Podcasts about sales cycle

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

In this episode of Stronger Sales Teams, Ben Wright explores the essential skill of shortening B2B sales cycles. Ben outlines five proven strategies to accelerate sales processes: targeting the right customers, understanding client needs, engaging with decision-makers, clarifying decision timelines, and leveraging internal reviews to add value. By honing in on these key areas, sales teams can streamline their efforts, boost revenue, and enhance client relationships. This episode serves as an invaluable guide for sales managers looking to optimise their processes and achieve outstanding results. Key Takeaways: Concentrate efforts on potential clients who align with your business profile to increase close rates and sales cycle efficiency. Clearly define customer expectations and success metrics at the outset to streamline proposal processes and reduce roadblocks. Ensure all key decision-makers are familiar with your brand to build trust and expedite decision-making. Establish clear decision deadlines with clients to align sales efforts and maintain momentum. Leverage team expertise to enhance value propositions and address client needs more effectively to speed up deal closure. Timestamps: 0:00 Intro 1:10 Best Phone Call With A Customer 2:40 Top 5 Ways To Shortened Sales Cycles 6:33 Be Clear To Target The Right Customers 8:10 Be Clear In The First Meeting With Customers 10:48 Make Sure To Know And Be Known By The Decision Makers 12:37 Be Clear on Decision Times 13:18 Use Your Best Knowledge On Your Business 14:00 Recap 15:00 Honorable Mentions 17:10 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

In this episode of Fullfunnel Live, we talked about demand generation for long sales cycles.

If you've ever had a massive sales launch followed by weeks (or months) of crickets, you're not alone. The boom and bust cycle is one of the most common challenges entrepreneurs face. In this episode, I show you how to create daily sales momentum so you're never stuck waiting for the next big launch to make money. You'll learn the power of social proof, testimonials, and a consistent marketing rhythm that drives steady revenue without overwhelming yourself. Let's dive in!In this episode, we discuss:[00:13] The biggest mistake entrepreneurs make in sales[01:07] Why most businesses operate on a 90-day sales cycle[02:14] How to avoid the "launch, fulfill, disappear" trap[03:00] The easiest way to create daily sales momentum[03:46] Why sharing testimonials consistently is non-negotiable[04:52] How to build a culture of success & action-taking[05:40] The exact system I use to collect testimonials daily[06:54] How to turn casual compliments into powerful social proof[07:26] The key question: Do you actually have results?[08:31] The number one habit that separates successful entrepreneurs[09:57] Why recycling testimonials is a smart marketing move[10:53] How to use story highlights to build instant credibility[12:23] The quickest way to collect and showcase client wins[14:30] The game-changing strategy that makes your offer unforgettable[16:28] Why pre-selling your offer makes closing sales effortless----Thanks for listening! Here's what you need to do next

If you're in aviation sales and marketing, you know one thing for sure—selling in this industry takes time. Unlike fast-moving consumer sales, our transactions are complex, high-value, and involve multiple decision-makers. That means most of us spend months—sometimes even years—nurturing potential clients before closing a deal. So, how do you keep your prospects engaged [...]

In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research.KEY TAKEAWAYSPositive Psychology in Sales: The importance of leveraging natural talents and behaviors for success in sales is emphasized, advocating for positive psychology approaches over trying to change inherent traits.Effective Talent Assessment: AuctusIQ's approach to sales performance assessment focuses on identifying behaviors and competencies directly linked to successful sales outcomes, helping organizations align talent strategies with commercial goals.Transformation Through Training: The necessity for tailored, individualized training plans is highlighted to effectively develop sales reps and managers, thereby improving performance and revenue growth.Gender in Sales: Research shows that women in sales often outperform their male counterparts, though they remain underrepresented. Organizations are encouraged to recruit more women and leverage their unique strengths.Sustained Development: Continuous measurement and re-measurement, combined with coaching and training, significantly enhance proficiency in sales competencies, directly impacting revenue.QUOTES"What we're doing is we're really getting underneath those natural patterns of behavior, those talents that explain why some people succeed.""Everything we measure is anchored in what explains success.""You see that mental edge differentiates professionals even more than at a collegiate level.""Positive psychology is aligning your natural gifts that help you be great at certain things into doing those things so you can reach excellence.""The biggest thing is you've got to make sure you're measuring what matters."Find out more about Courtney McCashland through the link/s below:https://www.linkedin.com/in/courtney-mccashland/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

"I'm stuck in my 147th meeting with decision-makers who keep saying 'just one more'..."Sound familiar? In this week's episode, I dive into the hidden barriers facing women-led healthcare innovations and why solutions that could save lives get trapped in procurement purgatory.Episode Highlights:The Hidden Barriers in Women's Health InnovationLess than 3% of venture capital funding goes to women-owned businessesWomen-led companies generate 35% higher ROI and 12% higher revenue than male counterpartsSabrina introduces the three Gatekeeper Myths from her TEDx talk that hold women founders backThe Mental MoatHow self-doubt affects even accomplished healthcare professionalsWhy your unique perspective is actually your greatest strengthSuccess story: How reframing personal experience as expertise led to partnerships with three major health systemsThe Perception DrawbridgeThe perfectionism trap that high-achieving women often fall intoWhy "doing it all yourself" leads to overwhelm and stalled growthPractical approaches to strategic delegation, automation, and elimination of non-essential tasksThe City WatchThe shocking statistic: less than 2% of medical research funding goes to pregnancy, childbirth, and female reproductive healthHow historical exclusion of women from clinical trials (pre-1993) continues to impact innovation todayRecent progress: Nearly $1 billion in new investments announced at the White House Conference on Women's Health ResearchBuilding Your Breakthrough StrategyFour proven approaches that successful women founders are using right nowHow one founder cut her sales cycle from 147 days to just 45 daysThe rise of FemTech and new opportunities across the women's health spectrumThe HealthTech Showdown OpportunityWhy Sabrina created this monthly virtual event specifically for healthcare innovatorsWhat to expect at the March 27th event focused on women's health solutionsHow to connect directly with health system leaders, investors, and successful foundersResources Mentioned:HealthTech Showdown (March 27th, 11am EST): Register at HealthTechShowdown.comSabrina's TEDx Talk "The 3% Problem: Why Women-Led Healthcare Innovation is So Hard": Watch at PulsePointPath.com/TEDx"Funding Her Future" Interview Series: Watch on YouTubeConnect with Sabrina:LinkedIn: Sabrina RunbeckWebsite: PulsePointPath.comThis episode was recorded as part of Sabrina's ongoing commitment to supporting women founders in healthcare innovation. If you found this valuable, please share with a founder who needs to hear it.Episode Timeline:00:01:18 - Challenges in Healthcare Innovation00:02:38 - Barriers for Women's Health Innovations00:04:47 - Myth #1: The Mental Mode (Self-Doubt)00:07:48 - Myth #2: The Perception Drawbridge00:13:25 - Myth #3: The Citywatch (Systematic Challenges)00:15:27 - Creating an Empowered Ecosystem00:17:45 - Key Strategies for Founders Today00:18:59 - HealthTech Showdown & Opportunities for Founders00:20:32 - The Future of FemTech00:24:39 - Conclusion & Next StepsListen

