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Art & Science of Complex SalesThe Sales Coaching Revolution │ David MasoverGet ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover, a Sales Management Coach and consultant from David Masover Sales Consulting.
Tune in to hear David's journey, from facing challenges as a new salesperson to becoming a skilled coach. He'll share valuable tips about the art of selling successfully. Together, we'll explore how important good coaching and mentorship are in tackling the world of sales.
Sales Coaching and Making Connections (13:08)
This chapte...2024-01-0539 min
No Limits SellingDavid Masover on Building an Effective Sales ProcessDavid Masover is an author, speaker, and thought leader in the B2B sales space. For over 30 years he has worked in large and small sales organizations in positions from sales rep to executive, and this has allowed him to refine and perfect the innovative and effective B2B sales and sales management techniques and strategies he teaches today.
David was one of the co-founders of Branders.com in 1999 (acquired by Bel USA), the world's first and at one time largest online platform for customized promotional products. David now works as a private practice sales consultant.
David is the author of...2022-03-2227 min
GirlzWhoSell Spotlight18 - A Million Paths To Success with David Masover Consulting's David MasoverYour host, Heidi Solomon-Orlick talks with David Masover of David Masover Consulting. In order to optimize your entire B2B sales team, you have to embrace the idea that sales team success is not about any one thing. Optimization begins with David's The Sales Team Success FormulaTo learn more about David's work, visit https://davidmasover.com/If you'd like to be a guest on GirlzWhoSell Spotlight, click HERE2022-02-2829 min
Sales Team Success Formula#1 - Introducing The Sales Team Success FormulaWhat the heck is The Sales Team Success Formula and why should you care?That’s exactly what we’re going to tackle in this episode, and in this podcast.I’m David Masover, creator of the formula, host of the podcast, and a 30-year veteran of B2B sales and I can tell you, there is a lot of suffering in a lot of sales teams that just doesn’t need to be.Reps suffer due to a lack of clarity, motivation, and the ability to consistently get results.Sales...2022-01-2831 min
CEO Sales InsightsS5:E1 David Masover Introduces the SeasonHi, thanks for checking this out, and welcome to the fifth season of the CEO Sales Insights podcast.I’m your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about sales training.What’s so interesting about sales training?Well, reps often hate it (unless they are bad reps and would rather do anything other than call on prospects and clients), most of it doesn’t fit and/or doesn’t stick, and company leaders often feel lik...2021-07-2802 min
Driving B2B Sales Revenue#50 Sales Tech Helps You Do More - For Better or For WorseABOUT THE GUEST: Chris Beall, CEO of ConnectAndSell, Inc. For most of the past 30 years, Chris has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in soft...2021-06-2839 min
Driving B2B Sales Revenue#49 Sales as collaboration: Great idea, but how?ABOUT THE GUEST - ROSS RICH, FOUNDER AND CEO AT ACCORD From Ross’ LinkedIn profile: Currently building inAccord.com to move B2B sales from Vendorship -> Partnership 🤗 SF based, Canada raised 🇨🇦 Outside of work, I love to: - Ski Tahoe, hike Marin, & play/coach soccer - Explore meditation, yoga & mindfulness - Adventure through new countries & cultures Inspiring Reads: - The Alchemist - The Book of Joy - A Short History of Nearly Everything - Abundance - The Making of the Atomic Bomb - Siddh...2021-06-2138 min
Driving B2B Sales Revenue#48 Sales AI like you’ve never seen - and you’re going to love it!ABOUT THE GUEST - ADAM RUBENSTEIN, CO-FOUNDER & CEO OF TRAQ365 Adam Rubenstein is a serial entrepreneur who has built 3 successful companies. In his current role as CEO and Co-Founder of Traq365, he oversees Sales, Strategy, and Operations. He most recently served as the Co-Founder & COO of MotionPoint Corporation. Prior to MotionPoint, Mr. Rubenstein co-founded Convenience Products Corporation (“CPC”) to create a market for new technology-based products — prepaid calling cards and prepaid wireless. He conceived and implemented many of the merchandising, marketing, and technical innovations brought to retailers by the prepaid card industry. Convenience Products...2021-06-1430 min
Driving B2B Sales Revenue#47 CRM as a Competitive Advantage - But You Have to do it RightABOUT THE GUEST - JOSH SWEENEY, FOUNDER OF FOUNDERSCALE Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales and marketing challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atla...2021-06-0732 min
Driving B2B Sales Revenue#46 Lessons From Three Decades on the Front Lines of Modern SellingABOUT THE GUEST - PAUL LESSER, ENTERPRISE SALES EXECUTIVE AT NECTAR Paul Lesser is an experienced enterprise software sales professional, selling subscription software to Fortune 1000s companies. Part of his expertise is provisioning enterprise collaboration environments that consist of Microsoft, Cisco, Zoom, Genesys, Avaya, or any other platform. Representing Nectar Services, his approach to sealing sales deals stem from adding value to his prospects and customer relationships. Among the many successful deals he has closed is selling Nectar Software to a global financial firm in a 60-month term commitment at $50,000.00 MRR with the opportunity to grow the M...2021-05-3135 min
The Intentional Encourager PodcastEpisode 129 with Sales Coaches and International Entrepreneurs Brittany Baldwin and David MasoverSales Coaches and International Entrepreneurs Brittany Baldwin and David Masover joins this episode to talk about:
The tests people have gone through collectively and finding ways to pivot.
The challenge of pushing products versus providing value.
Forgetting the human connectivity in Sales.
Remembering who to go to market with and understanding perspective.
Why entrepreneurs don't want to be considered Salespeople.
Understanding the roles Sales people play in a company.
Liking systems, order and processes.
Studying the craft and working to successful execution.
Being true in what you do and what you offer.
