Podcasts about inside sales professionals

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze) in the Orchestrate Sales Studios on the eve of the #digitalnow conference in Chicagoland next week (including a special promo code if you have not yet RSVP'd!) We begin with his origins in telesales to Inside Sales to forming the AAISP. And from where he first crossed paths with #SalesEnablement in the journey to modern day where Emblaze is partnering with the Revenue Enablement Society for track next week. Highlights from the episode include...PAST:⌛️ Bob was on the first ever Inside sales implementation of Siebel. "We used to pull out a stopwatch and time how long it would take to pull up a customer record."⌛️ Bob and Larry Reeves held the first AAISP conference for 50 people in Minneapolis in 2009 using a sound system borrowed from Bob's church.⌛️ By year two they had 200 and started getting calls from places like Japan, Afghanistan, France begging to start a chapter in their location.⌛️ The explosion of Inside Sales created a need to scale the training of less experienced reps. Which created demand for Sales Enablement.⌛️ Bob reflects on how Jill Rowley "The EloQueen" ushered the social selling mix onto the sales scene.⌛️ In Bob's early experience the SES he talked with Scott Santucci about the similarities and differences between the two organizations. PRESENT

Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:51] - Her initial misconception of sales and she eventually fell in love with it after a career in marketing.[05:11] - Tackling a disconnect between marketing, sales, and buyers.[08:14] - Why businesses must focus on buyer experience just as much as they do on customer experience.[16:41] - How beliefs and mindsets impact the way that sales people show up in their sales careers.[24:41] - A positively minded sales manager = a positively minded and successful sales team.[27:17] - Buyer First: Writing a book to help business owners, startup entrepreneurs, and struggling salespeople to sell better.In this episode of the Transformed Sales Podcast, I had a chat with Carole Mahoney, the Founder of Unbound Growth, a scientific sales development firm, eliminates the guesswork of how to hire the right salespeople and develop superhero sales teams using a using a cognitive-behavioral approach that is driven by data that delivers predictable revenue. Carole is also the author of Buyer First: Grow Your Business with Collaborative Selling. She is on a mission to change how the sales industry sees itself, and how buyers see it too. She is President of the Boston chapter of the Association of Inside Sales Professionals, has been named as a top sales influencer by LinkedIn and Sales Hacker, and is a sales Coach for the Harvard Entrepreneurial MBA Program. In our conversation, Carole discussed the concept of "buyer first" and how it can revolutionize the way we approach sales, shared her insights on self-awareness, mindset shifts, and the importance of collaborative selling, and so much more. Listen (Or watch on YouTube) to the whole episode to gain from her valuable wisdom.Quotes“As a business owner, you're a sales person whether you like it or not” - Carole Mahoney“Sales is about helping people. It's about connecting problems and solutions together” - Carole Mahoney“When we put our buyers first, we create buying experiences that add more value, and customer retention and acquisition becomes much easier” - Carole Mahoney“Retention has less to do with customer success and more with the buying experience people initially have” - Carole Mahoney“Before we can have a great customer experience, we have to have a great buyer experience” - Carole Mahoney“The power of the positive mindset in impact is huge” - Carole Mahoney“Selling is not something we do to others, it's something we do with them. It's a collaboration. It's an exchange of value” - Carole Mahoney“A salesperson is really someone who is building a book of business within another business” - Carole MahoneyResources Mentioned:Get a copy of Buyer First: Grow Your Business with Collaborative Selling - https://carolemahoney.com/buyerfirstbookGet the worksheets mentioned in the book and infographics to help guide you to shift your sales mindsets and engage in collaborative conversations with buyers - https://carolemahoney.com/buyerfirstbook-workbookLearn More About Carole Mahoney in the Links Below:LinkedIn -

I'm so excited for our conversation today because I know I personally am going to learn a ton about building and leading a powerful sales team. Our guest today is one of the best in the industry in this field. While his specialty is helping companies scale from $0 - $25 million annual recurring revenue (yes please), I want you to listen in regardless of where you fall on the scale. If you're an individual sales contributor or a sales leader, which I know a lot of our listeners are, this conversation will be hugely impactful for you too.  Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer. In this interview, Scott shares his innate ability to build strong and diverse teams. He doesn't sugar-coat the tough stuff but emphasizes the importance of hiring teams of people who are different from yourself. We also discuss the topic of systemizing and creating documented processes for everything, which really hits home for me as that is something I am working on myself!   Show Notes: [3:34] - Scott shares the inspiration behind Surf and Sale. [5:39] - So much of what Scott does helps people think deeper about what they can do. [6:41] - You don't have to be an extrovert to be great at recruiting and team builder. [7:45] - Scott knew in the beginning that he didn't want to hire people who were just like him. [8:53] - Diversity showed up on his team as “a band of misfits” but by hiring people who think differently from him, the team got the results. [10:40] - In the beginning, it was very organic, but over time Scott developed systems to find the right people. [11:50] - If you are not intentional, it could all fall apart. [13:08] - Scott likes to hire based on “can do” rather than “has done”. [15:30] - How does Scott build such a loyal “army” of people on his team? [16:51] - Scott doesn't see this as a talent, but rather a priority. [19:15] - He responds to all messages personally no matter the platform. [20:47] - People will pick up on your sincerity, especially when you focus on the people over the numbers. [23:01] - Scott describes how he handles issues his team members might have and how he actively communicates with transparency. [25:49] - There has to be a process in place. The biggest mistake companies make is to not have documented processes in place. [27:53] - Now, Scott helps people build sales playbooks and executing strategies. [29:18] - The importance of systemizing everything in the business hits home with Elyse as she is experiencing some new exciting changes. [31:55] - Scott shares how he executed a process alongside team members. [33:27] - Everyone's inherent team building strategies will be different. The sales landscape is changing. [34:40] - Now, people want flexibility. [35:47] - Scott believes that AI will create an even different sales landscape that will replace human sales interactions. [37:24] - AI does quite a lot already. [39:51] - Scott shares the most influential woman in his life and what he learned from her.   Connect with Scott: Scott Leese Consulting Website LinkedIn Thursday Night Sales Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

