Join us on the Art & Science of Complex Sales podcast by Membrain where we invite various experts from the industry to discuss about different topics in the world of complex sales
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พูดคุยสบายๆเกี่ยวกับวิทยาศาสตร์และเทคโนโลยี
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Exploring the complexity of social phenomena using interdisciplinary tools and approaches!
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Value-Driven Solutions │Jermaine Edwards
40:24
40:24
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40:24
Join us with Jermaine Edwards, as he shares his learnings on sales leadership, the difference between earning versus proving, the impact of cognitive load, and how we show up for prospects and customers to provide true value. From Indecision to Possibility Exploration (11:56) Paul asks about the gap between earning the right for attention and provi…
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Cultivating a Thriving Sales Community │ Mike Stokes
40:19
40:19
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40:19
Meet Mike Stokes, the founder of Indicator. Mike is a groundbreaking entrepreneur reshaping leadership in sales. Mike shares his transition from co-owning a laminating business to becoming a pioneer in sales leadership. He provides a refreshing angle on sales, presenting it as a service that goes beyond mere transactions to guide customers in makin…
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Insights into Effective Leadership │ Paul O'Donohue
50:18
50:18
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50:18
Join us as we sit down with the Founder & CEO of SalesStar, Paul O'Donohue. Paul was an electrical engineer turned sales transformation leader, whose entrepreneurial spirit led him to create SalesStar, a powerhouse in the international sales arena. Building a Sales-Driven Culture (17:28) Paul discusses SalesStar's global growth and mindset shift to…
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Wimp Junction │ Jennica Dixon
17:40
17:40
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17:40
"The book that took four years of writing, four decades of entrepreneurship, and a thousand espressos to make." Have you ever stood at the crossroads of a crucial sales negotiation, teetering between playing by the buyer's rules and drawing your own line in the sand? Jenica Dixon from Slattery Sales Group joins us to navigate this treacherous terra…
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Transforming Sales Leadership │Raymond Cardinale
38:34
38:34
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38:34
CEO of E3 Performance Solutions, Raymond Cardinale takes center stage in our latest podcast episode, bringing with him a wealth of knowledge from his 30-year voyage through the sales industry, from the hustle of New York City streets to the structured halls of Xerox. As the mastermind behind E3 Performance Solutions, Raymond doesn't just tell his s…
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Redefining Sales Excellence │Kendley Davenport
46:05
46:05
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46:05
Join us with Kendley Davenport, CEO of Leadership4Success as he talks about the heart of successful sales: serving others to enhance their lives. For Kendley, sales isn't just about pushing a product but genuinely assisting customers to achieve their goals.Kirjoittanut Membrain
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Decoding Sales Success │Barbara Spector
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38:06
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38:06
Join the conversation with Barbara Spector, CEO of SmartMoves, as she shares her innovative approach to sales that is shaking up the corporate world. Barbara brings to the table a game-changing philosophy - sales as a puzzle where each piece is a client's need, waiting for the right solution.Kirjoittanut Membrain
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Game Plan for Business│Ryan Johnson
33:22
33:22
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33:22
Discover how Ryan Johnson, the innovative fractional COO of Three Sparrows Executive Services, translates athletic discipline into business success in our newest episode. With his background as a former athlete, Ryan shares valuable strategies for sales entrepreneurs aiming to improve their performance. From Field to Office (6:42) Ryan shares his j…
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Sales Leadership and Team Transformation │ Kelly Riggs
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39:23
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39:23
Unlock the secrets to exceptional sales leadership that can take your team's performance from good to extraordinary, with insights from Kelly Riggs, founder of the Business LockerRoom. This episode goes beyond the basics, providing a deep dive into the nuances of leadership that inspire action and achievement. We tackle the challenge of transformin…
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The Heart of Sales Excellence │ Two Tall Guys
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44:32
Ever wondered how a deep belief in your product can solidify customer trust? Our guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors, join us to share their insights into the transformative power of genuine conviction and rapport in sales. They break down why the sales game is more than pushin…
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Navigating the Evolving World of Sales │ James Buckley
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41:43
Have you ever wondered what separates an ordinary salesperson from a true sales maestro? As a sales expert and also the director of Sell Better, James Buckley joins us in today’s episode to dissect the landscape of modern sales, revealing the traits and strategies that distinguish top performers. With the sales industry in perpetual motion, we disc…
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Fostering Healthy Leadership (Part 2) │ Chris McAlister
35:33
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35:33
In Part 2 of this episode, join Paul and Chris as they delve into the findings of Paul's assessment. What will the results from Paul’s assessment reveal? Let’s find out.Kirjoittanut Membrain