Connect with Brittany on Linkedin an...2021-05-2539 min
Driving B2B Sales Revenue#45 Selling The Right Way, Even As A VC-Backed CompanyABOUT THE GUEST - ANDREW BUTT, CEO AT ENABLE From Andrews LinkedIn Profile: Founder & CEO of Silicon Valley venture-backed SaaS platform. My vision is for intelligent deals to connect every trading relationship to drive mutual success. My mission is to digitize the deal economy by creating the best product, operational excellence and a unique sustainable high performance culture driving team retention, growth and customer success. Enable is a Series-A funded SaaS product for companies across 50+ sectors to analyse, negotiate and execute complex trading agreements to drive profitable growth. Much more than reba...2021-05-2424 min
Driving B2B Sales Revenue#44 How to Build a High Impact Outbound Sales TeamABOUT THE GUEST: COLLIN MITCHELL, CEO OF MONSTER VOIP AND HOST OF THE SALES HUSTLE PODCAST Collin Mitchell is a serial entrepreneur who is passionate about technology and his mindfulness practice. His first entrepreneurial project was with his wife in their apartment living room which they bootstrapped together to 5 million dollars of revenue within 26 months. Most recently, he has been working on Monster VoIP, a nationwide unified communications provider that gives enterprise features at an SMB price. Personally, Collin is an early riser, consistent meditator, and swimming enthusiast. Collin is the host of The...2021-05-1727 min
CEO Sales InsightsS4:E4 - David Dulany on the Impact of CultureSeason Four Episode FourGuest: David Dulany, Founder & CEO at TenboundFrom the Tenbound Website“Hi, I'm David Dulany. I am a Sales Development program building specialist with deep experience building highly successful Sales Development (SDR) programs from scratch for technology companies. I'm also the host of the Sales Development Podcast, the only audio forum dedicated to helping the Sales Dev Community get better, and Founder/CEO of Tenbound.”You can learn more about David and reach out to him on LinkedIn here:http...2021-05-1602 min
CEO Sales InsightsS4:E1 - Season Introduction with David MasoverHi, thanks for checking this out, and welcome to the fourth season of the CEO Sales Insights podcast.I’m your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about a topic that a lot of people talk about, but one that is rarely defined in a really clear way.And that’s Corporate Culture.And more specifically, what is the impact of corporate culture on a high-performance sales team.We have some great gues...2021-05-1601 min
Driving B2B Sales Revenue#43 Surviving, Adapting & Thriving in Times of Great ChangeABOUT THE GUEST: ZAFER KARACA, VP at IBM Zafer Karaca, currently serves as Vice President of the Cloud and Services business in Enterprise & Commercial segments for IBM US. Mr. Karaca is responsible for a segment serving 100,000 IBM clients in North America, driving ~$1.6B business on an annual basis. Mr. Karaca is also managing New Client Acquisition, Red Hat Synergy and other key Growth Initiatives for Enterprise go to market teams in his current capacity. Prior to that, Mr Karaca was leading Red Hat acquisition for IBM US, where he was responsible for assuring suc...2021-05-0334 min
Driving B2B Sales Revenue#42 Creating a LinkedIn Ecosystem Designed for Sales SuccessABOUT THE GUEST: KENT LEWIS, PRESIDENT AND FOUNDER AT ANVIL MEDIAAs President and Founder of Anvil Media, Inc., Kent Lewis is responsible for managing operations, marketing and business development towards its purpose of creating meaningful impact for Anvil’s clients, community and its employees through creative problem-solving, making and leveraging connections and educating others. Under his leadership, Anvil has accumulated the following awards and recognition since inception in 2000:• Inc. 5000: Fastest growing private companies in America• Oregon Business Magazine: 100 Best Places to Work• Portland Business Journal: Oregon’s Most Admired Companies• Port...2021-04-2630 min
PsychAndSalesInterview with David MasoverI remember my first job in sales. It was a month of product training, and zero training on how to actually sell.
I quit after 3 months...
Almost quit sales for good
When we enter a new role, or aren't seeing the success we want
It is easy for negative thoughts to creep in
"What's wrong with me"
Or for feelings like being scared or anxious to come up
In these moments, it requires being vulnerable, not going at it alone, and seeking support from the...2021-04-2030 min
Driving B2B Sales Revenue#41 Getting Past Call Reluctance and Into AppointmentsABOUT THE GUEST: JENNIFER HASAN, PRINCIPAL AT PROSPECTING WORKS From Jenn’s website: “I’m on a mission to change how we go about setting appointments that benefits everyone involved, even the gatekeeper. I help B2B companies schedule more qualified appointments by building a customized prospecting process that is perfectly executed and accurately measured.” You can reach Jenn on LinkedIn here: https://www.linkedin.com/in/jenniferhasan/ Or here at her website: https://www.prospecting-works.com/ Or just give her a call here: 845-831-2831 ...2021-04-1227 min
CEO Sales InsightsS3:E10 Chris Beall on the Importance of Sales TechSeason Three Episode TenGuest: Chris Beall, CEO at ConnectAndSellFrom Chris’ LinkedIn ProfileFor the past 35 years, I have been participating in software startups as a founder or at the very early stages of development. My focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual.You can learn more about Chris and reach out to him on LinkedIn here:https://www.li...2021-03-3102 min
CEO Sales InsightsS3:E9 Jon Ferrara on the Importance of Sales TechSeason Three Episode NineGuest: Jon Ferrara, Founder & CEO of NimbleJon Ferrara, has been recognized for pioneering innovation in the customer management category.He's the founder and CEO of Nimble, an award-winning social sales, and marketing CRM for individuals and teams. It's Ranked #1 in Overall Satisfaction by G2 Crowd and integrates with Microsoft Office 365 and Google G Suite. Learn more at Nimble.com.Ferrara was the creator and co-founder of the award-winning customer management product GoldMine. In 1999, Goldmine got acquired by FrontRange and Ferrara left to...2021-03-3102 min
CEO Sales InsightsS3:E8 Marissa Waldman on the Importance of Sales TechSeason Three Episode EightGuest: Marissa Waldman, CEO at LeaderologyMarissa is a respected industry executive with over twenty years of experience in managing and leading high performing teams and organizations. She is a business builder and strategic leader who intuitively understands her clients’ and stakeholders’ needs.Marissa’s previous professional experience includes a high-value role as President of Brainard Strategy, leading the learning strategy for all sales organizations at Option One Mortgage, as well as over 13 years at Right Management Consultants as a Vice President of Regional Sales, a Clie...2021-03-3102 min
CEO Sales InsightsS3:E7 David Wolfe on the Importance of Sales TechSeason Three Episode SevenGuest: David Wolfe, CEO at InguoDavid is the CEO and Founder of Inguo.io, Inc, an Automated Causal Analysis and Discovery firm. David is now leading the charge introducing this cutting edge Automated Causal Analysis and Discovery MLaaS platform that is disrupting data science. Through Inguo.io, David is changing the way we understand data science and insights in market research, public policy, manufacturing, pharma/health care and much more. You can learn more about David and reach out to him on LinkedIn here:2021-03-3103 min
CEO Sales InsightsS3:E6 Chad Burmeister on the Importance of Sales TechSeason Three Episode SixGuest: Chad Burmeister, Founder & CEO of ScaleX.ai“I’m Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. I empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. My fundamental belief is that “it takes a village” to train the greatest sales professionals in the world. This is why I launched ScaleX.ai to provide sales professionals with the toolkit to crush their quotas and SalesClass.ai to provide sales professio...2021-03-3102 min
