Some go far into their careers, or lives even, not knowing who they are or what they want to do. Listen in as Ashley Zagst a Sales Leader at Chili Piper and Greg Reffner, CEO, ABSTRAKT. Here's an excerpt: "You want to take ownership of what's wrong. Whether it be personally or creating an environment where you're facilitating people being open to taking ownership of what's going on. Learn from your pain. I think pain is a valuable teacher in life and I know it's not always fun in the moment. But...
Jun 23, 2021•25 min
Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure - a tenant of successful selling! Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes. Excerpt: "Old school selling like ... old school sales training. I believe Sandler talks a lot about finding the pain. I believe value selling may talk about it. I have to be careful about which, but it was a central...
Jun 10, 2021•31 min
Ali Punjani, Go-to-Market Professional at GiveCampus is also a Gates Millennium Scholar, and a TEDxPonceyHighland Co-Organizer. Listen in as he speaks on Letting Passion Drive Your Career during our ABSTRAKT Podkast. Starting his career without a particular "plan", Ali worked in a few internships and gained experience that would help him determine his actual career path. His inspiration came from having a direct effect on things that mattered. Join us as we learn how to leverage past experiences...
Jun 09, 2021•29 min
Why do SDR's target who they target? Is it making a high quantity of dials every day, week, and month? And adding a high number of activities like emailing? There are formulas you can count on that will tell you the numbers these sales motions will produce. What do top Sales Performers do that sets them apart? They likely utilize the Basho approach. "Why" do people buy? Listen to this podkast as John Barrows talks about Triggers, Buyer Intent, and Why People Buy. **** ABSTRAKT ensures each custo...
Jun 02, 2021•25 min
Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. Has B2B buying behavior started to shift to more of a B2C buying behavior? "It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply that to the messaging and the scripts and the playbook." - David Dulany
May 19, 2021•26 min
This ABSTRAKT Podkast features Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, who is also a Salesforce Top Influencer 2021, and a LinkedIn Top Sales Influencer. Cynthia and our CEO Greg Reffner discussed these great topics: We dive into having the same type of career progression for everybody, focusing on training, and goals being objective, not subjective. The Imposter Syndrome! How are microaggressions identified? How are they dealt with? Considering ...
May 14, 2021•29 min
Listen to this podcast with Jeannine McConnell of ServiceNow & Greg Reffner, ABSTRAKT's CEO as they discuss challenging the status quo. Spoiler alert: The big takeaway is the importance of improving by 1% every day. It's easy to become robotic about sales processes and not really look at every circumstance as unique. "One of the things that we're going to talk about even more hopefully is making it measurable. How do you know if you're actually sucking less?" "... we're going to focus on inc...
May 05, 2021•24 min
We've all been told that going remote was a thing of the future, and the future is here! Active listening skills, paired with proper use of Conversation Intelligence software are the yin and yang of quota attainment. Listen to this podcast as Keith Lubner and Greg Reffner discuss how human experience, emotion, art, and the blending of technologies combine for success in today's remote sales environment. ABSTRAKT removes obstacles to sales conversions via our Real-Time Conversational Coaching sof...
Apr 28, 2021•21 min
Alice Heiman started her career in teaching (which we learned on another episode of our podcast is a great background for Sales), and then went to work at the Miller Heiman Group, the company her father co-founded. A career in sales had never been on her mind but she came to be one of the foremost experts in the complex sale - how did ABSTRAKT get so lucky to have you join us, Alice? During our chat Alice Heiman shared some of her secrets for energizing a sales organization to recognize their fu...
Jan 29, 2021•40 min
Goldfinger, Sean Connery, being thoughtful in your job search and the future of remote Enterprise sales. Please listen to our podcast as Abstrakt hosts Amy Volas, CEO and Founder of Avenue Talent Partners to discuss the future of remote Enterprise sales. Some of our biggest takeaways were 1.) Flexibility - top sales reps are in high demand, they need to recognize that. 2.) People are still a thing, we have not automated away sales. 3.) Be intentional and thoughtful in your hiring process. Great ...
Jan 29, 2021•43 min
With over 3750 employees across 120 countries, being able to talk with employee #6 at Hubspot is kind of a big deal! With us today is Dan Tyre, local start up legend in the Phoenix area joining us on Abstrakt’s podcast today. In a world where remote work is here to stay, Hubspot has done some pretty cool stuff to maintain its culture, and we get insight into some of those secrets today! 1.) increase the frequency of connection 2.) Ask your employees if they trust you 3.) Employee Roulette - each...
Jan 29, 2021•42 min
ABSTRAKT is so excited to chat with Jake Dunlap today, CEO of Skaled Consulting on our podcast. We had him for a whole 30 minutes to share his thoughts on what traditional outside sales reps and organizations can do to make the switch to inside models. After our time with Jake, we walked away with a few nuggets of advice and some harsh truths. 1.) Some organizations aren’t going to make it, they won’t be able to get out of their old habits. They will fail. 2.) Sales orgs need to recognize the bu...
Jan 29, 2021•29 min
Why Teachers make great reps, and the missing middle piece of the Sales Triangle - should be good times. We are lucky to have Richard Harris, Founder of Harris Consulting Group join us today on the ABSTRAKT Podcast. Walking away from our time with Richard, we learned a few things: 1.) Teachers make great sales reps - they can teach and have patience. 2.) Don’t accelerate the suck - more meetings don’t always equal more revenue. 3.) Talk about the pain you solve, not what you do! Love the brutal ...
Jan 29, 2021•27 min
Who better to discuss Sales Enablement on today's podcast, than the guy who came up with the term! Abstrakt is honored to have Roderick Jefferson, CEO of Roderick Jefferson and Associates join us today to help our listeners bring their sales and marketing teams together. On the eve of his new book. Sales Enablement 3.0: The Blueprint to Sales Enablement Success, we learned a few things that really stuck with us. 1.) Teach your sellers about the journey your buyers go through 2.) For folks lookin...
Jan 29, 2021•31 min
The Sales Development Playbook has helped many leaders grow SDR orgs across the world! As the Chief Sales Officer at The Bridge Group, Sally Duby knows a thing or two about ramping a SDR team. She joins us on Abstrakt’s podcast to share a few tips and tricks about ramping SDRs in a completely remote environment. Some hints at what you might learn from our time together: 1.) Tenacity and Persistence are still key to success. Never going to change. 2.) Never stop experimenting with messaging and a...
Jan 29, 2021•45 min
Revenue Collective has become a staple in the B2B Sales Community, gaining popularity as sales leaders and reps look to connect, and share best practices. Today, on the ABSTRAKT podcast, we are lucky to have the founder, Sam Jacobs join us to share what his community is doing to help members progress their careers, along with a few tips and tricks to land that next promotion!
Jan 29, 2021•28 min
The first sales book I ever read was Skip Miller’s best selling book, ProActive Selling. To say we are excited to have him join us on ABSTRAKT’s podcast is an understatement, especially on the eve of his newest book coming out, Outbounding. Together, we dive into some helpful hints on what sales teams can be doing differently to find success in Outbound Prospecting in today’s modern sales environment.
Jan 29, 2021•29 min
