The Selling Well

Daniel is a New York Times bestselling author of seven books that explore topics such as business, work, creativity, and behavior, including his most recent publication: The Power of Regret: How Looking Backwards Moves Us Forward. He has won multiple awards such as the Best Non-Fiction Book of 2018 with his book, When: The Scientific Secrets of Perfect Timing. The US Department of Labour selected his book: Free Agent Nation: The Future of Working for Yourself, as one of the "100 Books that Shaped Work in America". Daniel previously served as the chief speechwriter to former Vice President Al Gore, as well as having multiple articles and essays featured in The New York Times, Harvard Business Review, The New Republic, and Slate, among others. He was also the host and co-executive producer of Crowd Control, a National Geographic series that explored the theme of human behavior, as well as his own MasterClass which allows subscribers access to numerous videos Daniel has created on sales and persuasion to inform and further expand their knowledge on the topic. Join us as we talk about his book and truly explore what the power of regret is and how it can affect your life. Highlights What prompted him to start writing back in the day How his perception about the sales people he knows is different from others' perspectives What regret really is What's the difference between the four breed categories of regrets How does he pick the books that he's going to go write next Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Daniel Pink https://www.danpink.com/ https://www.facebook.com/danielhpink https://twitter.com/DanielPink https://www.linkedin.com/in/danielpink

Tiffani Bova is a sales leader, author, and highly sought-after keynote speaker. She's delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents. She's also the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani is the host of her own podcast, What's Next! With Tiffani Bova. Tiffani has been named to the latest Thinkers50's list of the world's top management thinkers and also contributes her thinking to publications which have included Harvard Business Review and Forbes among others. Join us as we dive into different perspectives Tiffani has on the sales industry today as well as valuable tips and strategies she has picked up throughout her career in professional sales. Highlights How she got the testimony from Seth Godin. - 1:31 The trigger to the switch. - 10:54 The realization: I don't even recognize myself. - 12:55 Helping to manage the mental health of the sales team and keeping everybody where they need to be. - 16:55 Tips on how to stay engaged. - 22:21 The reason behind the launch of the Safety Cloud. - 26:21 Three different workstreams. - 29:08 Top trends Tiffani is seeing in professional sales moving forward. - 31:36 We don't have a technology problem. We have a people process problem. - 38:19 The average enterprise has 900 apps and only about 27% of them are integrated. - 39:19 Why is sales such a great career path? - 42:19 Keeping in touch with Tiffani. - 45:45 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Tiffani Bova Growth IQ https://www.tiffanibova.com/ https://www.linkedin.com/in/tiffanibova https://www.facebook.com/TiffaniBova https://twitter.com/Tiffani_Bova https://instagram.com/tiffanibova https://www.youtube.com/channel/UCLfZMGT55bpY4vGDXW95sZQ

Alice Heiman is internationally known for her expertise in elevating sales to increase the valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders, and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. She's the host of the popular podcast, Sales Talk for CEOs, where she interviews different CEOs and they share how they've built up their organizations while discussing their challenges and predictions for the future. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor, which she helped inspire. Highlights Who is Alice Heiman? - 0:30 The journey to professional sales. - 3:51 The challenge of interacting with people in professional sales. - 8:17 What is golden silence? - 10:05 Experience working at Miller Heiman. - 14:52 How to win friends and influence people. - 22:54 The EOS system. - 25:51 Sales Talk for CEOs: How they are doing for professional sales. - 27:04 Ask yourself: What have we done today to make it easier to be our customer and harder to be our competitor? - 34:26 Advice for CEOs. - 34:40 How to learn more or engage with Alice. - 38:56 Episode Resources How to Win Friends & Influence People To Sell Is Human Traction Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Alice Heiman https://aliceheiman.com/ https://www.linkedin.com/in/aliceheiman Sales Talk for CEOs Podcast

