The Selling Well

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

SPECIAL OFFER for our Listeners!

Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
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Recently, Mark was a guest on Andy Paul's The Win Rate Podcast.

Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect.

They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and Mark. 

Connect with Mark Cox

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

SPECIAL OFFER for our Listeners!

Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Stu Heinecke is a bestselling business author, marketer and Wall Street Journal cartoonist. His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time. His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow and expand. He is a twice-nominated hall of fame marketer, Nasdaq Entrepreneurial Center author-in-residence, and was named the “Father of Contact Marketing” by the American Marketing Association. 

Join us as we discuss his latest book, highlighting the importance of having a fierce mindset in professional sales, the importance of community, and how to thrive best in a disruptive environment.

Highlights:

• Stu’s professional journey
• The inspiration behind Stu’s books
• The importance of community for growth
• How to thrive best in a disruptive environment

Episode Resources:

Connect with Mark Cox

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

SPECIAL OFFER for our Listeners!

Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST

Connect with Stu Heinecke

• LinkedIn: https://www.linkedin.com/in/stuheinecke/
• Author Site: StuHeinecke.com
• How to Grow Your Business Like a Weed: https://a.co/d/41ju0jY

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Usman Sheikh is the founder and CEO of xiQ, an award-winning B2B sales and marketing platform combining neuroscience, psychology, and AI to understand the buyer’s mindset. Prior to xiQ, Usman spent more than 13 years with SAP in various global roles, with a deep understanding of the B2B sale at the highest level. He also frequently serves as a guest lecturer on the topics of AI and B2B sales and marketing at business schools such as the University of Texas, University of Alabama, and Clemson University. 

Join us as we discuss the rapid growth of AI, diving into the capabilities of the technologies and how we can apply them to different elements of selling.

Highlights:

• Usman’s journey in professional sales
• Predictive analysis vs generative analysis in AI
• Applying AI to different elements of selling
• How to stay current and improve your level of acumen with AI

Episode Resources:

Connect with Mark Cox

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

Connect with Usman Sheikh

• xiQ Platform: https://xiqinc.com/platform/  
• Follow Usman on LinkedIn: https://www.linkedin.com/in/usmanmsheikh/  
• Follow xiQ on LinkedIn: https://www.linkedin.com/company/xiqinc/  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Daniel is the co-founder and CEO of Growth Institute, providing online executive training for mid-market companies around the world. He has been a CEO coach for over two decades and a keynote speaker, helping entrepreneurs scale their businesses. 

In 1997, Daniel served as a Financial Attaché to the Consulate General of Mexico in Hong Kong. He later created the first financial website focused on Mexican financial markets, Finanzas Web, which was acquired by Patagon.com, a leading financial site in Argentina. In 2012, he partnered with Verne Harnish to provide executive training on an international scale with Growth Institute.

Join us are Daniel shares inspiring stories from his amazing professional journey and highlights his view on the importance of “Selling Well” as an entrepreneur.

Highlights:

• Daniel’s professional journey
• How Daniel got into coaching with Verne Harnish
• The Growth Institute’s structure to enable learning
• Managing peaks and valleys
• The value of community for professional growth

Episode Resources

Connect with Mark Cox

• In The Funnel Website: https://www.inthefunnel.com/
• LinkedIn: https://ca.linkedin.com/in/markandrewcox
• Facebook: https://www.facebook.com/inthefunnel
• Email: markcox@inthefunnel.com

Connect with Daniel Marcos

• Growth Institute YouTube: https://www.youtube.com/user/GrowthInstitute 
• Instagram: https://www.instagram.com/danielmarcos.scale/?hl=en 
• LinkedIn: https://www.linkedin.com/in/danielmarcos

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify
Subscribe on YouTube

Grant Van Ulbrich is a sales transformation pioneer and the author of “Transforming Sales Management – Lead Sales Teams Through Change”. Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offering a unique approach to personal and organizational change management.

