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2 episodes with sales assembly
2 episodes with sales assembly
2 episodes with sales assembly
2 episodes with sales assembly
2 episodes with sales assembly
Get 90 days free with Fellow's AI Meeting Assistant - https://fellow.app/coo Key Takeaways:RevOps aligns and optimizes sales, marketing, and customer success, ensuring efficient and sustainable growth.Effective RevOps requires balancing strategic planning, data-driven analytics, and tactical execution.Successful RevOps integration hinges on clear communication, cultural alignment, and strategic hiring decisions.AI is poised to significantly impact RevOps by improving efficiency, though human judgment remains crucial.Metrics and KPIs in RevOps must directly correlate to revenue growth, profitability, and organizational efficiency.Brad emphasizes proactive disruption, transparency, and alignment to navigate the rapid evolution of sales operations. Timestamps:(02:00) What is RevOps and how Brad transitioned into it from finance(07:00) Common misconceptions and early mistakes in RevOps(11:00) Building a robust RevOps foundation and data hygiene(15:00) Creating alignment across sales, marketing, and customer success(20:00) Key metrics and strategic decision-making in RevOps(24:00) AI's impact on RevOps and potential pitfalls(30:00) Real-world experiences with AI-powered sales calls(33:00) RevOps vs. SalesOps and defining terms clearly(36:00) Advocating for RevOps budgets and demonstrating value(40:00) Lessons learned about effective communication and internal alignment Links:90 Days Free of Fellow's AI Meeting Assistant: https://fellow.app/cooBrad Rosen on LinkedIn: https://www.linkedin.com/in/bradrosen1/Michael Koenig on LinkedIn: https://www.linkedin.com/in/michael-koenig514/ Sales Assembly: https://www.salesassembly.com/Between Two COO's: https://betweentwocoos.com Episode URL: https://www.betweentwocoos.com/sales-assembly-president-brad-rosen-on-unlocking-growth-and-why-revops-is-critical-for-sustainable-scaling
Christina Brady, CEO of Luster AI and former Chief Strategy Officer at Sales Assembly, brings a unique blend of artistry and strategy to this episode. Growing up immersed in the arts—learning piano at age two and majoring in theater—Christina shares how her creative foundation shaped her problem-solving, communication, and leadership skills. Tune in as we explore her career journey, insights on AI's role in sales enablement, empathy in training, navigating career transitions, and strategies for personal and professional growth.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Christina on LinkedIn: https://www.linkedin.com/in/christinapbrady/Check out her website: https://luster.ai/
Send us a textWhat happens when the Chief Revenue Officer of a successful company opens up about the ups and downs of fatherhood? We had the privilege of sitting down with Matt Green, founder of Sales Assembly, who shares his heartfelt journey of balancing an ambitious career with the rewarding yet challenging role of being a dad. He opens up about the joys and hurdles of raising his 12-year-old son, providing invaluable insights on gratitude and the significance of cherishing each family moment. Ever wondered how children, raised in the same environment, can turn out entirely different? Matt and I delve into the fascinating dynamics of family life, sharing stories about our own siblings and how our distinct paths have shaped our lives. From my son's balanced and successful journey to the diverse careers of my three brothers, we explore how individual traits and choices mold our family experiences. Adding a touch of humor, we reminisce about the early days of meeting our spouses and navigating the initial years of marriage, all while tying it back to the broader theme of family and personal development.Losing a parent is never easy, and Matt and I discuss the emotional complexities that come with such a profound loss. We emphasize the importance of sibling relationships in coping with grief and the irreplaceable value of being present for a parent's final moments. On a lighter note, we share the amusing side of working from home during COVID-19, with children curious about their parents' work lives. Wrapping up our conversation, Matt participates in a fun lightning round, revealing his favorite comedy movies and sharing a hypothetical book title about his life. Join us for a heartfelt, insightful, and often humorous episode that underscores the importance of authentic connections and the simple moments that truly matter in life.Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!
In this episode, host Mason Cosby shares his expertise on building a personal brand on LinkedIn to drive revenue, not followers.===============================================Best Moments:(01:06) Mason's background and how he used LinkedIn to source $2.2 million in revenue over 18 months(04:02) Positioning yourself, engaging buyers, and engaging the community(05:10) The "Condensed Connections, Comments, Content, Community" framework(09:11) Defining your personal and professional identity for your personal brand(10:23) Condensing your brand into consistent personality traits(11:33) Mason's approach to personal branding: founder, family man, and supporting traits(13:39) Questions to ask yourself when defining your professional identity(18:55) Tactics for connecting with prospects, opportunities, customers, and team members on LinkedIn(26:28) The importance of commenting on influencers' posts to engage their audiences(29:09) Determining what to talk about on social media and the 3-1-1 content strategy(35:55) The role of community in personal branding and finding interesting offline activities to share online
Our guest for Episode 33 is Jeff Rosset, CEO at Sales Assembly. Jeff brings more than two decades of leadership experience to the conversation. In this episode, Ross and Jeff discuss the critical role of data-driven decision making, the importance of building a system that works, and why continuous learning and skill development is crucial.
In an era marked by market volatility, bringing in new business has become increasingly challenging. With larger buying committees, extended deal cycles, and stricter budgets, the landscape of selling has evolved. To navigate the complexities of this new world, there's one essential tool in your sales stack you can count on: the fundamentals. In this masterclass, revenue leaders from SEON, Rev, and Sales Assembly share what sales teams need to do to close more deals in today's challenging environment. They cover: Core sales skills Building a culture of excellence Frequently overlooked sales skills
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial!Discover the secrets of community building in marketing events with industry experts Joel and Meisha. Learn practical strategies to nurture relationships, create engaging spaces for attendees, and generate shareable moments. Whether you're aiming for the cozy vibe of Content Marketing World or the excitement of new connections, this conversation is your guide to turning events into vibrant hubs of business and camaraderie.After the keynotes end, the conversation continues. Join us for insights on leveraging digital platforms, creating personalized experiences, and using LinkedIn to maintain relationships. Tune in, follow us on LinkedIn, and let's build communities together!Key Messages:Community-building at events is like a reunion, creating a sense of belonging and encouraging attendees to return year after year.In-person events benefit from dedicated spaces and activities for community members, fostering engagement and connection.Collaboration with other companies in similar spaces can enhance community events, providing attendees with a broader network and more value.Virtual events can build community through dedicated app spaces, direct messaging, and creating shareable moments like virtual meetups.Easy-to-implement strategies like prompting attendees to connect on LinkedIn can further relationships and extend the event's impact beyond its duration.Meisha BochicchioMeisha is a first-gen college grad and burgeoning marketer based in Boston. By day, Meisha is the Digital Content Marketing Program Manager at VMware, driving digital content strategies for VMware Explore. When she's not busy behind the screen, she enjoys chasing down Boston's best plate of pasta, spending time with her husband and pets, and enjoying all that New England has to offer. Meisha recently graduated with an M.S. in Integrated Marketing Communications from West Virginia University, though she'll always be a Clemson Tiger at heart.LinkedInJoel PrimackJoel Primack has been in the Community space for ~5 years, serving and supporting communities of different types of personas and geographies. He's spent time at Sales Assembly, Lattice, and with multiple Community Consulting clients in a variety of spaces. Beyond his work experience, he hosts a podcast, The Community-Led Growth Show, as well as guest speaks, writes, & partnered with Common Room on a 5-city tour in the Fall of 2023.Podcast: Community-led Growth ShowWebsite: https://www.sarahnoelblock.comLinkedIn: https://www.linkedin.com/in/sarahnoelblock/Newsletter: https://tinymarketing.me/newsletterTiny Marketing CommunityClick here to ask a question about the episode
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial!Have you ever wondered how to light the spark that transforms a group of attendees into a buzzing community anticipating your event? Meisha, Joel, and I share our playbook to ignite excitement and connection before the first session begins. We dissect the art of the personal touch in emails—Joel's insightful PS line technique is a game-changer—and the creation of dedicated discussion spaces that create a deeper sense of involvement. Our conversation paints a vivid picture of the pre-event landscape, where preparation meets anticipation, ensuring attendees are not just present but truly engaged.As we navigate the intricacies of community engagement, I lay bare my journey through the world of strategic calls-to-action, where even an email signature can become a powerful tool for involvement. We debate the merits of various platforms, from Slack to Facebook groups, and how to maintain the delicate balance of fostering a space that's not only vibrant but sustains its relevance. Whether you're a community novice or a seasoned pro, this episode unpacks the subtle tactics that can turn a gathering of minds into a dynamic force with enduring impact.To cap it off, we explore the symbiotic relationship between a thriving community and a successful event. Through personal invites and tapping into the power of your community members in event roles, we outline how to grow your circle and enrich the event experience simultaneously. Plus, get a sneak peek at our forthcoming chat with Nathan Schlafer from Marketer Mate AI, where we'll explore the frontiers of AI in campaign content creation. Join us for insights, strategies, and a few laughs along the way as we uncover the secrets to building communities that resonate long after the event is over.Meisha BochicchioMeisha is a first-gen college grad and burgeoning marketer based in Boston. By day, Meisha is the Digital Content Marketing Program Manager at VMware, driving digital content strategies for VMware Explore. When she's not busy behind the screen, she enjoys chasing down Boston's best plate of pasta, spending time with her husband and pets, and enjoying all that New England has to offer. Meisha recently graduated with an M.S. in Integrated Marketing Communications from West Virginia University, though she'll always be a Clemson Tiger at heart.LinkedInJoel PrimackJoel Primack has been in the Community space for ~5 years, serving and supporting communities of different types of personas and geographies. He's spent time at Sales Assembly, Lattice, and with multiple Community Consulting clients in a variety of spaces. Beyond his work experience, he hosts a podcast, The Community-Led Growth Show, as well as guest speaks, writes, & partnered with Common Room on a 5-city tour in the Fall of 2023. Podcast: Community-led Growth ShowWebsite: https://www.sarahnoelblock.comLinkedIn: https://www.linkedin.com/in/sarahnoelblock/Newsletter: https://tinymarketing.me/newsletterTiny Marketing CommunityClick here to ask a question about the episode
Show Notes:This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs.Key Discussion Points:Starting an RFP process - focus first on content library and single source of truthSigns an organization needs a formal RFP process - inconsistencies, lack of processDetermining whether to bid on an RFP - alignment with goals, capabilities, profitability, competitive landscapeMaking the bid/no bid decision - account team spearheads but cross-functional collaborationMaintaining relationships if declining to bid - treat everyone respectfullyUsing RFPs for market learning even if unlikely to winTrends in RFP space - AI for efficiency, reporting for optimizationBrad Rosen Bio:Brad Rosen is President at Sales Assembly, which provides skill development for go-to-market teams. He focuses on sales effectiveness and process optimization.Tony Germanario Bio:Tony Germanario is the RVP of Enterprise at Responsive (formerly RFPIO), a software company providing RFP and proposal management solutions. He has over 15 years of experience in sales leadership.Company Bios:Sales Assembly - Services firm focused on sales skill development through workshops, custom training, and coaching. Helps teams sell more strategically.Responsive - Software company with solutions for streamlining and optimizing RFP response and proposal processes. Enables efficiency through content collaboration and AI.
