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Outspoken MalenyDr Norman Swan in conversationDr Norman Swan was born and raised in Glasgow, but he did his medical training at Aberdeen University, eventually going on to specialise in pediatrics. After he emigrated to Australia in the early 80s, however, he made the move into radio and television broadcasting, mainly with the ABC, and in this role, through a series of programs, including Life Matters, The 7.30 Report, Catalyst, Quantum, Four Corners, and, of course, The Health Report - which he has produced and presented since its inception in 1985, he has been given the label of Australia’s most trusted doctor. And that was before Coronacast.
(In...2024-08-2030 min
Lunch With Norm - The eCommerce & Amazon FBA PodcastWarning to Amazon Sellers... Amazon is About to Change Forever | Steven Selikoff | Ep. 612Steven Selikoff is here to share with you a stark warning that Amazon and eCommerce is about to change forever. You may have read Steven's chilling email he sent out last week about Amazon working with Chinese factories.
Today, we are doing a deep dive on the topic. Learn about Amazon FBA and eCommerce in 2024 with Norm Farrar on the Lunch With Norm Podcast!
This episode is proudly sponsored by Walmart Marketplace - https://marketplace.walmart.com/?utm_campaign=2024-US-MP-GEN-DB-LWN&utm_source=Lunch_With_Norm&utm_medium=Direct_Buy
One of t...2024-08-121h 00Lunch With Norm - The eCommerce & Amazon FBA PodcastDiversification within the Supply Chain w/ Steven Blustein - Ep - 575 - Lunch With NormOn today’s Lunch With Norm, we are with the co-founder of both Gembah Inc and PrideBites Pet Products, Steven Blustein! We discussed diversification within the supply chain. Find out how long it takes to transition outside of your current supply chain. Our guest have owned and operated businesses that have designed, manufactured, and sold millions of consumer products from all over the world.
This episode is brought to you by Post Purchase Pro
Post Purchase PRO specializes in helping Amazon sellers create more sales, ranking, and reviews through post-purchase marketing. Fina...2024-04-1750 minLunch With Norm - The eCommerce & Amazon FBA PodcastRecent Real Life Success Stories of Expanding to Include Retailers w/ Steven Selikoff - Ep - 561 - Lunch With NormOn today’s Lunch With Norm, we are with the founder of the product development Incubator, and the Product Development China Trip, Steven Selikoff! We discussed recent real-life success stories of expanding to include retailers. Find out what Amazon sellers need to expand into retailers. Our guest products have been sold in big box stores, independent retailers, and on Amazon 3P and 1P.
This episode is brought to you by Post Purchase Pro
Post Purchase PRO specializes in helping Amazon sellers create more sales, ranking, and reviews through post-purchase marketing. Finally, your...2024-03-151h 05
youarewithinthenorms“SCOTUS HAS SPOKEN,” RAUN-KHAN IS THE LAW: BEAU BRINDLEY LAW FIRM SUCCEEDS IN REVERSAL OF 4 LIFE SENTENCES OF KANSAS DR. STEVEN HENSON, MDThis episode is also available as a blog post: https://youarewithinthenorms.com/2023/03/05/scotus-has-spoken-raun-khan-is-the-law-beau-brindley-law-firm-succeeds-in-reversal-of-4-life-sentences-of-kansas-dr-steven-henson-md/
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Support this podcast: https://podcasters.spotify.com/pod/show/norman-j-clement/support2023-03-0504 minyouarewithinthenorms“THE FEDERAL GOVERNMENT HAS NO BUSINESS DEFINING COURSE OF A MEDICAL PRACTICE,”: DR. STEVEN HENSON, MD LIFE SENTENCE CONVICTION OVERTURNED AND VACATEDThis episode is also available as a blog post: https://youarewithinthenorms.com/2023/03/04/the-federal-government-has-no-business-defining-course-of-a-medical-practice-dr-steven-henson-md-life-sentence-conviction-overturned-and-vacated/
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Support this podcast: https://podcasters.spotify.com/pod/show/norman-j-clement/support2023-03-0407 min
Future-Proof SellingCrush Your Quota with Ian KoniakIan Koniak is an accomplished sales coach, trainer and keynote speaker who helps B2B Account Executives perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level. Ian has been a top performing Account Executive for 19 years, with over $100M in career sales at Fortune 500 companies. He's led and developed teams, and was recently the #1 Account Executive in the Enterprise Select Division at Salesforce. Ian is now on a mission to share his secrets to success with the sales community. M...2022-12-0737 min
Outspoken MalenyNorman Swan in conversationOutspoken is delighted to bring Dr Norman Swan to Maleny for a conversation about his new book,
So You Want to Live Younger Longer?
Trained in paediatrics, Dr Swan was one of the first medically qualified journalists in Australia, and has had a broadcast career spanning more than 30 years. He currently hosts Radio National's The Health Report while also reporting on 7.30 and several other ABC programs. In addition to being an active journalist and health broadcaster, Dr Swan has a deep strategic knowledge of the Australian healthcare system and is committed to evidence-based approaches to help young people, which is...2022-08-1230 min
The Steven Sulley Study PodcastTrading Gifts Between Artists - with Dr Norman TurkowitzThis week, Steven talks to Dr Norman Turkowitz, an experienced dentist specialising in cosmetic dentistry in New York City - specifically the Manhattan area. Dr Turkowitz joins Steven to discuss his association with street artist legend, Richard Hambleton - one that began twenty five years ago, and which saw the two men trade services in order to benefit the other. KEY TAKEAWAYS Richard Hambleton was not always financially solvent. In order to receive essential services, such as grooming or dental work, he would trade services with professionals, such as Dr Turkowitz. True artists see...2021-09-0833 minFuture-Proof SellingMaster your pitch through storytelling and expression with Rajiv NathanKnown as the Heavyweight Champion of Story, Rajiv 'RajNATION' Nathan is Founder of Startup Hypeman, helping growing companies not suck at telling their story so they stand out to their audience, stand apart from competitors, and break through in their category. He was named an "Agent of Change" by Huffington Post, has given a TED Talk, and been featured in Inc, Forbes, and more. He's also a hip hop artist, yoga instructor, and host of the popular show Startup Hypeman: The Podcast. We talk about standing out and avoiding the head to head product/feature war. He h...2021-06-1436 min
Anwaltssprechstunde - Der Rechtspodcast8. Fußball & (Medien-)Recht: Was beschäftigt einen Profisportler? I Folge 8 mit Steven RuprechtAuf das Gespräch mit unserem heutigen Gast habe ich mich besonders gefreut, denn ich kenne ihn seit Schulzeiten und habe ihn knapp 14 Jahre nicht mehr persönlich getroffen.Steven Ruprecht war bis vor kurzem Fußballprofi und hat jetzt entschieden, seine aktive Karriere nach 15 Jahren zu beenden. Auch wenn das Karriereende nicht ganz freiwillig erfolgte, spricht er ohne Wehmut über seine Laufbahn, die Höhen und Tiefen des Profifußballs und - passend zu unserem Medienrechtspodcast - über einen unschönen Medienskandal.Im ersten Teil dieser Folge geht es zunächst um Stevens persönlichen We...2020-12-0552 minFuture-Proof SellingHow to Sell via Story Listening with Mike AdamsMaster storyteller, author and sales mastermind Mike Adams returns to the Future-Proof Selling podcast with...you guessed it, a plethora of valuable experiences and insights around the concept of story-listening in sales. Mike is an expert facilitator and story consultant who has helped numerous national and international companies, across many industries, to tap into story-powered sales. Before working at Anecdote, Mike was the CEO of The Story Leader and had leading marketing and sales roles at Schlumberger, Siemens, Halliburton, Spotless, and GM Minerals and Energy. Mike has sold more than $1 Billion worth of pr...2020-10-1233 minFuture-Proof SellingHow to Future-Proof Your Sales Career with Pree SarkarPree Sarkar is an executive recruiter, career coach, author and keynote speaker. LinkedIn rated him in the Top 1% Recruiters for Search Excellence and Talent Pipelining. Prior to recruitment, he was a top performing account executive and sales director with Fortune 500 companies, including Xerox and FedEx. Since 2008 he has been advising leaders and professionals at global technology companies and pre-IPO start-ups to help them build winning teams and great careers. We really need to up our game and fight smarter and harder for the roles we really want. How can sales executives and management manage their...2020-10-0527 minFuture-Proof SellingRemote Selling and Building a Sales-Friendly CRM with Jeroen CorthoutJeroen Corthout from Antwerp, Belgium is Co-Founder of leading CRM Software Salesflare, developed specifically for small to medium B2B. The company is known for making CRM ‘human.’ We discuss what’s important in a challenging tight market, and how salespeople can take this as an opportunity to become more productive in a remote selling environment. Some Key Points of This Discussion Jeroen’s background and launching Salesflare The complications for Salespeople trying to utilise a CRM Efficiently curating information yet making CRM human How Salesflare works by populating contacts and reducing data entry Creating audi...2020-09-2122 minFuture-Proof SellingBig Ticket Enterprise Sales Success with Aaron McCormickAaron McCormick should have been a casualty of his upbringing, “destined,” as he says,” to be crippled by almost every externally imposed and therefore, self-imposed limitation you could imagine.” Raised on the south side of Chicago, in poverty by a single mother with no education, deserted by a father who was likely an undiagnosed bi-polar schizophrenic, and tightly controlled by an extreme fundamentalist religion that allowed no personal freedom whatsoever, including getting a college education or playing sports, Aaron ultimately defied those expectations of failure. In fact, he succeeded spectacularly! With no college education, beginning in his l...2020-09-1442 minFuture-Proof SellingCommunicating and Quantifying Value with Tom Pisello, the ROI guyTom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power of Discovery assessments in building the business case for change...2020-09-0731 minFuture-Proof SellingLinkedIn Masterclass for B2B salespeople with Karen TisdellKaren Tisdell is ranked one of the top LinkedIn Trainers across Asia Pacific in 2018 and 2019. Karen began writing LinkedIn profiles in 2009, facilitating LinkedIn strategy sessions on how to reposition your career & attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint, attract & retain clients. Key Points of our Discussion Using LinkedIn to build touchpoints with our potential clients. Substituting face to face contact with digital interaction. LinkedIn as a demand generation tool. The right approach to nurturing prospects on LinkedIn. The explosion in LinkedIn activity since lockdown...2020-08-3133 min
Best Of Sales Skills PodcastUsing LinkedIn in Complex Sales Situations (How To) with Steven Norman.Steven is an in-demand sales consultant and author of Future Proof Selling. (a 2019 Top Sales finalist). He has his own podcast, also called Future proof selling where he discusses the very best and latest sales strategies in play today. Here on the BOSS podcast, the tables are turned, he is the talent. Steven shares what he thinks sellers should be doing to use social as part of the more complex sale and beyond the starting of prospecting conversations. Some of the things Steve talks about is how, inside sales, now thanks to COVID, has...2020-08-3039 minFuture-Proof SellingAuthenticity in Sales with Jason CutterJason Cutter, CEO of Cutter Consulting Group, is an author, podcaster and sees himself as a sales success architect for companies and individuals. Even though he didn’t have a sales upbringing or background (his bachelor’s degree is in Marine Biology), he knows what it takes to be successful in sales. His new book – Selling With Authentic Persuasion - is focused on helping anyone in sales transform from Order Taker to Quota Breaker. In This Discussion: What authenticity means in the sales profession. Self-awareness and being human in sales. The keys to long term sales success...2020-08-2429 min
Evolvers63: Future-Proof Your Selling in Uncertain Times? w/ Steven Norman of Growth AcumenWhere are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021?
In this interview with author, podcaster and B2B sales consultant Steven Norman , we discuss seven steps you can use today to transform sales team performance and build a bulletproof sales machine.