Join us as Grant shares his inspiring journey, as well as insights and resources to help us manage transformational change in a positive way.

Highlights:

• Grant’s academic journey into professional sales
• Core issues in sales management today
• The ‘Scared - So What’ model
• The academic approach to sales management
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Grant Van Ulbrich
• Scared So What - Website Resources: https://scaredsowhat.com/
• Transforming Sales Management: 
  https://www.amazon.ca/Transforming-Sales-Management-Through-Change-ebook/dp/B0BTT8KFY1
• LinkedIn: https://www.linkedin.com/in/grantvanulbrich/  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpowers: Why We Lose Them and How to Get Them Back.
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Join us as we discuss the keys to successful selling from “Moving from Models to Mindsets” and the six core selling skills such as differentiation and presence. John also shares some challenges in sales training and sales management today.

Highlights:

• John’s journey in professional sales
• Challenges in sales management today
• The six core selling skills
• Problems in sales training
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with John Reid
• JMReid Group: https://jmreidgroup.com/
• Moving from Models to Mindsets: https://www.amazon.ca/Moving-Models-Mindsets-Rethinking-Conversation/dp/1544512732
• The Five Lost Superpowers: https://www.amazon.ca/Five-Lost-Superpowers-Lose-Them/dp/1544522940  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of “The LinkedIn Sales Playbook: A Tactical Guide to Social Selling”.

Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand connections, develop relationships and increase active engagement. She also shares three amazing tips for leveraging referrals to connect with new buyers.

Highlights:

• Brynne’s journey in professional sales
• LinkedIn as a dynamic Rolodex
• How to appropriately reach out for a referral
• Developing relationships through content engagement
• Practices to avoid on LinkedIn
• Best practices for posting content
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Brynne Tillman
• The LinkedIn Sales Playbook: https://a.co/d/2V0PCgs  
• brynne.tillman@socialsaleslink.com
• Social Sales Link: https://socialsaleslink.com/
• Making Sales Social Podcast: https://socialsaleslink.com/podcast/
• LinkedIn: https://www.linkedin.com/in/brynnetillman/  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Sam Richter is an internationally recognized expert on digital transformation and the author of the best-selling book, “Take the Cold Out of Cold Calling”. He was named one of the World’s Top 50 Sales Keynote Speakers in 2019 by Top Sales World and one of the Top 25 Most Influential People in Sales by InsideView multiple times. Sam is also the founder of IntelNgin, a technology that helps you find key business and sales information faster.

Join us as we discuss the importance of relevance and knowing what’s important to the buyer, how to properly reach out to prospects, and the importance of mindset and being genuine in all of your interactions.

Highlights:

• The importance of relevance and adding value
• Customer relevance management
• The platinum rule
• The 3x5 method for getting into the buyer’s mindset
• Building a genuine and authentic reputation
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Sam Richter
• Take the Cold Out of Cold Calling: https://a.co/d/2MXFGWY
• https://www.linkedin.com/in/samrichter
• Sam's Website: https://samrichter.com/
• IntelNgin: https://www.intelngin.com/  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Barry Trailer is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His recent article with Sales Mastery, “Can AI Really Help You Sell?” was published by Harvard Business Review. Barry first started as a professional engineer before migrating to sales and founding CSO Insights, one of the best research firms in professional selling, acquired by Miller Heiman in 2015. Bringing his expertise in sales training and sales enablement to Miller Heiman, he conducted over 400 training workshops and has since continued on his mission of elevating B2B sales today. 

Join us as we discuss what has changed and what has stayed the same in the world of selling and go in-depth into the sales relationship matrix.

