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Hear how Matt Fok grew his company leveraging existing customers
Matt Fok came up with his idea for eZ-Xpo, before the pandemic. He thought, what if you could continue the dialogue started at conferences virtually? Since his company was already selling an eLearning platform, he simply went to his existing customers to validate...
Is B2B Buyer Confidence Stalling Your Deals?
My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. The three factors eroding confidence are complexity,...
Founder-Led Sales Startup: Tips and Tricks After 8 Years of Selling with Karen Frame
My guest today on this episode of Sales Talk For CEOs is Karen Frame whose company Makeena, is on a mission to help people live healthier lives on a cleaner planet. She talks about the advantages of having a founder-led sales organization. [tweet_box...
Sales Talk for CEOs: Building A Revenue Team in 2022 with Arman Eshraghi
Arman Eshraghi can teach us something about building sales teams from scratch. He is, after all, on his fourth startup Qrvey. So, what has he learned from one startup to the next? What has he changed and what stayed the same? One constant that remains true for...
Why CEOs Should Care about Starting a Digital Conversation with Expert Tim Hughes (S3:Ep13)
The world of selling has irrevocably changed. Buyers no longer want to be sold to and especially not as a result of a cold call. They want to get to know a company by getting to know and trust the people who work there. Starting digital conversations is the first...
Sales Talk for CEOs: A Return to Cold Calling with Chris Beall (S3:E12)
My next guest is Chris Beall, CEO of ConnectAndSell, Inc. who is a case study in drinking your own champagne. He is here to talk about using his own platform to build his business and the breakthroughs that he discovered to make the platform more effective for him...
Sales Talk for CEOs: A Founder-Led Sales Organization with Usman Sheikh (S3:E11)
So many founders make it their goal to get out of the sales role as they scale. “I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman...
Sales Talk for CEOs: Value Propositions That Sell with Expert Lisa Dennis (S3:E10)
Is your sales team using a value proposition that is irrelevant to your buyers leaving them to connect the dots? Take a look at the value proposition that your Go To Market Teams are using to make sure they are relevant. As CEO, you are the only one who can...
Sales Talk for CEOs: A 30 Year Perspective on Scaling a Startup with Doug Frazier (S3:E9)
Most startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it's impossible to grow beyond the startup phase if...
Sales Talk for CEOs: A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart (S3:E8)
Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success? I’ve worked with many companies who sell through the channel and...
