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 sell away from products to decisions and good feelings. Why we should consider ourselves ‘decision service technicians’. How most sales presentations are boring and don’t engage customers. How to get audiences focused. How we can align ourselves with our customers vs being in an adversarial position. Techniques for destroying objections. Utilising pattern interrupts. Reframing cold calling to sharing opportunities. Reframing prospecting conversations. Qualifying leads effectively. Check more about Paul Ross and his book at the following links. To learn more about Paul Ross visit his website and find his book Subtle Words That Sell on Amazon.

Future-Proof Selling

Neuro Linguistic Programming for B2B Sales with Paul Ross

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 Computer Division, which was later to become Lenovo. He has held various roles in Lenovo including software engineering, project management, and sales. He has several technology articles published and two U.S. patents. In this episode we talk about how his personal brand came to be, why the content is so popular, and how his brand supports his career in sales.  Key Points of This Discussion Thomas’s background and personal brand How Thomas’s huge LinkedIn following emerged The business benefit of building a personal brand Developing a rapport with people over social media Tips for salespeople to begin and improve their social presence A deliberate approach to building a quality network Leveraging other channels alongside LinkedIn Tom asks me about my own experience with LinkedIn Tom’s final thoughts and advice for salespeople starting out on LinkedIn Check out Tom’s YouTube Channel here, and find him here on LinkedIn

Personal Branding for Account Executives with Thomas Vanderkin

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 WinBack that motivated Dan to found Strategic WinBack and become an evangelist for this under-valued and under-appreciated sales strategy. During this discussion Dan shares his expertise and advice on best practice WinBack, backed by some very compelling numbers and statistics.  Key Points of This Discussion The value of winning back past customers The cost of customer losses to companies if left unaddressed The best way to approach and re-engage with customers  How to best utilise the information your past customers offer Are there customers that we should just let go?  WinBack vs prospecting new customers WinBack ROI statistics  Why aren’t more companies employing WinBack as a strategy? Why past customers are in many ways your best prospects Learn more about Dan’s company Strategic WinBack, and you can also find him here on LinkedIn.

Growth Through Strategic WinBack with Dan Pfister

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 professional salesperson of 25 years, Andrew has studied and practiced the art of habit creation in organisations and in his own life.  This work culminated in the Behavioral Research and Applied Technology Laboratory (BRATLAB), whose team of psychologists and actuaries seek to understand which habits really matter to sustain high-performance and organisational growth, and how to help people to practice those habits.  He co-authored The 11th Habit, a book that shows how to design a company that makes it easy and natural for employees to prioritize and care for themselves, and perform at the highest level as a result. Andrew is a Lecturer of Entrepreneurship at Northwestern University’s Kellogg School of Management and part of the Kellogg Sales Institute Executive Education Team where he teaches the award-winning course “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the United States. Key Points of This Discussion The importance of conversation mastery in the age of technology  How the art of conversation can give salespeople a winning edge Recognising the different types of conversations The power of the reconnaissance conversation in sales Andrew shares some examples of best practice approaches Respecting the buyer and listening before we pitch The concept of the pathway conversation   The key components of a milestone conversation What Andrew believes the future of sales looks like Leveraging powerful customer feedback     You can find Andrew here on LinkedIn.

Sales Conversation Mastery with Andrew Sykes

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 served over 12 years in the US Army, during which he was awarded the battalion's most distinguished soldier award graduating 2nd his class. Doug then became the top-selling sales representative for a 2-billion-dollar company and went on to start his own consulting and auditing company. Across 14 countries Doug has consulted, coached, advised, and trained thousands of people in business, including Enterprise-Rent- Car, Nationwide, Intuit, Proctor and Gamble, and CBS. His greatest professional success has been increasing a company's close rate by 862% and revenue growth by 116% within four months.   Doug also served as an independent president of sales and training for companies of Tony Robbins, Chet Holmes, and Russ Whitney. His efforts have collectively generated over 500 million dollars in sales - his last client generated 3 million dollars in new sales in 5 weeks and had an increase in revenue of 15 million dollars over the past 5 years. Currently Doug helps companies with $5M+ in sales revenue to expand and optimise. He also helps other B2B business coaches and consultants to grow their business – to achieve a higher profit and to enjoy their life. Doug’s book  Win-Win Selling, unlocking your Power of Profitability by Resolving Objections became an international bestseller in the US, Canada, the UK, Australia, and the Philippines. It’s a unique must-read for anyone who sells, or wants to communicate on a higher level and have win-win outcomes. Doug has also developed a quiz to help salespeople determine their objections-handling style and how it could be improved.  During this podcast, Doug shares his practical perspectives on objection handling and getting to the root of the problem with your customers.  Key Points of This Discussion About Win-Win Selling and resolving objections  Dealing with the human side of an objection How people’s belief system can invoke objections How salespeople should get curious and not offended  Doug shares some examples of getting to the real problem A more successful approach to cold calling Choosing language based your customer’s language Tracking numbers, metrics and following up 

