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Open Source Selling -- A Thoughtful Exchange of Ideas in the Art and Science of B2B Selling
Open Source Selling -- A Thoughtful Exchange of Ideas in the Art and Science of B2B Selling episodes
- Marc Wittenberg: Building Trust and a Reputation
On this week's episode of Open Source Selling, I sit down with Marc Wittenberg, who has been successful in B2B Sales for 30 years. In this first of four segments, Marc shares what he has done throughout his career that has made him so successful: building trust and a strong reputation, knowing himself as a seller, playing offense by having a great strategy, surrounding himself with great people--what he refers to as a selling pod--and enjoying what he does!
Join me as we ask, listen, and learn together!
32 min - Faisal Aziz: unabridged and uninterrupted
For those who would rather listen to Faisal without daily segments and Luke's commentary, enjoy the unabridged and uninterrupted sales discussion!
46 min - Growth and comfort don’t co-exist!
In this final segment in my conversation with Faisal this week, we discuss planning for long-term success, the challenger sale, and what it takes to become a top performer.
Join me as we ask, listen, and learn together!
10 min - Are you viewed as a problem solver?
On today's episode of Open Source Selling, Faisal and I discuss the art and science of selling and becoming a problem solver. He draws on his unique experience and shares that to be successful we need to stop selling and start problem solving.
Join me as we ask, listen, and learn together!
23 min - Faisal Aziz: relationship selling, champions, and being audible ready
Welcome to this week's episode of Open Source Selling! In this first of three segments with Faisal Aziz, we discuss value of deep business relationships, what makes a good champion, and the importance of being audible ready.
Join me as we ask, listen, and learn together!
16 min - Bob Carlstrom Complete Sales Conversation
Many thanks again to Bob Carlstrom, MBA for joining me on this week's episode of Open Source Selling.
For those of you that would rather take in the podcast without commentary or daily segments, this is our conversation in its entirety. We discuss goals and focus, what it takes to be a top performing sales rep, cultivating accounts, account management, customer retention, the art and science of selling, and much more!
1 hr 20 min - Becoming a top performer
On the final segment this week of Open Source Selling, Bob and I discuss his views on the art and science of selling, what it takes to become a top performing rep, and some of the best sales training he has taken.
Join me as we ask, listen, and learn together!
13 min - ”I’ve always had goal issues, haha!”
On today's episode of Open Source Selling, Bob and I continue our discussion about account management and explore the importance of cultivating accounts. We also talk about team selling and delegation, and Bob talks about his "goal issues"...which ends up being a really good thing!
Join me, as we ask, listen and learn together!
22 min - Value Confusion
On today's episode of Open Source Selling, Bob and I continue our conversation and discuss the link between goals and focus, as well as something he calls value confusion which often leads to unnecessarily dropping price, leaving money on the table, and reducing the value you bring and your solution offers to the client. Listen to the full episode to learn how to avoid value confusion, something we have all probably suffered from at one time or another.
Join me as we ask, listen, and learn together!
23 min - Customer Retention: the gift that keeps on giving!
During this segment of #OpenSourceSelling, I continue my conversation with @bobcarlstrom as we discuss #customerretention -- the gift that has the potential to keep on giving.
Join me as we ask, listen, and learn together!
21 min
About Open Source Selling -- A Thoughtful Exchange of Ideas in the Art and Science of B2B Selling
From the publisher's feed
Have you ever wondered what it takes to become a top performer in the field of B2B Selling? Regardless of your role on the account team, this podcast highlights the talents, skills, abilities, and techniques of the best and brightest in the field of B2B selling.
My guests have been top performers for decades. They come from unique backgrounds, different locations, and industries. They have had a wide variety of experiences and diverse styles and approaches.
Each conversation is led by a simple framework of selling topics, such as account planning, prospecting, managing the sales cycle, discovery, the art of asking great questions, and so much more.
At the core of each conversation is one simple question: ”What does it take to become a top performer?”
Join me as we ask, listen, and learn together!