Podcasts about inbound selling

Tom Clayton, COO of Peek, shares his unconventional playbook for building world-class teams. From his data-driven "employee attribute chart" to his rule of "don't be a brand b***h," Tom breaks down how he's scaled companies from 50 to 2000+ employees.He dishes on everything from why he sends champagne to candidates' hotel rooms to why he encourages employees to quit and start their own companies.If you're listening on podcast platforms, be sure to check out our Substack or YouTube channel to see Tom's framework slides onscreen:Substack: https://hrheretics.substack.com/p/smart-hiring-with-tom-claytonYouTube: Smart Hiring with Tom Clayton*Email us your questions or topics for Kelli & Nolan: hrheretics@turpentine.coFor coaching and advising inquire at https://kellidragovich.com/HR Heretics is a podcast from Turpentine.—

Ludwig a fait ce qu'aucune autre startup de son secteur n'a osé faire : avoir un go-to-market “marketing led” pour servir les commerçants et restaurateurs.Avec bientôt 4 M€ d'ARR et une croissance exponentielle, on peut dire que le pari est réussi.Pourtant, les obstacles n'ont pas manqué :il a perdu 90% de son CA du jour au lendemain avec l'arrivée du COVIDsa levée de fonds l'a laissé avec un trou de trésorerie de 1,5 M€le jour où un acquéreur l'a laissé tombé au dernier moment, il n'avait presque plus de cashEn clair, HeyPongo aurait pu mettre la clé sous la porte 100 fois.Mais ils sont encore bien vivants.Aujourd'hui, HeyPongo c'est :

If you are going to be successful in sales, you need to know how to speak in front of others. This week's guest is Lee Warren. Lee has headed up sales at several large organizations, including News International, Hertz Leasing, and the Chunnel Tunnel. He has also had a parallel career as a magician and a mind reader and is a member of the world-famous Magic Circle. Since 2010, Lee has combined his background in sales and performance to deliver keynote speeches and is trusted by global brands to help their teams sell better, network better and communicate more persuasively. In this episode, you'll learn: What the main job of a speaker is. What's the difference between practicing and rehearsing. Why recording yourself helps you to improve. Why every speaking opportunity needs to end with a punchline. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens? Here are eight ideas we are sharing with our clients. Download the free whitepaper at fullfunnelfreedom.com/scale  -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- Resources: This episode is also on YouTube: https://youtu.be/3mruyFDbH-Q The Busy Person's Guide to Great Presenting: Become a Compelling, Confident Presenter. Every Time. by Lee Warren Getting Things Done: The Art of Stress-Free Productivity - by David Allen The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge The Righteous Mind: Why Good People are Divided by Politics and Religion - by Jonathan Haidt Lee Warren's Website - leewarrenspeaker.com Lee Warren on LinkedIn Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

Join me and my talented intern, Christina Klinoff (BC '24), as we co-host this exciting episode that brings together sports entrepreneurship, mentorship, and college athletics.This episode is perfect for a variety of listeners:Are you an aspiring college athlete or a current college athlete?Are you an aspiring entrepreneur?Are you interested in sports, NIL, and/or AI?Are you interested in being motivated by super bright, hard-working, D1 athletes?Yes to any of the above Q's? Then this is the episode for you!  Hear how Sean Woods and Ryan Hetrick met and co-founded CGM Sports or Chasing Greatness Mentorship - a platform that provides advice and mentorship to aspiring college athletes, helping them navigate club teams, prep schools, and the whole college recruiting process. Through entrepreneurship programs at both MIT and Harvard Business School, Ryan and Sean launched CGM and began their entrepreneurial journey.  Learn how Ryan and Sean found their Northstar and how their military backgrounds equipped them with the grit and discipline to stay focused on their shared vision. Additional links and information from this episode:MIT: Martin Trust Center for EntrepreneurshipBuilding an Entrepreneurial Venture (aka "GSD") - MIT Sloane biz school entrepreneurship accelerator, project-based course - getting an idea to marketHarvard Innovation Labs - Summer Accelerator programSean's HBS professors mentioned: Mark Roberge's book: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 MillionLou Shipley, Senior Lecturer, Harvard Business SchoolLAUNCH Career Strategies was founded by Karen Elders and Elyse Spalding. We help young professionals launch a successful career path with expert coaching services. Reach out today for an initial FREE coaching session.LinkedIn | Instagram | Facebook

For Jeremy Ruch at Bandalier, finding the right people is a process. The best sales people have opposing skillsets: They need to be both stubborn and coachable. How do you find those people?  Jeremy shares ideas and insights. And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call.  What you'll learn: What are the right traits for remote-only sales people. How to structure your interview process. How you can link the interview process to performance reviews - and why you would want to. Why some people thrive in a busy office - and why others don't. Why you should not spend 80% of your time on 20% of the people. Why a culture of celebration is important in sales. Resources: The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers - by Ben Horowitz Shoe Dog: A Memoir by the Creator of Nike - by Phil Knight Sales Done Right - Training by John Borrows CoachPX - Coaching by AI The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark Roberge Bandalier.co connect with Jeremy at jeremy@bandalier.co -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- 8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens? Here are eight ideas we are sharing with our clients. Download the free whitepaper at fullfunnelfreedom.com/scale -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

Confidence is a tricky thing. It's hard to gain, and easy to lose. This week we take ideas and insights from J. Ryan Williams, an experienced and certified executive coach and individual who has done the Zero to $100 million dollar journey three times. He speaks with us about building confidence in the high stakes game of sales leadership. What you'll learn: How to build confidence in a high-stakes world. What is the zero to 100 million dollar journey. How to deal with imposter syndrome. How does a sales leader impart confidence into their sellers. What are some common stakeholder motivations. The importance of responding instead of reacting. -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= Free offer for listeners of the Full Funnel Freedom Podcast. It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon. We are offering a Free white paper on Three ways to get those sales across the line. To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= Resources: Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist - by Brad Feld and Jason Mendelson The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million. - by Mark Roberge The Effective Executive: The Definitive Guide to Getting the Right Things Done - by Peter F. Drucker Designing Your Work Life: How to Thrive and Change and Find Happiness at Work - by Bill Burnett and Dave Evans MasterClass - Learn from the Best, Be Your Best J. Ryan Williams' YouTube Channel Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

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Top earners in sales use certain approaches to attain their success, and this Modern Selling Podcast episode will examine the top sales strategies needed to become a 1% earner. By adopting these proven techniques, you can elevate your own skills and propel your team to new heights. We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Additionally, we will discuss how leveraging referrals can lead to higher-value deals and greater customer satisfaction. Furthermore, understanding the traits that set top-performing salespeople apart from their peers is crucial when hiring or nurturing talent within your organization. Lastly, we'll examine lessons gleaned from record-breaking achievements in sales to provide valuable insights on persistence and collaboration. By incorporating these top sales strategies into your playbook, you're setting yourself up for success as you work towards exceeding your company's sales goals. Becoming a Top 1% Earner in Sales Want to join the elite club of top 1% earners in sales? Here's how: Adopt a Winning Mindset As a Sales Strategy Believe in yourself, set ambitious goals, and keep learning through sales coaching and training best practices, for a better sales mindset. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects. Track interactions with leads and schedule regular follow-ups. Read our Definitive Prospecting Guide for sales management to grow pipeline. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic. Practice active listening techniques. Avoid using confusing industry jargon. By adhering to these tactics, you can maximize your potential for achieving maximum success in sales conversations. Remember, persistence and dedication are key. [bctt tweet="Unlock your potential as a top earner in #sales with these winning #strategies. Adopt the right mindset, #prospect consistently, and engage meaningfully. #salesstrategies #productivitytips @M_3Jr" username="GoVengreso"] The Power of Referrals For Top Sales Strategies Want to close more deals? Focus on sales referrals from satisfied customers - they have higher close rates because they come from trusted sources who already see value in your product or service. Dedicate Time to Engage with Existing Customers Allocate time to nurture relationships with current clients through regular check-ins, providing valuable insights and resources, or simply showing appreciation for their business. Ask for Warm Introductions As a Sales Strategy Take the initiative and ask happy clients if they know anyone who might benefit from your products or services. Approach this conversation tactfully and emphasize that you're looking out for their contacts' best interests. Pricing Referred Leads Higher Better Qualification: Referred prospects often come pre-qualified since the person referring them has already identified a need within their network. Faster Decision-Making Process: Since these prospects trust the person who referred them, they're more likely to make a decision quickly. Higher Close Rates: Referrals have higher close rates due to the trust factor involved in the process. Consider pricing your offerings slightly higher for referred leads to reflect their increased value and incentivize existing clients to provide even more high-quality referrals in the future. [bctt tweet="Boost your #sales with these top strategies: prioritize #Salesreferrals, engage with existing #customers, and ask for warm introductions. #salesstrategy #productivitytips" username="GoVengreso"] Traits of Top 1%-ers in Sales Here are the traits you need: resilience, innovation, consistency, and adaptability. Resilience: Bounce back from setbacks Top salespeople don't let rejection get them down; they learn from it and use it as fuel for future success. Innovation: Think outside the box The top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Consistency: Stick to daily routines, prioritize, and keep learning Daily routines: Establishing habits helps maintain focus on key tasks that drive results. Prioritization: Knowing which activities will yield the highest return allows top-performers to allocate their time and energy more effectively. Continuous learning: The best salespeople are always looking for ways to improve. Adaptability: Embrace change Top sales professionals understand that staying stagnant can lead to missed opportunities and decreased performance. Learn more about adapting to change in sales. Emulate the success of top 1%-ers in sales by incorporating these traits into your approach. Hiring Top Performers As a Top Sales Strategy As a sales leader looking to recruit top-tier talent, how can you best identify potential candidates? Listen to the episode to get the best sales hiring tips. Identifying Potential Candidates through Networking Events & Industry Connections Expand your search beyond traditional job boards and recruitment agencies by attending industry conferences, networking events, and engaging with professional communities on LinkedIn. Creating Room within Organizational Structures for Mavericks' Personal Growth & Performance Career development: Offer clear paths for growth based on achievements. Mentorship programs: Encourage knowledge sharing and build strong relationships among team members. Incentives: Design plans that reward exceptional performance. Encouraging Innovation and Adaptability within the Sales Team Provide ongoing training resources and create a sales culture that values innovation by encouraging team members to share new ideas, experiment with different effective selling techniques, and learn from both successes and failures. Incorporate hiring strategies to draw in the best-of-the-best and ensure their commitment, leading to an elite sales team that can reach the peak of success. [bctt tweet="Increase your #sales team's #productivity with these top strategies for #hiring and retaining high-performing sales #talent. #salesstrategies #modernselling" username="GoVengreso"] Lessons from Record-Breaking Sales Achievements Learn from those who have already achieved this level of success, like the salesperson who closed a $2.1 million software deal. Persistence Pays Off for Top Sales Strategies Don't give up when faced with challenges or setbacks - push forward until you reach your goal. Salesforce shares tips on developing persistence skills. Collaboration is Key Work closely with experienced mentors and colleagues to draw upon their collective knowledge and expertise. Inc Magazine suggests ways to build strong professional networks for meaningful collaborations. Leverage Existing Connections Create value: Offer valuable insights or resources to your connections before asking for referrals or introductions. Maintain regular contact: Stay in touch with your network to build trust and stay top of mind. Show appreciation: Always thank those who help you or provide referrals. Nurture your connections and provide value to others in your network to uncover new opportunities. Forbes Coaches Council offers additional tips on leveraging your network for business growth. By incorporating these lessons into your sales methodology, you can join the elite 1% earners club in no time. [bctt tweet="Learn from top #sales achievers and incorporate persistence, collaboration, and leveraging connections into your #strategy to join the 1% earners club. #salesstrategies @M_3Jr" username="GoVengreso"]   FAQs in Relation to Top Sales Strategies What are the 4 most common sales strategies? The four most common sales strategies are: (1) Solution selling, which addresses a customer's specific needs and pain points; (2) Consultative selling, where the salesperson acts as an expert advisor to help customers make informed decisions; (3) Relationship selling, which prioritizes building long-term connections with clients for repeat business; and (4) Inbound selling, leveraging content marketing and SEO to attract potential buyers. What is the most effective sales strategy? The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies? The five key selling strategies are: (1) Solution Selling - focusing on solving customer problems; (2) Consultative Selling - acting as an expert advisor for clients; (3) Relationship Selling - nurturing long-term connections with customers; (4) Inbound Selling - attracting prospects through valuable content marketing efforts; and (5) Cold Calling - proactively reaching out to potential clients via phone or email. What are the three most commonly used sales strategies? The three most commonly used sales strategies are: Solution Selling - addressing client-specific needs; Consultative Selling - providing expertise in guiding customer decisions; and Relationship Selling - fostering long-term connections for repeat business. Conclusion Want to become a top earner in sales? Adopt a winning mindset, consistently prospect for new opportunities, and engage in meaningful conversations. Don't underestimate the power of referrals - allocate time to engage with existing customers, ask satisfied clients for warm introductions, and price referred leads higher based on their perceived value. Top performers are resilient under pressure, innovative when faced with obstacles, and consistent in their performance despite external factors. Hiring top performers requires identifying potential candidates through networking events and industry connections, creating room for personal growth and performance, and encouraging innovation and adaptability within the sales team. Learn from record-breaking sales achievements by persistently pursuing high-value deals and collaborating with experienced mentors or colleagues to leverage existing connections for new opportunities.