https://www.linkedin.com/in/growth-coach
https://growthacumen.com.au/sales-assessment-tool-3/
#b2b #sales #salesperformance #salescoaching #salesenablement #salesleadership #salesreadiness #salestransformation #salesoptimization #diagnosticassessment #valueselling #revenueenablement #digitalselling #remoteselling #saleshiring #prospecting #qualification #2020-08-2037 minFuture-Proof SellingNeuro Linguistic Programming for B2B Sales with Paul RossPaul Ross is an author, speaker, Master Hypnotist and Master Practitioner of Neuro-Linguistic Programming. He teaches already successful 6 and 7 figure professional salespeople and entrepreneurs how to easily add multiple 6 figures to their revenue through the power of subconscious selling. This is a really interesting episode that delves into the modern sales techniques top sellers are using, that can leave traditional sales methods well behind. Key Points of our Discussion: Reframing what we sell away from products to decisions and good feelings. Why we should consider ourselves ‘decision service technicians’. How most sales presentations are boring a...2020-08-1732 minFuture-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 minFuture-Proof SellingProposals that create impact and improve conversion with Mark Tanner, co-founder of QwilrQwilr was co-founded in 2014 by designer Dylan Baskind and ex-Googler Mark Tanner, who were friends since high school. Dylan became frustrated when trying to win new business — he wanted to make sure he was putting his best foot forward but found it risky to put so much time into each proposal, meaning days of waste if he didn’t win business. Mark saw the coming future of productivity tools during his time at Google and together, they agreed to work on a new way to create, design and send proposals and business documents. Prior to starting Qwilr, Mark...2020-08-0337 minFuture-Proof SellingSales Secrets: Relentless Activity with Bill Wooditch Bill Wooditch’s journey started out as a long-haired, beer-drinking failure. Crippled by fear, he couldn't seem to sell water to a dying man in the desert. His biggest fear of all was selling himself short and not living up to his full potential. By adjusting, adapting and mastering the art of authenticity, empathy, and relentless activity, he transformed fear from being his worst enemy, into his greatest secret weapon. Bill became the top salesman at a Fortune 500 company in less than 2 years, a top producer for two consecutive years at the 6th largest insurance broker...2020-07-2728 minFuture-Proof SellingAchieving 60% prospecting response rates with Mark McInnesMark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book for frontline sellers to be successful in today's market. We discuss Designing the right outbound cadence How often and which channels should we use Targeting tech decision makers Crafting the right messages Mark’s eight week prospecting plan How Mark gets a 60% response rate How to leverage “Public Signals” Effectively researching prospects and companies Avoiding...2020-07-2029 minFuture-Proof SellingRemote & Virtual Sales Management with Rene ZamoraRenee Zamora is a guru on virtual sales management and the author of Part Time Sales Management. He is the founder of Sales Manager Now, a virtual sales management practice supporting small business. He previously had 27 years in sales and sales management. Key Points of our Discussion: Rene’s early sales career and transition into his own business How a good manager can insulate you from company challenges The challenges small businesses have setting up their sales structure The concept of virtual sales management How virtual sales management works The value proposition for small businesses The po...2020-07-1326 minFuture-Proof SellingGetting customer attention with Bill Cates, author of Radical Relevance.Bill Cates is the author of the new book Radical Relevance, a method for getting the attention of our prospects and customers. Bill has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies. After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals. We discuss The importance of narrowing your message. The neuroscience of...2020-07-0630 minFuture-Proof Selling5 Pillars of Winning in Outbound Sales with Mark McInnes, Australia's Leading Social SellerMark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book to help frontline sellers be successful in today's market. Some Key Points of Interest The confusion about how to prospect today How to have high value conversations Being persistent with their outbound and how to do it How to get 60% conversion rates on your prospecting The Quality vs Quantity debate Understanding your Compelling Story 13% of...2020-06-2929 minFuture-Proof SellingSelling from the Heart with Larry Levine - Part 2Larry Levine is an expert in B2B sales in the technology industry. With over 27 years experience, Larry knows what it takes to be successful in the sales world and now shares his expertise by coaching other B2B sales professionals. Larry is the author of ‘Selling from the Heart’ and is a firm believer that pushy sales tactics should be shunned in favour of transparent customer relationships. Larry expands on this throughout the episode. In this episode Steven and Larry explore: What being authentic means to Larry and how to provide substance to your c...2020-06-2236 minFuture-Proof SellingTips for New Parents Returning to Work, Alana Brittain, LinkedIn Sales LeaderAlana Brittain has had a distinguished sales career in the healthcare and technology industries and is currently a Sales Leader for LinkedIn Australia. Alana wrote a great article “Top 5 Tips for New Parents Returning to work”, which created a lot of interest. Here is an excerpt from the article “Choosing to return to work after having a child can be a very personal choice. For some it can be weeks, for others years. It completely depends on what your priorities are and what works for you and your family. After having my daughter eight months ago, I decide...2020-06-1221 minFuture-Proof SellingTransactional Sales Success with Scott LeeseScott Leese works with both domestic and international companies on sales strategy, process, people, pitch and more, with a focus on companies scaling from $0 - $25m ARR. He spent his entire professional career building and scaling sales orgs at SaaS companies. He has a proven track record of lifting organizations to new heights with limited resources allocated to the task at hand. He also founded Surf and Sales in 2018 to provide an alternative to standard sales conferences by providing deeper learning, meaningful relationships, and an experience that will transform you and your career or business. 2020-06-0835 minFuture-Proof SellingEffective Sales Coaching with John Hoskins, Author of Level Five Coaching System.So many organisations undertake sales training expecting behaviours to change and results to turn around but it rarely happens. But usually within a month the sales team falls back into ingrained habits and sales managers are busy as ever managing the business. Very few sales managers coach and even fewer coach effectively. John Hoskins shares with us the secrets to driving lasting change in sales organisations through effective and ongoing coaching systems. Some Key Points of this Discussion: The challenges of coaching in today’s environment. The importance of coaching in driving lasting change All...2020-06-0237 minFuture-Proof SellingHow Video Can Drive Sales Effectiveness with Matthew Barnett - CEO of BonjoroLearn how Matthew Barnett - Papa Bear at SaaS company Bonjoro tripled his response rates with one sales technique. Matthew was originally an accomplished British Industrial designer & Artist, who turned everything upside down to launch a tech company in Sydney Australia. After a couple of false-starts, Bonjoro was born from a sales hack for his first business, where Matt would send every new lead a personal video to delight and surprise them. When customers started asking how they could do the same thing, Matt and the team decided to go all-in on the idea, and 3 years later B...2020-05-2125 minFuture-Proof SellingCreative Sales Strategies with Dale DupreeThis is an amazingly energetic and value-packed episode. Dale