The Selling Economy
B2B selling is going through its biggest structural change in 30 years. Each week, Jeff “Yosh” Yoshimura talks with the CROs, operators, founders and frontline sellers living it.
Hosted by Jeff “Yosh” Yoshimura, Co-founder and CMO at AnyTeam · New episodes weekly
Episodes
Every episode, with chapters and a full transcript on the page.
Uncovering the Sales DNA That Sets Great Sellers Apart (Part 2)
Kristin “KK” Anderson · 30:50
Part 2 with KK Anderson covers the beliefs that decide whether a rep uses the skills they were trained on, how to spot real drive in an interview, why a faster ramp removes the old filter for grit, and what CROs should screen for now. She closes with advice for new sellers and for reps ten or twenty years in.
Uncovering the Sales DNA That Sets Great Sellers Apart (Part 1)
Kristin “KK” Anderson · 30:08
KK Anderson has evaluated more than 15,000 sellers. She explains the three layers of selling ability (tactical skill, sales DNA and the will to sell), why teams should diagnose before buying another AI tool, and the two-sale mentality: first the buyer has to say why they need to change, then why you and why now.
What the Early Days of Salesforce Can Teach Today’s Sellers (Part 2)
Joe Williams · 27:41
Joe Williams on why do-it-yourself AI helps one seller but leaves the rest of the team out of the loop, why automating the old outbound motion only adds noise, and why buyers still want a human when they need judgment. Plus the night he closed more than $6 million against a $2.5 million quota.
What the Early Days of Salesforce Can Teach Today’s Sellers (Part 1)
Joe Williams · 21:19
Joe Williams was one of Salesforce’s first enterprise reps. He and Yosh go back to selling hosted software to banks that wanted their data inside the firewall, and to what that era taught about end users, champions and trust. Then they look at today’s buyer, who arrives already knowing your product, your pricing and your competitors.