Episodes
Tony Morris is an International sales speaker, best-selling author of 5 books and MD of an International sales training company. He and his team have helped develop over 30,000 sales professionals, across 62 industries to perform at the top of their game. Tony shares a range of things, including his sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.
Published 12/14/20
Published 12/14/20
Jason Helfenbaum is the owner of ClicKnowledge, a training and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI. These solutions have ranged from sales training and behaviour modification to tech and policies/procedures and all points in between. When he is not working he can be found channeling his inner...
Published 12/01/20
Duane Tough IS A Payments Architect (Founder of PBATM, PBCASH and ZIPPY.CASH). Duane designs and architects business and technology systems of all shapes and sizes for over 25 years. Provide necessary linkage between enabling today's opportunities and opening avenues to the markets of tomorrow. Currently working with many clients in the Financial Services and promoting CardLess and Card Not Present and ContactLess ATM services.
Published 11/16/20
Alice Heiman is Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner led companies with a B2B complex sale to build their sales organization. And today she shares her expertise with us.
Published 11/02/20
Jeff Goldstein (P. Eng) - Founder, SalesLeadersOnly.com , While Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. He shares his 25+ years of sales leadership, and helps you lead and sell through all types of markets.
Published 10/19/20
Javed S. Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Possessing a wealth of knowledge and experience in building relationships, marketing, brand development and communications, Javed speaks with contagious passion and careful commitment to ensuring his audiences are empowered with critical strategies guaranteed to positively transform the way they market themselves, their business or their...
Published 10/05/20
Scott Gillum is founder of Carbon Design, and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable. In this episode, Scott and I pick up a discussion we have been having for some five years, based on the age-old question of “Why do we need salespeople?” This is not the usual us-versus-them sales and marketing discussion. The direction is how do we align the two groups to better serve the customer and our company. Listen in on this battle for ideas, but not supremacy.
Published 09/21/20
David and I take on an often asked question in the trade, “is there such a thing as a natural born sales person?” David is the president David Masover Sales Consulting, and shares how he leverages the sales process to drive success. We explore alternatives to natural born talents, and how we may be able to build a salesperson given the right ingredients.
Published 09/07/20
This one is all beef, we have Darryl Praill, Chief Marketing Officer at VanillaSoft. No one is better qualified to discuss the the "fundamental pillars" of running Inside Sales and Engagement practices? To what extent do CRMs and Marketing Automation tools help in achieving the results? Darryl hits the issue head on and shares best practices that include data, defined sales engagement processes, analytics and shared metrics, non-stop product and market training, sales coaching and mentoring,...
Published 08/24/20
Art Sobzak is the President of Company: Business By Phone Inc., and one of the best telephone coaches you casn meet. With over 30 years of experience Arthas helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals, He’s the author of five books, and his flagship book, “Smart...
Published 08/10/20
We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make as a result, can actually lead to greater personal and financial rewards.
Published 07/27/20
Joanne Black is America's leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world. We explore it all with the source.
Published 07/13/20
Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP. Andrew shares the core components of the Metre. We also explore his 25 years in software as a creative and strategic thinker, and how he uses a collaborative leadership style to lead cross-functional North American and Global teams to produce positive change for process, people and...
Published 06/29/20
As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. In his conversation with host Tibor Shanto, Brontén explores some of the faulty assumptions people make in sales, the selection of CRMs, and other areas of selling. Created for individuals in sales, marketing and related disciplines, all published episodes of Sales Scrum can be found here.
Published 06/15/20
Shawn Finder has always been an entrepreneur at heart. At age 24, he entered the entrepreneurial world after competing as one of Canada's top-ranked tennis players. While email success is always timely given the separation issues we are facing, getting email right is more crucial than ever. Shawn presents the latest trends, what works and what doesn't from his front line view at Autoklose.
Published 06/01/20
Steve Gielda is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Steve brings unique insights as to why and how sellers lose deals. Having conducted post mortems on enterprise level deals for leading companies, Steve shares some actionable insights that will boost you in all markets.
Published 05/25/20
David Priemer is a widely recognized thought leader in sales and sales leadership. As a trained researcher and founder of Cerebral Selling. David recently published "Sell The Way You Buy", exploring how we as sellers can put ourselves in our customers' shoes. A critical message at the best of times, but more so given the changes in the market. David shares practical steps we can all take to continue to move forward with our sales.
Published 05/18/20
Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and he wants you to Rethink The Way You Sell. More than anything, Jeff is a common-sense sales guy who shares how to go from can't to can while maintaining your swager.
Published 05/11/20
Brian Carroll is the CEO and founder of markempa, a bestselling author, and a perfect guest given the opportunities we face. Brian delivers insight about how to ensure that you anchor your sales methodology in empathy. In today's economy many things will change, but not the human element that is key to sales success. Brian shares a number of resources you can use to gain advantage.
Published 05/04/20
Karthi is the Co-founder and CEO of Hippo Video. Karthi unpacks core best practices for using video for remote interactions, but specifically sales. VIdeo is no longer an "if" but a must. As Karthi said, "It is a way to put a face to a signature.
Published 04/27/20
President and Head of Solutions at Andrew Jane Consulting, Paul Weston began his sales, coaching and consulting journey in 2006 after a 26-year career in the Royal Marines. Paul shares how he is leveraging his experience, discipline and focus not just to cope in challenging times, but continuing to grow to meet opportunity and demand. Paul explores how to stay on task regardless of distraction. Created for individuals in sales, marketing and related disciplines, all published episodes of...
Published 04/20/20
Laurent Amar is VP of Sales at CMiC, and a consummate solution seller and leader.  Having led and lived through the migration to the cloud, Amar talks with host Tibor Shanto about the difference (and the similarities) of selling in the cloud. Amar notes how the change has prompted changes in sellers. Created for individuals in sales, marketing and related disciplines, all published episodes of Sales Scrum can be found here.
Published 04/07/20
Matt Millen started out as a race driver and has never lowed down.  Having led sales teams to success, Millen leverages a proven approach to sales called SAM, Stories, Activity and Mindset.  In this podcast, Matt breaks it down for host Tibor Shanto and together they discuss how the SAM approach can help sales reps today work smarter. Created for individuals in sales, marketing and related disciplines, all published episodes of Sales Scrum can be found here.
Published 03/23/20
Host Tibor Santo and Tim Herron talk about how to help sales reps succeed whether they are down the hall or across the continent. Herron draws his lessons from his experience as a salesperson, a sales team leader and his active engagement with non-for profits.  Sales Scrum was created for individuals in sales, marketing and related disciplines. All published episodes can be found here.
Published 03/09/20