K2 Sales Podcast with Karen Kelly

I had a blast speaking with Karen Kelly on her K2 Sales Podcast recently! We spent a healthy amount of time discussing top tips for sales rep candidates pursuing their next job. For example, what should they be thinking about and asking during the interview process?

And, we didn’t leave out the interviewers either! How do you question and dig deeper during the candidate interview to make sure you’re finding the exact type of salesperson you actually need for the role? You won’t want to miss this conversation!

The Thoughtful Entrepreneur Podcast

Josh Elledge and I had an important dialogue around the multiple GTM processes for which a founder of a new VC-backed, SaaS company is not always properly equipped.

This can be especially true when it comes to hiring the first sales rep. For example, what are the right kind of sales reps you need to hire and what are the specific competencies those individuals should have? In this episode of The Thoughtful Entrepreneur Podcast, we cover this and other relevant topics that founders need to consider in order to have success achieving their market goals.

Stop Letting the Prospect Control YOUR Sales Cycle

Does this sound familiar? “We’ll need to talk internally, and then we’ll get back to you.” Let me guess, you hear this right after you’ve finished your software demo and are trying to schedule another call. Am I right? Keeping deals flowing through the pipeline is critical for you to hit quota and for your […]

Selling Saas with Duane Dufault

Understanding oneself and the target audience is crucial for leadership and sales success. Kristie emphasizes the importance of self-awareness in reaching the next level in one’s career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one’s ability to succeed, not understanding one’s own strengths, weaknesses, and goals can hinder success as a leader or salesperson. Kristie discusses the importance of personal development and taking ownership of one’s growth and reminds us that improving as a sales person/leader as well as in personal life cannot be left to chance or fall solely on the shoulders of one’s leaders. #ownyourownshit

Stalled Is Not a Sales Stage

Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy.

Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely.
For sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

Exclusively for Boss Podcast Listeners

Mark McInnes and I had a great conversation about how to hold your prospects accountable to increase your chances of hitting quota. We had some real talk about #owningyourownshit when it come to not abdicating the sale cycle to your prospect.

The Hidden Pitfalls of Over-Scripting Sales Calls

I make my living creating and improving sales processes and creating sales playbooks, so it might seem strange that I’m making a case for NOT over-scripting sales calls for SDRs, AEs, and CSMs. The fact is, I’ve never been an advocate for scripting. Instead, I say, “Hire smart people and teach them the framework of […]

Shut the Hell Up and Sell Podcast – with Ronnell Richards

It was a pleasure to join Ronnell Richards on the Shut the Hell Up and Sell Podcast. Ronnell is the author of his book by the same title, and he advocates selling with simplicity and the “Say less, sell more” motto. We discussed everything from influencers, mentors, and experiences that formed so much of the sales philosophy by which I operate today to the importance of sales reps knowing themselves and their strengths well enough to pick the sales swim lane that suits them best.