Best Selling Podcast – Details, episodes & analysis

Our guest on this episode is Jon Ferrara. Jon is the Founder and CEO at Nimble and was the Co-founder at Goldmine, one of the early CRM applications for sales. It's safe to say that Jon is a true pioneer in the CRM space.   Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points. In addition to email and phone you need to connect and engage with your audience through the different social channels. He also shares his secret to increasing his search results on google and that is to build your own Wikipedia page. Who would have thought? Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Jeremey Donovan. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market.    Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Nick Beil. Nick is the President at Narrative Science.    Nick and I kick off the episode discussing “getting back to sales basics”. We open with how sales teams need to rethink how they market and sell their products. Sellers first must approach the conversation to find out IF and then HOW they can help. Discover the pain, determine if there is a fit and then develop a solution proposal. Great conversation with lots of good take aways.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.   

Our guest on this episode is Max Altschuler. Max is the Founder of Sales Hacker and the VP of Marketing at Outreach.io.   We jump into the conversation discussing Max’s background and why he started Sales Hacker. We then get into discussing one of the biggest shifts in selling today which is the arrival of Millennial sales leaders and Generation Z sellers. The latest generation of sales professionals think differently and aren’t motivated by the same things as Gen X or Boomers. Sales orgs that recognize this fact will have an advantage in the market place moving forward.     But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Scott Ingram. Scott is an Account Director at Relationship One and the host of Sales Success Stories podcast.   Scott and I begin the conversation discussing what Best Sellers look like and what they do that other sellers don’t. Scott has interviewed over 85+ #1 sellers across the country so he has an expert opinion when it comes to this unique group of overachievers. We also discuss the concept of the Executive Memo which is used to build trust and collaboration with large enterprise customers.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, Brad McGinity the CRO at 15five, Latane Conant the CMO at 6sense and Aliisa Rosenthal the VP Sales at Walkme just to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Dave Kennett. Dave is the CEO at Replayz in Vancouver. Replayz offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps.   Dave is what I consider an expert when it comes to coaching up inside sales reps. He has done it via the companies he has worked at and through his company Replayz. Most of our conversation focuses on call coaching and live coaching but we certainly cover other topics like mentoring and improving performance metrics.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Derek Rahn. Derek is the VP of Sales & Customer Success at LeadGenius. LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge.    Much of this episode focuses on lead generation efforts and on how sales reps should spend their time.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Lisa Magnuson. Lisa is founder of Top Line Sales, a sales coach and author. Lisa helps her clients win big deals that are 5x greater than the average deal size.    Lisa and I kick off the episode discussing the importance of war rooms. These are sessions used to discuss and strategize how to win big deals. We then get into some of Lisa plays for sales leaders. In total Lisa has 16 plays for sale leaders to help 5x their deal size. You’ll want to listen until the end because Lisa provides a link to a free resource that is tied to her new book Top Sales Leader Playbook.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    We are now only a few months away and have just announced our latest keynote speaker Erica Schultz from the RAIN Group out of Boston. On top of that we just lined up our welcome reception venue which will be held at the Durham Bulls Ball Park. Join us for fun, networking and great content. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Curt Tueffert. Curt is the VP of Sales Development at DXP Enterprises and an Adjunct Professor at the University of Houston.    Curt and I kick off the episode discussing how to properly onboard a new sales rep to ensure long term success and retention. It has been proven that sales reps that get the right support and education to start their new career are more likely to have success and more likely to stay at that company. We also discuss the importance of personal touches and creating a automated cadence to help deliver on a timely basis.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Anita Nielsen. Anita is sales enablement consultant and performance coach. She is also the author of Beat the Bots - How your Humanity can Future-Proof your Tech Sales Career.    As the year winds down its time to start planning for the new year. Anita and I start off the episode discussing the Sales Kickoff - planning, format, goals, timing and how to make it fun. We then get into her new book Beat the Bots. The good news is that humans still buy from humans and sellers are a vital part of the process, or at least they should be.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    You know it’s not too early to start planning your event calendar for 2020. Make networking and learning a big part of you plans for 2020 and join us at the T-REX Summit. We’ve got a great line up to both entertainment and educate. Check us out at trexsummit.com and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.