The Evolved Sales Leader: Recent Episodes
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If you are a business growth leader seeking better ways to expand in today’s changing world, then The Evolved Sales Leader is for you! Each week, we sit down with some of the sharpest minds in business development to learn the most successful go-to-market strategies for overcoming today’s challenges; systematic methods for gaining an audience with more of your ideal clients; best practices for building effective and sustainable remote teams, and much more. Welcome to The Evolved Sales Leader!
How do you effectively bring prospects into your sales funnel and convert them?
Many marketers lean into complex storytelling, but that can be overwhelming to prospects who you're just starting to get to know.
To better align your sales and marketing strategies, try thinking of your initial marketing as an invitation. You wouldn't want to overwhelm your guests with every little event detail. You would tell them a select few that they need to know and then let them decide whether to come or not.
Your brand's initial marketing outreach should be the same way: direct, concise and to the point, with more details to follow for those who are interested. This way of doing things helps you give potential buyers the exact amount of information they need to become your clients.
On this episode of The Evolved Sales Leader, Kate DiLeo, founder of the SaaS marketing tool Brand Trifecta, dives into the three key pieces of information that you need to communicate to clients before they'll convert.
Listen in as we discuss:
- Why business is a conversation not a transaction
- What it takes to build an effective pipeline
- How sales and marketing should not be siloed but a collaboration
- The role and differences between pitching and storytelling
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In a recent sales enablement study, 74% of salespeople claimed they lost a deal due to a lower-cost competitor, but only 22% of buyers said price played into their decision. That’s a big difference! But where is this difference in perspective coming from?
To understand how a buyer goes about making a decision, you, as a salesperson or leader, have to throw out your assumptions, step into your buyer’s shoes, and ask yourself or the lead the following questions:
What are the trends in their industry?
What are the pain points in their business model?
What goals do these executives have?
With these questions answered, you can better create a winning sales strategy that converts prospects into clients.
On this episode of The Evolved Sales Leader, Steve Gielda, co-founder of the sale enablement company Ignite Selling, shares how buyers think, revealing the true reasons for lost sales and the ways to turn those losses into wins.
Listen in as we discuss:
- Determining the level of influence of key decision makers
- The decision criteria that matters most to companies
- How to validate your assumptions for more accurate client understanding
- Accelerating your sales pipeline through research, training, and critical thinking
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
When people think of success on social media, they usually think of one thing: going viral. But creating a viral post on LinkedIn isn’t an easy 1-2-3 formula. It’s a combination of creativity, information, trends, engagement, and consistency.
By focusing your efforts on learning these traits and topics, you can create your own path to going viral that will support your social media presence and ultimately your company.
On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy, who co-founded the AI-powered sales SaaS company Epicbrief, takes you through his journey creating viral content on LinkedIn and what you can do to get there too.
Listen in as we discuss:
- Being intentional about what your audience wants to hear
- Capitalizing on trends early on to get ahead
- How quality engagement helps boost your post and your company’s reputation
- Using metrics and data to craft your strategy
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Did you know that there is an entire science dedicated to performance?
It’s true – and it’s called performance science. Using both quantitative and qualitative strategies, performance science supports business leaders in defining their priorities and increasing their productivity.
But performance science goes deeper than benefiting you as an individual leader. When the principles of performance science are applied to your business, you’re able to take the abstract and concrete parts of your vision and transform them into a tangible strategy that brings success to your company, as well.
On this episode of The Evolved Sales Leader, Stanford general surgery intern and Thaxa founder Carla Fowler, MD PhD, explains exactly how performance science can improve your business strategy and leadership abilities at the same time.
Listen in as we discuss:
- The multiple disciplines that make up and influence performance science
- Translating your business dreams in to a clear reality
- How high performance requires successful prioritization
- Getting comfortable in the face of the inevitable uncertainty of running a business
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
One of the most important uses of customer relationship management (CRM) tools is to create high level reports for company executives … or is it?
Day in and day out, sales team members use a CRM to capture data and close deals, making them the end users of this essential business technology. As the end users, their ideas, goals, and understanding of the CRM are the most important to unlocking a CRM’s business potential. And when that potential is unlocked, so is your company’s.
On this episode of Evolved Sales Leader, CRM consulting firm founder Anshul Verma digs into the steps organizations need to take in order to take advantage of all their CRM has to offer.
Listen in as we discuss:
- Defining your vision and strategy for your business’s CRM
- Optimizing your CRM tool around end users’ experiences
- The importance of building trust between your sales team and the CRM
- Finding new, innovative ways to use your CRM in your sales process
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Technology has drastically evolved over the last few years, and with it so has sales. While some tried and true methods still work, other methods haven’t stood the test of time. But knowing which are which isn’t always easy.
From AI automations to cold calling, a sales tactic has to be executed well for it to win in 2023’s competitive market. In order to succeed, you not only have to choose the right strategies but they also have to reach the right person at the right time.
On this episode of Evolved Sales Leader, B2B and sales experts Kevin Hopp, James "Saywhatsales" Buckley, and Miro Putkonen weigh in on what sales strategies they’ve seen work and succeed so far in 2023’s unique climate.
Listen in as we discuss:
- Balancing technology and authenticity in communications
- What tone to adopt in cold email and phone-calling
- The role of bots, automation, and AI in sales outreach
- How emotional growth is key to professional growth
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Over the past few years, how we work has dramatically shifted. As a result, we’ve been pushed to rethink how we build and hone our teams. Part of that includes team culture.
But what purpose does team culture serve in your business model?
One word: productivity. A productive team culture creates trust that allows team members to work effectively together and belief in the company mission to flourish. However, this productivity doesn’t develop overnight. In order to increase your team’s productivity, you as a leader must adapt to new norms and be intentional about honing your team culture.
On this episode of Evolved Sales Leader, accomplished tech executive, CEO, and start-up investor, Doug Camplejohn, dives into strategies for creating top-performing teams through deliberate team culture.
Listen in as we discuss:
- Why leadership is not about control but trust
- How the office has and will need to change to meet new norms
- Ways to connect as team in order to build your team culture and business
- Being intentional about honing team culture leads to productivity
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
What is the most important R in sales? Relationships.
Relationships are the key to generating leads in today’s saturated market. But building those relationships is no easy task. First and foremost, you have to consider how and where you’re going to do it.
Unsure where to start? Turn to LinkedIn. This platform has endless potential for forming authentic connections — when the right community building techniques are used, of course.
On this episode of Evolved Sales Leader, sales trainer and motivational speaker, Larry Long Jr., shares his advice about how to take your business to the next level by creating a genuine community on LinkedIn.
Listen in as we discuss:
- The difference between traditional networking and community-building
- Being intentional and mindful about your actions to level up your business
- Leveraging LinkedIn’s recommendation tool for connection
- How to bring community to your team as a leader
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In a B2B market full of evolving technology, new products, and shifting mindsets, getting ahead of the competition is no easy feat. So how can business leaders stay on top? Thinking up new ways to address your target market’s recurring pain points is a good place to start.
When it comes to the B2B sales process, there’s plenty of room for improvement and growth — from how you implement your company’s vision to the way you compensate your employees.
On this episode of Evolved Sales Leader, executive sales trainer and business consultant, Scott Marker, shares strategies for re-energizing the sales pipeline from his book, Broken: How to Fix B2B Sales, Drive Profitable Growth, and Win.
Listen in as we discuss:
- Improving sales training to reach your business goals
- How to shift the focus from the company to existing and prospective customers
- Ways to motivate your salespeople and prevent turnover
- What business performance metrics to keep your eyes on
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Branding is often said to be the most important aspect of any company. But branding is a broad term with a world of its own. So, what type of branding is the most successful in this day and age?
To stand apart from the crowd, the personal brand of a company’s founder and executives must be aligned with the business’s brand. An organization that isn't supported by its stakeholders’ personal brands is going to lack the authenticity and trustworthiness that today’s consumers truly crave.
On this episode of Evolved Sales Leader, Izzy Prior, founder of Spark Social Media, explores how founders and executives alike can bridge their personal and business brands in order to make their outreach and digital marketing more effective.
Listen in as we discuss:
- Why personal branding matters to your business
- What to be aware of when posting as a public figure
- How to maximize your on-platform presence
- Building an authentic, transparent brand
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Transformation is B2B’s middle name – and over the last few years, it’s been living up to it.
Digital advancements, buyer behavior, data-driven insights, and thought leadership are just some of the factors contributing to the shift in the business-to-business landscape – and sales & marketing teams that aren’t already on top of the shift are lagging behind.
On this episode of the Evolved Sales Leader, Omni Lab co-founder Jonathan Bland, shows sales & marketing leaders the step-by-step process of reducing friction, lowering customer acquisition costs, and aligning with the way your prospects want to buy in today’s market.