On today's episode of the podcast, I'm sharing a conversation I had earlier this year with Mason Cosby from Scrappy ABM. At the time he was running content at Sales Assembly and he breaks down the AI tools he uses and shows exactly how he uses AI to speed up his content creation process. This episode is perfect for anyone looking to get more done in less time.Listen to the full episode here: https://distributionfirst.co/episode/ai-content-repurposing
In this episode, Michelle Vu discusses the current state of B2B SaaS sales and customer success with Jonah Mandel of Capchase and Brad Rosen of Sales Assembly. They dig into findings from a recent survey conducted by Capchase on sales procurement in the B2B SaaS space. Key topics include increasing sales cycle length, rising customer acquisition costs, and decline in LTV:CAC ratio. Listeners can expect to learn strategies for optimizing sales processes, managing discounting, improving customer retention, and more in today's climate.Main Discussion Points:- Factors contributing to longer sales cycles and how some companies are bucking this trend- Rising CAC and how to optimize spend on customer acquisition- Managing discounting behaviors of sales teams- Turning customer success into a profit center with skills for upsell- Getting ahead of churn risk before renewal conversationsGuest Bios:Jonah Mandel is the VP of Sales and Customer Success at Capchase, helping businesses grow through non-dilutive financing. He previously led go-to-market efforts at Alibaba for 5 years and worked in mobile payments at Square and ShopKeep.Brad Rosen is the President of Sales Assembly, which helps teams build foundational sales skills for greater efficiency. He previously led G2's go-to-market team for 7 years after a long career in finance.Company Bios:Capchase: Provides non-dilutive financing to SaaS companies through options like revenue-based financing and a buy now, pay later purchasing tool.Sales Assembly: Offers sales training and coaching to help companies scale through the development of foundational selling skills.
In this episode, Jeff Rosset is joined by Kelly Marberry, Sales leader at LinkedIn, to discuss deep sales, focusing on quality over quantity, and strategies for achieving happiness and satisfaction in sales careers. Kelly provides insights into tailoring outreach, building rapport, and crafting personalized messages to connect with prospects. The two also touch on the importance of finding joy in your work in order to put in the effort needed to get results.Main discussion points:- The decreasing effectiveness of mass outreach tactics (00:02:23)- Transitioning from spray and pray to more strategic, personalized outreach (00:02:06)- Putting in the time and effort to truly understand prospects' needs (00:03:12)- Leveraging networks for warm introductions (00:05:34)- Achieving happiness first to enable greater success (00:12:20)- Simple daily practices for cultivating gratitude and joy (00:13:12)Guest Bios:Jeff Rosset is the CEO of Sales Assembly, a community of sales and marketing professionals in Chicago. He has over 15 years of experience in sales and business development.Kelly Marberry is an Enterprise Account Executive at LinkedIn. She was previously with Sprout Social and helped them scale during their early growth phase. Kelly is passionate about helping sales professionals find satisfaction and happiness in their work.
Episode Summary: Matt Green, co-founder of Sales Assembly, shares his insights on building successful sales teams and developing a strong sales playbook. He emphasizes the importance of finding the right people for your team, rather than relying on big logos or established organizations. Matt also discusses the challenges of transitioning from a founder-led sale to a true go-to-market motion and the need for consistency in training and development. He highlights the shift in Sales Assembly's focus from training for job titles to training for skills, and the impact it will have on their organization. ------------------------------------------------------------ Chapters: (00:00) Mistake of founders thinking big logos guarantee success in hires (01:09) Accidental entry into sales after studying criminal justice (03:40) Sales Assembly started as a solution to common sales complaints (06:46) Importance of finding the right people when building a team (08:45) Sales playbook should be written by the first sales hire (10:28) Critical elements of a sales playbook: process, methodology, language (14:25) Onboarding new sales teams can be challenging without consistency (20:57) Hiring slower and firing quicker improves team quality (22:07) Focusing on hiring A players only is crucial for success (26:44) Revenue being seen as a team sport, but sales getting blamed in tough times (31:36) Excelling in sales as an introvert (33:06) Excitement for training for skills rather than job titles (35:31) Quick-Fire Round ------------------------------------------------------------ Key Takeaways: - Finding the right people is crucial when building a sales team, rather than relying on big logos or established organizations. - Transitioning from a founder-led sale to a true go-to-market motion requires careful planning and consideration. - Consistency and alignment towards a mission are essential for building a strong sales team and company culture. - Building a sales playbook should focus on defining the sales process, methodology, and language used in communication with prospects. - Hiring slower and firing quicker can lead to better long-term success in building a sales team.
A great sales leader is like a conductor of an orchestra. They guide each individual instrument, knowing their strengths and weaknesses, and has positioned their players for the success of the composition.As a sales conductor, do you know your orchestra? Or do you leave each day crossing your fingers for a successful opening night?In this episode, Matt Green – CRO at Sales Assembly – shares insights on effective communication, understanding individual motivations, and creating a successful team culture. From the importance of transparent communication and empathy to the challenges of transitioning from founder-led sales to a sales organization, Matt offers practical advice for sales leaders looking to build and motivate high-performing teams.Listen in as we discuss:The importance of overcommunicating rather than undercommunicating, especially in the remote or hybrid team environment. Transparent communication reduces anxiety, builds employee confidence, and boosts productivity.Three key factors that influence motivation - money, mission, and recognition. Successful sales leaders tailor their coaching and interactions based on each team member's unique combination of these factors.Challenges sales leaders face, such as developing effective communication skills, balancing multiple responsibilities, and transitioning from founder-led sales to a true sales organization.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Matt Green on LinkedIn: https://www.linkedin.com/in/matthewcorneliusgreen/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
How do we keep all our tech in check?Well, that's exactly what Walnut asked their panelists from AI21 Labs, Sales Assembly, and Uniphore during their latest #WeAreProspects webinar. And while the event was a blast, what really knocked our virtual socks off was just how many sales leaders tuned in. This shows just how important it is to ensure that AI and tech are making the buying process better and not distancing us from our prospects.It was really interesting to hear all of the practical tips our experts gave on which emerging technologies they're currently using and when they avoid them altogether.
Matt Green discusses with Alina Vandenberghe his journey into sales and the qualities that make a great salesperson and sales manager. He emphasizes the importance of empathy and authenticity in building relationships with clients and team members. Matt also explains the purpose of Sales Assembly and how they provide comprehensive training and development programs for B2B software companies. Matt concludes by sharing common mistakes salespeople make and the high-demand training topics for different roles, such as storytelling for account executives and quantifying ROI for customer success.Matt Green is a sales expert and the chief revenue officer at Sales Assembly. He has a background in criminal justice but found his calling in sales. With a focus on empathy and authenticity, Matt has built a successful career in sales and now helps sales teams improve their skills and performance through the courses and certification programs that Sales Assembly offers.You can find Matt on LinkedIn: https://www.linkedin.com/in/matthewco...Alina Vandenberghe is the Co-founder, Co-CEO, and CMO at Chili Piper. She started her own company before high school. Selling lipstick and tech skills she then decided to get a master's in computer science because make-up was a low-margin business. She then went on to create the first mobile products with millions of users for Thomson Reuters, Bloomberg, and Pearson. Some of them went to be keynoted on stage by Steve Jobs. She help found Chili Piper in 2016 to boost buyer engagement for cool companies like Spotify, Airbnb, Snapchat, Shopify, and thousands of others. You can find Alina on LinkedIn: https://www.linkedin.com/in/alinav
As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion.Highlights include: Holding on to the AE role as a Founder and CRO (2:00)The Benefit of Having a Very Specific ICP (4:10)Why Not Use BDRs When You Train BDRs (8:20)AI's not about Replacement, It's About Augmentation (20:00)Specializing Sales Roles (25:12)
In this episode, Blake talks with Mason Cosby, Director of Demand Generation at Sales Assembly.In it, they talk about how to get quick wins WITHOUT any additional ad spend.You can find Mason on LinkedIn at https://www.linkedin.com/in/masoncosby/, and you can reach Blake on LinkedIn at https://www.linkedin.com/in/blake-strozyk/
In this episode, Amir Reiter interviews Brad Rosen, President of Sales Assembly, to discuss the importance of sales training and enablement. Brad explains that Sales Assembly is a skill development platform for go-to-market teams that offers fundamental sales training to individuals at different stages of their careers. They address the challenges of creating and maintaining up-to-date training content and emphasize the need for organizations to invest in sales training and enablement early on. They also highlight the unique aspects of the Sales Assembly community, including actionable next steps, diverse thought leadership, and the opportunity for experienced professionals to contribute their knowledge.
Let's face it: times are tough across the board. With a lot of financial uncertainties to consider, companies are scrutinizing their expenses with finer tooth combs, ensuring that there is absolutely no wasted time or effort. For workers, this means being able to prove that your work is making an active difference for your company.While that doesn't mean that you need to be directly responsible for revenues, it DOES mean that you should be moving the needle of productivity in some way.This week, we welcome Mason Cosby back to the show to discuss the necessary steps that workers should take to prove their worth as a marketer. Mason is a Podcast Host, Ambassador at GTM Partners, and the long-term Director of Demand Generation for Sales Assembly. Suffice to say, Mason knows quite a bit about the work, the skills, and the people it takes to bring a product to market. How did Mason get into his work, what were some of the mindsets that led him down this career path, and how did partner relationships drive many of his core decisions? Let's get started!MINDSETS:
Want to make your proposals better?Of course!Proposals are often an after thought but are the last thing (and sometimes the first thing) a decision-maker sees when you're selling your product.Your proposals are the last step in a closed deal.So you better make them effective.We're discussing:- The current proposal process at Sales Academy- The proposal format and structure Tanner is using- How do they follow up after a proposal is sent- Actionable takeaways from us to improve proposalsAll in the name of closing more deals!Tanner Lacey
There is no ‘one way' to be a good leader.Matt Green, CRO of Sales Assembly, joins Kevin for this engaging episode of the Sales Code Leadership Podcast. Tune in to explore the crucial aspect of tailoring your leadership approach based on the individuals you lead, as Matt and Kevin dissect the overlooked elements of training and development that sales leaders often neglect. Prepare to unearth the genuine solution to fostering sustainable growth within your team.Matt strongly believes that being a strong leader is almost entirely about your ability to attract and keep quality talent. Together, he and Kevin unravel the intricate process of understanding what motivates people, enabling you to embark on an empowering journey towards exceptional leadership.Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning and sales leadership in multiple markets across the U.S. He now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies.Matt also claims to be a pretty good husband, an even better father, an international travel enthusiast, and if there's a Simpsons quoting competition he would undoubtedly place in the top 3 (provided the focus was on seasons 1 through 11).Connect with Matt here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.
