The Selling Well

Alli Rizacos is the founder of Alli Rizacos Coaching. She's now a full-time coach, helping sales leaders and executives overcome their imposter syndrome. Alli grew her career in sales with 15 years of experience, many of which were with Salesforce. After having experienced imposter syndrome along her journey, she left the corporate world to start her own business, which has helped high-achieving tech leaders leverage their imposter syndrome as their superpower. Join us as we discuss Alli's experience with imposter syndrome and strategies for overcoming it, along with insights on going from a scarcity to an abundance mindset. Highlights What makes the In The Funnel Sales Workshop different How Alli landed into the world of professional sales The best investment she made What is the imposter syndrome What the goal should be when starting a business Alli's advice to SDRs who have the scarcity mindset or imposter syndrome The process: What her coaching centers around and what strategies she uses to overcome imposter syndrome 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 Alli Rizacos https://www.allirizacos.com/ https://www.linkedin.com/in/allirizacos

Wendy Weiss is an author, speaker, sales trainer, and sales coach. She is the founder of the Salesology Prospecting Method which generates predictable sales and revenue results. Wendy is also the author of The Sales Winner's Handbook: Essential Scripts and Strategies to Skyrocket Sales Performance (2010). In this episode of The Selling Well podcast, Wendy shares her journey from a professional ballet dancer to becoming a sales thought leader, known as The Queen of Cold Calling. Join us as we discuss a variety of key sales topics, such as attributes to look for when hiring sales or business development representatives, the truth about scripting in sales, and the importance of the phone in a demand generation sequence. Highlights Who Wendy Weiss is, the queen of cold calling Which is more important: How you sell or what you sell? What makes The Selling Well workshops different from others What Wendy's journey to professional sales is like The difference between prospecting and selling How to know if your script doesn't work Wendy's advice to teams who want to get an SDR team How you can stand out to your prospects What Wendy loves the most about coaching salespeople How's cold calling for women different than a general cold calling 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 Wendy Weiss https://gosalesology.com/about/ https://www.linkedin.com/in/wendyweiss https://twitter.com/wendyweiss (866) 220-4242 Sales Winner's Handbook: https://www.goodreads.com/book/show/13643854-sales-winner-s-handbook

Nathan Gerbe is a professional hockey player in the National Hockey League, currently playing for the Columbus Blue Jackets. He was drafted into the NHL by the Buffalo Sabres, having overcome countless obstacles in his journey to the league and later throughout his career. Having played in the NHL for over 11 years, playing for 3 different teams, Nathan has seen what it takes to be successful and consistent within the league. Join us as we discuss the importance of interpersonal relationships and building trust as a coach, the power of mindset, and the practice of visualization when faced with adversity. Highlights Who Nathan Gerbe is His journey to professional sport How difficult is it to persevere and make it to the NHL? The similarities between a person in professional sales and someone in professional sports The importance of coaching What the different types of coaches are The idea behind being a Chief Goal Officer What are the things that can help you deal with the challenges, failures, and ups and downs of your career? Which one weighs more: Discipline or Regret How to find and connect with Nathan Gerbe 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 Gerbe https://www.linkedin.com/in/nathan-gerbe-3aa1741bb/ https://www.instagram.com/nathangerbe7 https://twitter.com/nathangerbe14

Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide. He is the Global Head of Research and Communities at Ecosystems, a leading SaaS platform for collaborative customer value management. Brent is the co-author of the best-selling The Challenger Sale (2011) and The Challenger Customer (2015). He is also a frequent contributor to the Harvard Business Review, featuring his most notable article, "Sensemaking for Sales" (2022). Join us as we discuss some key topics and challenges in professional sales today, including how customers are getting overwhelmed with information and options during the buying decision process. Brent provides some important insights regarding this topic, outlining the importance of helping the customer make sense of the information to instill confidence in their ability to make a large-scale decision. Highlights Who Brent Adamson is How got into the path of professional sales Why the podcast, The Selling Well, exists What the number one thing is that you need to solve for in today's world as vendors, suppliers, partners, or vendors What the paralysis of analysis means What the three questions to ask yourself to be more confident that you've made the right choices for you Where a lot of professional salespeople struggle How to extract the information and the knowledge or work with your existing base What the three approaches to information are Where to find more information about Brent and the Ecosystems Episode Resources Sensemaking for Sales (Harvard Article) The Challenger Sale (2011) Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Brent Adamson https://ecosystems.us/ https://www.linkedin.com/in/brentadamson/ https://twitter.com/brentadamson

Donald Kelly is the Founder of The Sales Evangelist. This sales training organization provides strategies through programs designed to eliminate confusion from B2B selling and help sales professionals consistently hit their targets. As a former top-performing technology sales professional, Donald has helped sellers from companies worldwide build confidence in their selling abilities, resulting in increased sales for organizations such as Rock Venture (Quicken Loans), HairClub, VMWare, and Consolidated Electrical Distributors LLC. (CEB), to name a few. In addition to sharing his insights and strategies through workshops, online courses, and keynote presentations, Donald is the host of The Sales Evangelist podcast. His knowledge and insights have reached listeners in over 155 countries with 3.5 million downloads and have also been recognized by publications such as The Huffington Post, Forbes, and Entrepreneur Magazine. Join us as we hear about Donald's expertise captured in his book Sell It Like a Mango (2022) and discuss how technology, in many ways, is helping sales development representatives sell worse faster and what they can do to elevate their core skill sets to be more successful. Highlights Who Donald C. Kelly is How he started his journey in professional sales What he's seeing in the professional sales today: the challenges and the biggest opportunities The important feedback Donald's wife pointed out to him What he is doing with Brigham Young Their takeaways from different sales people Why Daniel decided to write a book on selling What does it take, in terms of personality, traits, or capabilities, or competencies, to succeed in sales today The three underutilized ways that people are missing out on LinkedIn The people you should always keep your eyes on Where to get Donald's book What are the books he's reading right now? What value engineering is His writing process How people can get in touch with Donald C. Kelly and listen to The Sales Evangelist Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Donald Kelly Sell It Like a Mango https://thesalesevangelist.com/ https://www.linkedin.com/in/donaldckelly https://twitter.com/DonaldCKelly https://www.instagram.com/donaldckelly https://podcasts.apple.com/ca/podcast/the-sales-evangelist/id788738885

