Vince Beese - Podcast Details

Shows

The RevOps RevolutionProcess Over Panic!Vince Beese joins the RevOps Revolution to share insights from his long sales career and his new book, Red Zone Selling. Drawing from robust experience, Vince breaks down why deals stall in the final stages and how elite sellers can push them across the finish line. He emphasizes the importance of process, situational awareness, and mastering the fundamentals—like multi-threading, qualification, and asking the right questions. Whether you're an up-and-coming rep or a seasoned enterprise seller, you'll walk away with actionable tactics to improve qualification, navigate setbacks, and execute when it matters most.2025-07-2230 min

Sales PlayersWhat My Former Sales Leader Taught Me About Red Zone Selling with Vince BeeseJesse sits down with his former sales leader Vince Beese, the only exec he’s ever seen cold call procurement to get a deal done. They break down Vince’s new book Red Zone Selling, including tactical plays for managing late-stage deals, building mutual action plans that actually work, and why enterprise sales is more like football than most reps realize. If you're selling big deals in a competitive market, this one's a masterclass.EPISODE LINKS: • Connect with Vince: https://www.linkedin.com/in/vbeese/ • Red Zone Selling Launch: https://40974935.hs-sites.com/red-zone • ...2025-06-2648 min

The Win Rate Podcast with Andy PaulShould Sales Be Winner Take All, Or a Team Sport?Today, Andy welcomes long-time friend of the show Vince Beese, Fractional CRO & Sales Consultant at The Start Up CRO, to discuss the evolution of sales strategies, particularly focused on remote work and the challenges faced by sales teams. He and Andy explore the importance of focusing on win rates, and the need for effective coaching and management in sales. Vince shares insights on the future of B2B sales, emphasizing the significance of top performers and the necessity of adapting to changing market dynamics. They also dig into the intricacies of sales performance, discussing the importance of high performance...2025-02-1237 min

Value Coffee TalkCRO Perspectives: Leveraging Value to Land Your First Enterprise CustomersIn this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Vince Beese, a fractional CRO, to discuss strategies for early-stage companies aiming to land their first enterprise customers. The conversation covers the importance of understanding the Ideal Customer Profile (ICP), effective pricing strategies, leveraging early customer success, and the significance of business value in sales. Vince emphasizes the need for building trust and relationships, navigating complex sales processes, and engaging economic buyers early. The discussion also highlights the importance of curiosity in sales teams and creating a customer-centric sa...2025-01-0724 min

How the Deal was Done | Deal Stories PodcastEp. 57: RFP Turnaround and $5 Million Dollar Deal with Vince BeeseIn this episode of the Deal Stories podcast, Vince Beese, a seasoned sales leader with extensive background in sales, shares insights from his career, and focusing on a significant deal he closed with Yahoo. The highlight of this deal is navigating the RFP process, the challenges faced during negotiations, and the importance of alignment and honesty in enterprise sales. Closing it out: Vince emphasizes the need for hustle, persistence, and a clear value prop when closing large deals. Check out SalesHQ next time you are selling/visiting the Raleigh-Durham area! Timestamps: (00:00) Intro to...2024-10-2118 min

The Friday NoonerVince Beese Sells Us On Sales SpaceIt was a busy first segment on this week’s Friday Nooner. We heard from The Super Real Version Of GrepBeat Pete Who Has Lovely Things To Say About Joe; we got an update on Durham’s resident Vespa “gang”; and we found out that one of the chickens you may have heard about on a past episode several past episodes is, in fact, a rooster. Sadly, this means it will need to be re-homed (any takers outside the Durham city limits?). Then Joe and Pete welcomed Vince Beese, the Founder and CEO of Sales HQ. This RTP-based st...2024-06-1439 min

B2B Revenue RebelsGet Better At Sales Through Active Collaboration - Vince Beese, CEO of Sales HQ (ex Meta)If you got into sales over the last 4-5 years, chances are you’ve never worked on the sales floor.While remote is wonderful, there’s something truly special about the level of interaction, feedback and energy you get when you’re closing deals as a team in-person.Before you start bickering about remote being the only way you’ll ever work, take a moment to listen to someone who’s led 4 revenue teams to exits and recently ran enterprise sales at Meta.Today’s guest is Vince Beese - Founder & CEO of Sales HQ and...2024-04-0428 min

The Goats of GrowthSales at Scale: How To Do It, with Vince BeeseIn this episode of "The Goats of Growth," I spoke with Vince Beese, Founder of Sales@Scale and Sales HQ. You'll hear his insights into how he consistenly scaled revenues for many companies, including an IPO and 3 other successful exits. But before sharing his strategic approach to growth, he added the caveat that nothing else will matter if you don't have product, market, fit. Once you have that,the real work begins and there is no silver bullet. Find out how he finds sales at scale. A must listen to anyone. Vinces Linkedin Profile ...2024-03-1156 min

Sales Pipeline RadioSelling at a High Level in a Down Market This week's show is entitled, "Selling at a High Level in a Down Market" and my guest is Vince Beese, Founder & CEO at Sales@Scale and Sales HQ is bringing back the energy of a physical sales floor. Watch the video, listen in below and/or read the transcript on the Heinz Marketing Blog (Search "Beese"). Matt interviews the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com. 2023-12-0817 min

Sales PlayersSelling in Startups & Building a Co-Selling Community for High Performing Sellers with Vince Beese of Sales HQVince Beese is the Founder of Sales HQ. In this episode, he shares his vision for a dynamic community tailored for high-performing sellers and sales teams. He also shares insights on his career as a rep and leader in high-growth companies such as: LivePerson, Experian, SugarCRM & Meta. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb ⁠⁠- SP fans use this link for an extended, 21-day free trial • Surfe (LinkedIn Prospecting Streamlined) - https://www.surfe.com/?kfl_ln=jesse-woodbury EPISODE LINKS: • Connect with Vince on LinkedIn: https://www.linkedin.com...2023-11-2940 min

The Win Rate Podcast with Andy PaulWin Rate Data and the Real Reasons Behind Wins and LossesToday Andy is joined by Vince Beese, Founder and CEO of Sales@Scale, Anthony Iannorino, Keynote speaker, bestselling author and renowned sales leader, and Mike Bosworth, bestselling author, speaker, and sales philosopher as they discuss the importance of sales leaders thinking critically about how to make their teams more effective. They begin with the headshaking statistic of a 17% win rate and agree that any action is better than leaving your team in such a horrible situation.They emphasize the significance of considering all stakeholders involved in the sales process, including the reps, their families, the clients, and...2023-07-261h 02

