71 episodes

A must-listen for B2B sales and business leaders, where Steven Norman discusses today’s world-class B2B sales strategies with global sales thought leaders, frontline sales professionals, coaches, Entrepreneurs, and industry influencers. Sales and buying have both dramatically changed... have you kept up the pace?

Future-Proof Selling Steven Norman : Author, Keynote Speaker & B2B Sales Consultant

    • Management
    • 5.0, 11 Ratings

A must-listen for B2B sales and business leaders, where Steven Norman discusses today’s world-class B2B sales strategies with global sales thought leaders, frontline sales professionals, coaches, Entrepreneurs, and industry influencers. Sales and buying have both dramatically changed... have you kept up the pace?

    Implementing the Sales Process with David Masover, Author & Sales Process expert.

    Implementing the Sales Process with David Masover, Author & Sales Process expert.

    David Masover is a global sales thought leader and sales process expert. He is also the author of several sales books. Today we discuss best practice in implementing a sales process.
    Some key points of our discussion:
    Getting field input into your sales process
    Involving other key stakeholders
    Process iteration and buy in
    Implementing new sales technology
    Sales coaching and reinforcement


    Check David and his company out here https://davidmasover.com/ or https://www.linkedin.com/in/masover/

    • 25 min
    Proposals that create impact and improve conversion with Mark Tanner, co-founder of Qwilr

    Proposals that create impact and improve conversion with Mark Tanner, co-founder of Qwilr

    Have you considered how important the presentation of a quote or proposal can be to a sale? Mark Tanner Co-Founder of Qwilr outlines the importance of the “engagement” phase in sales, and how you can improve conversion rates.

    Key points
    - How Qwilr has re-imagined proposals leveraging the cloud
    - The importance of the “engagement” phase in sales
    - Improving conversion rates
    - Reaching members of the buying committee
    - Interactive proposals to progress B2B deals
    Visit https://qwilr.com/ for

    • 37 min
    Sales Secrets: Relentless Activity with Bill Wooditch

    Sales Secrets: Relentless Activity with Bill Wooditch

    Bill Wooditch’s journey really began when he was a long-haired, beer-drinking failure. Crippled by fear, he couldn't seem to sell water to a dying man in the desert. His biggest fear of all was selling himself short and not living up to his full potential.

    By adjusting, adapting and mastering the art of authenticity, empathy, and relentless activity, he transformed fear from being his worst enemy, into his greatest secret weapon.

    • 28 min
    Achieving 60% prospecting response rates with Mark McInnes

    Achieving 60% prospecting response rates with Mark McInnes

    Mark McInnes is a prospecting expert and Australia's leading social seller. Achieveing 60% prospecting response rates consistently can sound like a “pipe dream.” But according to Mark it’s very reachable.

    -Designing the right outbound cadence
    -How often & which channels to use?
    -Targeting tech decision makers
    -Crafting the right messages
    -Mark’s 8 week prospecting plan
    -How Mark gets a 60% response rate
    -How to leverage “Public Signals”
    -Effectively researching prospects
    -Key outbound

    • 29 min
    Remote & Virtual Sales Management with Rene Zamora

    Remote & Virtual Sales Management with Rene Zamora

    Renee Zamora is a guru on virtual sales management and the author of Part Time Sales Management. He is the founder of Sales Manager Now, a virtual sales management practice supporting small business.

    We discuss:
    -How a good manager can insulate you from company challenges
    -The challenges small businesses have setting up their sales structure
    -The concept of virtual sales management
    -How virtual sales management works
    -The importance of building trust with your team
    -Top tips on working remotely

    • 26 min
    Getting customer attention with Bill Cates, author of Radical Relevance.

    Getting customer attention with Bill Cates, author of Radical Relevance.

    Bill Cates is the author of the new book Radical Relevance, a method for getting the attention of our prospects and customers.

    We discuss

    -The importance of narrowing your message.
    -The neuroscience of getting our customers attention.
    -The power of referrals.
    -The importance of getting an introduction not just a name.
    -A masterclass on the referral process.
    -How to write effective emails.

    Check Bill out at www.ReferralCoach.com and the book at https://www.thecatessystem.com/radical-relevance

    • 30 min

Customer Reviews

5.0 out of 5
11 Ratings

11 Ratings

KTisdellAmbrose ,

Top podcast for sales people

Always top quality guests on Steven’s show and I like how Steven always extracts the absolute best from them, asking insightful questions and narrowing in on their expertise. Great variety of sales topics too! Karen Tisdell, LinkedIn Trainer

Beezy023 ,

Very insightful

Steven and his guests awareness in the modern world of selling and management make this podcast well worth listening to.

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