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals.ADDITIONAL RESOURCESLearn more about Steve Fitz and his company through the links below.https://www.linkedin.com/in/steven-fitz-1487a4/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:49] Challenges in Selling Enterprise Software[00:02:48] The Importance of Discovery in Sales[00:04:00] Executive Alignment and Its Impact[00:05:06] Measuring Sales Success: Activities vs. Accomplishments[00:06:00] Building Trust and Credibility with Customers[00:06:54] The Art of Effective Listening in Sales[00:09:08] Qualifying Opportunities and the Courage to Say No[00:10:18] Navigating Customer Relationships and Building Partnerships[00:12:42] The Role of Patience and Timing in Sales[00:15:47] Overcoming Seller Deficit Disorder[00:19:03] The Power of Discovery and Active Listening[00:28:37] Transforming Customer Relationships into Partnerships[00:35:40] Understanding Customer Buy-In[00:36:10] Balancing Big Deals and Forecasts[00:36:58] Executive Alignment and Team Collaboration[00:38:50] The Importance of Long-Term Thinking[00:44:24] Instilling the Right Mindset in Sales Reps[00:45:41] The Value of Embracing the Grind[00:51:47] Feedback and Continuous Improvement[01:03:04] Navigating Procurement ChallengesHIGHLIGHT QUOTES[00:02:15] "You have to do your homework, you've got to know the customer better than they do."[00:02:51] "Discovery in the art of discovery has been lost in the last couple of years."[00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson."[00:11:35] "You've got to slow down to go fast."[00:21:18] "Ask the customer how they do what they currently do today and where they see challenges."[00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own."[00:45:26] "The grind is life. The grind is the job. The grind is everything."

Software Sales Pitch perfekt aufbauen – SaaS Sales Pitch Deck Schritt-für-Schritt Guide für den IT Vertrieb. In diesem Pitch Tutorial erfährst du, wie du mit einer klaren Pitch Anleitung deine Sales Cycle verkürzt. Viele Sales Reps machen den Fehler, einfach ihre Features herunterzubeten – doch das überzeugt keine Entscheider. Ein Pitch muss strategisch aufgebaut sein, um den Kunden durch den Sales Funnel zu führen. Kickscale Extended Free Version: https://2ly.link/1zdl4 Download Pitch Template: https://2ly.link/2426j zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://calendly.com/softwaresalesformula/startgesprach-30min  Timestamps: (0:00) – Intro: Warum dein Pitch scheitert  (2:15) – Die drei Ziele eines Sales Pitches  (4:35) – Der größte Pitch-Fehler im Software Sales  (6:55) – Ohne Discovery Call kein guter Pitch  (9:12) – Die Value Pyramid: So baust du dein Pitch Deck  (11:35) – Pitch Deck Struktur: Der perfekte Aufbau  (13:57) – Social Proof & Use Cases richtig nutzen  (16:20) – Call to Action: So verkaufst du die nächsten Schritte  (18:44) – Zusammenfassung & Best Practices   

Discover all of the podcasts in our network, search for specific episodes, get the Optimal Living Daily workbook, and learn more at: OLDPodcast.com. Episode 1581: Alex Embling explores how automated lead nurturing can enhance marketing efforts by keeping prospects engaged through AI-driven email sequences and personalized content. By leveraging automation, businesses can build stronger relationships, optimize sales funnels, and increase conversions without overwhelming their teams. Mastering these strategies ensures no lead is left behind, making marketing more efficient and effective. Read along with the original article(s) here: https://neilpatel.com/blog/automated-lead-nurturing/ Quotes to ponder: "Automation allows you to stay engaged with potential customers without overwhelming your sales team." "With the right lead nurturing strategy, you can build relationships at scale and guide prospects toward conversion." "AI and automation tools help ensure that no lead falls through the cracks, keeping your sales funnel active and optimized." Learn more about your ad choices. Visit megaphone.fm/adchoices

Discover all of the podcasts in our network, search for specific episodes, get the Optimal Living Daily workbook, and learn more at: OLDPodcast.com. Episode 1581: Alex Embling explores how automated lead nurturing can enhance marketing efforts by keeping prospects engaged through AI-driven email sequences and personalized content. By leveraging automation, businesses can build stronger relationships, optimize sales funnels, and increase conversions without overwhelming their teams. Mastering these strategies ensures no lead is left behind, making marketing more efficient and effective. Read along with the original article(s) here: https://neilpatel.com/blog/automated-lead-nurturing/ Quotes to ponder: "Automation allows you to stay engaged with potential customers without overwhelming your sales team." "With the right lead nurturing strategy, you can build relationships at scale and guide prospects toward conversion." "AI and automation tools help ensure that no lead falls through the cracks, keeping your sales funnel active and optimized." Learn more about your ad choices. Visit megaphone.fm/adchoices

We dive into enterprise marketing management with Paula Mejia, Vice President of Enterprise Marketing at WIX Studio in this episode. Paula brings a wealth of knowledge from her nine-year journey with WIX, where she has spearheaded growth, brand, and product marketing initiatives, significantly contributing to the platform's expansion. Paula shares her insights on balancing strategic planning with daily management, highlighting the importance of aligning every team effort with the broader long-term goals. Paula shares how she manages to strike a balance between short-term performance metrics and long-term growth strategies. She emphasizes the crucial role of continuous evaluation and optimization within the marketing funnel. Paula also discusses how her team experiments with various marketing tactics, detailing their rigorous approach to optimizing for quality leads and testing new initiatives. Another key takeaway from the episode is the importance of cross-departmental collaboration, particularly in aligning marketing initiatives with product and sales teams. Paula underscores the value of constant communication and real-time feedback in ensuring strategic alignment across all levels.  Key Segments: [00:02:50] Paula Mejaya: WIX Studio Growth Leader [00:05:08] Transitioning from B2C to B2B Markets [00:08:31] Strategic Alignment in Marketing [00:11:58] EDGE of the Web Title Sponsor: Site Strategics [00:14:13] Balancing Short-Term Metrics with Long-Term Growth [00:16:02] Enterprise Migration Challenges & Long-Term Strategy [00:18:36] Optimizing MQL Pipeline Tactics [00:23:47] EDGE of The Web Sponsor: Wix Studio [00:26:38] Wix's E-commerce Pivot During COVID [00:27:57] Cross Departmental Marketing Context Needs Thanks to Our Sponsors! Site Strategics: http://edgeofthewebradio.com/site Wix Studio: http://edgeofthewebradio.com/wixstudio Follow Our Guest LinkedIn: https://www.linkedin.com/in/paulaxmejia

