The Selling Well

Are your sales demos causing more confusion than conversion? In this episode of ITF Office Hours, Mark Cox and Dave Hanley dive into the trenches of B2B sales to help you stop wasting time and start closing the right deals. We're breaking down actionable strategies to turn your product demos into high-impact conversations, how to coach your SDRs to identify your ideal customer profile, and the art...

In the age of AI, how do you future-proof your sales career? In this episode, Mark Cox and The Delusional Founder author Dave Hanley tackle the pressing questions currently hitting our digital mailbag.   We break down how to stop viewing AI as a replacement and start using it as your ultimate sales assistant. We also dive into actionable strategies for two of the toughest hurdles in sales: Ending...

When a company is not growing, it is not only because of the shortcomings of its sales team. Sometimes, your entire sales management is unaligned with the strategies your salespeople are executing. Mark Cox, together with guest co-host Mike Sparling , sits down with Frank Cespedes , a senior lecturer at Harvard University and the author of six fantastic books, who explains how to realign your sale...

Are your sales reps stuck chasing "pipe dreams" while the real deals slip through the cracks? In our latest episode of In The Funnel, we are launching a brand-new format: ITF Office Hours. Joining me is special guest Dave Hanley —author of The Delusional Founder and a veteran who has exited three technology companies at eight-figure valuations.   In this session, we tackle the toughest questions f...

The real problem in sales is not in the buyer's trust in a supplier, but their confidence in themselves to make a sound purchasing decision. With the usual buying journey extremely messy and complicated, world-renowned B2B sales researcher Brent Adamson offers a solution: the Framemaking Sale. He joins Mark Cox and guest co-host Mike Sparling to discuss how to make a drastic shift in sales focus,...

Stuck on the sales treadmill using outdated tactics while buyers cut through the noise? The rules are changing fast—AI is raising the bar on what "good" looks like. In this episode, Dr. Philip Squire and Mike Sparling break down new research on how buyers want to be sold in 2026. You'll learn why sales success is now a values problem—not a technique problem—and how to master authenticity, client-c...

Is artificial intelligence a threat to the personal touch of professional sales, or the ultimate tool for execution? In this episode, Mike Sparling joins the conversation to dive deep into the intersection of AI and modern sales strategy. Discover why simply having a strategy isn't enough—you need the resources and mechanisms to drive real success at every individual sales touchpoint. Learn how gr...

Sales training is often ineffective without strategic leadership and broader organizational support. Mark Cox sits down with Scott Edinger , CEO of Edinger Consulting, who shares how he successfully drives sales by becoming a strategic growth leader. He presents his Five Flags Start framework to elevate your sales approaches, create value that goes beyond tangible products, and achieve your very o...

Building genuine connections is the key to "selling from the heart," a strategy that transcends mere transactions and fosters lasting relationships in today's challenging trust landscape. In this episode, Larry Levine , author of "Selling from the Heart" and "Selling in a Post-Trust World," joins us to explore how authenticity fuels successful sales. Larry, with his extensive experience in the off...

Building B2B relationships is one of the most important lifelines of any business. If you do not connect with the right businesses and maintain long-lasting partnerships, your very own venture is doomed to fail. Dr. Ryan O'Sullivan , Global Account Manager at Introhive , is here to discuss how to create B2B relationships that lead to growth and success. Joining Mark Cox, he discusses his seven-yea...

Sometimes, the loudest messages are conveyed without using any words at all. Mark Cox chats with communication expert Dr. Nick Morgan about the subtle science of power cues and how they play out in the world of sales. In this episode, he explains how facial gestures, body language, and vocal cords override even conscious communication. He breaks down several tips for self-awareness and mastering n...

Even though sales are mainly about driving revenue and putting up the right numbers, one element must not be forgotten: the needs and interests of the customers themselves. Executive coach Lisa McLeod is here to discuss why businesses should embrace the noble purpose of providing a positive impact to everyone. Sitting down with Mark Cox, she explains why they should never see their target market a...

