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Driving B2B Sales Revenue
39 minutes | Jul 26, 2021
#54 Mastering & Managing The Basics and Fundamentals of Sales
ABOUT THE GUEST: Jon Ferrara, Founder & CEO of NimbleJon is a serial entrepreneur and noted speaker about social, sales, and marketing. He has re-imagined CRM by building Nimble - The Simple CRM for Office 365 & G Suite. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs). He has been recognized by Forbes as one of the Top 10 Social CEOs, Top 10 Social Salespeople In The World and Top 100 Marketing Influencers.Want to learn more about Jon? As he suggested on the podcast, Google him!If you want to find out about Nimble, here you go: https://www.nimble.com/And if you want to reach out to Jon directly, here is his email address; email@example.com ABOUT THE EPISODE:CRM is a contentious issue in sales. Some salespeople swear by it, some hate it - but why? It’s supposed to be a tool that helps salespeople do their jobs, so what’s the problem?Our guest Jon Ferrara knows all too well! Jon is a pioneer of the CRM industry and the creator of Goldmine, one of the first modern CRMs build in the 1980s. Back then, CRM was all about helping salespeople sell, but since then, it has become much more than that - and not necessarily for the better for many salespeople.In this episode, Jon talks about what inspired him to create one of the first ever and very popular early CRMs, how so much sales tech has moved in a different direction and why that is not so great for reps or the sales organization, and ultimately why he build Nimble and the problems he set out to solve with it.Jon is a very dynamic and charismatic guy - I think you’ll really enjoy this episode!
24 minutes | Jul 19, 2021
#53 Accountability: Very Powerful When You Do It Right
ABOUT THE GUEST: Don Markland, VP of Sales at 411 Local and CEO of Accountability Now From Don’s LinkedIn Profile: I'm an entrepreneur myself in addition to being a full-time Chief Revenue Officer. I own my own executive coaching and business strategy firm, Accountability Now™, so I can stay close to startups and businesses that are looking to achieve hyper-growth but can't seem to get over the hump. I help start-ups, particularly in the SaaS and FinTech industry launch, scale, and maximize sales and marketing operations. For this sales scaling work, I was named to Utah Business Magazine's Top 40 under Forty. You can learn more about the 411 Local Affiliate program that Don mentions in the episode here: https://411locals.com/affiliate/ You can find Don on LinkedIn here: https://www.linkedin.com/in/donmarkland/ Or on Twitter here: https://twitter.com/donmarkland ABOUT THE EPISODE: Accountability. It’s one of those words that gets thrown around a lot, and it often feels really good when we do because it’s macho and proactive and tough - but according to our guest Don Makland, it is one of the most powerful concepts in sales leadership, but not when we get it wrong - and most do. In this masterclass on accountability, Don takes us through how so many get accountability in sales wrong, what it should be, how to get it right, and how to think about it with his framework called “The Four C’s of Accountability”
37 minutes | Jul 12, 2021
#52 Sales AI - Something to Fear or Embrace?
ABOUT THE GUEST: Chad Burmeister, Founder & CEO of ScaleX.ai Meet Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. Chad empowers sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. Find Chad on LinkedIn here: https://www.linkedin.com/in/chadburmeister/ Here is where you can get his book AI for Sales for free: https://www.scalex.ai/ebooks ABOUT THE EPISODE: Even before Google AI made a haircut appointment, folks have been talking about how AI is going to take away all of the sales jobs. Choosing to believe that feels like a big misunderstanding about what sales is, but to be fair, there are parts of the whole that is sales work that AI is getting better at, and if your job is predominantly that, maybe you should be worried. In this episode, Sales AI expert Chad Burmeister talks about what’s happening in the field right now with sales AI, who should be worried, and why the rest of us have a huge opportunity with this emerging and fast-growing set of tools and technology.
32 minutes | Jul 5, 2021
#51 Scaling: Not Exactly What You Might Think & Why That Matters
ABOUT THE GUEST: Larry Trenwith, CMC - SMB Growth & Scaling Specialist Larry has been solving business growth and scaling challenges in a myriad of markets and economic conditions for over 25 years. Previous executive roles include CEO/President, COO and VP Sales for technology companies from start-ups to $70 million in annual sales. As a business advisor and Certified Management Consultant he has collaborated with the leadership teams of numerous small/medium enterprises and helped their businesses break through barriers to growth and significantly increase value. Larry’s ability to blend strategic level thinking with pragmatic, results-oriented tactics and execution has helped organizations across several industry verticals effectively scale their business and achieve superior business outcomes in both domestic and international markets. You can find Larry on LinkedIn at https://www.linkedin.com/in/larry-trenwith-cmc-02944/ ABOUT THE EPISODE: The word “scaling” in the context of business is one of those words that gets used a lot, but often isn’t really explained or understood. Scaling is used synonymously with growth, which according to Larry Trenwith represents a gross misunderstanding of what scaling is and how to enable an organization to scale in the true meaning of the word. In this episode, Larry walks us through some common misunderstandings about scaling and what it takes for organizations to set themselves up for scaling success and they progress through various revenue milestones. It’s a masterclass in the right way to grow from someone who has been there, done that, and helped many others to do so as well.
