Podcasts about sales execution

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Lydia Hutchison for a powerful conversation on what works in modern B2B prospecting. Lydia explains why typical AI-personalized messages fail to cut through and how relevance, rooted in deep customer understanding, wins every time.She unpacks her triple-touch framework, the value of tone and timing, and the human psychology that underpins effective outreach. Lydia also reveals her favorite high-converting tactic that combines manual research with real-time relevance. If you're struggling with connect rates, sequence performance, or objection handling, this episode offers a fresh, actionable perspective.Key TakeawaysRelevance Trumps Personalization: Generic personalization wastes the prospect's time. Relevance speaks directly to their daily pain and success metrics—and that's what drives replies.Triple-Touch Strategy Works: Lydia advocates a three-channel approach—phone, LinkedIn, email—for testing message resonance and adjusting in real-time based on feedback.Lead with Psychology, Not Scripts: Authentic, thoughtful outreach begins with understanding how people accomplish their tasks—and how you can help them do it more effectively.Objections Aren't Always Real: Recognize the difference between a true objection and simple disinterest. Learn to use tone, timing, and multichannel follow-up to stay human and helpful.AI is a Research Assistant, Not a Salesperson: When used well, AI can support better outreach by helping reps research personas and challenges, but it shouldn't write your messages for you.Quotes“Everybody is getting their job done without you. So your job is to show them how to do it better—not tell them they're doing it wrong.”Best Moments (0:56) Lydia Hutchison's Journey into Sales (2:59)Developing Expertise in Sales Execution and Prospecting  (8:00) Differentiating Relevance and Personalization in Prospecting(12:09) Key Factors to Make a Sales Message Stand Out (14:19) Example of Focusing on Relevance Over Personalization (16:27) Process for Ensuring Consistent and Compelling Messaging Across Sales Teams(18:34) Approaching Objection Handling (20:33) Actionable Advice for Struggling Prospecting Teams Shout-outsJason Bay – Lydia recommends Jason for practical advice on sales openers and messaging, especially for go-to-market teams. His content helps reps connect more effectively with prospects.Jen Allen-Knuth- Jen's focus on the psychology of sales resonates with Lydia. She recommends Jen's insightful LinkedIn posts on buyer behavior and objection handling.About the GuestLydia Hutchison is the Head of Business Development at DataHub. She is a data-obsessed sales leader, builder of outbound sales motions, from early-stage startups to global enterprises. Lydia is passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals.Website: datahub.comConnect with Lydia.

Episode SummaryIn this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.Hannah reflects on her career journey and the moment she realized that many teams don't truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom.Quotes“If you really sit down, remove ego, and look at the data—you'll find where you win. Focus there. That's the cheat code.”Best Moments (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel.  (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams.  (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company.  (10:00) – AI's influence on GTM strategies and sales processes.  (12:22) – Areas of GTM most primed to benefit from AI integration.  (16:19) – Actionable advice for strengthening GTM foundations.  (22:46) – How AI is changing account-based go-to-market approaches.Tech RecommendationsDemandbase – For GTM prioritization and signal intelligence.Sybill.ai – AI-powered call analysis and coaching.Twain.ai – Tailored messaging and engagement optimization.SimpleTalk.ai – Conversational AI for real-time needs handling.Resource RecommendationsPodcastsThe Founders PodcastDiary of a CEO (Stephen Bartlett) NewslettersSubstack (for AI newsletters)BlogsGates Notes- Bill Gates' blog    Daniel Priestley's content B2B Leaders to followJen Allen-Knuth, Founder, DemandJenLisa Kelly, Founder and CEO, Radical ResultsBarry Flaherty, GTM LeaderAbout the GuestHannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth.Connect with Hannah.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer's journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.KEY TAKEAWAYS[00:01:37] 53% of buyers select a vendor based on the buying process, making structured engagement essential.[00:02:05] How a clearly defined sales process builds trust and credibility with prospects.[00:02:53] The importance of “go/no-go” checkpoints to prevent wasted time and stalled deals.[00:04:15] Red flags that indicate you're dealing with the wrong person in the buying process.[00:05:09] Why business value assessments (BVA) are critical to securing executive buy-in.[00:06:10] Understanding the complexity of selling a managed service vs. traditional SaaS.QUOTES[00:01:37] “53% of buyers choose a vendor based on the buying process. So why wouldn't we want to control that in the best possible way?”[00:02:53] “A well-structured sales process keeps both the vendor and the prospect in lockstep, ensuring we're not wasting time on deals that won't close.”[00:04:15] “If a prospect resists engaging in a business value assessment, it's often a sign you're talking to the wrong person.”[00:05:40] “Sales isn't just about a single point of contact—it's about engaging all the necessary stakeholders to drive a deal forward.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-processEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

This is a throwback episode, and at the time of recording, Morgan was the Director of Sales Execution and Evolution at JB Sales, where he took on the roles of both sales rep, as well as trainer. Along with selling and training, he hosted The 1UP Formula Podcast, was Co-Founder of Sales for the Culture, and also created the SDR Chronicles, where he provides motivation, tactics and skills for all aspects of the SDR Journey. On top of this all, he was also recognized as a LinkedIn Top Sales Voice in 2018, 2019, and 2020, as well as a Top 25 Sales Development Thought Leader. Fast forward, he is now the Founder/CEO of AMP! In this episode, we discussed: The Early years and how Morgan became who he is today The importance of selling something you love and are actually excited about Finding your inner self through clarity and happiness Being the student and learning from others Finding Your Core Values Taking Time To Recharge Much More! Enjoy this conversation with Morgan J. Ingram ______________________________________________________________________ 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!

In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive problem-solving, and the integration of new technologies like AI in achieving revenue goals. This episode provides practical insights into growing within the sales domain, understanding the motivations behind career transitions, and the roles of anticipation and deliberate growth for CROs looking to evolve into advisory or operating positions within investment firms.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Bill Binch:https://www.linkedin.com/in/bill-binch-302a4a2/Listen to Bill's podcast:  https://podcasts.apple.com/gb/podcast/sound-bites-with-bill-binch/id1732334718Read Bill's Content:  https://www.battery.com/blog-author/bill-binch/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:33] Lessons from Oracle and PeopleSoft[00:04:32] Purposeful Career Moves and Sacrifices[00:09:02] Navigating Career Challenges and Mentorship[00:13:05] The Importance of Learning and Patience[00:32:19] Transitioning to Smaller Companies[00:45:57] Transparency and Community Building at Marketo[00:47:13] Simplifying the Message: A CRO's Skill[00:48:48] Recruitment Challenges and Strategies[00:51:55] Building a High-Performance Sales Team[00:52:37] The Importance of Employee Value Proposition[00:55:47] Traits of Successful Sales Reps[00:59:28] The Role of a CRO in a Startup[01:01:07] Navigating the CRO-CEO Relationship[01:05:25] Forecasting and Accountability[01:09:48] Transitioning to an Operating Partner Role[01:18:43] Advice for Aspiring CROs and Board MembersHIGHLIGHT QUOTES[00:02:28] "People that raise their hands and say the word yes, opportunities open up for you when that happens." — Bill Binch[00:10:50] "Learn, earn, and return. And you don't ever stop; as you grow, you acquire more of those stages." — Bill Binch[00:11:00] "So it starts with learning your craft, learning your skill, getting good at something." — Bill Binch

"If you're targeting the right person who might have the relevant problem that you're solving for with the right offer, you'd be surprised by how many people actually end up loving you rather than hating you if your prospecting makes them polarized." - Nishit Asnani in today's Tip 1776 Do you practice your sales strategy and sales execution with ChatGPT? Join the conversation at DailySales.Tips/1776 and connect with Nishit on LinkedIn! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Leadership is a journey of continuous learning and personal growth. It's a muscle that gets stronger through experience and reflection on the lessons learned. This growth mindset, driven by active listening, genuine care for people, and intellectual curiosity, results in a dynamic leadership style. Such leaders adapt to new challenges and inspire teams to contribute their best work, leading to more effective decision-making, stronger collective vision, and remarkable outcomes. In this episode, Jack talks with Danielle Learned, Chief of Staff and Head of Sales Execution at Horizon Investments. In her role, Danielle is responsible for leading the planning and execution of the firm's various strategic initiatives and helping translate the firm's mission and vision into action. Danielle is known for her grit and entrepreneurial spirit, and she is dedicated to empowering financial advisors and equipping them with the tools they need to succeed. Danielle talks with Jack about her career journey and the lessons she has learned about leadership and execution. She shares insights on leadership, the art of listening, the value of empathy and genuine care for people, and the power of grit and perseverance in achieving success. Danielle also discusses Horizon Investments' unique value proposition and the industry's future, emphasizing the importance of personalization and transparency in financial advice.  Key Takeaways [02:15] - How Danielle got into financial services. [05:54] - How Horizon Investments serves its clients. [07:25] - Danielle's journey to Horizon Investments. [09:46] - How Danielle became part of Horizon Investment's growth. [14:28] - What it takes to lead a growing wealth management firm. [18:21] - Danielle's thoughts on the future of the industry. [22:16] - How grit defines Danielle's leadership style. [24:55] - Three key takeaways from Danielle. [26:35] - Danielle's interests outside of work. Quotes [14:34] - "Leadership is learned. It's not taught. My advice to new leaders or anyone who has to influence and lead a team that doesn't directly report to them is to shut up and listen." ~ Danielle Learned [17:08] - "To care about people, you really have to care about people. You have to make investments, learn about them, and understand what makes them tick. And that's more than just giving them feedback about their work product. It's really getting to know what motivates them and why they're here." ~ Danielle Learned [17:24] - "Some of the best ideas around our sales team, how we execute them, and the tools we use have come by asking people questions and giving them permission to share their opinions and come up with new ideas. There are a lot of really smart people around us, and we should leverage them and listen to them." ~ Danielle Learned Links  Danielle Learned on LinkedIn Horizon Investments Money Management Institute Nick Alfier BNY Mellon UNC Kenan-Flagler Business School Oppenheimer & Co. Prudential Financial MetLife LPL Financial John Drahzal Robbie Cannon Altamont Capital Partners Thomas Buckingham Nassau Financial Group Trillion Dollar Coach Authentic and Ethical Persuasion Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.KEY TAKEAWAYS[00:00:55] Consistency in Processes: Maintaining consistency in the sales process across different teams and segments is crucial for effective sales execution.[00:02:32] Standardization Across Stages: Standardizing fundamental sales processes across each stage ensures that reps are equipped with necessary skills for smooth transitions and quicker ramps.[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects of the sales process, such as pain identification and champion building, helps reps ramp more quickly into their roles.[00:04:43] Establishing the Three Why's: Understanding the reasons behind a customer's decision to buy—why buy anything, why buy now, and why buy from me—lays the foundation for effective sales engagement.[00:06:33] Mapping the Sales Process: Mapping out the sales process stage by stage helps maintain clarity and alignment, ensuring that reps understand their roles and responsibilities at each stage.HIGHLIGHT QUOTES[00:01:41] "Our job is promoting people... It's recruit and develop the future generation of sales talent and sales leadership at the company."[00:05:09] "Regardless of what the qualification criteria is, you've got to be able to scoop up those three big things."[00:07:55] "If we do the right things in stages 1 through 3, it's a proof of value. We should be delivering a proposal in stage 4 and hopefully closing."Listen to the full episode with Joe Young through this link: https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

This week's guest has been an inspiration for me, and so many others in the sales, business, and world in general. He was on episode 60 of the 20% Podcast dating back to October of 2021, when he was the Director of Sales Execution at JB Sales. In that conversation, we discussed his early years, the inner game, finding your inner self amongst many others.  Although those things haven't changed, but he has had many professional changes since then which we will talk about today. Now, he is the Founder of AMP, where they are your strategic partner in revolutionizing B2B GTM Production. They craft immersive video content and design unforgettable event activations, bridging the gap between your brand and potential clientele. This week's guest on The 20% Podcast is Morgan J. Ingram. In this episode, we discussed:- Why He Went All In On AMP - Where To Get Benefit From Influencer Marketing - Doing Influencer Marketing Authentically - Planning Your Marketing Strategically - Trusting Yourself More - Which Passion Should I Focus On? - Much more! Please enjoy this week's episode with Morgan J. Ingram _____________________________________ 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!

Sales Influencer/Rock Star/ Trainer/ Needle Mover Keenan is back on SIK for a return visit and an 'everything is on the table' NO BS convo on the sorry state of B2B selling. Chapters The state of B2B selling today [00:00:35]Discussion on the challenges in B2B sales, including the impact of sales enablement tools and the alienation of buyers. Lack of effective sales training and methodology [00:02:23]Exploring the decline in sales skills and the disconnect between sales training and actual sales performance. Challenges in coaching and opportunity management [00:07:23]Highlighting the need for coaching at the opportunity layer and the importance of evaluating sales skills in live opportunities. Disconnect between sales enablement and sales teams [00:13:26]Addressing the disconnect between sales enablement and sales teams, and the lack of understanding of key sales metrics. Diagnosing sales problems [00:17:58]Emphasizing the importance of diagnosing root causes of sales issues and the need for effective problem-solving in sales organizations. Jennifer's Problem [00:20:34]Jennifer's challenge in selling to the business side and the importance of diagnosing sales problems effectively. The Disconnect in Sales Enablement [00:21:33]The lack of teaching salespeople to diagnose problems and the disconnect between sales enablement and sales teams. Challenges in Adopting New Sales Techniques [00:22:32]The difficulty in getting technical sellers to adopt new sales techniques and the importance of asking insightful questions. The Buyer's Perspective [00:23:40]The significance of proper discovery and diagnosis before talking about the product, understanding the buyer's perspective, and educating salespeople on the buyer's environment. Understanding the Buyer's Needs [00:25:03]A discussion about the challenges faced by sports organizations in uniform selection and the need for salespeople to understand the buyer's perspective. Marketing Challenges in B2B [00:32:54]The disconnect between marketing and sales, lack of understanding of buyer challenges, and the need for creativity in B2B marketing. Keenan's Journey [00:36:28]Keenan's journey from sales to consulting, the transition to training, and the goal of changing the way the world sells. Leveraging AI [00:40:56]Discussion on leveraging AI in business and the challenges faced. Salesforce Integration [00:41:29]Explanation of a software application for sales reps and the benefits it offers. AI for Sales [00:42:51]Challenges and limitations of using AI for sales, including difficulties in interpreting data. Quality of AI Output [00:46:14]Discussion on the downside of using AI, including the decline in the quality of output. Parting Words [00:47:35]Expressing gratitude and admiration for the guest, Keenan, and his work in sales.

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution — leading to predictable forecasts (and better sleep).  Our guest this week is Sam Taylor, CRO at Endgame. Sam's background is predominantly in sales, with experience at Dropbox, Quip, Salesforce, and Loom. But outside of the office, he prioritizes getting outdoors and spending time with his family.  In this episode,Ross talks to Sam about leadership, strategy, and execution within revenue orgs. 

In this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influential figure in the business world and venture capital.KEY TAKEAWAYSEvolution of Sales Tech: Explore the changing dynamics of sales, leveraging technology tools like Gong, which have revolutionized sales strategies, making them more data-driven, efficient, and strategic.Leadership and Boardroom Insights: Discover the art of effective leadership, the critical role of the founder or entrepreneur, and the visionary qualities needed to steer companies to success.Company Differentiation: Understand the distinction between category creators and market disruptors and how both play crucial roles in shaping industries.Operational Expertise: Insights into how an operator-turned-investor like Carl Eschenbach brings hands-on experience to support and guide companies, from leadership mentoring to sales strategies.QUOTES"Sales today is as much data-driven as it is science or art.""You can hire for skills, but you can't hire for passion and drive.""We help companies see around corners, anticipate what's coming, and navigate uncharted territories.""Category creators and market disruptors both play pivotal roles in shaping industries."Find out more about Carl Eschenbach through the links below:LinkedIn Profile: https://www.linkedin.com/in/carl-eschenbach-980543/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

In this ABM Done Right Podcast, Mandy Cole (Partner at Stage 2 Capital) joins Kristina Jaramillo and Eric Gruber to discuss:1. How the economy is not the main reason for why companies are seeing 10%+ drops in enterprise deals -- but instead is that GTM teams are not limiting sales execution risk. The economy is only magnifying the issues that exist across the buyer's journey and customer lifecycle and showing the cracks that teams ignore when companies are in growth mode and buying. 2. Where misalignments are occurring and how sales and customer success teams are not having the right interactions and delivering the right experiences to high-value accounts.3. How the traditional 1: few and 1: many outbound approach and a company's desire to scale is adding  sales execution risk.4. Why GTM teams are adding sales execution risk by how they are selecting key accounts to prospect, nurture and close. Plus, much more...

In this episode, we delve into the importance of a crucial number in sales - one. It's the number that determines our success, guides our decision-making, and fosters collaboration between sales managers and salespeople. Understanding the "power of one" means knowing how many leads it takes to secure one appointment, how much investment is needed for one appointment, and how many prospects are required to close one sale. These numbers enable us to effectively prioritize our efforts and make strategic business choices. While technology aids in tracking certain metrics like talk time and call volume, we must also consider the effort and time spent on prospecting. Sales professionals must be adept at time management, balancing limited hours with numerous tasks. It's crucial to invest time wisely, focusing on activities that yield long-term benefits while achieving short-term sales goals. The ultimate goal is to determine how many hours of prospecting equal one appointment and allocate time wisely among various prospecting methods. Excessive time spent on preparation and research should be avoided, and the focus should shift towards actual contact and engagement with potential clients. During this conversation, we emphasize the significance of understanding the number of hours or actions required to achieve specific outcomes. Salespeople must be aware of the hours of preparation that lead to one appointment, the hours of prospecting that equal one task, and the number of proposals needed to secure one sale. By monitoring and analyzing these numbers, sales professionals can evaluate the effectiveness of their preparation and optimize their strategies accordingly. We also stress the importance of continuous optimization, as goals and market conditions are constantly evolving. Exceptional negative experiences should not be allowed to influence our strategy. Instead, we should maintain confidence in the "power of one" and understand the various efforts and moving parts involved in achieving a single outcome, such as the number of prospects needed to secure a sale. Moreover, having an adequate number of prospects is crucial, and adjustments may be necessary in the pipeline or targeting the right audience. Sales professionals are encouraged to embrace change and adapt their strategies to the new business landscape, as everything has evolved since March 2020. Tune in to this episode to gain valuable insights into the "power of one" and learn how understanding this concept can transform your sales approach and drive success in today's dynamic market.

Jakub Hon is a highly accomplished entrepreneur and sales expert, serving as the CEO of SALESDOCk and co-founder of Black Bison. With a wealth of experience spanning over a decade, Jakub possesses a true entrepreneurial spirit and a passion for assisting individuals and companies in establishing and enhancing their sales operations. Guided by the belief that thoughtful planning yields fruitful results, he brings a strategic approach to sales.Throughout his career, Jakub has showcased expertise in various areas, including building high-performing sales teams, spearheading international expansion initiatives, executing successful outbound sales strategies, and developing effective go-to-market plans. His proficiencies extend to sales process optimization, inside sales, CRM implementation, SaaS solutions, new technologies, data-driven sales approaches, and fostering innovation within sales organizations.For those interested in connecting with Jakub Hon or seeking his assistance, he can be reached through his LinkedIn profile at https://www.linkedin.com/in/jakubhon/. Additionally, you can contact him directly via email at jakub@salesdock.com

In today's episode, we discuss the sales maturity model, a tool that any SMB can use to determine its level of sales capability and what will be need to reach its growth and scaling targets.  The four stages of the sales maturity model we explored were sales survival, sales personality, sales architecture, and the unstoppable stage. In the sales survival stage, the owner or founder is responsible for selling to cover costs and building the business. Salespeople are hired in the sales personality stage based on their personality, and the sales operation follows the belief and interpretive approach of individual salespeople. The sales architecture stage is a top-down approach developed and supported by senior management, requiring forecasting discipline overseen and reported at the senior leadership team level. The standard of measurement is one's ability to forecast future income at salary bet level across the sales team. As we explored how to scale businesses, it became clear that we need to have a predictable and safer way of doing it than relying on individuals. Governance-level monitoring done by senior leadership to provide an auditor of sales can help in this regard, while sales leadership can offer detailed sales management and KPI tracking. Scaling a business involves sales management more than salespeople. One competent sales manager with two or three sellers will do in three years what five or six salespeople will take ten years to do. We need a sales architecture stage with sales leadership that creates weekly meetings as a strategic tool for building sales capability. Additionally, we need to create a learning infrastructure covering domain knowledge, business acumen, and specific selling skills that equips our sellers to create a quality dialogue and develops them into strategic product features. Finally, we explored the unstoppable stage, at which salespeople become incredibly effective and the team becomes a source of innovation. Continual improvement comes from the sales team, and sellers become dedicated to personal bests, with the company benefiting from their drive to improve. Reaching this stage requires investing in building stage three sales architecture, while the unstoppable phase is bottom-up with continuous improvement coming from the sales team. 

Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman's Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates Gong's Hyper-Persuasive Email Templates Lavender's Sales Email Frameworks Prospecting: Guides Woodpecker's Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman's In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord's Mutual Action Plan Template Prolifiq's Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

Tune in to an all-new episode as we feature David "Ledge" Ledgerwood. David is the Co-founder and Managing Partner at Add1Zero, a team of senior sales experts who provide lead-to-close execution for B2B services and tech companies ready to advance from founder-led sales to 7 digits of revenue.David is a Startup revenue growth professional focusing on business development, and his career closes topped $34M, with an average deal size above $150K. He is the founder or early hire assisting multiple companies grow into the mid-7 figures, and an experienced podcast host and guest with more than 200 interviews hosting leaders from Microsoft, Auth0, Netflix, and Google. Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Welcome to our 12th episode of Revenue Champion's Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. This week, we have a new take on cold calling live where David Bentham, Inside Sales director @Cognism joined by Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training goes through your burning outbound sales questions.

Our Human-Centered Communication expert series is back! Listen to our most popular episodes with guests featured in our Wall Street Journal bestseller to pick up perspectives, strategies, and tactics to break through digital pollution and make real, human connection. Taking a teaching focus means truly listening to and identifying with the customer, and it's built on a continuous coaching environment. To learn and to teach takes agility, vulnerability, and relatability. Find out how a 3x LinkedIn Top Sales Voice cultivated those traits in himself. In the fourth episode of our Human-Centered Connection expert series (which originally aired on August 10, 2021), Steve Pacinelli and I interview Morgan J. Ingram, Director of Sales Execution and Evolution at JB Sales Training, about personal communication strategies. Morgan chatted with us about: Why no single role “controls” the customer experience What he learned from being open on LinkedIn How to become one of the 2-5% of people who take action on what they hear Why becoming relatable and vulnerable was one of his best career moves Check out these resources we mentioned during the podcast: MorganJIngram.com  1UP Formula  The Ride of a Lifetime by Robert Iger  Ralph Barsi on LinkedIn  Stance Socks  Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play or Google Podcasts, and find more episodes on our blog. Listening on a desktop & can't see the links? Just search for the Customer Experience Podcast in your favorite podcast player.

Why is Revenue Operations so complex?  Each piece of the overall revenue operations framework is highly dependent on one another and one change can easily trigger a domino effect of changes. In this episode of The Revenue Engine, Dharmesh Singh, the CEO and Co-Founder at fullcast.io discusses the complexities and interdependencies of operations and how we can best align strategy to execution to optimize the revenue engine.

Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization's potential revenue and the actual revenue it achieves. As the Sales Execution Gap expands, organizations miss more deals, waste more time, and lose more reps. How did we get here? How do we prevent the Sales Execution Gap? And, how do we close the Gap to execute at our full potential? In this episode, Scott Barker gives us some ways you can close the gap and solve this ever-growing issue in your business.  To learn more about how Scott and the Outreach team can help, go to http://outreach.io

Welcome to our 5th episode of Revenue Champion's Cold calling live where sales experts David Bentham, Inside Sales director @Cognism and Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training take on live cold calls from the audience and give actionable advice to sales reps on their biggest sales struggles.

In this episode of Enterprise Sales Development podcast, we speak with Morgan Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training and creator at 1UP Formula Podcast. Morgan shares his insights about routines, mindset and preparation for SDRs. He also discusses how he stays on top of the current trends and his approach to building a presence on LinkedIn. WHAT YOU'LL LEARN The origin behind his title as Director of Sales Execution and Evolution, why he chose it and how it relates to what he does at JBarrows Sales Training Self-reflecting sales skills for SDRs who are afraid to listening to their calls His routine that preps him for his day Relationships betweens SDRs and AEs and keeping that curiosity alive internally How he stays on top of current trends and move them into the sales side QUOTES “Sales is a life skill. And the faster that you realize that, that everything you do is sales, you're gonna be just way better off.” - Morgan Ingram [15:03] “My goal is try to win the week.” - Morgan Ingram [19:43] “It's a puzzle, and you have to figure out where the puzzle pieces to bring that together, but the only way you can do that is by asking the right questions with genuine curiosity and caring about their business and what's going on, so you can uncover if you truly can help.” - Morgan Ingram [25:06] “So the thing is I'm not married to any channel, any outbound channel, any social media channel, nothing. All I'm married to is the process and figuring out where is the attention and where is the audience, and then how can I convey the same thing that I always say in a different way.” - Morgan Ingram [33:38] “I honestly wished we could turn off all followers in everything, and we will probably have more quality relationships with people. We wouldn't judge people on the first indication of their followers and their engagement and whatever that may be. We would just focus on the value that they're bringing.” - Morgan Ingram [38:38] TIMESTAMPS [00:00] Intro [00:29] Meet Morgan Ingram [02:02] Director of Sales Execution and Evolution [08:26] Self-reflecting sales skills [14:32] Morgan's routine [22:03] Finding the puzzle pieces [25:57] Relationships betweens SDRs and AEs [32:04] Staying on top of current trends [35:47] His approach to building a presence on LinkedIn [39:15] His LinkedIn courses [42:47] Having an Individual brand within a brand [45:25] What's next for Morgan [48:01] How to contact Morgan CONNECT Morgan Ingram on LinkedIn 1UP Formula with Morgan J. Ingram JBarrows Sales Training website JBarrows Sales Training on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram

This week we are just quoting information from Harvard Business Reviews.Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea!What do you do when you are not meeting your metrics? Here are some simple solutions:Read this article - 4 Ways to Be More Effective at ExecutionGo back with your plan to your leaders and mentors. Ask if anything needs to be changed or if there are any insights.When they say no, then double down on your efforts.Slowing down helps to speed up sales.When you take time to slow down, you will be more aware, relaxed and reflective. Your clients are used to you selling a certain way. When you push hard, you are changing your style and the prospects need to meet and understand that "new" rep. Slowing down allows you to see buying signals and truly listen to your prospect's concerns. The quota will not change and the pressure will be there. Slow down and make sure that you are completing the sales rather than rushing and moving through.Use the PowerPose to help you feel more confident. I usually do this every start to a new quarter and when I am down but it works. Mike shares about how to use the PowerPose to drive confidence.Reach out to us about who you will refer this podcast to or if you have a guest recommendation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

Welcome to another special episode of Revenue Champions, the third in our Cold Calling Live series. David Bentham, Inside Sales director @Cognism and Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training take on live cold calls from the audience and give actionable advice on how to improve each call. In this episode, David and Morgan give their best cold calling tips and techniques on objection handling, tonality and more. So you can ultimately take prospects from a cold meeting to a meeting booked.

Welcome to a special episode of Revenue Champions with David Bentham, Inside Sales director @Cognism joined by Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training and Jonty Jewels, Account Executive @Cognism. In this episode, David, Morgan and Jonty share how to craft cold calling scripts, handle objections and ultimately take prospects from cold to meeting booked. Followed by a live analysis of real-life cold calls.  ---   Send in a voice message: https://anchor.fm/cognism/message

Human-Centered Communication: A Business Case Against Digital Pollution by Ethan Beute and Stephen Pacinelli About the Book: Digital pollution is the problem. Human-centered communication is the solution. We're spending more time than ever in virtual environments. That will only increase, as will the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous. As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue. The only viable way forward is to be more thoughtful, intentional, and personal. Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success. Learn to: Break through the noise and earn attention Build trust and create engagement Enhance your reputation with both people and algorithms The concepts and models in this book apply to any form or channel of communication, but human centricity favors video. More visual and emotional than faceless digital communication, video enhances tone, intent, subtlety, nuance, and meaning. Learn to be clearer and more confident on camera in live video calls, meetings, and presentations, as well as in recorded video emails, social messages, and text messages. The authors of the bestselling Rehumanize Your Business join with eleven industry-leading experts from companies like Salesforce, HubSpot, and RE/MAX to lead the growing conversation on leveraging human strengths in an increasingly digital world. The brightest future is tech-enabled, but authors Ethan Beute and Stephen Pacinelli show that it's also human-centered. The experts studied, interviewed, and featured: Jacco van der Kooij, Founder of Winning by Design Dan Hill, Ph.D., President of Sensory Logic Mathew Sweezey, Director of Market Strategy at Salesforce Julie Hansen, Creator of the Selling on Video Master Class Adam Contos, CEO of RE/MAX Lauren Bailey, Founder and President of Factor 8 and #GirlsClub Mario Martinez Jr, Founder and CEO of Vengreso Viveka von Rosen, Co-founder and Chief Visibility Officer at Vengreso Shep Hyken, Customer Service and Customer Experience Expert Morgan J Ingram, Director of Sales Execution at JB Sales Training Dan Tyre, sales executive and founding team member at HubSpot Among the themes addressed: Trust and relationships Communication and connection Service and value Text and video Noise and pollution Among the types of videos in which you'll become more confident and effective: Live, synchronous video meetings Recorded, asynchronous video messages Video calls and video presentations Video in emails and text messages Video in social feeds and social messages Video for specific individuals and large groups Video for known audiences and anonymous masses Video for prospects, customers, employees, and other stakeholders For immediate benefits and for long-term reputation, now is the time to get ahead of and stay ahead of ever-increasing digital noise and pollution - with Human-Centered Communication. About the Author: Ethan Beute is the Chief Evangelist at BombBomb a video email sales and marketing software platform, is the host of The Customer Experience Podcast, and co-author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (featured on episode 239 of The Marketing Book Podcast in 2019). Ethan has collected and told personal video success stories in hundreds of blog posts, in dozens of webinars, podcasts, and stage presentations, and in countless conversations. He's sent more than 12,000 video messages himself. Prior to joining BombBomb, he spent a dozen years leading marketing inside local television stations in Chicago, Grand Rapids, and Colorado Springs. And, interesting fact - his first real job out of college was driving a school bus for Microsoft! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/human-centered-communication-ethan-beute

To sell more, you have to sell less. It sounds counterintuitive — but that's what value-based conversations are all about. Vin Messina, VP of Sales Execution at Blackline, shares how he identifies his buyer's problems and partners with them to find solutions. Tune in to get a step-by-step playbook on how to sell to the c-suite. (Spoiler: C-suite alignment should happen on the FIRST call.)Key Takeaways:00:55 - Introducing Gong's rebranding11:07 - Differentiating sales execution and sales enablement15:46 - Sales: A series of well-executed value-based conversations19:40 - Data Breakout: Sales processes and buyer expectations20:39 - Vin's value-based formula - Problem, impact, value25:17 - Enabling sellers to coach buyers not press them32:19 - The difference between a champion and a change agent38:15 - Micro Action: Are you fulfilling your buyers needs?Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Vin Messina: https://www.linkedin.com/in/vmessina/

60: Morgan J. Ingram - The Early Years, Finding Your Core Values, Become The Student, Selling Something You Love, and Taking Time To Recharge Where do I even start with this week's guest, Morgan currently is the Director of Sales Execution and Evolution at JB Sales, where he takes on the roles of both sales rep, as well as trainer. Along with selling and training, he is the Host of The 1UP Formula Podcast, Co-Founder of Sales for the Culture, and also created the SDR Chronicles, where he provides motivation, tactics and skills for all aspects of the SDR Journey. On top of this all, he was also recognized as a LinkedIn Top Sales Voice in 2018, 2019, and 2020, as well as a Top 25 Sales Development Thought Leader. In this episode, we discussed: The Early years and how Morgan became who he is today The importance of selling something you love and are actually excited about Finding your inner self through clarity and happiness Being the student and learning from others Finding Your Core Values Taking Time To Recharge Much More! Enjoy this conversation with Morgan J. Ingram ______________________________________________________________________ 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!

Taking a teaching focus means truly listening to and identifying with the customer, and it's built on a continuous coaching environment. To learn and to teach takes agility, vulnerability, and relatability. Find out how a 3x LinkedIn Top Sales Voice cultivated those traits in himself. In the fourth episode of our Human-Centered Connection expert series, Steve Pacinelli and I interview Morgan J. Ingram, Director of Sales Execution and Evolution at JB Sales Training, about personal communication strategies. Morgan chatted with us about: - Why no single role “controls” the customer experience - What he learned from being open on LinkedIn - How to become one of the 2-5% of people who take action on what they hear - Why becoming relatable and vulnerable was one of his best career moves Check out these resources we mentioned during the podcast: - MorganJIngram.com - 1UP Formula - The Ride of a Lifetime by Robert Iger - Ralph Barsi on LinkedIn - Stance Socks Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play or Google Podcasts, and find more episodes on our blog. Listening on a desktop & can't see the links? Just search for the Customer Experience Podcast in your favorite podcast player.

Host Jeremy C. Park talks with David "Ledge" Ledgerwood, Co-Founder and Managing Partner of Add1Zero, who shares what led him to start the company that provides lead-to-close sales execution for B2B tech-enabled services companies ready to leap from 6 to 7 digits of revenue. During the interview, David discusses their process and how they help companies scale, lessons learned from clients and during the pandemic, and helping founders never have to worry about cash flow again.Once a lead hits your CRM we take over until it's closed, passing the new client on to your onboaring and CX team. For you, it means better cashflow, money in the bank, and no larger payroll. All while gaining access to senior sales professionals who are happy to knowledge share.Our passion: Any founder we work with will never have to worry about cash flow again.Founders reach a point where they either operate or they sell. And we're here to support them.Revenue is king. Yes, we want to produce it with high integrity, but ultimately that's what makes a business work.Website:                https://add1zero.co/LinkedIn:               https://www.linkedin.com/company/add1zero/Email:                     ledge@add1zero.co

Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today.  Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy." Morgan discusses the importance of bringing people along with you as you are leveling up, bringing your true self, & looking for your mamba mentality. Morgan brings the truth on the podcast & will inspire you. Get Ready

In episode 204 Ryann Hartley, founder of Hartley Flooring joins the show to discuss her insights and lessons learned from launching her company during the pandemic—with incredible success.    Ryann also shares unique perspectives on extremely limited meetings, unlimited vacation, and how to leverage your customers as mentors.      https://hartleyflooring.com/   * * *   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   behindyourbacksales.com/newsletter For more info: behindyourbacksales.com/podcast Instagram: instagram.com/behindyourbackceo

Getting a breakthrough result requires intentional focus. Leveraging the 4 Disciplines of Execution you can accomplish results in areas that have previously been out of reach. In this conversation Jeff walks through an example of an organization and sales professional using 4DX to achieve a breakthrough result. Join the conversation by following us on LinkedIn.

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales. Today, my guest is John Adams, the Senior Vice President at Growth Practice at Lean Focus LLC, a management consulting firm that helps businesses overcome their biggest challenges by transforming them for the better, and for the long-term. John will talk to us about the importance of building up an effective sales process and automating it with a CRM, and how to continuously improve the performance of our sales teams. John is a driven and dynamic leader with diverse experience in general management, international operations, strategic marketing and sales, product development, and manufacturing. He has a proven track record of executive leadership in change management, P&L management, strategic planning, sales and marketing, product development, and operational excellence. His record of leadership has resulted in measurable benefits to companies.  On Today's Episode of Snack Sized Sales: Focusing on customers first since he was a teenager (01:51) The first opportunity he got to learn about sales (03:06) How he grew a business by 40% organically over 6 years by just implementing strong lead generation and sales execution infrastructure (04:38) Using a CRM system only to automate an existing and effective sales process (07:24) Some of the challenges he faced when he was a new sales manager (09:46) Teamwork in dealing with quality issues that led to a client not succeeding (13:50) Steps to take when trying to figure out why you've lost a deal (18:22) Why articulating who your competitors are is critical (21:47) Excelling in sales leadership through constant engagement and feedback with the sales team (23:17) Connect with John Adams: https://www.linkedin.com/in/johnsadams/ (John on LinkedIn) Rate, Review, Learn, and Share Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company's back-office and online customer journey. Don't forget to tune into our other shows and share your favorite episodes on social media! Join the community of Snack Sized Sales fans onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website )for even more content, information, and resources about leveraging the media.

This is part 2 of the two-part episode where we learn how Salesloft & Jbarrows were able to build a strong partnership that is built on the no asshole rule, hard work, and reciprocity. They talk about the importance of working with companies you believe in and how making sure your technologies are complimentary are some of the traits they look for in partners today. “Sometimes you have to lead them to an aha moment of why the two exist together.” Guests: Morgan J Ingram - Director of Sales Execution and Evolution at JB Sales Christopher Merrill - Chief Revenue Officer at JB Sales Sections: [00:03:12] Intro’s [00:07:44] How Morgan uses and partners with SalesLoft [00:10:53] How Chris qualifies partners [00:13:34] What makes SalesLofts partner training [00:19:00] Morgan’s poor experiences with partnerships [00:25:30] Chris talks about alignment [00:26:49] How to get closer to your partners Resources: Sendoso.com - The leading sending platform. Partnerstack.com - Partner tracking and payouts. Sharework.co - A free account mapping solution. https://jbarrows.com/ Join the conversation inside the Partner Programs Collective >>

What would Morgan Ingram do with 48 hrs left on this earth? It's a fascinating answer, and fits right into his purpose and mission in life: empowering and uplifting people around him, so they can live their best life. Morgan Ingram is the Director of Sales Execution and Evolution at JB Sales Training, Co-Founder of Sales for The Culture, and podcast host of 1Up Formula. We spoke about his intended legacy, mission in life, and sprinkled in some virtual dating ideas in this episode too. We went back in history about his life, then forward into the future, and talked about the present as well. Join us in this incredible conversation next!I'm your host for What Is Your Legacy podcast, Galem Girmay.Thank you for taking the time to listen, I'd love to see your rating and review of this podcast in Apple.