Tony Sternberg is the CEO and Co-Founder at ProsperStack, a platform that helps subscription businesses with automated retention. Prior to ProsperStack, Tony was president at CATS software, having joined the company as an early employee and playing key customer facing product and operations roles.   With over a decade of experience in SaaS, Tony is passionate about building customer centric organizations, while applying those same sorts of philosophies to help shape the culture of the company and create an environment where people love to work.   Questions   • Can you share a little bit about your own experience, your own journey, how you got to where you are today? Why it is that you're on this path? Is it your lifelong passion? Did you kind of just stumble on it? Just a little bit about yourself, in your own words? • So, ProsperStack, could you tell our audience a little bit about what your company does? • Retention is so important to a business. As you're in the business of retention, you could possibly explain to our audience why it's so important to try and retain the customers that you already have. And from a financial perspective, why is it more expensive for you to attract new customers, versus trying to retain the ones that you have already? • Now, in exchange for giving customers a frictionless experience at the point of cancellation, what are some things that a company could possibly ask to find out why their customers are leaving? And more importantly, when they get that information, what are they going to do with it to ensure that it doesn't impact future customers to have the same reason? • What are maybe some retention strategies that organizations can employ to reduce their churn from increasing on a year to year basis, because I imagined the aim of our businesses to ensure that they have less churn year over year. • What are some of the trends that you're seeing, things that if they exist already, organizations should try and continue to do those things? Or is there anything new that you think organization should be trying to do that they weren't doing before? • Could you share with our audience, what's the one online resource, tool, website or app that you absolutely cannot live without in your business? • Could you share maybe one or two books that you've read maybe recently or books that you've read a very long time ago, but maybe one or two that have had a really great impact on you? It could be books that would have helped to develop professionally or even personally. • Could you also share with us what's one thing that's going on in your life right now that you're really excited about either something you're working on to develop yourself or your people. • Now, can you share with our listeners where they can find you online? • Do you have a quote or saying that during times of adversity or challenge, you will tend to revert to this quote, it kind of helps to get you back on track if for any reason you got derailed or distracted.   Highlights   Tony's Journey   Me: So, Tony, we always like to give our guests an opportunity to share a little bit about their own experience, their own journey, how you got to where you are today? Why it is that you're on this path? Is it your lifelong passion? Did you kind of just stumble on it? Just a little bit about yourself, in your own words?    Tony shared that like Yanique mentioned, he got his start in SaaS in about 2007, at a company called CATS software, he knew coming out of college that he didn't want to join a large organization, he came from an entrepreneurial family. So, the smaller business definitely appealed to him, just having more visibility to ownership.   So, he ended up joining a startup in the HR technology space, at that point in his career, which is very early and had an opportunity to serve a lot of role there, customer support, testing, product management and operations before scaling up and being president of the company.   And it was there where he learned a lot of his life lessons and his professional life lessons, he would say and also there were they encountered some challenges that that really shaped what he's doing today and why they're building ProsperStack. And it's been a fun journey so far.   About ProsperStack and What it Does   Me: So, ProsperStack, could you tell our audience a little bit about what your company does?    Tony shared that ProsperStack is a service that helps subscription businesses retain customers. And specifically, they focus on the cancellation experience at the moment. So, their goal is to really provide a platform that's going to inform them, give them the data points why their customers are leaving, and ultimately try to overcome, maybe some objections and retain customers that are still able to be saved through maybe educational means, or even offers incentives to stay subscribers.   Me: What are some of the obstacles you find that customers experience using a subscription service?   Tony shared that he thinks the customer mindset changes along the entire lifecycle, it might be that your product was a very good fit for them at one time, but no longer it either outgrew it or just it's no longer needed. So, he thinks when you start crafting experiences in your product, you have to recognize and expect that their needs will also change.   So, creating, for them, applying that mindset and creating a cancellation experience that is not only beneficial to their customer, which would be the business but also the end user, which would be their customer is extremely important. And they really try to craft a balance between that because they don't like to create friction, just for the sake of creating friction, but it's a good balance between collecting information and being friendly to the customer.   Importance of Retention in a Business – Why Is It Important to Retain Customers That You Already Have | Why is it More Expensive to Attract New Customers?   Me: So, retention is so important to a business. As you're in the business of retention, you could possibly explain to our audience why it's so important to try and retain the customers that you already have. And from a financial perspective, why is it more expensive for you to attract new customers, versus trying to retain the ones that you have already?   Tony shared that that they are both good questions. And he thinks from just from his experience coming into the subscriptions, specifically the SaaS space in about 2007, the landscape was much different, and there wasn't as many SaaS companies obviously, but in the last 10-15 years, it's really exploded. And really, anyone can start a SaaS business.   There's a lot more competition, which means that acquisition costs with AdWords and spending and advertisements on LinkedIn or wherever you're spending are up, which means acquisition costs are up. And it's actually 5 to 7 times more cost effective nowadays to retain your customers versus acquiring new ones to just replace that kind of with the ones dropping at the end of funnel.   So, they're seeing more and more attention especially in tougher economic climates shift to retention strategies, and companies are doubling down and investing in it. Another department that you've really seen take off and thrive in the last 10 years would be customer success. This wasn't a department that existed when he started his career in SaaS.   Giving a Frictionless Experience – Questions Companies Can Ask to Find Out Why Their Customers Are Leaving   Me: That's so true. It's funny, you mentioned that because I did attend a podcast conference in October of last year in Washington. And it was primarily geared towards persons in the Customer Success space. And I was quite impressed to see that there are so many organizations that are giving attention to that area to ensuring that their customers are getting what they've signed up for, if they're having any trouble along that journey, working out those kinks. And, of course, trying to keep them as you mentioned, rather than having them just disappearing, you don't realize until you're checking your balance sheet at the end of the year. And you're like, holy cow, you know, what happened to this percentage of income that we used to get?   Now, in exchange for giving customers a frictionless experience at the point of cancellation, what are some things that a company could possibly ask to find out why their customers are leaving? And more importantly, when they get that information, what are they going to do with it to ensure that it doesn't impact future customers to have the same reason?    Tony shared that they always recommend, it really boils down to asking kind of two core questions with any cancellation experience. And you can, of course, add beyond that. But when it boils down to it, you want your exit survey to ask why? Like, what's the primary motivator for why you're leaving? This would generally be a multiple choice, drop down, or options, select and have about 5 to 7 reasons that are pretty common to why people leave, it might be price, customer service, maybe lack of features and so on.   So, whatever is more pertinent to your business, you'd want to fill in there. And then as time goes on, and you're getting more feedback, you can obviously change those reasons. And then the second one is a lot more open-ended. And this is what he really loves to read responses and help people dig into why their customers are leaving, but just asking open ended questions like, “What, can we do better? Or where did we fall short? Or even asking them, what did you love about us?”   So, asking some sort of open ended question that's going to get maybe more unprompted unsolicited feedback that isn't so fixed, that you can then read through and gain an understanding of and then taking that to another level, you can always run that through whether it's in a spreadsheet and servicing common keywords, or having a software that does that for you so that you can actually learn and have takeaways from that particular feedback. But those would be a couple of quick recommendations he would say, if you were going to put in a cancellation flow today, those are the two things you'd want to have in there.   Me: Excellent, excellent. Very, very good. It's funny, I'm happy that when you gave the example, you indicated that it should be a multiple-choice question for the first option, with a few frequent reasons why people would want to walk away because that was my next question. What type of question should you be positioning?   And how would you even know what the most common reasons why people walk away are in order to know what we would put in a multiple-choice option. So, I'm happy that you addressed that for us.   Retention Strategies That Organizations Can Employ to Reduce Their Churn from Increasing   Me: Now, Tony, churn is one of those things that all organizations go through. And it's hard, it must happen, I believe in all businesses, unfortunately, you cannot avoid it. But what are maybe some retention strategies that organizations can employ to reduce their churn from increasing on a year to year basis, because I imagine the aim of our businesses to ensure that they have less churn year over year.   Tony stated that there's certainly a lot of stages of the customer lifecycle that you have to invest into to ultimately impact churn and retention. What they're just focusing on is really one kind of area of it. And he always tells people that they're not the end all be all solution to churn either. It's really, from his personal standpoint, it's having a customer centric mindset instilled in your company at the top and being aware and he touched on this earlier, but there's so many SaaS companies and competition out there now and everyone can kind of spin up a technology that has a website and a subscription service, when really the only true way to stand out in his perspective is just providing that ultimate customer experience.   And having just a world class kind of top to bottom experience for your particular customer. So making sure that when you're in your marketing messages that you're really honed in on your ICP, when you're onboarding on your product, making sure that they kind of reach that aha moment and get value out of your product as soon as possible in the mid stage of their lifecycle, what analytics are you looking at and monitoring within your application to know that they're using the product and getting value out of it.   And then at the end, making sure that they're having a quality experience even at the end of their lifecycle because this is something he talked about a lot too. But there's a disproportionate amount of weight, and especially someone's memory, at the end experience with any sort of product, service or experience in their life. So, you want to make sure that the end experience even with your product, if that is the end is positive, so that they can remember you in that good light and want to come back and use your product.   Me: That's a very good point. So, a lot of people, as you mentioned, will probably focus more on the onboarding, but maybe they're not giving as much attention to the off-boarding, for that experience to be a positive memory in the customers mind.   What are some things that an organization needs to take into consideration in the off-boarding process? Outside of the questions that asked, why are you leaving?   Tony shared that he thinks it goes back a bit to having to balance that scale between getting the information that you as a company you want from your customer, but also giving them the self-service and as frictionless of an experience as possible to respect that you don't want them to jump through hoops so that the impression of your brand, and your company in their mind it still remains positive at the end.   And that's really something that is called the peak end rule, which is, again, just making sure that that last experience is great, so that when they look back and think of your brand, they're going to probably remember that experience more so than anything that happened in the middle of the lifecycle or that first onboarding stage. And that can influence what sort of customers and recommendations that you might get as a result of that, or their likeliness to return.   Me: Recommendations, so important, because word of mouth advertising is still the most effective type of advertising.   Tony agreed and stated that potentially the cheapest long term.   Trends if They Are Existing Organizations Should Try and Continue to do   Me: Now, Tony, you're in the customer experience space and we're in a new year, we've just emerged out of a pandemic. What are some key things that you think customers are looking for as we're emerging out of our first quarter of 2023, as a consumer yourself, what are some of the trends that you're seeing, things that if they exist already, organizations should try and continue to do those things? Or is there anything new that you think organizations should be trying to do that they weren't doing before?   Tony shared that coming into the new year, he definitely noticed, especially when working with potential new customers that budgets and uncertainty in the economic situation are top of mind. So, budgets aren't flowing like they were even last summer or a year ago. So, he thinks being recognized that people are struggling right now in that sense and doing whatever you can to get them on board, even if it's a temporary price concession might be something you want to look into. Just the fact that the budgets are working with it, every department is certainly facing those challenges.   And then he thinks, as far as looking forward and saying, what do I need to get into that's emerging today? He would say that you can't really go anywhere, at least he can't, online without reading something about AI, artificial intelligence and examples of ChatGPT everywhere.   So, he's not big on saying AI for the sake of saying AI and he thinks you're going to see a lot of regulation around that, as that continues to mature and progress. But he thinks every business needs to take a step back and evaluate what technology is emerging in the AI space and how can I apply this to my business to benefit my customers, not just to say I have it, but to actually benefit my customers, and start planning for that and seeing what you can do on your product roadmap to leverage that sort of feature.    Me: So, amazing ChatGPT, it's phenomenal.    Tony shared that It's really interesting, just to play around with it and ask it questions, and it's kind of amazing actually.   Me: It is. What I personally like about it is the fact that you would normally do a Google search, and you will literally have to do all of the fine tuning and picking what you don't want and what you really want, but with ChatGPT and what I've found is the quality of the question or the prompt that you give ChatGPT determines the quality of the response it gives you back. So, of course, the more specific you are, the more likely you are to get literally on target what you're looking for, which cuts down your research time, astronomically.   Tony totally agreed. And it just feels like one of those technologies. Like when he started his professional career, SaaS was very much in its infancy. But you could tell that this was the future of software, and even all the kind of old school brands that used to buy a license for every year, the Adobe's of the world of all shifted to a subscription model. So, you kind of knew that that was going to be, web-based software was going to be the future. But this also feels like one of those inflection points where AI is getting to a point where like, everything that we're going to interact with and do not only just in software, but in life is probably going to be impacted by that sooner than later some way.   App, Website or Tool that Tony Absolutely Can't Live Without in His Business   When asked about online resource that he cannot live without in his business, Tony stated that just a little bit of context, ProsperStack was founded in April of 2020. So, it was right as the COVID pandemic was hitting, and the world was changing very quickly. But it also forced them to be remote first company from the get go. So, they maintain that way and he's sure a lot of people probably say this as well.   But for him, he would say it's Slack, really, all of their communication is essentially surrounded around it. And they have employees that are in different time zones, they work different hours. And asynchronous communication is very essential to their way of working and without that he would have to have something to replace it, and he hasn't found anything that would be better.   Me: Very good. I'm happy that you touched on that. Because I've had so many conversations with so many clients, I would say in the last 6 to 8 months that they definitely want their team members to come back face to face. It'll be good to hear from an organization that started remote and you've decided to maintain that remote, you haven't said to yourself, “Well, things are back to normal now, so I think we can set up a main location, everybody needs to come into office.”   What are your views on that as a business owner? Why do you think people are so stuck on wanting to see their employees come back if the work can be done remotely?   Tony shared that he thinks the biggest fear is kind of the maybe unknown of the long-term impacts that it can have on your culture. And he thinks it's just about weighing the pros and cons. So, he came from an office situation that kind of an 8 to 5, Monday to Friday, everyone's in the office every day up until the pandemic, and then having started his own company, and shifted there, they do maintain an office space that is entirely optional for their local employees that come into, but they also look at the pros of being remote first company and opening themselves up to a talent pool that just isn't restricted to their geographic location, giving people the freedom to kind of have a better work life balance, and use it as a perk that are going to make employees want to stay, especially, maybe not so much now with a lot of tech layoffs happening, but coming into the new year, talent was very, very hard to come by. So, you just kind of use it as a tool there.   But he thinks the biggest thing is the cultural impact and the unknown of not having that face to face time. To compensate for that, they do stand ups, everything's on video, just have in their handbook, they say, if you're worried about whether you need to communicate something and you're not err on the side of over communicating versus just keeping things to yourself, because these are all things that we would probably talk about in person, but you don't want to like make it a point to write it in Slack, they try to encourage over communication in this case.   Me: Brilliant. You're one of the few guests that I've interviewed in the 6 years I've been podcasting that I've actually heard use that term. It's something that I use in customer service all the time. And I encourage people to do it and this is from an external customer perspective, but it's definitely applicable to an internal customer experience as well, that it's better for you to err on the side over communication, because people don't know that you're having delays, they don't know what's going on. And so, it's better for you to over communicate than to under communicate, because, unfortunately, the flip side of under communication is people assume, and they don't normally assume for the positive, they assume for the negative. So, I'm happy that you're of that opinion as well.   Tony stated that he couldn't agree more.   Books that Have Had the Biggest Impact on Tony   When asked about books that have a great impact, Tony stated that he would say the one that he keeps coming back to. And this is one that helped him later in the stages of the prior company he worked for and as an entrepreneur having to dive into sales without having a formal sales background was The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge.   And that is a book about how HubSpot scaled their sales process in the early days using more of like an engineering data driven approach. And, again, as someone who didn't really have a lot of professional experience in that side of things, he found that he could relate a lot to the processes there. And he took a lot of inspiration from that book and obviously applied some newer technologies to it. But that was kind of the basis on how they landed their first X amount of customers.   What Tony is Really Excited About Now!   When asked about something that's going on that he's really excited about, Tony stated that from a personal perspective, being someone who's in front of a computer for so long every day, he always finds himself having like an itch to do something like a little bit more tangible with his hands than just producing documents online all the time. So, just for his personal growth, he really likes to take on projects, whether it's just a small building of something or a larger project like remodeling. So, he does have a small cabin that he's adding on to right now and doing a majority of the work himself and having some help as well. But he just finds that that being able to build something with his hands is very therapeutic to him.   Where Can We Find Tony Online   LinkedIn – ProsperStack Twitter - @ProsperStack Instagram - @ProsperStack    Quote or Saying that During Times of Adversity Tony Uses   When asked about a quote or saying that he tends to revert to, Tony shared that he'll preface this by saying he's not the biggest quote person out there. But in his experience, and especially being an entrepreneur, there's a ton of things that they do, and they try that just don't work out as you'd hoped or succeeded. And he thinks the ability to recognize when those failures happen, and just having the mindset of keep going and trying new things is a really admirable quality and something you need to have quite frankly as an entrepreneur. So, he guesses an old quote that came to mind was, “If at first you don't succeed, try again.”   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Links   ·  The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge    Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

