Listen Now

Mark Stouse (technology CMO turned software CEO of Proof Analytics) recently joined Eric Gruber (CEO of Personal ABM) to discuss how sales, marketing, and account management teams need to reboot their go-to-market (GTM) programs, including who owns it.Listen to this podcast to learn:1. Who needs to show up in the "battle" for revenue growth and how we need a one-team culture with the CEO at the helm. See how you need top-to-bottom and left-to-right alignment to achieve GTM goals faster.2. The role Mark Stouse plays in the GTM and ABM programs that Proof Analytics is executing.3. How CEOs, CMOs, CROs, and VPs need to rethink their thoughts about value, how we should innovate it, improve it, protect it, communicate it, market it and sell it.  4. The role ABM should play within your GTM strategy and the shifts that will lead to mega deals and change the growth trajectory of your company.5. How sales and marketing teams are misapplying the idea of personas and making it harder to drive a consensus among decision-makers than if the ABM program didn't exist at all. You'll see how your ABM programs should have decision-makers and influencers think about each other's issues as a team.6. How the analytics show that ABM has a stronger impact in the middle and bottom of the funnel than at the top and how we should focus on getting larger deal sizes and an acceleration toward revenue.7. The metrics you should be looking at to optimize the team's GTM efforts and the interactions they are having.After you listen to this podcast, register for our Reboot Friday panel series that will include a Rebooting GTM panel featuring Mark Stouse.  

Christian Klepp (co-founder of EINBLICK Consulting) recently joined Eric Gruber (CEO of Personal ABM) on the Stop the Sales Drop podcast to discuss how to stand out in the sea of sameness.  Listen to this podcast to learn:1.  Why your positioning is not perceived as unique and of value to target accounts. (According to studies by Challenger Inc., only 14% of messaging is unique and relevant to buyers!)2.  How your competitive differentiation should focus on the account/competitor-specific gaps you fill and your impact vs. your product or service features.3.  Why your competitive differentiation does not help you win against your greatest c competitor -- the status quo, 4. How to teach for differentiation so prospects come to their own conclusions on the unique value you provide vs. you making an unsubstantiated claim.After you listen to the podcast above, check out these additional resources to help you teach for differentiation:Rebooting the Challenger Way PanelSocial Challenger Fireside ChatReboot Friday Panel Series

Darrell Amy (Growth Architect at Revenue Growth Engine) recently joined Personal ABM CEO, Eric Gruber on the Stop the Sales Drop podcast to discuss:Why sales do not need more leads if you have a revenue growth engine in placeWhere misalignments are occurring between sales, marketing, account management/customer success teams, and clients and why those misalignments are limiting revenue growthWhat a revenue growth engine looks like for those organizations that are driving new market and existing customer growth despite the pandemicListen to this podcast and then sign up for our Reboot Friday panels to see what is working and not working when it comes to driving revenue growth. www.StoptheSalesDrop.com/fridayreboot

Dustin Deno recently joined Kristina Jaramillo and Eric Gruber on the ZStop the Sales Drop Podcast to discuss the shifts his team made in sales outreach and sales engagement last year due to C-19. In addition to finding out what worked, what didn't work and where the team remains challenged, you will also learn:The critical strategies that ShowPad is using to make every sales experience matter?How can we drive greater engagement with each social, email, and live interaction and create a better prospect experience?How marketing at ShowPad helped to improve sales outreach and sales engagement? You will hear about the impact Marketing had on sales at ShowPad, and where he sees growth opportunities for marketing to play an even stronger role in influencing the sales experience?Dustin is also a panelist on a "Sales Engagement and Outreach" panel. Click here to register for our Reboot Friday panel series. 

Vikas Bhambri (SVP of Sales and CX at Kustomer, which was acquired by Facebook) recently joined Kristina Jaramillo to discuss how to reboot the customer experience. When you listen to this interview, you will learn why Vikas invested heavily in sales enablement as Kustomer expanded and the role it played when it came to improving the prospect and customer experience. You will also learn:* The sales process shifts that helped his sales team align with target accounts so prospects get the experience they desire * The account management/customer success process shifts that are enabling his teams to give existing accounts the experience they deserve to they'll want to stay and expand with Kustomer.  * How Kustomer provides a seamless & value-driven experience to every customer from initial interest through continued growthIf you like this interview, you'll like our recent "Rebooting the Customer Experience - How to Drive Account Retention and Expansion" panel. You may also want to register for our upcoming Reboot Friday panels at http://stopthesalesdrop.com/fridayreboot 

