Category: Podcasts/Webinars

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 ...

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 ...

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 ...

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.

 

 

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 ...

Wrong, negotiations as a small business are a big deal! Get the deal right, and your company wins big. Make a misstep and …. well, the deal can hurt your profitability, destabilize your company, or hurt your chances to grow. In this 4-hour boot camp, Jeanette Nyden will outline an easy-to-follow, systemic approach to B2B negotiations. If you follow this approach, you will close bigger deals, create happier customers, and ...

Finding the right sales role for oneself, with the right company, and the right boss can be challenging BUT it is absolutely necessary if one wishes to be in a position that will set them up for achieving Top 10 Percent status in a sales career. Lori Richardson and I had a great discussion about this topic as well as several other sales-related key practices that are detailed in my ...