Think you’re ready to play with the big dogs?
Big companies take on risk when they work with small companies, so you’ve got to play by their rules. You’ve got to speak their language, work on their timeline, and listen to their needs.
In this episode Andrew Drake, Executive VP of Business Development at SmartPay Leasing, explains three techniques small companies can use to close their biggest prospects.
Who is the best leader you know? What are the specific qualities that make them a great leader?
Send us an email at email@example.com, and let us know!
Is following someone on Twitter the new (and improved) handshake?
It may be more informal, but it’s ridiculously informational. Twitter gives you the ability to learn about people’s interests, thoughts, and needs, and to leverage that information when reaching out. The tool makes it easy to create 1-to-1 connections, no matter your location, with other B2B companies, and to start growing your network.
In this episode, Santosh Panda, Founder and CEO of Explara, explains how he would not have been a successful entrepreneur by now if it weren’t for Twitter.
Hold on to your hats with this statistic: less than 1% of leads turn into customers.
It’s a bleak stat, but not all hope is lost! Through strategies like account-based marketing, you’ll be able to start seeing better conversion rates. If you’re just starting out with account-based marketing, here are a few ways to get started.
In this episode, Sangram Vajre, Co-Founder and CMO at Terminus, shares three quick wins you can get when starting with account-based marketing.
We know your product is awesome and your customer base is loving it, but listen here:
Not every customer is a good fit for an upgrade.
Do not mass-blast your entire customer base with an upgrade offer that asks them for more money. If you want to accelerate customer upgrades, you are going to have to take a more strategic approach and target a select market within your existing customer base.
In this episode, Kevin Karner, Head of Customer Growth at Drift, walks us through 3 ways to accelerate customer upgrades through strategic outreach, sales roles, and tailored channels.
Don’t let cold emailing be the bane of your existence.
The number of tools and techniques available to automate, personalize, and simplify cold emailing is dumbfounding. Take advantage of them!
In this episode, Justin McGill, Founder of LeadFuze, shares time-saving tools and tips that remove the burden of cold emailing.
Don’t let your website be a stagnant brochure online.
It’s sad to say that there are still B2B companies today that have a “brochure” website and think it’s a valuable online presence. If your website isn’t generating leads, you’re losing business.
Tactics like providing valuable content, clear positioning, and increasing conversion rates are just some of the ways your website can help you at every stage of the sales cycle.
In this episode, Eric Sharp, Founder of ProtoFuse, walks us through the three phases to turn your website into a lead-generating machine.
In this episode, James talks about Gary Vaynerchuk's "Jab, Jab, Jab, Right Hook" mentality.
Then he shares his very own "right hook".
The term “customer success” sounds like something that should be on a cheesy motivational poster.
Regardless of how it sounds, customer success is a reflection of a company’s heart for their customers. It’s a dedication to strengthening relationships with customers and equipping them for success.
Creating a repeatable sales process can clear up a lot of brain space, but it takes a hefty time investment in the front end.
To nail it, you’ve got to research and learn about every stage of the sales cycle. You can guarantee there will be challenges along the journey, but keep testing and learning and you will discover a process made for success.
In this episode, Meni Morim, Co-founder and CEO at Findify, shares his firsthand experience with creating a repeatable sales process.
The “hustle” isn’t all it’s cracked up to be.
We’ve all heard about hustling and working hard, but what about working smart?
Billionaires like Mark Cuban and Richard Branson will tell you that time management plays a direct role in their success. From the first hour of their mornings to how they organize their calendars, they have learned how to own their day instead of letting their day own them.
In this episode, Kevin Kruse, NY Times Bestselling Author of 15 Secrets Successful People Know About Time Management, shares time management tips from some of the most successful billionaires in the world.
Would you rather hear an episode about prospecting (specific ways to find your ideal clients) OR sales tools that you can integrate into your tech stack?
Email firstname.lastname@example.org and let us know!
People are so busy optimizing emailing and processes that the value of sales is often ignored.
In reality, sales is one of the best ways to gather customer feedback that can assist in product development. All stages of the buyer journey are opportunities to sell or learn from potential customers.
In this episode, Bryn Jones, Co-Founder of GrowSumo, shares the success behind baking sales into the product early on.
In today’s world, employee engagement is no longer just “nice to have”: it’s a necessity.
Research shows that employee engagement plays a critical role in productivity, so not only will your employees be happier, but your company will benefit as a whole.
In this episode, B.J. Schone, Founder of Awesome Boss, shares practical things managers can to do to engage their employees.
A one-size-fits-all sales dev plan does not exist.
Replicating another company’s strategy or hijacking methods from a previous job will not cut it. Customized frameworks are required to thrive in everything from marketing specialization to millennial employee retention.
During this episode, James makes one of the weirdest requests ever.
If you'd like to respond to his request, send him an email: email@example.com
Most sales teams would never use “personalization” and “scalability” in the same sentence, but today’s sales environment requires both.
Using empathy to form a true connection with prospects will aid for much higher conversion rates than the standard blanket communication model.
You don’t need to over-complicate your sales strategy. Heck, you don’t even need sales experience to build something successful.
Tony Cappaert, Co-founder of Contactually, had zero sales experience and took a grassroots approach to building their team.
In this episode, Tony shares their approach to creating sales processes that led them to a 20% jump in conversion rates.
Sales and marketing teams have always been at odds, but there is a deeper feud that rarely gets discussed.
Sales and engineering teams are constantly pointing fingers at each other for products not selling. Rather than working in silos, these teams need to join forces in order to build a product people actually want to buy.
In this episode, Ryan Bott, Head of Sales at Tanner Labs, explains how to build a sales-ready product by having sales and engineering teams work side by side.
For most companies, the typical trajectory is to launch in a test market, learn, shift, and slowly expand into more markets as demand increases.
PivotDesk pretty much did the exact opposite. After launching in 29 markets, the company decided to scale back and restructure their team, which led to a staggering 300% increase in sales.
Ginevra Figg, VP of Sales and Marketing at PivotDesk, transparently shares the story and strategy that led to PivotDesk’s success.
Our team is putting together a list of the best books for sales executives.
Send an email to firstname.lastname@example.org and let us know your favorite book on sales or leadership.
Is your company completely missing the mark with it’s product demos?
Product demos can be an incredible sales tool, but many companies are making mistakes that squash any hope for a sale.
B2B sales has taken a major shift.
Cold emails are not providing high response rates and content marketing is losing traction. The reason? B2B companies are missing the mark by not focusing on highly targeted lead generation.
In this episode, Rik Nauta, CEO and Founder of SpyJack.io, walks us through three mistakes that B2B sales teams are making and how to solve them.
Managing a sales team requires about 50,000 moving parts.
Between hiring, strategizing, educating, executing, evaluating, and adjusting...things can get chaotic. The reality of the matter is, sales teams have been in existence since the dawn of time, and most companies and salespeople struggle with the same issues.
In this episode, Mark Roberge, Chief Revenue Officer at HubSpot and Bestselling Author of The Sales Acceleration Formula, shares his solutions to problems that occur over and over again in the world of sales.
Mark breaks down his formulas for hiring a sales team, building a strategy, managing a team, and generating demand.
Marketing and sales are both telling a story. If it’s not the same story, they could end up stalling—or halting—the momentum of a deal.
In this episode Matt Heinz, President of Heinz Marketing, explains why marketing should start speaking in terms of revenue impact—and how to get marketing and sales to start aiming for the same goals.