The B2B Sales Show: Recent Episodes
Sweet Fish Media
The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers. Each episode features an interview with a B2B sales thought leader, executive, or individual contributor, discussing topics like: social selling, sales technology, negotiating and closing strategies, sales engagement, prospecting, pipeline management, sales enablement, leadership, presentation skills, proposal writing, navigating a sales career, and more.
Do you hate subscribing to more shows than you need to? Us too. That's why we're merging The B2B Sales Show into the #Sales series on B2B Growth. If you've been loving this podcast & want to continue getting practical content from B2B sales practitioners, make sure you subscribe to B2B Growth & look for #Sales in the headlines for episodes that speak directly to the sales side of the house. You can easily find B2B Growth in all major podcast players here: Apple Podcasts Google Podcasts Google Play Spotify Stitcher If you have any ideas about topics, guests or any other way we can create great content for you, please reach out to Logan: On LinkedIn Email: logan@sweetfishmedia.com Text: 719.657.7119 Thank you so much for listening.
Overprotective parents are called “helicopter parents,” which is a great shortcut to make a really important point: Kids need to be allowed to learn from their mistakes. And they can’t do when a circling parent won’t let them make any in the first place. So, maybe we need a term like that for the overprotective sales managers holding back their reps. That’s one of the most common problems David Kreiger, President of SalesRoads, finds on sales teams — managers hopping on calls to save sales and, ultimately, undermining their reps learning. It’s a great example of a failure to harness the multiplier effect, which is a powerful concept you can use to make everyone on your team smarter and more effective. David came on the show today to explain: What the multiplier effect is and how to harness it Why reps need to make (and learn) from their own mistakes Why coaches should listen more than they talk Check out the book that inspired David: “The Multiplier Effect” — Liz Wiseman You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
There’s a reason the SDR role is notorious for its turnover. Not enough hiring managers are taking the time and research that’s necessary to recruit and hire the right person for the right job. It’s time we recognize that the problem isn’t the SDR role — it’s the hiring process! In this episode, Executive Producer James Carbary talks with Jeff Thomas, the founder of Predictably.pro, about successfully recruiting and hiring SDRs. Plus, they chat about: The steps for finding the right sales talent for your organization Why you shouldn’t use your gut instinct to hire SDRs (or anybody, really) Expert interviewing tips you probably have never thought of before You can find this interview, and many more, by subscribing to The B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
Is this post distracting you from the work you should be doing? Learning to avoid new distractions at home is one of the smaller adjustments in the COVID-19 world. What about selling in such an uncertain environment? My guest today, Dave Mattson, CEO of Sandler Training, says we can keep being effective, even in the most uncertain times. He explained that we just need to: Focus on inputs over outcomes Be upfront and ask the questions we’re afraid to ask Avoid wasting time on things that are out of our control This episode is co-hosted by Kevin Jeffery, Director of Sales at Mixmax. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
True Life: I’m a sales manager trying to train reps remotely. Remote work life has posed a lot of unique challenges. Keeping sales reps’ attention is one of them. In this episode of The B2B Sales Show, Logan chats w/ Chad Sanderson, Managing Partner at ValueSelling Associates, about the best ways to train sales reps remotely. They also discuss: 3 factors to consider when training reps via video conference How offering a consistent framework can help your sales reps stay consistent Why it’s important to practice conveying your energy over video conference Check out Captivate by Vanessa Van Edwards here. This series is co-hosted by Logan Lyles at Sweet Fish Media. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
There’s a lot of uncertainty right now. One thing to keep in mind is that the fear of the unknown is worse than the reality. In this episode of The B2B Sales Show, Patrick Downs of PandaDoc catches up with Aaron Ross, co-CEO of Predictable Revenue Inc. Aside from talking about how he’s entertaining 9 kids at home, Aaron tells Patrick about: Why people shouldn’t assume that things are going back to normal after the pandemic How people can use this time as an opportunity to review their lifestyles and business strategies How to find ways to inspire yourself while at home Why the fear of what’s next is worse than reality This series is co-hosted by Patrick Downs at PandaDoc. You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Is mental toughness inherent? Or, can it be developed? I asked this — along with many other questions — of 5x Olympic gold medalist Bonnie Blair. If anyone knows about mental toughness, it ought to be one of the most decorated Olympic athletes of all time, right? Additionally, we discuss: Why competing against yourself can be more productive than competing against others How to deal with feelings of Imposter Syndrome in business and sports How to focus on the positive instead of the negative during tough times Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
We’ve all been through it: The recipient denies they ever received an email. Come to find out, it was sent to the SPAM folder. There’s gotta be a way to avoid the SPAM folder! In fact, there are six ways to avoid SPAM folders in outbound sales. In this episode, Michael Maximoff — co-founder of Folderly — shares how he’s able to dodge the SPAM folder and increase deliverability of outbound emails. Plus, we talk about: Email productivity and outbound sales engagement How your sales team can increase the deliverability of your cold emails The benefits of domain and inbox warm-up tools Tools & Resources mentioned in this episode... Email Productivity & Sales Engagement: Outreach Mixmax Domain & Inbox Warm Up Tools: Lemlist Folderly SPAM Testing Tools: GlockApps Email On Acid This series is co-hosted by Logan Lyles at Sweet Fish Media. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
I usually like to start off these posts with something eye-catching. Maybe a few engaging lines to capture your attention, then a pivot to the main topic. But these are crazy, unprecedented times worldwide. Is it weird to act normally, when the world is anything but? Of course not. In fact, we have to. And this is especially true in sales — you just need to find new ways to carry on as normal. That’s exactly how Shawn Finder is approaching this crisis. And he’s right. Shawn is the CEO of Autoklose and he’s used to being in the trenches. After building his first product, he was the sales team. He’d also pose as his helpful alter-ego, Jeffery, a member of the support team, to learn exactly how he could build better products. His time in the trenches has prepared him for a new battle — a new opportunity to get hands-on. It’s also made him understand what his sales team is going through. Shawn and I discussed: Why it’s important for leaders to get hands-on How to carry on in the face of a crisis How to support your team as a family You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
These are uncertain times. That might seem like the understatement of the year, but for a lot of sales organizations, the times we are in right now beg one simple question. What is the role of the sales org right now? Do we cease outbound? Do we press in even harder? Unfortunately there isn’t one perfect answer. It’s going to vary from business to business, but on the most recent episode of the B2B Sales Show, Jennifer Groese, CMO of Winmo talks with Winmo, CEO Dave Currie about: What business CAN be doing during this uncertain time. Why now is not the time to sit on your hands How Winmo can help with a data audit for your organization To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Your network is your net worth. It’s a tired saying, but one that holds true for the most part. What’s changed is how you create that valuable network. In this episode of The B2B Sales Show, Lori catches up with Executive Producer James Carbary, author of the recently-released Content-Based Networking. Lori and James discuss: How content-based networking helps sales pros build genuine industry relationships Why we have more agency over the people we meet than we think Why meeting real practitioners in the field is more impactful than meeting big-time influencers How to generate evergreen content Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
I used to be flabbergasted at the lack of women sales leaders speaking at events. That’s why I was inspired to carry the torch for Women Sales Pros. What’s really inspiring, though, are the female sales pros across the nation who have founded groups of their own. In this episode of The B2B Sales Show, Executive Producer James Carbary and I list off 10 exceptional organizations empowering women in sales. Plus, we talk about: How companies can recruit and retain women sales pros How to start your own women in sales group Where employers can find female sales pros to hire Resources mentioned: Women Sales Pros #GirlsClub WISE (Women In Sales Everywhere) National Association of Women Sales Pros Women in Sales (Chorus) Utah Women in Sales Women in Revenue Women of Sales & Influence Women in Sales Enablement Gals & SALs Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Have you ever heard of the Peter Principle —that saying about how people rise to their level of incompetence? Basically, it means people get promoted until they suck at the role they’re in. It’s why in sales, the best rep often turns out to be the worst sales manager. But it doesn’t have to be that way. Leadership should be training all their reps to steal their jobs. That’s how Scott Leese, the founder of Surf & Sales, trains his reps — and many of them go on to become VPs and CEOs. I joined Scott on a beach in Costa Rica — I know, I have a hard job here — to talk about how to mold the next generation of leaders. Scott covered: Why you should see how people handle extra responsibilities before you promote them Why he pushes his team harder when they’re killing it Why a great VP is one who is great in each act in their company’s story You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Did you know your mindset has a lot to do with your success in sales? In this episode of The B2B Sales Show, Mixmax Head of Marketing, Michael McEuen, speaks with Sherri Griffin, Director of Sales at Axonify. Sherri has become an expert in the power of a growth mindset. Sherri and Michael talk about: How a growth mindset compares to a fixed mindset The connection between high sales performers and their mindsets How to build a company culture of excellence You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
What are the most important skills for sales professionals to possess? Oftentimes, answers to this question are a little subjective. However, if you’re searching for an answer established in quantitative data, you’ve clicked on the right podcast. In this episode of The B2B Sales Show, Lori and Executive Producer James Carbary break down the eight proven skills the top 5% of sales pros have. They also cover: Best followup questions to qualify sooner A great resource for information on how business and finances work What managers should be looking for in sales candidates Resources mentioned: The Top 8 Requirements for Becoming a Great Salesperson Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Have you seen the news about the coronavirus hurtling us headlong toward the apocalypse? I’m no doctor, but I know one thing to stamp out if we don’t want to dust off our leather marauder gear any time soon: Presenteeism. It spreads disease and, more importantly, it hurts our sales. That’s what Belal Batrawy, Founder of the #Death2Fluff community on Bravado, came on today’s show to talk about. He opened my eyes to the fact that, in sales, we might already live in a Mad Max wasteland. And presenteeism — not nuclear war or asteroids — got us here. Belal went over: How presenteeism spreads disease and hurts our economy Why KPIs favoring quantity over quality lead to fake calls and other wasted time Why, ultimately, the problem with presenteeism comes down to bad leadership You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Linkedin: https://www.linkedin.com/in/rexbiberston/ In this episode Logan talks to Rex Biberston, Co-Founder & COO at The Sales Developers and Co-Author of Outbound Sales, No Fluff. Rex shares 5 specific tips to maximize your prospecting productivity as a B2B sales rep: 1) Use consistent, pre-written messaging and customize AS NEEDED 2) Bucket your leads and focus on the higher buckets first 3) Pre-validate your data with someone OTHER THAN the Sales Rep 4) Don’t have Sales Reps build lists, just have them earn conversations 5) Batch all your work (call blocks, email blocks, video blocks, LinkedIn blocks)
Organizations aren’t wondering why the lack of women in sales is a concern anymore. They’re wondering how this issue can be resolved. How can we attract more women to the sales field? Because — honestly — their insights are integral to the advancement of the industry. Co-host of The B2B Sales Show, Lori Richardson, discusses this exact topic in episode #66. Lori is the president of Women Sales Pros, an organization obsessed with getting more women into sales and B2B leadership. She covers: Demystifying the misconceptions about careers in sales How to prepare a job description that appeals to women How your company’s culture and values help to retain women sales leaders Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
CEOs and reps alike get it wrong all the time. In their pitches. In their content. In their cold calls. They start potentially meaningful conversations off with “I” statements instead of “you” questions. In this episode of The B2B Sales Show, co-host Logan Lyles catches up with Josh Roth, VP of sales development at Presidio Strategic Communications. Josh and Logan discuss: The best ways to engage a potential customer through messaging How to conduct the most effective cold call Why assumptions can sometimes work in sales negotiating This series is co-hosted by Logan Lyles at Sweet Fish Media. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
Craving stories is what it means to be human. It’s why you keep clicking “yes” every time your streaming service hits you with the “are you still watching?” question. And it’s why storytelling is so vital in your sales process. In this episode of the B2B sales show, Troy Barter, Director of Sales Development here at PandaDoc, explains why knowing everything about your product won’t matter if you can’t tell a good story — and how to nail the story you tell. Troy goes over: Why storytelling is what separates a salesperson from a product specialist Why great stories fuel impulse in the prospect How narratives create a better sense of urgency than deadlines This series is co-hosted by Patrick Downs at PandaDoc. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
If you’re only in sales for the money, you’re not going to last very long. You need to believe in what you’re selling. You need to believe in the people you’re finding solutions for. In this episode of The B2B Sales Show, co-host Kevin Warner of Leadium.io catches up with The Sales Whisperer, aka Wes Schaeffer. Wes shares his knowledge on: Finding perseverance in a sales position Helping prospects navigate all of the software options out there The most important factors small business owners should be focusing on Resources mentioned in this episode: Predictably Irrational by Dan Ariely The Best CRM for Me quiz The 12 Week Year by Brian P. Moran & Michael Lennington Email Kevin at kevin.warner@leadium.io To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
A woman can’t command a room like a man can. A woman doesn’t have the insight to headline a sales kickoff. Those are the myths too many women are told in the sales industry. That’s why I’ve taken the initiative to call out the lies. In this episode of The B2B Sales Show, you’ll hear me, Lori Richardson, and executive producer James Carbary discuss 26 women keynote speakers you should be considering for your sales kickoff. We cover: Each woman’s background in sales or marketing Why each woman is capable of captivating a room full of sellers The value in booking a woman to headline your event See all 52 women keynote speakers listed here. Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
“You play ball like a girl!” Isn’t it funny that juvenile behaviors meant to demean other kids transcend childhood and show up in even the most “professional” of situations? Lori Richardson has heard on numerous occasions that a woman can’t compel, inspire, or motivate a room of sales leaders like a man can. That’s why in part one of this two-part series, Lori and Executive Producer James Carbary discuss female keynote speakers who specialize in sales. A few women sales leaders they list include: Colleen Stanley Amy Franco Trish Bertuzzi Cynthia Barnes See the whole list of 52 sales keynote speakers here. Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Failure is a great coach. Except sometimes you need a human coach, too. If you think you’re such a great sales coach, are you making these 3 mistakes? On this episode, I interview Reid Anderson, Senior Account Executive at PandaDoc: What we talked about: What consistency in coaching really takes Roleplay tips and strategies for AEs What it was like for Reid to switch roles and start coaching This episode is co-hosted by Patrick Downs, Sales Enablement & Training Manager at PandaDoc. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
What’s the best way to prepare your team for transitioning from selling to SMBs to enterprises? There are a number of catalysts to keep your eye out for. In this episode of The B2B Sales Show, co-host Logan Lyles of Sweet Fish Media checks in with Rick Gay, VP of revenue and growth at FIND Innovation Labs. Logan and Rick discuss: Preparing frontline salespeople for enterprise sales The major differences between SMB sales and enterprise deals How to sell the deal to your CFO first This series is co-hosted by Logan Lyles at Sweet Fish Media. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
It doesn’t matter what kind of business you’re in — your time is your most valuable asset. If you recognize this, it can be frustrating dealing with not-so-qualified leads. You might want to make a connection, but also don’t want to waste your time. In this episode of The B2B Sales Show, Patrick Downs of PandaDoc shares his insight on prioritizing time while still leveraging wishy-washy leads. He covers: Working with new, eager sales reps who look into every lead. Connecting with leads who can guide you to a decision-maker. Making connections that could pay off down the line while still prioritizing your time. This series is co-hosted by Patrick Downs, Sales Training Manager at PandaDoc. Get more B2B sales goodness straight to your inbox. You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Why is it important to have radical candor with your CEO? Complete honesty with the boss feels scary to people who are worried about their jobs, but should it? What if we pulled the question out of the work context and asked: why is it important to have an open, honest, and transparent relationship with your wife, husband, or good friend? If you were going to do something where you need a high level of trust, you're moving fast, you'd need to be transparent and direct, wouldn't you? On this episode of The B2B Sales Show, Don Erwin interviews Ryan Longfield, CRO of Gong, about managing up and managing down. In this wide-ranging conversation, they talk about trust, candor, interviewing for a killer hire, and coaching your team to build a repeatable pipeline. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
The creative sales process begins before you lace up your loafers or even get out of bed. Creative selling starts the moment you open your eyes. And the process doesn't end until you're nestled back in bed at the end of the day. That's not how most people think about selling. That's okay. This is a different route, a less generic path, something that breaks the mold of the status quo. On this episode of the B2B Sales Show, co host Dale Dupree shares the four-part, all-day creative process that separates the most successful salespeople from the mediocre. Dale, a.ka., the Copier Warrior, is the Founder of The Sales Rebellion, and also hosts another podcast called the Selling Local podcast. What we talked about: What to do when you wake up to jumpstart the creative process How to take an unconventional approach to prospecting and outreach Why you need to create an experience instead of a discovery session The fine art of decompression You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Trial closing isn’t sexy, but it is necessary. It’s how you start to determine where a prospect is the buyer’s journey, whether you need to move them to the next stage, keep them where they are, or abandon pursuit of that prospect entirely. On this most recent episode of the B2B Sales Show, Patrick Downs takes us through 2 examples of good trial closing questions, and talks about: The RIGHT questions to ask when it comes to trial closing. What to do if your prospect is hesitant or unsure. When it might be time to abandon pursuit of a prospect altogether. This series is co-hosted by Patrick Downs at PandaDoc. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
The top 10% of salespeople do this thing 304% more than the bottom 2% of salespeople. Before I tell you what it is, I want to geek out a little bit about data. We’ve got something like 30 years worth of data from 1.8M sales reps and leaders that give us unexpected insights into what makes a salesperson. It isn’t gender. It isn’t even previous experience... The best predictors of whether a potential new hire is going to succeed in sales can be found in 21 core sales competencies. (Oh, and that thing that the top 10% do is listen.) I’m Lori Richardson, President of Women Sales Pros and Founder and CEO of Score More Sales. On this episode, I’m joined by the executive producer of The B2B Sales Show, James Carbary, to talk about the 21 core sales competencies that make for success in selling. What we talked about: Why hiring based on 21 core competences produces a more diverse sales team Attributes that are trainable and attributes that aren’t Lori’s eighth grade teacher who actually used a megaphone on her students The will to sell matters way more than tactical skills from a hiring viewpoint Check out this resource we mentioned during the podcast: The Harvard Business Review article: Experience doesn’t predict a new hire’s success Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richardson, President of Women Sales Pros. Find Lori on LinkedIn and tell her you listened to the podcast! You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
You don’t know your market. You might think you do, but at the end of the day, you’re really good at knowing your PRODUCT, but not your MARKET. That’s where the Sales Development professional comes into play. On a recent episode of the B2B Sales Show, Kevin Warner talks all about: Why you need help understanding your market. Why a Sales Development team might be the best hire you’ll make. Real life examples of this in action. To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
What if the 10 secrets to standing out as a sales professional weren’t actually secrets at all? They’re not. Rather than try to sell you steps to success, what if someone just shared with you the things that worked for them, and you could implement them in your own career, helping you to stand out? On this episode of the B2B Sales Show, co host Dale Dupree gives 10 ways to set yourself apart as a sales professional. Dale, a.ka., the Copier Warrior, is the Founder of The Sales Rebellion, and also hosts another podcast called the Selling Local podcast. What we talked about: Why making a TV commercial may be a great idea Why the receptionist is the first person in the office you need to win over. Sometimes all it takes is a lunch. Why you should be building alliances instead of just chasing one person You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
You’re walking into a sales team with a team already in place. What should you do? Tear it down and build it back up? Or work with what you have? In this episode, co-host Don Erwin interviews Brendon Cassidy, Founder of Cassidy Ventures. Brendan has plenty of experience consulting with companies about their sales teams and giving them the “unvarnished truth” about how much work needs to be done. In this one, he covers: How to take over a sales team “mid-trot” How he recommends great sales executives Advice for VPs of Sales working with first-time founders So much more This episode is co-hosted by Don Erwin, Head of Revenue at Mixmax. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Did your cold email framework make you a millionaire in 2 years? Kevin Warner’s did. He shares the contents of the cold email framework that generated insane revenue for his company, Leadium. Plus, he covers: Crafting email messaging to get your prospect to engage The cadence at which to schedule email sequences Understanding the analytics generated by your cold emails To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Are you addressing the core elements of your outbound strategy? Or are you simply being prescriptive? In this episode of The B2B Sales Show, co-host Don Erwin catches up with the co-founder and CRO of Blissful Prospecting, Jason Bay. Jason shares how his team established the REPLY Method to revolutionize their cold outreach strategy. Plus, they talk about: How to transition from B2C to B2B outreach Why online email templates aren’t always the answer The best mindset to have when performing outbound tactics Find the REPLY Method one-page cheat sheet here. This series is co-hosted by Don Erwin at Mixmax. Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
PDF proposals create a process that’s broken and scattered. They waste the sender’s time. They waste the recipient’s time. And when you’re part of a startup, you need to save all the time you can. In this episode of The B2B Sales Show, co-host Patrick Downs explains why using unintuitive proposals is potentially killing your business. Plus, he goes over: How to save time when writing a proposal How to collaborate with the recipient of a proposal Using CRM integrations to make the proposal-writing process a cinch This series is co-hosted by Patrick Downs at PandaDoc. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Just like the number of SaaS solutions that’s out there, agencies seem to be popping up all the time. How can you tell the difference between them? Is there even a difference? In this episode of The B2B Sales Show, co-host Kevin Warner speaks with SmartBug Media’s VP of Sales & Marketing, Jen Spencer. Through her extensive experience, she’s able to share the #1 differentiator between agencies: the people. Plus, Kevin and Jen cover: The value in viewing every opportunity through a revenue lens SmartBug’s approach to working with a wide variety of partners How SmartBug’s people market themselves and, therefore, the company This series is co-hosted by Kevin Warner at Leadium.io. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Did you just post a picture of your product on LinkedIn? Why? Who’s going to see that and believe that they’ve benefited from it? Sales pros need to start posting actually meaningful content to LinkedIn. That’s what Dale Dupree — founder of The Sales Rebellion and co-host of The B2B Sales Show — knows to be true. In this episode, Dale discusses: What salespeople post to LinkedIn that sucks How to drive quality interactions on LinkedIn Why being authentic on LinkedIn matters How to reach 30,000 views on each of your posts This series is co-hosted by Dale Dupree at The Sales Rebellion. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.
This week we are joined by Don Erwin, Head of Revenue at Mixmax for a quick episode where Don gave us one piece of sales advice that we’ve probably never heard before. Don explained the “L4M” (Last Four Months) concept that allows you to accurately forecast sales when you don’t have the normal data that you would have to be able to measure and predict correctly. It is a fantastic and helpful piece of advice! This episode is co-hosted by Don Erwin, Head of Revenue at Mixmax. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
This week we were joined by Dan Wardle, the VP of Revenue at Vidyard. Dan has a wealth of B2B sales knowledge and gave 5 incredible points about how to grow and scale your sales team effectively. Dan not only talked about how to go about finding people, but more importantly, Dan talked about how vital it is to find the right people! Trust me when I say: this podcast will save you a lot of time and headache! Dan’s 5 Tips: Don’t Rely Too Much on Recruiting and HR Look into Community Involvement Remember the Life Raft Analogy Hire Salespeople with Grit. Begin Onboarding During the Interview Process You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Have you ever had a bad experience with a dishonest sales rep? Who hasn’t? As sales pros, we shouldn’t feel bad about what we’re doing. It should make us feel good to help someone find a solution that’s perfect for them. In this episode of The B2B Sales Show, co-host Patrick Downs shares his reasoning behind being radically honest when it comes to sales. Plus, he talks about: The reasons salespeople start to feel bad about what they’re doing How to make honesty an extension of yourself How to have the most efficient sales exchange possible This series is co-hosted by Patrick Downs at PandaDoc. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Everyone: Quit taking the advice of LinkedIn “thought leaders” so literally! They don’t know you or your business. Plus, they have million-dollar marketing budgets helping them post every day. In this episode of The B2B Sales Show, co-host Kevin Warner of Leadium.io discusses several reasons why you shouldn’t take LinkedIn thought leaders’ advice so seriously. Plus, he talks about: The lack of context around LinkedIn posts Why LinkedIn is not a platform meant for conversion Why following your peers on LinkedIn is more valuable than following thought leaders This series is co-hosted by Kevin Warner at Leadium.io. Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
What’s real, valuable data and what’s just noise? That’s the magic question. Luckily, we don’t have to use magic to figure out which data sets are useful. In this episode of The B2B Sales Show, co-host Brad Rosen from G2 shares several ways to use data to inform sales effectiveness. He discusses: Leveraging data to increase the likelihood of landing meetings and closing deals Pulling useful data from your own platform Analyzing activity at all pipeline stages to inform each rep’s sales process This series is co-hosted by Brad Rosen at G2. Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
When we set sales quotas for our reps, we’re creating a system that prioritizes box-checking and number-crunching. The problem isn’t that reps don’t learn that system. The problem is they do. Guess what happens when another company offers your rep a slight bump in base pay? They leave, because it was always all about the numbers. On this episode of the B2B Sales Show, co host Dale Dupree gives 3 reasons you need to get rid of sales quotas. Dale, a.ka., the Copier Warrior, is the Founder of The Sales Rebellion, and also hosts another podcast called the Selling Local podcast. What we talked about: Why Dale hates sales quotas Sales quotas limit the full potential of your reps Sales quotas create boundaries between management and reps Sales quotas punish reps You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
“We’re looking for the top hunters who can CRUSH sales!” Have you ever seen an SDR job post like that ☝️? It may help explain why so few women are in tech sales. On this episode, Heidi Barnett, Chief Revenue Officer at ApplicantPro, helped explain how we can all ensure we’re attracting top talent, in a diverse and inclusive way. What we talked about: The Importance of Diversity on a Sales Team How to build D&I focus in your hiring process Tips to reach highly qualified, diverse candidates Diversity & inclusion Women in tech Women in sales SDRs Hiring This episode is co-hosted by Don Erwin, Head of Revenue at Mixmax. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Emphasis on “customer-centricity” has turned salespeople into compliant order-takers. It’s time for salespeople to take back the control of the conversation. On this episode, co-host Patrick Downs dives deep into how sales teams can correctly use customer centricity without becoming simple “yes” people. Patrick is the Sales Enablement & Training Manager at PandaDoc. What we talked about: Customer centricity in sales teams Sales enablement Solving problems Challenger sale You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
On this episode, Don Erwin, Head of Revenue at MixMax, gives 5 ways to ensure your cold emails never suck again. What we talked about: Attention-grabbing subject lines Personalized & curated content Structure your email logically & persona-specific Introduce yourself & build rapport Consistent follow-up You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Think of the last really bad meal you ate. Odds are, it was at a restaurant that you stumbled into. It just happened to be in the neighborhood, or at the airport, or close to the hotel. Had you researched it and read the negative reviews, you’d have avoided that awful meal. There’s a reason why sites like Yelp exist. Because the collective power of the voice of the customer is immense. Brad Rosen was on the B2B Sales Show podcast recently and talked all about Buyer intent, and how you can use it to fuel your growth. What buyer intent actually means for your company. How buyers actually do business in this day and age. To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
“There’s no way we could use THAT product. We’ve been with their competitor for years.” Let’s say it loud, and say it often: “My alliegance is not to a piece of software. My allegiance is to myself and what’s best for my business.” Now that we’ve got that out of the way, Kevin Warner has a list of the three sales prospecting tools that EVERY sales professional should demo this quarter. Outreach.io OrumHQ Vidyard To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Full page scripts are the fastest way to ensure sales reps … go back to whatever they were doing. Their #1 job is to sell. Everything else is a distraction. So, even if it’s a valuable distraction, it also needs to be a quick distraction. On this episode, Cheryl Bisram gives us 4 ways to deploy your talk tracks so your sales team will actually consume the material. Cheryl is the Sr. Manager of Sales Enablement at RollWorks. Previously, she was enabling sales and effectiveness at other big names like Jive, DataBank IMX, & Morafire Media. What we talked about: Sales enablement Easily consumable content Accentuating the good Sharing stories This episode is co-hosted by Joe Caprio, VP of Sales at Chorus.ai You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
The year is so close to being 2020. Let’s start evolving with the times and quit giving our prospects pitches that are boring, bland, generic, mediocre, and status quo. We need to feed the life back into this process with the REASON theory. I’m Dale Dupree, Leader of the Sales Rebellion, here to tell you about igniting a prospect’s emotional spectrum: What you’ll hear about: The REASON theory is to radically educate and share one's narrative Why story is better than just about anything else Sparking curiosity and credibility The importance of nuance Check out this resource I mentioned during the podcast: The Crumpled Letter This series is co-hosted by Dale Dupree at The Sales Rebellion. Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
On this week’s episode we talk with Noah Abelson-Gertler about how to create better sales teams and better work environments for employees. After over 6 years of running ShareRoot and bringing it public, Noah started Noah AG Coaching and transitioned into the world of coaching and consulting to help companies increase employee engagement and retention. During our conversation, Noah pointed out three main keys for having an effective and engaging Sales Team: Hiring people who are a good cultural fit and willing to take risks. Supporting team members who are there and not overworking them. Identifying what is important to them Checkout these resources we mentioned during the podcast: Noah AG Coaching Noah Abelson-Gertler You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
LinkedIn is something that people just aren’t taking advantage of. I’m Patrick Downs, Sales Training Manager at PandaDoc, here to share my tips and insights with you on this solo episode of The B2B Sales Show. What I talk about: Things keeping you from leveraging LinkedIn and why they shouldn’t anymore The importance of structure All about tags and hashtags How to know when to InMail This series is co-hosted by Patrick Downs, Sales Training Manager at PandaDoc. Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.
Remember the Swiss Army knife? It was a knife, scissors, a toothpick, a screwdriver, and a corkscrew. It was one tool that did a bunch of different things. There’s been a lot of movement in the industry lately to outsource the SDR. Why? Because for all intents and purposes, the SDR role is an Army Knife. It’s a role that is not just one thing. On the most recent episode of the B2B Sales Show, Kevin Warner talked all about: Why the SDR role has been vastly misunderstood Why your SDRs need to be the most qualified people in the business The reasons your SDR should be able to understand the human psyche To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
The VP of revenue operations wants 100% cost-efficiency. But your CMO wants to send that important prospect to Napa Valley for the weekend… Why haven’t they communicated about this?! In today’s episode of The B2B Sales Show, co-host Brad Rosen of G2 lays out everything rev ops and CMOs need to be talking about in order to meet your business’ objectives. He covers: How to effectively segment leads Aligning on where the marketing dollars are spent Developing a cohesive strategy between sales, marketing, and rev ops Demand gen for SMBs to enterprises To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Today’s outbound sales mantra: Your math of sales is your math of sales. Hear it, say it, believe it. In this episode, The B2B Sales Show co-host Kevin Warner of Leadium talks with the co-founder and CEO of The Sales Developers, Ryan Reisert. In addition to math of sales, these two outbound sales masters discuss: Committing to the outbound sales process Being selective about outbound clients Staying in your “swim lane” Educating startups on the outbound process Resources mentioned in this episode: The Ultimate Sales Machine The Buyer’s Pyramid To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
What does it mean to bring value to a sales interaction? A snappy subject line? Multiple voicemails a day? Au contraire! Joe Caprio, VP of Sales at Chorus.ai and co-host of The B2B Sales Show, sits down with JJ Ferroni, VP of Sales at Guru, to talk value in sales. They discuss: Understanding buyer personas on a deeper level The right ways to engage prospects Automation vs. value in sales To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
You know that time at the end of the quarter when you realize you’re just not going to hit that magic number? What happened? It’s likely that you’ve run into one of the five major pitfalls of building out your sales pipeline. Here to outline these five mistakes is Don Erwin, Head of Revenue at Mixmax and co-host of The B2B Sales Show. He discusses: The right way to uncover budget Accurate sales forecasting Understanding the buyer’s journey from the prospect’s perspective Maintaining control of the sale To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
When it comes to sales development, it’s not about what you’re using. It’s about making sure your tools are optimized. The best way to optimize prospecting tools? Integrations. The B2B Sales Show co-host Kevin Warner from Leadium.io shares three prospecting tools every sales leader should demo this quarter. He discusses: Features that help your team scale-up The importance of direct integrations Optimizing workflows Resources mentioned in this episode: Outreach.io Orum HQ Vidyard To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
It seems like you can measure anything nowadays. The question is: What should we be measuring as sales leaders? Brad Rosen, VP of Revenue at G2 and co-host of The B2B Sales Show, explores the top metrics every sales leader should be paying close attention to. In this episode, Brad discusses: The best basis on which to track sales reps’ activity Understanding the totality of your pipeline Using metrics to help reps learn and grow To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Facebook for beers? Yep. They’ve thought of it. It’s called Untappd and The B2B Sales Show co-host Kevin Warner had the pleasure of interviewing the VP of Sales, Brandon Walker. In this episode, Kevin and Brandon talk about (other than beer): Targeting SMBs Why outbound isn’t dead Working in a high-turnover industry Incentivizing SDRs To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
Sales rookies tend to have a lot of energy to take on big challenges. But, sometimes that energy drives them into making big mistakes. Zorian Rotenberg, Chief Sales Officer at Revenue Inc., lays out 6 of the biggest rookie sales mistakes for The B2B Sales Show co-host, Joe Caprio of Chorus.ai. Zorian goes over: Effective sales rep training Identifying real prospect pain points Building trust and rapport within the B2B industry You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
It can be challenging to accomplish everything you wanted to at a big industry event. Finding out who’s going to be in attendance and scheduling meetings with them is crucial in maximizing your return on an event. Dave Thomson, CRO at Winmo sits down with Al Torres, co-founder and President of SummitSync, shares with us the best pre and post-show strategies to maximize your time at industry events. He goes over: Leveraging attendee lists How to pre-book meetings Best social engagement times before big events You can find this interview and many more by subscribing to the B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
More data, more problems. What exactly are we supposed to do with all of these numbers we’re plugging into spreadsheets each day? How do we actually use them to inform decisions and develop better reps? In this episode Logan Lyles of Sweet Fish Media sits down with Nick Beil, President of Narrative Science, who believes he and his team have a solution to the data overload. In this episode, we cover: Challenging the premise that data drives better outcomes Making more informed decisions Coaching reps on storytelling Team alignment You can find this interview and many more by subscribing to the B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
Oftentimes in startups, consistency is neglected. You’re concerned with customers and revenue, two valid excuses. However, Don Drury, Principal at Drury Advisors, fills The B2B Sales Show co-host Joe Caprio in on why it’s so crucial to establish a strong frontline of leadership right away. In this episode, we cover: Forecast accuracy Pipeline quality and data hygiene Margin erosion Establishing a strong foundation To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
An entire relay race can be desolated with one bad hand-off. The same is true in team selling. All the blood and sweat you put into setting up a sale can be wiped away with just one inefficient hand-off of information. Scott Britton, co-founder of Troops.ai, reveals his secrets to seamless sales hand-offs to The B2B Sales Show co-host Joe Caprio. In this episode, we cover: The importance of exceptional customer experience Relaying sales information from team to team How to shorten up sales cycles To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here. Follow us on Instagram & LinkedIn!
It’s a little sad these days that authenticity is becoming a competitive differentiator. If being real matters so much, why isn’t it everyone’s priority? I got to talk to John Barrows, CEO of JBarrows Sales Training, about the problems with trying too hard and what authenticity can do for sales. What we talked about: Why authenticity matters How to be authentic The work ethic of Millennials How hard work & authenticity can’t be beat You can find this interview and many more by subscribing to the B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.
If you aren’t recording every single call you made this week, you’re missing out on 3 uses cases for your calls playlist. It’s good for new hires, for managers, and for legacy folks. Not to mention clients and prospects. And you. Actually, why wouldn’t you record everything? That’s what I talked about with Roderick Jefferson, CEO of Roderick Jefferson & Associates and keynote speaker. He calls it a playlist and explains why making one is a brilliant idea.
Here’s a 100% sure-fire way to know if someone is trying to sell you something. They claim it’s one-size-fits-all. But that’s definitely not the case with a go-to-market strategy. There are so many variables that you can’t wear someone else’s size. Trish Bertuzzi and I chatted about this--and she told me that you might even need multiple go-to-market strategies within the same company. “Anyone who says ‘This is what I would do’ is trying to sell you their methodology,” Trish said.
New sales managers aren’t just responsible for upholding their team’s trust. They have their team’s careers riding on their shoulders. They have their team’s families relying on them. I talked to Tree McGlown, Chief Revenue Officer at Sideqik, about the three things that newly minted managers should do in their first 90 days. (It involves burning ships.) “You need to be humble, be open to understand that your ideas might not always be the best ideas, but the endgame is to make sure that the team wins,” Tree said.
After you define your ideal customer profile and build your proactive inbound-outbound sales strategy, how do you search through those 10,000 potentials for actual customers? Don Erwin, Head of Revenue at Mixmax, answered that question faster than you can say “sales ops.” “The very first hire that I made when I came on board here was to hire a sales ops,” Don said. “I needed a really good sales ops person who could help me mine the data.”
Coaching is one of the most important aspects of sales training. However, not every coach is doing what is necessary to put their team in the best position for success possible. In fact, most coaches aren’t intentional with what they are doing and trying to teach. Matt Cameron consults to high-growth SaaS companies on growth as the founder of SaaSy Sales Management and is an expert on the topic of sales coaching. A coach, according to Matt, is the person who stands on the field and calls out the plays. Whereas, training is explaining to them what the moves are in that play, and drilling it.
Our new host for the B2B Sales Show, got his start in politics and then bounced around between coasts. From New York to California, and marketing to sales today’s guest has a wide variety of experience and he’s ready to share it with you! Today, Kevin Warner, is the CEO and Outbound Sales Leader at Leadium. Leadium is a lead generation and sales development company. They work with SMBs, well-funded tech companies, and enterprises to help generate and find leads. Then they leverage those new leads and help their clients qualify them. Their mission is to use data, content, partnerships, and technology to help their clients create success. What can listeners expect to hear on the B2B Sales Show? -Where do I start even if they are starting from nothing? What if I don’t have a lot of resources to build a pipeline? How do I still get the benefit of a modern day sales development at a lower price point? Which strategies should I listen to? All of this and much more will be covered on future episodes. Stay tuned!
50% of us go straight to Amazon when we’re looking for a product. We skip Google altogether. Amazon uses its vast, vast data network to target people with video and ads. How are we supposed to compete with that? Mark Power, Founder and CEO of Podean, says that companies more advanced on the marketing side will win out over you in what’s always been your territory. Short answer: Know how to leverage Amazon ads for yourself.
It’s easy to know whether you want to invest in a small company. Their CEO is better than you are. In this episode of the B2B Sales Show, SaaStr founder Jason Lemkin talks about how he knows instantly whether he wants to invest in a small company--and what they can do before a meeting to convince him he wants to be a part of their story. Jason is the founder of SaaStr, enthusiast, and investor who knows what he wants when he sees it.
You’ve probably heard of our new co-hosting company: G2. B2C has long had hundreds of review sites available, but for some time B2B had no real equivalent—even though B2B purchases often have much higher stakes. That’s the problem G2 is solving for. Our newest co-host is Brad Rosen, VP of Revenue Operations at G2. In this episode, Brad sets the stage for their series. Get ready to hear differentiated topics that veer off from the worn-out topics you’re used to hearing on podcasts and stage presentations.
According to a recent HubSpot report, more than 40% of salespeople say that prospecting is the most challenging part of the entire sales process. Getting through to the C-suite in particular is harder than it’s been for years. In this episode Nicole Smith, CMO at UserIQ, gives some revealing insight into what CMOs expect from sales reps who are trying to win a piece of their marketing budgets—and what gets them to open an email or schedule a meeting amidst their insanely overflowing schedules.
What's the biggest factor in B2B Selling? Hint: it’s not your pipeline. It’s your mindset. Today’s episode of The B2B Sales Show features Jeff Haley, Director of Sales at Winmo talking about how sales professionals can take responsibility for their mindset in order to get the inside edge. He walks us through how your response is more important than events in determining sales outcomes. Make sure you download this episode in order to hear Jeff’s 3 tips on what you can’t control in a sales relationship, and his 3 areas of influence, that fall within your control.
In a complex B2B deal there are multiple stakeholders, in order to see success and move your deal along correctly you need to contact multiple points of contact instead of just relying on one or two people who like you. In this episode of the B2B Sales Show Joe Caprio sits down with Peter Chun who is the VP of Sales at Lucid Chart. Peter is an expert at multithreading, which is a process that involves talking to six to ten people within the organization. This process involves knowing your contacts within the organization before getting on a sales call, in order to better recommend next steps and move the deal forward much faster. Sales professionals need to identify who the gatekeepers are within the company they are selling to, and find a way to ensure the deal goes through by increasing the number of people that they communicate with. Lucid Chart communicates things visually through account maps to show where the rep is at in the sales process, making it easy to generate a successful strategy. In this episode Peter shares his insights on how companies can better train their sales teams to multithread correctly and the common pitfalls to avoid.
Your company, product, or service might be so different from all the others out there. But if your sales messaging isn’t up to par — for example, if you’re relying on the same buzzwords that every other company is using — it will be difficult for your buyers to recognize how unique you really are. So, how can you ensure your messaging is truly highlighting your company? On this episode of the B2B Sales Show Paul Salamanca provided tactical steps you can take to make your messaging more effective. Paul is Vice President of Enterprise Sales, North America at vArmour.
You can't always give your people a raise. And you can't always give them the title they asked for. But through mentorship you can give them a path to those things. A mentor picks up where a manager leaves off. They go above and beyond, encouraging and pushing people, to help them reach their fullest potential. On today’s episode of the B2B Sales Show we’re talking about all things mentorship in sales. Jennifer Linehan, Head of Growth at High Alpha, joined us to share her thoughts on topics like: How do you think about the importance of mentorship? How do you foster those relationships? And should mentorship be organic or organized?
Take it from the professionals. In order to build a dynamite sales team, build it quickly, and built it from scratch, there are some things you have to do. What are they? Sam Blond has some ideas. It’s All About the People Invest EARLY and OFTEN In Sales Operations Do the same for SALES ENABLEMENT Those three things may not guarantee your success, but they’ll certainly put you miles ahead of your competition. Listen to all of Sam’s outstanding interview on the B2B Sales Show
He’s held just about every role you can hold in the B2B world. He started as a BDR. Moved into a role as a sales rep. He was a manager, then a VP. He’s been a Revenue Officer, and a CMO. And now he’s the CEO of Winmo. Dave Currie has really done it all, and we couldn’t be more excited to bring Dave on as a co-host for the B2B Sales Show. Stay tuned for some killer content from Dave!
Most sellers know that buyers have changed. Today’s content has to be highly personalized, hence the massive investment companies have made in content marketing. But the reality is that most of that content never actually gets consumed. In this episode, we interview Benny Rachamim, VP Sales at Uberflip, about how every company has a content experience: it’s really whether it’s a good experience or a bad experience for their buyers.
The Golden State Warriors are an insane basketball team. They were able to get an incredible amount of talent on one team. So of course they’re successful. Talent is what matters, right? What you don’t see behind the scenes is the unreal amount of data and analytics that goes into every aspect of their game. The same is true for your sales team. You want top quality talent, but without robust, reliable data and analytics behind them, they’ll struggle. Maybe when it comes to sales leadership, we need a little more analytics, and a little less gut.
Only 3% of sales teams are doing regular one-on-one coaching. Does that shock you as much as it shocks us? In this episode of the B2B Sales Show, guests Dan Hixson and Vinay Ganti share their research on how companies have generally done poorly in prioritizing the process of one-on-one coaching. Dan is the National Sales Director of Xvoyant a a sales coaching technology platform embedded in salesforce.com to help create a world-class coaching culture for any sales organization. Vinay is the Director of Strategic Markets and Business Development for Bridge by Instructure, an employee development platform that combines conversations, feedback, learning, and career development seamlessly to give employees what they need to make an impact. In this episode, they not only showcase how the few companies who do one-on-ones well have sales teams full of actively growing reps, but also what you can do quickly and easily to implement the process in your team.
Stop selling. Wait, what? Stop selling? Just like that? Nobody wants to be sold to. Nobody wants loads of numbers dropped on them. What do they want? They want an emotional response. They want your STORY. Every rep should have a story, because a story can evoke emotions of a buyer that they didn't even know they had. People buy from people they like and from people they trust. Thanks to Corporate Bro, we know that before you focus on your features, you should be focusing on telling your story. Because that’s what people remember.
Don is an experienced software sales leader with proven track record of building successful sales teams. Passionate about coaching and developing sales professionals to understand what it takes to be an A- Player. At Mixmax, our mission is to change how the world communicates. We’re an email productivity platform that helps sales, customer success, and recruiting teams do their jobs. To learn more and get started for free, visit Mixmax.com https://mixmax.com/
What’s the role of a salesperson when their free trial doesn’t involve them? If the free trial user can navigate exploring the product themselves, where does the sales process start and end? Today’s guest is Jeff Hazard, VP of Sales at Zenefits. Listen in as he shares how he motivates his sales team in ways beyond the numbers and how the role of the salesperson shifts depending on where in the buyer journey a person is.
In this jam-packed episode, Outreach’s Vice President of Sales, Mark Kosoglow, does a deep dive into how to make your SDR and AE teams work together successfully. Kosoglow discusses how to make sure your SDRs are booking the right kinds of meetings. If they aren’t hitting the right targets, that isn’t the SDR’s fault. Blame the sales leader who isn’t deciding what criteria are important in picking targets. We also get into: Pods vs. verticals How to incentivize SDRs Processes vs. relationships Why some AEs play the blame game Kosoglow drops a ton of wisdom that’s definitely worth your time
When Todd Caponi, author of The Transparency Sale, was with PowerReviews, the company did a B2C study that found this: A product that has a review score of between a 4.2 and a 4.5 converts at a higher rate than a product that’s a perfect five. It would seem that, at least when a website is acting as a salesperson, imperfection sells better than perfection. So what happens if you take this concept to the B2B world? Logan Lyles of Sweet Fish Media interviewed Told to find out the answer. Also be sure to check out Todd’s interview on the B2B Growth Show by Sweet Fish Media
Logan Lyles visits with Joe Caprio, VP of Sales at Chorus.ai Joe will be one of the Co-Hosts of The B2B Sales Show Chorus believes that customer conversations are a company’s most underutilized asset. Successful businesses spend a significant amount of time engaging with their prospects and customers through online meetings. Every one of these conversations includes pivotal opportunities to improve those customer relationships and to capture best practices worth replicating in the future.
Not all AI is about flying cars. Sometimes, AI is about doing the grunt work so humans can do what they do best. Today’s guest is Damien Greathead, Vice President of Business Development, North America at Receipt Bank. In this one, Damien talks about the true value of accountants (hint: it’s not in putting numbers together), how to create a virtuous cycle of new business referrals, and why “A business is a business is a business” is far too simplistic of an approach for sales teams. This episode is brought to you by Nudge.
Steve Woods is Co-founder and CTO at Nudge.ai, a relationship intelligence platform that helps you find and grow the right relationships that drive sales. Passionate about innovation, SaaS, machine learning, and the marketing and sales technology spaces. Author of the book "Digital Body Language" about deciphering customer intentions online. Frequent speaker at various marketing, sales, and innovation events Paul Teshima is CEO and co-founder of Nudge.ai. Over 20,000 sales professionals use us today, and we track over 60M business relationships. Firm believer that culture eats strategy for breakfast, and business culture can be built through storytelling. Always have been a leader with a strong focus on sales and customer engagement. Passion for building great teams and products that help customers grow their businesses. At Nudge we Build Relationships and help Grow Sales. Nudge uses artificial intelligence to provide sales teams with actionable insights on their target customers. Less prospecting, more selling.
The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers. Each episode features an interview with a B2B sales thought leader, executive, or individual contributor, discussing topics like: social selling, sales technology, negotiating and closing strategies, sales engagement, prospecting, pipeline management, sales enablement, leadership, presentation skills, proposal writing, navigating a sales career, and more. In this inaugural episode Logan Lyles talks about the podcast, guests and topics listeners can expect!