The foundation of a strategic partnership is built on a two-way street.
If one person is all take and no give, it’s simply not going to work. Both parties need to be pursuing a relationship instead of a transaction.
In this episode, Octavia Gilmore, Owner and Creative Director at CreativeJuice, shares her insight and experience with finding and building mutually beneficial partnerships.
Sometimes lead generation seems to be this magical thing that just happens with no science behind it.
For agencies, lead gen is typically through word of mouth and referral. So how can they make a repeatable system with something they don’t directly influence?
In this episode, and in his blog post How Agencies Can Create a Repeatable System For Generating Leads, Kyle Racki (Co-Founder and CEO at Proposify) explains the psychology and tactics behind creating a repeatable lead generation system.
Ever wonder what makes films like Star Wars and Wizard of Oz cult classics?
Park Howell, Founder of Business of Story, asked himself, “What does Hollywood know about storytelling that the rest of the world needs to know in order to move the needle in business?”
It all boils down to the story. He created a 10-part story cycle that differentiates your brand, connects you to your customers, tackles conflict, and helps you come out victorious, just like any great Hollywood flick.
In this episode, Park walks us through each of the 10 parts of a captivating brand story cycle.
Hitting a crossroads in life is inevitable, and sales teams are not exempt.
Sometimes the sales process turns into just going through the motions, and a team needs motivation to get out of their rut. When it comes to getting them unstuck, it’s up to the sales executive to increase happiness and drive growth.
In this episode, Crossroads Coach Ed Bracey walks us through a two-part framework that can help sales executives increase sales team motivation.
Being a successful sales executive takes more than just ambition.
It takes emotional intelligence and valuing your employees just as much as it takes work ethic and priority setting.
Social selling is all the rage.
However, B2B companies don’t always approach social selling in a strategic way. You are engaging on public networks with millions of people, so you have to be organized in your approach.
When your top reps are closing deal after deal, their time becomes extremely valuable.
They need to be talking with potential customers, not drudging through the weeds of prospecting. The secret is finding the optimal number of leads to reach out to each week or month, and then creating a repeatable prospecting process. This positions your team to operate at its highest efficiency.
In this episode, Ryan O’Donnell, Founder of SellHack, explains the why, where, and how to creating a repeatable prospecting process. He also shares a great eBook on the best outbound sales strategies.
Sales is a two-way process, but it’s shocking how often sales conversations end up being one-way.
The best reps don’t drill prospects for information. They guide the conversation to be relevant, informative, and engaging.
It’s tricky business keeping your sales reps happy and hungry.
When starting out, those initial rep hires are crucial to the success of your company, and deserve to be compensated for pioneering the process. However, subsequent sales reps are doing less bushwhacking and more following the leaders before them. What does compensation look like for them?
This is just one of the variables to consider when building a successful sales comp plan. In this episode, Raphael Parker, VP of Business at Segment, breaks down the four things you need to understand when building out your sales comp plan.
Using the phrase “calling to touch base” with your prospects is one of the worst things you could say.
“Calling to touch base” is essentially saying that there is no reason for the call, therefore there will be no value in talking with you. With the enormous amounts of competition for your audience’s attention, you have to bring value and personalization to every interaction.
In this episode, Scott Tretsky, VP of Sales at MobileCause, shares their systemized process of prospecting and the intentional techniques they use to ensure they stand out.
It’s sad to say, but the status quo for marketers is failure.
Only a shocking 30% of B2B marketers say their organizations are effective at content marketing. Why are we living in a data-saturated world and settling with 30% effectiveness?
In this episode, Allen Gannett, CEO of TrackMaven, talks about how content marketing strategies need to be data-driven instead of a set of ideas that merely shoot into the dark.
How do you know what stage your lead is in when they enter into your funnel?
Are they ready to buy? Do they want more information? Or is this their very first time hearing about you?
You can organize your sales leads by offering different types of content and calls-to-action and observing what they are attracted to.
In this episode, Bill Seagraves, President and Founder of Catchfire Funding and Author of Be Your Best Boss, explains how different learning styles and self-identification can help you understand and organize your leads.
In this episode, we talk about a new show that our team recently launched. You'll probably love it.
When you hear of Tinder, do you think of B2B sales?
Well, it did for this guy. Jonathan Green, Head of Business Development at Sweet Fish Media, breaks down five things Tinder taught him about B2B sales. In this episode, Jonathan makes a hilarious comparison between the two.
Jonathan explains a lesson he's learned from doing B2B sales, and how it's impacted his everyday life.
The majority of professionals are using LinkedIn incorrectly.
What’s their mistake? They use their LinkedIn profile as a personal resume to talk about themselves. Maybe you’re one of these people. The truth is your LinkedIn profile needs to talk about how you can help your audience.
In this episode, John Nemo, bestselling LinkedIn Author and Trainer, shares how you need to stop using LinkedIn as a stagnant resume page and start using it to boost your sales funnel.
Would you rather hear an episode about email list building or email list segmentation? Send an email to firstname.lastname@example.org and let us know.
Is your value prop actually communicating your company’s value?
These days people want to know specifically what you’re bringing to the table. Having a vague value prop will only frustrate and confuse potential customers. This ConversionXL blog post goes into detail of what a value prop is and is not, and how to create a good one.
In this episode, Eric Sharp, Founder of ProtoFuse, chats with us about the importance of a well-defined value prop. He also talks about how to articulate your value proposition on your website so that it increases conversions, leads, and sales.
We want to hear about your most botched sales call. Send an email to email@example.com and we promise not to judge. :)
The standard 20% win rate in sales is no longer acceptable, and data is driving the change.
Data is the core of any organization, and forming intelligence around that data sets the organization up for success. This is known as account-based intelligence, and it’s changing the game of B2B sales.
In this episode, Daniel Barber, VP of Revenue at Node.io, explains the importance of being data-driven when exploring the account-based model.
In this episode, we talk about a tool that helps us follow-up with prospects, clients, vendors, and our internal team.
In the body, we have eyes, arms, fingers...all working together to keep the body healthy and functioning properly.
When you look at helping another business, you have a chance to figure out what part of their body they need help with. If they broke their foot and you have a foot to offer, you just became a commodity to them.
In this episode, Carol McKown, CEO of Raise Global Services and Raise Energy Solutions, talks about how to not only meet your customer’s needs, but to become so ingrained in their business that they can’t live without you.
5.4 million sales pipeline transactions…
Can you imagine how much valuable data you could pull from that many transactions? Well, luckily for all of us, somebody did.
Today’s guest is Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com. In this episode, Gabe shares some staggering findings from the InsideSales team’s study about what those 5.4 million transactions tell us about managing sales pipelines.
Get ready to learn.
Every founder was once that raw entrepreneur trying to get the marketplace to pay attention to their idea.
A founder starts out as the one-stop shop for every aspect of their company—product development, marketing, sales, fundraising, evangelism, and the list goes on. Then, as success is reached, the founder typically transitions into a CEO role where building the team becomes more important than the individual tasks themselves.
In this episode, Todd Uterstaedt, President of From Founder to CEO, walks us through the three things you need to know to smoothly transition from Founder to CEO.