In this episode of the Sales Secret podcast, Brandon talks to American Association of Inside Sales Professionals founder and chairman Bob Perkins. Bob reveals his top sales secret: be genuine. Customers value honesty and will view it as a mark of personal integrity. Bob also talks about holding off your pitch for as long as possible, making sure that you've known everything there is to know about your customer first. SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Bob Perkins is the founder and chairman of the AA-ISP. As a nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations at recognized brands such as Unisys, SGI, United Health and others. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. Among other things, Bob maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today's digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. https://www.linkedin.com/in/perkinsbob/ https://aa-isp.org/about-us https://www.youtube.com/c/Aa-ispOrg Sales Inside Sales AA-ISP American Association of Inside Sales Professionals Revenue Operations Please: Like and Subscribe Video it really helps in distributing our Content Sign up for our Newsletter Please consider supporting our Content on Patreon/SaasHoles. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and one of the most sought after people to help startups scale their sales organizations. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Scott puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales and a highly sought-after consultant, advisor, leader, and sales trainer. This conversation is how you make your sales process focused on having more real conversations, how you can find your own way to connect, and how to shift the typical messaging you use to make people believe there's a real person on the other end. Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales. Key Moments: 2:30 - Why sales is about having a normal conversation. What that means. it's about the style and the skillsets required. 9:25 - Scott's story about how he first learned business and sales. How he started and learned sales on his own. 13:37 - A trick of coaching - Having reps give feedback to other reps and then how to get those people to admit to their weaknesses without being defensive. 23:30 - Why Scott's approach resonates with Founders and how he's had to say no to business at some points. 35:58 - How Scott thinks about deploying vulnerability to make it work Connect with Scott https://www.linkedin.com/in/scottleese/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Scott Leese is one of the top startup sales leaders in the US. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Scott Leese Consulting was founded with a concentration on companies scaling from $0 – $25m ARR. Armed with years of industry experience and a proven track record of success, Scott focuses on a scalable approach to: sales strategies, processes, people, and infrastructure. Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer. While learning both the fundamentals and higher strategy of sales, Scott Leese's students come away motivated and empowered. He has helped create many successful organizations and has shaped thousands of individuals into highly sought after sales leaders. His areas of expertise include: sales and leadership seminars, consulting and coaching, public speaking events, conferences, sales training, and more! Today we discuss the themes behind Scott's new book - More than a Number: A leader's Guide. Key Points of our Discussion Scott's new book - More than a Number Scaling a founder-let startup The approach leaders should take going in to a new role The seldom talked about underbelly of being the VP of sales Managing the pace and pressure of sales leadership Hiring and nurturing sales talent Personal branding and networking as a great recruitment tool Sales ops and sales enablement To learn more about Scott and his company visit the website scottleeseconsulting.com and you can find him here on LinkedIn

Art Sobczak is the author of Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling. This book has been so successful that it's now in its third printing (2020). Art is the host of his own podcast appropriately titled, “The Art of Sales.” Using his clear and concise and powerful ideas, Art has helped countless sales professionals use the phone more effectively to break through “the wall” on a demand generation reach outs and sell better. He is the president of Business by Phone, which helps B2B salespeople get results when using the phone, and in charge of the Smart Calling College (virtual sales training). Art's real-world, non-gimmicky ideas for sales have earned him multiple awards and recognitions, including his 2012 lifetime achievement award from the American Association of Inside Sales Professionals. Highlights Why top salespeople have never stopped using the phone- 2:44 Art's journey: How he became one of the top sales trainers in the world. - 7:46 The Smart Calling concept. - 12:47 Pre-call planning. - 19:10 The process of social engineering - 23:29 Reciprocity and how it applies to sales - 26:04 How can you make a live conversation happen? - 27:16 Rule of thumb: Treat everybody like how you want to be treated. - 31:37 The Smart Calling Opening Statement. - 35:13 The two tests. - 38:07 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox Connect with Art Sobczak https://salesbyphone.com/ http://smartcalling.com/ https://www.amazon.com/Art-Sobczak/e/B002ZSS5FM%3Fref=dbs_a_mng_rwt_scns_shar https://www.linkedin.com/in/artsob https://www.youtube.com/artsobczak 

