The Sales Leader Network

In this episode, they discuss the value of consultants with multiple skill sets who can handle various aspects of a project, potentially replacing the need for multiple agency roles. Both hosts are consultants who bring multiple skill sets to a problem and can do the job of three or four people.They also emphasize the importance of patience and taking the time to build out the infrastructure correctly. They suggest building outside the system and implementing technology after thoroughly whiteboarding and mirroring the go-to-market processes. By putting the system on paper and allowing for edits and fixes, companies can ensure a more efficient and effective implementation.Additionally, They explore the connection between marketing and sales in go-to-market strategies. Successful companies are those where sales and marketing work together seamlessly. This highlights the need for collaboration and alignment between these two departments to achieve optimal results.Overall, the episode emphasizes that designing a solid infrastructure for go-to-market strategies is crucial and should not be rushed. Taking the time to gather accurate data, design processes, and ensure collaboration between marketing and sales will lead to more successful go-to-market efforts.[00:00:09] Working with contractors and advisors.[00:03:27] Reputation and credibility.[00:06:01] Bounce rate and email deliverability.[00:10:57] SDRs and email credit scores.[00:12:15] Automating MQL to opportunity to close.[00:15:10] Conversion and volume in marketing.[00:18:10] The North Star.[00:22:38] Consultants overpowering agencies.[00:24:29] Single point solution contractors.[00:28:27] Forms and form strategy.[00:30:03] Wasted people hours.[00:34:05] Optimizing back end systems.[00:36:11] Building systems correctly.Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Pasha Irshad

Chuck Reigrut emphasizes the importance of building relationships and providing personalized training to gain trust and make a positive impact on customers. They mention that meeting customers in person, rather than relying solely on online interactions, can help create stronger connections and show that the company is invested in finding solutions that will make the customers' lives easier.He also highlights the significance of belief in the products or solutions being offered. Having conviction in the solution and effectively communicating its benefits to customers is crucial to gaining their trust and demonstrating the long-term impact it can have on their students or business.Additionally, he discusses the value of maintaining ongoing relationships with customers. They mention that in the SaaS industry, people often change companies every few years, but by providing exceptional support and going out of their way to help customers, the company can leave a lasting impression. This can lead to organic growth through positive word-of-mouth and referrals.[00:05:30] Targeting high-value accounts.[00:09:43] Importance of selling to small ones.[00:14:23] Shooting straight in sales.[00:16:55] Money and motivation in sales.[00:19:54] Learning from our failures.[00:29:01] Successful partnership strategies.[00:32:06] Including partners for customer benefit.[00:36:24] Channel partnership challenges.[00:38:22] The power of partnerships.Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Chuck Reigrut

Understanding oneself and the target audience is crucial for leadership and sales success. Kristie Jones emphasizes the importance of self-awareness in reaching the next level in one's career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one's ability to succeed, not understanding one's own strengths, weaknesses, and goals can hinder success as a leader or salesperson.Kristie suggests that sales leaders should ask themselves a question to have a greater impact on their team. By reflecting on their own abilities and aligning them with the needs and preferences of their team, sales leaders can effectively motivate and guide their team members.Additionally, the episode highlights the importance of personal development and taking ownership of one's growth. Kristie mentions that sales representatives should not leave their personal development to chance or rely solely on their leaders. Instead, they should actively seek opportunities to learn and improve their skills. This aligns with the idea that understanding oneself includes recognizing areas for growth and taking action to develop those areas.[00:02:30] First sales job waiting tables.[00:03:06] Switching to higher-end restaurants.[00:05:42] Translatable skill set from waiting tables and going into sales.[00:11:21] Leadership management training.[00:14:32] Your circle matters.[00:17:32] Round table collaboration and success.[00:21:30] Importance of matching personality traits.[00:24:39] Sales perspective in large vs. small companies.[00:26:03] The startup world and career choices.[00:29:01] Setting goals for success.[00:31:40] Severing relationships for personal growth.[00:35:00] Verbal skills as secret power.[00:40:13] Personal development in sales.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Kristie Jones

Lloyed emphasizes the importance of building and leveraging a community for personal growth and success. They highlight that communities provide a sense of connection and camaraderie that is often lacking in business environments. He defines community-led growth as the connection among people with shared values who come together to learn and support each other in a specific topic or area.****AND get Lloyed's new book: "From Grass Roots to Greatness" 

When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers.The second key area is crystal-clear ICP. Not just your partnership's ICP, but who EXACTLY fits the solution your partnership solves problems for. And you do this by truly understanding who your partner is, who they sell to, and how your solution fits into your ICP's business process.The third key area is Partner Support. Help your partners win by educating them on the thing I just walked you through. Teach them how to close more deals using the solution and do it often, And you do that by Creating a partner battlecard.The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don't just ask for leads.The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business.Overall, when scaling up to larger customers, it is important to focus on these five key areas: winning business, Crystal Clear ICP, Partner Support, Give more than you get. and Partner is under sales. By paying attention to these areas, businesses can increase their chances of success and effectively scale their operations.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.[00:01:26] Channel partnerships under sales.[00:03:36] Partner program under sales.[00:07:21] Give back to your partners.[00:09:41] Building Channel Partnerships[00:12:22] Partnering with payroll companies.[00:15:27] Building profitable partner programs.[00:17:39] Creating a connection with partnerships.[00:20:28] Building Partner Programs and Winning Business[00:23:33] Partner support and training.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane Dufault and Jakub Hon discuss the importance of hiring individuals with a proven track record and experience in the industry. They emphasize that hiring someone who has already been successful in a similar role increases the probability of success for the company.Jakub emphasizes the importance of establishing a solid foundation and process early in a business. They mention that many businesses struggle because they lack a clear process. Without a solid foundation, businesses may find themselves using multiple overlapping tools, leading to confusion. They may also struggle to keep track of important information, such as past interactions with prospects.The process allows sales reps to focus on understanding the needs of the prospect rather than simply selling to them. This approach reduces haggling and negotiation and increases the likelihood of closing deals. Additionally, having a well-defined process in place can result in better business practices, leading to scalability and ultimately higher profits for the founder.[00:01:15] Starting an outsourcing sales company.[00:03:48] Different sales team skillsets.[00:05:40] Type of salesperson for formalizing sales process.[00:08:15] Finding the right sales stage.[00:13:33] Scaling too quickly is a mistake.[00:15:22] Scaling sales team effectively.[00:17:04] Scaling company processes iteratively.[00:20:32] Hiring for outbound sales experience.[00:22:11] Technology and sales reps.[00:26:10] Training vs. Tools for Sales.[00:29:27] Pipeline cures all.[00:31:49] Buyer intent and customer knowledge.[00:33:25] Focusing on the prospect.[00:36:13] Sales process and saving millions.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Jakub Hon

