Podcasts about sales recruiting

Ein starkes Sales-Team ist für die meisten Unternehmen ein Must-have – denn selbst das beste Produkt verkauft sich nicht von allein.Und genau das ist die Ursache für eine große Herausforderung beim Recruiting von Vertriebler:innen: Quasi jedes Unternehmen braucht Sales-Talente, also ist der Wettbewerb um qualifizierte Bewerber:innen sehr hoch.Hinzu kommen Schwierigkeiten bei der Einschätzung der Bewerber:innen, die hohen Anforderungen der Kandidat:innen an Arbeitgeber und voilà:Der Aufbau deines Sales-Teams ist zur echten Recruiting-Challenge geworden!Aber keine Sorge: Podcastgast Pia beschäftigt sich jeden Tag damit, passende Sales-Talente zu finden und zu überzeugen.Im Recruiting Talk verrät sie ihre Tipps für die Personalsuche – vom richtigen Kanal bis zur Mitarbeiterbindung. 00:00–02:06 Vom Studium über die Unternehmensberatung bis hin zum Recruiting bei bits&birds – bei Pia geht's um Sales! 02:07–04:09 So ist ein erfolgreiches Sales-Team aufgebaut. 04:10–08:09 Belastbar, kommunikativ und extrovertiert – das macht Top-Vertriebler:innen aus. 08:10–12:11 Die Herausforderungen beim Sales-Recruiting. 12:12–15:06 Vertriebler:innen finden: Ohne Active Sourcing und Social Recruiting geht's nicht. 15:07–19:19 Von Fettnäpfchen, Dos und Don'ts: Die Stellenanzeige fürs Sales-Recruiting. 19:20–23:53 Die Nadel im Heuhaufen finden? Manchmal einfacher, als die Personalauswahl im Sales. 23:54–25:27 Weiterbildung, die wirklich was bringt – sowohl den Sales Manager:innen als auch dem Unternehmen. 25:28–26:31 Pia hat nicht nur einen Recruiting Hot Take

Having a strong start to the month can set the tone for unstoppable momentum and success, and in this episode, John Melton is breaking down the mindset, habits, and strategies you need to kickstart your month with a bang, drive sales, boost recruiting, and maximize profits, so you can finish strong and achieve your goals. “The way you start the month sets the stage for the rest of it, so start with intention, start with purpose, and watch your entire year transform.” More juicy resources: https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download 00:00 - Episode intro 03:16 - If you just had a successful month, here's what you should do next 07:01 - Start each month with this mentality toward your mid-month promo to grow a profitable business 10:47 - One of the best ways to touch base with your prospects is to do this once a week 12:17 - Push your end-of-the-month promo with this strategy 13:40 - Episode outro  

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

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.ADDITIONAL RESOURCESLearn more about Christopher Vik:https://www.linkedin.com/in/christophervik/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:00] Pipeline Generation: Is It Still Alive?[00:02:25] Building a Pipeline Generation Culture[00:04:01] The Five Mechanisms of Successful Reps[00:15:53] The Importance of Preparation in Pipeline Generation[00:24:26] Recruitment and Building a Dream Team[00:33:00] Leveraging AI and Tools for Pipeline Generation[00:35:01] Leveraging Thought Leaders for Sales[00:35:32] The House Party Analogy for Warm Introductions[00:38:21] Tailoring the Challenger Approach[00:43:30] Importance of In-Person Meetings[00:46:14] Creating an Invisible Fence in Sales[00:49:02] Connecting Systems for Sales Success[00:53:37] Recruiting the Right Sales Reps[01:03:27] Defining and Living by Your ValueHIGHLIGHT QUOTES[00:02:00] "Pipeline generation is not dead; it's about evolving the methods with new tools like AI."[00:03:33] "You can build a business on pipeline generation, but it has to be sustainable and strategic to avoid burnout."[00:16:56] "Preparation leads to attitude. If you're really prepared, you have a better attitude."[00:50:01] "Everyone loves to be led, provided you can take them to a place they can't get to on their own."[01:04:03] "As a leader, you need to know your values and articulate them; it helps build a strong, values-driven culture."

In this episode, Bradley dives into the concept of sales recruiting DNA, exploring the critical distinction between "hunters" and "farmers" in sales roles. Inspired by the work of Mike Weinberg, author of New Sales. Simplified. and Sales Management. Simplified., Bradley unpacks how these sales personalities align with the business growth model of Acquisition, Ascension, and Retention (AAR).Bradley explains:Acquisition (Hunters): Salespeople who thrive on securing new customers, embracing rejection, and chasing the next deal.Ascension (Farmers): Sales professionals focused on nurturing existing client relationships, upselling, cross-selling, and retaining customers for long-term growth.Key takeaways include practical strategies for identifying the right DNA for each role and how to build a sales team that supports the growth and scalability of your business.Highlights:Why the AAR framework is essential for every business.How to match sales roles to the right personality types.The challenges of finding "unicorn" salespeople who can do it all.Why separating acquisition and ascension roles leads to better results.Examples of how businesses successfully implement these roles.Resources Mentioned:New Sales. Simplified. by Mike WeinbergSales Management. Simplified. by Mike WeinbergGym Launch by Alex HormoziIf you're building or expanding your sales team, this episode is a must-listen! Learn how to identify hunters and farmers and position your business for long-term success. Don't forget to subscribe and leave a review!Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass, The Blueprint to S.C.A.L.E., and learn more about this system when you visit www.blueprintos.com!Autopilot Recruiting is a continuous recruiting service where you'll be assigned a recruiter that has been trained to recruit on your behalf every business day. Go to www.autopilotrecruiting.com to get started.Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.TodayApp is a corporate approved app that allows you to build custom activities and track all your commissions and bonus structures, and integrates perfectly with your CRM. It can even manage your employees' time, track production, have a leaderboard with metrics, and more. Contact Today App and for a custom demo and let them know you heard about them on The Above The Business Podcast. https://todayapppro.com/Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we're just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers.ADDITIONAL RESOURCESConnect and learn more about Chaz MacLaughlin:https://www.linkedin.com/in/chazmaclaughlin/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[00:01:31] The Importance of Behavioral Traits in Hiring[00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork[00:35:20] The Role of Patience and Cultural Fit in Hiring[00:38:19] The Importance of Key Character Traits in Hiring[00:40:29] Recruiting as a Never-Ending Process[00:42:05] The Rule of Three in Recruitment[00:43:07] Challenges and Strategies in Hiring[00:50:40] Essential Skills for Enterprise Sales[00:56:58] The Four Essential Questions for Sales Knowledge[00:57:57] Top Skills for Enterprise Selling[01:03:55] The Outside-In Mentality in SalesHIGHLIGHT QUOTES[00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller."[00:40:39] "Recruiting is not an event. It's a process, and it's a never-ending, constant process."[00:40:56] "The best hires we've ever hired are the not in play players."[00:58:28] "You've got to be an amazing listener and a fantastic questioner."[01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

In dieser Folge spreche ich, erfahrener Headhunter und IT-Sales-Experte mit über 40 Jahren Branchenerfahrung, über die Bedeutung von Soft Skills im Sales-Recruiting. Warum zählen Persönlichkeit, Mindset und Motivation oft mehr als ein lückenloser Lebenslauf? Wieso ist „Job-Hopping“ nicht immer ein rotes Tuch? Und weshalb garantiert selbst der perfekte Branchenwechsel keine sofortigen Erfolge? Anhand anschaulicher Beispiele erfahrt ihr, wie wichtig es ist, hinter den Lebenslauf zu schauen – und wieso starke Soft Skills langfristig über Erfolg oder Misserfolg im Sales entscheiden. Viel Spaß beim Zuhören!https://www.nordh.de

