Seller's Lounge

Pritha Dubey

Welcome to Seller’s Lounge, the go-to podcast for those who want to stay a step ahead of the curve and be at the forefront of the ever-evolving landscape of sales. Your host, Pritha Dubey, is a highly-acclaimed international sales trainer who excels in creating sales mega stars for an organization who meet their revenue numbers by combining science of selling with emotional intelligence.

This is not your typical sales podcast. We are cutting through the noise to deliver actionable sales intelligence, decoding challenges faced by CROs, Business Heads, and VPs of Sales. Pritha's expert insights are geared towards actionable, immediate revenue growth and long-term sales strategy.

And we are not stopping there. The podcast is also a showcase of the best and latest sales tools, complete with real-time demos designed to accelerate your revenue engine.

With Pritha’s credentials as a certified Leadership Coach by Marshall Goldsmith, former Dale Carnegie Trainer, and an active member of the Forbes Coaches Council, you are not just listening to theories but applying tried and true strategies.

If you are a Sales Leader or Startup Founder and your goal is not just to meet quotas, but to exceed them dramatically, Seller’s Lounge is your manual for sales success in a VUCA world.

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Episodes

CEO Insights: Unraveling the Power of Calm Leadership with Vishal Sharma
30-11-2023
CEO Insights: Unraveling the Power of Calm Leadership with Vishal Sharma
Have you ever wondered about the journey to becoming a successful CEO? The coveted title that is an aspiration for many. Listen in as Vishal Sharma, the seasoned CEO of Godrej Industries and Godrej Chemicals, spills the beans on his successful journey to becoming a CEO, underlining the vital role of hard work, learning agility, and effective people management. He further brings a new perspective to leadership and decision making, emphasizing the underestimated power of calmness.As the host, Pritha Dubey digs into his unique leadership style, she also unravels with the guest successful sales growth strategies and how aligning these strategies with the organization's vision and mission is key to achieving long-term success. They delve into the role of technology in driving sales growth and the importance of measuring activities and identifying success factors.Key discussions inside the episode: Journey to CEO Success and Productivity: CEO Vishal Sharma shares his journey and insights on hard work, learning agility, managing people, and the power of calmness in leadership.Productivity and Work-Life Balance:Productivity, balance, and prioritization are key to managing time and energy effectively and avoiding burnout.The Importance of Diversity and Inclusion:Diversity in business, women in sales, cultural/organizational factors, allyship, addressing bias, women pushing for progress.Strategies for Successful Sales Growth:Understanding vision and mission, aligning sales strategies, measuring activities, using technology and analytics for successful revenue growth.Managing Stress and Finding Personal TimeManaging stress and maintaining mental peace in sales, understanding management's perspective and communicating effectively within the organization.Whether you are a sales leader or an aspiring to be one, this episode holds the golden nuggets of wisdom to help you achieve your professional goals. So tune in…About the Guest: Vishal Sharma is the CEO of Godrej Chemicals. He is passionate about driving sustainability, helping people succeed and building strong businesses. Over three decades and across five continents, in operational & strategic roles, he has led businesses in developing & developed markets in varied business situations and dynamic environments. Linkedin: https://www.linkedin.com/in/vishal-sharma-36737b8/ Connect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Surviving Market Waves: Shifting Sales Approches for winning Outcomes | Marcus Cauchi
23-11-2023
Surviving Market Waves: Shifting Sales Approches for winning Outcomes | Marcus Cauchi
Get ready to navigate through the capricious waves of the market with your host Pritha Dubey and her esteemed guest, Marcus Cauchi, renowned global sales coach, as they delve into the Kondratiev wave and its predictions for world crises and cyclical change. Together they also take a deep-dive into the books "The Fourth Turning" and "Pendulum," which suggest that we may be poised to enter a period of unraveling and uncertainty in 2024. To thrive in these challenging times, they emphasize the importance of sticking to ethical standards and focusing on medium-term pipelines. Some key discussions in the episode: Traditional Sales Practices: Sales coach Marcus Cauchi discusses harmful traditional practices, the consequences of bad decisions, and the shift from customer service to financial goals.Customer