VertriebsFunk Episode 708:  Default Agressive: Warum Vertrieb nicht passiv sein darf Vertrieb muss aggressiv sein. Was sind die wichtigsten Stellschrauben einer Vertriebsstrategie? Ich bin davon überzeugt: Es sind die Aktivitäten. Ein passiver Vertrieb kann nicht gewinnen Vertrieb muss standardmäßig aggressiv sein. Er muss schneller, cleverer, besser, aktiver sein als der Wettbewerb. Ich mag den Begriff: Den Gegner ausmanövrieren. Besser sein als die anderen und ohne direkte Konfrontation gewinnen. Aggressiver Vertrieb heißt nicht wie ein Schläger herumlaufen und überall Streit anfangen. Aggressiver Vertrieb heißt: Seinen Markt definieren, seine Zielkunden, ein Angebot, um das Potential auszuschöpfen und dann anzugreifen. Vertrieb ist ein Kontaktsport! Dazu gehört natürlich auch: ein motiviertes, aggressives Team mit den richtigen Skills, der nötigen (besten?) Ausrüstung, kompetenten, aggressiven Führern und der passenden Strategie. Es gibt sehr viele Beispiele, wie Unternehmen mit einer clever aggressiven Strategie ihren Markt erobert haben. Ich kenne kein Beispiel, wo ein passiver Sales einen Markt erobert oder auch nur verteidigt hat. In dieser Folge geht es darum, dass Aggressivität etwas Gutes sein kann, dass Aggressivität eine Grundeinstellung erfolgreicher Verkäufer ist. Es geht um den Unterschied zwischen DEM Markt und DEINEM Markt. Und es gibt viele Beispiele erfolgreicher, aggressiver Vertriebs-Strategien. Let's go!