Matt Dixon is a sought-after speaker and advisor to corporate leadership teams around the world. His expertise ranges from talking about customer service to sales effectiveness to customer experience. He is also a noted business writer. He wrote his first book, The Challenger Sale: Taking Control of the Customer Conversation, which became a #1 Amazon book and a Wall Street Journal bestseller, selling more than half a million worldwide. He also co-wrote The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. In this episode, we discuss Matt's first book, The Challenger Sale, as well as different insights and perspectives Matt has gained throughout his career in the professional sales industry. Highlights The journey to release the book and some of the things he faced when he put it out in the public. - 3:21 The huge gap between books that come out that say "This is what you should do with no background, no insight, no research" and then research-based findings or concepts, stories, and all. - 10:19 The most common feedback. - 16:36 The old way of helping someone to buy. - 22:54 The two things sales trainers are constantly perplexed by. - 23:50 Two reasons why companies get inside and sell wrong. - 27:28 The tenure of a sales leader right now is insanely short. It's not a stable role. - 30:43 Two things that the sales leader fundamentally does. - 31:30 Where Matt sees sales going in the future. - 33:09 The three reasons why people become indecisive. - 39:51 The four high-performing behaviors. - 42:05 More details about his new book. - 44:57 Getting in touch with Matt. - 47:41 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Matt Dixon https://dixonspeaks.com/ https://www.dcminsights.com/ https://www.linkedin.com/in/matthewxdixon/ https://twitter.com/matthewxdixon

Oscar is a professional speaker, host of Apple award-winning podcast: Deep Listening, and the author of Deep Listening: Impact Beyond Words. Oscar also has over 30 years of experience working across general management, sales, marketing, and operations for companies such as Professional Advantage, PeopleSoft, Vodafone, Microsoft, and Polycom. He is head of the Coaching Faculty of the Marketing Academy Australia, a non-profit organization aimed at developing leadership capabilities. Oscar lives in Sydney, Australia. Oscar comes on the show to discuss his book: Deep Listening, and tell us different strategies on how we can become better listeners to have more thoughtful, insightful, and powerful conversations and improve both our personal and professional lives. Highlights How often do you truly listen to everything being said to you? - 0:42 Deep Listening, Impact Beyond Words. - 4:13 What prompted Oscar to write the book. - 5:00 The difference between managers and leaders. - 11:10 Elements why you should ask two or more questions. - 12:09 Your role as a listener. - 18:31 The difference between speaking speed and thinking speed. - 19:44 The three questions to ask. - 23:20 Asking too many questions, not enough why's. - 29:05 How did Oscar get the amount of wisdom he has? Was it a really difficult process or has it become easy since he's coached and taught this material for so long? - 35:36 How to learn more about Oscar. - 42:46 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Oscar Trimboli https://www.oscartrimboli.com/ https://www.linkedin.com/in/oscartrimboli/ https://twitter.com/oscartrimboli

Julie Hansen is an actor, video selling expert, and the author of three sales books including the new Amazon bestseller - Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. Julie is also the founder of the Selling On-Video Master Class, which takes principles from film and television to virtual sales for improved connection and engagement with today's busy buyers. In addition to a successful career in sales, Julie has worked as a professional actor appearing in numerous commercials, films, and television shows including HBO's Sex & The City and Oz. In this episode, we discuss Julie's career in both acting and professional sales, the relationship between both disciplines and some insights and tips Julie has picked up from being in front of a camera that you can apply to your career in this current COVID and video call climate of the industry! Highlights The journey and connection of two disciplines: How does someone with a love of acting end up in professional sales? - 1:53 The Experience Economy book of the 90's. - 9:11 People think they're great, if they don't need to prepare. - 14:10 What should you be thinking about? - 17:30 Where should your focus be during a video call? - 32:00 How can you be comfortable in a situation where someone is giving you tough objections or is pushing back? - 38:33 Main reasons why buyers don't like engaging with sales people. - 43:13 How can people engage with Julie and learn more about how she can help others? - 50:40 Episode Resources The Experience Economy Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Julie Hansen https://juliehansen.live/ https://www.linkedin.com/in/juliehansensalestraining/ https://twitter.com/acting4sales https://www.youtube.com/c/JulieHansen

