Sales Process Excellence Podcast
1) Bruce Hamilton | Playing As a Team
Sometimes there is an easy solution to a problem. But that doesn’t mean we get to it easily, until we ask the right question.
2) Ardath Albee | The Gap in the Middle
Sellers are focused at the end of the buying process most of the time. Marketers create most of their content for the beginning. What about the prospective customers? For them, it is a continuou...Show More
3) Drew Locher | It Takes Energy From Leaders
Drew Locher brings several different perspectives to helping organizations improve. He began his career in engineering. He was introduced to quality management in a management development program wh...Show More
4) Oscar Trimboli | The Cost of Not Listening
Most people think they are pretty good at listening. Hey, we’re in sales (or management), we listen to customers and co-workers all the time. Oscar Trimboli is sure we can do better. He thought the...Show More
5) Brian Carroll | Connecting to What The Customer Cares About
Respect For People is one of the important themes in working toward Sales Process Excellence. Often, we think of it in terms of employees, but it also applies to how we approach customers and prospec...Show More
6) Cliff Ransom | A Wise Individual, Who is Still Learning from Others
Today’s guest is Cliff Ransom. Cliff holds a unique position between the investment community, corporate management and the lean community. He has spent years following very successful companies and...Show More
7) Bill Bentley | Finding the Tipping Point
The past few episodes have talked a lot about the importance of mindsets in engaging employees and aligning with customers. Today we are going deeper into how data works in the feedback loop that mak...Show More
8) Tripp Babbitt | The Deming Philosophy is a Way of Learning
The core of Dr. Deming’s teaching is to continually update and innovate the way we think about work, products and management. For it to happen effectively, people need to understand the system they a...Show More
9) Bud Hyler | Aligning Sales and Marketing Through Feedback
The purpose of marketing goes beyond creating awareness and stimulating interest. It is also to serve the needs of sales channels and individual salespeople in connecting with their customers. Bud H...Show More
10) Bob Lambert | Helping Customers Through the Buying Process
What does it takes for a salesperson to be excellent in the eyes of a buyer? And how does it tie back to what research and experience shows about how buyers make a decision? Bob Lambert’s career spans...Show More