The Selling Well

Offer value, invite engagement—that's the key to winning in sales. In this episode, Mark Cox sits down with David Newman , the author of Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees , to dive into the secrets behind his no-fluff, high-impact approach to sales. David's journey from a theater major struggling in New York to a successful consultant is...

The game of sales isn't just about closing deals—it's about guiding informed buyers to make confident decisions. In this episode, Victor Antonio reveals his journey from electrical engineering to sales and explores how today's sales landscape has evolved. With buyers now more knowledgeable than ever, the role of a salesperson has shifted from pitching products to providing expertise and clarity in...

In a world drowning in informati on, a curiosity culture is a lighthouse, guiding organizations towards uncharted territories of discovery and growth. In this episode, Mark Cox welcomes back Dr. Diane Hamilton to delve into her latest book, Curiosity Unleashed: Achieving Business Excellence by Challenging the Status Quo . Dr. Diane explores how cultivating a curiosity culture within organizations...

To achieve sustainable growth and customer loyalty, strategic account management is indispensable. In this episode, Mark Cox dives deep into the world of strategic account management with returning guest Lisa Magnuson , author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly . Lisa reflects on her LinkedIn Learning journey, where her courses on strategic sales have gained considera...

Stop "smoking hopium" and close more deals with N.E.A.T. Selling! If you are tired of deals stalling and feeling like you're stuck in a cycle of confirmation bias, this episode is for you. Richard Harris , author of The Seller's Journey , joins the show to debunk sales myths and equip you with practical tools. Discover the N.E.A.T. Selling Compass to identify true customer needs, quantify impact,...

The sales landscape is changing at breakneck speed. Sales transformation isn't a luxury; it's a necessity. This isn't just about buzzwords; it's about arming your sales team for success in the modern market. Join host Mark Cox as he unpacks the secrets of sales success with industry veteran Collin Mitchell . Collin talks about how his extensive experience and passion in professional sales translat...

Can professional B2B be outsourced? Mark Cox says yes, and he sits down with the person to prove it: Tammy Gillis, author of the book Room To Grow. Tammy explains how she developed a unique approach to mend the gap of B2B outsourcing, making it more targeted in addressing the client's needs in the most efficient ways possible. They discuss why sales are more than just transactions and sales talk,...

Struggling to capture attention in a world overflowing with information? This episode dives deep into the transformative power of curiosity in sales and beyond. Our guest, Dr. Diane Hamilton , the author of the acclaimed book " Cracking the Curiosity Code ," joins us to shed light on why curiosity is a superpower for salespeople and individuals alike. Dr. Hamilton dives deep into her insightful FA...

Feeling overwhelmed by negativity? Sales trainer and author Anthony Iannarino joins the show to discuss his book, The Negativity Fast . He reveals a surprising secret: he started this negativity detox way back in the 90s! Discover why we, as human beings, are wired for negativity and how to reframe past traumas for growth. Dive into the science behind gratitude, how to navigate the perils of socia...

Sales leadership is a critical factor in the success – or failure – of any sales organization. If a leader wants to secure desirable outcomes for their team, they must learn how to lead from the inside out. In this episode, Mark Cox sits down with a global co-leader, Kevin Cashman of Korn Ferry . He explains how leadership must embrace authenticity, courage, critical thinking, and inclusivity in o...

Many businesses employ cutting-edge technology to hit their biggest goals. However, one important factor in achieving business success is often neglected – empathy. In this conversation, Mark Cox sits down with  Minter Dial  to discuss how empathy is the key competitive advantage in the 21st-century marketplace. Minter breaks down the two styles of emphatic understanding and the two things that hi...

Improve your sales skills by accessing your Sales Superpowers, combining ancient wisdom with modern strategies. Get ready to learn about "Justin Michael Method" as we have Justin Michael himself for today's episode. Justin shares his game-changing outbound strategy that has turned sales professionals into true superheroes. Drawing gold nuggets from his book, ""Sales Superpowers: A New Outbound Ope...

We have known for quite some time that employee experience and customer experience are closely interlinked, and the data is quite unequivocal about it. In this insightful episode, Tiffani Bova , a renowned growth and innovation evangelist, delves into the intricacies of The Experience Mindset. Co-author of the bestselling book, Growth IQ, Tiffani shares invaluable perspectives on how organizations...

People first thought social media was just about taking pictures of your lunch. But now, it has evolved into something bigger, making social selling the norm of business marketing. If you don't have a strong online presence, you are missing a huge opportunity. Mark Cox sits down with Timothy Hughes, co-founder and CEO of  DLAignite ,   to discuss how to effectively generate revenue and get back to...

Salespeople often have a bad rep; they are seen as sleazy, manipulative, and, sometimes, intense in the way they deal with others. It is time to change that misconception. Sam Jacobs , the founder and CEO of Pavilion , imparts the message through the book of the same name: Kind Folks Finish First . You don't have to be ruthless to get ahead; kindness will get you there faster. In this episode, Sam...

All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell...

Ever wonder why somebody completely disrupts themselves or changes direction even if they were successful in what they'd previously been doing? We see that happen everywhere from sports to entertainment to the world of business. This phenomenon of "personal disruption" is the specialty of Whitney Johnson , CEO of the Human Capital Consultancy Disruption Advisors. Having worked with Clay Christians...

Mark was recenlty on The Sales Transformation Podcast and we wanted to share this great interview Mark did with host Collin Mitchell. If you'd like to check out The Sales Transformation Podcast, use the link below! https://pod.link/saleshustle ~~ Episode Description Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitc...

Recently, Mark was a guest on Andy Paul's The Win Rate Podcast . Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and...

Stu Heinecke is a bestselling business author, marketer and Wall Street Journal cartoonist. His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time. His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and t...

Usman Sheikh is the founder and CEO of xiQ, an award-winning B2B sales and marketing platform combining neuroscience, psychology, and AI to understand the buyer's mindset. Prior to xiQ, Usman spent more than 13 years with SAP in various global roles, with a deep understanding of the B2B sale at the highest level. He also frequently serves as a guest lecturer on the topics of AI and B2B sales and m...

Daniel is the co-founder and CEO of Growth Institute, providing online executive training for mid-market companies around the world. He has been a CEO coach for over two decades and a keynote speaker, helping entrepreneurs scale their businesses.  In 1997, Daniel served as a Financial Attaché to the Consulate General of Mexico in Hong Kong. He later created the first financial website focused on M...

Grant Van Ulbrich is a sales transformation pioneer and the author of "Transforming Sales Management – Lead Sales Teams Through Change". Grant is one of the first to complete the master's in Leading Sales Transformation from Consalia Sales Business School and Middlesex University. He is also the global director of sales transformation at Royal Caribbean Group and founder of Scared So What, offerin...

John Reid is the founder and president of JMReid Group, a global behavior change organization specializing in leadership, development, sales effectiveness and skill enhancement through the creation of relevant and engaging learning experiences that drive results. He is also the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and his latest book, The Five Lost Superpower...

Brynne Tillman is the CEO of Social Sales Link. She has taught entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling for over a decade. Brynne is also a co-host of the Making Sales Social Podcast and the author of "The LinkedIn Sales Playbook: A Tactical Guide to Social Selling". Join us as Brynne helps us understand LinkedIn as a dynamic Rolodex to expand co...