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Selling in the New Normal
55 minutes | Nov 2, 2020
How do we redefine the sales processes to keep up with change?
In this episode we seek answers on how to redesign sales processes to maximise revenue, cash flow and profitability. Lloyd Ross, a Senior Management Consultant at RPM Queensland, tells us his own story on how he and his team created sales processes that revolutionised their industry.
48 minutes | Oct 13, 2020
How can sellers better manage their mental health? With Kristian Lees-Bell
In this episode, Mark has a conversation with leading Business Psychologist and Sales Mental Health Trainer, Kristian Lees-Bell on maintaining good mental health in a complex sales environment in times of great stress or change.
37 minutes | Oct 1, 2020
How can sellers reinvent themselves for the digitally-driven recovery?
In a global environment where we have already seen tens of millions of jobs lost and a lot more likely to come and when the World Economic Forum tells us that more than one billion jobs are to be transformed by technology, it is time to ask ourselves, “How can sellers reinvent themselves for a digitally-driven recovery”.
22 minutes | Sep 18, 2020
What should we be curious about right now?
Given the changes that sellers and buyers are experiencing as we adapt/adopt to virtual and digital selling, we ask the question, 'what should we be curious about now?'. In this episode, we turn to the most recent and relevant B2B customer research, and look at the mindset and skills we need to drive insight and innovation as sellers and sales leaders.
35 minutes | Sep 18, 2020
What is the new normal? with Adam Thorp
In this episode we interview Adam Thorp, the CEO of Julian Midwinter & Associates and have a conversation about the ‘new normal’ and what it means to both buyers and sellers. In this discussion we arrive at the view that there is no normal anymore and highlight the importance of deep curiosity about the buyer and their world. We also look at the emerging trends towards B2B ecommerce and ask the question, what does this mean for both buyers and sellers in the short and long term.
28 minutes | Sep 18, 2020
What should the sales management playbook look like in the new normal?
There is a slowing of sales opportunities due to Covid-19, and so sellers are falling short of their targets. In this episode, we examine the factors that need to be reconsidered in a Sales Management Playbook and propose a simple approach to developing them.
1 minutes | Sep 15, 2020
Selling in the New Normal Trailer
Welcome to the Selling in the New Normal podcast.
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