Ep. 18 How to Lead in the Buyer Journey with Next Steps with Darrin Fleming and David Svigel The Sales Conversation Podcast 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 buying process. Specifically, we have partnered together to help clients with creating

Ep. 17 How to be Buyer-Centric in your Sales Process with Tom Williams The Sales Conversation Podcast 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 economy, the amount of time that's wasted on bad deals is just criminal. As for selling organizations,

Ep. 16 How to take advantage of Content for Sales with Bernie Borges The Sales Conversation Podcast 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 his personal sales career for ten years, and then switched over to the marketing side – so

Ep. 15 How to sell to CEOs and Senior Executives with Chris Orlob The Sales Conversation Podcast 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 to be more in-tune with senior business decision makers. The Study Says … for Executives … No

Ep. 14 How to go BALD and like it with Andy Paul The Sales Conversation Podcast 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 The Sales House. In this episode, Andy breaks down some essential learnings around his BALD framework. Humans are

Ep. 13 How to Understand Your Customer’s Customer with Cheryl McCurdy Christiansen The Sales Conversation Podcast 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 really understanding your customer and their business dynamics, starting with their customers. True Intimacy is Knowing Your Customer's

Ep. 12 How to Connect with Your Customers’ Career Goals with Mark S.A. Smith The Sales Conversation Podcast 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 with your customers' career goals. Why do we want to do this? Well as Mark breaks this

Ep. 11 How to Lead with a Theme versus Stuff with Bruce Scheer, A. Lee Judge, and Dontaye Carter The Sales Conversation Podcast 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 their "all about me" content as opposed to leading with a

Ep. 10 How to Listen More and Sell More with Gerhard Gschwandtner The Sales Conversation Podcast 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 a cause. The first rule for having a good conversation is to prepare yourself: Come in

Ep. 9 How to Sell Complex Solutions to Multiple Buyers with David Svigel The Sales Conversation Podcast 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 the business value proposition to targeted prospects. In this episode, David and I will talk about some