B2B EQ

Selling virtually is hard, but today’s guests literally wrote the book on how to do it. We have a special double feature episode this week with the co-authors of “How to sell virtually.” Our guests this week are none other than Sales Trainer & Coach at The Small Stuff - Susie Mathieson , and Sales Director at Sales Marvel - Keith Rozelle ! Keith and Susie join Host Tim Harris for an insight pa...

Not giving your new sales reps any goals for their first year may seem like a mistake, but it’s the secret to this brand's success. Our guest this week is a skilled manager who works to enable her team for success, and help them hit their targets. Please welcome to the show, Senior Vice President - Director of Sales Enablement at BOK Financial , Linda Marcum ! Linda sits down with Host Tim Harris...

Our guest this week is a seller who strives to establish sales as the greatest profession in the world. His experience is truly holistic, having held roles as a rep, a VP of Sales, and everything in between. Please welcome to the show, Host of Make It Happen Mondays and CEO of JB Sales , John Barrows! John joins Host Tim Harris to explore the landscape of sales, and share how leaders can best enab...

In a world of flashy new tools, leadership can often lose sight of what really makes a sales org excel: it’s people. We’re joined this week by a sales expert who wants to simplify the selling process, and help leadership build stronger teams. Our guest this week is Author of Six-Figure Sales Secrets and President and Founder of Venli Consulting Group , Marcus Chan ! Marcus sits down with Host Tim...

Businesses are expected to change, but are you helping your sales team change with you? Here to help you tackle change head on is a leader who balances strategy with operational execution. Our guest this week is VP and Head of Strategy and Growth, Digital Infrastructure at Hitachi Vantara , Simon Ninan ! Simon shares the mic with Tim Harris to explore the ways leadership should be effectively enab...

On this special episode of B2B EQ, we’ve compiled some highlights from past episodes around the topic of creating confidence in your buyers. Having a strong relationship where your buyer views you as a trusted partner is a crucial part of today’s sales landscape. In this episode we’ll show you how with clips from from Richard Harris : Founder of The Harris Consulting Group , Cassandra Anderson : V...

When it comes to enabling your sellers, it can be hard to know where to start. Fortunately, we’re joined by an enablement expert this week who has proven strategies for success. She has a unique understanding of the skills needed to close deals, and has firsthand experience as a seller. Joining the show this week is VP of Sales Enablement and Product Marketing at Co-op Solutions , Kasey Stinson !...

80% of all marketing majors go into sales roles, but paired with a lack of formal sales education, many graduates are left floundering. To discuss the future of sales education, we’re joined by someone who helps future sellers put theory into practice. Our guest this week is Associate Professor at Florida State University, Leff Bonney ! Leff and Tim sit down for a conversation on the challenges of...

In a market that is more competitive than ever, sellers are having a harder time standing out. Your new product isn’t as new anymore, and your buyers don’t want to deal with lengthy contracts. We’re joined this episode by a RevOps expert who wants to help you close deals faster by building the right relationships. Our guest this week is CRO of the Carabiner Group , Cliff Simon . Cliff and Tim Harr...

Your top rep crushes quota and has a great conversion rate, but when you put them in a leadership role their success seems to stagnate. Our guest this week is someone who helps bridge the experience gap between sales rep, and sales leader. She’s frequently billed as a Top Coach and a Top Woman in Sales, and is the Founder of the sales bar, and #girlsclub. Welcome to the show, Founder and President...

Joining us this week is a sales expert with over 25 years of experience in sales, marketing, and revenue operations. She is on a mission to build the foundation for sustainable growth through clean data, simple processes, and an optimized tech stack. As an expert in Cajun cuisine, she uses her recipes as a metaphor to add some spice to the sales process. Please welcome to the show, VP of RevOps at...

RevOps is a field that is hard to pin down, and selling to RevOps leaders presents a heightened challenge. Fortunately, we have the pleasure of being joined by a world class RevOps leader to help provide some clarity. She’s a household name in the RevOps community. Welcome to the show, Host of the Revenue Engine podcast, Founder and Chief Revenue Operations Officer at The RevOps Collective , Rosal...

Not having 5 star reviews, turning away leads, and telling prospective buyers the problems they might face with your solution seem like foolish mistakes for a business, but may actually be the key to your sales success. This week, we have the honor of being joined by a sales strategist with a focus on transparency. Please give a warm welcome to the Host of “ The Sales History Podcast ”, Author of...