Listen in as we discuss:
- The biggest shifts in the buyer’s journey today
- Why it’s important to focus on demand generation
- Building a funnel that supports the buyer
- How to effectively replace the demo call
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It’s nearly impossible to get through a business-focused conversation without hearing a mention of Artificial Intelligence (AI). Since the launch of ChatGPT, companies and sales leaders alike have started to consider what a future powered by AI might look like:
Computers selling products?
Sales people without jobs?
Processes developed by robots?
While there aren’t any concrete ways of telling exactly what the future of AI in the business world looks like, there are some known systems you can implement now to make the shift more palatable.
On this episode of the Evolved Sales Leader, John Barrows, business consultant and AI mastermind, explains the importance of embracing AI instead of running away from it.
Listen in as we discuss:
- Bridging the gap between human-driven efforts and AI
- How to effectively leverage AI tools in your sales position
- The role leadership plays in embracing AI within their business
- AI tools you should be exploring right now
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Despite popular belief, LinkedIn is not just for social selling and networking.
Salespeople (as you might see in your very own inbox) have increasingly become privy to the platform’s outreach capabilities. However, there’s a less utilized component of LinkedIn that few are taking advantage of: the platforms paid marketing tools.
On this episode of The Evolved Sales Leader, Aaron Zakowski, B2B marketing expert and Founder of Zammo Digital Marketing, dives into LinkedIn’s paid marketing solutions that will have you generating a profitable pipeline in no time.
Listen in as we discuss:
- LinkedIn’s current role in B2B business development
- The least known aspects of LinkedIn’s paid marketing options & how to use them
- The truth behind lead forms and lead magnets
- Common misconceptions about marketing on LinkedIn
- Where to begin with LinkedIn’s paid marketing options
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In the ever changing world of business development, sales tactics like prospecting and lead generation are becoming increasingly harder to stay on top of.
What are the newest trends in outreach?
How do you appropriately personalize your messages?
Is it even possible to gain a leg up on the competition?
Though the B2B sales market is becoming complex, one platform has remained important through all of the ebbs and flows – LinkedIn. Yet, the platform’s importance makes it equally as important for salespeople to know how to utilize it appropriately.
On this episode of The Evolved Sales Leader, Alex Boyd, Founder of Revenue Zen, shares a proven LinkedIn lead generation strategy that creates a pipeline of new accounts and requires way less time than you’d think possible.
Listen in as we discuss:
- The importance of pairing LinkedIn outreach with other techniques
- Where companies & salespeople are missing the mark in outreach efforts
- How to use personalization techniques for successful outcomes
- Spending minimal time on outreach with maximum results
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
New artificial intelligence (AI) tools seem to be popping up by the day, and the topic is creating a buzz.
There are conferences dedicated to it. There are an uncountable number of articles about it. And chances are, whether you’re walking down the street, watching TV, or in a meeting at work… you’re going to hear about it.
Especially in sals, there’s fear that AI will wipe out the human-centered workforce as we know it. Others are embracing the power of artificial intelligence by using it as a partner in their day-to-day.
On this episode of The Evolved Sales Leader, Matt Green, CRO of Sales Assembly, dives into regaining a human edge in an AI-driven sales world.
Listen in as we discuss:
- Why companies should embrace the benefits of AI, not run from them
- Harnessing the power of AI to make daily tasks more efficient
- Using a human-edge to break through in an AI world
- How to best leverage AI as a partner in sales outreach
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Open your LinkedIn messages and start counting.
How many messages are freezing cold with in-your-face sales pitches for products and services that you don’t want or need?
In the case that you are reached out to about a product or service that is of use to you, a cold email – if done wrong – can be a huge turn off.
Yet, restrictions on retargeting campaigns are making some sales experts believe that cold emails are now more important than ever — when they’re done right, that is.
On this episode of The Evolved Sales Leader, Chrisley Ceme, Head of Business Growth at Senders, discusses the obstacles involved with cold email and how to overcome them to get more wins.
Listen in as we discuss:
- The most common mistakes made in cold outreach
- Key elements and best practices for successful email campaigns
- How to utilize email as an engine for growth
- The truth behind subdomains
- Setting your email cadence up for wins
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Hiring has long been a time consuming process.
When you finally find the right fit for your needs and your team, the process just seems to slow down even more. The HR onboarding process. Individualized and team trainings. Ramping the new hire up for optimal performance.
If you’ve ever asked yourself if there’s a way to cut the time it takes for new hires to become productive – the answer is yes.
On this episode of The Evolved Sales Leader, consultant and trainer Marcus Chan, dissects the proven system you can begin implementing today to help new hires achieve max performance in half the time.
Listen in as we discuss:
- The four-part approach to simplifying the hiring & ramp up process
- Why leadership plays an important role in onboarding
- How to effectively use role playing during interviews
- Implementing live coaching strategies for continued success
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As a sales leader, you’re sure to have heard a comment or two about the possibility of artificial intelligence (AI) taking over the workforce – and possibly the world.
Whether there’s truth to those comments or not, one thing is certain: AI is rapidly advancing. To keep up with its ever-changing capabilities, business development professionals are going to have to, well, keep up.
On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy and Miro Putkonen, founders of Finland-based AI startup, Epicbrief, answer pressing questions about the implications of AI in sales and walk through the process of using as a partner to get a leg up on your competition.
Listen in as we discuss:
- Whether or not humans are becoming obsolete in sales
- The strengths and weaknesses of AI
- How to meaningfully utilize AI in your sales role
- Ways to immediately integrate AI to optimize your workflows
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Impactful founders and executives are constantly planning for the future and expansion of their company.
Yet, knowing which levers to pull to reach the next stage of growth can be a daunting, sometimes painstakingly long, process. For this reason, finding innovative ways to approach and systematize growth is key.
On this episode of The Evolved Sales Leader, Abhi Golhar, business consultant, accomplished author, and TEDx speaker, explains the engineering behind what growth levers to pull, what frameworks to follow, and what research-based strategies companies can use to create an easier and healthier growth path for their business.
Listen in as we discuss:
- The three major growth components of every business
- How technology plays a part in adapting for and building businesses of the future
- An in-depth analysis of successful business growth
- How to implement research-based strategies for company growth
LISTENER BONUS: Abhi’s new workshop, “The Order of Operations,” dives into the four stages of business and gives insight into the KPIs you can use to measure success at each stage. For more information & to gain access, email a@meridianeightyfour.com.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As humans, we hold our surgeons, engineers, and lawyers to the highest standard. The same should be true for salespeople.
Afterall, sales requires an intricate level of expertise.
To achieve and maintain sales proficiency, sales leaders must equip their teams with ongoing, world class training coupled with cutting edge tools and technologies.
On this episode of The Evolved Sales Leader, Chris Manitus, VP of Global Sales at 7th Level Communications, gives a masters in the best practices for advancement in the field of sales.
Listen in as we discuss:
- Overcoming obstacles with sales training
- Producing a structured approach to your cold call strategy
- Tips for building a rapport with prospects
- Benefits of advanced sales training for serious professionals
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
There are many factors to consider when building an outbound sales division. Culture, structure, and best practices will ultimately determine success. Yet, there’s one important (and oh so expensive!) factor that’s often overlooked: time.
The time you spend training your team.
The time your team spends on their daily tasks.
The time it takes your lead to get through the funnel.
On this episode of The Evolved Sales Leader, Michael Bassin and Daniel Schwartz, Co-Founders of ScaleUpSales, teach you how to exert your energy on the right outbound activities to save time and money on your outbound efforts in the short and long term.
Listen in as we discuss:
- Why structure is critical to a successful outreach email
- How to place yourself in your customers shoes when crafting your pitch
- What works and what doesn’t when approaching trial and error
- How to get your team’s buy-in on your outbound strategy
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As a salesperson, you’re often alone in a sea of prospects, casting a line to try and catch whatever bites. Of course, you’re keeping an eye out for the biggest fish, but until they cross your path, there are plenty of smaller fish to catch.
Finally, you reel in the whale (ahem, high-level account) you have been patiently waiting for. To catch this whale, you’ve positioned yourself in the deep, dark waters of the prospecting world. After catching the whale, you’re confident; forever equipped with the tools, strategies, and systems to convert more big accounts in the future.
On this episode of The Evolved Sales Leader, Ryan Staley, sales coach and one of the few sales experts specializing in winning seven and eight figure accounts, dives into the questions that will open up your prospects and the framework you can implement to systematize selling to high-level accounts immediately.
