The Sales Consultant Podcast

In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manage change, align goals, and foster a culture of continuous improvement. From overcoming objections to nurturing talent, they discuss the qualities that set apart good sellers from great ones, offering valuable advice for both aspiring and seasoned sales professionals.#salesconsultantpodcast #insidesales #salesdevelopment #salesstrategy #b2bsales #salesoperations #salestech #salesculture #outsidesalesTime Stamps:[02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas.[07:10] - Managing the change when developing a new inside sales team.[09:30] - Which CRM is preferred and a discussion on how to approach data hygiene. [12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element.[19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections.[26:38] - What separates good salespeople from great salespeople.[29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales.Connect with Brooke:Brooke's LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/Connect with Derrick:Derrick's LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/Follow Derrick on Instagram @derrickis3linksalesThese interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop.Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations. #salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales Time Stamps:[2:25] - Why companies should invest into Revenue Operations sooner.[5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function.[13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts.[22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue.[31:00] - Another hand-off that should be optimized is ‘CS to Marketing' in terms of customer intelligence.[33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts. [42:10] - How to communicate your contributions and value as a Revenue Operations person.Connect with Rosalyn:Rosalyn's LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/The RevOps Collective website: https://therevopscollective.comConnect with Derrick:Derrick's LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/Follow Derrick on Instagram @derrickis3linksalesThese interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

John Barrows is the CEO of JB Sales and honestly one of my idols so it's with great pride and honor that I can say this is his second time on the show.In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled. From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off. Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop. In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode.#salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55Time Stamps:[02:30] - John reflects on lessons from 2023 and how he's adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to.[12:00] - Why John thinks the Predictable Revenue model is a joke.[15:49] - How AI is changing the game and how salespeople won't be replaced by AO but by people who know how to use AI.[22:20] - John shares an AI tool he uses to analyze a client's 10-K report and suggests outreach messaging based on what you offer.[24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them.[35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development.Connect with John:John's LinkedIn page: https://www.linkedin.com/in/johnbarrows/JB Sales Training: https://www.jbarrows.comSell better website: https://sellbetter.xyzConnect with Derrick:Derrick's LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/Follow Derrick on Instagram @derrickis3linksalesThese interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This is an inspirational conversion with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks.Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts).Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you're not going to want to miss.#salesconsultantpodcast #sales #salesleadership #salesmanagement #salesdevelopment #vpofsales #practicemakesperfect #loveyourhaters #managementcareer #careeradvice #managementadvice #leadershiplessons #gtmconsulting #gtm #authenticity #inspirationTime Stamps:[2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com).[6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more. [11:00] - The transferable sales skills and disciplines that come from music (not just sports). [18:26] - Operationalizing more practice in sales teams.[20:50] - From leading Sales Development teams to being hired as a first time VP of Sales.[27:00] - Advice to new managers. [29:00] - His opinion on how the number of haters will grow as you grow in your career.[34:30] - How he got into consulting, his experience, and his consulting ambitions for the future.[39:15] - Structuring consulting compensation and hassigning equity to a family trust.[44:00] - Who helped him the most become who he is and why.Connect with Ralph:Ralph's LinkedIn page: https://www.linkedin.com/in/ralphbarsi/Ralph's website: https://www.ralphbarsi.comConnect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data.Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny. Listen to the interview and I promise you're going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound's practice with a team of consultants. During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development. We wrap up with Pete's candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture. #salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagementTime Stamps:[2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves.[6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended).[13:00] - For the first time on the show we talk through what it's like to lead a group of sales consultants, myself included.[22:00] - We discuss what it's like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound's practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment.[33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30.[38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer?[40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing.[43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks.[49:30] Is social selling and thought leadership a ‘nice to have' or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one.[55:00] - Lastly we talk about what's more impactful on a sales team's success, individual talent or environmental conditions.Connect with Pete:Pete's LinkedIn page: https://www.linkedin.com/in/petemickartz/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page -

James Rores is the Founder and CEO of Floriss Group and I'm proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps.James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants.#salesconsultantpodcast #salesconsultant #b2bsales #consultant #entrepreneurship #clientacquisition #bant #meddicc #content #engagementpricing #authenticity Time Stamps:[3:30] - James explains how he's managed to last 18-years in the Sales Consulting game but he also shares what it's like flirting with the idea of working for someone again as an employee.[11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy.[16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research.[23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic.[36:30] - James' approach to out-bounding and driving client acquisition as a sales consultant.[39:24] - James shares his thought process and approach to generating content for his consulting practice.[42:25] - Advice to consultants on how to think about structuring pricing for engagements.Here's a link to our first interview:https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863Connect with James:https://www.linkedin.com/in/jamesrores/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essential traits of successful customer success initiatives. Matthew also offers practical tips for setting up a customer success team and emphasizes the importance of every person in every department of the organization adopting a customer-centric mindset.#salesconsultantpodcast #customersuccess #cs #b2bsales #growth #valueTime Stamps:[4:00] A story that epitomizes the pinnacle of customer success: From a modest $150,000 initial order to a staggering $40M in total purchases.[8:00] - When customers fail to realize the value of their purchase.{12:30] - When sales over promises on the capabilities of the product and CS is left to clean up.[14:50] - Why CS should report into Sales or be its own business unit reporting to the CEO.[18:30] - Collecting customer insights post-sale for the purpose of becoming more buyer-centric.[20:00] - The importance of conducting interviews and truly being in tune with customer as opposed to only relying on stale surveys.[22:00] - What it looks like in the early days of building out a new CS function including the top KPIs and where the priorities lie as a leader.[25:00] - When it makes sense to assign a dedicated CS Manager (CSM) to a single account.[27:35] - Advice to aspiring CS professionals: The worst thing you can say is, “that's not my job”. Connect with Matthew:Matthew's LinkedIn page: https://www.linkedin.com/in/mwarmstrong/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts.In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics.From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market.We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader.Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide.#salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacityTime Stamps:[02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley's see companies making in 2024[07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams.[11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs).[16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley's opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc.[25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers. [31:00] - Moving on and letting go when you're promoted: Career advice for sales leaders.[39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively.[45:30] - How Haley has navigated her career differently than her male counterparts.[48:40] - Haley shares which heroine of her's she would have lunch with and why.Connect with Haley:Haley's LinkedIn page: https://www.linkedin.com/in/haleykatsman/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel.Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success.Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying solely on self-reported data. Through vivid examples, he illustrates the consequences of inadequate outreach and engagement when teams lack proper enablement.Drawing from his consultancy experience, Paul reveals essential elements clients seek when hiring consultants and introduces his comprehensive "Customer Enablement Framework."#salesconsultantpodcast #enablement #gtm #revenueops #b2bsales #b2bmarketing #consultingpractice #productmarketing #entrepreneurship Time Stamps:[05:15] - Paul's first priorities in building his second consulting practice.[10:55] - Enablement defined.[15:30] - Why enablement leaders must think like a sales leader.[18:50] - The negative side of just relying on self-reporting and the importance of using actual customer feedback to inform the sales enablement strategy. [22:50] - Examples of poor outreach and poor engagement when revenue teams are not properly enabled.[32:00] - Paul had a successful intellectual property consultancy that he built prior to Revenue Flywheel - we discuss the business and why he ultimately stopped consulting the first time. The lessons he learned the first time around that are influencing his approach with Revenue Flywheel. He shares important stories and insights that every consultant should hear.[38:20] - Three things people are looking for when they're hiring a consultant.[39.45] - Paul breaks down his “Customer Enablement Framework” (Methodology, Process, Tools, Coaching, Skills)[46:30] - The importance of including enablement for managers in the enablement plan.Connect with Paul:https://www.linkedin.com/in/paulrbutterfield/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement. Throughout the conversation, JR's personal anecdotes and insights offer valuable insights for listeners pursuing a successful career in sales or sales management. #salesconsultantpodcast #sales #salesmanagement #coaching #salescoach #salescareer #saleseffectiveness #hockey #salesskills #roleplaying #practicing #talentdevelopment #entrepreneurshipTime Stamps:[2:10] - JR's reaction to Bill Belicheck being released from the New England Patriots as their Head Coach (we recorded the same day the news broke).[3:45] - Is it the Player or is it the Coach? Is it the rep's individual talent or is it the environmental conditions that manager's create that makes winning teams? JR gives us his perspective.[8:10] - JR opens up about what has driven him to be successful. He gets real with us on this one and shares some inspiring stories. [14:40] - JR explains his quote, “athletes have the right balance of humility and confidence”.[17:00] - How to avoid complacency.[19:56] - We discuss how sports is or is not uniquely qualified in its ability to facilitate a transfer of useful skills/attributes to a profession in sales.[23:30] - Operationalizing an emphasis on “practicing” in a sales environment the way we do in sports.[27:40] - Why it's easier for JR to coach teenage hockey players than adult sales professionals.[32:30] - Having difficult coaching conversations with low performing reps.[34:00] - Derrick puts JR through a rapidfire challenge where JR has to come up with his best sales analogy based on a variety of hockey concepts.[39:00] - Why “coachability” is so sought after when at the same time we all know there is a massive opportunity for managers to do more/better coaching with their teams.43:30] - JR takes us through the inflection point in his life where he decided to go all in on building The Shift Group. Connect with JR:JR's LinkedIn page - https://www.linkedin.com/in/jrbutler/Shift Group website - https://www.shiftgroup.ioConnect with Derrick:Connect with Derrick on LinkedIn - https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this interview, Derrick chats with Jason Tan, the founder of Engage AI. They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly emphasizes the effectiveness of engaging with prospects through LinkedIn comments. The discussion highlights the significance of personal branding, user-friendly features of Engage AI, and presents eye-opening statistics about the sales opportunities on LinkedIn. Through this interview, you're going to gain valuable insights into the strategies that drove Engage AI's rapid growth which you will be able to implement for yourself or your team, right away. #salesconsultantpodcast #linkedin #socialselling #founders #b2bsales #engagement #startup #growth #sales #marketing #leadgeneration #inbound #outbound #salesdevelopment Time Stamps:[2:40] - Jason shares his journey as a technical founder before launching Engage AI, having previously established another venture. Despite English being his second language, he, like many technical founders, found direct sales and marketing daunting. However, he discovered that engaging with his audience through LinkedIn comments was a passive yet effective approach. Actively participating in discussions and interacting with comments led to one-on-one InMail conversations, often progressing to Discovery Calls and acquiring new customers (the Commenting for Attention Strategy).[5:00] - When establishing a personal brand on social media, similar to not everyone being suited to public speaking, not everyone can be equally active and visible through writing and creating videos. Expanding on this analogy, even if one may not take on the role of the keynote speaker, they can still participate in the conference, networking with others as a means to generate leads.[8:50] - Derrick provides a brief overview of how the Engage AI Chrome extension operates in conjunction with LinkedIn, highlighting its user-friendly nature. He emphasizes that users retain control over the tool, ensuring that it doesn't post anything unusual without their explicit consent.[10:40] - Jason elaborates on how Engage AI prioritizes safety and compliance to prevent LinkedIn profiles from being restricted. This precaution is particularly crucial as the platform is vigilant in restricting accounts utilizing automation as an anti-spam measure.[16:00] - Don't be the pink-suit person where you get the wrong kind/unwanted attention.[19:25] - When you're connected to your ICP on LinkedIn and engage with other people's content with thoughtful discussions, your ICP is able to see this which creates an online fireside chat of sorts giving them a frontrow seat to your insights.[22:00] - Jason reveals an impactful strategy they've uncovered for capturing the attention of their ideal customer profiles (ICPs). They engage in thoughtful interactions by commenting and engaging with the ICP of their ICPs' content (their customer's customer). Through this approach, the intended target leads observe their meaningful engagement with mutual connections, establishing credibility and influence.[25:00] - We explore additional beneficial features offered by the Engage AI platform, including support for over 100 languages. We discuss how it tracks profiles to ensure you stay updated on your prospect's posts, and we highlight its mobile app, which streamlines the process of approving posts on the...

Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting.In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions.He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants.Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives.#salesconsultantpodcast #selfimage #financialsuccess #wealth #hedonictreadmil #positiveselftalk #subconscious #lawofattraction #visualization #salesstrategies #relationshipbuilding #b2bsales #b2bcoach #salesconsultant #coaching #salesime Stamps:[2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization.[8:40] Justin's perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words.[10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.”[15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what's not working.[18:21] - The magical polarity shift.[20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for.[22:00] - Justin's advice to other sales consultants/coaches/trainers.[23:52] - The inflection point when Justin went all in on his coaching business.[26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.”Connect with Justin:Justin's LinkedIn page - https://www.linkedin.com/in/michaeljustin/Justin's books: Justin Michael Method 1.0:Sales Super Powers: A New Outbound Operating System to Drive Explosive Pipeline Growth - https://www.amazon.com/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687Justin Michael Method 2.0: An Advanced Outbound System To Drive Explosive Pipeline Growth With New Sales Superpowers - https://www.amazon.com/Justin-Michael-Method-2-0-Superpowers/dp/1948382717Connect with Derrick:Derrick's...

In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision, a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management. During our talk Sam shares game-changing insights into effective prospecting strategies. He highlights the impact of communicating with US-based contacts in their preferred language, showcasing how this simple adjustment can lead to a remarkable doubling of results. Sam also addresses a common pitfall—companies overestimating their Total Addressable Market (TAM)—and provides practical advice on avoiding this costly mistake. Tune in to discover the power of Sam's team's proprietary intent data model, which not only enhances outreach and pipeline building but stands out as the most reliable predictor of closed business for their clients, surpassing the performance of traditional sales approaches.#salesconsultantpodcast #prospectingtips #prospecting #marketanalysis #intentdata #intentsignals #pipelinegrowth #newopportunities #salesdevelopment #coldoutreach #saleseffectiveness #predictablerevenue Time Stamps:[2:00] - Entrepreneurship and being a Sales Director at 16 selling event management services for children's parties[4:00] - The origin story of Revenue Precision.[6:50] - Standing out from the crowd and getting 2x results by prospecting to US-based contacts whose first language isn't English, communicating with them in their preferred language. Sam recommends Deepl.com for us English only folks.[12:45] - How companies often overestimate their Total Addressable Market (TAM), what it leads to and how to avoid making the mistake.[21:00] - Sam explains how his team uses a proprietary intent data model to get unparalleled results for their clients.[35:00] - Their intent data model isn't just effective for outreach and building pipeline but it's also the best predictor of closed business for their clients when compared to their salespeople.Connect with Samuel:Samuel's LinkedIn page - https://www.linkedin.com/in/samuelverhegge/Revenue Precision website - https://www.revenueprecision.comConnect with Derrick:Derrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial Intelligence in go-to-market strategies. Jeremy shares insights into how AI is transforming his work, which leads us into his predictions about the evolving landscape of sales and buyer interactions in the realm of AI-enabled revenue teams.The conversation then pivots to the crucial role of Sales Enablement and RevOps, discussing their optimal structures and the immense potential for AI to enhance sales enablement tools. Join us as we navigate through the dynamic intersection of technology and sales strategies in this insightful episode.#salesconsultantpodcast 1. #TechEvolution #AISalesStrategies #SalesEnablementInsights #AIinRevenueTeams #Innovation #TechTalkPodcast #FutureOfSalesAITime Stamps:[:40] - Technical aptitude is a superpower that's particularly important in RevOps[3:30] - How Jeremy uses code that he's written to automate a monthly process of generating and sending comprehensive reports and powerpoint presentations for all the GTM KPIs for their 500 portfolio companies. Click here to see a list of the companies in the Insight Partner's portfolio [8:40] - Jeremey compares the usefulness of predictive AI and generative AI in sales. Then goes on to describe a couple use cases where he uses ChatGPT4 and Google's conversational generative AI tool, Bard, together.[11:45] - AI is reaching perfect personalization.[14:45] - When everything is personalized, nothing is personalized. The chess game of will likely play out with AI in sales effectively making referrals, word of mouth and partner programs far more important.[18:10] - Seeing their portfolio companies redirecting budget from outbound to other channels. [21:00] - Enablement and RevOps place in GTM strategy leadership; how to staff these functions and how to structure their compensation[27:20] - Jeremey ties AI and Enablement together[33:10] - Jeremey's favorite influencers right now, his book recommendation for revenue leaders, and his advice to sales consultants.Connect with Jeremy:Jeremey's LinkedIn page - https://www.linkedin.com/in/jeremeydonovan/Insight Partners website - https://www.insightpartners.comConnect with Derrick:Derrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights. From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics crucial for success in the world of sales. Stay tuned for Season 2, premiering this Friday, January 19th.Thank you for being part of The Sales Consultant Podcast community!_________#10 - Click here to check out the full interview#9 - Click here to check out the full interview#8 - Click here to check out the full interview#7 - Click here to check out the full interview#6 - Click here to check out the full interview#5 - Click here to check out the full interview#4 - Click here to check out the full interview#3 - Click here to check out the full interview#2 - Click here to check out the full interview#1 - Click here to check out the full interview_________Connect with Derrick:The interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Connect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection.The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer's Resistance" and the components of a perfect cold call.Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles.The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling. Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling.#salesconsultantpodcast #coldcalling #coldcall #salesmanagement #saleseffectiveness Time Stamps:[1:00] We start out with Ryan breaking down what Ryan's company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other.[3:15] We cover off on Ryan's new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”.[7:15] Is cold calling dead? What does the data say? We tackle Ryan's view on the topic of using the phone in general as part of a company's outreach strategy. [8:40] We zoom out and get into Ryan's career journey leading up to founding his companies.[13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey.[16:50] What drove him to focus his businesses on outsourced Sales Development.[18:45] Ryan shares some of the Cold Call principals he holds close and teaches.[23:05] Ryan explains “The Natural Law of Buyer's Resistance.”[24:10] I ask Ryan to breakdown what the components are of a perfect cold call.[29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand.[34:00] What to say when prospects respond with “is this a cold call?” You're going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes.[36:50] Ryan describes his concept called “The Trust Umbrella”.[43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles.[50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls.Connect with Ryan:Ryan's LinkedIn page - https://www.linkedin.com/in/ryanpereus/Ryan's book: https://www.amazon.com/Trust-Call-Traditional-Human-Human/dp/B0C9SK1D2JThe H2H Method Website - https://theh2hmethod.comSuperHuman Prospecting Website - https://superhumanprospecting.comConnect with Derrick:These interviews are also available on Derrick's YouTube page -

In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data to calculate it and ways to segment Win Rate data.The conversation also covers the question of who should take ownership of Win Rate as a Key Performance Indicator (KPI) within a business. It's highlighted that customers hold the true insights in win-loss analysis, as opposed to salespeople. An illustrative example is provided where a company employed Clozd's services and gained insights that led to a 30% increase in their fees.The concept of the 'win-loss maturity curve' is introduced, discussing how companies progress from conducting their own win-loss analysis to eventually engaging third-party services. The interview further touches on the reporting integration between CRMs and the Clozd platform, as well as key functionalities offered.The conversation shifts to how the platform validates lead/source attribution and incorporates AI capabilities both now and in the future. The ideal customer for Clozd and their pricing structure are also discussed towards the end of the interview.#salesconsultantpodcast #winrate #winlossanalysis #growth #b2b #winlossTime Stamps:[:20] We start out by unpacking Andrew's journey and what led to starting Clozd.[2:30] Why Win Rate is so important and how a small improvement can make a big difference.[5:00] How “Win Rate” is truly defined.[8:00] Best practices for tracking the data necessary to calculate Win Rate and ideas how to parse out Win Rate based on other segments.[11:30] Who within the business should own Win Rate as a KPI.[18:00] Why customers are the source of truth in win-loss analysis, not salespeople.[24:41 An example of a company who deployed Clozd and the insights they were able to get to raise their fees by 30%.[27:00] The ‘win-loss maturity curve' and how companies move from doing win-loss analysis with buyer feedback themselves to hiring a 3rd party.[31:30] How reporting is handled between your CRM and the Clozd platform along with an overview on other key functionalities that they include.[34:10] We discuss how lead/dead source attribution is validated through this approach as well.[37:45] Where AI comes into their platform now and in the future.[41:00] The ideal customer for Clozd and how they charge for the platform.Connect with Andrew:Clozd website - https://www.clozd.comAndrew's LinkedIn Profile - https://www.linkedin.com/in/andrewatclozd/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

James Rores is the Founder and CEO of Floriss Group.In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years.James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model."The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future.#salesconsultantpodcast #consulting #entrepreneurship #salesconsulting #opreatingmodels #saleseffectiveness #AITime Stamps:[:33] James shares what core principles define him as a person and opens up about his background and the experiences that shaped a lot of his views.[8:30] We unpack how growing up in a 4th generation family business influenced his life and career.[11:30] How James got into Consulting.[16:15] How he kick-started Flores Group, his sales consultancy, and how he has gone about acquiring clients over the years.[21:20] How James improves as a Sales Consultant.[27:00] Why listening skills are important as a consultant but the skill of asking good questions is equally if not more important. [33:50] James describes the common flaws in sales models and what a “reliable sales operating model” looks like.[41:00:] How to go about settling on a reliable sales operating model for your business.[44:20] James shares his thoughts on AI in Sales and what he believes the impact might be in the near future.Connect with James:The Floriss Group website - https://florissgroup.com/James' LinkedIn Profile - https://www.linkedin.com/in/jamesrores/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching, and advice on cold call openers and incorporating humor. They also touch on engaging prospects, handling objections, maintaining a positive mindset, and Dan's prediction on how AI will impact sales.#salesconsultantpodcast #coldcalling #prospecting #salesbestpractices #salescoach #salestraining #aiTime Stamps:[2:50] There's 3 days that salespeople don't work and if you DO work you don't have any competition…[3:20] Why 3pm to 5pm on Fridays is the best time to prospect.[6:50] We discuss how the biggest thing he's doing right now with regard to prospecting is encouraging everyone to do hyper personalized videos.[10:00] Why right now is the best time in the world to be prospecting and a story about what happened one time when Dan ignored a “No Trespassing” sign and proceeded to knock on the door.[11:50] Dan shares his perspective on “No Goals' and embracing rejection on your way to sales success.[13:40] Why he chose the path of sales coaching, consulting and speaking after building and selling 4 companies.[17:48] The best cold call opener ever![21:00] Dan's advice to people who aren't good at using humor in their outreach.[25:00] Why asking prospects what they like about their current vendor works.[26:40] Dan's advice on how to handle objections. He walks us through his framework.[30:30] Dan's 7 magic words for dealing with gatekeepers.[35:00] How Dan maintains a positive mindset and brings high energy to every conversation.[41:00] Dan shares his prediction on how AI will change the profession of sales.Connect with Dan:Dan's website: https://danjourdan.comConnect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, we explore Jason Pearl's inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients.Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain insights into his experiences starting his consultancy with no pipeline and limited savings while supporting his family. We also delve into his transition from a solopreneur to scaling up his consultancy, including his successful approach to acquiring new clients, particularly through private equity firms with portfolio companies.Throughout the interview, Jason shares valuable lessons, such as gracefully offboarding clients and pursuing the right fit, along with his perspective on incorporating AI for efficient growth in today's business landscape. Tune in for an engaging discussion that offers actionable insights for consultants and entrepreneurs seeking success in sales consulting.#salesconsultantpodcast #salesconsulting #consulting #entrepreneurship #solopreneur #consultancy #businessgrowth Time Stamps:[:10] How Jason got into Sales Consulting.[2:35] What it was like being raised in a household where both parents were entrepreneurs.[6:00] We double click on Jason's transition into Sales Consulting exploring how his career path set him up.[11:00] The meaning behind the name of his consultancy and why he named it Nacre Consulting.[12:00] What he did for the first 6-months to acquire his first clients.[13:00] How Jason earned the nickname of “the Fixer” within Wells Fargo.[17:00] I dig into what it was like for Jason and his family with 2 kids in highschool when he started his consultancy with no pipeline and few months of savings.[23:10] How Jason took his consultancy from operating as a solopreneur to scaling up and bringing on employees.[29:00] How Jason and his team are acquiring new clients today.. Hint hint.. Private Equity Firms with portfolio companies.31:00] I ask Jason if he's ever had to fire a client and he shares a great story that every consultant should listen to where he explains how he off boards clients in a graceful manner. [33:20] A story about how Jason chased ‘bad money' (clients that aren't a good fit).[38:00] I ask Jason if he would ever sell Nacre.[40:30] Jason breaks down The Nacre Growth Assessment which includes taking a holistic approach to assessing a new client's business when they first engage.[46:00] How at times they tie their fees to outcomes / back-end compensation.[50:32] How companies can go about developing better clarity in their Go-to-Market (GTM) strategy so that people can be guided better.[53:30] I ask for Jason's perspective on where he thinks we are and what he is seeing in terms of incorporating AI in order to do more with less in this new“Efficient Growth” era.Connect with Jason:Jason's LinkedIn Profile - https://www.linkedin.com/in/jasonmpearl/Nacre Consulting website - https://www.nacreconsulting.com/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's...