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Fostering Healthy Leadership (Part 1) │ Chris McAlister
37:10
37:10
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37:10
Hitting rock bottom can either crush you or make you stronger. Chris McAllister, CEO of Sightshift, knows this well. He turned his financial struggles into a journey of growth. Today, he shares how shifting from seeking validation to focusing on making a real impact transformed his sales approach. He believes sales is about serving others by addres…
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Cultivating a Culture of Value Creation │ Alan Versteeg
36:19
36:19
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36:19
Ever wonder why some sales teams soar while others falter? The answer might lie within the nuances of coaching versus auditing. Join Alan Versteeg, Global Chief Revenue Officer of Growth Matters, as he guides us through the transformative shift from 'cannonball management' to 'cruise missile management,' a strategy that demands real-time action cor…
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Orchestrating Success │Paula S White
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37:24
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37:24
In this episode, Paula S. White, the founder of PW Enterprises, delves into her transformative journey—from being a savvy negotiator on a purple bicycle to orchestrating multimillion-dollar sales. Music's Impact on Leadership and Coaching (10:39) Paula S White shares how a concert sparked her passion project on the link between music and leadership…
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Selling from the Heart (Part 2) │ Darrell Amy
47:27
47:27
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47:27
Join us as we welcome Darrell Amy, the CEO of Revenue Growth Engine and Co-host of the Selling from the Heart podcast, as he recounts his journey from a budding law student to a sales expert, and how this transition has honed his expertise in coaching sales teams to drive substantial growth. As he shares his narrative, you'll learn the value of inv…
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Selling from the Heart │ Larry Levine (Part 1)
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44:04
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44:04
There's a moment in every sales professional's career when the traditional tactics start to feel hollow, and the hunger for a deeper connection with clients becomes unignorable. That's where Larry Levine comes in, turning the sales game on its head with his philosophy of 'selling from the heart.' In our latest episode, Larry, a master of authentic …
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From Coaching to Collaboration │ Yuri van der Sluis
42:34
42:34
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42:34
Yuri has devoted his career to helping sales professionals make a positive impact on those around them. He's founder of SalesHookup, and he has a particular passion for coaching and mentoring in sales, going so far as to create one of the first peer-to-peer mentoring technologies in the sales space. Navigating the Challenges of Sales Coaching and S…
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The Sales Coaching Revolution │ David Masover
39:46
39:46
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39:46
Get ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover, a Sales Management Coach and consultant from David Masover Sales Consulting. Tune in to hear David's journey, from facing challenges as a new salesperson to becoming a skilled coach. He'll share val…
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Year-end Reflections with Paul Fuller
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19:10
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19:10
Kirjoittanut Membrain
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People, Methodology, and Strategy with Prima Resource
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52:49
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52:49
For the 50th episode of the podcast, we welcome our guests Fred Lucas and Jon Lucas from Prima Resource. Together, we explore the challenges of hiring salespeople and the importance of using tools and data to predict sales performance. Tune in to hear about their personal experiences with hiring and the crucial role of instinct and experience in th…
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Co-Creating Value: A New Approach to Complex Sales with Walter Pollard
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39:10
Meet Walter Pollard, Founder of Brand Fuzion. He navigates the challenges of complex sales, emphasizing a customer-centric approach and collaboration to create value. Walter urges sales professionals to prioritize delivering value, and shedding biases. This episode explores the essential skills for mastering complex sales. Mindset in Sales and Lead…
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Importance of Context and Business Acumen with Dr. Howard Dover
48:11
48:11
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48:11
In today’s episode, we welcome Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coach at the University of Texas at Dallas. We discuss the essential role of technology and business acumen in today's sales landscape, exploring the evolution of sales over the past two decades and emphasizing the importance of understanding cu…
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Podcast: Exploring Complex Sales Strategies and Success with Derek Baer
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41:50
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41:50
Curious about setting yourself apart in the sales industry? This episode emphasizes the golden rule of sales - active listening. Today on the podcast, we welcome Derek Baer - Vice President of Corporate Training, Kurlan & Associates. From his humble beginnings as a golf caddy to an international salesperson, Derek offers his insights into the art o…
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Revamping Your Sales Approach with Mike Simmons
53:49
53:49
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53:49
