About this podcast
We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.
Episodes
The newest 20 of 126 episodes
- Office Hours - Episode 8: Finding Sales Unicorns And Fixing A Struggling Team · 35 min · Episode 127Finding sales unicorns and fixing a struggling team are two of the biggest hurdles founders and sales leaders face when trying to scale a business. Without the right playbook or…
- Office Hours - Episode 7 - Dealing with Sales Under-Performers · 29 min · Episode 126Sales leaders often struggle when managing Sales Under-Performers across their revenue teams. In this special Office Hours session, host Mark Cox and co-host Dave Hanley answer…
- The Agentic Revolution: AI In Professional Sales With David Fauser & Mike Sparling · 49 min · Episode 125Artificial intelligence is rapidly shifting from a futuristic concept into an essential driver of efficiency, strategy, and hyper-personalized customer engagement. Successfully…
- Office Hours: Dealing With 'Decision By Committee' · 28 min · Episode 124Navigating today's B2B landscape often feels less like selling and more like herding cats as buying groups continue to expand. For modern sales representatives, dealing with…
- Office Hours: Mastering Strategic Selling To Bypass Procurement Roadblocks · 34 min · Episode 123In B2B sales, hitting a wall with leadership turnover, rigid procurement negotiations, or declining email response rates can derail even the most promising deals, and navigating…
- Why Your Win Rates In Sales Are The Real Productivity Metric With Andy Paul · 60 min · Episode 122In the competitive landscape of B2B, mastering win rates in sales is crucial for long-term growth and sustainable business success. Join host Mark Cox as he sits down with Andy…
- Office Hours: Am I ready to transition to sales leadership? · 37 min · Episode 121Join us for ITF Office Hours ad we open up the mail bag and answer your burning questions about B2B sales and sales leadership. Deciding on the next step in your professional…
- It's Lonely At The Top With Nancy MacKay · 45 min · Episode 120Are you a leader struggling with isolation and burnout? Discover actionable CEO leadership strategies that help you inspire yourself and your team while driving long-term…
- Office Hours: HELP...I never got training on product demos! · 30 min · Episode 119In our Office Hours podcasts, we answer your questions on B2B sales and sales management! In this episode... Are your sales demos causing more confusion than conversion? In this…
- Office Hours: To discount or not to discount? · 32 min · Episode 118In the age of AI, how do you future-proof your sales career? In this episode, Mark Cox and The Delusional Founder author Dave Hanley tackle the pressing questions currently…
- Dealing With The Root Issues Of Sales Management With Frank Cespedes · 51 min · Episode 117When a company is not growing, it is not only because of the shortcomings of its sales team. Sometimes, your entire sales management is unaligned with the strategies your…
- Office Hours: How do I deal with a toxic high-performer? · 34 min · Episode 116Are your sales reps stuck chasing "pipe dreams" while the real deals slip through the cracks? In our latest episode of In The Funnel, we are launching a brand-new format: ITF…
- Framemaking Sale: Improving The Buying Experience With Brent Adamson · 56 min · Episode 115The real problem in sales is not in the buyer's trust in a supplier, but their confidence in themselves to make a sound purchasing decision. With the usual buying journey…
- Intellectual Authenticity & AI: How To Achieve The Sales Mindset Buyers Demand In 2026 With Philip Squire · 46 min · Episode 114Stuck on the sales treadmill using outdated tactics while buyers cut through the noise? The rules are changing fast—AI is raising the bar on what "good" looks like. In this…
- How AI Is Revolutionizing Professional Sales & Strategy Execution With Mike Sparling · 53 min · Episode 113Is artificial intelligence a threat to the personal touch of professional sales, or the ultimate tool for execution? In this episode, Mike Sparling joins the conversation to dive…
- Becoming A Growth Leader With Scott Edinger · 39 min · Episode 112Sales training is often ineffective without strategic leadership and broader organizational support. Mark Cox sits down with Scott Edinger, CEO of Edinger Consulting, who shares…
- Selling From The Heart: Larry Levine's Authentic Sales Secrets Revealed · 47 min · Episode 111Building genuine connections is the key to "selling from the heart," a strategy that transcends mere transactions and fosters lasting relationships in today's challenging trust…
- Leveling Up B2B Relationships With Dr. Ryan O'Sullivan · 41 min · Episode 110Building B2B relationships is one of the most important lifelines of any business. If you do not connect with the right businesses and maintain long-lasting partnerships, your…
- The Loud Impact Of Power Cues With Dr. Nick Morgan · 42 min · Episode 109Sometimes, the loudest messages are conveyed without using any words at all. Mark Cox chats with communication expert Dr. Nick Morgan about the subtle science of power cues and…
- The Noble Purpose Of Sales With Lisa McLeod · 43 min · Episode 108Even though sales are mainly about driving revenue and putting up the right numbers, one element must not be forgotten: the needs and interests of the customers themselves…