CEO Sales InsightsS3:E5 Barry Karch on the Importance of Sales TechSeason Three Episode FiveGuest: Barry Karch, Owner of The Real Estate Power HousesFrom Barry’s Podcast WebsiteMy name is Barry Karch, and I’ve been a Realtor in El Paso, TX for 35 years. I am the Broker/Owner of a real estate company called The Real Estate Power Houses. My wife, Tammy, and I work together. I have consistently sold 90-100 homes per year, which puts me in about the top 5% of the industry. I have done this without a team. Just me – and a lot of help...2021-03-3104 min
CEO Sales InsightsS3:E4 Josh Sweeney on the Importance of Sales TechSeason Three Episode FourGuest: Josh Sweeney, Founder of FounderScaleJosh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry.You can learn more about Josh and reach out to him on LinkedIn here:https://www.linkedin.com/in/sweeneyjosh/About FounderScaleFounderScale helps business founders grow successful sales organizations so th...2021-03-3102 min
CEO Sales InsightsS3:E3 Josh Millet on the Importance of Sales TechSeason Three Episode ThreeGuest: Josh Millet, Founder & CEO at Criteria CorpJosh is the Founder and CEO of Criteria. He started the company in 2006 with a vision to create a SaaS-based pre-employment testing service that would make the highest quality employee assessment tools accessible to companies of all sizes. Prior to launching Criteria, Josh cofounded an online test preparation company, Number2.com, which was acquired by Xap Corp of Culver City, CA, in 2002. After the acquisition, Josh served as the President of Xap's test prep division. He has coauthored testing-related...2021-03-3103 min
CEO Sales InsightsS3:E2 Colson Steber on the Importance of Sales TechSeason Three Episode TwoGuest: Colson Steber, Co-CEO of Communications for Research, Inc.Colson has built a reputation as a trusted advisor within the research and insights community. As Co-CEO of Communications for Research (CFR) and Ag Access, he is primarily responsible for finance and new customer development. His main focus is on helping clients navigate complex research situations and putting those around him in positions to succeed and continuously improve. Colson joined CFR in 2012 and spearheaded the creation of Ag Access in 2020.You can learn more about Colson...2021-03-3102 min
CEO Sales InsightsS3:E1 Season Introduction with David MasoverSeason Three Episode OneHi, thanks for checking this out and welcome to the third season of the CEO Sales Insights podcast.I’m your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about a topic that divides and frustrates many - sales tech.If you look at the number to tools available for tech these days it an be overwhelming, and many of the tools and tech are criticized for enabling a quantity ov...2021-03-3101 min
Driving B2B Sales Revenue#40 Harnessing the Power of Role Plays Done RightABOUT THE GUEST: BOB GRAVELY, CERTIFIED PRACTICE LEADER AT GROWTH 10 Bob started his career in the insurance industry and spent 15 years traveling the world as a reinsurance broker ending as a specialty insurance agency owner. He has also owned and operated 3 companies outside of insurance, served as COO for two, served as CSO for another, and worked as a sales and management consultant for many others. Bob takes a process and people-first approach to business He believes that successful businesses focus on their people first and processes second knowing that getting those 2 aspects “righ...2021-03-2931 min
Driving B2B Sales Revenue#39 Getting attention for your business in a very noisy worldABOUT THE GUEST: JON SCHRAM, PRESIDENT OF THE PURPLE GUYS Jon Schram is a husband, father, and entrepreneur. He is the founder and CEO of The Purple Guys, a Midwest-based information technology support company. The company has grown since 2001 to become the Midwest’s premier IT support company with more than a 96% customer satisfaction rating. Jon and his wife, Jill, have three children and have founded two businesses. You can find Jon on LinkedIn here: https://www.linkedin.com/in/purpleguy/ And find The Purple Guys on the web here: https://www.purpleg...2021-03-1524 min
Driving B2B Sales Revenue#38 Sales Enablement: Great idea, but...ABOUT THE GUEST: SEAN CAMPBELL, CEO OF CASCADE INSIGHTS From Sean’s LinkedIn Profile: “I've been mentoring and educating business professionals for over 20 years. Whether it's the Fortune 50, unique startups, business school students, or the team at Cascade, I've greatly enjoyed any opportunity I've been given to train, educate, or mentor. I've also been a professional services firm owner for more than 20 years. My work has spanned consulting engagements with tech giants and startups you’ve heard of, the sale of my first company, and the growth of delivery, sales, marketing, and opera...2021-03-0132 min
CEO Sales InsightsS2:E10 What Jake Dunlap looks for when hiring a sales leaderSeason Two Episode Ten Guest: Jake Dunlap, CEO at Skaled Consulting About Jake: As the Founder + CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Jake is a Linkedin expert and influencer, shaping the landscape of how marketing teams, sales teams, and executives sell and shape their personal brands through Digital Presence. You can learn more about Jake and reach out to him on LinkedIn here: https://www.linkedin.com/in/jakedunlap/ About Skaled...2021-02-2802 min
CEO Sales InsightsS2:E9 What Justin Gray looks for when hiring a sales leaderSeason Two Episode Nine Guest: Justin Gray, CEO and founder of LeadMD About Justin: Justin is a serial entrepreneur serving currently as the CEO and founder of LeadMD, the world’s largest marketing automation consultancy having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them to success. In addition to LeadMD, Justin is also the Co-Founder of PaidSuite, a SaaS payment technology provider, and Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his f...2021-02-2801 min
CEO Sales InsightsS2:E8 What Ofer Yourvexel looks for when hiring a sales leaderSeason Two Episode Eight Guest: Ofer Yourvexel, CEO & Co-Founder at Pepperi About Ofer: Ofer Yourvexel is the co-founder and CEO of Pepperi, the B2B sales platform for brands and wholesalers. Prior to founding Pepperi, Mr. Yourvexel spent over 20 years in executive leadership positions with enterprise technology companies including Amdocs, Jacada, Enigma, and Tefen. You can learn more about Ofer and reach out to him on LinkedIn here: https://www.linkedin.com/in/ofer-yourvexel-4898a64/ About Pepperi: Pepperi is an omnicha...2021-02-2804 min
CEO Sales InsightsS2:E7 What Kent Lewis looks for when hiring a sales leaderSeason Two Episode Seven Guest: Kent Lewis, President and Founder at Anvil Media, Inc. About Kent: As President and Founder of Anvil Media, Inc., Kent is responsible for ensuring the company is living its mission and vision by managing overall corporate strategy, including operations, business development, sales and marketing. You can learn more about Kent and reach out to him on LinkedIn here: https://www.linkedin.com/in/kentlewis/ About Anvil Media, Inc.: Anvil is an integrated marketing agency special...2021-02-2806 min
CEO Sales InsightsS2:E6 What Jeff Bermant looks for when hiring a sales leaderSeason Two Episode Six Guest: Jeff Bermant, CEO at Cocoon MDRTM About Jeff: Jeff describes his position as co-founder and CEO of Virtual World Computing as the culmination of his entrepreneurial career and and his work as a passionate advocate for a safer and more secure Internet. He spearheaded the planning and development of the flagship product, the cloud-based Cocoon browser. He serves as the chief fundraiser, team-builder, and ideas guy. Jeff counts it a privilege to work every day with people he admires for a product he bel...2021-02-2803 min
CEO Sales InsightsS2:E5 What Priscilla McKinney looks for when hiring a sales leaderSeason Two Episode Five Guest: Priscilla McKinney, CEO at Little Bird Marketing About Priscilla: Priscilla is the fifth of five girls. She and her sisters traveled the world singing which involved matching dresses, puppet shows and a lot of road trips. Thirty four houses, three countries, five states, four high schools and a degree in Cultural Anthropology later, Priscilla has miraculously found her way into her most ideal place in the world - at the intersection of MARKETING, BUSINESS and MARKET RESEARCH. You can learn more abou...2021-02-2802 min