Von der Wohnzimmergründung zum Unicorn: Julius Köhler, Co-Founder von Sennder, teilt spannende Einblicke in den Aufbau eines der erfolgreichsten Logistik-Startups Europas. In dieser Folge erklärt Julius, wie Sennder es geschafft hat, Großkunden wie Coca-Cola zu gewinnen, warum es wichtig ist, die Bedürfnisse aller Stakeholder – von Kunden bis zu LKW-Fahrern – zu verstehen, und wie man erfolgreich skaliert, ohne dabei Qualität und Beziehungen zu opfern. Julius gibt wertvolle Tipps zu Teamaufbau, Delegation, Vertrieb und Kundenbindung, die jedes skalierende Unternehmen kennen sollte.Was du lernst:Warum Großkunden eine Schlüsselrolle für schnelles Wachstum spielen und wie man sie überzeugt.Wie Sennder mit kleinen Speditionen zusammenarbeitet, um langfristig gemeinsam zu wachsen.Warum es wichtig ist, Kundenbedürfnisse durch aktives Zuhören zu verstehen und seine Dienstleistungen flexibel anzupassen.Wie man als Gründer frühzeitig Aufgaben delegiert und ein starkes Team aufbaut.Wie im Falle Sennder proaktive Kommunikation und Technologie wie GPS helfen, Probleme frühzeitig zu erkennen und Kundenbeziehungen zu stärken.Warum Nähe zu den Stakeholdern, wie beispielsweise LKW-Fahrern, entscheidend ist, um Produkte und Dienstleistungen zu verbessern.ALLES ZU UNICORN BAKERY:https://zez.am/unicornbakery Mehr zu Julius:LinkedIn: https://www.linkedin.com/in/julius-koehler-b68a4494/ Website: https://www.sennder.com/de Join our Founder Tactics Newsletter:2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:https://www.tactics.unicornbakery.de/ Kapitel:(00:00:00) Gründungehistorie von Sennder(00:04:43) Wieso bist du trotz "fehlerhafter" Idee mit eingestiegen & wie seid ihr mit der Idee umgegangen?(00:08:15) Wer sind die Stakeholder, die ich glücklich halten muss & wie mache ich sie glücklich?(00:11:29) Wie ist man als kleines Startup zu Beginn überzeugend?(00:13:59) Will man zu Beginn vorrangig Enterprise-Kunden, um schneller zu wachsen?(00:17:42) Wie bediene ich große Nachfrage bzw. kann ich "mal eben" meine Carrier aufstocken?(00:21:13) Ist Early-Payout Teil des Geschäftsmodells & welche Teile gibt es noch?(00:25:08) Wie verändert sich die Teamstruktur im Vertrieb im Lauf der Zeit?(00:28:06) Wie lange ist ein Sales-Cycle?(00:29:21) Gibt es Inbound-Leads & welchen Zusammenhang gibt es zu den Ausschreibungen?(00:32:30) Was gibt es außer Carrier-Managern noch bei euch, um die Kunden glücklich zu machen?(00:34:11) Wie sieht der Notfallplan aus, wenn etwas schief läuft (+ Beispiel)?(00:38:05) Wie schafft man, weiter zu wachsen, auch wenn man nicht zu 100 % die Ziele umsetzen kann?(00:40:54) Wie kann man die Strukturen optimieren, um mehr zu leisten?(00:42:55) Wann ist ein guter Zeitpunkt für die Onboardings & wie geht ihr in die Umsetzung? Hosted on Acast. See acast.com/privacy for more information.

Meet Jasmeet Sraw, Head of Growth at Insite AI, a company that specializes in data-driven growth for CPG and retail companies.   Jasmeet shares valuable insights on how Insite AI leverages data and AI to help businesses in these industries overcome challenges related to revenue growth management, category management, and sales cycle optimization.   He also discusses the importance of understanding the interconnectedness of different departments within an organization and how Insite AI acts as a conduit between technology and business teams.   

Verbindlichkeit ist ein rares Gut geworden. Der Anspruch an den Vertrieb wird immer größer: Kunden haben kein Commitment, Sales-Cycle werden länger, Entscheidungen werden hinausgezögert, No-Show-Raten werden immer mehr - die Liste ist lang. Mit diesem Beitrag gebe ich dir 3 klare und direkt umsetzbare Hebel, um mehr Verbindlichkeit für schneller mehr Kunden zu erreichen!

What does it take to succeed for 15 years in the ever-evolving world of technology? With our guest, we'll talk about one of the fastest growing companies in the world and learn how to build effective support systems, manage change and completely redefine pre-sales excellence. ​ You will learn how a team of “support engineers” can transform into a James Bond type of department that excels in breakthrough innovation and strategic direction. What's the secret to keeping solution engineers engaged and effective? How do you balance demand, scale and talent development in a high stakes environment? ​ We'll also talk the fascinating dynamics behind demo engineering and customer-centric strategies, and Jonathan explains why the right organizational structure can make the difference between success and failure in the pre-sales ecosystem. Whether you're in the SaaS or pre-sales industry or just want to know how high-performing teams work, this episode is packed with stories, lessons and practical tips. ​ ---------- ​

Do you ever wonder why some services are easy to book and others aren't? Well, there's actually a reason why this is! I explain it in today's podcast. Do you want to work with me? Click here to get started. Get the formula for making 100k in Revenue for FREE ⁠here⁠. Follow me on Instagram: @esthetician.coach --- Support this podcast: https://podcasters.spotify.com/pod/show/brittany-hagemann/support

In this episode, we dive deep into the innovative world of Pivotal Health with its CEO, Sal Braico. Pivotal Health is revolutionizing the urgent care industry by bringing high-quality medical services directly to patients' homes. With 13,000+ visits and rave reviews, Pivotal Health addresses the inefficiencies of traditional healthcare by eliminating the need for waiting rooms and reducing administrative burdens. Sal discusses the strategic shift towards providing services through employer partnerships, enhancing accessibility while maintaining affordability through a subscription-based model. Highlights include...Sal Breakco's Background and Pivotal Health's Mission (2:35)Logistics and Demand Management (5:46)Recruiting and Retaining Providers (7:13)Market Expansion and Strategy (9:58)Business Model and Pricing (12:16)Sales Cycle and Employer Partnerships (20:10)Exit Strategies and Investment Opportunity (25:20)

In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.Chapters00:00 Introduction to Building Great Sales Teams00:38 Understanding the Sales Cycle02:07 Developing Referral Partners03:16 Optimizing Your Sales Process04:21 The One Call Close Strategy07:11 Capitalizing on Timing10:26 Creating a Scalable Prospecting Module15:23 Conclusion and Real-Time Application Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