Listen in as we discuss:
- How to move up the market for the “whale” accounts you want to target
- Ways to build personal, human connections with your stakeholders
- Systematizing, targeting, structure, and outreach
- Effective targeting strategies for small and large accounts
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As a SaaS founder, you find yourself in uncomfortable situations all the time.
Confronting an employee? Inevitable.
Giving bad news to a client? Also inevitable.
When faced with these situations, do you tend to avoid the discomfort or lean into it?
If your answer is avoidance, you’re not only standing in your own way, but in the way of the team you’ve worked so hard to build.
On this episode of The Evolved Sales Leader, seasoned tech entrepreneur, Sterling Hawkins, explains how he’s utilized the ups and downs of his tech career to display the need and benefit of confronting discomfort as a startup leader… and how you can, too.
Listen in as we discuss:
- Why leaning into discomfort is imperative as a founder
- Red flags in business relationships
- Changing your perception of yourself and others to develop your comfort levels
- Why fear of the unknown is healthy and can help you thrive in unpredictable environments
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
What’s the most important consideration SaaS founders should be making when scaling a healthy company?
If you answered growth, you’re not wrong (or right).
No matter how great an idea is, growth will not occur if the founder is not able to successfully lead the company through the various phases of idea execution.
On this episode of The Evolved Sales Leader, Nachum Kligman, author of Book like a Boss, puts the power in the hands of SaaS founders as he discusses the most successful leadership strategies he’s uncovered during his years of entrepreneurship.
Listen in as we discuss:
- Lessons new and young entrepreneurs should follow (or avoid!)
- Pros and cons of hiring an outside consultant for leadership training
- How to choose a great business partner
- Assessing your business success beyond profits
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Though a long-standing tradition in the sales world, cold calling is painful for sales reps and leads alike. So much so that modernized sales organizations are considering abandoning the strategy altogether.
On the other hand, some sales experts think the shift away from cold calling is a mistake.
Is cold calling really a dead strategy in 2023…or are you just doing it wrong?
On this episode of The Evolved Sales Leader, Kevin Hopp, outbound sales guru and host of the popular sales podcast, The Call Guys, corrects misunderstandings about cold calling, and delivers knowledge and actionable tips that can breathe new life into anyone’s cold calling technique.
Listen in as we discuss:
- The modernized and developed framework for successful cold calling
- Creating a process cold calling within your sales team
- How utilizing different tools and tech stacks can lead to improved calls
- Ways to motivate your team to commit to the cold calling long-game
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
SaaS companies across the country are zipping their wallets, re-strategizing for next quarter, and calling their best sales teams to action in preparation for another potential recession. It can be easy to feel hopeless and look towards job cuts to bunker down for another bad quarter.
Contrary to popular belief, companies can still flourish in the midst of the uncertainty. It starts by channeling energy and resources into your existing sales engine.
On this episode of The Evolved Sales Leader, Meghann Misiask, expert sales consultant with a long history of developing elite sales team performance, details how your company can recession-proof your current sales team so they never miss a beat.
Listen in as we discuss:
- How market condition shifts can affect the entire company strategy
- Frameworks for building and developing your sales team
- The MEDIC deal scorecard framework
- Implementing weekly sales coaching for sales leaders and founders
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Outbound selling has never been an easy task but the last few years have pushed it to the edge. With sales professionals consistently being shut down, pipelines shrinking, and quality prospects fewer and further between, some companies have discussed abandoning outside selling altogether.
Contrary to popular belief, with the right strategy and people, outbound can still be one of the most effective ways to create huge momentum for an existing company.
In this episode of The Evolved Sales Leader, Kevin Warner, co-founder of CIENCE and CEO of Ledium.io, details his firsthand experience succeeding in outbound sales and outlines the ways your team can follow in his footsteps.
Listen in as we discuss:
- Common misfires in B2B sales
- Key components of building a successful outbound strategy
- How to accurately incentivise sales employees
- The importance of mitigating risk in today’s economy
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Business leaders are often in pursuit of ways to grow their companies faster, better, and more cost-effectively. However, it's essential to recognize that maximizing the effectiveness of existing teams and resources can provide a fresh edge. Instead of solely focusing on expansion, investing in improving current operations can save money and position businesses for sustainable growth in the long term.
In this episode of The Evolved Sales Leader, Sam Kuehnle, VP of Marketing for Loxo, brings his decade of demand generation experience to provide vision and tools to showcase how to quickly and effectively generate a dramatic boost in sales for your SaaS company.
Listen in as we discuss:
- Recognizing how your current team can match your current strategy
- Common client acquisition strengths and mistakes
- Quick ways for Business Developers to get their wins
- The Sam Kuehnle approach to building better funnel management
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Just like companies cannot exist without clients, clients cannot exist without a fruitful sales effort. Gaining qualified clients is the mission of sales professionals no matter the size of the business.
While some tried-and-true methods of sales involve sitting in a cubicle on the phone, the real adventure begins when organizations are able to innovate new ways to find clients that are both effective and sustainable.
On this episode of The Evolved Sales Leader, Farzad Rashidi, former business development head at Visme and current principal and lead innovator at Respona, outlines how to bring qualified clients to the table by tweaking calibrations in pricing strategy, targeted client strategy, and delving deeper into search engine optimization authority.
Listen in as we discuss:
- How building your own confidence helps with innovation
- How to thoroughly research and approach SEO
- The pro’s and con’s of following keywords to increase website ranking
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It's no secret that the old ways of selling are just that - old. Once reliable B2B sales strategies simply don't keep the sword sharp anymore. The good news is that the newest and brightest frameworks are plentiful and successfully proven with today’s buyers.
On this episode of The Evolved Sales Leader, we welcome Andy Paul, bestselling author, host of the Sales Enablement Podcast, and founder of the Sales Action Group, to discover how to take control of how you sell, be your authentic self, and blow your former sales results out of the water
Listen in as we discuss:
- How the seller-buyer relationship has developed
- What buyers are looking for in sales interactions
- Andy’s exceptional 4-pillar framework that combines connection, curiosity, understanding, and generosity
To learn more about Andy’s framework, sales development, and more, visit Andypaul.com/freechapter for a FREE chapter of his book Sell Without Selling Out: A Guide to Success on Your Own Terms
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In the world of sales, objections are an inevitable part of the sales process. Yet, while some sales professionals view objections as a back-and-forth boxing match, the savviest sales leaders are taking a new approach.
On this episode of The Evolved Sales Leader, we welcome back seasoned sales expert and CEO of Ultimate Growth, Neal Tricarico, to uncover the most common mistakes salespeople make when handling objections and to break down his framework for dealing with objections in 2023.
Listen in as we discuss:
- Discovering elusive consumers
- How to rebuild your objection handling framework for today’s customer
- Neal’s 7-step objection handling process
Download Neals framework worksheet for FREE here: https://www.salesteamsystem.com/optin1673551003157
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
At a quick glance, LinkedIn and other social channels will show that content creation is at the forefront of most successful marketing strategies. However, a deeper look will show that many companies are not executing their plans in a way their audience grasps onto – while their competitors continue to excel and go viral online.
On this episode of The Evolved Sales Leader, Obaid Durrani, co-founder of Easy Mode, and co-host of the Cheat Codes podcast, unpacks what good content actually is and how to create it in a way that generates a positive audience response.
Listen in as we discuss:
- An 8-part framework to lift your content marketing plan off the ground
- Understanding top down, middle down, middle out, and bottom up content
- Zeroing in on the content types that will attract your target market
- The components of business strategy needed to create your content marketing framework
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Prospecting is one of the most critical skills a salesperson can have to contribute to the success of a sales engine. Yet, with the introduction of multiple selling channels, what were previously considered reliable prospecting strategies have become obsolete.
Gone are the days of picking up the phone and making a sale. To be successful at prospecting in 2023, leading sales professionals must sharpen their social selling skills.
On this episode of The Evolved Sales Leader, Nicholas Thickett and Morgan Smith, co-founders of B2B prospecting consultancy Aligned and co-hosts of the B2B Power Hour podcast, discuss how to adopt social selling as a prospecting strategy and outline a workable plan for social selling success in 2023.
Listen in as we discuss:
- Adapting to social selling
- Three major myths of social selling
- How to create a successful social selling plan
- Defining and utilizing your sales superpowers in 2023
As an added bonus, you can access Morgan and Nicholas’ guide to booking meetings using comments at: homepage@b2bpowerhour.com.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
With developing technologies and a new generation of buyers on the rise, organizing a sales strategy has become a confusing and exhausting task for many modern sales leaders. It may feel like easily predicting consumer habits and mapping out buyer trends are things of the past – but that doesn’t have to be the case.
