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Selling is Solving
After eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm. The senior partner initiated discussions with clients that demonstrate the...
Use this simple rule to win more deals
Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive,...
Leading Growth: How to modernize your sales team
Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. They just don’t work anymore. “Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.” Alvin Toffler, who wrote The...
If your sales process is all in the CEOs head, you can’t scale!
Jake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. And yes, it did take 10 years to get it right. It’s great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that...
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...