Educating Salespeople – the Role of the HR Department
In the first HRchat interview of 2019, I spoke with Natalie Wong, HR Manager at the CPSA about why HR departments need to up their game to attract and retain top sales and customer service-focused employees. Natalie oversees HR and recruitment initiatives at CPSA. With a progressive career in HR and Operations Management, for the past 19 years, Natalie […]
Nicholas Crowe – Changing How We Educate Salespeople
As part of the work I do with the Canadian Professional Sales Association, I recently got a chance to talk with Nicholas Crowe, Director of Professional Development. The interview was published on our sister title’s podcast, the HRchat show from The HR Gazette. Nick talked about his role at the CPSA and how the association is helping to […]
Dave Johnston – Analysing the CPSA 2019 Sales Compensation Reports
The CPSA Sales Compensation Reports were released today and the CPSA invited David Johnston back on the SalesProChat show to offer his take on the findings and their implications for sales professionals looking to earn what they’re worth. Dave is a sales compensation expert, speaker, and president of the Sales Resource Group Inc. He has […]
Larry Levine – Authentic Social Selling and Projecting a Brand
In a recent CPSA Social Selling and Tech podcast, I got to talk with sales expert and author Larry Levine about tactics and tools to help you project an authentic brand through social selling channels. Listen to the show. About Larry Levine With 27 years of in-the-field B2B sales experience in the technology industry, Larry […]
Lee Bartlett – Climbing the Ladder to Sales Success
Networks of Top Salespeople When building a network, it pays to work on multiple levels with both short and longer-term strategies. As part of the October 2018 #SalesProChat, I got a chance to talk with sales thought leader and author, Lee Bartlett about how to build and leverage one’s network to benefit short, medium and […]
Jamie Shanks – Rejection, Resilience and Professional Development
Managing Rejection and Embracing Resilience to Become a Top Sales Pro with Jamie Shanks Most of us face rejection and a need for resilience at some time in our professional and personal lives. Learning how to manage rejection and embrace resilience will better prepare you for your development as a sales pro and as a […]
Tom Hopkins – Why Discipline is Essential to a Successful Sales Career
Think you’ve got it takes to succeed in sales? Do you really have the grit and determination to hit your quota time and again? In the latest CPSA Sales Hacks interview, we look at discipline and how being staunchly focused on one’s KPIs can separate you from the pack. My guest is Tom Hopkins. A recognized sales […]
Mike Kunkle – Sales Readiness Diagnostics
In the September 2018 episode of the CPSA’s SalesProChat podcast, I spoke with Mike Kunkle about how to understand if one’s sales team is really ready to sell. Sales readiness ensures sales reps and managers are prepared with the competencies and resources needed to engage with potential buyers and current customers, uncover opportunities, and manage those […]
Mario Martinez Jr. – Podcasting Should Be Part of Your Social Selling Toolkit!
How Podcasts are Rocking B2B Content Did you know that over 15% of people in the US and Canada listen to a podcast at least weekly?! That’s a whopping five times more than goes to the movies each week. Monthly listeners in 2017 was up 14% on 2016, and the numbers just keep growing in […]
Matthew Gonnering – The Impact of Branded Content on Your Bottom Line
The Importance of Creating and Sharing High-Quality Content with Matthew Gonnering Check out this CPSA Social Selling and Tech episode with Sales and Marketing leader Matthew Gonnering. Widen’s CEO spoke with me about what makes for high-impact content and how to incorporate all kinds of branded assets within your sales and marketing funnel. Listen to […]
Norma Kraay – Getting Ready to Lead an Office of Millennnials and Gen Z
In this HRchat episode, I spoke with Norma Kraay, Deloitte Canada’s Managing Partner of Talent and Chief Talent Officer. Norma is a seasoned business professional who has been with the firm for over 20 years. Listen as we discuss how companies can ensure readiness for a Millennial-Centennial mix in the office. More About Norma […]
Gabe Larsen – How to Achieve the Character Needed in Sales
Back in March 2018 I got a chance to talk with Gabe Larsen, V.P. of Marketing Strategy at InsideSales Labs, the research and best practice arm of InsideSales.com. Gabe is also host of the #1 Ranked #Playmaker Podcast from InsideSales. Gabe was guest expert on the monthly CPSA SalesProChat podcast and Twitter chat where he offered […]
David Hoffeld – Putting More Science into Sales
In the July 2018 #SalesProChat episode, I spoke with David Hoffeld, CEO and chief sales trainer at the Hoffeld Group. David outlined some pretty powerful ways to put more science into one’s sales strategy. David has pioneered a sales approach based on neuroscience, social psychology and behavioral economics that radically increases sales. He’s also the […]
Colleen Francis – Do Team Players Finish Last?
the best sales people are focused on their own targets In the April 2018 SalesProChat show, I got the chance to chat with Canadian sales expert Colleen Francis about ways sales pros can and should work in teams. “Many sales leaders and companies make the mistake that a sales team is like a soccer team […]
Tony Goodchild – Data Driven Sales Presentations
sales tech interview – sales pitch pro w/ tony goodchild While walking the boards at the Sales Innovation Expo at the Excel in London earlier this year, I spoke with Tony Goodchild, MD at Sales Pitch Pro. I was pretty impressed to learn what his team were doing to help disrupt how we do […]