The Death of a Salesman

By Alexander Low

What's The Death of a Salesman about?

Accelerating digital sales and digital transformation. Join me and my guests as we try and unravel what the digital world means for sales and marketing in the 21st Century. Thank you for taking the time to listen.

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The Death of a Salesman episodes:

02.21.2024
Advocates or Spammers?
Employee Advocacy or Corporate Spam? There is a fine balance to be had regarding Employee Advocacy. In this episode, I am joined by the brilliant Andrew Seel, the CEO of Togethr. Andrew was been using the internet since the AOL days of CD-Roms...
12.20.2023
Be Yourself.
Welcome to the final episode of 2023, and what better way than to help us all be "our true selves at work". I am joined by Liz Villani, founder of #BeYourselfAtWork, a global movement dedicated to creating a new narrative around...
11.01.2023
The Rainmaker Genome
If you are a fee earner in professional services, balancing the fee-paying work and your business development activities can be challenging. Some may even say a little daunting. You trained to be an expert in law, accounting or consulting, not...
10.25.2023
The JOLT Effect
Between 40% and 60% of deals are lost due to clients or prospects making no decision. So, how do you get them to make a decision? One way or the other? You need to JOLT them into one. In this episode, I am joined...
10.11.2023
The Art of Communication
We have all been there - you receive an email from your manager or a firmwide message. It doesn't quite land well with you, and you feel all sorts of things. The message from a colleague which is sent late at...
09.20.2023
Up your Content game.
In this episode, I am joined by the CEO of UpContent - Scott Rogerson Scott is a returning guest where we build on the original episode of "Is Content Still King." listen here >>> https://www.podbean.com/ew/pb-7q2ht-1195cab We cover off : Why is Employee Advocacy...
09.13.2023
Are you in the moment?
In this episode, we have a returning guest, the brilliant Neil Mullarkey. Neil Mullarkey is an English actor, writer and comedian. He was born in Watford, Hertfordshire, England1. He is known for his work in Austin Powers: International Man of Mystery...
09.06.2023
Right, said Fred.
Would you create a "digital twin" of yourself? Fred has set out to do this, and he shares what he has learned so far with FredAI. Using Interactive Tutor, Fred uploaded his books and blogs into their platform so that he could...
07.18.2023
The Price is Right
How do you price in a tough economy? How do you price in any situation? How do you articulate the value-based outcomes your product or service will create? Pricing has always been an art. Being told you were a close 2nd in a...
07.05.2023
Your Sales Sens’AI
a teacher or instructor sen·sei ˈsen-ˌsā plural sensei or senseis. : a teacher or instructor, usually of Japanese martial arts (such as karate or judo) We are seeing the proliferation and acceleration of how GPT and ChatGPT is (potentially) transforming the way we...
05.31.2023
Let’s get real about generative ai
Yes, it's another podcast about generative ai and its impact on sales & marketing. Seth Marrs joins me as a returning guest. Seth is a research director at Forrester and is at the leading edge of "leveraging data, process and technology...
05.24.2023
Are you in the HYPCCCYCL?
In this episode, I am joined by the brilliant Julia Nimchinski, co-founder of the GTM Community, HYPCCCYCL. We discuss why current GTM motions are fundamentally broken and how and why you should challenge leadership by dismantling the status quo. Join the community...
05.17.2023
Are you a Sales Sherpa?
In this episode, I am joined by the brilliant David J.P. Fisher, or D.Fish. "David is an internationally-recognized keynote speaker, sales trainer, and business coach. He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship. He is the...
03.22.2023
What does Sales Enablement mean?
Ask ten salespeople what Sales Enablement means to them, and you will likely get ten different answers. Therefore, I thought who better to have as my guest today than the brilliant Imogen McCourt, Head of B2B Sales Transformation and Enablement at...
02.22.2023
The Evolution of Virtual Sapiens
We now live in a quasi-virtual, hybrid, video-meeting-led world. Albert Mehrabian, a researcher of body language, who first broke down the components of a face-to-face conversation. He found that communication is 55% nonverbal, 38% vocal, and 7% words only. Therefore, what does this...
02.08.2023
Employee Advocacy or Corporate Spam?
Welcome to the first episode of 2023, where Ketna Mistry joins me. We all see it on our news feeds on LinkedIn, the same bland corporate post being shared or re-posted multiple times. We also all know that our employee networks...
12.21.2022
2023 Anti Predictions for Sales
I reflect on where we are in the sales world in this episode. I consider the 3 main channels to start a sales conversation: The telephone Email Social Selling - all of which are dead and don't work. Or do. Depending on whom you follow. I...
12.01.2022
Re-thinking AI.
Humans can only do so much with data and decision-making. No matter how good the data is, or the human. Therefore are we getting swept along by too much hype and hyperbole in the world of AI? Do we, therefore, need...
10.12.2022
Selling in an Ecosystem
If we look up what the word ecosystem means, we find this from The National Geographic Society: "An ecosystem is a geographic area where plants, animals, and other organisms, as well as weather and landscape, work together to form a...
10.05.2022
Does a sales culture matter?
Organisations are grappling with building a culture in a hybrid world, which enables them to achieve their vision, mission statement, purpose etc. For the most part it is focussed on doing right by clients, people & the environment. But how? How is...
09.28.2022
Are you listening?
Ironic the title of this episode, as you will hear, the audio on my side is not ideal, I did try to clean it up. The key thing is that today's guest Dr Jillian Ney, is crystal clear, and that...
09.21.2022
What is the intent of intent data?
In an online world, what is intent, and, more importantly, what is the data? Intent is always a hot topic of debate - just because someone visits your website, downloads something or attends an event, does this mean that person...
09.14.2022
Rev Ops in Professional Services
If you google "what is RevOps" this is what you find, in the round : "Revenue operations (RevOps) is the strategic integration of sales, marketing and service departments to provide a better end-to-end view to administration and management, while leaving day-to-day processes...
09.07.2022
Can you be a ”student” of sales?
Most people aren't "taught" sales at school, university or college. If you are like me, I fell into and lived and died by the sword. My late Father, David, was in software sales back in the day, and that provided...