This week we are joined by an outstanding brand that was listed on the Lightning 50 list of fastest growing Shopify brands in 2021!Nick is joined by Mikayla Moulton, Director of Marketing at trueCABLE. They dive into the methods trueCABLE have been using over the past few years to drive the highest ROI and scale their brand fast & sustainably! Whether you're looking to refine your marketing methods or enhance your product offerings, this episode provides the essential tips you need to market any product! trueCABLE: https://www.truecable.com/Sign up to the Growth Hub here: https://wwspodcast.com/pages/the-growth-hubKey takeaways:0:00 Introduction3:16 How trueCABLE sells un-sexy products!7:29 How to Snatch Up New Customers12:05 Can You Use AI To Enhance Your Marketing?18:51 What Marketing Method Drives The Highest ROI?22:49 The Right Approach To Abandoned Checkouts28:35 The “No” Strategy33:50 How Can We Improve the Sales Cycle on Shopify?37:29 The Biggest Challenge For The Marketing Team42:21 How to reach out to trueCableCheck out our awesome partners!Join the bootcamp and elevate your inventory game: https://info.brightpearl.com/winning-with-shopify-holiday-planning-bootcampBook your FREE Influencer Marketing demo session with Afluencer here! https://afluencer.com/wws/To learn more or claim your free customer analysis and strategy session, visit seguno.com/winningwithshopifySupport the show

Have you ever wondered what it takes to turn a groundbreaking idea into a successful startup, especially in the face of seemingly insurmountable challenges? In this episode of The Angel Next Door Podcast, Marcia Dawood sits down with Tricia Compas-Markman, a civil engineer turned entrepreneur, to explore the uncharted waters of innovative problem-solving and business resilience. Through their engaging discussion, listeners gain an intimate look at the complexities and triumphs of launching a mission-driven venture.With a background in civil engineering from Cal Poly and a passion for providing clean drinking water in disaster zones, Tricia shares her journey from a simple master's thesis to founding DayOne Response—a company dedicated to creating family-sized water treatment devices. Her story is one of visionary thinking, relentless determination, and an unyielding commitment to making a positive impact on vulnerable communities worldwide.In this episode, Marcia and Tricia go deep into the entrepreneurial process, covering topics such as tech transfer, investor engagement, complex sales cycles, and the strategic shifts required for sustainability. Listeners will learn about the importance of intellectual property, the challenges of regulatory approvals, and the intricacies of selling to large organizations and relief agencies. Moreover, Tricia's pivot to aiding other entrepreneurs through Venturewell showcases the enduring value of lessons learned, even when a startup doesn't survive. This episode is a must-listen for aspiring entrepreneurs, investors, and anyone intrigued by the journey of turning innovative ideas into impactful realities. To get the latest from Tricia Compas-Markman, you can follow her below!LinkedIn - https://www.linkedin.com/in/tricia-compas-markman-04103239/  Sign up for Marcia's newsletter to receive tips and the latest on Angel Investing!Website: www.marciadawood.comLearn more about the documentary Show Her the Money: www.showherthemoneymovie.comAnd don't forget to follow us wherever you are!Apple Podcasts: https://pod.link/1586445642.appleSpotify: https://pod.link/1586445642.spotifyLinkedIn: https://www.linkedin.com/company/angel-next-door-podcast/Instagram: https://www.instagram.com/theangelnextdoorpodcast/TikTok: https://www.tiktok.com/@marciadawood

In this engaging conversation, Catherine and Sean discuss a variety of topics ranging from Catherine's recent trip to Italy, cultural reflections on travel, insights from their latest sales cycle in the construction industry, and the importance of understanding client behavior in the current economic climate. They also touch on financing trends in home renovation, the significance of client expectations, and wrap up with a fun trivia challenge.

Summary The conversation revolves around the topic of backlog and its impact on business operations. The hosts discuss the advantages and disadvantages of being booked out for a long period of time. They also touch on the importance of tracking the sales cycle and using backlog as a future indicator. The conversation highlights the need for strategic planning, managing manpower needs, and making informed decisions based on backlog data. The hosts also mention the potential impact of backlog on client perception and the benefits of having peace of mind and stability. They briefly discuss the idea of hiring a dedicated salesperson and the unique selling proposition of their business model. Overall, the conversation provides insights into the challenges and opportunities associated with backlog management. In this episode, Catherine and Sean discuss the concept of backlog in the construction industry and how it can affect businesses. They explore the emotional roller coaster that comes with not knowing when the next job will come in and the importance of tracking and analyzing trends. They also touch on the dismantling of dams in the United States and the challenges of maintaining and restoring them. The episode concludes with a trivia segment where they test each other's knowledge on construction-related topics.

Ready to learn what goes into scaling a tech-focused consulting firm from the ground up? In this episode, Tommy Ogden, co-founder of Activera Consulting, shares the fascinating journey of launching and growing a multimillion-dollar consultancy within just one year. Drawing on his extensive experience in both boutique firms and global giants like Accenture, Tommy delves into the strategic decisions that have propelled Activera's rapid success. He offers a candid look at the challenges of balancing talent acquisition with business development, the importance of defining and honing in on core service pillars, and the key lessons learned from his transition out of the corporate world. Tommy's insights provide a blueprint for anyone looking to build a successful, agile consulting business that can adapt and thrive in a competitive market.In this episode, you will learn:How to strategically define and focus on core service offerings for business growthThe importance of balancing talent acquisition with securing big deals in a small firmInsights into transitioning from corporate roles to founding a new consulting businessThe role of relationship-building in business development and client retentionEffective strategies for managing project margins and maintaining profitability in consultingWelcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Tommy Ogden is the Director and Delivery Excellence Lead at Activera Consulting, a Houston-based boutique firm specializing in the future of energy. With 22 years of experience in roles like financial analyst, strategy consultant, and project manager, Tommy leads teams in delivering impactful, tailored solutions. His expertise spans M&A, AI & Tech Readiness, and Change Innovation. Certified in PMP, PSM, and SAFe, Tommy is recognized for his innovative problem-solving and ability to drive measurable business outcomes.In this episode, you'll discover how to strategically define and focus on core service offerings to drive business growth, along with the critical balance between talent acquisition and securing big deals in a small firm. You'll gain insights into transitioning from corporate roles to founding a consulting business, and understand the vital role of relationship-building in business development and client retention. Additionally, you'll learn effective...

In this episode of Content Logistics, hosts Baylee Gunnell and Dallion Durán-Ballén welcome Tas Bober, Digital Strategy Advisor at Delphinium, to discuss effective strategies for creating high-converting landing pages in B2B SaaS. Tas introduces her "Chipotle Method" for crafting landing pages, emphasizing the importance of understanding the buyer's journey and product features. She explains how to map out the entire buying process, from market overview to product details, and recommends creating 5-9 core landing pages that can be reused and adapted for different campaigns.Tas shares practical tips for improving landing pages, including the value of anchored navigation and the importance of relevant, high-quality gated content. She advises marketers to focus on providing genuine value in all marketing efforts, especially when it comes to gated content. The conversation also touches on the benefits of this approach for lean marketing teams, allowing them to do more with less while maintaining consistency and quality.The discussion concludes with Tas offering insights on testing and iterating landing pages, emphasizing the importance of transparency and data-driven decision-making. She highlights the need for marketers to take initiative and run experiments, even with limited resources. The episode wraps up with Tas sharing her biggest "content marketing ick" - gated content that fails to provide real value to the reader. This episode is essential listening for B2B marketers looking to enhance their landing page strategies and optimize their digital marketing efforts.