On this episode of The Evolved Sales Leader, Victor Antonio, TV host, decorated author, consultant, and keynote speaker, shares his plan for predicting, adapting, and creating modern sales plays for rapid buyer shifts.
Listen in as we discuss:
- Why buyer trends have been evolving so rapidly
- Key buyer shifts to keep an eye on and how to adapt to their needs
- Understanding the mindset of your future buyers
- How to successfully adapt technology and strategies for future for sales
- The precise steps you can take to keep pace with your prospects
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
The world of business is being turned on its head by one of the hottest topics today, artificial intelligence or AI. Although not yet at Terminator threat levels, AI poses a radical shift in areas such as social media posting, content writing, and copywriting. The questions for business development leaders, SaaS leaders, and sales professionals are - what is this technology capable of? And how can we effectively apply it to business development and sales?
On this episode of The Evolved Sales Leader we invite the head of sales at Humantic.ai and go-to-market strategy thought leader, Collin Mitchell who gives us a greater insight into how leaders can utilize AI to drive more business, and speaks about the optimistic future ahead of us in the AI space, + much more..
Listen in as we discuss:
- The implications of artificial intelligence in your profession
- The valid hopes and fears of AI in sales and business development
- How AI can be used as a plugin, in tandem with your current human knowledge and software
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As business and sales leaders, it’s frustrating when results don't meet your expectations. Despite well-intentioned training and strategies, the various personalities on your sales team can make everything feel out of balance.
Sometimes understanding the opposites in sales is the best way forward.
On this episode of The Evolved Sales Leader, Michael Hanson, founder and CEO of the B2B sales consulting firm, Growth Genie, discusses the need to create balance in sales and uncovers the framework for achieving a yin and yang vibe within your sales team.
Listen in as we discuss:
- The benefits of balance on your team
- The framework to creating a yin and yang balance within your sales team
- Understanding the give and take in sales and how to avoid extremes on either side
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As a founder, executive, or manager, one of the most heartbreaking challenges to overcome is losing your top talent. Your team spends time hunting for the best cultural fit, the strongest sellers, the most contagious personalities, and once you find someone and embed them into your team, their absence can be felt throughout the entire company. Starting over can feel like a never ending chore.
In the wake of the great resignation, this problem is something that more and more companies, especially SaaS companies, are struggling to solve. So the age old question of “How do I find and retain top talent” persists. It’s not an impossible problem, it can simply start with the story of your company and culture.
On this episode of The Evolved Sales Leader we welcome back our #1 favorite podcast guest of 2022 John Livesay! With John, we discuss how the power of storytelling can create an environment that draws in top talent who won’t want to leave.
Listen in as we discuss:
- Where trust from a potential employee truly comes from and how to maintain trust once they’re hired
- How recruiting and storytelling can work together
- How to create and put these stories together for a useable, recruiting recipe
- Examples of story-based recruiting across multiple company sizes, clients, and demographics
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Welcome to The Evolved Sales Leaders top 5 best lessons of 2022!
With lessons ranging from hiring lasting talent to using modern social selling methods, The Evolved Sales Leader strives to assist you in upskilling your talent, and taking your company to the next level. From founders, S-level executives, sales professionals, SaaS leaders, marketers, and everyone in between, The Evolved Sales Leader packed 2022 with weekly episodes featuring insight from some of the most respected experts.
Find out if your favorite guest made the list and discover new lessons you may have missed as our host Jonathan Fischer reflects on the best of the best of The Evolved Sales Leader from 2022.
Listen in as we revisit:
- Getting leads faster, speaking with c-suite executives, and asking the right questions with with Bill Stinnet, Jim Cathcart, Ian Koniak, and Matt Wolach
- Social selling magnification from Monica Kenter and Tim Hughes
- Marketing strategies with Simon Warman-Freed and Todd Clouser
- The Founder's role as a public figure with Kris Rudeegraap
- The power storytelling plays in winning the deal with Jon Livesay
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Founders, business leaders, and sales professionals are forced to make multiple decisions every day – some of which can either make or break their company.
When making a choice carries an immense amount of weight, a decision can feel impossible to navigate quickly and with confidence.
To lighten the load, Paul Epstein, a former NFL Executive and Amazon Best Selling Author of ‘The Power of Playing Offense’, has broken decision making down into two digestible steps: 1) Discover how to identify good and bad decisions and 2) Make the decision and learn from it afterwards.
On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Paul to discuss the playbook everyone, regardless of title, can use to make quick and excellent decisions.
Listen in as we discuss:
- The “Head, Heart, Hands” framework
- What red, yellow, and green lights to watch out for when making a decision
- Which Decisions are considered most valuable and why
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Salespeople, do your customers trust you?
The ease of e-commerce combined with a more introverted generation has created a significant challenge for sales teams. The truth is, high-energy sales tactics aren’t gaining the mileage with customers like they used to.
In order to gain trust with leads, salespeople have no choice but to adapt to meet the needs of their potential customers.
On this episode of The Evolved Sales Leader, Neal Tricarico, Founder of Ultimate Growth, pulls from his experience with all-star clients such as Tony Robbins, to help you ease into the current, working, model of sales so that you can start building trust from the first point of contact.
Listen in as we discuss:
- Why customers have become less open to salespeople but more open to products
- Where salespeople are missing the mark with the evolution of sales
- The strength of utilizing different sales approaches to match the customer’s style
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Every company founder sets out to change the face of their industry. Eventually, after years of working long hours and pouring every ounce of energy into building a successful business, the company becomes too large (and important!) for one person to handle.
To get to the next level of growth, all founders must pass the torch – especially when it comes to building and managing a sales team.
So, when do you know when to take the leap from a founder-led to team based model? Is there ever a right time? Who do you hire? How can you ensure that the team you build shares your vision for your company?
The questions go on and on. Thankfully, we know a guy with all of the answers.
On this episode of The Evolved Sales Leader, Badger Maps founder Steve Benson shares his expert insight on scaling readiness, the power in hiring your first sales leader, and much more.
Listen in as we discuss:
- Understanding when it’s the right time to scale a company
- Real-life go-to-market transitions and scenarios
- The process of moving from a founder-led to team-based sales model
- Hiring your company’s first sales role responsibly, with leadership in mind
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It’s easy to use the buzzwords ‘top performer,’ but what do those words actually mean? Identifying people who qualify, describing this type of person in a job description, and implementing the company-wide skills to attract these people takes time, energy, and foundational work.
TLDR; Creating sales teams full of top performers isn’t as simple as looking at metrics on your dashboard.
On this episode of The Evolved Sales Leader, podcast host, corporate trainer, and highly regarded thought leader, Amy Hrevocik, joins us to dissect the framework every company should use to identify, manage, and continually elevate top performers across their sales teams and beyond.
Listen in as we discuss:
- The essential framework for molding your sales team into top performers
- Looking less at introverts vs extroverts and more at coachability and learning work ethic
- Changing the idea that ‘being busy makes you successful’ into ‘using the right skills makes you successful’
- Understanding the purpose of critical sales procedures
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
“Hey [Name!] This is the salesperson at [company] and I’d LOVE to talk to you about our product…”
Sound familiar? If you’ve sent or received this message on LinkedIn, then this episode is for you.
For salespeople, social media offers more than connecting with old high school pals or the friends you made while studying abroad in Europe. These platforms offer an instant opportunity to connect and build relationships with those that have the potential to become clients.
LinkedIn alone has changed the game for sales metrics, offering leaders the ability to increase their sales through social selling by 45%.
Yet, using Linkedin as a social selling tool is more complex than it seems. People are becoming increasingly exhausted by the sheer amount of blatant sales pitches in their inbox, proving that simply having a LinkedIn profile won’t guarantee metrics increases.
To make the most out of LinkedIn, you’re going to need an effective strategy – and you’re going to have to get personal.
On this episode of The Evolved Sales Leader, Monica Kenter, Business Development Officer for Ready For Social, returns to share her step-by-step method to social selling and explains how to create content that drives people to you and your product.
Listen in as we discuss:
- How to be personable when selling on social media
- What steps you can take to create social messages that don’t sound robotic
- When to start the conversion process of potential prospects through social selling
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Point Blank: if you want to take home the biggest deals, you have to become exceptional at getting in with the C-Suite.
Will it be easy? Absolutely not. Though difficult, gaining the attention of company executives is not an impossible task. Skill and strategy are all you need to successfully sell from the top.
On this episode of The Evolved Sales Leader, Ian Koniak, equipped with nearly two decades of sales education and leadership experience and over $100 million in generated sales, uncovers the proven sales methods c-suite executives can’t resist.
