The Cringe
Activity Overview
Episode publication activity over the past year
Episodes
Distinguishing Yourself From Your Competitors With Brian Sedra
11 Jul 2024
Contributed by Lukas
This week, Adam talks to Brian Sedra, the Chief Sales Officer of Phusion Projects, about the fascinating world of alcoholic beverage sales, distinguis...
Enabling a Customer-Centric Sales Team with Sheevaun Thatcher and Stephen Timme
13 Jun 2024
Contributed by Lukas
Adam talks to Sheevaun Thatcher, strategic go-to-market execution advisor, and Stephen Timme, founder and president of FinListics Solutions, about the...
Understanding Executive Buyers with Stephen Timme and Ben Cagle
30 May 2024
Contributed by Lukas
Adam talks to Stephen Timme, Founder and President of FinListics Solutions, and Ben Cagle, Chief Solutions Officer at FinListics Solutions, about deve...
Going Back To Basics with William Behr
16 May 2024
Contributed by Lukas
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 necess...
Making Sales Teams Successful with Kyle Smith
24 Apr 2024
Contributed by Lukas
Adam talks to Kyle Smith, a managing partner at The Bridge Group, about the dangers of vilifying your sales teams, the reduction in win rates and how ...
The Sales Conversation and the Therapeutic Conversation with Monty Ostrander
10 Apr 2024
Contributed by Lukas
Adam talks to Monty Ostrander, the Senior Sales Enablement Manager at Netradyne and an MSW in Clinical Psychology, about the similarities between the ...
Negotiating and Interviewing with Dan Fantasia
27 Mar 2024
Contributed by Lukas
Adam talks to Dan Fantasia, the CEO of Treeline, about salary negotiation, asking good questions, how to apply the sales conversation to the hiring co...
Building Balanced Sales Teams for Better Conversations With Lori Richardson
13 Mar 2024
Contributed by Lukas
Adam talks with Lori Richardson, the CEO and Founder of Score More Sales, about how to sound less "salesy", the differences between men and ...
Perfecting Your Cold Calling with Katie Costin
28 Feb 2024
Contributed by Lukas
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...
Changing An Organization's Sales Conversations with Jason Aurora
07 Feb 2024
Contributed by Lukas
Adam talks with Jason Aurora, the Senior Director of Learning and Development at Hilti North America, about how to change sales conversations and stra...
Putting the Buyer in the Driver's Seat with Tom Latourette
24 Jan 2024
Contributed by Lukas
Adam talks with Tom Latourette, a managing partner at M3 Learning, about validating your buyers, putting buyers in the drivers seat, how to train a sa...
Structured Sales Conversations with Damian Saunders
10 Jan 2024
Contributed by Lukas
Adam talks to Damian Saunders, CRO of Cambridge Spark, about structured sales conversations, what a salesperson can offer a buyer in a digitally conne...
Playing Back Your Sales Calls with Steve Kraner
20 Dec 2023
Contributed by Lukas
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 nece...
Knowing Your Role with Jim Speredelozzi
06 Dec 2023
Contributed by Lukas
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 ...
Developing Contextual Empathy with Matt Cameron
22 Nov 2023
Contributed by Lukas
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 conversation...
How to Navigate Personality Types with Rob Toomey
09 Nov 2023
Contributed by Lukas
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 y...