Time Stamps:[1:40] The problem that Wissam is helping to solve with Truebase.[5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads.[13:00] Writing a hyper personalized email.[19:00] We discuss how many hours every week SDRs spend on researching their leads which leads to a discussion about Truebase's AI platform and how they are speeding this up.[26:00] How Truebase's search capability works[28:00] How Truebase sources their data.[30:00] Truebase's AutoPilot feature explained.[34:00] Operationalizing look-a-like sales motions; the challenge and the solution.[37:00] We discuss what goes into setting up the Truebase platform.[40:00] How Truebase's AI-based Content Generator feature helps write personalized emails.[46:00] Wissam explains how they help users create personalized sequences for individual leads which he calls “Hyper Personalization At Scale”.[51:00] We cover how their pricing is structured and how a platform like theres displaces other tools.Connect with Wissam:Wissam's LinkedIn Profile - https://www.linkedin.com/in/wissamtabbara/Truebase website - https://truebase.io/Truebase ChatGPT LinkedIn Email Generator - https://truebase.io/chatgpt-linkedIn-Email-GeneratorConnect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Sindre Haaland is the CEO and Founder of SalesScreen, the first gamification platform for sales teams.I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the show.We start out by discussing ideas around goal setting then get into the origin story of his company, SalesScreen. From there, Sindre leads us on a journey through the ultimate gamification strategy breaking down all sorts of approaches that you can take and implement immediately. Toward the end of the interview Sindre shares an approach that they're using to drive revenue outside of using their platform.#salesconsultantpodcast #motivation #gamification #salescontests #leaderboards Time Stamps:[1:00] Sindre's approach to goal setting and he shares his experience from running hid first half marathon.[6:00] The origin story of SalesScreen.[13:30] Is gamification a ‘nice to have'?[19:00] The 4 Gaming Personality Types: Killers, Explorers, Achievers, and Socializers.[25:05] Introducing the element of chance into sales contests.[28:00] How SalesScreen onboards new customers and helps them set up their contest and gamification strategy.[32:00] How SalesScreen uses SalesScreen in ways that customers don't do enough. Sindre shares some more advanced approaches.[35:45] Why more customers get to a point where they are fully leveraging the SalesScreen platform.[38:45] What SalesScreen is doing besides using their own platform to drive revenue. [42:00] Sindre shares how often he actually speaks to customers.Connect with Sindre:Sindre's LInkedIn Page - https://www.linkedin.com/in/shaaland/SalesScreen website - https://www.salesscreen.com/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Damon McLean is the Head of Sales Development at Assembled, a workforce and vendor management platform whose mission it is to create a support operations platform that helps companies maintain exceptional customer experiences.I've known Damon for several years and had the opportunity to work alongside him and see first hand how he works with teams and how he helps them achieve new heights.In this episode we unpack Damon's incredible back story on his training for and participation in olympic track and field events. He shares with us how he translates performing at such an elite level to getting SDR teams to perform at their best. We go deep on the balance between individual talent and accountability, and fostering the right environmental conditions. I hope you're ready to get fired up because this is one of those interviews where you're going to be inspired in a big way.#salesconsultantpodcast #leadership #personalaccountability #goals #motivation #coaching #teams #teamculture #talent #salesenvironment Time Stamps:[1:00] We unpack the early days of his olympic track and field career and his move from Jamaica to the United States and getting a full ride to Princeton. He talks about how his track and field career established a lot of his foundational beliefs toward how to reach your goals.11:00] You have to go all in. Damon talks about the level of commitment it takes to train for an olympic team. 17:00] How the ecosystem of coaches and environmental conditions set the team up for success. 19:30] How he deals with unmotivated team members when his background of working with top athletes is one where each person is motivated and so motivation isn't often a problem (unlike in business).[22:00] Creating an environment that facilitates each team member's intrinsic motivation.[24:00] How Damon structures and approaches his one on ones differently including how he creates psychological safety for the reps on his team through vulnerability. [30:00] Damon's view on how much time and energy reps should invest on their own time to develop into the best rep that they can be.[34:40] Why Damon doesn't subscribe to a one-size fits all approach to daily KPIs across his teams.[42:20] The difference between Outcome Goals and Process Goals. And, how to apply them in your team. [45:00] How Damon splits the percentages (must equal 100%) between Environmental Conditions and Individual Talent in terms of what it takes for a team/org to exceed its performance goals.[47:00] At Damon's company they have access to AI tools that uniquely position him to provide ‘just-in-time' enablement to his SDRs using the same core AI engine they use in their product. He refers to it as ‘The Perfect SDR'... the SDR that knows everything because they have been training the model on everything pertaining to the GTM details of their business. Connect with Damon:Damon McLean's Linkedin Profile - https://www.linkedin.com/in/damonmclean/Assembled website (they're hiring!) - https://www.assembled.com/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter -

Ollie Whitfield Leads Demand Gen at VanillaSoft where he's been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast.I've been a fan of Ollie's content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and Growth Marketing.In this episode we cover a whole host of topics impacting demand gen, including digital marketing, AI, better ways to run and promote webinars, and how to use email frameworks instead of email templates.This is one of those tactical discussions that you will be able to walk away with actionable insights that you can put into use immediately.NOTE: I want to apologize in advance for my poor audio. I made a rookie mistake and recorded with my laptop mic, not the proper microphone so I'm going to sound a little echoey.#salesconsultantpodcast #demandgen #digitaladvertising #ai #salesdevelopment Time Stamps:[4:00] We discuss the impact on inbound sales models as digital marketing is getting more expensive while also getting harder to target and get attention.[6:00] Ollie's take on AI in digital marketing and demand generation with regard to accelerated content generation.[12:00] Ollie has produced webinars for years and shares how most people are doing boring webinars so he introduces us to some alternative ways to think about them and how to structure them more effectively.[20:00] Ideas on how to promote and drive attendance to a webinar.[23:00] Advice from Ollie on how to prevent your webinar from being dead after a week where it's no longer being promoted[30:00] ‘Email frameworks over email templates' as a more effective way of email outreach.[33:00] We discuss a few different email frameworks that the audience can start using today.[41:00] Ollie's view on the strategy of using short emails since we hear a lot about how brevity is what's working. He goes on to explain how longer emails early in an outreach cadence can be effective.Connect with Ollie:Ollie Whitfield's LinkedIn - https://www.linkedin.com/in/olliewhitfield/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

James Barton is a seasoned Sales Development leader with over 13 years of managing SDR teams big and small. Currently he is the Head of Sales Development at Venafi, a world-class cyber-security company dedicated to protecting and managing machine identities.In this episode, we talk about what it's like leading Sales Development at very large enterprise size companies, leading through an acquisition, why SDR leaders have to master the tech their team uses, the importance of partnering with RevOps, AI in Sales Development and much more.James is truly a legend in the game so I hope you're ready to take notes because he drops all sorts of gems in this interview.#salesconsultantpodcast #salesdevelopment #revenueoperations #revops #salestechnology #ai Time Stamps:[:30] We start out talking about how James' first child is due the day after we recorded this episode. Then we got into how his mother influenced him and his career[9:30] Leading Sales Development during a down turned economy and while being acquired by SAP during his time at SuccessFactors. [14:00] How working with a large company like SAP left a thumbprint on his management style and helped him influence change with the smaller companies he would eventually join.[17:03] A quick story about being kicked off of Salesforce's platform because they (SAP/SuccessFactors CRM) kept stealing talent from them.[17:58] Why SDR leaders must master the tech that their team uses.[19:11] The crossover between Sales Development and Revenue Operations and why James prefers when his SDR team rolls up under RevOps.[21:19] James gives us his viewpoint on AI in Sales Development. He believes it is a great feature but won't replace people. I disagreed with him and made my point on why.[32:45] James shares an amazing story of how he took the worst territory in the company during his time at SAP/SuccessFactors as an SDR and became the top rep in the entire company.[36:19] The relationship between AE and SDR and how the partnership can be maximized.[40:15] We unpack James' philosophies on establishing a strong team culture, specifically his belief that “Culture can not be created by leaders.”[46:10] I ask James to explain what he thinks reps want to and like to work with him.Connect with James:James' LinkedIn Profile - https://www.linkedin.com/in/jbbarton/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Christine McDannell is the proud Founder of The Magnolia Firm, an international M&A and business brokerage firm. Before starting Magnolia and helping companies buy and sell their businesses, she spent over 20 years building and selling her own companies.In this episode, Christine provides incredible advice for any founders or future founders out there. She explains how to prepare for a strong exit, managing internal communications during the process, and how to transition responsibilities to the new ownership team once the deal is done.Toward the end of the interview I ask her to share with us how she started her firm and how they go about securing new clients which includes an outbound Sales Development motion that they've recently activated.#salesconsultantpodcast #mna #businessbroker #valuations #founders #entrepreneurs #buyingbusinesses #sellingbusinessesTime Stamps:[1:30] Christine shares her background with growing and selling companies before starting her practice.[3:25] Why founders decide to sell their business.5:25] The type of companies her firm normally works with.[6:00] I ask how the economy is impacting her business and she explains how choppy waters in the economy actually leads to more buying and selling activity. [7:20] How she got into buying and selling businesses. [9:33] Her advice to founders on how to best position themselves for a strong exit. She also explains the concept of a “earn out”.13:45] Strategic advice for transitioning effectively from founder-led to the new ownership team and redistributing responsibilities.[17:30] Managing internal communications during the process of selling the company and why you shouldn't tell anyone until it's done.[22:10] Christine started The Magnolia Form 2 years ago and she tells us about the deals she helped with that led to the idea. She also gets into how she's starting to scale up a bit tripling capacity. [25:08] How they acquire new clients for their firm.[29:43] Christine shares the technology her team is using to underpin their outreach strategy.[31:00] I ask if she would ever exit Magnolia.[34:10] She was able to have breakfast with Richard Branson in Paris once and so I ask her what's one thing she learned from him that she has implemented into her life/business.Connect with Christine:Christine's LinkedIn - https://www.linkedin.com/in/christinemcdannell/The Magnolia Firm - https://themagnoliafirm.coConnect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page -