Morgan Ingram is a 3x LinkedIn Top Sales Voice and the Director of Sales Execution of JB Sales Training. He is also the host of the podcast and YouTube Channel called The SDR Chronicles. Morgan's Linkedin: https://www.linkedin.com/in/morganjingram/ Morgan's Instagram: https://www.instagram.com/morganjingram

Are you new to prospecting enterprise clients and feeling overwhelmed? Or maybe you have some experience, but it's not your strong suit… Well, whatever your situation — enterprise prospecting doesn't have to be hard. If you stay organized and plan your approach strategically, you'll be enterprise prospecting like a boss in no time. In this Takeover episode, Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training and Creator of The SDR Chronicles, goes over the winning formula for a successful enterprise prospecting strategy.

In today’s episode, we’ll be talking about sales, entrepreneurship and personal branding with Morgan J Ingram. He’s been named LinkedIn’s Top Sales Voice since 2018, he’s also the Director of Sales Execution and Evolution with JB Training, and host of both the Muffins with Morgan and SDR Chronicles Podcast. Morgan shares his story playing competitive basketball in high school, sales and communication advice for non-sales people, and a few tips on how anyone can find their natural strengths—Enjoy the episode!! - -

When times get tough, you have two choices: You can give up or you can step up. So, if you want to sell in the pandemic, it's time to stop bingeing Netflix and start bingeing growth. To learn how, I spoke with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training, on LinkedIn Live to find out how he keeps selling when no one's buying.

The man Morgan Ingram set some 30MPC records in his first episode. He’s back to take us through a deep dive on LinkedIn and other sales tools.Four Actionable Takeaways:Time block when you’re asking for referrals from everyone you’ve ever sold or met withSend a connection with a blank note. You can always delete it, then resend it in LI.Throw the lurking GIF in a Linkedin DM when someone looks at your profile.Have a snippet for every buyer trigger and every objection you getMorgan Ingram’s Path to President’s ClubDirector of Sales Execution and Evolution, JB Sales TrainingHost, The SDR ChroniclesFocus Areas: ProspectingNick and Armand are almost above-average sales reps. They are horrible technicians.Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecordings.com and mention 30MPC if you wanna edit your own podcast.

Morgan Ingram, Director of Sales Execution and Evolution at JB Sales, joins the Bowery Capital Startup Sales Podcast to discuss "Prospecting Using Video."

Morgan Ingram, Director of Sales Execution and Evolution at JB Sales, joins the Bowery Capital Startup Sales Podcast to discuss "Prospecting Using Video."

Join MK as they learn from Morgan Ingram, the host of “Muffins with Morgan” and Director of Sales Execution & Evolution at JB Sales, how to build the ideal one-to-one prospecting experience - using only a select set of tools. --- Don't forget to follow Alyce on Twitter for Office Hours Updates @Alycegifts If you want to be the first to know when we drop a new episode, subscribe for updates here: http://alyce.gift/OH-pod

Morgan Ingram is the Director of Sales Execution for JB Sales Training and a superb human. We discussed his love of Travis Scott, dating in a COVID world, succeeding through imposter syndrome, and his mantra.... Impact Over Income.

Bo Gyldenvang is the recently appointed CEO of Tacton and has 20+ years of experience in the Software Industry. In this interview he talks about his previous positions at Software AG, BMC, why Tacton hired him as CEO, potential changes to the Tacton Solution, his Sales and Sales Execution focus and strength, his commitment to the US expansion, moving from on-premise to cloud solutions and much more. website www.tacton.com LinkdedIn https://www.linkedin.com/in/bo-gyldenvang/ Twitter @BGyldenvang

Down The Rabbit Hole Podcast  Episode 2 - Selling Right 451 (Ft. James "SayWhatSales" Buckley)  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SayWhatSales    Podcast Topic  The other side of sales: understanding the impact of personal branding and interpersonal skills on your sales numbers.    Summary   In this episode of Down The Rabbit Hole, we’re delving deep into the mind of James “Saywhatsales” Buckley. Learn how he has built a massive personal brand that resonates with his target market. Understand how he’s built such an impressive following and how building a strong personal brand is essential to achieve this.  Apply the philosophy behind sales coaching and learn why it is very different in comparison to sales process training. Coaching has been proven as a more effective way to improve sales teams time and time again. Why is this?  Unearth the secrets behind good interpersonal skills so that you may better understand how to communicate with others and how to deal with challenges, such as dealing with complaints, difficult buyers, and how to apply these skills to effectively sell in a virtual environment.    James is a Director of Sales Execution and Evolution at JB Sales Training that has an infectious attitude and drives the powerful force of positivity into all the people he interacts with. B2B sales is his life, while positive relationship building and communication is his superpower.  You can connect with James or connect with Rob on LinkedIn! 

Tune in for the replay version of Limitless Webinar ft. Morgan J Ingram At the end of this episode, you will learn more about... • Strategies to win at enterprise sales prospecting • Ways to prospect C-level executives for better conversions • Leveraging ABM for effective closure rates • Using videos in prospecting to deliver a better experience ________ Follow Morgan on LinkedIn: https://www.linkedin.com/in/morganjingram/ Learn more about Hippo Video: www.hippovideo.io Tweet us @thehippovideo

Paul Greiner of Renoun Creative and Morgan J Ingram, Director of Sales Execution & Evolution at JB Sales Training, enjoy a Purple Haze by Abita Brewing and discuss changing prospecting tactics to cut through the noise in tough times, thinking about your ideal client's ideal client, actually applying what you learn from podcasts and other content, and much more. If you like what we're putting out, please subscribe and share!

Morgan J Ingram is the Director of Sales Execution and Evolution at JB Sales Training. He's host of The SDR Chronicles and Muffins with Morgan on Linkedin LIVE. Honestly, I get tired just thinking about everything he does. In today's episode, we spend some time talking about…Morgan. I was really interested to learn about his story, as he’s made a big impact in a short time. We get into the specific challenges that SDR managers are facing, the evolution of the SDR role and what that means for how we structure sales.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Morgan Ingram is the master of social selling and all things SDR. He breaks down his process for everything prospecting and disco.Four Actionable Takeaways:Check your profile views and ask your prospects “did I do something wrong?”The PLA Phone Opener: Pleasant, laugh, and arms-up.5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. Morgan Ingram: Path to President’s Club:Director of Sales Execution and Evolution, JB Sales TrainingHost of the SDR Chronicles PodcastFocus Areas: Prospecting, Discovery

Join us on a new season in Sales & Growth Marketing Series, where we bring in Leaders in Sales & Marketing to share their insights Speaker - Morgan J Ingram - Director of Sales Execution & Evolution @ JB Sales Host - Bimlesh Gudurao, Chief Coach @ PITCHCAMP 00:00 About PITCHCAMP 00:01 Morgan Introduction 00:05 Modern Art of Sales Prospecting 00:06 Traditional Vs Modern 00:08 Elements of Personal Communication 00:10 Content Vs Context 00:11 Multi-Touch Prospecting 00:12 Video - email - Social - Phone 00:14 LinkedIn Video Messages 00:28 email AIDA 00:34 email CTA 00:36 Social 00:40 Voice Messaging on LinkedIn 00:42 Phone AIDA 00:45 LinkedIn/Video Prospecting Playbook 00:46 Q&A --- Send in a voice message: https://anchor.fm/web3verse/message

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development. James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team. In this interview, you will learn about building a personal brand on LinkedIn, what is the C+P* = S formula, and what ABM prospecting tactics can be used to land on your Ideal Customer Profile LinkedIn feed. This episode was super tactical, we started the conversation and decided not to cut anything, as it was already extremely valuable! You can find James on LinkedIn https://www.linkedin.com/in/jamessaywhatsalesbuckley/ (here). Go check JBarrows Sales Training https://jbarrows.com/ (here). Enjoy the show!

The key to any successful business often lies in it's sales teams capability. There is no one size fits all when it comes to defining a specific type of person or personality that always succeeds, but there are ways and signs to spot your next potential superstar seller and hire amazing talent. Alongside this, with sales being a busy and competitive place, how do you elevate yourself when in a sales role, to really push yourself to superstar status? To explore this topic, I'm joined this week by Emmy Jonhson and Morgan J Ingram. Emmy is a Speaker & Senior Director of Global Sales Development @ ZeroFOX. Morgan is Host of #TheSDRChronicles, 2x LinkedIn Top Sales Voice and Director of Sales Execution & Evolution @ JBarrows Sales Training. Alongside this, we'll be talking about the importance of being curious, the pattern interrupt concept and also for new sales leaders, how do you build your reputation and credibility with your team, that may consist of sellers you were once peers with. If you're looking to build a successful sales team, become a superstar seller or a new sales leader, looking to build the foundations for future success, then this episode is for you!

In the wake of George Floyd's murder, we need more than black squares on our profiles.  We need more than words. More than thought leaders.  We need action.  That's what Morgan Ingram, Director of Sales Execution and Evolution at JB Sales Training, hopes will come out of this moment. For Morgan, the path forward relies on two things: overloading the world with positivity and real, tangible action. Action in the world, at home and in the workplace. ------------------ Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we're joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don't let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR's maximize their success, James works every day in the SDR role himself. What does this mean? Today, you're going to get fresh, relevant information. James discusses the tension between quantity and quality when prospecting. He explores some of his latest experiments with using platforms like video to prospect. He talks about ways SDR's can be unique in today's down economy. You're going to appreciate the practical nature of this conversation. Grab a pen and a notepad and let's join this conversation with James Buckley.

If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we’re joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don’t let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR’s maximize their success, James works every day in the SDR role himself. What does this mean? Today, you’re going to get fresh, relevant information. James discusses the tension between quantity and quality when prospecting. He explores some of his latest experiments with using platforms like video to prospect. He talks about ways SDR’s can be unique in today’s down economy. You’re going to appreciate the practical nature of this conversation. Grab a pen and a notepad and let’s join this conversation with James Buckley. Learn more about your ad choices. Visit megaphone.fm/adchoices

Morgan Ingram, Director of Sales Execution and Evolution, JB Sales Training joins us on Episode 105. Are you an action-oriented leader, or just a big talker? Morgan shows us how to be an action leader, not merely a thought leader. While planning is important, doing is what helps you create confidence, and figure things out. The best and most-effective sales leaders can demonstrate the key skills and activities that lead to success. Now is the time for your sales team to evolve, and you can start by following Morgan’s proven path to sales success.

No one wants to hear a sales pitch on LinkedIn. But sales teams that use LinkedIn wish to create valuable connections, which can eventually lead to sales opportunities. By making a few minor tweaks, you can turn your LinkedIn profile into a remarkable lead generator and sales tool, but first, you have to focus on creating a positive impression. What are some key ways to accomplishing this? In today’s episode, you’ll hear an interview, and LIVE Q&A, we recently hosted with some of the leading influencers who are using LinkedIn that are using the platform to build incredible sales strategies. Our first guest will be Morgan J. Ingram, the Director of Sales Execution and Evolution at Jbarrows sales training, where he focuses on delivering to sales development teams to enhance their skill sets and performance. Morgan is also a motivational speaker that has been nominated for TEDxSBY and TEDxUGA. Joining him is Jake Dunlap, founder, CEO, and B2B Sales Leader at Skaled Consulting. As a C-level sales leader and entrepreneur with more than a decade of experience, Jake has been able to develop and lead high-performing sales and operational teams, who have specialized in building out repeatable, sustainable methods. Receive invaluable advice from some of Linkedin’s top influencers as they give thoughts on some of the best sale strategies, generate a list of valuable relationships, open new doors for opportunities, and help you reach your full potential with Linkedin. Tune in to hear more! In this episode with Morgan J. Ingram and Jake Dunlap, you’ll learn: --- How the LinkedIn Algorithm Works And How to Make it Work for You --- Best strategies to generate and connect with potential sales prospects --- How to build a list of potential clients on LinkedIn wanting to learn more about you --- Keyways to manage your Linkedin profile and build a sales platform Figuring out your next career move doesn’t have to be so stressful. So why not try Powderkeg Matches? By joining Matches, you’re joining a community of thousands of top professionals in the Powderkeg community to get connected with outstanding people at the hottest tech companies between the coasts. Get matched with great employers, land your next major opportunity, and get started today! Please enjoy this conversation with Morgan J. Ingram and Jake Dunlap! If you like this episode, please subscribe and leave us a review on iTunes. You can also follow us on Soundcloud. We have an incredible lineup of interviews we’ll be releasing every Tuesday here on the Powderkeg Podcast. Check it out at powderkeg.com/itunes.

Morgan Ingram’s road to sales success has been anything but ordinary. Morgan is the Director of Sales Execution and Evolution at JB Sales and is also the host of his own show called The SDR Chronicles, which provides motivation, tactics and skills for all aspects of the SDR journey. He’s also a successful public speaker and - at heart - a motivator. In order to become the kind of voice that could coach others to success, Morgan had to learn how to channel his natural enthusiasm amidst adversity and failure. And as you’ll hear at the top of our conversation, his dedication to perseverance and preparation came in quite handy during an unexpected conversation with a stranger that changed everything. Check out the SDR Chronicles: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA Follow Morgan: https://www.linkedin.com/in/morganjingram Learn more about MonsterConnect: https://www.monsterconnect.com

Morgan J. Ingram is the Director of Sales Execution and Evolution and JBarrows Sales Training. This is a throwback episode from 2018.. On this episode Morgan shares: How to leverage a podcast to hone your craft Who his people are (hint it rhymes with Growth) The importance of community - especially in sales Talks about life outside of sales The more value you put into the community, the stronger it grows and more.. Links: Morgan J. Ingram: https://www.linkedin.com/in/morganjingram/ (LinkedIn): https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA/videos (SDR Chronicles) See acast.com/privacy for privacy and opt-out information.

Sales Execution is the foundation of success. Prioritize and execute! --- Send in a voice message: https://anchor.fm/jon-kronemeyer/message

Selling is a tough gig; regular knock backs, no's, objections and always chasing down a target. One of the biggest blockers to being successful in sales, isn't just what you're saying or doing, it's what you're thinking. Our mindset plays a crucial role in our success and consistency of it, but how do you manage it effectively and what are the best ways of doing this. To discuss this, I'm joined on this episode of Not Another Sales Podcast by Morgan J Ingram; Director of Sales Execution & Evolution at JB Sales Training & Host of the SDR Chronicles Podcast. We're covering why your mindset is so important when selling, the main threats to it on a daily basis and the rise in awareness of mental wellbeing in the world of sales. Morgan will also be sharing what helps him get and stay in a positive state of mind, in particular his morning routine. If you want some great insights on how to manage your mindset when selling, then tune in!