If your B2B content strategy is boring your audience, it’s time to shake up your plan. Our guest this week is a media mastermind who wants to help you create better content that drives authentic connections. Please welcome to the show, 4x LinkedIn Top Sales Voice, Founder & CEO of Ascension Media Productions , Morgan J Ingram ! Morgan joins host Tim Harris to deliver a masterclass in content c...

It’s important to be empathetic to your buyer’s problems, but can being too empathetic hold you back? To help shine some light on the problem, we’re joined by a buyer enablement expert who knows how to get to the core of what a buyer needs. Our guest this week is Author of the book “Selling Is Hard. Buying Is Harder” and Founder and CEO of Consensus , Garin Hess ! Tim and Garin team up to explore...

LinkedIn is inundated with connection requests that seem genuine at first, but quickly turn into the dreaded “pitch slap”. To help you up your LinkedIn outreach, we’re featuring a skilled seller who excels at creating connections. He’s a sales savant who has been recognized as a 2022 LinkedIn top voice in Sales and 2x Top Salesforce Influencer. Welcome to the show, Founder and Host of The Sales Ev...

You’ve armed yourself with info, you ask all the right questions, but when you try to close the deal, it turns out something’s missing. To help sellers overcome this all too common problem, we turn to the advice of someone who occupies the upper echelon of sales. They are a Salesforce top sales influencer for 2023 who helps revenue leaders reach their aggressive growth goals. After pivoting from m...

With a 20+ year tenure in the technology industry, our guest is a seasoned seller who understands the ins and outs of the sales cycle. As a buyer herself, she blends her knowledge of both sides of the process to equip teams to sell like never before. Here to help you simplify your sales process by starting with the customer is the VP of Global Revenue Operations & Enablement at Optimove , Cass...

This week on B2B EQ we’re featuring an exceptional guest who balances growing both the bottom line and her team. She’s a skiller leader who is equally proficient in sales practices as she is dad jokes. Joining the show this episode is VP of Sales and Client Experience at ThreeFlow, Debra Senra ! Listen along to host Tim Harris and Debra as they dive into a captivating conversation about the import...

Vanilla is great in ice cream, but not so much in sales outreach strategies. Our guest on this week’s episode is here to help add some flavor to your sales processes. She's a highly recommended sales leader who got her start in sales selling girl scout cookies door to door. She redefines the way companies operate, and revamps sales teams to work smarter, not harder. Joining host Tim Harris this we...

Class is in session on this episode of B2B EQ! Our guest this week is a leader who enables teams to work at their best. He’s an EQ expert and veteran of the sales industry. Previously the VP of RevOps for a major telecommunications company, he spends his time teaching the next generation of sales professionals. Joining the show is Adjunct Instructor for the Fox School of Business at Temple Univers...

This week’s guest on B2B EQ is a sales savant with 20+ years of experience. He teaches sales reps how to earn the right to ask questions, which questions to ask, and when to ask them. He's the host of both the Surf and Sales Podcast and Sales Rants with Richard. Joining the show this week is Founder of The Harris Consulting Group Richard Harris ! Host Tim Harris sits down with Richard to dive into...

On this episode of B2B EQ, we’re joined by a revered keynote speaker and sales trainer who helps people bring out the best of their ability. He’s been recognized as a LinkedIn Top Voice in sales and a Salesforce Top Sales Influencer for 2021, 2022, and 2023. He’s authored 3 books, including “Everybody Works In Sales”. Welcome to the show, Managing Director at Everybody Works In Sales, Niraj Kapur...

On this episode of B2B EQ, our guest is someone who is extremely passionate about coaching, and helping sales professionals and leaders take their game to the 'next level'. He’s the host of The Midweek Midday Motivational Minute, the Author of “Jolt!”, and has been a Salesforce top voice in sales for the last 3 years. Welcome to the show, CEO of LLJR Enterprises, Larry Long Jr ! Larry and host Tim...

As B2B EQ hits our 10th episode, we’re honored to be joined by someone known to have the “biggest crystal ball in B2B sales”. He is the co-author of The Challenger Sale and The Challenger Customer. With nearly 20 years of experience at CEB and Gartner, he’s seen the ins and outs of the industry. Today’s guest is the Global Head of Research, Advisory, and Communities at Ecosystems, Brent Adamson ....