Ready to master sales training and elevate client conversations? In this episode, we explore how preparation, planning, and confidence drive successful sales with sales relationship coach  Jason Cooper . Learn to step outside your comfort zone, build instant rapport, and tap into the unconscious triggers shaping buyer perceptions. Discover how top sales leaders blend authenticity with strategy, us...

If you're looking for a book that will truly transform your approach to success, then join Mark Cox as he sits down with Bob Burg , co-author of the transformative bestseller, The Go-Giver . They explore how shifting your focus from "receiving" to "giving" can revolutionize your life and career. Bob shares his journey from sports broadcasting to sales, revealing the pivotal moment he discovered th...

Building trust, navigating cultural nuances, and mastering European sales requires more than just traditional strategies. Mark Cox is joined by Domenico Le Pera, a sales leader with years of experience across European markets, to discuss what it takes to master the unique dynamics of selling in Europe. Together, they dive into the differences between North American and European approaches, the imp...

Comedy writing can be a secret weapon for revenue teams who want to be more engaging. In this episode, Mark Cox welcomes stand-up comedian Jon Selig , who created Comedy Writing for Revenue Teams, to share his secrets to using humor effectively. Jon, a former enterprise tech salesperson turned comedian, reveals the surprising parallels between stand-up and sales and how laughter builds trust and d...

Social selling isn't just a buzzword—it's a game-changing approach to building trust, standing out, and creating meaningful relationships in today's digital world. In this thought-provoking conversation, Mark Cox welcomes Adam Gray, a leading expert in social selling and co-author of two groundbreaking books on the topic. Together, they dive into what makes social media a powerful tool for connect...

Unleash your inner confidence with Mark Cox and Margo McClimans , founder of Coaching Without Borders and author of The Four Channels of Confidence , as Margo shares powerful ways to help us overcome self-doubt and embrace our true potential. Margo breaks down the four channels and offers practical tips and insights on mastering each. Don't let self-doubt hold you back any longer! Start living you...

Skillful asking is more than just posing questions; it's a powerful approach to unlock deeper insights and foster genuine connections. Jeff Wetzler , author of Ask: Tap Into the Hidden Wisdom of the People Around You , joins Mark Cox to explore the art and science of asking the right questions. Jeff shares his five-step "Ask" framework, drawing on his extensive experience in management consulting...

Scaling a BDR team comes with a long list of challenges, but Camilo Silva pulled off something unexpected – he scaled his own team from zero to more than 50 people after getting back to the game in just 15 months. In this conversation with Mark Cox, the Vice President of Sales & Business Development of Info-Tech Research Group shares his secrets in hiring individuals with curiosity, coachability,...

The $100M journey is a testament to the power of persistence and vision in achieving extraordinary success. Join Mark Cox as he sits down with John St. Pierre , author of The $100M Journey . John shares his inspiring journey from college student to successful entrepreneur in this insightful conversation. Discover the secrets behind his success, including valuable lessons on building and scaling bu...

Join host Mark Cox and sales expert Mark Hunter as they dive deep into the future of selling in 2025! This dynamic episode explores how to create business, build trust, and leverage AI for stronger customer relationships. Hunter emphasizes the importance of outbound prospecting, deepening the discovery process, and becoming a trusted advisor to your clients. He shares actionable strategies to de-e...

Many businesses are doomed to fail because they focus too much on developing a strong brand but blatantly ignore the customers' buying journey. Without understanding their behaviors, needs, and interests, there will be a huge disconnect that could lead to huge losses. Mark Cox sits down with Matt Heinz, President and Founder of Heinz Marketing , to discuss the right way to build trust and credibil...

Feeling overwhelmed by the relentless pace of modern life? A Minute to Think by Juliet Funt offers a refreshing antidote, providing practical strategies to reclaim your time, reduce stress, and boost productivity. In this episode, Mark Cox welcomes Juliet to discuss the pervasive culture of busyness in the corporate world and the importance of creating space for reflection and intentional planning...

Selling Your Way IN isn't just a book; it's a roadmap to sales success. Join Kristie K. Jones , the author, and Mark Cox for an insightful conversation about her journey and her passion for empowering others to succeed in sales. With a wealth of experience working with early-stage startups, Kristie delves into the complexities of the modern sales landscape. She explores the dual nature of sales ch...