Sales PlayersCareer Transitions, Startups, Research & Streamlining Results with David Nakano of AirkitDavid Nakano is an Account Executive at Airkit. David shares his career transition story, SaaS opportunity framework & some ideas for building rapport, building pipeline, researching companies & putting your SaaS career on the fast track.SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspEPISODE LINKS: • Connect with David on LinkedIn: https://www.linkedin.com/in/david-nakano/C...2022-01-061h 13

Sales PlayersPt. III Accelerating Your SaaS Selling Results & Career in 2022 - Ideas for Owning Your Career PathJesse shares a few examples of how you can take control of your SaaS Sales career path, standout from your peers & practice consistency, predictability & control. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspCONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/...2021-12-3126 min

Sales PlayersPt. II Accelerating Your SaaS Selling Results & Career in 2022 - Breaking into SaaS SalesJesse shares ideas around how he'd approach breaking into SaaS Sales if he had to start over again today, but knowing what he knows now about the industry.SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspCONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: h...2021-12-3025 min

Sales PlayersPt. I Accelerating Your SaaS Selling Results & Career in 2022 - Earning A Record W2Jesse shares a few ideas for how to make 2022 a record earnings year & W2 for yourself. If you'd like a copy of my capacity planner email me at: jesse@jessewoodbury.comSPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspEPISODE LINKS: • Capacity Planner: https://docs.google.com/spreadsheets/d/1hWvEQdUDBbJiOrOYvabhC9t-Ary5FIHeeYTdVlfpp4w/edit#gid=0CO...2021-12-2818 min

Sales PlayersHow to Sell Without Selling Out with Andy PaulAndy Paul host of the Sales Enablement Podcast shares insights, stories & some hot takes on the state of SaaS selling. In addition to his podcast (which was acquired by Revenue.io in 2020) he's the author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales" with a third book on the way: "How to Sell Without Selling Out." He's #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted some of the biggest businesses in the world including: Square, Philips, Grubhub and more. He's one of the leading voices in the sales industry today....2021-12-2145 min

Sales PlayersMy Top 10 Must-Read Books for Business & SalesJesse shares 10 influential business books that shaped his life & career. The Books:Never Split the Difference by Chris Voss The Four-Hour Work Week by Tim Ferris From Impossible to Inevitable/Predictable Revenue by Aaron Ross & Jason Lemkin Selling Above & Below the Line by Skip Miller The Sales Development Playbook by Trish Bertuzzi Think & Grow Rich by Napoleon Hill The Hard Thing About Hard Things by Ben Horowitz Steve Jobs by Walter Isaacson High Output Management by Andy Grove Measure What Matters by John DoerrSPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www...2021-12-0114 min

Sales PlayersFrom Bankrupt Small Business Owner to Top SaaS Seller with Chris Dankowski of Sapper ConsultingChris Dankowski of Sapper Consulting shares his career journey from small, bankrupt business owner to SaaS AE at some of the industries top companies. Chris also digs into insights around effective prospecting & shares how to land great opportunities in SaaS. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspEPISODE LINKS: • https://www.linkedin.com/in/chrisda...2021-11-1757 min

Sales PlayersHow to Master a Salary Negotiation in SaaSJesse shares ideas, tips, resources & learnings for effective salary negotiation for SaaS sales positions. Please reach out if I can be a resource: jesse@jessewoodbury.comSPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspEPISODE LINKS: • https://www.glassdoor.com/index.htm • https://www.linkedin.com/salary • https://www.bridgegroupinc.com/inside-sal...2021-11-1027 min

Sales PlayersManaging Your SaaS Sales Career with Christine Rogers of AspireshipChristine Rogers is the President & COO ofAspireship. She shares insights from her 15-year career in SaaS sales, leadership & entrepreneurship. Aspireship is a very exciting startup working to level the playing field for professionals aspiring for a career in SaaS. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/sspEPISODE LINKS: • https://aspireship.com/ • Follow Christine...2021-10-2958 min

Sales PlayersMeeting Your Prospects Where They Are Using Social Selling with Ryann Dowdy of Social Sellers AcademyRyann Dowdy helps high-achieving women leave their 9-5 and build a 6-figure business by teaching them how to master sales conversations and the mindset work required to make a total identity shift. Ryann has mentored, managed, and trained thousands of sales reps. Ryann focuses on the art of building relationship and human to human connection.SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refe...2021-10-2648 min

Sales PlayersThe Secret to Closing $10MM+ Mega Software Deals with Jamal ReimerJamal Reimer shares his incredible story of transformation from average rep, who was let go for low performance, to learning 5 key skills that helped him close his first $10 million dollar mega software deal. Jamal has since secured multiple $50 million dollar deals and has closed more than $160 million in his career. Jamal shares how to master mindset, working with executives and how to position yourself for victory in an RFP process. If you're looking to dramatically increase your average deal size, follow Jamal on LinkedIn and check out his mentoring program and masterclasses. SPONSORS: • Surfe (Connect you...2021-02-0155 min

Sales Strategy & Enablement by Revenue.ioThe State of Enterprise Sales in Saas, with Vince BeeseVince Beese is the head of Enterprise Sales at Kustomer (which was just acquired by Facebook). Vince has been selling big deals into the enterprise and leading enterprise sales team in the SaaS space for a long time, so settle in for a great conversation about the big changes we’ve seen in enterprise sales this past year. We'll dive into which changes we think will be permanent and which were, or are, just temporary stopgaps. Plus, we dig into the topic of whether the whole “modern selling” movement has been oversold and is leading too many sales organizations down the...2021-01-0848 min

Best Selling PodcastBuild your Brand through Social EngagementOur guest on this episode is Jon Ferrara. Jon is the Founder and CEO at Nimble and was the Co-founder at Goldmine, one of the early CRM applications for sales. It's safe to say that Jon is a true pioneer in the CRM space. Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points. In addition to email and phone you need to connect and engage with your audience through the different s...2020-12-1737 min

Best Selling PodcastData driven prospecting with Jeremey DonovanOur guest on this episode is Jeremey Donovan. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market. Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation. Thanks for tuning i...2020-12-0238 min

