Making A Difference Podcast

It's Your Right To 100% Share Of Customer And Territory!

When I first started my career in sales, I learned that "It is my God-given right to 100% share of customer and 100% share of territory." Clearly, it's unachievable, but it created a mindset that has stayed with me through my career. Learn how a small shift in your mental attitude can have a profound impact on your effectiveness as a sales professional.

The Yin And Yang Of Buying And Selling

Buyers and Sellers engage each other every day. Yet we seldom take the time to understand what drives them or how we might work with them most effectively. This podcast, originally sponsored by DocuSign, is a conversation between Dave Brock (representing the Sales community), and Chris Locke (an experienced Procurement professional). Chris and Dave explore how buyers and sellers might work more effectively together. It's an exciting and provocative discussion! Enjoy!

Does Your Sales Process Achieve These 4 Outcomes?

The sales process is the cornerstone to high productivity and maximum effectiveness. Yet, too many organizations have no sales process, one that is hopelessly outdated, or one that is not used. Establishing the sales process is not difficult, but takes focus and a little research. In this podcast, we look at the 4 key outcomes your sales process must achieve.

Some Common Misunderstandings About Value Propositions

Value propositions are critical to our success with customers. We talk about value propositions all the time, but most are neither unique or differentiated. Too often, they are "hyped up" lists of features and functions that are meaningless to the customer. In this podcast we talk about common misunderstandings about Value Propositions.