Roderick Jefferson, author of the upcoming book - "Sales Enablement 3.0"  - recently joined Kristina Jaramillo and Eric Gruber on the Stop the Sales Drop Podcast to discuss what sales enablement should be - and what it has become instead. When you listen to the podcast interview, you'll learn:Why most sales enablement programs have become cost centers and why they have limited impact on revenue growth. What is the white noise that is distracting many sales enablement teams?How sales enablement leaders can drive a more unified front between leadership, sales, marketing, account management/customer success teams, and customersHow sales enablement teams need to reboot and continually align to the changing buyers' journey and to the organization's selling processes that should also be evolving.The role sales enablement should be playing in ABM 

In this podcast, Kristina Jaramillo (President of Personal ABM) and Steve Watt (Marketing Director at Seismic) provide you with a sneak preview of the content and value that will be delivered during an upcoming Reboot Friday panel that is focused on changed the digital selling and marketing game. You will hear a debate on whether LinkedIn should be leveraged more as an "inbound" or an outbound tool and learn how you should be a hunter that is armed with a magnet on the platform.Listen to this podcast to learn how:1. Profiles, content, and messaging should speak to account-specific gaps and impacts and how your business-relevant origin story and the customer stories you tell should speak directly to those prospects. 2. You should be personally branding yourself on LinkedIn, so you become magnetic.3. You should enter social conversations - whether it's joining an existing LinkedIn discussion, starting one on your own, or nurturing a prospect.4. You should enter your prospects' worlds and educate them on what they haven't considered where you are now a challenger vs. a social buddy that pushes out value props.5. You should be delivering value and engaging with the C-suite so they will want to engage on and off social.Listen to this podcast and then register for our upcoming Reboot Friday panel featuring Steve Watt at http://stopthesalesdrop.com/fridayreboot

Revenue is a process, and it should be treated like that. In this podcast episode, Kyle Coleman (VP of Revenue Growth and Enablement at Clari) will share how many organizations are not treating revenue like a process. For those that have a revenue process, Kyle will uncover where the gaps lie and the impacts. He'll also provide a sneak preview of what Clari's revenue process looks like, the shifts they made in 2020, and where they are putting their focus to drive growth in 2021.  Kyle will be an upcoming guest expert on a Rebooting Revenue panel that's part of Stop the Sales Drop's Reboot Friday panel series. You can register for free at: http://stopthesalesdrop.com/fridayreboot

During this podcast, Cassandra Jowett (Senior Director, Marketing at Path Factory), discussed with Eric Gruber (CEO of Personal ABM and Stop the Sales Drop):1. How content consumption changed in 20202. Where friction in the buying journey exists - and the content shifts we need to make3. How does content need to evolve to support ABM, sales, and the complete buying journeyAfter you listen to this podcast, register for our Reboot Friday series where we will have a "Rebooting Content" panel with Eric Gruber, Ardath Albee from Modus, and Cathy McPhillips from Content Marketing Institute. You can register for free at http://stopthesalesdrop.com/fridayreboot

In this podcast, Todd Caponi (Author of The Transparency Sale) talks to Kristina Jaramillo about the 3 things that need to happen throughout the sales process: 1. Build trust, which comes down to how transparent you are2. Deliver value3. Create a-ha momentsListen to this podcast to learn how you can be building trust, delivering value, and creating a-ha moments before, during, and after the demo to ensure a win. Failure to follow the advice Todd offers can lead to unresponsiveness, RFPs, and your prospects seeking validation from your competitors.After you listen to this podcast, register for our Reboot Friday series, where you can get access to the Reboot Demo panel with Todd Caponi and Ed Jaffe. 

Whether you call it a demo, a virtual tour or any other fancy wording to get prospects to schedule time with you - we find that most demos do not lead to a positive business decision. With this conversation with Ed Jaffe from "Demos Win Deals" and Eric Gruber from Personal ABM you will learn:1. The steps that sales should take before a demo is initiated (even if the prospect is asking for the demo!)2. How your demos should vary based on who you're presenting to. 3. What you should be including in your demos to win with the C-suite.4. How the traditional feature/benefit demo that lacks personal relevance and does not teach for differentiation leads to RFPs and lower-margin deals. You'll see how you should be applying the "Challenger" approach to your demos to reframe the prospects' thoughts and to create a buying vision.After you listen to this podcast, sign up for our Reboot Friday series where you'll get even more information from Ed Jaffe and Todd Caponi on how to reboot your demo to win. 

