Podcasts about bridge group

SaaS Account Executive Benchmarks including On-Target Earnings, Commission Rates, Quota, Quota Achievement, Renewal and Expansion Responsibilities are a few of the benchmarks that Dave "CAC" Kellogg and Ray "Growth" Rike discuss in this episode.Account Executive Benchmarks discussion include:On-Target Earnings (2024 vs 2022)Base Salary and Variable Compensation MixCommission Rates (2024 vs 2022)Quota Assignment by ACVQuota AchievementRenewal and Expansion ResponsibilitiesIf you are leading a B2B SaaS sales team or have one in your company that directly impacts financial performance this is a must listen episode of SaaS Talk with the Metrics Brothers!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Sally Duby serves as the Chief Sales Officer at The Bridge Group, a premier consultancy specializing in Inside Sales and Sales Development. With a profound expertise in constructing and revamping inside sales and sales development teams, she champions the integration of cutting-edge technologies and services with pioneering sales methodologies to drive accelerated revenue expansion. Her career includes significant roles at industry giants like Oracle and Skype, alongside a notable 15-year tenure at the helm of an inside sales consultancy, where she honed her leadership and strategic skills. We discuss her new book: Sales Development Hacks that Work. Buy it here: https://www.amazon.com/Sales-Development-Hacks-That-Work/dp/B0CR16C3SB

Sociologist and  University of London Fellow Dr. Louise Ashley is a leading authority on social class, its effect on career progression and access to elite professions. In this episode of Show Me the Way, the author of “ Highly Discriminating: Why the City Isn't Fair and Diversity Doesn't Work” talks about what needs to be done to make the City less exclusive. She believes as well as focusing on diversity and recruitment, it needs to think about its impact on society at large. . We discuss that book title (and why she doesn't like it now),  social mobility, “fitting in” and why “confidence is often confused with competence”. As well as her recommendation for Emmeline's bookshelf. It's a good one! Dr Louise Ashley is a senior lecturer at Queen Mary University of London, and a Fellow of its Institute for Humanities and Social Sciences. A Sociologist studying how social class affects access to the elite professions, and subsequent career progression. Dr Ashley has published articles in leading academic journals and her research has been widely covered in media, both in the UK and internationally.  She specialises in researching diversity and inclusion in large multinational organisations and ‘elite' occupations with a particular focus on social mobility and social class. She has led teams appointed by the government's Social Mobility Commission to understand barriers to entry on the basis of socio-economic background, in law, accountancy and investment banking. Dr Ashley is a member of advisory boards including the social mobility charity UpReach and is a Research Fellow for the Bridge Group. She is also a working group member on the City of London Socioeconomic Diversity Taskforce. Books for Emmeline recommendation: The Dark is Rising by Susan Cooper https://amzn.eu/d/h04sDhgFeel the Fear and do it Anyway by Susan Jeffers https://amzn.eu/d/iHGBiHB Dr Louise Ashley's Book: Highly Discriminating: Why the City Isn't Fair and Diversity Doesn't Work https://www.amazon.co.uk/Highly-Discriminating-City-Diversity-Doesnt/dp/1529227674    

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Social Impact Leader and Non-Profit Executive Director Angela Gonzalez shares her story of being part of a local Be the Bridge group on this episode of the Be the Bridge Podcast with Latasha Morrison during National Hispanic + Latine Heritage Month. They discuss how creating brave spaces allows people to share, learn, grow, and lament together. And Angela opens up about her personal shift of trying to be accepted in predominantly white institutions to accepting herself and her heritage. Angela passionately talks about why we should all be trauma-informed and be community focused. And she also shares why it is important for people receiving mental healthcare to see therapists that look like them. You will hear a call for churches and faith leaders to refer people to mental health care professionals. Latasha and Angela discuss the obstacles they have to overcome being leaders who are women of color. Join in the conversation on our social media pages on Facebook and Instagram and LinkedIn to let us know your thoughts on this episode!  Host & Executive Producer - Latasha Morrison Senior Producer - Lauren C. Brown Producer, Editor, & Music - Travon Potts with Integrated Entertainment Studios Assistant Producer & Transcriber - Sarah Connatser Quotes: “We are committed to this work because we are committed to our faith in Jesus.” -Latasha Morrison “A lot of the other things around us will burn, but God's justice will always prevail.” -Latasha Morrison “Instead of asking the question: what is wrong with you? We ask the question: what happened to you? And that is a more compassionate way of seeing the world.” -Angela Gonzalez "Therapists can help us to heal and become the people that we are supposed to be." -Angela Gonzalez Links: If you'd like to partner with the Be the Bridge Podcast, please fill out our Advertise with Us form.  Ads: Spotify for Podcasters [Record, edit, distribute your podcast. Download the Spotify for Podcasters app or go to www.spotify.com/podcasters to get started] Listen & subscribe to Raising Boys & Girls - https://tinyurl.com/RaisingBoysAndGirlsPodcast Become a Donor of Be the Bridge Shop the Be the Bridge Online Shop Resources Mentioned: Trust-Based Relational Intervention Connect with Angela Gonzalez: Instagram The Nurture Place Website The Nurture Place Instagram The Nurture Place Facebook Connect with Be the Bridge: Our Website Facebook Instagram Twitter Connect with Latasha Morrison: Facebook Instagram Twitter Not all views expressed in this interview reflect the values and beliefs of Latasha Morrison or the Be the Bridge organization.

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.

In this episode, we take a deep dive into accommodation in Torbay with Jason Parry, the Multi-Site General Manager of Mercure & Ibis Styles, and David Black, Chair of The Bridge Group and owner of the Headland View Hotel. We pose challenging questions and get their opinions and insights on what drives bookings in the industry. Additionally, we feature an exclusive interview with local hero Paignton-born Sgt. Will Runciman of the RAF Red Arrows! --- Send in a voice message: https://podcasters.spotify.com/pod/show/torbay-hospitality/message

In this episode of the Enterprise Sales Development Podcast, we speak with Matt Bertuzzi from The Bridge Group, we discussed the evolution of the SDR role, current industry standards, and SDR program structures. Matt shared the latest results of The Bridge Group study, we viewed examples of successful SDR programs including well-defined career paths, cross-functional collaboration, and efficient tools and technology. This episode offers valuable insights for sales development professionals and companies looking to improve their SDR programs. WHAT YOU'LL LEARN How the SDR role has evolved over the years What are industry standards nowadays How other companies structure their SDR programs QUOTES “It's very difficult to decide to go inbound with enough volume that you wouldn't just give them to your as you'd want an actual team to do some qualification on the front end." - Matt Bertuzzi [12:07] “Well, the error of big burn rates is paused. I am hesitant to say anything's over, but it's retreating now and I think the one to one ratio would see that”. - Matt Bertuzzi [17:50] “But tenure is falling. And if tenure is falling in the ramp is not also correspondingly falling, then the productive time in seat has to fall too”. - Matt Bertuzzi [25:45] “No more office lines, but the trend was starting way before COVID COVID was the accelerator. You, it's just, I mean, everyone has been doing this for a while knows it's harder to get someone to want to engage with someone they don't know” - Matt Bertuzzi [35:15] TIMESTAMPS [0:00] - Meet Matt Bertuzzi  [4:10] - How The Bridge Group Billenial report was born  [5:40] - This year's Billenial report [11:40] - How companies structure their SDR teams [19:40] - The “nature” of the SDR role / The fall of SDR hiring as in recent years [25:25] - SDR average duration in their role [32:27] - SDR daily activities according to the Bridge Group Report [37:40] - Matt on personalization   [44:33] - Matt on SDR monthly quotas [51:10] - Connect with Matt CONNECT Matt's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Kicking off Season 2 with an interview with David Black, chairman of The Bridge Group. Plus all the latest restaurant, bar events and attractions news. Don't miss the super springtime jobs board and live music calendar. Drop us a DM on Instagram with your updates! We want to hear more from businesses right across Torbay so please get in touch. Leave us a 5-starreview and we'll give you a shout out on next week's pod. Thanks for listening-have a great Easter everyone.Music by Ryan James Carr --- Send in a voice message: https://podcasters.spotify.com/pod/show/torbay-hospitality/message

For more prospecting and sales development tips, join 1'782 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Kyle Smith, Managing partner at The Bridge Group. We talk about the 2022 hiring trends for the SDR industry. What changes from the perspectives of candidates and companies. How candidates can adapt to the new market. Kyle shares his perspective from TBG customers on what works for them. He talks about tips for candidates, and also tips for hiring managers. Follow Kyle: https://www.linkedin.com/in/kylesmithtbg/ Resources from the episode: The 2021 SDR Metrics Report: https://blog.bridgegroupinc.com/2021-sdr-metrics-report — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

Sally Duby is a pioneer in the field of virtual selling, inside sales, and sales development. She is the Chief Sales Officer at The Bridge Group, helping companies realize the potential of inside sales through strategic thinking and the smart use of models, metrics, and motions. Sally was named one of the Most Influential Women in Sales in 2019. Join us as we discuss key topics in her areas of expertise, such as what goes into creating an effective sales development program, how to enable our sales team to have strategic conversations, and how to set outsourcers up for success. Highlights Sally Duby: A Top Woman in Sales The key trends for SDR and outbound prospecting for 2022 Power of sales and marketing Key elements of setting up a sales development program properly Knowing your buyer Impact of COVID-19 on sales recruitment Different attributes they are looking for in an individual to know if they'll be successful in SDR Benefits and risks of outsourcing your marketing and sales functions and processes First impressions in sales The importance of staying in your line Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Sally Duby https://www.bridgegroupinc.com/ https://linkedin.com/in/sallyduby/ https://twitter.com/sallyduby  Call to Action In the Funnel Sales Workshop Free Sales Tools   How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Felicity and Candice chat to their Shaw and Partners colleague Julius Garofali, together with Frank Yu from Ally Bridge Group. Frank founded Ally Bridge Group in 2013 and is Chief Executive Officer and Chief Investment Officer. In this role, he's responsible for setting strategic initiatives across the firm, and leading investment objectives across high-impact life science transactions in private and public markets globally. They are also joined by Julius Garofali, who's a Senior Private Wealth Adviser at Shaw and Partners and has been for twenty years. In this episode, they unpack the opportunities in the developing Life Sciences space, share insight in the Private Equity landscape, and talk about how they met!Follow Talk Money To Me on Instagram, or send Candice and Felicity an email with all your thoughts here. Felicity Thomas and Candice Bourke are Senior Advisers at Shaw and Partners, and you can find out more here. *****In the spirit of reconciliation, Equity Mates Media and the hosts of Talk Money To Me acknowledge the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respects to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander people today. *****Talk Money To Me is a product of Equity Mates Media. All information in this podcast is for education and entertainment purposes only. Equity Mates gives listeners access to information and educational content provided by a range of financial service professionals. It is not intended as a substitute for professional finance, legal or tax advice. The hosts of Talk Money To Me are not aware of your personal financial circumstances. Equity Mates Media does not operate under an Australian financial services licence and relies on the exemption available under the Corporations Act 2001 (Cth) in respect of any information or advice given.Before making any financial decisions you should read the Product Disclosure Statement and, if necessary, consult a licensed financial professional. Do not take financial advice from a podcast. For more information head to the disclaimer page on the Equity Mates website where you can find ASIC resources and find a registered financial professional near you. In the spirit of reconciliation, Equity Mates Media and the hosts of Talk Money To Me acknowledge the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respects to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander people today. Talk Money To Me is part of the Acast Creator Network. See acast.com/privacy for privacy and opt-out information.

0:00 Intro.1:30 Start of interview2:00 Lisa's "origin story". She grew up in Silicon Valley and after attending college at Stanford, she moved to Mexico City for 3 years where she worked in a boutique consulting firm. She later got an MBA at Harvard Business School. She then joined Bain & Co., became CEO of KnowledgeX (later sold to IBM) and co-founded ValuBond. She joined Visa in 2009, and Salesforce in 2012. In 2019, she joined the board of Colgate-Palmolive.8:20 In October of 2020, she joined Diligent Corporation as President and COO, based in SF/Bay Area. "Diligent has about 70% of the Fortune 1000 companies as clients, and it's a truly global product." Diligent did four acquisitions during the pandemic, aggregating "governance, risk, compliance 'GRC' and ESG." "It's a $40 billion TAM, and we are the biggest SaaS player in the space." "It's a killer set of applications together."13:45 Diligent Corporation got taken private by Insight Partners in 2016 (valuing the company at $624 million). "Now it's got to be one of the largest private SaaS companies."15:05 On the evolution of technology and board portals in corporate boardrooms.16:37 On the rise of ESG. "It's a very global trend." Examples from Australia, EU, UK, etc. On the SEC's approach with Chairman Gensler. Their global survey with Spencer Stuart, "finding 71% of boards are incorporating ESG into their company strategy, with 85% taking action to increase fluency on ESG." See Sustainability in the Spotlight: Board ESG Oversight and Strategy.20:56 Her thoughts on the L.A. state court judge striking down SB-826 (AB-979 got struck down in April) and what these rulings mean for board diversity. "Globally, women now occupy 26% of board seats." "In California, women occupy 28% of board seats." "So it seems that SB-826 and AB-979 had a positive effect on diversity of boards."26:41 On the recent push back by tech titans (Marc Andreessen, Peter Thiel, Elon Musk, etc) on ESG, including the power of institutional investors from the likes of Larry Fink from BlackRock.29:05 On dual-class share structures. "We [Diligent Corporation] don't have an official position on it."31:32 On the rise of private markets and governance of private companies.37:04 On the politicization of corporate governance. "It is a sea change, 10 years ago CEOs avoided commenting on any political issue."39:05 On the looming recession, and what directors should be doing in this economic downturn. "Boards have dealt with crises before such as the dot com crisis in 2000 or the GFC in 2008, and it looks like we're hitting a new crisis." "It will disproportionally impact private companies."41:41 On virtual board meetings. "The virtual board meeting is 100% here to stay, but not 100% of the time." "There is no substitute for looking at people in the eye, no substitute for the hallway conversations."42:29 The 3 books that have greatly influenced her life:River of Doubt: Theodore Roosevelt's Darkest Journey,  by Candice Millard (2005)The Power Broker, Robert Moses and the Fall of NY, by Robert Caro (1974)I Will Bear Witness, by Victor Klemperer (1995)43:09 - Who were your mentors, and what did you learn from them? Her Dad.The Bridge Group (women peers)43.52 - Are there any quotes you think of often or live your life by? "Don't let the perfect be the enemy of the good." 44:33 - An unusual habit or an absurd thing that she loves: Harvesting honey bees!45:31 - The living person she most admires: RBG.Lisa Edwards is President and Chief Operating Officer of Diligent Corporation, the leader in modern governance providing SaaS solutions across governance, risk, compliance and ESG with more than $500 million in revenue and a $7 billion company valuation. __ You can follow Evan on social media at:Twitter: @evanepsteinLinkedIn: https://www.linkedin.com/in/epsteinevan/ Substack: https://evanepstein.substack.com/__Music/Soundtrack (found via Free Music Archive): Seeing The Future by Dexter Britain is licensed under a Attribution-Noncommercial-Share Alike 3.0 United States License

Today, we sat down with one of the Most Influential Women in Sales (AA-ISP). Sally Duby is the Chief Sales Officer and Partner at The Bridge Group, and in this episode, she brings insightful advice on how to set up Sales for success.Arthur and Sally discuss how SaaS companies can assess if they have a replicable sales model, training and onboarding Sales Frontline Managers, how to set Quotas, how to evaluate the health of your pipeline, and ramp-up times for SDR/AEs. Additionally, she shares 3 common mistakes to avoid when scaling Sales.Listen out for:3:50 Lessons from Sally Duby7:00 The importance of Alignment in the company14:00 Do I have a replicable sales model?16:00 Three Mistakes to Avoid 18:00 Training and Onboarding Frontline Managers27:00 How to Set Quotas32:00 How to evaluate if you have a healthy pipeline42:30 Which is a good ramp-up time for SDR/AEs?Like the episode? Subscribe to the Leaders of Growth podcast so that you don't miss out on the next one!

Matt Bertuzzi Director of Ops of The Bridge Group gives the SaasHoles Kevin Gaither, Jamie Carney and Pete Jansons a peek of their first draft of their SAAS AE Report .....HUGE! IF your a sales leader or in rev ops get ready to nerd out. The Bridge Group has spent the last two decades helping more than 400 B2B companies achieve *more* — more prospects, more pipeline, and more revenue. Matt runs the numbers behind The Bridge Group research. He loves SDR/AE/AM process, metrics, and technologies. He also wrote a book for Salesforce nerds called Lightning Sales Ops. https://www.linkedin.com/in/mattbertuzzi/ https://www.amazon.com/Lightning-Sales-Ops-Salesforce-Development-ebook/dp/B06XMR93HC https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

In this conversation with Trish Bertuzzi, CEO of The Bridge Group, and Author of the Sales Development Playbook, we focus on the importance of developing and building a professional legacy, and how to stay in the present. Trish is a woman who is focused on the present: with a passion for what she does, and leading with gratitude. This is a woman who loves what she does, every day!Join us in this incredible conversation next!I'm your host for What Is Your Legacy podcast, Galem Girmay.Thank you for taking the time to listen, and if you're enjoying this podcast, I'd love to see your rating and review on Apple.

In this podcast, Simon Reichwald, Elizabeth Robertson and Tim Smith discuss how law firms can support legal professionals from less privileged backgrounds to progress their careers. The discussion focuses on three key areas: ·       The evidence and research underpinning the need to focus on progression·       The tools available to support progression such as mentoring; how to avoid marginal mentoring and instead deliver ‘mentoring with purpose'; why choice of mentor matters·       How creating the right culture and environment matters Simon Reichwald is Strategic Lead for Talent at MyKindaFuture and a Delivery Partner for the Government commissioned taskforce to improve socio-economic diversity at senior levels in UK financial and professional services. Elizabeth Robertson is a partner and white collar crime specialist at Skadden Arps, an international law firm. She is also a Board member of PRIME, an alliance of law firms across the UK and Republic of Ireland determined to improve access to, and socio-economic diversity within, the legal profession. Tim Smith is a partner at Bryan Cave Leighton Paisner where he specialises in planning and environmental law. Tim is also Chair of PRIME's Partner Advisory Group and a trustee of the Bridge Group. Useful links:PRIME - https://primecommitment.co.ukPRIME is an alliance of law firms across the UK and Republic of Ireland determined to improve access to, and socio-economic diversity within, the legal profession. Visit our website for more information on how your law firm can join PRIME. Taskforce to address Socio-Economic Diversity at Senior Levels in Financial & Professional Services - https://www.cityoflondon.gov.uk/supporting-businesses/business-support-and-advice/socio-economic-diversity-taskforce/socio-economic-diversity-taskforce-brochure    Why mentoring programmes often deliver only marginal impact - https://hbr.org/2020/07/why-your-mentorship-program-isnt-working The Government backed ‘Get into Work' Technology platform to support those who need it get into work and progress when in work - https://getintowork.co.uk/lp-a How firms are delivering ‘Social Impact' through mentoring https://www.mykindafuture.com/2021/04/08/supporting-young-people-hit-hardest-by-covid-19-with-mykindafutures-partnership-with-the-jobcentre-plus/https://www.mykindafuture.com/2021/07/08/6995/ 

Sally Duby, Chief Sales Officer & Partner for The Bridge Group, Inc. is a veteran in the field of technology inside sales. Having started out with Oracle in their early days as an inside sales rep, Sally learned the power of building strong foundations and where that success can lead. In today's episode, Sally dives into what her experience in sales leadership has taught her about building strong process, rallying a team through a pandemic, and how pivoting is vital in times of change. Tune in to today's episode to learn about strong leadership in the face of adversity! Quotes "They don't care how you help somebody else. At the beginning, they want to know what you're going to do for them, what problems can you solve and what's the business value bringing." (33:32-33:41) "You have to do a minimum of 25% more activities to get that first meeting versus pre-COVID and email responses rates have plummeted." (44:03-44:44) “That's going to be our recommendation, capture the data because it leads to such great information and ways to pivot and change your business to get the best benefits out of it.” (39:49-40:29) Links Sally Duby LinkedIn The Bridge Group LinkedIn The Bridge Group Website Empellor CRM LinkedIn Empellor CRM Website

Sally Duby is one of the Top 25 Most Influential Inside Sales Executives. Need I say more? Passionate about inside sales and helping others build world-class repeatable and scalable inside sales organizations, she's a sales force to be reckoned with. Sally is co-founder and board member of the VP of Sales Forum in the Bay Area, AA-ISP Silicon Valley Chapter Board Member and was named one of the Top 25 Most Influential Inside Sales Executives, a Forbes Business Council member and a published Forbes writer.Sally is CSO for The Bridge Group, Inc, today's most respected and influential inside sales and sales development consultancy working with tech stars such as Coupa Software, Avalara, Bill.com, Dropbox, IBM, CA, Oracle and Autodesk. She is also an advisor to many companies such as WindRiver, Streamsend, Imperva, Galvanize and others. Previously, she was Interim VP of Sales for a SaaS start-up, head of sales for Skype, and ran another inside sales consultancy for 15 years. Sally learned all about inside sales starting as an inside sales rep and working her way up to leadership roles at Oracle in the late 80s and then built and ran inside sales teams at Network General and Ingres.Let's be friends! Follow me on LinkedIn.This episode was edited and produced by Earfluence.

Description: Take a look inside the lives of two co-leaders of a Be the Bridge group in this episode of the Be the Bridge podcast hosted by founder Latasha Morrison. Latasha is joined by Andrea Middleton and Margo Yoder for an honest, revealing look into their experiences co-leading a Be the Bridge group. Together they bring us insight on the do's and don'ts of leadership, how to stay engaged with members, the benefits of a community founded on common memory, and the rewarding triumphs that accompany sometimes disheartening setbacks as a leader. Host & Executive Producer - Latasha Morrison Senior Producer - Lauren C. Brown Producer, Editor & Music By - Travon Potts Transcriber - Brittany Prescott Quotes: “The groups are the heartbeat of what we do.” - Latasha “And so this work doesn't just stop with a conversation or start with a conversation, it continues on in how you live your life.” - Latasha “Leaders have to be learners.” - Latasha “If you have a willing heart and you're open to learn, and you're in constant learning—God will cover you. God will make up for where you are missing those pieces as a leader.“- Andrea “For the rest of my life, I will be undoing the first 40 years of my life where I grew up in a culture of not understanding the world around me.” - Margo “When we learn to just listen without adding in our own words and our own experiences, and just listen and believe the person who is speaking to us—I think that is a huge, huge marker of growth.” - Margo LISTEN & SUBSCRIBE Podcast link: https://podlink.to/BeTheBridgeSocial handles/links: Instagram: @LatashaMorrisonTwitter: @LatashaMorrisonFacebook: https://www.facebook.com/LatashaMMorrison/Official Hashtag: #bethebridge --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

TKDA’s bridge group has a new manager and a heavy workload as the 2021 construction season ramps up. The St. Paul-based engineering, architectural and planning consulting firm recently promoted Lindsey Lawrence to lead the group. At present, the group includes 12 employees with another coming soon. A senior registered engineer and experienced bridge inspector, Lawrence is a member of the Minnesota Surveyors and Engineers Society. She joined TKDA in the mid-2000s after graduating from North Dakota State University. During her time with TKDA, Lawrence has helped plan and design more than 50 bridges and has inspected and rated upwards of 250 municipal and county bridges for the Minnesota Department of Transportation. TKDA Surface Transportation Division Vice President Matt Christensen describes Lawrence as an “extremely talented design engineer” who “values the high professional standards and key relationships needed to build on our success in the bridge group.” In the following interview, Lawrence speaks with Reporter Brian Johnson about her new duties at TKDA, notable projects, the bridge group’s workload, and her love of salmon fishing in Alaska, among other topics.

The 2021 Sales Development Report from The Bridge Group is out. We invited Matt Bertuzzi, Director of Ops at The Bridge Group, to unpack the state of sales development and share the trends expected for this year. Our conversation covers many important topics, like how to expand your SDR talent pool, comparing report data to assumptions about the effect of the pandemic, the methodology behind the report, and contributing audiences, defining quality conversation and the best medium for it, and lastly, quotas: if any experience is essential for meeting them, and other complexities. Check out the full report on this link: The 2021 Sales Development Report. Want to hear more? Find us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Greg has been in recovery for many years and is an active leader and mentor in AA. He was a part of the original Bridge Group ministry which His Way was born from and has been a volunteer for many years in our ministry. For more information on AA in Huntsville, AL: AA Central Office aahuntsvilleal.com 256-885-0323 His Way is a residential recovery program in Huntsville, AL, for men struggling with drug and alcohol addiction. Find out more at hiswayinc.org

Sally Duby, the Chief Sales Officer at The Bridge Group and a co-founder of the Silicon Valley VP Sales Forum has seen the evolution of inside sales and business development for 25+ years.In this episode of Selling the Cloud, we discuss the evolution of Inside Sales in the SaaS/Cloud industry, and specifically how Inside Sales is being used in the pursuit of enterprise-class customers.Sally first learned the craft of Inside Sales at Oracle, which was the first traditional enterprise software company to prove that inside sales is applicable for enterprise software sales.Leap forward to 2021 and the path to become an Inside Sales professional often starts in the Sales Development Representative (SDR) role.  This role is about learning the outbound lead generation and opportunity qualification process and is the traditional stepping stone to an inside sales role.Traditionally, Inside Sales ran the full lifecycle of lead to close for SMB or mid-market target buyers, and/or total contract values less than $25K...that dynamic is changing.  COVID has accelerated the evolution of the Inside Sales function to more effectively focus on and close enterprise-class deals up to and above $100K ACV.   SaaS companies define "Enterprise" target markets by employee size (such as > 10,000 employees) or revenue (such as > $1B).Chief Revenue Officers are not investing enough time in understanding, valuing, and promoting the Sales Development function as a great starting point for future leaders of the company.  In fact, with marketing and sales becoming more integrated, and responsibilities blurred, the skills an SDR develops in gaining buyer engagement and interest before transitioning to sales bodes well for understanding the tactics required for marketing and sales.Sally highlights why serving in multiple roles across sales and operations is a critical investment that early-career sales professionals can make to pave their road to the Chief Revenue Officer role.  Sales Development Rep, sales operations manager, inside sales - commercial, inside sales - enterprise, and even revenue operations or growth marketing are all great roles to build the next generation path to become CRO!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Trish is the Founder and CEO of the Bridge Group which she founded in 1998, and prior to that she spent her entire career in sales. Starting out in telemarketing, which is essentially an SDR today. Trish grew into becoming the Founder and CEO of one of the most well respected consultancies in the business and she's also the author of the Amazon best seller, The Sales Development Playbook. This is her story.

Richard began a Christ-centered recovery ministry in our area in the 90s called "The Bridge Group". He was instrumental in introducing many Christians to the need to minister to those struggling with substance abuse. He inspired our Executive Director, Tom Reynolds, to become involved in recovery ministries, and his influence led directly to the establishment of our original residential ministry, The Way. His Way is a residential recovery program in Huntsville, AL, for men struggling with drug and alcohol addiction. Find out more at hiswayinc.org

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices

What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights:  What team selling means What a team selling model looks like Hybrid roles How to start looking at team selling as an option Different versions of team selling Developing a team sales strategy that makes sense for you What account hierarchy looks like The continuity of team selling What you can learn from being part of a team Why you need to think differently about your selling model Where sales goes from here Resources:  Trish Bertuzzi The Bridge Group

My guest today is founder & President of The Bridge Group and author of the best-selling book: The Sales Development Playbook. She is an authority on inside sales (if not “THE” AUTHORITY) and often remarks how lucky she is to work with an amazing team, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, metrics and measurement. For more than two decades, she has promoted inside sales as a community, profession, and engine for revenue growth.

In today's episode of the Metrics that Measure Up, Sally Duby, Chief Sales Officer at The Bridge Grop discussed the findings from their Sales Compensation research conducted in August, 2020 in partnership with the Silicon Valley Vice President Sales Group.Sally shares benchmarks and compensation trends across a wide variety of roles including Chief Revenue Officer, Field Sales - Account Executive, Inside Sales - Account Executive, Sales Development Representative, Sales Operations and Sales Enablement.The trends identified since the latest research The Bridge Group conducted in 2018 is quite surprising. In this episode we find unexpected trends in Equity, On-Target-Earnings by Annual Contract Value (ACV) and how Quotas vary so greatly based upon ACV.

Attention all data devotees! This episode is for you! Kyle Smith, Director of Sales and Customer Success at The Bridge Group joins host Bryan Whittington to talk about the mountains of data on sales development he is privy to in his role. We love to talk about sales as an art - but this episode is for the statisticians! Kyle and Bryan talk about: -top of funnel KPIs -analyzing data on attracting top talent -understanding "the numbers" of sales development -pay attention to key data benchmarks on a regular basis to direct personal development The Bridge Group's website: https://www.bridgegroupinc.com/ Kyle Smith on LinkedIn: https://www.linkedin.com/in/kylesmithtbg/ Trish Bertuzzi's (CEO of The Bridge Group) Book, The Sales Development Playbook: https://books.google.com/books/about/The_Sales_Development_Playbook.html?id=8Y-bDAEACAAJ&source=kp_book_description Matt Bertuzzi's (Director of Ops at The Bridge Group) Book, Lighting Sales Ops: https://books.google.com/books/about/Lightning_Sales_Ops.html?id=KDDlAQAACAAJ&source=kp_book_description

Voted one of “The Most Influential Inside Sales Experts” by the AA-ISP, Sally Duby is the Chief Sales Officer at The Bridge Group, Inc. and has built a reputation as an EXPERT in skyrocketing revenue growth through the transformation of inside sales and sales development teams. Sally is a veteran of technology inside sales and sales development, with over three decades of experience working with well-known companies such as Oracle, Skype, Ustream, and Phone Works. Throughout her career, she has helped lead transformations to reflect the latest industry developments, trends, and technology. Those who know Sally say she’s incredibly brilliant and very skilled at what she does. Further, she has helped hundreds of technology companies build high-performing sales organizations. She is known to bring the highest level of professionalism, smarts, and a “can-do” attitude to the projects she works on. On this episode of Sales Secrets From The Top 1%, Sally explains her top secrets to sales success and how to start implementing them in your career immediately!

Olivia Fuller: Hi, and welcome to Book Club: A Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to have Carole Mahoney join us. Carole, I’d love for you to just take a second and introduce yourself to our audience. Carole Mahoney: Yes, I am the founder of Unbound Growth. It’s funny because we were just talking before we started the call that — I’m in the country, so if you stalk me on Instagram, you probably already know that I’m a country girl, a dog mom, a wife, I’m a mother to two sons and a little bit of a nerd. I started Unbound Growth when I saw that salespeople were selling in a way that didn’t allow buyers to really want to engage with them. It was just a misalignment. And barely half of salespeople were making quota year after year, despite huge investments in time and in money and in tech and in training. I found that even if they did sometimes make quota, it was not always enough because there was customer churn happening in the company. So, I started doing some research and studying the science behind how people make decisions and how we change our behaviors. As a result of that, I transitioned my lead generation agency into a sales consulting, training, and coaching firm. And I took all of that science and data and I started testing it in the field with sales teams. And we’ve seen salespeople who were on plan about to get fired, go from that to being top performers in the company, selling the largest deals in company history, hitting over 200% of quota in some cases — in less than a year. By working with some frontline managers, we’ve seen teams go from barely scraping together 80% of quota at the end of every month or every quarter, to then hitting 130% of quota or more consistently, and growing their teams and the size of their teams. We've also consulted business owners and founders, and those in the C-suite to help them to hire the right people for the right role to begin with, because even today with the market being what it is, as far as hiring people goes, we still have to make sure we’re hiring the right person for the right role. We’ve also helped them cut down their hiring costs in the time to hire and increase the success of those sales hires by up to 90%. So, I really kind of see myself as a change agent. I kind of go when there needs to be a behavioral change happening in the sales organization and I really dig into not just what they see happening, but why it’s happening and really get to the root cause of it rather than throwing more training and tactics at people. Although that’s part of it — changing the approach and the tactics — we’re really digging into what’s going on behind the scenes. What are the hidden weaknesses that we might not even realize is the thing that’s actually tripping their teams up from executing the way they want to. OF: In your book “Mindset Matters”, you said that improving sales comes down to behavior change. Why is behavior change so critical to success in sales? CM: When you think of success in sales as being successful in any kind of a job function where you have to perform under high stakes pressure, managing our behaviors in those situations is critical. Whether you’re performing in sports or in the arts, whether you’re a doctor or a lawyer, even as parents and partners to our spouses and loved ones, being able to manage your behaviors, your emotions, and how you show up is critical to success. And sales is absolutely no different. In fact, I’d say even more important, I think. Because one of the things that I love about sales and I’ve talked to a lot of salespeople and a lot of sales leaders, and I hear this consistently — is that one of the things that they love is the ability to tie their results directly to their activities and their behaviors. That if they want more, if they want to be more, their efforts directly contribute to that. And you know, from how much we reach out to people, to how we follow up and follow through and what we said we were going to do, how we communicate with people to help them to understand their problem and for us to understand their world and be able to offer them insights that they might think differently about a problem or a solution. And hear things like, ‘well, you know, I never thought of it that way before.' This is also though our biggest challenge, right? In being able to manage our behaviors, to get our results. It’s also our biggest challenge because how we show up a lot of times depends on how we think and what we think. And that can be sometimes those hidden weaknesses that get in there in our way. Our beliefs, our mindsets about ourselves, our value, our environment, and the world around us. Those things become our mindsets and how we see ourselves in the world, which is then becoming our behaviors, and how we act and show up becomes our results. Behavioral scientists called this the theory of reasoned action and our intents in that is the theory of planned behavior. Our mindsets and beliefs directly impact our behaviors in all aspects of life: sales, weight loss, performance, in every way. OF: Behavior change can often be a difficult process, and you’ve talked about the need for sellers to really have incentives to put in the effort necessary for growth. What are some ways that sales reps can be incentivized to change their behaviors? CM: In a lot of the research and studying that I did is digging into this and identifying, why are we so resistant to change? It’s usually in relation to fear. Fear of the unknown, fear of an uncertainty of what the future is going to look like, which we are all suffering from to some extent right now. And this is why I think one of the reasons why it’s so important to have a cognitive approach to sales coaching embedded within your coaching framework. Because cognitively, when we’re dealing with those fears and those types of things, it’s hard for us to imagine the future. And because it’s hard for us to imagine, the unknown is scary to us. And so, we avoid it. And when we avoid it, that causes all kinds of other problems. In order to get over the fear of the uncertainty, we need to have identified what our personally meaningful goals are for making the change. What do we want our future to look like? And why is that so important to us? So, goal setting for — I see this happen in school, many sales organizations, when I asked them about, do you or your team have personally meaningful goals that are driving them to make these changes that you’re talking about implementing in your training and coaching programs? And they say, ‘well, they have quotas and they have activity plans and they have playbooks and they have a smart goal setting model to use.' And the problem with that is when you try to use quotas and commissions as a standalone to try and motivate and incentivize people, the problem with that is the data shows from over 1.9 million sales professionals that the top percentage of salespeople are not necessarily motivated by just money. They're actually motivated by things that are more interesting intrinsic, like being the best at something, being reputable with others, being a resource to others, mastering their craft, being the best they can be. And frontline sellers and managers who dig into the reason why those things are important and the why behind their actions are more likely to do whatever it takes to reach the goal, no matter how scary it might seem. And that might include letting go of some long-held beliefs and mindsets. There’s a story that comes to mind of a client that I worked with. His name is Michael Douglas, not the actor, the salesperson. And when I started working with Michael, he had a goal of increasing his income and his revenue by a certain percentage. And we dug a little bit deeper into it and one of the things that we found is that he really wanted to feel that he was able and confident from now and into the future that he was going to be able to provide for his family. And that he wanted to make that investment in being the best that he could be for that reason. Now that’s something that’s a lot more motivating than you need to hit X number of quota this month. For Michael, this was the incentive for him to change the beliefs, long-held mindsets, and now as a result of that, he’s closing largest deals in company history. He went from selling three, six figure deals a year to selling three times that in less than nine months. So, this is how we get people to change behaviors, is by guiding and helping them to tap into their why. And not that we spend forever there, that we have to imagine the perfect why that’s going to be the magic pill that’s going to motivate us through everything. It's still going to be hard. It’s still going to require grit. But when you dig and you think, why am I doing this? And you were reminded of the reason — then you’re willing to go through the uncomfortable changes that you need to go through to get there. OF: You have another book that’s dedicated to sales coaching, and more specifically about determining the value of sales coaching for sellers. From your perspective, what is that value and why is sales coaching so important? CM: Revenue. I think that’s every salesperson's, every sales leader's answer to that question is going to be its impact because of revenue. There’s a lot of other reasons why, so let’s tackle the revenue question first. Same data from 1.9 million sales professionals — I also did an analysis on the sales managers and the salespeople who reported directly to those managers, and the things that I found were that when managers who were trained on how to coach and had been coached themselves and consistently did coaching multiple times a week for an hour and more total per week per rep, and it was about 50% of their time — that those managers who did those things saw their salespeople were 49% stronger than those that didn’t. And if you acquaint abilities to revenue, you can look at a 10% increase in abilities can equate to as much as 33% of revenue give or take. You start increasing the abilities by 50%, imagine what that does to revenue. So, there’s that, there’s a retention of your top six salespeople. I think it was a Deloitte study that showed that salespeople who are coached are more likely to stay. And I think it was actually a study that was done by The Bridge Group and ExecVision, that showed the salespeople who were coached not only were likely to stay longer, but they were 45% more likely to recommend others to come and work for your company. So, imagine if more of your top performers who you’ve been coaching then had more others that were like them who could be like also top performers coming to your company, which goes back to the hiring piece. Here’s the other thing of it though, is that coaching doesn’t just increase revenue. It doesn’t just increase the retention of your top salespeople and make it easier for you to hire more salespeople. It also helps you to retain more of your customers. We talked about in the beginning, in the intro, how — I don’t know if I mentioned this part, but actually the increase in revenue is one piece, but we actually saw teams retain customers of over 98% retention rate. And when you’re a SaaS based company, that is an absolutely critical number, especially right now. But the interesting thing — it wasn’t just because of customer service. There was an interview that was done by Mark Roberge, who was the CRO at HubSpot, and he was talking about when they were scaling the sales teams there. And he said that when they started having churn issues, they thought at first that it was going to be related to customer service issues. But what they found was that it was actually tied directly to the rep who initially sold them. So, when they started instituting this type of coaching and training, they found that reps who set the expectations properly with buyers so that churn was less likely to happen later, and then retention went up. I saw the same thing happening when I was working directly with some of HubSpot’s teams and others that not only did retention go up but discounting went down because they were selling more on value and selling consultatively. So, they’re not only getting more revenue, keeping more revenue and the customer longer, but they’re doing so at a higher dollar amount. OF: How does sales coaching help create behavior change? CM: It creates behavior change if you’ve done it the way that it’s not just your sales manager going in and telling them what they should do, it’s not a pipeline review. It’s not a one-way conversation. It’s also not an hour-long conversation that you might have once a week. Ideally, sales coaching helps to create a behavior change because you’re challenging their beliefs. You’re helping them apply the knowledge that they’ve learned in training to actually execute in their day to day on the job execution. There’s a model that’s the adult learning theory model, which shows that the largest percentage of our learning happens in the application and then the day to day, and not theoretical, but real life. So the more that we can have coaching be not just a reinforcement of what they’ve trained, but actually allows salespeople to take what they’ve learned — the knowledge in their head — and apply it to the words and the actions that come out of their mouth. So that’s one way that coaching helps to create that behavioral change because in order to change the behavior, first we have to recognize that the behavior needs to change, so challenging beliefs and approaches, but then we have to practice those new approaches, those things that we’ve learned. And so coaching should really be like practice sessions, like drill sessions. The two-letter word, every salesperson almost hates is “role play.” And not like the theoretical, take it easy on you, this conversation never really actually happens kind of roleplay. But actually, even taking your recorded calls that you — everybody should be recording their calls right now — and listening to them and finding one point in the conversation, one set of questions to practice and drill and practice and drill until it becomes second nature to that salesperson. That builds their confidence in executing in those new abilities and skills that they’re learning. Or fine-tuning the ones that they thought they had perfected as well, because coaching applies to experienced salespeople as well as new and in the practice, in the challenging and in the beliefs, it also happens that coaching can help create behavior change. When we’re having managers who are not giving them all of the answers, not telling them what they need to do, but asking the critical thinking questions to get them to start coming to their own conclusions so that the behavior change isn’t something that’s imposed on the salesperson. It’s something that’s collaborated with them. That’s something that’s really important in the coaching and coaching relationship is that they have to feel like they’re part creating that conversation, otherwise you’re just nagging them. OF: In your opinion, what does good sales coaching look like? What are some of the skills that you really think are necessary for good coaches to have? CM: There’s over a dozen different skill sets and mindsets and even beliefs that need to be incorporated into a good coaching persona, and we measure for all of those with using the same data we mentioned. First, we talked about this before — what’s the impact? It has to be done consistently, not ad hoc, whenever issues arrive or end of the month or pipeline review time, but something that gets scheduled like a religious event on their calendar that if it’s Christmas day for coaching time. So that kind of consistency and structure to it. When I’m working with sales teams as their outsource manager, I sometimes will schedule two or three, a minimum of two or three, 15 to 20 minute calls a week, minimum. And sometimes it’s every day, depending on how much work needs to be done with the salesperson or how motivated they are to want to get to the next level. And each of those calls, like for Monday’s example, we’ll debrief. And Monday’s debrief or Friday afternoon's debrief is really looking at: What happened? Why do you think that that happened? And what’s a different approach that we can do? A lot of times a debrief might be like a call review, where I will have a salesperson send me a call and they’ll say, I really felt like I struggled at this particular part, here’s where I think it’s going on. They’ve listened to it and they’ve thought, all right, this is where I think I need to improve. And then I can debrief with them and ask them questions. Like, all right, how did you get to this point? What’s the background story? I’ll ask them questions like, why do you think that they reacted that way on the call? What question do you wish you had asked in that moment now that you’ve listened to it? And we’ll practice that so that the next time they get into a situation and call like that they can execute on it. But then I’ll also debrief with them to figure out okay, what’s next? What can happen next with this particular call? What’s the strategy? What’s the approach? What’s it going to sound like? Let’s role play that too. So that’s part of the debrief. And as I mentioned, I’m asking a ton of questions. I’m not telling them what I think happened, I’m asking them what they think happened, and I’m asking more and more clarification questions to get them to start actively recalling what happened and come up with a plan for attack, so to speak. Another thing that’s really important for managers who want to coach is you can’t have a need for approval from your salespeople. If you’re more worried about whether or not your sales, person’s going to like you because if you don’t like your manager, then you’re not going to listen to your manager, then you’re not going to be able to have those tough conversations. Those coaching conversations that you sometimes have to have when they fall flat on their face and they will. And you have to be able to do that and if you need their approval and you need them to like you, it’s going to be tough. Obviously, you’ve got to be able to control your emotions. If you’re emotionally invested in this deal closing, it’s going to be really hard for you to sit on your hands and close your mouth and ask the questions to get them to learn. They have to have a sales process. It's kind of like, if you don’t have a sales process that you’re following and using that in your coaching, it’s trying to give directions to someone who doesn’t know how to read a GPS or a map. You don’t know where you’re at and you don’t know where you need to go next. Obviously, if you can’t tell, I have a passion for this. And that passion for coaching and really that patience even for coaching –I have a side story. I have a little bit of a scar here on my lip because I have a rescue dog and this rescue dog has a few emotional issues. He’s been abandoned. And so he has some beliefs that get in his way, and it manifests whenever he has to go into his doghouse. He goes into his doghouse and he has this little front porch and he stands on the front porch and he stands there and he barks and he whines because he believes in his mind that he can’t take the one-inch step off of the porch to be able to get them to run around in his little doggy area. And so one day, I was actually getting ready for an interview, very similar to this one, and I had to get on the phone and he was outside and whining and barking because he was stuck on his dog porch again. And so normally what I would do I do is I would coax him out, I would basically doggy coach him to try to get him to come off of this thing. But that day, I didn’t have time. I was running around, I was going a little bit crazy and I’m like, you know what? I just need you to stop barking. So, I’m going to come over there and I’m going to rescue you. And before I realized what was happening, he got this look on his face. Like he suddenly realized, Oh, mom is coming. She probably has lunch. And he takes off running and he has this 50-foot long cable, and the cable hit my head, hit my face. I thought I lost teeth. There was blood everywhere. And I realized I had done exactly what I teach and coach sales managers to do all the time, which is don’t rescue your salespeople. You’ve got to let them work through it. And that’s what happens when you don’t have the patience and the passion for coaching, is that you’re going to give in, you’re going to try and rescue your salespeople, and there’s going to be a disaster at the end of it. And — you robbed them of the opportunity to learn. You have to understand those things — by rescuing the salespeople, you’re hurting them. You’re going to hurt yourself because you’re going to always be rescuing them and handling things like joint sales calls effectively, getting commitments from your salespeople to make these changes, these are all of the things that are necessary to learn to be an effective coach for your salespeople and not get clipped by a dog runner coming at you at 25 miles an hour. OF: Well, this has been some fantastic advice for our audience, so thank you so much, Carole, for joining us. CM: It's been so much fun. Thank you for letting me tell you about my rescue dog. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Olivia Fuller: Hi, and welcome to Book Club: A Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to have Carole Mahoney join us. Carole, I’d love for you to just take a second and introduce yourself to our audience. Carole Mahoney: Yes, I am the founder of Unbound Growth. It’s funny because we were just talking before we started the call that — I’m in the country, so if you stalk me on Instagram, you probably already know that I’m a country girl, a dog mom, a wife, I’m a mother to two sons and a little bit of a nerd. I started Unbound Growth when I saw that salespeople were selling in a way that didn’t allow buyers to really want to engage with them. It was just a misalignment. And barely half of salespeople were making quota year after year, despite huge investments in time and in money and in tech and in training. I found that even if they did sometimes make quota, it was not always enough because there was customer churn happening in the company. So, I started doing some research and studying the science behind how people make decisions and how we change our behaviors. As a result of that, I transitioned my lead generation agency into a sales consulting, training, and coaching firm. And I took all of that science and data and I started testing it in the field with sales teams. And we’ve seen salespeople who were on plan about to get fired, go from that to being top performers in the company, selling the largest deals in company history, hitting over 200% of quota in some cases — in less than a year. By working with some frontline managers, we’ve seen teams go from barely scraping together 80% of quota at the end of every month or every quarter, to then hitting 130% of quota or more consistently, and growing their teams and the size of their teams. We’ve also consulted business owners and founders, and those in the C-suite to help them to hire the right people for the right role to begin with, because even today with the market being what it is, as far as hiring people goes, we still have to make sure we’re hiring the right person for the right role. We’ve also helped them cut down their hiring costs in the time to hire and increase the success of those sales hires by up to 90%. So, I really kind of see myself as a change agent. I kind of go when there needs to be a behavioral change happening in the sales organization and I really dig into not just what they see happening, but why it’s happening and really get to the root cause of it rather than throwing more training and tactics at people. Although that’s part of it — changing the approach and the tactics — we’re really digging into what’s going on behind the scenes. What are the hidden weaknesses that we might not even realize is the thing that’s actually tripping their teams up from executing the way they want to. OF: In your book “Mindset Matters”, you said that improving sales comes down to behavior change. Why is behavior change so critical to success in sales? CM: When you think of success in sales as being successful in any kind of a job function where you have to perform under high stakes pressure, managing our behaviors in those situations is critical. Whether you’re performing in sports or in the arts, whether you’re a doctor or a lawyer, even as parents and partners to our spouses and loved ones, being able to manage your behaviors, your emotions, and how you show up is critical to success. And sales is absolutely no different. In fact, I’d say even more important, I think. Because one of the things that I love about sales and I’ve talked to a lot of salespeople and a lot of sales leaders, and I hear this consistently — is that one of the things that they love is the ability to tie their results directly to their activities and their behaviors. That if they want more, if they want to be more, their efforts directly contribute to that. And you know, from how much we reach out to people, to how we follow up and follow through and what we said we were going to do, how we communicate with people to help them to understand their problem and for us to understand their world and be able to offer them insights that they might think differently about a problem or a solution. And hear things like, ‘well, you know, I never thought of it that way before.’ This is also though our biggest challenge, right? In being able to manage our behaviors, to get our results. It’s also our biggest challenge because how we show up a lot of times depends on how we think and what we think. And that can be sometimes those hidden weaknesses that get in there in our way. Our beliefs, our mindsets about ourselves, our value, our environment, and the world around us. Those things become our mindsets and how we see ourselves in the world, which is then becoming our behaviors, and how we act and show up becomes our results. Behavioral scientists called this the theory of reasoned action and our intents in that is the theory of planned behavior. Our mindsets and beliefs directly impact our behaviors in all aspects of life: sales, weight loss, performance, in every way. OF: Behavior change can often be a difficult process, and you’ve talked about the need for sellers to really have incentives to put in the effort necessary for growth. What are some ways that sales reps can be incentivized to change their behaviors? CM: In a lot of the research and studying that I did is digging into this and identifying, why are we so resistant to change? It’s usually in relation to fear. Fear of the unknown, fear of an uncertainty of what the future is going to look like, which we are all suffering from to some extent right now. And this is why I think one of the reasons why it’s so important to have a cognitive approach to sales coaching embedded within your coaching framework. Because cognitively, when we’re dealing with those fears and those types of things, it’s hard for us to imagine the future. And because it’s hard for us to imagine, the unknown is scary to us. And so, we avoid it. And when we avoid it, that causes all kinds of other problems. In order to get over the fear of the uncertainty, we need to have identified what our personally meaningful goals are for making the change. What do we want our future to look like? And why is that so important to us? So, goal setting for — I see this happen in school, many sales organizations, when I asked them about, do you or your team have personally meaningful goals that are driving them to make these changes that you’re talking about implementing in your training and coaching programs? And they say, ‘well, they have quotas and they have activity plans and they have playbooks and they have a smart goal setting model to use.’ And the problem with that is when you try to use quotas and commissions as a standalone to try and motivate and incentivize people, the problem with that is the data shows from over 1.9 million sales professionals that the top percentage of salespeople are not necessarily motivated by just money. They’re actually motivated by things that are more interesting intrinsic, like being the best at something, being reputable with others, being a resource to others, mastering their craft, being the best they can be. And frontline sellers and managers who dig into the reason why those things are important and the why behind their actions are more likely to do whatever it takes to reach the goal, no matter how scary it might seem. And that might include letting go of some long-held beliefs and mindsets. There’s a story that comes to mind of a client that I worked with. His name is Michael Douglas, not the actor, the salesperson. And when I started working with Michael, he had a goal of increasing his income and his revenue by a certain percentage. And we dug a little bit deeper into it and one of the things that we found is that he really wanted to feel that he was able and confident from now and into the future that he was going to be able to provide for his family. And that he wanted to make that investment in being the best that he could be for that reason. Now that’s something that’s a lot more motivating than you need to hit X number of quota this month. For Michael, this was the incentive for him to change the beliefs, long-held mindsets, and now as a result of that, he’s closing largest deals in company history. He went from selling three, six figure deals a year to selling three times that in less than nine months. So, this is how we get people to change behaviors, is by guiding and helping them to tap into their why. And not that we spend forever there, that we have to imagine the perfect why that’s going to be the magic pill that’s going to motivate us through everything. It’s still going to be hard. It’s still going to require grit. But when you dig and you think, why am I doing this? And you were reminded of the reason — then you’re willing to go through the uncomfortable changes that you need to go through to get there. OF: You have another book that’s dedicated to sales coaching, and more specifically about determining the value of sales coaching for sellers. From your perspective, what is that value and why is sales coaching so important? CM: Revenue. I think that’s every salesperson’s, every sales leader’s answer to that question is going to be its impact because of revenue. There’s a lot of other reasons why, so let’s tackle the revenue question first. Same data from 1.9 million sales professionals — I also did an analysis on the sales managers and the salespeople who reported directly to those managers, and the things that I found were that when managers who were trained on how to coach and had been coached themselves and consistently did coaching multiple times a week for an hour and more total per week per rep, and it was about 50% of their time — that those managers who did those things saw their salespeople were 49% stronger than those that didn’t. And if you acquaint abilities to revenue, you can look at a 10% increase in abilities can equate to as much as 33% of revenue give or take. You start increasing the abilities by 50%, imagine what that does to revenue. So, there’s that, there’s a retention of your top six salespeople. I think it was a Deloitte study that showed that salespeople who are coached are more likely to stay. And I think it was actually a study that was done by The Bridge Group and ExecVision, that showed the salespeople who were coached not only were likely to stay longer, but they were 45% more likely to recommend others to come and work for your company. So, imagine if more of your top performers who you’ve been coaching then had more others that were like them who could be like also top performers coming to your company, which goes back to the hiring piece. Here’s the other thing of it though, is that coaching doesn’t just increase revenue. It doesn’t just increase the retention of your top salespeople and make it easier for you to hire more salespeople. It also helps you to retain more of your customers. We talked about in the beginning, in the intro, how — I don’t know if I mentioned this part, but actually the increase in revenue is one piece, but we actually saw teams retain customers of over 98% retention rate. And when you’re a SaaS based company, that is an absolutely critical number, especially right now. But the interesting thing — it wasn’t just because of customer service. There was an interview that was done by Mark Roberge, who was the CRO at HubSpot, and he was talking about when they were scaling the sales teams there. And he said that when they started having churn issues, they thought at first that it was going to be related to customer service issues. But what they found was that it was actually tied directly to the rep who initially sold them. So, when they started instituting this type of coaching and training, they found that reps who set the expectations properly with buyers so that churn was less likely to happen later, and then retention went up. I saw the same thing happening when I was working directly with some of HubSpot’s teams and others that not only did retention go up but discounting went down because they were selling more on value and selling consultatively. So, they’re not only getting more revenue, keeping more revenue and the customer longer, but they’re doing so at a higher dollar amount. OF: How does sales coaching help create behavior change? CM: It creates behavior change if you’ve done it the way that it’s not just your sales manager going in and telling them what they should do, it’s not a pipeline review. It’s not a one-way conversation. It’s also not an hour-long conversation that you might have once a week. Ideally, sales coaching helps to create a behavior change because you’re challenging their beliefs. You’re helping them apply the knowledge that they’ve learned in training to actually execute in their day to day on the job execution. There’s a model that’s the adult learning theory model, which shows that the largest percentage of our learning happens in the application and then the day to day, and not theoretical, but real life. So the more that we can have coaching be not just a reinforcement of what they’ve trained, but actually allows salespeople to take what they’ve learned — the knowledge in their head — and apply it to the words and the actions that come out of their mouth. So that’s one way that coaching helps to create that behavioral change because in order to change the behavior, first we have to recognize that the behavior needs to change, so challenging beliefs and approaches, but then we have to practice those new approaches, those things that we’ve learned. And so coaching should really be like practice sessions, like drill sessions. The two-letter word, every salesperson almost hates is “role play.” And not like the theoretical, take it easy on you, this conversation never really actually happens kind of roleplay. But actually, even taking your recorded calls that you — everybody should be recording their calls right now — and listening to them and finding one point in the conversation, one set of questions to practice and drill and practice and drill until it becomes second nature to that salesperson. That builds their confidence in executing in those new abilities and skills that they’re learning. Or fine-tuning the ones that they thought they had perfected as well, because coaching applies to experienced salespeople as well as new and in the practice, in the challenging and in the beliefs, it also happens that coaching can help create behavior change. When we’re having managers who are not giving them all of the answers, not telling them what they need to do, but asking the critical thinking questions to get them to start coming to their own conclusions so that the behavior change isn’t something that’s imposed on the salesperson. It’s something that’s collaborated with them. That’s something that’s really important in the coaching and coaching relationship is that they have to feel like they’re part creating that conversation, otherwise you’re just nagging them. OF: In your opinion, what does good sales coaching look like? What are some of the skills that you really think are necessary for good coaches to have? CM: There’s over a dozen different skill sets and mindsets and even beliefs that need to be incorporated into a good coaching persona, and we measure for all of those with using the same data we mentioned. First, we talked about this before — what’s the impact? It has to be done consistently, not ad hoc, whenever issues arrive or end of the month or pipeline review time, but something that gets scheduled like a religious event on their calendar that if it’s Christmas day for coaching time. So that kind of consistency and structure to it. When I’m working with sales teams as their outsource manager, I sometimes will schedule two or three, a minimum of two or three, 15 to 20 minute calls a week, minimum. And sometimes it’s every day, depending on how much work needs to be done with the salesperson or how motivated they are to want to get to the next level. And each of those calls, like for Monday’s example, we’ll debrief. And Monday’s debrief or Friday afternoon’s debrief is really looking at: What happened? Why do you think that that happened? And what’s a different approach that we can do? A lot of times a debrief might be like a call review, where I will have a salesperson send me a call and they’ll say, I really felt like I struggled at this particular part, here’s where I think it’s going on. They’ve listened to it and they’ve thought, all right, this is where I think I need to improve. And then I can debrief with them and ask them questions. Like, all right, how did you get to this point? What’s the background story? I’ll ask them questions like, why do you think that they reacted that way on the call? What question do you wish you had asked in that moment now that you’ve listened to it? And we’ll practice that so that the next time they get into a situation and call like that they can execute on it. But then I’ll also debrief with them to figure out okay, what’s next? What can happen next with this particular call? What’s the strategy? What’s the approach? What’s it going to sound like? Let’s role play that too. So that’s part of the debrief. And as I mentioned, I’m asking a ton of questions. I’m not telling them what I think happened, I’m asking them what they think happened, and I’m asking more and more clarification questions to get them to start actively recalling what happened and come up with a plan for attack, so to speak. Another thing that’s really important for managers who want to coach is you can’t have a need for approval from your salespeople. If you’re more worried about whether or not your sales, person’s going to like you because if you don’t like your manager, then you’re not going to listen to your manager, then you’re not going to be able to have those tough conversations. Those coaching conversations that you sometimes have to have when they fall flat on their face and they will. And you have to be able to do that and if you need their approval and you need them to like you, it’s going to be tough. Obviously, you’ve got to be able to control your emotions. If you’re emotionally invested in this deal closing, it’s going to be really hard for you to sit on your hands and close your mouth and ask the questions to get them to learn. They have to have a sales process. It’s kind of like, if you don’t have a sales process that you’re following and using that in your coaching, it’s trying to give directions to someone who doesn’t know how to read a GPS or a map. You don’t know where you’re at and you don’t know where you need to go next. Obviously, if you can’t tell, I have a passion for this. And that passion for coaching and really that patience even for coaching –I have a side story. I have a little bit of a scar here on my lip because I have a rescue dog and this rescue dog has a few emotional issues. He’s been abandoned. And so he has some beliefs that get in his way, and it manifests whenever he has to go into his doghouse. He goes into his doghouse and he has this little front porch and he stands on the front porch and he stands there and he barks and he whines because he believes in his mind that he can’t take the one-inch step off of the porch to be able to get them to run around in his little doggy area. And so one day, I was actually getting ready for an interview, very similar to this one, and I had to get on the phone and he was outside and whining and barking because he was stuck on his dog porch again. And so normally what I would do I do is I would coax him out, I would basically doggy coach him to try to get him to come off of this thing. But that day, I didn’t have time. I was running around, I was going a little bit crazy and I’m like, you know what? I just need you to stop barking. So, I’m going to come over there and I’m going to rescue you. And before I realized what was happening, he got this look on his face. Like he suddenly realized, Oh, mom is coming. She probably has lunch. And he takes off running and he has this 50-foot long cable, and the cable hit my head, hit my face. I thought I lost teeth. There was blood everywhere. And I realized I had done exactly what I teach and coach sales managers to do all the time, which is don’t rescue your salespeople. You’ve got to let them work through it. And that’s what happens when you don’t have the patience and the passion for coaching, is that you’re going to give in, you’re going to try and rescue your salespeople, and there’s going to be a disaster at the end of it. And — you robbed them of the opportunity to learn. You have to understand those things — by rescuing the salespeople, you’re hurting them. You’re going to hurt yourself because you’re going to always be rescuing them and handling things like joint sales calls effectively, getting commitments from your salespeople to make these changes, these are all of the things that are necessary to learn to be an effective coach for your salespeople and not get clipped by a dog runner coming at you at 25 miles an hour. OF: Well, this has been some fantastic advice for our audience, so thank you so much, Carole, for joining us. CM: It’s been so much fun. Thank you for letting me tell you about my rescue dog. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Trish Bertuzzi is the Best Selling Author of The Sales Development Playbook and founder of The Bridge Group, Inc. She and her team have worked with over 405+ B2B technology companies helping them to unleash the power of Sales Development, Inside Sales and Customer Success. They are on a mission to help companies build repeatable pipeline and accelerate growth using buyer based modern selling strategies. Connect with Trish: https://www.linkedin.com/in/trishbertuzzi/Learn more about The Bridge Group: https://www.bridgegroupinc.com/Follow and connect with the host, Connor Dube: https://www.linkedin.com/in/socialsellingexpert/Instagram: connor_dubeVisit Active Blogs @ www.activeblogs.com for FREE B2B Marketing resources, podcasts, and make sure to reach out today for a Marketing Second Opinion to identify where to reduce marketing costs, optimize, or identify new strategies to implement for your business development efforts.

Trish Bertuzzi knows how to build phenomenal sales teams. We hit on a special 30MPC episode on everything around the job hunt.Four Actionable Takeaways:Build your target list of companies based on geo, stage, market, product, and deal sizeCold prospect to people directly in your job hunt and have introductory conversationsRedirect the “walk me through your resume” question to focus on your strengthsClose your interviews and hit em with the plan to action as the cherry on topTrish Bertuzzi’s Path to President’s Club:CEO of The Bridge GroupAuthor of the Sales Development PlaybookFocus Areas: Professional Development, Job Hunt

Why should I put on a webinar? What does sales hiring look like coming out of a pandemic? This week we are very excited to be joined by Kyle Smith, Partner, at The Bridge Group. In our discussion Kyle shares his thoughts on simple ways to improve one of the most common mediums of virtual content, and provides insights on some of the strategies he is working on with clients, Have an idea for a topic of a future episode, would like to be featured on R_C_Squared or interested in continuing the conversation? Please do not hesitate to reach out to: RCSquared.Community@gmail.com Twitter: https://twitter.com/R_C_Squared Youtube: https://youtu.be/BbzG8anan1A --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/robert-chain/support

Get your reps involved in playbook development and let them see the smudges that prove their hard work and impact. Is your sales team adopting your playbook, influencing, and taking ownership of the playbook? Encourage them to get, "fingerprints on the trophy!" Inside Sales a.k.a. Telesales - sales development, people who front end the process, AE’s who take close to won all the way to Customer Success. A proper qualification from AE and handoff to the Customer Success team. A collaborative relationship with SDR, AE’s, & CSM’s that focuses on the overall customer experience. Sales operations have up-leveled 10 fold. Sales strategy from beginning to end. Executing the process and making it easier. The efficiency of information exchange. ALL THINGS TELESALES WEBSITE ► AllThingsTelesales.comLINKEDIN ► https://www.linkedin.com/company/64255888/FACEBOOK ►https://www.facebook.com/allthingstelesales/YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/FOLLOW JAKE LYNNLINKEDIN ► https://www.linkedin.com/in/jakelynndotcom/FOLLOW KYLE SMITHLINKEDIN►https://www.linkedin.com/in/kylesmithtbg/THE BRIDGE GROUP ►https://www.bridgegroupinc.com/Support the show (http://www.allthingstelesales.com)

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Matt Bertuzzi, Director of Research & Ops at The Bridge Group, joins the Bowery Capital Startup Sales Podcast to discuss "Ae Metrics That Matter."

Matt Bertuzzi, Director of Research & Ops at The Bridge Group, joins the Bowery Capital Startup Sales Podcast to discuss "Ae Metrics That Matter."

If you ask Kyle Smith, Director of Sales and Customer Success over at The Bridge Group, he’ll tell you that Customer Success is the least well-defined of all the big sales roles. He’ll also tell you about the multiple challenges associates with being ill-defined, what the next logical step is, and where he’s seeing unification in the industry. Join Jeremey as he learns all the CS insider knowledge in this episode of the Hey Salespeople Podcast. Visit SalesLoft.com for show notes and insights from this episode.

Dave Evins calls in with a sports report and Lago talks with Tyler Thorsen and Mike Pusley about the FIGG Bridge group and new Harbor Bridge concerns.

Houston real estate power couple Cole and Kelly Watkins stop by the Disruption Nation studio to talk with Taylor about how they've skyrocketed through the industry in just a few short months to start THE BRIDGE GROUP

Host Kevin Willett is joined by Ana St Louis of Life Bridge Group. Life Bridge Group specializes in mortgage protection life insurance, final expense life insurance, retirement planning through universal life policies, retirement protection through the use of fixed index annuities and health insurance for you, your family and business. ListenNowAnaStLouis.mp3 Find out more about Life Bridge Group by visiting their website at https://www.lifebridgegroup.com/ To learn more about the Friends of Kevin Networking Group, go to https://friendsofkevin.com Audio file:  Ana St Louis.mp3

The marketing game has changed again. And with that, the way we approach business accounts. No longer does it make sense to cast a wide net. Rather, we need to thoughtfully strategize on what accounts to direct our focus on. It's time to bring together sales and marketing and align our tactics to personalize the experience for our customers. What exactly are we talking about?   This is account-based marketing. And if done right, it can be highly successful. At a #FlipMyFunnel event Trish Bertuzzi, President and Chief Strategist with Bridge Group, Inc. discussed her experience and framework for Account-Based Marketing (ABM). She highlighted the four crucial things she's learned along the way.

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.

Trish Bertuzzi, President & Chief Strategist is Matt Heinz's guest as they discuss the status of inside and outside sales careers and why today's buyers prefer working with inside salespeople.  ----more---- About our Guest Trish Bertuzzi  Novelist Jonathan Franzen said, "One-half of a passion is an obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller: The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales What does insight-driven messaging look like for Sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom: the business Messenger that extends the reach of your team, twenty-four seven.  Intercom creates more opportunities for you by booking meetings and collecting data from leads— automatically. Take Intercom user Elegant Themes. They now convert twenty-five percent of leads through Intercom’s Messenger. Deals don’t wait. Get them with Intercom. Go to Intercom.com/deals. 

Hear from Sally Duby, CSO of The Bridge Group, on how customer success can be used to reduce the huge churn in the SDR world.

Don't waste great sales talent on a terrible gameplan. There's no time like right now to prepare to win the next sale and the next 10 sales. We've got a guest today's who has made it her life's purpose to develop the right strategies to out-maneuver any competition. Trish Bertuzzi is an expert in developing sales teams and sales plans for B2B technology companies and she defines the name of this show, a true woman your mother warned you about.  Trish is on fire to get sales made and today we'll discuss selling for introverts, what you have to care about, what you shouldn't care about and how business purpose can mean drastically different things to different people.  As usual, we go all over the map on this one but all the roads we go down are sure to get you closer to your next big deal.  About Today’s Guest Trish Bertuzzi, Founder and CEO of The Bridge Group, where her team helps B2B technology companies build world-class Inside Sales teams. Since 1998, they have helped over 320+ companies build, expand and optimize Inside Sales - building pipeline, generating revenue and redefining the image of the profession. In 2016 they expanded their service offerings to include Account Based Revenue (ABR) services. With this service they help companies launch strategies that drive bigger deals in bigger companies. In short, they help Sales & Marketing Leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Trish is the Winner of Consulting Provider of the Year American Association of Inside Sales Professionals (2013 - 2017 which is 5 years in a row!) On today’s podcast... 1:20 - Gina has sexy voice envy 6:23 - Trish considers herself a woman that mother's warned their sons about 8:56 - Trish gets discovered for sales stardom 12:00 - Not everyone in sales is an extrovert 16:00 - You can't teach people how to care but you can do this... 21:00 - Women in sales are more critical of themselves than anyone else is 24:00 - How Trish ended up with only 3 men on her team 30:15 - How do you get people to stay with you and your business? 33:20 - When sales development meets revenue generation 36:15 - Generational differences on "purpose" 43:00 - The origin our podcast name For more Gina, Rachel and Women Your Mother Warned You About visit our website!   More about Gina Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets. More about Rachel Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts. Sell or Die The Why and The Buy Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits

  In this freewheeling session, Trish Bertuzzi CEO of the Bridge Group discusses problems and cures for the most irritating and persistent sales issues facing C-Level Executives today.  CRM Radio Host, Stacy Gentile asked Trish what advice she can give to C-level Executives and she replied, “You need to be an expert at Sales and Selling.  Everything else, secondary.  If you won’t get it, no one else will.”  ----more---- When asked about solving sales probles, she said it  is not a one-size fits all approach, the sales process may be the most revealing indicator of issues, and the content wars of the last few years may not have helped the salespeople.  Bertuzzi discussed her book, The Sales Development Playbook. This book encapsulates her three decades of practical, hands-on experience. It presents six elements for building a new pipeline, and accelerating revenue growth with inside sales. About Trish Bertuzzi Trish Bertuzzi helps Sales & Marketing Leaders make the big decisions: on implementation, strategy, productivity & performance, process, technology and tools.  Every day, Trish and her team works with senior leadership on the big picture, with inside teams through hands-on implementations and with the entire sales community through its research & publishing.Author The Sales Development Playbook available on Amazon Winner of Consulting Provider of the Year American Association of Inside Sales Professionals (2013 - 2017).  In 2016 she was added as a key contributor to the Salesforce Sales Thought Leadership Program sharing insights through their blog and thought leadership events. About the Bridge Group The Bridge Group was founded to help B2B technology companies build world-class Inside Sales teams. Since 1998, it has helped over 320+ companies build, expand and optimize Inside Sales - building pipeline, generating revenue and redefining the image of the profession. In 2016 the Bridge Group expanded its offerings to include Account Based Revenue (ABR) services. With these services they help companies launch strategies that drive bigger deals in bigger companies.

To be able to develop new opportunities within sales, you need to be constantly looking to expand your network, reaching out to people within your market who you can either sell to or learn from. The problem is there's many ways people can get this wrong and deter people. What are some effective ways to build your network in an intentional and impactful way; tune in to find out! In the final episode of the series, I'm joined by; Max Altschuler; VP of Marketing at Outreach and CEO/Founder of Sales Hacker, Laurie Page VP Sales Strategy at The Bridge Group, James Bawden Senior Sales Development Rep, voted Top SDR 2018

For us to be able to provide our customers with a product/solution that fits their need, we need to ensure we understand their challenges and desired outcomes. It happens too often, where we jump into the pitch too early, thinking we need to show our difference from what we say. But we can also show our difference from what we ask and how we ask those questions. In the second instalment of the series, I'm joined by: Keenan; CEO A Sales Guy, Forbes Contributor & Award Winning Blogger, Laurie Page VP Sales Strategy at The Bridge Group, James Bawden Senior Sales Development Rep, voted Top SDR 2018 If you want to become more equipped at truly understanding your customer's challenges, the impacts of these and their desired outcomes, then tune in!

When it comes to your existing customers, growing relationships is an important element to strengthening the trust and loyalty from the customer. Energy can sometimes be used up on attracting new customers, whilst existing ones feel wowed initially, then over time, feel like they're better served elsewhere. So how do you continue that momentum with existing customers to grow your relationships with them, leading to continued opportunities and referrals. This week's episode of Not Another Sales Podcast features Author of "The Sales Development Playbook," CEO of The Bridge Group, Inc. and Inside Sales Evangelist Trish Bertuzzi. Trish and I are speaking about the traits required to be effective at building trust with your customers. We'll go through the outcomes of doing so, what you should avoid and how you can develop your ability at building relationships.

Today on Seeking Wisdom, DC and DG sit down with sales legend Trish Bertuzzi, author of the transformative book The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales. Together they discuss why it’s harder than ever to engage, but easier than ever to sell. Plus, how specific buyer types want to be approached and sold to. Hint: Sales likes video and the phone, marketing likes email and white papers. Later, Trish shares the four books she recommends to every sales leader.You can learn more about Trish and The Bridge Group here.Before you go leave a ⭐⭐⭐⭐⭐⭐ review and share the pod with your friends! Be sure to check out more insights on the Drift blog at drift.com/blog and find us on Twitter @davegerhardt, @dcancel, @bridgegroupinc, @seekingwisdomio. Find this episode’s full show notes on the Drift blog.

Welcome to The Hump! Podcast .... In episode 11 of The Hump! Podcast: Date Night ....  host Brent Bowen and guest host Becca Bowen hold down the fort while Chad traipses through Europe. In this episode, we meet Brent's MUCH better half, Becca. We discuss Becca's favorite (and least favorite) things, our travel plans to Big Cedar Lodge and Seattle, and her unhealthy obsession with true crime television — or Murder Porn as it's commonly called. And if you love pugs, this is the episode for you because a certain infamous pug makes a guest appearance. How loud does a pug snore? You'll find out why this plump creature has saved our marriage. Amidst all of this official fun, Becca outs both Brent and a neighbor's bad behavior. From soaking dishes to parking faux pas, she doesn't leave a stone unturned. Becca's in THE HOUSE! No one is safe from her scrutiny .... The Hump! Podcast Episode 11 Show Notes - Date Night If You Missed The First Several Episodes Miss the first several episodes of The Hump! Show? You can watch replays on Facebook or listen to them: The Hump! Episode 1 - Who Are These Clowns? The Hump! Episode 2 - Death & Taxes The Hump! Episode 3 - Walk The Earth The Hump! Episode 4 - Parenting Ain't Easy The Hump! Episode 5 - Time Warp Again The Hump! Episode 6 - Cargo Shorts — The Walking Man Purse The Hump! Episode 7 - We Be Landing Soon with guest Cathy Robinson The Hump! Episode 8 - We Be Landing Soon, Part Deux with guest Cathy Robinson The Hump! Podcast Episode 9 - Won't You Be My ‘Geeky' Neighbor? The Hump! Podcast Episode 10 - School's Out for Summer In Ep. 11 of The Hump! Podcast, Brent & Becca Plan a Date Night — And It's Crashed! A chunky pug crashes Becca's inaugural visit on The Hump! But before learning all about Becca, the married couple of nearly 19 years ... Share several toasts with a beer from standout Kansas City brewery Big Rip Brewing Co. Their beer of the week is Big Rip Brewing Co. 237 Milk Stout.  They provide their Toasts of The Week ... To Becca's Mom for having a fun, successful trip with her "Bridge Group." (The past few non-Bridge Group vacations hadn't been so glorious.) A number of friend and family birthdays, including their son's, which makes him eligible to start driving more regularly. (Heaven help everyone!) The AMC Theatre assistant manager who so gracefully handled the jerk during a screening of SOLO. First Fridays and the work of Melissa McCracken at The Blue Gallery. See Melissa McCracken's INCANDESCENSE Exhibit. And chat about what they've got going on: They've been binge watching a lot of show. They talk their favorites, including Killing Eve, SAFE, Chance and Santa Clarita Diet. The two also have grand plans to attend the Westport Beer Festival and The Future Stages Festival (save the date for 2019). This Week's Topic and Segment— Date Night (Not Really). In the Date Night discussion, Brent and Becca chat: True Crime Television Brent keeps Date Night simple to start and then dives right into Becca's unhealthy obsession with true-crime television — or "murder porn" as some like to call it. They chat Becca's new favorite murder porn shows. You can see her 2017 list to catch up. Investigation Discovery (or the ID Network) is her channel of choice. But lately, she's been branching out. She discusses the wisdom of former homicide detective Joe Kenda. Phoggy the Pug joins into the fun, sharing his insights (SNORE!) Becca's Job Becca chats about her job working for the airlines and some of the crazy food preparation that goes into chartered flights. Then groans heard from around the house about the pros and cons of her flight benefits. Summer Family Visits and Trips They discuss their summer of family invasion (in late June and early August) and travel. This includes a trip to Big Cedar Lodge. Brent's particularly excited about Big Cedar Lodg...

Max talks with Trish Bertuzzi, CEO of The Bridge Group, Inc, about the surprising results of our Buyer Engagement Survey. Tune in!

For companies that generate $5-$20 million in annual recurring revenue (ARR), marketing typically sources about 42% of an account executive’s leads. For larger revenue-generating companies with $20-$50 million in ARR, marketing sources only 36% of an account executive’s leads. So, if your inbound traffic is flatlining, it’s time to look into new lead sources to grow your business. How? Outbound sales and marketing processes, which diversify lead sources that help grow your business. Today, we’re talking to Trish Bertuzzi, CEO and founder of The Bridge Group and author of The Sales Development Playbook. The Bridge Group provides services to the B2B technology space in three areas: Sales development, inside sales, and account-based selling. Trish identifies the biggest challenges when companies are getting started with outbound sales or marketing. Best practices include automation and getting past cold processes to drive huge returns from outbound efforts.  Some of the highlights of the show include:  Getting to engagement is hardest part of the sales process because we overwhelm buyers spam emails and robo voicemails Different buyer types react to different ways of outreach; figure out your buyer type, analyze their preferences, and build a strategy Effective Outbound Outreach Tactics: If you’re going to use the phone, tell a story with your voicemails; back that up with great emails and valuable content Sales and marketing teams should build stories together and consider implementing a CRM, sequencing tool, and conversational intelligence tools Get a steady stream of outbound leads through a strategy: Who to go after, what to say, how to say it, how message will be delivered, and how to analyze results Get to the point when reaching out to someone for the first time; tell them your objective and what’s in it for them Make voicemails and emails concise; subject lines matter and no attachments The Bridge Group publishes two primary reports: Inside Sales for SaaS Metrics and Comp and Sales Development Metrics and Comp Reports are the #1 lead source for The Bridge Group; they’ve impacted the company’s pipeline and revenues. Look at the right numbers; how many fit your ideal customer profile? Links:  The Bridge Group The Bridge Group’s Blog The Bridge Group on LinkedIn Inside Sales for SaaS Metrics and Comp Sales Development Metrics and Comp The Sales Development Playbook Chorus Gong ExecVision OutBound Sales Acceleration Conference Fanatical Prospecting Write and send a review to receive a CoSchedule care package