Prepare for an exciting episode with Mike Simmons Co-founder of Catalyst A.C.T.S. Mike offers a fresh perspective to redefine your sales approach. In this episode, we challenge the traditional approach to sales, shifting the focus from persuading to buying, to solving the customer's problem effectively. Throughout the discussion, you'll gain valuab…
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Unlocking B2B Sales: A Conversation with Ed Porter
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45:37
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45:37
Join us in this episode of the Art & Science of Complex Sales Podcast with Ed Porter from Blue Chip CRO. Ed’s insights into building and managing a successful inside sales team are invaluable, with a particular focus on the importance of process adherence. (0:15:38) - Building an Inside Sales Team (8 Minutes) Ed, reflects on his career trajectory, …
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Sales Skills and Mindset Barriers with Oliver Tuffney
49:19
49:19
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49:19
Switch gears with us as we delve into the mental roadblocks that can hamper a salesperson's performance with sales expert and coach, Oliver Tuffney, Engagement Director from Emerse Group. Sales Skills and Mindset Barriers (14:22) Olly & Paul discuss how through data-backed and objective findings, salespeople can be shown to have the capability and …
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The Impact of Data in Today’s Business Landscape: Interview with Ben Tagoe
36:29
36:29
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36:29
Have you ever experienced the power of data, how it shapes decisions, and the impact it can have on performance? Our guest, Ben Tagoe, CEO of Objective Management Group (OMG), takes us on a journey where he weaves his experiences in finance, data analytics, and into his current role. Utilizing Data to Improve Sales Performance (8:49) Ben shares a s…
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Qualification, Coaching, and Culture of Success: Interview With Mark Burton Brown
35:38
35:38
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35:38
Are you tired of the push and pull of sales? Then this episode will change your perspective. In an intriguing conversation with Mark Burton Brown from Engagement Partners, we redefine sales as a collaboration and problem-solving process. Importance of Qualification & Disqualification in Sales (09:16) Mark Burton, emphasizes the importance of both q…
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Rising Above Challenges: Interview with Carrie Richardson
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52:36
Ever wondered how selling vacuum cleaners door-to-door could possibly lead to owning two of the top sales call center operations in North America? Carrie Richardson, our guest for this episode, has accomplished just that and much more. From Alcoholism to Sales (07:32) Carrie discusses her past struggles with alcoholism and her journey to sobriety, …
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Building Trust and Confidence in Sales: Interview with Brian Kavicky
47:31
47:31
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47:31
Join us in today’s interview as we welcome the Co-founder of Lushin, Brian Kavicky to share his personal journey from how he started out with electrical wholesaling and ended up in the sales sector. Listen in as he details his early years in a management training program where he faced challenging accounts and learnt the importance of being present…
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Becoming the Happy Sales Manager with Gretchen Gordon
25:22
25:22
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25:22
Listen in as we welcome back Gretchen Gordon to explore the practical insights and actionable advice found in her new book, The Happy Sales Manager. With a rich background in sales and management, Gretchen uses her experiences to equip individuals looking to break into sales management, founders handling sales, and sales managers aiming to enhance …
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Coaching Your Way to Sales Excellence: Interview with David Mullins
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34:55
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34:55
Join us in today’s episode with David Mullins, High Performance Sales Coach. David's a father of seven, a former pastor and a successful salesperson and leader across multiple industries and businesses. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest…
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Building Sales Relationships with Casey Jacox
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39:39
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39:39
Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.…
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Insights on Relationships, Value and Design Thinking with Ashley Welch
37:34
37:34
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37:34
Ever wondered how a sales veteran approaches the process in a way that adds value for both parties involved? Join us in this episode with Co-founder of Somersault Innovation, Ashley Welch.Kirjoittanut Membrain
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Effective Sales Preparation with Alison Fell
29:51
29:51
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29:51
Ever wondered how to prepare for a sales pitch without going down the rabbit hole of 'analysis by paralysis'? Join us as we explore the world of sales with Alison Fell, a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors.Kirjoittanut Membrain
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From Nurturing Relationships to the Importance of Building a Network With Meridith Powell
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41:20
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41:20
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that…
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The Interplay of Trust, Speed, and Sales in Marketing with Randy Gerson
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43:43
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43:43