40 minutes | Jun 28, 2021
#50 Sales Tech Helps You Do More - For Better or For Worse
ABOUT THE GUEST: Chris Beall, CEO of ConnectAndSell, Inc. For most of the past 30 years, Chris has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley, and hosts a podcast at MarketDominanceGuys.com. Chris describes himself as “a little bit unavoidable” on LinkedIn, but just in case here is a link to his profile there: https://www.linkedin.com/in/chris-beall-7859a4/ ABOUT THE EPISODE: While you might know Chris Beall as the CEO of a very popular, effective, and highly visible sales tech company, originally he is a scientist - a physicist, a mathematician, and a computer scientist. Why does this matter? Because he brings a very thoughtful, precise, and analytical perspective to the world of sales and is very generous about sharing what he’s come up with. One of the core themes of this episode is the idea that the core challenge in sales is gaining trust - so how do you approach that scientifically? How do you quantify and optimize for that? How do you train for that? What can you do in those first moments of contact to establish trust? It’s a fantastic episode, I highly encourage you to listen and to follow Chris on LinkedIn and check out his podcast. He is one of the most thoughtful and insightful people talking about sales these days. It was an honor and a pleasure to have him on the podcast as my 50th guest.
38 minutes | Jun 21, 2021
#49 Sales as collaboration: Great idea, but how?
ABOUT THE GUEST - ROSS RICH, FOUNDER AND CEO AT ACCORD From Ross’ LinkedIn profile: Currently building inAccord.com to move B2B sales from Vendorship -> Partnership 🤗 SF based, Canada raised 🇨🇦 Outside of work, I love to: - Ski Tahoe, hike Marin, & play/coach soccer - Explore meditation, yoga & mindfulness - Adventure through new countries & cultures Inspiring Reads: - The Alchemist - The Book of Joy - A Short History of Nearly Everything - Abundance - The Making of the Atomic Bomb - Siddhartha - Creativity Inc. - Losing My Virginity - Man’s Search for Meaning - Napoleon (Andrew Roberts) You can find Ross on LinkedIn here: https://www.linkedin.com/in/rossrich/ABOUT THE EPISODE Ross Rich and the team at Accord have a vision for what sales is supposed to be and a told to help make that available for everyone who sells, and everyone who buys. The best sales professionals understand that sales isn’t about ramming a value proposition down someone’s throat, but rather working together with the prospect or customer to co-create a solution that makes sense for everyone. But how do you enable and support that? What kind of salesperson is capable of that? In this episode, we go into all of that and more around the issue of collaboration and co-creation as a selling model. It’s the way sales should be, the way we can all hope it will be in the future, and the future that Accord is working hard to enable for all of us.
30 minutes | Jun 14, 2021
#48 Sales AI like you’ve never seen - and you’re going to love it!
ABOUT THE GUEST - ADAM RUBENSTEIN, CO-FOUNDER & CEO OF TRAQ365 Adam Rubenstein is a serial entrepreneur who has built 3 successful companies. In his current role as CEO and Co-Founder of Traq365, he oversees Sales, Strategy, and Operations. He most recently served as the Co-Founder & COO of MotionPoint Corporation. Prior to MotionPoint, Mr. Rubenstein co-founded Convenience Products Corporation (“CPC”) to create a market for new technology-based products — prepaid calling cards and prepaid wireless. He conceived and implemented many of the merchandising, marketing, and technical innovations brought to retailers by the prepaid card industry. Convenience Products was purchased by ConQuest Telecommunications. Mr. Rubenstein’s broad expertise includes conceptualizing and building cost-effective, scalable, rapid production and delivery processes for data management. He holds a bachelor’s degree from The Colorado College and an MBA from The Wharton School of Business. You can learn more about Traq365 here: https://www.traq365.com/ Reach Adam here: firstname.lastname@example.org Or find Adam on LinkedIn here: https://www.linkedin.com/in/adamrubensteinceo/ ABOUT THE EPISODE: Luddites and skeptics like me are fond of saying that AI is just what we used to call software. In sales tech, there is a lot of truth to that. Many products and services that talk about AI for sales don’t do much more than identify, label, and count things at a pretty basic level. Sure there are pretty charts and cool sharing features, but is mostly just counting. Adam Rubenstein and his team at Traq365 are looking to change that by analyzing sales calls individually and in aggregate with AI-enhanced with natural language processing and machine learning to help sales teams and leaders truly understand what happens in calls - one or very many - and to glean insights to help with each deal and with all deals at a strategic level. If this kind of stuff is interesting for you - and it should be - and it is definitely the future that is rapidly approaching, you’ll want to check out this episode.
