Podcasts about sales pipeline

In this episode of Dealer Talk with Jen Suzuki, we're diving into one of the most powerful, underrated strategies for breaking through the noise in today's sales landscape: using GIFs and memes in your follow-up. If your internet leads keep ghosting you, you're not alone—and you're not helpless. Jen shares how she coaches dealerships to inject low-pressure, fun, and memorable energy into their messaging with visual media. You'll hear real-world examples and get a framework for building your own “GIF & Meme Library” to use in various sales scenarios—from day-one outreach to long-term follow-up. This one strategy has helped dealership teams stand out, boost engagement, and most importantly, connect like humans again. Whether you're in the BDC, selling on the floor, or leading a sales team, this episode will give you a fresh way to be relevant, visible, and impossible to ignore. Dealer Talk with Jen Suzuki Podcast |

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success. If that number made you cringe, you're not alone. The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue. The Pipeline Myth That's Killing Your Forecast Most sales teams are drowning in fake pipeline, and it's destroying their ability to forecast accurately. Leadership teams, especially in tech companies, consistently miss their numbers quarter after quarter because they're obsessed with one question: "How much pipeline do we have?" The real question should be: "How clean is our pipeline?" Would you rather have 11X pipeline filled with lottery tickets, or 2X pipeline packed with qualified buyers? The answer should be obvious, but somehow we keep chasing vanity metrics instead of focusing on what converts. Here's the brutal truth: All pipeline opportunities are not equal. Two Approaches to Pipeline Creation There are two ways to approach pipeline creation, and only one of them actually works consistently. Approach #1: Maximum Daily Prospecting (The Proven Method) Don't worry about how big your pipeline is. Worry about how much prospecting you're doing, and run on a daily cadence of prospecting that maxes out the time you can spend every single day. Prospect every day, every day, every day. I have a block of time every morning for prospecting. Then I'm prospecting during any gap during the day. If there's time between meetings, I'm doing outreach. Every single day I'm prospecting to the very max that I have time to prospect. When you do this, you don't have to worry about pipeline size because it takes care of itself. You never get on the desperation roller coaster because you never stop feeding the machine. Approach #2: Pipeline Multiplier Obsession (The Broken Method) This is where leadership teams fixate on having "5X pipeline" or "11X pipeline" because they think more is better. The problem? As soon as reps think they have "enough" pipeline, they quit prospecting. Then reality hits when half those opportunities were pipe dreams. The Science of Pipeline: The Law of Replacement If you want to look at pipeline like science rather than hope, you need to understand the Law of Replacement: You need to replace opportunities in your pipeline at a rate that is equal to or greater than your closing ratio. Let me give you a real example of how this works. In a previous role, I had my numbers dialed in perfectly: I knew I needed 10 first-time appointments every week About 50% would move to follow-up appointments (5 deals) I'd close about 20% of those follow-ups (1 deal per week) It took me about 20 prospecting touches to generate 2 first-time appointments Working backwards from one closed deal per week, I knew exactly what I needed to produce in terms of prospecting activity and first-time appointments to feed my pipeline consistently. If I didn't replace the deals that fell out every single week, I'd eventually end up with nothing. What Makes a Real Pipeline Opportunity Here's where most organizations get it completely wrong. They're stuffing their CRM with anything that moves and calling it "pipeline." A real pipeline opportunity requires a conversation. It's not a form fill or a marketing lead or something someone else talked to and dumped in your CRM. You need to have qualified it yourself and made a decision that it belongs in your pipeline. At Sales Gravy,

Send us a textEver wondered why some service providers stay consistently booked while others struggle through feast-or-famine cycles? The answer lies not in luck or natural charisma, but in systematized client acquisition funnels that work specifically for one-to-one service businesses.In this revealing masterclass, I pull back the curtain on the four client acquisition funnels that have transformed my business and those of my clients. After experiencing a booming first half of the year followed by crickets in Q3, I discovered that what I had attributed to "natural momentum" was actually a system working behind the scenes. When I stopped implementing these funnels, my pipeline dried up within 90 days—teaching me the valuable lesson that what you do today directly impacts your business a quarter from now.You'll discover how to implement the End of Year Biz Dev Blitz that capitalizes on Q4 planning cycles, the Mic to Money content strategy that turns passive listeners into active leads, LinkedIn Magic for identifying and connecting with warm prospects, and the Niche Networker daily habit that keeps you top of mind with potential clients. I also reveal my companion Gateway Funnel strategy that makes it easy for prospects to say "yes" to working with you, plus proven nurturing sequences for those who don't convert immediately.What makes these funnels unique is their focus on relationship-building at scale—the foundation of successful one-to-one services. Unlike most marketing advice that's designed for course creators or product businesses, these strategies are specifically crafted for service providers who need to establish trust before making a sale. The proof? I recently generated a $170,000 pipeline in just 10 days using these exact methods.Ready to transform your client acquisition process from unpredictable to systematized? This episode gives you the exact roadmap to keep your client roster full year-round without relying on expensive ads or unpredictable referrals. Grab a notebook—you'll want to implement these strategies right away.Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here! Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here.Support the showJoin the Tiny Marketing Club >>> Join the ClubCome tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTube

Ready to take your executive search firm to the next level? In this can't-miss Industry Spotlight episode, host Kortney Harmon sits down with powerhouse Brent Orsuga—founder of Pinnacle Growth Advisors—to unpack the bold strategies and mindsets driving exceptional results in executive search.Key takeaways for executive search leaders:- From Recruiter to Trusted Advisor: Brent breaks down the difference between being an "influencer" and a true person of influence, sharing how to create real marketplace value and foster deeper client trust.- High-Performing Team Dynamics: Learn Brent's approach to metrics, accountability, and building teams that consistently deliver quality over quantity—moving beyond outdated call times to results-driven presentations.- Bullseye Hiring in 2025: Discover how elite firms are helping clients "upgrade" their talent rosters, and why being a specialist (not a generalist) is critical in today's market.- The Power of Pipeline Control: Brent reveals why having more top-caliber candidates than you think you need—and detaching from individual outcomes—leads to long-term, sustainable success.Is your brand positioning you as a partner or just another vendor? Are you relying on AI as a shortcut—or mastering the human elements tech can never replace?Listen now to get actionable insights and rethink what it takes to win big in executive search!_________________Follow Brent on LinkedIn: LinkedIn | Brent OrsugaWant to learn more about Crelate? Book a demo hereFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

Is AI revolutionizing sales, or is it simply accentuating poor practices from the past? Join us for a conversation with sales expert Andy Paul as we tackle this question head-on. Discover why focusing solely on building your sales pipeline might be missing the bigger picture, and learn how genuine selling skills can make the difference.  Andy and Mark unravel the dilemma of low win rates and explore the true competitor every salesperson faces: the customer's inclination to make no decision at all. Together, we question if AI truly benefits the salesperson or leaves the customer behind, and we highlight guiding buyers towards informed decisions and transformational change.

Send us a textIn this episode, I chat with the incredible Phoebe Dodds—a strategist, writer, and founder of Buro155 and Social Capital. Phoebe shares her journey of balancing multiple businesses across Europe and her insights into building and maintaining a consistent sales pipeline, especially during challenging times. From organic growth and strategic partnerships to networking tips and nurturing leads, Phoebe provides actionable advice for creative agency owners and entrepreneurs alike. We cover:The myth of the “feast and famine” cycle and how to avoid itConsistently building relationships to keep your sales pipeline freshDiversifying your pipeline with short, medium, and long-term projectsThe power of consistent networking and relationship-buildingGetting creative with lead generation through blogs, podcasts, and eventsPlanting more seeds than you think you need to ensure your pipeline stays activeBeing open to pivoting your business strategy when needed to explore new opportunities Links & Resources:   •    Phoebe Dodds on Instagram   •    Social Capital   •    Food for Thought>> Get Client Magnet: 97 Proven Strategies and Tactics to Attract New Business and Scale Your Creative Agency Revenue for FREE > Get Client Magnet: 97 Proven Strategies and Tactics to Attract New Business and Scale Your Creative Agency Revenue for FREE

Ever had a customer walk in, get chased for months, and your team still greets them like it's Day One? Yikes. In this episode of Dealer Talk with Jen Suzuki, we're calling out the CRM habits that are quietly killing your deals—and showing you how to fix them. Jen breaks down how internal notes create smooth BDC-to-sales handoffs, how to log objections and buying triggers that actually close, and why skipping CRM updates might be why your customer disappeared. If you want loyal buyers and not just new leads, it starts with smarter follow-ups, stronger recaps, and tighter processes. Let's make your CRM your best closer. Dealer Talk with Jen Suzuki Podcast |

It's the final week of Back to Basics month here on The Business of Executive Coaching—and we're finishing strong with one of the most important (and often overlooked) foundations of your coaching business: your Sales Pipeline. This series has been all about those core pieces that help your business run smoothly—your ideal clients, your offers, your coaching bio, and now, your sales pipeline. Whether you're just starting out or you've been coaching for a while and feel like some things just aren't clicking, this episode will help you shore up a really important part of your business growth strategy. Now, to be clear, while building your sales pipeline is a foundational part of your business—but definitely not basic, as in simple. It's more like eating your vegetables. Not always intuitive, especially for coaches who aren't naturally drawn to business development, but absolutely essential. Here's what I cover: What a sales pipeline is, and why you should definitely have one. How your pipeline helps you work with data rather than feelings. The role of a pipeline in making sure opportunities don't fall through the cracks. Why it keeps you honest about what levels of activity are actually required to meet your revenue goals. How it helps you step out of negativity bias and be more strategic with your actions. I also share a method I teach for stepping backwards from your revenue target and building a granular view of your offers, pricing, outreach, and conversions—so you can be strategic about what's working and what's not. Inside the Corporate to Coach Accelerator, we go much deeper into how to build and track your sales pipeline, including what tools to use and what to track. If you'd like my support, or if you'd like to check whether the Accelerator is the right fit for you, I'd love to offer a no-commitment one-on-one coaching call. And if you book that call during April and decide to join, you'll get a special offer just for podcast listeners: 13 months of membership for the price of 12.

Google Ads for B2B SaaS Startups can be the most effective—and misunderstood—tool for scaling fast. In this episode, expert Scott Gelber reveals how to build high-performing ad strategies tailored to the unique needs of SaaS founders looking to grow smarter, not just faster.Scott breaks down the proven tactics his agency uses to deliver consistent qualified leads, avoid costly ad mistakes, and optimize conversion tracking with tools like HubSpot. Whether you're Series A or Series B, if you're wondering how to generate predictable pipeline with Google Ads, this is your roadmap.Get actionable insight on:Why high-intent keywords drive real pipeline resultsHow to avoid wasted ad spend with better targetingCreating a Google Ads strategy built for B2B SaaSTactics to battle click fraud and improve ROASWhy desktop targeting and weekday ads convert betterReal-world case studies where Scott helped clients 2X their sales pipelineIf you're a SaaS founder, marketer, or growth strategist searching for real answers to why your current ad campaigns aren't converting—or you're just getting started and want to avoid the common traps—this podcast delivers the insight and wisdom you need to make Google Ads for B2B SaaS Startups your #1 growth channel.⏱️ Timestamps:00:00 - Intro & Who is Scott Gelber?01:00 - Why Google Ads can work for B2B SaaS02:00 - Key criteria to make Google Ads work04:00 - Mistakes most SaaS companies make06:00 - Tracking, tools, and lead quality focus08:00 - Scott's 3-part strategy framework12:00 - Case study: 2X pipeline in 90 days16:00 - How to get a free audit with Scott17:45 - Final insights + where to find himTo check out the YouTube (video podcast), visit: https://www.youtube.com/@drchrisloomdphdDisclaimer: Not advice. Educational purposes only. Not an endorsement for or against. Results not vetted. Views of the guests do not represent those of the host or show.  Click here to join PodMatch (the "AirBNB" of Podcasting): https://www.joinpodmatch.com/drchrisloomdphdWe couldn't do it without the support of our listeners. To help support the show:CashApp- https://cash.app/$drchrisloomdphdVenmo- https://account.venmo.com/u/Chris-Loo-4Spotify- https://podcasters.spotify.com/pod/show/christopher-loo/supportBuy Me a Coffee- https://www.buymeacoffee.com/chrisJxClick here to schedule a 1-on-1 private coaching call: https://www.drchrisloomdphd.com/book-onlineClick here to check out our bookstore, e-courses, and workshops: https://www.drchrisloomdphd.com/shopClick here to purchase my books on Amazon: https://amzn.to/2PaQn4pFor audiobooks, visit: https://www.audible.com/author/Christopher-H-Loo-MD-PhD/B07WFKBG1FFollow our YouTube channel: https://www.youtube.com/chL1357Follow us on Twitter: https://www.twitter.com/drchrisloomdphdFollow us on Instagram: https://www.instagram.com/thereal_drchrislooFollow us on Threads: https://www.threads.net/@thereal_drchrislooFollow us on TikTok: https://www.tiktok.com/@drchrisloomddphdFollow our Blog: https://www.drchrisloomdphd.com/blogFollow the podcast on Spotify: https://open.spotify.com/show/3NkM6US7cjsiAYTBjWGdx6?si=1da9d0a17be14d18Subscribe to our Substack newsletter: https://substack.com/@drchrisloomdphd1Subscribe to our Medium newsletter: https://medium.com/@drchrisloomdphdSubscribe to our LinkedIn newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6992935013231071233Subscribe to our email list: https://financial-freedom-podcast-with-dr-loo.kit.com/Thank you to all of our sponsors and advertisers that help support the show!Financial Freedom for Physicians, Copyright 2025

For Greg Norris, regional director for Homesteaders Life Company, the foundation of a successful preneed sales strategy isn't flashy marketing or an especially persuasive pitch; it's discipline.   Click here for complete show notes.        

Deal Quality is the missing ingredient in your sales process. Doug and Jess explore the often-overlooked topic of deal quality and its significant impact on sales forecasting. They discuss how poor deal quality can disrupt forecasts, the crucial roles of marketing and training in enhancing deal quality, and share practical tools, including a deal quality calculator, for assessing and improving pipeline health. For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!

What if tripling your sales pipeline isn't enough in the evolving economy? On this episode of the Sales Hunter Podcast, Mark challenges you to rethink your sales strategy by expanding your pipeline from 3.5X to a daunting 6X volume. But here's the kicker: it's not just about stacking numbers—it's about leveraging the power of your CRM system and getting laser-focused on validating prospects.  Discover how to effectively tap into repeat orders, referrals, and new prospects to reach this ambitious goal, ensuring your pipeline is robust enough to withstand the slower decision-making climate. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

In this episode, Dan Rochon dives deep into a topic that sabotages far too many agents: inconsistent lead generation. He guides his students through a strategic referral system built on intentional outreach—not randomness. You'll hear real conversations about cold calling, referral partnerships, and the trap of working with clients at the expense of future business. This is your wake-up call to get disciplined, consistent, and focused on building a real lead machine. Whether you're just starting or scaling up, this episode gives you the tactical mindset and habits to stop riding the commission rollercoaster.What you'll learn on this episodeThe 3 types of referral partners you should target (and which ones to avoid expecting too much from)Why “How can I help you?” is the most powerful line in building referral pipelinesThe 8-week warm-up period for new relationships—and how to structure your follow-upHow one conversation made Dan over $1M (and how you can do the same)The danger of only working with current clients and ignoring lead generationA framework for asking clients for powerful video testimonialsWhy 5 days of consistent prospecting beats a once-a-week sprintThe “90-Day Paycheck Rule” every agent needs to understandWhy 20 minutes of daily prospecting can save your future businessResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

In this episode of Remodelers On The Rise, Kyle answers real questions from remodelers inside the Remodelers Community Facebook group. From battling burnout as a solo remodeler to leading with love vs. fear, running effective meetings, organizing your sales pipeline, and using AI tools to boost efficiency—this smorgasbord of hot topics is full of quick-hit insights and practical strategies. Whether you're trying to grow your team, price more profitably, improve client relations, or streamline your sales process, there's something here for every remodeling business owner. ----- Today's episode is sponsored by Builder Funnel! Click here to learn more about how Builder Funnel helps remodelers and home builders grow through strategic digital marketing. ----- Explore the vast array of tools, training courses, a podcast, and a supportive community of over 2,000 remodelers. Visit Remodelersontherise.com today and take your remodeling business to new heights! ----- Takeaways Sole proprietors often face burnout from juggling multiple roles. Effective leadership requires a balance of respect and approachability. Regular team meetings can enhance communication and project management. Keeping a sales pipeline organized is crucial for business success. Investing in team training leads to better performance and company culture. AI tools can streamline processes and improve efficiency in remodeling. Striking a balance between perfection and timely delivery is essential. Practicing responses to sales objections can improve closing rates. Understanding financial metrics is key to maintaining profitability. Continuous marketing efforts are necessary to keep the pipeline filled. ----- Chapters 00:00 Introduction to the Smorgasbord of Topics 03:09 Challenges of Sole Proprietorship in Remodeling 07:29 Leadership: Love vs. Fear 10:26 Effective Team Meetings 14:37 Keeping Your Pipeline Filled 18:22 Investing in Team Development 21:46 Utilizing AI Tools in Remodeling 23:43 Balancing Perfection and Timeliness 26:34 March Madness and Business Strategies 28:29 Countering Objections in Sales 31:37 Common Questions in Remodeling Business

You've mastered the handshake. The word-of-mouth referrals. The in-person energy that gets people to say, “I need to work with you.”But what happens when you want to stop flying across the country for leads? What happens when the referrals start slowing down—or sending you clients who just aren't the right fit?In this episode, we're breaking down how to build a sales pipeline that works without needing to network, show up to every event, or rely on other people to bring leads your way.If you're ready to move from referral-only to content-converts-on-its-own… this one's for you.What You'll Learn:Why referral-based businesses hit a ceiling (and what to do about it)The 3 biggest gaps in marketing when you rely on referrals and in-person connectionHow to build trust, handle objections, and showcase proof through contentThe mindset shift you need to sell without being in the roomResources Mentioned:The Content Retainer – Our signature done-for-you service that helps you sell through content, not just referralsCase Studies VIP Day – Book a one-time session to turn your results into case studies for your website, emails, and InstagramPrivate Podcast – Get more behind-the-scenes episodes, client lessons, and data-backed marketing insightsLet's Connect: IG: @klc.thestudio Website: klcthestudio.com

Do you want to take your business to the next level, but you're unsure how? It might be as simple as identifying the red flags in your sales pipeline. What I mean is, chances are you have a few red flags (or clogs) in your sales pipeline that are holding you back from achieving the success you've always wanted. And if you don't know what those red flags are, you'll never be able to overcome them. Does that sound like you? If so, you're not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and agency managers don't take the time to identify the red flags in their sales pipelines. Over time, they accept these obstacles as a normal part of the process. As a result, they struggle to reach the next level with their business. In this episode, we'll share practical strategies that successful advisors and agents use to recognize and remove red flags (or clogs) from their sales pipelines. These aren't just theoretical ideas—they're actionable steps you can immediately implement to move closer to your business goals.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.ADDITIONAL RESOURCESLearn more about Mike Earnest:https://www.linkedin.com/in/mike-earnest-1a0a607/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] The Importance of Recruiting in Sales Leadership[00:01:59] Three Rules of Recruiting[00:03:08] Building a Culture of Promotion[00:08:56] Traits to Look for in New Recruits[00:15:57] Challenges and Strategies in Recruiting[00:32:44] Sourcing Top Talent[00:37:03] Defining the Ideal Candidate Profile[00:38:10] Proactive Pipeline Generation Strategies[00:39:23] Leveraging New Hires for Recruitment[00:42:08] Creative Recruitment Tactics[00:46:29] Retention Strategies for Top Talent[00:51:17] Challenges of Leadership Transitions[01:00:28] Supporting New ManagersHIGHLIGHT QUOTES[00:01:10] "You have to create a culture of recruiting. It's our pipeline generation as leaders."[00:03:09] "You better have a culture of promotion."[00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit.[00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."?[00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels."[00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."

In this episode, I talk with Adam Rosen, a world-traveling entrepreneur who has cracked the code on cold email outreach. Adam sold his first tech startup in 2019 and has since built a thriving business helping companies generate consistent sales meetings through expert-level email strategies.We cover:✔️ How Adam built a seven-figure business while traveling the world✔️ The biggest mistakes businesses make with cold email✔️ How to scale a remote team and maintain strong company culture✔️ Why systems and automation are key to business growth✔️ Tips for staying resilient through business ups and downsPlus, Adam shares insights from his newsletter The Nomad Cloud, which has grown to over 350,000 subscribers, offering resources for entrepreneurs who want to travel and grow professionally.

This week Jeff Ignacio sits down with Hayes Davis, CEO of Gradient Works, to tackle the pipeline coverage problem facing revenue leaders today. Hayes shares his insights on why traditional outbound strategies are failing, how AI is being misused in sales, and why static territory models are leaving money on the table. He also dives into the importance of pipeline forecasting and how RevOps teams can improve sales efficiency with dynamic allocation models.

In this episode of Mastering Modern Selling, Brandon Lee, Carson Heady, and Tom Burton discuss the importance of the Digital CEO—a modern-day executive who actively engages on LinkedIn and other digital platforms to build trust, credibility, and relationships. The conversation dives into why today's CEOs can no longer afford to remain invisible and why being digitally present is a core job responsibility for leaders in 2025 and beyond.1. The CEO as a Brand EvangelistA CEO's presence on LinkedIn is not about self-promotion, but about showcasing company culture, vision, and values.Companies with digitally active CEOs are viewed as more trustworthy and attract better talent and clients.2. LinkedIn Is a Business Necessity, Not an OptionLinkedIn is no longer just for job seekers—it's the world's leading business networking platform.CEOs and other C-suite executives who fail to engage digitally risk losing relevance and missing key relationship-building opportunities.The organic reach on LinkedIn is still strong compared to other platforms where paid advertising dominates.3. What Should a CEO Be Posting?CEOs should not just talk about themselves or their company's products.Instead, they should share:Industry insights and observationsCompany culture, successes, and behind-the-scenes momentsEngaging stories about customers, employees, and the journey of leadershipRegular, authentic content builds a CEO's credibility and strengthens their company's brand.4. The Time & Resource Commitment for CEOsMany CEOs resist social media due to time constraints, but a strong strategy can be executed in under an hour a week.Options include:Hosting a live show or podcast to generate content effortlesslyEngaging briefly but meaningfully with followers and industry discussions.The investment in time and resources is minimal compared to the return in brand trust, sales opportunities, and talent attraction.5. Shouldn't Marketing Handle This?Marketing plays a critical role, but nothing replaces the credibility of a CEO's personal voice.The best approach is a collaboration—CEOs share their thoughts, and marketing amplifies them through various channels.Live shows, interviews, and consistent engagement make content creation easy without requiring extensive preparation.The conversation makes it clear: in 2025, a CEO's digital presence is non-negotiable. Being active on LinkedIn and other platforms is not just about marketing, it's about leadership, credibility, and visibility in the modern business world. Companies whose executives embrace this shift will have stronger brands, better talent pipelines, and more engaged customers. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Staying motivated in sales requires more than just a goal—it demands a vision, discipline, and daily action. In today's episode, we break down the essential habits for consistent success, how distractions can derail progress, and why treating your business with the same commitment as a 9-to-5 is the key to long-term growth. Learn how to set clear, measurable goals, maintain unwavering discipline, and cultivate a mindset that turns rejection into feedback. If you're ready to take control of your results and build a thriving business, this episode is for you.What you'll learn on this episodeThe #1 daily habit that guarantees consistent sales successWhy your biggest obstacle isn't lack of skill but distractionsHow to eliminate excuses and actually follow through on your visionThe simple mindset shift that makes rejection irrelevantThe real difference between top producers and struggling agentsResources mentioned in this episodeCPI Community – A network of motivated professionals focused on sales success. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

In this episode, John sits down with Tim Geisenheimer from Hatch to break down what it takes to build a winning sales process.With his background in leading software sales teams, Tim shares how to create successful B2B sales functions and draws on the power of data for targeting the right customers and how technology is changing the game for business operations.SPECIAL THANKS TO HATCHBook more leads with the power of Hatch.Hatch has been an incredible partner in our outbound journey. Since starting with them, we've ramped up with powerful automations that keep every lead engaged and every invoice followed up. Hatch's AI Agents, ready to handle follow-ups, reminders, email blasts, have saved us hours. Learn More HereSHOUT OUT TO AVOCALooking to train your call center and improve technician performance? Avoca AI is here to help your team identify existing issues, improve call quality, and drive results from start to finish. If you want to skyrocket your team this year, you need to check these guys out.  Schedule a Demo Today Episode Hosts:

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

Most brands are running marketing strategies built for a world that no longer exists. We all want to create a movement, capture demand at scale, and dominate a market. But how do we do that today?For most marketers, Account-Based Marketing (ABM) is the gold standard: highly targeted, sales-aligned, and built to close high-value accounts. Then you have Market-Based Marketing (MBM), which expands the lens to broader demand capture, category creation, and positioning at scale. But the REAL power shift to consider? Let me introduce you to Community-Based Marketing (CBM). CBM isn't just about audience segmentation; it's about integration. ABM is transactional at its core. It's focused on getting the deal, not necessarily building a lasting relationship. And in a world where trust is the currency, ABM alone isn't enough. MBM is noisy. It requires a massive investment in awareness, content, and brand positioning. And in today's world of oversaturated content, it's harder than ever to cut through. CBM is about embedding your brand into the daily lives of the people who actually matter.With ABM, you're pitching from the outside. With MBM, you're broadcasting to the masses. But with CBM, you're technically already in the room.Instead of hoping they see your ad, you're in their inbox. Instead of forcing them to book a demo, they're asking you for a call. Instead of convincing them to trust you, they're defending your brand against competitors. Doesn't that sound amazing? Well trust me it is possible by recalibrating Account-Based Marketing and Market-Based Marketing with Community-Based Marketing that aligns with Value-Based Marketing, turning your community into your growth engine: generating organic conversations, referrals, and loyalty that no ad spend can replicate.Beyond The Episode Gems:• Subscribe To My New Weekly LinkedIn Newsletter: Strategize. Market. Grow.• Buy My Book, Strategize Up For The Blueprint To Scale Your Business: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network•  Try GetResponse For FREE On Me To Monetize Your Content: GetResopnse Content Monetization Plan   #####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

On today's episode of The Goats of Growth, we're joined by Rob Merklinger, SVP of Global Sales at JRNI to discuss the key traits that drive sales success—curiosity, teamwork, and effective coaching. Rob shares lessons from his leadership journey, the challenges of first-time management, and the impact of domain expertise in sales. He also dives into the importance of sales enablement, training for new hires, and simplifying sales processes for better results. Tune in to hear Rob's insights on:

Prospecting is the lifeblood of aviation sales, yet it's often the most intimidating part of the process. In our latest workshop, we tackled this challenge head-on, breaking down the key steps to building a full pipeline in 90 days—without resorting to spammy, high-pressure tactics. From targeting the right prospects with precision to making confident [...]

What if there was a missing role in your sales process that could help you 3x your sales pipeline in under a year?   In this week's episode, Eleanor reveals the key sales function that nobody talks about, but is absolutely critical to building a robust sales pipeline. By installing this role in Safi Media, we were able to grow our pipeline from $1.5M to $4.2M in less than 12 months.   Tune in to discover what this game-changing role is and how you can implement it in your own business to dramatically increase your sales throughput and cash flow.   Get full show notes and more information here: https://safimedia.co/WO37

This week's Scale-Up Confession comes from James, who runs a software company that simplifies compliance management for mid-sized manufacturers. Responding to James' letter, Rob is joined by EOS Implementer Darren Hitchcock and Mick Gosset, Founder of Jointflows - a sales cycle software, to discuss possible solutions.Thanks to our panellists:Darren Hitchcock- https://www.linkedin.com/in/darrenmhitchcock/Mick Gosset - https://www.linkedin.com/in/mickaelgosset/Connect with Us:Have your own business question or leadership challenge? Please email Rob at rob@mission-group.co.uk (and let us know whether you would prefer a private answer or are happy to feature in a future episode).You can also reach Rob on LinkedIn via https://www.linkedin.com/in/robertliddiard/ or to book some free time https://www.eosworldwide.com/rob-liddiard).

Is your MSP struggling to build a consistent sales pipeline without a dedicated sales team? This episode of the Know, Grow, Scale Podcast with Laura Johns explores effective strategies for generating leads and closing deals, even without SDRs. Laura Johns, Founder and CEO of The Business Growers, shares her proven framework for building a predictable sales pipeline specifically for small MSPs. Learn how to use inbound marketing, referrals, and strategic partnerships to attract your ideal clients and fuel business growth. ➡️ Identify your ideal client profile and focus your marketing efforts. ➡️ Use a content marketing strategy to establish thought leadership and attract qualified leads.  ➡️ Create a referral program that encourages existing clients to bring in new business.  ➡️ Build strategic partnerships with other businesses to expand your reach. Watch now to discover how to generate leads and scale your MSP without relying on a dedicated sales team! This episode is a must-watch for MSP owners and IT business leaders who want to grow revenue.  _____________________________________________________________________________________ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on enhancing client experience and executing strategies required to scale the business. At The Business Growers, we believe you shouldn't have to navigate the complexities of client experience alone. We work exclusively with MSPs and IT companies, serving as their CX dream team and offering a proven framework for revenue growth through exceptional client experiences.

Brutal truth: most businesses can't sell up and can't market down.Many struggle to position themselves in a way that earns the attention of high-value buyers while simultaneously failing to resonate with the people who actually influence buying decisions. Your messaging isn't just about what you say, but who hears it. If you're not speaking in outcomes and business impact, executives won't listen. If your marketing doesn't focus on relevance and usability, frontline users won't advocate for you.In this episode, we break down how to:• Sell Up & Market Down by aligning your messaging to decision-makers, mid-level managers, and frontline users.• Balance the Power of Three: Attraction, Activation, and Advocacy to drive conversions.• Tailor Communication for Impact: Speak to THE ONE x 1,000,000² with a strategic, layered approach that wins buy-in across all levels.To win, you don't just need better marketing, more sales leads, and higher conversions...+ You need marketing that moves through the entire decision-making chain.+ You need sales strategies that influence every decision-maker in the room.+ You need conversion tactics that turn interest into action at every stage of the funnel.Bonus: Go check out my newsletter for additional value outside of this episode on converting more!  Beyond The Episode Gems:• Subscribe To My New Weekly LinkedIn Newsletter: Strategize. Market. Grow.• Buy My Book, Strategize Up For The Blueprint To Scale Your Business: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network•  Try GetResponse For FREE On Me To Monetize Your Content: GetResopnse Content Monetization Plan#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

In this episode of the Scale Up Show, host Ryan Staley interviews Glenn Sandifer, a seasoned executive in the security industry and author. They discuss the importance of relationships in achieving professional success, the insights from Glenn's book on dating outcomes, and how to leverage LinkedIn for business growth. Glenn shares his experiences in building sales pipelines and offers practical advice on using Sales Navigator effectively. The conversation emphasizes the significance of personal development and strategic networking in both personal and professional realms. TakeawaysYou are 100% in control of your own dating outcomes.

Get Noticed! Send a text.In this insightful episode, Doug C. Brown, CEO of C.O. Sales Strategies, reveals how entrepreneurs can achieve predictable sales growth through strategic prospecting and metrics-driven approach. Brown shares his remarkable success story from the telecommunications industry, where he generated 62 incoming calls daily and outperformed entire sales teams. He introduces a comprehensive mathematical formula for sales success, emphasising the importance of targeting the right buyers and maintaining consistent follow-up. Perfect for business owners seeking to scale their revenue, this episode delivers actionable insights on building trust-based relationships and positioning yourself effectively in the B2B space.Timestamps:00:00 - Introduction and sales predictability challenge01:06 - Master prospector vs master closer concept03:19 - Real-life telecommunications success story11:21 - Win-win sales approach16:34 - Research methodology in modern sales19:47 - Mathematical formula for sales growth28:48 - Book recommendation and resources#B2BSales #SalesStrategy #BusinessGrowth #EntrepreneurSuccess #SalesOptimizationEveryday AI: Your daily guide to grown with Generative AICan't keep up with AI? We've got you. Everyday AI helps you keep up and get ahead.Listen on: Apple Podcasts SpotifyLook Great with AI enhanced headshotsHeadshots you can actually use. 16 million headshots made for over 50,000 Fortune 500 executivesGet testimonials with easeEmbed a Wall of Love on your site. No coding required. Collect and display testimonials easily.Realistic speech from text.ElevenLabs voice generator can deliver high-quality, human-like speech in 32 languages.Buzzsprout - Let's get your podcast launched!Start for FREEDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.Support the showBe a podcast guest. Share your story.Learn how to get noticed by podcast hosts.Check out the Podcast Guest Blueprint - click the link below.https://academy.theunnoticed.cc/

In this episode of Building Great Sales Team, the host returns from a brief hiatus to share insights on recent personal and professional experiences, including attending Door to Door Con and working with Check Sammy. The main focus of the episode is on designing effective prospecting activities and SOPs for sales teams. The host emphasizes the importance of consistent prospecting, setting targets, and providing sales representatives with clear instructions. Real-world examples and templates from LinkedIn strategies are shared to illustrate best practices in B2B sales. Additionally, the episode teases the potential launch of a new podcast, TXBizDad, which will cover Texas, business, and family life.Chapters00:00 Welcome and Apologies00:07 Family Time and Door to Door Con01:44 Introduction to Check Sammy02:22 Today's Topic: Your Sales Pipeline02:35 Prospecting Activities Breakdown03:39 LinkedIn Prospecting Strategy04:40 Gavin's Message: A Case Study08:01 Creating Effective SOPs11:01 Referral Partners vs. Direct Customers16:19 Structuring Your Sales Pipeline19:11 Exciting News and Future Plans21:39 Conclusion and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

I'm hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are in this situation and don't have enough pipe to cover your number—either for this month or the first quarter—then you need to take action now to close that gap because  getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year if you get too far behind.   Your Empty Pipeline Started Last Month Stepping back for a moment, the reason your pipeline is empty today can usually be traced back to your sales activity in November or December. Some teams get tunnel vision in the fourth quarter. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. Other folks just get distracted by the holidays and let the final weeks of the year slip by without prospecting to fill the pipe with enough new opportunities to cover January. In other cases, the pipeline opportunities that you were counting on this month—the ones that pushed decisions until after the holidays - have suddenly gone silent and are ghosting you. You're finding out the hard way that it is very, very difficult to reignite these deals once you've allowed this much time to pass. I'm not going to sugarcoat this because the truth is the truth. No matter what got you to this point, you need to get to work right now to turn this around. So the question is, how do you do this?   Block Time for Prospecting One of the biggest pitfalls I see is that when pipelines are empty, salespeople get overwhelmed and paralyzed. They don't know where to begin, so they waste time worrying and “getting organized.” They "plan to plan to plan" to prospect but don't get any actual prospecting done. There's an old saying that goes, “When you're in a hole, stop digging.” Likewise, the first rule of an empty pipeline is: When have one, start prospecting. That's it. There's no magic to it. It's a blinding flash of common sense. Therefore step one is to block one to two hours at the start of your day specifically for prospecting. Close your email and company chat, put devices on do not disturb, and place a singular focus on picking up the phone and calling potential customers. Put these morning blocks on your calendar as an immovable meeting. No excuses, no last-minute changes. Keep this time sacred for outbound prospecting. Why first thing in the morning? Because that's when you're fresh, your prospects are fresh and neither of you have gotten buried in your day yet. And the truth is, if you put off prospecting until the afternoon, your willpower is often depleted and you are more likely not to do it.   Fast vs Slow Prospecting Next you need to focus on the right kind of prospecting. This isn't the time for a slow, meandering approach in which you cultivate long-term opportunities on LinkedIn and through networking. While building the future through slow prospecting activities is important, right now you need to move fast. You need to target, engage, interrupt and convert prospects that can move into your pipeline as viable opportunities, right now. By “interrupt,” I mean dialing the phone, knocking on doors, sending personalized emails, text messages, video messages and direct messages —whatever it takes to get attention and engage in conversations with high potential, high probability prospects.   5 Sources for Targeted Prospecting Lists When I say target, I mean not random. Randomness is the enemy of effectiveness. At this moment in time, spray and pray will not turn your pipeline around. You need a rifle rather than a shotgun approach. The key is building a targeted list because the better your list you, the better your prospecting outcomes. There are five sources for building a targeted prospecting list,

EXPERTENGESPRÄCH | Zum Jahresendspurt stellen wir euch die 5 besten Podcastepisoden 2024 vor. Innerhalb von 5 Tagen bekommt ihr die Crème de la Crème von digital kompakt 2024 auf die Ohren! Los geht's! Wie funktioniert Sales eigentlich für bestimmte Personen- oder Unternehmensgruppen? Diese Frage stellen sich Joel und Henning Heesen. Joel und Henning besprechen, wie Tech-Agenturen ihre Sales-Strategie optimieren können. Henning ist Vollblut-Vertriebler und hat mehrere Dienstleister gegründet und verkauft - unter anderem einen Outbound-Dienstleister. Außerdem ist er bekannt für den Ausbau des Kundenservice- und Logistik-Dienstleister Salesupply. Momentan berät er viele Unternehmen zu deren Vertrieb. Henning ist also DER Ansprechpartner rund um das Thema Sales. Im Talk mit Joel berichtet Henning unter anderem, wie du dich als Tech-Agentur positionieren musst und wie du mehr Leads generierst. Du erfährst... …eine Übersicht über den Markt und Wettbewerb der Tech-Agenturen in Deutschland …wie du als Tech-Agentur mehr Kunden gewinnen kannst …wie du dich als Tech-Agentur positionierst …warum viele Tech-Agenturen auch Beratungen anbieten …Vertriebswege der alten Schule …wie du deine Abschlusswahrscheinlichkeiten erhöhen kannst …Strategien für Costumer Success …praktische Tools für deinen Vertrieb Du verstehst nur Bahnhof? Zu viel Fachchinesisch? Unser Lexikon hilft dir dabei, die wichtigsten Fachbegriffe zu verstehen:Sales - Sales bezeichnet den Verkauf und die damit verbundenen Tätigkeiten, um Produkte oder Dienstleistungen abzusetzen.Tech-Agentur - Ein Unternehmen, das technische Dienstleistungen wie Webentwicklung, Softwarelösungen und digitale Strategie anbietet.Lead-Generierung - Prozess, um potenzielle Kunden auf ein Unternehmen aufmerksam zu machen und deren Interesse an Produkten oder Dienstleistungen zu wecken.Closing - Der Abschluss eines Verkaufsgesprächs oder Verhandlungsprozesses, bei dem eine Vereinbarung getroffen wird.Customer Success - Strategien und Prozesse, die sicherstellen, dass Kunden die gewünschten Ergebnisse mit einem Produkt oder einer Dienstleistung erzielen, um eine langfristige Beziehung zu halten.Outbound-Dienstleister - Ein Unternehmen, das Dienstleistungen im Bereich des direkten Kundenkontaktanrufs bereitstellt, oft zur Kundenakquise oder -bindung. Diese Episode dreht sich schwerpunktmäßig um Sales: Ka-Ching! Hier kommt dein Pflichtprogramm, wenn du verstehen möchtest, wie (B2B-)Sales funktioniert. Gemeinsam mit diversen Gästen hebt Joel deine Fähigkeiten im Vertrieb anhand vieler Beispiele und konkreter Tipps auf ein neues Level.

In a tight market, sales become a big concern. Relying on repeat business or referrals no longer cuts it, you have to put in more effort. Often in agencies, the know-how on how to get this done is missing; few people come from a formal sales background. So a haphazard approach is implemented and we hope for the best. Only that slapdash approach rarely gets the results we want. Is it time for the sales engine to be looked at as an ops challenge? We think so. In this episode of The Handbook: The Agency Operations Podcast, Harv Nagra speaks with Ryan Hall, founder of Friday Solved and a seasoned expert in building sales systems for agencies. With over 23 years of experience generating revenue and growing agencies—including two successful exits—Ryan shares practical insights on how to operationalize sales for consistent results.Here's what Ryan shares in this episode:Why agencies struggle with sales: The pitfalls of relying too much on inbound leads and referrals.How to build a scalable sales engine: Breaking the funnel into actionable stages (top, middle, and bottom) and tailoring strategies for each.The importance of systemization: How the right processes, tools, and technology create predictable results.Sales as a blend of art and science: Why finding the balance between relationship-building and data-driven strategies is key.Ryan also explains how operational leaders can play a pivotal role in creating a culture of sales excellence and offers practical tips for getting started, including low-cost tools and strategies to build momentum.If you want to take control of your sales process and future-proof your agency's pipeline, this episode is a must-listen.Follow Ryan on LinkedIn.Follow Harv on LinkedIn.Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system.

As firms grow, they need to move their sales pipeline from inside their head into a more formal process, says Sarah Dobek of Inovautus Consulting, to gather the right data and hold everyone involved accountable for growth.

Episode DetailsChapters00:01 Introduction and Importance of Modern Sales Strategies01:40 Understanding and Organizing Sales Opportunities03:16 Differentiating Leads from Opportunities04:47 Tracking and Managing Opportunities06:13 The Funnel vs. The Pipeline07:33 Analyzing Pipeline Health and Sales Quotas09:02 The Significance of Periodic Reviews10:51 Avoiding Common Pipeline Review Mistakes12:24 Conducting Effective Funnel and Deal ReviewsSocial Links Connect with Alice on LinkedIn:  https://www.linkedin.com/in/aliceheiman/Alice's Website: https://aliceheiman.com/

Unlock the secrets to a thriving sales pipeline as Mark dissects elements we often overlook: opportunity size, closure timing, and complexity. Many salespeople make the mistake of focusing solely on the size of opportunities, neglecting how timing and difficulty can derail quarterly goals.  Mark reveals how to assess each deal's viability, helping you avoid the pitfalls of chasing attractive, but ultimately resource-draining long-term deals.   ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

In this episode, I'm digging into one of the most powerful tools for your doula business: the sales pipeline. Forget the high-pressure sales tactics—this is about creating an authentic journey that transforms your followers into loyal, long-term clients. I'll walk you through the four stages of an effective pipeline—Awareness, Engagement, Nurturing, and Conversion—so you can build a path that connects deeply with your audience and fills your calendar with clients who truly resonate with you. Ready to turn followers into clients without the salesy overwhelm? Hit play and start building your pipeline today!Hey doula! Stuck in a sales rut? Struggling to grow your online birth community? Tired of chasing engagement? Imagine effortlessly attracting your ideal clients and reaching the pregnant women you are meant to serve! Send me a DM on IG and tell me your favorite episode so far- bonus points if you include what left an impression on you.

Featuring Kris Rudeegraap, CEO of Sendoso, this conversation dives into the evolution of sales development, focusing on how Sendoso has leveraged AI and automation to enhance outbound sales efficiency and effectiveness. Kris shares valuable insights on tracking SDR activities, automating repetitive tasks, and utilizing intent data to prioritize high-value accounts. The discussion also covers the future of go-to-market strategies and the importance of organizations adapting to new technologies and methodologies. Takeaways 1. Kris Rudeegraap is the co-founder and CEO of Sendoso, a direct mail and gifting platform. 2. The evolution of outbound sales has necessitated new strategies and tools. 3. AI and automation can significantly enhance sales development efficiency. 4. Tracking SDR activities can reveal opportunities for automation. 5. Intent data is crucial for prioritizing high-value accounts. 6. Gifting can be an effective strategy for engaging prospects. 7. Organizations need to rethink traditional sales playbooks in light of new technologies. 8. Crowdsourcing ideas from team members can lead to innovative solutions. 9. Investing in AI training for employees can improve overall productivity. 10. The future of sales development will increasingly rely on AI and automation. ---- Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using uncommon advantages and Artificial intelligence. Sign up for Superhuman Revenue Newsletter here: https://superhumanrevenue.beehiiv.com/subscribe

In this episode, we explore the three critical distinctions for driving revenue growth: what you see, what the market thinks, and what your ICP believes. We break down how aligning your perception with the market's reality and your ideal customer's needs is key to unlocking growth. You'll learn why it's not enough to just launch a business, create content, or set goals. It's about understanding how your positioning fits into the bigger picture. We dive into practical steps to help you rethink your strategy, adjust your messaging, and position yourself for sustainable success. Key Points:• Perception: Understand how what you see might be clouding your judgment and holding back your business growth.• Positioning: Learn how to adjust your brand's message to match what the market truly thinks and values.• Profit through Clarity: Focus on what your ICP (ideal client profile) believes and how meeting their needs will drive profitability.• Bridging the Gap: Discover how to align your personal intentions with real-world actions that lead to results.• Actionable Strategies: Gain a clearer path to drive meaningful change in your marketing, positioning, and growth approach. Beyond The Episode Gems:• Grow Your Business Faster Using HubSpot's CRM Platform• Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Buy Troy's Book, Strategize Up That Is Referenced In This Episode: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

How's your sales pipeline going? It's not performing as well as you need it to during this time of year. That's why in this episode, I'm going to show you how to fix it fast and continue growing your business before the holidays arrive. What's the Number One Sales Pipeline Killer?   You're doing everything right to grow your pipeline, and everything is going great. You're getting clients, and they're saying yes to your pitches.   But now things are starting to slow down, which is frustrating when you're getting used to the groove.   Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down.  Always Be Prospecting Closing deals is what makes you money. Once those are done, you're going to need more to keep the money rolling in.   This is why you always need to be on the lookout for new business opportunities.   You don't want your pipeline to dry up, because once one deal closes, you need to be ready to close another one ASAP.   If you want to learn how to close deals faster, join my Sales Mastermind Class. You can find the link in the resource section. Self-Discipline for Prospecting  Sellers who don't take the time to prospect are the ones who believe it doesn't work.   However, it actually does work. Tell yourself, "I just can't stop prospecting!"  Set aside at least two hours on your calendar for prospecting to help you stay consistent. If you need help growing your pipeline, check out this episode with Monica Stewart.  “Always be prospecting. You want to have more opportunities than you think you need to keep your pipeline full and advance deals.” - Donald C. Kelly.  Resources Cold Call Openers TSE's Sales Mastermind Class TSE's LinkedIn Prospecting Course Donald C. Kelly on LinkedIn  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.KEY TAKEAWAYSOutcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.Customer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.Sales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.Old School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.Team Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.Leadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.RevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.Innovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.QUOTES"Talent's a lifeblood, man. Talent's a lifeblood." - Scott Harvey"If you focus on the outcomes, it's at the C level that you need to be." - Scott Harvey"It's all about value; if you can tie to their key priorities and initiatives at sea level, then you can build a value mountain." - Scott Harvey"Sales is a team sport; winning as a team is about all functions in the go-to-market working together." - Scott Harvey"The more the customers educate you on their business, the better engagement and outcome you can have for both of you." - Scott Harvey"It's okay if you ask a dumb question or say something wrong. Be willing to be vulnerable." - Scott Harvey"If you keep focusing on the customer's language, you build better strategies." - Scott Harvey"We built what we called the value life cycle: enable value, create value, realize value, and champion success." - Scott Harvey"Realized value through the operational process is what drives your renewal and upsell." - Scott Harvey"Getting to the customer's personal and measurable value is crucial in a successful sales engagement." - Scott HarveyFind out more about Scott Harvey through the link below.LinkedIn: https://www.linkedin.com/in/scottharvey2/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

In this episode of The D2D Podcast, we dive into the world of solar lead generation with Rich Feola, founder and CEO of SolarExclusive.com. Rich has helped over 2,500 solar consultants and sales organizations consistently fill their pipelines with cost-effective, exclusive leads, leading to predictable preset appointments and ultimately more sales.Rich shares his journey from knocking doors for 15 years to mastering online lead generation, creating a hybrid model that combines traditional door-to-door sales with cutting-edge digital marketing strategies. He explains how Solar Exclusive provides fresh, high-quality leads tailored to individual clients, ensuring exclusivity and reducing competition. With over two million leads delivered across 286 markets, Rich's method has revolutionized the solar industry by blending online lead generation with the reliability of in-person sales.In the episode, Rich addresses common objections about lead quality, explains the importance of quick follow-up, and highlights how the upcoming 2025 regulations will change the game for lead generation companies. He emphasizes the need for solar companies to partner with exclusive lead providers as shared leads become obsolete.You'll find answers to key questions such as:How can solar consultants generate exclusive leads and maximize their sales pipeline?What are the benefits of using a hybrid door-to-door and digital sales model in the solar industry?How do exclusive leads convert better compared to shared leads?What is the impact of upcoming 2025 regulations on solar lead generation?How can solar companies retain top talent using a combination of digital and door-to-door sales strategies?Get in touch with Rich Feola and Solar ExclusiveLinkedIn: https://www.linkedin.com/in/leadgenmarketing/ Website: https://solarexclusive.com/ Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

Let's end this week with two amazing guests, Jared Ross and Nate Marquez of eCarrierCheck, and their expert insights on building a successful sales pipeline within the transportation industry! This episode with Jared and Nate highlights the challenges in locating new customers, the significance of niche targeting, and effective sales strategies amidst market difficulties! Listen to this conversation for more discussions on long-term business development! Video for this Episode: https://www.youtube.com/watch?v=TlZabaxlx7Q   Connect with Jared and Nate Website: https://ecarriercheck.com/  YouTube Channel: https://www.youtube.com/channel/UC2x3qrmSnxgSAEU2VGxvktg   

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

Every marketer knows the frustration of campaigns that don't convert.Sales teams grapple with cold leads that never warm up.Creators feel the sting of content that falls flat, and businesses watch potential customers slip away.These struggles are all too familiar, and the quest for the perfect tool or strategy seems never-ending.Imagine transforming your marketing, sales, and growth efforts tenfold without changing your strategy, tools, or team.The secret? It's not about doing more; it's about the words you choose.The right copy in your headlines, thumbnails, messaging, responses, and scripts can connect deeply with your audience and move mountains.Powerful, compelling copy isn't just an accessory to your marketing efforts—it's the engine that drives them, turning potential into performance and engagement into exponential growth.In this episode, we will explore the transformative power of the right words and how they can be the game-changer your business needs. Beyond The Episode Gems:• Learn More Starting Your Own Business With Amazon's Delivery Service Program• Start Creating Exceptional Sites & Business Solutions Using Wix Studios • Read HubSpot's State of Marketing 2024 Report Surveyed By 1,400+ Marketing Professionals• Grow Your Business Faster Using HubSpot's CRM Platform• Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Buy Troy's Book, Strategize Up: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Get Strategy Solutions & Services: GrowWithTroy.com•  Follow Troy's Instagram @FindTroy

Chatbots, Email, Social, Video, and Artificial Intelligence... oh my! We're back at it with a breakdown of another State of Marketing deep dive, Part 2.  Beyond The Episode Gems:• Download HubSpot's State Of Marketing Report for Free• Learn More Starting Your Own Business With Amazon's Delivery Service Program• Start Creating Exceptional Sites & Business Solutions Using Wix Studios • Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Listen To The 2024 State Of Marketing Episode Part One• Discover Kelly Mirabella's Chatbot Expertise• Buy Troy's Book, Strategize Up: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Get Strategy Solutions & Services: GrowWithTroy.com•  Follow Troy's Instagram @FindTroy