Listen in as we discuss:
- The importance of skipping management levels and selling straight to C-suite
- How SDR’s and AE’s alike can utilize the same strategy to gain executive-level attention
- The step-by-step method for personalizing calls and messaging
- Organizing touch points to nurture clients
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
There are currently thousands of unsung heroes, known as Sales Development Representatives (SDRs), creating revenue growth within companies around the world.
The SDR role is often the first step in a salesperson’s career journey. It’s a role that allows entry-level sellers to gain experience while building the skills needed to climb the sales ladder. Yet, due to the volume of cold calls they’re required to make and the grueling rejections that follow, many SDRs churn before advancing to the next level in their career.
The good news is that there are steps both SDRs and sales managers can take to ensure that career advancement occurs before burnout and that SDRs enjoy a long, satisfying career in sales.
On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Jesse Gittler, former SDR turned Director of Sales Development at Tebra, to discuss the path from SDR to sales leadership and what sales managers can do to support their SDR teams.
Listen in as we discuss:
- How SDRs can identify their dream sales position
- What steps SDRs can take now to prepare for their future sales leadership career
- Why it’s important for SDR managers and directors ro lead by example
- How SDR leaders can help their teams accomplish their personal career goals
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As a salesperson, everything comes down to your sales pitch. Before a big meeting, you can prepare as much as possible: iron your clothes, drink your coffee, prepare your deck, and whiten your smile. Yet, if your pitch doesn’t tell a compelling story once you’re in front of the decision makers, the waves of potential clients will swallow you into a sea of sameness.
Information and likeability alone won’t win them over. The secret? Consumers buy emotionally, first.
On this episode of The Evolved Sales Leader, John Livesay brings his proven experience of up-leveling companies' sales pitches, lifelong learning as an author, and passion for storytelling to help you become a sales rockstar through the power of story.
Listen in as we discuss:
- Where trust from a customer truly comes from and how to build trust with a client
- The stages of creating a winning story-based pitch
- Advantages of creating a story origin for each type of potential client
- Examples of story-based pitches across multiple company sizes, clients, and demographics
Your adventure into story-based selling doesn’t have to end with this episode! As a special bonus, you can access the first chapter of John’s new book, ‘The Sale is in the Tale’, for free by texting the word “pitch” to 66866.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Channel partners, or companies that team up with your company to help market your product and/or services to their own audience, are a fantastic way to scale quickly and establish a stable channel of business for the long term.
Yet, despite Channel Partnerships being one of the most important and successful ways to grow a business, nearly half of the SaaS companies worldwide are missing this key element within their business strategy.
What's the hold up and what does it take to fill that gap?
To help us dive into what it takes to develop a channel partnership strategy Overpass’ own Director of Channel Partnerships, Tanyette Colon.
Listen in as we discuss:
- Principles of starting a channel partnership
- The value of gaining trust and losing automation while abandoning transactional relationships
- Letting go of immediate control to gain long term results down the road
- How SaaS companies are overlooking channel relationships and what they miss out on when they do.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Hey SaaS leaders, two questions for you. 1) Is your company currently gaining the attention of your Ideal Client Profile (ICP)? 2) Is your company converting interested prospects into buyers?
With SaaS being one of the leading industries in the world today, the market is becoming more crowded by the day. Reaching your ideal client has become the equivalent of wearing checkered Vans to a Blink 182 concert. They’re great shoes, but everyone else is wearing them, too. The chances you stand out within the audience are slim to none.
If you want to differentiate from your competition, it’s all about copywriting. Literally. The words that are being used in your brand marketing, social media posts, and your company’s website are what will captivate your audience and get them to pull up a chair and listen.
On this episode of The Evolved Sales Leader, Alex Napier Holland, founder of Gorilla Flow, is back for the second time to discuss the power of copywriting on company landing and home pages, and how impactful copy creates a direct revenue pipeline.
Listen in as we discuss:
- Common mistakes companies make on landing and home pages
- The importance of moving away from “founder copy”
- How and why to develop your customer voice
- Aligning the information presented of your product with a long term strategy
- Outlining the benefits of your product to maximize marketing tactics
Want a free, no strings attached, breakdown of your website copywriting? Visit https://gorillaflow.com/
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
For business development leaders, the effects of the world shutdown in 2020 continue today. SaaS companies that thrived under a phone-based SDR model have had to continuously adapt to the uncharted territory of social selling.
The move from phone-based selling to leveraging social media was abrupt and left little time for sales team leads to adapt. Most have continuously failed to position their remote SDR teams for success.
On this episode of The Evolved Sales Leader, Nick Capozzi, marketing leader and Head of Storytelling at Demostack, returns to outline the makings of a modern SDR team and explains how to approach content within the new social selling norm.
Listen in as we discuss:
- The outline of a modern SDR team
- The problems facing the phone-based SDR model and why it needs to change
- Current worker trends and how to successfully adapt to hire great talent
- The 3 “C’s” of social selling content
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you’ve spoken with a business development leader, Marketing Director, or Sales Manager recently, lead generation has likely been a topic of discussion – and rightfully so. Each year, untold millions, if not billions, of dollars are dedicated to lead generation. Yet, the money they spend doesn’t always transfer into leads.
The way customers buy is constantly changing and with rapid market developments. With that, the way that lead generation has been understood and modeled is becoming outdated and obsolete. Point blank: shoving money towards lead generation will no longer make customers run towards your product.
In this episode of Evolved Sales Leader, Brand Marketing Manager at Refine Labs and renowned content creator, Todd Clouser, unpacks why lead generation is a thing of the past and how companies can adopt a demand generation model to innovate their revenue engine.
Listen in as we discuss:
- The difference between demand generation and lead generation
- How a demand generation model focuses on today's customer
- Identifying department strengths to generate better leads for salespeople
- Creating content that will funnel demand from your customers
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Software as a service (SaaS) companies have become one of the most dynamic and fastest growing sectors in the business world today. With new players entering the SaaS industry at a rapid rate, many founders shoot for the stars just to get shot down to Earth by their competition. Why? Because many players in the SaaS space don’t take time to sit down with and get to know the pain points of their ideal audience before launching into an already crowded market.
Due to this, even the best products get stuck in the trenches. To prevent this from occurring, companies need to put a heavy focus on writing copy with the right message to catch the attention of the right buyers.
On this episode of The Evolved Sales Leader, Alex Napier Holland combines his exceptional experience with relationship building and his super-power copywriting skills to teach you how to write directly to your target audience.
Listen in as we discuss:
- Separating your product from your competitors through your copywriting and branding
- Using copywriting and sales pitches in tandem with building your product, not as an after-thought
- How showing genuine, authentic, connection with potential customers will help you receive honest feedback to create new pipelines
- Listening to your customers to solve future problems with your product
Don’t forget to visit https://gorillaflow.com/ if you want a free, no strings attached breakdown of your website copywriting from Alex.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you sell B2B, you may have learned this the hard way: businesses fall off the ledge when they adapt their processes on a whim without relying on data from paying customers.
To reach new heights, companies must leverage the buyers they already have. It’s called The Power Tribe Method, a form of market research that takes little to no capital, eliminates guesswork, and helps businesses gain real-time feedback to meet the needs of their future buyers.
In this episode of The Evolved Sales Leader, Mitch Russo, serial entrepreneur, author, coach, and partner to some of the greatest minds in business, teaches us how to implement The Power Tribe Method and equip remote and in-house teams with the insights they need to scale.
Listen in as we discuss:
- How to create a sales pipeline through certification training
- Ways to develop exceptional company culture and values
- Different ways to develop courses with a high ceiling for profit at a low cost to your company
- What to look for in team recruits, companies, and partners
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It's an exciting time to be a SaaS founder! With new changes to technology, ongoing shifts in consumer needs, and the opportunity for ideas and solutions to secure funding, SaaS success stories are blowing up the internet. However, the truth isn’t always highlighted in the headlines. Some of the best insights can be gained from the failures and mistakes SaaS leaders have made that led to their ultimate success.
In this episode of The Evolved Sales Leader, we’re shaking things up with a round table panel of SaaS CEOs and founders including Kris Rudeegraap of Sendoso, James Chapman of Plain Sight, and Overpass’ own Lavie Popack. This expert panel is telling it all – from failure, success, and everything in between – to inspire you to implement similar strategies within your own company.
Listen in as we discuss:
- Lessons learned at all stages of being a founder
- Ways to avoid getting in your own way as a CEO, founder, or executive
- The relationship between capital and business founding
- Building your company’s success by putting the right people around you
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
With a wealth of technology at our fingertips, social selling has become one of the most highly sought after methods for salespeople to gain traction with potential prospects. By adding value through posts and engaging in meaningful conversations through comments and messaging, sales teams are now able to leverage relationship building via the internet faster than ever before. Yet, social selling isn’t as straightforward as it may seem. With questions surrounding intended audience, cadence, and methodology – few understand the topic to the fullest extent in order to maximize the strategy’s potential.