This week on the Sales Genius Podcast, Joe Ingram sits down with Gabe Lullo, a dynamic entrepreneur and sales expert whose journey spans from founding his own sales and marketing firm to leading executive recruiting and customer success initiatives. A Barney School of Business graduate at the University of Hartford, Gabe brings a wealth of knowledge and hands-on experience to the table, with over a decade of running his own sales, training, and marketing business and a successful career in executive recruiting. At Alleyoop, Gabe has played a key role in the company's growth by focusing on culture, environment, customer success, and sales. His unique approach combines sales expertise with a deep understanding of team dynamics and leadership. In this episode, titled "Building Success from the Ground Up: Sales, Recruiting, and Culture," Gabe will share his insights into developing a thriving business, creating a strong company culture, and building teams that drive sustainable growth. Learn more about Gabe Lullo's work and connect with him on LinkedIn: https://lnkd.in/gPKEDn_8 Discover Alleyoop's customer-focused solutions and more about their team at Company Website Link: https://alleyoop.io hashtag#SalesGeniusPodcast hashtag#JoeIngram hashtag#GabeLullo hashtag#SalesLeadership hashtag#Recruiting hashtag#CompanyCulture hashtag#CustomerSuccess hashtag#BusinessGrowth hashtag#ExecutiveRecruiting hashtag#SalesTraining hashtag#Entrepreneurship

In this episode, I sit down with the extraordinary Scott Leese, a serial entrepreneur, author, and sales mastermind with an incredible story to tell.  From overcoming adversity to building multiple successful companies, Scott's journey is nothing short of inspiring.  We dive deep into his sales philosophy, exploring how he's helped companies scale from zero to millions in annual revenue.  Discover the secrets behind his success as he shares insights on industry trends, the power of networking, and the future of sales in an AI-driven world.  Scott doesn't hold back as he discusses the importance of personal branding, building strong teams, and the mindset shift needed to thrive in today's market.  --------------- Update your Resume & LinkedIn Profile: Schedule a 15-minute call with Mary: ⁠https://calendly.com/resumeassassin/meet⁠ 1:1 Resume Writing with Mary: www.resumeassassin.com AI-Enhanced Builder: www.resumesidekick.io --------------- Connect with Mary: https://www.linkedin.com/in/mary-southern/ Connect with Scott: https://www.linkedin.com/in/scottleese/

036. Treeline Sales Recruiting | Daniel Fantasia founded Treeline, Inc. in 2001 with an exclusive focus on helping companies build world-class, high-output, sales teams.  They help companies recruit and hire salespeople. Treeline has worked with hundreds of respected companies in the United States and thousands of top-tier sales professionals. The company is consistently recognized by clients and respected sources as an innovative and trusted service partner. *** For Show Notes, Key Points, Contact Info, Resources Mentioned, & the Fabulous 4 Questions on this episode visit here: Dan Fantasia Interview. ***    

In this episode of The Goats of Growth, we're joined by Solomon Kahn, the CEO behind Delivery Layer. We discuss his data industry journey and the inception of his brainchild, unveiling the niche market's potential as well as Delivery Layer's mission: furnishing robust tools for seamless data sharing—a sector long overlooked. From the exhilaration of securing the inaugural client to navigating the complexities of missed opportunities, Solomon shares candid anecdotes. Tune in as he unveils his LinkedIn playbook, deciphering how strategic audience cultivation fuels outreach and cultivates promising leads. Solomons Linkedin Profile 00:00 - Introduction to Solomon Kahn and Delivery Layer 03:32 - The Need for Delivery Layer in the Market 08:35 - Building Delivery Layer and Pricing Strategy 11:34 - The Power of Building an Audience on LinkedIn 22:50 - Future Growth and Challenges for Delivery Layer 35:50 - Exploring the Use Cases of Delivery Layer 46:19 - Building Trust and Reliability in the Data Industry 53:27 - The Long-Term Vision for Delivery Layer 57:26 - Motivation and Learning in the Data Industry 01:02 - Navigating the Jump from $100K to $1 Million in ARR 01:05 - The Importance of Sleep and Personal Well-being

Kathy Hammond is a sales and talent acquisition powerhouse leader who's generated over a hundred million dollars in revenue. From dealing with active and passive candidates to distinguishing between selling a product or a service, Kathy shares her invaluable insights on recruiting for sales roles and supercharging the talent acquisition process. In this episode, we discuss: Unique skill set for a rewarding sales careerRecognizing if sales is the right fitValue proposition and positioning for employersActive vs. passive candidates and recruitment strategiesContinuous skill developmentLeveraging a well-crafted LinkedIn profileEffective job search strategiesEmphasis on value proposition and problem-solving for employersShow GuestKathy Hammond is a leader in sales and talent acquisition. With an impressive $100M+ revenue track record, Kathy excels in creating employee selection programs for clients like TransAmerica, Forever 21, and the City of Los Angeles, delivering substantial savings and revenue. With three decades of experience and a Master's in Organizational Management, she founded two successful recruitment solutions companies. Kathy is an award-winning author and global speaker, earning admiration from CEOs worldwide. Her recruitment process dramatically expands candidate pools and delivers top-tier sales professionals, transforming organizations into thriving revenue powerhouses. Kathy's expertise ensures sales enterprises find the right talent and achieve unparalleled success. Learn more about her Predictable Profits: The 7-step Talent Acquisition Process to Supercharge Your Revenue. Follow her on LinkedIn  Support the showJill Griffin is committed to making workplaces more successful for everyone through leadership training and development, team dynamics workshops, and employee well-being programs. Her executive coaching, workshop facilitation, and innovative thinking have driven multi-million-dollar revenues for top agencies, startups, and renowned brands. Collaborating with individuals, teams, and organizations, Jill fosters high-performance and inclusive cultures while facilitating organizational growth. Visit JillGriffinCoaching.com for more details on: Book a 1:1 Career Strategy and Executive Coaching HERE Gallup CliftonStrengths Corporate Workshops to build a strengths-based culture Team Dynamics training to increase retention, communication, goal setting, and effective decision-making Keynote Speaking Grab a personal Resume Refresh with Jill Griffin HERE Follow @jillGriffinOffical on Instagram for daily inspiration Connect with and follow Jill on LinkedIn

ChartMogul is an analytics platform to help you run your subscription business. You get a complete overview of your global subscriber base; MRR, ARPU, ASP, churn and LTV are presented in a beautiful and easy to use dashboard.

