The Sales Stackr Podcast: Recent Episodes
Matthew Isales
The basics of sales never change, but the selling environment and the resources around them do. Stay up to date with the latest sales, marketing and customer service tools and learn from other business leaders to optimize your workflow and differentiate yourself from the crowd.
Welcome back! After a few months off, we are back in action to continue engaging sales leaders to talk about relevant sales topics and the technology behind it. This episode is a swapcast I did in partnership with Colleen McKenna from Intero Advisory. After having her on as a guest at Sales Stackr, she interviewed me on her in:dispensable podcast. Enjoy!
Expect new episodes about once per month for now!
Recently I sat down with the insightful Alan Allard of Genius Dynamics, Inc. to talk about the "Coaching Sales Manager." A good episode to round out our recent conversations here on The Sales Stackr Podcast about sales managers, this episode touches on the idea of creating an organization that has the coaching culture engrained in its structure, all the way from the top-down.
Snapshots:
- Similarities between a successful life, successful marriage and a successful sales career (2.00)
- Alan's Sales Story (5.30)
- What is a Coaching Sales Leader? (11.30)
- How to keep sales coaching short and simple (18.30)
- Recording Vs Reporting (21:50)
- The benefits of using the GPS model (24.00)
- How new technologies can benefit businesses (32.20)
Sales Tech Mentioned in this Episode:
- Hubspot CRM
Notes, resources and more at www.salesstackr.com
This week we talking with Becca Sherrill, partner at Six20 Partners and we talk about understanding how the top sales organizations are able to both attract top talent and identify early talent. Don't miss the secrets, stay tuned with us.
SnapShots:
- Top trends in Tech industries (8.10)
- What qualifies a sales leader as a top talent? (13.50)
- The cost of not bringing in early talent to your sales org (19.35)
- Process of how to attract top talents (22.20)
- Signs of good talent and costs of not having them (30.00)
Tools Mentioned:
- Zoom
- HubSpot
Create your ideal sales stack at:
https://www.salesstackr.com
This week we are here with Colleen McKenna. Wetalk about how important LinkedIn is to anyone's business and personal life, how it can impact any business, the benefits of it and the strategies to set up a Super Professional LinkedIn profile. To learn more, keep listening to the episode.
SnapShots:
- A little about Intero Advisory and what it does (2.50)
- The most fascinating things about brand building (8.00)
- Setting up a professional LinkedIn profile (16.20)
- Strategies and processes she follows (24.30)
- Important Tools (37.00)
- A piece of advice (48.00)
Tools mentioned:
- Sprout Social
- Grammarly
- Calendly
- Hubspot
- Dux-Soup
- Canva
- Vemio
- Creat
Contact with Colleen McKenna:
Create your ideal sales stack at:
https://www.salesstackr.com
This week, we are with an insightful person, Cullen Brugman from Dashboard Magic in Melbourne. We talk about sales forecasting, reporting, and many more things. To learn more keep listening to this informative episode today.
Snap Shots:
- About Dashboard Magic and what it does
- The cost of not tracking and forecasting business metrics (4.30)
- The key metrics of a sales forecasting system (11.40)
- Reading a sales report/forecasting model (18.10)
- Fixing gaps or areas of improvement (29.20)
- Some of the good technologies (36.30)
- A piece of Advice (48.20)
Tools Mentioned:
- Salesforce
- Klipfolio
- Tablo
- Zoom
- Asana
- Xero
Connect with Cullen Brugman:
Website: https://dashboardmagic.com.au/
LinkedIn: https://au.linkedin.com/in/cullenbrugman
Email: cullen@dashboardmagic.com.au
Create your ideal sales stack at:
https://www.salesstackr.com
This week we have our first repeat guest, Roderick Jefferson and dived a little deeper by discussing how Millennials have changed the buying and selling environment and what that means for sales enablement. Hope you enjoy it.
Snap Shots:
- Key to his Expansion (2.00)
- The general state of sales enablement (3.28)
- Main considerations of the millennial buyer (6.22)
- Positioning and preparing for conversations with the Millennial buyer (11.07)
- Using Machine Learning and AI in the buying/selling process (14.02)
- Organizing lessons to make sure it’s most effective (21.50)
- A piece of Advice (26.56)
Tools Mentioned:
- Crystal
- Calendly
Connect with Roderick Jefferson:
LinkedIn || Twitter || Website
Create your ideal sales stack at:
https://www.salesstackr.com
This week I sit down with Pablo Calvo, CMO at Digiboost, to discuss how SMBs can take advantage of an effective digital strategy to set themselves up for future success and scale.
