This is an amazingly energetic and value-packed episode. Dale Dupree has had an incredibly successful sales career and employs a number of innovative strategies to get customer attention and then create loyal-for-life customers. Dale is the leader of The Sales Rebellion, host of the Selling Local podcast and known to many as the Copier Warrior. Dale brings a unique and creative approach to the sales space that encourages taking risks to get noticed and to secure new sales opportunities. Dale pas...
May 18, 2020•35 min•Transcript available on Metacast Tune in to part 2 of my discussion with Andrew McCarthy - Head of New Business for LinkedIn ANZ. During our first discussion we talked about setting your sales team up in a work from home paradigm and how Andrew and his team have approached this transition. Today we get into the nitty-gritty at a sales level in this climate and how field salespeople can be just as effective from home. Andrew McCarthy has had a distinguished sales and sales leadership career, for the past seven years he has fulfi...
May 11, 2020•28 min•Transcript available on Metacast David Masover is a global sales though leader and sales process expert, he is also the author of several sales books We discuss : The challenges of not having a sales process. The risks of leaving your success up to individual sales capabilities. The disconnect between the CRM and what’s really happening in the field. Designing sales process effectively. Defining sales stages in more detail. Qualifying components. Getting customers to Discovery workshops. Putting a timing dimension on pipeline s...
May 04, 2020•30 min•Transcript available on Metacast Andrew McCarthy has had a distinguished sales and sales leadership career, for the past seven years he has fulfilled several key roles for LinkedIn both in Australia and the US, and is currently the Sales Leader for New Business for LinkedIn’s ANZ business. Of course Andrew interacts with many sales leaders across various industries so has some unique insight on key strategies organisations are adopting in the current challenging environment. He also shares some of the things he and his team are...
Apr 17, 2020•30 min•Transcript available on Metacast How should salespeople prepare for and approach C-level execs in order to get their attention? Jacques Sciammas has held many C-level roles at several global corporations, where he was responsible for making executive buying decisions for over 25 years. Through his company, Selling To Executives, he now consults to and coaches sales organisations on how to effectively navigate the buying committee, and successfully sell to the C-suite. Master the art of executive selling and avoid no-decision ou...
Mar 20, 2020•30 min•Transcript available on Metacast “Engaging in value co-creation with your customers strengthens your relationship with them and enhances your product offerings and services.” Alana Brittain joins me on the Future Proof Selling podcast to talk sales hacks from the perspective of an accomplished millennial. Alana has had a distinguished sales career in the healthcare and technology industries and is currently a Sales Leader for LinkedIn Australia. Alana brings with her an infectious energy as we discuss the complexity of corporat...
Mar 16, 2020•25 min•Transcript available on Metacast Mike Weinberg is a highly respected global sales thought leader. He was named by Forbes magazine as a top sales influencer, he is the author of three Amazon #1 best sellers including his recent blockbuster Sales Truth - Debunk the Myths. Apply Powerful Principles. Win More Sales. Some key topics we discuss: Don’t believe everything you read about sales especially from the online experts. Sorting through the noise of advice and vendors all claiming a magic bullet to grow your sales. Despite the n...
Mar 06, 2020•32 min•Transcript available on Metacast Dale Dupree is the fearless leader of The Sales Rebellion, host of the Selling Local podcast and known to many as the Legendary Copier Warrior. Dale brings a heartfelt, unique and creative approach to the sales space that encourages vulnerability, honesty and authentic human interaction. Dale passionately believes in practicing what you preach, even if it means making and admitting to mistakes. This is an approach that Dale shares vigorously throughout his sales coaching platform ‘The Sales Rebe...
Mar 02, 2020•32 min•Transcript available on Metacast Shawn Finders grew up as one of North America’s top tennis players, traveling around the world competing to be the next Andre Agassi. He was told at age 23 that he had to decide to try and become a tennis professional or get an MBA and go down the education route. Shawn is now the CEO of autoklose.com a sales automation platform that is used by 3000+ sales professionals around the world. He specialises in generating leads and sales strategy implementation. Throughout this interview Shawn provide...
Feb 24, 2020•29 min•Ep 50•Transcript available on Metacast Taking over underperforming sales teams can be a huge challenge, management want fast results, the team will be looking to you for direction and no doubt changes will need to be made. But what is the best way to approach this problem? Kent Eimbrodt is the General Manager for Bullivants. He is a high-achieving professional and an exceptional business leader. Kent has vast experience in creating vision, employee engagement and bringing strategy to life. With over 30 years experience in the sales s...