Best Selling PodcastThe Natural Seller with Patrick BoucousisOur guest on this episode is Patrick Boucousis. Patrick is a High-Performance B2B Sales Coach and Trainer at The Sales Natural. He is also my first guest from Australia. Patrick and I start the conversation discussing how to gain the trust of the buyer. Patrick shares with us his approach to using natural conversations to build the relationships and buyer trust. We then explore to the importance of the discovery call and understanding what the buyer values. To successfully and consistently closing deals you need to sell based on what the buyer values; be it, service, price, ease of i...2020-10-2847 min

Best Selling PodcastSelling with Authentic Persuasion with Jason CutterOur guest on this episode is Jason Cutter. Jason is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion. Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to. Thanks for tuning in. This is Best Selling.2020-10-0937 min

Sales PlayersHow to Win Big Deals and Influence Customers with Dustin Brown of Outreach.ioDustin Brown takes a quick break from sending multi-six-figure order forms to share how he builds lifelong relationships with his customers and how doing so has helped him achieve amazing results while also finding deep satisfaction and fulfillment in the journey. Dustin also shares some pro-tips for Outreach users and speaks to how you can stand out from the crowd. SPONSORS: • Accord (Deal Execution Platform Designed to Enforce Execution Excellence) - ⁠https://hubs.la/Q02wP0ZM0⁠ • Leadfeeder (turn pageviews into pipeline) - ⁠https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campai...2020-10-081h 05

Sales PlayersTake on Complexity for your CustomersJesse discusses a mindset change that's made a big impact on both his pipeline and career fulfillment. SPONSORS: • Accord (Deal Execution Platform Designed to Enforce Execution Excellence) - ⁠https://hubs.la/Q02wP0ZM0⁠ • Leadfeeder (turn pageviews into pipeline) - ⁠https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campaign=salesplayers⁠ SP fans use this link for an extended, 21-day free trial • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com/?kfl_ln=jesse-woodbury use this link with promo code JWSURFE5 for a 5% discount on your first yea...2020-10-0205 min

Sales PlayersDo the Hard ThingJesse share's how effective it can be to roll up your sleeves and do the "hard thing." SPONSORS: • Accord (Deal Execution Platform Designed to Enforce Execution Excellence) - ⁠https://hubs.la/Q02wP0ZM0⁠ • Leadfeeder (turn pageviews into pipeline) - ⁠https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campaign=salesplayers⁠ SP fans use this link for an extended, 21-day free trial • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com/?kfl_ln=jesse-woodbury use this link with promo code JWSURFE5 for a 5% discount on your first yea...2020-09-2904 min

Sales PlayersHow to Ramp 80% Faster with Amanda Jones of Chorus.aiAmanda Jones shares how she broke into SaaS, how she's landed at some of the industry's hottest companies and how she managed to close a deal in her first 24 days in a new role.SPONSORS: • Leadfeeder (turn pageviews into pipeline) - https://leadfeeder.partnerlinks.io/rsscjriylqgb • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com/?kfl_ln=jesse-woodburyEPISODE LINKS: • Connect with Amanda on LinkedIn: https://www.linkedin.com/in/amandaharknessjones/CONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • ...2020-09-251h 02

Sales PlayersTrailerSales Players - On a mission to help reps, founders and operators generate more pipeline, close more deals and build wealth in tech sales.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP:2020-09-2000 min

Best Selling Podcast1to1 Messaging through Video with Steve PacinelliOur guest on this episode is Steve Pacinelli. Steve is the CMO at BombBomb. BombBomb helps build better business relationships with video messaging. Steve and I discuss the value of video vs. email and voice. Its important to note that video is 3 dimensional you have, 1) body language, 2) tone and 3) word selection. Where email is just word selection and voice is tone and word selection. So if you want to be more personal start using video for intros, follow up or whenever the message would be better served one to one. There are a lot of great tidbits in this episode s...2020-09-1536 min

Best Selling PodcastUsing LinkedIn the Right Way with Gessie SchechingerOur guest on this episode is Gessie Schechinger. Gessie is the VP of Sales at Oncourse which is a sales engagement platform for sellers. Much of the focus of this episode is on how to effectively take advantage of LinkedIn for starting relationships and developing new opportunities. Gessie shares lots of great advise like; how to get your invites accepted, how to use hashtags to post and find relevant connections, and how to ensure your profile is updated for success. But before we get started I wanted to let you know that T-REX has gone virtual for 2020. Join us on Sep...2020-08-2538 min

Best Selling PodcastGood messaging matters with Ben CohenOur guest on this episode is Ben Cohen. Ben is the Head of Sales Excellence and Marketing, North and South America at Hella which is global automotive manufacturer based out of Germany. Ben and I tackle two big topics during the podcast. First we discuss getting back to good messaging and how to solve your customer’s problems, establishing USPs, and thinking creatively. Then we dive into the sale enablement tech stack discussing which tools are essential and which are marginal at best. But before we jump into the episode I would like to let you know that T-REX has gone vi...2020-08-1336 min

Best Selling PodcastVirtual Selling done the Right Way with Jeb BlountOur guest on this episode is Jeb Blount. Jeb is the CEO of Sales Gravy, and author of 12 books including Virtual Selling and Objections. Jeb is also a renown sales speaker and sales acceleration specialist. Jeb and I start podcast talking about virtual selling which has always been relevant but certainly more so now that most sellers and buyers are working from home. There is no substitute for face to face but we can make video selling more effective. Jeb provides some best practices around video setup and presentation. From there we move into EQ vs. IQ and the importance of...2020-06-2654 min

Best Selling PodcastFinding the Perfect Prospect with Jeff KoserOur guest on this episode is Jeff Koser. Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise. Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success. But before we jum...2020-05-2736 min

Best Selling PodcastInformation is King with Joe BenjaminOur guest on this episode is Joe Benjamin. Joe is the co-founder and CEO at CheetahIQ in NYC. CheetahIQ is a research platform for salespeople, allowing them to find the information they need up to 10X faster than before. Joe and I start the podcast discussing how to find information nuggets that sellers can use to set themselves apart from the average sales person. Joe shares some of his secret data sources he uses to be more relevant for outreach and building the relationship. One of my favorites is the 10K annual report and the transcript from Quarterly earnings reports. Yo...2020-05-2134 min

