Podcasts about sales research

Ishan Mukherjee is the Co-Founder/CEO of Rox, a Sequoia-backed AI-powered sales productivity platform. Before Rox, he was the Chief Growth Officer at New Relic where he scaled the self-serve business from $0-$100M in ARR. Prior to New Relic, Ishan founded Pixie Labs (acq by New Relic). Before that he led product at Siri Knowledge Graph at Apple, Lattice Data (acquired by Apple), Premise Data, and Amazon Robotics. Ishan was also an early engineer in Kiva (acquired by Amazon) where he joined after graduating from MIT. In Today's Episode We Discuss: 04:50 Biggest Lessons Scaling New Relic's PLG to $100M in ARR 05:59 How to Do PLG and Enterprise at the Same Time 07:00 How to do Content in a PLG World 08:50 Performance Marketing or Organic Content: What Works for PLG 10:27 Why You Should Stop Marketing at Events 11:47 Why SEM is a Cartel 14:15 Why Unpaid Design Partners are BS 17:17 How AI Changes the World of Enterprise Sales: Commit-Based vs. Usage-Based  20:49 How to do Sales Compensation Plans 24:44 How to Ramp New Sales Reps 25:03 The Impact of AI on Sales Research 29:18 How to do Deep Customer Research in an AI World 35:56 Changing Spending Patterns in SaaS 41:41 Retention and Churn in Enterprise AI 43:31 The Future of Sales Teams with AI 44:45 Hiring and Scaling Sales Teams 54:28 Quickfire    

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

Gas Money Mentions #31 In this episode, we host Noah Jacobs and Jack Porter, who are the co-founders of BirdDog.  BirdDog is an AI-powered platform that helps salespeople automate hours of account research to find companies in their Ideal customer profile, analyze key decision makers, and provide key facts for strategic cold calls and emails. Tune in to learn more about Noah and Jack's journey in entering the business world, building out the BirdDog platform, and the importance of building value and being persistent in sales. Learn more about BirdDog: https://getbirddog.ai  Learn more about Gas Money: https://gasmoney.app  Hop on the podcast: https://calendly.com/insidegasmoney/podcast  --- Support this podcast: https://podcasters.spotify.com/pod/show/insidegasmoney/support

⁠⁠⁠

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn't some futuristic fantasy—it's happening now in today's AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don't use AI will be replaced by those who do.”In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let's dive into the key takeaways and action steps every CEO should consider.AI's Impact on Customer Success and MarketingBefore tackling sales, let's look at how AI is already transforming customer success and marketing. AI enhances customer interactions by delivering fast, accurate responses, personalizing communication, and even predicting customer needs.In marketing, AI tools handle content creation, manage social media, and even assist with graphic design. This ensures consistent messaging and saves your team countless hours.Sales and AI: Navigating the New FrontierIntegrating AI into sales feels like stepping into uncharted territory. There's enormous potential, but also new challenges. Some CEOs worry AI might dilute their brand's voice or leak sensitive data. The truth? When used properly, AI is a game-changer.Action Steps for CEOs: Implementing AI in SalesEstablish Clear Guidelines: Set rules on AI use to protect data security. Make sure your team knows the risks of free AI tools and has clear directives on approved software.Train Your Sales Leaders: Train sales leaders on AI policies and tool usage. Then, empower them to educate their teams so AI becomes a strategic advantage, not a point of confusion.Use AI for Research and Personalization: Tools like xIQ offer valuable insights into prospects, help with SWOT analyses, and tailor messaging based on personality types. Your team can use this information to connect on a deeper level.Craft AI-Powered Emails and Messages: AI can help create engaging, personalized emails. However, always review and refine the content to ensure it's accurate and fits your brand's tone.Develop Sales Strategies Using AI:AI can analyze account data, spot new opportunities, and suggest next steps. This helps your team make informed decisions and stay ahead of the competition.Stay Competitive by Embracing AIAI is rapidly changing how sales teams operate. By integrating it into your GTM strategy, you can improve efficiency, boost customer engagement, and drive more revenue. As Alice Heiman says, “AI is here; it's doing great things. We need to use it, but we need to be smart.”Ready to learn more about using AI in your sales strategy? Tune in to the full episode of Sales Talk for CEOs with Alice Heiman for a deeper dive.Chapters00:02 Introduction to AI in Sales01:51 Establishing AI Guidelines and Policies03:25 AI in Customer Success and Marketing06:22 Addressing Fears and Misconceptions About AI in Sales08:53 Training and Implementing AI for Sales Teams10:06 AI Tools for Sales Coaching11:28 AI for Sales Research and Prospecting14:16 AI for Crafting Effective Sales Communication17:05 AI for Developing Sales Strategies20:42 Conclusion and Call to Action

In Episode 4 of The Marketing Corner, we have Mo Rousso and Danny McPadden. The Marketing Corner is proudly sponsored by: David Bradley Insurance, Medicare A to Z C Eaton Photography LaFaye Processing dba MiCamp Last Bridge Media Mark Weiss | Sales Performance Strategies In this episode, we dive into the growing significance of artificial intelligence (AI) for entrepreneurs and solopreneurs and why video marketing should be an essential part of their strategy. AI is no longer just a tool for large corporations—it's revolutionizing how small businesses and solopreneurs operate. This video explores how AI is leveling the playing field, allowing smaller businesses to leverage cutting-edge technology that improves efficiency, customer service, and decision-making. For entrepreneurs, using AI tools can automate repetitive tasks such as email marketing, scheduling, social media management, and even customer service through chatbots. This means more time to focus on strategy, innovation, and the human side of business. The video highlights how AI can enhance productivity, analyze customer behavior, and even help entrepreneurs better understand their market. The implementation of AI tools such as data analytics platforms, CRMs (Customer Relationship Management), and AI-driven customer support can drive growth. We also cover how AI can help solopreneurs manage tasks that would otherwise require hiring a team. AI allows them to scale their businesses by handling marketing, operations, and customer interaction without needing massive overhead. Key examples of AI tools discussed in the video include: AI Chatbots: For customer support and lead generation, providing instant responses 24/7. AI-Powered Content Creation: Generating blog posts, email content, and social media captions with tools like GPT-based models. Predictive Analytics: Analyzing trends to help business owners make informed decisions. The video emphasizes that AI isn't just a trend—it's a necessity for entrepreneurs who want to remain competitive and agile in a fast-evolving business landscape. Entrepreneurs and solopreneurs who integrate AI into their daily operations are able to focus more on growth, creativity, and human connection, leaving repetitive tasks to smart systems. The second half of the video shifts focus to the undeniable power of video marketing and why it's crucial for entrepreneurs and solopreneurs alike. Video marketing is one of the most effective ways to engage with audiences and build a brand presence online. Entrepreneurs can no longer afford to ignore the importance of video in their marketing strategies, as it can drastically increase visibility and engagement. Here are the top reasons why video marketing is so impactful, as discussed in the video: Increased Engagement: Videos tend to capture attention more effectively than text or images. Platforms like YouTube, Instagram, and TikTok are proof that audiences crave video content, and businesses that don't incorporate video risk falling behind. Improved SEO: Google loves video content. By incorporating videos on your website and social media, you're more likely to improve your search engine ranking, making it easier for potential customers to find your business online. Building Trust and Authenticity: Videos allow entrepreneurs to put a face to their business, making it easier to build a connection with their audience. Whether it's a behind-the-scenes look at how products are made, a testimonial from a satisfied customer, or a tutorial explaining how to use your service, video marketing gives you the chance to build trust with your customers. Converting Leads into Sales: Research shows that video marketing can significantly increase conversion rates. Whether you're using video ads, webinars, or product demos, video content has the power to move potential customers down the sales funnel faster.

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 

Join us for an insightful conversation with Michelle Vazzana, author of "The Sales Agility Code," as we dive into the world of sales performance. Discover the strategies and frameworks that can empower sales managers and sellers to achieve exceptional results. From equipping sales managers with agility to coaching techniques that drive success, this episode provides valuable insights for sales professionals. Don't miss out on this opportunity to learn from a renowned expert in sales research and gain practical advice to elevate your sales game.

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.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.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.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.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.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.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.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.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.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.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 

In this episode, Doug and Betsy speak with Steve Rietberg, VP analyst with Gartner's Sales Research practice, about Gartner's current sales operations leadership vision and the power of comparative performance metrics.Steve Rietberg is a world-renowned author, speaker and sales operations leader with extensive experience conceiving and implementing methodology and technology solutions to address critical business needs. Steve specializes in mobilizing cross-functional teams to streamline operations and deliver actionable insights through data and analytics.

Unique among our Legends, Andrea's career has crossed back and forth between leading sales teams and research teams across a career that has seen her leadership across ESPN, Vevo, Comcast Spotlight (now Effectv) and now Warner Bros Discovery.  Andrea shares many of the secrets she has discovered in her truly adventurous career.

The new sales research that reveals the real reason your customers aren't buying from you by Sales Chat Show

EPISODE SUMMARYSales can be tricky—you need to showcase your product without compromising a great customer experience. In this episode of SaaS-Story in the Making, Matt Wood, CEO of CheetahIQ, shares the importance of sales research with host Matt Wolach. Wood explains how research and prospect intelligence can prepare salespeople to perform better and close more deals. This method may sometimes be the most neglected part of the process but here's why you need to start dedicating your time to it.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 195, “How Sales Research Can Help You Close More Deals”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Matt Wood, CEO of CheetahIQ & Founder of 10 Mile SolutionsTOP TIPS FROM THIS EPISODEKnow Exactly What You Want Improve SDRs and AEs' Performance Prospects Love it when You Do Your HomeworkEPISODE HIGHLIGHTSThe Five by Five Framework Prospects Don't Trust Salespeople TOP QUOTESMatt Wood[08:00] ”The relevance during outreach and booking meetings is really about breaking through the noise and standing out so you can book the meeting.”[08:50] “Research out there says that 88% of buyers, in the b2b space, believe that salespeople are unprepared for discovery calls and because they're unprepared, they are unable to build trust, they're not becoming a trusted adviser.”[14:25] “We want to be that trusted advisor with a seat at the table– who is like the name implies– trusted by the prospects so that they look at you as someone who can help them solve problems.”[19:41] “If you can understand your market, really understand your problem and how you saw that and how you message that to the customers.”Matt Wolach[13:32] ”I love that five by five framework. That's something that I could train someone on. I could say, okay, I need five insights in five minutes. So you don't have to waste a lot of time. But you can get really good things and have a fantastic conversation with somebody or have a great positive outreach campaign that's going to work that's going to hit on things that they appreciate.”[15:35] “[Research] It works for multiple different roles, the SDR, they've got their stuff, the AEs doing their thing. So everybody can kind of see what's going on with this prospect.”LEARN MORETo learn more about Matt Wood and CheetahIQ, visit https://www.cheetahiq.com/.For 10 Mile Solutions, visit https://10milesolutions.com/.You can also find Matt Wood on LinkedIn at: https://www.linkedin.com/in/matthewnwood/.For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

For any type of business, the first few months are critical. This is the time for the company to focus on considerably increasing sales and establishing an engaged customer base in order to generate as much profit as possible. And this is only achievable with early planning; market research plays a crucial role in this because it will supply you with all of the information you need to start your business in a specific sector. Do share this episode if you like it. Stay tuned, for upcoming videos to hear closing marketing tips which will help you in your business. Also, If you want to discuss further, Contact Us Now For Free Consultation..! Follow me on: Instagram - https://www.instagram.com/ads_assembly/ Facebook - https://www.facebook.com/AdsAssembly/ LinkedIn - https://www.linkedin.com/in/roohitmhatre/ Need Social Management Services:- My website: https://www.adsassembly.com/ --- Send in a voice message: https://anchor.fm/adsassembly/message

On today's episode ft Ding Zheng (filling in as Co-host), we sit down with Owner & CEO of CheetahIQ, Matt Wood. Matt has an impressive background as an out of the world VP of sales in the satellites space. He stumbled across CheetahIQ looking for a better solution to do sales research.  CheetahIQ is a tool that helps you find relevant information on your accounts and prospects with a clean and user friendly interface. On this ep. we discuss:Why sales research is something that typically isn't taught when you join a company.How this leads to reps, simply not doing it, or using less than optimal ways to find information on accounts and prospectsCheetahIQ Beta & LaunchProspecting / research best practices & moreWant to check out CheetahIQ?  We are giving all our listeners access to their exclusive beta! Make sure to go click the link below and reserve your spot today! Sick of having 50 chrome tabs open? Sign Up For The CheetahIQ Beta!!! Follow CheetahIQ on Linkedin for sales content, beta & product news, updates, announcements, & more! Sick of bs fluff sales content? Follow Eric aka The Lowly SDR on Linkedin  ------------------------------------------------------Special thanks to our sponsor Potion. Close more deals. Book more demos by sending Potion. Send unlimited videos and up to 100 dynamic videos for free! or Get a free month of their pro plan and unlock a ton of cool features ($100 value) by simply mentioning us!Click to schedule a demo today! Visit https://www.sendpotion.com/ to learn more! Support the show (https://www.patreon.com/AbuvegroundLLC?fan_landing=true)

  Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.   In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.    Here are some of the topics covered in this episode: Tips on consultative selling and helping buyers make better decisions How to address your prospect's perception of risk Ways to build your likeability The best time to approach buyers About the Guest: Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance.   Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders Check out Mike's Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ  Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/  or email him at mschultz@raingroup.com   Listen to more episodes of the Outside Sales Talk here and watch the video here!    Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/   If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps' newsletters now! 

This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!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

Experience, intuition and data have to come together. You don't get a good hypothesis from data. Data can tell you what happened, and intuition tells you what data could happen so that you can create a test. In this episode of The Blackline Podcast, Mike and Doug discuss their thoughts around Gartner's research - Future of Sales 2025: Why B2B Sales Needs a Digital-First Strategy. If you want to watch the video recording of this episode, you can do so at https://blog.imaginellc.com/theblackline/the-future-of-sales-gartner-report and follow us on Twitter @dougdavidoff, @knowingwhen & @DemandCreator.

Having the right sales research can mean the difference between success and failure for many companies. Do you know if you are working with the best data for your company? In this episode,  Adam Torres and Joe Benjamin, CEO & Co-Founder at CheetahIQ, explore how CheetahIQ is helping sales organizations thrive. Follow Adam on Instagram at https://www.instagram.com/askadamtorres/ for up to date information on book releases and tour schedule.Apply to be interviewed by Adam on our podcast:https://missionmatters.lpages.co/podcastguest/

Keys to Top Sales Performance - ONLINE SESSION Buying in the last few years has changed more than ever. Buyers are more educated, there are endless options, and buyers are distracted and short on time. Sellers and sales organizations are struggling to keep up. But there are specific actions that Top performers and Top-Performing Sales Organizations take that allow them to achieve superior results. Through the RAIN Group Center for Sales Research, we analyzed data from 472 sellers and executives from mid-size to some of the world's largest companies to learn what they do to achieve top sales performance. In this session learn about 5, data-backed keys to top sales performance that will help you unleash your sales potential in 2020. Learning Outcomes 1 big idea—one absolute essential—that you need to perform at elite levels in sales 5 keys to help you get to top sales performance What the top sales organizations and sellers do to beat their sales goals How to maximize your own sales motivation and unleash your sales potential The 3 sales skills you and your team must possess

How do you grow your firm beyond repeat business and referrals? Today you need smart, effective marketing and a culture of business development success to attract a steady stream of clients and grow in an increasingly competitive world. Join your colleagues and professional services marketing guru Mike Schultz, author of Professional Services Marketing—How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success for this 60-minute live podcast and learn the basics of a research-based marketing and sales approach. Mike reveals marketing strategies and tactics already used by thriving, high-growth firms. He’ll discuss–using practical steps and examples—how firm leadership can move from lackluster efforts to brilliant performance. You’ll learn: - The basics of a A/E marketing strategy - Mining data to create goals and milestones - How to take a disciplined approach to better sales - The best way to create a strong, steady flow of new clients About the Presenter: Mike Schultz is a bestselling author of Professional Services Marketing, Rainmaking Conversations and Insight Selling, Director of the RAIN Group Center for Sales Research, and President of RAIN Group, a global sales training and performance improvement company. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries transform their sales results and unleash their sales potential.

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about:  New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline You also like: Top Performing Sales Propsecting More about our guest: President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike's most recent research includes What Sales Winners Do Differently,Top Performance in Strategic Account Management, and theTop-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

EDPA's Engage Conference Speaker Marc Wayshak joins Don and Mike to talk about Sales Research, Strategies, THe DO'S and DON'TS and highlights content for next week's conference in Chicago. Doug Rawady also spends some time promoting the conference for Thursday, June 21 and Mike speaks more on hotel poaching and a call received this week! Email TheDonAndMikeShow@gmail.com to play along or call anytime ... 1-833-366-2636 (1-833-DON-ANDMIKE)

Listen on iTunes while surfing!  When to decide that Sales Training is Needed to Overcome Sales Shortfalls After three months, sales are slipping and the sales manager is on the hot seat in the staff meeting. Everyone in the c-suite chimes in on what’s causing the slump. One of the things that always surfaces is, lets retrain the reps. It is as if they forgot: ----more---- How to sell How to close How to sell the products How to prospect, etc. How to manage their time How to do demos Soon everyone agrees (usually except the sales manager if the reps are retrained everything will go back to normal. Not really. It’s as if they have all bought into the belief that the salespeople have forgotten how to sell. To address this issue today of knowing when to retrain your sales reps, we interview Mike Schultz, president of the Rain Group an award winning sales training company. Schultz will surprise you with his answers which debunk the average board room trash talk about sales. About our Guest Mike Schultz is president of RAIN Group, Director of the RAIN Group Center for Sales Research, and best-selling author of Insight Selling Rainmaking Conversations. He’s been named a Top Sales Thought Leader globally by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Bright Horizons, BNY Mellon, BDO, Hitachi, Lee Hecht Harrison, Lowe’s, Agilysys, and hundreds of others to unleash sales performance. Business Week, Forbes, Inc. Magazine, MSNBC and hundreds of others have featured Mike's original articles, research, and white papers, and frequently quote him as one of world's leading sales experts.  About the Rain Group RAIN Group is a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Named a Top 20 Sales Training Company globally by Selling Power, RAIN Group has helped hundreds of thousands of professionals, managers, and sales leaders significantly increase their sales results. Headquartered in Boston, RAIN Group has offices across the U.S. and internationally in Bogota, Geneva, Johannesburg, London, Mumbai, Sydney, and Toronto.  Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about:  New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline More about our guest:   President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike's most recent research includes What Sales Winners Do Differently, Top Performance in Strategic Account Management, and the Top-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

"Your net worth is directly correlated with your network" says Demarr Zimmerman, a self-proclaimed keep in touch strategist. Demarr has spent the last thirteen years helping companies use hand written notes and gifts to get in contact with hard-to-reach prospects and grow relationships with customers. In this episode, Demarr discusses why keep in touch strategies are important and how sales people can begin to execute them. In This Episode You'll Learn: Why hand written notes and gifts are an important part of sales and marketing What is gifting in an account-based sales process How sales reps are winning use hand written notes and gifts in the sales process Links and Resources Mentioned in This Episode: Send a Free Gift at AcceleratorCards.com Send a Free Card at AcceleratorCards.com

News Tech Disruptor 50 InsideSales.com is #31 http://www.cnbc.com/2016/06/07/insidesalescom-2016-disruptor-50.html Microsoft Purchase of LinkedIn http://www.nytimes.com/2016/06/14/business/dealbook/microsoft-to-buy-linkedin-for-26-2-billion.html Overview The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t produce success. A different approach, a different process and different systems are all required to hunt whales. After more than 200 sales consultations, Gabe has discovered five secrets to closing bigger deals. The Business Growth Index The InsideSales.com Business Growth Index is a comprehensive research report that reveals important indicators of sales confidence, sales priorities and the impact of technology on a company’s sales performance and bottom line. A key finding from the BGI Study is that companies are going whale hunting (moving up stream) Sales cycle 6.4% longer (75 days to 80 days) Close rate 2.1% lower Deal size 5.5% larger #1 The Account Based Model If you're going after seven figure deals you will have to practice an account-based model. As the name implies, account-based sales is a unified strategy to generate revenue by focusing on personalized prospecting initiatives that lead to a value-based sale. #2 Solidifying your Sales Tech stack Nearly 1-5 leaders or 18.8% of sales leaders who reported deal size growth in 2015 indicated that predictive tech gave them a boost in driving larger deal sizes. CRM, sales intelligence, sales presentation, data list services top the list as the most widely used sales acceleration technologies. #3 Managing Pipeline In order to close deals you must have a structured way of reporting and maintaining these deals. It starts with pipeline management. Here are five ways to optimize your pipeline stages: Understand your model – transactional vs relational Define stages, milestones, and outcomes Ensure stages cover the entire funnel Stages should be distinct Measure drop-off in conversation rates #4 Sales Management Cadence With a pipeline management strategy in place, you next need the ability follow up on important deals through a structured management cadence. This requires annual, semi-annual, quarterly, monthly, and weekly activities to occur. As part of a solid management cadence, a forecast cadence should be established to ensure proper forecasting. #5 Individual and Team Coaching Program Every great individual contributor has a coach and so should you. Coaching programs should be run weekly to help reps continually hone their skills and approaches. We discuss what an optimal four week coaching cadence consists of.