Sam Richter is an internationally recognized expert on digital information and is considered the father of modern-day Sales Intelligence. His award-winning experience includes building innovative programs for start-up companies and some of the world's most famous brands. National Speaker Hall of Fame Top 15 Highest Rated Speakers for Virtual Events Top 50 Sales Keynote Speakers Top 25 Most Influential Sales Leaders Minnesota Speakers Hall of Fame Certified Speaking Professional (CSP) - Top 10% of World's Speakers Bestselling Book - Awarded Sales Book of the Year Inc. Magazine Entrepreneur of the Year Finalist ​ Sam is founder and CEO of SBR Worldwide/Know More. Through his in-person keynote presentations and online programs, Sam trains leading organizations and entertains tens of thousands of persons around the world. Sam's programs promise to be the highest-content, most take-home-value presentations attendees have ever experienced. The National Speakers Association inducted Sam into the National Speaker Hall of Fame, where fewer than 300 professional speakers worldwide have been honored, and Sam also received the Association's CSP Designation, reserved for the top 10 percent of the world's professional speakers. He was named one of the Top 15 Highest Rated Speakers for Virtual Events, one of the Top 50 Sales Keynote Speakers in the world, and he is also a member of the Minnesota Speakers Hall of Fame. ​ Sam is the author of the bestselling book, Take the Cold Out of Cold Calling, considered the preeminent publication on finding information online and using it for sales success. Take the Cold was named "Sales Book of the Year" by the American Association of Inside Sales Professionals, and it was also named a "USA Book News Winner" and a "Sales Book Awards Silver Medalist."

Do you know what the top 3 mistakes speakers make when approaching and working with Speaker Bureaus? After nearly 25 years working with and running international Speaker Bureaus, I have witnessed these mistakes time and time again. Today, I'm going to share these 3 mistakes with you so you can avoid making them. If you've found this useful you might find this week's podcast interview Prospecting without cold calling with Art Sobczak very helpful too - https://mfl.global/2021/11/16/art-sobczak/ Over the past 30+ years, Art Sobczak has helped salespeople and speakers say the right things to get through, get in, and sell, primarily using the phone. He's a speaker, trainer, author, podcaster and lifelong salesperson. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals. He has written five books, and his flagship, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” is now in its new Third Edition and is the standard for individuals and companies worldwide to prospect effectively without “cold” calling. In his podcast he shares some insights into what the biggest mistakes speakers make when prospecting, what the Smart Calling process for speakers to prospect without "cold calling" is, how to overcome the fear of rejection and how to respond when speakers are asked to reduce their fee.

In this episode of #SpeakingBusinessPodcast, I talk to Art Sobzcak. Over the past 30+ years Art Sobzcak has helped salespeople and speakers say the right things to get through, get in, and sell, primarily using the phone. He's a speaker, trainer, author, podcaster and lifelong salesperson.  He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals. He has written five books, and his flagship, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” is now in its new Third Edition and is the standard for individuals and companies worldwide to prospect effectively without “cold” calling.    Art shares some of the biggest mistakes speakers make when prospecting, how to prospect without "cold calling", overcoming the fear of rejection and how to respond when clients ask you to lower your fee. Links: More about Art Sobczak Connect with Art on LinkedIn Smartcalling Training More about Maria Franzoni Ltd Connect with Maria on LinkedIn Connect with Maria on Facebook Listen here: Podfollow Libsyn  Apple Podcasts  Stitcher Spotify This podcast was created using Alitu.  Powerfully simple recording and editing tools for podcasters.  Record your show, edit it in minutes, and publish directly to your host.  Find out more and join here.