33 minutes | Jun 7, 2021
#47 CRM as a Competitive Advantage - But You Have to do it Right
ABOUT THE GUEST - JOSH SWEENEY, FOUNDER OF FOUNDERSCALE Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales and marketing challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him in the recording booth, where he has recorded over 100 pieces of educational content about B2B sales and marketing. Reach out to Josh via email: email@example.com Or on the FounderScale website: https://founderscale.com/contact-us/ Or on LinkedIn: https://www.linkedin.com/in/sweeneyjosh/ ABOUT THE EPISODE Ah, CRM - the ubiquitous sales technology so many love to hate and so few have come to love! According to Josh Sweeney, this is a HUGE missed opportunity, based mostly on the facts that there is no disciplined process behind the CRM, the CRM wasn’t designed to support how the salespeople work, and the CRM has not been deployed as the hub-of-the-sales-org wheel that it can be. If you don’t use a tool right, don’t blame the tool! In this episode, Josh shares experiences and perspectives about using CRM right and the power that comes from doing so. Check it out and see if it inspired you to rethink the way you and your team uses this underutilized sales tool.
35 minutes | May 31, 2021
#46 Lessons From Three Decades on the Front Lines of Modern Selling
ABOUT THE GUEST - PAUL LESSER, ENTERPRISE SALES EXECUTIVE AT NECTAR Paul Lesser is an experienced enterprise software sales professional, selling subscription software to Fortune 1000s companies. Part of his expertise is provisioning enterprise collaboration environments that consist of Microsoft, Cisco, Zoom, Genesys, Avaya, or any other platform. Representing Nectar Services, his approach to sealing sales deals stem from adding value to his prospects and customer relationships. Among the many successful deals he has closed is selling Nectar Software to a global financial firm in a 60-month term commitment at $50,000.00 MRR with the opportunity to grow the MRR to $100,000.00+. With a customer-centric approach, Paul’s passion is about finding the root of his customer’s problems and moving into the opportunity of providing the solution through the sales process that leads to closure. You can know more and reach out to Paul Lesser through his LinkedIn - https://www.linkedin.com/in/paullesser/ ABOUT THE EPISODE Paul got his start in sales behind a black piece of felt on the counter of a jewelry store a lot of decades ago and he hasn’t stopped selling since. Soon enough though, Paul transitioned to selling B2B and in the last decade or so selling at the enterprise level. Paul was very deliberate about not going into management - it was the selling and the people that he loved, and that’s where he’s excelled throughout his career. Paul shares a ton of wisdom in the episode gleaned from his three-plus decades in professional, B2B sales. It’s a great episode from a veteran bag carrying rep - check it out, I think you’ll enjoy listening as much as I enjoyed having the conversation and learning about Paul, his journey, and some of the lessons he’s learned along the way.
24 minutes | May 24, 2021
#45 Selling The Right Way, Even As A VC-Backed Company
ABOUT THE GUEST - ANDREW BUTT, CEO AT ENABLE From Andrews LinkedIn Profile: Founder & CEO of Silicon Valley venture-backed SaaS platform. My vision is for intelligent deals to connect every trading relationship to drive mutual success. My mission is to digitize the deal economy by creating the best product, operational excellence and a unique sustainable high performance culture driving team retention, growth and customer success. Enable is a Series-A funded SaaS product for companies across 50+ sectors to analyse, negotiate and execute complex trading agreements to drive profitable growth. Much more than rebate management software, Enable is the number 1 solution in construction products distribution, and is rapidly growing in North America. Proud to have two top Silicon Valley VCs as our partners: Menlo Ventures and Sierra Ventures. Served on the Board of Directors of several other companies and not-for-profits. I have started and grown multiple businesses into profit and positive cash flow, including exit to PE. * Founded 4 businesses, and demonstrated traction and growth in every case * Grown revenues every quarter without exception - now a permanent team of 130 * Co-founded and sold business to private equity * Served on main board of directors for 3 years for Helicopter Club of Great Britain * Served on main board of directors for 3 years for a $300m business You can find Andrew on LinkedIn here:https://www.linkedin.com/in/awbutt/And you can learn more about Enable here:https://enable.com/ABOUT THE EPISODE: Do you know what a Saas startup and a rocket ship have in common? Andrew Butt thinks it’s a lot - and it’s all about escape velocity. Rockets burn most of their fuel just trying to get into space, and from there it’s much less of a push. Not to say that it is easy... In this episode, Andrew discusses what it takes to lay the foundations in a startup for success - before taking funding, while establishing the foundations for success, and while the company is growing fast. Andrew’s success with Enable and the companies he’s led prior give him huge credibility to address this important topic, it’s a great episode - I think you’ll enjoy it.