Highlights:

• Barry’s journey in professional sales
• What has stayed the same and what has changed in sales today
• Sales Mastery’s research with over 500 sales organizations
• Sales Performance Matrix
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Barry Trailer
• https://salesmastery.com/
• Can AI Really Help You Sell? (2022): https://hbr.org/2022/11/can-ai-really-help-you-sell
• Sales School 2.0 on YouTube: https://www.youtube.com/channel/UCHvBKz1R6UtA47rx7dSMf1g
• https://www.linkedin.com/in/barrytrailer/  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

On this episode of The Selling Well podcast, we spoke to Nathan Furr, Associate Professor of Strategy at INSEAD, and Susannah Harmon Furr, entrepreneur, designer, and art historian. Together the couple co-authored “The Upside of Uncertainty: A Guide to Finding Possibility in the Unknown”, a science-backed guide providing frameworks and tactics to help navigate through uncertainty. Nathan has a deep background in this space, teaching innovation and technology strategy at INSEAD, and co-authored four books before his latest and forefront of our discussion, co-authored with Susannah.

Join us as Nathan and Susannah share insights on the topic of uncertainty and a four-step framework to help sales professionals and anyone in business navigate through it.

Highlights:

• Nathan and Susannah’s professional journey
• The inspiration behind The Upside of Uncertainty
• Framework for managing through uncertainty
• Nathan and Susannah share how it was writing a book together
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect With Nathan Furr And Susannah Harmon Furr
• Online Course: https://www.theupsideofuncertainty.com/
• The Upside of Uncertainty (2022): https://a.co/d/12iBVSq  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Dr. Cindy McGovern is the CEO of Orange Leaf Consulting, coaching and guiding companies and individuals to achieve both professional success and sustainable revenue growth. She is the author of the Wall Street Journal Bestseller “Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work” and her most recent book, “Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand”. Cindy has also been a keynote presenter at conferences around the world, speaking on various sales, leadership, and motivational topics.

Join us as we discuss her most recent book, highlighting the importance of creating a personal brand and understanding the values and superpowers that you bring to the table.

Highlights:

• Cindy’s journey in professional sales
• What sales really is today
• The inspiration behind Cindy’s latest book
• Understanding your superpowers and building a personal brand
• Living our values in our sales communicatio
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Dr. Cindy McGovern
• Cindy's Website: https://drcindy.com/
• Orange Leaf Consulting: https://orangeleafconsulting.com/
• Orange Leaf Academy: https://www.orangeleafacademy.com/
• Sell Yourself: How to Create, Live, and Sell a Powerful
• Personal Brand: https://a.co/d/cmxfTbt
• https://twitter.com/1stladyofsales
• https://www.instagram.com/1stladyofsales/   

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry.

Join us as we discuss Mike’s incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.

Highlights:

• Mike’s journey in professional sales
• A flaw in training for the SAAS selling process
• Overcoming discovery resistance
• The history of SPIN selling
• Emotional connection through story tending
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Mike Bosworth
• Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj
• Customer Centric Selling: https://a.co/d/24aRuaE
• https://www.storyseekers.us/
• https://weconcile.com/
• https://www.linkedin.com/in/mikebosworth 

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify

Dr. Marcia Reynolds is the President of Covisioning, teaching and coaching leaders how to engage in powerful conversations that connect, influence, and activate change. Marcia is one of the top coaches in the world and one of the first 25 people to become a master-certified coach. She has taught or coached in 43 different countries and has written four books on the topic, including her latest book, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry.

Join us as we discuss lots of practical experiences with Marcia, with wonderful tips about coaching and how to become a better leader.

Highlights:

• Marcia’s career journey
• How do we help people make real change?
• The 5 crazy coaching beliefs
• How to become more coachable
• Challenges in coaching and how to resolve them
• 3 positive mental habits
  
  
  Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• markcox@inthefunnel.com
• Connect with Dr. Marcia Reynolds
• Marcia Reynold's Books: https://covisioning.com/books/
• Coach The Person Resources: https://covisioning.com/?s=coach+the+person+resources
• YouTube Channel: https://www.youtube.com/user/MarciaReynolds  

Call to Action
In the Funnel Sales Workshop
Free Sales Tools

How to Listen:
Subscribe on Apple Podcasts
Listen on Spotify