George Brontén is a life-long entrepreneur, with 25 years of experience in the software space and a passion for sales and marketing. He is the Founder and CEO of Membrain.com, an award-winning SaaS company that makes it easier for companies to capture, learn and execute the behaviors needed to achieve sales excellence. George has also published his own sales book titled Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020). Join us as we discuss his journey and explore insights into a variety of sales topics such as how to add value to clients and prospects in core sales conversations and key elements of learning as a professional salesperson. Highlights Membrain: A SAS company Discussion on the book Stop Killing Deals George's journey and profession How you sell is why you win Selling is a noble profession when done right Understanding customers really well: their best interest at heart Why are buyers doing their own research? Adding value and writing a decision memo for clients Why isn't every prospect a good prospect? Hiring lifelong learners: training, development, and standards Customizing CRM and establishing a system An authentic way of selling Complex B2B sales Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with George Brontén www.linkedin.com/in/georgebronten https://www.membrain.com/blog Book - Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020)

Hermann Simon, PhD is a world-renowned management thinker, pricing expert and entrepreneur. He is the founder and honorary chairman of Simon-Kucher & Partners, the world's leading price consultancy with 42 offices worldwide and $522 million in revenue (2021). He is the author of over 35 books in 27 languages, including worldwide bestseller Hidden Champions and his newest book, True Profit!: No Company Ever Went Broke Turning a Profit (Springer, 2021). In 2019, Hermann was inducted into the Thinkers50 Hall of Fame, acknowledging his vital impact on how organizations are led and managed. Join us as we discuss his journey and explore insights into the relationship between price and value, as well as the implications of inflation in the coming years. Highlights Who Hermann Simon is Hermann's journey of focusing on the pricing strategy and profitability What the different challenges are in a midsize organization What the challenges are for Hermann when working with different organizations How to help companies working with a huge gap between value and pricing What a business ecosystem is What are the risks of a supply chain? Should business owners pass the cost increases to the customers? What customer intimacy is What inflation really is Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Hermann Simon https://hermannsimon.com/ https://twitter.com/hermannsimon

Nicolas Vandenberghe is the Co-Founder and CEO of Chili Piper, a SaaS platform that helps businesses speed up the process of responding to inbound leads. As a renowned entrepreneur, Nicolas has created multiple businesses, providing breakthrough technology and software solutions used all over the world. Chili Piper is used today by Spotify, Airbnb, Shopify, and Intuit, to name a few of the 1000+ companies worldwide. The SaaS platform has thrived with a 100% remote work culture. Join us as we discuss Nicolas' journey as a marketer, entrepreneur, and sales professional, as well as insights on the lead response process and decision-making strategies at Chili Piper. Highlights The oscillation between engineering and sales How he got started with his software The groups that Chili Piper are supporting How long it takes an average company to respond to an inbound lead The background of his research What the two different aspects of qualification are The big changes in the SaaS world The management innovation in Chili Piper: They no longer make decisions in meetings What management consulting is and why it's interesting The attributes that Nicolas is looking for in his sales team The core issue in professional sales How to find out more about Nicolas and Chili Piper Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Nicolas Vandenberghe https://www.linkedin.com/in/nvandenberghe/ https://www.chilipiper.com/

Jamie Shanks is the CEO of both Pipeline Signals & Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence, and Compelling Events like job changes. Sales for Life is the world's largest Social Selling training program for mid-market and enterprise companies. They have trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie's workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel to name a few. Join us as we get into Jamie's experiences and perspectives on professional sales as well as different insights and strategies he has gained along the way that you can use to be the best version of yourself. Highlights Introduction: Who is Jamie Shanks Jamie's journey in professional sales How he evolved his pipeline from prospects to customers What competitive intelligence is Building out that entire tech stack to support the sales development team What Jamie is seeing out there in the industry today The premise of pipeline signals The two fundamental truths Jamie's favorite books and sources for expertise in selling Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Jamie Shanks https://pipelinesignals.com/ https://salesforlife.com/ https://www.linkedin.com/in/jamestshanks https://twitter.com/jamietshanks

Jim Irving started his career selling office equipment door to door in Scotland, where soon after his career rapidly developed into senior selling and sales leadership roles, then ultimately to senior executive positions at major multinationals (including becoming the UK MD of Information Builders – a leading US-based enterprise software company). Jim now runs his own consulting business helping start-ups to improve their B2B strategy and selling results. He has advised and helped many start-ups to better execute and grow their businesses. Jim has spent over 43 years in B2B selling with a number of industry-leading technology organizations including Amdahl, Sequent, Silicon Graphics, and Information Builders. Join us as we discuss Jim's journey in professional sales as well as different tips he has for you that can help you out in your professional career. Highlights The fundamentals of B2B selling How he moved from the corporate world to training, coaching, and mentoring The best practices for sales he swears by What discovery is and its importance What does it take to get a sales qualified lead What his recent clients have to say after undergoing his training and mentoring The key to the whole discovery process Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Jim Irving https://b2bsellingguidebook.com/index.html https://www.linkedin.com/in/jimirving