28 minutes | May 17, 2021
#44 How to Build a High Impact Outbound Sales Team
ABOUT THE GUEST: COLLIN MITCHELL, CEO OF MONSTER VOIP AND HOST OF THE SALES HUSTLE PODCAST Collin Mitchell is a serial entrepreneur who is passionate about technology and his mindfulness practice. His first entrepreneurial project was with his wife in their apartment living room which they bootstrapped together to 5 million dollars of revenue within 26 months. Most recently, he has been working on Monster VoIP, a nationwide unified communications provider that gives enterprise features at an SMB price. Personally, Collin is an early riser, consistent meditator, and swimming enthusiast. Collin is the host of The Sales Hustle Podcast which you can find here: https://pod.link/saleshustle Or reach out to Collin on LinkedIn Here: https://www.linkedin.com/in/collin-saleshustle/ ABOUT THE EPISODE Businesses run on revenue, and in most B2B Companies revenue is driven in large part by sales. In this episode, serial entrepreneur Collin Mitchell shares lessons learned in building and growing successful, proactive, and highly effective outbound sales teams.
34 minutes | May 3, 2021
#43 Surviving, Adapting & Thriving in Times of Great Change
ABOUT THE GUEST: ZAFER KARACA, VP at IBM Zafer Karaca, currently serves as Vice President of the Cloud and Services business in Enterprise & Commercial segments for IBM US. Mr. Karaca is responsible for a segment serving 100,000 IBM clients in North America, driving ~$1.6B business on an annual basis. Mr. Karaca is also managing New Client Acquisition, Red Hat Synergy and other key Growth Initiatives for Enterprise go to market teams in his current capacity. Prior to that, Mr Karaca was leading Red Hat acquisition for IBM US, where he was responsible for assuring success of a $34B acquisition from a go to market perspective. Delivering innovation and transformation to customers in Americas, based on Open Hybrid Multi Cloud technologies leveraging F2F, Digital Sales and Ecosystem Partners for IBM and Red Hat. And prior to assuming that role, Mr. Karaca was the Director of Digital Sales Strategy and Transformation Globally in IBM Digital Business Group. He led the strategy and transformation initiatives for a global digital sales force with over 4,000 employees supporting the entire portfolio of IBM products, offerings, and solutions. He was responsible for driving revenue growth and client expansion via multiple Digital channels. Mr. Karaca held several executive and senior managerial positions in North America, Europe, and Middle East & Africa. Led Services, Systems, Software as well as Cloud businesses. Built several new teams and businesses in key strategic growth areas such as IoT or Public Cloud. Led multiple senior sales and business development teams. Built successful client relationships, strategic ecosystem partnerships and digital sales capabilities. Mr. Karaca has a Bachelor of Science degree in Engineering from Istanbul Technical University in Turkey and a Master of Science degree in Business and Economics from Katholieke Universiteit Leuven, Belgium. He currently lives in New York. You can find Zafer on LinkedIn here: https://www.linkedin.com/in/karacazafer/ ABOUT THE EPISODE: Zafer Karaca has been a part of a lot of growth and a lot of change in his 10-year career at IBM, working his way from Sales Specialist to Vice President in a short period of time. During that time, IBM was going through enormous changes, and Zafer was able to adapt, innovate, and thrive in this dynamic environment helping the company to excel and rapidly climbing the org chart along the way. In this episode, Zafer talks about some of the challenges to sales organizations as they navigate change, and some of the strategies, concepts, and philosophies he has found most effective for helping teams, individuals and companies succeed through periods of transition.