Sales teams now see sales tech like Gong and Showpad as staples for high-performing organizations.But these platforms are just the beginning. Fringe tech, enabled by AI and cross-platform collaboration, can automate and streamline administrative tasks, freeing up your sales team to invest in, you know, selling. The robots aren't coming for your sales team — but they are coming to help. Embracing innovative tech differentiates the best of the best from the average seller in the modern sales world.Jeff Rosset, founder and CEO of Sales Assembly, joined the show to discuss how leaders best leverage tech (tailored to their strategy and environment) to allow sales teams to dive deeper into social selling, better understand their prospects and hone new skills to emphasize and create authentic connections.In sales, AI and fringe tech aren't just shiny tools to take up space in the stack — they create opportunities to calibrate and reach your full potential.Join us as we discuss:Opportunities to utilize tech for efficiency (and common misconceptions)What sets successful social selling teams apart from those who won't make the cutThe future of tech in sales and beyond—tangible outcomes, increased attribution and empowered teams
Sales teams now see sales tech like Gong and Showpad as staples for high-performing organizations.But these platforms are just the beginning. Fringe tech, enabled by AI and cross-platform collaboration, can automate and streamline administrative tasks, freeing up your sales team to invest in, you know, selling. The robots aren't coming for your sales team — but they are coming to help. Embracing innovative tech differentiates the best of the best from the average seller in the modern sales world.Jeff Rosset, founder and CEO of Sales Assembly, joined the show to discuss how leaders best leverage tech (tailored to their strategy and environment) to allow sales teams to dive deeper into social selling, better understand their prospects and hone new skills to emphasize and create authentic connections.In sales, AI and fringe tech aren't just shiny tools to take up space in the stack — they create opportunities to calibrate and reach your full potential.Join us as we discuss:Opportunities to utilize tech for efficiency (and common misconceptions)What sets successful social selling teams apart from those who won't make the cutThe future of tech in sales and beyond—tangible outcomes, increased attribution and empowered teams
New and experienced sales leaders know that creating and redistributing sales territories can be a challenging task. There are numerous factors to consider – industries, geography, ideal customer profile, deal size, and more – and it's not a one-time process. If your team operates remotely, it could be even more complex.So, how do you begin creating sales territories? How frequently should you reevaluate and redistribute them? Is it fair for the best reps to get the best books of business?In this episode, Dave Osborne from Insightly and Brad Rosen from Sales Assembly discuss effective strategies for creating and maintaining a sales territory plan that is equitable and sets your sales team up for success.
This episode touches on the ongoing focus on top-of-funnel lead generation for organizations, regardless of the target audience. Matt Green acknowledges that this has been a challenge for organizations even prior to Q3 of the previous year. However, with the introduction of AI-based tools like chat and GPT, coupled with the fact that every organization now has a BDR team or equivalent, the space has become increasingly crowded.The emphasis on top-of-funnel lead generation stems from the goal of retaining existing customers and maximizing revenue, particularly in the B2B SaaS and startup sectors. The speaker highlights that the industry is finally recognizing the importance of making informed decisions rather than simply increasing sales reps or marketing efforts without considering the conversion rate of leads.[00:01:00] Founding Sales Assembly[00:05:02] Community learning.[00:08:30] Top of funnel challenges.[00:12:40] VC versus private equity.[00:15:07] Thinking long-term for success.[00:18:22] Rev ops as first hire.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok
Mason today discusses his company's framework for developing customer engagement, how to discover the right marketing niche for your skillset, and the importance of nurturing your personal network.Busted Myths:~ Marketing and Sales aren't aligned and marketing is to blame. All the sales team needs are meetings booked but the marketing team is focused on celebrating meaningless wins because they can't generate those new meetings. Traditionally, the sales team takes a more personalized approach to closing deals and generating revenue, while marketing takes on a broader approach to building relationships and creating awareness. By combining their strengths, they can deliver a seamless and exceptional buying experience to enhance customer satisfaction.Takeaways:~ One way to align marketing and sales is to connect content engagement with generating pipeline. When marketing sees that a piece of content is generating engagement with the right audience, they should alert sales so they can go start having conversations around that content.~ Develop content calendars for your executive teams and provide them with content that drives quality engagement with their existing audience and ideal customers. These posts can highlight the company and product in front of the target decision-makers.~ A goal for Sales Assembly is to see a future with a Google Drive hierarchy and efficient automation (zaps) to automate content distribution across profiles and platforms. Implementing this automated infrastructure requires dedication which includes manually entering data into a spreadsheet and calendar to track content assets. This approach acts as a starting point before scaling and automating the process.~ It is crucial to understand what channels drive demand creation and demand capture within a target audience. This ensures optimal prioritization of resources for each channel, such as podcasts, social, or email, based on their performance.~ Marketing involves more than just employing tactics to sell products, so it's important to understand the range of options that complement your individual interests and strengths such as sales, brand building, and customer focus.~ Career advancement in marketing requires you to specialize while also developing secondary skills continually over time. Becoming an expert in all functional aspects of marketing takes years of devotion and intentional focus.~ A personal network is an important part of a marketer's skillset that stays with you throughout your career. Cultivating a community that accompanies you throughout your professional journey ensures ongoing support and maintains a loyal audience.Quote of the Show:~ “To continue to grow long term, you have to get different experiences. You have to view your foundational skillset as the thing that propels you forward and gives you credibility in the room. ” - Mason Cosby
Mason Cosby is the Director of Demand Generation at Sales Assembly, a leading organization that offers Elevated Learning & Development for GTM Teams, where he leads the development of impactful B2B programs. His journey in sales and marketing began as a means to pursue flexibility for seminary studies. In addition to his role at Sales Assembly, Mason hosts "The Marketing Ladder" podcast and serves as a GTM Ambassador at GTM Partners, solidifying his influence in the marketing community.In this episode, we cover: 00:00 - Intro 01:25 - Mason's 200 Dollar Tech Stack05:52 - Growing Reach and Driving SQLs on a Limited Budget07:53 - Comparing Costs and ROI of Podcasting12:31 - Pitching Podcast Guests into a SQL Conversation16:14 - Maximazing Reach in the Post Recording Phase20:41 - Purpose of Your Podcast + Guest Engagement25:01 - Podcasting Results and Investment Return28:45 - The Future of Digital Marketing with Artificial Intelligence30:14 - Mason's Favorite Activity To Get Into a Flow State30:40 - Mason's Piece Of Advice For His Younger Self32:22 - Mason's Biggest Challenges at Sales Assembly 33:17 - Instrumental Resources For Mason's Success36:03 - What Does Success Mean for Mason Today 37:33 - Get In Touch With Mason
Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023. In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads. They share advice for closing skills gaps, overcoming AI's challenges in sales and the changing roles and responsibilities of sales professionals.You can learn more about Jeff and Sales Assembly on LinkedIn.
Let's face it: times are tough across the board. With a lot of financial uncertainties to consider, companies are scrutinizing their expenses with finer tooth combs, ensuring that there is absolutely no wasted time or efforts. For workers, this means being able to prove that your work is making an active difference for your company. While that doesn't mean that you need to be directly responsible for revenues, it DOES mean that you should be moving the needle of productivity in some way.This week, we welcome Mason Cosby back to the show to discuss the necessary steps that workers should take to prove your worth as a marketer. Mason is a Podcast Host, Ambassador at GTM Partners, and the long-term Director of Demand Generation for Sales Assembly. Suffice to say, Mason knows quite a bit about the work, the skills and the people it takes to bring a product to market. How did Mason get into his work, what were some of the mindsets that led him down this career path, and how did partner relationships drive many of his core decisions?Let's get started!MINDSETS: Utilize Marketing Relationships - LinkedIn continues to be an incredible tool for building business relationships. For Mason, LinkedIn was an opportunity to generate leads through trusted partners and connections — trust is the name of the game! Scale Through Skills - As Mason puts it, you can't over-index on head count. Rather, you have the team you have, and you are better off improving the skills of your team. Your team deserves the nurturing through skills-building to help them do their jobs! Ensure the Pipeline - Nobody cares what marketing does, as long as the pipeline is full. When it's NOT full, that's where the issues come in - job loss, budget reductions, and other short & long-term issues. Soft Asks - Sometimes, the best thing you can do to start a conversation is ask someone if they need help. For Mason, this means sending out the occasional LinkedIn message to see what services people are looking for. SKILLSETS: Adaptability - Mason was one of the first marketers hired by his company – and for a time, the only marketer of the team. When a person loses their leader in a company, the assumption is that THEY are now the leader. Adaptability and an openness to move swiftly in your role is crucial. Effective Content Production - When organic content is a huge component of your business, it better be good, or people will tune out. Filling Skill Gaps - Skill gaps are the quiet killer of growth. Without the right skills, a company's growth will plateau. Being able to recognize those gaps and tend to them is a crucial skillset for any leader. Paid Ads - There is very significant value in being a paid ads specialist. On a team, diversifying your skillset by honing in on the data aspects of paid ads can be the key to securing your position. Addressing Bandwidth - You can't be everywhere all of the time. For startups, that can be a delicate balance. How much of your bandwidth can be dedicated to each activity? Knowing the importance of your work from a zoomed-out perspective will prevent issues down the road. Video Editing - Editing is a skill and a tool. Like any skill, there are experts in the field that will do it A LOT better than you, especially if it's not a top priority. As a skill, it is tremendously valuable for any marketing team. TOOLSETS: LinkedIn Video Editing Software Email PodSqueeze ChatGPT Niche-Podcast Tours Google Spotify The Content Matrix (Stephen G. Pope) RESULTS:For any business, at the end of the day, it is important to look at the correlation between it's marketing efforts and it's pipeline. Trackability ends up being one of the top focuses for a company like Mason's — and with that comes the importance of having the skill to track specialized data in the first place. No single source of marketing is a single cause of success. What matters is that the actions are happening, and that the pipeline continues to move and generate business.In a qualitative sense, Mason looks to tactics as simple as social media mentions, engagements, and other metrics to indicate how his company is breaking out of it's existing mentions to larger audiences. In creating more publicly accessible content (the type that stretches beyond existing audiences), Mason and his team at Sales Assembly see more and more people viewing and talking about their operations. A bit more about Mason:Mason Cosby hosts a variety of talents as a thought leader in the marketing space. Since February 2023, Mason has acted as the Director of Demand Generation for Sales Assembly, a company that provides crucial educational tools that combine strategic skills development, peer communities and other learning platforms. Mason is also the host of The Marketing Ladder podcast, a podcast dedicated to learning how to grow a marketing career from today's leaders.Connect with Mason: https://www.linkedin.com/in/masoncosby/ https://www.linkedin.com/company/sales-assembly/ https://www.linkedin.com/company/the-marketing-ladder/ Connect with Mike & Gaby @ Proofpoint Marketing: Mike's LinkedIn Profile: https://www.linkedin.com/in/mikegrinberg/ Gaby's LinkedIn Profile: https://www.linkedin.com/in/gabriellaisrael/ LinkedIn Company Profile: https://www.linkedin.com/company/proofpoint-marketing-llc Proofpoint YouTube Channel: http://bit.ly/ProofpointonYouTube Proofpoint Marketing Website: www.proofpoint.marketing