Focus in Sales: Nature's cyclical changes predict potential crises and war in 2024, emphasizing ethical standards and long-term success in sales.Sales Training and Managerial Coaching Importance: Sales should focus on understanding the buyer's journey, hiring the right people, and promoting honesty and ethics.The Power of Envy and Inspiration: Envy can be a powerful tool for inspiration, but it's important to combat negative connotations and the drama triangle.Discover why as a sales leader it's crucial for you to shift your mindset away from short-term gains and towards long-term success, and how measuring second meetings and third renewals could offer valuable indicators of prosperity.About our Guest: Through his value-focused approach, Marcus builds trust-based relationships with clients and expertly navigates objections to provide tailored solutions that address their most pressing needs and goals. But Marcus doesn't stop there – he goes the extra mile to understand clients' personal and family aspirations, treating them as unique individuals rather than mere business transactions.Website: www.globalsalesmentor.com Linkedin: https://www.linkedin.com/in/marcuscauchi/ About our Episode Sponsor: Salestable is a purpose-built sales readiness platform for growing teams. They help drive revenue by reducing sales reps ramp time and increasing visibility into sales activity. Their solution allows you to provide onboarding, training and assessments to get the sales team ready to sell faster. They provide visibility into what the reps are doing on a daily basis with metrics and insights on sales activities to collaborate and make better decisions. Know more about them at: Website: www.salestable.aiLinkedin: https://www.linkedin.com/in/dakota-w-mayEmail: dakota@salestable.aiConnect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Unpacking Go-to-Market Strategies: From Sales Psychology To Customer-Centered Approaches | Sara Storm
16-11-2023
Unpacking Go-to-Market Strategies: From Sales Psychology To Customer-Centered Approaches | Sara Storm
Ever wondered about the inner workings of sales psychology? Or pondered about the role of gender dynamics in leadership and sales? Then this conversation with Sara Storm, a sales expert who has trodden this path for over two decades, will give you some thought-provoking insights. As the host Pritha Dubey get talking to this industry veteran, they underline the value of long-term customer relationships and how crucial it is for sales reps to shepherd their customers throughout their initial year. She emphasizes the importance of an inclusive environment and gender balance in leadership roles in sales. From the realms of Ideal Customer Profile (ICP) and Go-to-Market strategy in the current AI-driven era, Sara provides insights on the challenges of understanding decision making, building a robust marketing team, and how to stay afloat amidst market shifts. Key highlights you should listen into: Importance of Long-Term Customer Relationships: Sara discusses her sales expertise, her favorite tech, blending of sales and marketing, mid-size/mid-market focus, and customer journey responsibility.Gender Disparity in Leadership and Sales: Male and female leadership in sales, lack of female representation, need for role models, female-led teams outperform male, 50/50 split in management leads to better bottom line.Decoding of ICP and Go-to-Market Strategy: a deep explanation of these, market shifts, understanding buyers, building marketing teams, and sales teams' efficiencyDeveloping Customer Stories for Effective Marketing: Sara elaborates with a couple of customer stories, budget, decentralizing communication, ICP differences, and interviews with decision makers to refine go-to-market strategyAdopting a Customer-Centered Sales Approach: Top insights from Sara for salespeople on having a customer-centered mindset to understand customer needs and exceed quotas.If you are sales leader or professional, then don't miss this episode packed with valuable insights and advice from an industry veteran!About the guest: Sara drives growth and sales excellence as an advisor, speaker and consultant specialising in selling to the mid-sized market. In addition to a strong track record in sales strategy and GTM, her extensive hands-on operations experience spans deep sales tech stack knowledge, branding, storytelling, coaching and skills enhancement. She is passionate about equality, inclusivety and moving people.Key titles held:VP New Business Sales - ImplemaBusiness Advisor - Velocity AIBoard Member - AvidlyHead of Revenue - AvidlyHead of Key Accounts - Canned.ioHead Of Business Development - Vainu.ioSenior Sales Consultant - Break the BoxConnect with Sara: https://www.linkedin.com/in/saralstorm/Website: www.breakthebox.se Connect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Innovative Prospecting: Building Sustainable Sales Pipelines with Purpose | Denis Champagne
09-11-2023
Innovative Prospecting: Building Sustainable Sales Pipelines with Purpose | Denis Champagne
How has prospecting in sales evolved over the years? What distinguishes refusal from rejection in the sales process?  What role does authenticity play in prospecting and dealing with prospective clients?Denis Champagne, a seasoned B2B sales professional with over 30 years of experience discusses the answers with the host, Pritha Dubey. Renowned for coaching sales executives and professionals, Denis backs sustainable prospecting skills development through an innovative outbound/inbound approach. He uses the TEAMS method, mixing traditional sales practices with modern methodologies to grow sales pipelines, win deals, and ensure customer success. In this episode Denis covers various aspects of sales, starting with the challenges in learning prospecting and understanding the differences between a refusal and rejection. He comments, “The key to prospecting lies in adapting old-school sales practices with contemporary methods, all while leveraging technology.” Key conversations inside: Differentiating Refusal from Rejection in Sales: Denis explains why refusal might simply mean the prospect isn’t ready at the moment, while rejection could be a lack of fit between what’s offered and what’s required.Adapting Sales Strategies: We talk about why adaptability, focusing on new platforms, tools and communication channels is a required discipline to stay ahead of the sales game that keeps evolving. Authenticity in Prospecting: Discussion about the importance of being genuine, transparent and relatable while engaging with potential clients.TEAMS Framework Model: Denis gives insights about the TEAMS model for professionals to use to increase their self-awareness in sales approaches.  Decision-making and Responsibility: Role of decision-making and assuming responsibility to generate self-motivated, excited and deliberate actions.These are some key insights that as a sales leader or professional you should have in your arsenal. Listen in to sharpen your sales techniques to prospect better and achieve sustainable pipeline growth. About the guest: Denis Champagne, with over 30 years of experience in self-employment and sales, coaches sales professionals on B2B sales using inbound/outbound approaches, giving them better prospecting skills and web conversion. He's the brains behind the TEAMS method that uses tech to help sales pros grow their pipelines and succeed. He's trained 1000+ reps in his own call center, achieving incredible 200-1700% yearly pipeline growth across five continents.Connect with Denis at:Website: https://lotuscomm.com/Linkedin: https://www.linkedin.com/in/denis-champagne/Email: denis@lotuscomm.comConnect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Elevating Sales Potential in the Changing Face of Sales | Colly Graham
26-10-2023
Elevating Sales Potential in the Changing Face of Sales | Colly Graham
What distinguishes a good seller from a great one, and a great seller from an exemplary one? How and what does it take to consistently elevate your sales game?Host Pritha Dubey finds out in her conversation with Colly Graham, an international sales powerhouse with over 5 decades of experience and 27 years as a dedicated sales trainer. His expertise in neural science is particularly fascinating in empowering organizations to achieve their sales targets. Colly says, “Sales is 10% hard work and 90% inspiration.”  Through the conversation, he justifies his statement by discussing how a positive attitude, the power of self-belief, product knowledge and building strong client relationships guarantees sales deals. Colly also shares his perspectives on prospecting, cold calling and reimagining the process of opening sales.Key conversations inside:The Four Pillars of Success: Colly lays the foundation for achieving sales excellence: motivation, decision making, creativity and awareness.The Power of Self-Belief: Knowing why it is essential to believe in yourself and your product first to build trust with your client. Prospecting and Cold Calling: Techniques on how to approach and overcome challenging aspects of sales.Opening Sales vs Closing Sales: Colly encourages the discipline of being inspired and motivated in the sales process in order to keep the sales door open rather than closing it.Improving is a good habit and if you’re looking for a sales skill upgrade, tune in to this episode. For sales pros, sales leaders, entrepreneurs and anyone curious about the future of sales, Colly Graham’s pearls of wisdom are what you need to hear and apply!About the guest: Colly Graham is an internationally acclaimed sales trainer with 54 years of sales experience and 27 years dedicated to sales training in the UK, USA, Thailand, Dubai, Singapore, Mauritius, and Australia. He holds a Masters in NLP and transformed his life from overcoming addiction to becoming a top 10 sales trainer in the UK, proving to himself his will to keep improving and never giving up.Connect with Colly at:Website: www.salesxcellence.comLinkedIn: https://www.linkedin.com/in/salesxcellence/Email: colly@salesexcellence.comConnect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
The Future of Sales: Mastering Social Selling, Branding, and Tech | Janet Efere
19-10-2023
The Future of Sales: Mastering Social Selling, Branding, and Tech | Janet Efere
Have you ever considered how asking the right questions can enhance your sales? By doing so, you're more likely to receive the correct answers.In this episode, host Pritha Dubey explores the value of effective questioning with Janet Efere. Janet is based in Hertfordshire, UK and has been a sales trainer and coach for over a decade; she specialises in corporates, but also in training people who are starting in sales. She believes, “When you learn to talk properly in the beginning, then everything else is so much easier.”Pritha and Janet discuss the importance of asking constructive questions in learning customer needs. Their conversation also highlights the role of personal branding for building trust and being discovered, AI’s role in screening potential clients, and how the younger generations’ changing communication preferences are reshaping the buying process, as well as the potential use of technologies like holograms! Key conversations inside:Mastering sales questions: Janet discusses techniques such as open, closed, and TED-like questions to successfully conduct sales conversations.Role of Personal Branding: Recognising why personal branding and social selling is necessary on platforms such as LinkedIn. Janet gives advice and tips on how to craft a professional profile to stand out.AI: Embracing AI and how to use it to increase client prospects, especially in B2B and enterprise sectors. Recommendations and Visibility: Janet emphasizes the significance of receiving recommendations and maintaining visibility throughout the sales process to secure deals in the future.Adapting to changing communication practices: Explore how you can enbrace new technologies that are disrupting and reshaping the buying and selling process.Whether you’re an experienced sales professional or a sales leader looking to build a high-performance sales team, this episode offers you insights you won’t find anywhere else.About the guestJanet Efere is an award-winning sales trainer, bestselling author, and was recently recognised as the 'Top Sales Voice' on LinkedIn. With financial challenges, she kick-started her career by packing her own sandwiches and heading to McDonald's to use their Wi-Fi. This unconventional setting led her to launch Tadpole Training, which is now celebrating its 10th year. With 17 years of experience of also running a college, Janet offers a well-rounded approach to sales education, combining academic knowledge.Connect with Janet at:Website: tadpoletraining.comLinkedIn: https://www.linkedin.com/in/janeteferetadpole/Connect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Unraveling Sales Management: Transforming Sales Challenges into Success Stories | Tony Cross
12-10-2023
Unraveling Sales Management: Transforming Sales Challenges into Success Stories | Tony Cross
Have you ever pondered about the multi-faceted and ever-evolving complexities of the sales management landscape? Well, you're in luck! Our insightful guest, sales maven Tony Cross, joins the host Pritha Dubey to unravel the intricate fabric of this fascinating arena. The conversation takes a deep dive into the diverse roles sales managers play - from being strategists and culture setters to being coaches and motivators. Tony underscores the significant role of sales managers in driving customer value and implementing business strategies, while also addressing the challenges they encounter.Key conversations inside: Challenges Faced by Sales Managers: Tony Cross discussed sales manager role, investment in sales professionals and technology, challenges, time management, recruitment, and motivation.Sales Coaching in Leadership: Salespeople benefit from one-on-one coaching, developing understanding through questions, creating leaders, and using a framework.Feedback and Emotional Intelligence in Leadership: Sales managers use emotional intelligence to give effective feedback, using the Start, Stop, Continue framework to empower team members.Coaching Sales Leaders and Ethical Selling: Tony shares advice on leading teams ethically, setting boundaries, and creating a culture of noble purpose.Ethical Selling in Sales: Ethical selling reduces customer resistance, understanding 'why', customer trust, emotional intelligence, and effective feedback.Gear up for an enlightening episode that's sure to offer a wealth of information, whether you're a sales manager seeking guidance or a sales leader looking to coach your sales team, this is the episode where you'll gain invaluable knowledge about the importance of selling with a noble purpose and the right approach.About the guest: Tony is the founder and CEO of Growth Matters International, a sales performance company focused on developing the disciplines and practices of Sales Management globally. With a presence in Africa, UK, the Middle East and Americas, his team has facilitated senior-level workshops in over 15 countries in North and South America, Asia, Australia, Africa, United Kingdom, and Europe.His business book was published in 2010. So you’re in Charge. Now what? 52 ways to become a better leader focuses on the 7 qualities great leaders have, and what any leader can do to improve in 52 areas.Connect with Tony at: Website: https://www.growthmattersintl.com/Linkedin: https://www.linkedin.com/in/tonycross-gmi/ Connect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
The Future of Sales: AI, Automation and Emotional Intelligence | Denise Murtha Bachmann
05-10-2023
The Future of Sales: AI, Automation and Emotional Intelligence | Denise Murtha Bachmann
Ever feel overwhelmed by the rapidly evolving world of AI in sales? In the very first episode of Seller’s Lounge, your host Pritha Dubey calls out the elephant in the room which is the AI disruption in sales arena. To deep dive into the topic she gets chatting with Denise Murtha Bachmann, a sales and AI connoisseur with a 30-year sales career worth over $75 million, to help you navigate this complex landscape. Few key points covered are: The Impact of AI on Sales: Denise Murtha Bachmann discusses how to reduce salesperson time spent on non-sales activities and use AI to cultivate a human connection.Automation and Human Connection in Sales: Automate four key areas, leverage social media, maintain human connection, and use AI cautiously.Salespeople and Automation/AI: Sales automation is discussed with emphasis on human experience, AI tools, virtual assistants, and chat GPTs, while remaining in control of the process.Human Connection in Sales: Salespeople need to use emotional intelligence, leverage AI automation, and focus on the customer experience.Wisdom and Encouragement for Salespeople: Embrace current trends, use automation with a human experience, and employ emotional intelligence to build customer connections.Lend this lounge conversation your ears as we shed light on wisdom and advice for revenue growth leaders, and learn how to foster a team that's agile and adaptive to the ever-changing landscape. This conversation is not just about facing the future of sales in an AI-driven world, it’s about thriving in it.About the guestDenise Murtha Bachmann comes with over 30 years in sales, over 15 of those in ML/AI, selling over 75M in software and having made club 85% of the eligible years, Denise left the corporate world last year to launch Success with AI. She just recently launched her new Sellovatorz program to help sales elevate the human connection in this world of AI. Adopting and adapting to AI technologies within the sales process while cultivating the human experience.Connect with Denise at: Linkedin: linkedin.com/in/denisemurthabachmannWebsite: sellovatorz.comConnect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/
Welcome to Seller's Lounge!
24-09-2023
Welcome to Seller's Lounge!
A place where we sit down with global sales experts to find solutions to the toughest sales challenges faced by CROs, VPs of Sales, Startup Founders, and Business Leaders of B2B organizations. Our mission is to bring to the forefront the tools, knowledge, and intelligence that help organizations not just navigate business challenges but to lead, thrive, and conquer the growth game. Meet your host: Pritha Dubey comes with 20+ years of rich experience in Executive Coaching, Sales Coaching, Leadership Skills, Change management, TTT & other Competency-Based Training. Certified by Marshal Goldsmith Stakeholder Centered Coaching and licensed by Dale Carnegie & Associates, Inc., she has worked across diverse sectors like Financial Services, Textile, Media, Logistics, Oil & Gas, Consulting, FMCG, IT/ITES, Manufacturing, Retail, Telecom and Educational institutions as a Trainer and Coach. Connect with Pritha at: www.prithadubey.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/ About Success Vitamin: Success Vitamin is an alliance of passionate sales enthusiasts from various sectors and who are now trainers, coaches, and consultants. Our flagship program is Sales Intelligence, which is Science of Selling combined with Emotional Intelligence. SV is a One one-stop shop for all your training requirements. The training modules are designed after an extensive Training Need Analysis. The Success Vitamin Squad can deliver a training program in your city. Our no-PowerPoint methodology sets us apart and makes us unique in the domain of sales training.For training queries & inquiries please email us at info@prithadubey.com