06.30.2022
The Death of (a) Sales (Man) ?
"Death of a Salesman is a 1949 stage play written by American playwright Arthur Miller. The play premiered on Broadway in February 1949, running for 742 performances. It is a two-act tragedy set in 1940s New York told through a...
05.25.2022
How to Improvise
Welcome to the 100th Episode of this podcast. And what a guest we have for this one. I met Neil Mullarkey on a coaching course called "Enrich your Pitch" where Neil took us through how one can use the art of...
05.04.2022
What’s next for BD?
I spent 7 years in out and out sales roles, before making the move into Professional Services Business Development, joining PwC in Jan 2009. This launched my career to where I am today - along this journey, I have met...
04.27.2022
AI led Coaching
How would you feel about being coached by an AI-powered avatar? That's precisely the world we now find ourselves in, and this is the topic of this episode. I chat with Russell Zack, Head of Revenue at www.secondnature.ai, which describes itself as...
04.13.2022
D is for Data
Let's Party Like it's 1999. This is when my guest Rick Hawkins started out his career in data science, or as it was called back in the day - BI, Business Intelligence. Rick very kindly allowed me to interrupt his career break...
03.09.2022
Are you becoming obsolete?
Or, to be precise, Brent Adamson believes that "Traditional Sales & Marketing are becoming Obsolete" Brent was the co-author of the Challenger Sales & Challenger Customer process. He authored an article on HBR with the aforementioned title. This leads us to...
03.02.2022
Another Brick in the Wall
"We don't need no education. We don't need no thought control. No dark sarcasm in the classroom." I was raised on Pink Floyd, one of my late Father's favourite bands. In this episode, I am joined by the brilliant Ash Roots, who...
02.09.2022
Independence Day for Independent Consultants
Welcome to another episode of my podcast. Today we take a slightly different tack, but one that is close to my heart, having spent 5 years as an independent management consultant. We are all aware of the narrative that is playing out...
02.02.2022
Is content still king?
In this episode, I am joined by the CEO & Founder of www.upcontent.com - Scott Rogerson. This is what UpContent does "UpContent is a leading intelligent content discovery technology that helps you drive new, more meaningful conversations with your audience. Quickly...
01.26.2022
A marketing renaissance?
"Renaissance art marks a cultural rebirth at the close of the Middle Ages and rise of the Modern world" - Wikipedia. Could the same be said for Marketing and Business Development in the Legal sector - or even more broadly? In this...
01.19.2022
The Fractional CMO
In this episode, I am joined by the brilliant Andy Culligan. Andy describes himself as : "Fractional CMO, dipping the toe in CRO water. Salesperson stuck in a marketer's body." who talks about #sdrs, #tech, #sales, #martech, and #marketing. I have known Andy...
01.12.2022
Welcome to the Twitterverse
"To tweet or not to tweet, that is the question." With 436 million reported people you can reach on Twitter, should you be on it or not? Well much like any social media platform you need to consider who your audience is...
12.21.2021
Sales, Relationships & Influence
Just me on this podcast. As I reflect on what has been the last year for me and beyond, I try to give some of my thoughts on where sales is, and, is possibly going. It will be fair to say this...
12.15.2021
Welcome to the Metaverse.
The metaverse is coming. One way or the other it will be part of our daily routine. Maybe not today, or tomorrow, but, in 10 years time, most definitely. How will we get there? Some say we are already there in...
12.07.2021
Are we greenwashing sales?
Do you know what your organisation's commitments are to getting to net-zero? Do you understand how green your supply chain is that creates your product or service? When selling your product or service, do you care? Do your clients care? If we are honest...
12.01.2021
The Future State of Sales
In this episode, I am joined by the one and only Wes "The Meep" Pennock. Wes made the move into sales in 2019 having started out his career as a programmer. He now helps CEOs of startups build and scale their...
10.27.2021
Can you beat the algorithm?
The eternal question on LinkedIn, about LinkedIn and the algorithm. Can you beat it? Well, the person with the answer is the brilliant Richard van der Blom. He and his team have released the 3rd iteration of their research on the algorithm. To give...
10.13.2021
The Future of CRM
CRM. The mere mention of the word usually brings horror and groans of, do we have to. Associated with being a management tool to run pointless reports about activity, or lack of by the seller. Contact data that is wrong and...
10.06.2021
What is Sales Transformation?
Indeed, what is it - This phrase, in fact, put most words in front of Transformation have been talked about for aeons. Now businesses have been forced into action, or they say they are. In this episode, I am joined by the...
09.29.2021
Selling Differently
In this episode, I am joined by the brilliant Chris Allen AKA Chief of Sales and Memes. Yes, memes. If you don't know what a meme is : 1 - an element of a culture or system of behaviour passed from one...
09.22.2021
What do Gen Z Think?
In this week's episode, I am joined by Jakob. He is 18. Jakob connected with me over the summer on LinkedIn. I was intrigued as to why an 18-year-old would want to connect, hence, before accepting, I asked him. He said he...
08.31.2021
Should you outsource your sales?
Shane Mahi, CEO & Co-Founder of SalesDRIIVN believes so. In this episode, we break down what was wrong with the antiquated outsourced models and how Shane, along with this co-founder Antoine saw what they thought was a gap in the market. Shane...
08.04.2021
The Rise of the Revenue Innovators
In this weeks episode, I am joined by the brilliant Mary Shea PhD. Mary is the Global Innovation Evangelist at Outreach, prior to this she was a Principal Analyst at Forrester. She also has a PhD in Musicology & Ethnomusicology, which,...
07.28.2021
The real cost of winging your sales
"Failure to plan, practice, rehearse, capture lessons and debrief is an act of gross misconduct on their part of the salesperson and the part of their manager. It should result in a minimum of a written warning and repetition should...
07.14.2021
The Sales Rapper
Meet Ding Zheng, 14 years in Rap, 4 years in SaaS sales, then he combined the 2 to create the Sales Rapper which he describes as : "Sonic branding for products and services. Source material dry? Supercharge your content strategy...
06.24.2021
Spreading the #saleslove with Tom Boston
Tom is my first-ever returning guest! I have followed Tom's journey at SalesLoft for well over a year. He is an SDR there before more recently moving into an entirely new role, created for him. Welcome to the era of the social...

