Special guests from the world of sales and business take us on an unfiltered journey through their insight, knowledge and actionable tips. From New York Times best selling authors to world leading body language experts, our guests will make you look at selling from completely unique perspectives.
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He's back! Discover the essential keys to success in professional services firms in this unmissable discussion with Matt Dixon (author of "The Challenge Sale" and "The JOLT EFFECT"). We break down his groundbreaking research, delving into the dynamic realm of professional services. Explore the revolutionary "Activator" approach and gain valuable insights into collaboration, client connections, and value creation. Matt unravels how top-performing partners adeptly navigate the evolving client loya...
Dr Howard Dover has dedicated his career to creating and nurturing the next generation of expert sellers He is the Director at the University Dallas Texas' centre for professional sales Dr Dover is also the author of the ground breaking book 'The Sales Innovation Paradox'
Bestselling author Daniel H. Pink delves into the changing landscape of sales, explaining how everyone "sells" in some capacity and how information parity has redefined the profession. He introduces his "ABC" framework of Attunement, Buoyancy, and Clarity, highlighting the salesperson's evolving role from problem-solver to problem-finder and information curator. Pink also shares insights into his rigorous research and writing process, driven by a deep curiosity about human behavior.
Rory is the Vice Chairman of Ogilvy, an attractively vague job title which has allowed him to co-found a behavioral science practice within the agency. He works with a consulting practice of psychology graduates who look for ‘unseen opportunities’ in consumer behaviour - these are the often small contextual changes which can have enormous effects on the decisions people make - for instance tripling the sales rate of a call centre by adding just a few sentences to the script. Put another way, lot...
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the pr...
Todd Caponi is widely recognised as the foremost expert in the history of sales. He has a deep and encyclopaedic knowledge dating back as early as the 1870's On top of this Todd is a two time author of the brilliant books The Transparency Sale and The Transparent Leader Link to Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/ Link to Todd's books: https://www.amazon.co.uk/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801 Todd's Website: https://toddcaponi.com/...
Anthony Iannarino helps sales managers develop high performing teams. As an author of 5 books, speaker, trainer & coach, Anthony has helped over 320+ sales teams implement the Revenue Growth Blueprint that works in today’s market. Anthony's Books: https://www.amazon.co.uk/Anthony-Iannarino/e/B01L9F3BNW%3Fref=dbs_a_mng_rwt_scns_share Anthony's Blog: https://www.thesalesblog.com/blog/author/anthony-iannarino Anthony's LinkedIn: https://www.linkedin.com/in/iannarino/ Anthony's Twitter: https://...
Voted the #1 Body Language Professional in the world for two years running, Mark Bowden is passionate about giving your audience the most influential and persuasive communication techniques to stand out, win trust, and gain credibility every time they speak. Inspiring, energetic, engaging, and entirely entertaining, Mark’s memorable talks and training programs not only educate but have proven life-changing in helping people and organisations grow across all industries and sectors. Mark’s work is...
In 2011 Brent Adamson helped change the landscape of sales with The Challenger Sale. A book that shook up the industry and left an indelible mark on the way modern selling is conducted. In this interview Brent gives us a history of his research that came to be The Challenger Sale We also tackle over meaty subjects like the future of sales, the importance of story telling and Brent gives some fascinating tips to salespeople from his perspective. #sales #salestips #interview...
Before MEDDIC there wasn't consistent qualification throughout the whole lifecycle of any given opportunity. Thats where Dick Dunkel came in. In the mid nineties he brought together key criteria to start qualifying on and MEDDIC was born. Now used throughout the world, Dick has inadvertently created a multi-billion dollar industry. We spoke in detail about the history of MEDDIC, how it has evolved and the power it gives salespeople. Enjoy!
Myles Downey is a world renowned coach, having worked for some the highest performing organisations like the British Rugby Team and New Zealand Rugby In this interview Myles shares his expertise on some of the hottest topics affecting modern coaching including; remote working, are we all coachable and how successful managers are integrating coaching into their role. Give this video a thumbs up if it's helped you become a better coach
When you think of negotiation you think of Chris Voss. Having spent many years as a hostage negotiator the FBI, Chris refocussed his skills into the world of business. Changing the sales landscape in 2016 with his incredible book Never Split the Difference, Chris has completely changed the way we look at negotiating and injected some much needed science. In this interview we discuss the genesis of the book, how it changed the world, the mark Chris has left and some really practical negotiation t...
The mark Neil Rackham has left on sales is bigger and more influential than any other single person on earth. In 1988 Neil released the worldwide best seller SPIN Selling, after doing 12 years of research on selling and salespeople. SPIN selling is the first book to use research and data to analyse sales techniques and find the common trends for sales excellence. In this interview we covered the following: 0:00 Introduction 1:08 History of SPIN research 4:04 The Eureka moment in the research 18:...
In 2011 Matt Dixon helped change the landscape of sales with The Challenger Sale. A book that shook up the industry and left an indelible mark on the way modern selling is conducted. In this interview Matt gives us a history of his research that came to be The Challenger Sale We also dive into other topics including how the book was received, the future of selling and his new company Tethr. 0:00 Intro 1:15 The history of The Challenger sale 6:16 The impact of the book 12:44 How the world reacted...