Duane Dufault highlights the importance of promptly reaching out to leads, especially if they have completed all the necessary steps and activations early on. This is because these leads may be trying to identify any flaws or potential issues with the product before presenting it to their superiors. He suggests that if a significant lead enters the trial or premium program and swiftly completes all the required steps, it is crucial to contact them immediately. By doing so, the company can address any concerns or questions they may have and provide them with the necessary information to effectively present the product to their superiors.This proactive approach can help build trust and increase the likelihood of converting these leads into paying customers. Additionally, Duane mentions that, in his experience, the gatekeeper of the customer base is often the one responsible for evaluating the product. Therefore, reaching out to these leads promptly can also help establish a relationship with the decision-maker and facilitate the sales process. Overall, the episode emphasizes the significance of taking control of the conversation with leads and actively engaging with them to address any potential concerns or doubts they may have early on in the process.Key Topics:[00:00:00] Product-led growth and sales.[00:04:26] Selling into larger businesses.[00:06:26] Taking control of the conversation.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Carl Pihl emphasizes the significance of considering not only the primary keyword but also the associated subjects and topics in terms of SEO. Many SEO professionals tend to solely focus on the primary keyword and overlook the related subjects and topics. However, the speaker believes that these associated subjects are actually the most crucial and can greatly impact search engine rankings.To support this point, Carl shares his experience launching a new website. He explained that by correctly incorporating associated keywords into their content, they were able to achieve first, second, or third rankings on Google without relying on backlinks or having an established website. This demonstrates the power of optimizing for associated subjects and topics alongside the primary keyword.Furthermore, Carl mentions that they now utilize AI to automatically generate pages based on keywords. This indicates that they have recognized the value of incorporating associated subjects and topics into their content creation process.[00:01:53] Ticketing Hub creation process.[00:03:10] Resilience and overcoming challenges.[00:06:38] Scaling a consulting business.[00:09:31] Building trust in sales.[00:10:16] Lost in London days.[00:14:09] Creating genuine connections through networking.[00:16:02] SEO and marketing as lost leaders.[00:18:09] Validating email addresses.[00:20:27] Understanding customer problems through experience.[00:23:31] Tracking user behavior and optimization.[00:26:06] Handling a major platform failure.[00:28:05] Nothing is free.[00:30:10] Transparency in business.[00:33:30] Retention during COVID.[00:35:01] Alternative to fair Harbor.[00:38:19] SEO and keyword density.[00:41:05] SEO and bootstrapped companies.[00:43:01] Building websites on a budget.[00:45:35] SEO and website improvements.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok  | Carl Pihl

The episode highlights two types of segmentation: demographic segmentation and behavioral segmentation.Demographic segmentation categorizes individuals based on common demographic information such as their role, industry, and annual revenue of their business. This type of segmentation focuses on basic characteristics that can typically be found online or through data enrichment platforms. It helps businesses understand the makeup of existing customers and allows them to prioritize certain segments in their sales funnel.On the other hand, firmographic segmentation involves segmenting individuals based on their actions, behaviors, and interactions with a product or service. This type of segmentation goes beyond basic demographics and focuses on understanding how customers use the product, who gets the most value out of it, and who pays the most. By analyzing customer behaviors and interactions, businesses can identify their ideal customer profile and optimize their marketing strategies accordingly.Both demographic and  firmographic segmentation are important for businesses. Demographic segmentation provides a basic understanding of the customer base, while firmographic segmentation delves deeper into customer actions and preferences. By combining these two types of segmentation, businesses can gain a comprehensive understanding of their customers and prospects, prioritize their sales efforts, and optimize their marketing strategies to attract more of their ideal customers.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane Dufault and Adam Jay discuss the importance of prioritizing tasks and having a realistic understanding of timeframes to achieve better outcomes and avoid falling into the trap of impatience. They highlight the common problem of founders and venture capitalists who believe that everything is urgent and a priority, leading to a sense of impatience and unrealistic expectations. Adam Jay emphasizes that if everything is urgent, then nothing is truly urgent or a priority.They explain that it is crucial to listen to experts who can provide realistic timelines and expectations. By understanding how long it will realistically take to make changes or achieve certain goals, founders can set more achievable targets and avoid the disappointment and frustration that come with unrealistic expectations. Adam also mentions that impatience is a mindset that often stems from the desire for immediate returns, but it is not necessarily the best approach for long-term success.The episode also touches on the idea that fast growth does not always equate to good growth. While there are examples of companies that have experienced rapid and successful growth, Adam suggests that slow and steady growth is often more sustainable and ultimately leads to better outcomes. They compare the journey of building a business to a marathon rather than a sprint, emphasizing the need for deliberate and thoughtful growth strategies.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Adam Jay 