Let's face it: times are tough across the board. With a lot of financial uncertainties to consider, companies are scrutinizing their expenses with finer tooth combs, ensuring that there is absolutely no wasted time or efforts. For workers, this means being able to prove that your work is making an active difference for your company. While that doesn't mean that you need to be directly responsible for revenues, it DOES mean that you should be moving the needle of productivity in some way.This week, we welcome Mason Cosby back to the show to discuss the necessary steps that workers should take to prove your worth as a marketer. Mason is a Podcast Host, Ambassador at GTM Partners, and the long-term Director of Demand Generation for Sales Assembly. Suffice to say, Mason knows quite a bit about the work, the skills and the people it takes to bring a product to market. How did Mason get into his work, what were some of the mindsets that led him down this career path, and how did partner relationships drive many of his core decisions?Let's get started!MINDSETS: Utilize Marketing Relationships - LinkedIn continues to be an incredible tool for building business relationships. For Mason, LinkedIn was an opportunity to generate leads through trusted partners and connections — trust is the name of the game! Scale Through Skills - As Mason puts it, you can't over-index on head count. Rather, you have the team you have, and you are better off improving the skills of your team. Your team deserves the nurturing through skills-building to help them do their jobs! Ensure the Pipeline - Nobody cares what marketing does, as long as the pipeline is full. When it's NOT full, that's where the issues come in - job loss, budget reductions, and other short & long-term issues. Soft Asks - Sometimes, the best thing you can do to start a conversation is ask someone if they need help. For Mason, this means sending out the occasional LinkedIn message to see what services people are looking for. SKILLSETS: Adaptability - Mason was one of the first marketers hired by his company – and for a time, the only marketer of the team. When a person loses their leader in a company, the assumption is that THEY are now the leader. Adaptability and an openness to move swiftly in your role is crucial. Effective Content Production - When organic content is a huge component of your business, it better be good, or people will tune out. Filling Skill Gaps - Skill gaps are the quiet killer of growth. Without the right skills, a company's growth will plateau. Being able to recognize those gaps and tend to them is a crucial skillset for any leader. Paid Ads - There is very significant value in being a paid ads specialist. On a team, diversifying your skillset by honing in on the data aspects of paid ads can be the key to securing your position. Addressing Bandwidth - You can't be everywhere all of the time. For startups, that can be a delicate balance. How much of your bandwidth can be dedicated to each activity? Knowing the importance of your work from a zoomed-out perspective will prevent issues down the road. Video Editing - Editing is a skill and a tool. Like any skill, there are experts in the field that will do it A LOT better than you, especially if it's not a top priority. As a skill, it is tremendously valuable for any marketing team. TOOLSETS: LinkedIn Video Editing Software Email PodSqueeze ChatGPT Niche-Podcast Tours Google Spotify The Content Matrix (Stephen G. Pope) RESULTS:For any business, at the end of the day, it is important to look at the correlation between it's marketing efforts and it's pipeline. Trackability ends up being one of the top focuses for a company like Mason's — and with that comes the importance of having the skill to track specialized data in the first place. No single source of marketing is a single cause of success. What matters is that the actions are happening, and that the pipeline continues to move and generate business.In a qualitative sense, Mason looks to tactics as simple as social media mentions, engagements, and other metrics to indicate how his company is breaking out of it's existing mentions to larger audiences. In creating more publicly accessible content (the type that stretches beyond existing audiences), Mason and his team at Sales Assembly see more and more people viewing and talking about their operations. A bit more about Mason:Mason Cosby hosts a variety of talents as a thought leader in the marketing space. Since February 2023, Mason has acted as the Director of Demand Generation for Sales Assembly, a company that provides crucial educational tools that combine strategic skills development, peer communities and other learning platforms. Mason is also the host of The Marketing Ladder podcast, a podcast dedicated to learning how to grow a marketing career from today's leaders.Connect with Mason: https://www.linkedin.com/in/masoncosby/ https://www.linkedin.com/company/sales-assembly/ https://www.linkedin.com/company/the-marketing-ladder/ Connect with Mike & Gaby @ Proofpoint Marketing: Mike's LinkedIn Profile: https://www.linkedin.com/in/mikegrinberg/ Gaby's LinkedIn Profile: https://www.linkedin.com/in/gabriellaisrael/ LinkedIn Company Profile: https://www.linkedin.com/company/proofpoint-marketing-llc Proofpoint YouTube Channel: http://bit.ly/ProofpointonYouTube Proofpoint Marketing Website: www.proofpoint.marketing
Every business has its “best” customers, aka those who see significant value from your products or services, become long-term repeat buyers, and advocate for your brand.But when it comes to figuring out who those customers are and how to best serve them, alignment is key. Then, GTM leaders need to closely monitor sales metrics (such as ACV, churn, and NRR) to ensure your ICP is still relevant 6, 9, and 12 months down the road – which is especially challenging for high-growth companies looking to go upmarket.In this episode of Revenue Jam, Insightly's Chip House and Brad Rosen from Sales Assembly talk through defining ICP (ideal customer profile) and ensuring that it resonates across your organization.Brad RosenChip House
In episode #78 of the Transform Sales Podcast: Sales Training Platform, Amir Reiter interviews In Brad Rosen, President of Sales Assembly, to discuss the importance of sales training and enablement. Brad explains that Sales Assembly is a skill development platform for go-to-market teams that offers fundamental sales training to individuals at different stages of their careers. They address the challenges of creating and maintaining up-to-date training content and emphasize the need for organizations to invest in sales training and enablement early on. They also highlight the unique aspects of the Sales Assembly community, including actionable next steps, diverse thought leadership, and the opportunity for experienced professionals to contribute their knowledge. RESOURCES & LINKS: Want To Find the Right Agencies For Your Sales Team Quickly? Learn How You Can Use The CloudTask Marketplace here: https://www.cloudtask.com/find-agencies #TransformSales #leadgenerationcompanies #cloudtask
Matt Green, CRO of Sales Assembly, will teach you the top strategy for generating leads without annoying emails and cold calls. This strategy is based on principles of prospecting that have been proven to work time and time again.If you're looking to generate more leads without annoying email campaigns or high-pressure cold calls, then this is the video for you! In this video, we'll show you how to use a simple cold calling strategy that will get you the leads you need without annoying your prospects or wearing them down!Matt GreenMor Assouline
We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart? As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10), Why Not Use BDRs When You Train BDRs (8:20), AI's not about Replacement, It's About Augmentation (20:00), Specializing Sales Roles (25:12), and much more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching SHOW NOTES: https://www.linkedin.com/in/matthewcorneliusgreen/
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Mason Cosby is the Director of Demand Generation at Sales Assembly, a leading organization that offers Elevated Learning & Development for GTM Teams, where he leads the development of impactful B2B programs. His journey in sales and marketing began as a means to pursue flexibility for seminary studies. In addition to his role at Sales Assembly, Mason hosts "The Marketing Ladder" podcast and serves as a GTM Ambassador at GTM Partners, solidifying his influence in the marketing community.In this episode we cover:00:00 - Intro01:25 - Mason's 200 Dollar Tech Stack05:52 - Growing Reach and Driving SQLs on a Limited Budget07:53 - Comparing Costs and ROI of Podcasting12:31 - Pitching Podcast Guests into a SQL Conversation16:14 - Maximazing Reach in the Post Recording Phase20:41 - Purpose of Your Podcast + Guest Engagement 25:01 - Podcasting Results and Investment Return28:45 - The Future of Digital Marketing with Artificial Intelligence30:14 - Mason's Favorite Activity To Get Into a Flow State30:40 - Mason's Piece Of Advice For His Younger Self32:22 - Mason's Biggest Challenges at Sales Assembly33:17 - Instrumental Resources For Mason's Success36:03 - What Does Success Mean for Mason Today37:33 - Get In Touch With MasonGet in Touch with Mason:Mason's LinkedInThe Marketing Ladder PodcastSales Assembly WebsiteMentions:Gary VeeNeil PatelCreation vs DistributionDonald MillerChris WalkerStephen G. PopeTag Us & Follow:FacebookLinkedInInstagramMore About Akeel:TwitterLinkedInSaaS PodcastsSaaS ConsultantsHow To Value Your SaaS Company
In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and Steph Sanders discuss how to apply lessons and strategies often used in New Business Acquisition over to Customer Expansion. Steph shares exactly how Contractbook is currently leaning more heavily into its customer base to drive further revenue growth. They also discuss how the sales cycle is taking far longer, and strategies to overcome these longer sales cycles. Tune in to learn how to make the most of your business in uncertain times and better allocate your sellers time to continue revenue growth.Jeff RossetSteph SandersKevin Chiu
Don't forget to check out Casey's other podcast Creating The Greatest Show which is all about the ins and outs of creating a great podcast!Learn more at https://ringmaster.com/creating-the-greatest-show/?utm_source=podcast&utm_medium=audio_ad&utm_campaign=cgs_cross_promo_on_hcmToday's esteemed guest is a leader, a GTM Ambassador, and an Advisor to the stars! He is a Top 20 Revenue Marketer and hosts The Marketing Ladder, a Top 50 Marketing Podcast. Introducing Mason Cosby, Director of Demand Generation at Sales Assembly! Mason joins us today to discuss his company's framework for developing customer engagement, how to discover the right marketing niche for your skillset, and the importance of nurturing your personal network. Busted Myths:Marketing and Sales aren't aligned and marketing is to blame. All the sales team needs are meetings booked but the marketing team is focused on celebrating meaningless wins because they can't generate those new meetings. Traditionally, the sales team takes a more personalized approach to closing deals and generating revenue, while marketing takes on a broader approach to building relationships and creating awareness. By combining their strengths, they can deliver a seamless and exceptional buying experience to enhance customer satisfaction.Takeaways:One way to align marketing and sales is to connect content engagement with generating pipeline. When marketing sees that a piece of content is generating engagement with the right audience, they should alert sales so they can go start having conversations around that content. Develop content calendars for your executive teams and provide them with content that drives quality engagement with their existing audience and ideal customers. These posts can highlight the company and product in front of the target decision-makers.A goal for Sales Assembly is to see a future with a Google Drive hierarchy and efficient automation (zaps) to automate content distribution across profiles and platforms. Implementing this automated infrastructure requires dedication which includes manually entering data into a spreadsheet and calendar to track content assets. This approach acts as a starting point before scaling and automating the process.It is crucial to understand what channels drive demand creation and demand capture within a target audience. This ensures optimal prioritization of resources for each channel, such as podcasts, social, or email, based on their performance. Marketing involves more than just employing tactics to sell products, so it's important to understand the range of options that complement your individual interests and strengths such as sales, brand building, and customer focus.Career advancement in marketing requires you to specialize while also developing secondary skills continually over time. Becoming an expert in all functional aspects of marketing takes years of devotion and intentional focus.A personal network is an important part of a marketer's skillset that stays with you throughout your career. Cultivating a community that accompanies you throughout your professional journey ensures ongoing support and maintains a loyal audience. Quote of the Show:“To continue to grow long term, you have to get different experiences. You have to view your foundational skillset as the thing that propels you forward and gives you credibility in the room. ” - Mason CosbyLinks:Twitter: https://twitter.com/cosby_masonLinkedIn: https://www.linkedin.com/in/masoncosby/Website: http://www.salesassembly.com/tourPodcast: https://podcasts.apple.com/us/podcast/the-marketing-ladder/id1596462333Ways to Tune In:Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763Amazon Music/Audible: https://music.amazon.com/podcasts/0f4497c6-b402-4cad-9018-1e41b7e8f2bb/the-hard-corps-marketing-showSpotify: https://open.spotify.com/show/1vVLpNI1LssMTiL6KdsamnStitcher: https://www.stitcher.com/podcast/the-hard-corps-marketing-showGoogle Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL3RoZS1oYXJkLWNvcnBzLW1hcmtldGluZy1zaG93YouTube: https://youtu.be/35YESH0FTPkHard Corps Marketing is produced and sponsored by Ringmaster, on a mission to create connections through branded podcasts. Learn more at https://ringmaster.com/
In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and James Hornick discuss how to make sharp direct pivots in business and deal with change in a strategic way. James shares his experience of identifying opportunities for pivoting his business by building good relationships and leveraging existing client relationships. They also discuss the importance of in-person meetings and networking events for salespeople, the challenges of hiring in the tech industry, and the importance of looking beyond the resume. Tune in to learn how to make the most of your business in uncertain times and find the right people to help you grow.Jeff RossetJames Hornick
This week our host Brandi Starr is joined by Georgie Papacostas, VP of Customer Success at Sales Assembly. Georgie is a third-culture kid born in the US to Greek immigrants who grew up in the Middle East. She began her career in the public sector at the Embassy of Cyprus, conducted health care research as an analyst at the Advisory Board Company in Washington, DC., and taught English in Spain and Ethiopia. Leaping into SaaS and Customer Success in 2015, her first Customer Success role was at HubSpot's Dublin, Ireland office, where she became a leader overseeing the Implementation Specialist team. Since then, Georgie has led more than 40 global Customer Success professionals across teams at SaaS companies of various stages, including Sprout Social, Showpad (Learncore) and Workday (ScoutRFP). Georgie has spent her entire career at mission-driven organizations and companies, consistently putting the citizen, the patient, the customer, or the team at the center of everything she does. On the couch Brandi and Georgie will tackle Sustaining Success: The Integral Role of Customer Success in Revenue Teams Links: Get in touch with Georgie Papacostas on LinkedIn Sales Assembly Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023. In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads. They share advice for closing skills gaps, overcoming AI's challenges in sales and the changing roles and responsibilities of sales professionals. You can learn more about Jeff and Sales Assembly on LinkedIn and their podcast, Revenue Jam.