Feb 10, 2020•38 min•Transcript available on Metacast I very much enjoyed being interviewed by Elizabeth Frederick on the "Let's Talk Sales" Podcast for Criteria For Success. We deep dive into the challenges of sales Leadership and what is required of the modern leader to really elevate their career and the success of their team. The theme for September was the sales playbook. This is something I'm passionate about and truly believe is critical for today's sales organisations. Elizabeth and I discuss this and much more on sales leadership. Key Poin...
Jan 07, 2020•49 min•Transcript available on Metacast Larry Levine is an expert in B2B sales in the office products / copier sales category. With over 27 years experience, Larry knows what it takes to be successful in the sales world and now shares his expertise by coaching other B2B sales professionals. Larry is the author of ‘Selling from the Heart’ and is a firm believer that pushy sales tactics should be shunned in favour of transparent customer relationships. Larry expands on this throughout the episode. In this episode Steven and Larry explor...
Dec 17, 2019•28 min•Transcript available on Metacast Carman Pirie is the co-founder of Kula Partners, an agency built to help leading manufacturers digitally transform marketing and sales to deliver more leads, close more prospects, and grow their competitive edge. With over 3 decades experience in marketing and communications, Carman is a wealth of knowledge. He shares with us his learnings and insights from the B2B marketing and sales space, and gives us valuable examples of successful sales and marketing alignment outcomes. In this episode Stev...
Dec 04, 2019•31 min•Transcript available on Metacast In this episode I am interviewed by Marcus Cauchi for The Inquisitor Podcast. Marcus and I share a passion for sales recruitment. Attracting top sales talent, and effective sales hiring and management is critical to our success as leaders. How can leaders become the type of manager top salespeople want to work for? I share some of the ups and downs of my career that ultimately shaped how I approached my work as a salesman, and as a sales and business leader. Marcus and I also delve deep into the...
Dec 03, 2019•1 hr 1 min•Ep 45•Transcript available on Metacast James Muir continues his engaging commentary on The Future Proof Selling podcast for Part 2 of “The Perfect Close.” If you missed the first episode it’s a must-listen for salespeople and their leaders that left listeners wanting more. In Part 2 James shares the secret magic closing phrases that are 95% successful and only take five minutes to learn. James is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales – The Perfect Close. With ove...
Nov 20, 2019•32 min•Ep 44•Transcript available on Metacast Joining me on the Future Proof Selling Podcast this episode is James Muir, Founder and CEO of Best Practice International, and the bestselling author of the #1 book on closing sales – The Perfect Close . With over 30 years experience in sales as well as having served in every role; James has become a highly valued sales resource. James has extensive background in healthcare where he has worked with some of the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, ...
Nov 19, 2019•35 min•Ep 43•Transcript available on Metacast Kara Atkinson is a Headhunter of 18 years, CEO of ‘ The Sales Recruiter ’ and founder of ‘ SPARC The Sales Leader Network ’. SPARC was launched in 2019 and is a network for elite sales leaders. Kara works with CEOs and Senior Executives in medium to large organisations who are seeking to build dynamic, high performing and collaborative sales teams to deliver stable sales excellence. In this episode Steven and Kara explore: How to retain and develop a top performing team The on boarding process a...
Nov 12, 2019•28 min•Ep 42•Transcript available on Metacast Jason Bay and I discuss the challenges with crafting the right messaging to build engagement, and start a conversation. Jason and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective. Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging. The REPLY Method focuses on WHY prospects buy. What are their ...
Oct 31, 2019•27 min•Transcript available on Metacast Denis Champagne is an expert on the voice and many aspects of sales and prospecting. Denis joins me again on the Future-Proof Selling podcast to talk what can be adopted from the world of elite athletes and applied to the sales domain, as well as becoming an ongoing learner to get ahead of the pack. Some key points from this discussion: Sellers facing the challenge of weak pipelines The danger of cutting corners to make up numbers each quarter Denis’s insights from training with Australian squas...
Oct 30, 2019•27 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. So much value from David in this discussion as we cover a lot of ground in this discussion. - How customers are more demanding than ever. - The importance of personalisation in prospecting. - Why we need to have strong pipelines so we don’t need to chase deals that don’t meet key criteria....
