Raise Your Revenue: Recent Episodes
Raise Your Revenue
We’re all looking to Raise Our Revenue, whether we’re considering our personal career moves and examining how to increase earning potential, or we’re figuring out how best to hire and develop revenue-generating team members to help accelerate company revenue growth. That’s why we convene here – to talk about the ways job seekers, company executives, and hiring managers can each successfully impact revenue generation.
Part 4 of 4
Salespeople don’t always focus on keeping clients. But if you want to build better relationships, gain more referrals, reap additional organic business, and make more commissions, this next phase of the PEAK process is for you.
During K for Keep, Russ Lombardo shares why salespeople should care deeply about client retention, and how they can make this part of the sales process work for them — even if renewal is a separate silo at your place of work.
If you want to hear more from Russ or to hire him to train your sales team, reach out and get in touch. Feel free to start by contacting us at info@barfieldrevenue.com.
Missed an episode of our PEAK Sales Process podcast series? Catch up at the links below:
- P is for Prospect
- E is for Engage
- A is for Acquire
Part 3 of 4
If you’re in sales, you’re always looking to acquire more clients. In this episode, we continue our four-part series about the PEAK sales process. We’re joined again by Russ Lombardo, an independent sales consultant and software sales trainer who has built the PEAK program after many years of successful sales and sales leadership in the technology sector.
This time, we’re focusing on A for Acquire. This is the step in the sales process where we’re performing the actual selling. Russ explains how we need to be matching the prospect’s needs with our solutions, as well as how we can best set ourselves up to close the deal.
You can access the previous episodes of our PEAK Sales Process series at the links below:
- P is for Prospect
- E is for Engage
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Part 2 of 4
Engaging with potential customers is a key stage in the sales process, and every salesperson can always be improving here. In this episode, we continue our four-part series on the PEAK Sales Process with Russ Lombardo, a Raleigh-Durham based independent sales consultant and software sales trainer.
Russ shares with us the E, for Engage, which includes qualifying your prospects. He gives us some useful tips on building rapport and understanding the prospect’s pain points.
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Part 1 of 4
In the world of sales, we must always be improving both ourselves and our team. In this episode, we kick off a four-part series with Raleigh-Durham based Russ Lombardo.
Russ is an independent sales consultant and software sales trainer who has built the PEAK program after many years of successful sales and sales leadership in the technology sector. In each episode, we’ll cover the tenants of his program. During Part 1, we explain the PEAK process and break down P, for Prospect. Prospecting is often the most challenging part of a salesperson’s role, and Russ shares some excellent strategies with us.
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Salespeople and marketing people aren’t in the same department or discipline, but they absolutely must work together. However, in many companies, there is tension between the sales and marketing teams. In this episode, Will and George discuss why the two teams don't always collaborate and why they should. Will also talks about:
- Do the good salespeople make for good marketers? Vice versa?
- When you’re consulting with small companies – particularly startups in tech – how do you advise them around this issue?
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Some studies say the hiring process takes an average of 23 business days. That’s far too long in our dynamic job market. In this episode, Will and George talk about why the long job process has some employers losing out.
Will also explains the ways employers can shorten the interview and hiring process — without removing steps in the process.
Jobs seekers, this one's for you! Interviewing with a company can feel stressful for many of us, even senior-level people. As we recruit and help people find new jobs, we talk to them about the interview process. In this episode, we share some of the steps and work that goes into a successful job interview. We talk about:
- The No. 1 thing to do during an interview.
- Good eye contact.
- The research and preparation you should put into the interview before it occurs.
If you have a question about job hunting or an idea for an episode, email us at info[at]barfieldrevenue.com.
Why hire an external recruiter when you can go find candidates yourself? In this episode, Will and George talk about this frequently asked question. Many companies handle their own hiring. But like anything, there are pros and cons to managing the process internally when compared to finding some help. Will explains some examples when companies who already handle hiring will work with a recruiter, and how teams like his fill in the gaps for smaller ones.