Snap Shots:
- Some of the biggest challenge that small/medium business faces (2.13)
- The key driver of his success as an entrepreneur (7.00)
- What is SEO and what impact can it have? (15.50)
- The cost of not doing SEO (22.00)
- Types of content (27.00)
- Technology that Pablo uses and recommends (40.28)
- Good types of call-to-actions to get more buyers (45.20)
- Advice for small business startups (1.02.00)
Tools Mentioned:
- Google analytics
- Google Data studio
- Google Tag manager
- GTmetrix
- Wordpress
- Square Space
- Wix
- Drift
- Hubspot
- Member press
- Formstack
- MailChimp
- WP rocket
- Web FLow
Connect with Pablo Calvo:
LinkedIn: https://www.linkedin.com/in/pablocalvo322
Website: https://digiboost.com/
Email: pablo@digiboost.com
Create your ideal sales stack at:
https://www.salesstackr.com
This week we sit with the insightful Cindy Lynch, a partner at Six20 Partners, to discuss the importance of sales managers and the secrets of improving their performance and sales.
Topics:
- Intro to Cindy and Six20 Partners (2.02)
- Cost of NOT retaining Top talent (6.09)
- Strategies to improve performance (7.30)
- Distinguish someone’s behavior and personality (9.40)
- Types of training to improve performance (14.38)
- Red flags to avoid (21.00)
- A very important activity (23.16)
- The technology behind successful sales managers (31.10)
Tools mentioned in the episode:
- CrunchBase
- Owler
- Crystal Knows
- Email Hunter
- Hubspot
Connect with Cindy Lynch
LinkedIn: Cindy Lynch
Website: http://six20partners.com/
Email: cindy@Six20partners.com
Create your ideal sales stack at:
https://www.salesstackr.com
This week I sit down with the incredibly insightful and process-driven Shawn Sease to unlock the secrets of how to become a prospecting powerhouse.
Themes:
- Introduction to Shawn and The Sales Developers
- How craft brewing compares to prospecting
- The #2019TOFUCountdown
- How to become a prospecting powerhouse
- The tech behind prospecting
- The Sales Stackr Hotseat
Tools Mentioned in this Episode:
- Salesforce
- Crystal
- ConnectandSell
- Outreach.io
- VidYard
- Phone Burner
Read Outbound Sales, No Fluff by Rex Biberston and Ryan Reisert here
#2019TOFUCountdown // #5bynoon
Connect with Shawn on Linkedin: https://www.linkedin.com/in/shawnsease/
Connect with Shawn by email: shawn@thesalesdevelopers.com
Connect with Shawn by phone: (530) 349-0029
Learn more about The Sales Developers https://thesalesdevelopers.com/
Show notes, resources and more at https://salesstackr.com
Themes:
- Begin with the end in mind, Chris Caldwell (episode 1), Andrea Kayal (episode 10)
- Keep it Simple, Pat Lynch (episode 6)
- Response time is king (for inbound leads), Dan Murphy (episode 8)
- Centralize data and communications, Tim Berman (episode 2) and Krish Ramineni (episode 3)
- Effectively manage change, Paul Bickford (episode 4), Wade Morgan (episode 5), Roderick Jefferson (episode 7)
Tools Mentioned In this Episode:
ConnectAndSell: helps multiply booked meetings by getting your prospects on the phone with greater frequency
TopOPPS: sales forecasting software
RouterJet: lead routing and SMS escalation for inbound leads
Front: a shared inbox for all customer communication
https://Fireflies.ai: free meeting transcription and recording software
Chorus: sales conversation transcriptions and analytics
Gong.io: conversational intelligence platform similar to Chorus
Connect with me on LinkedIn: https://www.linkedin.com/in/isalessolutions/
Want to support The Sales Stackr Podcast? Check out some of our affiliate partners and buy their technology (if it helps you have a more efficient and effective sales process)
Pipedrive: a lightweight, easy-to-use and scalable CRM ideal for SMBs with a diversified sales process.
Integromat: advanced online automation software
Klenty: marketing automation software that works well with all major CRMs
Seamless.ai: contact information database
Crystal: automatically provides an accurate personality profile of your leads
LiveChat: live chat tool for your website
SalesWings: cutting edge lead engagement tracking
CrowdChat: (contact Matt directly via LinkedIn) managed live chat services for your website. 24/7 coverage, more leads.
Lessonly: (contact Matt directly via LinkedIn) manage your team’s onboarding and training through a unified learning platform.
ConnectAndSell: (contact Matt directly via LinkedIn) helps multiply booked meetings by getting your prospects on the phone with greater frequency
United Nearshore Operations: (Contact Matt directly via LinkedIn) the industry leader in the nearshore call center outsourcing industry
Show notes, resources and more at www.salesstackr.com
On today's episode we sit down with Christopher Gaudreau, Chief Funnel Architect and Founder of Gaudreau LLC. He offers small business owners and other marketing experts alike a strong formula for success through a comprehensive, consultative approach to marketing.
Themes:
- Introduction to Chris and Gaudreau LLC
- The difference between a technical consultant and a funnel architect
- The funnel - does it ever really end?
