The Selling Well – Details, episodes & analysis

Offer value, invite engagement—that’s the key to winning in sales. In this episode, Mark Cox sits down with David Newman, the author of Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees, to dive into the secrets behind his no-fluff, high-impact approach to sales. David’s journey from a theater major struggling in New York to a successful consultant is filled with hard-earned lessons that every entrepreneur can relate to. Together, they explore how to overcome the aversion to sales, the power of asking the right questions, and the importance of consistent, value-driven content. Whether you’re new to the game or looking to refine your strategy, this episode is packed with actionable insights to help you land better clients and close bigger deals.

The game of sales isn’t just about closing deals—it’s about guiding informed buyers to make confident decisions. In this episode, Victor Antonio reveals his journey from electrical engineering to sales and explores how today’s sales landscape has evolved. With buyers now more knowledgeable than ever, the role of a salesperson has shifted from pitching products to providing expertise and clarity in complex decisions. Victor breaks down how the commoditization of markets has made the how more important than the what, highlighting the need for industry insight and consultative selling. Whether navigating indecisive buyers or mastering the balance between automation and human touch, this conversation dives deep into the nuances of sales dynamics, leadership styles, and staying resilient in ever-changing markets.

Many businesses employ cutting-edge technology to hit their biggest goals. However, one important factor in achieving business success is often neglected – empathy. In this conversation, Mark Cox sits down with Minter Dial to discuss how empathy is the key competitive advantage in the 21st-century marketplace. Minter breaks down the two styles of emphatic understanding and the two things that hinder empathy from growing in workplaces. Minter also explores how artificial intelligence can be employed to help people render more emphatic messaging and build more inclusive teams.

Improve your sales skills by accessing your Sales Superpowers, combining ancient wisdom with modern strategies. Get ready to learn about “Justin Michael Method” as we have Justin Michael himself for today’s episode. Justin shares his game-changing outbound strategy that has turned sales professionals into true superheroes. Drawing gold nuggets from his book, “"Sales Superpowers: A New Outbound Operating System to Drive Explosive Pipeline Growth”, Justin breaks down the barriers to explosive pipeline growth and unleashing your sales superpowers. It's time to embrace your inner superhero and revolutionize the way you sell. Tune in now!

We have known for quite some time that employee experience and customer experience are closely interlinked, and the data is quite unequivocal about it. In this insightful episode, Tiffani Bova, a renowned growth and innovation evangelist, delves into the intricacies of The Experience Mindset. Co-author of the bestselling book, Growth IQ, Tiffani shares invaluable perspectives on how organizations can strike a balance between customer and employee experiences to drive sustainable growth. Drawing on her extensive experience, she discusses the profound impact of employee engagement on customer satisfaction, shedding light on the key elements that contribute to a positive employee experience and its ripple effect on overall business success. Join us as we navigate the realms of leadership, technology, and culture with Tiffani, offering listeners actionable insights for fostering an environment where both employees and customers thrive.

People first thought social media was just about taking pictures of your lunch. But now, it has evolved into something bigger, making social selling the norm of business marketing. If you don’t have a strong online presence, you are missing a huge opportunity. Mark Cox sits down with Timothy Hughes, co-founder and CEO of DLAignite, to discuss how to effectively generate revenue and get back to a growth trajectory through social selling techniques. Tim explains how to use LinkedIn and other social media platforms not to mindlessly promote your business but to build influence, make genuine connections, and start meaningful conversations. He also talks about the role of a changemaker in an organization and their role achieving collective success.

Salespeople often have a bad rep; they are seen as sleazy, manipulative, and, sometimes, intense in the way they deal with others. It is time to change that misconception. Sam Jacobs, the founder and CEO of Pavilion, imparts the message through the book of the same name: Kind Folks Finish First. You don’t have to be ruthless to get ahead; kindness will get you there faster. In this episode, Sam joins us to tell us more about the book and highlights, along the way, the top sales trends we have seen this 2023. He discusses a value-first approach to sales and business, overcoming the notion of treating relationships transactionally. Sam also gives great food for thought about the way we look at our careers: should you do what you love? Why do you need side hustles? For more sales tips and insights that will lead you to success, tune in to this conversation!

All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell the buyer. In this conversation, Bernadette McClelland unpacks the concept of “story-selling” and shares its six essential principles that will take your sales prowess to the next level. She also talks about the key things discussed in her latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom. Prepare to take some notes as we pick the mind of one of the greatest selling wisdom purveyors anywhere!

Ever wonder why somebody completely disrupts themselves or changes direction even if they were successful in what they'd previously been doing? We see that happen everywhere from sports to entertainment to the world of business. This phenomenon of “personal disruption” is the specialty of Whitney Johnson, CEO of the Human Capital Consultancy Disruption Advisors. Having worked with Clay Christiansen, Whitney took his concept of product disruption and applied it to people. In this episode, you’re going to learn how we can actually disrupt ourselves and what that experience looks like for the individual. In the constantly evolving professional sales space, we need to be constantly changing and developing, so this conversation is deeply relevant to our space. Tune in!

Mark was recenlty on The Sales Transformation Podcast and we wanted to share this great interview Mark did with host Collin Mitchell.

If you'd like to check out The Sales Transformation Podcast, use the link below!

https://pod.link/saleshustle

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Episode Description

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success. With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights. So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!

Connect with Mark Cox

• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com

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