31 minutes | Apr 26, 2021
#42 Creating a LinkedIn Ecosystem Designed for Sales Success
ABOUT THE GUEST: KENT LEWIS, PRESIDENT AND FOUNDER AT ANVIL MEDIAAs President and Founder of Anvil Media, Inc., Kent Lewis is responsible for managing operations, marketing and business development towards its purpose of creating meaningful impact for Anvil’s clients, community and its employees through creative problem-solving, making and leveraging connections and educating others. Under his leadership, Anvil has accumulated the following awards and recognition since inception in 2000:• Inc. 5000: Fastest growing private companies in America• Oregon Business Magazine: 100 Best Places to Work• Portland Business Journal: Oregon’s Most Admired Companies• Portland Business Journal: Fastest Growing Private 100 Companies• Portland Business Journal: Corporate Philanthropy Awards winner• Clutch: Top Pay-per-Click and SEO Agency in AmericaYou can learn more about Kent at the Anvil Media web site here:https://www.anvilmediainc.com/about/team/kent-lewis/Find him on Twitter here:https://twitter.com/kentjlewisOr find him on LinkedIn here:https://www.linkedin.com/in/kentlewis/ABOUT THE EPISODEYou don’t have to go far to find people who will give you ALL kinds of advice about how to use LinkedIn to generate business. It’s such an over-discussed concept that I always resisted the idea of having a guest talk about it on this podcast, but then along came Kent. We were having a discussion, and he said the magic words. He said, “when I look at the lead source for new business every month - because we track that - the vast majority of the time it’s from LinkedIn”So how does he do that? Kent was gracious enough to share his methodology and how that’s worked out for him over the years in this episode. It’s not the standard routine, and it’s probably not for everyone, but if you are serious about generating new business from LinkedIn, Kent is someone who has found a formula that works for him. Give a listen to the episode and see if some or all of his approach might work for you as well.0:25 - What’s the best sales advice that Kent has ever received?1:59 - What’s the worst advice that Kent has ever received?4:00 - David sets up the episode theme about LinkedIn5:06 - What categories of activity is Kent doing on LinkedIn that is leading him to convertible leads in his pipeline (hint, it’s not just one thing)?9:35 - Kent explains how he got to 20,000 followers15:37 - Kent explains how he stays within LinkedIns rules for connecting while maximizing outreach17:45 - Kent describes his 3-6 month horizon for building trust before asking for a conversation with a potential prospect on LinkedIn19:50 - Kent talks about how mindset has impacted success in business and how that same mindset impacts his approach to LinkedIn new business development21:24 - Kent talks about what he does during the 3-6 months between the time he connects with a prospect and makes his first outreach effort24:20 - Kent articulates the connection between content and pipeline27:12 - Kent talks about how a focus area for content drives multiple exposures, pipeline, and a service offering in his new business development ecosystem29:42 - Kent talks about how he incorporates outreach into his LinkedIn strategy31:04 - Where (other than LinkedIn) is the best place to connect with Kent
27 minutes | Apr 12, 2021
#41 Getting Past Call Reluctance and Into Appointments
ABOUT THE GUEST: JENNIFER HASAN, PRINCIPAL AT PROSPECTING WORKS From Jenn’s website: “I’m on a mission to change how we go about setting appointments that benefits everyone involved, even the gatekeeper. I help B2B companies schedule more qualified appointments by building a customized prospecting process that is perfectly executed and accurately measured.” You can reach Jenn on LinkedIn here: https://www.linkedin.com/in/jenniferhasan/ Or here at her website: https://www.prospecting-works.com/ Or just give her a call here: 845-831-2831 ABOUT THE EPISODE: Call reluctance. Just hearing the phrase is like a punch in the gut. If you are a rep and you suffer from it, that’s bad news. If you are a sales leader and your reps suffer from it that’s pretty bad too. It’s a huge problem and it isn’t talked about enough, but in this episode, Jennifer Hasan takes it on front and center and gets into what it is, how big of a problem it is, where it comes from, and most importantly - what you can do to get past it. 0:21 - What’s the best sales advice that Jennifer has ever received - it’s about showing up every day 1:12 - What’s some of the worst advice that Jennifer ever received - that cold calling is dead 1:31 - Jennifer addresses the size and scope of call reluctance among salespeople 5:15 - Jennifer and David discuss the idea about how the fear of cold calling can express itself physically as well as emotionally 6:36 - Jennifer discusses how traditional cold call training can actually make learning cold calling harder for many salespeople 8:42 - Jennifer and David discuss what is at least as important as the words you use when you are engaged in sales communications 11:05 - How cold calling can be made even more intimidating by the environment you are calling from and the degree to which you can be present with a call? 13:17 - How the ever-popular volume and velocity model without a lot of sales coaching and support can be exactly the wrong way to be successful with cold calling and reaching your business objectives? 15:15 - Jennifer talks about how cold calling problems extend to the prospects end of the deal as well 18:08 - Jennifer talks about the importance of not being part of the noise or the bad behaviors so often associated with cold callers 19:35 - What can callers do to try to be more successful when there is a “gatekeeper” sitting in between them and the person they are trying to reach? 21:20 - Jennifer talks about the power of combining voice mails with emails as a way to connect with a person you are trying to reach for the first time 22:16 - What kind of attitude or philosophy or attitude or internal positioning should a cold caller embrace to make themselves as effective as possible when making cold outreach? 23:42 - Jennifer talks about her outbound oriented motivational flip book called “You’ve Got This. I Promise.” 25:47 - Jennifer closes the interview by reminding listeners to challenge their thoughts about cold calling, and to embrace it for the potential it has when you do it properly 27:15 - Where is the best place to reach Jennifer