Objection Handling and Win-Win Selling with Doug Brown

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 their business in a very short space of time.  What did they do to pandemic-proof their business and outshine competitors? Key Points of This Discussion Patrick’s Company Loop Secure  What Patrick and his company did to survive the shock of COVID Steps to pandemic-proof and remote work-proof a business When pivoting, who should be involved in the decision-making process? The impressive reactions of Loop Secure team members Webinars as a means of communicating new offerings The situation for Loop Secure now, six months on The importance of alignment between all divisions Click through to learn more about Loop Secure, and you can also find Patrick on LinkedIn.

Dealing with Rapid Change in 2020 with Patrick Butler

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 Sales - Dealing with the lake of rejection, we got together to discuss the techniques and qualities salespeople need to keep swimming and find success, despite all the “NO’s” we experience on a daily basis.    Key Points of This Discussion The three keys to a great salesperson Danger of progressing deals too quickly The two questions every salesperson should ask themselves Sending prospects deliberate and specific information in steps Building trust - especially in large corporate deals The impact of the freedom of choice How do salespeople deal with the fear of “No”? Focusing on the “why now?” and “next steps.” Visit his website for more about Michael, and you can also find him on LinkedIn.

Swimming In the Lake of Sales Rejection with Michael Humblet

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 risk-averse buyers want to buy, need tips on retaining customers, or need to develop more sought after business offerings, this is a valuable episode.  Key Points of This Discussion How SME B2B’s should go to market in the ‘new normal’ Understanding the risk assessment and decision making process Recognising opportunities, and being growth oriented in a changed market The three levels of listening  Sales and marketing alignment in executing changed strategy Balancing existing customers, and new client acquisition A client of Michael’s who is cutting through with innovation Creating, or adjusting the business plan with adaptability Empowering effective leadership mindset and team culture Effectively implementing change and overcoming roadblocks World-class change management and execution Michael’s playbook Deciphering the business buyer Visit the Listen Innovate Grow website for more about Michael and his company, and you can also find him on LinkedIn.

Innovative GTM Strategies for SME’s with Michael Haynes

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 business?    A very pertinent topic for our discussion, and high value for all leaders, especially those in the technology sector.   Tim Sleep Managing Director Aus & NZ - Odgers Berndtson   Specialises in the technology and professional services sectors, helping build exceptional Non Executive and executive leadership teams. Over 25 years’ experience in senior executive roles across retail, IT and professional services.    Sean Garvey Partner & Head of Technology Aus & NZ - Odgers Berndtson   Leads the execution of assignments at the Country leadership level for Software Vendors, and has worked extensively building executive leadership teams for System Integrators, Digital Platforms, and Telecommunications companies. Sean has over 20 Years’ experience in executive search, during which time he has worked for the largest multinational firms. Key Points of This Discussion The nature and scope of the technology sector study The raw honest concerns of sales leaders and country MD’s  How decision-making processes have changed, and who’s buying How are teams managing their sales activity? Balancing underperformers against underperformance Mental health awareness becoming part of the weekly cadence The extent of leader empathy towards their team  Communication fatigue - even during lockdown  Cracking the code of innovative new ideas The benefits of executives being more available   Is face to face really better than online? How teams are finessing the zoom world Death of the hero leader The qualities of an effective leader today  Headcount versus productivity Some of the best remote management ideas that were shared or observed during the survey Learn more about Tim and Sean and download their whitepaper here.

Tech Sales Leadership for a New Era w/ Tim Sleep & Sean Garvey

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 at Schlumberger, Siemens, Halliburton, Spotless, and GM Minerals and Energy. Mike has sold more than $1 Billion worth of products and services and has spoken at many major conferences around the world.  Key Points of This Discussion Mike’s early emergence into sales  The epiphany of recognising storytelling as a problem solving tool  Listening to your customers comments in order to seek stories Changing the nature of sales conversations  Having a deeper conversation with your customers An example when story-listening won Mike a multimillion dollar deal The consequence of sticking to standard sales talk Stories that help your customers close deals Handling objections as a story-listening opportunity Anecdotes program for sales organisations - “Storytelling for Leaders.” Visit the Anecdote website to learn more about Storytelling for Leaders, and you can find Mike on LinkedIn.