Do you have a clear understanding of how you are moving followers into lifelong customers? If your answer is no, don't worry, I have the solution for you! In today's tactical episode, I'm sharing a four step process to help you map out your process so you can shatter your sales plateau! Grab a pen and notebook and let's dive in!

In this episode, we dive into the Buyer Sales Cycle, exploring the process from both the buyer's and the real estate agent's points of view. We begin by discussing the buyer's journey, which typically starts 6-12 months before even connecting with an agent. Buyers are researching homes online, saving for down payments, and possibly getting pre-qualified for a loan. Next, we shift to the real estate agent's perspective. We'll outline how agents find and nurture leads, convert them into active buyers, and guide them through the entire home-buying process. From property selection and showings to writing offers, negotiating, and navigating the under-contract phase, agents play a critical role in ensuring a smooth transaction. We also introduce the BDA (Before, During, After) Concept, a framework for agents to manage their buyers through each stage of the sale. The “Before” phase covers initial contacts and writing offers; the “During” phase focuses on tasks from contract execution to closing; and the “After” phase includes post-closing follow-up, ensuring long-term client relationships. Whether you're a buyer looking to understand the process or a real estate agent refining your approach, this episode provides a comprehensive look at how the buying process works from start to finish. Find our show notes at https://www.wbnlcoaching.com/podcast

Learn More about Brandon at:  https://ravingreferrals.com/ Brandon Barnum, often referred to as the “King of Referrals” is an award-winning serial entrepreneur, coach, consultant, speaker, trainer, and workshop leader. He serves as CEO of HOA.com - the #1 Referral Network for Home Service Professionals, and as Chairman of the Board of The Champions Institute. He is a highly sought-after expert in referrals, marketing, sales, joint ventures, business development and business growth strategies.While a single dad in 1997, Brandon was an early technology innovator featuring real estate property listings from Realtors he partnered with and promoted. After learning the art and science of referrals, he increased his annual income 10X from $20K to $200K in just 18 months. Brandon has since closed over $500 million in transactions by referral and has founded multiple local and online referral platforms and networks connecting more than 5 million members in 195 countries.After learning the BANK sales methodology, Brandon helped launch and served as CEO of Codebreaker Technologies building Codebreaker AI, the world's first personality-based AI for sales. He now helps businesses close more sales in less time training the BANK sales methodology through his training and coaching company, The Champions Institute.Brandon Barnum has been featured internationally on TV, radio, several books including Cracking The Millionaire Code and Zero to Hero, and in magazines including The Wall Street Journal, Business Journal and Newsweek to name a few. Brandon is passionate about empowering business owners and professionals with a step-by-step system for attracting profitable prospects and expanding their income, influence and impact. Please leave a review or send us a Voice note letting us know what you enjoyed at:Back2Basics reconnecting to the essence of YOU (podpage.com)Follow us on IG and FB @Back2BasicsPodcast

In this powerful episode, we dive into a transformative approach to client relationships that will change the way you do business, going beyond the surface to tackle some of the most pressing challenges entrepreneurs face today — especially those who want to maintain high standards, protect their boundaries, and ensure they're working with clients who truly value what they bring to the table.We explore the concept of making your clients audition for the privilege of working with you, much like contestants on American Idol. This isn't about playing hard to get; it's about setting clear boundaries, commanding confidence, and ensuring that the clients you take on are aligned with your values, vision, and the level of service you provide.In this episode, I discuss:Auditioning Your Clients: Just like in American Idol, not everyone makes it to the next round. I'll teach you how to audition your clients, guiding you on principles to help them either self-eliminate or clearly identify themselves as strong potential candidates.Creating Demand Generation: Discover how to generate strong demand for your services, making clients eager to work with you. When done right, this approach flips the script, positioning you as the sought-after expert who clients are vying to work with.Combating Scope Creep: Learn how to protect your time and resources by setting firm boundaries from the start, ensuring that your projects stay within scope and that you're compensated fairly for any additional work.Setting Boundaries and Expectations as an Empath: As someone who genuinely cares about others (and I'm sure you do in your business), it can be challenging to enforce boundaries. I'll share strategies to balance empathy with the necessity of maintaining your professional integrity.Commanding Confidence in the Discovery Phase: The initial discovery phase is crucial for establishing authority and setting the tone for the entire client relationship. I'll guide you on how to exude confidence and control during this critical stage.Mastering Value-Based Pricing: Discover how to shift the focus from cost to value, ensuring that clients understand and appreciate the worth of your services. I'll share techniques for implementing value-based pricing that aligns with the results you deliver, helping you command higher fees while maintaining client satisfaction.Maintaining High-Profit Margins: Learn strategies to keep your profit margins high without compromising on the quality of your work. We'll discuss how to structure your offerings and negotiations to ensure you're paid what you deserve, allowing you to focus on delivering excellence.Removing Objections with Confidence: Objections can derail a conversation and undermine the perceived value of your services. I'll guide you on addressing and removing objections preemptively, creating an environment where clients see you as the essential bridge to achieving their goals. By removing the air out of the room, you'll keep the focus on the vision and the transformative impact of working with you.Eliminating Budget Concerns: Learn how to remove budget from the equation by shifting the conversation to value. I'll show you how to guide clients to see the worth of your services, allowing you to command the rates you deserve while keeping your profit margins high.By the end of this episode, you'll have a clear roadmap for elevating your business relationships, protecting your time and energy, and ensuring that the clients you work with are a perfect fit for your services. If you're tired of chasing clients, compromising on rates, or dealing with constant scope creep, this episode is for you. Beyond The Episode Gems:• Learn More Starting Your Own Business With Amazon's Delivery Service Program• Start Creating Exceptional Sites & Business Solutions Using Wix Studios • Grow Your Business Faster Using HubSpot's CRM Platform• Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Buy Troy's Book, Strategize Up That Is Referenced In This Episode: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Get Strategy Solutions & Services: GrowWithTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

Grab your laptop and throw those rock hands in the air because we're chatting with Fabrice Sergent, Leader & Co-Founder of Bandsintown. Fabrice takes us through the history of the company, which is the largest concert discovery platform in the world. He explains how Bandsintown alerts fans when their favorite artists come to town and helps them discover new artists, helps artists to promote their tour dates and reach new fans, and helps venues populate dates on different platforms and reach new buyers. With over 650,000 artists using the platform, it has become a valuable resource which allows them to focus on their art and stage presence and makes the marketing side easier. Fabrice tells us about his longtime passion for live events and how he feels love music is a critical part of society and promotes happiness, tolerance and understanding in the world. We talk about the global market and how an international perspective is important for artists and also can yield important perspective and tips for venues. Enjoy this fascinating episode that looks inside the origins of Bandsintown throughout a broader discussion on live events, music marketing, and challenges facing venues, promoters, and artists.Fabrice Sergent: Instagram | Email | LinkedInBandsintown: Facebook | X/Twitter | Instagram ––––––ADVENTURES IN VENUELANDFollow on Instagram, LinkedIn, Facebook, or X/TwitterLearn more about Event & Venue Marketing ConferenceMeet our team:Paul Hooper | Co-host, Booking, Branding & MarketingDave Redelberger | Co-host & Guest ResearchMegan Ebeck | Marketing, Design & Digital AdvertisingSamantha Marker | Marketing, Copywriting & PublicityCamille Faulkner | Audio Editing & MixingHave a suggestion for a guest or bonus episode? We'd love to hear it! Send us an email.

