David is an accomplished top enterprise practicing salesperson, currently in sales and business development and global strategic accounts at Adobe in New York. Despite his fast-paced and high pressure position he has managed to pen an excellent book “Game of Sales.” Prior to Adobe, at AdRoll, Amazon and Google, David helped major brands leverage advertising solutions spanning search, display, video, mobile, and emerging technologies. Before Google, David was a Business Development Executive at I...
Mar 01, 2021•34 min•Transcript available on Metacast Karl Sice is Country Business Leader for ANZ at Alcatel-Lucent Enterprise, the multi-national communications, collaboration and network solutions corporation. He has 20+ years’ experience in leadership and business development in IT and financial services, with roles in industry powerhouses Dell, Sun Microsystems, Staples, Gartner and American Express. Karl is an extremely passionate frontline sales and business leader with a contagious energy. This episode is absolutely packed with valuable ins...
Feb 08, 2021•32 min•Transcript available on Metacast Thomas Vanderkin is Global Account Manager for Lenovo, responsible for some of the largest Telcos and Solution Integrators. Over the years as a ‘hobby’ he has also developed a wildly popular personal brand - Vanderkinverse. His videos and reviews appear on YouTube, LinkedIn, and other social media channels with millions of views, and over 30,000 followers on LinkedIn. Thomas began his career at GE Capital leasing PCs, then moved to Wachovia mortgage division, and then to the IBM Personal Compute...
Jan 25, 2021•23 min•Transcript available on Metacast Dan Pfister has been a marketer for over 20 years and has spent thousands of hours testing and implementing a very wide variety of sales growth strategies. In total they’ve generated over 50,000 customers and have allowed him to work with brands like Fidelity Investments and Tony Robbins (see below). Though many strategies have generated outstanding results for Dan, nothing in his experience has generated revenue faster or more predictably than WinBack. It was the strength and reliability of Win...
Jan 11, 2021•28 min•Transcript available on Metacast Andrew Sykes is founder and CEO of Habits at Work , a training company based in Chicago that arms revenue-responsible teams with conversation skills and high-impact habits. He is a master of conversation who helps salespeople and organisations sell more, faster, and keep customers happy, longer. He grew up in South Africa where he qualified as the youngest actuary at the time and, starting at the tender age of 22, built one of that country’s largest healthcare consulting businesses. As a profess...
Nov 30, 2020•32 min•Ep 84•Transcript available on Metacast Doug Brown is a highly acclaimed revenue growth expert in revenue expansion, and sales optimisation. He began working for his family business at the age of three, and has since started and built over 35 companies. During college at Berklee College, Northeastern University, and Salem State University, Doug supported himself by selling music equipment to colleges, universities, corporations, and some of the world's biggest bands such as Aerosmith, Boston, Billy Joel and The Eagles among others. He...
Nov 17, 2020•34 min•Ep 83•Transcript available on Metacast Patrick Butler is CEO of Information Security Specialists Loop Secure. He has had a long and successful 13 year career with the company, having started out as an account manager in sales, and working his way up to the C-suite. You could say he knew the business like the back of his hand...until COVID hit suddenly and forced rapid change. Patrick joins me on the Future-Proof Selling Podcast to share the Loop Secure journey of how they reacted to the pandemic, and the steps they took to transform ...
Nov 09, 2020•30 min•Transcript available on Metacast Michael Humblet is obsessed with designing, building and scaling sales engines. Founder of Chaomatic , a company focused on unlocking and maximizing revenue growth, and trusted by over 230 companies. He is a seasoned sales strategist who served in a number of different Sales Leadership functions. Michael Humblet is the host of The Sales Acceleration Show , the sales and marketing focused Q&A show on how to accelerate your business. Following a recent video Michael shared called The Truth Behind ...
Nov 02, 2020•26 min•Transcript available on Metacast Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow . He has also penned a fantastic book of the same name which is a guidebook to help startup’s and SME’s acquire and grow new B2B customers. For over 20 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia and Canada to develop and implement customer strategies and programs to drive business growth. Particularly in these trying times if you’re struggling to make ri...
