Douglas Cole is an Enterprise Sales Leader at LinkedIn, an advisor with start-up accelerators in Canada and the U.S., and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. If that isn’t enough, he has also authored The Sales MBA: How to Influence Corporate Buyers. Doug joined the LinkedIn team because he believes in their vision and values, and he’s committed to refining his craft as a leader. Doug’s team helps B2B sales or...
Mar 06, 2023•26 min•Transcript available on Metacast Dr. Christopher Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® online sales test and The Drive Interview, both used for hiring “Hunter” salespeople. Using...
Feb 09, 2023•27 min•Transcript available on Metacast Ian 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...
Dec 07, 2022•38 min•Transcript available on Metacast Dan Kijewski is Senior Director of Enterprise and Staffing Sales at Talent.com - a leader in the recruitment advertising and technology space. He is responsible for sales strategy, strategic planning, recruitment, marketing, product, and all activities required to grow the US Enterprise and Staffing team into a $25m+ business over the next 12months. Dan has 20+ years of sales experience, coupled with his recruitment expertise and deep knowledge of the current market. Dan shares his valuable insi...
Sep 26, 2022•26 min•Transcript available on Metacast Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts, And also Founder of Kiinetics. Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets. Over the last 10+ years, Brendan has helped doze...
Sep 04, 2022•28 min•Transcript available on Metacast Andy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company. Andy is ranked #8 on LinkedIn...
Aug 22, 2022•33 min•Ep 113•Transcript available on Metacast Patrick Baynes is CEO of Nerdwise who helps sales teams “Sell More Wisely.” Nerdwise is an all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities. Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tech, Reflective Energy, Lynk Capital Markets, TechAdvisors and hundr...
Aug 17, 2022•24 min•Transcript available on Metacast Nicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program. Nicolas has 15 years’ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development. Specialising in business development, international sales, channel management account management, product marketing and sales strategy. ….He...
Jul 20, 2022•26 min•Transcript available on Metacast For the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual. Chris fully believes that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to le...
Jul 11, 2022•34 min•Ep 110•Transcript available on Metacast Joseph Fung is a graduate of the University of Waterloo’s Computer Engineering program, and is a very successful five-times tech company Founder and CEO. Joseph is passionate about Helping technology businesses hire sales professionals who deliver from day one. His company Uvaro , is a tech sales career accelerator. Helping kickstart careers in Tech Sales across North America. Sister company Kiite is a sales enablement platform offering sales playbooks, templates, and a bunch of free resources a...
May 09, 2022•33 min•Transcript available on Metacast World renowned Corporate Storyteller and Pitch Alchemist Donna Griffit has helped over 1000 startups, corporates and investors raise hundreds of millions of dollars and accelerate their sales with a personal touch and unmatched messaging savvy, in any industry, at any phase. “The hardest thing for a company is to explain to people what they do and why it matters. I see startups spending tens of hours – if not weeks and months – struggling to get the right words out – and ending up with messages ...
Apr 11, 2022•32 min•Transcript available on Metacast Scott Leese is one of the top startup sales leaders in the US. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Scott Leese Consulting was founded with a concentration on companies scaling from $0 – $25m ARR. Armed with years of industry exper...
Mar 02, 2022•35 min•Ep 107•Transcript available on Metacast Kasey is a personal branding authority and growth strategy coach who helps Founders harness the power of what makes them unique, in order to build high growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, personal brand growth and relationship building at scale. Attract ideal customers, impress potential investors, and connect with other industry influencers. Kasey began her affinity for the startup life by working on political campaigns where she re...
Feb 14, 2022•27 min•Ep 106•Transcript available on Metacast Adam Rubenstein is a serial entrepreneur, salesman, and sales manager. As an entrepreneur, he has centered all of his businesses around sales. While he will always use CRMs he wanted a better way to capture what matters most in sales — the human interactions. The conversations, the phone calls, the lunches. Adam is Co-Founder and CEO of Traq365. A company that leverages AI to effortlessly convert sales conversations into objective buyer insights, improving sales processes and revenue projections...
Jan 24, 2022•40 min•Transcript available on Metacast Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board Member at consumer goods, industrial products, and services firms. He has written for numerous publications, and is the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must read” (Gartner), and “per...
Jan 10, 2022•39 min•Ep 104•Transcript available on Metacast David Ledgerwood is Managing Partner of Add1Zero, who provide lead-to-close sales execution for B2B tech-enabled services companies ready to leap from 6 to 7 digits of revenue. His career sales have topped US $40M, with an average deal size in excess of $150,000. David has sold software and services for more than a decade and helped several companies grow into the mid-7 figures. David headed up Sales and Services for Gun.io for three years, during which time he booked staff, oversaw more than 10...
Dec 07, 2021•39 min•Transcript available on Metacast John Smibert is a B2B Sales Specialist, Change Agent, Challenger, Coach, Trainer and Speaker. John has led sales teams to success for over 20 years. He achieved 25 annual Sales clubs with IT Multinationals selling to large banks, telcos, Federal & State Government and the manufacturing industry. “I work with companies who recognise the old way they sell is no longer effective and they are seeking to transform to new, more productive sales models. I strive to be one of the most switched on old he...