Shut your mouth, ask questions, keep your product in the bag, and learn as much as you can. You wouldn't expect to hear such advice as a salesperson, would you? Today's guest is convinced that good salespeople should not pitch or show the product until they fully know that it could help. And man, he is so right! Meet Bob Perkins, founder and chairman of AA-ISP (American Association of Inside Sales Professionals), a nationally-recognized Inside Sales innovator, a golfer, a father, a husband, and an incredibly wise businessman. Bob started with a mission - to prove that inside sales are just as effective as face-to-face sales. Suffice it to say he was more than successful in making that happen. Watch this episode to see why sales is NOT a numbers game. How have inside sales changed from a buyer's perspective due to technology? What are the fundamental characteristics of really good salespeople and sales leaders? How can the company culture influence the performance of each team member? Why the top players don't necessarily make good leaders? Enjoy! -------------------------------------------------------------------------------------------------------------------------- ►Find Bob Perkins on LinkedIn https://www.linkedin.com/in/perkinsbob/ ►Visit AA-ISP at https://www.aa-isp.org/ -------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Follow OneIMS online! Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ If you enjoyed this video, please share it. To make sure you never miss an episode of Coffee with Closers, please subscribe.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Join us for Episode 38 with Scott Lesse, where we learn his story and how he turned his struggle into being one of the top sales leaders out there!-Scott Leese Consulting, LLC was founded with a concentration on companies scaling from $0 – $25m ARR. Armed with years of industry experience, and a proven track record of success, we focus on a scalable approach to sales strategy, process, people, infrastructure and more.Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor; he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of both Scott Leese Consulting, LLC and SurfandSales.com. Based in Austin, TX, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, and a highly sought-after consultant, advisor, leader, and sales trainer.While learning both the fundamentals and higher strategy of sales, Scott Leese’s students come away motivated and empowered. He has helped to create many successful organizations and has shaped thousands of individuals into highly sought after sales leaders. Areas of expertise include Sales and Leadership Seminars, Consulting and Coaching, Public Speaking Events, Conferences, Sales Training, and more!Support the show (https://www.linkedin.com/company/playing-injured-pod/, https://www.instagram.com/playinginjuredpod/)

Over the past 30 years Art Sobczak has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He's a speaker, trainer, author, podcaster and lifelong salesperson.  Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals. He has written five books, and his flagship, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” has just been released in its new Third Edition and is the standard for individuals and companies worldwide to prospect effectively without “cold” calling.   Art talks about the Smart Calling Philosophy and how you can apply it to your cold calling sales strategies for more successful sales calls!

Chad has a great insight of technology. His net worth of sales is amazing. He is very competitive and compassionate about SALES. He gave a wonderful testimony "You will be done." This is a great meaning. Now ALL ABOUT CHAD: In the mid-90's Chad moved from Colorado to Arizona for his first sales role and in under 12 months, Chad was fired. For the past 25 years, he dedicated his life's work to become a true sales professional by joining some of the best companies, and learning from some of the best mentors in the world. As a result, The American Association of Inside Sales Professionals has voted him a Top 25 Inside Sales Leader for the past 10 years, Chad has written 4 books, and Founder of two companies that are both dedicated to enabling sales professionals with the right mindset, skillset, and toolkit to build a successful career in sales. Chad Burmeister - Author, Speaker, Entrepreneur and Technology Company CEO who specializes in Artificial Intelligence for Sales. Chad fundamental belief is that great sales professionals aren't always born as great sellers, and by leveraging AI for Sales Technology, sales professionals with the right DNA for sales can become great sales professionals. When we get this right, pipeline and revenue growth happens. Chad has used this same approach to serve some of today's most influential brands like Cisco-WebEx, Riverbed Technology, ON24, ConnectAndSell, and RingCentral. Before launching ScaleX.ai, Chad found himself constantly moving across the country every 3-4 years to chase the next promotion, or to find a way to make more money, and to be honest, to avoid being let go for lack of performance. Even though he consistently exceeded his quota every single quarter, Chad had a mental block that somehow he would miss his pipeline and revenue target and be let go - an uncomfortable feeling for a husband and father of two. Nowadays, you'll find him speaking a lot on various podcasts and virtual events, and dedicated to bringing the AI for Sales approach to sales professionals to enable them to solve the most important problem in sales - generating enough pipeline to ensure quota achievement. You can find out more about my passion at www.salesclass.ai/chadburmeister ABOUT ScaleX.ai: In the first quarter as a company (Q4/2017), ScaleX signed 5 new customers. By leveraging AI for Sales to add 10 Virtual BDRs who execute email, social, and voicemail drops every day to execute more than 100,000 sales activities per month, ScaleX has grown ARR from $300,000 to $2M in under 2 years. By employing Virtual Business Development Representatives (BDRs) to scale ScaleX, we regularly dominate markets in weeks not months or years. We're now up to 45 new customers per quarter. To know more about Chad Burmeister you can contact Chad on his website at http://chadburmeister.com or you can connect with Chad on his social media such as LinkedIn, Twitter, Facebook, Instagram, etc at Chad Burmeister.

Art Sobczak is the President of Company: Business By Phone Inc., and one of the best telephone coaches you can meet. With over 30 years of experience Arthas helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals, He’s the author of five books, and his flagship book, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” is the standard for individuals and companies worldwide to prospect effectively without “cold” calling. The Third Edition was just released and hit #1 in the Business Sales category on amazon in its second day. And today will get the goods directly from the sources.