31 minutes | Mar 29, 2021
#40 Harnessing the Power of Role Plays Done Right
ABOUT THE GUEST: BOB GRAVELY, CERTIFIED PRACTICE LEADER AT GROWTH 10 Bob started his career in the insurance industry and spent 15 years traveling the world as a reinsurance broker ending as a specialty insurance agency owner. He has also owned and operated 3 companies outside of insurance, served as COO for two, served as CSO for another, and worked as a sales and management consultant for many others. Bob takes a process and people-first approach to business He believes that successful businesses focus on their people first and processes second knowing that getting those 2 aspects “right” will make the clients journey the best, which is what it takes to set up the win for all involved. You can find Bob on LinkedIn here: linkedin.com/in/robertmgravely Or reach him by email at Bob@growth10.com And you can learn more about Growth10 here: https://growth10.com/ ABOUT THE EPISODE: Role plays - can’t you just hear the collective groan from your salespeople? We all have. But some people swear by them - as the best way to interview, train, and learn about how to help salespeople improve performance. So what’s with the disconnect? In this episode, sales and business veteran Bob Gravely unpacks what makes role plays so effective for hiring and sales development, how to do them right, and what mistakes to avoid if you want to get the most out of them. 0:48 - What’s the best sales advice that Bob has ever received 2:20 - What’s some of the worst advice that Bob ever got? 4:40 - David sets up the episode about role plays 5:02 - Bob offers a bit of background about his career and his work at Growth 10 6:40 - Bob talks about the importance of having a hiring process for all roles, especially for sales 6:50 - Bob talks about what he looks for in a role play to help him make a decision about a sales candidate 9:57 - What are some of the “creative” reactions Bob has seen when he asks candidates to do a role play 10:50 - What are some of the best practices that help make role plays effective as a part of the hiring process 12:50 - Is “sell me this pen” a good role play? 13:50 - Should a role play in a hiring interview be about the job you are hiring for or the job the candidate most recently had? 15:32 - What should you look for in a role play beyond how a salesperson handles the sales situation 16:30 - What are some other creative elements that Bob has used in a sales hiring interview 18:48 - With respect to role plays as a sales development tool after a rep is on board, why is there so much resistance to the idea of role plays and how can sales coaches, managers, and leaders get past that? 20:30 - What are some of the other best practices for making role plays an effective part of an ongoing sales development program. 22:00 - How can sales leaders, managers, and coaches become better at leading role plays? 23:40 - What is one of the myths about sales management that Bob would like to debunk 25:51 - Can a manager have credibility as a manager if they have not been one of the best sales leaders? 29:55 - Where is the best place to reach and learn more about Bob
25 minutes | Mar 15, 2021
#39 Getting attention for your business in a very noisy world
ABOUT THE GUEST: JON SCHRAM, PRESIDENT OF THE PURPLE GUYS Jon Schram is a husband, father, and entrepreneur. He is the founder and CEO of The Purple Guys, a Midwest-based information technology support company. The company has grown since 2001 to become the Midwest’s premier IT support company with more than a 96% customer satisfaction rating. Jon and his wife, Jill, have three children and have founded two businesses. You can find Jon on LinkedIn here: https://www.linkedin.com/in/purpleguy/ And find The Purple Guys on the web here: https://www.purpleguys.com/ ABOUT THE EPISODE: How do you stand out in a noisy world? How do you make sure that your prospects know to call you when your solution is pain-driven, and you never know when that pain will strike? For Jon Schram and The Purple Guys it’s all about staying top of mind, and being purple doesn’t hurt - in fact, it can help a lot! In this episode, Jon talks about how not only being creative but also being disciplined and consistent with your offering and your message goes a long way to making sure that the phone keeps ringing and your business keeps growing. It’s a great episode - you should check it out! 0:40 - What’s the best sales advice that Jon ever received? It’s about curiosity and authenticity 1:32 - What’s some of the worst sales advice that Jon has ever received? It’s about alphabet soup 2:52 - David sets up the theme of the episode 3:30 - Jon gives some background on The Purple Guys 4:39 - Jon talks about how getting attention is particularly challenging in the outsourced IT support space and why creating opportunities to demonstrate value is an important part of sustaining client relationships 6:38 - How to focus and polish messaging across a wide range of departments so that prospects and clients get a consistent message and experience 10:12 - Jon talks about the importance of being disciplined about what you don’t do 13:46 - Does drawing a hard line about what you don’t do and articulating that to the market instill confidence in a prospect? 14:49 - Where did the name “The Purple Guys” come from? 16:30 - How has the brand of The Purple Guys helped to get attention and initiate new business conversations? 20:37 - What is Jon reading right now? 23:30 - Where is the best place to reach Jon and The Purple Guys
32 minutes | Mar 1, 2021
#38 Sales Enablement: Great idea, but...