Jennifer Christensen explores Sales Recruitment alongside Dan Fantasia. Together, they delve into the evolving landscape of recruitment while emphasizing the significance of human capital.Links Mentioned in Today's Episode:Jennifer Christensen on LinkedInJennifer Christensen on TwitterBeacon Media + MarketingBeacon Media + Marketing @beaconmmFACEBOOK (PERSONAL): https://www.facebook.com/dan.fantasia FACEBOOK (BUSINESS): https://www.facebook.com/TreelineInc        LINKEDIN: https://www.linkedin.com/company/treelineinc/  INSTAGRAM: https://www.instagram.com/treelineinc/ TWITTER: https://twitter.com/TreelineInc YOUTUBE: https://www.youtube.com/@TreelineInc

David Rolls is a 360 recruiter by trade, now recruiting consultant and influencer on TikTok and LinkedIn.David and I met when I brought him on as one of our influencers at my previous company. Little did I know how much richness he would have to share all around the changes in the recruiting industry, the differences between working as an internal vs agency recruiter, and his holistic approach for how to show up as your best self at work. In this episode, we cover:* Internal vs agency recruiters and what that means for you when you are one* Contingent vs retained recruitment models * Why the recruitment industry gets a bad rap and what he's doing to improve it* Why there aren't many great freelance recruiters* And some fun topics around: * Why the US calls it “soccer” instead of “football”* Why traveling around Southeast Asia didn't satisfy David's need for purpose Quote of the day:* “I wasn't sure if I wanted to go backpacking again, or if I wanted to, you know, start my career, because to be honest with you, when I was backpacking, as much as I enjoyed it, I definitely felt like I lost purpose. I realized during my trip that I love traveling, it's all I do, it's what I live for, but I definitely need some sort of purpose, and I definitely need something else.”Amanda's post-recording reflections:* At the time, I felt like I was battling conflicting voices in my head when I had my bad first experience in consulting- should I stay and ride it out a bit, or should I go and write off the experience completely? For anyone working in the recruiting industry like David, he shared his take on the wide range of different cultures that exist at recruiting firms, and what some of the more modern firms are like. I would implore anyone considering a switch into (or within) the world of recruiting to take a listen- he didn't take his first experience as a blanket statement for how all recruiting jobs would be, and was able to find much better environments as he started advancing in his career. There is hope!A quick poll to get a sense for how you've felt if you've ever worked with a recruiter If you learned something new about how recruiting works while listening to this episode, I would love to know what it was in the comments below!Cheers,AmandaThanks a ton for reading Professional Life Crisis. This podcast is public, so please feel free to share with a friend! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit amandabranson.substack.com

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:11] - Overview of Sprinkler and its purpose[00:07:16] - Testing for key characteristics in potential hires[00:24:23] - Focus on testing and optimizing fundamentals in the sales process[00:30:06] - Enabling the team to have a realistic view of their forecast[00:35:45] - Considering the stage of new deals and their likelihood of closing[00:38:56] - Diagnosing reasons for consistently high forecasts.[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.[00:44:35] - Using a simulation exercise to assess candidate skills and fit.[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.ADDITIONAL RESOURCESLearn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:19:38]  "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls

In this exciting episode of the Goats of Growth I had the pleasure of interviewing Tony Medrano, an experienced go-to-market executive with a track record of success in health tech and AI SaaS.  Tony focuses on the art of prioritization in the context of a high-growth environment and  underscores the critical nature of honing in on high-revenue opportunities, a strategic move that can lead to your success.  But what truly sets this episode apart is the personal touch Tony brings to the discussion. He opens up about his most significant failure, a story that holds important lessons for us all. In addition to his professional insights, ensuring this episode is one you won't want to miss. Tony's LinkedIn Profile Deals first [00:03:23] Tony discusses the importance of prioritizing deals and focusing on closing them, especially in hypergrowth scenarios. How to prioritize your deal time [00:04:25] Tony explains how to prioritize deal time by allocating a significant portion of time to pursuing high-revenue opportunities and dedicating a portion to strategic long-term initiatives. Q Health's growth during COVID [00:07:35] Tony provides context on Q Health, the company he worked for during the COVID-19 pandemic, and their premier molecular diagnostic point-of-care test for COVID-19. He highlights the company's growth and their initial customer, the NBA. The 60-30-10 Rule [00:10:34] Discussion on how to prioritize time for highest revenue, strategic thinking, and flexibility. Building a Small Team [00:13:50] Importance of starting with a small team and managing them properly in a hypergrowth situation. Making Your Bed [00:18:39] Emphasis on taking care of administrative tasks early in the day to be prepared for unexpected customer needs and urgent situations. The underdog story [00:22:10] Tony discusses how underdog stories motivate him in business and personal life. Completing another Ironman [00:23:03] Tony shares his goal of completing another Ironman triathlon competition and the benefits it brings to his life. Tools for learning [00:26:25] Tony provides tips for learning new information, including using chat bots, utilizing YouTube, and taking online courses. Travel [00:30:26] Tony talks about his experiences traveling and exploring different countries, including biking, running, and swimming in various locations. Biggest Failure[00:31:47]  Tony shares the story of starting a company during his grad school days, raising funding, experiencing growth, and then facing a sudden market crash. Question for my next guest [00:34:01]  Tony suggests a question for the next guest, asking what their 18-year-old self would think if they were suddenly placed in their current situation.

❓Weißt du, wie viele Mitarbeiter dein Unternehmen Ende nächsten Jahres brauchen wird? In den meisten Fällen ist die Antwort auf diese Frage nein. Deswegen ist das Thema Ziele, Timing und Fokus.    “Die meisten Menschen überschätzen, was sie in einem Jahr erreichen können, und sie unterschätzen, was sie in zehn Jahren erreichen können." Bill Gates  

In this episode Andy Hershey, Chief Revenue Officer at NS1, shares his journey and drops gems of wisdom on various aspects of successful teamwork and marketing strategies. We dicuss the critical importance of alignment and collaboration within go-to-market teams, explore the power of cross-functional partnerships and the magic of shared goals, as well as why prioritizing lead quality is paramount--especially in challenging business landscapes. To our listeners, don't forget to hit that subscribe button and leave a review if you found this episode as enlightening as we did. Your feedback is our fuel! Andy Hersheys Linkedin Profile Aligning Goals with Cross-Functional Teams [00:03:19] The importance of building strong partnerships and aligning goals with the CMO, CFO, and CPO for successful scaling. Investing in Relationships and Building Trust [00:05:09] The value of investing in relationships and getting to know team members personally to foster collaboration and effective teamwork. Focus and Alignment for Successful Execution [00:08:15] The significance of having a clear focus and aligned goals to drive execution and achieve desired outcomes. The importance of revenue and focus on pipeline [00:08:57] The speaker discusses the common goal of revenue and the opportunity cost of investing in a new product. Aligning go-to-market teams [00:10:49] The host asks for advice on how to achieve cross-functional alignment within go-to-market teams. Career trajectory and steps to become a revenue leader [00:17:22] The speaker shares the steps he took to transition from an individual contributor to a revenue leader role. The trade-off between quantity and quality of leads [00:18:41] Discussion on the importance of not solely focusing on the quantity of leads, but also considering the quality to maximize closing opportunities. The challenge of managing leads and labeling [00:19:26] Exploration of the age-old question of how to balance the trade-off between quality and quantity when it comes to leads and developing pipeline. Closing remarks and call for guest nominations [00:19:32] Speaker 1 wraps up the conversation, thanks the guest, and encourages listeners to subscribe, rate, review the podcast, and nominate potential guests. Are you happy with the results?