Ever wondered how speed, trust, and sales intermingle in the complex world of marketing? In today's episode we have our special guest Randy Gerson, CEO of Gerson & Associates. As a standout salesperson at Xerox and an influential marketer, Randy brings a unique perspective to the table that you won't want to miss.…
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Omnichannel, Hiring, and Leadership with Frank Cespedes
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43:35
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43:35
Today we have an incredible mind and author in the world of sales - Frank Cespedes, a senior lecturer at Harvard Business School. Frank is also the author of the recent essential book for sales leaders ‘Sales Management that Works how to Sell in a World that Never Stops Changing.’Kirjoittanut Membrain
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The Power of Recognition and Skill Development with Alan Maguire
39:07
39:07
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39:07
Did you know there's a global shortage of sales talent?" That's the provocative question we tackle head-on with our guest, Alan Maguire, Founder of ESI in our latest episode.Kirjoittanut Membrain
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From Marketing to Sales with Carol Mahoney
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35:22
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35:22
Are you ready to challenge your beliefs about sales and uncover the transformative power it holds? As an entrepreneur, sales expert, and author, Carol's groundbreaking perspective on sales has turned the conventional wisdom on its head. She paints a new picture, asserting that sales isn't a necessary evil, but an enriching exchange of value.…
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Data-Driven Accountability and Transformative Strategies with Alex Chan
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38:15
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38:15
Navigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits. Join us in today’s episode with SalesStar's Global Director of Learning, Alex Chan as we delve into how managers can hold their teams accountable and the importance of data-driven decision making.…
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What is the Computational Social Science Podcast?
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13:26
Why should you listen to this podcast? What are going to be the topics and for whom is it intended to? In this intro episode, I clarify the purpose of this podcast. You can find more information at https://www.dinocarp.com/ Youtube channel: https://www.youtube.com/channel/UC8xYWJKYB1RKEOp-qSeVz2AKirjoittanut Dino Carpentras
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The Changing Landscape of Sales With Jason Howes
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38:27
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38:27
Ever wondered what the secret to successful sales is? Join us as we sit down with Jason Howes, the Founder and Managing Director of Arrow Executive Sales. Listen as we dive into the intricate details of sales strategies and the inherent challenges that come with them. From Jason's eight and a half years on the road, to managing one of Australia's b…
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Prescribing Success - Insights from Sarah Downs
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40:45
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40:45
Ever wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs, Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis.…
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Unraveling the Sales Puzzle with Modern Techniques With Fred Copestake
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37:23
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37:23
Welcome to this episode of The Art & Science of Complex Sales Podcast, with our special guest Fred Copestake, Founder & CEO of Brindis. Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill. Learn about his fascinating journey which began from an industrial company to leading a sales academy and h…
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Whale Hunting for Winning Bigger Deals with Barbara Weaver Smith
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44:31
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44:31
Welcome to this episode featuring Dr. Barbara Weaver Smith, the founder and CEO of The Whale Hunters®, co-author of Whale Hunting: How to Land Big Sales and Transform Your Company and author of Whale Hunting with Global Accounts. Join us as we explore the essence of sales, the importance of value exchange, and the transformative whale hunting metho…
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Conversations That Sell with Frank Niekamp
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43:38
In the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes? Recently, Paul Fuller sat down with Frank Niekamp, Strategic Growth Advisor at SalesStar, to delve into the secrets behind effective sales strategies. Their conversation was packed with invaluable insights, shedding light on t…
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Fostering Rapport With Customers In Sales With Topaz Sales Consulting
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45:33
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45:33
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez, the President, and Caroline Chavez, the Vice President of Topaz Sales Consulting. Throughout the conversation, they touch upon various key highlights, including the significance of intent, building rapport and trust, the importance of asking …
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Strategies and Insights with Yekemi Otaru
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40:54
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40:54
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Dr Yekemi Otaru, Co-founder & Chief Growth Officer of Doqaru Limited. From engineering's hidden problem-solving to marketing's customer-centricity and sales' emphasis on listening, Yekemi shares her strategies and insights on how to tackle problems that tr…
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