Retention is now, more than ever, the new acquisition. With deals taking longer to close, more and more revenue leaders are looking to the CS team to fill the revenue gap left by a more challenging sales process. Which is exactly why so many CS teams have seen a quota added to their responsibilities.Unfortunately, rolling out a quota to CS teams doesn't always go well. Between the fact that many CS members joined the CS to avoid a quota, many CS teams become stressed by the balance of sales and service, or the rollout plan was unclear, adding a Quota to a CS team is simply a challenge.That's why Sales Assembly hosted CS leaders to discuss how to effectively roll out a Quota to your CS team. Whether your teams already have a quota, you're in the process of rolling one out, or are just considering your options, this panel discussion will get into the details of how to successfully roll out a quota that empowers your CS teams to better serve their customers.Panelists:Sydney Strader, VP of CS at CatalystJeff Breunsbach, Director of Brand at Higher LogicGeorgie Papacostas, VP of CS at Sales AssemblyAlli Sitkiewicz, SVP of Sales & CS at Built In
Welcome to the very first episode of Sales Assembly's Fireside Fridays, where every single week we're meeting with the most innovative forward-thinking thought leaders throughout B2B revenue leadership. This week, Jeff Rosset chats with Justin Johnson through the biggest trends in B2B Tech, transitioning from Growth at All Costs to Efficient Growth, Building a High-Performance Culture, and Building an Effective Sales Org.Find Jeff Rosset and Justin Johnson on LinkedIn!
Welcome to Sales & Stuff & Things, your monthly session to chat through Sales… & stuff and things. In this session, we will be chatting through Coaching in Chaos. In this session, we dive deep into:Strategies for coaching in a remote environmentNew managers trying to figure out how to manage their teams todayKeeping Reps motivated to generate pipelineGetting buyers to recognize the cost of inaction and to be willing to make a switchAnd we are joined by Matt Green (CRO of Sales Assembly), Sam McKenna (CEO of #samsales), Todd Caponi (Founder of Sales Assembly) & Jen Allen-Knuth (Community at Lavender).If you want to join us live every month, click here to register!
In this episode of Revenue Jam, Matt Green and Andrew Sykes dive deep into how to build trust through the sales process. Matt specifically addresses how his approach to sales differs from many, mainly leaning into self-deprecating humor to build trust with potential buyers. Often salespeople overpromise and underdeliver. But with Matt's approach, potential buyers trust Matt because he doesn't oversell. In reality, he often undersells, which creates an environment where buyers trust the Sales Assembly will deliver. Check out the full episode to learn how your sales team can more effectively build trust.Connect with Matt GreenConnect with Andrew Sykes
If you like distribution and repurposing playbooks, you'll love my weekly newsletter (it's free). Join 1,800+ subscribers here: https://news.justinsimon.co/ In this episode, learn the secrets of running a successful content marketing strategy in just 5 hours a week, all thanks to the power of AI. Mason Cosby, head of demand gen at Sales Assembly, reveals how AI tools have maximized his content creation and enabled him to scale his efforts like never before. Discover the exact techniques he uses to incorporate AI into content marketing and how they contribute to his success.This episode is brought to you by Content Repurposing Roadmap.LinkedIn: @justincsimonTwitter @justincsimonEmail: hello@justinsimon.coThanks to my friends at hatch.fm for producing this episode and handling all of my podcast production.They give you unlimited podcast editing and strategy for your podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more.
In this episode of Revenue Jam, check out this conversations between Co-Founder and CRO of Sales Assembly, Matt Green and Host of B2B EQ Tim Harris as they discuss how to properly personalize your outreach, ways that sales teams can make the most out of conferences, and how to make reps feel more comfortable doing in person meetings.Takeaways:The most important soft skill in B2B sales is empathy. You need to be able to build authentic relationships with your customers to effectively drive sales.The best way to cut through the noise as a sales rep is to show your prospect that you know something about them. Do some research on the person beyond where they went to school and get to know them.Personalized touches don't have to be expensive or over the top. Personalized touches need to feel genuine and relevant. Even asking someone about something they are passionate about builds a stronger connection.Regardless of all the virtual tech and AI powered tools, human connection and interaction will still remain an integral part of selling. Sales leaders need to help make sure newer reps feel comfortable doing in person interactions with potential customers.As marketing budgets become tighter, sales teams need to get smarter about trade shows. Instead of buying a large booth, figure out who from your ICP will be there. Once you have a list of several people, book in person lunches or coffee chats with them.While filling the top of the funnel may seem like the right mindset, but your time is better spent elsewhere. Companies need to focus on spending more time with each prospect in the middle of the funnel, and creating more meaningful messaging.Most companies focus on making sure leads are qualified, and that the target company meets their ICP. Few companies focus on buying intent. Establish a few intent metrics, and if leads don't meet those, move on to the ones that do.Connect with Matt GreenConnect with Tim Harris
This week our host, Brandi Starr, is joined by Matt Green, CRO at Sales Assembly. Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning, and sales leadership in multiple markets across the U.S. Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies. Matt now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies. In this week's episode of Revenue Rehab, on the couch Brandi and Matt will tackle: Transactions to Trust: The Role of Relationship Sales. Links: Get in touch with Matt Green on: LinkedIn Sales Assembly Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
This week our host, Brandi Starr, is joined by Mason Cosby, Director of Demand Generation at Sales Assembly. Mason specializes in building Scrappy ABM programs on low budgets that drive high impact. Serving as the Marketing Lead at numerous boutique size, bootstrapped businesses, Mason has sourced over $2.5M in the past 2 years, driving an 8X ROI. Mason Cosby creates no-nonsense practical marketing execution that drives revenue on which he posts daily content on LinkedIn. In this week's episode of Revenue Rehab, on the couch Brandi and Mason will tackle: The Art of the Scrappy ABM: How to Achieve Big Results Without Big Ad Spend. Links: Get in touch with Mason Cosby on: LinkedIn Tiktok Sales Assembly The Marketing Ladder podcast Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
This week our host, Brandi Starr, is joined by Brad Rosen, President at Sales Assembly. Brad is a proven GTM (Sales, CS, Strategic Partnerships) and Operations leader. He has extensive experience in growing B2B GTM teams - including being employee #3 at G2 - and a passion for Revenue Operations. He is a firm believer that a well built out RevOps organization can be a true differentiator to driving efficient and effective growth. In this week's episode of Revenue Rehab, on the couch Brandi and Brad delve into: The Ever-Evolving Role of RevOps: Challenges and Opportunities. Links: Get in touch with Brad Rosen on: LinkedIn Sales Assembly Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
This week's show is entitled, "ABM Maximum Results on a Minimal Budget" and my guest is Mason Cosby, Director of Demand Generation at Sales Assembly. Tune in to hear more about: Marketing and sales role in serving the revenue team Common reasons why marketing and sales don't operationally get along How companies can start aligning their marketing and sales teams Things to prioritize to drive short term impact and the building blocks for long term revenue impact Watch the video, listen in below and/or read the transcript on the Heinz Marketing blog (Search "Cosby"). I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com.
Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast
In this episode of the OpsStars Podcast, Kerry Cunningham, Research and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales, including why now is the time to move past MQLs as a measurement of success and how to better leverage opportunities to support buying groups.
Jenna Rogers is the Vice President of Growth at Sales Assembly and the founder of Career Civility. She's a self-described “corporateur” who has made it her mission to help people have more impactful discussions in the workplace. In today's episode of Make It Happen Monday, Jenna discusses tough topics like the generational divide, male advocacy, and the differences between cancel and accountability. She also provides strategic advice for discussing tough topics like diversity and inclusion in the workplace.Connect with Jenna Rogers on LinkedIn:https://www.linkedin.com/in/jennamrogers/Visit Jenna's Website:https://www.careercivility.com/Checkout her IG:https://www.instagram.com/careercivility/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0
Stop the Sales Drop Podcast with Kristina Jaramillo and Eric Gruber
Doug Landis (Growth Partner at Emergence Capital and Advisor to companies like Sales Assembly) mentioned in a recent Forbes article: “When selling to larger companies you must come to every social, email and live conversation with a point of view about their business...You have to know what they are focused on as those strategic initiatives for the business will trickle down to every department across the organization.” You need to show the role you can play in their strategic initiatives and the impact you will have otherwise, and you will just be another item on their list of things to do eventually.You cannot come to every interaction with a point of view about your future customers' businesses if your team does not have a clear point of view about their business. Unfortunately, too many teams do not have a POV and even the experts are getting POVs wrong. In the podcast below, Kristina Jaramillo (President of Personal ABM) shares:· Why a VR tech firm targeting the Fortune 1000 with solutions to help with employee training and engagement are only getting interest from Directors and below and are not capturing attention from VPs and the C-suite. · Why a digital asset management tech firm was challenged to compete with Bynder that would win on price and with suites like Adobe and Sitecore.· How top marketers like Sangram Vajre are getting POVs wrong and how its limiting the ability of GTM teams to create a category, drive demand with status quo accounts and teach for differentiation. · How you need to build the foundation (including creating your POV) before you can effectively complete ABM where you can come to each interaction with a POV about your future clients' businesses. We need to build the foundation to change sales and marketing motions as it is our POV that you are just doing targeted demand gen if you are not changing sales and marketing motions, interactions, and experiences. This is why companies are challenged to go upmarket, why they have accounts go dark after sales engagement and why sales cycles are too long.
