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Positive Sales Disruption & The Real Job of a Salesperson w/John Smibert

Max Traylor

Sales organizations have stopped educating salespeople, leaving them to fall short of what effective selling requires now. What are the new selling standards that people need to be trained to meet? What is the role of the salesperson in this new business environment? How can we disrupt sales in a positive way?

On this episode, I’m joined by sales expert, speaker, author, consultant, trainer, and content producer, John Smibert who shares how sales has changed, and what we need to be doing to raise the standards of the industry.

"The salesperson’s job is to help the customer through a thinking journey to a new way of thinking about their own business." -John Smibert
 

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Keenan on Gap Selling & Finding the Impact of a Buyer’s Problem

Max Traylor

Many salespeople fail to make real progress because they are selling at the wrong time and don’t have context about the problem they’re trying to solve. What is gap selling and how does it solve this challenge faced by sales professionals? Why is identifying the impact of a problem just as important as identifying the problem itself?

On this episode, I’m joined by Keenan, the CEO of A Sales Guy Consulting and author of Gap Selling, to talk about why sales needs to change and how to make it happen.

"If you’re going to sell, you might as well build your selling methodology on the concept of change and how people decide." -Keenan
 

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Persistent Focus & How to Set Yourself Up to Achieve w/Jim Cathcart

Max Traylor

Achieving anything significant requires persistence and intentionality.  Why is it then, that it is so easy for other things to take up our time and attention? How can we strongly focus on goals so that we can achieve them at a high level? What is the secret to actually achieving something, and why does it have more to do with who we are, not what we do? What mistakes are a lot of content creators making?

On this episode, legendary entrepreneur, top-rated national speaker and author, Jim Cathcart shares on his journey and why persistence played a huge role in his success.

"As optimistic as our society is, we still present limitations more than we present optimistic views toward possibilities." -Jim Cathcart  
 

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Sales Enablement & The Dangers of Taking Shortcuts w/Tamara Schenk

Max Traylor

Many organizations seem to be celebrating "wins" that are actually signs their sales performance is in danger. What are the symptoms of this problem, and what’s wrong with the way we’re making our numbers? What are the true objectives of sales enablement, and how do we pivot our effort towards them?

On this episode, I’m joined by Sales Enablement Leader and CSO Insights Research Director, Tamara Schenk, who shares on solving the challenges in sales enablement and why we need to take a buyer-first approach.

"It is highly critical to orchestrate sales in a way that meets the buyer’s expectations along the customer path." -Tamara Schenk  
 

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The Two Factors That Impact the Effectiveness of Sales Leadership w/Ken Thoreson

Max Traylor

The weak link in a lot of organizations is sales management. Guess what? More training isn't the answer. What are the shortcomings of sales management, and what are the two aspects that need to be considered? Why does sales management have to address the emotional aspects of leadership?

On this episode, author, consultant, sales management training expert, Ken Thoreson shares on the challenges sales management is facing, retirement, and building the business model that made it possible.

"The balance of emotion and process is what drives successful organizations." -Ken Thoreson

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