Author Archive:

Exploring the Mindset of High Performing B2B Sales Professionals with Jeff Haley

  This episode of the B2B Sales Show uncovers the hidden secrets of mindset on B2B sales performance.  Jeff Haley Director of Sales at Winmo discusses the significance of mindset on B2B performance, and provides listeners with a battle tested, practical formula for creating the right mindset to be the best B2B performer possible. So…

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Effective Multi-Threading to Increase Sales Success

  In a complex B2B deal there are multiple stakeholders, in order to see success and move your deal along correctly you need to contact multiple points of contact instead of just relying on one or two people who like you. In this episode of the B2B Sales Show Joe Caprio sits down with Peter…

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Making your Sales Messaging More Effective with Paul Salamanca

  Your company, product, or service might be so different from all the others out there. But if your sales messaging isn’t up to par — for example, if you’re relying on the same buzzwords that every other company is using — it will be difficult for your buyers to recognize how unique you really…

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Mentoring the Sales Force to Achieve their Career Potential with Jennifer Linehan

  You can’t always give your people a raise. And you can’t always give them the title they asked for. But through mentorship you can give them a path to those things. A mentor picks up where a manager leaves off. They go above and beyond, encouraging and pushing people, to help them reach their…

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Building A Sales Team From Scratch, Quickly. What Does it Take? with Sam Blond

  Take it from the professionals. In order to build a dynamite sales team, build it quickly, and built it from scratch, there are some things you have to do. What are they? Sam Blond has some ideas. It’s All About the People Invest EARLY and OFTEN In Sales Operations Do the same for SALES…

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The B2B Sales Show Featuring Co-Host Dave Currie of Winmo

  He’s held just about every role you can hold in the B2B world. He started as a BDR. Moved into a role as a sales rep. He was a manager, then a VP. He’s been a Revenue Officer, and a CMO. And now he’s the CEO of Winmo. Dave Currie has really done it…

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How to get from Website Copy to a Sales Engagement with Benny Rachamim

Most marketers know that buyers have changed. Today’s content has to be highly personalized, hence the massive investment companies have made in content marketing. But the reality is that most of that content never actually gets consumed. In this episode, we interview Benny Rachamim, VP Sales at Uberflip, about how every company has a content…

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The Makings of a Good Sales Leader: Focusing on the Important vs the Urgent with Ed Calnan and John Boucher

The Golden State Warriors are an insane basketball team. They were able to get an incredible amount of talent on one team. So of course they’re successful. Talent is what matters, right? What you don’t see behind the scenes is the unreal amount of data and analytics that goes into every aspect of their game.…

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Does Transparency Sell Better Than Perfection with Todd Caponi

  When Todd Caponi, author of The Transparency Sale, was with PowerReviews, the company did a B2C study that found this: A product that has a review score of between a 4.2 and a 4.5 converts at a higher rate than a product that’s a perfect five. It would seem that, at least when a…

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How to Create a Regular Rhythm of Coaching for your Sales Team with Vinay Ganti and Dan Hixson

Some sales teams aren’t even having one-to-ones yet. No, wait. Not “some.” Ready for the actual number?:  3% In this episode of the B2B Sales Show, guests Dan Hixson and Vinay Ganti share their research on how companies have generally done poorly in prioritizing the process of one-to-one coaching. Dan is the National Sales Director…

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