In this episode of Enterprise Sales Development podcast, we speak with Ashleigh Early, host and CEO of The Other Side of Sales. Ashleigh is also The Other Sales Coach and Consultant as well as Head Of Sales at The Duckbill Group. She draws from her experience in sales development to share insightful perspectives on prospect building and how to be an effective SDR manager. She talks about the three things she looks for in a first-time manager and the two things she looks for when hiring sales reps. She also discusses quotas, what is not actually captured in quotas and how to set them more properly. WHAT YOU'LL LEARN Why she likes in sales development How she coaches SDR managers and the three things she looks for in a first-time manager How to set quotas more precisely and why context is important Why should you concentrate on dark social, starting from an ad-value place Why she looks for empathy and curiosity when hiring sales reps and how she screens for that Why it's important to understand customer success for prospecting QUOTES “I really believe sales is one of the few careers that you can have pretty much regardless of wherever you came from and whatever you're dealing with.” -Ashleigh Early [01:57] “They don't bring me in if everything's going great. Very few people are going to pay my rates to get me to come in and say, ‘Great job.' That's not gonna happen. Honestly, I wouldn't take that work to begin with.” -Ashleigh Early [03:03] “Every company decides quota differently, SDR and AD.” -Ashleigh Early [12:44] “SDRs do not have to understand everything about the product. They do not need to know everything about the industry to add value… But that doesn't mean you can't understand and emphasize with the person on the other side of the phone. That connection is where the meeting comes from, not your knowledge of the product.” -Ashleigh Early [29:10] “It's a continual commitment process. The sale does not end when they sign the contract.” -Ashleigh Early [34:02] TIMESTAMPS [00:00] Intro [00:25] This week's guest: Ashleigh Early [01:35] Two things she likes in sales development [02:46] Coaching SDR managers [06:55] Three things she looks for in first-time managers [09:33] Setting quotas and asking for context [14:24] Quota design [18:39] Why concentrate on dark social [23:50] What she looks for when she hires sale reps [31:05] When to start closing [34:45] Understanding customer success [39:58] When to send prospecting emails into fundraising rounds [42:11] Messaging and metrics [49:50] Networking for Dummies [52:04] How to contact Ashleigh RESOURCES Hurricane Sandy FireEye, Inc. What Is Dark Social And How Can You Measure It? The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge HubSpot Arista Networks, Inc. Business Networking For Dummies by Stefan Thomas CONNECT

How did Justin get to $2m in revenue in 2 years on LinkedIn, and create content that has 1,000s of likes & comments?In today's GROW B2B FASTER episode, Justin Welsh shares with Sammy, how to get the best out of LinkedIn, and how it can help you grow your B2B business fast.What's in it for you:1. How to build a successful LinkedIn community as a B2B business2. How to find your niche and create attention for your business on LinkedIn3. How to create content that works on LinkedInAbout JustinJustin is a solopreneur and angel investor. His company Justin Welsh Media launched in 2019. He began building a brand on LinkedIn and received 21,000 followers within six months. Today, he advises entrepreneurs and develops digital products. He coaches creatives in 1:1 meetings to maximize their income and runs a private community for creatives called Audience and Income. Justin now has over 192,000 followers.About Justin Welsh MediaJustin Welsh Media offers online courses and 1:1 coachings for solopreneurs. There are three blocks that address the most challenging aspects of the path to success: Social Growth, Business Growth and Online Course Growth. The company also provides free guides for solopreneurs and creators: From choosing a profitable niche to growing on LinkedIn and making money to management software.About the host Sammy Sammy is a former management consultant and now helps partners and managing directors in the consulting industry drive social marketing & sales via LinkedIn.The goals of his company SAWOO: 1. Establish thought leadership2. Build sustainable relationships with decision makers within the target group3. Attract leads and increase salesFeel free to get in touch with Sammy via LinkedIn or email sammy.gebele@sawoo.io if you want to learn more...Shownotes JustinFind Justin on LinkedIn (https://www.linkedin.com/in/justinwelsh/) Justin's company Justin Welsh Media (https://www.justinwelsh.me/) Justin's book recommendation: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge (https://amzn.to/3uyFNWw) Justin's solopreneur spotlight: Chris Walker from RefineLabs (https://www.linkedin.com/in/chris-walker-41597028/ )Brendan Hufford  ( https://www.linkedin.com/in/brendanhufford/ )Eddie Shleyner ( https://www.linkedin.com/in/eshleyner/ ) 

Notre invité : Cette semaine, je recevais Victor Douek, co-CEO de Sellsy.À l'origine, Victor est arrivé comme CFO. Il m'a raconté en toute transparence comment il a construit l'équipe commerciale, les erreurs qu'il a commises, les bonnes pratiques qu'il a mises en place et sa routine pour s'inspirer commercialement. Vous allez voir, il y a du lourd !Sellsy propose en effet un CRM made in France à destination des TPE et des PME. Victor et ses équipes opèrent dans un environnement ultra concurrentiel, trusté par 4 géants du secteur qui pèse 40 % du marché (Salesforce, SAP, Oracle, Microsoft…).Pourtant, cette dimension ne leur fait pas peur ! Victor a monté une redoutable machine de vente qui génère x% de croissance par an, avec notamment un focus très fort sur l'organisation commerciale et la formation de ses équipes.Sellsy, en quelques chiffres, c'est :6 000 clients35 000 utilisateurs1 000 opportunités (SQL) par mois1 levée de fonds de 55m€ pour atteindre 100m€ d'ARR d'ici 2025100 collaborateurs et 75 recrutements à venir en 2022Je vous invite vivement à écouter son retour d'expérience qui est très - très - riche d'enseignements ;) Bonne écoute !Qu'allez-vous apprendre : 15:00 : Comment construire une machine marketing qui rapporte plus de 1 000 leads qualifiés par mois24:00 : La méthode des 10 points pour bien traiter ses leads et atteindre +20% de taux de signature28:00 : Monter une équipe outbound ex nihilo dans une boîte 100% inbound. Spoiler : ça cartonne !30:00 : Créer un système de parrainage unique qui rapporte 30% de nouveaux clients, dont 50% signés sans faire de démo37:00 : Coacher ses équipes pour les faire réussir plus vite et plus rapidement46:30 : L'erreur à ne surtout pas commettre pendant ses recrutementsLes recommandations de l'invité :Sellsy : solution française qui aide les dirigeants à réunir en une seule plateforme CRM, facturation, comptabilité afin d'accélérer les ventes.ChartMogul : logiciel de Business Intelligence qui permet de suivre en temps réel tous les indicateurs de performances de l'entreprise et de l'équipe commerciale.Modjo : solution d'intelligence conversationnelle conçue pour capter l'ensemble des interactions entre les commerciaux et leur client, et aider les managers à coacher leurs équipes.Predictable Revenue : Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.comThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Voir Acast.com/privacy pour les informations sur la vie privée et l'opt-out.