ABOUT THE GUEST: SEAN CAMPBELL, CEO OF CASCADE INSIGHTS From Sean’s LinkedIn Profile: “I've been mentoring and educating business professionals for over 20 years. Whether it's the Fortune 50, unique startups, business school students, or the team at Cascade, I've greatly enjoyed any opportunity I've been given to train, educate, or mentor. I've also been a professional services firm owner for more than 20 years. My work has spanned consulting engagements with tech giants and startups you’ve heard of, the sale of my first company, and the growth of delivery, sales, marketing, and operational practices inside professional services firms. To learn more about what I'm up to today, check out: www.cascadeinsights.com” You can also find Sean on LinkedIn here: https://www.linkedin.com/in/seancampbell/ Or reach him by email here: firstname.lastname@example.org ABOUT THE EPISODE: Sean and I got into a discussion before recording this episode to see what we should address on the episode. We pretty quickly homed in on sales enablement - and why a concept with such promise is such a disaster in practice in so many cases. Sean does a ton of work around this in his practice, and has some solid ideas about why it’s a problem - but more importantly, what to do to move it back in a better direction. Check it out - a very solid episode! 0:39 - What is the best piece of sales advice that Sean has ever received - ABC done right 4:34 - What’s the worst advice about sales that Sean has ever heard? 7:26 - David and Sean start to approach the idea that sales enablement is a great concept that is all too often poorly executed within a sales organization 11:32 - The core problem with sales enablement and marketing communications problems - sales doesn’t have a seat at the table 13:30 - Why does it often go bad even when sales does get a seat at the table and how can sales turn that around by recalibrating the stories they tell to the rest of the company about what happens during customer engagement 18:47 - How sellers can better impact change based on what they see on the front lines by being more patient and deliberate about how the information is delivered to senior management and other departments 21:07 - Sean explains what he means by “the age of narrow” and the concept of “narrowing the aperture” and how that ties into the quest for more effective sales enablement 26:55 - Why a failure to “narrow the aperture” makes value propositions, mission statements, and other forms of client-facing communications weak and ineffective 28:52 - If someone is frustrated with sales enablement at their company, what’s the best way to start turning that around? 31:04 - Where is the best place to find Sean
27 minutes | Feb 15, 2021
#37 The Balancing Act of Selling While Managing and Leading
ABOUT THE GUEST: ANDREW JELLISON, DIRECTOR OF SALES AND BUSINESS DEVELOPMENT AT VOTACALL Andrew joined Votacall in 2003 and is the Co-Director of Sales, tasked with leading the company’s revenue strategy and growth. He is responsible for the sales teams day-to-day operations and works with partners and clients alike to introduce the Votacall Customer Experience. Andrew resides in Marblehead, Massachusetts with his wife and three daughters. Outside of work, you can find him watching his kids play sports or attempting to play golf. You can find and reach out to Andrew on LinkedIn here: https://www.linkedin.com/in/andrewjellison/ ABOUT THE EPISODE Andrew Jellison is a disciplined individual contributor and an equally disciplined sales coach, manager, and leader. Balancing those roles can be a huge challenge for many and in this episode Andrew shares some of his experiences, practices, and observations about what has worked for him when navigating his way to success while balancing the many hats he has to wear. 0:40 - What is the best sales advice that Andrew has ever received? 3:10 - What is some of the worst sales advice Andrew has ever heard? 5:56 - David sets up the episode - insights from a bag carrying, sales leader, and admitted sales process geek. 6:35 - Andrew offers some background about Votacall and his role to give some context for the call 8:32 - How do the roles Andrew iterates between - individual contributor and sales leader - complement each other? 10:17 - How do you balance the instinctive pull of your own sales opportunities with the responsibility to support the other members of the team who are relying on you? 13:15 - David and Andrew talk about the ideas of Roles and Goals and Big Rocks from The 7 Habits of Highly Effective People, and Andrew talks about how he incorporates those ideas into his daily sales and sales management routine 16:09 - What drives Andrew more - being an effective coach, an effective leader, or an effective individual contributor? 17:17 - How does Andrew balance his natural competitive desire do to more and more with the need to focus on an increasing leadership footprint in his work - and what won’t he give up as all of that evolves? 18:29 - Does a sales leader need to sell in order to have credibility with their direct reports? 19:48 - If other sales leaders are trying to be more effective in finding a good balance between selling, managing, coaching, and leading - where should they start? 22:25 - What is one myth about sales management that Andrew would like to debunk? 25:33 - Where to find and connect with Andrew
34 minutes | Feb 1, 2021
#36 Sales Died in 1997