On this Stop the Sales Drop Podcast episode, Liston Witherill (Founder of Serve, Don't Sell and Host of the Modern Sales Podcast) joined Kristina Jaramillo for a 40-minute conversation on how to reboot your sales and account management process. Listen to this podcast to learn:Where gaps lie in current sales processes and how it's leading to misalignment with customers during the buying process and after the close. How current sales and account management processes are leading to higher churn. Liston's serve, don't sell process that will uniquely fill your gaps and enable you to sell the way buyers want to buy. The latest science behind how buyers want to make decisions.Value-based selling techniques that drive customer acquisition, customer retention, and customer expansion.If you like this podcast, you'll want to register for our Reboot Friday series where Jessica Fewless (Former VP at DemandBase), Jocelyn Brown (SVP Customers at Allocadia), Brian Dudley (VP, Customer Success at Bombora), and Alex Raymond (CEO at Kapta) will discuss the shifts that are helping their firms retain and expand more accounts. Register at: http://stopthesalesdrop.com/fridayreboot 

In this LinkedIn Live and Stop the Sales Drop podcast conversation, Andrew Sykes (CEO of Habits at Work) talks about how customers and prospects are stuck because we do not have the right story for the right people at the right time for the right reason.During this interview, you will learn:1. How you should tailor for relevance and teach for differentiation within the stories you tell in your social, email, and live conversation.2. How you can reframe the prospect's thoughts and ideas with your stories.3. How you can ensure that your stories enable the human connection we need with buyers.Listen to this interview and then register for our Reboot Friday series, where Andrew will be participating in a Rebooting the Selling Conversation panel. Go to http://stopthesalesdrop.com/fridayreboot

Paul Butterfield, VP of  Global Revenue Enablement at Instructure and Host of the Stories from the Trenches podcast, joined Kristina Jaramillo for a discussion on rebooting the sales process and messaging to drive a rebound in win rates. Within this podcast, you will learn:How sales teams are having undifferentiated social, email and live selling conversations and how they need to differentiate themselves by how they sell rather than price or product features. How Instructure is starting to provide a differentiated selling experience - and what their "differentiating through experience" initiative will look like in 2021.,How Paul shifted the sales process and selling conversations at NiceInContact to achieve 75% win ratesThe changes you need to make within your organization to really become customer-centric - and what you need to shift in your sales process.The role sales enablement and marketing teams should play in helping sales align with buyers.Paul will be a panelist within an upcoming "Rebooting Win Rates" panel in our ongoing "Reboot Friday" series. If you liked the conversation with Paul, you'll also like our Rebooting the Social, Email and Live Conversation" panel with Kristina Jaramillo, Julie Thomas, Patrick Downs and Andrew Sykes. Click here to register for the Reboot Friday series

Within this recent LinkedIn Live video interview, Matt Heinz spoke with Kristina Jaramillo from Stop the Sales Drop and Personal ABM. Matt provided a sneak preview into the information he’ll be sharing during our Rebooting the Pipeline panel that will also include Scott Vaughan from Integrate and Lisa Shepherd from Mezzanine Growth.Watch this interview to learn:1. Why many B2B firms were slow to recover from the sales drop that was created by C-19 and what changes can be made to minimize future pipeline disru[tions.2. Why teams need to have both a short term funnel that focuses on the accounts that show intent and a long-term funnel for those you want to create a buying vision with.3. What sales and marketing needs to change to drive conversations with those that are stuck in the status quo (60% of the market!)4. How we need to evolve our demand gen programs if we want to create a more predictable pipeline.After you listen to this podcast, register for our Reboot Friday series, which includes a Rebooting the Pipeline Panel with Matt Heinz.Register at http://stopthesalesdrop.com/fridayreboot

Vince Beese (Head of Enterprise for Kustomer.com and Founder of The Revenue Exchange) recently joined Kristina Jaramillo for a Sales Reboot LinkedIn Live and Stop the Sales Drop Podcast. In this episode, we discussed:1. The shifts Vince made when he joined Kustomer which allowed the team to get more customers like Ring.2. How and why selling to enterprise is different from selling to SMBs.3. Why sales does not sell to the values of enterprise buyers – and the support sales needs from marketing.4. How Kustomer differentiated their selling conversations from the competition that continues to focus on “pain points” in response to pre-defined needs.5. How Kustomer.com is applying the challenger and a concept called “red zone selling” to win with status quo enterprises.After you listen to this podcast, sign up for our Reboot Friday panel series where you’ll learn about the shifts that VanillaSoft, Allocadia, G2, Bigtincan, PandaDoc, Clari, Bombora, and other organizations are making to drive strong sales and marketing performance in 2021.Learn more about it at https://stopthesalesdrop.com/fridayreboot/