In this episode, I have the pleasure of interviewing, Daniele Di Nunzio who serves as the VP of Sales at Storyly. We dive into Danieles role, their remarkable success in securing key clients, and his keys for expansion into the Latin American market. We also explore the challenges of conducting interviews with non-native English speakers, underlining the importance of evaluating soft skills. Wrapping up our discussion, we venture into the world of mobile industry opportunities and the boundless potential of AI across various fields. See timestamps below. Building a Motion for the Americas [00:01:49] Our guest discusses his role as VP of Sales at Story League and his responsibility to build a motion for the Americas, specifically North America and Latin America. Keys to Building a Team in Latin America [00:03:35] Daniele shares insights on building a team in Latin America, emphasizing the importance of understanding the market, localization, and leveraging the talent pool. Financial Technologies in Brazil [00:10:40] Daniele explains that the financial technologies in Brazil are advanced, with top-notch remittance and online payment systems, surpassing those in the US. Localization and technology [00:11:07] Discussion on the importance of investing in technology to ensure localization of websites and content for different markets. Building a local team [00:12:22] Exploration of the preferred approach of building a local team in Latin America to ensure cultural understanding and market expertise. Talent acquisition challenges [00:15:52] Discussion on the challenges of finding the right talent in Latin America and the importance of validating credentials and focusing on skills rather than just language proficiency. Overcoming language challenges in interviews [00:22:31-00:23:35] Discussion on how to overcome challenges when interviewing non-native English speakers and the importance of seeking help from consultants or headhunters specialized in the market. Importance of soft skills and cultural fit in hiring [00:24:31-00:26:18] Emphasis on the significance of soft skills and cultural fit when hiring, rather than focusing solely on language skills or technical abilities. Motivations, goals, learning methods, and personal interests [00:26:36-00:29:05] Rapid-fire questions covering topics such as motivation, career goals, preferred learning methods, hours of sleep, and favorite activities outside of work. The discussion also highlights the connection between cooking and sales, as well as the changing landscape of jobs due to technological advancements. The opportunity in mobile [00:32:29] Discussion about the current opportunity in mobile technology and creating the next big thing. The future of soccer in the US [00:33:11] Exploring the growth and popularity of soccer in the US, especially with Messi joining Inter Miami. The biggest opportunity with AI [00:33:36] The potential of AI in video editing software and its ability to make the process easier and faster.

Guest: Dan Fantasia   Guest Bio: Dan Fantasia has been in the field of sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals. Dan has built a deep knowledge of what it takes to build and grow a top-producing business.   Guest Links: https://www.treelineinc.com/contact-us/     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

I've changed the format of this podcast. This short episode will explain why and what you can expect going forward. Please let me know what you think. Also, if you enjoy this podcast please subscribe, rate, and review. I'd appreciate the support. 

In this episode, Andi Wilson, SVP of Sales at ShareThis, discusses her experience about how she successfully navigated through a major company pivot that involved changing their business model and go-to-market strategy. She highlights the significance of embracing change as an opportunity rather than a setback while emphasizing the importance of maintaining a curious mindset and actively seeking solutions to overcome challenges. Andi's LinkedIn Profile Episode Time Stamp Short Podcasts and Attention Span [00:00:00] Discussion on the idea of short podcasts and the influence of platforms like YouTube Shorts and Instagram Reels on content consumption. Benefits of Short Podcasts [00:00:53] Exploring the advantages of keeping podcasts short, including increased guest participation and audience engagement. Navigating a Career Pivot [00:07:57] Andy Wilson shares her experience transitioning from media to data in 2016 and discusses the challenges and opportunities that came with it. The shift in the business [00:10:23] Discusses the challenges faced by the company in maintaining stability while creating growth opportunities. Staying calm during change [00:11:39] Explores how Andy Wilson was able to stay calm during the storm of change and navigate through challenges. Investing in education [00:14:53] Highlights the importance of investing in education and continuous learning for personal and professional growth.

Joining me in this episode is an incredible guest, Sally Cummins, the Vice President of Sales at Montrose Environmental Group. We dive deep into Sally's experiences in selecting technology for her sales team. She brings invaluable insights into marketing strategies, lead generation tools, and cutting-edge training methods that can skyrocket your sales performance. And that's not all, Sally emphasizes the significance of understanding buyer intent, a key element that can make or break your sales efforts. We explore the art of conducting successful product demos and the secrets to closing those elusive deals.  The episode wraps up with a fascinating discussion on Montrose Environmental Group's relentless focus on enhancing the customer experience. Sally shares her personal goals, including her journey of continuous learning as a busy VP of Sales. This episode is a goldmine of practical advice and inspiration for anyone looking to boost their sales game. Sally Cummins Linkedin Profile

Ken Sher is an Executive Coach and Career Coach with 30 years of experience at Johnson & Johnson and Bristol-Myers Squibb. He also served as Vice President, Coaching Services at the Velocity Advisory Group coaching clients in positions ranging from first-line Manager to CEO. He has had his own Executive Coaching and Career Coaching practice since 2015. During his 25-years at Johnson & Johnson, Ken served in various leadership roles in sales, marketing, sales training, leadership development, and he led the Sales Recruiting department for the United States where he learned valuable keys to the job search process. He has experienced the highs and lows many of us have during our careers. Ken was laid off at 52-years old, struggled to recover from that blow, and then landed 3-new jobs while still in his fifties. He now shares his career learning through his TRUST Success Model® which, when applied to professional relationships, networking, and job searches, leads to transformational results. Ken holds a BA in English Literature and Business Communication from the State University of New York at Oneonta. He enjoys giving back to the community. He is a Board Member for the Beacon Networking Group and serves as a mentor for two first-generation college students through the Philadelphia Futures non-profit which provides great educational opportunities for under-served youth. Key Moments [00:04:15] From entrepreneurial struggle to success. [00:08:50] Having a budget and quotas, but loves leading, motivating, and helping people improve. Emphasizes the importance of impact and responsibility in leadership. [00:12:03] The Trust success model emphasizes transparency, results, simplicity, and team building. Find Ken Online https://shercoaching.com https://www.linkedin.com/in/kensher/ If you're enjoying Entrepreneur's Enigma, please give us a review on the podcast directory of your choice. We're on all of them and these reviews really help others find the show. GoodPods: https://gmwd.us/goodpods iTunes: https://gmwd.us/itunes Podchaser: https://gmwd.us/podchaser Also, if you're getting value from the show and want to buy me a coffee, go to the show notes to get the link to get me a coffee to keep me awake, while I work on bringing you more great episodes to your ears. →  https://gmwd.us/buy-me-a-coffee Follow Seth Online: Seth | Digital Marketer (@s3th.me) • Instagram: Instagram.com/s3th.me Seth Goldstein | LinkedIn: LinkedIn.com/in/sethmgoldstein Seth on Mastodon: https://s3th.me/@seth MarketingJunto.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this podcast episode, I interview Sean Burke, the COO of Prometric, a global provider of secure test development and delivery solutions. Sean discusses the initiatives he is working on to impact the business positively, his approach to purchasing new technology, and how to increase a sales rep's likelihood of booking a meeting with him.  You can access the full transcript here.  Time Stamps Initiatives Impacting Business [00:01:00] Sean Burke discusses the initiatives that he is working on to positively impact Prometric's business. Attracting New Clients with Technology [00:01:00] J Webb asks Sean Burke about how technology is enabling Prometric's sales team to attract new clients. Buying Process [00:01:00] J Webb asks Sean Burke to walk him through Prometric's buying process and where potential clients begin their journey. Efficient Sales Play [00:09:30] Sean Burke talks about how technology is enabling the sales team to run an efficient sales play, helping clients walk through the decision-making process as efficiently as possible. Sales Campaign [00:10:32] Burke discusses how technology is used to run an effective sales campaign, either winning or getting a fast note. Revenue Prediction [00:12:36] Burke talks about the gap in technology today, specifically in the area of being able to call the shot for an entire year in advance of that year happening, and how he manually puts together formulas and spreadsheets to feed their revenue output. Auditing Sales Technology [00:17:29] Sean Burke explains how Prometric audits their sales technology every year to assess their spend, usage, and impact on the business. He also shares a tip for sales technology companies to not assume that their customers know where their product is today. Making Decisions on Sales Technology [00:20:58] J Webb asks Sean Burke about his role in making decisions on sales technology. Burke emphasizes the importance of technology delivering business value and having high usage across the team. He also shares his approach to working with vendors and building personal relationships with executives. Executive Level Alignment [00:24:59] In the evaluation stage of considering new vendors, Sean Burke highlights the importance of having executive level alignment with the vendor's team. He explains that having a personal relationship with an executive can help him understand how other amazing executives are deploying their technology and running their teams for the betterment of the outcome of the business. Escalation and Sales Opportunity [00:26:18] Sean Burke talks about how escalation is not always about complaints, but rather about knowledge sharing and best practices. He also discusses the sales opportunity that vendors miss out on by not providing dashboarding and insights to their clients. Optimizing Investment and Facilitating Meetings [00:28:40] Burke explains that he gets involved in meetings with vendors after the decision to go with them has been made. He also talks about the importance of understanding the nuances of the technology and how it is being used in the vendor's business. Challenges of Sales and Getting Attention [00:31:17] Burke discusses the challenges of getting attention as a salesperson and how most of the messages he receives go straight to his junk mail. He suggests that salespeople should gather data and insights from the buying team and deliver a powerful impact statement to get his attention. Initiating contact [00:35:13] Sean Burke discusses the challenges of initiating contact with executives and how to involve decision-makers in the buying process. Crafting a compelling story [00:37:27] J Webb and Sean Burke discuss the importance of crafting a compelling story for potential clients and how to involve the CEO or highest-ranking official in the buying process. Standing out in outreach [00:39:47] Sean Burke shares his thoughts on how to stand out in outreach and the importance of understanding a company's unique commercial challenges. Sales Methodology [00:47:39] Prometric does not subscribe to a specific sales methodology, but instead focuses on learning from win-loss analysis and talking to buyers to understand their decision-making process. Learning from Lost Deals [00:48:46] Prometric conducts win-loss analysis on all sales and uses feedback from lost deals to inform their sales process and improve their approach. Past Buyers Helping Future Buyers [00:50:35] Prometric gets past buyers to work with future buyers to help them avoid pitfalls in the sales process and improve their experience. Procurement Process [00:51:11] Sean Burke explains the procurement process at Prometric, involving financial and procurement teams, sales leadership, revenue ops team, and users of the product. Finding New Technology [00:54:35] Burke shares his approach to finding new technology, including reading, going to G2 Crowd, and googling to solve problems. Importance of Calendar [00:55:21] Burke emphasizes the importance of his calendar and how it is the most important tool in his tech stack, as it is where he makes investments in the business. He also highlights the importance of reps being on their sales leader's calendar.