CEO Sales InsightsS2:E4 What Jacques Sciammas looks for when hiring a sales leaderSeason Two Episode Four Guest: Jacques Sciammas, President, Executive Resources Group About Jacques: Jacques draws on a large company experience in various C-level roles (CFO, COO, CIO), including Chair of Capital Committees responsible for investments proposals, winning complex deals, and becoming a Trusted Advisor to the C-Suite You can learn more about Jacques and reach out to him on LinkedIn here: https://www.linkedin.com/in/jacques-sciammas/ About Executive Resources Group: An international interim executive management firm that provides operati...2021-02-2802 min
CEO Sales InsightsS2:E3 What Andrew Butt looks for when hiring a sales leaderSeason Two Episode Three Guest: Andrew Butt, Co-founder & CEO of Enable About Andrew: Andrew Butt is the Co-founder & CEO of Enable, a modern, cloud-based B2B software solution for rebate management. Launched in 2017, Andrew and his co-founder, met twenty years ago while learning to fly helicopters. In March 2000, they formed their first business together, DCS E-Commerce, a profitable software engineering company, employing a team of 100. The company was ranked in the Sunday Times as the 50th fastest growing private technology company in Britain. You can learn more...2021-02-2802 min
CEO Sales InsightsS2:E2 What David Walens looks for when hiring a sales leaderSeason Two Episode Two Guest: Dave Walens, CEO/President at Exploring, Inc. About Dave: Dave has over 30 years of experience running businesses in the exhibit and event industry. His ability to think creatively yet strategically and his unwavering commitment to customer service have enabled him to assist numerous companies in creating and managing their trade show and event objectives, developing effective strategic programs, and implementing award-winning solutions. You can learn more about Dave and reach out to him on LinkedIn here: https://www.linkedin.com/in/da...2021-02-2801 min
CEO Sales InsightsS2:E1 Season introduction with David MasoverSeason One Episode One Hi, I’m David Masover, Host and Creator of this CEO Sales Insights podcast - welcome! Like most people, I could go on for hours talking about myself, but that’s not why you’re here, right? If I’m wrong, you can learn more about me at my web site where I talk about my sales consulting business - here is the link - https://davidmasover.com/ - or on LinkedIn where I post regularly about sales and sales leadership issues - here is the link to my profil...2021-02-2802 min
Sales TransformationEpisode #61 S1-EP61 Hire Great Reps And Optimize Sales Teams with David MasoverDavid Masover is B2B Sales Accelerator at David Masover Sales Consulting. He helps sales teams unlock and scale up the sales potential of their entire team. He is a Podcast host of the shows “The CEO Sales Insights Podcast” and “The Driving B2B Sales Revenue Podcast.”David is also an Author, Consultant, and Coach. His books "The Salesman's Guide to Dating,” "Mastering Your Sales Process," and "Managing the Sales Process" all embody the essence of a lot of the work that he does with his private coaching and consulting clients. He captures the lessons learned in his car...2021-02-1931 min
Driving B2B Sales Revenue#37 The Balancing Act of Selling While Managing and LeadingABOUT THE GUEST: ANDREW JELLISON, DIRECTOR OF SALES AND BUSINESS DEVELOPMENT AT VOTACALL Andrew joined Votacall in 2003 and is the Co-Director of Sales, tasked with leading the company’s revenue strategy and growth. He is responsible for the sales teams day-to-day operations and works with partners and clients alike to introduce the Votacall Customer Experience. Andrew resides in Marblehead, Massachusetts with his wife and three daughters. Outside of work, you can find him watching his kids play sports or attempting to play golf. You can find and reach out to Andrew on LinkedIn here: ht...2021-02-1526 min
Driving B2B Sales Revenue#36 Sales Died in 1997ABOUT THE GUEST: JEREMY BURKE, DIRECTOR OF BUSINESS DEVELOPMENT AT DRYRUN Jeremy Burke is the Director of Business Development at Dryrun. He excels at developing new market opportunities, communities and teams in the business world and comes to Dryrun after a decade with Intuit Canada, makers of QuickBooks. Jeremy has a passion for supporting small businesses, consulting with over 35K small businesses across Canada and training over 3K accountants and bookkeepers on a vast assortment of business applications, sales, marketing and strategic initiatives. Jeremy strongly believes educating the business owner to overcome the world’s biggest business pan...2021-02-0133 min
CEO Sales InsightsS1:E10 Jon Schram’s one piece of CEO sales adviceSeason One Episode Ten Guest: Jon Schram, President of The Purple Guys ABOUT JON As President of The Purple Guys, Jon is responsible for Strategic Management and the growth of the company. With over 25 years of Business and IT experience, Jon gets the business of business. Having built three successful startups, Jon knows how to leverage technology to support growth. You can learn more about Jon and reach out to him on LinkedIn here: https://www.linkedin.com/in/purpleguy/ ABOUT THE PURPLE GUYS The Purple Guys of...2021-01-3102 min
CEO Sales InsightsS1:E9 Támas Földi’s one piece of CEO sales adviceSeason One Episode Nine Guest: Támas Földi, Co-Founder & CTO of Starschema ABOUT TÁMAS Támas Földi co-founded and leads Central and Eastern Europe’s largest Big Data-focused professional services firm, Budapest-based Starschema Ltd. A renowned scale-out expert, during his 5-year-long tenure as CEO he has managed impressive revenue and staff growth from 20 people to 200. In recent years Starschema was listed in Inc. 5000 Europe's Fastest-Growing Companies and Deloitte’s “Technology Fast 50 Central Europe”, among others. Mr. Földi is also a three-time Tableau Zen Master Award winner and considered as one of the top...2021-01-3102 min
CEO Sales InsightsS1:E8 Mark Samuel’s one piece of CEO sales adviceSeason One Episode Eight Guest: Mark Samuel, Founder and CEO at IWON Organics ABOUT MARK: Mark is the proud dad of two, a health and fitness enthusiast, and has 17 years of start-up experience. Mark is most passionate about his kids, working out, following a balanced nutrition lifestyle, growing IWON with an exceptional team, and supporting the youth organization, Heart of a Hero. You can learn more about Mark and reach out to him on LinkedIn here: https://www.linkedin.com/in/markalansamuel/ ABOUT IWON ORGANICS IWON Organics...2021-01-3101 min
CEO Sales InsightsS1:E7 Kevin McCann’s one piece of CEO sales adviceSeason One Episode Seven Guest: Kevin McCann, President & CEO of The Executive Strategy Group ABOUT KEVIN: Kevin has twenty-seven years of sales and management experience in the high-tech industry specializing in: * Sales negotiation and objection management training * Business development and partner program assessments * Business model growth assessment * Business Value Gap Assessment Program - Measuring perceptions of value vs. actual value * Sales Value Proposition Development * Marketing Success Assessment and Strategy Development * Strategic sales team training * Sales quota and compensation and assessment You can learn more a...2021-01-3103 min
CEO Sales InsightsS1:E6 Risto Klausen’s one piece of CEO sales adviceSeason One Episode Six Guest: Risto Klausen, Co-CEO and Co-Founder at INZMO ABOUT RISTO: Risto Kalusen is an entrepreneur and former professional superbike champion. He has over 5 years of experience in the insurance industry and now serves as the lead of IT- and Business Development at INZMO, an award winning insurtech company. You can learn more about Risto and reach out to him on LinkedIn here: https://www.linkedin.com/in/risto-klausen-b4926a9b/ ABOUT INZMO INZMO enables you to get any personal insurance in seconds. No matt...2021-01-3101 min
