エピソード

  • Office Hours - Episode 7 - Dealing with Sales Under-Performers

    Office Hours - Episode 7 - Dealing with Sales Under-Performers
    2026/10/27
    Sales 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 critical audience questions on diagnosing pipeline lag and fixing team performance gaps. You'll hear practical advice on why you shouldn't pour all your coaching hours into struggling reps at the expense of top producers. They unpack the real difference between lack of skill, poor work habits, and wrong cultural fit. Mark and Dave also break down how to handle high-revenue clients who drain your team, plus how to merge sales cultures during corporate acquisitions.
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    29 分
  • The Agentic Revolution: AI In Professional Sales With David Fauser & Mike Sparling

    The Agentic Revolution: AI In Professional Sales With David Fauser & Mike Sparling
    2026/10/08
    Artificial intelligence is rapidly shifting from a futuristic concept into an essential driver of efficiency, strategy, and hyper-personalized customer engagement. Successfully integrating AI in professional sales requires leaders and teams to look beyond the hype and embed intelligent tools directly into daily workflows. In this episode, host Mark Cox is joined by David Fauser, Vice President of Sales, Marketing, and Strategy at CIMCO Refrigeration Inc., and Mike Sparling, Chief Operating Officer and Chief Technology Officer at Multi-Health Systems Inc. Together, they explore how top-performing sales organizations deploy AI agents to eliminate low-value tasks, elevate relationship selling, and orchestrate hybrid workforces. Discover how sales leaders can move past temporary pilots, build intentional AI strategies, and leverage technology to deliver unmatched value to clients.
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    49 分
  • Office Hours - Episode 6 - Dealing With 'Decision By Committee'

    Office Hours - Episode 6 - Dealing With 'Decision By Committee'
    2026/09/22
    Navigating 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 decision by committee has become the default challenge, making consensus-building the most crucial skill in enterprise sales. In this episode, host Mark Cox and sales expert Dave Hanley explore how risk aversion in large corporations forces buyers into stagnant patterns where they choose to "miss out rather than mess up." They share actionable strategies to map the buyer's journey, leverage advanced relationship development skills, and employ strategic questions to guide buying groups toward making the right decision for their business.
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    28 分
  • Office Hours - Episode 5 - Mastering Strategic Selling To Bypass Procurement Roadblocks

    Office Hours - Episode 5 - Mastering Strategic Selling To Bypass Procurement Roadblocks
    2026/09/15
    In 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 these complex hurdles requires a shift from transactional tactics to a robust strategy of strategic selling. In this episode, co-hosts Dave Hanley and Mark Cox of In The Funnel dive into the mailbag to answer real-world questions from high-performing sellers, exploring how to manage account transitions when key decision-makers move on while sharing insights on leveraging tools like a key account plan to check in on client value. They also break down how to loop procurement into the deal-making process early on to minimize disruption and how to stand out on social media with value-driven outreach, referencing classic sales resources like The New Strategic Selling by Miller Hyman and Social Selling and Influence by Timothy Hughes and Adam Gray to help you humanize your sales approach and protect your pipeline.
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    34 分
  • Why Your Win Rates In Sales Are The Real Productivity Metric With Andy Paul

    Why Your Win Rates In Sales Are The Real Productivity Metric With Andy Paul
    2026/08/18
    In 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 Paul, the renowned sales expert and author of Sell Without Selling Out, to challenge the status quo of modern selling techniques. Instead of relying on top-of-the-funnel activity, discover why shifting your focus to "change conversations" and optimizing your current pipeline is the key to true sales productivity. This episode provides actionable strategies for leaders who want to stop discounting products and start closing deals effectively by truly understanding the ROI for their buyers. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com. For the In The Funnel Online Sales Academy, check out www.selling-well.com.
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    1 時間
  • Office Hours: Am I ready to transition to sales leadership?

    Office Hours: Am I ready to transition to sales leadership?
    2026/08/04
    Join 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 journey is never easy, especially when you are a top performer eyeing a leadership position. In this episode, Mark Cox and Dave Hanley discuss sales career advancement, offering a roadmap for high-performing salespeople who are contemplating a transition into management. Beyond the promotion, they explore the complexities of internal sales approvals and the delicate balance between managing existing accounts and driving new business. Listen in as they provide tactical advice on building a sales playbook, prioritizing your time effectively, and ensuring you have the right support before making the leap into a leadership role. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com. For the In The Funnel Online Sales Academy, check out www.selling-well.com.
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    37 分
  • It's Lonely At The Top With Nancy MacKay

    It's Lonely At The Top With Nancy MacKay
    2026/07/28
    Are 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 success. In this episode, host Mark Cox welcomes Nancy MacKay, the founder and CEO of MacKay CEO Forums. Nancy discusses her acclaimed book, It's Lonely at the Top: CEO Strategies for Inspiring Yourself and Your Team, and reveals how to master the "House of Ego" versus the "House of Leadership." Whether you are a CEO or a sales professional, this conversation offers a powerful roadmap for taking ownership of your time, health, and emotional well-being to lead more effectively.

    Ready to transform your sales strategy? Head over to thesellingwell.com and check out their sales starter series—it's completely free and designed to help you drive real, double-digit revenue growth.
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    45 分
  • Office Hours: HELP...I never got training on product demos!

    Office Hours: HELP...I never got training on product demos!
    2026/07/07
    In 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 episode of ITF Office Hours, Mark Cox and Dave Hanley dive into the trenches of B2B sales to help you stop wasting time and start closing the right deals. We're breaking down actionable strategies to turn your product demos into high-impact conversations, how to coach your SDRs to identify your ideal customer profile, and the art of asking for referrals without the awkwardness. If you're ready to stop the "glaze-over" effect and build a more profitable sales pipeline, tune in for practical, no-nonsense coaching on mastering your sales process. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com. If you'd like to build your selling skills on your own schedule, check out the In The Funnel Online Sales Academy: www.selling-well.com.
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    30 分