I met my next guest, Enza Burgio, at AAISP UK, the American Association for Inside Sales Professionals the chapter President, Kevin Kelly, introduced us. An experienced professional trainer, she has developed her knowledge over the 28 years working with Pitney Bowes in field sales. She eventually moved into training, and her focus is to enhance latent capabilities in new sales recruits and to hone the skills of experienced sells professionals. Talking about COVID19, Enza said, every day you should take something from that day, take it and put it into your new experiences, harness it and then make it your new way of being. There was much activity at the start; it was okay to be a little bit in shock. It is useful if you put your energy into learning something every day and move forward with a plan to take to your clients. In COVID you either had to keep your client's going and keep yourself going. Enza advises channelling a vision for yourself, to be up working every day, whether working with clients or working on yourself. Keep the momentum going, have rest periods, keep a robust structure, learn something, and implement it because, she said, that is how we grow. It does depend on your mindset a little bit, but structure, plan and activities keep most people going, especially in a pandemic. All companies are restructuring, reshaping, re-analysing themselves, which has given them a different view of how they want to be or how they are. Now, we now must put the customer at the front of everything we do. Pitney Bowes was my breeding ground, a great corporate experience where Enza learned everything from field sales through go-to-market strategies into telly-sales. It was very much about the product being the solution, that was the context. Now, it is what is the client context, and how can we dovetail into it? I think you must be much customer-centric. There must be the return on investment, stating what can you do for their business rather than just helping them get things done. It has gone from tactical or a service implementation into being part of their support services and partners. A LinkedIn survey stated buyers want active listening by 42% then problem-solving was number two by 38%, and 3rd was relationship building. In contrast, sales managers hired recruits more for problem-solving and less on active. There is a gap between what buyer want and seller deliver. You must have a plan when onboarding based on what your customer wants from day one. Enza said of her customers; the business development or sales manager wants a person who can pick up the phone, craft an email, do some social interaction with their network, what they need is the capability to do it. Enza has a roadmap the sales cycle, and the sales framework, and these are the behaviours you need. It is the behaviours that are dovetailed into the sales process. Enza specialises in the telephone as a primary sales channel, and all you have is your listening skills, you do not have the body language although this is changing with COVID because now we have Zoom. There is this big misconception that sales all about talking, but it is about asking a well-posed question and genuinely listening. Enza helps recruits understand the whole sales cycle. Why we have sales in a business, enterprise, or business entity and how companies make money, the different channels and revenue models like SaaS. Enza said salespeople must know where they fit and how their behaviour supports that fit, and that is where the magic happens. Yes, do your research to understand where the customers probably going to go, but still have the courtesy to ask the poignant questions and not tell them what you found out about them? Enza found that selling has been quite an equal place to work. Back at Pitney Bowes diversity and inclusion was huge, she worked in a team where half the salespeople were women, although ethnic minorities had less representation. We were all given a chance; if taken on board the learning you could achieve your goals. Her parents are from Sicily. Sales are the leveller, as you are as good as your last deal. Enza has found that sales are the place where you can be yourself the most. However, it is hard to get female equity, and the truth is less represented by ethnic minorities. The companies who work on their diversity and inclusion strategies, it is easier to walk in and see it through the salesforce. We still have a long way to go, especially in these times. Statistically, when women in sales, they tend to be crushing it. However, there are many barriers to getting in the door. Enza acknowledged that we both do a lot of mentoring outside our roles. She suggested we continue to make that a difference through the companies that we work with and the customers we work with delivering the message the diversity is good for business, and here is how. Enza said applicants must show their personality. Some of the big corporates are using video methodology to recruit, can see how they present. Enza warned that unless you map the behaviours, that you are requiring. When looking at the introvert and extrovert salespeople, to understand the quiet of people and interviewers to interview them. Small steps, marginal gains, this is my strategy for 2020. If we look at the things we can do and work with the clients to achieve 1%,2% marginal gain, then this is a great achievement. Intrepreneurship means if we all work together and if we all do our little steps with those small increments, everybody will do better. Talk to customers about the little things that you can do. Have a plan, and roadmap of where you will travel together and be realistic about your targets and what you are going to do. You have got to influence people, marginal gains tried and tested, helps you build a relationship, and you get results they will trust you as somebody who knows what they're doing and who delivers. linkedin.com/in/enzaburgio 

As soon as you call or email someone, they want to know who you are, why you're calling, and if you're someone who can help them. They find this out with a quick Google search. What's returned from that search is your personal brand. Your website, your LinkedIn profile, and anything else you've got online. And it's more important than ever for sales professionals and sales leaders to have a stand out personal brand.  How can sales pros do this, in just a few minutes at a time, and STILL make their numbers? Join me for a conversation with sales leader Ian Moyse as we have a conversation about personal branding. 

For over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. The most effective way to sell is still humans SPEAKING with humans, and he helps them do that in a conversational, non-salesy way. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his service to the profession. His flagship book is “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” and has just been released in a new, Third Edition, and the process has become the standard for prospecting with hundreds of thousands of sales pros worldwide. www.smartcalling.com www.smart-calling.com (Art's Book) www.phonescripts.com

Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connection in sales. To creatively show how, despite the technology available to us, we need to focus even more on the personal touch, he simulated a call back to 1983, to himself. You'll hear that entire "call" here. Enjoy!

