Episodes

  • E70 - Data driven prospecting with Jeremey Donovan

    E70 - Data driven prospecting with Jeremey Donovan
    Dec 2 2020
    Our guest on this episode is Jeremey Donovan. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market. Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation. Thanks for tuning in. This is Best Selling.
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    38 mins
  • E68 - Selling with Authentic Persuasion with Jason Cutter

    E68 - Selling with Authentic Persuasion with Jason Cutter
    Oct 9 2020
    Our guest on this episode is Jason Cutter. Jason is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion. Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to. Thanks for tuning in. This is Best Selling.
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    38 mins
  • E65 - Good messaging matters with Ben Cohen

    E65 - Good messaging matters with Ben Cohen
    Aug 13 2020
    Our guest on this episode is Ben Cohen. Ben is the Head of Sales Excellence and Marketing, North and South America at Hella which is global automotive manufacturer based out of Germany. Ben and I tackle two big topics during the podcast. First we discuss getting back to good messaging and how to solve your customer’s problems, establishing USPs, and thinking creatively. Then we dive into the sale enablement tech stack discussing which tools are essential and which are marginal at best. But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020! Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza. This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. For details on our agenda and tickets or go to trexsummit.com.
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    36 mins
  • E64 - Virtual Selling done the Right Way with Jeb Blount

    E64 - Virtual Selling done the Right Way with Jeb Blount
    Jun 26 2020
    Our guest on this episode is Jeb Blount. Jeb is the CEO of Sales Gravy, and author of 12 books including Virtual Selling and Objections. Jeb is also a renown sales speaker and sales acceleration specialist. Jeb and I start podcast talking about virtual selling which has always been relevant but certainly more so now that most sellers and buyers are working from home. There is no substitute for face to face but we can make video selling more effective. Jeb provides some best practices around video setup and presentation. From there we move into EQ vs. IQ and the importance of each in selling. You need to be R.E.A.L to become a best seller. Enjoy.
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    55 mins
  • E63 - Finding the Perfect Prospect with Jeff Koser

    E63 - Finding the Perfect Prospect with Jeff Koser
    May 27 2020
    Our guest on this episode is Jeff Koser. Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise. Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success. But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham. We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.
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    37 mins