How to Influence Enterprise Buyers with Douglas Cole
Future-Proof Selling
Douglas Cole is an Enterprise Sales Leader at LinkedIn, an advisor with start-up accelerators in Canada and the U.S., and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. If that isn’t enough, he has also authored The Sales MBA: How to Influence Corporate Buyers. Doug joined the LinkedIn team because he believes in their vision and values, and he’s committed to refining his craft as a leader. Doug’s team helps B2B sales organisations thrive in our digital era. He is actively involved with internal education: as a...
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Hiring Driven Top Sales Performers with Chris Croner
Future-Proof Selling
Dr. Christopher Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® online sales test and The Drive Interview, both used for hiring “Hunter” salespeople. Using this method, he has helped more than 1,400 companies worldwide to hire and develop...
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Crush Your Quota with Ian Koniak
Future-Proof Selling
Ian Koniak is an accomplished sales coach, trainer and keynote speaker who helps B2B Account Executives perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level. Ian has been a top performing Account Executive for 19 years, with over $100M in career sales at Fortune 500 companies. He's led and developed teams, and was recently the #1 Account Executive in the Enterprise Select Division at Salesforce. Ian is now on a mission to share his secrets to success with the sales community. Most recently Ian worked as...
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Sales Hiring in a Candidates' Market with Dan Kijewski
Future-Proof Selling
Dan Kijewski is Senior Director of Enterprise and Staffing Sales at Talent.com - a leader in the recruitment advertising and technology space. He is responsible for sales strategy, strategic planning, recruitment, marketing, product, and all activities required to grow the US Enterprise and Staffing team into a $25m+ business over the next 12months. Dan has 20+ years of sales experience, coupled with his recruitment expertise and deep knowledge of the current market. Dan shares his valuable insight on hiring sales talent in a candidate’s market, and how both employers and candidates should...
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Developing The Sales Process For Founders with Brendan McAdams
Future-Proof Selling
Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts, And also Founder of Kiinetics. is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management. Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets. Over the last 10+ years, Brendan has helped dozens of founders recognise, attack and overcome the very common challenges unique to...
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Sell Without Selling Out with Andy Paul
Future-Proof Selling
Andy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company. Andy is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and more than 170,000 people have signed up to...
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Accelerate Each Stage of the Buying Process with Patrick Baynes
Future-Proof Selling
Patrick Baynes is CEO of Nerdwise who helps sales teams “Sell More Wisely.” Nerdwise is an all-in-one sales enablement solution to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Clients get VIP access to list generation, campaign management, lead scoring and coordinated marketing activities. Nerdwise is used by leading sales teams including Sandler Training, BTI, RAP Index, DP3 Tech, Reflective Energy, Lynk Capital Markets, TechAdvisors and hundreds more. Patrick has been in the tech space for a long time, working at LinkedIn was his...
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Applying Sports Coaching and Training Principles to Sales
Future-Proof Selling
Nicolas De Swetschin is Commercial Director and the sportsman of noCRM. He joined the adventure to lead the sales team and develop Their partnership and resale program. Nicolas has 15 years’ experience in sales and international business development within software and value-added services companies. Management of complex sales and new business development. Specialising in business development, international sales, channel management account management, product marketing and sales strategy. ….Helping SMBs of any industry close more deals 🔥 ...
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Advanced Outbound Calling Techniques with Chris Beall
Future-Proof Selling
For the past 35 years, Chris has been participating in software startups as a founder or at the very early stages of development. His focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual. Chris fully believes that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well in order to free up human potential. The reality of serial...
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Sourcing and Developing Sales Talent with Joseph Fung
Future-Proof Selling
Joseph Fung is a graduate of the University of Waterloo’s Computer Engineering program, and is a very successful five-times tech company Founder and CEO. Joseph is passionate about Helping technology businesses hire sales professionals who deliver from day one. His company , is a tech sales career accelerator. Helping kickstart careers in Tech Sales across North America. Sister company is a sales enablement platform offering sales playbooks, templates, and a bunch of free resources and tools to help sales teams better organize, and deliver results. We discuss how to source and develop...
info_outlineSam Capra is a sales student who has worked in the B2B sales space for 20+ years in various sales roles as a contributor, leader and trainer. Sam's experience spans across various industries from Industrial early in his career, to SaaS the past 10+ years working with Startups to Enterprise level organisations. Sam currently leads sales efforts for flexEngage, an innovative SaaS company out of Orlando, FL.
Sam decided to pursue his passion of helping others and founded Sales Samurai, a podcast dedicated to helping B2B sales professionals grow and evolve in their profession. Sam likes to give salespeople real, tactical tips they can utilise in their day to day processes.
A must listen for SaaS sales leaders and their teams.
Key Points of This Discussion
- Should we cold call a prospects mobile phone?
- How salespeople should be utilising LinkedIn
- Hiring salespeople and interviewing processes
- Targeting, discovery and qualification
- Getting to the “real” customer problems
- Deal management and navigating the buying committee
Learn more about FlexEngage on their website
And you can find Sam here on Linkedin