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 11: Monty Ostrander, Netradyne
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 to hold space for a prospect, showing up authentically in a sales conversation, and more.
Additional Episodes:
Episode 10: Dan Fantasia, CEO, Treeline
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 have with sales people they are considering hiring.
Episode 9: Lori Richardson, CEO and Founder, Score More Sales
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 in sales, how to build the best possible teams, and more.
Episode 8: Katie Costin, Director of Sales
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: Jason Aurora, Senior Director of L&D, Hilti North America
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 – Tom Latourette, Managing Partner, M3 Learning
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 – Damian Saunders, CRO, Cambridge Spark
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 "do you have any questions?"
Episode 4 – Steve Kraner, Owner, Software Sales Gurus
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 "swing", avoiding premature presentation, and more.
Episode 3 – Jim Speredelozzi, SVP Revenue, Predictive Index
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 sound smart, the cringiest way to open a call, and more.
Episode 2 – Matt Cameron, CEO, Saasy Sales Leadership
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 easily avoidable Cringes.
Episode 1 – Rob Toomey, President/Owner, TypeCoach
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 if you're a "natural opener" or a "natural closer."