Best Selling PodcastE61 - Shifting the Mindset to IF and HOW with Nick BeilOur guest on this episode is Nick Beil. Nick is the President at Narrative Science. Nick and I kick off the episode discussing “getting back to sales basics”. We open with how sales teams need to rethink how they market and sell their products. Sellers first must approach the conversation to find out IF and then HOW they can help. Discover the pain, determine if there is a fit and then develop a solution proposal. Great conversation with lots of good take aways. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s p...2020-04-2140 min

Best Selling PodcastSales hacking tips to grow revenue with Max AltschulerOur guest on this episode is Max Altschuler. Max is the Founder of Sales Hacker and the VP of Marketing at Outreach.io. We jump into the conversation discussing Max’s background and why he started Sales Hacker. We then get into discussing one of the biggest shifts in selling today which is the arrival of Millennial sales leaders and Generation Z sellers. The latest generation of sales professionals think differently and aren’t motivated by the same things as Gen X or Boomers. Sales orgs that recognize this fact will have an advantage in the market place moving forward. But bef...2020-03-0340 min

Best Selling PodcastWhat the top 1% of sellers do and why you should to with Scott IngramOur guest on this episode is Scott Ingram. Scott is an Account Director at Relationship One and the host of Sales Success Stories podcast. Scott and I begin the conversation discussing what Best Sellers look like and what they do that other sellers don’t. Scott has interviewed over 85+ #1 sellers across the country so he has an expert opinion when it comes to this unique group of overachievers. We also discuss the concept of the Executive Memo which is used to build trust and collaboration with large enterprise customers. But before we jump into the episode I want to thank our spo...2020-02-2146 min

Best Selling PodcastThe art and strategy of coaching sales reps with Dave KennettOur guest on this episode is Dave Kennett. Dave is the CEO at Replayz in Vancouver. Replayz offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Dave is what I consider an expert when it comes to coaching up inside sales reps. He has done it via the companies he has worked at and through his company Replayz. Most of our conversation focuses on call coaching and live coaching but we certainly cover other topics like mentoring and improving performance metrics. But before we jump into the episode I want to thank our sponsor the...2020-02-1436 min

Best Selling PodcastLead generation best practices with Derek RahnOur guest on this episode is Derek Rahn. Derek is the VP of Sales & Customer Success at LeadGenius. LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge. Much of this episode focuses on lead generation efforts and on how sales reps should spend their time. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham. We’ve got...2020-02-0740 min

Best Selling Podcast5X your deal size with Lisa MagnusonOur guest on this episode is Lisa Magnuson. Lisa is founder of Top Line Sales, a sales coach and author. Lisa helps her clients win big deals that are 5x greater than the average deal size. Lisa and I kick off the episode discussing the importance of war rooms. These are sessions used to discuss and strategize how to win big deals. We then get into some of Lisa plays for sales leaders. In total Lisa has 16 plays for sale leaders to help 5x their deal size. You’ll want to listen until the end because Lisa provides a link to a...2020-01-1745 min

Best Selling PodcastSales onboarding done right with Curt TueffertOur guest on this episode is Curt Tueffert. Curt is the VP of Sales Development at DXP Enterprises and an Adjunct Professor at the University of Houston. Curt and I kick off the episode discussing how to properly onboard a new sales rep to ensure long term success and retention. It has been proven that sales reps that get the right support and education to start their new career are more likely to have success and more likely to stay at that company. We also discuss the importance of personal touches and creating a automated cadence to help deliver on a...2019-12-1749 min

Best Selling PodcastHumans still buy from humans w/ Anita NielsenOur guest on this episode is Anita Nielsen. Anita is sales enablement consultant and performance coach. She is also the author of Beat the Bots - How your Humanity can Future-Proof your Tech Sales Career. As the year winds down its time to start planning for the new year. Anita and I start off the episode discussing the Sales Kickoff - planning, format, goals, timing and how to make it fun. We then get into her new book Beat the Bots. The good news is that humans still buy from humans and sellers are a vital part of the process, or...2019-12-1037 min

Best Selling PodcastB2B selling is a game of inches with Sangram VajreOur guest on this episode is Sangram Vajre. Sangram is the co-founder and Chief Customer Evangelist at Terminus. He is also the co-author of the book ABM is B2B which can be found on Amazon. Sangram and I start the conversation discussing B2B selling and how focusing on quality and not quantity can increase your rate. He has seen win rates as high as 95% by using highly targeted and personalized touches. We also outline the KPIs that matter most which are those that focus on business outcomes. But before we jump into the episode I want to thank our...2019-12-0340 min

Best Selling PodcastThe Sales Rebellion with Dale DupreeOur guest on this episode is Dale Dupree. Dale is life long sales professional and the founder of the Sales Rebellion. TSR is for those that are looking to change the game when it comes to sales. Dale and I jump right into it and discuss the impact his Dad had on his life. Needles to say Dale’s Dad has had the biggest influence on his core values and was his biggest inspiration for starting his own business. Dale then walks us through his Sales Rebellion training system based on the concept of interruption. The idea is that you need...2019-11-1940 min

Best Selling PodcastSales done right with John BarrowsOur guest on this episode is John Barrows. John runs JBarrows Sales Training which focuses on helping teams and individuals fill up the pipeline and close more deals. John also recently wrote a book called “I want to be in sales when I grow up”. We start the podcast discussing how John "fell into" sales, selling power tools and then copiers with Xerox. From sales, John moved onto sales training, where he eventually started his own sales training firm JBarrows. We also get into why John wrote his book with his daughter which he donates 100% of the proceeds to the World W...2019-11-1245 min

Best Selling PodcastHow to get referrals without asking with Stacey Brown RandallOur guest on this episode is Stacey Brown Randall. Stacey is a Referral Ninja Master. She has literally figured out how to generate referral business without asking for the referral. And she doesn’t use Jedi mind tricks to do it. So as you can imagine Stacey and I start the conversation on the importance of referrals to grow your business. Stacey walks through how to build your referrals by incorporating her methodology as part of your everyday routine. The bottom line is that you have to make it a habit by doing business development and networking every day. But before...2019-11-0544 min

Best Selling PodcastBetter Selling through Storytelling with John LivesayOur guest on this episode is John Livesay. John is the author of Better Selling Through Storytelling and a sales keynote speaker. John started his career in media sales and lived through the digital transformation. John and I start the episode discussing how sellers can use storytelling to improve results. Storytelling helps us stand out from the competition and be more memorable. We’ll get into the details of building your story and how you can incorporate storytelling into your daily selling routine. But before we jump into the episode I want to thank our sponsor Sales@Scale. I speak with a lo...2019-10-2239 min

