Episodes
Everybody loves a remarkable story. The difference between an average story and a remarkable one is the amount of imagination that is captured. Remarkable stories take your buyers somewhere new. Remarkable stories aren’t always factual, but they are always consistent. Buyers have a tough time working out if the hero was called Barry or Brian but they’re very good at sniffing out inconsistencies in how the story starts and ends. Remarkable stories build trust. In a world where nobody...
Published 08/04/21
Make more calls. Send more emails. Knock on more doors. Use more technology. More! It doesn’t work. The problem for most salespeople isn’t that they need more. The problem is that they don’t know how to sell. At a certain point, giving a racing driver more power, more grip, more downforce doesn’t make the car go faster. Skill becomes the limiting factor. Would I beat Lewis Hamilton in a race if my car had 20% more horsepower? Heck no. Would I be able to keep up with Lewis if I had...
Published 08/03/21
On this week in sales we’ll be looking at:  * What omnichannel means for sales professionals * Software to track sales commissions  * Conversational commerce  And much more! NEWS: Omnichannel in B2B sales: The new normal in a year that has been anything but * ⅔ buyers prefer remote human interactions or digital self service * Eight in ten B2B leaders say that omnichannel is as or more effective than traditional methods—a sentiment that has grown...
Published 08/02/21
I recently bought a new car. I wanted an estate (or a wagon if you’re in the US) as I needed something I could transport Walter in for our adventures. I could have spent £10k on a used Skoda Superb estate or I could have spent £100k on a new Audi RS4 estate. So how did I know the right price to pay? I needed to go somewhere between useless and useless. Spend too little and the buyer gets “useless”. They’ve spent money but they get a product that doesn’t work....
Published 08/02/21
Social Selling Show Hosts: * Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 28 days.
Published 07/28/21
https://youtu.be/NGmnw1W_czw On this week in sales we’ll be looking at:  * All the sales tech companies getting funding* Chorus.ai doing conversational intelligence within Zoom meetings* If this is the end of the traveling salesman And much more! News: Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns The new capital will be used for tech development and hiring, and brings Outplay’s total raised so far...
Published 07/25/21
https://youtu.be/PVPJ7ekKPvI Tim Clarke is a senior director at Salesforce and Marin Nelson is a regional vice president at Salesforce too. On this episode of the Sales Leadership Show Tim and Marin share who’s responsibility our teams mental health at work is and the best way to both approach this subject and help support our colleagues. We discuss: * Who’s responsibility it is to look after our teams mental health* “For myself as a leader, I have a...
Published 07/23/21
Daniel Disney is one of the world’s leading Social Selling experts and co-host of the Social Selling Show. On this episode of the Salesman Podcast Daniel shares his social selling secrets. Resources: * The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales and Revenue Generating Machine* Daniel on LinkedIn* Social Selling Show
Published 07/20/21
Social Selling Show Hosts: * Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 28 days.
Published 07/19/21
On this week in sales we’ll be looking at:  * Zoominfo buying Chorus.ai* Faceless avatars being set to take over the sales profession* How much should you spend on Sales Enablement* If a college degree is worth the investment And much more!  News: ZoomInfo drops $575M on Chorus.ai as AI shakes up the sales market ZoomInfo announced this morning it intends to acquire conversational sales intelligence tool Chorus.ai for $575 million. Sales intelligence,...
Published 07/18/21
On this week in sales we’ll be looking at:  * Our car buying experiences * Seismic surpassing $200m in revenue * Increasing product pricing due to inflation  And much more! News: Seismic surpasses $200m in annual revenue run rate Seismic, the global leader in sales enablement, today announced it has surpassed $200 million in annual revenue run rate. * Sales Enablement* Marketing Enablement* Social Selling enablement*...
Published 07/11/21
On this week in sales we’ll be looking at:  * Selling behaviours that kill deals* Virtual sales recruiting * Apple pushing back on working remotely And much more!  Sales news: The LinkedIn State of Sales Report 2021  50% of buyers say that working remotely has made the purchasing process easier  Buyers also identified a number of behaviors from sellers that were immediate deal killers –  * 48% Delivering misleading information about a product,...
Published 07/06/21
Social Selling Show Hosts: * Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days.
Published 07/05/21
On this week in sales we’ll be looking at:  * Salesforce learning from Microsoft’s AI mistakes* How selling is way different in Japan* Victor pulling off the first ever, presentation within a presentation at Outbound 2021 And much more!  News: How Salesforce Learned From Microsoft’s Mistakes to Dominate in AI one of the biggest pieces in Salesforce’s growth story is talked about the least, both in earnings reports and otherwise. Salesforce built Einstein,...
Published 06/27/21
Michele Molitor is an executive coach and an expert on impostor syndrome. On this episode of the Salesman Podcast Michele explains what impostor syndrome is and how to break through it. Resources: * MicheleMolitor.com* Michele on LinkedIn
Published 06/18/21
On this week in sales we’ll be looking at:  * Gong and Outreach raising a crap ton of money and what that means for the sales industry* If you should swear at work And much more! News: AI-powered sales enablement platform Gong raises $250M Enterprise sales enablement platform Gong.io today raised $250 million in a series E funding round valuing the company at $7.25 billion, more than triple its previous valuation ($2.2 billion). CEO and cofounder Amit Bendov...
Published 06/13/21
On this week in sales we’ll be looking at:  * Sales automation* Post COVID lead generation trends* Amazon’s Hire to Fire strategy News: What’s Your Sales Automation Strategy? A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness. However, lack of awareness of automation’s potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances...
Published 06/06/21
Social Selling Show Hosts: * Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days.
Published 06/04/21
On this week in sales we’ll be looking at:  * Buyers buying faster* If the AI in sales hype real?* Selling to the new millennial buyer And much more! News: 63% of B2B Buyers Now Make Procurement Decisions Quicker Than Pre-Pandemic, New ARPR Research Concludes When we polled CIOs and CTOs, 63% of respondents said their IT budgets have increased slightly or significantly due to COVID-19. Added Anna Ruth Willams, ARPR’s  CEO: “Our survey points to a...
Published 05/30/21
Kim Walsh is the Global VP, Go-to-Market Partnership at HubSpot. On this episode of The Salesman Podcast Kim explains HubSpot’s strategy of taking a live event/webinar attendee and nurturing them into a sales qualified lead. Resources: * GROW – A unique online event for leaders in Marketing, Sales, and Customer Service* Kim on LinkedIn
Published 05/24/21