In this episode of 'Building Great Sales Teams,' Doug emphasizes the importance of follow-up in the sales process and introduces Ely Delaney, an automated system specialist. Ely shares his expertise in creating effective follow-up systems that help convert clients into loyal fans. The conversation covers the misconception that sales is all about pitching, highlighting instead the value of building relationships and consistently adding value. They discuss practical strategies such as varying the timing and content of follow-up messages, using automation to manage tasks, and mixing automated emails with personal touches to enhance client connections. Ely also shares success stories to illustrate the long-term benefits of a robust follow-up system.Chapters00:00 Introduction to Building Great Sales Teams00:40 The Importance of Follow-Up in Sales01:00 Meet Ely Delaney: The People Whisperer01:55 Effective Communication with Prospects and Clients04:42 Transforming Email Marketing08:42 The Power of Consistent Follow-Up12:47 Random Acts of Kindness in Business15:40 Leveraging CRM for Personal Touch20:02 The Long-Term Impact of Follow-Up22:03 Ely's Success Stories and Strategies23:34 Connecting with Ely Delaney29:38 The Legacy of Kindness and Respect32:52 Conclusion and Call to ActionYou can connect with Ely Delaney on:Website:https://ConnectWithEly.comInstagram:https://www.instagram.com/elydelaney/LinkedIn:https://www.linkedin.com/in/elydelaney/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

Welcome to Rev Real Estate School! In this episode, hosts Michael Montgomery and Jessica Lawton-Bonello dive into essential tips for new real estate agents. Learn how to build your business from scratch, develop short-term, mid-term, and long-term strategies, and leverage rentals and social media to boost your career. Tune in for expert advice, engaging stories, and actionable steps to thrive in the competitive world of real estate. Want to be part of the conversation? Comment on YouTube and we'll respond: https://youtu.be/a80Ph0Soo6I?si=DLjHA1PixWVMxJqC Topics Discussed - Lead generation for new agents - What new agents should do - How to be successful in real estate Timestamps 00:00 Introduction 01:51 Mental Preparation for New Agents 03:23 Sales Cycle of Real Estate 05:13 Importance of Early Success and Luck 06:02 Strategies for Short-term, Mid-term, and Long-term Success 07:13 The Flywheel Effect in Real Estate 09:08 Generating Revenue as a New Agent 11:17 Learning Neighborhoods and Buildings 12:45 The Importance of Networking 14:10 Befriending High-Producing Agents 17:16 Talking to People about Real Estate Daily 18:35 Engaging with Local Businesses and Communities 19:55 Building Relationships through Shared Interests 22:06 Becoming Known as the Neighborhood Expert 24:30 Proximity and Familiarity in Real Estate 27:44 Overcoming Fear of Posting on Social Media 32:25 Content Creation Strategies 35:28 Analyzing Social Media Engagement Data 36:43 Finding and Pivoting Your Niche 37:20 Closing Remarks Agent 15-Day Free Challenge: https://courses.revrealestateschool.com/ Social Media: YouTube: https://www.youtube.com/c/RevRealEstateSchool  TikTok: https://www.tiktok.com/@revrealestateschool Instagram: https://www.instagram.com/revrealestateschool/ Rev Real Estate School is here to teach real estate agents how to become successful in their careers and scale anywhere from 0-100 transactions while working 5 days per week by working your SOI and no cold calling, FSBOs, expireds, or online leads. The real estate agent tips and tricks will benefit beginner agents and growing REALTORs® with marketing ideas, database marketing, SOI growth, social media, scripts, dialogues, habits, mindset, networking, and negotiation.

Join us for this episode of the Xcast to learn all about the new buzz term in using ABM within the world of events for pipeline generation – aka “account based experiences.” Events have long been a powerful tool for amplifying brand voices and messaging, creating memorable experiences that resonate with audiences and foster meaningful connections. However, in our post-pandemic world, the need to justify event budgets has become more crucial than ever.In this episode we explore how events can be strategically linked to the sales funnel, providing a clear path from engagement to conversion. This connection is vital for demonstrating the tangible value that events bring to the table, not just as standalone experiences but as integral components of a comprehensive marketing strategy.Our guest, EJ Oelling, shares firsthand insights on navigating these changes and leveraging events to accelerate the sales cycle. Key takeaways:How experiences can speed up the sales cycle.The concept of Account-Based Experiences (ABX) and its impact on business outcomes.The role of events in brand strategy and their evolution over the years.Insights into structuring an Events Portfolio under an ABX strategy.Current trends, including the role of AI in enhancing event success.Practical advice for integrating account-based marketing into your events strategy.Get ready for an enlightening conversation on maximizing the impact of your events in B2B marketing. Grab your headphones and join us! 

