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The Selling in the New Normal podcast showcases best practice sales and business development strategies and hears from some of the world’s leading business-to-business buyers and sellers to best understand how to navigate complex B2B sales in a rapidly changing world.
Latest Episodes
Ep 6: How do we redefine the sales processes to keep up with change?
The New Normal
In this episode, we seek answers on how to redesign sales processes to maximise revenue, cash flow and profitability. Lloyd Ross, a Senior Management Consultant at RPM Queensland, tells us his own story on how he and his team created…
Ep 5: How can sellers better manage their mental health?
The New Normal
In this episode, Mark has a conversation with leading Business Psychologist and Sales Mental Health Trainer, Kristian Lees-Bell on maintaining good mental health in a complex sales environment in times of great stress or change. With over 20% (and rapidly…
Ep 4: How can sellers reinvent themselves for the digitally-driven recovery?
The New Normal
In a global environment where we have already seen tens of millions of jobs lost and a lot more likely to come and when the World Economic Forum tells us that more than one billion jobs are to be transformed…
Ep 3: What should the sales management playbook look like in the new normal?
The New Normal
Currently, there is a slowing of sales opportunities due to Covid-19, and so sellers are falling short of their targets. In response to this, average Sales Managers are demanding sellers double down on traditional sales activity. Unfortunately, not only will…
Ep 2: What should we be curious about right now?
The New Normal
Given the changes that sellers and buyers are experiencing as we adapt/adopt to virtual and digital selling, we ask the questions: What should we be curious about right now? How do we find the right questions to ask? How do…
Ep 1: What is the new normal? With Adam Thorp
The New Normal
In this episode we interview Adam Thorp, the CEO of Julian Midwinter & Associates and have a conversation about the ‘new normal’ and what it means to both buyers and sellers. In this discussion we arrive at the view that…