Happy Holidays from Barfield Revenue! This time of year, we’re making our gift lists for Santa (well, our children are, anyway!) and that got us thinking about the “naughty” list. As recruiters, we see a lot of people failing in one critical area — one that, in our minds, means you’ll get a lump of coal in your stocking. Listen to Will and George’s discussion about how both hiring managers and job seekers are failing in one particular area.
The job market is in candidates' favor right now, making hiring someone tricky for HR and managers. Job candidates are passively seeking, meaning they have time and plenty of options.
In this episode, Will talks about how to win the talent war with the right job offer. Will explains the priority order in which most people rank job benefits, from salary and health insurance to 401(k) matches, beer on tap, and gym memberships. What matters and what doesn't when it comes to luring talent?
Are you thinking about working for a software startup? Job seekers are often drawn to new companies because they offer the thrill of being part of something as it launches.
But years of hiring have taught us that salespeople may or may not find these startup environments to be a good fit.
- That's why in today's episode, Will explains the pros and cons of working for a startup.
- If you're the startup, listen to learn more about what you can do to make it easier to find qualified salespeople to join your team.
Ghosted is a term that’s been “floating” around for a while, but usually, you hear about it in dating and relationships. Now, we’re hearing about it really frequently in the professional world. In this episode, Will and George talk about ghosting at work including:
Examples we've heard from employers about job candidates or new hires who “ghost." Why companies might “ghost” employees and why people think recruiters ghost job candidates. The risks of ghosting a potential employer.
Halloween music from https://filmmusic.io "One-eyed Maestro" by Kevin MacLeod License: CC BY (http://creativecommons.org/licenses/by/4.0/)
In a candidate's market, how can you compete with a healthy job offer? Will and George talk about what matters when you're trying to pull candidates from another job.
- Do employee perks matter or is it all about salary? What types of non-pay negotiation levers seem to make a difference right now with companies or candidates? If you’re a company, how critical is it to make your offer stand out? How do you know the best way to win? Why might you advise a candidate to take an offer that has lower pay?
- What if you are the candidate who is negotiating?
Read more about winning the talent war with your offer.
Job seekers out there get a lot of advice about resumes, and not all of it is tactically useful. As a recruiter for many years, Will has seen zillions of resumes. He offers the real deal for job seekers: what your resume needs — and what it doesn't. He also covers some of the myths you often hear, and a list of stats any salesperson must include.
Recruiters don't have a stellar reputation, and some of that is deserved. Will has been a recruiter around Raleigh and the Triangle for nearly 15 years, and he’s learned and experienced a lot about the industry during that time -- some of it good, and some of it not so good. In this episode, Will talks about the positives and negatives of hiring a recruiter, whether you're a company or someone searching for your next job. He also offers tips on selecting someone that's a good fit and going to be a great partner.
In our first episode of Raise Your Revenue, Will explains the concept of "Connectworking" — and how it differs from networking. We'll examine this concept for both hiring managers and job seekers and also discuss:
How "networking” can sometimes carry a negative connotation. How to focus on giving without asking. How to “make it personal” and what we mean by that. * Recommendations for groups you can check out to network and connectwork. * A few other tips for job seekers and hiring managers.
Have a question you'd like us to answer on the show? Email us: info@barfieldrevenue.com.
Welcome to Raise Your Revenue, a podcast by Barfield Revenue Consulting. We have "revenue" in our name because our focus is on hiring fantastic sales and marketing team members for companies who need star players to bring in revenue. But we’re all looking to Raise Our Revenue, whether we’re considering our personal career moves and examining how to increase earning potential, or we’re figuring out how best to hire and develop revenue-generating team members to help accelerate company revenue growth. On this show, we'll talk about the ways job seekers, company executives, and hiring managers can each successfully impact revenue generation.
We welcome your thoughts and questions as we go forward. Please email us at info@barfieldrevenue.com.