Dupree has had an incredibly successful sales career and employs a number of innovative strategies to get customer attention and then create loyal-for-life customers. Dale is the leader of The Sales Rebellion, host of the Selling Local podcast and known to many as the Copier Warrior. Dale brings a unique and creative approach to the sales space that encourages taking risks to get noticed and to secure new sales opportunities. Dale passionately believes in practicing what you preach, even if it means making mistakes. This is an...2020-05-1834 minFuture-Proof SellingHow to Sell in a Work-From-Home world with Andrew McCarthy, Head of New Business for LinkedIn ANZ.Tune in to part 2 of my discussion with Andrew McCarthy - Head of New Business for LinkedIn ANZ. During our first discussion we talked about setting your sales team up in a work from home paradigm and how Andrew and his team have approached this transition. Today we get into the nitty-gritty at a sales level in this climate and how field salespeople can be just as effective from home. Andrew McCarthy has had a distinguished sales and sales leadership career, for the past seven years he has fulfilled several key roles for LinkedIn both in Australia a...2020-05-1128 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 minFuture-Proof SellingSelling In Uncertain Times with Andrew McCarthy, Head of New Business for LinkedIn ANZAndrew McCarthy has had a distinguished sales and sales leadership career, for the past seven years he has fulfilled several key roles for LinkedIn both in Australia and the US, and is currently the Sales Leader for New Business for LinkedIn’s ANZ business. Of course Andrew interacts with many sales leaders across various industries so has some unique insight on key strategies organisations are adopting in the current challenging environment. He also shares some of the things he and his team are undertaking at the moment. Some topics we covered include :- How focusing on ti...2020-04-1730 minFuture-Proof SellingThe secret to C-Level Sales Success with Jacques SciammasHow should salespeople prepare for and approach C-level execs in order to get their attention? Jacques Sciammas has held many C-level roles at several global corporations, where he was responsible for making executive buying decisions for over 25 years. Through his company, Selling To Executives, he now consults to and coaches sales organisations on how to effectively navigate the buying committee, and successfully sell to the C-suite. Master the art of executive selling and avoid no-decision outcomes. Key Points of Executive Selling: Why we should meet at C-level. How to cut though the noise an...2020-03-2030 minFuture-Proof SellingModern Day Sales Hacks with Alana Brittain, LinkedIn Sales Leader“Engaging in value co-creation with your customers strengthens your relationship with them and enhances your product offerings and services.” Alana Brittain joins me on the Future Proof Selling podcast to talk sales hacks from the perspective of an accomplished millennial. Alana has had a distinguished sales career in the healthcare and technology industries and is currently a Sales Leader for LinkedIn Australia. Alana brings with her an infectious energy as we discuss the complexity of corporate sales, the importance of connection and relationship-building skills and her concept of co-creating value with our customers. ...2020-03-1625 minFuture-Proof SellingBeware of the 'Sales Experts' with Mike Weinberg, Author of Sales TruthMike Weinberg is a highly respected global sales thought leader. He was named by Forbes magazine as a top sales influencer, he is the author of three Amazon #1 best sellers including his recent blockbuster Sales Truth - Debunk the Myths. Apply Powerful Principles. Win More Sales. Some key topics we discuss: Don’t believe everything you read about sales especially from the online experts. Sorting through the noise of advice and vendors all claiming a magic bullet to grow your sales. Despite the noise, not everything has changed in sales While we need to adapt and le...2020-03-0631 minFuture-Proof SellingThe Creative Sales Movement with Dale Dupree - Part 1Dale Dupree is the fearless leader of The Sales Rebellion, host of the Selling Local podcast and known to many as the Legendary Copier Warrior. Dale brings a heartfelt, unique and creative approach to the sales space that encourages vulnerability, honesty and authentic human interaction. Dale passionately believes in practicing what you preach, even if it means making and admitting to mistakes. This is an approach that Dale shares vigorously throughout his sales coaching platform ‘The Sales Rebellion’ In this powerful episode Steven and Dale explore: Dale's background in the copier industry and what inspire...2020-03-0232 minFuture-Proof SellingConverting Prospects into Clients with Shawn FinderShawn Finders grew up as one of North America’s top tennis players, traveling around the world competing to be the next Andre Agassi. He was told at age 23 that he had to decide to try and become a tennis professional or get an MBA and go down the education route. Shawn is now the CEO of autoklose.com a sales automation platform that is used by 3000+ sales professionals around the world. He specialises in generating leads and sales strategy implementation. Throughout this interview Shawn provides his first hand experience for improving sales strategies in a way that be...2020-02-2429 minFuture-Proof SellingMastering Sales Turnarounds with Kent EimbrodtTaking over underperforming sales teams can be a huge challenge, management want fast results, the team will be looking to you for direction and no doubt changes will need to be made. But what is the best way to approach this problem? Kent Eimbrodt is the General Manager for Bullivants. He is a high-achieving professional and an exceptional business leader. Kent has vast experience in creating vision, employee engagement and bringing strategy to life. With over 30 years experience in the sales space, Kent’s wealth of knowledge is a trusted resource to improve team confidence, an...2020-02-1037 minFuture-Proof SellingLeadership and Sales with Steven Norman on Let’s Talk Sales PodcastI very much enjoyed being interviewed by Elizabeth Frederick on the "Let's Talk Sales" Podcast for Criteria For Success. We deep dive into the challenges of sales Leadership and what is required of the modern leader to really elevate their career and the success of their team. The theme for September was the sales playbook. This is something I'm passionate about and truly believe is critical for today's sales organisations. Elizabeth and I discuss this and much more on sales leadership. Key Points of our Discussion on Leadership & Sales ∙ Long-term pressures on sa...2020-01-0749 minFuture-Proof SellingSelling from the Heart with Larry Levine - Part 1Larry Levine is an expert in B2B sales in the office products / copier sales category. With over 27 years experience, Larry knows what it takes to be successful in the sales world and now shares his expertise by coaching other B2B sales professionals. Larry is the author of ‘Selling from the Heart’ and is a firm believer that pushy sales tactics should be shunned in favour of transparent customer relationships. Larry expands on this throughout the episode. In this episode Steven and Larry explore: Larry shares the intriguing story behind what inspired him to wri...2019-12-1727 minFuture-Proof SellingBeing a More Effective B2B Marketer with Carman PirieCarman Pirie is the co-founder of Kula Partners, an agency built to help leading manufacturers digitally transform marketing and sales to deliver more leads, close more prospects, and grow their competitive edge. With over 3 decades experience in marketing and communications, Carman is a wealth of knowledge. He shares with us his learnings and insights from the B2B marketing and sales space, and gives us valuable examples of successful sales and marketing alignment outcomes. In this episode Steven and Carman explore: Carman’s story and how he got to his industry position today Carmans pol...2019-12-0431 minFuture-Proof SellingWhy MoFu Matters: Can It Make or Break Your Sales or Management Career?In this episode I am interviewed