The Selling Well

Liz Wiseman is a researcher and executive advisor who teaches leadership around the world. She is the CEO of Wiseman Group, leadership research, and development firm helping people transform their organizations by maximizing impact and multiplying intelligence. Liz is the author of the New York Times bestseller Multipliers: How the Best Leaders Make Everyone Smarter, The Multiplier Effect: Tapping the Genius Inside Our Schools, and Wall Street Journal bestseller Rookie Smarts: Why Learning Beats Knowing in the New Game of Work. She has been listed on the Thinkers50 ranking and was recognized as the top leadership thinker in the world in 2019. Join us as we discuss insights on impact players and the five practices and behaviors that set them apart from just being a good contributor. Highlights Get to know the guest: Who Liz Wiseman is What drove Liz to do the research and focus on impact players. What is the big difference between a solid player and an impact player? How you can go from being a solid player to an impact player. What are the situations where rock-solid contributors fall short and impact players excel. Naive Yes: What it means and why you should not say yes to everything to have a higher impact on work. Step up and step back: What impact players are doing when the roles are unclear. What does "fire and forget" mean and how you can start implementing it. How you can enable a person to continue to develop their career to get better, better, and better and take all the pressure off you What is the "make work light" practice and how does it work? 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 Liz Wiseman Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact http://thewisemangroup.com/ http://twitter.com/LizWiseman http://linkedin.com/in/lizwiseman Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Lori Richardson is the Founder and CEO of Score More Sales, a sales strategy firm helping mid-sized technology, distribution, and service companies grow front-line revenues in quick and focused ways. She is also the President of Women Sales Pros, a community of women supporting women in B2B sales and sales leadership. Lori is a sales influencer according to LinkedIn, Salesforce, and other organizations. She is the author of "She Sells - Attract, Promote, and Retain Great Women in B2B Sales". Lori also hosts the award-winning podcast "Conversations with Women in Sales" and is the creator of the She Sells Summit. Join us as we discuss the state of women in professional sales today, as well as what sales leaders and hiring managers can do to encourage more women to apply for roles. Highlights Who David Fauser is How to create an environment that is psychologically safe so people can feel comfortable working there, but also feels challenged How Lori started in professional sales The state of women in professional sales today What the experience is of teaching MBA students Why women are the future of B2B sales What resources to use to understand the art of women in professional sales Lori's book writing process The challenges in professional sales Which part of professional sales confuses Mark What the difference is between a trained salesperson versus somebody who's just learning night and day 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 Lori Richardson https://womensalespros.com/ https://shesellssummit.com/ https://www.linkedin.com/in/scoremoresales

John Livesay, known as "The Pitch Whisperer", is a sales keynote speaker and author, teaching salespeople to become better storytellers to help them to win new business. John is the author of the best-selling book Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar, and his latest book The Sale is in the Tale. He also hosts "The Successful Pitch" podcast, with listeners in over 60 countries. John shares his insights and strategies as a guest lecturer at multiple universities including the University of Chicago Booth School of Business and the University of Texas at Austin (UTLA). He has also made a TV appearance with Larry King as an expert on "How To Ask For What You Want And Get A Yes." Join us as we discuss storytelling in sales and the difficulty of standing out. John details frameworks and strategies to help you tell more compelling stories and make your business more memorable to your buyers. Highlights Who is John Livesay, the Pitch Whisperer: How he helps other people in improving their pitches and self-esteem How John started in sales How you can prepare to really stand out What challenges there are when working with teams What three things to keep in mind when telling a story What prompted John to write the book, "The Sale is in the Tale" What the four-step process is to become more memorable through effective storytelling How to learn more and reach out to John 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 Livesay The Successful Pitch Podcast The Sale is in the Tale https://johnlivesay.com/ https://www.linkedin.com/in/jlivesay/

Rene Zamora is the President and Sales Management Consultant at Sales Manager Now, managing small business sales teams for companies trying to elevate their sales performance through Fractional Sales Management. Rene spent 23 years in sales and sales management before starting his consulting practice, providing high-performance training programs to small and medium-sized businesses, and starting his own business, Sales Manager Now. He is also the author of Part-Time Sales Management, with insights on building a system for small business owners to manage sales and elevate performance. Join us as we discuss the challenges of sales management and leadership today, as well as the core competencies to look for when hiring salespeople. Highlights Who Rene Zamora is His journey to professional sales What fractional sales management is How to attract the right sales talent How they help CEOs build their own sales team: What competencies are they looking at and their core focus The top trends and big issues in sales What Rene's coaching is related to How to deal with team members who need help in developing professionally What opportunity coaching is and how it works How to reach out and start working with Rene 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 Rene Zamora https://salesmanagernow.com/ Part-Time Sales Management: For Small Business Sales Teams https://www.linkedin.com/in/renez

Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of ​​Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses. Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review "Stop Selling. Start Collaborating: The secret to fostering lasting client relationships." Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples. Highlights Get to Know Him Better: Who is Christoph Senn? His journey to professional sales The nine building blocks of successful business relationships How companies can create future-proof relationships that can survive even during times of uncertainty What the client's first mentality is How to find out more about Christoph Senn and INSEAD 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 Christoph Senn INSEAD: Marketing & Sales Excellence Initiative (MSEI) Valuecreator Stop Selling. Start Collaborating. The secret to fostering lasting client relationships

