Ep. 24 How to Improve Yourself Through Coaching with Danny Brown The Sales Conversation Podcast "When it comes to learning as a salesperson, one essential function is opening up to coaching and feedback. This episode looks at why professional feedback matters and what you can do to become open to self-improvement." Episode Overview In this episode, Bruce Scheer talks to Danny Brown about how seeking coaching and feedback can lead to more effective sales and stronger professional relationships. Danny is the Head of Business Development and Alliances at SherWeb,

Ep. 23 How to Understand Yourself and Connect with Buyers with Casey Murray The Sales Conversation Podcast "Contrary to popular belief, being a good salesperson isn't just about the customer. It's also about having a better understanding of yourself."   Episode Overview In this episode, Bruce Scheer talks to Casey Murray about the role of self-awareness in improving your connection to buyers. Casey is the President of The Virtual CRO and a sales coach who works directly with business-to-business (B2B) companies and their sales teams to improve their sales

Ep. 22 How to Take the Cold Out of the Cold Call with Sam Richter The Sales Conversation Podcast “Every salesperson worries about their strategies becoming stale, especially when approaching buyers for the first time. If you wonder how you can approach cold calls and meetings with a fresh mindset, then this episode is for you.”   Episode Overview In this episode, Bruce Scheer talks to Sam Richter about the importance of research for improving the quality of your sales calls and meetings. Sam is the founder and CEO

Ep. 21 How to Engage Your Customer with Your Personal Story with Mike Adams The Sales Conversation Podcast “Stories are a fundamental part of who we are, but sometimes salespeople are reluctant to include them in their sales strategies. In this episode, we explore why personal stories are essential to your sales approach.”   Episode Overview In this episode, Bruce Scheer talks to Mike Adams about how to use your personal story to create meaningful connections with buyers and open the door to a sales friendship. Mike is the

Ep. 20 How to Help Your Customer See the Business Value of Change with Darrell Amy The Sales Conversation Podcast "Sometimes a sales conversation can feel like we're speaking different languages. If you've ever had that experience, you may benefit from this week's podcast on the importance of business knowledge to every sale."   Episode Overview In this episode, Bruce Scheer talks to Darrell Amy about the importance of learning to manage and focus your time to become a more productive and valuable seller. Darrell is the founder and

Ep. 19 How to Optimize Your Time to Maximize Your Value as a Seller for Yourself, Your Company and Your Customer The Sales Conversation Podcast "Some of us have wondered how to become more efficient as salespeople while completing the many day-to-day tasks necessary that lead up to great sales conversations. If that describes you, then this episode is definitely worth your time." Episode Overview In this episode, Bruce Scheer talks to David Guarino about the importance of learning to manage and focus your time to become a more

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