by Marcus Cauchi for The Inquisitor Podcast. Marcus and I share a passion for sales recruitment. Attracting top sales talent, and effective sales hiring and management is critical to our success as leaders. How can leaders become the type of manager top salespeople want to work for? I share some of the ups and downs of my career that ultimately shaped how I approached my work as a salesman, and as a sales and business leader. Marcus and I also delve deep into the all imp...2019-12-031h 00Future-Proof SellingThe Perfect Close with James Muir (Part 2)James Muir continues his engaging commentary on The Future Proof Selling podcast for Part 2 of “The Perfect Close.” If you missed the first episode it’s a must-listen for salespeople and their leaders that left listeners wanting more. In Part 2 James shares the secret magic closing phrases that are 95% successful and only take five minutes to learn. James is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales – The Perfect Close. With over 30 years experience in sales as well as having served in every role; James has become a highly...2019-11-2032 minFuture-Proof SellingThe Perfect Close with James Muir Part 1Joining me on the Future Proof Selling Podcast this episode is James Muir, Founder and CEO of Best Practice International, and the bestselling author of the #1 book on closing sales – The Perfect Close. With over 30 years experience in sales as well as having served in every role; James has become a highly valued sales resource. James has extensive background in healthcare where he has worked with some of the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others. In this episode Steven and James explore: How manipulative sal...2019-11-1934 minFuture-Proof SellingRecruiting and Retaining High Performers with Kara AtkinsonKara Atkinson is a Headhunter of 18 years, CEO of ‘The Sales Recruiter’ and founder of ‘SPARC The Sales Leader Network’. SPARC was launched in 2019 and is a network for elite sales leaders. Kara works with CEOs and Senior Executives in medium to large organisations who are seeking to build dynamic, high performing and collaborative sales teams to deliver stable sales excellence. In this episode Steven and Kara explore: How to retain and develop a top performing team The on boarding process and how it can be improved Hiring high performers and expectations around hit...2019-11-1227 minFuture-Proof SellingProspecting: Getting inside their mind with Jason BayJason Bay and I discuss the challenges with crafting the right messaging to build engagement, and start a conversation. Jason and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective. Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging. The REPLY Method focuses on WHY prospects buy. What are their job responsibilities? What challenges do they experience on a regular basis t...2019-11-0127 minFuture-Proof SellingHow to Grow as a Salesperson with Denis ChampagneDenis Champagne is an expert on the voice and many aspects of sales and prospecting. Denis joins me again on the Future-Proof Selling podcast to talk what can be adopted from the world of elite athletes and applied to the sales domain, as well as becoming an ongoing learner to get ahead of the pack. Some key points from this discussion: Sellers facing the challenge of weak pipelines The danger of cutting corners to make up numbers each quarter Denis’s insights from training with Australian squash champion Heather Mckay and how they apply to the sa...2019-10-3027 minFuture-Proof SellingPersonalised Prospecting and Social for Salespeople, with David ShepherdDavid Shepherd is the ANZ Country Manager for HubSpot. He's had a remarkable career and progression with the company, he joined the company nine years ago when they only had 150 employees compared to 3000 now. So much value from David in this discussion as we cover a lot of ground in this discussion. - How customers are more demanding than ever. - The importance of personalisation in prospecting. - Why we need to have strong pipelines so we don’t need to chase deals that don’t meet key criteria. - Mak...2019-10-2124 minFuture-Proof SellingBecoming a Key Person of Influence with Daniel PriestleyDaniel Priestley is a super successful global entrepreneur, international speaker and best-selling author. He is an expert on personal branding and one of the founders of Dent Global. In this episode we run through the framework from his book, Key Person of Influence, which helps to position us as go-to thought leaders in our industry. I actually did the KPI test before this interview and Daniel and I reveiw my scroes across Pitch, Publish, Product, Profile and Partnership. Some really great insights for me and my business which I think you will also find useful.2019-10-2025 minFuture-Proof SellingThought leadership for Salespeople with Bernadette McClellandSalespeople have a tremendous opportunity to stay and out in front of customers and get a jump on their competition by developing their own thought leadership. Bernadette McClelland, steps us through how we need to overcome our own mental barriers and put ourselves out there. We also need to be looking at customer problems from a psychological angle, what is 'behind the problem', why is the customer voicing this problem? Bernadette shares methods for asking the challenging questions.2019-10-2029 minFuture-Proof SellingHow Top Sellers Win Over Procurement with Tom WilliamsProcurement & Sales do not need to be in conflict. Dealing effectivey with the procurement function is often key to success in major accounts. Thomas J. Williams is an expert in dealing with procurement and shares with us strategies he has used and taught for many years. Tom is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen. He is also the co-author of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Ob...2019-10-1420 minFuture-Proof SellingSales Effectiveness with George BrontenMaking the most of every opportunity is critical in B2B especially where opportunities involve serious investment of time and resources. George Bronten is a Sales Effectiveness Pioneer. We talk about George’s sales journey and how he came to realise the importance of both PROCESS and METHODOLOGY. We discuss why reps that have great results elsewhere might not achieve great results for you and what we can do to make sales performance far more predictable. George is the CEO and Founder of Membrain, the leading Sales Enablement CRM that enables B2B sales teams to execute the...2019-09-2926 minFuture-Proof SellingPersonal Branding Masterclass with Mary HendersonMary Henderson shares her personal branding journey which started in the year 2000. From the start she was very strategic and deliberate in developing her brand. This fuelled a super successful sales and management career where she created hypergrowth and led teams to the heights of success. She has since established herself as a Personal Branding authority. Mary shares with us how building our personal brand can help us stand out to customers and position us for the roles that we want. She also shares how to go about it, and how important it is to narrow in...2019-09-2429 minFuture-Proof SellingThe Psychology of Sales with Bernadette MclellandAn understanding of psychology is critical to success in business, in managing ourselves and working with customers and other stakeholders. Bernadette Mclelland in this discussion shares how understanding yourself first is the foundation for understanding others. We explore the importance of understanding what is underlying our and others motivations, why we say what we do and why we act like we do. The sales profession is always subject to pressure and change, Bernadette has identified Resilience, Resourcefulness and Responsibility as key attricutes to foster to deal with these ongoing challenges. 