The RevOps Professors are back for our second ever office hours episode. We get a whole bunch of questions via LinkedIn, email and even text messages asking us about Revenue Operations. We love it, keep on sending them, but sometimes we get a backlog. Today we plow through a handful of our favorite questions because if one of our listeners has a question we know that many more of you have the same question. On this episode we talk discounting, RevOps career advice and how to stay organized. Resources Mentioned: Storytelling with Data Influence: The Psychology of Persuasion Never Split the Difference: Negotiating As If Your Life Depended On It The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Scrum: The Art of Doing Twice the Work in Half the Time The Five Dysfunctions of a Team: A Leadership Fable Made to Stick: Why Some Ideas Survive and Others Die Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Notre invité : Nous recevons pour ce nouvel épisode Guillaume Moubeche, entrepreneur ambitieux de 30 ans qui en est déjà à sa 3ème boîte. Il est devenu le responsable d'une entreprise valorisée des centaines de millions d'euros en moins de trois ans.Guillaume est le cofondateur et CEO de Lemlist, une start-up qui cartonne en ce moment et qui permet d'automatiser et de personnaliser sa prospection mail. Le cold emailing, c'est-à-dire le fait d'envoyer des emails de ventes pertinents et personnalisés à des prospects - il connaît bien, très bien même.Dans cet épisode, il nous explique tous les secrets pour transformer sa boîte mail en machine à cash. L'objectif : sortir enfin du lot et générer +40% de réponse.L'épisode est très riche de techniques peu connues et qui proviennent de centaines de tests réalisés en prospection B2B. Un indispensable pour exploser ses ventes !Bonne écoute !Qu'allez-vous apprendre ?12:00 : Personal Branding, Linkedin Buddies : la méthode pour prospecter sur Linkedin et tripler ses résultats18:00 : Paramétrer son adresse mail pour ne plus jamais atterrir dans les spams21:00 : Booster son taux d'ouverture avec le Pattern Interrupt23:00 : Les secrets d'une séquence d'emails qui fait vendre30:00 : Comment bien lancer son business à l'international42:00 : Aider ses commerciaux à libérer leur potentiel avec un Sales Kit46:00 : La transformation commerciale, étape par étapeLes recommandations de l'invité :Outils :Similarweb, un outil rapide pour connaître le trafic internet d'un site.Lemwarm, un outil de Lemlist qui permet de s'assurer que 100% de ses mails arrivent dans la boîte mail et pas en spam.Ventes :The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million par Mark RobergePredictable Revenue: Turn Your Business Into a Sales Machine par Aaron RossManagement :Lemverse, les bureaux virtuels utilisés en interne par Lemlist, idéal pour garder du lien tout en travaillant à distance Voir Acast.com/privacy pour les informations sur la vie privée et l'opt-out.

Et si on pouvait tenir une comptabilité carbone comme on tient une comptabilité classique ? Avec un résultat quasi instantané. Et sans y laisser un rein auprès d'un cabinet. C'est l'ambition d'Alexis qui veut “devenir le Quickbooks” de la comptabilité verte avec Greenly. Initialement une app B2C (+30 K téléchargement), puis une API, Greenly est aujourd'hui un SaaS B2B qui rend le bilan carbone simple et accessible à n'importe quelle entreprise. Parmi ses clients : Swile, Payfit, MMA ou encore FoodChéri. Aujourd'hui, Greenly c'est :

My guest today is Destaney Wishon. Destaney is the CEO and Co-Founder of BetterAMS, if this name sounds familiar, she is a business partner of Talyor Benterud who we had on the show previously. In the world of Amazon, Destaney has a reputation as one of the top PPC experts. She and her team helped dozens of companies to increase their sales from $100k to $3.9 mill on Amazon. Today we are going to talk about Destaney's entrepreneurial journey, and I will pick her brain on all things PPC. Links from the episode: Fiverr - https://www.fiverr.com Taylor Benterud's YouTube Channel - https://www.youtube.com/c/TaylorBenterud Books Destaney Recommend:  How To Win Friends and Influence People by Dale Carnegie - https://www.amazon.com/How-To-Win-Friends-Influence-People?tag=10mj-20 No Rules Rules: Netflix and the Culture of Reinvention by Reed Hastings and Erin Meyer - https://www.amazon.com/No-Rules-Netflix-Culture-Reinvention?tag=10mj-20 The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge - https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound?tag=10mj-20 Connect with Destaney: LinkedIn - https://www.linkedin.com/in/destaney-wishon/ Instagram - https://www.instagram.com/destaneyw/ Facebook - https://www.facebook.com/destaney.wishon Websites and Company Social Media: Better AMS - https://betterams.com/ Linkedin - https://www.linkedin.com/company/betterams Facebook - https://www.facebook.com/TheBetterAMS Instagram - https://www.instagram.com/betterams YouTube - https://www.youtube.com/c/BetterAMS/videos   Want to sit down with Anatoly 1 on 1 ? Even though I keep saying I AM NOT A GURU, many of you ask to sit down and pick my brain. I have decided to do a 1h HELP calls. There are 2 purposes: 1st to support you in your journey and second also to be able to break even on the production of this podcast (each episode editing, marketing, guest research etc takes about $60 - $150 to produce). Now you can schedule 1h with me, and we can talk about launching products, hiring, product research, keywords, mindset, how I did an Ironman or anything at all. Link is here - https://calendly.com/anatolyspektor/anatoly-connsulting-1h    ANATOLY's TOOLS: Product Development: Helim10 - I use it for  Product Research, Keyword tracking and Listing Optimization .  SPECIAL DEAL: Get 50% your first month or 10% every month: http://bit.ly/CORNERSIIH10  Pickfu - I use it for split testing all of my products and for validation ideas .  SPECIAL DEAL: First split test 50% 0ff  https://www.pickfu.com/10mj Trademarking: Trademark Angels - For all my trademarking needs.  SPECIAL: Mention Anatoly and 10MJ podcast and get 10% Off your trademark. HR: Fiverr -  I hire my 3dMockup person and images label designer here on Fiverr - http://bit.ly/10mjFIVERR Upwork - I hire people long term on Upwork - upwork.com  Loom.com - for creating SOP's, I record everything on Loom and give to my VA's Keepa.com - to track historical data such as prices   ANATOLY's  3 Favorite  Business Books: DotCom Secrets by Russel Brunson - I think this is a must read for every online entrepreneurs - http://bit.ly/10MJDotCom 4 hours work week by Tim Ferriss  - This book changed my life and made my become an entrepreneur - http://bit.ly/10MJ4WW The Greatest Salesman In The World  by Og Mandino - Old book but it goes to the core of selling -  http://bit.ly/10MJGREATSM    DISCLAIMER: Some Links are affiliate, it costs you nothing, but helps to keep this podcast on the float   Have questions? Go to https://www.10millionjourney.com Follow us on Instagram: @10millionjourney

Unser heutiger Gast Niklas Hebborn ist Partner bei Freigeist Capital. Wie und warum er zu Freigeist in die Venture Capital Branche gekommen ist, was dort seine Aufgaben sind und mit welchen Investment Ansätzen Freigeist investiert, könnt ihr in dieser Folge hören.  Buchempfehlungen: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $ 0 to $ 100 Million  Venture Mate - der Podcast des Venture Capital Clubs der HHL Leipzig. Einmal im Monat sprechen wir hier mit spannenden Gästen über die relevantesten Venture Capital Themen. Unser Ziel ist es, Start-ups, VC-Firmen und die HHL-Community zu verbinden, um vielversprechende Beziehungen aufzubauen! Folgt uns gerne auf LinkedIn unter: https://www.linkedin.com/company/hhl-vcccm & abonniert diesen Kanal, um über unsere zukünftigen Podcasts informiert zu werden.

A leader in the sales world, scientist of modern selling, bestselling author, 3X varsity athlete and currently the managing partner at Stage 2 Capital, Mark Roberge started out in life by hiding his intelligence because he wanted to fit in - the seeds of an unlikely career journey being able to build skills around and relate to a broad spectrum of people and organizations. Mark's grandfather, a World War 2 Veteran, semi-pro baseball player, and janitor at a bank taught Mark not to take education for granted and make the most out of the opportunities he had in life.Running miles at just over 4 minutes in Track, along with playing Soccer and Tennis, Mark's athletic roots also had a big influence on his career. Mark got accepted to MIT for undergrad and almost went, ultimately deciding not to go because he wanted to pursue a life of balance. (He found himself back at MIT later in his educational path) He studied mechanical engineering because he was great at math and was always told he should be an engineer. Mark chose to work at Accenture right out of college, and after getting placed at a startup was hooked on startup culture and the entrepreneurial spirit because of the pace of innovation and the financial upside. Mark shares how one of the co-founders of Hubspot invested in his startup with one stipulation: that Mark would spend time helping him at Hubspot which lead to an unlikely role given his background in engineering in Sales and eventually becoming CRO. Mark also shares about being an advocate for mental health after being diagnosed with PTSD after experiencing the 9/11 attacks in 2001. Today he hopes to normalize getting treatment for mental health. About Mark Mark Roberge is an Advisor to HubSpot and former Chief Revenue Officer of HubSpot's Sales Division. He is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is one of the instructors for HubSpot Academy's Inbound Sales Certification and also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program.Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011.Named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010. He was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a BS in Mechanical Engineering from Lehigh University and an MBA from the MIT Sloan School of Management.Mark's Links Connect with Mark on LinkedIn: https://www.linkedin.com/in/markrobergeCheck out Mark's “Science of Scaling” here: https://blog.stage2.capital/science-of-scalingBuy a copy of Mark's bestselling book: “The Sales Acceleration Formula”: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072To learn more about Jake Dunlap and Skaled, please visit the links below.Jake Dunlap Personal Site - http://jakedunlap.com/Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/Skaled - https://skaled.com/Skaled LinkedIn - https://www.linkedin.com/company/skaledJake Dunlap - Twitter - https://twitter.com/JakeTDunlapJake Dunlap - Instagram - http://instagram.com/jake_dunlap_Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/Skaled  - YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

For this episode I interview Joe Cecala who is the Founder and CEO of Dream Exchange.Joe Cecala was a lawyer who worked on many small capital transactions for more than fifteen years. In that time, he saw that small capital transactions, however good, always lack a clear exit. Answering the investor question “How do I sell my investment?” was a constant problem. This, and other problems in raising capital, were especially pronounced in the black community as his firm worked with the Chicago Urban League attempting to help the “Next One” entrepreneurship program.Early in his legal career, Mr. Cecala learned how stock exchanges “hunt” for liquidity because he was the lawyer for the founders of Archipelago, one of the first and the biggest electronic stock exchanges in the world. Archipelago grew and was eventually acquired by the New York Stock Exchange, becoming the electronic infrastructure for the NYSE still used today. Because of his experience in understanding the formation of the world's greatest electronic stock exchange, Mr. Cecala learned how a stock exchange creates and controls liquidity in the markets.Following his involvement with Archipelago, Mr. Cecala spent years researching capital markets. In that time, he discovered that the structure of the US capital markets and the current stock exchanges favor only the largest transactions with celebrity companies. Mr. Cecala's research showed that, prior to Archipelago, the overwhelming majority of IPO's were $50.0 million and under! By 2004, small capital IPO's had all but disappeared. After years of working with minority businesses, in addition to this, he realized as well that minority businesses were nearly absent from all IPO and public company listings.In 2018, Joe Cecala founded the Dream Exchange to solve these long-standing market problems by creating a stock exchange to become completely inclusive and expand access to capital markets for companies with great imagination and foresight into the future as well as make an impact on the lacking diversity in the capital markets. In 2020, a black owned private equity firm, Cadiz Capital Holding LLC, entered an agreement to become the majority owner in Dream Exchange, thus creating the first black owned stock exchange in the history of America.In this episode we also talk about:-Venture capitalCoinbaseWorld reserve currencyDigital currenciesSmall cap companiesICOsIPOsSECConnect with Joe Cecala:-https://www.linkedin.com/in/joececala/https://twitter.com/ExpansionFPdreamex.com/  Book recommendations:Lincolns last trial - Book by Dan Abrams and David FisherThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - by Mark RobergeIf you enjoyed this episode then please subscribe, I will be interviewing other successful founders and investors to provide you a shortcut to success.Follow instagram:- https://www.instagram.com/wantmoneygotmoney/