This week's guest is Matt Green. Matt is the Chief Revenue Officer at Sales Assembly, which is the only Scale-as-a-Service Platform and trusted partner for leading B2B Tech companies on their journeys to Scale Better, Faster, and Smarter. Matt started his sales journey early in his career working as a valet attendant, and later went on to become the VP of Investments at JPMorgan as well as an investor and advisory board member of numerous organizations. In this week's episode, we discussed: Commission-Type Jobs Outside of Sales Sales Skills From Studying Criminal Justice Selling in Uncertain Economic Times Common Themes That CROs Are Talking About How to Avoid Tech Stack Fatigue Why Partner with Sales Assembly Importance of Peer to Peer Connection Much More! Please enjoy this week's episode with Matt Green. ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show
Jeff Goldberg interviews Rajiv Nathan, Founder & Chief Pitch Artist at Startup Hypeman. He was featured on NBC, TED, Inc, Forbes, HuffPo, Sales Hacker, Sales Assembly, Startup Grind, 1871, & more.Connect with Rajiv Nathanhttps://www.linkedin.com/in/rajivnathan/Connect with Jeff Goldberghttps://jgsalespro.com/https://www.linkedin.com/in/jeffgoldbergsalescoach/
Sales Development does prospecting full-time. Spam is unconsented marketing solicitations to a buyer's private inbox: phone, email, LinkedIn, physical home or work address. Prospecting entails telemarketing, email spam, LinkedIn spam, physical mail spam, and bribery via gift cards. Prospecting is code for spam. Spam turns buyers off and pushes some buyers prematurely to Sales before Marketing can finish wooing them with proper marketing until they request a demo on the website. Sales gets a lower quantity of good leads (buyers turned off), and a higher quantity of bad leads (premature buyers). Premature buyers are typically not well-informed and not seriously thinking about a purchasing decision. Lower win rates, longer sales cycles, higher CAC, bloated Sales org triaging bad leads, Sales is underperforming with most sellers missing quota most of the time. Sales suffers 28% turnover, 29 months tenure, 25 months productivity, and 65% quota attainment. Another dataset across 150K sellers, 11K companies, in 82 countries, shows 11 months tenure and 54% quota attainment. Translation: lost profit and growth. Sales does not want Sales Development. They want Marketing's website demo requests. They want proper leads–the hot leads, the layups of buyers that are well informed and seriously thinking about a purchasing decision. Sales needs a sufficient amount of quality leads, so sunset Sales Development and repurpose it to Marketing. Let Marketing do proper, non-spam, modern marketing. Sales Development and prospecting denigrates Sales and turns off prospective talent. Real Sales helps interested buyers (thanks to Marketing) to evaluate, buy, implement, be successful, buy more, and manage that relationship. Sales Development suffers 39% turnover, 14 months tenure, 11 months productivity, 48% meeting booked quota attainment, and low job satisfaction. Sales Development is not a training ground for Sales. It has nothing to do with selling, developing Sales skills, and helping buyers. It has everything to do with marketing spam and annoying buyers. Only 22% SDRs-turned-AEs hit their Sales revenue quota. Sales Development is a burial ground for future Sales talent. Historically, prospecting produced the Sales Assembly line because a seller could not do their actual Sales job and prospecting. The Sales role was specialized to the AE-CSM split so the AE could focus on prospecting and the initial sale. Even though SDRs came on the scene to take prospecting off of the AE's plate, the AE-CSM split remained. Sales Development is simultaneously harmful to Sales yet the most entrenched by it. While prospecting is a type of marketing, it was Sales that historically did it, many in Sales still do it part-time, many aspiring sellers are forced to do it full-time (SDRs), and it's Sales leaders—not Marketing—that beat the prospecting drum and pave the way for Sales Development. Get started on implementing The Buyer Centric Revenue Model by making the business case for the experiments to prove it and achieve a gradual transition. Continue the discussion and get help implementing the model in the Buyer Centric Revenue Model community. Join the movement of forward-thinking peers liberating and modernizing B2B Marketing and Sales. Achieve a better growth playbook, a competitive advantage, and more productive and fulfilling careers. Enjoy insights, data, best practices, resources, and jobs. Plus, the live Q&A on Thursdays at 1pm PST, 4pm EST. Head over to BuyerCentricRevenue.com to sign up. To learn more about the model and these topics, check out my book “The Death of the SDR: And the Birth of the Buyer Centric Revenue Model”. Available on Amazon in ebook, paperback, and audiobook.
What is the Predictable Revenue model? Why is it outdated, unnecessary, and more harmful than beneficial? Where did it come from? Who created it? Why is it the root problem in B2B Marketing and Sales? Why is it anti-buyer? The Predictable Revenue model is the trendy B2B Marketing and Sales model codified and popularized by Aaron Ross in his 2011 book, Predictable Revenue. For Marketing, it calls for specializing prospecting to be done full-time via Sales Development, rather than part-time by Sales. For Sales, it calls for specializing the Sales role and to create a Sales assembly line of sellers with buyer handoffs via the AE-CSM split. The Predictable Revenue model codified, popularized, preserves, and fuels the existence of Sales Development and the Sales Assembly line. Based on Aaron Ross' time at Salesforce as a Sales leader in the early 2000s, and how Salesforce did Sales Development and the Sales Assembly line as aspects of their broader Marketing and Sales efforts. The Predictable Revenue model is unnecessary and does more harm than good. The first of two flawed assumptions of the Predictable Revenue model is that prospecting is necessary and does more good than harm, relative to proper marketing. The second flawed assumption of the Predictable Revenue model is that specialization is always a good thing. However, what if you're specializing in something that is not worth doing, like prospecting? What if you're specializing in something that is worth doing, but that doesn't make sense to be specialized, like the Sales role? Get started on implementing the Buyer Centric Revenue Model by making the business case for the experiments to prove it and achieve a gradual transition. Continue the discussion and get help implementing the model in the Buyer Centric Revenue Model community. Join the movement of forward-thinking peers liberating and modernizing B2B Marketing and Sales. Achieve a better growth playbook, a competitive advantage, and more productive and fulfilling careers. Enjoy insights, data, best practices, resources, and jobs. Plus, the live Q&A on Thursdays at 1pm PST, 4pm EST. Head over to BuyerCentricRevenue.com to sign up. If you want to learn more about the model and these topics, check out my book “The Death of the SDR: And the Birth of the Buyer Centric Revenue Model”. It's available on Amazon in ebook, paperback, and audiobook.
Leslie Douglas spent the first 5 years of her career driven by external forces. She chased what the world tells you to chase. Better money, better title, more notoriety. Over this time she would work for 5 different companies in 3 cities, searching for where she belonged. Although she was a highly sought after sales professional she found herself frustrated by always bouncing from one thing to the next, continuing to encounter the same issues again and again.And then she made a meaningful shift in how approached her career. She began looking inward for guidance rather than being pulled and pushed by external forces.This episode delivers a powerful combination of Leslie's compelling career journey and pearls of wisdom for anyone looking to take ownership of their career including:Gaining the necessary insights during an interview to determine a mutual fitOrganizing your calendar based on where you derive energyWhat to evaluate when you sense discontent or burnout before leaving your jobAnd much moreEnjoy!Leslie Douglas is the Director of Sales Training at JB Sales. She is a featured thought leader at Sales Assembly, and she is the founder of Talking with Leslie, where she delivers actionable advice and powerful motivation to help individuals start a new journey towards exceeding their goals, and finding purpose in their work.Connect with Leslie on LinkedIn
Assembled, the leader in workforce management for modern support teams, today announced it has closed $51 million in Series B funding, which reflects a more than 5x valuation increase in just one year. Assembled's workforce management platform helps support teams at the world's fastest-growing companies efficiently respond to customer demand through accurate forecasting, automated scheduling, and robust realtime and historical reporting. Says co-founder and CEO Ryan Wang: “For many of our users, support is the biggest roadblock between mission and reality. Why is support so hard to get right? We believe it's because operational issues and people issues rhyme, and that's what we're out to solve.” https://hrtechfeed.com/workforce-management-tool-gets-51-million/ RepVue, the world's largest and fastest-growing sales organization ratings platform, today announced that it has secured $5 million in seed financing led by S3 Ventures with significant participation from TDF Ventures and existing investors, including Knoll Ventures and Alerion Ventures. In addition, RepVue added new investors GTMfund and Triangle Tweener Fund. Industry leaders such as Kyle Porter, (Salesloft CEO), Alex Estevez (former CFO, Atlassian), and Matt Green (CRO, Sales Assembly) also joined the round. Only two years after coming out of beta, RepVue users have contributed over 60,000 ratings of 11,000 sales organizations globally. These ratings include data-points on quota attainment, culture, lead flow, compensation, product-market fit and more – making RepVue the most trusted resource for sales professionals seeking up-to-date, detailed insights into prospective employers. “Over my 20 years as both a sales professional and leader of large sales organizations, I've recognized an acute need for more balanced information in the hiring process, as well as more data-driven decisions by hiring teams. This funding helps realize RepVue's mission to drive transparency into sales organizations and enable sales professionals to discover career opportunities that best fit their skills and experience,” according to Ryan Walsh, founder and CEO of RepVue. “RepVue will use the funding to extend its leadership and accelerate growth by hiring additional top talent and expanding its dataset.” https://hrtechfeed.com/repvue-gets-5-million-in-new-funding-to-transform-how-sales-professionals-make-career-decisions/ Velocity Global, the leading provider of global talent solutions, announced today that it raised $400 million in its Series B funding round, increasing the company's valuation seven-fold since the same time last year. The platform offers a full suite of talent solutions, including global Employer of Record (EoR) and Contractor Management, to help thousands of companies compliantly onboard, manage, and pay full-time and part-time talent, contractors, and freelancers in more than 185 countries and all 50 United States. https://hrtechfeed.com/velocity-globals-gets-400-million/ WorkReels has launched the world's first video storytelling platform built specifically for recruitment and employer branding teams. WorkReels enables talent acquisition professionals to easily make and share high-quality, affordable social media videos for recruiting for about 1/20 the price of video production. WorkReels enables talent acquisition professionals to attract and engage with both passive and active job seekers by reaching them where they spend the most time–viewing videos on social media. WorkReels is a solution for how hiring takes place today, which is more like digital marketing–attracting candidates through interesting video content and engaging with them over social media. How WorkReels works Using WorkReels requires no special video filming experience. It uses smartphone cameras and as little as 20 minutes of employee's time: Recruiters select from a library of customizable templates called Storylines to film scenes for the video story they want to tell, including “meet the team” and “a day in the life” videos that help illustrate their employee experience. Recording WorkReels videos is quick and easy with any smartphone and can be completed in as little as 20 minutes with participants filming separately or together, whenever it's convenient for them. WorkReels professional editors transform approved recordings into high-quality videos optimized for social media, a jobs page or any location frequented by a company's likely job seekers. The WorkReels branded player makes sharing and embedding videos easy across LinkedIn, Youtube, TikTok, Instagram and Facebook. SmartRecruiters announced the launch of SmartOnboard, a native solution that delivers a seamless onboarding experience for new hires. The new solution allows HR teams to get new employees up and running through a simple, tailored, and engaging onboarding experience that can be managed at scale. With SmartOnboard new hires can easily find and complete their onboarding tasks, be introduced to their team, and familiarize themselves with their employer's brand and culture, all through a new hire portal. At the same time, automated onboarding activities free up onboarding teams from managing paperwork, allowing them to focus on getting new hires set up for success, all while easily controlling their data on one system. https://hrtechfeed.com/hr-tech-news-workreels-smartrecruiters/
Kerry is a Featured Thought Leader at Sales Assembly, the industry's only Scale-as-a-Service platform that leads B2B Tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team. Kerry brings over twenty-five years of experience in B2B demand generation and management, spanning a broad array of industries and markets. Prior to his current roles, he was an analyst at SiriusDecisions and Forrester, where he authored and co-authored a wide range of key models and frameworks. In this episode of the OpsStars Podcast, Kerry Cunningham, Researcher and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales including why now is the time to move past MQLs as a measurement of success and how to better leverage Opportunities to support buying groups.
