The Impact of AI on Mental Health Today with Richard Harris

Today we talk about the similarities of selling and farming.

Today Scott and I talk about his new book.

It’s a Jonathan episode! He and Jordan built an elaborate lead scoring system at Revenue.io and we’re going to walk you through the Why and How. First though, what is lead scoring? Here’s how we (read: Jordan) define it: a methodology that helps sales and marketing determine the sales readiness of leads and the type […]

Talking with Becc and Keenan about their upcoming sales training tour.

Mark Evans is author of the book, Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales. On today’s episode Mark and I talk about why he believes the “Old way” of selling died when sellers thought that they could manipulate and pressure prospects into buying. We also talk about what it means to raise […]

The impact the pandemic is having (and will have) on the future of selling.

This week we are diving into a very interesting topic: pricing. Pricing is ubiquitous. Marketing, sales, customer success, your entire team, really, has a vested interest in pricing. Why? Because pricing can make or break your business. Simply put, pricing means what you’re asking people to pay for your product. But there is one big […]

Sangram Vajre is the co-founder of  Terminus and he is the co-author (along with Bryan Brown) of a new book titled: MOVE: The 4-Question Go-To-Market Framework. Today we discuss the problems caused by an ineffective GTM. We dive into what GTM means: a transformational process for accelerating your path to market with high-performing revenue teams […]

Peter Strohkorb is a Sales Acceleration Expert and author of the titled Smarketing – Sell smarter, not harder: For CEOs, Business Leaders, Sales Executives and Marketing Leaders who want to boost Sales Performance. In today’s episode Peter and I talk about why he believes that modern B2B buyers don’t like being sold to any longer. […]

John Smibert is the co-author of a new book titled The Wentworth Prospect. Today John and I get into why buyers, as they have become more empowered, don’t value sellers and their advice like they used to. We dig into why sellers don’t positively influence their buyers about their business. Then talk how buying has […]

What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. […]

Mark Cox is the founder of In The Funnel, a sales consulting firm. On today’s episode we discuss why sellers need a repeatable process to convert prospects into paying clients. Because as Mark says, “In the absence of selling as a process, sales pursuits become a series of unrelated events.” Mark shares his 3 critical […]