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The Selling Well: Daily Summaries Delivered
by Mark Cox
We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- Yesterday44 min
The Selling Well Podcast – It's Lonely At The Top With Nancy MacKay
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.
- 3 weeks ago30 min
ITF Office Hours Podcast - 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.
- 4 weeks ago32 min
ITF Office Hours Podcast - Episode 2
In the age of AI, how do you future-proof your sales career? In this episode, Mark Cox and The Delusional Founder author Dave Hanley tackle the pressing questions currently hitting our digital mailbag. We break down how to stop viewing AI as a replacement and start using it as your ultimate sales assistant. We also dive into actionable strategies for two of the toughest hurdles in sales: Ending the Discounting Habit: Why your team reaches for price cuts—and how to build true negotiation leverage through better discovery. Hiring World-Class Talent: Why attributes like humility and drive often outperform experience, and how to conduct reference checks that actually reveal the truth. Whether you're a leader looking to coach your team or an individual contributor wanting to elevate your game, these insights will help you focus on the human connection that AI can't replace.
- Jun 23, 202651 min
Dealing With The Root Issues Of Sales Management With Frank Cespedes
When a company is not growing, it is not only because of the shortcomings of its sales team. Sometimes, your entire sales management is unaligned with the strategies your salespeople are executing. Mark Cox, together with guest co-host Mike Sparling, sits down with Frank Cespedes, a senior lecturer at Harvard University and the author of six fantastic books, who explains how to realign your sales goals with your team goals. He also explores how self-directed omnichannel buying impacts B2B sales today, as well as how AI can be used to increase sales performance and productivity in today's fast-paced world.
- Jun 16, 202633 min
ITF Office Hours Podcast - Episode 1
Are your sales reps stuck chasing "pipe dreams" while the real deals slip through the cracks? In our latest episode of In The Funnel, we are launching a brand-new format: ITF Office Hours. Joining me is special guest Dave Hanley—author of The Delusional Founder and a veteran who has exited three technology companies at eight-figure valuations. In this session, we tackle the toughest questions from our listeners, moving beyond generic advice to provide real-world, tactical solutions. Whether you're a sales manager struggling to identify which deals are actually real, a rep trying to sell up the ladder at a major account, or a leader dealing with a disruptive "star" performer who undermines your culture, this episode is packed with actionable insights. We're pulling back the curtain on how to build trust, collaborate effectively, and stop forcing square pegs into round holes. Dive in to hear how you can elevate your sales process and start closing with confidence.
- Jun 9, 202655 min
Framemaking Sale: Improving The Buying Experience With Brent Adamson
The real problem in sales is not in the buyer's trust in a supplier, but their confidence in themselves to make a sound purchasing decision. With the usual buying journey extremely messy and complicated, world-renowned B2B sales researcher Brent Adamson offers a solution: the Framemaking Sale. He joins Mark Cox and guest co-host Mike Sparling to discuss how to make a drastic shift in sales focus, moving beyond the traditional sensemaking practices and into the framemaking one with a human-centric approach. Brent highlights the major problems of the conventional B2B model, breaking down what it takes to address decision complexity, information overload, objective misalignment, and outcome uncertainty. He also talks about the evolving role of AI, making the buying journey more convenient by providing assistance in decision-making while maintaining authentic human connections.
- Jun 2, 202645 min
Intellectual Authenticity & AI: How To Achieve The Sales Mindset Buyers Demand In 2026 With Philip Squire
Stuck on the sales treadmill using outdated tactics while buyers cut through the noise? The rules are changing fast—AI is raising the bar on what "good" looks like. In this episode, Dr. Philip Squire and Mike Sparling break down new research on how buyers want to be sold in 2026. You'll learn why sales success is now a values problem—not a technique problem—and how to master authenticity, client-centricity, proactive creativity, and tactful audacity. Discover the rise of "intellectual authenticity" and how to combine human insight with AI to avoid "AI slop" and elevate your sales game.
- Apr 14, 202652 min
How AI Is Revolutionizing Professional Sales & Strategy Execution With Mike Sparling
Is artificial intelligence a threat to the personal touch of professional sales, or the ultimate tool for execution? In this episode, Mike Sparling joins the conversation to dive deep into the intersection of AI and modern sales strategy. Discover why simply having a strategy isn't enough—you need the resources and mechanisms to drive real success at every individual sales touchpoint. Learn how growth leaders are leveraging technology to bridge the gap between high-level execution and meaningful market impact.
About The Selling Well
We created the Selling Well podcast to help growth-oriented professional salespeople dramatically improve performance. We interview some of the top thought leaders in professional sales today to gather their best insights and teachings and we add them all to the Selling Well. Join us for this fun journey of lifelong learning in professional sales.
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