In this episode of the In The Club Podcast by Club Colors, John features Christina Brady, Chief Strategy Officer at Sales Assembly, along with Club Colors' own CDR Supervisor Giancarlo Amador.Christina talks about the psychology in sales. She discusses how communicating with people is a true benefit for reps and leaders alike. In Sales Assembly, Christina shares how they focus on foundational skills which are agnostic of industry.She also shares her experience in sales and the nuggets of wisdom she's picked up along the way. She addresses leaders too: communicating with reps using their preferred language is a mentorship opportunity to nurture. HIGHLIGHTSA sales culture of inclusivity that recognizes everyone's expertiseSales Assembly provides foundational skills-based trainingGrit in sales is learning to fail forwardFor leaders: Learn people's communication stylesSelf-awareness: Move forward despite your flawsQUOTESChristina: "You can never understand foundations enough. If you have to decide between the two, always pick building the foundation first. Otherwise, you have a roof on know-hows."Christina: "The best sales reps in the world have missed a month, have missed a quarter. Me included. It's knowing that that's coming, not pretending that it won't, but when it happens, you learn from it. Kids can't walk without falling down. They can't."Christina: “Sugar is an ingredient in hot sauce, and what I mean by that is that everybody has a way that they like to be interacted with and it actually comes down, I'm going to go back to psychology, it actually comes down to the fact that the way that you interact and interpret messages from a communication standpoint is actually developed in the brain between ages zero and three.”Christina: "Everybody has this core way that they want to be communicated with. The best leaders in the world don't try to guess what that is. They ask."Christina: "You have to find the way to show your people that you care about them by digging deep so that when you have to challenge them, it comes down to thank you for doing that. Thank you for having the hard conversation because other people don't know me well enough to do it."Connect with Christina by following the link below:LinkedIn: https://www.linkedin.com/in/christinapbrady/
Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast
As any org experiences growth, the demand for frontline, middle and top-level management also grows. But, how often are organizations proactively thinking through manager development from an enablement perspective? What is the role of enablement in developing your next generation of leaders? How can you anticipate and groom reps and other employees for the next level? You've got questions, we have answers.Enablement all-stars, Alex Zikakis and Laura Wheeler have both experienced creating programs that help employees at every stage of their career prepare for and grow into leadership roles. They describe the process as “creating a culture of building the bench.” And, they're going to break down their best practices for enabling:-Emerging leaders - ICs who are considering or being called up to leadership roles-New to the Organization leaders - those who have led but never at your company-VP+ leaders - enabling the leaders of leaders and how to continuously equip and develop our top-level management teams.
Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast, I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Alex Zikakis at Sales Assembly join us. Alex, I would love for you to introduce yourself, your role, and your organization to our audience. Alex Zikakis: Perfect. Thank you for having me, I’m excited to be here. Who am I? I am just a Midwest dad trying to raise my kids right, I’m trying to enjoy some sports, fix some things around the house, make my wife proud, and have a fun job. What is that job? I am a VP of Enablement at a company called a Sales Assembly. It is a membership company for scaling businesses. We leverage the power of community to help support businesses as they scale through programming, through resources, and connection. That’s Sales Assembly in a nutshell. SS: Awesome. Well, I’m excited to have you joining our Sales Enablement PRO podcast since we have very similar missions, but ours is focused on sales enablement professionals specifically. You actually often talk about enablement challenges even within Sales Assembly. You wrote an article on some common onboarding pitfalls to avoid. I’d love to understand from your enablement experience, what are some key challenges that you’ve encountered in building out an onboarding program? AZ: There are no shortage of challenges when it comes to building an effective onboarding program, so I appreciate the question. I will try and narrow it down to the five that I put in the article just to make it nice and packaged here The five I wrote were an undefined partnership with HR or people teams. Basically, where do they stop and where do you begin and how does that interaction work? That’s one, number two would be the lack of community support. Either the community doesn’t know how to support you or there just isn’t any support, so enablement folks are forced to do it on their own. The third one would be knowledge loss. How do you ensure that when folks are drinking from the fire hose when they first join the company that they retain some of that important information? The fourth one would be the handoff to managers. After the onboarding experience, how do you ensure that the managers are set up for success to make sure that their people can be successful once they hit the floor, so to speak? The fifth one, unclear metrics. What does readiness actually mean, how do you measure it, and what does success look like, both for the individual as well as for the company at large? Those are the five that I wrote. Like I said, there are countless challenges with onboarding programs, but those felt like the ones that were the most salient. SS: I agree. Those are definitely some key five challenges. Now, how have you worked to overcome some of those, at least in your experience? AZ: Yeah, it’s tough because those challenges span the scope of a bunch of different groups and programs and elements within the program. The way I’ve thought about it is thoughtful planning. First and foremost, identifying what the goals are and then how you back into those goals through the planning that you’re doing. The second piece is I really think setting and resetting expectations with the folks that you’re working with as well as with the onboarding new hires. If there’s not clear expectations, then that could lead to assumptions and it could lead to misaligned ideas of what to expect, and so setting and then resetting expectations consistently throughout the process, to me, feels super important. I’d also say don’t be married to the solution that you build. This should be ever-changing and ever-growing and evolving to meet the needs of the learners and the business. Those are some of the ways in which that I’ve thought about tackling that. SS: I love that very straightforward advice as well. Now, in that article, you also talked about defining a partnership with HR teams when you’re building onboarding programs. Why is that particular partnership so important? AZ: It’s a great question. HR, to me, married up with the onboarding group, whoever is part of that team, between the two groups you’re responsible for welcoming new folks to the company, establishing culture, and setting them up for success. If there is unclear expectations or unclear processes, you won’t effectively be able to do those things. If you can’t set those folks up for success, the new hires, the folks going through onboarding, the likelihood of them having a successful experience both in the first couple of weeks and then just a longer-term tenure at the company, the likelihood of that goes significantly down if they don’t have a good onboarding experience. That’s why if you can’t partner successfully with HR, then you’re putting a lot at risk with these new hires, which can be super costly. SS: Absolutely. Now beyond HR, who are some of the other core teams that you have to partner with in order to really create effective onboarding programs? I’d love to drill into how you go about cultivating really strong partnerships where there’s like shared accountability for onboarding success? AZ: That’s a great question. Every company is different, and the groups that make up the onboarding team, the onboarding program, are going to be different in every company. The groups that I’ve bucketed or thought through as I’ve been thinking about onboarding over the past career of mine, HR, obviously, we already mentioned that, the hiring manager, the enablement team, both the folks that are focused on onboarding as well as maybe the broader enablement team will be valuable when it comes to the onboarding process and program. Revenue leadership, that’s the sales and success leadership, the executives of the company. I’m even thinking CEO, CFO, COO, that C-Suite should be a part of the onboarding program, and I’m happy to talk about why too. SMEs, so subject matter experts for the specific areas in which you’re continuing to train and onboard. Peers of the new hires, so folks that will sit in the seat next to them, so to speak, virtually obviously not quite that anymore. Then the new hires, obviously they’re a part of this program as much as anybody. Those are the groups that I thought about it. It’s a lot of groups, but that, to me, that community is what makes onboarding successful. SS: Absolutely. No, I think that those are quite a few groups they have to align with, but it’s an all-in effort to make the overall company successful. AZ: Yeah. You also asked, how do we cultivate those partnerships? Let me dive into that for a second here. I think it’s important that you are the quarterback for these groups. There’s so many groups and it would be foolish to assume that any of these groups have a clear sense of exactly what role they should be playing and how they should be playing that role. Again, this goes back to the idea of setting expectations and resetting expectations, having a clear sense of what role they play and sharing that with them. I love this quote, “inspect what you expect,” so having a clear sense of what they should be doing and then ensuring that they know what they’re doing, inspecting that, and making sure that it’s exactly what you want so that they can play the role that they’re meant to play in the onboarding program. That goes for everyone from the new hire all the way up to the C-suite, like telling the CEO what you expect of them. Turns out it’s easier for them to do that than if you’re just like, oh, you’re the CEO, you can figure it out. That's how I think about it. SS: Yeah, absolutely, even CEOs need guidance sometimes. Now, in another LinkedIn post, you talked about your interest in utilizing AI technology to better equip remote employees. I’d love to tie this back into onboarding. How do you envision these types of digital tools being used in onboarding programs in the next year and beyond? AZ: AI is the future. That’s what we’re all hoping for, that way I won’t have to work as hard. That's my idea. I think about AI specifically in onboarding like this: Ideally, when you get someone new to the company, a new hire in onboarding, AI can help you identify the coaching opportunities and development opportunities before that person even starts. I would love to start the onboarding program and say, oh, Billy, I know he was strong in this area and needs help in that area. Sally over here is stronger in a different area in and weaker in another area over here. Now I’m going to partner them together and they’re going to learn really powerfully together based on the areas of opportunity I already know before onboarding starts. This opportunity identification before I think is super interesting, which would happen through screening tools and things like that. In the HR and hiring process, I think another one is leveraging coaching opportunities or identifying coaching opportunities during the onboarding process. Through role-plays and potentially certifications and conversations like that, using recording tools that can help identify these coaching areas and opportunities in the onboarding process, to me, feels like a big opportunity. Then the other one would be surfacing the right content. Based on these opportunities, what's content that enablement has built or resources that exist that we could surface to these folks so that they can easily enable themselves and self-learn to continue to develop? That way they wouldn’t be coming to the onboarding team with questions of like, what did go well, where am I weak, what do I do, and how do I do this? These things are naturally surfaced to them based on the actions they’ve been taking in the onboarding process. That’s my ideal state of what AI looks like. It’s the future so who knows it could be way cooler than that. SS: I love that. Now, the last question for you. In closing, how do you measure the success of onboarding? What are some of the key metrics that you focus on to really prove the value or maybe even highlight areas to approve upon? AZ: This is another one that’s super dependent on the business itself and what the goal is of onboarding, what the goal is of these folks. I would say, there’s the Kirkpatrick measurement model that I like to use all the time when I think about enablement. There are four levels of that measurement model. There’s the reaction, there’s knowledge transfer, there’s behavioral change, and then there are results. I think you can apply this to onboarding as well. I’ll give specific examples for each of those because I think that might be helpful. The reaction, that first level of measurement, can come with like an NPS type of score, or tell me, would you recommend this course to a friend, or it’s a confidence-based score, how competent are you exhibiting XYZ? How competent are you delivering value propositions or talking to customers about so on and so forth? I think that the confidence score to me is really valuable. It’s a snapshot in time, that's the only thing is like, I’m really confident today, but tomorrow you might tell me something and all of a sudden, my competence goes away down. I think it’s important, but it’s important in that moment and shouldn’t dictate anything much further than that momentary thing. You can use it for trend analysis, but the reaction and confidence scores is an interesting place to start. The next one is knowledge transfer. I think about knowledge transfer when I think about quizzing and assessments. You didn’t know this one thing and after enablement or training, you now know this thing. Again, it’s a short-term measurement, which is like it could just be a memory measurement, which is valuable, but not ultimately long-term valuable. That’s when the behavioral change, which is that next level of measurement, comes into play. You can see behavioral change through role-play, through call recording, through that type of cooperative assessment. A role-play is a really good example of that. I think that certification element can be really helpful to determine if behavior has changed from before you joined the company to after the onboarding experience. The last one would be results. This one has the most variety in terms of how companies can measure this and how I’ve seen companies measure it. Some examples would be time to first deal or time to quota. How long does it take to close your first deal or pass your first lead? How long does it take to achieve your quota? There are a lot of factors that go into that because again, once the handoff happens to managers, then there’s a whole set of factors that can contribute to this and variables. The other one that I like to think through is time to readiness. Now, it’s really important that you define what readiness means because readiness to company A could mean something very different than readiness at company B, and readiness at 30 days is different than readiness at 60 days. 30 days, maybe it’s just you need to be comfortable talking to your peers about the product. At 60 days in you have to be comfortable talking to your customers about the product. Time to readiness and how you measure that, I think, is a really interesting idea, but it’s got to be right for the business and it’s got to be something that you can measure over time, and you can feel like you have a real impact on. More often than not, time to first deal, time to first lead time, to first handoff, time to first quota, those are ones that I see more often than not. SS: Well, thank you so much, Alex. I’ve loved this conversation and got some really great insights along the way. Thank you for taking the time to chat with us, I appreciate it. AZ: Listen, it is my pleasure. I love talking about this stuff. If you have 40 more questions, I’d answer all of those too. SS: Thank you, Alex. To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.