What is the modern seller?   Who are they? What do they do? How can you find them?   And if you want to hire them and develop them, how do you do that?   @Brian Signorelli is Senior Director of Sales at Hubspot, the sales, marketing and CRM platform.   Brian has written the book on Inbound Selling with a forword by @brian halligan, CEO of Hubspot.    If anyone knows how to sell like digital natives, it's the people over at @Hubspot.    Today, we're going to give you takeaway tips on how to train your team to be modern sellers.   Check out the episode now! (Link in comments)   #Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips   #salesmanager #saleleaders

In this episode of the Startup Selling Podcast, I interviewed Richard Smith.   Richard is the Co-Founder and Head of Sales for Refract. He has 10+ years of sales experience working for and building high activity and scalable outbound software sales teams.    He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated this year as a Top 50 SaaS Sales Leader in the UK.     Richard is passionate about fixing the broken mindset to sales coaching and helping salespeople become the very best they can be. Some of the topics that we discussed in this episode are:   Richard’s new book “Problem Prospecting?!” Identifying your Ideal Customer Profile (ICP) Using rubrics and metrics as a scoring system to identify ICPs  What do your prospects moan about at the dinner table? How to think about cold calling and messaging? How to be human in your interactions with your prospects?   Links and Resources:   Refract (website): www.refract.ai   Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract   (Book) Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems: amzn.to/3orOLjf   (Book) The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: amzn.to/2YrevBx   Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

If you want to start a business or just take your existing sales tech company to the next level, you may be wondering, should I seek venture capital funding or just do it on my own? In this episode of the Modern Selling Podcast, I talk with venture capitalist and sales and marketing expert, Mark Roberge about how entrepreneurs can get money for their businesses, with a specific focus on tech companies. Subscribe to Modern Selling on the App of Your Choice! Mark Roberge is Managing Director at Stage 2 Capital, the first venture capital firm run and backed by heads of sales and marketing. He is also a Senior Lecturer at the Harvard Business School where he teaches courses on sales, marketing, and entrepreneurship. Prior to these roles, Mark served as SVP of Global Sales and Services at HubSpot where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. Mark received his MBA from MIT. He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million. Join our conversation to learn how tech leaders can get capital funding for their companies. How Leaders Can Get Venture Capital for a Business There are many ways to finance a sales tech company or any business for that matter. You can seek venture capital, go to a private equity fund, raise funds for yourself, or just bootstrap your business. Mark has some great tips for entrepreneurs and sales and marketing technology leaders wanting to know more about funding. 1. Understand the lens of the investor A big mistake entrepreneurs make at the startup stage is the lack of appreciation for the lens of the investor.  “Just because they are an investor doesn’t mean they can invest in you,” Mark says. “Just because they have money, doesn’t mean they want to give it away.” For example, many investors will not invest in a pre-revenue state, but only after a company has reached a million dollars in revenue (that is the case for Mark’s firm, Stage 2 Capital). In fact, investors will do a discovery process of the companies that seek funding, and many times find problems that end up disqualifying them. So, understand well what the venture capitalists are looking for before asking for money. 2. Understand all the sources of financing available and what is best for you Mark says that people in the tech industry tend to think that the only way to do a startup is to raise seed capital and then go through funding series A, B, and C, and then double revenue every year until the IPO.  But that’s a minor part of how entrepreneurship is done in America. There are other ways to do business, like franchising or private equity. Entrepreneurs must understand what is best for them - and it’s not always venture capital. For example, a niche sales software may not be attractive to venture capitalists, but may still be a good business idea. In this case, the sales tech company may have to be bootstrapped to profitability and then sold to a private equity firm or strategic buyer once they cross $10 or $20 million.  “In this scenario, you could make as much money as with an IPO,” Mark says. 3. Match your strategy and your opportunity with funding Mark advises entrepreneurs not to talk to venture capitalists too early in the ideation stage. “They are not interested unless you are a serial entrepreneur like Elon Musk.” Your best bet is to network with wealthy people who make money in your space to see if they are willing to invest in your company. And even if you don’t get money, at least you can get their advice. Mark says the journey for a typical high-growth software product is something like this:  They have an idea, then network with people who made money in that area and raise half a million dollars to build the product and run some tests (perhaps even generate revenue). Once the product has been tested, they talk to professional seed funds that invest in a lot of companies at the same time. Here they can get $1 million or more. The next step is Series A Funding, which has a higher bar, because the company must have $2 or $3 million in revenue. This is where many businesses fail because there is a capital gap. Stage 2 Capital accelerates companies at this stage.  What are investors looking for at each stage? For seed funding, investors look more at the leader than the product itself. They want to see a leader who has the ability to pivot and change, work 80 hours a week under a very stressful environment, that can run agile, has vision for the big opportunity, and can lead an engineering team. Series A investors look at the leader but also at the customers, the economics, the revenue, the product, the competition, any barriers of entry, and also at customer retention. “Here you need to think about a big enough TAM (Total Addressable Market),” Mark says. “Show VCs a billion-dollar market, or they may not be interested. Even if you are not there today, tell a good story to show that you will be able to expand, get more revenue and how the product could be applicable to other markets. A big mistake for new entrepreneurs is they don’t get that, they don’t think big enough in terms of the size of the market.” Another important factor VCs look for is the durable ability for a business to increasingly dominate a market without losing profits to competition. This is known as MOAT. In other words, if your competition can build your unique features in 6 months, then you don't have a MOAT. Listen to the episode as Mark shares some examples of great MOATS that sales and marketing technology leaders can leverage in their organizations. Mark says that at Stage 2 Capital, they do between 30 and 50 hours of due diligence before an investment, spending time with the CEO and the team. He gives them advice and sees if they adopt it and how fast. He also looks at how they lead and how they pitch their story. The Pitch Deck What should you include in your pitch deck when presenting in front of an investor? “You have to be very careful with the first slide to differentiate from the other 100 pitches VCs get,” Mark says. “Tell a story that will get the VC on the edge of his seat, like a patent, special partnerships, the number of downloads you’ve had so far. Don’t spend time talking about your Ivy League school background. Talk about the most important success so far.” Many entrepreneurs make the mistake of making the presentation just about the product and its features. According to Mark, the product itself and the user interface are not as interesting as the churn rate, how often the product is adopted or even the capabilities of the engineering team. Another mistake is to make wild long term revenue projections.  “Most VCs don’t care about the five year financials. They want to know if you have hired a sales rep before, if you have ramped a sales team, if you have a content marketing program for the next year, if you have evidence that your business will scale.” The following are some slides you can include in your pitch deck: Problem and opportunity (where do you fit and what is the problem that you solve) Value proposition (how does the product fill that need) Your secret sauce (your biggest success so far) Market opportunity  Customer base and churn rate Competition What is your sustainable defensibility Business Model (insights on your CAC or Customer Acquisition Cost)  Marketing strategy and channels Sales strategy Leadership (if you have some superstar in your team) Financials (what you are doing in the next year, how many reps are you hiring) The Ask   Regarding the ask, Mark advises to never ask too little. “Research your VCs, as they may only invest $10 million minimum. So, tell a good story of how you are going to use that amount.” How Sales and Marketing Leaders can Become Investors Stage 2 Capital’s mission is to be the first VC fund run by sales and marketing leaders.  “We need investors with a background in sales to help entrepreneurs because most come from finance and product.” Two years ago Stage 2 got 97 sales and marketing leaders to join them as investors to help young entrepreneurs. “So far it’s going well, we are raising money from different investors and are now trying to groom the next round of emerging leaders.” If you are a sales or marketing leader interested in becoming an angel investor, you can request more information by submitting the form here. Stage 2 does not only match investors with entrepreneurs but also runs an Investment School to teach investors all they need to know about venture capital. Listen to the episode to learn more about starting your own investment fund. Outline of this Episode [2:50] About Mark: From Sales Leader to Venture Capitalist [7:00] Going big [10:00] Mental Health and entrepreneurs [17:00] The different types of funding when starting a business [27:00] What Venture capitalists look for [33:45] What are investors looking for in a leader? [35:32] What to include in the pitch deck [46:48] How sales leaders can become investors Resources Mentioned Connect with Mark on LinkedIn Follow Mark and Stage 2 on Twitter: @markroberge @Stage2Capital Stage 2 website Mark’s book: The Sales Acceleration Formula Mark’s favorite movie: Forrest Gump Modern Marketing Engine Podcast – Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Modern Selling on the App of Your Choice!

It's 2010. Apple has just released a new product called the iPad. The Lakers just won their fifth championship under Phil Jackson. And the BP oil spill was all over the news. In the marketing world, a trending movement started to take hold. It was called inbound marketing. Today, inbound marketing has exploded, and B2B businesses are taking the next logical step to inbound selling. Brian Signorelli, senior director of sales at Hubspot and author of the book Inbound Selling, joined this episode of the podcast to discuss the history and future of inbound.  Brian and I talk about: -Why inbound marketing's popularity spread so far -Great resources to learn more about what inbound is and why it works -Extending inbound marketing principles into the sales side of an organization Resources we talked about: -Inbound Marketing: Get Found Using Google, Social Media, and Blogs -StoryBrand -Inbound Selling: How to Change the Way You Sell to Match How People Buy -HubSpot To ensure that you never miss an episode of The Manufacturing Show, subscribe on Apple Podcasts, or Spotify, or here.