Amelia Taylor Heads up Evangelism for Regie.ai and in this episode she helps us understand how companies can leverage the role of Evangelist to fuel their community-based growth strategy. She also goes into detail on how one might pursue a path into corporate evangelism.#salesconsultantpodcast #evangelism #salescommunities #ai #chatgpt4Time Stamps:[1:30] Amelia is a Strategic Advisor at several companies so I start out asking her to explain what all is involved in being a Strategic Advisor.[6:30] It's all about the human to human connection. Why it's important to develop both your IQ and EQ in business.[10:50] We unpack how she got into Sales Development and time at Seamless.ai during a period in her life where she was a single mother. She talks about the power of visualization and how she spoke her career growth into existence.[16:00] A story on how she blew her target out so much that the company put a cap on the comp plan for everyone.[22:10] How she got into selling RevOps services.[26:10] We talk about what a Head of Evangelism does and how it helps drive growth for companies.[31:00] Amelia shares how to engage with prospects in/around sales communities when they bring up challenges they're facing in Slack groups.[38:00] Her advice to people who are new to Evangelism and community-based outreach.[47:00] Amelia updates us on what Regie.io is up to, how it works, and what's new. Connect with Amelia:Amelia's LinkedIn page - https://www.linkedin.com/in/tayloramelia/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Phil Johnson is the Founder & CEO of Master of Business Leadership Program where he has been helping executives as a leadership coach for over 20 years.In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. We talk about “How To Out Care Your Competition By Developing Your Emotional Intelligence”. We even get into topics like energy Physics and The Trust Economy - all of which we tie back to how salespeople and sales leaders can master these areas as a way to drive massive growth.Phil is literally one of the wisest people I've ever met. You're going to want to playback a lot of the things he says because what he talks about is not only deep but extremely transformative. Now, go put your thinking cap on because you're going to need it. #salesconsultantpodcast #emotionalintelligence #eq #iq #energyphysics #trusteconomy Time Stamps:[2:00] Phil unpacks the neurochemistry behind a couple quotes he made recently which are: a) "We're facing a tsunami of accelerating change with a 500 million year old brain that doesn't like change. And if we don't change our trajectory dramatically through the development of our emotional intelligence, we're going to find it very difficult to survive this century as a species." and b) "The development of emotional intelligence enables you to out-care your competition."[6:47] We talk about how companies are increasingly hiring, developing and promoting based on emotional intelligence (EQ) and how they do this effectively. The key essentially is ensuring hiring managers and interviewers have high EQ. Those with high EQ recognize high EQ.[9:00] Phil breaks down what he means by, “the development of emotional intelligence is an experiential process not an intellectual process.” He goes on to explain that the process requires us to have a strong connection to our motivation because it will require us to step outside of our comfort zone to do the deep emotional labor needed in order to create change/growth within ourselves. [14:10] Phil shares a list of interview questions that hiring managers can use to find people who have already done the emotional labor needed to develop their emotional intelligence. [19:35] How energy physics plays a role in emotional intelligence and why it's critical for people to stop giving away their energy which basically means being controlled by their ego-based fear; caring more about what people think of them than how they feel about themselves.[26:30] We explore how mastering our energy physics in some ways comes down to being vulnerable and humble. “When you're vulnerable that's when you are least vulnerable and when you are least vulnerable that's when you are most vulnerable.” according to Phil.[29:00] Phil explains to us how “emotional labor is harder than intellectual labor or physical labor. It's like Navy Seal training for your emotions.”[30:30] When people are unwilling to change themselves they often try to use some type of position based power to get other people to change, to control and manipulate others. We talk through what this looks like in an org with a leader or leaders like that.[34:10] Where Phil stands on Artificial Intelligence (AI).[38:30] Explains what the Trust Economy is, how vast it is, and your network of trusted advisors is the most important asset that you have,[46:00] He works with clients around the world and walks us through his executive coaching programs and process.[48:07] A 40-year study of PhDs at UC Berkeley found that EQ was four times (4x) more powerful than IQ when predicting success.Mentions:Apple -

Eric Quanstrom is the CMO of Cience, an award-winning lead gen firm.In this episode, we get an in-depth perspective from a seasoned CMO. We talk about driving growth in tough economic conditions, how AI is shifting competitive landscapes everywhere, and then we go deep on how Eric and his team at Cience are maximizing lead generation and sales development effectiveness for their clients.There are a ton of gems in this interview mixed with a bit of fun. I think you might enjoy the discussion as much as we did recording it.#salesconsultantpodcast #leadgeneration #salesdevelopment #salestech #ai #marketing #cmo #salesloft #hubspot #cms Time Stamps:[:30] Eric has been his role at Cience for 6-years so out of the gate I ask him what would be next if it ended today.[2:58] How he went from journalism to sales & marketing.[5:35] I ask him what taught him more; university and earning his MBA or his times as CMO. He shares how his failures[7:53] Eric explains what he learned from leading GTM teams through the downturn of 2008 and what lessons he's applying today considering the current economic climate.[12:30] How we are at a similar or greater technological point of inflection as when cloud computing and SaaS/ARR business models emerged.[16:20] How Cience is incorporating AI into their business model particularly with offerings.[19:35] Advice on how to shape a strong alignment between sales and marketing.[25:34] Common marketing rookie mistakes that lead to Sales not trusting Marketing.[28:10] We explore their sales tech stack and why they adopted SalesLoft over HubSpot's native sequencing tool.[31:00] How Cience is different from other Lead Gen services. Eric shares a bit about their strategy and “why they are skating to where they think the puck is going” as he says. He goes deep on their holistic approach to Sales Development with a software-first approach.[39:40] What it looks like when Cience works alongside in-house SDR teams.Mentions:SalesLoft - https://salesloft.comHUbSpot - https://www.hubspot.comConnect with Eric:Eric's LinkedIn - https://www.linkedin.com/in/quanstrom/Science's website - https://www.cience.com/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Meitar Landau is the Director of Sales and Customer Success for Winn.ai. Prior to joining Winn she was in the Israeli Air Force for 5 years as a flight simulation instructor. She shares some cool stories about her time in the Air Force but what really stood out is how Winn'ai helped her become a stellar salesperson within 18 months and with no prior experience.During our interview we cover various topics including the problem of alignment during growth stages and the complexity that's associated with it. We discuss the adoption of Sales Playbooks as well as the inhibitors and best practices. Meitar shares data on the administrative burden placed on reps associated with maintaining data and introduces Winn.ai, a Zoom Meetings app that provides guidance on what to say and ask during live calls while capturing required data that the rep needs to enter into the CRM. We also unpack how their NLP engine works and how the ability to capture data during calls automatically creates a new perspective on rep development. We wrap up with a peek into their roadmap. Meitar shares that they are working on releasing Smart Recap Emails, an integration with a dialer for supporting cold calls, and more apps for the other virtual meeting platforms like Teams and Google Meetings. #salesconsultantpodcast #salesenablement #discoverycalls #salesdemos #salesplaybook #salestraining #datacapture #ai #nlp #crm #virtualmeetingsTime Stamps:[1:20] The problem of alignment during growth stages and the complexity that comes with that.[6:50] Sales/SDR Playbook adoption. We discuss inhibitors and best practices to[11:10] Meitar shares data on how much time reps are spending capturing and entering data into the systems/CRM. We walk through administrative burden placed on reps associated with maintaining data.[17:36] She breaks down exactly how Winn.ai works and how it is used. Essentially, it is a Zoom Meetings App that's running during your live calls providing guidance on what to say and ask. It also captures the structured field requirements that your CRM needs[19:55] We unpack how their NLP engine works which handles capturing data during live calls.[21:30] “Playbook Adherence %” is a new metric that emerges from this new Winn.ai ability. This creates a new perspective on rep development.[24:00] Smart recap emails are on their product roadmap so reps won't have to spend time writing follow up emails.[25:25] Meitar talks about her background and how her first time selling was with Winn.ai so their tool was critical for her development.[27:20] They are researching how they can integrate with a dialer so that they can support SDRs and sales reps during cold calls.[29:33] We unpack her 5 years in the Israeli Air Force and how the skills she acquired transferred into her sales career.[32:45] Teams and Google Meets are on the road map for 2023[33:10] We walk through their onboarding process and how they help customers with playbook development. Then we get into how their pricing works.Connect with Meitar:Meitar's LinkedIn Page - https://www.linkedin.com/in/meitar-landau/Winn.ai - https://winn.aiConnect with Derrick:Derrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter -

Zack Thompson is the Director of Sales Development for Emerging Markets & Expansion and he has about 120 SDRs rolling into him.In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies. Zack also discusses the upcoming ZoomInfo ChatGPT integration and how it will benefit their customers by providing prioritization and allowing small organizations to operate like an Enterprise org. Additionally, Zack offers career guidance and stresses the importance of building cross-functional relationships, being curious, & managing up and out.Zack shares what their experience has been like transitioning the Sales Development team from remote to hybrid work. The conversation also touches on how they have their SDRs broken into product-specific focuses and how they track and measure productivity and efficiency metrics such as Pipeline per head and Revenue per head.#salesconsultantpodcast #dataservices #technographics #firmographics #intentdata #chatgpt #careeradvice #gtm #salesdevelopment #specialization Time Stamps:[2:00] Zack talks about how the Data Services space is evolving and how companies are leveraging data differently in their GTM. [7:15] We get into the ZoomInfo ChatGPT integration that hasn't been released yet. Zack explains what this means for their customers. Prioritization is a big part of the value. Small orgs will be able to operate like an Enterprise org with Data Scientists and BI teams. [13:10] Talks about what he attributes his progressive career and provides career guidance to people on a similar trajectory. He stresses the importance of building cross-functional relationships and being curious about their area of the business. Don't overlook managing up and managing out.[23:24] Zack shares how it's going for them since transitioning their Sales Development team from remote to hybrid. It's still a work in progress but he goes into detail on why it's important for SDR teams specifically to have office time.[34:40] Zack walks us through how they have their SDRs broken into product-specific focuses. With 4 core categories of products, each SDR is assigned to one which creates an entirely new level of complexity in a GTM motion but also creates a lot of opportunities. [45:20] Then he gets into how they think about tracking and measuring including productivity and efficiency metrics. Pipeline per head and Revenue per head are other KPIs they're looking at. Mentions:PR from Zoominfo on their upcoming ChatGPT integration - https://ir.zoominfo.com/news-releases/news-release-details/zoominfo-will-integrate-gpt-its-go-market-platformConnect with Zack:Zack's LinkedIn Page - https://www.linkedin.com/in/zacharytthompson/ZoomInfo - https://www.zoominfo.comConnect with Derrick:Derrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on

Jeff Riseley is the Founder of Sales Health Alliance which is a consultancy that focuses on the mental health and well-being of sales professionals. They provide resources, education, and support to people in sales who may be experiencing stress, burnout, or other mental health challenges.In this episode, we discuss the importance of mental health initiatives in organizations and the impact they have on sales performance. With alarming statistics showing that over 60% of sellers struggle with mental health and stress, Jeff provides data-driven insights on how addressing mental health can actually improve sales performance more than focusing solely on pointed problems like prospecting. Jeff shares personal experiences and advice on how to frame mental health from a sales leadership perspective, and unpacks why people change jobs, often due to underlying mental health issues. He also talks about the downsides of burning and churning talent, and the importance of investing in mental health initiatives to improve employee productivity and well-being. With practical tips and mindset tricks, Jeff provides valuable insights from his consultant work at Sales Health Alliance and his book on normalizing conversations around mental health within sales organizations. This episode is a must-listen for anyone in sales leadership looking to improve their team's performance and well-being.#salesconsultantpodcast #mentalhealth #employeeengagement #salesproductivity #saleseffectiveness #b2bsales #burnout #stress #anxietty #salesmanagement #salesconsultingTime Stamps:[2:33] I ask Jeff if Mental Health initiatives within organizations really work. He says absolutely and backs it up with data. 63% of sellers are struggling with mental health, 79% of sellers are feeling stressed or highly stressed. He cites examples of correlations between improved stress and improved sales performance.[3:40] Jeff talks about how trying to address pointed problems like prospecting isn't as impactful as addressing mental health.[8:25] Jeff explains how to frame mental health from a sales leadership perspective. I wish I would have had the advice he shares here earlier in my career. [9:53] We unpack why people change jobs and how trying to prevent hiring people with poor mental health doesn't work because people rarely share why they're really changing. We might think and want to think that it's because of the opportunity to work with us or something like that but the real reason may be much more deeply rooted.[15:39] He talks about his experience in sales and dealing with the associated stress. He went from University to a sales role and talks about a blindspot in the sales industry where the extent of stress that the common fresh grads that enter sales forces is maybe heartbreak or failed a class. That's their stress baseline which is much different than what you experience in sales. 20:23] Jeff explains why, “Anxiety in sales is not optional.” 23:25] We get into the notion of ‘burning and churning' talent. Jeff breaks down his viewpoint on how sales leadership has adopted this approach because they can always find more talent but the reality is this is costing organizations millions of dollars. The name of the game now is “do more with less” and constant turnover does not align with that. “You need to get more out of your people, not less, and to get the most out of them you have to get them to stick around.” 27:13] We discuss the downsides of not investing into mental health initiatives and deploying some of these best practices. Jeff explains the concept of “Presenteeism” where employees are ‘clocked but checked out'. The study he cites found that businesses lose, on average, per employee, 57 working days per year due to Presenteeism. Someone who would have taken 10 minutes to write...

Tom George is the Founder and Principal of GoMo Consulting. A management consulting firm specializing in Sales Enablement.In this interview, Tom shares his insights and experiences as a Sales Enablement leader and consultant. He discusses how his background in Product Marketing helped him have a successful career in Sales Enablement which he describes as the "Strategy to Execution Arch." Tom also talks about the future of Sales Enablement and how it should be a strategic priority within the business, rather than just the last stop. He shares his strategies for landing big clients as an independent consultant and goes in-depth on his experiences leading a project with Microsoft that involved 36,000 salespeople. Tom also shares important lessons he learned from his time on these projects, including how to measure sales enablement and what KPIs to use. The interview concludes with a lively discussion on AI in Sales Enablement which segways to an interesting debate on whether or not AI will replace jobs in sales.If you're interested in sales enablement or sales enablement consulting, this interview is definitely worth a listen.#salesconsultantpodcast #salesenablement #consulting #salesconsultant #productmarketing #gtmmessaging #gtmstrategy #gtmexecution #gotomarket #gtm #contentmanagement Time Stamps:[:30] Tom talks about how his background and how coming from Product Marketing helped fuel his career as a Sales Enablement leader and consultant. He describes it as the “Strategy to Execution Arch.”[8:12] Tom talks about where he thinks Sales Enablement can go in terms of being a strategic priority within the business. Normally it's the last stop when everything should go through it.[10:30] He shares his strategy for landing big client projections at big enterprise companies like Microsoft, VMware, and PayPal as an independent consultant. Every independent consultant is thinking about how to acquire new clients so you'll want to listen to this part if that's you or if it might be you one day.[15:00] We dug into one of his big projects at Microsoft where the scope included 36,000 salespeople. That wasn't a typo. Yes, 36k! It's kind of a big deal. They did $26B in revenue the year before. The sales operations team had 2,600 people alone.[17:56] He discusses how he was brought in to establish a Project Management Office (PMO) within the Sales Operations organization to get their arms around all the programs that were landing on one or more of the teams.{21:15] One of the important lessons he learned from his time on those projects was how good large companies are at ‘If-then Planning” which includes a particular focus on identifying dependencies.{22:20] Tom breaks down how to look at measuring sales enablement and what those KPIs should be. He has a full video on the topic called, “6 Sets of Metrics for Managing Sales Enablement” that explains this in detail.[29:30] We quickly talk about Sales Enablement & Content Management tools and how they should be leveraged to drive guidance. This leads to discussion about how AI will enable sales enablement strategies and impact sales jobs.[43:00] How he learned a valuable lesson to always be prospecting as an independent consultant. He came off a big project and didn't have a pipeline. From there he breaks down how he's developing new business for his newest venture GoMo Consulting todayMentions:Video - “6 Sets of Metrics for Managing Sales Enablement” -

David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling.He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teamsThe first half of our interview we embark down the path of David's journey from VP of Sales to starting his own practice. One of the most inspiring stories I've heard since starting the podcast is his story of overcoming cancer and what it taught him about sales. He also shares actionable tactics, including his concept of hidden pains, fixing asymmetry, and using polarizing statements to move sales conversations forward. Overall, this interview provides valuable insights and inspiration for anyone interested in sales, entrepreneurship, or consulting.#salesconsultantpodcast #discovery #salesdemos #discoverycall #asymmetry #cancersurvivor #salesconsulting #salestraining #entrepreneurship #salesforce #vpofsales #salestips #salesskillsTime Stamps:[:30] David talks about leading and growing sales more than 400% admits being acquired by Salesforce. David was VP of Sales at Rypple in 2012 when the company was acquired by Salesforce. He shares the celebration phase but how that faded quickly as he entered a massive organization. He had to learn how to be successful all over again. “It was a great lesson in agility". he says.[3:45] I ask why he left Salesforce. For someone who grew up in the Bay Area, I've always viewed Salesforce as an ideal place to work. [7:40] David shares the origin story of Cerebral Selling, the company he started shortly after leaving Salesforce. The idea was born back during his days at Salesforce while in a new specialized role where he was running internal and external educational events. As part of this he would write a lot of content for Salesforce and it was this that rolled into his Cerebral Selling content. It's a great story - you have to check it out. It's super inspiring for anyone who's interested in parlaying their sales career into consulting or training.[12:23] He explains his belief that people tend to overestimate the risk associated with following their heart and doing what they love to do. [13:30] Talks about how he acquired his first clients and gives advice to anyone who might be in that position now. He goes on to explain his ‘comedy club' concept for new entrepreneurs. He essentially says to start in your backyard and practice your pitch and work streams to help you refine your message/offerings. This part of the interview is punched full of wisdom on how to build your consultancy business. Including his perspective on nitching down and owning ‘your thing'.[19:34] I ask David how writing his book, “Sell The Way You Buy”, helped to shape his practice. He unpacks his ‘why' for writing the book. He wanted to write a book that stood the test of time. In terms of how it helped shape his business he says it a) forced him to crystalize his ideas, b) gives him authority in the space, c) creates opportunities, and d) provides a stream of revenue. [29:00] David talks about fighting two bouts with cancer during his time with Salesforce. I was blown away when he basically says the stress at Salesforce may have caused the cancer. That's why he said this was “the worst time of his life” at the beginning of the interview.[32:00] He says that when he was getting ready to make the leap and start his business he told himself that he would be ok with making less than he was making at Salesforce because he knew he would be more fulfilled. Funny thing is though… he made more in his first year than he was as a VP of Sales.[33:00] We transitioned...

In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No". Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit rejection" and how comfort zones are never static. We also dive into the importance of setting "no" goals and how to implement the "Go For No" approach responsibly. Andrea shares stories of companies that have succeeded by embracing rejection and discusses the dynamics of co-authoring a book with her husband. Lastly, we talk about their latest book, "When They Say No: The Definitive Guide For Handling Rejection In Sales", and the impact of "bad yes" in the sales process. #salesconsultantpodcast #GoForNo #WhenTheySayNo #SalesTips #SalesSuccess #MindsetShift #SalesGoals #PodcastInterview #EmbraceRejection #NoMeansNextOpportunity #BusinessAdvice #SalesAdviceTime Stamps:[:23] One of the first things that stood out to me in the book was this line that reads: “The Salesperson never decides when the sale is over, the customer does.”, so I ask her to start there and explain what that means.[2:15] Andrea provides us with an overview of the book which essentially is a short fable about an ordinary/average salesperson who one day wakes up in a huge mansion belonging to a wildly successful version of himself 10 years in the future. The story centers around the exploration of how their roads diverged. He was on the average to mediocrity but someone this alternative version took another route and became massively successful. But how?! He can just figure out his future self got to the top and then figure out how to get back to where he left off in his normal life, then somehow he can prevent ending up with a less than ideal life.[4:03] We talk about how learning to not only embrace failure and “no” but to strive for it in a responsible manner is the path for all of us to create the future version of ourselves that we aspire to.[6:55] Andrea describes the difference between Explicit Rejection and Implicit Rejection. Explicit Rejection is direct (“No I do not want to meet with your”) while Implicit Rejection is indirect (lack of engagement on a social post)[8:26] We unpack the following quote: “Comfort zones are never static. They are always in a state of expansion or retraction.” [11:45] The best way to implement Go For Now is to set “No” goals. She reinforces the fact that all metrics around us are “Yes” goals. You can set no goals in general or even in a sales process. Even as authors of the book Go For No they also struggle with focusing on yes goals. [17:43] Going for no does not mean failing intentionally. Andrea talks about the “best effort” that's built into the concept. She also speaks to the difference between expecting a no and accepting a no.[19:53] We review some examples of greatness where they failed their way to success.[21:03] A story about a sales consultant from the book who gave a company some “no advice” and helped them operationalize some “no tactics” which led to the company not only increasing sales but saving it from going under.[23:43] Pikes Syndrome is explained. It's essentially a study that demonstrates how self limiting belief systems are created within our mind that prevent us from acquiring that which is actually within our reach.[25:30] She talks about how we make assumptions about what people are going to do or say to protect ourselves. I quote the book where they say, “the only way to desensitize a word is to use it and the only way to desensitize an action is to do it.”[27:13] When you're dealing with “maybes”, remove the pressure of telling you no by telling prospects it's ok to say no. This

In this episode, we hear from William Ballance, the founder of Lavender.ai, a successful startup that offers AI-powered personalized email outreach. William shares his experiences of traveling around the world while building his company, attending industry events, meeting investors, and working with his team. He also talks about the challenges and successes Lavender has faced, including the company's focus on hiring for product and engineering roles. Additionally, William discusses Lavender's approach to driving revenue and their strategy around communities and product-led growth. The episode also touches on the unique aspects of Lavender's AI-powered email outreach platform and how it differs from other cold email tools in the market. Finally, William shares his perspective on failure and how it should be viewed as an opportunity to learn and evolve.#salesconsultantpodcast #coldemail #emailprospecting #email #ai #generativeai #artificialintelligence #b2bsales #gtm #growthTime Stamps:[:30] WIlliam shares how things are going at Lavender and what it's like to travel as often as he does to places around the world while building a successful startup. He literally takes us around the globe.. Portugal, Finland, and Poland, as he attends industry events, meets with investors, and works all sorts of hours to connect with his team. All this while closing their series A. William also shares a quick story about how Twilio (https://www.twilio.com) laid off 11% of their staff at the same time that they implemented Lavender and were able to increase their demos booked by 60%.[6:38] He talks about what has changed for Lavender in the last 10 months since the last time I interviewed him. [10:00] Talks about how they're hiring for product and engineering and how building out those areas is their top priority so that they can get caught up on their backlog of product releases. [13:35] I ask WIlliam to share with us what they're doing to drive revenue (other than using their platform) and he gives us the full scoop on how they approach GTM.[16:00] Talks about the role they have now dedicated to driving their strategy around communities and product-led growth.[17:38] He explains how their ‘give first' strategy (without expectation) works with their content and their product. Then goes into how they zig when everyone else is zagging20:50] The story on how the Lavender song came to be.[21:25] Other b2b companies get caught up in being b2b companies which prevents them from being more innovative in their GTM approaches. [25:00] I ask him to talk about how they're different from the other cold email tools built on AI that we're starting to see emerge. [32:00] We go back in time to the inflection point where he and his partner decided to focus on building a product to enable one to one emails. It was a big bet that has paid off and I wanted to know how they knew this would take off.[38:25] William shares his perspective on failure as an entrepreneur. It should be viewed as an opportunity to learn and evolve so it should be celebrated.Mentions:https://www.lavender.aihttps://www.twilio.comhttps://www.outreach.iohttps://woodpecker.coGuest Bio:William Ballance is the CEO and Co-founder of Lavender.ai, a startup...

Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.In this episode, I start out getting Scott's input on a couple hot topics before jumping into how he's been able to build a 7-figure Sales Consultancy.#salesconsultantpodcast #salesconsulting Time Stamps:[:33] I ask Scott what his message is to a manager that would tell a rep to quit and focus on their side hustle. Not in support of them but out of spite because the manager believes the rep will be distracted. [5:35] Scott talks about being in leadership for the right reason and what that job is. #1 is to help people get to where they want to go in their careers.[7:15] He shares how having a reputation of being an effective leader who takes a people-first approach is a recruiting tool and leads to other monetary outcomes.[10:10] I ask Scott what his view is on reps who don't take their manager or outside trainers/consultants seriously because in their mind the manager or whomever “hasn't made a cold call in years.”[12:05] Scott says he would let someone fail if he were their sales manager and they were resistant to coaching because they had a good quarter or two. He goes on to say, “sometimes people aren't ready to listen until they've slammed into a wall.”[15:19] Another great quote that Scott drops and provides context to is: “There are far too many people who hope that their role consists of being VP of Spreadsheets”. I nearly fell out of my chair during this part of the interview. He goes on to explain why managers as senior managers should keep selling and the impact it has on the org.[17:30] We start to dive into Scott's Sales Consulting practice and how he's been able to build a 7-figure practice.[21:28] Scott talks about consulting on the side for 7 years before he launched off on his own. This is where he really starts to lay out the blueprint for anyone looking to be a sales consultant.25:00] He shares why he made the transition from successful VP of Sales to starting his own consultancy. [35:40] Scott provides a fresh perspective on how to improve as a sales consultant. I always has guests who are consultants/trainers how they get better and I know for sure that you will find Scott's answer interesting. It's a brilliant approach to keeping his skill set sharp.Mentions:Wealthy Speaker 2.0 (book) - https://www.amazon.com/Wealthy-Speaker-2-0-completely-updated/dp/0978005988Guest Bio:Scott Leese Consulting, LLC was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.Connect with us:Scott's LinkedIn - https://www.linkedin.com/in/scottleese/ScottLeeseConsulting.comSurfandsales.comThe Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn -...

Daniel Rood is the VP of Marketing at LeadIQ.After a recent webinar that he and his team led where they compared using ChatGPT and their new standalone product, Scribe, to see which was better for assisting in writing cold outbound emails, I knew I had to have Dan on to talk about generative ai in sales. I was blown away by what I saw. During our interview, Dan helped put some important context to the discussion with advice on how to use storytelling structure to improve the effectiveness of our messaging and how we do discovery.While I had Dan I had to take the opportunity to pick his brain on what's working at LeadIQ. They're a successful company so I got a peek into how they're doing to do more with less.#salesconsultantpodcast #generativeai #storytelling #salesdevelopment #outbound #personalizationTime Stamps:[1:00] I ask Dan to tell us how he got to where he is without mentioning what's on his resume or LinkedIn profile. Funny thing is I stole this question from him.[4:30] How music and story have a lot of similar qualities and how the principles of structure parallel to sales and outbound messaging.[5:50] Dan describes what a story is in one sentence and explains the structure of a good story including the primary characters. [7:30] Covers the 3 main characteristics of a problem. We usually get the first one but rarely get to the second and third: 1) External Problem, 2) Internal Problem, and 3) A Philosophical Problem.[10:10] Why the Hero is the most powerful character in the story and they have 3 practical roles: 1) Empathy, 2) Authority, and 3) A Plan. Salespeople, take notes! [13:00] Getting to the internal problem is hard, it has to do with exploring how people are ‘feeling' so I ask Dan to share some techniques on how to get that out of our prospects.[16:24] Dan's take on why sometimes reps should intentionally ‘misidentify the problem' because it can lead to the prospect correcting them as to what the real problem is.[20:00] We dig into what's working at LeadIQ in terms of driving pipeline and accelerating revenue. a) One of the things that's working is their recent transition from their SDRs working remotely across the country to a hybrid model in the Denver area. b) Improving the intent data and lead scoring model to feed more and better leads to SDRs. This is partly driven by a change they've made in the approach to structuring territories.[27:20] Adds how they are finding new ways to run tests.29:25] Dan had shared with me offline that 50% of their funnel is created via outbound efforts by their SDRs and AEs. Their AEs are actually self-sourcing more new pipeline than ever before. Dan talks about how they're doing this. “LeadIQ makes outbound work” -An Industry Board Advisor[30:18] Enters Scribe! Dan explains their new functionality and how they're personalizing at scale.[33:50] “Personalization at scale” using AI like ChatGPT comes under attack and has been labeled as “fake outreach” so I ask Dan to address this and explain where “human agency” fits into the workflow.[38:50] I ask Dan if someone could fully automate Scribe up to the point of sending where no human is interacting with the content before it goes out. He explains why not and shares his views on that sort of thing generally since we will likely see other players try this. This is a massive fear in the market that SPAMy email will only increase now that AI is doing a good job of writing full emails.[43:00] Dan talks about their free version of Scribe. While it's an integrated part of their platform, you don't have to be a customer to try it out. They have a very generous free option with 40 credits. For existing customers, there is a separate bucket of credits for Scribe separate from your other LeadIQ credits - contact your CSM to learn...

Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates. Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo.In addition to helping companies with Sales Enablement, Roderick is also one of the founding members of the Sales Enablement Society and is an Advisory Board Member for two (2) companies in the sales acceleration space: Autobound.ai and Selleration.In this episode, we learn about all things Sales Enablement but most importantly how to set it up correctly.#salesconsultantpodcast #?Time Stamps:The Definition of Sales Enablement[1:00] Roderick walks us through his impressive background and how he transitioned his career from Sales to Sales Training. Defines Sales Enablement and talks about its evolution. “You train animals, you enable people.” -Roderick JeffersonSales Enablement At Scale vs At a Startup[8:23] Talks about the differences between running Sales Enablement at a large enterprise company and a smaller startup.His Sales Enablement Consulting Practice[11:22] Roderick shares his transition into consulting + when, how and why he started Roderick & Associates[15:00] His advice to someone who wants to transition their career into an independent consultant.[18:00] How Roderick grappled with the messaging he uses in his GTM strategy as a consultant.AI Meets Sales Enablement[23:00 I ask if we're at a point with AI where we can focus more of our enablement time and money on just in time support or should we still be focusing 100% on preparing reps for scenarios (vs enabling them during the live situation).[29:00]”AI is going to give me more time to spend time with humans.” -Roderick Jefferson[31:11] Covers how Sales Enablement is measured and type of KPIs the department should be held to.Do A-Players Really Make Bad Managers?[35:80] We tackled the issue of A-Players being promoted into management and I challenge the notion that this is a bad approach.Partnering With Product Marketing[41:40] Explains what the relationship between Product Marketing and Sales Enablement should look like.Mapping a Sales Process to The Buyer Journey[45:35] Roderrick's 5 step approach to mapping your sales process to the buyer journey.Mentions:The Blueprint To Sales Enablement Excellence: Sales Enablement 3.0 - https://roderickjefferson.comAutobound.ai - https://www.autobound.aiConnect with us:Roderick's LinkedIn - https://www.linkedin.com/in/roderickjefferson/Roderick's Instagram - https://www.instagram.com/roderick_j_associates/Roderick's YouTube - https://www.youtube.com/@roderickjeffersonassociate5012The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3link

Katie Kiernan Marble is a seasoned Global Employment Attorney with over 15 years of experience. She is also the Managing Director at modCounsel, a legal concierge service with six (6) practice areas. As the head of their employment law practice, Katie focuses on processes that bake compliance into day-to-day operations and allow internal teams to reduce the time and energy they need to spend on employment compliance issues.In this episode, I ask Katie to weigh in on a few headlines. First being the proposed ban on non-competes and what this means for sales organizations. Then we talk about how layoffs are done and how communication is key if companies want to do it right. From there we discuss what it should look like between sales and legal when drafting commission plans. A particularly important part of the interview is when she gives her perspective on performance management in sales. Every manager should hear what she has to say.#salesconsultantpodcast #employmentlaw #noncompete #commissionplans #performancemanagement #salesmanagementTime Stamps:[1:50] Katie's experience working with and supporting revenue teams. Legal issues around commission and non-competes seem to be a high focus in this area.Non-competes[2:40:] FTC proposed a ban on non-competes. 1 in 5 people are affected by non-compete agreements.[4:00] There's 2 sides to non-competes: 1) limiting factors for employees, and 2) how they have helped companies prosper for decades. Katie talks about her work with companies who have incoming employees with non-competes in place and former employees who have left and are now facing a non-complete action by her company.[7:00] She explains what she sees happening within organizations should the ban go through. Talks about how employees will start to lose access to sensitive information followed by a decline in employee development as a side effect of less access and less cross functional engagement.[8:30] Katie walks through the process of enforcing a non-compete and the extent to which they (employers and lawyers) go through. There are 2 parts: 1) File a preliminary injunction to stop the employee from working at the new company, 2) Litigation [12:80] There's a PR element to this as well. Companies do not want the bad press of being known for stifling employee and client relationships.[16:00] Employees and customers are stuck in the middle. We talk through who really gets impacted by these. [20:20] The difference between a non-compete and a non-solicitation agreement.Communication During Layoffs[24:24] Katie has been advising companies throughout her career when it comes to conducting layoffs and she shares her perspective on how public layoffs are being handled particularly those that weren't handled the best with poor communication. She walks us through the process that companies go through step by step[30:30] Katie responds to my question about how some believe that the lack of communication leading up to a reduction in workforce is due to the concern employers have that the employees will not be as productive - things will become very disruptive. Working With Legal To Draft Commission Plans[34:15] What it should look like between Sales and Legal when drafting/revising commission plans for SDRs and Salespeople.[37:00] I bounce the idea of taking sales people off if commission plans and quota-based compensation plans and she shares that she's never seen thatPerformance Management From a Legal Perspective[39:41] We discuss performance management from a legal perspective and Katie gives advice to new managers who have direct reports in various states.[45:00] Katie provides a legal viewpoint on...

