Some wise words from Matt Wolach, B2B SaaS Sales Coach at Xsellus. While the focus of this podcast is founder-led sales, most of these principles that Matt shared can be applied to sales in general. Before you can grow in sales, you need to have a process and understand your market. Spend time doing your research and talking to industry experts first, before you try to sell to prospects. The other piece to founder-led sales.... don't get emotional. Disconnect your ego from the product. Listen to...
Aug 07, 2022•25 min
Nicholas Thickett, Managing Partner at Alignd and host of the B2B Power Hour, joined us to talk about why most SDRs aren't qualified to make cold calls. Yes, you read that right. And what happens when they fail? We blame the SDR. Tune in to get some solid tactics that can be implemented right away... and these can be applicable to anyone in sales! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows y...
Jul 24, 2022•27 min
Breezy Beaumont, Head of Growth & Marketing at Correlated, joined us on the podkast to discuss everything Product Led Growth (PLG)! One of the biggest myths around PLG is that it's only for simple, easy-to-use products (aka Enterprise deals can't be done through PLG). Intrigued? Listen to all the details about how PLG is all about improving your product and the process of buying and selling it. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to...
Jun 26, 2022•36 min
Do you ever get nervous about what you can and can't say on social media? Nadja Komnenic, Head of Business Development at Lemlist, talks all about how to build your personal brand on social media. Being vulnerable can be scary, but she gives you great tips to get started and how it's all about building relationships. This is a must listen! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to im...
Jun 12, 2022•25 min
The one and only Kevin "KD" Dorsey joined us on the latest episode of the podkast. When it comes to sales and leadership, there are quite a few similarities. Actually, the things that make you a great salesperson are the same things that make you a great leader. But why top reps generally fail is they remain deal focused, not people focused. Your behaviors should remain the same, it's just where you apply that skill or behavior. You are trying to change minds to change behaviors to change result...
Jun 05, 2022•25 min
From Silicon Valley to Star Trek to Sales, Ashleigh Early joins Greg Reffner to talk about building a sales process that accounts for variances in humanity. Anyone can be successful in sales. You don't have to fit this mold of the "ideal sales person" anymore. But where a lot of companies struggle is trying to control what can't be controlled. With introverts, extroverts, and all types of personalities now in sales, scripts don't sound good in everyone's voice. We need to allow the person to bri...
May 22, 2022•39 min
Tom Slocum, Program Director at RevGenuius and Co-Founder of RevLeague, has been through it all! What an awesome episode that has so many golden nuggets, especially when it comes to the tactics of cold calling and objection handling. But the biggest takeaway.... change your mindset and GIVE VALUE. How can you provide two "gives" before you ask for something from a prospect? We're always focusing on winning the conversation, but how about just advancing the conversation? For example, tell them wh...
May 09, 2022•29 min
Buckle up ladies and gentleman, you'll be at the edge of your seat as you listen to the latest episode of The Abstrakt Podkast featuring Kevin Hopp, CEO of Hopp Consulting Group and host of The Sales Career Podcast.In any company, everybody should be able to talk the talk. From SDRs to customer service reps to managers. Think about it .... can your employees really tell the story of how the solution is valuable to the customers you serve? In sales, that's the core of cold calling.The person that...
Apr 24, 2022•26 min
What separates Sales Leaders vs. Sales Managers? Leaders are intentional about the culture they are building.Shawn Buxton, Director of Sales Enablement at Acoustic, joined us on the Abstrakt Podkast to talk all about motivation in sales organizations.Sales Managers spend time trying to get people hyped.Sales Leaders create a culture where self-motivation is expected, incentivized, and celebrated everyday.Which are you focusing on? Listen or watch all of our episodes on YouTube. From cold calling...
Apr 11, 2022•36 min
It takes heart and determination to define a new path in software sales. We'll say it - Real-time call coaching software is the future of conversational intelligence. Michael Ocean, Co-Founder & CEO of Aurora AI, joined us on the Abstrakt Podkast to discuss the future of AI in sales and how both of our companies are knee deep in the world of real-time. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast...
Apr 04, 2022•25 min
When people are your most valuable asset, you need to focus your energy on the things that are good. Tim Maloney, Director of National Partner Programs at Zoom, covers all the details in this week's podcast! Knowing what to do with your A through D players is key. Everyone is a star somewhere, it may just not be on your team. P.S. Winners play chess. Losers play checkers. Learn more about Abstrakt: https://abstrakt.ai/ Watch our demo: https://www.youtube.com/watch?v=phcYeszMDvw
Mar 10, 2022•46 min
Looking for the secret sauce to finding the right employees? Matt Walsh, President & CEO of Blue Signal Search, shows us why transparency and communication is key in business and recruiting. Plus he's a technology junkie so hear all about how he finds the right tools for his team! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the indust...
Feb 28, 2022•31 min
Do you use a personality test when it comes to finding the right candidate for your team? When was the last time you checked to see how stressed your employees were? We were lucky enough to interview Barry Saltzman, Founder & CEO of the Saltzman Enterprise Group, who really made us take a step back and think. Office snacks and ping pong don't work when your office is remote. Finding the right work-life balance is different now, but even more importantly so is finding the right candidate. Lis...
Feb 25, 2022•28 min
Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why. Listen to this podcast with Aspireship's CEO Corey Kossack: "So what I mean .... is if you legitimately have what it takes and you're willing to continue learning and continue, continue pushing your own boundaries so that you keep improving, you can humble yourself and no matter who you are and what you come from, know that." "In terms of seeing how forceful the sales process...
Feb 15, 2022•30 min
From Steve Jobs to defining sales territories to company culture, Jeremey Donovan, EVP Sales & Customer Success at Insight Partners, had us inspired and motivated after the first minute on the Abstrakt Podkast. Stop scrolling and bookmark this episode, you won't regret it! There are some gems - especially at the end. Learn more about Abstrakt: https://abstrakt.ai/
Feb 09, 2022•34 min
Are you a startup founder or do you sell for a crazy tech startup? Listen to Greg Head, a 3-time startup-to-scale software entrepreneur now active startup advisor & investor, has to say about growing startups in the early stages and when it is the time to scale, pivot, or move on. Visit our website: Abstrakt.ai
Jan 31, 2022•33 min
A new Abstrakt Podkast is available! Sales development leader Taylor Scotto, Head of Global Strategic and Growth Sales Development at Cloudinary, joins us as they go through the importance of an SDRs tech stack and how much it's changed over the past few years. Looking to become an SDR leader? Taylor also gives some great advice - take a listen. Plus you can connect with Taylor to learn even more!
Jan 24, 2022•25 min
Kendra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful in various environments.
Dec 17, 2021•26 min
Warren Zenna, Founder of the CRO Collective and Zenna Consulting Group gets into the critical role of CRO. He gets into how to tackle the problem of short CRO Tenure, Biggest CRO Challenges, and support that is available in the CRO Collective. Listen to the Podkast to learn more!
Nov 25, 2021•29 min
Park Howell, Volunteer for City of Phoenix, Environment Quality and Sustainability Commissioner, Professor of Storytelling at ASU, Corporate Social Responsibility Advisor at Walgreens and also the author of "Brand BeWitchery. Where do we begin?" talks about critical storytelling from both a sales perspective and a brand perspective. Listen to the Podkast to learn more!
Nov 25, 2021•23 min
Mario Martinez, CEO of Vengreso, talks through the newly released "Definitive Guide to Prospecting" and share high-level results around new approaches to prospecting and ditching the mono-channel prospecting approach. Listen to the Podkast to learn about how this innovative organization is leveraging omnichannel SDRs as mini-marketers!
Nov 25, 2021•30 min
Julie Hansen, actor, business degree in marketing, sales trainer, author of "Look Me in the Eye" names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales. Oftentimes leaders like to "role play" or act out different scenarios, but it can seem forced. Listen to this podkast and learn what leaders can do to be more authentic.
Nov 11, 2021•24 min
Carlos Nouche, Vice President at Visualize shared his methodology around "ValueSelling", as is defined by him and his company. Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks? Getting hands-on for our listeners, we dove into a great discussion...
Sep 09, 2021•28 min
Listen as Guirae Jang of Entara and Greg Reffner talk about Building with the Buyers Journey in Mind. They discuss the buyer, their processes, and pain points to fully understand the needs of the relationship needs and give it the care it needs whether by the Sales Development Rep or the Account Management team. Organizations always talk about aligning sales motions to the buyer's journey, but it's often easier said than done. Listen as examples are discussed that actually define and visualize t...
Aug 18, 2021•26 min
Thanks George Bronten for a spot-on podcast about how CRMs often become graveyards of "information". They don't tell the full story of the client conversation generally. "We can reduce the feeling of having to be like a data entry clerk by actually not having the talk technology work for SDR's and not against them." Technology should augment the salesperson, taking off data entry responsibilities to give them the space and time to prospect new opportunities and complete deals in the pipelines. W...
Aug 05, 2021•26 min
Larry Long with his golden microphone talked with us about "How to be an effective storyteller and how that helps you on cold calls, in meetings, and on demos. Basically he teaches how to stay relevant and work with your prospect to better understand the message SDR's are trying to convey. Here's an excerpt: "I would say you can't afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It's very easy to say "Hey Greg, I...
Jul 28, 2021•22 min
This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer's needs are early in the process, rather than "showing up and throwing up." Mike has been training business development teams across the globe for about 20 years. The discussion centered on "closing deals,"; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company. Mike teaches from looking at the selling perspective and helpi...
Jul 22, 2021•32 min
ABSTRAKT had a great opportunity to talk with Florin Tatulea about How to Build Your Own Career Progression in Sales Leadership. They dove into how strategically making choices about career decisions helps to drive what you do in your career. How can a person help drive results that are most impactful to an organization that results in a win-win? The person grows their career while helping the company achieve (or exceed!) their goals. Being more conscientious and helping figure out unselfish cha...
Jul 14, 2021•27 min
We all wish we had a roadmap for career progression, especially in SaaS sales. How do you set yourself apart? How do you find immediate success? Is it your mindset, work ethic, continuous improvement? Who are you in your off-hours? Are you transparent? Have you researched the job or the type of job that you are looking for? Are you able to tie in experiences that you have had? Do you possess the hunger needed to get into the tech space? Being prepared to prove your interest goes a long way in th...
Jul 07, 2021•30 min
How you measure value? How do you measure effort? Do you participate in groups that relate to the business you're in? How do you assess how much time and effort to put into those groups? Excerpt from this ABSTRAKT Podkast with Evan Patterson - "It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don't feel like you have to know your why and you have to have an independen...
Jun 30, 2021•22 min