2019-09-0226 minFuture-Proof SellingAttracting and keeping top sales talent with Kara AtkinsonHiring and keeping top sales talent is a hot issue. Kara Atkinson is "The Sales Recruiter" and is a thought leader on recruitment and retention best practices. Kara talks about how we can make our organisations and ourselves as leaders attractive to top talent. The personal branding of a sales leader is a big factor and one that many sales leaders are not leveraging, Kara gives us some critical advice in this area and many others. From positioning our JDs more effectively to the whole hiring process to the onboarding experience, it all plays a factor in...2019-08-2727 minFuture-Proof SellingAdapting to the New World of Selling - Steven Norman Interview on Business Essentials PodcastThis podcast was featured first on the Business Essentials podcast Many business functions have completely changed in the last 20 years including marketing, customer experience and supply chains. Yet the sales function has stayed very much the same, resulting in poorer business returns. Business consultant Steven Norman says that with so much information at the customers' fingertips, it's getting harder to sell. A paradigm shift is needed for many sales teams to achieve more tailored and professional sales skills. For more episodes from the Business Essentials podcast, go to https://omny.fm/shows/business-essentials2019-08-1906 minFuture-Proof SellingHigh CX equals High Growth with Darrell HardidgeThere is a lot of glamour and attention in the sales world around prospecting, outbound and winning new business, but we all know the real profit is in serving and growing our existing customers. It is at least six times more expensive to win a new customer than it is to grow business with existing customers. Everyone understands the benefits but how do we effectively go about it? Darrell Hardidge is the bestselling author of The 10 Commandments of Client Appreciation and The Client Revolution, defining the roadmap to No.1 position. He is the founder of Saguity which he...2019-08-0830 minFuture-Proof SellingUsing your Voice effectively in Sales with Denis ChampagneWe are using our voice in Sales all the time but are we using it effectively? Using your time diligently and using your Voice effectively, were the two most overlooked areas of the sales profession according to sales legend Zig Ziglar. Denis Champagne is an expert on the voice and many aspects of sales and prospecting. We discuss using the Voice effectively and a range of other sales topics. Denis Champagne hails from Montreal, Canada and is the Founder and President of Lotus Communications, Denis has helped many companies improve their sales and marketing performance. 2019-08-0825 minFuture-Proof SellingGetting Responses to Emails and Calls - Prospecting Tips with Jason BayJason Bay and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective. Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging. The REPLY Method focuses on WHY prospects buy. What are their job responsibilities? What challenges do they experience on a regular basis that relate with your product or service? What do they need to see in an email or hear in a...2019-08-0229 minFuture-Proof SellingGetting Customers to Know, Like & Trust you with Daniel PriestleyCustomers buy from people they Know, Like and Trust. Daniel Priestley is a super successful global entrepreneur, international speaker and best-selling author. He is an expert on personal branding and one of the founders of Dent Global. Daniel shares with us how customers connect with people much more than they connect with companies or brands. There is a huge opportunity for salespeople to become trusted in their industry by building up their personal brand and leveraging social media, video and other tools. Salespeople tend to underestimate their value and according to Daniel they are sitting on a m...2019-07-2929 minFuture-Proof SellingWorld class SaaS sales processes with Andy Farquharson of Winning By DesignThe massive shift to subscription-based SaaS solutions has totally changed the way customers buy technology but have sales leaders transformed themselves and their sales processes to effectively meet this challenge? Winning By Design is a company that are experts on the SaaS sales model and were recently acknowledged as the #1 B2B Sales Consultancy by G2Crowd. We talk to the head of Winning By Design's European business, Andy Farquharson, about these changes and some of the best practices we should all be looking at.2019-07-2429 minFuture-Proof SellingProgressing your career through the highs and lows with David Shepherd, HubSpotDavid Shepherd is the ANZ Country Manager for HubSpot. He's had a remarkable career and progression with the company, he joined the company nine years ago when they only had 150 employees compared to 3000 now. During that time David progressed from an entry level sales role through to sales management and is now running a substantial whole Country operation. We talk to David about how he has navigated his career and overcome various challenges as the company exponentially grew, constantly transformed and continues to evolve. Surviving and thriving in this environment takes a lot of resilience...2019-07-1026 min
Reason for TruthPT2-Of Two SES Alumni Suter & Garofalo Remember Dr. Norman GeislerAs Ravi Zacharias said this weekend at Dr. Norman Geisler's funeral, "We lost a giant". Tune in today for Part 2-the final segment of two Southern Evangelical Seminary alumni, Kent Suter and Steven Garofalo as they wrap up some of their fondest memories in honoring their teacher, mentor and friend, the late Norman L. Geisler.Become a supporter of this podcast: https://www.spreaker.com/podcast/reason-for-truth--2774396/support.2019-07-0922 minFuture-Proof SellingThe power of Buyer Enablement with Kevin DixonBuyer Enablement is a concept that has gained momentum in the past couple of years. It helps us develop strategies to deal with modern complex buying processes. Buying committees are expanding and customers have more information than ever; but often they don't know how to get buying decisions through the approval process. If we can adapt our sales approach to helping the customer solve these challenges we will be much more effective. Kevin Dixon is the founder and CEO of Boxxstep, a B2B sales buyer relationship management platform, and is a buyer ena...2019-07-0724 minReason for TruthPT1-Two SES Alumn Remember Dr. Norman Geisler - 7:5:19, 2.45 PMDid you know you know that Dr. Norman Geisler was illiterate up until 17 years of age? Then God got ahold of him and used him to write close to 100 books! Tune in today with Pastor Kent Suter and Host of the Reason For Truth Podcast Steven Garofalo for Part1, TWO ALUMNI REMEMBER Dr. NORMAN GEISLER. This is a casual podcast what will make you laugh and make you cry. It will also tell you a few things about Norman Geisler that you may have not known before. Please tune again on Tuesday for Part 2-and keep the Geisler family in...2019-07-0532 min
It's Time to Sell Podcast: Strategies for 21st Century SellingBuilding a High Performance Sales Team (with Steven Norman) | Ep. 132Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years’ experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.2019-07-0300 minReason for TruthTRIBUTE To The Late Dr. Norman L. Geisler - 7:2:19, 5.44 PMYesterday-as of this recording, July 1, 2019, Dr. Norman L. Geisler, friend, brother in Christ, personal mentor and advisor went to be with the Lord-he changed his address to his heavenly home in heaven. Dr. Geisler had a massive impact on me personally and inspired me to start ReasonForTruth.Org. I cut an unrehearsed short podcast to honor my good friend. I love him and I miss him. But, I know that I will see him again in eternity-and that I am grateful for. Please tune in to hear a few words from my heart-a simple tribute to my dear friend and...2019-07-0210 minFuture-Proof SellingNavigating the Buying Committee and ‘Gatekeeper’ strategy with Tom Williams, co-author of The Sellers ChallengeThomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen. He is also the co-author of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Think of it as a “tactical field manual” about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning. We discuss navigating the Buying Committee and Stakeholder Management at length, Tom has great experi...2019-06-1631 minFuture-Proof SellingMaking Channel Sales Work with Marcus Cauchi, Part 2Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi. 90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years. Marcus was so e...2019-06-0327 minFuture-Proof SellingMaking Channel Sales Work with Marcus Cauchi, Part I90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years. Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content...2019-05-0528 minFuture-Proof SellingLeveraging Social for B2B Sales, how to get Visible, Valuable and Connected with Jack KosakowskiJack Kosakowski is the CEO of Creation Agency(US Division), a B2B marketing agency helping fast growing tech companies and some big brands drive their business forward with innovative digital strategies. Jack is an expert and pioneer of Social Selling and shares a framework for how B2B sellers should be approaching social. All sales leaders need to be incorporating social into their plans and make sure their team is well-equipped to be effective social sellers. To learn more about what Jack is up to, please check out Creation Agency and Jack's...2019-04-2127 minFuture-Proof SellingDeep Discovery and Selling via Positive Disruption, with the founder of Sales Masterminds APAC, John SmibertJohn Smibert is one of the top sales thought leaders out there. He digs into the importance of deep discovery and how we need to hold back talking about our products, company and capabilities until the time is right. John challenges us all to go through the whole first meeting with a customer without talking about ourselves. Offering insight to customers that drives positive business outcomes for THEM is critical to sales success today, John calls this process 'Selling via Positive Disruption,' and outlines five areas we need to master around this concept. John also shares...2019-04-1030 minFuture-Proof SellingEffective prospecting & becoming the 'Mayor' of your territory with Matt MacnamaraMatt Macnamara is an impressive, hardworking frontline SDR who certainly knows how to prospect effectively. Matt employs many creative strategies to stand out to his prospective clients. Combining this with an ironclad commitment to daily activity, guarantees his outstanding prospecting success. Matt also has a mindset of becoming the 'Mayor' of his territory which is a very motivating concept. If you'd like to improve your prospecting effectiveness you will surely get a lot out of this interview. Also check out Matt on LinkedIn and his Youtube channel, a lot of insightful and engaging content here...2019-03-2828 minFuture-Proof SellingIt's HOW you sell, not WHAT you sell, with Andy Paul.Andy Paul is one of the world's top sales thought leaders with 168,000 followers on LinkedIn. He is also an accomplished author of two well known sales books. One of the big themes in Andy's work is "It's how you sell, not what you sell", so we delve into that topic in our discussion. We also cover how groupthink permeates the sales profession with various concepts becoming fashionable but without the empirical data to support it. We discuss Discovery, and how it is an overlooked; but very critical part of the sale.2019-03-2239 minFuture-Proof SellingAI and how it is optimising Sales Activities with Matt Michalewicz, CEO of ComplexicaMatt Michalewicz has spent his whole working life in the AI field. He is a serial entrepreneur who is currently the founder and CEO of Complexica, an amazing Australian tech company at the cutting edge of AI solutions for the Sales function. Matt shares what's going on in the world of AI in general, and then narrows in on how it can assist the sales function. Many companies are applying this technology already, and it's clear that we will all be following suit very soon - or risk being left behind. The Complexica solution, called...2019-03-1527 minFuture-Proof SellingFeature Interview on School for Startups: Future Proof Sales StrategyPleased to have talked with Jim Beach in an interview discussing the seven steps to a Future Proof Sales Strategy and other key insights.2019-03-1215 minFuture-Proof SellingBrian G Burns interviews Steven Norman on The Brutal Truth About Sales & Selling PodcastI’m interviewed by Brian G Burns on his popular sales podcast “The Brutal Truth About Sales and Selling Podcast.” I touch on how the sales function in B2B has been overlooked in many ways over the past decade. Considering the rise of the customer experience function and how much marketing has developed - sales hasn’t had the same attention. Companies are finding it more and more difficult to differentiate themselves. A sustainable competitive advantage is now a very transient thing. There are challenges in dealing with a numb customer who is bombarded with inf...2019-03-1227 minFuture-Proof SellingReplicate Rockstar reps and overcome No Decision with Calum Kilgour & John Bissett“No Decision” is one of the biggest problems that sales teams face today with 58% of deals ending up nowhere (SBI survey). We go into depth on this topic and how to address the problem in my podcast with Calum Kilgour and John Bissett from Slingshot Edge - a company that provides Weapons Grade Messaging for your Sellers & Marketers. We also discuss methods for replicating your rockstar reps; you know that top 10-20% that generate most of your sales?...How do we get the other 60-70% to perform better? Calum and John have garnered much attention in t...2019-03-1143 minFuture-Proof SellingBridging the divide between Sales & Marketing with Jeff Davis It was a pleasure to speak with Jeff Davis about the challenges between the B2B Sales & Marketing functions. Jeff is an expert in this area and has some great tips and solutions to help align everyone involved. Please check out Jeff’s fantastic work here: Speaker website - meetjeffdavis.com Podcast - TheAlignmentPodcast.com Blog article - "How I Achieved Alignment With My VP of Sales As a Marketing Leader" 2019-03-0536 minFuture-Proof SellingSelling at C-Level with Australia's leading C-Level Sales Authority Steve HallA must listen for anyone selling high value or business-critical solutions. Do you and your team want to master the art of high-level executive selling? Here is a great place to start with advice from one of the best going around. We all know we need executive buy-in for our proposals but what is the best way to go about it? What is the best way to get the attention of a CEO, CIO, CMO etc? How do we engage them most effectively? How should we manage the follow up actions? The answers to all t...2019-02-2047 minFuture-Proof SellingThe power of Win-Loss Analysis and being a Sales Professional with Cian McLoughlinCompanies rarely understand the real reasons why they win and lose deals. Most analysis is conducted internally around the meeting table where inherent bias and guesswork rule. Cian McLoughlin shares with us the benefits of doing thorough and independent Win-Loss analysis and how to get the real Customer's Voice. Getting this right can really help sales leaders make changes to their approach, and prioritise development areas for their sales team. Cian McLoughlin is the author of Rebirth Of A Salesman, and founder of Trinity Perspectives, a sales consulting firm specialising in Win-Loss Analysis.2019-02-1535 min