Mark Hunter, known as "The Sales Hunter", is a speaker, consultant, and best-selling author, globally recognized for his sales leadership. He is recognized as one of the Top 50 Most Influential Sales and Marketing Leaders in the world. Mark is also the author of the best-selling books High-Profit Selling (2012), High-Profit Prospecting (2016), and A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020). With over 30 years of sales experience, Mark travels the world to speak at conferences and sales meetings, helping sales professionals create change in their organizations through his tools and strategies. His strategies are further shared through his online program, The Sales Hunter University, which was ranked as one of the top 10 sales learning programs in 2020. Join us as Mark shares insights on the approaches and strategies from his latest book, including his 10-step game plan for managing your week and the importance of going into every discussion with the mindset of helping the customer. Highlights Who is Mark Hunter, also known as the Mind Hunter? How important having the right mindset is in professional sales His journey and start in sales: How he ended up in professional sales What the customer's first mindset is all about Why mindset is the primary topic for his book What the 10:00 AM rule is How powerful the power of mindset is What the difference is between a top performer and an average performer What happens if you wrap yourself in success How the 10-step game plan works How to learn more about Mark 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 Mark Hunter A Mind for Sales: Daily Habits and Practical Strategies for Sales Success (2020) https://www.amazon.ca/Mind-Sales-Practical-Strategies-Success/dp/1400215676 https://thesaleshunter.com/ https://www.linkedin.com/in/markhunter/

Lisa Magnuson is the Founder and CEO of Top Line Sales, a sales consultancy that helps companies overcome the barriers to winning Top Line accounts through a field-proven process with strategic training and coaching. She is also the author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly (2019). Join us as we discuss Lisa's book, with insights on the strategies, processes, and tools to help your organization land 5X deals, as well as the importance of having a structure for pre-call planning and the concept of adding value outside of the products and services you offer. Highlights What you'll get from the In The Funnel Sales Training Who Lisa Magnuson is Why there's a need for help in the 5X deal space What is so great about the book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly What Lisa's sales process is in terms of vetting clients at the qualified stage How to get started and make the commitments to go after larger deals Why it is hard to work with temporary teams How to deal with difficult questions during discussions How the pre-call prep works What LinkedIn Learning is How to learn more about Lisa 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 Lisa Magnuson The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly http://toplinesales.com/ BrightTalk Seminars https://www.linkedin.com/in/toplinesales/

Andy Paul is the author of three best-selling books in professional sales and the host of the world's leading sales podcast, The Sales Enablement Podcast. With millions of downloads and over 1000 episodes, Andy has shared inspiring conversations with the world's most exciting sales leaders. Andy was the first guest on The Selling Well podcast and has welcomed Mark onto his show on multiple occasions. We are excited to have Andy back on our show, as we discuss his latest book Sell Without Selling Out (2022), and a variety of key sales topics, including the 4 core sales behaviors to be successful and how to help the buyer build an effective vision of success. Highlights What makes the In The Funnel Workshop different from others Who is Andy Paul What drove Andy to write Sell Without Selling Out What "selling in" means The common misconceptions on sales How do you define win rate as a seller? What is the cost of putting a proposal together The concept of productivity How the situation was when Andy Paul started How you can help customers in creating a vision of success What the vision of success means What is the biggest gap when working with teams today How to find out more information about Andy Paul 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 Paul Sell Without Selling Out Zero-Time Selling Sales Enablement Podcast https://www.andypaul.com/ https://www.linkedin.com/in/realandypaul

Ethan Beute is a Wall Street Journal Bestselling author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (2019) and his most recent book Human-Centered Communication: A Business Case Against Digital Pollution (2021). He is the Chief Evangelist at BombBomb, a human-centered communication platform helping sales teams build relationships through email, text, and social media. Ethan is also the host of The Customer Experience Podcast, helping revenue leaders create alignment, intention, and holism across their organizations to create and deliver a better customer experience. Join us as we discuss the main topics of Ethan's most recent book, diving into the different types of digital pollution, the importance of adding value in every interaction with a client or prospect, and the buyer's assessment of the seller's intent during the decision-making process. Highlights What to expect from the In The Funnel Sales Workshop Who is Ethan Beute What his professional journey is all about What digital pollution is The three forms of digital pollution Why mixing a video to your message is easier to relay your message than sending a text How humans make decisions based on intent Does blasting the leads in your funnel work? How you can add value to your target audience How to get in touch with Ethan and learn more about BombBomb 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 Ethan Beute Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience Human-Centered Communication: A Business Case Against Digital Pollution The Customer Experience Podcast https://bombbomb.com/ https://www.linkedin.com/in/ethanbeute/ https://twitter.com/ethanbeute https://www.instagram.com/ethanbeute ethan@bombbomb.com

David Brock is the Founder and CEO of Partners in EXCELLENCE, helping organizations and individuals improve their sales performance to outperform and outsell their competitors. Partners in EXCELLENCE has a global presence, supporting clients in every continent, with experience in several industries. David is also the author of Sales Manager Survival Guide (2016), addressing the challenges and responsibilities faced as a front-line sales manager. Join us as David shares insights on a variety of topics, including the role and critical importance of a front-line sales manager, how to focus our time and effort in coaching a sales team, and how to have better conversations with clients and prospects. Highlights Why how you sell is more important than what you sell How the In The Funnel events are different from other trainings What is Dave's journey in professional sales like How the sales execution framework addresses and focuses on the fundamentals What the Sales Manager Survival Guide is all about Why the focus of the CRO is very different from other C-level roles What are the core principles that helped Dave and his team in coaching and helping others become better coaches How much time managers are spending preparing for coaching What is the highest leverage that the managers have in driving the performance of the team How the preparation process should be when it comes to implementing a high-impact coaching discussion How to create value for the customer from a sales point of view What drives customer loyalty and value creation How to learn more about Dave 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 Brock Sales Manager Survival Guide (2016) https://partnersinexcellenceblog.com/ https://www.linkedin.com/in/davebrock/ https://twitter.com/davidabrock