How can your inside sales team get a competitive advantage over its competition? By changing how they sell to their customers. There are three deadly assumptions that kill deals and harm sales organizations - and there's a framework for defeating those deadly assumptions and achieving scalable world-class sales performance. Listen to this conversation with George Brontén to learn how you can turn HOW you sell into a competitive advantage. And when you want to go deeper, go get a copy of George's book Stop Killing Deals. It's not meant to be read - it's meant to be implemented.

Scott Leese is a three-time winner of the American Association of Inside Sales’ Top 25 Inside Sales Professionals, and a highly sought-after consultant, advisor, leader, and sales trainer. With a focus on sales strategy, people, process, and infrastructure, he’s worked with several companies with a $0-$25m ARR, giving them expert guidance as they scale. If you have a product or service you want to sell, Scott will make it happen.

This is not a podcast to just get you motivated and inspired. This podcast comes with the sole purpose to discuss strategies that we can all implement into our business right now that can increase how much money we earn. Art Sobczak Bio: Since 1983, Art Sobczak and Business By Phone Inc. have helped hundreds of thousands of professionals say the right things by phone to get more of what they want. His reputation has been built on providing common-sense, non-salesy, non-gimmicky conversational methods, processes and word-for-word instruction on how to use the phone to get through, get in, persuade, and sell. In 2012 Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his contribution to the profession. His latest book, “Smart Calling,” hit Number One in amazon.com’s Sales category its very first day. Scott Ewart Online: Website: scottewart.co.uk Youtube: youtube.com/channel/UCQEoECR9TBvQvhziDLjui-A Facebook: facebook.com/iamscottewart Instagram: instagram.com/iamscottewart LinkedIn: uk.linkedin.com/in/scott-ewart-5a68b511b Art Sobczak Online: Website: businessbyphone.com/ Youtube: youtube.com/channel/UCb0IM4esoW6PZ19r73L8ngw Facebook: facebook.com/ArtSobczak/ Twitter: twitter.com/ArtSobczak LinkedIn: linkedin.com/in/artsob/

During this episode of Tech Qualified Podcast, we talk with Bob Perkins, Founder and Chairman of AA-ISP (American Association of Inside Sales Professionals). Bob Perkins talks about the creation of AA-ISP, the various options in which members can interact with and benefit from the resources of the organization, and the ways that thought leadership and thought leadership content are useful and evolving.  Episode Highlights: Bob Perkins talks about his work history and past experiences leading up to AA-ISP.      Bob describes the major events, programs, and initiatives that AA-ISP puts on.  What does the leadership team look like at AA-ISP? Bob Perkins talks about the types of in-depth content that they offer.   Bob talks about the benefits of thought leadership content. What are the case studies that AA-ISP’s have executed?  What is thought leadership look like to Bob? How is he seeing traditional businesses provide value from thought leadership?  Where does Bob Perkins see this sales and marketing ‘spamademic’ heading? Bob talks about the power of personalization.  What are some of the trends that Bob is seeing that are working and not working?   Personalized communication content can happen through email, phone, chat, social media, and voice.   What are Bob Perkins’ thoughts on the future of the intersection of sales and marketing? What are some resources that Bob Perkins relies on on a day-to-day basis? Key Points: AA-ISP members can engage with the organization online, at conferences six times a year, or through the 60+ local chapters, over 40 of which are in the United States.  Offer thought leadership value just to provide help and not force sales for your solutions.   Before you talk to someone, make sure you will be making your conversation about them through genuine personalization. Resources: Bob Perkins: Linkedin AA-ISP: aa-isp.org AA-ISP Linkedin: Linkedin Motion: motionagency.io/ultimate

Are you a believer in voicemails, or do you think they’re a waste of time? Have you considered using voicemails as part of your outreach toolkit? It’s very easy to overlook voicemails for communicating, but if you can use them properly you can vastly improve your rates of connection! In this episode of INSIDE Inside Sales, Darryl speaks with award-winning author and overall legend, Art Sobczak. Darryl and Art discuss the most common mistakes SDRs commit when leaving voicemails, and how to avoid them. They also discuss incredibly valuable advice on how to use messaging that will set you apart, create attention, and even make your prospects curious enough to call you back! Learn how to leave voicemails that make the right impressions, here on this episode of INSIDE Inside Sales! About Darryl's Guest: For over 30 years Art Sobczak has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals, His flagship book--and prospecting process-- “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling”  is the standard for individuals and companies worldwide to prospect effectively without “cold” calling. Get to know our guest better here: BusinessByPhone.com | LinkedIn | Twitter ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.     

Bob is the Founder & Chairman of AA-ISP, which for those who are unfamiliar, is the American Association of Inside Sales Professionals. He is a nationally-recognized Inside Sales Innovator with extensive executive experience building and leading highly successful inside sales organizations. His 25 years of Inside Sales experience spans leading sales teams at Unisys, Silicon Graphics, Grid Systems, UnitedHealth Group, and Merrill Corporation. Those who know Bob say that he is leading the way in elevating the role of what inside sales professionals do for businesses. He is known as a class act, an effective and efficient leader, an asset wherever he goes, and a great example to follow. On this episode of Sales Secrets From The Top 1%, Bob explains his top secrets to sales success and how to start implementing them in your career immediately!