What is a Sales Development Representative? with Morgan J Ingram, Ep #125  If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy.  Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR.  Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement.  Outline of This Episode [1:35] Morgan J Ingram’s background in sales [6:32] Two strategies to start a cold-call strong [12:00] Overcome anxiety associated with cold-calling [16:20] Morgan’s 11-touch campaign strategy [20:55] What procurement people should know about SDR’s [23:04] An SDRs impression of procurement  [27:27] Two pieces of advice about sales and negotiation [30:03] How to connect with Morgan Resources & People Mentioned High-Profit Prospecting by Mark Hunter Connect with Morgan J Ingram John Barrows Sales Training website SDR Chronicles on YouTube SDR Chronicles on Apple Podcasts Morgan on LinkedIn Morgan on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja  

Have you ever thought how can I win 5 x deals repeatedly? Well, today I have Lisa D Magnuson, the author of four books on sales. Her latest book 'The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly' published, Nov. 2019 To 5X your deals, Lisa says, the good news is that there is a formula to secure 5x your normal contract size.  When you are talking 5x deals it requires different work to your normal deal.  It can be time-consuming, messy and convoluted but worth it! First, you must score your top opportunities that lend themselves to bigger opportunities. It is not just based on revenue, but of strategic opportunity or geographical or marquee name.  Then ask: What is the appetite of the account team to do the necessary work? Where would the account team score the customer's commitment to go through the purchasing journey and do you have access to those people? War room helps clients score their opportunities, in one example a client realised they did not have access that the opportunity of securing 5x was reduced.  Lisa said, it took nine months, but it was a 5x deal in the end. The reason Lisa said she wrote, The TOP Seller Advantage, was that account team would work so hard to get the executive sponsor, high five the success of the meeting and not nurture the relationship and have to start again when it came time to secure another deal.  This did not cultivate the executive relationship because the executive is not going to remember them, the research surveyed answers from executives:  Why would you take a meeting with a salesperson? What would have to occur during the meeting to feel it was worth the meeting? Why would cause you to leave the door open to future meetings? To keep all the people moving forward and with relevant insight, you must be organised to march down the executive path, regular account strategy session, pre-call planning and research on the company and executive.  This takes: Sales Leadership - to commit to organise lead and inspire. Sales Methodology – what’s are way what are the steps and system Sales Execution – you must have the account planning session and pre-call research Sales Culture – How do you create a company culture that prioritises the short term of long term result Lisa agrees the sales culture must start at the top, with the CEO, but the person that executes the work must be the sales leader.  There are strategies to engage the cross-functional executive team, anyone who is going to impact the 5x deal. The account team gets it right if it is diverse on who to call, when and what to talk about the competitive blocks and the competitive map.  The account team must be diverse said Lisa, backed by a strong quarterback with backup up from a strong sales leader. In 2014, conducting research for her book, Lisa interviewed VP of sales and realised they were all male, she was astonished the efforts she had to go through to ensure she achieves a diversity of views at the VP Sales level, concluding we still have a long way to go. Pre-call planning is the way to increase sales and close more deals, emphasizing the are stats that it takes 16 attempts to get a meeting, so you must be prepared if you are to increase your success rate. Lisa has kindly offered listeners her pre-call download here: https://toplinesales.com https://www.linkedin.com/in/toplinesales @lisa_magnuson

Morgan J Ingram, Director of Sales Execution and Evolution, JBarrows Sales Training, speaks at SparrowCast on how to build a personal brand.

To have revenue growth, you have to get good at sales execution. When I say sales execution, it is the art and science of closing the deal. Every company has to figure out the path to predictable sales execution if you want to grow beyond where they are now. My guests today are Chris Cochran and Richard Hoehn, Co-founders of FreightWise. Their company was ranked #2 in the 2019 Inc 5000 list. They share with us how they looked at sales in the early days of the company. There are some counter-intuitive strategies that they took to improve their sales execution. Improving your sales is a powerful force for growth. Discover how you can improve your sales execution in today's episode. Get the show notes for Company Growth Requires Sales Execution with Chris Cochran and Richard Hoehn at FreightWise Click to Tweet: Listening to an amazing episode on Growth Think Tank featuring Chris Cochran and Richard Hoehn with me your host @GeneHammett http://bit.ly/ChrisCochranandRichardHoehn #SalesExecution #Culture #GHepisode480 #GTTepisodes #Podcasts Give Growth Think Tank a review on iTunes!

Morgan J Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training joins me for Episode 35 and dropped absolute FIRE!! We talk about how we got started in sales, how he found success as a SDR and moved quickly to a promotion to leading a team. We go from there and talk about his journey from sales leadership to sales training - all while using his personal brand to power his journey. There is no amount of description that I can write that can convey the awesome value on this episode. Give it a listen!

On this week's episode, I speak with Morgan Ingram. Morgan is a video creator, mentor, entrepreneur, and speaker. He's the Director of Sales Execution and Evolution at JBarrows.We discuss how to become a top voice on LinkedIn, what separates a "meh" SDR from a great one, and why videos games could actually be the future of marketing. Episode Highlights:Morgan shares about his journey from cold-calling his boss, landing in an SDR, running a YouTube channel, and into his current role.The Importance of taking time to create content.Navigating the shifting landscape of the LinkedIn algorithm and adjusting to the platform.What it takes to become a "top voice" on LinkedIn.Morgan shares why E-Sports gaming is the future it's effect on marketing.Morgan's advice for those needing liberation from negativity, especially in the workspace.Why LinkedIn is Morgan's platform of choice and how he uses it for his sales efforts.What NOT to do on LinkedIn when it comes to connecting with people.Morgan's answers to our "Rapid Fire" round of questions.Morgan shares what he's working on right now, what's important to him, and what people should check out that he's doing right now.3 Key Points:Consistently creating content affords you an advantage over the majority of people.Focus your energy on things that are positive and surround yourself with those that feed that positivity.Work hard, but always have a plan and method for doing what you are wanting to do.Resources Mentioned:Morgan Ingram's LinkedIn

Join 2600Hz's Alisa Bartash and Dave Gilbert, UC Pioneer, for a special episode of Free UC w/ 2600Hz! In anticipation of KAZOOcon 2019, Dave is giving listeners a brief snapshot of what he'll be talking about on stage at the event during his session titled "Open Discussion: Crush Sales Execution through Integrated Technologies That Transform Business".

In this week's episode we are chatting with Morgan J. Ingram, Director of Sales Execution & Evolution at JBarrows Sales Training and the host of #TheSDRChronicles. Morgan is well known in the sales community for elevating salespeople and turning sales teams into rockstars! Tune in to the podcast and find out what are some of the high leverage sales tactics that founders should focus on that will get you results.

Morgan Ingram is the Director of Sales Execution and Evolution at JBarrows Sales Training. He is also the host of YouTube series, The SDR Chronicles. Today, we're talking about Cold Call Objections. In this episode, we also talk about: • How to prepare for cold call objections • What is the best time to cold call • How to respond to the objection: "Send me info" • How to respond to the objection: "I'm not interested" • How to respond to the objection: "Call me later"

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training.  In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy.  Last we checked, there's only 24 hours in a day. Maybe Morgan doesn't need to sleep? Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).  

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training.  In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy.  Last we checked, there's only 24 hours in a day. Maybe Morgan doesn't need to sleep? Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).  

In this episode we talk to Morgan J. Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training. Click here to connect with this guest on LinkedIn.

Click Here to Subscribe to the Show: iTunes | Stitcher | Google Play Morgan J Ingram, Host of #TheSDRChronicles and Director of Sales Execution at JBarrows Sales Training, drops by the show to talk about his ability to train sales teams and how to brand yourself online effectively. Today's Sponsor: 99Designs Resources: Relentless: By Tim Grover The 15 Invaluable Laws of Growth: By John C Maxwell Crush It: By Gary Vaynerchuk  

In this #PricingPodcast, expert Joanne Smith shares strategies to improve sales partnerships in pricing. About Joanne: Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She achieved her B.S. from Drexel University and completed Advanced Marketing and Sales Courses with Kellogg School of Management Program. She is a certified Six Sigma Champion. For more information about Joanne, view the full blog post: https://pricingsociety.com/partnering-with-sales/