The Selling Well

Hosted by Mark Cox

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Episodes

120

Latest episode

Aug 2026

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About the show

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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60 recent

August 18, 2026Episode 12259 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. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com . For the In The Funnel Online Sales Academy, check out www.selling-well.com .

August 4, 2026Episode 12136 min

Office Hours: Am I ready to transition to sales leadership?

Join us for ITF Office Hours ad we open up the mail bag and answer your burning questions about B2B sales and sales leadership. 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. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com . For the In The Funnel Online Sales Academy, check out www.selling-well.com .

July 28, 2026Episode 12045 min

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. Ready to transform your sales strategy? Head over to thesellingwell.com and check out their sales starter series—it's completely free and designed to help you drive real, double-digit revenue growth.

July 7, 2026Episode 11930 min

Office Hours: HELP...I never got training on product demos!

In our Office Hours podcasts, we answer your questions on B2B sales and sales management! In this 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. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com . If you'd like to build your selling skills on your own schedule, check out the In The Funnel Online Sales Academy: www.selling-well.com .

June 30, 2026Episode 11832 min

Office Hours: To discount or not to discount?

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. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com . If you'd like to build your selling skills on your own schedule, check out the In The Funnel Online Sales Academy: www.selling-well.com .

June 23, 2026Episode 11751 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.

June 16, 2026Episode 11633 min

Office Hours: How do I deal with a toxic high-performer?

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. For more information about In The Funnel Sales Coaching, visit www.inthefunnel.com . If you'd like to build your selling skills on your own schedule, check out the In The Funnel Online Sales Academy: www.selling-well.com .

June 9, 2026Episode 11555 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.

June 2, 2026Episode 11445 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.

April 14, 2026Episode 11352 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.