How to Sell via Story Listening with Mike Adams

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 and fight smarter and harder for the roles we really want. How can sales executives and management manage their careers more proactively.     Key Points of This Discussion Current trends in career management The impact of digital transformation on sales careers The the keys of a solid 2020 career management strategy  How to best present yourself on LinkedIn  Managing your career through COVID  Tips on demonstrating significant value in your CV Pree’s 4 step recruitment process  The importance of a strong personal brand Creating a ‘market map’ or career prospecting list How to approach your prospective future employers   The two pillars to consultative interviews Creating interview influence and connecting with your employer What not to do as an employer conducting interviews The most powerful way to communicate value in an interview Visit the website to learn more about Switch and you can find Pree on LinkedIn.

How to Future-Proof Your Sales Career with Pree Sarkar

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 curating information yet making CRM human How Salesflare works by populating contacts and reducing data entry  Creating audiences and automated email sequences  Prospecting and following up in a personalised way at scale Requesting reviews and valuable feedback from customers  Why remote selling is really a great thing for the industry Maximising productivity through remote selling Leveraging data to create opportunities  The biggest issues salespeople face with remote selling How remote selling can help us be more human and authentic What SaaS and tech companies can do now that face-to-face events are gone Virtual event software options and opportunities The challenge of building pipeline in an economic downturn Jeroen’s personal advice on wellbeing when working from home Visit the website to learn more about Salesflare and you can find Jeroen on LinkedIn.

Remote Selling and Building a Sales-Friendly CRM with Jeroen Corthout

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 education or playing sports, Aaron ultimately defied those expectations of failure. In fact, he succeeded spectacularly! With no college education, beginning in his low twenties, he became a hugely successful corporate enterprise software salesman, making millions of dollars for his employers and himself, climbing from company to company until he was honored with the prestigious “Best of IBM” award bestowed on only 1% of the company’s 400,000 employees. Along the way, he also earned an MBA (without an undergraduate degree!) We discuss Aaron’s life and sales approach in depth : His early life and challenges. The unlimited opportunities of the sales profession. Having the right mindset and looking inside yourself. Being the sovereign of your own life. Aaron’s sales philosophy which saw him generate massive success. Being the CEO of your territory. Prioritising opportunities systematically. Getting inside your prospect’s head and uncovering their pain. Focusing your efforts on the best and biggest opportunities. Doing deep research on fewer prospects. Crafting effective and concise messaging. Running the Discovery meeting. Analysing the audience. Identifying the Assassin in the room. Dealing with fear and the current lockdown challenges. Discover more about Aaron and his book Unbounded.

Big Ticket Enterprise Sales Success with Aaron McCormick

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 assessments in building the business case for change. Walking into customer interactions with a hypothesis of their potential problems. Aspects of "The Challenger" sales and how to implement it effectively. The power of Socratic dialogue to help customers become more aware Closing for a Discovery meeting vs a Product Demo How slowing down early in the sales process actually speeds up the whole sales process How sellers must help customers to buy How there are still positive opportunities in this difficult market How Mediafly helps companies to guide customers, turbocharge presentations and produce business cases to be more effective. Why pain is a stronger motivator than gain. Check more about Tom’s company and latest book Evolved Selling and the Mediafly solution for presentations.

Communicating and Quantifying Value with Tom Pisello, the ROI guy

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 digital interaction. LinkedIn as a demand generation tool. The right approach to nurturing prospects on LinkedIn. The explosion in LinkedIn activity since lockdown. Key LinkedIn functions for salespeople. Researching our prospects and relevant content. Using LinkedIn messages. Focusing on customer problems not our solutions. Presenting ourselves as industry experts not sales professionals. LinkedIn prospecting cadence. To learn more connect with Karen on LinkedIn

LinkedIn Masterclass for B2B salespeople with Karen Tisdell

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 profession. Self-awareness and being human in sales. The keys to long term sales success. Jason’s journey into sales and his early experiences. The importance of our intention. People don’t buy drills, they buy holes! Uncovering underlying customer needs. The Sales Success Iceberg. Why even top performers need ongoing coaching and development. A high level overview of Jason’s new book Authentic Persuasion.   Jason’s Links: Main Hub/Link: www.jasoncutter.com CCG Website: https://www.cutterconsultinggroup.com/ Authentic Persuasion: https://authenticpersuasion.com/

Authenticity in Sales with Jason Cutter

We talk to sales thought leaders from around the world about what's working today in the professional sales world. Sales and buying have changed dramatically and we need to be adapting our teams towards what's really working today. A lot of the material in these podcasts was source material for my book Future Proof Sales Strategy.

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Neuro Linguistic Programming for B2B Sales with Paul Ross

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