The Verto Verdict

Pandemics and epidemics have left their mark on history. Wars and riots, distrust, the creation of new authorities and governance, and even the ways cities were architected and built. They’ve left their mark in the obvious ways of death and suffering, but also in the form of the societal changes resulting from those most trying of times. As we all try to make sense of the immediate impact of our pandemic, we’re struck by the potential for long-term business change. Maybe this Covid 19 episode is a tipping point for certain changes that have seemed perpetually poised, but that have never really passed that inflection point moving them from backwater to mainstream. This week on the Verdict we discuss the commercial conjectures of Covid-19.

The biggest waste of a sales person's time is the deal they lose. Losing deals to "No Decision" is worse. It means that either there was never a real deal in the first place and you failed to qualify out, or you failed to adequately compel the prospect to act now.

The "Godfather" of sales methodology (Mike Bosworth of Solution Selling fame) is skeptical on the impact of sales methods, training and coaching. In his introduction to Mike Adams' "Seven Stories" he says that most sellers have actually regressed. We cover this and more as we're joined again by Jeremy Sharp, VP of Sales of Comply 365, and Brett Godwin, Chief Operating Officer of Sterling Seacrest Partners to further discuss the challenges in recruiting, managing, training, retaining and leading a successful sales team in the modern world.

In this episode, we're joined by Jeremy Sharp, VP of Sales of Comply 365, and Brett Godwin, Chief Operating Officer of Sterling Seacrest Partners, to discuss the challenges in recruiting, managing, training, retaining and leading a successful sales team in the modern world.

Many businesses believe that it’s easier to cut expenses than win new revenue. That's just wrong. In this episode, we examine why it's time to pay up and start focusing on relationships.

Apparently, everybody's out there "crushing it" these days. Moreover, if you're not, you should be. If we’re to believe what the B2B Sales gurus say (or shout) – that’s what it’s all about. In this episode, we examine how "crush it" culture has influenced b2b sales and marketing.

B2B lead generation and prospecting just keeps getting harder. If we understand “why” maybe, we can change our behaviors and become more effective. In this episode, we bring in Mike Scher, CEO of Frontline Selling, as we examine how busier people, marketing technology, declining trust and growing suspicion all play a role in changing the landscape of B2B sales and marketing.

According to the latest thinking, B2B sales and marketing is all about story-telling these days. In this episode Simon, Paul and Chris do an in-depth exploration into storytelling as a tool in business and B2B marketing.

We all know the power of stories and how humans seem to gravitate toward them as a vehicle for understanding. Sports analogies and similes and stories have taken “pole position” in this effort. But we find that leadership needs to be more thoughtful in the use of these. Our concern is that we see too many examples where we’re using the wrong stories or examples and consequently people are either not learning at all or more dangerously are learning the wrong lessons.

Creating compulsion is one of the most enduring and demanding challenges in B2B sales and marketing. In this episode Simon and Chris do an in-depth exploration of creating complusion within B2B sales and marketing.