Scott is a top start-up sales leader and the best-selling author of “Addicted to the Process”. He’s the founder and CEO of Scott Leese Consulting, a firm that has helped companies scaling from $0 - $25m ARR. He is also the founder of Surf and Sales, a company that provides an alternative to standard sales conferences by providing deeper learning and meaningful relationships while learning to surf in a paradise destination. In this episode, Scott shares his two decades of sales and leadership experience and reveals his process to achieve sales success. Here are some of the topics covered in this episode: How to be more confident and take effective decisions Top tips for better work-life balance The best habits to build a mindset for success How to use the addiction model to close deals like a pro   About the Guest:   Based in Austin, TX, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, and a highly sought-after consultant, adviser, leader, and sales trainer. He has been Senior Vice President of Sales at Qualia and OutboundEngine, as well as Vice President of Sales at Main Street Hub. Scott has spent his entire professional career building and scaling sales orgs at SaaS companies and has a proven track record of lifting organizations to new heights.   LinkedIn: https://www.linkedin.com/in/scottleese/   Websites: http://www.scottleeseconsulting.com/ https://www.surfandsales.com/   Listen to more episodes of the Outside Sales Talk here and watch the video here!

This week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

This week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal. This episode isn't just a one scoop of B2B sales and marketing tactics. It's the full ice cream sundae. Three phenomenal guest speakers gave a fast-fire panel from our #FlipMyFunnel Conference, and we have it all right here. They offered simple, down-to-Earth, best sales and marketing practices you can use today, at the office, right now. They each unpacked their version of re-humanizing B2B, talked about video, AI, and how to equip your entry-level employees. Don't miss this buffet of thought leadership. Katie Cantwell — Director of Sales at Showpad. Previously, Director of Sales at Oracle, and Owner of Loyalty at Audi. Tyler Lessard — Fearless 50 Marketer and VP of Marketing at Vidyard. Randy Frisch — Co-founder, CMO, and president of Uberflip. The moderator for this panel was the rockstar Bob Perkins, founder and chairman of the AA-ISP (American Association of Inside Sales Professionals).

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

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

Art Sobczak is regarded by many as the master of cold calling and inside sales telemarketing. A sales trainer for cold calling, inside sales, and account management since 1983, he is the founder of Business by Phone, Inc., banking on 35 years of industry experience. He is the author of Smart Calling, and was the recipient of the Lifetime Achievement Award from the American Association of Inside Sales Professionals in 2012. In this episode, we talked about cold calling, telemarketing, artificial intelligence...

Art Sobczak is regarded by many as the master of cold calling and inside sales telemarketing. A sales trainer for cold calling, inside sales, and account management since 1983, he is the founder of Business by Phone, Inc., banking on 35 years of industry experience. He is the author of Smart Calling, and was the recipient of the Lifetime Achievement Award from the American Association of Inside Sales Professionals in 2012. In this episode, we talked about cold calling, telemarketing, artificial intelligence...

Cold Calling in sales is challenging but also essential for your company’s success. Our guest today is here to discuss the art of selling by phone, and how to get customers to say ‘yes’. Art Sobczak, is the founder of Business by Phone, Inc., is a Lifetime Achievement Award winner from the American Association of Inside Sales Professionals, and the best-selling author of “Smart Calling”. https://www.myasbn.com/small-business/growth-strategy/get-customers-say-yes-cold-calling-techniques-art-sobczak-business-phone-inc/

Read the complete transcript to this podcast on The Sales Game Changers website. Ivan Gomez is the president and founder of NextStage, a consulting firm focused on helping organizations leverage inside sales as a powerful go to market strategy. They help with implementation, best practices, marketing integration and many other things. Ivan has worked at some great companies in inside sales leadership, such as Ellucian, Echo360, Rosetta Stone, QlikTech and Compuware. Ivan is also the DC area chapter president for the American Association for Inside Sales Professionals. Find Ivan on LinkedIN!

Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Gary Milwit is the president and chief operating officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former high school football coach, teacher, and athletic director who left public-sector work in 2000 after being recruited by Earth Networks to run its education and government-sector business. In 2006, Gary was recruited by Stone Street Capital, where he held the roles of senior VP of sales, senior VP of business development, and chief operating officer before being asked in late 2016 to take over leadership of the company. Gary is a multi-award-winning sales leader, trainer, and coach. In 1996 he was named as the Maryland State Athletic Director Association's Athletic Director of the Year. In 2012 he won the Best in Execution Award from the American Association for Inside Sales Professionals, and in 2013 he was named the American Association for Inside Sales Professionals' Executive of the Year. Under Gary's direction, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016.