Best Selling PodcastYou don't need empathy to be good at sales with Nicolas VandenbergheOur guest on this episode is Nicolas Vandenberghe. Nicolas is the co-founder & CEO of Chili Piper, which is a buyer enablement platform that helps convert leads faster. We have been taught that to be a best seller we need to be empathetic. In my conversation with Nicolas, he de-bunks that point of view. He believes that to be good at sales, you have to understand and take into account people’s emotions, but you do not need to be affected by these emotions. As a practical example, as a seller If I understand the buyers emotions, I could use those emotions...2019-10-1548 min

Best Selling PodcastFishing with Corndogs with Rylee MeekOur guest on this episode is Rylee Meek. Rylee is the Founder of the Social Dynamic Selling System. We begin the episode discussing the “aha” moment for Rylee and the event that helped develop his social dynamic selling system. I won’t give away the story but Rylee came to the conclusion that selling to many is way more effective than selling to one. He then developed a group or “social” selling system around “know, like and trust”. Your audience has to know you, like you and trust you and today he helps his customers implement this system. But before we jump into the epi...2019-10-0841 min

Best Selling PodcastHow to become a Sales Sherpa with David FisherOur guest on this episode is David Fisher. David is sales speaker, coach and author. His latest book is titled Hyper-Connected Selling and is available on Amazon. David and I jump into the episode discussing how to become a “sales sherpa". David believes that sales people should help guide the buyer through the buying journey all the way to the peak or in our case the close, just as a sherpa would guide you to the mountain top. Along the way we talk about continuing to build out your skill set and the differences between IQ vs. EQ and how impor...2019-10-0444 min

Best Selling PodcastBuilding your pipeline with Jamie ShanksOur guest on this episode is Jamie Shanks. Jamie is the Founder and CEO of Sales for Life, a consultancy that modernizes sales and marketing practices by enabling transformation from an analog to digital sales approach. We begin the episode discussing how Jamie built his business educating sale organizations on how to market and message to potential customers using LinkedIn to build your pipeline. Throughout the episode we focus on building pipeline and sales digital transformation. Along the way we discuss the concept of war rooming, spear selling and platforms for research and engagement. But before we jump into the epis...2019-09-2543 min

Best Selling PodcastDon't give up on your prospects too soon with Tim WackelOur guest on this episode is Tim Wackel. For the last 19 years Tim has help companies as a sales trainer, speaker and executive presentation coach. Tim and I start the conversation discussing the importance of not giving up too soon on your prospects. According to Tim you need at least 5 failed touches before you should move on. We also explore how to conduct a proper call and the steps necessary for a successful outcome. But before we jump into the episode I want to thank our sponsor the T-REX Summit. Look out, T-REX is back and bigger than ever. The T-REX Su...2019-09-1345 min

Best Selling PodcastSelling from the Heart with Larry LevineOur guest is Larry Levine. Larry is a long time sales professional, podcaster, speaker and the author of Selling from the Heart. Larry and I have an interesting and heart felt conversation on what it takes to be a sales professional and why sales is broken today. Larry believes that to be a true sale professional you need to be authentic and have substance. Larry also shares a few nuggets from his book Selling from the Heart and why it resonates with his readers. But before we jump into the episode I want to thank our sponsor the T-REX Summit. Look o...2019-08-1345 min

Best Selling PodcastNever loose a customer again with Emilia D'AnzicaOur guest is Emilia D’Anzica. Emilia is a partner at Winning by Design where she helps companies to create growth driven customer success & customer marketing programs that lead to expansion opportunities, and reduce churn. Emilia and I start the podcast discussing the evolution of client success and how to successfully align with sales. We also discuss the importance of customer on-boarding to ensure high retention rates. Emilia recommends reading, “Never lose a customer again: Turn any sale into a lifelong loyalty in 100 days” by Joey Coleman. But before we jump into the episode I want to thank our sponsor Sales@Scal...2019-08-0542 min

Best Selling PodcastThe King of Sales with Jeffrey GitomerOur guest is Jeffrey Gitomer. Jeffrey is a best selling author, speaker and sales consultant. He has written 15 books, 3 of which have been on the NYT best sellers list. His book the Little Red book of Selling has sold over 5 million copies and counting and he has a top sales podcast called Sell or Die. Oh by the way he is known as the “King of Sales". Jeffrey and I start the podcast discussing his background and early beginnings in sales. Jeffrey shares his passion for sales and attributes his success to writing. He tells me that every penny he makes...2019-07-1746 min

Best Selling PodcastQuestion based selling with Paul CherryOur guest is Paul Cherry. Paul is the President and Founder of Performance Based Results which delivers intense customized sales workshops, coaching, and leadership programs to companies throughout North America. Paul and I start the podcast discussing the importance of “question based selling”. The reality is that asking thought provoking questions and understanding the why and what motives your prospects will improve your selling performance. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to the...2019-06-2143 min

Best Selling PodcastHabits of the Extremely Productive with Mike SchultzOur guest is Mike Schultz. Mike is the Co-President at the Rain Group, a world renowned speaker, researcher and sales expert. He is also the author of two Wall Street Journal best-seller books, Rainmaking Conversations and Insight Selling. Mike and I start the conversation discussing his latest study, the habits of the Extremely Productive that Drive Productivity, Top Performance, and Happiness. We also discuss another research study called What Sales Winners do Differently. But before we get into the conversation I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of th...2019-06-1441 min

Best Selling PodcastThe Brutal Truth about Sales with Brian BurnsOur guest is Brian Burns. Brian is the CEO at b2brevenue.com, the Brutal Truth about Sales podcast and the B@B Revenue podcast. Brian and I dive into a number of different topics including the evolution in sales, measuring activity vs. accomplishments and the challenge with sales quota. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing...2019-05-3138 min

Best Selling PodcastPlanning to close big complex deals with Lisa MagnusonOur guest is Lisa Magnuson. Lisa is Founder and CEO of Top Line Sales. Top Line Sales is a sales consultancy that helps their clients close big deals. Lisa and I start the conversation discussing the importance of planning to increase your ability to close big complex deals. We also get into what great sales leaders are doing better than the rest. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then che...2019-05-3141 min