Like Gina and Susanna, today's guest was a student of the arts. Christina Brady, speaker, executive coach, and Chief Strategy Officer at Sales Assembly, had her sights set on Broadway or a hit sitcom. But life had other plans, and tragedy struck. When the waves of loss and grief come, you can find yourself getting pulled under, or summon all your strength and resolve to rise to the top, and that's just what she did. The conversation gets deep when discussing the failure of organizations and people to fully understand the toll and timeline of grief, and the inadequacies of dealing with mental health. Christina talks in depth about how she and Sales Assembly help businesses to scale through support, training, focused onboarding, and detailed and intelligent methodology. She strives to help those in the tech world to have the resources and support that she wishes she had when she was in their position. Learn more about Christina and Sales Assembly Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.
Matt Green is the Chief Revenue officer for Sales Assembly. Matt and the Sales Assembly team offer the first Scale-as-a-Service Platform and work with some of the most exciting B2B tech companies in the world. Matt joins us today to talk about why it is so important for Sales Leaders to reach out to resources all around them so they don't have to do it alone. Matt shares some really helpful insights on how to create perspective and how to find resources that will help you create more impact, faster. To get more from Matt and the Sales Assembly team, head to www.salesassembly.com
Recorded Content - Helping B2B marketers use a podcast for content marketing
Podcasts have become a key part of marketing strategies and are a proven way to connect with a specific target audience. But, a podcast is more than just an item on your content checklist. It's also a valuable learning resource both podcast hosts and their listeners can benefit from.Therefore, if you are thinking about entering the exciting podcast space, don't hesitate to invite people that you can learn from as a host. Yes, you should provide value to your audience and give them content that will make them come and stay, ultimately converting your listeners into customers. However, you should also use your podcast to grow as an individual and enrich your very own skills.In today's episode of Recorded Content, Justin Brown revisits a couple of previous episodes where his guests were Jen Kern of Qu, Christina Brady of Sales Assembly, and Josh DeTar of Tyfone. The three are also podcast hosts aspiring podcasters can use for inspiration.
Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTSA life earned in salesLife in a boiler room-type sales environmentsLearning to put the client's interests firstScaling as a service with Sales AssemblyQUOTESMatt: "If I'm on a call with a prospect, I'm gonna be brutally honest as to whether or not I think, what I'm offering, you know today's Sales Assembly for example, is going to be a good fit for them or not. If it's not, not only am I going to tell them so, but I'm gonna go the step of actually recommending, well here's some other avenues, some other outlets, some other providers that are gonna make much better sense for you than what we have to offer at this time."Collin: "I'm not really sure why a lot of sellers are so scared to be just brutally honest and authentic with prospects from the very beginning. I think It's kinda fear-based, right? They're scared they're gonna scare the prospect off or whatever the case is, but it actually strengthens relationships, it builds a level of trust and rapport when you tell them not what maybe you think they want to hear."Matt: "It's easy to justify bending the truth, shading around the edges a little bit in order tog et that done. I just think when you start going down that path, it's easy to take it one degree further the next time until you do eventually reach the point where you're just not being honest in any way shape or form with the people that you're talking to."Matt: "Providing a platform to all these companies to take advantage of all these tools, resources, programs and expertise that would help them scale in a much more efficient and effective manner, that's the thesis on which Sales Assembly has been built on." Learn more about Matt in the links below:Website: https://www.salesassembly.com/Linkedin: https://www.linkedin.com/in/matthewcorneliusgreen/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Recorded Content - Helping B2B marketers use a podcast for content marketing
You'll find a lot of companies advocating for gender equality and stressing the importance of having women within executive roles. But the reality is a bit different. Although women are present in the C-suite, tech is still a male-dominated industry.It is time for us to go beyond talking about equality in the tech space and take concrete action towards achieving it. As our guest says, “...promoting women leaders is not about replacing men; it is about adding talent, perspective, skills, abilities, experience, and value to the industry.”In this episode of Recorded Content, our host Justin Brown chats with Christina Brady, the Chief Strategy Officer at Sales Assembly, and the host of Taking the Lead, a show about female leaders in the tech space.Christina shares her story about Taking the Lead and pinpoints things she has learned since starting a podcast. Justin and Christina also discuss what makes a podcast successful and why relevance is an essential component.
Is your product marketing team talking to customers? In this episode, Dave sits down with Brian Hall and Lauren Decker of Carema Consulting to unpack this very important strategic question and others while discussing the opportunity organizations have to capitalize on the power of product marketing and customer success collaboration. Lauren stresses the importance of connecting the product marketing, and the marketing team as a whole, to customers to develop strong and productive messaging. You will also hear Lauren and Brian share their perspective on how journey mapping needs to evolve to become more customer-centric. With a nod to Clayton Christensen, Brain shares his perspective on the evolution of journey mapping and how organizations should think about the opportunity to understand the job customers are trying to do and then build journeys for customers around the customer's job in collaboration with the customer. About Brian Hall Brian Hall has over 25 years of experience growing revenue at founder-led B2B SaaS and technology companies. His expertise in building and leading customer success organizations is informed by his experience in marketing, sales, product management, product marketing and professional services with early- and growth-stage technology companies.Brian started Carema Consulting to help SaaS companies navigate the customer success pitfalls that inevitably happen when starting and scaling a business. In his role as President and Founder, he works closely with customers' leadership teams to uncover their most important opportunities and challenges. Leaning on his experience, Brian builds out and helps implement strategies and tactics that address these opportunities and challenges, with a particular focus on achieving account expansion.Brian is an Entrepreneur in Residence with both Sales Assembly and growth accelerator VentureSCALE; a Mentor at coworking accelerator Workbox; and a co-founder of the Chicago Customer Success Leadership Group.Outside of work, Brian looks to combine his passions for golf, running, travel, and food & drink. In fact, the name Carema Consulting is in reference to an Italian municipality and especially favored wine-producing area in Piedmont.About Lauren DeckerLauren Decker has spent the last 10 years executing and leading product marketing at high-growth SaaS companies. Her integrated approach to product marketing is informed by experience leading product management and brand management functions at B2B start-ups.As Carema Consulting's product marketing consultant, Lauren works with clients to develop strategic messaging for their product solutions and lay the foundation for their product marketing practice using proven go-to-market frameworks that improve internal communication, enable client-facing teams to confidently solve customer problems, and increase product adoption.Lauren is a member of High Alpha's executive network, High Alpha Navigators.Outside of work, Lauren enjoys spending time with her husband and son, Owen. She spends as much time as possible outside and can often be found on a run with Owen along for the ride in his stroller.
Want to see future episode highlights? You can add us on Linkedin here.Key talking points:- How to sell your product to customers on a sales call - Qualities of a good leader and how to be truly great in any role - Running productive one-on-one meetings with your employeesCheck out how Sales assembly works: https://www.salesassembly.com/About Christina:Christina is the President at Sales Assembly with 15+ years of overall sales experience, and 10+ in leadership for B2B Tech companies. She has a proven track record of leading organizations to growth & profitability through creative, strategic, and targeted global and domestic sales. Christina has a genuine passion for building culture, coaching & developing leaders, and producing top-performing sales teams across small to enterprise organizations in various industries. On a daily basis, she is energized by the opportunity to help companies of all sizes scale, at scale.
What are the top challenges faced by sales, sales enablement and customer success leaders in 2021? When you run one of the largest peer groups and resources for these leaders and practitioners, you learn every week what's most concerning and what to do to solve each. In this interview with Sales Assembly 's President Christina Brady we reveal what she is hearing every week as to the top challenges this year and what you can do to help address each. https://www.linkedin.com/in/christinapbrady/ #salesleadership #digitalselling #salestransformation #salesenablement #customersuccess #CSM
The generally accepted practice in revenue department at scaling organizations is a career roadmap of SDR > Account Executive > Senior Account Executive, etc. But why then do so many SDRs fail to succeed when they become AEs? And what role do companies play in setting them up for success? Christina Brady has seen the good, the bad, and the ugly as a former Head of Sales at Groupon and Glassdoor. In her role of President at Sales Assembly, one of her focuses is making sure companies successfully execute this aspect of scale. She steps to the mic in this week's episode to discuss how to find the right people, what companies should be doing for their employee roadmap, and what makes the transition to AE smooth and successful for everyone.Find Christina online:LinkedIn: https://www.linkedin.com/in/christinapbrady/Find Sales Assemby online:https://www.salesassembly.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator Pitch(TM) Formula! See acast.com/privacy for privacy and opt-out information.
For Matt Green, Chief Revenue Officer at Sales Assembly, it's all about the individual. Sales Assembly helps B2B technology organizations across the country “scale smarter,” with a people-focused approach. In this episode of Sales Lead Dog, Matt shares his philosophy of building the best sales team: hiring slow and as a team across the organization. For Matt, motivating your team means motivating the individual. He believes that taking the time to focus on individual needs can make all the difference in the success of your entire team - because as he says, in a team of four, “if three of them are a yes, and one of them is a no, then [the whole team is] a no.” And when it comes to motivating your team to use CRM… the key is to find both your carrot and your stick. Tune in this week to Sales Lead Dog to hear Matt's insights on hiring, and find out what the best salesperson he ever hired said in the interview that made all the difference. Quotes “…it's really tough, especially when you're hiring salespeople because if there's one thing about, you know, even not that great of a salesperson, he or she is probably halfway decent at selling themselves.” (22:31-22:43) “…setting up a hiring committee that you know consists of you as … the leader, consists of maybe a peer in a different department, consists of a peer that this person may not be working for but maybe working alongside… let's say of four people. And if three of them are, right, yes and one of them is a no, then it's a no.” (22:54-23:46) “It's important not to focus on motivating the team I think it's important to focus on how you motivate the individuals within the team.” (31:05-31:15) Links https://www.salesassembly.com/ https://www.linkedin.com/company/sales-assembly/ https://www.linkedin.com/in/matthewcorneliusgreen/ Empellor CRM Website https://www.empellorcrm.com Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/
Tim Schumm and Jeff Rosset discuss the impact of COVID-19 on Chicago Tech, pivoting process & strategy, and building communities.
Do you connect with your people even when you are forced to be disconnected? 6 questions. 7 minutes. Pure insights. Episode 142: Successful business leaders connect with their people, even in times when they are forced to be disconnected. Wise words from Christina Brady, President of Sales Assembly.
Do you know what happens when you hire the wrong person? 6 questions. 7 minutes. Pure insights. Episode 107: Successful leaders focus on hiring the right people because hiring the wrong person is the easiest way to destroy your business. Wise words from Matthew Green, Chief Revenue Officer of Sales Assembly.
82% of us seek out the negative reviews first. We mostly ignore the 5-stars and scroll down until we see some 2-star reviews. What does that mean for us in a recession? In this episode, we interview Todd Caponi, author of The Transparency Sale, about how sales should cope in a recession. What we talked about: -Why a 4.3 rating sells better than a 5.0 -The 2 human responses toward spend in a recession -Throw out your old messaging & pivot this way -Loneliness is a serious health risk Check out these resources we mentioned during the podcast: -Todd's virtual series for Sales Assembly -2 classic books on selling: The 5 Great Rules of Selling (1946) and The Mind of the Buyer (1922) For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.
It's not easy to sell… but having a process to follow will help streamline things for you. Today, we talk about the idea of an assembly line for your sales process. Donald is a New York tax attorney turned entrepreneur. He sold his first company which he created with his mom and did it out […] The post TSE 658: Step-by-Step Instructions on Implementing a Sales Assembly Line appeared first on The Sales Evangelist.
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