In this episode of "Customer Conversations, you'll hear Pattie Grimm, former Senior Director of Sales Enablement Center of Excellence at VMware. You'll hear how Pattie solved a business challenge at VMware through technology, her process for evaluating and selecting sales enablement tools, and the importance of co-creating solutions with customers. Pattie emphasizes the need for salespeople to understand the customer's needs and make them the hero of the story. The conversation highlights the importance of understanding the customer's needs and co-creating solutions with them, as well as the need for salespeople to have a personal touch. Time stamps below along with the full transcript here. Business Challenge and Technology Solution [00:02:32] Patty shares how she solved a business challenge of reinventing sales methodology and process at VMware through technology. Eliminating Non-Working Tools [00:04:19] Patty talks about how they eliminated a ton of non-working tools used by the sales team at VMware. Mapping Customer Buying Cycle [00:06:50] Patty explains how they mapped their sales process to the customer's buying cycle and used technology to make it easy for sellers to find what they needed. Starting with the Business Problem [00:08:34] Patty explains how she starts with the business problem she is trying to solve by going out to the field and asking the salespeople and sales teams what challenges they have and what they need. Referrals and Research [00:09:34] Patty talks about how she goes a lot on referrals and people she knows and trusts when evaluating different tools and technologies. She also mentions doing her own research by going to their website and looking up their customers and value proposition. Breaking Through to Buyers [00:14:53] Patty shares what really works and resonates with her when a sales rep breaks through to her, including bringing new customer intelligence or insights, building a relationship first, and asking insightful questions. Co-creating a Sales Methodology [00:15:43] Patty discusses the process of co-creating a new sales methodology with her team and stakeholders, including socializing and vetting it with RVPS, key leaders, and sales operations. Blending Sales Frameworks [00:20:02] Patty talks about blending her sales leadership framework with the company's model, incorporating their thinking into the existing model, and socializing it with key stakeholders. Championing the Project [00:23:30] Patty was the champion of the project, with an executive sponsor and buy-in from the executive leadership team. Barbara was her wise advisor, providing feedback and coaching her gently. Coaching and Sales Methodology [00:24:23] Patty discusses the importance of coaching and sales methodology in enabling sales teams to be more effective. Selling in a SaaS World [00:25:14] Patty talks about the challenges of selling in a SaaS world and the importance of ensuring customers consume what they buy. Making Customers the Hero [00:28:13] Patty explains why she wants her sales teams to be the heroes of the story and how it benefits her in the long run. The Decision Making Process [00:33:33] Patty discusses the decision-making process for choosing technology partners and shares an example of a successful program at Microsoft. Co-Creating Solutions with Customers [00:35:45] Patty talks about the benefits of co-creating solutions with customers and how it builds buy-in and ownership. Challenges with IP and Subscription Models [00:38:37] Patty explains the challenges with intellectual property and subscription models when evaluating vendors and how it was a deciding factor in choosing Barbara's solution. Business Challenges vs Pain Points [00:42:26] Patty and J discuss the importance of focusing on business challenges instead of pain points during the sales process. Importance of Articulating Future State [00:43:26] J and Patty talk about the significance of sales reps being able to articulate the future state of a product or service during the sales process. Full Life Cycle Customer Engagement [00:47:51] Patty shares her experience of managing the full life cycle of customer engagement, from awareness to consideration to post-sale, and the importance of a smooth handoff between teams. Three Sales Principles [00:51:20] Patty shares three sales principles that she has built into every program she has ever run or every methodology she has ever put in place or system or tools. Co-create with the Customer [00:52:08] Patty talks about the importance of making the customer the hero of the story and solving their business problem, not yours. Rapid Fire Five [00:54:35] J Webb asks Patty five quick questions, including what motivates her, her most preferred way to learn new information, and her favorite thing to do when she isn't working. Goodbye [00:58:11] J Webb thanks the audience for listening and asks Patty how people can get in touch with her. Contact information [00:58:21] Patty shares her contact information and invites people to reach out to her through LinkedIn or email. Closing remarks [00:58:53] J Webb and Patty say their final goodbyes and the podcast episode ends.