In this episode of The Evolved Sales Leader, Monica Ruzicka Kenter, social selling expert and co-founder of Ready for Social, reveals secret tactics to help sales teams up their social selling game.
Listen in as we discuss:
- Building a methodical social selling plan
- Common social selling mistakes
- Which content types to spend your time and energy on
- The pros and cons of leveraging technology in social selling
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In B2B sales, a lot of attention is placed on prospecting, qualifying sales funnels, sales, enablement, and pipeline management. Though these methods seem logical to grow business, it’s difficult to pin down how well they actually work. In order for B2B companies to see a rise in revenue, there’s a much more effective way to drive the direct sales efforts. The focus of sales teams should always be people-first.
In this episode of The Evolved Sales Leader, Ed Montgomery, experienced business development leader who has spent decades developing multichannel go-to market models, explains why a client-centric focus is critical to sales success and provides practical applications to help elevate your B2B sales strategy today.
Listen in as we discuss:
- Where B2B sales focus is hitting and missing the mark
- The pitfalls that managers fall into when leading their sales teams with pressure
- Practical applications of a client-focused, person-to-person, sales strategy
- The right way to approach and understand KPI’s for maximum sales success
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
When selling a SaaS solution within a crowded market, there’s no time to waste playing guessing games. Creating a go-to-market strategy that best captures the attention of your target audience is imperative to your company’s growth and longevity. Not only does a data-driven GTM plan set your business development and sales team up for success – it also helps your company break through the noise and stand out against the competition.
How do you begin building an ideal go-to-market model or tweak your current business structure to ensure that your SaaS solution comes out on top?
In this episode of The Evolved Sales Leader, we welcome back James Buckley, Chief Evangelist of JB sales and podcast host of Surviving Sales, who breaks down the tools you need to create a personalized go-to-market strategy that helps your company win.
Listen in as we discuss:
- The rubric to build your go-to-market strategy and the data you need to identify
- What the different departments in your company can contribute to the GTM plan
- Hiring full-cycle sales reps vs. SDR’s
- How a thorough go-to-market strategy promotes high morale among employees and sustained business growth
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Sales within software as a service startups are booming, and it can look like the path to selling can be a quick and relatively easy one. However, despite common growth and funding, an estimated 92% of SaaS companies fail within their first three years. SaaS companies and their teams are forced to learn and find the right data as they walk the line between huge success and the spiral of failure as they determine how to be the 8% that survives.
In this episode of The Evolved Sales Leader, Matt Wolach, experienced CEO of many successfully sold SaaS companies, current CEO of multiple SaaS companies, and business coach, expounds on what makes the difference in a startup that succeeds one that fails, and what SaaS startups can do to grow their company while avoiding potholes along their journey through understanding the correct metrics.
Listen in as we discuss:
- How to boost sales conversions by shortening speed to lead
- The key factors to be found in measuring the right metrics
- Paying attention to how much each client actually costs
- Opening up to other successful leaders to learn from their wins and mistakes
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Over the last few years, sales professionals have had to learn how to adapt to drastic industry changes. COVID-19 protocols, remote work, new technology, and ever-changing consumers have all made stability feel foreign to many companies.
To survive unprecedented times, it’s become imperative for sales teams to learn how to be brave, make quick and difficult decisions, and trust in the processes you’ve built.
In this episode of The Evolved Sales Leader, Waldo Waldman, best selling author, keynote speaker, executive leadership coach, and former U.S. Air Force fighter pilot, explains how to develop the courage to take action despite change.
Listen in as we discuss:
- How to develop great recruiting and onboarding to gain choice new-hires
- How to look for hidden gems in your current workforce or hiring pipeline
- The need to have a wingman to back you up whether through training or building
- Finding answers through peers rather than only depending on management
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Companies and their founders are now embracing artificial intelligence and data analytics as key business drivers for intelligent decision making. However, a recent Forester study found that 60% to 73% of all data is going unused for analytics. As companies focus their resources on the cool, new tech, they begin to miss essential business problems that their data is showcasing.
How can companies improve their relationship with data in order to hone in on prime growth opportunities?
In this episode of The Evolved Sales Leader, Simon Warman-Freed, business coach and CEO of IBG International, outlines different methods companies can use to better understand, identify, collect, and utilize data to understand their customer base.
Listen in as we discuss:
- The purpose and value of collecting data
- What classifications of data to collect for success
- Successful ways to collect data
- How to learn your market to better understand your place within your industry and who your customers are
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you’re like most B2B companies, your sales team is at the forefront of your revenue growth. In order to keep your revenue on an upward trend, you need your best talent to stay onboard. Unfortunately, it can be difficult to hire quality salespeople and even harder to retain them. Why is this and what can you do to ensure that you're positioning your team to be long-term employees?
In this episode of The Evolved Sales Leader, Scott Marker, entrepreneur sales trainer, author, community builder and speaker, expands on how to retain high quality sales talent through consistency of training, the impact of high turnover on your company and culture, and how employee retention will help drive your company forward.
Listen in as we discuss:
- The most meaningful KPI’s that positively motivate sales employees
- Understanding the negative effects of ‘churn and burn’ when hiring
- How to lead from the right mental space to raise the spirits of everyone around you
- How your past impacts your present and future professional success
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
When you work in sales for a growing company, you may understand the necessity of exceptional sales skills and tactics. But, how far can those skills take your company without a solid sales strategy in place? Many current business plans and strategies have become outdated in the post-COVID era. Without an effective business plan, even the sharpest team will fall short of their growth goals.
In today’s episode of the Evolved Sales Leader, Jed Karban, futurist consultant and business strategist, explains how to translate brand identity into successful, modern, go-to market plans for your growing business.
Listen in as we discuss:
- How to build an effective go-to market plan in the post-COVID era
- Where companies are missing the mark in business development and how to pivot
- How to target the specific need in your business problem solving strategy
- The key elements that create an effective business plan in 2022
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Whether you’re in a sales or leadership role, a mindset clear of mental noise is central to your personal and business success. A cluttered mindset may cause even the most talented professionals to fall short of their own potential. Clearing your mind of clutter will lead to productive professional relationships, more sales conversions, better training opportunities, and a healthier work environment.
In this episode of The Evolved Sales Leader, Deano Sutter, author, highly regarded executive, and mental coach, explains how to break through inevitable mental noise by elevating emotional intelligence, remaining consistent with one’s own core values, and finding the right mental tools to overcome the past - all of which lead you down a path to a more successful future.
Listen in as we discuss:
- How to recognize and reprogram emotional triggers for better conversations
- The power of paying attention to your behavioral patterns when selling
- How to be a leader from the right mental space to raise everyone around you
- How your past impacts your present and future professional success
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
According to Forbes magazine, we are exposed to between 4,000 and 10,000 marketing and sales messages every day. With that kind of clutter, you better learn how to stand out from the crowd if you want to exponentially increase your sales. Luckily, the King of Sales, Jeffrey Gitomer, is here to help you find your unique sales voice.
Jeffrey Gitomer, has been an internationally known, highly sought after speaker, sales trainer,online influencer, and the author of dozens of best sellers including the Little Red Book of Selling, which has sold over 5 million copies.
In this episode of The Evolved Sales Leader, we sit down with Jeffrey to chat about how to stand out of a crowd to exponentially increase sales and break out to your ideal clients.
Listen in as we discuss:
- Perception and engagement
- Self-driven learning
- How to “Live It In Advance”
- Jitters and humor in sales
More information about Jeffrey and today’s topics:
- LinkedIn Profile: Jeffrey Gitomer
- Podcast: Sell Or Die
- Book: The Little Red Book of Selling
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you're a sales leader, it's all about the numbers. Appointments, prospects, pipeline, closed business, it's all an obsession. But when you step up to the plate, are you struggling for clients to swing at an uninteresting, boring, pitch? Today's guest not only teaches others how to improve their pitch, but has proven his methods himself with incredible results.
Listen in to our conversation with Tim Wackel, experienced sales professional, trainer, and consultant with a client list that includes Allstate, Cisco, HP, Raytheon, and more.
We talk all about:
- Preparation for presentation
- Knowing your audience before creating a plan
- What your ideal sales deck should look like
- How to keep someone engaged and interested in your pitch, not just you
More information about Michelle and today’s topics:
- LinkedIn Profile: Tim Wackel
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
By providing unlimited possibilities to expand your professional network, Linkedin has become the number one networking platform in the world. Despite this, only a fraction of users are utilizing Linkedin to its full potential whether it be for sales, networking, or content which begs the questions “How do I connect with more qualified prospects, have better conversations that convert into sales, and how the heck do I scale on LinkedIn?”
