Adam is the Buyer Enablement Director for The Access Group, a role which combines Pre-Sales, Sales Enablement, Bid Management and their internal Sales Academy.How often do you see business titles including buyer enablement? Not often, because

Matt Dixon - Customer Inaction and Indecision, The JOLT Effect

Apr 12th, 2022 32m 25s

Matt Dixon is a Founding Partner at DCM Insights, if his name rings a bell it’s because Matt co-authored The Challenger Sale and The Challenger Customer.Both books are globally renown and have had a big impact and influence on the sales indust

David Brock - Buyers need to be digitally led and sales supported

Nov 8th, 2021 26m 25s

David Brock is the Founder and CEO of Partners in EXCELLENCE (a global business consulting company), an author, renown expert in complex and enterprise sales, and writer of one of the best sales blogs.In this episode David gives us the heads u

Jerich Beason - An exec buyer who engages with salespeople

Oct 11th, 2021 30m 57s

Jerich is a Chief Information Security Officer in what he calls a 6,000 person start-up, two years ago he was working for a 100,000 employee Fortune 500 company.In his exec decision making roles he chooses to engage with salespeople on a weekl

David Priemer - Sell the way you buy

Jul 10th, 2020 41m 58s

David is my new favourite Canadian and we hit it off immediately, but you don’t care about a couple of sales geeks having fun chewing the fat, you want to know why you should listen.The simple answer is I read his book ‘Sell the way you buy’ t

Adele Revelle - Relevant Buyer Personas, but not as you know them!

Feb 26th, 2020 40m 55s

Ask a B2B salesperson what they think about buyer personas and in most cases, they'll be dismissive of their relevance.How does a semi-fictional profile of their ideal customer based on predictable demographics help them? Well, they don't.The

Wayne Cerullo - What's the point of Win-Loss analysis?

Feb 18th, 2020 43m 43s

More salespeople than ever before are failing to achieve quota.More opportunities than ever before are ending in a no-decision outcome.Why do we win or lose deals, or why do prospects end up doing nothing and retain the status quo?Important

Tom Williams & Tom Saine - Buyer centered selling

Jan 8th, 2020 35m 18s

Following the success of their first book, 'The Sellers Challenge' the authors Tom Williams & Tom Saine of Strategic Dynamics Inc. have teamed up once again to pen 'Buyer Centered Selling' . Their timing is perfect as sales teams are strugglin

Jens Hentschel - Working with procurement!

Dec 5th, 2019 39m 57s

Don't think of procurement as the 'dark side', Procurement expert Jens Hentschel tells us we should think of them as the 'bright side'.Salespeople avoid engaging with anyone in procurement as they see them as a threat or someone that could scu

Joe McFadden - An executive decision maker

Oct 29th, 2019 39m 55s

Our first ever podcast is with Joe McFadden who was CTO at the Royal Opera House in London. Joe shares his thoughts and experiences as a senior decision maker within the buyer committee.We discuss a bunch of important areas for the buyer/selle

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