CEO Sales InsightsS1:E5 Jenny Knighting’s one piece of CEO sales adviceSeason One Episode Five Guest: Jenny Knighting, Founder & CEO at Nutcracker Agency ABOUT JENNY Jenny is an experienced business leader with a demonstrated track record in delivering significant growth across different sectors and business sizes. Strong business and marketing strategist skilled in Digital Strategy, Business Coaching, Integrated Marketing, Creative Campaigns, and Sales. You can learn more about Jenny and reach out to her on LinkedIn here: https://www.linkedin.com/in/jenny-knighting-a948501/ ABOUT NUTCRACKER AGENCY Nutcracker is an award-winning marketing agency with a unique approach to lead gen...2021-01-3102 min
CEO Sales InsightsS1:E4 Ian Varley’s one piece of CEO sales adviceSeason One Episode Four Guest: Ian Varley, CEO Eagle Business Credit ABOUT IAN: Ian Varley is the CEO of Eagle Business Credit. Working capital funding is a way of life for him and his can-do approach when crafting a facility for his clients has kept thousands of companies in business and helped them grow. He is passionate about helping small business in America and believes that discount factoring and financing receivables is the simplest way a business can fund itself. You can learn more about Ian and reach out to him...2021-01-3102 min
CEO Sales InsightsS1:E3 Sean Campbell’s one piece of CEO sales adviceSeason One Episode Three Guest: Sean Campbell, CEO of Cascade Insights ABOUT SEAN: Sean has been mentoring and educating business professionals for over 20 years. Whether it's the Fortune 50, unique startups, business school students, or the team at Cascade, he has greatly enjoyed any opportunity to train, educate, or mentor. You can learn more about Sean and reach out to him on LinkedIn here: https://www.linkedin.com/in/seancampbell/ ABOUT CASCADE INSIGHTS With custom market research and marketing services, Cascade Insights helps companies seize opportunities in the B2B...2021-01-3103 min
CEO Sales InsightsS1:E2 Ken Grohe’s one piece of CEO sales adviceSeason One Episode Two Guest: Ken Grohe, President and CRO at Weka ABOUT KEN: Ken is an experienced President & Chief Revenue Officer with a demonstrated history of Execution in the Productivity, Security, & Storage SaaS industries. You can learn more about Ken and reach out to him on LinkedIn here: https://www.linkedin.com/in/leveragegtm/ ABOUT WEKA: Weka uses a modern storage architecture to solve today’s biggest data-intensive problems. Learn more about Weka here: https://www.weka.io/2021-01-3104 min
CEO Sales InsightsS1:E1 Season One Introduction with David MasoverHi, I’m David Masover, Host and Creator of this CEO Sales Insights podcast - welcome! Like most people, I could go on for hours talking about myself, but that’s not why you’re here, right? If I’m wrong, you can learn more about me at my web site where I talk about my sales consulting business - here is the link - https://davidmasover.com/ - or on LinkedIn where I post regularly about sales and sales leadership issues - here is the link to my profile there https://www.linkedin.com/in/masover/ ...2021-01-2801 min
Driving B2B Sales Revenue#35 The Path to Leadership is Paved With Seized OpportunitiesABOUT THE GUEST: STEPHANIE COX, VP OF SALES & MARKETING at LUMAVATE From Stephanie’s LinkedIn Profile: "I’m a recovering perfectionist who believes you should “ship” new initiatives as fast as possible and constantly iterate on them based on the data. Speed > Perfection. I have an endless amount of crazy ideas and I enjoy challenging what’s possible. Ask anyone who has ever worked with me. I use the Oxford comma, love Coke, and hate crappy design. I speak candidly, have exceptionally high standards, and gravitate towards people who get sh*t done. ...2021-01-1835 min
Driving B2B Sales Revenue#34 The Right Sales Actions and Why They Don’t Happen EnoughABOUT THE GUEST - JUSTIN GRAY, CEO AT LEADMDJustin is a serial entrepreneur serving currently as the CEO and founder of LeadMD, the world’s largest marketing automation consultancy having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them to success. In addition to LeadMD, Justin is also the Co-Founder of PaidSuite, a SaaS payment technology provider, and Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his father.Reach Justin directly by email at jgray@leadmd.com2021-01-0425 min
Driving B2B Sales Revenue#33 Ollie the ‘Happiness Officer’ on Hiring for SalesABOUT THE GUEST: OLLIE SHARPE, VP OF REVENUE, EMEA AT SALESLOFTOllie Sharpe has an extensive leadership background in the technology space. He is known for developing high-performing sales teams with a strong focus on fostering talent.Ollie is currently the VP of Revenue, EMEA at SalesLoft, following a tenure leading successful teams at LinkedIn in the UK. Ollie is passionate about the art and science of sales, delivering exceptional customer experiences, and shaping culture in hyper-growth businesses.Learn more about and reach out to Ollie on LinkedIn here:https://www.linkedin.com/in/o...2020-12-1429 min
Driving B2B Sales Revenue#32 Anatomy of an Epic Sales HireABOUT THE GUEST - JACOB GEBREWOLD, ACCOUNT EXECUTIVE AT KLUEJacob Gebrewold's claim to fame is that LinkedIn's CEO shared his update rap about getting his job as an AE @ Klue. If you asked him for the Coles Notes of his story, he'd tell you "Two Ethiopian refugees raised a rapping competitive debater who went into tech sales.”For a story of how an unconventional background translated into a tech sales career, how a creative millennial leverages 2020-era prospecting strategy, and one of the craziest interview stories you've heard in a long time, tun...2020-12-0733 min
Driving B2B Sales Revenue#31 Everything you always wanted to know about CROs but were afraid to askABOUT THE GUEST - WARREN ZENNA, FOUNDER OF THE CRO COLLECTIVEWarren Zenna has 20+ years of experience in the B2B sales and marketing industry as a top B2B seller, sales leader, and Executive PL buyer of B2B services.He recently founded The CRO Collective as a resource to help ensure that CROs succeed - and that the CEOs who appoint them to do so in a way that maximizes success and mitigates the enormous risks.Find out more about The CRO Collective on the web at www.TheCROCollective.com2020-11-3029 min
Driving B2B Sales Revenue#30 People Buy From People with Brian SextonABOUT THE GUEST - BRIAN SEXTON, HOST OF THE INTENTIONAL ENCOURAGER PODCASTBrian Sexton is a seasoned veteran Sales, Sales Management, Territory Building and Customer Engagement Specialist of 25 years across four different industries. In his career, Brian has won numerous and has been nominated for Sales awards for Overall Territory Growth, Gross Profit achievement, Largest Customer gained and has set Sales records in his previous companies still unmatched. Brian has built and managed Sales Territories from $2 to $25 Million in Annual Revenue and is recognized as a People-first leader. In his spare time, Brian is the h...2020-11-2327 min
Driving B2B Sales Revenue#29 The Core Principles of Excellent Sales LeadershipABOUT THE GUEST - HAMP HAMPTON, CHIEF REVENUE OFFICER AT CADALYSFrom Hamp’s LinkedIn Profile:C-Level Sales Pro, experienced Player/Coach sales manager with extensive experience building new business units, managing pipeline growth and sales processes, skilled at C-suite negotiations and long sales cycle management; scaling current revenue centers to exceed quotas, hiring, training & managing sales teams while also finding new enhanced revenue opportunities. Extensive expertise in business strategy and Go To Market planning for startups and growth stage companies. Advanced knowledge of SalesForce/CRM.Find Hamp on LinkedIn here:https://ww...2020-11-1630 min
Driving B2B Sales Revenue#28 The Art of Becoming a Strategic Sales LeaderABOUT THE GUEST: ROSS NIBUR, DIRECTOR OF OPERATIONS AT TOAST In Ross’ own words: I love solving the puzzles of scaling businesses and empowering front-line players to execute their jobs more easily. My idiosyncratic perspective is born from my entrepreneurial journey from prep cook to a sales rep, and now, operations leader at a Forbes Top 10 Cloud Company. My secret technique is the ability to scale the mix of data, process, and technology a modern team has to engage with to execute the core tasks that make up their day-to-day lives of their front line team...2020-11-0932 min
