Trust is the cornerstone to growing a successful company.
Establishing that trust can be difficult journey, especially in a new industry.
Bill Cates says that referrals are worthless.
It’s a statement meant to shock, for sure, but there’s truth to it: unless you actually get introduced to those new prospects, what good are referrals?
Bill is the president of Referral Coach International, and gave us some great perspective on how to actually land introductions—and how to build a culture around landing them.
(Bill mentioned this resource in the show: LinkedIn Referral Optimizer.)
Business owners in the SaaS space know they need to implement social selling into their sales strategy. But it’s really tough to measure its ROI.
So Gabe Villamizar, Social Selling Director at HireVue, came up with a 6-step process that he shares with us in this episode. You’ll hear how to create a winning social selling process and measure how successful it is.
When your SDRs are winning, the whole organization wins.
Yet, SDRs aren’t always put in positions to succeed—not enough work has been done on the front-end to help them crank up their success rate.
In this episode Sheldon Lewis, VP of Business Development for PayLease, shares 4 ways to ripen your prospect lists—so all your SDRs have to do is pick the names off and take a bite.
If you’ve sold in the B2B space for any amount of time, you know that there’s a moment when you realize the prospect is sold—even before they’ve ordered anything.
Sales acceleration specialist Andy Paul calls that moment “winning the sale.” When you win the sale, you’re in the driver’s seat for that prospect’s business.
Our interview with Andy is devoted to how you win the sale. And the man knows what he’s talking about.
When you're recruiting sales development reps, if you only emphasize quantity, your lead quality suffers.
Instead, you want SDRs who are intelligent and passionate about your industry.
Listen in as Sahil Mansuri, Vice President at SalesPredict, shares exactly how to go about hiring the perfect SDRs for your business.
The old “bag ‘em and tag ‘em” approach to sales just doesn’t work anymore.
Today, customers are doing their own research, and if they want to speak to a sales rep, they will do so under their own influence.
In this episode, James and Jonny speak with Jon Ferrara, Founder of Nimble. Jon has a clear formula for being a trusted advisor in today’s business landscape—one that can work for your team, too.
Outreach.io started selling in November of 2014. This month, they’re very close to signing their 2,000th account.
Now that’s phenomenal growth.
Mark Kosoglow is Outreach’s VP of Sales. He believes that you can achieve the same growth if you’re using the right sales stack.
Lonnie Sciambi, “The Entrepreneur’s Yoda.”
Before you ever touch a phone, learn everything you can about your prospect.
That way, you’ll be able to offer a personalized message and show that you’ve taken the time to get to know them.
In today’s episode, Lonnie Sciambi (a.k.a. “The Entrepreneur’s Yoda”) maps out how to structure a sales call and maximize the effect of every word you speak.
“Account-based marketing” is a new term that’s been practiced for a long time.
It means defining your ideal customer (including current customers), then targeting your messaging around that ideal.
In this episode Mike Donnelly, Founder of Seventh Sense, will tell you how to dissect the customers you’ve already won, align your content and messaging, and choose the right channels to find prospects online.
When you face difficult sales challenges, what do you do?
Try harder? Work longer? How about, instead, assembling a cross-purpose team and attacking the problem together?
Marketing and sales usually operate independently, but they share the same basic goals.
When the two are philosophically aligned, the sales cycle is positive for both sides.
Today’s guest is Karim Hafez, Director of Enterprise Sales for Double Dutch. This is his advice on how to combine the powers of sales and marketing to grow your client base.
Building a 60-person sales team in only three years is impressive.
In this episode, Ben shares three ways his sales team was able to establish themselves as trusted industry experts in gaming and app advertising.
Cold calling might get you one or two meetings out of a hundred. But warm intros and referrals? You’ll probably meet with at least 80% of those prospects.
Listen in as Bubba Page, founder of Outro, shares a way to get more referrals in a fraction of the time—making your job 10 times easier.