Best Selling PodcastSimplify your strategy, magnify your results with Brian MargolisOur guest is Brian Margolis. Brian is the founder of Productivity Giant, an author and in a previous life was a research scientist. Brian wrote the book The Index Card Business Plan for Sales Pros and Entrepreneurs. Brian and I discuss how to simplify your strategy to magnify your results and how you can use his pillars to create your business plan on an index card. But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative e...2019-05-2444 min

Best Selling PodcastCustomer acquisition strategies to win more deals with Anthony IannarinoOur guest is Anthony Iannarino. Anthony is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sales. However he might be best know for his work at The Sales Blog. Anthony and I jump into a number of topics including customer acquisition strategies, AI in sales and sales outreach. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing...2019-05-1737 min

Best Selling PodcastSales enablement an ecosystem to drive growth with Bridge GleasonOur guest on this episode is Bridget Gleason. Bridget is the VP of Sales at Logz.io and was previously the head of sales at Sumo Logic and Yesware. She is also a co-host on Accelerate podcast with my good friend Andy Paul. Bridget start off the conversation with a deep dive into Sales enablement and then veer into other related topics. But before we get into the conversation. I want to thank our sponsors The Marketer Quarterly and Sales@Scale. If you’re looking to find out what some of the best marketers in the world are up to then ch...2019-05-1039 min

Best Selling PodcastLive from the T-REX Summit 2019This is a special live episode that was recorded during our annual T-REX Summit at the Carolina Theatre in downtown Durham on April 16th, 2019. I invited a panel of sales experts to join me on stage to do a deep dive into a couple of hot topics. The panel includes Brad McGinity the CRO at 15Five, Eric Gressel the EVP of Sales at One Source and Chas Scarantino the VP of Sales at Pendo. The top two topics voted on by our live audience were; What are the characteristics of a best seller? What are the things I should focus on to...2019-04-2634 min

Best Selling PodcastSales is to Serve with Wes SchaefferOur guest on this episode is Wes Schaeffer. Wes is best known as the The Sales Whisperer where he trains sellers and rehabilitates sales managers. You can find Wes at www.thesaleswhisperer.com But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast. This is your last chance to grab your ticket for T-REX. The T-REX Summit is the Southeast...2019-04-1237 min

Best Selling PodcastCustomer success stories with Carolyn SparanoOur guest on this episode is Carolyn Sparano. Carolyn is the VP of Product & Customer Success at SolarWinds HQ in Austin, TX. During our conversation Carolyn and I explore a number of topics like, the role of customer success, tools to help influence and educate your customers and the relationship between sales and client services. But before we get into the conversation. Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by goi...2019-04-0338 min

Best Selling PodcastMotivating and coaching sales pros with Larry Long Jr.Our guest on this episode is Larry Long Jr. Larry is currently the Director of Collegiate Sales at Teamworks in downtown Durham. Larry has worked at some of the top tech companies in the triangle including Pendo, ChannelAdvisor and Sageworks. Larry and I discuss a number of topics but start the conversation talking about the role of sales leader to motivate and mentor their team. I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for...2019-03-2138 min

Best Selling PodcastOn the digital frontier with Randy KilgoreOur guest on this episode is Randy Kilgore. Randy is the founder and principal at Kilgore Media Group and a long time media executive at places like Dow Jones media, Tremor and Gannet. Randy and I discuss his start in publishing and rise in digital media. It turns out that selling media is not a lot different than selling digital media. You need to follow a process, create great relationships and be empathetic. But before we get into the conversation I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each ye...2019-03-1440 min

Best Selling PodcastStory telling to drive sales with Katy JonesOur guest on this episode is Katy Jones. Katy is the CMO at FoodLogiQ. Katy and I dive into a number of topics around sales and marketing including; the role of marketing in a B2B world, the importance of alignment between sales & marketing and Account Based Marketing ABM. After the break we get into the importance of content to help with sales development. Near the end of the episode Katy reveals her work and personal super powers, you’ll have to listen to learn what it is! But before we get into the conversation. Hey Best Sellers the T-REX summit...2019-02-2236 min

Best Selling PodcastFinding your niche celebrity with Janis PettitOur guest on this episode is Janis Pettit. Janis is the founder and CEO of The 10X Zone, an author and speaker. Janis and I start the conversation talking about growing your niche celebrity to help you become a go-to resource in the market you service. We also discuss the power of video and it’s growing importance to influence sales and drive new opportunities. But before we get into the conversation. Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great conte...2019-01-2545 min

Best Selling PodcastStartup Strategy & Execution with George DeebOur guest on this episode is George Deeb. George is a serial entrepreneur, the managing parter at Red Rocket Ventures and owner of Restaurant Furniture Plus. George and I start the conversation talking about how to win your first deals and building your tools for success like your pitch deck. We also discuss picking a vertical to start with to help you focus and narrow your audience. We’ll also touch upon types of startup founders, the importance of marketing for early stage startups and how to win at trade shows. But before we get started. Hey Best Sellers the T-REX summ...2019-01-0943 min

Best Selling PodcastAlignment between Sales and Marketing with Jason HubbardOur guest on this episode is Jason Hubbard. Jason is an entrepreneur with a heavy background in marketing. He is currently the CRO at SalesIntel.io and CEO & Founder at YourGrowthExpert. Jason and I start the conversation discussing the relationship between sales and marketing and the importance of aligning the goals of both organizations. Jason suggests finding your North Star as your guiding metric to measure success. What is your North Star? For Jason that was weekly active users which was tracked and shared across the organization. We continue the conversation focusing the power of content and quality data to build a...2018-11-3042 min

Best Selling PodcastPut me in CoachOur guest on this episode is Donald Thompson. Donald is a successful entrepreneur and the CEO at Walk West which is one of the fastest growing agencies in North Carolina. Walk West helps people make strategic marketing decisions that transform businesses. Donald and I start the conversation discussing his background growing up as the son of a football coach. As you can image there are a lot of parallels between coaching and leadership that Donald took with him in life and in business. Donald like many of us learned the craft of sales by doing and carrying a bag early in his ca...2018-11-1945 min

Best Selling PodcastThe Sales House with Andy PaulOur guest on this episode is Andy Paul. Andy is a world renown sales expert and someone I respect very much. Andy is also an entrepreneur that has written many books and has launched the Sales House, has a podcast called Accelerate! and has over 140,000 followers on LinkedIn. Andy is certainly a guy we can all learn something from. Andy and I start the conversation discussing how he got his start in sales selling shoes at J.C. Penney. From there we’ll dive into all things sales worthy from qualification to education to buyer enablement. But before we get into the...2018-11-0946 min