- How to create and map a good marketing funnel
- The most common gaps seen in SMBs
- The technology behind a good marketing funnel
- The Sales Stackr Hotseat
Tools Mentioned in This Episode:
- Voxer
- Slack
- Facebook Messenger
- ClickFunnels
- ConvertPages
- LeadPages
- Stripe
- Instapage
- ActiveCampaign
- Drip
- InfusionSoft/ Keap
- Ontraport
- Zapier
- Marketplan.io
- Calendly
- ThriveCart
Resources, Shownotes and more at: salesstackr.com
Connect with Chris on LinkedIn: here
Search Gaudreau LLC online: here
Join The Funnel Architects Facebook Group: here
This week we sit down with the insightful Fred Shadding of The Call Center Source to learn how SMBs can take advantage of call centers and the entire outsourcing industry as a whole.
This week we sit down with the insightful Andrea Kayal, CMO at Upserve to learn more how SMBs can align the sales and marketing teams to drive growth.
Themes:
- Intro to Upserve and Andrea
- The difference between a platform and point solution
- Aligning KPI's with Sales and Marketing
- The third part of the business alignment strategy
- How to choose where to put your dollars: marketing vs. sales
- The technology behind good sales and marketing engines
- The Sales Stackr Hotseat
Tools Mentioned in the Episode:
- Marketo
- Salesforce
- InsideSales
- Yesware
- Calendly
- Survey Monkey
- Bizable
- Chili Piper
- GeckoBoard
- Insight Squared
Show notes, resources and more at www.salesstackr.com
Connect with Andrea: https://www.linkedin.com/in/andreakayal/
Learn more about Upserve: https://upserve.com/
Growth-minded businesses need to consider their website design, development and strategy from the beginning.
This week I sit down with the insightful Brad Griffith of Buckeye Interactive to learn all the tips and tricks related to website strategy and building a growth-minded business.
Show notes, links and resources at https://www.salesstackr.com
This week we sit down with Dan Murphy, the Director of Global Sales Development at CultureAmp to discuss how to structure your team to maximize pipeline generation.
Show notes and more at: www.salesstackr.com
This week I am joined by the incredibly talented and insightful Roderick Jefferson, CEO of Roderick Jefferson and Associates to talk about the value of sales enablement. He shares his best practices around laying the groundwork for any business to go from training to effective enablement of the sales team in the onboarding process.
This week we sit down with Patrick Lynch, Director of Global Sales Effectiveness and Enablement at Ellucian to discuss how sales organizations can get back to the basics when considering sales tools and strategy.
Themes:
-Intro to Pat, Ellucian, CSO Insights and More
-Back to the Basics: Behaviors and Activities
-Applying Rigor, Discipline, and Process
-"Scale Suck:" How to Avoid Scaling Ineffectively
-Sales Enablement and Change Management
-The Sales Enablement Maturity Model: thinking tactically vs. strategically
-What sales tools keeps your process simple?
-Forecasting and Sales Activities
-The Sales Stackr Hot Seat
Show notes and more at: salesstackr.com
This week we sit down with Wade G. Morgan, Account Executive at Airtable to talk about Digital Transformation for small and medium sized businesses.
You can connect with Wade on all platforms by searching Wade G Morgan:
Linkedin: https://www.linkedin.com/in/wadegmorgan/
Twitter: https://twitter.com/wadegmorgan?lang=en
Find out more about Airtable: https://airtable.com/
Full show notes available at salesstackr.com
This week we sit down with Paul Bickford, Global Director of Sales and Channel Enablement at Oracle and President/CEO of Transformative Sales Solutions to talk about how sales teams can improve their performance.
This week I had the pleasure to sit down with Krish Ramineni, the Co-Founder and CEO of Fireflies.ai to discuss voice intelligence, searchable databases and data routing.
Today I sit down with Tim Berman, Co-Founder and Growth Evangelist at Big Red's Equipment Sales to discuss omni channel sales, automation and his unique opportunity to drive revenue through digital transformation in an industry that is dominated by brock-and-mortar stores.
The SaaS industry has exploded in recent years, revolutionizing the way we get in front of prospective clients. Clearly, all these sales tools can be a double-edged sword. This week I sit down with Chris Caldwell from PSA Insurance & Financial Services who draws from his current role as Director of Sales Enablement at PSA and past role at McDonnel Consulting Group/ Sandler Sales Training Baltimore to give us some perspective regarding the role of sales tools in the sales process.
The Sales Stackr Podcast is a show for business owners and sales, marketing and customer service leaders to share key insights and their best practices and tools to help each other drive their digital transformation and increase revenue by creating and optimizing their own sales stack.
The Sales Stackr Podcast is for sales, marketing, and customer service leaders looking to digitally transform their workflow and create a sales stack that optimizes the customer journey to drive revenue and customer satisfaction.