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
https://www.youtube.com/watch?v=HP66hMGq4Sw 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 insight, why 90% of sales should be boring, and...
Additional Episodes:
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 and not a cost center, the balance between control and remaining...
Episode 14: Stephen Timme, Founder and President of FinListics Solutions, and Ben Cagle, Chief Solutions Officer at FinListics Solutions
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 selling, earning your discovery questions, and more.
Episode 13: William Behr, COO at Baker Communications
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 shortcuts in your conversations, and more.
Episode 12: Kyle Smith, The Bridge Group
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: 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.
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.