The Evolved Sales Leader

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 teamThe framework to creating a yin and yang balance within your sales teamUnderstanding the give and take in sales and how to avoid extremes on either sideCatch 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.

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 hiredHow recruiting and storytelling can work togetherHow to create and put these stories together for a useable, recruiting recipeExamples of story-based recruiting across multiple company sizes, clients, and demographicsCatch 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.

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 WolachSocial selling magnification from Monica Kenter and Tim HughesMarketing strategies with Simon Warman-Freed and Todd ClouserThe Founder's role as a public figure with Kris RudeegraapThe power storytelling plays in winning the deal with Jon LivesayCatch 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.

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” frameworkWhat red, yellow, and green lights to watch out for when making a decisionWhich Decisions are considered most valuable and whyCatch 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.

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 productsWhere salespeople are missing the mark with the evolution of salesThe strength of utilizing different sales approaches to match the customer's styleCatch 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.

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 companyReal-life go-to-market transitions and scenariosThe process of moving from a founder-led to team-based sales modelHiring your company's first sales role responsibly, with leadership in mindCatch 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.

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 performersLooking less at introverts vs extroverts and more at coachability and learning work ethicChanging the idea that ‘being busy makes you successful' into ‘using the right skills makes you successful'Understanding the purpose of critical sales proceduresCatch 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.

“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 mediaWhat steps you can take to create social messages that don't sound roboticWhen to start the conversion process of potential prospects through social sellingCatch 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-suiteHow SDR's and AE's alike can utilize the same strategy to gain executive-level attentionThe step-by-step method for personalizing calls and messagingOrganizing touch points to nurture clientsCatch 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.

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 positionWhat steps SDRs can take now to prepare for their future sales leadership careerWhy it's important for SDR managers and directors ro lead by exampleHow SDR leaders can help their teams accomplish their personal career goalsCatch 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.

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 clientThe stages of creating a winning story-based pitchAdvantages of creating a story origin for each type of potential clientExamples of story-based pitches across multiple company sizes, clients, and demographicsYour 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.

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 partnershipThe value of gaining trust and losing automation while abandoning transactional relationshipsLetting go of immediate control to gain long term results down the roadHow 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.

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 pagesThe importance of moving away from “founder copy”How and why to develop your customer voiceAligning the information presented of your product with a long term strategyOutlining the benefits of your product to maximize marketing tacticsWant 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.

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 teamThe problems facing the phone-based SDR model and why it needs to changeCurrent worker trends and how to successfully adapt to hire great talentThe 3 “C's” of social selling contentCatch 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 generationHow a demand generation model focuses on today's customerIdentifying department strengths to generate better leads for salespeopleCreating content that will funnel demand from your customersCatch 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.

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 brandingUsing copywriting and sales pitches in tandem with building your product, not as an after-thoughtHow showing genuine, authentic, connection with potential customers will help you receive honest feedback to create new pipelinesListening to your customers to solve future problems with your productDon'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.

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 trainingWays to develop exceptional company culture and valuesDifferent ways to develop courses with a high ceiling for profit at a low cost to your companyWhat to look for in team recruits, companies, and partnersCatch 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 founderWays to avoid getting in your own way as a CEO, founder, or executiveThe relationship between capital and business foundingBuilding your company's success by putting the right people around youCatch 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.

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 planCommon social selling mistakesWhich content types to spend your time and energy onThe pros and cons of leveraging technology in social sellingCatch 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 there's a lot of attention placed on prospecting, qualifying sales funnels, and pipeline management. While these methods seem logical to grow business, it's difficult to pin down how well they actually work. There's a more profitable and effective place to direct the focus of our sales efforts. 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 along with practical applications to help 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.

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 markThe pitfalls that managers fall into when leading their sales teams with pressurePractical applications of a client-focused, person-to-person, sales strategyThe right way to approach and understand KPI's for maximum sales successCatch 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.

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 identifyWhat the different departments in your company can contribute to the GTM planHiring full-cycle sales reps vs. SDR'sHow a thorough go-to-market strategy promotes high morale among employees and sustained business growthCatch 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.

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 leadThe key factors to be found in measuring the right metricsPaying attention to how much each client actually costsOpening up to other successful leaders to learn from their wins and mistakesCatch 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.

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-hiresHow to look for hidden gems in your current workforce or hiring pipelineThe need to have a wingman to back you up whether through training or buildingFinding answers through peers rather than only depending on managementCatch 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.

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 dataWhat classifications of data to collect for successSuccessful ways to collect dataHow to learn your market to better understand your place within your industry and who your customers areCatch 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.

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 employeesUnderstanding the negative effects of ‘churn and burn' when hiringHow to lead from the right mental space to raise the spirits of everyone around youHow your past impacts your present and future professional successCatch 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.

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 eraWhere companies are missing the mark in business development and how to pivotHow to target the specific need in your business problem solving strategyThe 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.