In today's fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest "Sales Talk for CEOs" episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of "The Value Sale." In this discussion, we delve into how emphasizing value rather than just product features can revolutionize sales dynamics and lead to enduring customer relationships.Key Takeaways:Accelerating Sales Cycles with Value: Demonstrating the true value of products or services can significantly shorten the sales cycle and enhance customer satisfaction.Sustaining Post-Sale Value: Delivering ongoing value post-sale is crucial for ensuring customer loyalty and facilitating smooth renewals.Essential Value Articulation: It's vital for CEOs to train their teams to articulate value effectively, aligning closely with customer expectations.Action Steps for CEOs:Evaluate Sales Messaging: Refocus your sales conversations to emphasize value over product features.Commit to Training: Continuously train your sales team on recognizing and communicating value effectively.Adapt and Improve: Regularly assess how your team communicates value and adjust strategies as needed.Ian Campbell shared, "When value drives a deal, people shorten the sales cycle. They make better references." This emphasizes the importance of a value-centric approach in modern sales strategies.Alice Heiman underscored the significance of this strategy, stating, "When there's value, you have the momentum you need to keep a sale going and close it."For a deeper dive into how embedding value in your sales process can foster more engaged and loyal customers, be sure to watch the full episode of "Sales Talk for CEOs." This discussion is essential for CEOs looking to refine their sales strategy and cultivate teams that prioritize customer value at every interaction. Don't miss these expert insights — watch the full episode now!You are not going to want to miss this episode with expert Ian Campbell! For a comprehensive exploration of their insights, make sure to watch the entire episode.Chapters00:00 Introduction - Welcome to Sales Talk for CEOs and introduction to the value proposition topic with guest Ian Campbell of Nucleus Research.01:30 The Importance of Value - Exploring why value is essential in sales and how it can shorten sales cycles and foster long-term customer relationships.02:56 Focusing on Customer Value - The discussion shifts to a customer-centric approach and how value shapes their purchasing decisions.04:28 Renewals and References - Ian emphasizes the pivotal role of articulating value for subscription renewals and generating robust customer references.05:34 Beyond the Sale - Delving into how value sustains the customer journey beyond the initial sale, influencing retention and word-of-mouth marketing.06:23 Key Value Aspects - Ian breaks down the critical factors of value that resonate most strongly with customers, aiding in the sales process.07:23 Direct vs. Indirect Benefits - Understanding the difference between direct and indirect benefits and their impact on the value narrative.08:15 Crafting Marketing and Sales Messages - The conversion to align marketing and sales messaging with value-driven content to captivate the target audience.09:39 The Art of Value Language - Learning how to effectively communicate value propositions, translating into successful customer engagement.10:17 Selling Through Value - Ian explains the significance of selling through an individual to make an organization-wide impact.12:08 Assessing Sales Team Culture - A guide for CEOs to evaluate whether their teams are truly embracing value selling tactics.13:14 Training for Value Selling - Highlighting the necessity for CEOs to provide comprehensive training on value selling and relevant tools to their sales teams.18:23 Knowing Your Customer Value - Emphasizing the need for connecting product features to tangible customer value.19:08 Value Selling Methodology - Ian shares practical steps in the methodology of value selling, from early engagement to closing deals.21:16 The Elevator Pitch - The importance of equipping your sales team with a strong value-driven pitch for stakeholders like the CFO.About GuestIan Campbell is CEO of Nucleus Research, where he is responsible for the company's investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.Social Links Ian Campbell LinkedIn: https://www.linkedin.com/in/iancampbellnucleusresearch/Nucleus Research LinkedIn: https://www.linkedin.com/company/nucleus-research/Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeline CRM hosts Dionne Mejer, CEO of Revenue By Design. They delve into a three-step process for unlocking revenue growth and discuss the importance of identifying, specifying, and testifying in the sales cycle.

In this episode of The Tactical Empire, Jeff Smith and Derek Batman from Lucid Branding Solutions delve into evolving gym marketing strategies, emphasizing customized approaches, technology-human touch balance, and scalability considerations. They further discuss guidelines for gym owners, including the financial threshold for ad spend, content creation tips, the role of a skilled salesperson, and the contact information for Lucid Branding Solutions.Chapters00:00 Introduction to Tactical Empire00:35 Meet Derek Batman: A Journey from Gym Owner to Marketing Guru02:54 The Birth of Lucid Branding Solutions08:05 Challenges and Solutions in Gym Marketing11:42 The Power of Personal Touch in Marketing12:47 Expanding the Business Model: Setting Up a Call Center14:55 The Impact of a Personalized Approach22:03 Facing the Challenges of Scaling Up22:42 The Genesis of a Game-Changing Service for Gyms24:36 Scaling Beyond the Gym: A Vision for Diverse Industries27:05 The Blueprint for Success in the Fitness Marketing Space31:26 Setting the Bar: Requirements and Expectations for Gym Partnerships39:35 Crafting a Winning Strategy: Content, Metrics, and Sales Excellence45:40 Elevating the Industry: The Impact of Professionalism and SophisticationYou can connect with Derek Batman here:Instagram - https://www.linkedin.com/in/anthonyhudson1LinkedIn- https://www.linkedin.com/in/derek-batman-b48792124 If what you heard resonated with you, you can find Jeff on Instagram, Facebook. If you're interested you can visit The Tactical Empire's website https://www.thetacticalempire.com/home-4169. And don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

Welcome to this episode of The Full Desk Experience Express, where y, host Kortney Harmon, joined by industry expert Chris Hesson, dives deep into the challenges and strategies of business development within staffing firms.Chris offers sage advice on balancing business development strategies and structure with flexibility. He emphasizes the importance of aligning business processes with revenue generation and advises on how regular revisiting and adjustment of these processes can foster both team and business growth.Stay tuned for an enriching session that promises not only to answer pressing leadership questions but also to equip you with practical approaches to enhance your firm's performance amidst evolving market dynamics._______________________Follow Chris Hesson on LinkedIn: https://www.linkedin.com/in/christopherhesson/Follow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/full-desk-experience

Our guest for Episode 29  is Paul Snelson, SVP of Global Sales at SysAid. Before joining SysAid, Paul held leadership roles at Meal Ticket, TouchBistro, and Salesforce. He brings more than two decades of experience to the conversation.  In this episode, Ross and Paul discuss why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales rep. 

This time, we're diving into the nuanced world of startup sales compensation with Graham Collins, Head of Partnerships at QuotaPath. Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory. Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In this engaging installment of the Leadership In Manufacturing Podcast, host Sannah Vinding is joined by Eric Slatten, President and CEO of ECS Inc International. Eric dives into the nuances of company culture within a family-owned business, emphasizing the significance of trust, communication, and genuine care amongst team members. Together, they explore the complexities of distribution channel challenges, including excess inventory and the adaptation of new strategies highlighting the importance of relationship management across business cycles. Leadership In Manufacturing Podcast - Episode 87: You can reach Eric here: https://www.linkedin.com/in/ericslatten/ For more content like this, subscribe to Leadership In Manufacturing on Apple Podcast or Spotify, or wherever you like to listen. You can find Sannah on LinkedIn: https://www.linkedin.com/in/sannahvinding/ or visit https://leadershipinmanufacturing.com/hello/ The "Leadership in Manufacturing" podcast is ranked in the top 10 best electronics podcasts worth listening to in 2024: https://podcasts.feedspot.com/electronics_podcasts/ Stay curious and keep learning Thanks for listening! Sannah PS. you can find all Leadership episodes: https://leadershipinmanufacturing.com/episodes/

Are you an independent consultant looking to optimize your client acquisition process and drive business growth?Whether you have a gap in your consulting pipeline or are struggling to meet revenue goals, shortening the sales process will expedite business growth. Offering diagnostics as one of your consulting service offerings is an effective way to land clients more quickly. In this episode, Melisa outlines why diagnostics are valuable tools in a consultant's toolkit. Through relatable examples and practical insights, she illustrates how consultants can use diagnostics to uncover client challenges and offer actionable recommendations for improvement. By sharing real-life examples, Melisa underscores the versatility of diagnostics in different consulting contexts, demonstrating their potential to streamline client acquisition and deepen client relationships. Furthermore, Melisa emphasizes the importance of avoiding common mistakes by encouraging consultants to tap into their unique insights and experiences to develop customized diagnostics that resonate with their target clients.This episode provides a practical roadmap for consultants to implement diagnostics as a service offering. It includes steps to identify focus areas, outline best practices, and test diagnostic offerings with past clients. Through this approach, consultants can accelerate client acquisition, enhance their value proposition, and foster long-term client satisfaction. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

