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The Selling Excellence Podcast

We all know B2B selling isn’t getting any easier…and what’s worse, it’s getting more expensive. Our host, Tim Geisert, will interview top business executives to bring you insights on how you can turn your sales force into a company asset. You’ll learn how to find and coach talent, win deals and get the most out of your sales leaders based on data and our extensive business experience.

Episode Breakdown

Episode 1: What Executives Need to Know

​On this episode, Tim interviews Troy Kanter, the Co-Founder and CEO of AuctusIQ. Troy has had an impressive career, including starting and transacting a business for $1.4 billion. He also ran one of the largest training companies and helped thousands of sales organizations. Troy will talk about the missing metrics to measure and manage a sales force’s success. You listen in on this, you’re guaranteed to learn something.

 

Episode 2: The Science of Sales Talent

On this episode of the podcast, Tim interviews Dr. Courtney McCashland, Co-Founder and Chief Officer of Science and Strategy at AuctusIQ. Courtney has a Doctorate in Behavioral Science, has worked at a variety of organizations, and has started several successful companies. With over 25 years of experience at what drives success for sellers and sales leaders, no one knows more about seller and sales leadership talent than Courtney. Listen in and learn what great talent should look like and do to drive success in your sales organization.

 

Episode 3: Culture and Leadership

On this episode of the podcast, Tim interviews Steve Hollingsworth a Sales Leader of Leaders. Steve has been everything from a bag carrier, to a sales manager, to a CRO. You name it, he’s done it. He is currently a consultant for CEOs and sales leaders in the areas of sales, sales operations, marketing, business strategy, and development. Steve will discuss the best and worst sales organizations he’s seen. You don’t want to miss it!

 

Episode 4: Winning the Battle
In this episode of the Selling Excellence Podcast, Tim interviews Scott Tricker, VP and Director of Business Development at Olsson, a national engineering and design firm. As a seasoned pro in sales leadership, Scott draws on his background as a student of history, particularly WWII history, to talk about company culture, accurate reporting, and orchestrating a team to drive incredible success. If you’re a history nerd and seek insights about sales leadership, you’ll love this episode.

 

Episode 5: Frank From Harvard Talks Sales

On this episode of the podcast series is really special, Tim interviews Frank Cespedes. Frank has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. Not to mention, he is a Senior Lecturer at Harvard Business School and the author of seven books—most recently publishing Sales Management That Works, how to sell in a world that never stops changing. Don’t miss out on this captivating episode!

 

Episode 6: Smarter Sales Recruiting

On this episode, Troy Kanter joins Tim to discuss recruiting sales talent in today’s competitive environment. Troy is the Co-Founder and CEO of AuctusIQ and has spent his career inspiring leaders, board members, and senior executives on how to accelerate business growth through sales. As an added bonus, he not only talks about recruiting but gives you tips and ideas on how to interview candidates. After listening to this, you’ll know more than you ever did about recruiting and hiring.

 

Episode 7: Beware of the Executive Paradox

On this episode of the podcast, Troy Kanter joins Tim to talk about the Executive Paradox. Troy is the Co-Founder and CEO of AuctusIQ. The Executive Paradox is the challenge executives face when weighing the risk vs. reward in decision making. It exists in every organization and impacts company growth. Many aren’t even aware that this exists. This episode helps you identify and address it so your sales team can win more deals.

Episode 8: Where’s the Talent in Your Tech Stack?

On this episode of the podcast, Troy and Tim make a profound plea to all sales leaders: think about talent as a part of your tech stack. Everyone talks about talent but very few think about it as a part of the tools that you buy to drive sales effectiveness. Listen and learn how this addition to your tech stack drives outsized growth.

 

Episode 9: To CRO or Not To CRO…That is the Question

On this episode of the podcast, Tim speaks to Warren Zenna, CEO of the CRO Collective. They talk about how organizations need to be CRO-ready. Warren’s philosophy brings insight to Chief Executives that will help them make the right decision to hire, or not to hire, a CRO. Listening to this will save you the pain and agony of making a hiring mistake.

 

Episode 10: Combat the Seller Resignation Trend

On this episode of the podcast, Tim hosts Kris Erickson, an engagement data expert and business consultant from Workforce Science Associates (WSA). Kris talks about the WSA database of research that has found the key elements of motivating salespeople today in this fast-paced business environment. She will give you ways to drive high levels of engagement in your workforce.

 

Episode 11: The Big Four of Future Sales Managers

On this episode of the podcast, Tim speaks with Nancy Maluso, a research and industry analyst from Forrester. Nancy reveals insights on the best and worst sales managers she’s ever worked with and how those insights can help executives think about shaping their future sales managers. You won’t want to miss the Big Four and much more in this episode.

Episode 12: Sitting Next to the CEO

On this episode of the podcast, Tim speaks with Mark Zerbe. Mark has 40 years of experience in building and scaling sales teams and sales operations—which has included over 20 acquisitions and multiple divestitures. At the beginning of his career, he was seated right next to the company president where he learned to watch, listen, and do. Listen in to hear his take on the two types of CEOs.

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Sales Excellence as a Service is about running sales as a business process while solving your three biggest challenges of talent, coaching, and winning...all on one platform.

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