Oct 20, 2019•25 min•Ep 38•Transcript available on Metacast 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. In this episode we run through the framework from his book, Key Person of Influence, which helps to position us as go-to thought leaders in our industry. I actually did the KPI test before this interview and Daniel and I reveiw my scroes across Pitch, Publish, Product, Profile and Partnership. Some really great ins...
Oct 20, 2019•25 min•Transcript available on Metacast Salespeople have a tremendous opportunity to stay and out in front of customers and get a jump on their competition by developing their own thought leadership. Bernadette McClelland, steps us through how we need to overcome our own mental barriers and put ourselves out there. We also need to be looking at customer problems from a psychological angle, what is 'behind the problem', why is the customer voicing this problem? Bernadette shares methods for asking the challenging questions....
Oct 20, 2019•29 min•Ep 39•Transcript available on Metacast Procurement & Sales do not need to be in conflict. Dealing effectivey with the procurement function is often key to success in major accounts. Thomas J. Williams is an expert in dealing with procurement and shares with us strategies he has used and taught for many years. Tom is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen. He is ...
Oct 14, 2019•21 min•Ep 36•Transcript available on Metacast Making the most of every opportunity is critical in B2B especially where opportunities involve serious investment of time and resources. George Bronten is a Sales Effectiveness Pioneer. We talk about George’s sales journey and how he came to realise the importance of both PROCESS and METHODOLOGY. We discuss why reps that have great results elsewhere might not achieve great results for you and what we can do to make sales performance far more predictable. George is the CEO and Founder of Membrain...
Sep 29, 2019•26 min•Transcript available on Metacast Mary Henderson shares her personal branding journey which started in the year 2000. From the start she was very strategic and deliberate in developing her brand. This fuelled a super successful sales and management career where she created hypergrowth and led teams to the heights of success. She has since established herself as a Personal Branding authority. Mary shares with us how building our personal brand can help us stand out to customers and position us for the roles that we want. She also...
Sep 24, 2019•29 min•Transcript available on Metacast An understanding of psychology is critical to success in business, in managing ourselves and working with customers and other stakeholders. Bernadette Mclelland in this discussion shares how understanding yourself first is the foundation for understanding others. We explore the importance of understanding what is underlying our and others motivations, why we say what we do and why we act like we do. The sales profession is always subject to pressure and change, Bernadette has identified Resilien...
Sep 02, 2019•27 min•Transcript available on Metacast Hiring and keeping top sales talent is a hot issue. Kara Atkinson is "The Sales Recruiter" and is a thought leader on recruitment and retention best practices. Kara talks about how we can make our organisations and ourselves as leaders attractive to top talent. The personal branding of a sales leader is a big factor and one that many sales leaders are not leveraging, Kara gives us some critical advice in this area and many others. From positioning our JDs more effectively to the whole hiring pro...
Aug 27, 2019•27 min•Transcript available on Metacast This podcast was featured first on the Business Essentials podcast Many business functions have completely changed in the last 20 years including marketing, customer experience and supply chains. Yet the sales function has stayed very much the same, resulting in poorer business returns. Business consultant Steven Norman says that with so much information at the customers' fingertips, it's getting harder to sell. A paradigm shift is needed for many sales teams to achieve more tailored and profess...
Aug 19, 2019•6 min•Transcript available on Metacast There is a lot of glamour and attention in the sales world around prospecting, outbound and winning new business, but we all know the real profit is in serving and growing our existing customers. It is at least six times more expensive to win a new customer than it is to grow business with existing customers. Everyone understands the benefits but how do we effectively go about it? Darrell Hardidge is the bestselling author of The 10 Commandments of Client Appreciation and The Client Revolution ,...
Aug 08, 2019•30 min•Transcript available on Metacast We are using our voice in Sales all the time but are we using it effectively? Using your time diligently and using your Voice effectively, were the two most overlooked areas of the sales profession according to sales legend Zig Ziglar. Denis Champagne is an expert on the voice and many aspects of sales and prospecting. We discuss using the Voice effectively and a range of other sales topics. Denis Champagne hails from Montreal, Canada and is the Founder and President of Lotus Communications, Den...
Aug 08, 2019•26 min•Ep 29•Transcript available on Metacast 