The episode also touches on the mindset of sales managers. Duane Dufault points out that many first-time sales managers, as well as senior sales managers, often have a misguided perspective on their role.They may focus too much on managing from a numbers perspective, constantly monitoring metrics and performance indicators. Duane suggests that true sales leadership involves helping the team develop and become more effective sellers rather than solely focusing on managing their behavior and adherence to goals.One of the key responsibilities of a sales leader is to understand and address the roadblocks that hinder their team's performance. These roadblocks can range from skill gaps to inefficient processes or tools. Duane suggests that one of the biggest roadblocks in sales is the lack of necessary skill sets among sales leaders and managers. Therefore, a servant-minded sales leader should actively work on developing their team's skills by providing coaching, training, and support.[00:00:20] Sales leadership misconceptions.[00:04:24] Sales roadblocks.[00:08:21] Serving your sales team.[00:10:07] Servant-minded leadership.[00:12:16] Improving product for better deals.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Sam Jacobs and Duane Dufualt discuss the concept of "growing at any cost" in the tech industry. They question whether this strategy of aggressively grabbing market share and spending large amounts of money actually pays off in the long run. They mention companies like Slack and UiPath as examples of successful businesses that have grown rapidly. They also explore the influence of boards and competitive pressure in driving this mentality.Duane Dufualt discusses the idea that strengthening a business's position doesn't always require spending more money. They emphasize the importance of solidifying relationships with existing customers and forming partnerships as a way to create value without incurring additional costs.They highlight the significance of understanding customers and creating the relationships that customers need. This involves prioritizing the right actions and taking the time to do the unsexy things that put a business in the best position in the long term. Flashy widgets and expensive marketing campaigns are not sustainable strategies for enhancing a business's position.[00:01:31] Competitive pressure and anxiety.[00:03:06] Mark Roberge's acceleration formula.[00:05:39] Understanding business sustainability.[00:10:37] The expectation for growth.[00:11:25] The Fed printing money.[00:15:58] Strengthening position without spending.[00:18:15] Wartime versus peacetime mindset.[00:20:29] Sophisticated revenue growth strategies.[00:24:09] The risk of limited perspectives.[00:28:19] Building a network outside of work.[00:30:36] Side hustles and loyalty.[00:34:10] Building a community.[00:36:55] Understanding the piano and financial statements.[00:39:10] Making data-driven decisions.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

They emphasizes the importance of always being prepared and practicing in sales. They mention that in order to perform at a high level when it counts, one must put in many hours of practice beforehand. They argue that simply showing up and practicing on the spot is not enough. Matt, believes that this mentality of continuous practice is missing in most professional situations today.Duane Dufault mentions a quote that has stuck with them: "You're always preparing whether you like it or not." They relate this quote to sales and highlight the importance of always being ready, rather than waiting until you think you're ready. They believe that individuals who understand this concept and have a mentality of continuous practice are the ones who achieve success in sales.Furthermore, They discusses the importance of leaders creating a coaching culture in sales organizations. They suggest that leaders should prioritize practice and training, rather than reprimanding or pushing people into training environments. They argue that this approach will create a "pull effect" where individuals are motivated to invest in their own professional development and continuously improve their skills.[00:01:37] Conversion rates and metrics.[00:03:23] Taking time to unpack data.[00:07:29] Investing in human capital.[00:10:03] Practice to performance ratio.[00:14:52] Motivation for professional development.[00:17:01] Creating a training environment.[00:19:53] Building a culture of sales readiness.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane Dufualt emphasizes the importance of asking better form questions on lead forms in order to determine the potential ROI of leads and target higher value leads. The host suggests that simply asking for a name and email is not sufficient and does not provide enough information to assess the potential value of a lead.To determine the potential ROI of a lead, the host recommends asking questions that are directly connected to how the business charges for its product or service. For example, if a company charges based on the number and type of features used, the form could include a question about the specific features the lead is interested in. If the company charges per seat or user, the form could include a question about the number of users the lead intends to have.By asking these types of questions, businesses can gather valuable information about the potential value of a lead. This information can then be used to prioritize leads and determine which ones should be immediately sent to the sales team, which ones should be nurtured through marketing campaigns, and which ones can be put on hold.[00:00:31] Inefficient lead acquisition process.[00:04:11] Usage bands and pricing.[00:07:10] Efficient sales process through lead forms.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This episode touches on the ongoing focus on top-of-funnel lead generation for organizations, regardless of the target audience. Matt Green acknowledges that this has been a challenge for organizations even prior to Q3 of the previous year. However, with the introduction of AI-based tools like chat and GPT, coupled with the fact that every organization now has a BDR team or equivalent, the space has become increasingly crowded.The emphasis on top-of-funnel lead generation stems from the goal of retaining existing customers and maximizing revenue, particularly in the B2B SaaS and startup sectors. The speaker highlights that the industry is finally recognizing the importance of making informed decisions rather than simply increasing sales reps or marketing efforts without considering the conversion rate of leads.[00:01:00] Founding Sales Assembly[00:05:02] Community learning.[00:08:30] Top of funnel challenges.[00:12:40] VC versus private equity.[00:15:07] Thinking long-term for success.[00:18:22] Rev ops as first hire.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In the episode, Duane and Jordan discuss the importance of learning from and observing successful sales reps to develop the necessary skills for success in sales. They mention that many sales training programs and resources focus on building habits and skill sets around specific metrics and strategies. However, they argue that once a sales rep has developed these habits and skills and finds themselves in a new sales environment, these habits may actually be detrimental.Instead, Jordan suggests that one way for a sales rep to transition into a new style of selling is through observation and learning from successful reps within their organization. They highlight the importance of listening and being curious, and mention that some BDRs within their company have risen through the ranks by adopting these qualities.Jordan also emphasizes the value of challenging executives and asking tough questions. They observe that many executives enjoy a challenge because so many people around them just listen to them. By being able to match executives intellectually and ask thought-provoking questions.[00:01:53] Heavy research and strategic outreach.[00:04:26] Hyper focus on quality.[00:08:58] Confidence and intellectual curiosity.[00:11:03] Insecurities and self-doubt in sales.[00:14:09] Tough times and highlighting the good.