Our guest today has the perfect qualifications to help us with all of these challenges.
Listen in to our conversation with co-founder of JD leads online, serial entrepreneur, and e-com digital ad expert David Wong.
We talk all about:
- The 5 “C’s” to create a revenue generating machine
- Missteps to avoid and be educated on when marketing on Linkedin
- Knowing the platform you are creating content on
- Best Linkedin connection strategies
More information about Michelle and today’s topics:
- LinkedIn Profile: David Wong
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Last year over 5.4 million new businesses were founded, but only a tiny percentage will become wildly successful. Innovation doesn’t slow down for your genius idea, and you may find yourself behind the market with an inferior product. How do you become first to market, and retain your position? Today’s guest combines decades of experience and a fantastic track record for success to coach you to get ahead in the race.
Listen in to our conversation with serial entrepreneur, angel investor, consultant, CEO, and self-confessed tech nerd, Dr. Alexa D’Agostino.
We talk all about:
- How to be first to market and stay there
- Finding new spins on old industries
- Educating to create rave clients users
- The role of CEO to sell your company’s product
More information about Michelle and today’s topics:
- LinkedIn Profile: Alexa D'Agostino
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
When starting your business, launch can often feel like the finish line. However no matter how successful a launch, scaling is a different machine. When your growing startup starts to tilt, how do you get back on course? Today’s guest outlines clear and actionable plans to create sales and growth breakthroughs in your startup wherever you are in the process.
Listen into our conversation with executive business coach and breakthrough expert David K Jones.
We talk all about:
- Transitioning from one industry into sales
- The Ceilings of sale building a business
- Building to the next level of sales for your startup
- How to scale after launch
More information about Michelle and today’s topics:
- LinkedIn Profile: David K Jones
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
n a society that is searching for more authenticity, your credibility is absolutely essential to your success. It’s what builds trust with clients and customers, and what brings sales and lasting relationships to you and your growing business. Without it, scaling is an uphill battle. With poor execution, it’s almost impossible to seem authentic. So how do you successfully build your credibility for maximum positive impact? Today’s guest has spent decades developing the formula to help you do just that.
Listen in to our conversation with international best-selling author, public speaker, business coach, and arguably the world's leading expert on credibility, Mitchell Levy.
We talk all about:
- 10 Values to Develop Authentic Credibility
- Clearly Defining your Ideal Client Profile
- Explaining in 10 Words or Less Who You Serve and How You Best Serve Them
- Breaking Cookie-Cutter Marketing Molds to Display Your Credibility
More information about Michelle and today’s topics:
- LinkedIn Profile: Mitchell Levy
- TedTalk: BEing Seen and BEing Heard as a Thought Leader
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As sales moves further into the digital world, it becomes easier for your phone skills to atrophy, if they’ve even been allowed to develop in the first place. Despite the amazing tools provided by the internet, phone-based business development remains a critical element in any truly effective market strategy.
From voicemails to referrals, today’s guest provides 7 key skill areas for maximum results, wherever your phone experience or abilities are.
Listen in to our conversation with Paul Ledesma, esteemed mentor, business coach and consultant.
We talk all about:
- Phone selling in the digital age
- Common mistakes made when building a pipeline
- Gaps where sales professionals are falling short
- Seven skill areas to keep your phone sales sharp
More information about Paul and today’s topics:
- LinkedIn Profile: Paul Ledesma
- Book: Redefining Possible:Proven Strategies to Break Belief Barriers and Create Your New Normal
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Working in sales offers one of the most rewarding career paths available, but the resources, training, and sales enablement offered by even some of the best companies often falls short. So what should the sales pro do?
According to our guest, the most successful salespeople in the world don't wait for someone else to make them successful, they go make it happen for themselves. He points out four specific methods any sales person can use to boost their own career and take charge of their results!
Listen as we cover them all in our conversation with James Buckley, experienced consultant, popular podcast host, and sales trainer extraordinaire.
As a business leader, the value of getting your team to work efficiently is obvious. When done right, the results can be greater than the sum of the parts. But, when team member personalities clash, cooperation can break down, reducing effectiveness and damaging bottom-line results.
Today’s guest has a solution: A scientifically validated method you can use to discern the key personality factors that lead to success. The method can also be leveraged to win more sales!
Listen in to our conversation with Michelle Lee Myrter, influential sales and business coach and founder of Michelle Lee Business Coaching, LLC.
We talk all about:
- Understanding core values
- Navigating Personality Differences
- The BANK Methodology for personality identification
- Gaining the tools to “Crack Someones Code” in the business process
More information about Michelle and today’s topics:
- LinkedIn Profile: Michelle Lee Myrtle
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
What if you or your team became experts at turning cold calls into first calls? What if you were better at consistently changing the way people think about sales, selling the idea, not just the product, and getting ALL potential business closed with each client - would it make a positive difference? In this episode, we speak with Jim Cathcart, award winning sales guru, author, and public speaker, and learn how to do these things and much more by mastering the Language of Sales.
Hear our conversation with Jim Cathcart past president of the national speakers association, chosen as number seven of the top 30 global sales gurus and number 19 of the top motivational speakers.
We talk all about:
- The basis and creation of Relationship Selling
- How to change your language to be more effective when selling
- The Sales Process in the Digital World
- The Eight Competencies Sales Framework
More information about Bill Stinnett and today’s topics:
- LinkedIn Profile: Jim Cathcart
- TedxTalk: How To Believe In Yourself
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Building an effective business development team is challenging, costly, and time intensive. So, how long does it take a new sales rep to get ramped up and making a return on all YOUR effort and investment? In this episode, our guest shares specific strategies that will help you get your sales team up and running faster than ever before, while motivating your best people to stay, even when recruiters come knocking!
Hear our conversation with Bill Stinnett, Founder and President at Sales Excellence Inc. We talk all about:
- Developing a shorter ramp up for new hires
- The effectiveness of a ‘Readiness Checklist’
- Using case studies to build confidence in new hires
- How to retain your best sales people against headhunters
To order your free chapter of The Digital Selling Handbook: Grow Your Sales by Engaging, Prospecting, and Converting Customers the Way They Buy Today by Bill Stinnett:
- For your free chapter: https://www.academy.salesexcellence.com/handbook
- To Pre-order the book: https://www.amazon.com/dp/1264278861
More information about Bill Stinnett and today’s topics:
- LinkedIn Profile: Bill Stinnett
- Company Website: Sales Excellence Inc.
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
The sales process has multiple steps.
But there’s one step that above all, really sets the table for everything else, and that is discovery. Discovery done right allows you to find out everything you need to know to close the sale, but according to today’s podcast guest, founders often get this step completely wrong.
Hear our conversation with Rachel Mae, Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. We talk all about:
- The discovery stage
- How most tech companies founders get it wrong
- Why that matters
- And how to go about fixing those problems
More information about Rachel Mae and today’s topics:
- LinkedIn Profile: https://www.linkedin.com/in/rachelmae/
- Company Website: A Sales Growth Company
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
You ring a doorbell, your sales pitch memorized, confident the prospective buyer is going to be a slam dunk.
But they slam the door in your face…
What if going from a “no” to a “yes” could be fixed in a few simple steps?
Hear our conversation with Allan Langer, International Sales Trainer and Coach at The 7 Secrets Center for Sales and Marketing:
- Why most salespeople aren’t well likes and how to fix the issue
- Handling the “price” conversation to make a sale
- Using the Rule of Three strategy in everyday sales
More information about Allan and today’s topics:
- LinkedIn Profile: www.linkedin.com/in/allanlanger/
- Company Website: http s://allanger.com/
- Book: www.amazon.com/Secrets-Selling-More-Less-Reinventing/
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
There is an art and science to the sales process that, given the proper time and energy, can be the difference between making or breaking a sale.
It’s all about recognizing the talents of your team and embracing the “no”.
Hear our conversation with Scott Sullivan, Entrepreneur and Strategic Sales Consultant:
- Creating a roadmap for maximum sales success
- Embracing rejection as part of the process
- Using technology to advance the sales cycle
More information about Scott and today’s topics:
- LinkedIn Profile: www.linkedin.com/in/scottsullivan7076315668/
- Website: www.scottsullivan.biz
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
One of the biggest hot-button issues in sales today is social media. It’s one thing to have a viable presence on LinkedIn, but where do you go from there? How can you leverage social media in an effective, repeatable way to generate business?
Tim Hughes, considered the world’s #1 social selling influencer, shares simple ways to magnetically attract large numbers of targeted connections, and engage in meaningful conversations that lead to sales.
