In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.
In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.
In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are: Are companies reaching out to only the qualified leads? Why are companies putting too much pressure on SDRs to make contact? Why is there a lack of preparation when it comes to sales c...
In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are: Why is it important to ask the right questions during your sales pitch? Who should you focus more of your efforts on in training – the top performers or the middle class performers? Why you want to ensure the company you are working for has a compelling message...
Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about: Why writing skills are important in the hiring of sales reps Why it is important to know what you are selling when hiring the right candidate Why it is essential to test for the posi...
In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.
In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are: How sales reps should be educated to focus on the outcomes we are tryting to achieve. Why focusing on sales training is not an effective strategy. Why changing behaviors of sales reps will improve sales and your bottom line. How using Qstream can propel your sales f...
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are: Are we burning out and exhausting prospects with the modern sales model? Does continuing sales innovation demand that sales models be broken and replaced? Why sales roles will continue to become more ...
In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about: Why trust is not the same as trustworthiness. And what that means for you. Why you can’t fully build trust with a prospect if you don’t them. Why trust is personal. Buyers are building trust with you, not your company. Why trust is not a number that you can measu...
In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are: The two primary goals of social selling The 3 key disciplines of using social media to develop a personal brand The 9 Cs (or absolutely key elements) of social selling success If you’re a sa...
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many topics we discuss in this information-packed episode are: Why selling to “pain points” is the wrong approach How to avoid selling too high in the funnel How to help buyers understand the consequences of not making a change How to avoid polluting you...
In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to communicate with prospects and customers. Among the many topics we discuss are: How the feedback provided by a sales call management platform can transform the performance of individual reps Why customers approve of the idea of having sales calls recorded How SpearFysh radicallys improves the quality of coaching that sales man...
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are: What are the primary responsibilities of account managers? Which department should account management be a part of? Sales or Customer Success? When should accounts be transitioned from account execs to ac...
In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this episode, Kelly and I discuss the specific challenges small companies face in growing their business. Listen in as we talk about: The biggest obstacles entrepreneurs and CEOs face in growing their businesses The Aunt Sally Test and why business ...
In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are: Why every sales organization needs a CRM system How the increased velocity of business in general demands more process and structure in sales How CRM systems need to evolve from being “command and control” systems into tools that help sales reps cl...
In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are: What emotional intelligence is and how it directly relates to sales success The Knowing and Doing Gap and how to bridge it Why poor sales performance is less about sales skills and more about managing cri...
In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are: The three primary challenges facing sales professionals today Why it’s actually becoming easier to get in touch with decision makers The growing academic support for sales and what this means for new people entering the profession How millennials are changing ...
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity and whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are: Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary? Why sales reps need a script. And how they can avoid becomin...
In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about: Why using social media is not the same as social selling. How to successfully integrate social selling into your existing sales process How to establish realistic goals, and metrics, for your social selling The 4 key elements that must be a part of any social selling training How to succes...
In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including: Why all sales calls are not conversations; but should be. How collaborative selling is different from, and more effective than, consultative selling The expertise you require to become a collaborative seller How to use collabor...
In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sales Machine discusses what it takes to build your own high velocity sales machine. Among the many topics we discuss in this information-packed episode are: What high velocity means in selling. The steps you need to take to focus on generating more revenue with fewer resources How to quickly build a pipeline that is fat with qualified prospects Why y...
In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and generating leads. Combining expertise in big data and targeted email marketing, enterprises of all sizes are using Outbound Sales As A Service to scale their sales by taking over the top of the sales funnel. Among the many topics we discuss are: How OBSaaS is different than outsourced lead generation The situations where it makes sense to use Outbound Sa...
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we discuss in this conversation are: How to align the roles of the AE and the SDR The situations where further specialization of AE responsibilities makes sense Who should handle follow-up to inbound leads: SDRs or AEs? The most effective way to quickl...
In this episode, Bubba Page, founder and CEO of QuotaDeck, shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Some providers may talk about crowd-sourcing leads but QuotaDeck is aiming higher by providing warm introductions to decision makers that want to hear about your product or service. Listen in as we talk about: How to use social-based selling to overcome the fixed resource c...
In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers to fill the top of the funnel with the right prospects at the right time. Included among the subjects we discuss in this conversation are: The hidden triggers that alert sales reps to specific prospect interest that they can’t find on their own...
In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication of his best-selling book, Predictable Revenue. He has captured many these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss his new book and other topics including: The steps requ...
In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. Among the topi...
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, views the importance of the SDR role and how it will continue to evolve over the coming year. Included among the topics we discuss in this conversation are: How SDR roles will change over the next year. The situations where further specialization of SDRs responsibilities makes sense What you need to do if your ...
In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen in as we talk about: What being a stand-up comic taught Butch about selling How to be rehearsed, but not scripted, for more effecti...