Scott is talking with John Brandes, who he met at the Chamber of Commerce of the Palm Beaches. They talk about Sales Recruiting. #salesbountyhunter #palmbeachcounty #johnbrandes #lawfirms #sales #attorneys #paralegals #headhunting #clients #chamberofcommerceofthepalmbeaches #careerbuilder #indeed #tomlasorda #onecallclose #postclose #pen #remoteinterviews #zoom #resume

Get ready to revolutionize your sales enablement strategy with an expert who knows the secret to unlocking unprecedented growth. In this episode, I sit down with Roderick Jefferson, renowned CEO of Roderick Jefferson and Associates, to delve into the world of sales enablement. Are you struggling to align your sales enablement efforts with the hiring process? Feeling stuck in a constant cycle of trial and error? Well, Roderick is here to show you the way out. He unveils the game-changing approach of creating the ideal candidate profile and demonstrates how it can supercharge your sales enablement initiatives. But that's not all – we explore the true nature of sales enablement as an ongoing journey of improvement and growth. Roderick shares his groundbreaking Sales Enablement System, a powerful tool that tracks and reports on your sales team's progress. Discover the critical importance of ongoing communication, iterative processes, and change management to ensure your sales enablement efforts achieve remarkable results. Don't miss out on this opportunity to take your sales enablement strategy to new heights. Join us as we unlock the secrets of aligning, improving, and succeeding in the dynamic world of sales enablement. Click this link for a 7 Day Free Trial of Customer Conversations.  Find out more about Roderick and get in touch 

This is a solo episode as I give you a peak behind the curtains into my level of conviction for a premium version of this podcast called, Customer Conversations.   Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success. 

Chris Smith is the Chief Revenue Officer of Aqua Security, the largest pure play cloud-native security company.  In this episode we discuss Aqua Security's role in the cloud security market, their strategy for becoming the category leader, and the importance of having a strong playbook for sales and marketing. Chris emphasizes the importance of understanding customers' needs and conducting user interviews to inform marketing, messaging, sales playbook, competitive landscape, and product direction. He also shares his approach to conducting interviews and managing employees.    Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success. 

Today we have on Enfusions CRO, Steven Bachert. Enfusion is the flexible, modern framework for investment management operations that gives fund managers the freedom to perform. Link to Customer Conversations In this episode Steven and myself discuss: How to overcome the challenges in software adoption and IPO.  The importance of adapting your playbook for each new opportunity. The significance of storytelling and data-driven forecasting in preparing for an IPO. The complexities of market analysis and how to navigate them. How confidence and crafting the right story will help you when taking your company public. All that and more in this episode.  

My guest today is CRO, Rachel Bates.  Customer Conversations Link In todays episode we discuss - The power of customer focus and strong employer branding. Lessons on building and managing international sales teams from industry experts How to balance enterprise Sales and product led growth. How to execute innovative approaches to employee retention. Sharpening the company's narrative and vision through the process of presenting to investors. All that and more on today's episode.  https://thegoatsofgrowth.com/ 

Sales is a Conversation between Two People  w/ Brad Ferguson of Sandler Sales BRT S04 EP15 (177) 4-9-2023   What We Learned This Week Sandler Sales Sub: take prospects thru the 7 compartments for a complete sale Sales is a conversation between 2 people Ask Qs - to determine the real problems, can't be a Yes/ No Q , start with ‘How' or ‘What' Pattern Interrupt - method to disarm people Seek the Truth, not the Sale Buying Meter – Intellectual vs Emotional reasons Rule – People don't argue with their own data Belief - people sign and pay on belief       Guest: Brad Ferguson w/ Sandler Sales https://www.brad.sandler.com/ LKIN: HERE   Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee - 4/1995 - present    Per Brad: I have been fortunate to work with some great companies over the years with one goal in mind: SALES EXCELLENCE. I have been able to align myself with sales and business experts who were willing to help me grow to the point of being considered an elite member of the Sandler Training Network... according to my peers. Highly effective helping companies hire “A” players and avoid sales ghosts. Able to teach, coach, and mentor sales leaders and sales professionals to establish and maintain record performance levels, from skill development to revenue growth. You need a trainer who can also be a trusted advisor, partner and consultant. Why choose Scottsdale Sales Training, LLC.? Because the success of our training has been repeatedly proven through delivery to thousands of clients. Sandler Training is an international sales training and development firm dedicated to improving sales revenue, establishing and creating a hiring process for sales and sales management, with affordable tools that keep sales turnover under 10%. Skilled in Sales Training, Coaching, and Sales Recruiting. First Sandler Certified Instructor in Arizona. Results producing coach and training professional with a BS in Education focused in Teaching and Coaching from the State University of New York College at Cortland. Sandler Training has been recognized as the # 1 Sales Training Organization by Entrepreneur Magazine multiple times. Sandler Sales Books: https://www.sandler.com/books/   Sandler Sales Sub: Bonding and rapport building. Up-front contracts. Pain. Budget. Decision. Fulfillment. Post-sell. Take prospects thru the 7 compartments for a complete sale     Notes: Seg. 1   Sales is a conversation between 2 people   Sales people need to strive for Equal Business Stature with Clients, do not sell up Buyer's world, enter in and understand the Buyer, what are their pain points You have to find compelling reasons for them to buy from you   People do not want to be sold, they want to buy, make the decision themselves   Determine what they are missing out on if they do not buy from you, what are the real costs of not doing business with you?   Problem – this is an overused term for profiling a client Phrase it better: Are you hurt bad enough? Are you concerned enough about this issue?   Look for gain with your solution vs. pain What impact has this issue had, what resources are needed to solve it?   Business case for designing a solution to uncover Sales idiom - All prospects lie all the time They do not want to be put on the spot   Covid was a disruptive change, and many industries had to adjust to keep doing business, sales is now mostly virtual   Tech empowers buyers, they control the process, and have access to more information   Buyers Journey – has shifted, buyers can do it on their own   Trust must be created between buyer and seller Rule – You are there to serve clients – seek the truth, not the sale   Rule – if the competition is doing it, stop doing it   Buyers world & buyer's business Let the buyer talk, and use your 2 ears to listen Discovery, not convincing, let the buyer find the solution you provide on their timeline     Seg. 2   Asking Questions with a Yes / No answer stalls you, need to rephrase Qs Start with Why or How - Type A – Why, Who, When / B – How, What How, or What – needs a full sentence to answer   Meter – Intellectual on one side, and Emotional on the other side What's the problem, how close to move to the close zone Reasons exist for buying decisions, or to not buy Impact & consequences of current actions   What's the cost of your current process? Who else is aware of this problem? What happens if it is not fixed? Long term cost?     Convincing vs. Discovery You can ask questions in a leading way to help the client determine the best answer on their own   Rule – People don't argue with their own data Disqualify – part of the job is disqualifying certain buyers, not everyone is a good fit, so you should not try to sell to just anyone, need a buyer profile   Sales = Belief – people sign & pay on belief Hope – buyers contact you on hope     Seg. 3   Right level, right list of potential buyers Determine who is the decision maker (or makers) to buy Stop sounding like a salesman   Be a consultant, talk to the client, learn about them, can you even help them?   What is their selection or buying criteria? What matters to them?   Different types of buyers: Technological, financial, influential, end user   Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –  Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –   Ask Questions to determine What Type of Buyer you are talking with:     Strategic Buyer - Concerned with the Long Term – CEO Economic Buyer - Concerned with the budget and cost – CFO Technical Buyer - Concerned with the specifics of the product, what are the features? – CTO End User Buyer - Concerned with the benefits and value of the service as they will be the ones actually using it.      For More, see blog here   Each buyer has a different process for why they make a purchase, especially how it affects what they do at the company.   Some may be strategic (L/T), some may be concerned with cost (S/T), some want good products, etc.   How they value the ROI of your service is different Have to understand what type of buyer you are talking with   Salespeople must work on their own self limiting beliefs If you sell on lowest price, it's a race to the bottom   Don't speak when closing, wait and listen   Don't Commit HAYT – dreaded opening phrase of: How are you today?   When you call someone, you are interrupting them You must acknowledge this, and ask permission to speak May I take 30 seconds to tell you how I can help you (or why I called)?   Give your best 30 second commercial of your service, the Elevator Pitch I have taken my 30 seconds, would you like to talk for a few more minutes, or do you need to go? Does this interest you? Do you want set a time to talk later?      NyQuil – sell the symptoms, not the cure (solutions) Talk about the symptoms of the problem your client has, vs the cure for the problem     Must be Emotional & personal to emit a response Pain = emotional involvement with that trouble or pain   Are they concerned enough to deal with their problem? Plenty of people are aware of their problems, but are not going to fix them Conviction – do you believe you need this?     Seg. 4   Objective Management Group – sales data company that does sales assessment, evaluations, and sales candidate screening    You have to understand and know the sales numbers, and what percentage will buy   77% sell on interest alone, this is not Not compelling enough.   Get coach for sales   1/3 of Brad's clients – 1 man shop 1/3 have a team of 3 - 8 people 1/3 of clients are a larger group   Foundations of Sandler Sales Trainings, books, classes Sandler Book – You Can't Learn How to Ride a Bike at a Seminar Takes 1000 hours to be certified in sales   Seminars will get you techniques, to succeed you need long term training To change behavior, you have to change your habits Cannot focus on Outcomes, as you do not control outcomes Focus on your actions, daily habits   BAT Method - behavior, attitude, techniques   Attitude forms beliefs Abundance mindset Do the behaviors – Can't control outcomes / results Have to be able to manage your behaviors   Cookbook recipes for a good sales plan Build an activity plan of how you prospect, and practice   Calls and emails to prospects weekly   Daily huddle with your sales team Sales Manager is there to make people self sufficient Do not be the sales manager who jumps in often to save the salesman Development Mode – teach sales people to fish     BRT Sales / Marketing: HERE   BRT Business: HERE   Investing Topic: https://brt-show.libsyn.com/category/investing More - BRT Best of: https://brt-show.libsyn.com/category/Best+Of      Thanks for Listening. Please Subscribe to the BRT Podcast.      Business Roundtable with Matt Battaglia The show where Entrepreneurs, High Level Executives, Business Owners, and Investors come to share insight and ideas about the future of business. BRT 2.0 looks at the new trends in business, and how classic industries are evolving.  Common Topics Discussed: Business, Entrepreneurship, Investing, Stocks, Cannabis, Tech, Blockchain / Crypto, Real Estate, Legal, Sales, Charity, and more…  BRT Podcast Home Page: https://brt-show.libsyn.com/ ‘Best Of' BRT Podcast: Click Here BRT Podcast on Google: Click Here BRT Podcast on Spotify: Click Here                    More Info: https://www.economicknight.com/podcast-brt-home/ KFNX Info: https://1100kfnx.com/weekend-featured-shows/   Disclaimer: The views and opinions expressed in this program are those of the Hosts, Guests and Speakers, and do not necessarily reflect the views or positions of any entities they represent (or affiliates, members, managers, employees or partners), or any Station, Podcast Platform, Website or Social Media that this show may air on. All information provided is for educational and entertainment purposes. Nothing said on this program should be considered advice or recommendations in: business, legal, real estate, crypto, tax accounting, investment, etc. Always seek the advice of a professional in all business ventures, including but not limited to: investments, tax, loans, legal, accounting, real estate, crypto, contracts, sales, marketing, other business arrangements, etc.  

Chris Merritt, Chief Revenue Officer of Cloudflare joined Cloudflare nearly a decade ago when annual revenue was around $1M with one sales person — and has since been scaling the sales organization and helping grow Cloudflare into the multi-billion dollar business it is today. When building a sales team and business at scale, organizations go through various stages of growth with key milestones along the way—from 1-10 million in revenue, to 50-100 million, to 100 million, and onward. While no two businesses are the same, we'll dive into a few areas that are most likely to change, with Chris sharing some findings along the way to help others effectively scale their organizations.   Full video with Q&A: https://youtu.be/YkmDl59sDkg   Want to join the SaaStr community? We're the

This is episode 576. It was hosted by Gina Stracuzzi, program director the Institute for Excellence in Sales Women in Sales program Read the complete transcription on the Sales Game Changers Podcast website. Janice's TIP: “Understand that your career is within your hands. If you're not getting the training you want within the organization, reach out and get it outside of the organization because this is your business. Make sure you nurture your customers as well, because your customers, your buyers, buy into you first, then the product or service, then the company. Understand that you're managing that relationship. Those relationships will often go where you are as well.”

Our guest this week is Chuck Brotman, Co-Founder of Blueprint Expansion! Chuck has been in sales and sales leadership roles for nearly 20 years, and pivoted his career to launch Blueprint Expansion in 2020 with the goal of helping companies recruit and hire exceptional GTM talent. He's passionate about the problems Blueprint Expansion solves, especially for early stage startups, and chatted with Ross about how sales teams can up-level their hiring game. Want more B2B sales content like this? Subscribe to our bi-weekly newsletter, From Vendorship to Partnership!

Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it.  What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to the next level? 

Brent Davis, Vice President of Sales Talent Acquisition at Leavitt Group, joins host James Mackey to discuss how to hire and retain top sales talent, when to dig deeper during the interview process, onboarding, and a lot more!Episode Chapters00:23 Who is Brent Davis?02:19 Overview of Leavitt Group; insurance company with 2,600+ employees04:47 What makes a good sales professional?07:45 Hiring for experience vs aptitude11:54 Optimizing the interview process for sales hiring15:35 You have to dig deeper during the interview process and ask follow up questions17:30 Giving the book answer doesn't work well 21:15 The importance of a candidate asking intelligent questions24:43 What does onboarding look like28:15 Revenue vs activity metrics30:24 Challenges with hiring top sales talent in the current market34:04 Benefits of co-ownership35:15 Wrap up

Doug Mitchell is a husband and father of 3, he is also CEO of Argenta Field Solutions, an award winning direct sales organization. Argenta's teams has earned over 35 million in commissions selling products via D2D, B2B, referrals and social media. More recently Doug launch Argenta Solar, Argenta Consulting and the Building Great Sales Teams podcast! He also recently made his own energy drink for Argenta called Argenta Energy. Find him here: Www.txbizdad.com https://podcasts.apple.com/us/podcast/building-great-sales-teams/id1603817407?i=1000576345747

In this episode of The Elite Recruiter Podcast, we have our guest Ethan Richter from Market Gen to talk about recruiting in the Web3/Blockchain space and what it takes to succeed as a recruiter there. Some Highlights: How he got 300 resumes from one TikTok videoThe future of recruiting and how everything we do will be impactedHow do you find Web3 talentHow to understand your space even if you are newThe basics of Sales Recruiting from the Sales Recruiter himself Ethan Richter LinkedIn -  https://www.linkedin.com/in/ethan-richter-a5082516b/ Market Gen - https://www.marketgenrecruiting.com/ Discord Group - https://www.marketgenrecruiting.com/networking-discord  With your Host Benjamin Mena with Select Source Solutions: http://www.selectsourcesolutions.com/

In this episode of The Elite Recruiter Podcast, we have our guest The Sales Recruiter Michael G Cox to talk about the shifting market and shifting your mindset to keep winning. We also talk about the basics of sales recruiting for those that have not explored it before..  Some Highlights: Why many people double down on something when its not workingHow to figure out your blind spots and make a shiftWhat is not working in Sales RecruitingWhat is working in Sales Recruiting The basics of Sales Recruiting from the Sales Recruiter himself Michael G. Cox Linkedin - https://www.linkedin.com/in/mikerecruiter/ http://www.zagworx.com/