Jason Cutter, Author of Selling with Authentic Persuasion, joins Kristina Jaramillo on this episode of the Stop the Sales Drop podcast to help you improve the sales experience so you can go from hello to close.  When you listen, you will learn:1. What's wrong with the sales experience that prospects and customers are getting from b2b firms.2. How sales and marketing should shift their social, email and live conversations - and what they should be focusing on during this time.3. How sales and marketing teams should be tailoring for relevance, teaching for differentiation, challenging the status quo and show where growth opportunities exist. 4. The systems that are under the surface that sales teams should pay closer attention to if they want an improved sales experience that results in stronger win rates. After you listen to the podcast above, register for our Reboot Friday series. which includes a special panel on rebooting the social, email, and live selling conversation. The guest experts for this special panel are Kristina Jaramillo (Personal ABM), Julie Thomas (Value Selling Associates). Patrick Downs (PandaDoc) and  Andrew Sykes (Habits at Work).Register at: http://stopthesalesdrop.com/fridayreboot

Because Rob Jeppsen of Jeppsen Performance Group believes that only 3% of  Chief Sales Officers and Sales VPs  have a sales leadership system in place, we discuss:What needs to be part of the sales leadership system if you want to have the biggest impact on the future performance of your sales team.The 4 levers that sales leaders should pull now to drive sales performance in Q4 and in 2021The lever that will move the needle first.How to change your sales DNA and the shifts that we need to make when it comes to mindset, skillsets and sales execution.If you like this podcast, register for our Reboot Friday series, where we bring together CEOs, CMOs, CROs, and SVPs of Sales to discuss the strategic shifts they're making to rebound in 2021.  In addition to getting access to our Reboot Friday Panels, you'll also get access to our upcoming podcasts, and LinkedIn Lives. Register at: http://stopthesalesdrop.com/fridayreboot

Within this podcast episode, Kristina Jaramillo and Eric Gruber have a conversation with Deanna Ransom (Global Head of Marketing & Marketing Services for Televerde) on how marketing organizations need to be held accountable for driving revenue and business objectives. You will learn:1.  The internal "business" conversations and the reframes on how marketing should impact EBITDA that need to happen for marketing to earn its position at the table.2. How marketing should not be supporting sales and instead partnering with sales and customer success teams to drive customer acquisition, retention, and expansion.3. Where disconnects between sales, marketing, and revenue generation exist and how we need to reboot the marketing organization, so marketing is accountable for revenue.4. The role marketing can play in helping sales and customer success teams shape and re-shape buying behavior, so larger deals can be won, revenue can be protected, and accounts can be penetrated.5. How marketing needs to shift their focus from measuring activity to measuring sales cycle velocity, deal size growth, retention rates, lifetime value, margin growth, and other KPIs related to revenue and profitability.After you listen to this podcast, sign up for our new educational series - Reboot Fridays - where we will have a panel that is focused on rebooting marketing planning and measurement.  Register for the series at: http://stopthesalesdrop.com/fridayreboot

Within this Stop the Sales Drop podcast, Kristina Jaramillo interviews Sales Rebellion's Michelle Hecht to humanize the sales process. Kristina was really excited about this interview because Personal ABM (Kristina's sales and marketing execution firm) is all about humanizing sales and marketing and speaking to the human buyers within target accounts you want to win, protect and expand. Within this podcast, you will learn:1. The gaps in your sales process and in your team's selling conversations 2. Opportunities to add more humanization to your sales process3. How Michelle used emotional intelligence when she was at Pfizer, Merck, and other healthcare/pharma companies - and how this helped her understand her prospects' behaviors so she can make the connection and influence them.  4. How emotional IQ and understanding behavior helped Michelle shape her sales process and sales conversation5. Why the stories that sales and marketing are sharing is only building credibility - and not creating the connection or driving action. Listen to the podcast and then sign up for our "Reboot Friday" series, where we will have a panel that's focused on changing the sales conversation.