Author of the excellent book “Sales Manager Survival Guide” and a self-described ruthless pragmatist, Dave Brock helps us make sense of the current era from the front-line sales manager perspective.

Laura “LG” Guerra (Senior Sales Director at ringDNA) stops by to discuss how to effectively manage sales development teams in this new, and rapidly evolving, era of remote work. Listen and learn how to build a culture of performance, accountability and team spirit in a remote sales team.

_

Register for our 100% FREE virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Charlie Green, one of the top experts in the world on trust, co-author of the classic book, ”The Trusted Advisor”, and I try to clear up the confusion surrounding trust in today’s sales world. Listen in as we talk about how trust building is different in the virtual age and why it’s harder than building trust in person. Plus, we get into how much trust you really need to close an opportunity.

_

Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Advisor to the world's leading subscription-based companies Robbie Kellman Baxter drops by to discuss her new book, “The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave." Listen and learn how to turn your "clients" into "members" who are so committed to your organization that they stop looking for alternatives.

_

Register for our 100% FREE virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Pat Rodgers, the founder and CEO of Loupe, joins me to discuss the value of data-driven coaching. Listen in as we review the key findings of Loupe’s industry research report, The State of Sales Performance Management, and learn how to close the gap between manager's intent to coach sellers and their actual performance. 

_

Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Research-scientist turned sales trainer David Priemer stops by to talk about his new book, "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!). Listen and learn why sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy.

_

Register for our 100% free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Joining me today is Michael Bungay Stanier. He’s the author of one of my favorite books, “The Coaching Habit." And he’s the author of a brand new book titled, “The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever." Tune in to learn the three main problems with giving advice and how to avoid becoming an "Advice Monster".

_

Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

On today’s episode, George Brontén. He’s the founder and CEO of Membrain, based out of Stockholm, Sweden. And he’s the author of a brand new book titled, “Stop Killing Deals.” You gotta love that title. Short and to the point. Join us as we explore the sales behaviors (both conscious and subconscious) of managers and individual sellers that kill deals. 

Words matter. Perhaps now more than ever. In this episode, Nancy Bleeke, author of one of my favorite sales books, "Conversations that Sell", joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to effectively open a conversation with a new prospect, existing prospect, or customer. 

Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com. In today's episode, Anthony and I talk about what the Next Normal for sellers will look like and how to prepare for it. 

Join us to dive into what it means to sell with a purpose. And why that is so relevant today.

As a BONUS, we talk about radical steps we can take to dramatically improve sales manager performance