Point of View (POV) Business Podcast by Andrew TranEP027 - HOW TO START SELLING B2B: Interview with sales & training expert David MasoverMy next guest is David Masover, he’s a 30-year veteran of B2B sales, has written several books and eBooks mostly around sales process and management effectiveness, hosts a podcast called Driving B2B Sales Revenue and works as an independent sales coach and consultant.David posts a ton of great content on LinkedIn so it’s easy to find him there or you can learn more and connect with him at his web site, www.davidmasover.com.Key points of the interview: 0:00 - Introduction, David's background, LinkedIn focus for his business 5:14 - What i...2020-10-2721 min
Driving B2B Sales Revenue#27 Embracing Pivotal Change and What it Takes to Make it HappenABOUT THE GUEST: ALLISON METCALFE, CRO AT DEMANDBASE Allison Metcalfe is the Chief Revenue Officer for Demandbase. In her role, Metcalfe is responsible for leading Demandbase’s revenue operations. Metcalfe joins Demandbase after a successful tenure at LiveRamp where she was responsible for building successful business lines and high-performing teams, including LiveRamp TV, the company’s multi-million dollar TV advertising division. Earlier in her career, Metcalfe was a Director of Customer Success at Demandbase. Furthermore, Metcalfe has held customer success roles at Salesforce (Data.com) and Equilar. Metcalfe holds a Bachelor of Arts degree...2020-10-2619 min
Driving B2B Sales Revenue#26 From Hip Hop to Chess - The Winning Sales Philosophy of DeJuan BrownABOUT THE GUEST: DEJUAN BROWN, SR. DIRECTOR, GLOBAL SALES AT SEISMIC In his own words... “Since I started waiting tables in the ‘90s, I've always had a passion for people and service. That passion has translated, decades later, most naturally into sales. I've had significant success as an individual contributor, and as a sales leader, and still believe that sales is a human contact sport.” Find DeJuan on LinkedIn here: https://www.linkedin.com/in/dejuanbrown/ Or on Twitter here: https://twitter.com/StratusNow ABOUT THE EPISODE: 2020-10-1931 min
Driving B2B Sales Revenue#25 Walking the Walk of a Trusted Advisor in the Time of CovidABOUT THE GUEST: STEVEN ANTONACCI, SENIOR TEAM LEAD AT SMITH AND ASSOCIATES From Steve’s LinkedIn profile: “In my role as Team Lead, I serve the team as mentor, teacher, and sales leader. My goal is to develop and maintain effective, mutually satisfying relationships and to bring my clients to the highest level of fulfillment by providing responsive service and addressing the full spectrum of their supply chain challenges. I do this through needs analysis, process review/improvements and establishing key cost saving programs.” Find Steve on LinkedIn here: https://www.linkedin.com/in/ste...2020-10-1229 min
Driving B2B Sales Revenue#24 A Holistic Approach to Hiring and Leading a Revenue OrganizationABOUT THE GUEST - KEVIN MULRANE, VP MID-MARKET SALES AND CUSTOMER EXPERIENCE AT GLOBAL WEB INDEX Kevin Mulrane has 15 years of sales experience specializing in building and scaling Saas revenue organizations. Kevin's expertise is with early-stage technology startups scaling from zero to $50+ million in revenue. Kevin is currently the Vice President of Mid-Market Sales Customer Experience at GlobalWebIndex. Kevin has had held key revenue leadership roles at Madison Logic, AOL, and Feedvisor. Outside of building powerhouse sales organizations, Kevin enjoys spending time with his wife, two boys, Crossfit, and eating pizza and drinking wine on Friday nights. 2020-10-0527 min
Driving B2B Sales Revenue#23 Sales Hiring for Diversity, Inclusion, and EffectivenessABOUT THE GUEST - RAKHI VORIA, DIRECTOR, IBM GLOBAL DIGITAL SALES DEVELOPMENT As the Director of IBM Global Digital Sales Development, Rakhi Voria manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. Within the DSD sales force, there are ~350 Digital Development Representatives and Business Development Representatives responsible for driving client engagement, deal progression, and closure of select deals. Rakhi previously worked at Microsoft and most recently served as the Chief of Staff to the Corporate Vice President of WW Inside Sales, where she played a key r...2020-09-2832 min
The Driving Force PodcastEpisode 15: David Masover's JourneyAP & I discuss sales with David Masover. He has over 30 years of sales experience and brings a unique perspective on sales and the future of sales management.
You don't want to miss this one!
David- https://www.linkedin.com/in/masover/
Driving B2B Sales Revenue Podcast- https://www.linkedin.com/company/the-driving-b2b-sales-revenue-podcast/about/
AP- https://www.linkedin.com/in/aparkeriv/
Matt- https://www.linkedin.com/in/mattloggins/
The Driving Force Podcast- https://www.linkedin.com/company/thedrivingforcepodcast/2020-09-2229 min
Driving B2B Sales Revenue#22 Bringing the Discipline of Ops Into SalesABOUT THE GUEST: ALFRED “AP” PARKER IV, DIRECTOR OF BUSINESS DEVELOPMENT AT DUPRÉ LOGISTICS Alfred “AP” Parker IV is a self-described servant leader who has leveraged his time in multiple operations roles to become a successful complex logistics sales and marketing leader. AP recently started a podcast called "The Driving Force Podcast" for aspiring logistics, transportation, and supply-chain professionals. AP along with Matt Loggins, interview guests to share their journeys of success, and to share things they wished they had known early in their careers. AP recently celebrated his 11th wedding anniversary to Kelly Parker. They are the proud...2020-09-2126 min
Driving B2B Sales Revenue#21 Making Social Work as a Sales ToolABOUT THE GUEST - IAN MOYSE, EMEA SALES DIRECTOR AT NATTERBOX Ian Moyse is EMEA Sales Director for Natterbox. He has sat on the boards of a number of industry bodies; FAST (Federation Against Software Theft), CIF (Cloud Industry Forum) and Eurocloud. He was awarded the accolade of BESMA UK Sales Director of the year and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World . Ian was rated #1 Cloud influencer Onalytica and has been recognized as a leading cloud Blogger, listed in the EMEA top 50 influencers in Data Centres, Clo...2020-09-1434 min
Driving B2B Sales Revenue#20 The Good Things That Come From Sales & Marketing AlignmentABOUT THE GUEST - JENNY KNIGHTING, FOUNDER AND CEO AT THE NUTCRACKER AGENCY Jenny has worked with a number of ambitious start-ups, leading commercial strategy and making bold business growth plans a reality. With a wealth of experience in media, manufacturing, services and events, Jenny brings a unique creativity and perspective to every launch, scale and strategy. As founder and CEO of Nutcracker Agency, Jenny has led her team to win multiple awards, including finalist in the Best New Business at The National Business Awards. Since launching Nutcracker in 2014, the business has grown 60% year on year, helping c...2020-09-0729 min
Driving B2B Sales Revenue#19 Has Data Changed Sales and SellingABOUT THE GUEST - CATIE IVEY, RVP OF SALES AT DEMANDBASE Catie Ivey is the RVP of Sales at Demandbase, which is a leading B2B marketing platform. Prior to joining Demandbase, Catie ran revenue teams at Marketo, Insightpool, Salesforce, and Meltwater, where she talks about getting her start as an ‘accidental salesperson’. With deep expertise in MarTech specifically and how to better leverage technology to scale revenue teams, Catie spends a ton of her time these days working with sales, marketing, and customer success leaders helping drive synergy across teams as they adopt a more aligned, accou...2020-08-3123 min
Driving B2B Sales Revenue#18 Breaking Through the Noise with the Physical ChannelABOUT THE GUEST - ALEX OLLEY, CO-FOUNDER, HEAD OF REVENUE & MARKETING AT REACHDESK Alex specializes in SaaS technology and using innovative ways to break through to prospects. He believes in treating customers like humans (rather than leads or opportunities) using ABM strategies, Direct Mail, Personalized Gifting, and a human element across every touchpoint. If you want to get in touch with Alex, send him something... - OR - Find Alex on LinkedIn here: https://www.linkedin.com/in/alexolley/ - OR - Learn more about the great work that...2020-08-2429 min
Driving B2B Sales Revenue#17 How to Scale Passion as You GrowABOUT THE GUEST - JASON SMITH, VP ACCOUNTS AT LEAGUESIDE Jason Smith has been with LeagueSide for over 3 years and currently oversees new business while also growing current accounts into new business lines. He has spent his career in the sport and entertainment space as part of two separate startup businesses as well as a stint as a Major League Baseball agent. His experience lies in Business Development, Marketing and Sales within organizations readying to scale. Jason studied Business Administration at George Washington University and in his free time you can find him hanging out with his f...2020-08-1727 min
Future-Proof SellingImplementing the Sales Process with David Masover, Author & Sales Process expert.David Masover is a global sales thought leader and sales process expert. He is also the author of several sales books. David is back on the Future Proof Selling podcast to discuss his four level sales process that has made a significant positive impact on the organisations he works with. Some key points of our discussion: Getting field input into your sales process. Involving other key stakeholders. Process iteration and buy in. Implementing new sales technology. Sales coaching and reinforcement. Learn more about David and his company via his website, and/or connect on LinkedIn2020-08-1025 min
Driving B2B Sales Revenue#16 Enlightened Sales Management Starts with an Informed Blank PageABOUT THE GUEST: SIMON TECLE, HEAD OF SALES AND CUSTOMER SUCCESS AT CITRUSLABS The first startup I worked at went public and that’s where my passion for building and scaling sales teams was born. 12+ years experience working with great founders and teams. Experienced with startups, growth and public companies. Proven sales and leadership abilities that has enabled me to achieve a high level of success developing and executing sales strategies that acquire new clients, drive revenue and develop sales teams. Find Simon on LinkedIn at https://www.linkedin...2020-08-1035 min
Driving B2B Sales Revenue#15 All About Hiring, A Little About Firing, and What Comes in BetweenABOUT THE GUEST - ADAM JAY, VP of SALES AT SPOTON From Adam’s LinkedIn Profile: I am recognized as an Executive Sales Leader with career hallmarked by multiple sales honors including 14 President’s Club Awards. I build and lead high-performance GTM sales teams accountable for $130M+ regions while coaching my team to effectively manage the sales process end-to-end. Find Adam on LinkedIn: https://www.linkedin.com/in/adambjay/ ABOUT THE EPISODE: Adam Jay has done a lot of hiring and a bit of firing during his career in sales m...2020-08-0327 min
Driving B2B Sales Revenue#14 Consultative Selling as an Antidote to Prospect FrictionABOUT THE GUEST - IAN VARLEY, CEO AT EAGLE BUSINESS CREDIT Ian Varley is the CEO of Eagle Business Credit. Working capital funding is a way of life for him and his can-do approach when crafting a facility for his clients has kept thousands of companies in business and helped them grow. He is passionate about helping small business in America and believes that discount factoring and financing receivables is the simplest way a business can fund itself. You can reach Ian to learn more about factoring and Eagle Business Credit at: LinkedIn: htt...2020-07-2725 min
Driving B2B Sales Revenue#13 Sales Coaching: Why it Matters and how to get it RightABOUT THE GUEST - ADAM SNIDER, SR. MANAGER, BUSINESS & CHANNEL DEVELOPMENT AT ENERCARE, INC. Adam is a passionate, experienced sales leader with 19 years’ experience in sales and leadership roles, with practice in both product and service-based industries. Serving in individual contributor, Director, and Senior Manager positions throughout his career, he has been impactful with large corporations and a pivotal member at startup companies, by transforming under-performing teams to building sales organizations. He currently leads the Commercial sales department at a large HVAC company in Canada and is a sales trainer/coach with The Sales Rebellion, The Sales Expe...2020-07-2026 min
Driving B2B Sales Revenue#12 The Power of Discipline and Intentionality in SalesABOUT THE GUEST - DAVID WEISS, ENTERPRISE SALES DIRECTOR AT OUTREACH My guest in this episode is David Weiss, he is an Enterprise Sales Leader at Outreach, has spent the last 13 years working on sales process across small, medium, and large enterprises. He has been both a salesperson and sales leader and loves to help people have the best sales career possible. To that end, he has written a book called Your Definitive Sales Career Guide, he coaches people in sales, he is The Mad Scientist at The Sales Rebellion where he focuses on coming up with f...2020-07-1323 min
Driving B2B Sales Revenue#11 Service as the Tangible Representation of ValueABOUT THE GUEST - NED ARICK, VP of GROWTH at HALOS SYSTEMS Ned is currently the VP of Growth at HALOS Systems, a healthcare analytics firm focused on furthering AI adoption in healthcare. Ned's career has spanned multiple industries and even more disciplines, from operations to product management to sales and marketing. Having worked in early stage start ups his entire career he's worn many hats but where he hangs his hat is on go to market strategy and building the initial team. Ned has been a part of two major acquisitions both in healthcare and fitness t...2020-07-0629 min
Driving B2B Sales Revenue#10 Overcoming the “Fallacy of Growth”ABOUT THE GUEST - JACK WILSON, DIRECTOR OF FRANCHISE DEVELOPMENT AT CINCH I.T. From Jack’s LinkedIn profile: “There are 2 things I'm incredibly passionate about, SMB's and Entrepreneurs. By empowering Small Businesses and their leaders to realize levels of success they thought were impossible, I strive to impact their business and their lives, as well as that of their employees, the broader community, and ultimately our world. Whether it's through Sales, I.T., Finance, or Strategic development I Challenge us all to find what success means!” https://www.linkedin.com/in/jackdwilson/ 2020-06-2924 min
Driving B2B Sales Revenue#9 Culture Clash: Selling for a VC-backed StartupABOUT THE GUEST: MARC BODNER, PRINCIPAL CONSULTANT, SITESTAFF CHAT From Marc’s LinkedIn profile: “I have dedicated my career in executing key initiatives that have resulted in multimillion-dollar deliverables, savings, and operational improvements. I consider it a privilege to elevate the standard of excellence at my companies and I remain deeply committed to raising leaders through professional development, training, and mentorship.” Learn more about Marc and enjoy his sales-focused content at: https://www.linkedin.com/in/mbodner/ ABOUT THE EPISODE: Marc has held a number of high-level s...2020-06-2232 min
Driving B2B Sales Revenue#8 Executing Around Continuous Change and ImprovementABOUT THE GUEST - SEBASTIAN VIVACQUA, SALES PRO AT HUUB Sebastian Vivacqua is an empathic and mindful Sales Coach and Sales Professional with over 6+ years of sales experience in B2B selling and F2F sales, and the rest of his career spent in operations, customer service and back-office sales in the supply chain & logistics industry. Seb beliefs that exceeding budgets and quotas can and should only be through thinking sustainably because quick wins will create shallow companies that have big churns. His personal mission is to evolve and unlock the inner salesperson in everyone and his b...2020-06-1526 min
Driving B2B Sales Revenue#7 The Art of the Pivot and the People Who Make It WorkABOUT THE GUEST - MATTHEW TOTH, VP OF SALES AT THE NEAT COMPANY: Matthew Toth has been with The Neat Company for over 12 years and currently oversees the company’s Direct Revenue Channels, Accountant Partner Program, Affiliate Marketing, as well as developing relationships with strategic partners. He has held roles focusing on virtually all aspects of sales including Inside Sales, Retail Sales, Logistics and Distribution, and Channel Sales. Matthew studied Finance at Rowan University and in his free time enjoys being a father, a husband, and playing with his yellow lab, Preston, and golfing when the opportunity ari...2020-06-0826 min