[00:18:37] Dialing in on the data.[00:20:03] Reaching for career opportunities.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane emphasizes the importance of integrating product usage data into the CRM, particularly in a sales-led motion within a product-led growth strategy. He highlights the significance of sales teams having access to this data and knowing how to leverage it during the sales process. By having visibility into the prospect's product usage, sales reps can better guide and support the prospect, leading to a more effective sales approach.Key Takeaways:Get a tool that's focused on the ideal outcome, not just what you're good at.Stop trying to piece everything together, making it hard to get to that outcome. Simplify your tools.Make it easy for your sales team to execute.Use Hubspot to get everything in one place.Overall, this episode sheds light on the challenges faced by salespeople when managing multiple tools and data points. It underscores the need for a consolidated tool that streamlines and simplifies the sales process, enabling sales reps to be more effective and efficient in their roles.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Jordan Kennedy discusses the importance of focusing on the outcome and value of a product or service rather than solely on its functionality. They explain that when companies become too focused on demonstrating product features and conducting feature-heavy demos, they can lose the emotional connection with the customer and hinder the sales process.By shifting the conversation to emphasize the desired outcome and the value that the product or service can provide, companies can create a sense of urgency and accelerate the sales process. He also mentions that this shift in conversation has marked a significant change in their sales approach. They highlight that by focusing on outcome and value, they have found success in sales across different markets and segments.Additionally, he mentions that this shift in conversation also affects the types of conversations and individuals they engage with. In the past, the focus was on selling product features and engaging with internal guides, but now the emphasis is on value-led sales and engaging with decision-makers who are interested in the business change and transformation that the product or service can bring.[00:02:19] The dark web and tracking.[00:03:22] Proving the value of SEO.[00:07:04] Transitioning to enterprise sales.[00:11:41] Shifting sales conversations.[00:14:40] Intellectual curiosity in sales.[00:18:28] Tailoring solutions to businesses.[00:20:02] Seasonal impact on sales cycle.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In this episode, Michelle Benfer underscores the importance of meaningful thinking and strategic thinking as opposed to simply focusing on tasks. They express the need for time to think and concentrate on reports and strategic work without being constantly tied up in meetings. They acknowledge that having too many meetings does not benefit their team or the people they interact with.She believes that dedicating less time to tasks and prioritizing meaningful and strategic thinking can lead to greater rewards. They explain that meaningful thinking involves contemplating important topics and making decisions based on careful consideration. Strategic thinking involves planning and developing strategies to achieve long-term goals.[00:02:10] Setting up systems for success.[00:04:36] Taking a month off.[00:08:47] Simplicity and reducing clutter.[00:10:24] Differentiating coaching plans and development plans.[00:15:40] Maintaining trust and authenticity.[00:18:33] Moving to a four-day workweek.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This episode underscores the importance of candidates possessing business acumen and a genuine interest in understanding the inner workings of the company they work with. Michelle discusses how this is vital for selling to mid-market, enterprise, and even some SMBs. They acknowledge that candidates, especially younger ones, often lack interest in the business aspect. However, they emphasize that having business acumen is essential for effective selling and linking the value of a product to the customer's business.They also highlight the significance of experimentation and the commitment to adapt, evolve, grow, and innovate in sales strategies. Michelle emphasizes that running experiments is necessary to explore uncharted territories, acknowledging that some experiments will succeed while others may not. Despite the possibility of failure, the commitment to experimentation is crucial for sales strategies to adopt new approaches and evolve.Michelle suggested that companies may be hesitant to experiment due to the pressure of meeting revenue targets and the challenges of keeping up with demand, particularly in the context of digital transformation. However, they emphasize the importance of embracing experimentation and learning from both successes and failures to drive growth and innovation in sales.[00:02:21] Transition to SaaS[00:04:11] Behind the scenes tech experience.[00:09:54] The pioneers within organizations.[00:10:41] Commitment to experimentation in sales.[00:16:18] Reps facing challenges and learning.[00:19:15] Lack of business acumen.[00:20:57] Reps' impact on retention.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane Dufault discusses the tier one MQLs should be the sales team's top priority for outreach and engagement during the trial phase. These tier one MQLs are identified as the leads with the highest potential for ROI. Duane emphasizes the importance of promptly contacting these leads, as it greatly increases the likelihood of conversion. The sales team should approach these leads, follow a sales process, conduct a discovery call, provide a demo, and assist them throughout the trial. By doing so, Duane suggests that the leads will have a much higher chance of converting.This approach contradicts the traditional product-led growth strategy, where leads are not contacted until they have completed the trial and paid their first invoice. However, Duane argues that waiting until high usage activation and PQL measurement is a lagging indicator of conversion for enterprise accounts. Therefore, for higher ROI deals or leads in the product-led growth funnel, it is crucial to prioritize reaching out to tier one MQLs and guiding their trial experience.[00:00:56] Selling upstream challenges and myths.[00:03:10] Transitioning to sales-led process.[00:08:25] High usage activation and PQL measurement.[00:09:52] Product led growth strategies.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Steffen Hedebrandt discussed the benefits of diversified thinking in a team and suggested that pairing intuitive and rational people together can be beneficial. They explain that having a mix of different perspectives and approaches can help a team think differently and come up with more innovative solutions. They also emphasize the importance of finding complementary skills and strengths in team members to achieve better results.They noted that detaching oneself from emotions and passions can also be important in making objective decisions and executing strategies effectively. Overall, the episode highlights the benefits of having a diverse team and emphasizes the importance of balancing intuition and rationality in decision-making.[00:00:26] Poor sales process and product market fit.[00:03:32] Importance of collecting data.[00:06:22] Marketing accountability and revenue.[00:11:49] Hiring for effectiveness, not credentials.[00:15:02] Passionate Marketing Skill Sets.[00:16:11] Detaching from the creative process.[00:19:14] Obsessions in business.[00:22:39] Revenue and decision-making process.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In this episode, they also discuss the gap between cool marketing tactics and their actual effectiveness. Duane points out that there is a lot of fluff on LinkedIn and other platforms, where people talk about optimizing chat, G.P.T., and A.I. However, the challenge lies in measuring the effectiveness of these tactics. Duane emphasizes the importance of understanding how to measure the effectiveness of marketing campaigns and how to create the proper UTM parameters to put on the URL.Duane also discusses the challenge of measuring the effectiveness of dark social media, which is often considered untrackable. However, they argue that this is not true, and it is possible to measure the effectiveness of brand and SEO by optimizing for the right things and having the right tooling in place. Overall, the episode highlights the importance of understanding how to measure the effectiveness of marketing tactics and the challenge of bridging the gap between cool tactics and their actual effectiveness.[00:02:32] Diminishing return in marketing.[00:03:45] Connecting activities to revenue.[00:08:02] Account-based data modeling.[00:11:02] Multi-touch understanding in marketing.[00:14:13] Direct vs. Organic Marketing.[00:17:38] Measuring marketing effectiveness.[00:20:43] False business growth. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The episode highlights the significance of founder-led sales for startups. The founder must understand how different personas frame the problem they are solving, as there could be various versions of the problem.This understanding is crucial in developing an appropriate sales pitch for each role. Customer feedback obtained through founder-led sales also helps prioritize the next set of features and ties back into the product roadmap. Melissa Kwan emphasizes that founder-led sales should be the top priority for startups.Melissa also stresses the importance of spending time interacting with customers and listening to calls for effective product marketing. They argue that many product teams do not spend enough time gathering feedback from customers and instead come up with ideas on their own in closed-off meeting rooms.She suggests that product marketers conduct customer interviews to gain a better understanding of the problem they are solving and how different personas frame the problem.00:02:07 Retention is revenue, not cost.00:07:45 Focus on effective time management.00:10:31 Be omnipresent for success.00:14:54 Organic and SEO for startups.00:22:36 Founder-led sales is crucial.00:24:30 Do what gives you energy.00:29:57 Be promotional and provide value.00:34:12 Talk to customers for product marketing.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In this episode, Duane Dufault, talks about the process of going from an inbound, product-led growth SMB type of company to outbound and upstream. He explains the six primary steps to do that, starting with heavy segmentation of the internal customer base to figure out who fits the criteria of larger customers. He also talks about the importance of creating a more effective sales process to help companies become more profitable as a business. This episode is helpful for B2B SaaS companies looking to optimize their go-to-market strategy.[00:01:16] Segmentation for larger customers.[00:02:54] Channel Partnership Program.[00:05:37] Sales-led outbound approach.[00:08:08] Upstream enterprise patience.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The episode emphasizes that customer success is the most important department in a company. While acquiring new customers is important, it is equally important to focus on keeping existing customers. The revenue generated from a customer who stays with a company for a long time is exponential compared to the revenue generated from a customer who only stays for a year.The customer success team plays a crucial role in training and educating customers, ensuring their satisfaction, and potentially upselling them in the future. However, many businesses tend to spend most of their budget on sales and neglect what happens after a customer is acquired. As a bootstrap founder, the Melissa Kwan is concerned about how to keep customers and win them over.The episode highlights the importance of having a customer-centric approach and making sure that the product can actually solve the customer's problem.[00:00:18] Importance of hearing feedback.[00:04:17] Building a go-to-market.[00:08:45] Sales organizations and curiosity.[00:09:38] Product feedback and improvement.[00:13:43] HubSpot lacks basic functionality.[00:16:13] Marketing automation platform woes.[00:19:21] Project management tools.[00:22:06] Hiring engineers is challenging.[00:25:42] Value of doing work first.[00:29:07] Customer Retention Strategies.[00:32:49] Revamping onboarding and activation.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This episode also stresses the importance of self-awareness and intuition for entrepreneurs. Martin believes that self-awareness is the most valuable trait he possesses as an entrepreneur, as it allows him to know when he is doing the right thing and when he is not.He advises trusting your gut 100% when making decisions and suggests that intuition is something that most successful entrepreneurs have. Duane Dufault coaches people on how to train their intuition by going through all the little bumps, problems, and annoying things, which will help them identify what's good, what's bad, and what to look out for.00:03:48 Empower your team for success.00:05:41 Overcoming failure leads to success.00:14:17 Self-awareness is key.00:17:00 Trust your gut instinct.00:25:34 Building a brand humanizes products.00:29:08 Alfred is moving into white-labeling.00:32:18 Trust in AI is lacking.00:38:12 Outsourcing can revolutionize tech.00:42:50 Clearly communicate expectations for success.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation shifts to entrepreneurship and the mindset of problem-solving. Duane emphasizes the importance of being a problem solver first and foremost, and how this skill can lead to finding business opportunities. They discuss the obsessive behavior that comes with solving problems and the challenge of determining which problems to prioritize. The host shares their experience in coaching and consulting and how they had to figure out which dominoes to knock down to make the biggest impact.The conversation concludes with a discussion on the importance of going through the process of solving small problems to build the habit and intuition needed to solve bigger problems. Duane also touches on the risk tolerance and leadership skills required for entrepreneurs and the lack of experience criteria for receiving seed funding. Overall, this podcast episode offers valuable insights into the mindset of problem-solving and the journey of entrepreneurship.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation covers the use of trust to accelerate sales cycles and create new opportunities. A strategic sales rep might use the same approach to expand into new buying centers or a customer success rep might use it to retain customers by doing a relationship audit.The user experience has been reimagined with an introduction request into somebody who knows the person and can then forward a ghost email. This creates a less presumptuous approach as the connector feels like they are adding value, and they don't have to sell.The ghost email describes why the two people should meet and is a consistent payload. The connector can then ask the person to take a look at the email, and if the introduction is timely and relevant they can introduce them, otherwise they can move on.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This conversation discusses the use of AI in sales and how it can help automate and scale the process of identifying relationships and crafting messages. It is stressed, however, that AI should be used to prepare the sales rep to take action and not to overpersonalize emails at scale. It is acknowledged that AI without human intervention is not as effective and that salespeople may become untrusting of emails if they are all written perfectly. The conversation concludes by emphasizing the need to use AI and human intervention together to ensure authenticity.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Some of the conversation between Duane Dufault and Dan Goodman talks about how to identify red flags when selecting a new company to work for. Dan suggests that one red flag is if the CEO is adamant about only having themselves talk to the Board of Directors. He suggests that this is a sign of the CEO's narcissistic and egotistical attitude.Duane adds that another red flag is if the CEO is only willing to allow themselves to lead all hands and monthly meetings. Dan advises people to ask tough questions during the interview process in order to get a better understanding of the leadership team and their mentality.He also encourages people to ask questions of recruiters before they even begin the interview process. Ultimately, the conversation is about being aware of the potential red flags and taking the time to ask the tough questions in order to make an informed decision.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation discussed the importance of focus when it comes to marketing and gaining customers for a business. It was noted how companies often go too broad and try to market to everyone, leading to unrealistic growth numbers. It was advised to find a repeatable process to gain customers and build a product that solves an important problem.An example was given of a company from South Africa that was initially a drone business focused on farming. It was highlighted that understanding the nuances and differences between countries can be important when it comes to marketing. Overall, the conversation stressed the importance of focus when it comes to marketing and gaining customers.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In Ton Dobbe's book, he has connected business with sports and used an anecdote of his own experience of visiting Nazareth in Portugal and witnessing the enormous waves there. He then explains how he used this experience as the basis for his story in his book. He then goes on to explain how he used big wave surfing as the theme and storyline behind his story, and how there are many things to connect with these big wave surfers. He believes that success in business and life can be achieved by having a passion and connecting it to the storyline. By having a strong foundational focus and taking action, people can have a high level of success.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Enablement plays an important role in any organization, as it sets the strategic vision, demystifies success, and helps equip people to go to market in the best way possible. Revenue enablement, as it is now termed, supports the entire organization, not just go-to-market teams. It educates the entire organization on the importance of their role and how it contributes to the success of the company.Enablement should be operating six months ahead and should be in an organization to support product engineering, marketing, sales, and other teams. Enablement should have the resources it needs to succeed and have a long-term, positive impact on the company.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This conversation is about how to use the data from sales pipelines to increase success. To do this, one needs to find the wins in the sales pipeline. This can be done by looking at the conversion rate from connected calls and scheduled meetings. Additionally, one should track the total calls, successful calls, and follow-ups to see what is working and how that success can be replicated across the team.Highlights:Using Data to Coach Your Sales Team: Strategies for SuccessTracking Everything for Sales Success: Strategies for Creating a Repeatable ProcessPro Tip: Leveraging Data to Identify and Train High-Performing Sales RepsKey Takeaways:Use the metric manager playbook to help you build the two sales pipelines you need to be tracking.And then use those reports to see where you need to dive in deeper.Keep your coaching simple and focused.And use the metrics you're trying to improve as a success marker.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Part of their conversation is about the biggest challenge a non-technical, non-product founder faces when building software. The founder has been doing this full time since July, and their main concern is to make sure that the software they are building does not become employee tracking software. The founder has learned that the implementation, setup, and training of the software are what make it successful, and that most companies rarely get it right. Furthermore, the founder has been trying to find a product-market fit since they started the startup nine months ago and has been making cold calls to find potential customers.Key Topics:Exploring the Benefits of AI-Powered Sales AnalyticsConversation on Leveraging Slack Activity to Lead a Team ForwardConversation on Leadership, Product Development, and StartupsExploring Leadership Solutions for Frontline Leaders in Growing CompaniesExploring Leadership Development Strategies to Measure Impact and Increase ValueConversation on Listening to the Echo and Finding Market FitPivoting Outreach Strategy to Increase Product Adoption: A Conversation with a FounderConversation on Listening to the Echo and Finding Market FitIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Duane discussed the importance of conducting regular funnel analysis for marketing and sales. He suggested that this should be done at least once a month and could be done as often as once a week, depending on the sales cycle and the number of exposures for the marketing and sales cycles. Additionally, he mentioned that there is a version of this analysis that can be done on a per-rep basis to get more detailed insights.He then discussed why it is important to have a process like this in place and mentioned the two pipeline approaches he has discussed in the past. Finally, he mentioned that more information on the metric manager can be found on the website.Remember, two key outcomes of Revops and data in your GTMShows you where the holes are.Makes the fix obvious to see.Duane: "Data provides answers to questions about your business; you just have to know what questions to ask. Stay paranoid"If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation is about the toxic working environment found in many businesses. Dan Goodman, who has heard many stories from people in confidence about their experiences with toxic workplaces, Since their experiences have frequently left them feeling defeated, the people who are telling these stories are searching for sympathy, understanding, and a sense of belonging. Duane is ashamed that such a toxic environment still exists in the business world. Dan believes it is due to a lack of awareness and the power dynamics of the workplace, where those in higher positions are able to take advantage of those below them.Dan Goodman shared about a financial advisor who was taken advantage of by a financial institution he worked for. The institution changed the payout for their reps, taking a larger percentage from their clients' books of business. As a result, the advisor's recurring income dropped by six figures. He attempted to bring in his own lawyers but was unable to match the power of the institution's lawyers and was quickly drained of legal fees. He eventually had to walk away and start his own business, which is now doing well. This story has become more common, and people are now more comfortable discussing it. The advisor has amassed an engaged following in recent months.Heading: Conversation on the Comfortability of Discussing Toxic Workplace ExperiencesHeading: The Problem with Nondisclosure and Nondisparagement AgreementsHeading: Red Flags to Watch Out for When Joining a New EmployerHeading: Taking Action to Avoid Regret: A Conversation on Wage TheftIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

