116 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

    • Business
    • 5.0 • 47 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?

    Sales Hiring in a Candidates' Market with Dan Kijewski

    Sales Hiring in a Candidates' Market with Dan Kijewski

    Dan Kijewski is Senior Director of Enterprise and Staffing Sales at Talent.com - a leader in the recruitment advertising and technology space. He is responsible for sales strategy, strategic planning, recruitment, marketing, product, and all activities required to grow the US Enterprise and Staffing team into a $25m+ business over the next 12months.
    Dan has 20+ years of sales experience, coupled with his recruitment expertise and deep knowledge of the current market. Dan shares his valuable insight on hiring sales talent in a candidate’s market, and how both employers and candidates should approach recruitment processes in order to have the best outcomes for all involved. 
    “Small and Medium Sized Businesses especially (SMBs) need a plan to have a consistent pipeline of candidates at their disposal. In the current candidate market, they need to be prepared to lose people as well as learn how to bring on new candidates faster and expect these hiring challenges to continue for the foreseeable future.” - Dan Kijewski 
    Key Points of our Discussion
    Handling recruitment in a candidate's market The impact on HR leaders Culture and mental health focus The shift in how leaders need to treat their team Sales hiring and interview processes Key indicators (and red flags) to look for in an interview Customer success strategies To connect with Dan, you can find him here on LinkedIn
    Find More on Talent.com here

    • 25 min
    Developing The Sales Process For Founders with Brendan McAdams

    Developing The Sales Process For Founders with Brendan McAdams

    Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts, 
    And also Founder of Kiinetics. 
    Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. 
    Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets.
    Over the last 10+ years, Brendan has helped dozens of founders recognise, attack and overcome the very common challenges unique to early-stage startups:
    Fear of rejection Dealing with competing responsibilities Handling proposals and customer negotiations Managing the revenue expectations typical of an evolving product roadmap Navigating the complexities of developing a repeatable (and standardized) implementation and successful onboarding process Brendan has also written a book on sales fundamentals, SALES CRAFT, that outlines 50 fundamental sales skills, practices and ideas that every sales professional should consider as they work to improve their sales effectiveness.
    Key Points of our Discussion
    Why Founders “fear” the sales function  Key challenges for early stage startups Narrowing your ICP before building out the product The unique and powerful position of the Founder The importance of a good system and process Getting into the “expert mindset” Learning to say “no” to a potential customer Brendan’s sales accelerator program To connect with, and learn more about Brendan you can find him here on LinkedIn
    Discover more about his offerings at Kiinetics.com

    • 28 min
    Sell Without Selling Out with Andy Paul

    Sell Without Selling Out with Andy Paul

    Andy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. 
    Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company.
    Andy is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and more than 170,000 people have signed up to follow the knowledge he shares. His hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.
    Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". 
    As a bit of an introvert, Andy was not your typical salesperson. His first employer didn’t think he’d ever succeed because they believed he was “too analytical.”
    It’s his different approach to sales that inspired his new book “Sell Without Selling Out.” A proven framework to increase win rates and shorten decision cycles without the salesy behaviours that buyers hate.
    Key Points of our Discussion
    Are salespeople getting better at selling? Or perhaps worse Ask better questions and make deeper connections Selling out vs “selling in” The four pillars of “selling in” How we should view and approach our careers in sales What type of seller is really going to make it big? Could processes and playbooks be a constraint?  Properly understanding the purpose and power of discovery The power of small talk The real meaning of providing value To connect with, and learn more about Andy you can find him here on LinkedIn
    Discover more about his offerings and his new book “Sell Without Selling Out” at andypaul.com

    • 33 min
    Accelerate Each Stage of the Buying Process with Patrick Baynes

    Accelerate Each Stage of the Buying Process with Patrick Baynes

    Patrick Baynes is CEO of Nerdwise who helps sales teams “Sell More Wisely.” Nerdwise is an  all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities.
    Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tech, Reflective Energy, Lynk Capital Markets, TechAdvisors and hundreds more.
    Patrick has been in the tech space for a long time, working at LinkedIn was his first job out of school and the perfect launch pad into the internet and software space. He was once told that if he was sliced open to see what he was made of, it would mostly be LinkedIn DNA.
    Following LinkedIn, Patrick co-founded PeopleLinx, the first employee-based social marketing solution for LinkedIn. The company was acquired in 2015 by Frontline.
    We discuss how companies can work smarter and grow faster by leveraging the latest marketing systems, technologies and best practices.
    Key Points of our Discussion
    The challenges of choosing the right tools  Bringing sales and marketing together  Introducing new tools to help productivity Nailing the foundation of your processes Correct targeting and outcome-driven messaging  Email Sequencing and automation Managing our conversion rates once we win a meeting with a prospect Reviewing and removing any unnecessary steps in your process Nerdwise services and software for sales teams To connect with, and learn more about Patrick you can find him here on LinkedIn
    And learn more about Nerdwise software and services here

    • 24 min
    Applying Sports Coaching and Training Principles to Sales

    Applying Sports Coaching and Training Principles to Sales

    Nicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program. 
     
    Nicolas has 15 years’ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development.
     
    Specialising in business development, international sales, channel management
    account management, product marketing and sales strategy. 
     
    ….Helping SMBs of any industry close more deals 🔥
     
    Motivation and team spirit are at the heart of his philosophy. Nicolas has more than 10 years of experience in international sales in different sectors: telecoms, sport and operational oceanography (Yes, it exists!).
     
    If you don't like CRM’s or still use Spreadsheet to manage your leads, go check and test noCRM.io and get support from Nicolas and his team to step-up your sales results.
    Key Points of our Discussion
    Finding the right mindset for growth and resilience Dedication and training like a sportsperson in sales The power of peer-to-peer team development Remote, and international team management Building a strong team spirit in sales  Delivering feedback with positive intent Closing and the importance of customer success The customer acquisition process at noCRM.io Team onboarding process and the “Sales Notion” The sportsperson mindset and soft-skill set To connect with, and learn more about Nicolas, you can find him here on LinkedIn

    • 26 min
    Advanced Outbound Calling Techniques with Chris Beall

    Advanced Outbound Calling Techniques with Chris Beall

    For the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual.
    Chris fully believes that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well in order to free up human potential.
    The reality of serial dialing is that the average person can’t make more than 75-100 outbound dials a day to their intended targets, which may result in 6-8 conversations with decision-makers.
    ConnectAndSell can make that same number of dials in less than an hour. The result? Within 2-5 minutes ConnectAndSell allows you to speak with one of your intended targets: Conversations On Demand.
    Since 2007 ConnectAndSell has helped sales representatives at nearly 1000 companies, including hundreds of technology startups and several Fortune 500 companies, overcome the challenges of getting people on the phone. 
    Chris’s solution helps companies grow their revenues faster than it’s practical to grow their sales teams, by allowing existing reps to have more sales conversations in 90 minutes than they would otherwise achieve in an entire week.
    Key Points of our Discussion
    The problems faced in outbound prospecting Calls vs Emails Manufacturing trust using the human voice The danger of top talent leaving if pushed too hard The importance of organic growth in sales capability Chris shares how Connect And Sell is working within his own team How to handle the “Ambush” feeling of cold calling Chris gives some great live examples of cold calling techniques
    To connect with, and learn more about Chris you can find him here on LinkedIn and learn more about the power of Connect and Sell

    • 34 min

Customer Reviews

5.0 out of 5
47 Ratings

47 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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