Nov 03, 2021•41 min•Transcript available on Metacast Robert Danger Workman is a 40-year veteran in face-to-face, day-in and day-out selling. He has published numerous sales training/human development programs and spoken to thousands of sales reps nationwide and internationally. His consistent track record as #1 in sales includes Top Producer titles from companies with 800, 300 and 100 reps, but also includes being fired while producing consistent superlative results – for making too much money. Robert has gone from having his phone turned off and ...
Oct 06, 2021•37 min•Ep 101•Transcript available on Metacast Celebrating the 100th Episode of The Future-Proof Selling Podcast!!! Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “ Tech Powered Sales ”, which is a mindblowing read from two of the industry’s best. Tony...
Sep 27, 2021•38 min•Transcript available on Metacast Stu Heinecke is a hall-of-fame nominated marketer, famous Wall Street Journal cartoonist, bestselling business author and the father of contact marketing. His Book “How to Get a Meeting with Anyone” was a huge hit, and more recently he has released a book called “Get the Meeting.” Contact marketing is a fusion of marketing and selling in which bold and original forms of marketing are used in support of high-level sales approaches to VIP accounts and prospects. Stu has a lot of incredible methodo...
Sep 06, 2021•39 min•Ep 99•Transcript available on Metacast Karen 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 and attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint and attract and retain clients. Key Points of our Discussion The Edelman Trust Barometer Profile writing with authenticity Karen’s profile picture recommendation ...
Aug 24, 2021•34 min•Transcript available on Metacast Scott Milener is Founder and CEO of IntroSnap, an innovative company with a unique slant on helping sales teams and individuals get in touch with influencers, and targeted prospects that are otherwise difficult to reach. Scott and his team started IntroSnap to enable professionals to connect in a more effective and personal way, while being a force for good in the world. Scott and his associates have been in Senior Sales roles in top SaaS firms including Oracle Marketing Cloud, TripActions, Blue...
Aug 11, 2021•31 min•Ep 97•Transcript available on Metacast Sam Capra is a sales student who has worked in the B2B sales space for 20+ years in various sales roles as a contributor, leader and trainer. Sam's experience spans across various industries from Industrial early in his career, to SaaS the past 10+ years working with Startups to Enterprise level organisations. Sam currently leads sales efforts for flexEngage, an innovative SaaS company out of Orlando, FL. Sam decided to pursue his passion of helping others and founded Sales Samurai, a podcast de...
Jul 21, 2021•30 min•Transcript available on Metacast Joe Paranteau is a practicing Sales Director for Microsoft where he has held positions for over 17years. A keynote speaker, coach and sales thought leader, Joe has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses. Within a five year span, he sold more than $1B in revenue, which motivated him to share his insights. In his first book, Billion Dollar Sales Secrets, he shares fifteen themes to help inspire people to rise to meet today’s challenges, i...
Jul 14, 2021•32 min•Transcript available on Metacast David Dulany is the Founder and CEO of Tenbound; a research and advisory firm focused and dedicated 100% to sales development performance improvement. The Sales Development industry has exploded over the past few years, however, expertise in the subject is still rare. David has a long sales history and has put his expertise on paper in his book “The Sales Development Framework.” Tenbound helps revenue leaders and reps hit their pipeline and sales numbers through program assessments, playbook des...
Jul 07, 2021•29 min•Transcript available on Metacast James Harper is the Founder of AgencyFlare, a gritty outbound sales agency that has learned to “punch above their weight class” when it comes to outbound sales. When James was a teenager, his step-father told him to get a sales job because James could sell anything. Fifteen years later, James realized that sales was actually his calling. Since 2015, James has sold over $3.5 million worth of B2B marketing services and has sold two companies that were both 100% bootstrapped from the ground up. Thr...
Jun 28, 2021•30 min•Ep 93•Transcript available on Metacast Known 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 ...
Jun 14, 2021•36 min•Ep 92•Transcript available on Metacast Head of sales enablement for the APAC region, with 15 years experience at Salesforce.com. Phil and his team enable their account executives, business development teams and sales leadership to find more pipeline, execute transformational sales journeys, and become trusted advisors to their valued customers. Aligned tightly to sales leadership priorities, they onboard new hires, coach sales teams and deliver messaging, product and skills training programs across their sales hubs in Australia, New ...
Jun 08, 2021•32 min•Ep 91•Transcript available on Metacast Alex McNaugten, Founder of “Sales Leaders” and “Apprento” is passionate about solving New Zealand’s sales and revenue operational capability gaps, and building RevOps for globally ambitious organisations who want to scale 🌏. At only 27yrs, Alex has trained hundreds of founders, executives and sales professionals, and worked across 80+ Kiwi and Australian businesses, helping them to reduce their sales costs, speed sales cycles, maximise win rates, build out teams, expand into new markets and ult...
Apr 12, 2021•36 min•Ep 90•Transcript available on Metacast Mike Maynard is a long term marketing expert of over 20years based in the UK. Mike is the MD of the Napier Agency - who are a $7million marketing and PR company focused on helping B2B tech companies. Mike is a self-confessed geek who loves talking about technology. He believes that combining measurement, accountability and innovation with a passion for communicating, ensures Napier delivers great campaigns and tangible return on investment. Mike began his career as an electronics design engineer...
Mar 16, 2021•40 min•Transcript available on Metacast 
