Free Daily Podcast Summary
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.
- 2 days ago34 min
Office Hours - Episode 8: Finding Sales Unicorns And Fixing A Struggling Team
Finding sales unicorns and fixing a struggling team are two of the biggest hurdles founders and sales leaders face when trying to scale a business. Without the right playbook or onboarding structure, hiring top-tier talent and turning around underperforming reps can quickly stall growth. In this Office Hours episode, host Mark Cox and guest Dave Hanley, author of The Delusional Founder, break down proven strategies for recruiting performance-driven salespeople and revitalizing team performance. They address real listener questions on securing equity-based sales hires, transitioning founders out of day-to-day selling, and managing team turnarounds during leadership transitions. Tune in for actionable insights to build a resilient, high-performing sales organization.
- 1 weeks ago28 min
Office Hours - Episode 7 - Dealing with Sales Under-Performers
Sales leaders often struggle when managing Sales Under-Performers across their revenue teams. In this special Office Hours session, host Mark Cox and co-host Dave Hanley answer critical audience questions on diagnosing pipeline lag and fixing team performance gaps. You'll hear practical advice on why you shouldn't pour all your coaching hours into struggling reps at the expense of top producers. They unpack the real difference between lack of skill, poor work habits, and wrong cultural fit. Mark and Dave also break down how to handle high-revenue clients who drain your team, plus how to merge sales cultures during corporate acquisitions.
- 4 weeks ago49 min
The Agentic Revolution: AI In Professional Sales With David Fauser & Mike Sparling
Artificial intelligence is rapidly shifting from a futuristic concept into an essential driver of efficiency, strategy, and hyper-personalized customer engagement. Successfully integrating AI in professional sales requires leaders and teams to look beyond the hype and embed intelligent tools directly into daily workflows. In this episode, host Mark Cox is joined by David Fauser, Vice President of Sales, Marketing, and Strategy at CIMCO Refrigeration Inc., and Mike Sparling, Chief Operating Officer and Chief Technology Officer at Multi-Health Systems Inc. Together, they explore how top-performing sales organizations deploy AI agents to eliminate low-value tasks, elevate relationship selling, and orchestrate hybrid workforces. Discover how sales leaders can move past temporary pilots, build intentional AI strategies, and leverage technology to deliver unmatched value to clients.
- Sep 22, 202627 min
Office Hours - Episode 6 - Dealing With 'Decision By Committee'
Navigating today's B2B landscape often feels less like selling and more like herding cats as buying groups continue to expand. For modern sales representatives, dealing with decision by committee has become the default challenge, making consensus-building the most crucial skill in enterprise sales. In this episode, host Mark Cox and sales expert Dave Hanley explore how risk aversion in large corporations forces buyers into stagnant patterns where they choose to "miss out rather than mess up." They share actionable strategies to map the buyer's journey, leverage advanced relationship development skills, and employ strategic questions to guide buying groups toward making the right decision for their business.
- Sep 15, 202633 min
Office Hours - Episode 5 - Mastering Strategic Selling To Bypass Procurement Roadblocks
In B2B sales, hitting a wall with leadership turnover, rigid procurement negotiations, or declining email response rates can derail even the most promising deals, and navigating these complex hurdles requires a shift from transactional tactics to a robust strategy of strategic selling. In this episode, co-hosts Dave Hanley and Mark Cox of In The Funnel dive into the mailbag to answer real-world questions from high-performing sellers, exploring how to manage account transitions when key decision-makers move on while sharing insights on leveraging tools like a key account plan to check in on client value. They also break down how to loop procurement into the deal-making process early on to minimize disruption and how to stand out on social media with value-driven outreach, referencing classic sales resources like The New Strategic Selling by Miller Hyman and Social Selling and Influence by Timothy Hughes and Adam Gray to help you humanize your sales approach and protect your pipeline.
- Aug 18, 202659 min
Why Your Win Rates In Sales Are The Real Productivity Metric With Andy Paul
In the competitive landscape of B2B, mastering win rates in sales is crucial for long-term growth and sustainable business success. Join host Mark Cox as he sits down with Andy Paul, the renowned sales expert and author of Sell Without Selling Out, to challenge the status quo of modern selling techniques. Instead of relying on top-of-the-funnel activity, discover why shifting your focus to "change conversations" and optimizing your current pipeline is the key to true sales productivity. This episode provides actionable strategies for leaders who want to stop discounting products and start closing deals effectively by truly understanding the ROI for their buyers.
- Aug 4, 202636 min
Office Hours - Episode 4 - Cracking The Code On Sales Career Advancement
Deciding on the next step in your professional journey is never easy, especially when you are a top performer eyeing a leadership position. In this episode, Mark Cox and Dave Hanley discuss sales career advancement, offering a roadmap for high-performing salespeople who are contemplating a transition into management. Beyond the promotion, they explore the complexities of internal sales approvals and the delicate balance between managing existing accounts and driving new business. Listen in as they provide tactical advice on building a sales playbook, prioritizing your time effectively, and ensuring you have the right support before making the leap into a leadership role.
- Jul 28, 202644 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.
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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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The Selling Well covers topics including Education, Business, Marketing, How To. Our AI identifies the specific themes in each episode and highlights what matters most to you.
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