ABOUT THE GUEST: JEREMY BURKE, DIRECTOR OF BUSINESS DEVELOPMENT AT DRYRUN Jeremy Burke is the Director of Business Development at Dryrun. He excels at developing new market opportunities, communities and teams in the business world and comes to Dryrun after a decade with Intuit Canada, makers of QuickBooks. Jeremy has a passion for supporting small businesses, consulting with over 35K small businesses across Canada and training over 3K accountants and bookkeepers on a vast assortment of business applications, sales, marketing and strategic initiatives. Jeremy strongly believes educating the business owner to overcome the world’s biggest business pandemic “poor cash flow management” is the key to unlocking a wonderful world economy and success in business not only for owners but the employees and the families they support. Reach out to Jeremy on LinkedIn at: https://www.linkedin.com/in/jeremydburke/Learn more about Dryrun here: https://dryrun.com/ Find Ian Howell and learn about Rocket Reach here: https://www.linkedin.com/in/rocketdevelopment/ ABOUT THE EPISODE Jeremy Burke has some very strong ideas about how to do sales the right way - and it’s all about his way - and he’s been very successful by being disciplined and consistent in his approach. Jeremy suggested the title for this episode - Sales Died in 1997 - because that’s when the internet became widely available and that’s when salespeople were no longer the keepers of information about the products and services they sold. From there, sales had to change, and Jeremy does a great job of articulating how he has adapted his personal approach, and how that can and should apply to sales efforts across the board. 0:50 - What’s the best piece of sales advice that Jeremy has ever received - that sales is the transfer of enthusiasm 2:22 - What’s the worst piece of advice that Jeremy ever received? It starts with ABC 3:17 - Jeremy discusses the theme of the episode - what it means that sales died in 1997 10:25 - If “sales died in 1997” means that salespeople shouldn’t barf products, features, and benefits because the internet provides that, why do so many sales organizations have their salespeople still follow that model? 11:20 - Jeremy explains what he calls “The Client Decision Cycle” 17:35 - How can you get a buyer to go through a process like this when all the client wants is a demo? 20:10 - How to break out of “The Matrix” when all the client wanted was a demo and a few words about you and your offering to put into a box in a table, spreadsheet or chart? 21:48 - How can you beak out of salespeople’s instinctive, reactive nature with respect to requests for demos, pricing, and other customer requests when they come before a proper discovery process? 26:28 - How has Jeremy’s systematic approach to sales impacted his mindset? 29:01 - Jeremy talks about a sales experience with a microwave and a prospect that highlights his mindset towards sales - and it’s a good story 31:42 - Where is the best place to reach Jeremy
35 minutes | Jan 18, 2021
#35 The Path to Leadership is Paved With Seized Opportunities
ABOUT THE GUEST: STEPHANIE COX, VP OF SALES & MARKETING at LUMAVATE From Stephanie’s LinkedIn Profile: "I’m a recovering perfectionist who believes you should “ship” new initiatives as fast as possible and constantly iterate on them based on the data. Speed > Perfection. I have an endless amount of crazy ideas and I enjoy challenging what’s possible. Ask anyone who has ever worked with me. I use the Oxford comma, love Coke, and hate crappy design. I speak candidly, have exceptionally high standards, and gravitate towards people who get sh*t done. I have more than 15+ years of marketing and sales experience in B2B, B2C, and B2B2C. I’ve pretty much done about everything in my career: launched companies, brands, new products, geographic expansion, and more. I’ve driven phenomenal growth, spoke at conferences around the world, led incredible teams, and I’m just getting started.” How to find Stephanie: LinkedIn: https://www.linkedin.com/in/stephaniecox/ Twitter: https://twitter.com/stephaniecox04 ABOUT THE EPISODE: This episode was supposed to be about sales & marketing alignment, breaking down silos, and unifying everything in a company that touches the customer under one unified vision. Turns out that it was all of that AND a lot more. In this episode, Stephanie walks us through the progression she made at Lumavate from VP of Marketing to the head of everything that touches the customer including sales, product, and service. From there we went pretty deep into sales management philosophy done right, but then we veered into something surprising and excellent: Leadership. Initiative. What it takes to grow and thrive in uncertainty by taking the lead and never looking back. It’s a fantastic episode. I hope you enjoy it as much as I did! 0:44 - What’s the best piece of sales advice that Stephanie has ever heard? 2:00 - How did Stephanie address the “you never carried a bag” objection as a sales leader who came from a marketing background? 4:20 - Stephanie comments about how the world has changed in these last few years and why that has shifted the idea of how sales and marketing and other customer-facing departments should align internally to address the full customer experience 6:47 - Stephanie gives some background on Lumavate to give context to the conversation 8:34 - Stephanie describes the more traditional silo oriented environment she found at Lumavate when she started in 2017, how it made sense at the time, and how a different way to think about leadership organization and alignment started to emerge 15:45 - Stephanie talks about how sales is about relationships, how the way that each rep gets there in terms of process and activity isn’t as important as whether or not they are getting results, and how good sales leadership is about helping reps make more money 18:30 - It’s important to get obstacles out of the way for those who are performing, but what do you do with everyone else? 24:24 - If there is a leadership movement to a sole owner of the customer experience, why is it that Stephanie got there from marketing while most others who evolve into the role seem to come from somewhere else in the organization 29:38 - How to power into leadership - fix the problems you see, especially if they are outside of your direct area of influence - and just do the work you can see that needs to be done until someone tells you to knock it off 31:45 - What is one thing that Stephanie wishes she knew at the start of her career that she learned along the way 33:58 - Where to reach Stephanie
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