Best Selling PodcastWomen in SalesOur guest on this episode is Lori Richardson. Lori is the Founder of Score More Sales and the President of WOMEN Sales Pros. Lori and I start the conversation discussing how she got started in sales as a single Mom that was teaching at the time. We also discuss Lori’s involvement in WOMEN Sales Pros, the importance of diversity in sales and the Sales Enablement Society. Enjoy! Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a...2018-11-0240 min

Best Selling PodcastBetter B2B Marketing with Sangram VajreOur guest on this episode is Sangram Vajre. Sangram is the Co-Founder and Chief Evangelist at Terminus. Terminus helps B2B marketers identify and engage Best-fit Accounts faster. Sangram and I start the conversation discussing the history of account based marketing ABM and why its become a trending strategy even though it’s not a new prospecting method. Think of ABM as better B2B marketing. We also share the benefits of aligning your sales and marketing goals which typically lead to more and bigger deals. Near the tail end of the podcast you’ll hear the term “Flip my Funnel” tha...2018-10-1246 min

Best Selling PodcastCoaching B-Ball to Coaching Sales TeamsOur guest on this episode is Chris Maher. Chris is the CEO at Ripple Street in New York. Ripple Street is the leading influencer marketing platform for connecting brands with their biggest fans. Chris and I start the conversation discussing his transition from college basketball coach to the business world. As you can imagine that are a lot of similarities with coaching a sport to coaching a sales team. Chris and I also discuss the ups and downs of the startup world and the importance of culture. Are you looking for a fun event to attend? Then check out the T-REX...2018-10-0345 min

Best Selling PodcastCold Calling is Alive and Well with John CostiganOur guest on this episode is John Costigan. John is the Founder and President of Costigan Companies. John is recognized as one of the top sales trainers in the world and the creator of “Selling without a Net”. He defines that as making live phone calls in front of a live audience. I you haven’t seen John in action before you should check him out. We begin the discussion talking about sales training and specifically how he came up with the live calling concept. We’ll also dig into cold calling and how its still an effective tool for opening the do...2018-09-2148 min

Best Selling PodcastThe Forgetting Curve of Sales CoachingOur guest on this episode is Steve Richard. Steve is the CRO at ExecVision which is a conversion intelligence software that empowers organization to coach people efficiently at scale, improving performance and driving revenue. Steve and I start off the conversion discussing coaching sales reps and the difference between coaching and training. Steve introduces us to “the forgetting curve”. This principle is the foundation of the learning method known as “spaced repetition,” where material is learned then reviewed after increasingly large time gaps. Thus the reason why ongoing and consistent coaching is so important to sales development.2018-09-1440 min

Best Selling PodcastGetting your first 10 CustomersOur guest on this episode is Darren Pierce. Darren is the Founder and CEO at etailInsights a database solution that helps SaaS companies find etailers. Darren and I start the conversation discussing how to sign your first 10 customers. Darren wisely created a paid beta program to attract early adopters and get them hooked. We then focused on how to retain customers and add more new customers. We’ll also discuss selling to SaaS organizations and the challenge that etailers are facing today. Other topics Darren and I explore are; SaaS Selling Triangle - CEO-VP Sales-VP Marketing BANT lead qualification process Outbound p...2018-09-0438 min

Best Selling PodcastGender Diversity in Sales with Chas ScarantinoOur guest on this episode is Chas Scarantino. Chas is the VP of Sales at Pendo in Raleigh, NC. Pendo is a fast growing startup that make software lovable. Chas and I start the conversation discussing the impact of having a gender diversified sales team. There is a push and pull effect when you have both genders competing and collaborating, and the outcome is that everyone wins. Chas shares his experience managing teams that were 100% female and teams that were almost exclusively male. Other topics Chas and I explore are; Up-leveling yourself, self improvement Sometimes you need to slow down to speed up...2018-08-2840 min

Best Selling PodcastThe Art of SellingOur guest on this episode is Corey Richardson. Corey is the Vice President of Sales at Teamworks. Teamworks is a solution to help athletic organizations collaborate and communicate. Corey and I start the conversation discussing the importance of a sales process. Is it more an art or more a science or a balance of both that works best. Who benefits most from a process and what’s in it for the sales rep? We’ll also get into something I call the “Service of You” where as a seller you’re building your creditability and trust by offering value to your prospect an...2018-08-1737 min

Sales Strategy & Enablement by Revenue.ioScale Up Your Sales, with Vince BeeseVince Beese, CEO and Founder at Sales@Scale and The Revenue Exchange, joins me on this episode.2018-08-1540 min

Best Selling PodcastSelling the DreamOur guest on this episode is Christophe Lafargue. Christophe is the Director of Business Development at Lucid Dream VR. Lucid Dream designs and builds custom virtual-reality experience for enterprise industries. Christophe and I start the conversation discussing how to sell a dream, an emotion, an experience. As you can image selling a product that has many different applications can be challenging so how do you help your customers prioritize their needs vs. their wants. It certainly helps to have a really cool demo experience. We’ll break this down during our discussion. Other topics Christophe and I explore are; The Concep...2018-08-1443 min

Best Selling PodcastScaling a SaaS Enterprise StartupOur guest on this episode is Tim Bryan. Tim is the Chief Revenue Officer CRO at Custora which makes customer insights more accessible for acquisition and retention campaigns. Tim and I start the conversation discussing how to scale a SaaS Enterprise organization from 1 to many. Tim like other great sales leaders tells us how he uses data to inform his growth decisions when it comes to hiring and building his organization. Other topics Tim and I explore are; Lead assignment using a round robin approach Selling an ecommerce solution to marketers Level of effort matters in the decision making process How do...2018-08-0244 min

Best Selling PodcastFounder Sales to First Sales HireOur guest on this episode is Eric Boggs. Eric is the Founder & CEO at RevBoss. RevBoss is a startup in Durham, NC that helps B2B sales teams find prospects, build pipeline and grow fast. Eric and I begin the conversation discussing “Founder sales”. As a Founder you are by default the first sales person at the company so how do you transition that responsibility and when is the right time to hire your first sales rep(s). Other topics Eric and I explore are; What are the characteristics of a startup sales person? When to hire your first VP of Sales...2018-07-2552 min