As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic. Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in training is not something most sales organizations take lightly. But, the question becomes: What are the best sales recruitment and training practices that top sales organizations are using to retain their top talent? That's the question we answer in this episode of the Modern Selling Podcast, with my guest, Priya Sachdev.  Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso's Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital transformation services as well as serving for 13 years at Miller Heiman Group, where she was the Enterprise Sales Transformation Leader, responsible for consulting with clients globally in sales transformation.  In addition, she served as the Vice President of APAC where she was instrumental in overseeing, accelerating, and delivering sales training, methodology, and consulting to the APAC region. If that wasn't enough, Priya has been named as one of the top 25 Most Influential Women in India by CEO Magazine and recognized as one of the 10 Successful Women to Watch by Insights Success. Be sure to download my full conversation with Priya to learn what sales leaders can do to attract the right talent and get them to stay. What are the major challenges with hiring sales staff? I think most sales leaders of sales organizations would agree – it has become increasingly difficult to find sales reps that will stand the test of time. As the CEO of Vengreso, I've experienced the high churn rate among new sales reps – with some of our new BDRs staying for under 9 months, before being recruited by larger sales organizations. To properly train a BDR requires a minimum of six months for them to be at a place where they can start to independently prospect in a way that actually benefits the company. And, the same is true for an SDR. That's why, we easily pour over $50,000 in sales training and coaching in each of our sales reps within their first year. And, we do this because we believe in them having the right tools, the right systems, and the right strategies to perform – and to perform well. However, you can imagine the toll this takes, when that talent you trained leaves your organization shortly after that year of training. I wanted to get Priya's insight on the topic and see what she thought could be done to help slow (or ideally stop) the sales ‘brain drain' that's happening. She shares, “The challenge is there are more people looking to hire salespeople, than there are people looking for sales jobs. So, many sales organizations are being forced into a place where they will hire whoever they can find with the hopes that they will train them to be an ‘okay' salesperson. The problem with this is that you have people in high-paying roles that were never groomed (or qualified) to be there. And, in some cases, companies aren't figuring this out until months have passed and thousands in training have been invested.” If you're finding it difficult to find qualified salespeople, make sure to listen to our conversation and hear what Priya shares should be done to better vet applicants. How does the sales hiring process need to change? I've been in sales for 25+ years and I've had my fair share of star employees leave, even after I invested in their professional development. This isn't to say you aren't ‘allowed' to transition to other companies or new roles. But, the struggle for sales leaders today is in how to properly assess if an applicant is a right fit for your open sales position(s). At Vengreso, we have a very extensive and thorough hiring process. We take all new applicants, regardless of their previous sales experience and require them to go through our multi-step hiring protocol. Not only does this weed out those who are not fully committed, but it helps us to also see how well they can learn and implement parts of our prospecting model. Since Priya has seen firsthand what goes into grooming an excellent SDR, during her time as a sales enablement leader for one of the largest sales organizations in the world, and now with Vengreso – I wanted to hear her thoughts on what the sales hiring process should include. Priya's insights were spot on, “We have a very different generation of workers. Many times people come into a role with an exit strategy already in mind, if things don't work out. We really need to be hiring for people that are willing to invest as much time and effort in developing their career as we are in training them to be successful.” Tune into this episode of the Modern Selling Podcast to learn what red flags you should be looking out for, before you hire your next BDR or SDR. What are the characteristics of a great sales rep? I always champion the saying that “selling is the art of helping”. If we're not helping our customers solve a problem, then they're not going to buy. We train our sales reps to get to know their prospect as much as they can before they even attempt a single sales message. Whether that's looking at their LinkedIn profile, reading their posts, researching their company or their specific role within the organization – we train them to find a human touchpoint to use. That way when they do reach out, they can do so with a highly personalized message. And, as we know, personalized messaging in prospecting is a must. We teach this in our proven PVC methodology. I ask Priya what her take was on what makes an exceptional sales rep. She shares, “We've become so immersed in sales technologies and automation to make the sales reps job easier. But, these tools are only effective when sales reps know how to use them to improve their prospecting. It's not enough to send an automated message. We need personalization, we need sales reps that know how to engage with a prospect. And, we need sales reps that will do the work to make each outreach successful.” Be sure to download this episode to hear the major shift that Priya believes must happen if sales organizations are going to find and train top talent to stay.

In the first of a new series dedicated to sourcing, recruitment and talent management, Bill Banham talks with Michael G. Cox, Managing Director & Founder at Zag Worx, LLCMichael is a Texas-born and raised recruiter with over 20 years of recruiting experience and several years of IT sales experience.He works with Sales Leadership Executives who are tasked with delivering on a number every single year. He helps them field the best possible teams and get to the level of success that they have committed to achieving.Michael says he leverages his Enterprise Sales background and Sales Recruiting experience to quickly identify and engage revenue workers on behalf of our clients on a daily basis.Questions Include:You've got experience in Enterprise sales. Do you believe a recruiter should have experience in the niche they cover?What's unique about recruiting sales-focused pros compared to other positions? (sales comp etc) motivating sales pros v engaging Social selling / Brand Ambassadors... What are HR professionals needing to do to better promote their employer brand as they cope with the fallout of The Great Resignation / Great Reshuffle? (I can answer by pointing to targeted mass campaigns, authentic 1to1 engagement, don't focus on vanity metrics (likes/comments/shares) it all goes down in the DMs, TRY to help everyone you engage)

Daniel und Markus haben heute Benjamin Ruschin zu Gast. Ben ist zurzeit Partner bei Big Cheese Ventures. Sein Ziel ist es Startups vor großen Fehlern zu bewahren. Gemeinsam sprechen sie über gute Verkäufer, Aufmerksamkeit und vieles mehr. Viel Spaß!---Hier gehts zum Future Weekly Discord Channel: https://discord.gg/9AyzUEWpgB  Hintergründe & weiterführende Links in der Future Weekly Espresso Summary: https://futureweekly.substack.com/ --- Du hast Feedback, Ideen, Moonshots oder Predictions zu den heutigen Themen? Schick uns deinen Text oder ein Soundbite an podcast@austrianstartups.com und werde ein Teil der nächsten Episode.  ---  Redaktion & Produktion: Dominic Runge, Laura Spengel, Martin Rudolf, Anna Ringauf & Juliane Staudinger   Musik (Intro/Outro): www.sebastianegger.com

This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.orgSee our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Today's Sales Vitamin Podcast guest is Andy J. Solomon, he's the Director of Sales Training for Associated Materials Inc.  Associated Materials is a leading manufacturer of professionally installed exterior building products.Solomon is a lifelong sales professional in the home building and remodeling industry.  He's passionate about sales and brings this passion to his Director of Sales Training role for Associated Materials.   This episode is filled with practical advice and information from a sales trainer working in the field every day with professional field sales reps - it's what the Sales Vitamin Podcast is all about. Here's what you'll learn in this episode: The key sales skills he see's missing in most sales professionals. How to connect the impact dots. Soft skills vs technical skills training. Providing a training structure that sticks. The future of sales training (Pro's & Cons). Continuous learning - keeping sales reps trained. Open enrollment vs Mandatory training.  The sales recruiting message. Shifts & changes in sales. Personal branding in sales. Sales on-boarding processes. The sales resources he uses. His one sales vitamin. Connect with AndyOfficial Blog SiteLinkedInYouTube Channel