In episode #184, I address an important nuance in calculating your S&M efficiency metrics. - How do you measure your sales cycle? - Impact on S&M metrics measurement Subscribe to Ben's SaaS metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS monthly newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Mark Wendling is the Global VP of Data Cloud Sales and Alliances at Snowflake. He has a successful career in sales and has held various leadership positions in companies like S.C., Michael Page International, East Search Vision, ClearSlide, and Sumo Logic. Mark has been with Snowflake for the past seven years and has played a crucial role in scaling the company's sales organization.In this episode, Mark shares insights into how Snowflake organizes its commercial sales teams and the key skills young sellers need to learn. He emphasizes the importance of focusing on the customer's pain points and metrics, rather than just selling the product. Mark also discusses the significance of memory in sales, the value of being coachable, and the power of creating a vision for customers. He highlights the importance of tracking meaningful metrics and shares his approach to negotiation and pricing. Additionally, Mark provides advice on scaling sales teams and the importance of focusing on the ideal customer profile.Tune in and learn more about this episode of the Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:03] Overview of Snowflake's commercial sales organization[00:11:08] Command of the message framework for social selling[00:12:07] Focusing on positive business outcomes and creating a vision[00:15:08] Drive, memory, and coachability as important characteristics[00:18:04] Using MEDDICC for qualifying and forecasting[00:21:21] Coaching reps to understand and influence metrics[00:23:02] The importance of reps knowing how they are measured[00:24:45] Focusing on the answers you need, not just want[00:27:29] Focusing on what you receive, not what you send[00:28:20] Top reasons for deals going awry: lack of a champion and failure to identify pain points[00:31:45] Understanding what matters to the customer and prioritizing give-get scenarios[00:34:10] The importance of memory and being prepared with give-gets[00:37:08] Need for exit criteria before moving to the next stage[00:39:53] Importance of having multiple paths to reach sales targets[00:48:22] Importance of equitable division of potential accounts[00:56:49] Educating reps on the risks and challenges of career advancementADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Mark Wendling.https://www.linkedin.com/in/marc-wendling-0b1503/https://www.linkedin.com/company/snowflake-computing/HIGHLIGHT QUOTES[00:19:50] "It's not about the answers you want, it's about the answers you need."[00:25:02] "It's not about what you say. It's about all the signals that you receive and what you do with them."[00:32:45] "If you try to sell Snowflake, you're going to fail. If you sell change, you are going to succeed."

Despite the treacherous weather traveling between Rexburg and SLC, we managed to get two-time Golden Door winner Tyler Wyman in the studio. We dive headfirst into his eight-year knocking career in the pest-control space, learning how to adapt to the cold rains of Portland to the island breeze of Hawaii and everything in between. Tyler walks through his progression as both a leader and as a sales rep, and how he established his long-term vision for maximum growth.Thank you for listening! Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

Your conversation has gone according to plan. They absolutely loved your presentation, adored your team, aligned with your mission, and resonated with your purpose. They view you as an expert in your field and feel confident in what you can do. But then it all falls apart in a hurry the moment you give the price. Sounds familiar?Well, you aren't alone. 65% of salespeople state that price is the hardest part to navigate when closing.The trick here is to associate the investment equivalent of the price point to an experience worth paying for that gets results.Consumers know the value of the sales experience and the connection that can be made with a partner company. About 84% of business buyers say that experience is just as important as the product or service being sold, with around 67% willing to pay more for a great experience. These numbers underscore the importance of a positive sales process.This episode will help you understand the four components of a great pricing infrastructure that will help you go from start to finish, hopefully with a signed contract at the end.Beyond The Episode Gems:Learn About My New Business Venture: S3M - Where We're Driving Inclusive Marketing & DEIB Integrations ForwardDiscover All of the Podcats on the HubSpot Podcast NetworkGet Free HubSpot Marketing Tools To Help You Grow Your Business Grow Your Business Faster Using HubSpot's CRM PlatformBook A Time To Hire Me To Help You Scale Your Business#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Get Strategy Solutions & Services: FindTroy.com•  Buy Troy's Book, Strategize Up: StrategizeUpBook.com•  Follow Troy's Instagram @FindTroy

Brace yourselves for the grand finale of our series as we unravel the potency of the 6 R's - Refer, Retain, Resell, Rituals, Routines, and Retirement - tailored exclusively for real estate agents... In this episode, we explore the importance of implementing client referral programs and maintaining consistent communication to encourage client referrals and foster organic business growth. Understand the significance of client retention strategies, including personalized follow-ups, relevant market updates, and proactive real estate guidance, to ensure that your existing clients remain satisfied and engaged with your real estate services. Discover the power of reselling and upselling to existing clients by offering tailored property recommendations and investment opportunities that align with their evolving real estate needs and goals. Delve into the concept of building rituals and routines that enhance client engagement and create a memorable real estate experience, fostering a strong emotional connection and client loyalty. Finally, explore the idea of retirement in the context of providing long-term support and real estate guidance to your valued clients, ensuring their continued satisfaction and engagement with your real estate services. By leveraging the power of the 6 R's, you can foster sustainable real estate business growth and create a loyal client base that supports your real estate business's long-term success and prosperity.

Hello Agents! Welcome back with the fifth installment of "The Complete Sales Cycle" series, and this time, we're unraveling the intricacies of Fulfillment & Delivery Excellence.

In this Part 2 of the Complete Sales Cycle

Kelly reveals the key to boosting sales between product launches - and why  many businesses excel during launches but struggle to maintain sales momentum afterward.  It's crucial not to let leads go cold and shares strategies to seamlessly transition from launch to post-launch conversations.  Discover practical tips for engaging leads, such as personalized follow-ups, valuable resources, and consistent communication. Kelly emphasizes the power of frequency in staying top-of-mind with prospects and shares a personal success story to illustrate its effectiveness.  Learn a three-step formula for success: activity, making offers, and extending consultation invitations. Don't miss this episode if you're eager to supercharge your sales strategy and maintain warm leads, ensuring consistent business growth. Also in this episode:  Maintain Engagement After Launch: It's crucial not to let the leads go cold. Continue the conversation with your audience even after the launch is over. Transition Smoothly: Transition from an in-launch conversation to an out-of-launch conversation seamlessly. Nurture Leads: Recognize that not all leads will buy during the initial launch. Some may need multiple interactions before making a purchase decision.  Frequency Shortens the Sales Cycle: To shorten the sales cycle, increase the frequency of your communication and touchpoints with prospects.  Offer Value: Between launches, provide value to your leads through various means such as sending physical resources, handwritten notes, podcast episodes, or referrals. Personalize your approach based on their interests and needs. Make Offers and Extend Invitations: In addition to maintaining engagement and offering value, it's essential to make offers and invite prospects to consultations.    Stay Connected With Kelly Roach:  Instagram | LinkedIn | Facebook | Youtube | Kellyroachcoaching.com | Email: kelly@kellyroachcoaching.com Grab One Of Kelly's Roach's Bestselling Books: Unstoppable: 9 Principles for Unlimited Success in Business and Life Conviction Marketing Bigger than You: The Entrepreneur's Guide to Building an Unstoppable Team The Live Launch Method   This Podcast Is Produced, Engineered & Edited By:  Simplified Impact