Mar 4, 2019

Episode Overview

This episode, “How to lead in the buyer journey with Next Steps,” featured Darrin Fleming, David Svigel, Principals at ROI-Selling and me – Bruce Scheer. The three of us have been helping sellers for years in having more concerted next step conversations that are useful in leading and supporting...

Mar 4, 2019

Episode Overview

In this episode, Tom Williams, co-founder, and CEO of DealPoint and I talk about taking a buyer-centric approach in influencing the buying process.  

Energy Being Wasted

Energy is wasted not just on the seller side of the sales process but also on the buyer side. When you look at the US and global...

Mar 4, 2019

Episode Overview

This episode features Bernie Borges, Chief Marketing Officer at Vengreso. Vengreso’s focus is on helping organizations with their digital sales transformation. Bernie has been on this focus for longer than most and comes to the table as a top-class marketer who continues to be very relevant for...

Mar 4, 2019

Episode Overview

In this episode, Chris Orlob, Senior Director of Product Marketing Gong.io and I talk about what's working and not working and CEO level sales conversations. Chris shares some surprising insights about how things change based on how high up in the organization you are having selling conversations –...

Mar 4, 2019

Episode Overview

For this episode, I'm speaking with Andy Paul. We had the opportunity to meet in person at the sales enablement conference in Denver, thanks to Nancy Nardin, Founder of Smart Selling Tools, who made the introduction.  Andy has several books out and has launched a new learning community for sellers and...