer https://www.rainsalestraining.com/ The Top-Performing Sales Manager Report Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely https://au.linkedin.com/in/andyspringer Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Sally Duby is a pioneer in the field of virtual selling, inside sales, and sales development. She is the Chief Sales Officer at The Bridge Group, helping companies realize the potential of inside sales through strategic thinking and the smart use of models, metrics, and motions. Sally was named one of the Most Influential Women in Sales in 2019. Join us as we discuss key topics in her areas of expertise, such as what goes into creating an effective sales development program, how to enable our sales team to have strategic conversations, and how to set outsourcers up for success. Highlights Sally Duby: A Top Woman in Sales The key trends for SDR and outbound prospecting for 2022 Power of sales and marketing Key elements of setting up a sales development program properly Knowing your buyer Impact of COVID-19 on sales recruitment Different attributes they are looking for in an individual to know if they'll be successful in SDR Benefits and risks of outsourcing your marketing and sales functions and processes First impressions in sales The importance of staying in your line 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 Sally Duby https://www.bridgegroupinc.com/ https://linkedin.com/in/sallyduby/ https://twitter.com/sallyduby Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Lee Salz is a leading sales management strategist and the Founder and CEO of Sales Architects. Sales Architects is a business consulting firm specializing in sales, marketing, and sales management, helping clients develop processes to hire the right salespeople, effectively onboard them, and achieve business objectives. He is also the author of six books, including Sales Differentiation, Hire Right, Hire Profits, and Sell Different! Join us as Lee shares insights from his latest book, with practical examples and strategies for salespeople to differentiate themselves from their competitors and secure more deals. Highlights Lee's journey in professional sales Responding to questions and creating an experience for the buyer What's different about Sell Different? Why outbound prospecting isn't dead Growth orientation and the fear of change Asking for referrals from existing clients or prospects 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 Lee Salz Sell Different! https://salesarchitects.com/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Colleen Stanley is the President of SalesLeadership, Inc., one of the world's leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership. Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life. Highlights Colleen's journey in professional sales Understanding emotional intelligence Emotional intelligence in sales Vetting for soft skills in the hiring process The difference between teaching and coaching Embracing and learning from failures 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 Colleen Stanley https://www.salesleadershipdevelopment.com/ https://www.linkedin.com/in/colleenstanleysli/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

David Hoffeld is the CEO and Chief Sales Trainer of Hoffeld Group, a top research-backed sales training and consulting firm. He is the author of the best-selling book The Science of Selling and his most recent book, Sell More with Science. David has pioneered a revolutionary sales approach based on research in neuroscience, social psychology, and behavioral economics, proven to radically increase sales. As a sought-after sales thought leader and speaker, David helps companies align their sales behaviors with how the brain naturally forms buying decisions. Join us as we discuss topics from his books, with insights on the science behind buying decisions, how to effectively frame any question for a client, and the importance of fostering a growth mindset in sales. Highlights David's journey in professional sales Defining the key terms from David's book The science behind how the buying decision occurs The six "why's" of science-based selling Framing questions about your product or service Focusing on the buyer Fostering a growth mindset in sales What David is currently learning 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 Hoffeld The Science of Learning Sell More with Science https://www.hoffeldgroup.com/ https://www.linkedin.com/in/davidhoffeld/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Hermann Simon, Ph.D. is the founder and honorary chairman of the leading consulting firm Simon-Kucher & Partners. Herman was inducted into the Thinkers50 Hall of Fame as a strategy, marketing, and pricing expert. He is the author of 36 books in 27 languages, including the book we discussed in his first appearance on the podcast, True Profit!: No Company Ever Went Broke Turning a Profit, and his upcoming book, Beating Inflation: An Agile, Concrete and Effective Corporate Guide. Since 2005, Hermann has continuously been elected the most influential living management thinker in German-speaking countries. Join us as we take a deep dive into the topic of inflation. Hermann shares insights on what exactly inflation is and its implications, how long we're likely to be experiencing it, and what opportunities may arise for CEOs and sales leaders. Highlights What makes Hermann Simon unique and different? Defining the inflation we're going through right now and why we're experiencing this level of inflation The two categories that cause inflation What are the things to expect during inflation? Hermann's advice to a sales manager who wants to communicate to their sales team positively without knocking their confidence Why you should focus more on hot values during inflation How to address the critical conversation of wages with employees in a logical and fair manner How can we beat inflation? Ways to learn more about Hermann Simon 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 Hermann Simon http://hermannsimon.com/ https://www.simon-kucher.com/en https://www.linkedin.com/in/simonhermann/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Ryan Gottfredson, Ph.D., is a mental success coach and cutting-edge leadership development consultant, researcher, and author. Ryan helps leaders and organizations operate at a higher level through vertical development and elevated mindsets. He is currently a leadership and management professor at the College of Business and Economics at California State University-Fullerton. As a respected researcher on topics related to leadership, management, and organizational behavior, Ryan has published over 15 articles in several journals, including the Journal of Management, Journal of Organizational Behavior, and Business Horizons. He is also the Wall Street Journal and USA Today best-selling author of Success Mindsets: The Key to Unlocking Greater Success in Your Life, Work, & Leadership and his latest book, The Elevated Leader: Level Up Your Leadership Through Vertical Development. Join us as we discuss a variety of topics from his books, as Ryan shares insights on the different types of mindsets, their significant influence on our thinking, learning, and behaviors, and what triggers someone to want to change their mindset, particularly if they have already experienced success. Highlights What are the things that they learned through vertical development? Why is the mindset the key multiplier in sales? The different triggers for someone to try and change their mindset. What is MINDSET? How can you start having the open mindset track? The four sets of mindsets and how they work. What are the different mindsets a leader should have to create value? 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 Ryan Gottfredson https://ryangottfredson.com/ https://www.linkedin.com/in/ryangottfredson https://ryangottfredson.com/blog/ The Elevated Leader: Level Up Your Leadership Through Vertical Development Call to Action Get the Personal Mindset Assessment In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Matt Dixon is an accomplished business researcher and sought-after advisor to corporate leadership teams around the world. He is a Founding Partner of DCM Insights, helping organizations better understand the changing landscape of customer behavior. Matt co-authored three Amazon and Wall Street Journal bestsellers: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review, with over 20 publications in print and online. Join us as we discuss his latest book, The JOLT Effect, which addresses the common problem faced by salespeople of deals ending in "no decision" and offers strategies and approaches for salespeople to overcome customer indecision. Highlights What the JOLT Effect book is all about and how is it different from other books with the same theme? What happens when you challenge customer thinking? How did they handle the massive data source from a very large sample size while researching their book? The three things that customers get wrapped around the axle have nothing to do with the status quo. What are the four things that are unique and different from top-performing salespeople? How selling less upfront, but selling more overtime, works. How to learn more about Matt and connect with him. 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 Matt Dixon http://www.jolteffect.com/ http://www.dcminsights.com/ http://www.linkedin.com/in/matthewxdixon/ Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify