Mark Siciliano is the VP of Productivity at Drift. Mark helps sellers think about selling in a different way. It's not about product, features and function, but starting with the business. If you don't know how the business makes money and what's in it for the person on the other end you are doing it wrong. You can find Mark on LinkedIn and more about Drift on their website .
Nelson is the author of Death of the SDR, Birth of Buyer Centric Revenue. In this episode we talk about the downfalls of Predictable Revenue in modern sales and marketing and the merits of Buyer Centric Revenue by comparison. You can find Nelson on LinkedIn and his book on Amazon ....
Dan Pfister is evangelizing Winback as a lower cost, higher margin revenue play. On his show we talk about easy things sellers can do to make winback a part of their playbook. Find Dan on LinkedIn and https://strategicwinback.com/
Chris is the CEO of Connect and Sell , tracking the results of over 60,000 dials every month Chris is seeing what's working and what's not in outbound prospecting. Our conversation covers everything from hiring SDR talent to building trust in 7 seconds or less with people who don't want to talk to you! You can find Chris on LinkedIn .
Bryan is the former CRO at Andela and North American GM at Axiom Law. Bryan and I talk about the viability of the player / coach role and his big three as a CRO coming into to scale sales at a $50MM company. #1 Top of Funnel #2 Enablement #3 Tech Stack. Find Bryan on LinkedIn .
Shawn Rhodes was a war correspondent in the Maries, in that time he learned the way missions were successfully completed. By creating systems. He later applied the concept of systems to help sales people and entrepreneurs rely on more than HOPE as their strategy. The Bulletproof Selling System was born. Visit http://bulletproof-selling.com to take your free assessment and start building your first system! Don't let HOPE be your sales strategy!
A trained negotiator by Coke, Josh Rosenberg is about creating real value with people. Reluctant to accept the stigmas that comes with sales he encourages sellers to know their blind spots. Creating self awareness around blind spot is key to closing the gap between your best and worst as a seller. Find Josh on LinkedIn. Also visit Telecure.com
This episode gets a little S.P.I.C.E - y with Charlie Wood. is currently the CEO at Wiise , a mid-market SaaS ERP, and Managing Director of Winning by Design in ANZ/APAC. Charlie and I talk about building scale via repeatable process in business. All starting with the right data model. We also take a deep dive into the S.P.I.C.E model, which stand for Situation, Pain, Impact and Compelling Event. This model has use cases all the way up into your GTM strategy with targeting and segmentation down ...
Bob's career has stops at Dell, Salesfore, Oglivy and even my stomping ground at LeadMD. Bob is is a people first leader is sales, sales ops and analytics. He cares deeply about culture and nurturing people to bring out the most of their talents. In this episode we talk about how companies are dealing with remote work, coming back and hybrid work environments. Find Bob on LinkedIn.
You want energy, passion and positivity? This is the episode for you. Justin David Carl talk through his journey through the dark days of the nightlife business in LA, by his calculation becoming 1-5% a worse person each year, to an unstoppable force of positivity and income generation by growing his training his mindset working with passion at Garten.co
David is the Founder and Chief Sales Scientist with Cerebral Selling. A career in sales highlighted with several start-up and a stint with Salesforce, David understands what it's like to work with the trenches. His book Sell the way you Buy, gets into the psychology of how people buy and what sales people need to do to meet the expectations of buyers. Find more from David at http://cerebralselling.com and his book on Amazon or where ever you buy your books....
Scott Marker is a 2x Author who is looking to drive change in B2B sales. His second book titled The Screwed up world of B2B Sales and how to fix it in only 135 pages focuses on fixing two core problems in B2B sales. The health and wellbeing of the individual contributor and the cost of high turnover. Scott and I spend almost and hour talking about the conflict of commission based sales and the promise of a positive "customer experience." Find Scott on LinkedIn ....
I met Tim Johnson in 2014, he was one of the first members of the Enterprise sales team at Marketo. In this episode Tim talks about how his leadership shared the hard truth with him about the role, but it was worth it. All too often sales leaderships paints a rosy picture of things for sellers. Tim used his experience at Marketo, later at Everstring and now as Co-Founder and COO at https://www.censia.com/ to bring a reality to his team.
Relationships matter, they have value, you could say they are as tangible as currency. In sales, we have the opportunity to build relationships everyday. The opportunity to build value, trust and a new "relationship" with every interaction. Often times those opportunities are missed due to the focus on the number, the commission, the NOW! This episode is an ode to the old school. Build relationships, build your network and build value.
Riley Gallivan has spent the first 7 years of his sales career with SaaS Marketing Power House Marketo. In this episode we talk about starting as an SDR, the transition to AE and the career trajectory of a seller. You can find Riley on LinkedIn
Lenwood Ross is an attorney turned social selling expert. The CEO and Founder of Accelery, Lenwood and his team develop sales transformation programs helping mid-market and enterprise sales teams leverage strategic social selling strategies to build real relationships leveraging social media platforms like twitter and LinkedIn. You can find Lenwood on LinkedIn or at Accelery.com
Lauren is a board member at Annuitas and Co-Founder in Women in Revenue, generally a badass in the sales profession. In this episode Lauren and I talk about the current crossroads in digital transformation, inbound vs. outbound sales and the differences in selling software and professional services. You can find her on LinkedIn or at Womeninrevenue.org
Steffen is the Co-Founder and now CRO at Dreamdata. A self proclaimed Marketer by trait leading the revenue organization! Not the most common path. Steffen who he learned to step in the shoes of sales, build marketing for sales and ultimately produce a revenue attribution platform to help marketing and sales drive revenue! Visit Steffen at http://dreamdata.io or on LinkedIn
Jeroen is the Co-Founder and CEO of Salesflare CRM . Jeroen built Salesflare based on his experience in the field as a Salesforce user. Sales is not a robotic game of inputs and outputs, there is a human component to a sales process which must be the focus! Salesflare helps the seller focus on selling like a human! Bonus, we cover how to sell to Jeroen!
Let's talk SALES and MARKETING alignment. Gone are the days of sales and marketing 'battling it out like angry siblings.' In the age of digital marketing and a customer-first mindset, the two functions need to collaborate to ensure business growth. I was recently a guest on the Target Market Podcast by AZK Media , listen in for my top tips on Sales and Marketing Alignment.
Chris Walker is the founder of Refine Labs, focused on making demand generation a competitive advantage. This episode takes a deep dive into the MQL dilemma, meaning that so many marketing leaders are measured on an volume MQL metric rather than focusing on quality and revenue generation. These MQL metrics are often reported to the C-Suite and the board, even though often times it's a failing metric? Tune into find out? Find Chris at http://refinelabs.com
Sangram Vajre is Co-Founder and CMO of Terminus. He has pioneered the FlipMyFunnel movement advocating account based marketing. His newest book, ABM is B2B, highlights how important it is for marketing and sales to be in lock step. In this episode Sangram shares powerful stories of how to align marketing and sales with the C-Suite. Find ABM is B2B on Amazon
Craig Kartchner is the AVP of Marketing with Honor Health. He joins the show to talk about the unique challenges for Marketing and Sales in healthcare. The inherent challenges of what boils down to a an insanely complex channel model between hospital systems, primary care providers, specialists, physicians, insurers and oh yeah... the PATIENT is in the middle of it all. Craig is leading the charge to change how Honor Health goes to market and engages with their patients and the market. Find Crai...
Aaron Ross is the author of Predictable Revenue, his company, (www.PredictableRevenue.com) builds (and fixes) outbound sales teams. He is the author of best-selling books "Predictable Revenue" and "From Impossible To Inevitable" (www.FromImpossible.com) are based on the outbound systems he created for Salesforce.com and other companies, which have created billions in value.
We all live in a world of busy. Staying busy is never the problem. Enterprise sales is a different beast, it's not just about churning and burning meetings. Derek Kelliher is an Enterprise seller with Drift. He knows all too well, that selling in the enterprise requires strategic thinking, partnership and most important of all... SELLING.
Enterprise sale is a different beast. Dasha Vasilyeva demonstrates all the skills, grit and talent of a true enterprise sales pro. Leveraging the power of her own platform, 6Sense, Dasha takes enterprise sales to the next level. Dasha tells the story of of a 500 plus day enterprise deal ending in sitting in the lobby of the prospect pushing for a signature. There is nothing like enterprise sales, Dasha is the best in the business. Find her on LinkedIn . Visit 6Sense at https://6sense.com/....
Brandon Del Gaudio is an enterprise seller with Snowflake Software . Having worked with Brandon during his days at Marketo, I know first hand he is a pros, pro. Brandon and I talk about building relationships, how to map your territory and the importance of data. Looking for a seller who does it the right way, listen in, Brandon is your guy. Find him on LinkedIn
Jen Spencer is the VP of Sales and Marketing with SmartBug Media. Selling Services is a software world is a whole different beast. Selling Services requires being part seller, part consultant and part therapist... trust me, I know as this is my world as well! Jen explores sales leadership in a remote world, battling perceptions and working with partners. Find Jen Spencer on LinkedIn or at http://smartbugmedia.com...
Matt has been a seller, Matt has been a founder. The two don't always go hand in hand. Matt is all about helping founders build the mindset of sales. Breaking through the head trash and perceptions of sales as a bad word. Founders often think that if they show the product it will sell itself. Matt helps them harness the power of the demo. How to use proper discovery to find pain and leverage the demo to solve that pain. Find Matt at http://mattwolach.com
Listen to Leonard Lans, the first thing you will notice is his passion, the second, he cares about his customers, the third... He uses the first and second to build trust. Leonard helps small and medium size businesses transform. No easy task, when telecomm is viewed by many as a commodity. Leonard listens... hard, puts the customer first and uses that deep knowledge to hold buyers accountable. Accountable to themselves, their success and to the joint plans Leonard helps to facilitate....
