Open Source Selling -- A Thoughtful Exchange of Ideas in the Art and Science of B2B Selling
Have you ever wondered what it takes to become a top performer in the field of B2B Selling? Regardless of your role on the account team, this podcast highlights the talents, skills, abilities, and techniques of the best and brightest in the field of B2B selling. My guests have been top performers for decades. They come from unique backgrounds, different locations, and industries. They have had a wide variety of experiences and diverse styles and approaches. Each conversation is led by a simple framework of selling topics, such as account planning, prospecting, managing the sales cycle, discovery, the art of asking great questions, and so much more. At the core of each conversation is one simple question: ”What does it take to become a top performer?” Join me as we ask, listen, and learn together!
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Episodes
Tuesday Apr 25, 2023
Tuesday Apr 25, 2023
On this week’s episode of Open Source Selling, I talk with Tim Knight, a seasoned Account Executive with more than 30 years of enterprise selling and management experience. Tim has worked for a number of companies including Cognos, IBM, and Domo. Throughout his entire career, he has consistently been a top performer. He is consistent, thoughtful, deliberate, focused in his work ethic, and respected by all those who know and work with him.Among the topics we discuss, he and I talk about how to effectively manage the sales cycle, the role of mentors, how to approach discovery with the right mindset, and his father’s optimism that continues to influence Tim today.Whether you are a new or seasoned Account Executive, Customer Success Rep, in Business or Account Development, Tim’s experience and insight can help elevate your game.
Find Open Source Selling on any of the major platforms including: Apple, Google, iHeartRadio, Amazon, and Spotify.
Tim Knight LinkedIn Profile: https://www.linkedin.com/in/tim-knight-48a65b15
Tim's Introduction: 00:00:00
Role of Mentors: 00:06:45
Tim's Success Factors: 00:12:30
How to approach discovery with the right mindset? 00:17:46
How do you know you're asking effective questions? 00:20:00
Effectively navigating the sales cycle: 00:23:13
How do you know you're winning? 00:26:48
How much of your time is spent on Sales 101 stuff? 00:34:10
What role does luck play in your success? 00:36:16
What is changing for today's rep? 00:38:06
Preparation and navigating the sales cycle: 00:40:02
Selling: Art vs Science: 00:43:35
Disconnecting in a connected world: 00:47:12
Wednesday Apr 19, 2023
Wednesday Apr 19, 2023
Have you ever wondered what it takes to become a top performer in the field of B2B Selling? Regardless of your role on the account team, this podcast highlights the talents, skills, abilities, and techniques of the best and brightest in the field of B2B Selling.
My guests have been top performers for decades. They come from unique backgrounds, different locations and industries, have had a wide variety of experiences and have diverse styles and approaches. Each conversation is led by a simple framework of selling topics such as account planning, prospecting, managing the sales cycle, discovery and the art of asking great questions, and so much more. At the core of the conversation is one simple question, ’What does it take to become a top performer?’
Join me and my guests each week as we ask, listen, and learn together!