Podcasts

Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in Win Loss Analysis and Sales Transformation. He is also a 20-year veteran of the B2B sales industry, including senior roles in some of the world's largest software companies. Additionally, Cian is the author of the Amazon best-selling book, “Rebirth of the Salesman. In this episode, Cian shares why it’s essential to ask for feedback from prospects instead of making assumptions when you lose or win a deal to better understand your win-loss rate.

Paul Andrew Smith is a world-leading expert on organizational storytelling and one of Inc. Magazine’s Top 100 Leadership Speakers of 2018. He is a national bestselling author of several books that revolve around storytelling – his work has been featured in the Wall Street Journal, Time Magazine, Forbes, and more. In this episode, Paul discusses the importance of storytelling in the sales process and how stories can get people’s attention, build trust, and close a sale.

Kendra Lee is the founder of KLA Group, a company that specializes in lead generation, sales prospecting, hiring, and onboarding. After starting her sales career with IBM, Kendra founded her company on the philosophy that sales is not an art, but a learned skill. Kendra is also a strategy expert, speaker, author of several books. In this episode, Kendra shares her tips on how to restore your win rate by overcoming challenges and reflecting on past sales.

Bob Moesta is the co-founder at The Re-Wired Group, a design firm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s also an adjunct lecturer at Kellogg School at Northwestern University and lectures on innovation at Harvard and MIT. In this episode, Bob discusses top practices from his book - Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress.