Podcasts about sales function

Ever thought about scaling your digital agency by selling it? On this week's Garlic Marketing Show, we dive into a fascinating conversation with Todd Taskey from Potomac Business Capital, who shares how selling your agency could be the key to unlocking new growth opportunities.Todd reveals the keys to building a great company, making your agency irresistible to buyers, and the often-overlooked strategy of scaling through selling. Plus, real stories of agencies that have grown exponentially after leveraging strategic sales.This episode is packed with insights that could change the way you think about growing your business. Don't miss it!What You'll Learn:Important Factors That Make Your Agency Attractive to Buyers, Like Recurring Revenue and Client RetentionCommon Pitfalls That Can Prevent a Deal from Closing and How to Avoid ThemReal-Life Examples of Successful Agency Sales and What Made Them Stand Out to Private Equity FirmsThe Critical Role That Strong Financials, Sales, and Marketing Play in Securing a Higher ValuationWhy Building a Sales Function, Rather Than Just Hiring a Salesperson, Is Crucial for Agency GrowthHow Private Equity Views Agency Acquisitions and How You Can Leverage Their Resources for Long-Term GrowthConnect with Todd Taskey:WebsiteLinkedinPodcastResources:Connect with IanDownload a Tackle Box!Supercharge your marketing and grow your business with video case stories today!Book a Discovery Call Today with Our ExpertsSubscribe to the YouTube Channel Hosted on Acast. See acast.com/privacy for more information.

In this episode of Drink While You Think, Kenji Kuramoto & Matthew May share a beer and talk about job responsibilities – when to create specialized roles, when you should rethink roles, and when you might want to consider combining roles in your company.Tune in for…

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

Welcome to the Scale with Strive Podcast,  the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

We've all got a favorite band. They start off small, playing in tiny venues and relying on word of mouth to build their fan base. Their raw talent and charisma attract a following, akin to how an innovative product captures the market. However, to make a real impact, bands must dream bigger and venture beyond their local scene. This calls for a proactive approach, akin to a world tour, where they engage with fans on a larger scale, promoting their music and playing in major venues.Similarly, in the B2B SaaS realm, a company with a stellar product can build an initial customer base through organic, product-led growth. However, to truly accelerate and attain unparalleled success, incorporating a sales-led motion is essential. This entails a deep understanding of customers, personalizing approaches, and delivering value beyond the product. Like the band embarking on a world tour, this synthesis of strategies requires tactical planning, strategy, and execution. Guiding us through this journey is Tim Geisenheimer, CEO and Co-Founder of Correlated, whose expertise in seamlessly integrating sales-led and product-led strategies proves invaluable for companies seeking to harmonize and leverage these growth approaches.High Level Overview:Leveraging User Data for Outreach: Cold outreach is more effective when it's personalized. Tim Geisenheimer emphasized the importance of utilizing user data to add value in communications, thus creating an impactful sales conversation.Security Can Be an Ice-Breaker: When approaching existing customers for upselling or new prospects, leading with security insights can capture their attention, as security is a prime concern for most businesses.Balance Between Sales-led and Product-led Is Key: Tim pointed out that while having a strong product is crucial, it's equally important to have a sales-led motion to actively reach out to potential customers who can benefit from your product.Be a User of Your Product: “Dogfooding” your product helps you understand its value and talk about it convincingly. Correlated uses its own product, and Tim highlights how this practice can make the product better and also improve communication with customers.Cold Outreach is Evolving: In the PLG (product-led growth) space, pure cold outreach is becoming less effective. Tim suggests that the days of cold sequencing are numbered, and companies need to adapt by providing more value and personalization in their outreach.Implementing Sales-Led with Tim Geisenheimer:Integrating a sales-led approach in a product-led business is akin to adding a turbocharger to an already powerful engine. By complementing the organic growth generated by the product with proactive sales efforts, businesses can achieve a level of growth that is greater than the sum of its parts. Tim Geisenheimer's insights reveal the importance of this balanced approach.Utilize Existing User Data: Tailor your outreach and communication based on how your product is already being used by the prospect or customer. This customization makes your message resonate more and shows that you are attentive to their needs. When reaching out to customers, it's essential to go beyond generic messaging. By analyzing the user data and understanding their interaction with your product, you can craft a message that addresses their specific pain points or highlight features they might not be utilizing fully. This shows that you have put thought into understanding their business and are genuinely trying to add value.Initiate Conversations with Security: Begin conversations with insights on security. This can be an effective way to engage potential clients as it immediately addresses a critical concern. Security is a universal concern among businesses. By initiating the conversation with how your product can enhance security, or providing insights into security best practices, you tap into a top priority for the potential customer. This approach can help in establishing your brand as an authority and building trust early in the conversation.Create a Defined ICP (Ideal Customer Profile): Know which companies would most benefit from your product and focus your outreach efforts on them. This focused approach makes your sales efforts more efficient and effective. Having a well-defined Ideal Customer Profile allows your sales team to target the right businesses with precision. This means that the communication and outreach efforts are directed at those who are most likely to benefit from your product. It saves time and resources, and increases the probability of closing deals as you are talking to the most relevant audience.Employ Your Product in Your Sales Process: Use your own product to understand it better and to find customers. This firsthand experience enables you to discuss your product more authentically and persuasively. Using your product internally (“dogfooding”) enables you to identify its strengths and weaknesses. This insight is invaluable when communicating with customers because you can talk about real-world applications and benefits. Moreover, your sales team can provide genuine recommendations and tips, making the conversation more relatable and engaging for the potential customer.Evolve Your Outreach Strategies: Recognize that cold outreach needs to evolve. Integrate more value-driven, personalized approaches to engage potential customers effectively. Cold outreach strategies are rapidly becoming outdated. People are more likely to engage with communications that provide value. It's essential to adapt your outreach strategies by incorporating personalized messages that are relevant to the recipient. This could include sharing insights, industry trends, or ways your product can solve specific challenges they might be facing.Implementing a sales-led approach to a product-led business is not merely about boosting sales efforts. It's about intelligently leveraging the strengths of your product, understanding your customers, and communicating value in a personalized manner. As Tim Geisenheimer's experience illustrates, this approach not only enhances customer engagement but also positions your company for sustainable growth in an ever-evolving market.Further LearningsFollow Tim on LinkedIn and Twitter.

About Aditi Shrivastava: My next guest The One Percent Project is the very talented and driven Aditi Srivastava. Aditi is Co-Founder and CEO at Pocket Aces, India's largest socially distributed content network, which includes five diverse brands: FilterCopy (short fiction), Dice Media (multi-episode web series), Gobble (lifestyle), Nutshell (infotainment), and Jambo (young-adult animation). Pocket Aces also operates Clout India's largest digital influencer management practice. The company incubated Loco, India's largest homegrown game streaming and esports app, which was spun off successfully into a separate entity in 2021. Sales are a critical contributor to the success of any business. They are the source of revenue generation, but more importantly, they help build and sustain relationships with clients. Sales offer crucial insight into the efficiencies of a company's marketing and product development initiatives. A competent sales force may assist a company in reaching its objectives by spotting and capitalizing on new possibilities and cultivating and maintaining connections with important clients. Undoubtedly, sales are crucial in any business's long-term existence and expansion. But how does one build a robust sales force? In this contemplative conversation, Aditi shares her understanding of sales through years of hands-on experience in building sales businesses, the role of storytelling in sales, striking a balance between creativity and numbers, the difference between sales and marketing units, building sales teams through the years, if founders should be key salespersons, and much more. Key Take Aways & Transcript: https://bit.ly/TOP_AditiShrivastava Follow & Subscribe: WhatsApp: https://bit.ly/TOP_WA2 YouTube: https://bit.ly/TOP_Youtube LinkedIn: https://bit.ly/TOP_LinkedIn Twitter: https://bit.ly/TOP_Twitter1 Instagram: https://bit.ly/TOP_Insta In this conversation, she talks about: 00:00 Intro 02:15 A day in Aditi's life 02:50 How as humans, we are constantly selling 04:31 Role of storytelling in sales. 06:22 The balance between creativity and numbers. 07:56 If all salespersons are extroverts? 10:18 Where she draws the line between sales and marketing functions. 13:11 Her insights on building a sales team. 21:09 If she thinks founders can oust revenue generation or business creation from other key members in the initial days? 26:48 How she manages sales rejections? 31:03 The nicest thing anyone has done for her. 32:09 Her legacy.

Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don't directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product.  Justin then discusses why sellers should shift their focus from conversion rates to opportunity flow and then dives into why he believes conversion is antagonistic to deal flow. Most sales teams conversion rates are already impossibly high—and the constraint they face in increasing sales is that their opportunity flow is dangerously low.  HIGHLIGHTS Sales does NOT generate revenue, operations does Rename the CRO to Chief New Revenue Officer Incentive Pay: Its impact on productivity and team performance The dangers of defining a "sales opportunity" too narrowly A compelling proposition makes strangers prepared to talk to sellers QUOTES Debunking the myth that sales generates revenues - Justin: "If you look at why businesses lose accounts, in most businesses, the 3 most common reasons in descending order of frequency are poor operational performance. The company breaks its promises, number 1. Number 2 is pricing. Too expensive."  "Number 3 is product. Insufficient range or competitors have a product that's technically performing better... which of those 3 are salespeople responsible for? Or which of them do they directly influence? None. Operations is responsible for all 3 of those."   Selling is a team sport so compensation should reflect that - Justin: “When we strip away all responsibilities from salespeople apart from selling conversations, it becomes a team sport. We have a promotions team that's generating ops. We have an engineering team that's working with salespeople on solution design and budgets and proposals and so on."  "And it no longer makes sense to say ‘Well, we're going to compensate members of this team on a piece-rate based upon the assumption that we want them all to work as fast as possible.' We don't. We're trying to maximize throughput for the team as a whole." Find out more about Justin and get his book in the links below: LinkedIn: https://www.linkedin.com/in/justinroffmarsh/ Website: https://salesprocessengineering.net/ Company website: https://ballistix.com/ Amazon link: https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245 More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Richard Dunkel, Global Head of Field Enablement at Celonis The sales operation is the cornerstone of every business. Without it, companies would not have revenue. In this episode of the M&A Science Podcast, Richard Dunkel, Global Head of Field Enablement at Celonis, discusses how to improve the sales function during integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

https://www.linkedin.com/in/joeenglishjre5/ (Joe English) of https://www.360consultingdfw.com/ (360 Consulting) observes that so many businesses struggle to meet sales goals and expectations in spite of their best efforts. This manifests itself in stalled out proposals, inability to take sales to the next level, lack of time to manage sales, inability to find the "right" salesperson, or having the wrong compensation system. Joe points out that there are 4 reasons why companies struggle with their sales: 1. They lack the right go-to-market strategy; 2. They don't have roles, responsibilities, comp plans and onboarding processes for their sales team; 3. Their sales process is ineffective; and 4. They don't have the right management process. Joe recommends business owners must have an exceptional onboarding plan and a solid management process that provides constant feedback and input to salespeople so they have clear expectations. Joe offers a 5-step process to implement an effective sales development and management process. Listen to the end for Joe's gift to our audience. Show highlights 03:43  The signs and symptoms that a business is failing at building a sales function. 05:24  The underlying issues that cause your sales function to start to underperform. 08:39  The game plan to build an effective sales function. 09:36  The importance of clarity of task in sales team performance. 12:20  The impact on the business owner of having an effective sales team and process. 13:28  5-step process to professionalize your sales function. 17:12  Learn about Joe.  Email Joe at joe@360consultingdfw.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you become referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

In this podcast, Marco Aurelio Sisti Associate Professor of Practice in Marketing & Sales at SDA Bocconi, describes the evolution of the sales function as the basis for the omnichannel transformation of B2B.   See omnystudio.com/listener for privacy information.

Five years ago, I recorded Episode 1 with my Bluetooth headset and sent it off for approval on Apple Podcasts. My primary goal when I made the first episode was to create something that industrial water treaters could listen to while they drove from account to account. I wanted to make something that would help water treaters expand their general water treatment knowledge. What I didn't expect when I launched Episode 1 was that this podcast would create a community of people with similar passions. Today, we are not only celebrating the fifth anniversary of the Scaling UP! H2O podcast, but also the fifth birthday of the Scaling UP Nation, our global community of water treaters. It is an honor to celebrate this milestone with you. That's why in this episode, I am going to take a page from Atlanta's Morning News' Scott Slade, and share with you some of my favorite Top 5 lists in three categories: Community Wins, Books written by podcast Guests, and Inspiring Quotes. There were so many amazing guests and inspiring quotes so narrowing it down was a challenge.  If you were making a list of the top 5 things about the podcast, what would they be? Please share your lists on social media with the hashtag #ScalingUpH2O . The last five years are dear and near to my heart, and I'm looking forward to spending the next few years with the Scaling UP Nation by “Scaling up our knowledge, so we don't scale up our systems.” Bottom line: Happy 5th anniversary, Scaling UP Nation!  Your roadside friend, as you travel from client to client.   -Trace    Timestamps:  Happy 5th Anniversary, Scaling Up Nation! [00:50] Thinking On Water With James [03:32] 5 Years Ago: The Beginning of the Scaling Up H2O Podcast [04:31]  Top 5 Community Wins: Creating communities of passionate water treaters [09:04] Top 5 Books Written by Podcast Guests: Some of my favorite Books [18:29] Top 5 Inspiring Quotes: Quotes to pick you up and remind you that better is possible [37:42]   Thinking On Water With James:  In this week's episode, we're thinking about whether you can rely upon the tracer to determine product concentrations in your water systems, or are there other ways to confirm? Should you be regularly testing beyond just tracers like PTSA? Can anything impact the tracer to make it an unreliable indicator of product levels and performance? How might time, biocides, etc. impact tracer levels? Even if the tracer levels are correct, what else may be happening in the water system to impact other product ingredients? Take this week to think more about the tracers you use and learn more about them.    Quotes: “A candle loses nothing by lighting another candle.” - James Keller “If you can dream it, you can do it.” - Walt Disney “You are the average of the 5 people you spend the most time with.” - Jim Rohn  “I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” - Maya Angelou “There are a thousand hacking at the branches of evil to one who is striking at the root.” - Henry David Thoreau “[When I first started the podcast], I created procedures. I will learn about a new topic as much as I can, and then I will write out procedures so I don't have to relearn it every time I go do it.” - Trace Blackmore “I learned that you don't need to be creative [when it comes to episode titles], you need to be simple, you need to find things that are repeatable, and people just understood what was going on.” - Trace Blackmore “Five years ago, Scaling UP H2O was born. [But] what was also born, was the Scaling UP Nation” - Trace Blackmore “I started the podcast because I wanted a community. I wanted people to come together in an industry that people don't normally come together in.” - Trace Blackmore “I am so amazed and humbled and honored that I get to be the tribe leader of the Scaling UP Nation.” - Trace Blackmore “Ask big, because you can get answered big.”  - Trace Blackmore “I know what the intent is behind everything that I say, but the people that hear me say it, they have no idea what that intent is.” - Trace Blackmore “If you don't ask, you won't get. Never think that what you need is not important to someone else” - Trace Blackmore   Connect with Scaling UP H2O:  Email: corrine@blackmore-enterprises.com (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o  linkedin.com/in/traceblackmore Scaling UP! H2O on Facebook: @H2OScalingUP   Links Mentioned: Atlanta's Morning News – 95.5 WSB with Scott Slade 158 the One That's Virtually Live At 2020 AWT Conference 001 A New Podcast for Water Treaters Apple Podcasts for Creators 246 The One About How To Patent New Water Treatment Technologies   029 The One with the Submarine Captain 039 The One That Will Change Your Sales Department 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others 148 The One About The Big Thirst 164 The One With Chris McChesney The Rising Tide Mastermind AWT (Association of Water Technologies)   Books Mentioned:  Turn the Ship Around by Captain. L. David Marquet The 7 Habits of Highly Effective People by Stephen R. Covey The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh I Said This, You Heard That Workbook by Kathleen Edelman The Big Thirst by Charles Fishman The 4 Disciplines of Execution by Sean Covey, Chris McChesney, & Jim Huling

Jarron Vosburg from JumpCrew says we can do away with the pitch deck. He is disrupting B2B sales and will share his perspective on what we're all doing wrong but may not know it on this episode of #DiggingDeeper. Vosburg is the vice-president of Sales at JumpCrew. That is an acquisition marketing platform company out of Nashville. They're all about helping you optimize sales. We talk about the pitch deck concept, but also more specifically about how sales and marketing work together, compliment one another and ways they could be structured to optimize both. Some good ideas from Vosburg today on the show. Also, have you downloaded The State of Content Management from Storyblok yet? We've told you about it for a couple weeks now. You certainly owe it to your company to do so. Our friends at Storyblok surveyed 515 businesses in the U.S. and Europe – companies just like yours – to find out how they are approaching content distribution through their digital channels in 2022.  You have to provide content for your website, maybe a mobile app, then ecommerce platforms, voice-activated speakers … Managing content is more complex today than ever. Get insights and ideas on how companies like yours are tackling the content challenge with The State of Content Management Report from Storyblok. It's free and just good information to make you smarter! LINKS: Jarron Vosburg on LinkedIn: https://www.linkedin.com/in/jarronvosburg/ JumpCrew: https://jumpcrew.com/ Storyblok State of Content Marketing Report - https://storyblok.com/diggingdeeper Digging Deeper on YouTube: http://cornett.online/digdeep Digging Deeper Podcast Subscriptions: http://cornett.online/diggingdeeper Learn more about your ad choices. Visit megaphone.fm/adchoices

Today's guest Justin Roff-Marsh is the author of The Machine: A Radical Approach to the Design of the Sales Function. He is also the founder and CEO of Ballistix, an international management consultancy specializing in Sales Process Engineering. Justin shares insights into how organizations can consistently make a tonne of money by simply re-engineering their sales processes and adopting a radical sales approach. What You'll Learn: - Why the top organizations focus on having fewer field salespeople - How to cultivate a team-based approach to sales  - Effective leadership using management by numbers - Why commission models are never effective in sales - Understanding the radical approach to sales - Process-oriented leadership and why it's so effective - How to improve the outcome of selling conversations - How to improve your team's overall productivity - Why leaders need to manage for consistency instead of output - The engineering approach to processing information If you've been in sales for the last 20 years, you'll have noticed that organizations have upped their ability to produce while struggling to boost their ability to sell. You'll also have noticed that buyers no longer like interacting with traditional salespeople. Justin believes that the sales manager of the future is one who's prepared to wrestle sales away from autonomous field-based salespeople in favor of a highly efficient team of specialists.  Resources: - Ballistix  https://ballistix.com/ - Justin Roff-Marsh: The Machine: A Radical Approach to the Design of the Sales Function https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245/ - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - Sandler on Instagram https://www.instagram.com/sandlerinyyc/   - Sandler in Calgary - www.hamish.sandler.com/howtosandler - Full Funnel Freedom https://fullfunnelfreedom.com  - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

If you're wondering what you can do to improve your sales function, but you're not a salesperson yourself, then don't miss Steve Schrier on this episode of The Melting Pot. Steve knows sales. He's been a salesman, he's run sales, he's consulted on selling. His focus isn't on transactional one off sales, he sees sales as more deal making, consultative selling, doing deals in negotiating. In particular, as the business world moves towards an annual or monthly recurring revenue model with longer customer life cycles, rather than one off deals, Steve decided to help people get their sales function in order to write a book about it. Build Your Sales Tribe is a step by step guide for non sales managers, i.e. not salespeople, who are looking for a commercial structure to take their business on a high growth path and need to know everything about building and managing a sales organisation.In this conversation, Steve shares a little bit about his background, but the chat is mainly about the things he felt compelled to capture in the book, the things that non sales people wouldn't know, but need to know to grow their business in the Information Age. This is a fantastic conversation with Steve, we're sure you'll enjoy it as much as we did. On today's podcast:Build your sales tribeDeveloping B2B salesThe need for customer success3 different types of salespeopleThe lack of sales management trainingThe issue with commissionLinks:Build Your Sales TribeTwitter – @SalesTribeLtd LinkedIn – Steve SchrierWebsite – https://www.salestribe.co.uk/

Dom has spent most of his life in sales. He was a good sales guy, a terrible sales manager, a better sales director. When he got to the point where he knew he was playing to his strengths, it was because he'd spent years dialling 300+ times per day, he'd accrued 10,000 hours in sales. Today, he often helps clients think about or fix their sales organisation, particularly technology led businesses where the founder doesn't come from sales, and needs help understanding what  their sales function might look like. From helping clients hire their first salesperson through to thinking about what the structure of sales looks like, to what their sales and marketing organisation might look like. And so in this special podcast episode, we've pulled together a podcast of three sales experts (all the links to their individual episodes are in the show notes). We've got Jamal Reimer, who only ever wanted to be the sales guy who does multi million dollar deals, never a sales manager; David Davies, a Sandler trainer; and Justin Roff Marsh, who believes that sales people should just sell, nothing else. We've taken the best sales advice from all three episodes and strung it together to highlight the nuggets that were really, really interesting, to challenge you when thinking about your sales organisation. These are three great conversations, turned into one.On today's podcast:The value of rapportSales is not about personal relationshipsAccount managers are order takersDon't make your best salespeople managers The low benchmark for salesThe value of saying noLinks:Rethinking The Sales Process with Justin Roff-MarshSandler Training and Making Channel Sales Work with David DaviesThe Secrets Of The Mega Deal with Jamal ReimerTwitter: @Justin Roff Marsh, @SandlerTV & @Jamal_ReimerLinkedIn: Justin Roff-Marsh, David Davis & Jamal Reimer

What is the role of Sales Function or Customer Development inside the S&OP? How Sales can play the tactical role of bridging the business gap in a profitable way? How to manage conflict when dealing with backdoor selling and Parallel stocks? How you balance in S&OP between achieving top and bottom-line targets and how to direct your sales team towards the profitability goals? How to control the front/back margin with the distributor? All of those questions and more will be answered by one of the thought leaders in the industry Hassan Gemei. Hassan Gemei has great experience which allows him to play many roles in several well-known multinational companies in the middle east. Don't miss the chance to attend our Global S&OP Community live at 9:00 PM KSA time. We will be streaming from Ahmed El Hamamsy's profile. We will be waiting for your participation and your live questions. Follow Global S&OP Community every Sunday. Knowledge you will not find in books. #business #marketing #sales #leaders #experience #community #development #entrepreneurship #streaming #digitalmarketing #middleeast #leadership #success

As a firm scales, it must make a significant change to its sales strategy. The sales approach in a small, young firm becomes obsolete when scale becomes the focus. On this episode we discuss how the sales strategy changes at different stages of a firm's lifecycle.

Justin Roff-Marsh is an author of The Machine: A Radical Approach to the Design of the Sales Function, a book with ideas that blow Jeremey’s mind. In this provocative episode, hear why Justin believes that SDRs should be fired or have their roles reconfigured, why first meetings shouldn’t be called discovery meetings, and why paying commissions in a complex sales environment is “too silly for words.” Visit SalesLoft.com for show notes and insights from this episode.

Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing opportunity in sales teams. Learn more about your ad choices. Visit megaphone.fm/adchoices

Minter Dialogue Episode #403George Brontén is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing, with the life motto "Don't settle for mainstream", George is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals. In this conversation, we discuss the role and importance of storytelling and purpose in sales, the power of beauty and enjoyment and many insights as to how to improve your sales function and CRM processes. If you've got comments or questions you'd like to see answered, send your email or audio file to nminterdial@gmail.com; or you can find the show notes and comment on minterdial.com. If you liked the podcast, please take a moment to rate/review the show on RateThisPodcast. Otherwise, you can find me @mdial on Twitter.Support the show (https://www.patreon.com/minterdial)

Justin Roff-Marsh is the author of, "The Machine: A Radical Approach to the Design of the Sales Function," and Founder of Ballistix, a Los Angeles-based sales consultancy. In this episode, Justin and I challenge sales orthodoxy on a wide range of topics. Tune in to see why I love having Justin on the show to confront the conservative, hidebound thinking that dominates in sales.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Javier Darriba, CEO and co-founder at Bloobirds is this week's guest on The SaaS Revolution Show. Javier is a serial entrepreneur: he previously co-founded UserZoom, one of the most successful SaaS companies to come out of Spain - and is now looking to repeat that success with Bloobirds. Sales is his specialism, so this is a must-listen for any sales leaders (or aspiring sales leaders) in growing SaaS companies. In this episode he shares a wealth of sales expertise, from how to build out your sales team to why every startup needs a sales playbook.

Podcast interview will get insight by sales force radical Justin Roff Marsh, who is a Sales Management radical. Roff emphasizes suggests an alternative to the traditional sales commission model which is based on the division of labor to enhance sales efficiency. 

106 The One with the Agnostic Equipment Guy Episode 106: Show Notes Nation! I know your favorite thing in the water treatment industry is the equipment we use.  Well, maybe not...  But it is something that we must use to run our programs when we are not there.  Many of us are loyal to a particular brand and model of equipment.  There is nothing wrong with that as long as you know what your options are outside of your “comfort zone.”  I have found by working with other water treaters that many of us learn how one thing works, get comfortable with it and stop.  That is not ok.  We have to keep apprised of what equipment is out there to make our systems better.  Our guest today is Blaine Nagao of H2Tronics.  Blaine is a longtime friend and colleague of mine.  We met through the Association of Water Technologies.  Specifically, when he would do the equipment training portion at technical training.  I still remember things I learned from him in the class.  Blaine agreed to come on the show and talk with us about a few things we should consider when it comes to equipment.  Please get ready to enjoy my interview with Blaine Nagao.  Key Points From This Episode:  AWT Annual Convention & Expo [0:00:30]  Industrial Water Week [0:01:53]  Audible (Reading Tool) [0:03:31]  Water Treatment Equipment [0:04:38]  Equipment Baselines [0:10:02]  Additional Functions Of Controllers [0:13:05]  New Technology For Pumps [0:15:44]  3 Ways To Verify Pumps [0:18:03]  Familiarizing The Equipment [0:18:32]  Installations [0:19:41]  How To Improve Installations? [0:20:54]  Choosing A Brand You Want To Use [0:28:44]  Time Saving Tips [0:32:06]  What H2TrOnics Does? [0:44:18]  And a lot more!  Tweetables: “Do as much as you can ahead of time!” @BlaineNagao @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “Treat every installation like it’s a reflection of yourself and your company.” @BlaineNagao @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “Learn about the equipment that is running your programs.”  @traceblackmore   @BlaineNagao scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  What are 5-10 things that you need to know how to troubleshoot for your equipment? @traceblackmore @BlaineNagao  #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “When you elevate your water treatment program, you are showing customers that you are staying on top of all of their water treatment needs. You’re also making ways to save them energy and water!” @traceblackmore @BlaineNagao  #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  Links Mentioned on this episode: Blaine Nagao on LinkedIn H2trOnics, Inc. Horse tradin' by Ben K. Green  The Terminal List by Jack Carr  The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh  The Goal: A Process of Ongoing Improvement by Eliyahu M. Goldratt 

When Tori Belkin came into her role as Director of Sales at Ceros, she was tasked with building the sales training program from scratch. Learn how she approached it and the three strategy pillars she’s employed to scale the sales function. Bonus: listen to Tori and Jeremey role play how to establish an upfront contract using the Sandler methodology.

The Radical New Approach To Sales That Will Revolutionize and Scale Your Business With Justin Roff-Marsh. Episode 39: Show Notes. Today on the show we welcome Justin Roff-Marsh, Founder of Ballistix and author of The Machine: A Radical Approach to the Design of the Sales Function. When was the last time you thought about sales? About how it is managed and who does what job? And whether the method you’re using is really the best method? As water treater’s, our job is to go out there and sell what it is that we do. But if you really look at the way we do sales and the systems in which we do sales, it hasn’t changed all that much since the dawn of time! Yet everything else has... Justin is someone who has re-designed the sales process by taking a whole new approach to the way in which companies sell. In his book, he delves deep into the world of sales functions; looking at how and why we’ve been approaching sales in the same way for so long and how you can break these models a part and improve them to benefit of your own sales practice today. In this episode, we chat to Justin about the key concepts in his book, about some of the things we take for granted in sales and what we can do better in this field. [0:03:40.0] Key Points From This Episode: The problem with the traditional sales model. [0:05:50.0] Why there is a more efficient way to operate sales. [0:07:50.0] Removing sales people from customer service and prospecting. [0:10:20.0] Find out what an ideal sales department looks like to Justin. [0:11:23.0] Hear Justin’s advice on how to sell to the right people. [0:13:00.0] Measuring customer service within this new sales philosophy. [0:19:54.0] The actions Justin would like people to take after reading his book. [0:24:45.0] Why your salespeople need to be either independent or part of a team. [0:28:10.0] Find out how Justin came up with the concept for his book. [0:31:31.0] How Justin discovered that salespeople don’t like money as much as he thought. [0:33:40.0] The outcome from companies who have implemented the new sales process. [0:35:25.0] Find out the last three books that Justin has read. [0:38:00.0] Leathermans, test-kits and copper: Questions from the listeners. [0:42:30.0] And much more!  Tweetables:  “The first thing that we should take away from sales people is customer service.” — @justinroffmarsh [0:10:20.0]  “The approach that we are advocating is absolutely chalk and cheese compared to standard practice.” — @justinroffmarsh [0:19:15.0] Links Mentioned in Today’s Episode: The Machine: A Radical Approach to the Design of the Sales Function – http://scalinguph2o.com/salesbook Rational Optimist by Matt Ridley – http://scalinguph2o.com/39book1 The American Kingpin by Nick Bilton – http://scalinguph2o.com/39book3 Justin Roff-Marsh on Twitter – https://twitter.com/justinroffmarsh Justin Roff-Marsh Website – http://justinroffmarsh.com/ Justin Roff-Marsh on LinkedIn – https://www.linkedin.com/in/justinroffmarsh/ Ballistix – http://ballistix.com/ Test Kit Light: http://scalinguph2o.com/light  

Today I am talking with Justin Roff-Marsh, the author of, The Machine: A Radical Approach to the Design of the Sales Function.  And guys, it truly is pretty radical.   Justin is also the founder of Ballistix, a consulting firm that builds and re-engineers sales environments from the ground up.   He's been doing this for 15 years plus and he's been building more efficient sales functions to help companies, really just grow.  Dominate their market.  And the work that he's done is called, “Sales Process Engineering”.   In our chat today, we're going to go over what exactly Sales Process Engineering is and why it's so important for property management entrepreneurs. Justin walks us through what this looks like in practice, from the organizational structure to compensation. Justin tends to work with larger organizations, but what we are talking about could not be more relevant to the property management industry and I'm so excited that Justin has come on the show with us today.

Lars Nilsson is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand. In Today’s Episode You Will Learn: How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years?   Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing? How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test? What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard? How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough  to be achievable and solve a true and inherent customer need? 60 Second SaaStr What does Lars know now that he wishes he had known at the beginning? What is Lars favourite piece of SaaS reading material? Sales rep productivity, what does Lars believe is the scale from exceptional to poor? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lars Nilsson

Visit EOFire.com for complete show notes of every Podcast episode. Justin is the author of THE MACHINE: A Radical Approach to the Design of the Sales Function. He’s also the founder of Ballistix: a consultancy that builds sales functions for organizations in North America, Australia and the United Kingdom.

Justin Roff-Marsh | Engineering the Sales Function by Enterprise Sales Podcast

Justin is the author of THE MACHINE: A Radical Approach to the Design of the Sales Function. He’s also the founder of Ballistix: a consultancy that builds sales functions for organizations in North America, Australia and the United Kingdom.

Segment 1: Tim Sanders is the former Yahoo! Chief Solutions officer and the author of four books including one of my favorites, “Love is the Killer App”. His new book is called “Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges”.Segment 2: Mindy MacKenzie is an accomplished corporate executive, a highly acclaimed speaker, and CEO advisor. Before starting her advisory practice, Mindy served as Chief Performance Officer of Beam, Inc. She is the author of “The Courage Solution: The Power of Truth Telling with Your Boss, Peers, and Team”.Segment 3: Dan Rust is the author of “Workplace Poker: Are You Playing the Game or Just Getting Played?”, and founder of Frontline Learning, an international publisher of corporate training resources. Segment 4: Sonny Chatrath is travel industry veteran with 24 years of experience in almost every aspect of travel, having worked in Airline Consolidation, Leisure, as well as Corporate Travel. He is also an actor and an amateur chef. Segment 5: Justin Roff-Marsh, the founder and President of Ballistix and author of the new book, The Machine: A Radical Approach to the Design of the Sales Function. Justin is considered by many as the thought leader in Sales Process Engineering, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world.Sponsored by Nextiva and Staples.

Karol Dixon de la O certified FocalPoint Business Coach and Trainer who works with serious business professionals to find the next level of achievement in their business. Karol has over 20 years of experience analyzing challenges and opportunities within organizations using powerful business concepts and strategies to impact businesses Logan Rae and Kim Hruda Bacon Boxes founders Bob Paff highly sought after motivational speaker, business leader and seasoned media professional speaking to prominent institutions. His Amazon Best Selling Book Communicating to Win In Life, Love, and Business empowers people at their core so they can effectively communicate in all aspects of their lives from a place of ultimate confidence to bring about the success they desire in themselves and others Justin Roff-Marsh founder and President of Ballistix and author of the new book, The Machine: A Radical Approach to the Design of the Sales Function. Roff-Marsh is considered by many as the thought leader in Sales Process Engineering, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world For more information go to MoneyForLunch.com. Connect with Bert Martinez on Facebook. Connect with Bert Martinez on Twitter. Need help with your business? Contact Bert Martinez. Have Bert Martinez speak at your event!

Justin Roff-Marsh is the founder and president of Ballistix and the author of the new book, "The Machine: A Radical Approach to the Design of the Sales Function". Justin is a thought leader in sales management, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world. Over the past decade, Justin has presented Sales Process Engineering at events to tens of thousands of executives the world over. He has been guest speaker at scores of industry events, conferences and association meetings, and has facilitated workshops to hundreds of companies in a variety of industries throughout North America and Australia. Secret – timesaving technique Justin has an executive assistant plan every minute of his day – focus on what you’re good at, not planning. ONWARD! Daily habit that contributes to success Outer your competition – Justin reads a lot and listens to podcasts – usually at 1.5-2 times their normal speed. Could have ruined your business – but now – an invaluable learning experience Justin had to turn his back on what was making him money – and Justin tells the whole story here. Most critical skill you think business owners need to master to be successful “Manage technology and developers – be able to communicate clearly with your developers.” Most influential lesson learned from a mentor “You need to get the hell out of your office – if you spend all your time in the office, all you’re ever going to have is a small business.”   Final Round – “Breaking Down the Recipe for Success” What systems would you go back and put into place sooner? I would avoid ever billing clients on a time and materials basis – sell your services as if access to them were memberships. What one strategy or “recipe” would compound into big wins for business owners? Treat your team like a machine – focus employees on things that increase sales. How to exceed expectations and add the most value? An individual would focus on increasing sales numbers. What strategy would you recommend new business owners focus on to best ensure success? Know what you’re getting into – don’t romanticize or simplify business. Figure out what is right for you – owning a business may not be for you. How best to connect with Justin: "The Machine: A Radical Approach to the Design of the Sales Function" twitter.com/justinroffmarsh www.salesprocessengineering.net   You can also find us here: ------ OnwardNation.com ------