What's The Death of a Salesman about?

Download our free app to listen on your phone

The Death of a Salesman episodes:

Advocates or Spammers?

Be Yourself.

The Rainmaker Genome

The JOLT Effect

The Art of Communication

Up your Content game.

Are you in the moment?

Right, said Fred.

The Price is Right

Your Sales Sens’AI

Let’s get real about generative ai

Are you in the HYPCCCYCL?

Are you a Sales Sherpa?

What does Sales Enablement mean?

The Evolution of Virtual Sapiens

Employee Advocacy or Corporate Spam?

2023 Anti Predictions for Sales

Re-thinking AI.

Selling in an Ecosystem

Does a sales culture matter?

Are you listening?

What is the intent of intent data?

Rev Ops in Professional Services

Can you be a ”student” of sales?

The Death of (a) Sales (Man) ?

How to Improvise

What’s next for BD?

AI led Coaching

D is for Data

Are you becoming obsolete?

Another Brick in the Wall

Independence Day for Independent Consultants

Is content still king?

A marketing renaissance?

The Fractional CMO

Welcome to the Twitterverse

Sales, Relationships & Influence

Welcome to the Metaverse.

Are we greenwashing sales?

The Future State of Sales

Can you beat the algorithm?

The Future of CRM

What is Sales Transformation?

Selling Differently

What do Gen Z Think?

Should you outsource your sales?

The Rise of the Revenue Innovators

The real cost of winging your sales

The Sales Rapper

Spreading the #saleslove with Tom Boston

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