Podcast

Ep. 16 How to take advantage of Content for Sales with Bernie Borges

Person taking sales notes in a leather notebook

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

Ep. 15 How to sell to CEOs and Senior Executives with Chris Orlob

Person speaking from their desk

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

Ep. 14 How to go BALD and like it with Andy Paul

B.A.L.D. overlaid on top of two people having a conversation

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

Ep. 13 How to Understand Your Customer’s Customer with Cheryl McCurdy Christiansen

Image of two people interviewing/discussing with another person across the table

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

Ep. 12 How to Connect with Your Customers’ Career Goals with Mark S.A. Smith

four people hold up a trophy

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

Ep. 11 How to Lead with a Theme versus Stuff with Bruce Scheer, A. Lee Judge, and Dontaye Carter

Image of food carts compared to a backyard party

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

Ep. 10 How to Listen More and Sell More with Gerhard Gschwandtner

Person being interviewed

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

Ep. 9 How to Sell Complex Solutions to Multiple Buyers with David Svigel

Someone playing chess

Episode Overview This episode features David Svigel, the co-founder of ROI-Selling.com. He’s been a close friend and business partner of mine for over a decade. We’ve tag teamed on several successful client engagements where the b2b client wanted to up their game in value selling – and that meant being able to communicate and quantify … Read more

Ep. 8 How to Sell like a Startup Founder with Jeremy Diamond

a hand reaching for a handshake

Episode Overview This episode features Jeremy Diamond, founder of the blog Startup Deck Review, which is dedicated to studying startup pitch decks. He has a rich media background and is an MBA graduate from the University of Washington Foster School of Business. In this episode we will be covering 3 key factors in a winning … Read more

Ep. 7 How to harness the power of improv in your selling conversations

two people having a discussion

Episode Overview In this episode, we are speaking with Andrew McMasters. Originally from Philadelphia, he’s an actor who’s been working in Seattle for over 30 years. He started Jet City Improv back in 1992 and left that company back in October 2017 after 25 years. For the last 10 years, he’s been working with organizations– … Read more

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