In this episode, Duane defines go to market and funnel as the steps in customer acquisition, starting from lead to churn. Duane then explains why it is important to do a funnel audit and a customer audit to understand where to focus time and resources. This can help determine if the company has product market fit, message market fit, and go to market fit before scaling. Doing this will help the business understand where to spend time and resources in order to grow.Key Takeaways: You need to be auditing your customer funnel on a regular basis, and you should be looking at the primary conversion points in the customer cycle.You don't need to audit every single connected SDR call when doing this.The audit should point you in the direction of where you need to put more effort.If you have a high MQL conversion but a low OP conversion, you get to spend time in sales.If you have a low MQL conversion, then you need to spend time in marketing.If nothing is going well, then you don't have PMF.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation between Duane Dufault and guest Sarah Filipiak focuses on effective leadership and coaching. Sarah believes that in order to unlock someone's potential, a leader needs to understand their individual motivation and create a holistic approach to coaching.They discussed that while some may say a lack of skill is holding someone back, it is more likely that the coach is not effective enough to discover what motivates the individual. The speaker emphasizes that each person is led differently and requires a unique internal framework in order to reach their potential.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This conversation emphasizes the importance of having a clear product-led growth strategy when launching a product. PLG is a great way to establish product-market fit, but it requires a well-defined messaging strategy and a clear activation path that is easy to follow.The product team, product marketers, UI people, and data analysis people are all key parts of a product-led growth strategy. To get buyers to stay with the product long enough to see the value, the salespeople should be engaged early on and not be picky and choosy. If someone submits a trial form, they should be called, and an in-trial nurture campaign should be set up to engage with them, guide them, and learn about where they came from. This is an essential part of the product-led growth strategy, especially if the product is early stage and the messaging and positioning are not yet perfected.Exploring Product Led Growth and the Role of Sales RepsProduct-Led Growth: The Benefits of Including Sales"Product Led Growth: How to Achieve Activation and ConversionThe Benefits of Engaging with Prospects During the Early Stages of Product DevelopmentKey Takeaways:1) Just because you have a PLG strategy doesn't mean you shouldn't have sales reps call on leads.In fact, if you're within your first two years, you're losing out if you don't.2) Sales is there to help fill the gaps between your product and your prospect.I appreciate you being here; if you want more info, go to sellingsaasplaybook.com to get your free founders course; leave a review on the showIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Mark Kosoglow discusses how the traditional approach of acquiring new customers using large amounts of money and resources is no longer viable in the current climate. Instead, Mark suggests investing in existing customers to improve retention, increase referrals, and reduce deal cycles, as well as lowering marketing budgets. This 'friends and family' approach is a better way to drive growth and will result in a more sustainable business model. The traditional model of hiring more salespeople and spending heavily on lead generation is no longer effective due to the large number of decision-makers involved in deals and the higher risk associated with it.Mark and Duane discussed that if you are focusing on acquisition and not taking care of your existing customers, you will lose money in the long run. They argue that you need to focus on taking care of what you already have and not just acquiring new customers. They also point out that companies like Salesforce have successful customer retention strategies that involve having robust customer success, account management, and support teams.They said that you cannot just monetize everything on the front end, and if you don't take care of your existing customers, you will have negative churn. Finally, they add that listening to customer success teams, phone calls, and account review meetings is essential for growth.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Hiring a new sales rep for a startup can be tricky. It's important to have the proper process and foundation in place before doing so, or things can quickly go wrong. The whole company may have fewer than ten employees, and most startups don't know what questions to ask to scale. A sales rep needs leads, a market to call into, a CRM, and a sales process. With a tight budget, startups may only be able to afford young and inexperienced sales reps who won't have experience with a well-developed CRM. It is important to have everything set up in a way that allows the representative to function without having to manually create everything every day.When hiring a new salesperson, there is much more involved than just the CRM. Companies need to consider the impact it will have on their current team, as they will need to take a break from their own sales to help onboard and train the new person. Companies should also have a sales playbook that outlines the process, including how many calls each lead should get, how long to follow up, what questions to ask in the discovery phase, how to run a successful demo, and how to measure the effectiveness of the demo. Additionally, companies should have a database or resource library for the new person to study and assets and software available for demos. Hiring a new person is an upfront expense and a decrease in production, and it usually takes three to four months for the new person to start paying for themselves.Unpacking The Challenges Of Scaling A SaaS BusinessThe Challenges of Hiring Additional Sales Reps for StartupsCreating a Systematized Process for Your Sales TeamExploring the Impact of Adding a Sales Rep and Doubling Customer AcquisitionIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The conversation discussed the core fundamentals of management and how they can be improved.He then discussed how there are two core aspects to management: team meetings and one-on-one meetings. Nick noted that at large companies, it was difficult to get managers to show up for one-on-one meetings as they prioritized customer meetings over them.Nick suggested that when working remotely, there is less randomness and spontaneity than working in the office, so it is important to be intentional with how you are managing your time with the team.This could include having one-on-one meetings with team members, leaving an hour open for customer calls, and being present with the team when they need you. Being intentional with time management is an important aspect of successful remote team management.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away.

