The lack of relationships and human connection in sales is a pressing problem that explains the lack of trust people have toward salespeople. How can this issue be remedied and what can we do to raise the standards of sales? What is genuine purpose, and why is it a huge part of what can help us better align with customers? How do we put an end to robotic salespeople and start being driven by value? On this episode, author of Selling From the Heart, Larry Levine, shares what people are getting wrong about sales, and the corrective measures we can take. "When we bring our hearts and show that ...

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 ...

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 ...

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 ...

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 ...