Oct 26, 2020•27 min•Ep 80•Transcript available on Metacast I am joined by Tim Sleep and Sean Garvey of Odgers Berndtson, Australia’s fastest-growing retained Executive Search firm. Recently the company conducted a study where they asked 50 country, regional and global Managing Directors of Software and Services companies about their last six months’ experiences in Australia and New Zealand. They collated their findings into a whitepaper titled Technology Sector MD Insights - The opportunities and challenges of the crisis. How is it affecting our busines...
Oct 19, 2020•34 min•Transcript available on Metacast Master storyteller, author and sales mastermind Mike Adams returns to the Future-Proof Selling podcast with...you guessed it, a plethora of valuable experiences and insights around the concept of story-listening in sales. Mike is an expert facilitator and story consultant who has helped numerous national and international companies, across many industries, to tap into story-powered sales. Before working at Anecdote, Mike was the CEO of The Story Leader and had leading marketing and sales roles a...
Oct 12, 2020•34 min•Transcript available on Metacast Pree Sarkar is an executive recruiter, career coach, author and keynote speaker. LinkedIn rated him in the Top 1% Recruiters for Search Excellence and Talent Pipelining. Prior to recruitment, he was a top performing account executive and sales director with Fortune 500 companies, including Xerox and FedEx. Since 2008 he has been advising leaders and professionals at global technology companies and pre-IPO start-ups to help them build winning teams and great careers. We really need to up our game...
Oct 05, 2020•27 min•Transcript available on Metacast Jeroen Corthout from Antwerp, Belgium is Co-Founder of leading CRM Software Salesflare, developed specifically for small to medium B2B. The company is known for making CRM ‘human.’ We discuss what’s important in a challenging tight market, and how salespeople can take this as an opportunity to become more productive in a remote selling environment. Some Key Points of This Discussion Jeroen’s background and launching Salesflare The complications for Salespeople trying to utilise a CRM Efficiently...
Sep 21, 2020•23 min•Transcript available on Metacast Aaron McCormick should have been a casualty of his upbringing, “destined,” as he says,” to be crippled by almost every externally imposed and therefore, self-imposed limitation you could imagine.” Raised on the south side of Chicago, in poverty by a single mother with no education, deserted by a father who was likely an undiagnosed bi-polar schizophrenic, and tightly controlled by an extreme fundamentalist religion that allowed no personal freedom whatsoever, including getting a college educatio...
Sep 14, 2020•43 min•Transcript available on Metacast Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power of Discovery ...
Sep 07, 2020•31 min•Ep 74•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 & attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint, attract & retain clients. Key Points of our Discussion Using LinkedIn to build touchpoints with our potential clients. Substituting face to face contact with digit...
Aug 31, 2020•33 min•Ep 73•Transcript available on Metacast Jason Cutter, CEO of Cutter Consulting Group, is an author, podcaster and sees himself as a sales success architect for companies and individuals. Even though he didn’t have a sales upbringing or background (his bachelor’s degree is in Marine Biology), he knows what it takes to be successful in sales. His new book – Selling With Authentic Persuasion - is focused on helping anyone in sales transform from Order Taker to Quota Breaker. In This Discussion: What authenticity means in the sales profes...
Aug 24, 2020•29 min•Ep 72•Transcript available on Metacast Paul Ross is an author, speaker, Master Hypnotist and Master Practitioner of Neuro-Linguistic Programming. He teaches already successful 6 and 7 figure professional salespeople and entrepreneurs how to easily add multiple 6 figures to their revenue through the power of subconscious selling. This is a really interesting episode that delves into the modern sales techniques top sellers are using, that can leave traditional sales methods well behind. Key Points of our Discussion: Reframing what we s...
Aug 17, 2020•33 min•Transcript available on Metacast David Masover is a global sales thought leader and sales process expert. He is also the author of several sales books. David is back on the Future Proof Selling podcast to discuss his four level sales process that has made a significant positive impact on the organisations he works with. Some key points of our discussion: Getting field input into your sales process. Involving other key stakeholders. Process iteration and buy in. Implementing new sales technology. Sales coaching and reinforcement...
