Feb 25, 2017
This is a collection of Business901 podcasts on Sales. It is about 7-hours in length and features the following guests in the order of appearance:
(00.30)Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has co-authored the book Shift!: Harness The Trigger Events That Turn Prospects Into Customers which is as good of description I have found for what is lacking in today’s selling.
(30.00)Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way.
(52:10) Mark Hunter, The Sales Hunter, documents his knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
(1:34:35) Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb Blount’s Author Page: http://amzn.to/2jR3zuP
(2:27:56)Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists.
(3:01:03)Dave Brock (Partners in Excellence) is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering. Dave speaks frequently on a wide range of business, sales, leadership, and related topics.
(3:29:13)Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups andcorporations, and consulted to many companies around the world. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.
(4:07:54)Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results.
(4:37:20)Régis Lemmens is a partner at Sales Cubes, a sales management consulting firm located in Belgium, specializing in sales and key accounts management. He is a firm advocate of design thinking in business and helps organizations to apply this approach to innovate and redesign their sales processes finding new ways to add value to their customers. His new book is, From Selling to Co-Creating.
(5:00:15)Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is credited with the movement to Consultative Selling, captured in the book Perfect Selling, which is the cornerstone of Richardson’s methodology.
(5:23:23) Charles Green is the author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present. My favorite since I own it in several formats is probably Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships.
(5:51:41) In his new book, Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More,Grant Leboff explores how the sales landscape has changed in recent years but how those working in sales have failed to change their behavior to meet customers.
(6:23:36) Tim Sanders has spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. Tim recently authored a new book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.
(6:46:17)Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. Matt’s latest book is The Effortless Experience: Conquering the New Battleground for Customer Loyalty and he is best known for the book, The Challenger Sale: Taking Control of the Customer Conversation.