Andy Mowat is the Founder of Gated. A free solution that challenges unknown senders to donate to reach you. This way only relevant emails make it to your inbox.He has spent his career building sales and marketing engines for world-class companies

Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode.#salesconsultantpodcast #salestraining #salesconsultant #saleseffectiveness #entrepreneurshipTime Stamps:[1:00] Ken talks about the inflection point of when he transitioned from VP of Sales to Sales Consultant.[3:00] He explains the idea that, “a Sales Leader's goal in life is to break shit”. A healthy amount of friction will always exist.[7:00] “Model the behavior you want and that's how you get change in an organization”.[9:40] Ken shares the current inflection point that he's working through as he builds RevHeat.[11:10] The business of sales consulting and the things behind the business so that you can scale.[14:53] Advice to sales consultants: A bad client fit is always a bad client fit. There's almost no amount of money in the world that's worth taking that.[16:13] What makes a bad client for his practice and sales consultant clients in general. You have to be able to look at the client's mindset as well as their skillset. [18:36] The situations when clients normally hire a sales consultant.[21:00] Sometimes revenue leaders have a philosophical belief against hiring someone from outside like a sales consultant.[22:20] $70B was spent on sales training last year and only a small portion was spent on designing custom curriculum for getting reps from their current state to an ideal future state where they are selling more effectively.[23:28] Ken describes how clients can get in their own way and prevent themselves from extracting the full value from an engagement with him and his team.[35:00] Shares how he gets better as a sales consultant. You might think it's the curriculum his team is creating but his approach is actually a little different than that.[39:00] Reveals his plan for RevHeat Academy where they will be enabling sellers wherever they are and with whichever device they're using through a privately branded application.Mentions:The Gap And The Gain (book) - https://www.amazon.com/Gap-Gain-Achievers-Happiness-Confidence/dp/1401964362Connect with us:RevHeat - https://revheat.comKen's LinkedIn Page - https://www.linkedin.com/in/kglundin/Ken's Twitter - https://twitter.com/kglundinThe Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on

Tom Melbourne is the Founder of OpnMkt (pronounced Open Market) which is a Salesforce-Native utility app on the AppExchange for a marketplace approach to the distribution of new leads or new opportunities. OpnMkt is more than just a sales effectiveness tool. It's completely reimagining the status quo when it comes to maximizing sales capacity.Tom has had an incredible career on his way to starting OpnMkt. He started out as an Account Executive where he was very successful and then went on to leading sales teams for companies like CareerBuilder, Citrix, MixPanel and Sendoso. He's been a VP of Sales 3x over and is also an angel investor and a strategic advisor.In this episode, Tom challenges the way we think about sales structure in terms of pre-defined territories and/or named account lists. He offers an innovative alternative to traditional SDR to AE routing/distribution that can inherently open up more sales capacity.#salesconsultantpodcast #salescapacity #leadrouting #accountdistribution #sdr #salesdevelopment #salesterritory #namedaccountsTime Stamps:[2:00] Tom starts by telling the story of starting a wedding DJ business at 12 which he ran all the way through college. This led to him and a partner creating a wedding planning app right out of college that they sold to companies. [8:00] Explains what he attributes his progressive career to. Tom gives some advice to people who might be earlier in their career; nurture your network.[10:23] Nobody cares about a lead until someone wants to buy something + the origin story of OpnMkt.[13:00] The one thing missing from lead distribution platforms today is involvement from the Account Executive. The more excited a rep is about working a lead the better that lead will be worked.[15:00] The current model of SDR to AE opportunity routing is inherently inconsistent due to the AE's expectation varying based on the health of their funnel. [19:00] Pre structured territories limit the ability to dynamically route leads. We talk through an example where a lead surfaced that was generated via a rep's brand building/social media activity and how unless an exception was made that rep most likely wouldn't get the lead.[22:30] Tom helps us understand what “Sales Capacity” even means. Then he gets into how we inherently limit capacity through the traditional approaches to structuring our orgs and our territories.[26:00] We unpack an alternative approach to just defaulting to the same ol ‘assign everything to the salespeople/Account Executives'. The approach is innovative ad creates optionality which leads to increased sales capacity.[37:00] He explains the inherent challenges to the traditional SDR/AE pod model (i.e., personality conflicts, inconsistent SDR development, etc.) [41:30] The tension between quality and quantity and how SDR compensation changes for the better in this new model. [47:00] Why and how creating optionality in your distribution helps maximize sales capacity.Mentions:OpnMkt - https://www.opnmkt.ioSendoso - https://sendoso.comConnect with us:Tom's LinkedIn - https://www.linkedin.com/in/tommelbourne/OpnMkt - https://www.opnmkt.ioOpnMkt on the Salesforce AppExchange -

In this episode I'm researching what's working on the frontline with an actual practitioner. This is someone that I have worked with personally and have seen first hand the incredible impact his focus on BDR enablement has had on a large team of over 40 global BDRs.Charlie Herzog is the Global Manager of BDR Enablement at Tricentis.During our interview Charlie talks about all things BDR Enablement. How it's different from Sales Enablement, what he focuses on, and the types of activities he engages in on a daily basis. We also get into how he made the transition from BDR to BDR Manager and eventually to a Global BDR Enablement Manager position. Anyone that wants to go down the same path will want to stick around until the end because Charlie shares exactly what you should do now if you are a BDR or BDR Manager looking to pivot their career into enablement.#salesconsultantpodcast #bdr #sdr #salesenblement #salestrainingTime Stamps:[00:00] We waste no time jumping right into the first question. Having someone dedicated to BDR Enablement isn't something you see a lot of so I wanted to start by understanding what part of the organization he rolled into which is Marketing Operations. [2:30] Over 100 Aes and over 40 BDRs. There was no specialized BDR enablement role when he joined.[4:00] The number one focus in his role is “Process & Training” and what its sole purpose is.[5:40] The difference between Sales Enablement and BDR Enablement[9:00] Talks about how much time he focuses on call training vs email and other types of enablement.[12:30] Explains the work he does around onboarding being that he trains every new hire. Then shares how he works with the BDR managers providing ongoing support to help develop reps and prepare them for the next step. [20:10] Why Charlie made the pivot in his career from BDR Management to BDR Enablement24:00] How his mom being a high school science teacher for 40-years influenced his ability to help people learn.29:00 How practicing improve can help salespeople become better. [32:10] Walks us through how he mastered domain expertise early in his career. Sales skills are important but you also have to know your market, your product and your personas. Charlie talks about how he takes a popular culture approach.[39:45] Charlie's parting advice to anyone thinking about making the pivot into BDR Enablement.Mentions:The Unicorn Project (book) - https://www.amazon.com/s?k=the+unicorn+project&gclid=Cj0KCQiA0oagBhDHARIsAI-BbgfZ7o8ytTDCsgRx2Gi0YmkWNoweYf0k_iu9mUoFVrKBD7oKUZOQQ1UaAr5REALw_wcB&hvadid=326795102521&hvdev=c&hvlocphy=9032298&hvnetw=g&hvqmt=e&hvrand=13716998724999883685&hvtargid=kwd-700169795224&hydadcr=22538_9636739&tag=googhydr-20&ref=pd_sl_7hb6gci87m_eThe Phoenix Project (book) -

In this episode, I'm researching what's really working on the frontline.In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn't come easy. It wasn't like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself. This is an amazing story of how when you're totally accountable and self disciplined, you accomplish anything.#salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdisciplineTime Stamps:[2:00] We learn about what AirGarage does and how they are modernizing parking operations.[3:40] Got into sales through a sales internship with a local utility company. You don't see sales internships very often so this is good to see. He ended up transitioning to full-time.[5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.[7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what's good.[12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.[14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they're not just “naturally good”. Elite performers have routines and they work really hard to hone their craft. [15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)Follow BowTiedSalesGuy on Twitter[22:00] Explains what type of coaching style is best in getting the most out of people like him.[27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.[30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.[40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.Mentions:Zack's highlight reel - https://www.hudl.com/video/3/1627626/5721d5f590eead5d90ddf5daBowTiedSalesGuy - https://twitter.com/BowTiedSalesGuyThe Challenger Sale (book) -

Carol Malakasis is the Founder of a new venture called Market Pull which she reveals for the first time in our interview.She has been in sales since 2010, co-founded a company in the Consumer Packaged Goods space, and has been part of the 3 founding sales teams where 2 of the startups became acquired. Carol has personally made over 500k cold calls, and closed over $2M in revenue. Oh and she speaks 5 languages.In this episode, we spend the first half of the interview learning from Carol's career and her transition into sales consulting. Then we talk founder-led sales issues and strategies. Finally we wrap with Carol's advice on how to move efficiently from a founder-led model to a sales-led sales model.#salesconsultantpodcast #founderledsales #salescareer #salesconsultingTime Stamps:[1:18] We jump right into Carol's origin story.Being that she was so accomplished at such a young age I asked her to talk about where her drive comes from. She describes her career as “a big happy accident” and shares how she fell into sales and ended up falling in love with everything about it. [8:08] There's a different mentality today than there was when she was starting her career toward working hard. She also gives advice to anyone thinking about joining a startup and explains the level of effort you should expect to put in.[12:30] Shares why she wanted to be a sales consultant and the story behind pushing her way into an opportunity to intern for 8-months (while also working her full-time sales job). [17:00] Her advice to people who want to work in another field like she did switching from sales to sales consulting. She lays out the steps a person should take.[19:21] Talks about how she finds sales consulting clients. In the beginning she didn't have a network so she used to send out cold videos over LinkedIn and Email using Loom.[22:18] We get into how clients can get in their own way and block themselves from getting the full value of engaging with a sales consultant.[26:40] She addresses why founders hesitate or even flat out resist leaning into sales activities. The founder-led sales model dilemma. [30:00] We talk about what's required to move from a founder-led sales model to a Sales-led model where you're hiring your first VP of Sales and building a Sales org. Carol explains why she would hire a salesperson or an SDR first before hiring a VP of Sales.[34:50] Carol reveals the name of her new venture for the first time publicly. She's calling it “Market Pull” which is a free sales content guide for early stage startups.Mentions:Market Pull - https://www.marketpull.comRampd - https://rampd.coLoom - https://www.loom.comConnect with us:Carol's LinkedIn Page - https://www.linkedin.com/in/carolmalakasis/Market Pull - https://www.marketpull.comThe Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3link

Lyndon Brathwaite is the founder of Opaat-swy, which is the first sales enablement practice in the Caribbean. His company is focused in two areas: sales technology and sales training, which he combines in his engagements to provide clients with more tangible value.In this episode Lyndon walks us down his entrepreneurial path and shares the highs and lows of following his heart in stepping out and starting something new. He goes into his 'why' and what's driven him to overcome setbacks and very difficult obstacles on his way to where he is now. There are a lot of important gems in her with regard to sales process design and implementation but what stands out to me the most is the inspiring story of Lyndon following his heart and having the guts to figure it out as he went along.#salesconsultantpodcast #salesenablement #entrepreneurship #salestraining #inspiringstoryTime Stamps:[4:35] Walks me through his journey of starting the first sales enablement company in the Caribbean. Shares how “sales saved his life”. Goes into his “why” for becoming an entrepreneur. [11:39] Talks about what it was like for him to jump from employee to entrepreneur starting his business with a daughter in high school. He had some savings but eventually ran out of money before things started to take off. He even worked for free with his first client. To supplement his income he would drive a taxi in the morning during commuting hours. Talks about how humbling it was.[18:55] Shares how things finally started to turn around for his business just in time because he had reached the point where he considered giving up the business. Also talks about how he had a very specific plan for his practice but didn't stick to it because he got distracted. Mentions:23:30] We discuss how he brings the two sides of his business together (Sales Training and HubSpot Implementation Services) to create more tangible value for his clients. It creates a data-driven training strategy for him.[29:20] Describes how his pricing is structured.[32:52] The biggest challenge he sees that businesses in Trinidad Tobago face is the lack of a true sales process. Lyndon explains how he works with clients to map their process.42:00] Shares how he gets better and stays sharp so that he can do his best for clients.Mentions:HubSpot - https://www.hubspot.comConnect with us:Lyndon's LinkedIn - https://www.linkedin.com/in/opaatswy/Lyndon's Instagram - https://www.instagram.com/lyndon_brathwaite/Lyndon's Twitter - https://twitter.com/lyndonbrathwaitLyndon's TikTok - https://www.tiktok.com/@lbrathwaiteOpaat-swy website - https://www.opaatswy.com/Opaat-swy LinkedIn - https://www.linkedin.com/company/opaat-swy-consulting-ltd./The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on Derrick's YouTube page

Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant, straight forward read focusing on the analogy of basketball and how to succeed in business. During our interview, Jeremy talks aboutthe level of training that they provide their sales team,he shares their approach to driving success through their Indirect/Distributor Partnershipshe walks us through his experience of selling and leading through an acquisition, and of course we break down the book.#salesconsultantpodcast #meddevicesales #leadership #basketballTime Stamps:[:33] Coming up within the ranks and being promoted to a leadership position, inheriting a sales team as a new leader from the outside, and inheriting an organization where he managed managers.[2:43] Explains what Providence Medical Technology (PMT) does and details his primary areas of focus as Senior Vice President of Global Sales.[5:39] Talks about the level of training that they provide their sales team in operating rooms utilizing cadavers to become proficient with the procedure and the PMT spinal system. They also establish partnerships with surgeons and faculty to bridge the learning gap.[6:47] Breaks down the PMT Go-To-Market (GTM) structure and their two (2) core Routes-to-Market (RTM): Direct Sales Org & Indirect (Distributor Partnerships)[7:20] Shares their approach to driving success through their Indirect/Distributor Partnerships. What type of Distributors they partner with and how they enable them to be successful.[11:26] Walks us through his experience of selling and leading through an acquisition where the company he was with got acquired by Medtronic.[19:00] Jeremy has been leading sales teams/orgs for nearly 20 years and explains what he attributes his long lasting track record to considering a lot of people in similar roles rarely reach his level of consistency and longevity.[24:00] Answers the question: “How did your parents impact your career and your approach to leadership?”[26:26] I get Jeremy's perspective on all the layoffs in the news and the horror stories we hear about with layoffs not being handled in a human manner. Shares his experience of laying people off during covid. [29:18] Talks about the opportunity for salespeople who have been laid off in tech to move into medical device sales. “Talent always wins” he says, but he also shares the challenges in making this kind of move being that the knowledge and skill level has to be pretty high to become a med device sales professional.[35:08] We get into the book he wrote, “The Point Guard Approach” and we start by diving into the importance of effective internal and external communication as an individual and as an organization with consistent feedback loops. I read a passage from the book to start it off and ask him what it means to him.[39:34] Describes an analogy for ‘looking at the ball while you dribble' which he essentially equates to having vision in the market. “Get your head up”, he says.[41:05] Jeremy shares the ‘why behind writing the book and building a personal brand.[44:49] We discuss how sports analogies come under a lot of heat on social media for promoting the ‘bro culture' so we explain how all the principles from his book still apply irrespective of your chosen discipline. [47:36] We dive into how important it is to ‘practice' and more importantly we talk about how Jeremy has operationalized ‘practicing' within his sales organization.[54:09] Answers the question: “How do you get better as a sales leader?”Mentions:The...

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually. In this episode we talk about what David sees as the toughest problems for B2B revenue teams, David's predictions for the sales technology market, David's book: The Sales Development Framework, and we wrap up with David's advice to new Sales Consultants.Episode Show Notes:The technology space is in a retraction right now and squeezing more therefore the focus is on efficiency whereas by comparison it was “growth at all cost” just a few months ago.“Some of the best companies, they're just taking a closer look at all aspects of efficiency, whether it's people, the processes that they have, the technology that's plugged in. It's gone from the CEO running the revenue engine to the CFO running the revenue engine to some extent.David is predicting consolidation in the tech sales arena which is telling because he's very close to the research given his ownership of the Tenbound Sales Development Market Map. He's also predicting that some companies will go out of business.Of the 8 pillars in his book: The Sales Development Framework, culture was the one he feels is most important right now. “One of the things that I saw missing from a lot of the methodologies that ends up being hugely important is establishing a culture on the team and something that's additive to the company culture. Usually companies have a culture that's either created or it can be positive or can be negative. But what's the culture of your actual SDR team and how are you thinking about that and how are you living that culture? And it's just something that I saw not a lot of people thinking about or even being able to sort of put into a context. And so that's where we actually start with the book.”Shares why he agrees that “Culture eats strategy for breakfast.” as Peter Drucker famously said. Here's a Forbes article that answers why culture eats strategy for breakfast. We go into the importance of being intentional about your Sales or SDR team's micro culture.He shares his views on being intentional about your culture.We delve into the benefits of ‘community' for salespeople and sales organizations. Last year Tenbound launched their Tenbound Plus community and David explains why if he were to write the book again he would absolutely make “Community” one of the pillars to success in his framework.Discussed his HEAR/R Methodolgy and how experiments (tests) should be approached with regard to SDR messaging.David gives his advice to anyone who is or is thinking of becoming a Sales Consultant.David reveals that The Tenbound Sales Development conference will be back in San Francisco this year. Mentions:The Sales Development Market Map - https://tenbound.com/market-map/David's book: The Sales Development

Neil Bhuyian is the Founder of HappySelling.io, the Host of The SDR DiscoCall Show, he has worked with over 500+ reps, and he has helped teams generate $20M in Closed Business.And in this episode we talk through:How he gets better as a sales coachHow he overcomes imposter syndromeHis approach when coaching low performers Shares the story about starting his consultancy and he reveals some very personal challenges that he was facing at the time which a lot of us can relate to. It's an inspiring story of resilience and extreme mental fortitude.#salesconsultantpodcast #salescoach #entrepreneurship #inspiringstoryTime Stamps:[2:23] Neil walks us through his most recent transition as a Sales Coach for MySalesCoach.com which launched on January 1st this year. He breaks down how the company started, how they're structured and how the coaching engagements work.[5:00] Neil is always trying to get better and talks about how he gets better as a sales coach which includes having a coach of his own.[9:41] How he overcomes insecurities/imposter syndrome as a Sales Coach.[14:30] Explains his process for coaching low performers and delivering tough feedback. [31:34] Talks about his SDR Training company; HappySelling.io. A 7-week course. Been running it for 5 years. Explains when and why he's brought in. Then describes his podcast; The SDR Disco Podcast[39:12] Shares the story about starting his consultancy and reveals for the first time what was going on in his personal life at that time. Neil's vulnerability is truly inspirational.Mentions:https://www.mysalescoach.com/https://www.happyselling.iohttps://www.happyselling.io/podcastGuest Bio:Founder of HappySelling.io - SDR TrainerHost of The SDR DiscoCall Show - Show for brand new SDRsTrained/ Coached and Managed 500+ Sales Reps7 years in Sales Leadership6 years in Sales CoachingHelped teams generate £15M in Closed BusinessConnect with us:Neil's LinkedIn - https://www.linkedin.com/in/neilbhuiyan/Neil's Instagram - happyselling.iohttps://www.mysalescoach.com/https://www.happyselling.iohttps://www.happyselling.io/podcastThe Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on Derrick's YouTube page

Jeff Bajorek is a Sales Trainer, Advisor and Coach for B2B Sales Leaders. He's a speaker, an author and he's a mentor to folks like myself. I've been acquainted with Jeff for many years and have always appreciated his perspective and his lessons on sales effectiveness and sales consulting.In this episode he gives us an intimate peek into the journey of a top sales consultant. The core of the discussion is on the importance and the process of clarifying your Go-To-market (GTM) messaging as a sales consultant. Anyone on the consulting journey has to listen to this. I guarantee you're going to relate to Jeff's journey of taking a step back after 7 years to clarify the messaging around his offerings.We also talk about his approach to content creation and what it really means to sell with integrity and to… Sell Like You!Time Stamps:[:49] Talks about the process that he's gone through recently to clarify his offerings and provides advice to new sales consultants on how to not talk themselves out of their entrepreneurial intuitions. [3:43] “If you can't explain what you do. If you can't put yourself into a box, how easy do you think it is for a client, a customer, or a prospect, to put you in that box?” - Jeff Bajorek. Provides uber important advice to consultants, trainers, and consults on the importance of clearly defining your message.[4:02] Shared the story of how his first consulting client took him out of his f/t job.[5:25] Talks about how at one point his funnel totally dried up and he knew he had to just start calling but then faced the worst case of call reluctance.[9:00] Summarizes why he skipped the steps of clarifying his GTM offerings and messaging for 7 years and the effect it had on his business (and him) when he went through “some really dark days at the end of the summer 2022). Shares how he contemplated going back to f/t employment since he knows he can sell. Talks about balancing his responsibilities at home with his consulting journey and the stressors that created for the Bajorek household.[15:24] Talks about being the sole breadwinner and the level of pressure he's under as a solopreneur. [19:42] Mentions stirring up trouble on LinkedIn with the “LinkedIn Police” who mostly have full time jobs and don't have to sell themselves consultants, trainers, coaches do on social media. They're playing a different game.[21:00] Jeff creates a lot of content so I ask him to talk about how he balances the time he spends on content with client work and other responsibilities.[29:00] Discuss what a typical client engagement looks like with him. We also go deeper into his practice and ask about what percentage of his business is consulting vs training vs coaching.[32:13] Shares a story where he took on a client where he felt they likely weren't a good fit. The lesson here is that don't take on work where you think your boundaries need to be tested. “You never have a better day in sales than when you fire your worst client.” - Jeff Bajorek [38:01] Explains how he gets better as a Sales Consultant.[42:00] Before every engagement he has a “Players Only Meeting” with the reps and explains why this is essential to his process.[44:33] We talk through what it really means to “sell with integrity” (being ‘whole', being aligned) and why this concept should be an area of urgency for each salesperson. [50:00] Then we talk about how leaders can operationalize the concept of “sell with integrity” (being ‘whole', being aligned).#salesconsultantpodcast #salesconsultant #messaging #content #integrityMentions:Jeff's book “The 5 Forgotten Fundamentals of Prospecting” https://www.jeffbajorek.com/booksThe Jonah Hill Documentary Jeff talks about -