Aug 10, 2020•25 min•Transcript available on Metacast Qwilr was co-founded in 2014 by designer Dylan Baskind and ex-Googler Mark Tanner, who were friends since high school. Dylan became frustrated when trying to win new business — he wanted to make sure he was putting his best foot forward but found it risky to put so much time into each proposal, meaning days of waste if he didn’t win business. Mark saw the coming future of productivity tools during his time at Google and together, they agreed to work on a new way to create, design and send propos...
Aug 03, 2020•38 min•Ep 70•Transcript available on Metacast Bill Wooditch’s journey started out as a long-haired, beer-drinking failure. C rippled by fear, he couldn't seem to sell water to a dying man in the desert. His biggest fear of all was selling himself short and not living up to his full potential. By adjusting, adapting and mastering the art of authenticity, empathy, and relentless activity, he transformed fear from being his worst enemy, into his greatest secret weapon. Bill became the top salesman at a Fortune 500 company in less than 2 years,...
Jul 27, 2020•29 min•Ep 68•Transcript available on Metacast Mark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book for frontline sellers to be successful in today's market. We discuss Designing the right outbound cadence How often and which channels should we use Targeting tech decision makers Crafting the right messages Mark’s eight w...
Jul 20, 2020•30 min•Transcript available on Metacast Renee Zamora is a guru on virtual sales management and the author of Part Time Sales Management. He is the founder of Sales Manager Now, a virtual sales management practice supporting small business. He previously had 27 years in sales and sales management. Key Points of our Discussion: Rene’s early sales career and transition into his own business How a good manager can insulate you from company challenges The challenges small businesses have setting up their sales structure The concept of virt...
Jul 13, 2020•27 min•Ep 66•Transcript available on Metacast Bill Cates is the author of the new book Radical Relevance , a method for getting the attention of our prospects and customers. Bill has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies. After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now , Don’t Keep Me a Secret, and Beyond Referrals ....
Jul 06, 2020•31 min•Transcript available on Metacast Mark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth , Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book to help frontline sellers be successful in today's market. Some Key Points of Interest The confusion about how to prospect today How to have high value conversations Being persistent with their outbound and how to do it H...
Jun 29, 2020•29 min•Transcript available on Metacast Larry Levine is an expert in B2B sales in the technology industry. 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 explore: What being authen...
Jun 22, 2020•36 min•Transcript available on Metacast Alana Brittain has had a distinguished sales career in the healthcare and technology industries and is currently a Sales Leader for LinkedIn Australia. Alana wrote a great article “ Top 5 Tips for New Parents Returning to work ”, which created a lot of interest. Here is an excerpt from the article “Choosing to return to work after having a child can be a very personal choice. For some it can be weeks, for others years. It completely depends on what your priorities are and what works for you and ...
Jun 12, 2020•22 min•Ep 62•Transcript available on Metacast Scott Leese works with both domestic and international companies on sales strategy, process, people, pitch and more, with a focus on companies scaling from $0 - $25m ARR. He spent his entire professional career building and scaling sales orgs at SaaS companies. He has a proven track record of lifting organizations to new heights with limited resources allocated to the task at hand. He also founded Surf and Sales in 2018 to provide an alternative to standard sales conferences by providing deeper ...
Jun 08, 2020•35 min•Ep 61•Transcript available on Metacast So many organisations undertake sales training expecting behaviours to change and results to turn around but it rarely happens. But usually within a month the sales team falls back into ingrained habits and sales managers are busy as ever managing the business. Very few sales managers coach and even fewer coach effectively. John Hoskins shares with us the secrets to driving lasting change in sales organisations through effective and ongoing coaching systems. Some Key Points of this Discussion: T...
Jun 02, 2020•37 min•Ep 60•Transcript available on Metacast Learn how Matthew Barnett - Papa Bear at SaaS company Bonjoro tripled his response rates with one sales technique. Matthew was originally an accomplished British Industrial designer & Artist, who turned everything upside down to launch a tech company in Sydney Australia. After a couple of false-starts, Bonjoro was born from a sales hack for his first business, where Matt would send every new lead a personal video to delight and surprise them. When customers started asking how they could do the s...
May 21, 2020•26 min•Transcript available on Metacast 