Justin Michael is a best-selling author, LinkedIN Top Sales Voice 2021, World's Top SDR Trainer, 20+ Years in Sales (former Salesforce, LinkedIn), and co-founder of HYPCCCYCL. He wrote the book Tech-Powered Sales: Achieve Superhuman Sales Skills. HYPCCCYCL is the #1 GTM Community. It is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs. Join us as we discuss some insights Justin has gained throughout his career in professional sales and his book: Tech Powered Sales, and what is thoughts are on technology in the sales industry today Highlights What happens when you take away all the administrative tasks and spreadsheets? - 3:52 The reason why thought leaders think that he should not release his book. - 5:51 What's the HYPCCCYCL? - 12:17 The must-have technologies as part of the sales tag today? - 14:19 The unique types of trigger events that he likes for somebody to go after. - 18:37 Favorite sources of the latest information in professional sales. - 20:41 The attributes he's looking for in a sales person. - 23:46 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Justin Michael https://hypcccycl.com/ https://www.linkedin.com/in/michaeljustin/ Tech-Powered Sales

Casey Jacox was the number one sales rep nationwide for ten years in a row during his time at Kforce, before he became President of Client Strategy and Partnerships, where he played a crucial role in driving a sales transformation and providing executive-level support for large customers. He left Kforce as their all-time leading salesperson in the nearly 60-year company history to write his debut book: Win the Relationship, not the Deal. Casey is also the Founder of the consulting firm, Winning the Relationship LLC. His optimistic mindset and positive attitude are a constant as he loves networking in order to build genuine, long-lasting relationships. Highlights What prompted Casey to release a book in 2020? - 2:45 Journey into professional sales. - 5:17 Viewpoint on what selling really is. - 10:55 The three types of people according to Tommy Lasorda. - 21:02 What are they hiring for in terms of professional sales people? - 25:00 The huge challenge with sales management. - 38:29 The big problem in sales today. - 43:43 Greatest challenge and resolution with a potential client who, at first, did not want to do business with him. - 51:09 Coaching four key areas. - 54:28 The Quarterback Dadcast. - 54:55 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Casey Jacox https://www.caseyjacox.com/ https://www.linkedin.com/in/caseyjacox/ https://twitter.com/CaseyJacox The Quarterback Dadcast

Minter Dial is a professional speaker and author specializing in leadership, branding, and personal transformation. He has written several great books including: Future Proof, Heartificial Empathy, and You Lead: How Being Yourself, Makes You a Better Leader. Highlights As a new leader taking over an underperforming sales team, where should you start? - 3:55 The strength of that confidence comes when you are also able to deal with your weaknesses, your imperfections. - 11:27 What's next along our journey as a new sales leader? - 15:15 The "employee first" mentality leads to customer centricity. - 24:56 Falling victim into the victim idea. - 33:50 Attributes he's looking for when recruiting. - 36:04 We all seek connection. - 41:53 Your role. - 42:32 How to get in contact with Minter? - 43:46 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Minter Dial https://www.minterdial.com/ https://www.linkedin.com/in/minterdial https://twitter.com/mdial

How can you tell that you're already a successful business person? Is it with the number of sales that you made or the number of people's lives that you've changed? If you're still on your way to the top of the success ladder, what are the next steps to ensure your spot at the top? In today's episode, Mark welcomes Diane Helbig. Diane is a successful author, business advisor, sales and social media trainer. She talks about the different strategies and advice she's giving to her students to increase sales and develop their business. She also discusses the connection between business therapy and growth. Highlights Mark Twain's statement - 0:39 The common sense revolution coming to professional sales. - 2:30 Diane's sales journey: her background that got her to where she is today. - 4:49 What prompted her to release the book, Succeed Without Selling? - 6:38 "Business is about people. Interacting with people. It's not about the product or the company." - 9:53 There is a strategy for helping somebody or deciding they're wrong for you and moving on. - 11:21 It's not the salesman's fault. It's the philosophy of the company and its "do it my way" concept as supposed to "let's really build a great client base." - 19:11 Advice or coaching to the sales leaders right now who have a tough job. - 22:04 If the goal really is to increase sales, we have to stop changing the goal to "do it my way". - 28:34 What's the X Factor of this whole thing? - 32:23 A business development program where business therapy meets growth. - 36:01 Connection between business therapy and growth. - 36:14 Instead of asking someone why they did something, ask them to explain their thought processes when they did it. - 40:15 Diane's recommendations: Resources for knowledge and personal growth. - 44:13 Where to find Diane. - 46:28 Episode Resources Harvard Business Review Hubspot Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Diane Helbig Succeed Without Selling https://www.helbigenterprises.com/ https://www.linkedin.com/in/dhelbig Accelerate Your Business Growth Podcast