Future-Proof Selling

Future-Proof Selling

A must-listen for B2B sales and business leaders, where Steven Norman discusses today’s world-class B2B sales strategies with global sales thought leaders, frontline sales professionals, coaches, Entrepreneurs, and industry influencers. Sales and buying have both dramatically changed... have you kept up the pace?

Episodes

September 4, 2022 28 min

Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts, 

And also Founder of Kiinetics. 

Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. 

Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and hea...

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Andy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. 

Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and servi...

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Patrick Baynes is CEO of Nerdwise who helps sales teams “Sell More Wisely.” Nerdwise is an  all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities.

Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tec...

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Nicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program. 

 

Nicolas has 15 years’ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development.

 

Specialising in business development, international sales, channel man...

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For the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual.

Chris fully believes that the most powerful part of any software system is the human being that we inappropr...

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Joseph Fung is a graduate of the University of Waterloo’s Computer Engineering program, and is a very successful five-times tech company Founder and CEO. Joseph is passionate about Helping technology businesses hire sales professionals who deliver from day one. 

His company Uvaro, is a tech sales career accelerator. Helping kickstart careers in Tech Sales across North America.

Sister company Kiite is a sales enablement platform off...

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World renowned Corporate Storyteller and Pitch Alchemist Donna Griffit has helped over 1000 startups, corporates and investors raise hundreds of millions of dollars and accelerate their sales with a personal touch and unmatched messaging savvy, in any industry, at any phase.

“The hardest thing for a company is to explain to people what they do and why it matters. I see startups spending tens of hours – if not weeks and months – str...

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Scott Leese is one of the top startup sales leaders in the US. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales.

Scott Leese Consulting was founded with a concentration on com...

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Kasey is a personal branding authority and growth strategy coach who helps Founders harness the power of what makes them unique, in order to build high growth businesses with impact. 

Her expertise is in early-stage growth strategy, demand generation, personal brand growth and relationship building at scale. Attract ideal customers, impress potential investors, and connect with other industry influencers.

Kasey began her affinity f...

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Adam Rubenstein is a serial entrepreneur, salesman, and sales manager. As an entrepreneur, he has centered all of his businesses around sales. While he will always use CRMs he wanted a better way to capture what matters most in sales — the human interactions. The conversations, the phone calls, the lunches.

 

Adam is Co-Founder and CEO of Traq365. A company that leverages AI to effortlessly convert sales conversations into objectiv...

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Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board Member at consumer goods, industrial products, and services firms. 

He has written for numerous publications, and is the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of ...

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David Ledgerwood is Managing Partner of Add1Zero, who provide lead-to-close sales execution for B2B tech-enabled services companies ready to leap from 6 to 7 digits of revenue.

His career sales have topped US $40M, with an average deal size in excess of $150,000. David has sold software and services for more than a decade and helped several companies grow into the mid-7 figures.

David headed up Sales and Services for Gun.io for thr...

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John Smibert is a B2B Sales Specialist, Change Agent, Challenger, Coach, Trainer and Speaker. John has led sales teams to success for over 20 years. He achieved 25 annual Sales clubs with IT Multinationals selling to large banks, telcos, Federal & State Government and the manufacturing industry.

“I work with companies who recognise the old way they sell is no longer effective and they are seeking to transform to new, more produ...

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Robert Danger Workman is a 40-year veteran in face-to-face, day-in and day-out selling. He has published numerous sales training/human development programs and spoken to thousands of sales reps nationwide and internationally.

His consistent track record as #1 in sales includes Top Producer titles from companies with 800, 300 and 100 reps, but also includes being fired while producing consistent superlative results – for making too ...

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Celebrating the 100th Episode of The Future-Proof Selling Podcast!!!

Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “Tech Powered Sales”, wh...

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Stu Heinecke is a hall-of-fame nominated marketer, famous Wall Street Journal cartoonist, bestselling business author and the father of contact marketing. His Book “How to Get a Meeting with Anyone” was a huge hit, and more recently he has released a book called “Get the Meeting.”

Contact marketing is a fusion of marketing and selling in which bold and original forms of marketing are used in support of high-level sales approaches t...

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Karen Tisdell is ranked one of the top LinkedIn Trainers across Asia Pacific in 2018 and 2019. Karen began writing LinkedIn profiles in 2009, facilitating LinkedIn strategy sessions on how to reposition your career and attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint and attract and retain clients.

Key Points of our Discussion

  • The Edelman Trust Barometer
  • Profile w...
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    Scott Milener is Founder and CEO of IntroSnap, an innovative company with a unique slant on helping sales teams and individuals get in touch with influencers, and targeted prospects that are otherwise difficult to reach. Scott and his team started IntroSnap to enable professionals to connect in a more effective and personal way, while being a force for good in the world.

    Scott and his associates have been in Senior Sales roles in t...

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    Sam Capra is a sales student who has worked in the B2B sales space for 20+ years in various sales roles as a contributor, leader and trainer. Sam's experience spans across various industries from Industrial early in his career, to SaaS the past 10+ years working with Startups to Enterprise level organisations. Sam currently leads sales efforts for flexEngage, an innovative SaaS company out of Orlando, FL.

    Sam decided to...

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    Joe Paranteau is a practicing Sales Director for Microsoft where he has held positions for over 17years. A keynote speaker, coach and sales thought leader, Joe has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses. 

    Within a five year span, he sold more than $1B in revenue, which motivated him to share his insights. 

    In his first book, Billion Dollar Sales Secrets, he shares fifteen ...

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