Gerardo Rodríguez se define como un joven apasionado de las ventas y confiesa que su propósito de vida es combatir la pobreza a través de ayudarle a los vendedores a desarrollar sus habilidades. Sin dudas ha cambiado la vida de millones de personas ya que es el creador del Podcast de Ventas #1 de LATAM “Cállate y Vende”, autor del Amazon Best Seller “Eres un Cabrón de las Ventas” y colaborador de Entrepreneur en Español. A lo largo de su carrera ha realizado cientos de presentaciones sobre técnicas de ventas y es un referente Latinoamericano. Hoy conocerán un poco más sobre su historia, lo que lo motiva día a día y nos dará varias recomendaciones para mejorar como vendedores. Hablaremos de: Tips para entrevistas de trabajo. Cómo sobresalir ante la competencia. Vendedores: el estereotipo. ¿Qué te hace ser un buen vendedor? Desarrollo de habilidades de venta. Consejos para ser un buen vendedor para aumentar las ventas. ¡Y mucho más! Libros recomendados: · Eres un Cabrón de las Ventas: Rompiéndola en las Ventas Otorgando Valor a los Clientes (Spanish Edition) - https://amzn.to/3kl5rbk · The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million – https://amzn.to/2DDcDhR · The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies - https://amzn.to/2EMxMH3 · Little Red Book of Selling: 12.5 Principles of Sales Greatness - https://amzn.to/30pzera Notas del episodio, contacto de Gerardo y todos los links: https://exitoyfinanzas.com/ep12/ ¡No te olvides de seguirnos! Instagram: https://bit.ly/2A4QHdG Página web: https://bit.ly/3cY2d9m YouTube: https://bit.ly/2WviUTZ Facebook: https://bit.ly/3bWfjTs --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/exitoyfinanzas/message Support this podcast: https://anchor.fm/exitoyfinanzas/support

There is a change coming. Its been coming for a while. It's called inbound sellling. When I began in sales, the big deals were done in outside sales and were usually a direct result of outbound selling. But things have changed. Rapidly.  Folllowing the exponential growth of the internet, people have relied more and more on doing their own product discovery. Which is why we addressed lead-magnets in last week's episode. Information has lead to a massive shift where content and eductation now set the stage for inbound selling. That's revolution one.  Since COVID-19 in March, we have seen a second revolution: outside sales has all but been replaced by inside selling. That's revolution two. In summary, Inside sales has all but replaced outside sales and Inbound selling is massively disrupting and replacing outbound selling. This is Eps 29 of the ISC #SDR #SaaS #InsideSales #salescoach

Mark is a Senior Lecturer at Harvard Business School where he teaches sales, marketing, and entrepreneurship. He is also Managing Director at Stage 2 Capital, a venture capital firm backed and run by go-to-market executives, helping startups build world class go-to-market capabilities. He is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million. Prior to these roles, Mark served as SVP of Global Sales and Services at HubSpot, scaling revenue from $0 to $100 million. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He is an MIT graduate and has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is very open to seizing opportunities. Throughout his career he didn’t cling to a predetermined path. He had an initial grand plan, but none of the big career achievements in his life (leading the sales in HubSpot, writing a book, joining the faculty at HBS, starting a VC firm) ended up a part of it. They all happened because when opportunities knocked he had the wisdom and openness to go along with them. No tunnel vision, no traditional textbook plan. His choices are probably not the first connotations that come to mind when envisioning a career path of a lecturer in Harvard, and it’s probably what makes him so unique and a source of actionable insights and inspiration. Early on in his career Mark fell in love with the startup scene. He was passionate about it and was not deterred by the risk factor, realising stability at big companies wasn’t guaranteed either. In general, contrary to popular belief Mark doesn’t think it’s that risky to go to startup. “An individual startup is risky, but if you pick a hot industry, and you get the company wrong, you usually have significantly increased your market ability and even stability”. Inline with the overall arch of his career, going into sales and joining HubSpot wasn’t a path he had planned in advance. It fell on his lap in a serendipitous way. It was at a stage where a startup he had founded wasn’t working as he had hoped. He had a mortgage, student loans, his wife was pregnant and he had a baby at home. He thought he might have to go work at a big company, which would have been soul crushing for him as a passionate entrepreneur. Brian and Darmesh, the HubSpot founders asked him to join, and he figured he could collect a steady paycheck for four months and get his feet under himself. “10 years later we’re ringing the bell on the NY stock exchange taking this thing public”. Following his success in HubSpot he set forth on a life mission to help entrepreneurs generate revenue and dramatically decrease the failure rates of startups. That mission has become the compass for all of his career choices. We discuss: Business schools - when is it a good idea to take that path What to look for when hiring What he looks for in a company from an investor perspective (revenue isn’t as high up on the list as many would assume) Things to consider both during a sales process and when raising money Much more If you’re at a crossroad in life, hesitating whether to take on one risk or another, this episode might just be the inspirational wind beneath the wings you’re in need of. All of you business guys out there, no matter what your role is, we strongly recommend reading his book. Here’s a link: https://amzn.to/30YSWZE We hope you enjoy your listen!

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith.   Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as a Top 50 SaaS Sales Leader in the UK.    Richard is passionate about fixing the broken mindset towards sales coaching and helping salespeople become the very best they can be.   Some of the topics that Richard and I discussed in this episode are:   The importance of product demo as a catalyst in your sales process. Why is it important to qualify your leads. Understanding when it is fitting to have a smaller pipeline.  The importance of being vigilant when qualifying your leads. Keeping yourself accountable when it comes to selling your product. Links & Resources Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract Refract website:  www.refract.ai The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million:   www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072  Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Mark Roberge is the former CRO of Hubspot, a marketing enablement company to which he contributed a revenue increase of over 6,000%. He now delivers his Sales Acceleration Formula at Harvard, in his book, and in this podcast.  Here are some of the topics covered in this episode: Why we should all dedicate time to personal development  How to fit your buyer’s needs and be a better seller The step to follow to draft an efficient sales process The impact of technology in the sales funnel  About the Guest: Mark Roberge is the former CRO of Hubspot, and now a lecturer at Harvard BS and MD of Stage 2 Capital, a venture capital fund. He is also the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. He was named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010.  LinkedIn: https://www.linkedin.com/in/markroberge/ Listen to more episodes of the Outside Sales Talk here and watch the video here!      

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith.   Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as a Top 50 SaaS Sales Leader in the UK.    Richard is passionate about fixing the broken mindset to sales coaching and helping salespeople become the very best they can be.   Some of the topics that Richard and I discussed in this episode are: The importance of having a meaningful conversation that therefore creates a positive experience for your customer. Focus the discovery call on where the sales are won or lost. Create a checklist from your experience with leading indicators for good sales conversation. The need for approval that salespeople have and how it can work against them. Tips to create an environment where you can ask tough questions and lower the resistance in the sale. How to use the simplistic questions in your discovery call. Why the phrase ‘I think’ can negatively influence you in your sales. Frameworks to analyze your sales conversation to improve and make your own sales conversation better. Links & Resources Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract Refract website: www.refract.ai The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million:   www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072  Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

We switch gears this week on #sALESwithASLAN as we turn our attention to those to answer the phone in order to sell. As always, we share ideas and stories about how to better #MasterYourCraft as a sales person or #SalesManager. Marc Lamson, President of ASLAN Training and Development offers a couple of key differences to selling in a reactive phone based environment. Of course he brings the knowledge on how to overcome these challenges as well. Enjoy the beer! #SalesTraining #SalesTips #SalesCoaching

There are four sales formulas, one for hiring, training, managing, and demand generation for a scalable and repeatable revenue growth model. Mark Roberge, Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division, is our guest this week on the Conquer Local Podcast. Roberge and George Leith dive deep into his book, Sales Acceleration Formulas. They are four sales formulas, the sales hiring formula, the sales training formula, the sales management formula, and the demand generation formula. One important golden nugget from this week is for salespeople and sales leaders to get away from doing everything the same old way just because that's how their organization has been doing it. We need to apply data and be able to come up with ways to make it better. The most overused word is scalable, but that's what we're all aiming for. It’s to find repeatable models that are scalable to help meet the ever-growing goals in sales organizations. Mark Roberge is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is one of the instructors for HubSpot Academy's Inbound Sales Certification and also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program. Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

הספרים שישי המליץ עליהם: Story telling - “The Back of the Napkin: Solving Problems and Selling Ideas with Pictures” - https://www.amazon.com/Back-Napkin-Solving-Problems-Pictures/dp/1591841992 Inbound Marketing - The story of scaling Hubspot from $0 to $100M ARR by Mark Roberge (awesome book!) - “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” - https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072

Helpful, Human, and Trustworthy: Using Video to Master the Art of Inbound Selling In this interview, we talk to Inbound 2019 speaker Tyler Lessard. We talk about #INBOUND19, being helpful, being human, and so much more. Tyler shares who should be in the room at his INBOUND 2019 session and why they should be in the room as well. He talks about how the mindset of keeping it simple is vitally important for Inbound sales videos. *** More Information *** Come join us at sprockettalk.com: https://1mpul.se/32c2kJK Watch Sprocket Talk Unpacked: http://bit.ly/2FX9Tds Sprocket Talk's Mission At Sprocket Talk, our mission is to help you navigate the HubSpot tool. We will help you get 100% ROI across the Marketing Hub, the Sales Hub, the Service Hub and yes, even the HubSpot CMS. Our videos will educate AND entertain.

Helpful, Human, and Trustworthy: Using Video to Master the Art of Inbound Selling In this interview, we talk to Inbound 2019 speaker Tyler Lessard. We talk about #INBOUND19, being helpful, being human, and so much more. Tyler shares who should be in the room at his INBOUND 2019 session and why they should be in the room as well. He talks about how the mindset of keeping it simple is vitally important for Inbound sales videos. *** More Information *** Come join us at sprockettalk.com: https://1mpul.se/32c2kJK Watch Sprocket Talk Unpacked: http://bit.ly/2FX9Tds Sprocket Talk's Mission At Sprocket Talk, our mission is to help you navigate the HubSpot tool. We will help you get 100% ROI across the Marketing Hub, the Sales Hub, the Service Hub and yes, even the HubSpot CMS. Our videos will educate AND entertain.