The conversation discusses the stages of a SaaS sales process. The first stage is Connect, which involves the sales team, automated outreach processes, or product-led growth strategies. The second stage is discovery, which is different from qualification, which happens during the connect stage. Discovery is about understanding the prospect and their fit—whether they have a problem that can be solved and if they'll be a good prospect to work with. The third stage is prep, which happens after discovery and involves preparing for the demo stage. Finally, the demo stage occurs when the prospect is presented with an opportunity. The demo stage should have an associated deal with it, and the lifecycle stage should be in the demo stage.Understanding the Customer Acquisition Funnel for StartupsExploring the SaaS Sales Model: Connect, Discovery, Prep, and DemoClosing the Deal: Understanding the Difference Between a Qualified Prospect and a CustomerOverview of SaaS Sales Framework for Creating Happy and Healthy CustomersWe encourage listeners to share the show and access the video version of the model at sellingsaasplaybook.com for further information.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Katie discusses the gap in her experience when transitioning from college to a sales role, having spent her time in college singing and dancing instead of studying a tech or business background.She learned that it was okay to ask questions during sales conversations, even if they didn't have the background knowledge that the person they were speaking to had. She also learned that it was okay to challenge assumptions and ask impact questions to really understand the customer's needs. She suggests that the fear of what the person on the other end would think of them was what was stopping them from being genuinely curious and having the it factor.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This conversation is about vanity metrics and how to identify them. Duane explains how they were looking at the trial of a SaaS business, and the motto was more trials equals more revenue, but that wasn't the case. Therefore, understanding what drives the best customers and optimizing those KPIs and metrics are the keys to success.Duane emphasized that it is important to connect campaigns to revenue in order to understand which campaigns are working and which are not. Vanity metrics, such as likes, shares, and comments, are not reliable indicators of success. Businesses should define their own metrics for success in order to effectively measure progress.Understanding Vanity Metrics in SaaS: A Guide to Avoiding Common PitfallsUnderstanding the Value of Connecting Campaigns to Revenue in SaaSExploring Common Ways to Measure KPI: A Focus on MQLsThe Dangers of Vanity Metrics in Revenue AcquisitionIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Mark suggested that sales reps need to give a bit back to the prospect to balance out all the questions they are asking. They can do this by sharing an article or study that is relevant to the conversation or by asking the prospect if they have seen any of the trends mentioned. In this way, the sales representative can avoid feeling like they are interrogating the prospect.Interview with Mark Kosoglow Exploring His Journey from Shoe Salesman to Go-To-Market StrategistExploring the Reasons Behind Fear of Asking Questions in B2B SalesApplying Sales Experience to Early Stage StartupsConversation with Outreach and Catalyst Alumnus on Transitioning from Sales to Customer SuccessIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

The key is to find a balance between the two methods. Paid marketing can be used to quickly drive traffic, and organic marketing can be used to create relationships and build trust. It is also important to measure the success of each method and adjust your strategy accordingly. In the end, the best strategy is to combine both paid and organic marketing to maximize your results.Duane emphasizes three key points when it comes to marketing: it is never just one lever that creates growth; high tides raise all ships; and you need good quality data. Duane then talks about understanding what works in your marketing channels, looking at the big picture, and establishing clear outcomes. To help with this, he recommends paying attention to metrics such as MQL (Marketing Qualified Lead) and SQL (Sales Qualified Lead), as well as conversions. With these metrics, marketers can better understand the success of their campaigns and initiatives.Exploring the Argument of Paid vs Organic Marketing StrategiesUnderstanding the Three Factors of Successful MarketingExploring MQLs, SQLs, and Conversion Rates in Paid and Organic MarketingThe Impact of Paid vs. Organic Marketing on Lead Generation and ConversionUnderstanding the Benefits of Combining Paid and Organic Strategies for GrowthIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Jonathan Mahan says that you should focus on certain parts of a role play to make it more realistic and help you practice it better. They suggest breaking down the role play into key moments and practicing them individually, such as focusing on the response to a trigger phrase or particular questions to ask. They suggest focusing on the tone and the questions that are being asked.He also suggest zooming in on specific moments of a demo and paying attention to key moments, such as what to say after sharing a feature or what to do next. By doing this, it will help build a strong association between a question and the response, and it will help with the outcome of the role play.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This episode of the Selling Saas podcast discussed the importance of taking time to review and measure data to ensure that the output produced is strategically aligned and has an impact.This requires slowing down and blocking off time to look for correlations between data points and then measure the results of the output produced. This is the challenge of constant output versus targeted, strategically aligned output.This can help to ensure that the output is effective and has the desired impact.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok