Robert Danger Workman is a 40-year veteran in face-to-face, day-in and day-out selling. He has published numerous sales training/human development programs and spoken to thousands of sales reps nationwide and internationally. His consistent track record as #1 in sales includes Top Producer titles from companies with 800, 300 and 100 reps, but also includes being fired while producing consistent superlative results – for making too much money. Robert has gone from having his phone turned off and his gasoline card seized at gas stations to purchasing Ferraris by writing a single check. Robert’s highly anticipated second book, Hired Gun II: Both Barrels, is a sales bible and an entertaining journey through the highs and lows of an outrageous and hilarious successful professional career in sales.  Robert’s latest book Selling - The Most Dangerous Game, provides step-by-step advice and the wisdom salespeople need to ensure that adversity and politics don’t destroy a high-performance sales career. Key Points of our Discussion Roberts latest Book “Selling - The Most Dangerous Game.” Worrying hiring trends in startup B2B sales companies Robert’s take on “The Hired Gun” How salespeople can become indispensable Personal development to future-proof your career Robert shares some examples of closing big ticket deals Robert’s latest book “Selling - The Most Dangerous Game,” offers the step-by-step advice and the wisdom salespeople need to ensure that adversity and politics don’t destroy their high-performance sales career. To learn more about Robert, visit his website hiredgun.us, and you can find him here on LinkedIn

Future-Proof Selling

Selling - The Most Dangerous Game with Robert Workman

Celebrating the 100th Episode of The Future-Proof Selling Podcast!!! Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “Tech Powered Sales”, which is a mindblowing read from two of the industry’s best. Tony Hughes Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations, and as the Asia-pacific Managing Director for a number of tier-one global technology companies. He teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught for other universities. Justin Michael Over the last 20 years as a top producing technologist and consultant, Justin developed word-of-mouth only methods that have made him one of the most sought-after talents globally. Currently serving as a Futurist for Tenbound and Vendor Neutral, he is host of podcasts Quantum Leap and Beyond Sales Development. Justin is Co-Founder of HYPCCCYCL, the first B2B Esports community focused on go-to-market cross-training™️. Through invite-only competitions, members participate in active learning which is proven to increase hard skill retention to 90%. Key Points of our Discussion Tony and Justin’s book “Tech Powered Sales.” Failure rates and challenges in enterprise sales Adapting to today’s technology in order to succeed The danger of misusing automation technology Setting up a sales team from scratch today The essential technologies for B2B sales A day in the life in the future Intent data and the advanced stack Calling (phone) automation technology Advanced targeting via “trigger events.” Both Tony and Justin are very active on linkedin, follow them for more great content and insights for modern sales success now, and into the future. Tony Hughes LinkedIn Justin Michael LinkedIn

Tech Powered Sales with Tony Hughes and Justin Michael

Stu Heinecke is a hall-of-fame nominated marketer, famous Wall Street Journal cartoonist, bestselling business author and the father of contact marketing. His Book “How to Get a Meeting with Anyone” was a huge hit, and more recently he has released a book called “Get the Meeting.” Contact marketing is a fusion of marketing and selling in which bold and original forms of marketing are used in support of high-level sales approaches to VIP accounts and prospects. Stu has a lot of incredible methodologies around getting in front of key decision-makers. Stu has won meetings with Presidents, CEO’s and Celebrities. Key Points of our Discussion Stu’s marketing and cartooning background Stu shares a campaign that’s getting 100% response rate “Get the Meeting” through retargeting The “pocket campaigns” Contact marketing examples getting 6 figure deals Profile scrapes and deep personalisation ROI and record-breaking campaigns Stu’s online course How to Get a Meeting To learn more about Stu, visit his website stukeinecke.com and you can find him here on LinkedIn

How to Get a Meeting with Anyone with Stu Heinecke

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 and attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint and attract and retain clients. Key Points of our Discussion The Edelman Trust Barometer Profile writing with authenticity Karen’s profile picture recommendation Addressing your customer’s needs in your profile Demonstrating value and expertise Creating content around customer feedback Optimising your news feed and monitoring conversations Why Leaders should utilise LinkedIn Practical tips on types of content, post introductions and hashtags Video editing and captioning tools To learn more about Karen, visit her website, or connect with her on LinkedIn

Optimising your LinkedIn profile for B2B Sales

Scott Milener is Founder and CEO of IntroSnap, an innovative company with a unique slant on helping sales teams and individuals get in touch with influencers, and targeted prospects that are otherwise difficult to reach. Scott and his team started IntroSnap to enable professionals to connect in a more effective and personal way, while being a force for good in the world. Scott and his associates have been in Senior Sales roles in top SaaS firms including Oracle Marketing Cloud, TripActions, BlueShift and Lattice Engines. They saw over and over, first hand, the time and money spent by sales and demand gen and sales teams to drive pipe and increase win rates. Each day, buyers are inundated with non-personal emails that all look the same, and coffee mugs they never asked for. The result is that buyers are harder to engage than ever before. Tune in for a more effective and impactful way to get their attention. A must listen for SaaS sales leaders and their teams. Key Points of This Discussion Today’s challenges in SaaS sales How many touchpoints are now in a sale? Winning meetings is one thing, then what? Discovery, personalisation and Demo’s How to run a great meeting, and what not to do Setting a meeting agenda with your customer How to get key decision-makers to your next meeting Scott shares the story behind his company IntroSnap Learn more about IntroSnap on their website https://www.introsnap.com/ And you can find Scott here on Linkedin

Meetings That Convert with Scott Milener

Sam Capra is a sales student who has worked in the B2B sales space for 20+ years in various sales roles as a contributor, leader and trainer. Sam's experience spans across various industries from Industrial early in his career, to SaaS the past 10+ years working with Startups to Enterprise level organisations. Sam currently leads sales efforts for flexEngage, an innovative SaaS company out of Orlando, FL. Sam decided to pursue his passion of helping others and founded Sales Samurai, a podcast dedicated to helping B2B sales professionals grow and evolve in their profession. Sam likes to give salespeople real, tactical tips they can utilise in their day to day processes. A must listen for SaaS sales leaders and their teams. Key Points of This Discussion Should we cold call a prospects mobile phone? How salespeople should be utilising LinkedIn Hiring salespeople and interviewing processes Targeting, discovery and qualification Getting to the “real” customer problems Deal management and navigating the buying committee Learn more about FlexEngage on their website  And you can find Sam here on Linkedin

Enterprise Sales with the Sales Samurai Sam Capra

Joe Paranteau is a practicing Sales Director for Microsoft where he has held positions for over 17years. A keynote speaker, coach and sales thought leader, Joe has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses.  Within a five year span, he sold more than $1B in revenue, which motivated him to share his insights.  In his first book, Billion Dollar Sales Secrets, he shares fifteen themes to help inspire people to rise to meet today’s challenges, ignite their dreams and success. Growing up, Joe was embarrassed by his thrift store clothing, and the rusted family car.  His family was poor, and as a child he painted rocks to sell as paperweights to neighbors, his first sales gig at 8 years old. Joe learned to hustle hard to get ahead in life, and it’s the backbone of his success today. Key Points of This Discussion Joe’s motivation behind his book Billion Dollar Sales Secrets The challenges Joe is seeing in sales today The #1 skill salespeople and leaders need to bring to the market Mindset and resilience: Think big, execute small The mental health toll of the pandemic Scaling up your operations and sales teams Tools and technologies to assist salespeople Learn more about Joe on his website jparenteau.com The Billion Dollar Sales Secrets book is available here on Amazon And you can find Joe here on Linkedin

Billion Dollar Sales Secrets with Joe Paranteau

David Dulany is the Founder and CEO of Tenbound; a research and advisory firm focused and dedicated 100% to sales development performance improvement. The Sales Development industry has exploded over the past few years, however, expertise in the subject is still rare. David has a long sales history and has put his expertise on paper in his book “The Sales Development Framework.” Tenbound helps revenue leaders and reps hit their pipeline and sales numbers through program assessments, playbook designs, SDR and SD manager training and coaching and Events such as Sales Development Conferences, Training Programs and Webinars. David truly sees sales development as a strategic imperative, not an entry level position or an afterthought. His three fundamentals for building a strong and successful SDR team? People Process Technology Check out Tenbound’s upcoming events, webinars and resources on their website and their current offer to take a quick sales development survey and receive a free book. Key Points of This Discussion David’s background and journey into SD and his firm The impact the current market is having on SDR programs Combining tools and technology with the human elements The importance of a clear process for SD teams SDR roles as a focused career path and who is suited to the role Team structure and alignment with marketing Skills leaders need to successfully drive the SD team David’s book and upcoming webinars and events A must listen for SDR’s and particularly SaaS companies with a program that might not be generating the desired ROI. The Sales Development Framework book is available here on Amazon And you can find David here on Linkedin