Helpful, Human, and Trustworthy: Using Video to Master the Art of Inbound Selling. In this interview, we talk to Inbound 2019 speaker Tyler Lessard. We talk about #INBOUND19, being helpful, being human, and so much more.

Find out about Inbound Selling in 5 Steps in this episode of the Sales influence Podcast with Victor Antonio

In today’s episode, Susan talks with Brian Signorelli, the director of HubSpot’s Global Sales Partner Program. He regularly writes, develops, and presents sales content for HubSpot’s partners and their customers. He is also the founder of InboundSeller.com, and he’s the author of “Inbound Selling: How to Change the Way You Sell to Match How People Buy.”Susan and Brian talk about sales, marketing, and how to avoid overwhelm. Find Brian:https://twitter.com/inboundsellerhttps://www.linkedin.com/in/brian-signorelli-68a19a4 Brian's book: https://amzn.to/2OvlEdhSusan’s websites:Everything Susan: http://suebmoe.com2Questions.TV: http://2Questions.TVBaroncini-Moe Executive Coaching: http://susanbaroncini-moe.comBusiness in Blue Jeans: http://businessinbluejeans.comShare your thoughts in the comments below!Equipment used for this video:- Zoom.us- Blue Yeti Microphone- Logitech C922x Pro Stream Webcam- MacBook Pro Subscribe to 2QuestionsTV for more interviews and behind the scenes footage! See acast.com/privacy for privacy and opt-out information.

Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring  Show Notes and Topics: Explanation on building a sales teams and helping them grow What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson? Importance of defining the role You don't have to be perfect to hire your first sales person, but you need to have pioneered your system Review of assessments used to hire sales team Overview of Sales DNA related to money Supportive Buy Cycle - How I buy things is how I sell thing You have to stand in front of a mirror and say your price Comfort Discomfort Non-Supportive Buy Cycle Advice for founders on how to get comfortable asking for business Difference of headwinds and tailwinds Importance of talking to others and getting difference perspective on hiring Difficulties you may across interviewing sales people and how to manage it Advice on not rushing a hire, using the 80/20 Principle Best standards on hiring to save you time and find the right person Ask the “magic questions” during the initial phone interview How to make the interview process as efficient and beneficial as possible The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million What’s the 80/20 Principle to screening and interviewing salespeople? 1 - Pre Hire assessment 2 - Short Triage Call / screening 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly Keep your job page up Free Ad on Indeed - refresh every 30 days Tag contacts on LinkedIn Links and Resources: Wayne Herring on LinkedIn https://www.linkedin.com/in/wayneherringjr Blount, J., Weinberg, M. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling https://www.amazon.com/dp/B01617VD3I Warrollow, J. Built to Sell: Creating a Business That Can Thrive Without You https://www.amazon.com/Built-Sell-Creating-Business-Without-ebook/dp/B004IYISQW/ Check out Wayne Herring’s website Herring Coach, LLC: https://herringcoach.com/ Davidai, S., Gilovich, T. “The headwinds/tailwinds asymmetry: An availability bias in assessments of barriers and blessings”: https://www.ncbi.nlm.nih.gov/pubmed/27869473. Objective Management Group - Pre-Hire Assessment: https://www.objectivemanagement.com/ Zero-Risk Hiring System: https://www.zeroriskhr.com/ Contact Wayne Herring Business Builder Camp - Male business owners who also want to be good dads and husbands: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp Check out Roberge, M.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: https://www.amazon.com/Mark-Roberge/e/B00NSKE4WY Inspect what you Expect: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp%2Fpermalink%2F2025182797703193%2F Example of scheduling a brief screening call https://calendly.com/salesqualia/salesqualia-phone-screen/02-13-2018 Objective Assesment Blog on Non-Supportive Buy Cycle article: http://www.objectiveassessment.com.au/blog/2011/03/a-non-supportive-buy-cycle-%E2%80%93-how-it-undermines-the-success-of-your-salespeople-and-how-to-fix-it/  

Takeaways Be Human: There’s a myth being perpetuated that buyers don’t have time for small talk anymore. This is just simply not true. Buyers want to connect with you on a human level, they’ve just had so many bad experiences with sellers that they turn off at the slightest hint of inauthenticity. Ask Killer Questions: Coming up with two to three anchor questions that spur conversation as it relates to your product or service should be the highest priority in your organization. Yes, even higher than a demo or pitch deck. You have to get a prospect thinking and that’s impossible to do if you are the one talking. The best possible question to ask is one they should know the answer to but don’t. Listen Without Filters: How do you receive information? How do you communicate information? What biases or filters do you have preventing information from getting through. When you’re listening to a prospect, are you focused on what they’re actually telling you or are you looking for a specific response that you can attack? Your ability to show empathy here can get you a long way. Deliver Value at Every Touch: If a prospect is going to give you their time, what value are you going to give them in return? What information is going to help them get closer to a decision? If you don’t know the answer to these questions before every call or outreach, why are you even doing it? You need to be intentional and deliberate with your process. If you’re not guiding them, then you’re just hoping the see something along the way. Book Recommendation  The Complete Works of Shakespeare by William Shakespeare The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 by Mark Roberge Blindspot: Hidden Biases of Good People by Mahzarin R. Banaji and Anthony G. Greenwald Full Notes https://www.salestuners.com/andy-paul/ Sponsors What if every sales rep inherited the habits of your best rep? With Costello, they do. The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.  

Jeff Kahn is a Co-Founder and CEO of Rise Science,  a sleep behavior change startup that provides sleep coaching for elite athletes. They harness the science behind sleep, and give elite athletes the power to perform at their best with the help of continuous, personalized insights, guidance and feedback. Rise Science is currently working with many major sports organizations like the Chicago Bulls, Jacksonville Jaguars, Miami Dolphins, West Virginia Mountaineers, and Tennessee Volunteers. Jeff's research and work has been featured in the NY Times, ESPN and the Wall Street Journal.  In This Episode You Will Learn: How the idea for Rise Science came about What the first version of their sleep tracking looked like How to determine how much sleep you personally need Comparing different sleep tracking tools The compliance rate with professional players Why they sell the players on sleep tracking and not the coaches What kind of performance improvements teams are seeing What the ideal nap looks like Whether morning (larks) or night (owls) people exist Do owls or larks have a performance advantage in life/sports The most common sleep mistakes athletes make  How do justify $80-100k a year to GMs of professional teams What Jeff’s sleep habits look like  How you can improve your sleep Selected Links From The Episode: Zeke Markshausen, Designer at IDEO Favorite Books: Internal Time: Chronotypes, Social Jet Lag, and Why You're So Tired by Till Roenneberg The Promise of Sleep: A Pioneer in Sleep Medicine Explores the Vital Connection Between Health, Happiness, and a Good Night's Sleep by William C. Dement Decisive: How to Make Better Choices in Life and Work by Chip Heath and Dan Heath The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge

Matthew Bellows is the co-founder & CEO of Yesware, a platform that helps salespeople connect with prospects, track engagement and close more deals. Yesware serves more than 750,000 salespeople at companies like Adroll, Groupon, Salesforce, Twilio and Yelp. The company was founded in 2011 and is based in Boston, Massachusetts. To date, the company has raised over $35 million in funding. The Show Notes Yesware Chrome Web Store "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge A Leader Struggles to Sell Software Meant to Aid Sales (New York Times) Cashman Andrus on Twitter Matthew on Twitter Omer on Twitter Enjoyed this episode? Subscribe to the podcast Leave a rating and review Follow Omer on Twitter Need help with your SaaS? Join SaaS Club Plus: our membership and community for new and early-stage SaaS founders. Join and get training & support. Join SaaS Club Launch: a 12-week group coaching program to help you get your SaaS from zero to your first $10K revenue. Apply for SaaS Club Accelerate: If you'd like to work directly with Omer 1:1, then request a free strategy session.

Matthew Bellows is the co-founder & CEO of Yesware, a platform that helps salespeople connect with prospects, track engagement and close more deals. Yesware serves more than 750,000 salespeople at companies like Adroll, Groupon, Salesforce, Twilio and Yelp. The company was founded in 2011 and is based in Boston, Massachusetts. To date, the company has raised over $35 million in funding.The Show NotesYeswareChrome Web Store"The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark RobergeA Leader Struggles to Sell Software Meant to Aid Sales (New York Times)Cashman Andrus on TwitterMatthew on TwitterOmer on TwitterEnjoyed this episode?Subscribe to the podcastLeave a rating and reviewFollow Omer on TwitterNeed help with your SaaS?Join SaaS Club Plus: our membership and community for new and early-stage SaaS founders. Join and get training & support.Join SaaS Club Launch: a 12-week group coaching program to help you get your SaaS from zero to your first $10K revenue.Apply for SaaS Club Accelerate: If you'd like to work directly with Omer 1:1, then request a free strategy session.

Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in. Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re making! Mark Roberge is a lecturer at the Harvard School of Business and the Chief Revenue Officer at HubSpot. His bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million covers his approach to building a sales team and increasing revenue. Episode Highlights: Who is the modern salesperson? Buyer behavior & empowerment Understanding the buyer journey Relationship between sales and marketing within persona development Becoming a stronger sales rep: Sales Methodology “First in Ten” technique Writing data-based emails in a personalized way Changing the image of the salesperson Resources: Check out Mark Roberge’s bestselling book The Sales Acceleration Formula Tweet him @markroberge or connect with him on Linkedin Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

"The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge https://www.salesartillery.com/marketing-book-podcast/the-sales-acceleration-formula-mark-roberge

The SaaS Revolution Show Podcast: Episode 1. Mark Roberge, Chief Revenue Officer of Hubspot talks to our host Alex Theuma, about Marks new book 'The Sales Acceleration Formula: Using Data, Technology and Inbound Selling to go from $0 to $100 million'