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

Ep. 8 How to Sell like a Startup Founder with Jeremy Diamond The Sales Conversation Podcast 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 pitch, how to communicate your "Grit", and advice for sellers in how to improve their selling conversations.

Ep. 7 How to harness the power of improv in your selling conversations The Sales Conversation Podcast 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– helping them improve communications, team cooperation, and innovation. He also works with sales teams on listening, accepting

Ep. 6 How to StorySell with Ed Bilat The Sales Conversation Podcast Episode Overview In this episode, we talk with Ed Bilat about how we can up our sales conversations by telling stories– what some refer to as "Story Selling". We are all humans at the end of the day, meaning that we live our lives through stories– stories we tell others, stories others tell us, and the stories we tell ourselves. The exciting thing about stories is they play a profound influence on our ability to persuade others.

Ep. 5 How to use video outreach to get the meeting with Chris Ortolano The Sales Conversation Podcast Episode Overview This episode features Chris Ortolano, a sales workflow consultant based in Portland, Oregon. He provides an outside perspective to help organizations address their weaker elements to accelerate their revenue cycle. He is a leader of his firm, Outbound Edge, and will speak about the power of video in sales outreach and how to drive buyer engagement. Episode Timestamps [1:30] How Chris became focused on helping sellers use video

Ep. 4 How to Get a Meeting with Anyone with Stu Heinecke The Sales Conversation Podcast Episode Overview Our guest, Stu Heinecke, is a master of getting a meeting with anyone. Stu is a Wall Street Journal Cartoonist, a hall of fame nominated marketer, and author of the book, How to Get a Meeting with Anyone. I know it can be frustrating trying to get meetings with key decision makers and buyers. Stu will share with us ways to focus on the right areas to up our percentage on