Driving B2B Sales Revenue#6 Building B2B Sales and Marketing SynergyABOUT THE GUEST - MIKE HOOK, DIRECTOR OF SALES AT CHILDCARE CRM: Mike Hook is a high-energy senior sales leader with over ten years of experience driving revenue growth. As an individual contributor Mike has been a sales and sales management leader, closing over seven figures annually; and pioneering several departments including: SDR, cross-sell GTM strategy and ICP refinement, and Subject Matter Expert sales specialists. As a leader, Mike has built teams to scale by putting the right people in the right places, developing strategy, and implementing processes for growth. You can learn more about Mi...2020-06-0126 min
Driving B2B Sales Revenue#5 Building a Culture Primed for Great CS/CXABOUT THE GUEST - ANDY DEANGELIS, COO AT VOTACALL: Andy DeAngelis is an experienced sales leader, business strategist, husband, and Father of three daughters. With a passion for developing people, building fantastic teams, and designing customer-centric processes; Andy has helped Votacall become known for delivering an unrivaled Customer Experience. Although Andy oversees all departments at Votacall, he is a Sales Coach first and believes that sales success can only happen when the entire organization is unified and functioning as one team. You can find Andy and learn more about him...2020-05-2525 min
Hey {First Name}, An Insider's Guide to Outbound Sales#064: How to Optimize Your Sales Process to Close More Deals in Less Time with David MasoverDavid Masover is the Owner of David Masover Consulting. Sales and company leaders hire David when they want: More of their leads to convert into opportunities, more effective movement of opportunities into and out of rep pipelines, and More visibility and control for management over those processes. Having worked in sales and sales management since 1991, he’s seen first hand: How reps and organizations struggle to get consistent and focused results, how management struggles to move the collective needle. and how hard it can seem to even find the right levers to make a meaningful impact
David is...2020-05-1932 min
Driving B2B Sales Revenue#4 The Many Challenges of Selling InternationallyABOUT THE GUEST - ZACH SELCH, VP GLOBAL SALES AT PHARMAJET: Zach Selch is the VP Global Sales for a high tech medical company and coaches and mentors Global Sales Leaders. Over 30 years he has sold in more than 135 countries, lived in 6 countries and has driven 4 digit sales growth multiple times while adding hundreds of millions of dollars to the value of companies by building their international footprint. Zach is an ex-paratrooper, a father of 3 and boxes, smokes brisket, and runs a soup kitchen when he isn’t on the road. Zach was in Germany when the wall...2020-05-1824 minThe Intentional Encourager PodcastEpisode 7 with Author and Host of The Driving B2B Sales Podcast David MasoverA little International flavor this week as all the way from Hungary, B2B Sales Guru, Trainer and Author David Masover stops by The Intentional Encourager Podcast. David talks about his definition of Sales, persevering through early challenges and his biggest piece of Intentional Encouragement.
2020-05-1339 min
Driving B2B Sales Revenue#3 How to Balance Selling, Managing, and CoachingABOUT THE GUEST - RUSS MACUMBER, STRATEGY DIRECTOR AT IMPRESSIVE DIGITAL: With a passion for educating businesses large and small, Russ Macumber is recognized as a global Retail eCommerce Leader by SimilarWeb. Having grown up in small businesses, Russ is a business junkie that has been both client side and agency side; he's run his own businesses, been responsible for marketing budgets, thus has a 360-degree view when it comes to business and marketing. For the past 15 years Russ has built his marketing career off the back of his ability to make complex digital marketing co...2020-05-1123 min
Driving B2B Sales Revenue#2 Enabling Effective Sales EnablementABOUT THE GUEST ANDY J SOLOMONAndy J. Solomon is the Director of Sales Training for Associated Materials a 1.2 billion dollar manufacturing and sales organization. He's a father, a husband, a writer, and he enjoys creating content related to personal growth and sales advice. You can find Andy and learn more about his great content on LinkedIn at: https://www.linkedin.com/in/andy-solomon-ami/ ABOUT THE EPISODE Andy is passionate, disciplined, and dedicated to creating effective sales enablement at his company and across the cons...2020-05-0425 minFuture-Proof SellingDesigning the Sales Process with David Masover, Author & Sales Process expert.David Masover is a global sales though leader and sales process expert, he is also the author of several sales books We discuss : The challenges of not having a sales process. The risks of leaving your success up to individual sales capabilities. The disconnect between the CRM and what’s really happening in the field. Designing sales process effectively. Defining sales stages in more detail. Qualifying components. Getting customers to Discovery workshops. Putting a timing dimension on pipeline stages. Learn more about David and his company here https://davidmasover.com/2020-05-0429 min
Driving B2B Sales Revenue#1 Introducing the Driving B2B Sales Revenue PodcastABOUT THE EPISODE This is a short (5-minute) episode to introduce the host and the concept for the show. Host David Masover first talks about his own journey in B2B sales and how overcoming early struggles as a sales professional led him to the systematic and process-focused approach to sales force optimization that he is well known for now in his third decade in B2B sales. David then spends a few minutes talking about the concept behind the podcast itself and why he created it. The podcast will focus on int...2020-04-2705 min
The Logistics Life - High-Performance Is A ChoiceHPLS Podcast Episode Ten: A Mic Dropping Conversation With David MasoverIn the first double-digit episode of The High-Performance Logistics Sales Podcast, we sit down with B2B Sales Guru David Masover. As you'll see very quickly, David's sales perspective is not only remarkable, he's also down to earth and shares some valuable insights and strategies that you can use today. David's sales approach is easy and can be adopted with excellence immediately. Get your favorite beverage and get ready to go on a sales journey that ends with a BIG MIC drop! 2020-01-2933 min
Hey {First Name}, An Insider's Guide to Outbound Sales#047: How to Leverage Your CRM to Sell More Effectively with David MasoverDavid is a Sales Consultant and Owner of David Masover Sales Consulting. Sales and company leaders hire David when they want more of their leads to convert into opportunities, more effective movement of opportunities into and out of rep pipelines, and more visibility and control for management over those processes. Having worked in sales and sales management since 1991, he’s seen first hand how reps and organizations struggle to get consistent and focused results, how management struggles to move the collective needle, and how hard it can seem to even find the right levers to make a meaningful impact....2020-01-2129 min
SALES Network118: Mastering your sales process w/David MasoverHere are some foundational questions: what is a sales process? 🧐
And, how do you match your CRM to the work your salespeople do to get new business?
In this 18th episode of the show, I had a special guest David Masover who runs his consulting firm. He is a sales hero with over three decades of experience in sales, and with his heart beating hard for the craft that he has mastered.
We cover a lot of foundational questions when it comes to the sales process, CRM, and the challenges and reasons why not...2019-11-2728 min
The Why And The BuyNot All Content is Created Equally with David MasoverHow lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You'd probably have a better username! Our guest today, David Masover, was one of the first one million members of LinkedIn and since then has become an expert coach and mentor with a specialty in social media. David Masover was thrown into his first sales job almost 30-years ago with no sales training at all, and struggled to find his own way to success through self-study, experimentation and the sheer force of stubborn determination. No he helps people find a...2018-11-0739 min