Best Selling PodcastChoreographing the Sales ProcessOur guest on this episode is Kiva Kolstein. Kiva is the CRO at Alphasense a startup in NYC that provides AI search technology for enterprises. During the conversation we’ll focus on choreographing the sales process from beginning to end. As Kiva explains, the key to choreographing for a best seller is memorization. Memorization leads to clarity so the seller is freed up in the moment. And I bet you thought choreography was just for dancers. Also during this episode we’ll also learn about quantitative and qualitative pipeline review and get into Kiva’s background as a sales leader. 2018-07-1942 min

Best Selling PodcastThe Instinctual Sales LeaderOur guest on this episode is Eric Rosenthal. Eric is the Chief Revenue Officer (CRO) at a SaaS startup in NYC called Emissary - the enterprise sales intelligence network. During our conversation Eric and I discuss the role of the Chief Revenue Officer; how it came about, the difference between a VP of Sales and CRO and growing importance of this role at SaaS startups. We’ll also discuss the importance of alignment between the revenue generating departments - marketing, client success, sales and BD. Along the way Eric shares his journey from Business School to sales leadership. This is Best Sell 2018-07-0939 min

Best Selling PodcastThe Servant LeaderOur guest on this episode is Grant Kitching. Grant is the Chief Revenue Officer at Real Magic a startup in downtown Raleigh NC. Real Magic sells a product that helps small businesses manage their professional relationships to take their business to the next level. During our conversation with Grant we’ll discuss how to attack a market through verticalization to build a competitive advantage. We’ll also explore the criteria for selecting a market or TAM and as always we’ll find out what makes Grant tick and if he has any super powers. Highlights: 1:46 Pick up the phone to research a ma...2018-07-0339 min

Best Selling PodcastDriven by SpeedOur guest on this episode is Mary Oakley. Mary is a Strategic Sales Director at Red Hat where she has spent the last 11 years selling open source solutions to enterprises. On this episode we’re going to dig deep into Emotional Quotient (EQ) and why it’s an important characteristic for best sellers. Mary and I will also discuss her path from IBM to Red Hat and her early dream of becoming the CEO at IBM. Highlights: 3:30 - EQ vs IQ and their characteristics. 10:26 - Why empathy is so critical to selling. 13:12 - Dreaming of becoming the CEO of IBM. 26:02 - No one likes...2018-06-2637 min

Best Selling PodcastThe Wolf of WilmingtonOur guest on this episode is Brandon Walker. Brandon is the VP of Sales at Untappd out of Wilmington, NC. On this episode we’ll dig into the Importance of Creating a winning sales culture to help motivate and hold your sales team accountable. Brandon discusses how creating the right culture is not only good for sales but in this case also benefited Untappd. Along the way Brandon shares his journey and why he dropped out of UNCW to join Draper University in Silicon Valley to start a career as an entrepreneur. This is Best Selling. Highlights: 5:56 - Why create a sales cul...2018-06-2041 min

Best Selling PodcastRecruited into SalesOur guest on this episode of Best Selling is Will Barfield. Will is the CEO of Barfield Revenue Consulting which is full-service sales consulting and talent acquisition firm located in Raleigh, NC. On this episode we’ll dig into the characteristics of a great sales person and why some are more successful than others. Will also tells his story on how he got started in sales using a phone book and a box of cards. Episode Highlights: 1:58 - What successful sales reps look like 12:12 - Why are some sales reps more successful than others 32:56 - Self taught sales by picking up a phone bo...2018-06-1241 min

Best Selling PodcastThe Enterprise SlayerOur guest on this episode of Best Selling is Mar Brandt. Mar is the VP of Enterprise Sales at Sitecore in SF. Mar has a long and successful track record in building enterprise sales organizations and taking down large complex deals. On this episode we’ll uncover the key’s to Mar success with enterprise sales and find out about her journey all the way. She is a true super star and was once Experian’s sales person of the year. Stay tuned for another entertaining and informative episode. Highlights: 2:43 - Selling to large multi-billion dollar organizations 10:01 - What are the chara...2018-06-0641 min

Best Selling PodcastOn your Mark, get Set, Go!Our guest on this episode is Brad McGinity. Brad is currently the Vice President of Sales at 15Five a Silicon Valley based startup that makes continuous employee feedback simple to drive high performing cultures. Prior to 15Five, Brad was a co-founder and VP of Sales at Windsor Circle. During this episode we’ll focus on Brad’s run at Windsor Circle and learn what its like to build a team from scratch while trying to deliver results in a very fast paced environment. We’ll also uncover a couple of interesting facts about Brad like the fact that he trained with Michae...2018-05-2938 min

Best Selling PodcastDon't Stop Believing!Our guest on this episode is Michael Osborne. Michael is currently the President and CEO at SmarterHQ. Prior to that Michael was the original head of sales at Bazaarvoice which he helped take from $1m to a successful IPO. During this episode we’ll hear from Michael on a number of topics. While at Bazaarvoice, Michael implemented a creative process to hiring high performing sales reps. He looked for passion, intelligence and the ability to communicate. One of my favorite parts is when Michael explains the creation of the “Spartan” culture. and as you know Spartan’s fight to the death. Fr...2018-05-2838 min

Best Selling PodcastFrom Sales Exec to EntrepreneurOn this episode our guest will be Josh McBride. Josh is the founder and CEO of Upsider. Upsider is a solution that helps automate the sales recruiting process. Full discloser, Josh and I go way back. I hired Josh into his first sales role during our days at CheetahMail where he continued to grow and eventually became their VP of Sales at an early age. During this episode we’ll learn some interesting things about Josh like… How Sports taught him the importance of being data driven. How starting in a customer service role helped him learn the product offering and be emp...2018-05-2440 min

Best Selling PodcastCrayon Maker to Grave DiggerOn this first episode of Best Selling our guest is Brandon Gracey. Brandon is the VP of Sales at Handshake in NYC. During the interview we’ll learn about some interesting things about Brandon and his sales career like; He once wanted to be a crayon maker but settled on becoming a grave digger, true story. We’ll discuss the most important part of the sales process, secret its not closing. We’ll also uncover the #1 characteristic of every great sales rep and what it takes to close big deals. Finally we’ll find out Brandon’s true super power is and discuss w...2018-05-2237 min