The Cringe

Distinguishing Yourself From Your Competitors With Brian Sedra

This week, Adam talks to Brian Sedra, the Chief Sales Officer of Phusion Projects, about the fascinating world of alcoholic beverage sales, distinguishing yourself from larger competitors with data and insight, why 90% of sales should be boring, and more.

Enabling a Customer-Centric Sales Team with Sheevaun Thatcher and Stephen Timme

Adam talks to Sheevaun Thatcher, strategic go-to-market execution advisor, and Stephen Timme, founder and president of FinListics Solutions, about the pillars of successful sales enablement, treating enablement as an investment and not a cost center, the balance between control and remaining customer-centric in a sales conversation, and more.

Understanding Executive Buyers with Stephen Timme and Ben Cagle

Adam talks to Stephen Timme, Founder and President of FinListics Solutions, and Ben Cagle, Chief Solutions Officer at FinListics Solutions, about developing a customer-first organization, the seven-step framework for executive selling, earning your discovery questions, and more.

Going Back To Basics with William Behr

Adam talks to William Behr, COO of Baker Communications, about his start in car sales, how asking questions you don't know the answer to is necessary, how to stop taking shortcuts in your conversations, and more.

Making Sales Teams Successful with Kyle Smith

Adam talks to Kyle Smith, a managing partner at The Bridge Group, about the dangers of vilifying your sales teams, the reduction in win rates and how to respond, maximizing rather than optimizing, and more.