Expert Tips & Actionable Insights

When it comes to business acumen, how well does yours measure up to a busy executive’s expectations? Do you have a firm grasp on their industry? Their specific business issues? Such deep understanding requires deep learning, and that requires deep research—and dedication to continuously build a knowledge base.

Setting yourself apart from your competitors should be one of the first things you do regardless of what you are selling. People always want to know how you’re different, especially if you charge a higher price point.

Too many sales executives get caught up in their Linkedin numbers, the followers, the contacts, the likes – but a network, like everything in sales, should be measured on its ability to produce results. To get the best results, to even perhaps get past the limits of the human brain and the Dunbar Number, there are three things a sales executive must be deliberate and consistent about with their Linkedin Network.

I was told by a friend recently it’s been scientifically proven that our concept of time speeds up as we age. I wonder if that is why it seems there are not enough hours in the day to get everything done including making sure I continually expand my mind.

Predicting the future is never easy, given conditions can shift and new disruptions emerge a moment’s notice. There are, however, some trends in sales that we expect to continue or gain momentum, including strong adoption of automated, artificial intelligence-based sales tools, the need for solid sales coaching, and a return to business communications basics.

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundamentally changed how most of us interact with customers and prospects — and the results weren’t always pretty.

GUEST: Geoff Atkinson, Founder and CEO of Huckabuy

GUESTS: Ken Grohe, President & Chief Revenue Officer at WekaIO

GUEST: Udi Ledergor, CMO of Gong.io

GUEST: Adam Springer, Founder at StartupSales

GUEST: Justin Hartanov, Chief Commercial Officer of Syndigo

GUEST: Josh Fonger, CEO of WTS Enterprises

GUEST: Gerald Zankl, CEO and Co-Founder of Kickscale

GUEST: David (Ledge) Ledgerwood, Co-Founder & Managing Partner at Add1Zero

GUEST: Darin Dawson, Co-Founder and President of BombBomb

GUEST: Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management

GUEST: Darin Dawson, Co-Founder and President of BombBomb

GUEST: Mike Pastore, Director of Custom Content at Technology Advice and Host of the B2B Nation Podcast

GUEST: Dr. Terry Wu, Owner of Neuromarketing Services

GUEST: Jessica Rhodes, Founder & Co-Owner at Interview Connections

GUEST: Carla Intal, Insights Analyst at LinkedIn

GUEST: Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse

GUEST: Mark Ebert, SVP at 6sense

GUEST: Nick Casale, Director of Sales at Sendoso

GUEST: Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU

GUESTS: Pablo Dominguez, Operating Partner of Sales and Customer Success at Insight Partners Matthew May, Senior Advisor at Insight Partners

GUEST: Stephen Denny, Managing Director at Denny Leinberger Strategy

GUEST: Mickie Kennedy, Founder & CEO of eReleases

GUEST: Kyle Duford, Executive Creative Director of The Brand Leader

GUEST: Todd Caponi, speaker, trainer, podcaster, coach, and author of The Transparent Sales Leader

GUEST: Seth Marrs, Research Director at Forrester

GUEST: Chester Santos, U.S. Memory Champion & Author of Mastering Memory

GUEST: Rene Zamora, President at Sales Manager Now

GUEST: Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of “What’s in the CARDS?”

GUEST: Robbie Traube, Chief Revenue Officer at Zuora

GUEST: Vanessa Judelman, Author, Leadership Coach and President of Mosaic People Development

GUEST: Julius Solaris, VP of Marketing Strategy, Events at Hopin

GUEST: Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates and Author of The Science of Customer Connections

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Michael Hubbard, Senior Vice President of Customer Success, Services and Support at Smartsheet

GUESTS: JP Clement at boomtime Word of Mouth Marketing

GUEST: Angeley Mullins, CMO & CGO at Latana Brand Tracking

GUEST: Todd Abbott EVP Corporate Development at Mediafly

GUEST: Mike Maynard, Owner of Napier Partnership Limited

GUEST: Erik Newton, VP of Marketing at Milestone

GUEST: Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies

GUEST: Sheila Kloefkorn, President and CEO of KEO Marketing

GUEST: Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More

GUEST: Chelsea Martin, Co-Owner of Noms Bake Shop

GUEST: Dr. Saksham Sharda, CIO and Creative Director at Outgrow.co

GUEST: Sebastien van Heyningen, President of Central Metric

GUESTS: Chris Smith, Chief Revenue Officer (CRO), and Matt Richards, Chief Marketing Officer (CMO) at Aqua Security

GUEST: Kristina Jaramillo, President at Personal ABM

GUESTS: Lisa Schnare, ValueSelling Managing Partner and Carlos Nouche, ValueSelling Associate and Visualize Vice President

GUEST: Allison Metcalfe, CRO at Demandbase

GUEST: Jill Rowley, GTM Advisor and Limited Partner at Stage 2 Capital

GUEST: Darrell Amy, Author of the Best-Selling Book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth

GUESTS: Mark Donnigan at d-launch

GUEST: Evan Knox, CMO at Caffeine Marketing

GUEST: Patrick Baynes, CEO of Nerdwise

GUEST: Roderick Jefferson, Vice President of Field Enablement, NETSKOPE

GUEST: Tony Guarnaccia, Founder and Owner at Results Trained

GUEST: Asa Hochhauser, VP of Sales for McGaw.io

GUEST: Ana Raynes, CEO at Simplified Impact

GUEST: Sarah Hicks, SDR Manager at Predictable Revenue

GUEST: James Scherer, VP of Growth at Codeless

GUEST: Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies

GUEST: Chris Dickey, Founder and CEO at Visably

GUEST: Dan Morris, Managing Partner of Mindracer Consulting

GUEST: Heenle Turner, Vice President of Content and Consulting at The ALL IN Company

GUEST: Moeed Amin, Director and Founder of Proverbial Door

GUEST: Nick Amabile, CEO at DAS42

GUEST: Jason Reichl, CEO of Go Nimbly

GUEST: Tim Parkin, President at Parkin Consulting

GUEST: Mary Shea, Global Innovation Evangelist at Outreach

GUEST: Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc

GUEST: Jim Benton, CEO at Chorus.ai

GUEST: John Kazarian, Founder and CEO of Accelevents

GUEST: Sean Doyle, CEO of Fitzmartin

GUEST: Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and author of Climbing the Right Mountain

GUEST: Mark Stouse, Chairman and Chief Executive Officer at Proof Analytics

GUEST: Dale Knipp, Strategic Account Leader at Synamedia

GUEST: Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top

GUEST: Kerry Cunningham, Senior Principal, Product Marketing at 6sense