Driving SDR Performance with David Dulany

James Harper is the Founder of AgencyFlare, a gritty outbound sales agency that has learned to “punch above their weight class” when it comes to outbound sales. When James was a teenager, his step-father told him to get a sales job because James could sell anything. Fifteen years later, James realized that sales was actually his calling. Since 2015, James has sold over $3.5 million worth of B2B marketing services and has sold two companies that were both 100% bootstrapped from the ground up. Through his career, James noticed a major lack of quality sales companies that focused on cold prospecting and lead-generation, that also had a passion for providing true actionable B2B sales content: and thus, AgencyFlare was born. Throughout this episode we cover a lot of ground on today's best outbound practices and practical tips to help win more qualified meetings and sell with authenticity. Key Points of This Discussion James background and journey into sales AgencyFlare and the Company philosophy Mistakes sales teams are making with cold prospecting Being genuine and more authentic in a virtual setting Quality vs quantity outreach and personalisation Cost implications of a metrics-driven approach to prospecting Sales team culture and how it’s overlooked What a good sales process looks like today Segmenting top, middle and end of funnel processes James’ virtual selling tips Specialisation and setting reps up for success Practices to get meetings with the right people Identifying the “real” customer pain points A must listen for startups and tech companies who have a high focus on numbers and metrics. To learn more about AgencyFlare here www.AgencyFlare.com And you can find James here on Linkedin A freebie for salespeople! Subscribe to James’ monthly outbound sales report here www.outboundsalesreport.com

Outbound Sales Best Practices with James Harper

Known as the Heavyweight Champion of Story, Rajiv 'RajNATION' Nathan is Founder of Startup Hypeman, helping growing companies not suck at telling their story so they stand out to their audience, stand apart from competitors, and break through in their category. He was named an "Agent of Change" by Huffington Post, has given a TED Talk, and been featured in Inc, Forbes, and more. He's also a hip hop artist, yoga instructor, and host of the popular show Startup Hypeman: The Podcast. We talk about standing out and avoiding the head to head product/feature war.  He has an effective framework he calls Que PASA, it’s about narrowing in on your specific clients and their biggest challenges and then developing your messaging and approach to that. Raj has been kind enough to share with our listeners his Que PASA pitch guide. Access your free copy here https://www.startuphypeman.com/steven Key Points of This Discussion Winning customers through storytelling Rajiv’s Que PASA pitch framework The importance of the fundamental elevator pitch Framing your messaging: Problem, Approach, Solution, Action Being careful with ROI Selling Rajiv’s shares his suggested discovery call format The typical pitch structure and how it should be done A must listen for startups and tech companies looking to scale up their salesforce and stand out in a world where it’s difficult to win on product and features alone.  To learn more about Raj and his company visit www.startuphypeman.com  And you can find him here on Linkedin

Master your pitch through storytelling and expression with Rajiv Nathan

Head of sales enablement for the APAC region, with 15 years experience at Salesforce.com. Phil and his team enable their account executives, business development teams and sales leadership to find more pipeline, execute transformational sales journeys, and become trusted advisors to their valued customers.  Aligned tightly to sales leadership priorities, they onboard new hires, coach sales teams and deliver messaging, product and skills training programs across their sales hubs in Australia, New Zealand, Singapore and India.  Phil is passionate about enablement strategy, enabling enablers, and attracting more people to the noble profession of enablement. Key Points of This Discussion Phil’s impressive career and journey into Sales Enablement Phil’s recent LinkedIn article “My Sales Enablement Lessons Learned in 2020.” Executive selling - establishing credibility, and gaining trust Why everyone needs an individual elevator pitch Why Leaders need to be coached to coach Specialisation - and the 4 key pillars involved in sales enablement Curricular design and structure Building content/tools and assets Content delivery and managing a room Stakeholder engagement Understanding the needs of the customer’s customer Delivering sales enablement programs virtually Excellent value for any sales or business leaders looking to launch or expand upon a sales enablement program within your company.  To learn more about Phil and Salesforce, you can find him here on LinkedIn

Top New Sales Enablement Priorities with Phil Cleary

Alex McNaugten, Founder of “Sales Leaders” and “Apprento” is passionate about solving New Zealand’s sales and revenue operational capability gaps, and building RevOps for globally ambitious organisations who want to scale ?. At only 27yrs, Alex has trained hundreds of founders, executives and sales professionals, and worked across 80+ Kiwi and Australian businesses, helping them to reduce their sales costs, speed sales cycles, maximise win rates, build out teams, expand into new markets and ultimately generate $10s of millions in new revenues through: ? Strategic Sales Advisory, Revenue Operations and Sales Consulting Services ? Sales Training either 1:1 for founders/execs or for teams ? Sales Management training ? Online, self-paced Sales Training Courses via an eLearning platform ? Virtual RevOps Leadership services for eligible businesses Key Points of This Discussion Alex’s career background and the birth of his business Three key issues that are letting B2B sales functions down Avoiding the common mistakes and risks when trying to scale quickly The problem of a lack of strategy, implementation and predictability The importance of a sales playbook The problem of salespeople ‘churn’ and hidden costs associated The first steps and processes to have in place when ready to scale The place of individuality in sales approaches today The danger of relying on your product and it’s features to sell itself Taking the best parts of what founders are doing in sales and packaging it into a playbook for the sales team How best to build team capability and identifying gaps Simple and effective things that companies can do right now Creating a collaborative environment and culture amongst the team   A must-listen for leaders of any B2B sales team; but in particular those in the tech space that are looking to scale.  Learn more about Alex’s company Sales Leaders and find him here on LinkedIn