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

Read the complete transcript from this podcast on the Sales Game Changers Podcast website. Gary Milwit is the President and Chief Operating Officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former High School Football Coach, Teacher and Athletic Director who left public sector work in 2000 after being recruited by Earth Networks to run their education and government sector business. In 2006, Gary was recruited by Stone Street Capital and has held the role of Senior VP of Sales, Senior VP of Business Development, Chief Operating Officer and in late 2016 he was asked to take over leadership of the company and was promoted to President and Chief Operating Officer. Gary is a multi-award winning sales leader, trainer and coach. In 1996, he was named as the Maryland State Athletic Director Association's Athletic Director of the Year. In 2012, he won Best in Execution Award from the American Association for Inside Sales Professionals and in 2013 he was named the American Association for Inside Sales Professionals' Executive of the Year. Under Gary's directions, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016. Listen to amazing interviews with the top sales leaders on the globe on the Sales Game Changers Podcast.

About this episode:  Lauren Bailey has been voted "Top 25 Most Influential Leaders in Inside Sales" by The American Association of Inside Sales Professionals 2013, 2014, 2015 & 2016. Lauren is President of Factor 8, an award-winning Inside Sales training and consulting company.   After spending nearly 20 years launching and leading Inside Sales organizations around the World, Factor 8 President Lauren Bailey has put her dual background in sales and training leadership to work for companies launching, scaling, and optimizing Inside Sales teams. She's worked with IBM, SAP, Ingram Micro, Microsoft, Grainger, HP, Staples, and many more.   Factor 8 works most often with the Vice President of Sales to benchmark their Inside Sales Organization and deliver hands-on training classes for Reps and Managers.   Podcast Topics & Notes: 0:00 - Introduction of the episode and Lauren Bailey   5:45 - Where do I start selling my startup product if I have no idea what I’m doing?   6:30 - Inside Sales vs Field Sales for startups   10:00 - Establishing an inside sales cadence for efficiency’s sake.  Call and email on Tuesday & Thursday afternoons from 12-4pm to MWF appointments and demos Call people when they are in their office   11:30 - Call the CEO of your target company. Act as if…   14:00 - Outsourcing your lead development and appointment-setting   15:45 - About SalesQualia & The Startup Selling Coaching Program   18:45 - Imagine you’re calling your college buddies instead of a “decision-maker."   21:00 - Using your “rock star status” as a startup CEO as leverage   23:00 - What to do when someone actually answers the phone... The first 10 seconds are the most important The key to the intro is to get the person to stop typing or looking at their email Say their name first, then do a quick value ear perk, then end with a closed, rote, qualifying question.   31:00 - Selling the next step & mapping out your touches   37:30 - Why product demos suck   45:00 - Tips on hiring and outsourcing sales   52:30 - Recommendations to finish a sales year strong, and boost for next year “Is this something that’s interesting to you this year?” “Do you have budget that you need to spend this year, or should we just focus on introducing our product?”   Websites & Resources mentioned in the podcast: InsideSales.com Televerde SalesQualia Connect and Sell Consensus (formerly DemoChimp) Factor 8 Inside Sales Training       Find Lauren across the interwebs here: LinkedIn: www.linkedin.com/in/insidesalesadvisor Twitter: www.twitter.com/Factor8Sales Factor 8 on YouTube

We've completed a study for the last the last three years in partnership with the American Association of Inside Sales Professionals. We ask managers and reps a series of questions to understand what's difficult about their job and what challenges they face. In this episode, we dive into the top challenges of manager and discuss the trends from 2015 to 2016. In This Episode You'll Learn: What are managers biggest challenges What managers are going to do about their top challenges Trends and analysis regarding inside sales top challenges Links and Resources Mentioned in This Episode: LinkedIn Post Inside Sales Top Challenges Study 44: Why Coaching Is So Much Better Than Training w/Rob Jeppsen @XVoyant

We've completed a study for the last the last three years in partnership with the American Association of Inside Sales Professionals. We ask leaders and reps a series of questions to understand what's difficult about their job and what challenges they face. In this episode, we dive into the top challenges of reps and discuss the trends from 2015 to 2016. In This Episode You'll Learn: What are inside sales reps biggest challenges What inside sales reps don't think matters Trends and analysis regarding inside sales top challenges Links and Resources Mentioned in This Episode: LinkedIn Post Inside Sales Top Challenges Study 31: Creating a Culture of Coaching by Using Call Recordings w/Steve Richard @ExecVision_io

If you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space. In This Episode You'll Learn: The three trends in inside sales Sales Acceleration technology. How companies are figuring out what's working and what's not. People problems. How companies are dealing with hiring, on boarding, and training. Shift from outside sales to inside sales. How companies are making this move. Links and Resources Mentioned in This Episode: Bob Perkins' LinkedIn Sales Development Technology Guide Episode 12: How I Broke The Rules and Doubled Oracles Inside Sales Revenue w/Dan Freund