“Some of us have wondered how to become more efficient as salespeople while completing the many day-to-day tasks necessary that lead up to great sales conversations. If that describes you, then this episode is definitely worth your time.” Episode Overview In this episode, Bruce Scheer talks to David Guarino about the importance of learning to … Read more
Episode Overview This episode, “How to lead in the buyer journey with Next Steps,” featured Darrin Fleming, David Svigel, Principals at ROI-Selling and me – Bruce Scheer. The three of us have been helping sellers for years in having more concerted next step conversations that are useful in leading and supporting the buyer through the … Read more
Episode Overview In this episode, Tom Williams, co-founder, and CEO of DealPoint and I talk about taking a buyer-centric approach in influencing the buying process. Energy Being Wasted Energy is wasted not just on the seller side of the sales process but also on the buyer side. When you look at the US and global … Read more
Episode Overview This episode features Bernie Borges, Chief Marketing Officer at Vengreso. Vengreso’s focus is on helping organizations with their digital sales transformation. Bernie has been on this focus for longer than most and comes to the table as a top-class marketer who continues to be very relevant for sales. He carried a bag in … Read more
Episode Overview In this episode, Chris Orlob, Senior Director of Product Marketing Gong.io and I talk about what’s working and not working and CEO level sales conversations. Chris shares some surprising insights about how things change based on how high up in the organization you are having selling conversations – and how things should change … Read more
Episode Overview For this episode, I’m speaking with Andy Paul. We had the opportunity to meet in person at the sales enablement conference in Denver, thanks to Nancy Nardin, Founder of Smart Selling Tools, who made the introduction. Andy has several books out and has launched a new learning community for sellers and leaders called … Read more
Episode Overview In this episode, Cheryl Christiansen speaks with us about the importance of understanding your customer’s customer. Cheryl started her consulting practice Data2Develop after spending several years in sales-facing leadership positions with blue-chip brands including Oracle. We are both active members of the sales enablement society, and share some perspective on the importance of … Read more
Episode Overview I met Mark S.A. Smith on LinkedIn. He’s an avid writer with 14 books under his belt, and has years of experience working with executives. He’s a master at selling complex things as fast as they possibly can be sold. In this episode, Mark talks to us about an unusual topic – how to connect … Read more
Episode Overview This episode features yours truly, Bruce Scheer, being interviewed by A. Lee Judge and Dontaye Carter from Atlanta. They have a great show called the Business of Content Podcast. In this episode we will talk about the major pitfall sellers and marketers fall into – how they are leading with their “stuff” and … Read more
Episode Overview In this episode, Gerhard talks about how to listen more and sell more. It’s a fun episode that offers guidance on how to show up with a listening mindset and be present for the customer and ready to discuss the customer problem. Episode Timestamps [0:28] Gerhard Introduction Salespeople talk too much: Anxiety as … Read more
