PODCAST
The Cringe
Sales conversations where both buyers and sellers win are rare and plagued by the “cringe.” We’ve all felt it. It’s that sinking feeling that both buyer and seller get when the conversation is going off the rails.
At The Cringe, we put the sales conversation under the microscope and explore pathways to ensuring that sales reps, leaders and managers conduct great sales conversations.
Hosted by Adam Clay, CEO of RNMKRS.
Episode 16: Distinguishing Yourself From Your Competitors
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…
Episode 15: The Pillars of Successful Sales Enablement
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…
Episode 14: Developing a Customer-First Organization
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…
Episode 13: How to Stop Taking Shortcuts
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…
Episode 12: Annual SaaS AE Report
Adam talks to Kyle Smith, Managing Partner at the Bridge Group about their annual SaaS AE Report and discuss about his team’s findings.
Episode 11: Therapeutic Conversation and Sales
Adam talks to Monty Ostrander, the Senior Sales Enablement Manager at Netradyne and an MSW in Clinical Psychology, about the similarities between the therapeutic conversation and the sales conversation, how…
Episode 10: Conversations Sales Have With Companies
Adam talks with Dan Fantasia, the CEO of Treeline about the conversations that sales people have with companies they are considering going to work for, and the conversations those companies…
Episode 9: How to Sound Less “Salesy”
Adam talks with Lori Richardson, the CEO and Founder of Score More Sales, about how to sound less “salesy”, the differences between men and women sellers, the underrepresentation of women…
Episode 8: Best First Line on a Cold Call
Adam talks to Katie Costin, Director of Sales, about the best first line on a cold call, how much tone really matters, the cringe of overpitching, and more.
Episode 7: The Importance of Active Listening
Adam talks to Jason Aurora, Senior Director of L&D, Hilti North America about the importance of actively listening to your clients and building a relationship with them.
Episode 6 – Validating Your Buyers
Adam talks with Tom Latourette, a managing partner at M3 Learning, about validating your buyers, putting buyers in the driver’s seat, how to train a sales team, and more.
Episode 5 – Structured Sales Conversations
Adam talks to Damian Saunders, CRO of Cambridge Spark, about structured sales conversations, what a salesperson can offer a buyer in a digitally connected world, and the Cringe of asking…
Episode 4 – Listening Back to Your Sales Calls
This week, Adam talks to Steve Kraner, the founder and owner of Software Sales Gurus, about recording and listening back to your sales calls, the necessity of re-doing your sales…
Episode 3 – The Right Role to Assume in a Sales Call
Adam talks with Jim Speredelozzi, SVP of Revenue at Predictive Index, about the right role to assume in a sales call, how salespeople need to give up their need to…
Episode 2 – Develop Empathy in Sales Conversations
Matt Cameron, Founder and CEO of SaaSy sales talks to us about how to avoid The Cringe by learning to develop contextual empathy in sales conversations, and a few other…
Episode 1 – Selling to People With Different Personality Types
Rob Toomey, President and Owner of TypeCoach, talks to us about how to avoid The Cringe when selling to people with different personality types from you, and how to tell…