Hear our conversation with Tim Hughes, CEO and Co Founder at DLA Ignite:
- Key metrics for successful social selling
- The three things to have a successful social media presence
- How to use social media to benefit your sales pipeline
More information about Tim and today’s topics:
- LinkedIn Profile: www.linkedin.com/in/timothyhughessocialselling/
- Twitter Profile: twitter.com/timothy_hughes
- Company Website: https://dlaignite.com/
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
As The Great Resignation continues to cast a shadow on modern work as we know it, culture is becoming increasingly important to retaining talent.
One way to create a workplace where employees feel more engaged, more fulfilled, and more connected is through corporate volunteering.
Hear our conversation with Tal Shaanan, Senior Corporate Partnerships Manager at Vee:
- The better way for companies to connect to volunteering opportunities
- The impact of volunteering on workplace culture
- Navigating cultural differences in an international business
More information about Tal and today’s topics:
- LinkedIn Profile: https://www.linkedin.com/in/tal-shaanan/
- Company Website: https://www.vee.com/
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you want to retain the best people, you can't just manage them. You have to lead the team. You have to support reps by investing your biggest resource: time.
Hear our conversation with Jake Wolpert, Head of Sales at Acquco:
- Using data to run lean and scale the right way
- Trusting and investing in your teams
- Emphasizing tactics in your first 90 days as a sales leader
More information about Jake and today’s topics:
- LinkedIn Profile: https://www.linkedin.com/in/jake-wolpert-3b38a52a/
- Company Website: https://www.acqu.co/
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you bring enthusiasm, energy, and effort to work every day, you will produce sales results on a regular basis — better than the contest-winners who may burn out in the long run.
Hear our conversation with Ed Montgomery, Regional Sales Manager at Dispatch:
- Why reliable is better than “top” in sales
- Growth traits that are both fast and scalable
- The role of territory sales managers and feedback loops
- Hiring insights into the 3 best traits of sellers
More information about Ed and today’s topics:
- LinkedIn Profile: https://www.linkedin.com/in/ed-montgomery-04bb581/
- Company Website: https://www.dispatchit.com/
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
What is conscious selling?
It’s being of service to your clients—actively listening to what they’re saying and putting their needs first.
According to today's guest, this skill set is all too rare in the world of sales.
Taran Hughes, International speaker, Author, and Founder of The Conscious Sale, spends his days helping startups adopt a success-based mindset focused on intentionally engaging in the activities of the present moment.
In this episode, he paints a picture of a sales world where every customer interaction expands awareness, incrementally increases perceived value, and ultimately, builds trust.
Join us as we discuss:
- Focusing recruitment on attitude rather than skill
- How the world of sales has lost sight of what it’s all about
- The three dimensions of conscious selling
- Why most startup pitches suck
Check out this resource we mentioned during the podcast:
- PitchSLAP
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Are you cultivating an environment of psychological safety? It may not be the highest priority on your list, but it’s essential for a healthy culture.
How can you get there?
Elias Arjan, Founder and CEO of Business Brain Consulting, talked with me about the power of different perspectives, the importance of strategy, crafting a good pitch, and much more.
Join us as we discuss:
- Considering different perspectives when creating your message
- The irreplaceable value of strategy (and what that means for founders)
- The art of listening with compassion
- Creating psychological safety while also driving a team
- Building a good pitch that addresses instinctual emotions
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you ask a CEO to give you their sales pitch, they usually start with “uh” and ramble about their product. Wrong, wrong, wrong!
That and many other sales pitch mistakes can be resolved with education-based marketing.
In this episode, I speak with Ted Miller III, CEO at Training Mastery 3 (TM3), about correcting the worst sales strategies with customer-centricity, audacious claims, brain science, smart recruiting, and education-based marketing.
Join us as we discuss:
- What education-based marketing is and how it works
- How to make an audacious claim correctly
- Recruiting talent based on motive and intent
- Strategic insight means finding new voices
Check out these resources we mentioned during the podcast:
- Think & Grow Rich by Napoleon Hill
- Power vs. Force by David R. Hawkins
- The Business Breakthroughs Podcast
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
One of the biggest mistakes that keeps sellers from reaching the next level is neglecting their health.
If you are mindful about growing your physical energy, you create efficiency and excellence that transfers to your work.
Julian Hierro, CEO at Jacked Vegans, talked with me about how mentorship changed his life, his company, and his approach to corporate fitness coaching.
Join us as we discuss:
- The origin story and crazy growth of Jacked Vegans
- Two items of nutritional advice that anyone can do
- Why a focus on physical health can improve sales effectiveness
- The transfer of energy, mentorship, and the impact of hard work
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
The ideal SDR is someone who is humble, ambitious, optimistic, and above all willing to grind.
Hiring the right SDRs can make or break your growth.
In this episode, we hear from Gideon Kotkowski, Head of Talent at Balto, about success in the SDR role for massive growth.
Join us as we discuss:
- The renewed importance of communication with brands
- Wearing the SDR badge of honor
- What makes an ideal SDR candidate
- Prospecting tips to get to close in three calls
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you could connect with people on a more human level by spending just 90 seconds of research per call, would you do it?
In this episode, we hear from Nick Capozzi, Founder at SalesPitching, about using LinkedIn research to connect with people on the human level that’s often missing from B2B.
Some highlights of our conversation:
- Making your champions the heroes of the story
- How to connect with people based on their LinkedIn profiles
- Traits of a great seller that may surprise you
- Why hiring a great leader is key to building a great team
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
The SDR role is a learning experience for anyone going into tech sales. But, in a virtual workspace, those SDRs are missing out on a lot of the opportunities afforded in a traditional work environment.
Filling in the gaps for the SDR should be a top priority for any leader looking to build a top notch team.
In this episode, I interview Arpit Choudhary, Head of Sales Development at Blend, about getting in front of banks, the pitfalls of remote work, and advice for leaders looking to hire new talent.
Listen in as we discuss:
- Appy’s professional background & his work at Blend
- How to get in front of banks and positively influence their decisions
- Biggest pitfalls of having employees in different locations & how to combat it
- Training employees when top talent moves on & growth goals
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
You need to build a sales team. But where do you find salespeople?
To solve this problem, you decide to build a company that’s a talent marketplace niching in remote sales teams.
At least, that’s what you do if you’re the guest in today’s episode, Lavie Popack, CEO and Co-Founder at Overpass. We speak today about the founding story of Overpass — as well as dos and don’ts for emerging founders.
Join us as we discuss:
- Why job boards and call centers are a thing of the past
- Lavie’s first few steps to launching Overpass
- What it was like to learn marketing from scratch
- Keys to success for rapid evolution and growth
- Advice for new founders
Check out these resources we mentioned during the podcast:
- April Dunford content
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Work-from-home has been an adjustment for many through the COVID-19 pandemic. And while the change has been welcomed with open arms for some, others are ready to get back to the office — excited to build those in-person relationships.
And for those business leaders looking to scale, acknowledging the desire for human connection among their employees can help them achieve their goal.
In this episode, I interview Kris Rudeegraap, CEO of Sendoso, about scaling a business, thoughts on funding, and how to connect employees in a virtual environment.
Listen in as we discuss:
- Disrupting the old industry with modern software & tracking ROI
- Winning multiple rounds of funding & the evolution of the go-to-market model
- Problems that companies face when dealing w/ a distributed workforce
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Here is some real in-the-trenches wisdom from the guest on our very first episode of The Evolved Sales Leader:
If your SDRs are asking to do more, challenge them to write the job description for the role they want in five years.
In this episode, I interview Zach Rego, VP of Sales & Marketing at Unstack, about people-oriented, growth-oriented leadership in the era of fully remote.
Listen in as we discuss:
- Getting your sales team exposure by sharing them with other departments
- Cutting down on tools, except the ones that enable personalization
- Communication, hiring, retention, and growth
- Strategies for building a personal brand — and enabling your team to do the same
Check out these resources we mentioned during the podcast:
- Zach’s podcast is Zero to a Million
Catch every single episode of The Evolved Sales Leader by subscribing on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It’s no secret that the business world has changed — well before any current crises.
Every leader has to evolve and adapt to keep up.
But not every leader will…
So what’s working in the real world?
If you’re a business development or revenue leader who’s asked yourself that same question, our new show, The Evolved Sales Leader, was made for you. In this inaugural episode, Jonathan Fischer, Director of Market Research at Overpass, explains how we plan to root out the answers
Jonathan covers:
- Why we created a podcast
- What to expect in upcoming episodes
- The types of guests you can expect to hear
Eager for more sales insights? Check us out on Apple Podcasts, Spotify , or on our website .
Listening on a desktop & can’t see the links? Just search for The Evolved Sales Leader on your favorite podcast player.