The hardest part of sales has become the “getting to engagement” part. How do we get through the big walls others have put up in order to engage with them? In this episode I chat with Trish Bertuzzi, CEO of The Bridge Group, Inc., Author of "The Sales Development Playbook," and Inside Sales Evangelist about perseverance and how it can be programmed into the culture of a company. Trish hopes to tell you a story.  How are you grafting parts of your story into every interaction with the clients who can change the scale of your business? Learn more about your ad choices. Visit megaphone.fm/adchoices

Trish Bertuzzi is the President and Chief Strategist at the Bridge Group, Inc. She is also the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.  Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth.  Trish and her team’s research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Trish has received many awards and recognitions including:  Top 25 Sales Influencer by OpenView Labs (3X) Top 25 Most Influential in Inside Sales by AA-ISP (3X) Top 50 Most Influential People in Sales Lead Management by SLMA (3X) Special Recognition Lifetime Contribution to Inside Sales from AA-ISP Topics Discussed: Hunters and Closers…what are they? What are some of the biggest hurdles that sales development is facing today? What are some of the best ways for sales development to get their prospects interested in them? How can sales development build a relationship of trust with their prospective audience? How AE’s and SDR’s should be working together. What is the difference between sales process and sales ownership/creativity? PTO and Sales Many tech companies are offering unlimited PTO, but sales people are not unplugging. What has the Bridge Group found in their research about the correlation between these policies and sales burnout? Software solutions discussed: Outreach SalesLoft Share This:

Rapid insights from Trish Bertuzzi's interview on how long it takes to turn bring sales back. A new sales manager comes in with promises to turn the situation around, even though he or she doesn’t know what caused. So how much time will it take to turn ----more----things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about:- ----more--- The disease called Founderitis! Why replacing the sales manager isn’t always the answer! What is the real problem if sales are down? Are you selling aspirins and vitamins? Is here confusion between sales methodolgy and sales process?  Why crafting a vision for a buyer is important Why the buyer can dictate the journey About TRISH BERTUZZI, President & Chief Strategist Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Bridge Group We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces.   Flexible sign up options for BYOL hosting or       subscription with monthly or annual terms. Designed   for customers with Windows server-based   applications but looking to off-load their on-premises   server equipment.

The guys discuss a whole new meaning for the term "Bridge Group." After that, Curtis and Boet give their spoiler-free review of Solo: A Star Wars Story. The post Episode 307 – Flying Solo appeared first on Clinically Inane.

How Much Time Does A New Sales Manager Have to Turn Around Inside Sales? ----more---- Situation:  The company decided the sales slump was lasting too long, and they hired a new sales manager.  Out of all the things that can wrong in sales, the changeover of the sales manager is one of the most common tactics a company tries. The new manager comes in with promises to turn the situation around, even though he or she probably doesn’t understand what caused it in the first place.  So how much time will it take to turn things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about: The disease called Founderitis! Why replacing the sales manager isn’t always the answer! What is the real problem if sales are down? Are you selling aspirins and vitamins? About our Guest TRISH BERTUZZI, President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. About the Bridge Group We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

This episode I speak with Trish Bertuzzi. She is the CEO of the Bridge Group which works with technology companies to build, evolve or validate their inside sales strategies and the author of the author of The Sales Development Playbook. What you'll learn from our conversation: >How to align your BDR team within the organization for optimal performance >Who should "own" an alignment effort >The Revenue Tech Stack (sales + marketing tech) necessary to effectively sell in today's modern B2B environment Music/Production: Chris "KID" Robinson, Hitmakuzz Productions

Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams. Since 1998, they have helped over 320+ companies build, expand and optimize Inside Sales - building pipeline, generating revenue and redefining the image of the profession. Trish is also the winner of Consulting Provider of the Year American Association of Inside Sales Professionals (2013 - 2017 which is 5 years in a row!)   In this episode you'll learn: [01:10] How did the sales process evolve since 1998? [03:00] The difference between researching and preparing for a sales call? [06:30] Sometimes disqualifying is as valuable as qualifying an opportunity [07:26] What makes a good client for Trish? [09:03] Why did Trish start offering account based revenue services? [13:12] How does Trish approach business in general? [15:05] What does Trish do on an a day-to-day basis? [21:30] How to approach creating engaging sales content? Links mentioned: Trish on Twitter Trish on LinkedIn   Brought to you by Experiment 27. Find us on Youtube here.   If you've enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.   Get access to our FREE Sales Courses.

In this episode, I am joined by my good friend Trish Bertuzzi, the CEO of The Bridge Group and my good friend to talk about AI in sales.

STOP hatin' on SDRs and listen to this please! Trish Bertuzzi lays it down about the trend of SDR public shamings. Why Trish? She literally wrote the book on Sales Development. She’s a legend in our community and her book should be on the desk of every CEO before they proclaim "just smile and dial!"Do you care about appointments, pipeline and revenue? You need to check out her book, and work with The Bridge Group. Join us the week as we tackle SDR shaming, bee-keeping and the future of the Sales Development profession. And don’t forget to get your ticket for The Sales Development Conference coming up September 21st in San Francisco! Including Sally Duby with The Bridge Group! Prices are going up Friday. tenbound.com/conference #salesdev17

Efficient and scalable sales growth is the common goal of every startup. My guest, Trish Bertuzzi, is the best-selling author of the Sales Development Playbook and President of The Bridge Group. Trish joins us this week to discuss account-based marketing, outbound strategy, and how to survive the early stages of sales development.  Visit salesfounders.com for show notes and additional information. 

As much as every SDR loves using technology and programs to help them connect with prospects, no one likes to spend valuable time filling out endless online forms and getting crushed by an avalanche of pre-set tasks. Our guest today is Matt Bertuzzi, VP of Sales and Marketing Operations at The Bridge Group and author of Lighting Sales Ops, a book about how to make SalesForce work for you. We’re talking all about the top issues SDRs and managers face when using CRMs like SalesForce, and how you can tweak small points of conflict in the pipeline to reduce friction and close deals.  Episode Highlights: What inspired Matt Bertuzzi to write Lightning Sales Ops The issue every CRM faces Encouraging leaders to lean into new tools and thought processes Breaking down the concept of leads versus context and accounts How to reduce the amount of effort and friction in the pipeline while maximizing impact Eliminating “clicks” and letting the system do the work  Resources: SalesLock The Success Community The ButtonClick Admins Lighting Now Group Lighting Sales Ops by Matt Bertuzzi Follow Matt on Twitter @mattbertuzzi

Sales operations is often an unsung role with massive potential for the organization. Matt Bertuzzi, who runs sales and marketing ops at The Bridge Group, and who is author of the new book, Lightning Sales Ops, joins me on this episode.

In this episode, we get deep on sales ops, covering how inside sales and SDR teams can be more effective and better enabled. Sally Duby, West Coast General Manager of the Bridge Group, Inc., and inside sales and sales development expert, joins me on this episode.

Today's show unveils the right steps to take with account-based strategies, whether sales or marketing focused. Trish Bertuzzi, President of The Bridge Group, author of the Amazon #1 bestselling book, The Sales Development Playbook: How to Build Repeatable Pipeline and Accelerate Growth With Inside Sales, joins me again on this episode (Please also listen to my previous conversation with Trish on Episode #77.)

Trish Bertuzzi, the CEO of The Bridge Group, was a recent guest on B2B Nation. In this episode, we discussed the challenges sales development representatives face today, the importance of sales and marketing alignment, and the value of understanding the message that is being received by your prospects.

A one-size-fits-all sales dev plan does not exist. Replicating another company’s strategy or hijacking methods from a previous job will not cut it. Customized frameworks are required to thrive in everything from marketing specialization to millennial employee retention. In this episode, Trish Bertuzzi, CEO of The Bridge Group and Author of The Sales Development Playbook, shares six frameworks needed to succeed in sales development.

TRISH BERTUZZI President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller:The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

The Constitutional Court has dismissed paralympian Oscar Pistorius' application for leave to appeal against his murder conviction. Pistorius is convicted of murdering his girlfriend Reeva Steenkamp in February 2013. He is expected to appear in the High Court in Pretoria for sentencing proceedings next month. Sakina Kamwendo speaks to Criminal Law Expert with the Bridge Group , Advocate Mannie Witz to unpack the implications of this developments

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are: Is technology putting a barrier between you and your prospects? Why SDRs are at risk of being replaced by automation Flaws in your hiring, onboarding and training processes that you need to fix now. Why managers aren’t correctly managing the inside sales process How to fix the “rush to demo” syndrome. If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.

Sales Development Teams are at the core, at the foundation of driving revenue. Building a badass team of SDRs makes all the difference in the world: reducing overhead, reducing the cost of acquisition, and accelerating sales. Ken Krogue, Founder, COO & President of InsideSales.com & Trish Bertuzzi, Founder, President & Chief Strategist of The Bridge Group hit The WORD to share how to build a killer Sales Development team. **************************************************************** THE WORD is a #live freestylin' event + live #twitterchat (#SalesJolt) w/ @keenan. Every two weeks, Keenan invites a special guest, experts in human behavoir and #psychology, #sales, rocking the #smallbusiness world, and so much more... Don't be alarmed if things get entertaining in here. Explicit language known to pop in. You've been warned. The #sales and LIFE training, with #swagger. **************************************************************** Website: www.asalesguy.com Twitter: @asalesguy @keenan Facebook: https://www.facebook.com/asalesguyrecruiting https://www.facebook.com/heykeenan Instagram: asalesguy

The paralympian, Oscar Pistorius, is not expected to attend the application for leave to appeal against his judgment and sentence in the High Court in Pretoria. The state will bring the application today (Tuesday 9 December). Pistorius' defence team indicated they will oppose the application. For more Sakina Kamwendo spoke to Advocate Mannie Witz who is with the Bridge Group at the Johannesburg Bar

MakeEverySale.com TheSalesPodcast.com * Cost-effective prospecting and sales solutions to grow your B2B small or mid-sized business. * Sold door-to-door in college * When you use a net to fish you gather a bunch of things you may not want * Big clients need a little nudge. They're not surfing the web looking for help. * Companies are afraid of niching down * LinkedIn Sales Navigator * Built With ( https://builtwith.com/ ) , CrunchBase ( https://www.crunchbase.com ) * Create the ICP * Messaging + Cadence + Right People * Apollo ( https://www.apollo.io ) for email lookup * Lead IQ for more contact info in LinkedIn Sales Navigator * You need a multi-channel prospecting approach * The Bridge Group ( https://www.bridgegroupinc.com ) did a study and found that it's getting harder to have meaningful conversations * Be different. Add a video to your emails. Prospects are busy. * Use Postagram ( https://sincerely.com/postagram ) on your smartphone to send a postcard. * Know your cost per acquisition so you know how much you can spend per customer * Why he doesn't use the phone at all for prospecting * Generic doesn't work well * The first touch needs to be personalized * Script it, put the script near the camera, use a whiteboard with their name * Prospect to start a conversation * Build a dream 50 list * Enter the conversation going on in the minds of your prospects https://www.thesaleswhisperer.com/podcast http://MakeEverySale.com Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy