The Abstrakt Podkast: Recent Episodes
Abstrakt Software
Abstrakt software offers Real-time Conversational Coaching AI as an alternative to reactive analytics via call recording solutions. Our technology platform empowers Teams to deliver on their goals without having to wait until the next call review session. Abstrakt’s job is to help decrease ramp timelines, decrease loss rates and replicate your top performers. Abstrakt was specifically designed to be agile, and work across your tech stack or video conferencing and dialer technologies - no integrations or phone systems are required, ever.
Abstrakt ensures each customer touchpoint is consistent and optimized for successful outcomes. Our Real-Time Conversational Intelligence Software actively coaches your team to ensure your customer always receives a best-in-class sales experience.
Check us out at abstrakt.ai
Clare Dobson, VP of Marketing at Abstrakt, joins Greg Reffner to discuss the rebrand and the "passing of the torch".
This is officially the last episode of what is known as The Abstrakt Podkast.
Clare will take over and the new podcast will be called The Startup Sidekick. Keep an eye out for the first episode coming soon.
Learn more about Abstrakt: https://abstrakt.ai/
Watch our demo: https://youtu.be/sxmcxxMr59k
Some wise words from Matt Wolach, B2B SaaS Sales Coach at Xsellus. While the focus of this podcast is founder-led sales, most of these principles that Matt shared can be applied to sales in general.
Before you can grow in sales, you need to have a process and understand your market. Spend time doing your research and talking to industry experts first, before you try to sell to prospects.
The other piece to founder-led sales.... don't get emotional. Disconnect your ego from the product. Listen to the full episode to get even more great advice.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.
Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Nicholas Thickett, Managing Partner at Alignd and host of the B2B Power Hour, joined us to talk about why most SDRs aren't qualified to make cold calls.
Yes, you read that right. And what happens when they fail? We blame the SDR.
Tune in to get some solid tactics that can be implemented right away... and these can be applicable to anyone in sales!
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.
Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Breezy Beaumont, Head of Growth & Marketing at Correlated, joined us on the podkast to discuss everything Product Led Growth (PLG)! One of the biggest myths around PLG is that it's only for simple, easy-to-use products (aka Enterprise deals can't be done through PLG). Intrigued? Listen to all the details about how PLG is all about improving your product and the process of buying and selling it.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.
Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Do you ever get nervous about what you can and can't say on social media? Nadja Komnenic, Head of Business Development at Lemlist, talks all about how to build your personal brand on social media. Being vulnerable can be scary, but she gives you great tips to get started and how it's all about building relationships.
This is a must listen!
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.
Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
The one and only Kevin "KD" Dorsey joined us on the latest episode of the podkast. When it comes to sales and leadership, there are quite a few similarities. Actually, the things that make you a great salesperson are the same things that make you a great leader.
But why top reps generally fail is they remain deal focused, not people focused. Your behaviors should remain the same, it's just where you apply that skill or behavior. You are trying to change minds to change behaviors to change results.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.
Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
From Silicon Valley to Star Trek to Sales, Ashleigh Early joins Greg Reffner to talk about building a sales process that accounts for variances in humanity. Anyone can be successful in sales. You don't have to fit this mold of the "ideal sales person" anymore. But where a lot of companies struggle is trying to control what can't be controlled. With introverts, extroverts, and all types of personalities now in sales, scripts don't sound good in everyone's voice. We need to allow the person to bring their authentic self to calls. Communication can't happen scripted. It can happen structured, but not scripted.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Tom Slocum, Program Director at RevGenuius and Co-Founder of RevLeague, has been through it all!
What an awesome episode that has so many golden nuggets, especially when it comes to the tactics of cold calling and objection handling.
But the biggest takeaway.... change your mindset and GIVE VALUE.
How can you provide two "gives" before you ask for something from a prospect? We're always focusing on winning the conversation, but how about just advancing the conversation?
For example, tell them why they might be interested in the link or attachment you sent. Give them a reason/benefit as to why they should take the next step.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Buckle up ladies and gentleman, you'll be at the edge of your seat as you listen to the latest episode of The Abstrakt Podkast featuring Kevin Hopp, CEO of Hopp Consulting Group and host of The Sales Career Podcast.
In any company, everybody should be able to talk the talk. From SDRs to customer service reps to managers.
Think about it .... can your employees really tell the story of how the solution is valuable to the customers you serve?
In sales, that's the core of cold calling.
The person that is expected to tell the story about your company is the newest person in the door. So if you're a leader or founder, how do you pass that institutional knowledge down? Can you take all of that and boil it down to a sentence or two?
Kevin talks all about cold calling, SDRs, tech stack, and so much more.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
What separates Sales Leaders vs. Sales Managers?
Leaders are intentional about the culture they are building.
Shawn Buxton, Director of Sales Enablement at Acoustic, joined us on the Abstrakt Podkast to talk all about motivation in sales organizations.
Sales Managers spend time trying to get people hyped.
Sales Leaders create a culture where self-motivation is expected, incentivized, and celebrated everyday.
Which are you focusing on?
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
It takes heart and determination to define a new path in software sales. We'll say it - Real-time call coaching software is the future of conversational intelligence. Michael Ocean, Co-Founder & CEO of Aurora AI, joined us on the Abstrakt Podkast to discuss the future of AI in sales and how both of our companies are knee deep in the world of real-time. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
When people are your most valuable asset, you need to focus your energy on the things that are good. Tim Maloney, Director of National Partner Programs at Zoom, covers all the details in this week's podcast!
Knowing what to do with your A through D players is key. Everyone is a star somewhere, it may just not be on your team.
P.S. Winners play chess. Losers play checkers.
Learn more about Abstrakt: https://abstrakt.ai/ Watch our demo: https://www.youtube.com/watch?v=phcYeszMDvw
Looking for the secret sauce to finding the right employees?
Matt Walsh, President & CEO of Blue Signal Search, shows us why transparency and communication is key in business and recruiting. Plus he's a technology junkie so hear all about how he finds the right tools for his team!
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Do you use a personality test when it comes to finding the right candidate for your team? When was the last time you checked to see how stressed your employees were?
We were lucky enough to interview Barry Saltzman, Founder & CEO of the Saltzman Enterprise Group, who really made us take a step back and think. Office snacks and ping pong don't work when your office is remote. Finding the right work-life balance is different now, but even more importantly so is finding the right candidate.
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why. Listen to this podcast with Aspireship's CEO Corey Kossack: "So what I mean .... is if you legitimately have what it takes and you're willing to continue learning and continue, continue pushing your own boundaries so that you keep improving, you can humble yourself and no matter who you are and what you come from, know that."
"In terms of seeing how forceful the sales process is.... we'll give you clues about whether or not there's fit in the market and that's before even looking at like are they on G2'?"
From Steve Jobs to defining sales territories to company culture, Jeremey Donovan, EVP Sales & Customer Success at Insight Partners, had us inspired and motivated after the first minute on the Abstrakt Podkast. Stop scrolling and bookmark this episode, you won't regret it! There are some gems - especially at the end.
Learn more about Abstrakt: https://abstrakt.ai/
Are you a startup founder or do you sell for a crazy tech startup? Listen to Greg Head, a 3-time startup-to-scale software entrepreneur now active startup advisor & investor, has to say about growing startups in the early stages and when it is the time to scale, pivot, or move on.
Visit our website: Abstrakt.ai
A new Abstrakt Podkast is available! Sales development leader Taylor Scotto, Head of Global Strategic and Growth Sales Development at Cloudinary, joins us as they go through the importance of an SDRs tech stack and how much it's changed over the past few years. Looking to become an SDR leader? Taylor also gives some great advice - take a listen. Plus you can connect with Taylor to learn even more!
Kendra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful in various environments.
Warren Zenna, Founder of the CRO Collective and Zenna Consulting Group gets into the critical role of CRO. He gets into how to tackle the problem of short CRO Tenure, Biggest CRO Challenges, and support that is available in the CRO Collective. Listen to the Podkast to learn more!
Park Howell, Volunteer for City of Phoenix, Environment Quality and Sustainability Commissioner, Professor of Storytelling at ASU, Corporate Social Responsibility Advisor at Walgreens and also the author of "Brand BeWitchery. Where do we begin?" talks about critical storytelling from both a sales perspective and a brand perspective. Listen to the Podkast to learn more!
Mario Martinez, CEO of Vengreso, talks through the newly released "Definitive Guide to Prospecting" and share high-level results around new approaches to prospecting and ditching the mono-channel prospecting approach. Listen to the Podkast to learn about how this innovative organization is leveraging omnichannel SDRs as mini-marketers!
Julie Hansen, actor, business degree in marketing, sales trainer, author of "Look Me in the Eye" names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales.
Oftentimes leaders like to "role play" or act out different scenarios, but it can seem forced. Listen to this podkast and learn what leaders can do to be more authentic.
Carlos Nouche, Vice President at Visualize shared his methodology around "ValueSelling", as is defined by him and his company.
Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?
Getting hands-on for our listeners, we dove into a great discussion on Carlos' Qualified Prospects Formula and talked about the number one mistake companies make when "qualifying" their pipeline.
How can organizations avoid poorly qualifying their sales pipeline?
Listen as Guirae Jang of Entara and Greg Reffner talk about Building with the Buyers Journey in Mind. They discuss the buyer, their processes, and pain points to fully understand the needs of the relationship needs and give it the care it needs whether by the Sales Development Rep or the Account Management team.
Organizations always talk about aligning sales motions to the buyer's journey, but it's often easier said than done. Listen as examples are discussed that actually define and visualize this journey as well as these other topics of interest:
- the importance of staying focused on the ICP
- how to drive internal alignment
- how to create a feedback loop when your team is prospecting
- How much time is needed to fully verify/validate assumptions?
Thanks George Bronten for a spot-on podcast about how CRMs often become graveyards of "information". They don't tell the full story of the client conversation generally. "We can reduce the feeling of having to be like a data entry clerk by actually not having the talk technology work for SDR's and not against them." Technology should augment the salesperson, taking off data entry responsibilities to give them the space and time to prospect new opportunities and complete deals in the pipelines.
Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?
Larry Long with his golden microphone talked with us about "How to be an effective storyteller and how that helps you on cold calls, in meetings, and on demos. Basically he teaches how to stay relevant and work with your prospect to better understand the message SDR's are trying to convey.
Here's an excerpt: "I would say you can't afford not to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It's very easy to say "Hey Greg, I was talking to John who's just like you were right down the road in Arizona. John and I were speaking about this challenge... have you faced that at all?" Now I'm able to relate now that I'm sharing this story. I'm giving the intro and I'm trying to pique your interest and from there it's either “hey tell me more” or “I pity the fool”."
Successful Sales Teams need to remember that stories tie into emotion, and emotion ultimately drives behavior. Buyers use logic to justify their emotions. Sales cycles shorten when SDRs can demonstrate that they know the buyer, by being able to provide relevant customer stories quickly, such as in a cold call scenario.
What are you doing as a sales professional to understand how to deploy customer stories?
This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer's needs are early in the process, rather than "showing up and throwing up." Mike has been training business development teams across the globe for about 20 years.
The discussion centered on "closing deals,"; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company. Mike teaches from looking at the selling perspective and helping the sales representative learn to hear the customer and get the customer to articulate what they like about your product, diving into selling themselves on the product, helping to ease the customer way toward the close. Part of this critical technique is sincerely listening and not talking. Once a sales representative learns how to listen and not talk, business increases naturally.
Mike talks about he used a Manila folder when he was selling books. His was a unique idea and tactic that ended up onboarding new clients. It wasn't a "technique"; it came out of his sincerely listening and reading what the customers were saying, uncovering desires.
Salespeople should be taught how to discover what differentiates products and articulate the value proposition in a way that helps them translate to uncovering and solving their customer's needs.
Listen as Greg & Mike discuss the merits and pains of requiring sales reps to be fully trained on their organizations' products and the importance of having emotional intelligence.
This podkast will have sales reps wanting to rewind and listen again!
ABSTRAKT had a great opportunity to talk with Florin Tatulea about How to Build Your Own Career Progression in Sales Leadership. They dove into how strategically making choices about career decisions helps to drive what you do in your career. How can a person help drive results that are most impactful to an organization that results in a win-win? The person grows their career while helping the company achieve (or exceed!) their goals.
Being more conscientious and helping figure out unselfish characteristics to ultimately help build a group of people who all are kind of in it together. Everyone has the same goal of helping others to win. To be patient with yourself, to be patient with your employer. Delayed gratification. You cannot achieve much if you're always jumping from job to job every 2 years. Give yourself time to really know the vertical, to know the products and services.
Finally, make management knows your plans for your career progression. Ensure your plans are clearly defined, and that your clear deliverable goals are being met, providing the opportunity to interview for that next open position wherever that might be!
We all wish we had a roadmap for career progression, especially in SaaS sales. How do you set yourself apart? How do you find immediate success? Is it your mindset, work ethic, continuous improvement? Who are you in your off-hours? Are you transparent?
Have you researched the job or the type of job that you are looking for? Are you able to tie in experiences that you have had? Do you possess the hunger needed to get into the tech space? Being prepared to prove your interest goes a long way in the interview process. Showing that you know enough about the role shows you are truly interested and will work as hard once you have started in the role that you are seeking.
Listen as Dylan Allen shares his advice on continuous improvement, "something that I think individuals need to take more ownership of", and having and maintaining a strong work ethic.
Podkast Excerpt:
Dylan Allen - "I'll put in the extra hours. I'll put in the extra time and really just kind of did whatever I could in the interview process is to reassure that recruiter, or that that sales manager that like you know, hey, I'm the guy you should bet on and here's why. And something to reassure that recruiter or else that I think folks can do as well. Even though I wasn't in tech sales, a lot of the work that I did at my previous company was still very transferable.
Making cold calls, you know, prospecting, running my own sales calls, and all of those things that I can absolutely leverage that experience into as well. So, I think there are a few different ways you can go about it, but at the end of the day, you got to be able to put and change their perspective in that person's mind a little bit and just kind of say hey, like you know I can do this and really persuade them and let them know that you know you can do it and give them that confidence to pull the trigger."
How you measure value? How do you measure effort? Do you participate in groups that relate to the business you're in? How do you assess how much time and effort to put into those groups?
Excerpt from this ABSTRAKT Podkast with Evan Patterson -
"It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don't feel like you have to know your why and you have to have an independent and dependent variable? If anybody has their old homework from middle school about this. What is science ** that you learn you know like refer back to that assignment you took when you were 13 years old and apply it to this because it still works."
We also hit on issues that can be painful for those specifically in the LGBTQ+ community.
"Peer-to-peer policing is a genuine “concept” in society ... people like me are known to stir the pot when it comes to these things. I do so proudly because I just don't like watching people who don't know what they're talking about. I quite know what they're talking about. I think I consider it lying and I hate lying."
Insightful podcast. Thank you again for your willingness to be so open Evan!!
Some go far into their careers, or lives even, not knowing who they are or what they want to do. Listen in as Ashley Zagst a Sales Leader at Chili Piper and Greg Reffner, CEO, ABSTRAKT. Here's an excerpt:
"You want to take ownership of what's wrong. Whether it be personally or creating an environment where you're facilitating people being open to taking ownership of what's going on. Learn from your pain. I think pain is a valuable teacher in life and I know it's not always fun in the moment. But as we learn from it, we can make sure to not experience again and we can also help others not experience that same pain and then third, we are all just a bag of bones.
Most importantly, be who you are, know what you want, and make a plan for how to get it."
Powerful stuff.
Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure - a tenant of successful selling!
Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes.
Excerpt: "Old school selling like ... old school sales training. I believe Sandler talks a lot about finding the pain. I believe value selling may talk about it. I have to be careful about which, but it was a central tenant in most pieces of training in the 1980s ’90s, and early 2000s. Let me be real. It's the tenant in about 99% of most training.
ABSTRAKT was founded with a rebellious spirit and a lofty objective: to offer sales teams & contact centers a method to fulfill their goals, while pioneering the conversation intelligence industry toward self-reliance through our untethered platform.
Ali Punjani, Go-to-Market Professional at GiveCampus is also a Gates Millennium Scholar, and a TEDxPonceyHighland Co-Organizer. Listen in as he speaks on Letting Passion Drive Your Career during our ABSTRAKT Podkast.
Starting his career without a particular "plan", Ali worked in a few internships and gained experience that would help him determine his actual career path. His inspiration came from having a direct effect on things that mattered.
Join us as we learn how to leverage past experiences to ensure a rewarding long career.
Why do SDR's target who they target?
Is it making a high quantity of dials every day, week, and month? And adding a high number of activities like emailing? There are formulas you can count on that will tell you the numbers these sales motions will produce.
What do top Sales Performers do that sets them apart? They likely utilize the Basho approach. "Why" do people buy?
Listen to this podkast as John Barrows talks about Triggers, Buyer Intent, and Why People Buy.
ABSTRAKT ensures each customer touchpoint is consistent and optimized for successful outcomes can be the key between growth or stagnation.
Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. Has B2B buying behavior started to shift to more of a B2C buying behavior?
"It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply that to the messaging and the scripts and the playbook." - David Dulany
This ABSTRAKT Podkast features Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, who is also a Salesforce Top Influencer 2021, and a LinkedIn Top Sales Influencer. Cynthia and our CEO Greg Reffner discussed these great topics:
- We dive into having the same type of career progression for everybody, focusing on training, and goals being objective, not subjective.
- The Imposter Syndrome!
- How are microaggressions identified? How are they dealt with?
- Considering the difference between inclusion and a sense of belonging, how does a female feel valued and speak up and participate in a company?
Enjoy!
Listen to this podcast with Jeannine McConnell of ServiceNow & Greg Reffner, ABSTRAKT's CEO as they discuss challenging the status quo. Spoiler alert: The big takeaway is the importance of improving by 1% every day.
It's easy to become robotic about sales processes and not really look at every circumstance as unique. "One of the things that we're going to talk about even more hopefully is making it measurable. How do you know if you're actually sucking less?" "...
we're going to focus on incrementally 1% performance, improving something you do every day till it becomes a noticeable muscle memory"
We've all been told that going remote was a thing of the future, and the future is here! Active listening skills, paired with proper use of Conversation Intelligence software are the yin and yang of quota attainment.
Listen to this podcast as Keith Lubner and Greg Reffner discuss how human experience, emotion, art, and the blending of technologies combine for success in today's remote sales environment.
ABSTRAKT removes obstacles to sales conversions via our Real-Time Conversational Coaching software.
Learn more about our Real-Time Conversational Coaching Software at https://abstrakt.ai.
Alice Heiman started her career in teaching (which we learned on another episode of our podcast is a great background for Sales), and then went to work at the Miller Heiman Group, the company her father co-founded. A career in sales had never been on her mind but she came to be one of the foremost experts in the complex sale - how did ABSTRAKT get so lucky to have you join us, Alice?
During our chat Alice Heiman shared some of her secrets for energizing a sales organization to recognize their full potential.
- Don't just hire for a certain skill
- Patience is key for a long sales cycle
- Help reps understand the role psychology has in the sales process.
Can't wait for our listeners to implement these ideas!
Goldfinger, Sean Connery, being thoughtful in your job search and the future of remote Enterprise sales. Please listen to our podcast as Abstrakt hosts Amy Volas, CEO and Founder of Avenue Talent Partners to discuss the future of remote Enterprise sales. Some of our biggest takeaways were 1.) Flexibility - top sales reps are in high demand, they need to recognize that. 2.) People are still a thing, we have not automated away sales. 3.) Be intentional and thoughtful in your hiring process. Great stuff - can't wait to have you on again Amy Volas.
With over 3750 employees across 120 countries, being able to talk with employee #6 at Hubspot is kind of a big deal! With us today is Dan Tyre, local start up legend in the Phoenix area joining us on Abstrakt’s podcast today. In a world where remote work is here to stay, Hubspot has done some pretty cool stuff to maintain its culture, and we get insight into some of those secrets today! 1.) increase the frequency of connection 2.) Ask your employees if they trust you 3.) Employee Roulette - each week, meet a new team member! For anyone in charge of maintaining culture (which is everyone), take a listen!
ABSTRAKT is so excited to chat with Jake Dunlap today, CEO of Skaled Consulting on our podcast. We had him for a whole 30 minutes to share his thoughts on what traditional outside sales reps and organizations can do to make the switch to inside models. After our time with Jake, we walked away with a few nuggets of advice and some harsh truths. 1.) Some organizations aren’t going to make it, they won’t be able to get out of their old habits. They will fail. 2.) Sales orgs need to recognize the buyer journey has changed, and do their research on what that looks like. 3.) Use LinkedIn to become a thought leader, and the revenue will come. Shots across the bow from Jake Dunlap on Abstrakt’s podcast today - take a listen!
Why Teachers make great reps, and the missing middle piece of the Sales Triangle - should be good times. We are lucky to have Richard Harris, Founder of Harris Consulting Group join us today on the ABSTRAKT Podcast. Walking away from our time with Richard, we learned a few things: 1.) Teachers make great sales reps - they can teach and have patience. 2.) Don’t accelerate the suck - more meetings don’t always equal more revenue. 3.) Talk about the pain you solve, not what you do! Love the brutal honesty Richard Harris.
Who better to discuss Sales Enablement on today's podcast, than the guy who came up with the term! Abstrakt is honored to have Roderick Jefferson, CEO of Roderick Jefferson and Associates join us today to help our listeners bring their sales and marketing teams together. On the eve of his new book. Sales Enablement 3.0: The Blueprint to Sales Enablement Success, we learned a few things that really stuck with us. 1.) Teach your sellers about the journey your buyers go through 2.) For folks looking to get into Sales Enablement, make sure your performance is judged on top line revenue first and foremost - nothing else matters! Can’t wait for the world to read your book Roderick Jefferson.
The Sales Development Playbook has helped many leaders grow SDR orgs across the world! As the Chief Sales Officer at The Bridge Group, Sally Duby knows a thing or two about ramping a SDR team. She joins us on Abstrakt’s podcast to share a few tips and tricks about ramping SDRs in a completely remote environment. Some hints at what you might learn from our time together: 1.) Tenacity and Persistence are still key to success. Never going to change. 2.) Never stop experimenting with messaging and approaches 3.) Don’t give up, it's cliche but no matter what set a schedule and maintain a routine!
Revenue Collective has become a staple in the B2B Sales Community, gaining popularity as sales leaders and reps look to connect, and share best practices. Today, on the ABSTRAKT podcast, we are lucky to have the founder, Sam Jacobs join us to share what his community is doing to help members progress their careers, along with a few tips and tricks to land that next promotion!
The first sales book I ever read was Skip Miller’s best selling book, ProActive Selling. To say we are excited to have him join us on ABSTRAKT’s podcast is an understatement, especially on the eve of his newest book coming out, Outbounding. Together, we dive into some helpful hints on what sales teams can be doing differently to find success in Outbound Prospecting in today’s modern sales environment.