Scaling B2B Sales and Developing your Sales Playbook with Alex McNaughten

Mike Maynard is a long term marketing expert of over 20years based in the UK. Mike is the MD of the Napier Agency - who are a $7million marketing and PR company focused on helping B2B tech companies. Mike is a self-confessed geek who loves talking about technology. He believes that combining measurement, accountability and innovation with a passion for communicating, ensures Napier delivers great campaigns and tangible return on investment. Mike began his career as an electronics design engineer, working for companies ranging from GEC-Marconi to DDA, developing products from complex radar systems to Kim Wilde’s mixing desk. Mike later joined IDT Inc, an American semiconductor company, making his move into marketing when he switched from European Applications Manager to European Marketing Manager. In 2001 Mike acquired Napier with Suzy Kenyon. Since that time he has directed major PR and marketing programmes for a wide range of technology clients. He is actively involved in developing the PR and marketing industries, and is Chair of the PRCA B2B Group, and lectures in PR at Southampton Solent University.  Mike offers a unique blend of technical and marketing expertise, and was awarded a Masters Degree in Electronic and Electrical Engineering from the University of Surrey and an MBA from Kingston University. In this episode we talk about the evolution of B2B marketing, current trends and the importance of sales and marketing alignment. Key Points of This Discussion The background of Mike’s agency - “a baptism of fire” The evolution of B2B marketing over the last 20yrs The best and worst things that have happened in marketing The key components of a solid B2B marketing function The importance of sales and marketing alignment Mike shares an example of a successful sales and marketing campaign Targeting and ABM (Account Based Marketing) trends How Mike uses LinkedIn to generate leads in B2B tech What salespeople should be doing with marketing in today’s climate The impact COVID has had on print publications E-book campaigns and leveraging your company blog Getting control of your relationship with prospects The importance of marketing automation tools Check out Mikes company Napier Agency and you can find him here on LinkedIn. Mike has also launched a new podcast “Marketing B2B Technology.”

B2B Sales and Marketing Trends in 2021 with Mike Maynard

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 IBM, where he built six strategic partnerships to deliver new enterprise offerings. Also at IBM, David was part of a small strategy consulting practice where he developed and delivered partnerships, go-to-market strategy, product strategy, competitive analysis, channel enablement, business model strategy, global solution design, consulting practice development, and growth strategy. In this episode we talk about the “Game of Sales” and David offers a lot of advice to salespeople on how to embrace and advance their careers in what is a challenging profession.  Key Points of This Discussion The history behind David’s book “Game of Sales” Tough conversations with customers and the “challenger sale” David’s approach to prioritisation and effective time management  How to build an “automatic pipeline”  The importance of understanding and mitigating risks in a sale The key foundations for a successful career in sales David’s advice on sales calls for new business How to avoid “Horrible Meetings” How to avoid a customer going “dark” after a successful meeting The dark side of sales - how to cope with uncertainty and change Check out David’s book “Game of Sales” and you can find David here on LinkedIn

The Game of Sales with David Perry

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 insight and advice for leaders, take the 30mins to listen to the full episode, it’s very energising. Key Points of This Discussion Karl’s career journey in the world of Tech Tips on moving into a new leadership role in technology today The “colleagant” opportunities in today’s business operations Shaping a culture rather than focusing on results The importance of extracting input from all of your team members Managing the pressure of tech business leadership Bursting out of the 13 week bubble and planning longer term Using your CRM data as an informative reverse coaching tool Effectively working with your superiors and offshore stakeholders We talk about people, recruiting and hunting for the right attitudes People management 101 - no surprises, trust and transparency A must-listen for current or aspiring leaders of any B2B sales team; but in particular those in the tech space will get a lot out of this. Learn more about Karl’s company Alcatel-Lucent Enterprise, and find him here on LinkedIn

Frontline Sales Leadership with Karl Sice

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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Future-Proof Selling

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