The Alignment PodcastEp. 24 - The Modern Sales Funnel Begins With Marketing w/ Steven NormanThis episode I speak with Steven Norman, author and founder of Growth Acumen. Steven draws from his over 20 years of executive experience in Australia and Asia Pacific to assist tech and entrepreneurial companies in implementing world-class sales practices. In our conversation we discuss: The importance of customer experience (CX) in getting and keep ing customers How implementing a referral selling strategy can significantly increase your company growth Alignment beats out strategy when it comes to predictors of business success How to know if its time to pursue an alignment...2019-02-1326 minFuture-Proof SellingThe Power of Sales Storytelling to build credibility and deep engagement with Mike Adams, Storyteller Extraordinaire.Mike Adams has just written a book called Seven Stories Every Salesperson Must Tell. This book really blew my mind, and I think it’s a missing link for a lot of sales organisations and a lot of salespeople. How do we get customer's to open up and share their pain points? How do we get them to trust us and engage on a deeper level? How do we get to that point where we can highlight the flaws in their status quo without offending them? Many salespeople know that this is...2019-02-0439 minFuture-Proof SellingLeveraging technology to drive sales and working with Millennials with Max Altschuler.Max Altschuler is a pioneer of modern sales. He founded Sales Hacker and wrote the seminal book on leveraging sales technology, "Hacking Sales." After Sales Hacker was acquired by Outreach.io he became the VP of Marketing for the company. He recently wrote another book sure to be a classic, "Career Hacking for Millennials." We talk about the evolution of sales technology over the past decade which has been nothing short of breathtaking. Max gives us advice for sales leaders trying to prioritise, figure out where to start, and how they can get the most leverage out...2019-01-2425 minFuture-Proof SellingKeenan on sales leadership and sales coaching and the lack of both, plus a range of other hot topics.Keenan is one of the most clear-headed and straightforward sales thought leaders out there. He recently launched an amazing book called 'Gap Selling' which is creating a huge amount of buzz, something you all have to check out. In his own very direct and energetic style Keenan shares his thoughts on what's going on with sales leadership, sales coaching, how we should be thinking about our customer's business challenges and be building powerful business cases for change, and much more. Keenan's company, A Sales Guy, recently did a survey which revealed that 84% of sales managers say they...2019-01-1833 minFuture-Proof SellingWhy CX is critical to Sales Success with Chris Connelly of SAP Asia PacificThere are direct links between CX success and company growth and profitability. Everyone seems to be investing in this area but not many are getting it right. Chris Connelly, VP Customer Success Management, SAP Asia Pacific Japan, is one of the pioneers in this field, he also previously held the role of Customer Success director for Salesforce, so has a lot of authority on this topic. We cover how to set up and make the Customer Success function really work for a business and produce results. The interface with the account teams and others is critical so w...2019-01-0721 minFuture-Proof SellingSales Enablement defined and how to do it right with Tamara Schenk, Research Director of Miller Heiman's CSO Insights group.Tamara Schenk is the Research Director at CSO Insights, the research division of Miller Heiman. Tamara recently wrote a book on sales enablement, which is called Sales Enablement: A Master Framework to Engage, Equip and Empower a World-class Sales Force. Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales enablement initiative or function compared to only 19% in 2013. We discuss what sales enablement is all about, the key trends emerging and what's critical to make it work.2019-01-0338 minFuture-Proof SellingWhy most lead-generation efforts fail and how to do it right with Jordan MaraJordan Mara is a master prospector and an all around expert on modern sales strategies. He is the founder of Coho Sales Consulting, the world's leading sales training and enablement business for SaaS startups. A lot of investment has been pouring into outbound lead-generation teams but most companies are achieving poor results. Old volume-driven outbound prospecting approaches focused on how good our products and company are just don't cut through anymore and produce ever-diminshing returns. Companies also potentially damage their brand by aggressively calling into accounts without proper preparation and co-ordination with other sales functions. ...2018-12-1035 minFuture-Proof SellingDiscussing 'Digital Transformation in a Customer First World' with best selling author and Chairman of Altify Donal Daly.Donal Daly and I talk about the big challenges facing sales organisations today and what the best organisations around the world are doing to stay ahead of the pack. Donal shares real life client case studies and gives us many expert tips on what we need to be focusing on. Some great insight from a real industry leader. Donal is the author of the best-selling book 'Digital Transformation in a Customer First World'. He is also the Chairman of Altify, a company with an incredible history of pioneering in the sales industry and committed to 'Elevating the...2018-12-0537 minFuture-Proof SellingMichele Buckley from Gartner on large account buying trendsMichele Buckley is the Global Sales & Marketing Advisor for the Software and Tech Industry at Gartner. She shares details from her latest research on how buying decisions are getting made in large accounts for Software/Saas and Tech products. She talks about the increased complexity of buying, managing risk in our deals and the importance of leading with business outcomes in all of our customer interactions. Some excellent advice for anyone in this field.2018-11-2824 minFuture-Proof SellingVictor Antonio on leveraging AI and Tech for sales teams, plus how to generate Insight and the importance of Presentation skills.Victor Antonio is a renowned and compelling global keynote speaker on sales and management. A fantastic storyteller and sales thought leader, Victor has written 13 books on sales and motivation, has posted over 800 YouTube videos and enjoys a huge global following. Victor is a leading advocate for augmenting our sales teams with technology and talks about his recent book, Sales Ex:Machina, How AI is Changing the World of Selling, which is mind-blowing on its own. He also gives us some great ideas on how critical the sales function is as companies face increased competition and...2018-11-2341 minFuture-Proof SellingProspecting and Progressing a Sale with Tony Hughes, world's #1 sales bloggerTony shares his thoughts on effective prospecting, how to personalise our messaging to potential buyers and how we must leverage insight to progress the sale. He also gives us real life examples of how these approaches should be used in the real sales world. Tony also gives us some great advice on how sales teams and salespeople should be leveraging technology so they can be more effective and focus on what really matters. Tony J. Hughes is a bestselling author and the most read person in LinkedIn on the topic of B2B sales leadership...2018-11-1239 min
Trace Evidence063 - The Mysterious Death of Norman LadnerSeventeen year old Norman Ladner loved spending his free time on his family's land. He would walk through the 122 acre plot, exploring the open pastures and dense forestry. Fishing and hunting were two of his favorite activities, but on the night of August 21st, 1989, Norman didn't come home.After searching for over an hour, Norman's father made the terrible discovery of his son's body. Norman had died from a single gunshot wound to the head, and while investigators initially considered it an accidental shooting, the final ruling was suicide. Unable to accept this, Norman's parents began an investigation...2018-10-251h 08
The Purrrcast131 - Hayley Marie Norman - Perpetual Kitten
On episode ONE HUNDRED THIRTY-ONE of The Purrrcast, Sara and Steven welcome actor Hayley Marie Norman to talk all about her new kitten named Spirit. She tells us how Spirit came to her in a dream, how she’s embracing her new ‘cat lady life,’ we talk about what Hogwarts houses our cats would all belong to, and more! The Purrrcast, talking to cat people because we can't talk to their cats. The Purrrcast is the cat podcast for you and your feline friends. Based in Los Angeles, hosts Sara Iyer and Steven Ray Morris chat with fellow cat enthusiasts about t...2018-02-281h 31
John NormanAOWS109 - An Obsession With Sound - John Norman Studio MixJOHN NORMAN
AN OBSESSION WITH SOUND
PRESENTED BY UNT RECORDS
- AOWS109 -
- JOHN NORMAN STUDIO MIX -
On this weeks show, you’re going to hear a mix that I put together which is full of some great tunes including tracks from Jay Lumen, Kevin Over, Noir, Heiko Laux, a new one from Roland Clark, Alexander Technique, and Steven Mestre.
TRACKLISTING:
01. Lancaster, Mo Pink - Intro (Original Mix) // SCI+TEC
02. Heiko Laux - Savannah (Original Mix) // Klockworks
03. Sean Collier - Chuggernaut (Original Mix) // KD Music
04. Heiko Laux - There There (Dub) // Kanzleramt
05. DJ Koutarou.a, Stephane K - Be...2016-08-0358 min