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Release Date: Apr 1

Research shows that high-performing sales teams drive up to 80% of a company’s revenue (Harvard Business Review). Yet most teams are flying blind and relying on outdated sales plans, inconsistent outreach, and a lack of new leads for their business. pipelines.

In this episode, we’re joined by author and leading expert in B2B sales coaching, Mark Cox. Whether you're new to sales or a seasoned sales leader, Mark offers invaluable insights and practical tools to help you master the art of selling in today's world.

What You’ll Learn:

• Why great salespeople are made, not born
• The four (plus one) elements of a high-impact sales playbook
• Why discovery is the most underrated stage in sales
• How to avoid the “cycle of doom” in demand gen
• When to reassess your value prop and how to find your competitive edge
• Why promoting your top seller might kill your team if you’re not careful

In This Episode:

• 00:01 – Intro to Mark Cox
• 00:15 – Are salespeople born or made? (Hint: It’s a skill)
• 01:21 – Reigniting a love for learning through an Executive MBA
• 03:35 – Why senior leaders often stop learning
• 05:29 – What inspired Learn to Love Selling
• 06:58 – Who the book is for
• 07:34 – Why most sales plans gather dust
• 08:55 – The 4 Core Elements of a Sales Playbook
• 12:23 – The “fifth” element: Awareness campaigns
• 13:44 – What makes a value prop terrible (and how to fix it)
• 15:29 – How often should you reassess your value prop?
• 18:09 – What makes In the Funnel different?
• 20:02 – Ask your clients for your differentiation
• 22:48 – Client interviews as a learning tool
• 24:58 – Demand Gen: The “X-Factor” skill in B2B sales
• 27:58 – Ranking modern demand gen tools: phone, email, LinkedIn
• 31:54 – The “hat trick” approach to outreach
• 34:12 – Working conferences like a pro
• 38:26 – Discovery meetings: the most important sales phase
• 43:36 – Why discovery never ends
• 45:44 – Helping sales reps kill zombie deals
• 49:23 – The 3 key stakeholders of a sales leader
• 51:49 – Coaching vs. Telling: What great leaders do differently
• 54:54 – Avoiding the “hero” trap as a new manager
• 58:49 – Should you promote your top rep to sales manager?
• 01:01:59 – What makes a great sales leader
• 01:04:20 – Closing thoughts & where to find Mark

Resources Referenced:

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• LinkedIn:
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