The Cringe

This week, Adam talks to Brian Sedra, the Chief Sales Officer of Phusion Projects, about the fascinating world of alcoholic beverage sales, distinguishing yourself from larger competitors with data and insight, why 90% of sales should be boring, and more.

Adam talks to Sheevaun Thatcher, strategic go-to-market execution advisor, and Stephen Timme, founder and president of FinListics Solutions, about the pillars of successful sales enablement, treating enablement as an investment and not a cost center, the balance between control and remaining customer-centric in a sales conversation, and more.

Adam talks to Stephen Timme, Founder and President of FinListics Solutions, and Ben Cagle, Chief Solutions Officer at FinListics Solutions, about developing a customer-first organization, the seven-step framework for executive selling, earning your discovery questions, and more.

Adam talks to William Behr, COO of Baker Communications, about his start in car sales, how asking questions you don't know the answer to is necessary, how to stop taking shortcuts in your conversations, and more.

Adam talks to Kyle Smith, a managing partner at The Bridge Group, about the dangers of vilifying your sales teams, the reduction in win rates and how to respond, maximizing rather than optimizing, and more.

Adam talks to Monty Ostrander, the Senior Sales Enablement Manager at Netradyne and an MSW in Clinical Psychology, about the similarities between the therapeutic conversation and the sales conversation, how to hold space for a prospect, showing up authentically in a sales conversation, and more.

Adam talks to Dan Fantasia, the CEO of Treeline, about salary negotiation, asking good questions, how to apply the sales conversation to the hiring conversation, and more.

Adam talks with Lori Richardson, the CEO and Founder of Score More Sales, about how to sound less "salesy", the differences between men and women sellers, the underrepresentation of women in sales, how to build the best possible teams, and more.

Adam talks to Katie Costin, Director of Sales, about the best first line on a cold call, how much tone really matters, the cringe of overpitching, and more.

Adam talks with Jason Aurora, the Senior Director of Learning and Development at Hilti North America, about how to change sales conversations and strategies, even successful ones, across an entire organization. Also discussed: The hazards of being too experienced as a salesperson, making the buyer feel heard and seen, and more.

Adam talks with Tom Latourette, a managing partner at M3 Learning, about validating your buyers, putting buyers in the drivers seat, how to train a sales team, and more.

Adam talks to Damian Saunders, CRO of Cambridge Spark, about structured sales conversations, what a salesperson can offer a buyer in a digitally connected world, and the Cringe of asking "do you have any questions?"

This week, Adam talks to Steve Kraner, the founder and owner of Software Sales Gurus, about recording and listening back to your sales calls, the necessity of re-doing your sales "swing", avoiding premature presentation, and more.

Adam talks with Jim Speredelozzi, SVP of Revenue at Predictive Index, about the right role to assume in a sales call, how salespeople need to give up their need to sound smart, the cringiest way to open a call, and more.

Matt Cameron, Founder and CEO of SaaSy sales talks to us about how to avoid The Cringe by learning to develop contextual empathy in sales conversations, and a few other easily avoidable Cringes.

Rob Toomey, President and Owner of TypeCoach, talks to us about how to avoid The Cringe when selling to people with different personality types from you, and how to tell if you're a "natural opener" or a "natural closer."