Jason 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...
Aug 02, 2019•30 min•Transcript available on Metacast Customers 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 an...
Jul 29, 2019•30 min•Transcript available on Metacast The 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 sho...
Jul 24, 2019•30 min•Transcript available on Metacast David 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 transf...
Jul 10, 2019•26 min•Transcript available on Metacast Buyer 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 bu...
Jul 06, 2019•25 min•Transcript available on Metacast Thomas 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...
Jun 16, 2019•32 min•Transcript available on Metacast Secrets 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 a...
Jun 03, 2019•28 min•Ep 21•Transcript available on Metacast 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 engaging I had to split the...
May 05, 2019•29 min•Ep 20•Transcript available on Metacast Jack 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 u...
Apr 21, 2019•28 min•Transcript available on Metacast John 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,' ...
Apr 10, 2019•31 min•Transcript available on Metacast Matt 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 intervie...
Mar 28, 2019•28 min•Ep 17•Transcript available on Metacast 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 criti...
Mar 22, 2019•39 min•Transcript available on Metacast Matt 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 behi...
Mar 15, 2019•27 min•Transcript available on Metacast Pleased to have talked with Jim Beach in an interview discussing the seven steps to a Future Proof Sales Strategy and other key insights.
Mar 12, 2019•15 min•Transcript available on Metacast I’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 ch...
Mar 12, 2019•27 min•Transcript available on Metacast “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 be...
Mar 11, 2019•44 min•Transcript available on Metacast 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"...
Mar 04, 2019•36 min•Transcript available on Metacast A 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 thes...
Feb 20, 2019•48 min•Transcript available on Metacast Companies 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 Sal...
Feb 14, 2019•35 min•Transcript available on Metacast 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 the key to being successfu...
Feb 04, 2019•39 min•Transcript available on Metacast 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,...
Jan 24, 2019•25 min•Ep 9•Transcript available on Metacast 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 c...
Jan 18, 2019•34 min•Transcript available on Metacast There 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. Th...
Jan 07, 2019•21 min•Transcript available on Metacast 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...
Jan 03, 2019•39 min•Transcript available on Metacast Jordan 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. Com...
Dec 10, 2018•35 min•Ep 5•Transcript available on Metacast 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 pionee...
Dec 05, 2018•37 min•Transcript available on Metacast Michele 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.
Nov 28, 2018•24 min•Transcript available on Metacast 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 idea...
Nov 23, 2018•42 min•Ep 2•Transcript available on Metacast Tony 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 Linked...
Nov 12, 2018•39 min•Ep 1•Transcript available on Metacast 
