Whether you manage two people or over 40,000 people, you can always learn ways to be a better leader.
Often experience is the best teacher, but it’s great to hear some words of wisdom from people who have been around the block a time or two.
In this episode, Lee Cockerell, Founder of Lee Cockerell, LLC and former Executive VP of Operations at Walt Disney World Resort, shares his lessons in leadership, including the A.R.E. philosophy and the 4-P framework to have more effective meetings.
If you don’t know why something’s broken, you can’t fix it.
This is true for many things in life, but it’s especially relevant when you join the leadership team of a company with a broken sales structure.
Set yourself up for success by knowing exactly what you’re getting yourself into before walking in the door. Surprise elements lurk everywhere, but with a few tips, you can be prepared for anything.
Nobody likes talking to a robot, but with the wrong sales script, that’s exactly how your cold calls will feel to your prospects.
To avoid this (and the inevitable dial tone) you need a sales script that invites the prospect into conversation by asking the right questions and gets them to do most of the talking for you.
We’ll also tell you the 6-part framework of the ideal sales script that will help keep rejections to a minimum.
There is no magic formula for outbound email cadence.
You want to keep in line with the eight touch point standard, but you don’t want to come off like a stage-five clinger. So what’s the balance? It’s not what you may think.
Relationships are everything in sales; everyone knows that.
However, how are you measuring those relationships? To convert key accounts into paying customers, it is necessary to put your data where your mouth is.
Salespeople generally enjoy the motivation that gamification brings.
However, your organization shouldn’t have the “If you’re not first, you’re last” mentality.
Gamification 2.0 gives way to incentivizing behaviors that align with corporate goals over competition between employees.
There’s always a gap between where you are and where you want to be.
Whether you’re just launching or you’re reevaluating your place in the market, seeing the gaps and knowing how to fill them is critical. Through strategic planning, understanding your competitors, and embracing pitfalls, you can find your fit in the market and position yourself strategically.
Think of account-based intelligence as the delivery agent of information needed to drive pipeline growth.
Centering marketing and sales teams around accounts will improve the quality of leads generated and create new opportunities with your existing leads. It’s a win from all angles.
Content marketing in the B2B world is tough.
In a Content Marketing Institute study, they found that 62% of B2B content marketers say producing engaging content is their greatest challenge.
How do you create content that doesn’t point to your product with a giant foam finger, but still guides people into your funnel? You ask the right questions.
In this episode Nick Raithel, Commander in Chief at Content Corps, shares three critical questions to ask to ensure your B2B content marketing strategy fuels your funnel. He also shares a link for B2B Growth listeners that includes an expanded list of questions and strategies.
When sending cold emails, the content you write must provide value.
That way, your reader is willing to exchange their time to read your email and, hopefully, exchange their money for your product or service down the road. In order for this to be a possibility, there are a few tactics you should bring into your cold email strategy.
In this episode Heather Morgan, CEO of Salesfolk, shares the science of architecting a cold email from research to reply, and she also shares Salesfolk’s Cold Email Mastery Course for detailed tips, tricks, and templates.
In order to build a fine-tuned sales machine, great technology has to be a given.
There are sales tools to streamline everything from contacts to conversion, so in order to know what your company actually needs, you need to start asking questions.
Leaders set the bar for risk within an organization.
They have to be aware that they are constantly signaling messages about the risk culture and that those signals impact everyone within the organization.
In this episode Yuval Bar-Or, Faculty at Johns Hopkins Carey Business School and Founder of Light Brigade, explains risk culture and how leaders can strategically define and shape it within an organization.
Customer success is a two-sided coin.
On the first side is data, and on the other is customer-centricity. Data is great, but if it’s not used to put the customer at the center of the process, then it’s not going to do your company any good.
In this episode Alex Raymond, Founder and CEO of Kapta, unpacks his blog post, The Rise of Account-Based Customer Success, and the five things every B2B executive needs to understand about account-based customer success.
It’s undeniable that what you give out is what you get back.
It’s beneficial to you and your company to fill your day with positive thoughts and actions, because what goes around comes around.
If you’ve ever sent a “gift” with a promotional logo on it, then your gift-giving skills suck.
Listen up: when it comes to strategic gift giving, you need to be asking “What is the most I can do for this client or prospect?” and then work backwards from there.
In this episode, John Ruhlin, Founder of The Ruhlin Group and author of Giftology, shares how to give over-the-top gifts that surprise, blow minds, and sweep people off their feet.
Imagine one of your sales reps in a buyer meeting, fumbling through papers, searching for the current data sheet he or she printed off before leaving the office.
Not the most professional image of your reps, or company for that matter.
Salespeople must have the best materials at their fingertips in the moments when a prospect either becomes a buyer or walker. Mobile sales tools are a great way to enable your sales team by providing them with optimal sales media.
One of the trickiest questions every founder faces is, “When do I build my sales team?”
It’s a difficult question, because there is no perfect answer. A level of uncertainty exists whether you’re hiring your first salesperson or you’ve reached massive success with a 100+ person sales team.
In this episode Matthew Bellows, Founder and CEO of Yesware, shares his knowledge and experience building and scaling Yesware’s sales team. He also shares an SaaS Entrepreneur Spreadsheet that helps companies determine how quickly a salesperson can become profitable.
100 episodes? Guess we’re doing something right.
In our centennial episode, we dive into how we’ve leveraged this podcast to create real, substantial relationships with our ideal clients.
We cover our five biggest takeaways, how we added $1.2 million to our pipeline in the first 90 days, and how the podcast grew to over 1,000 downloads per day.
Why are we sharing the details of our podcast content strategy?
Because you can do what we’re doing.
If there is brand equity in the B2C marketplace, is there such a thing as sales equity in the B2B world?
In the B2B marketplace the value to the individual you’re selling to is paramount. At the end of the day, you’re not selling to a company, you’re selling to a person.
In 2012, there were over 270,000 conferences in the U.S. alone.
Why are conferences doing so well? Conferences allow people to not only educate themselves, but also connect with like-minded people. We are inundated with heaps of virtual noise, so having a face-to-face conversation with someone is incredibly valuable.
In this episode Al Torres, Chief Commercial Officer at SummitSync, explains how to strategically vet, asses, and track ROI on the best conferences for your company.
Stop hunting for the latest and greatest social selling tool.
Social selling isn’t about a tool.
It’s about matching your selling behavior with the new buyer journey, and changing the behavior of an entire organization is no easy feat.
In this episode Kirsten Boileau, Director of SAP Experience, unpacks how to build, deliver, and scale a social selling training program in your sales organization.
The old saying goes, “You only get one chance to make a first impression,” and the same holds true for your copy.
To prevent your ad, website, and email copy from repelling leads, it’s necessary to tap into your reader’s subconscious so you make a lasting impression. When it comes to the psychology of sales and lead generation, if a person’s subconscious isn’t activated, they’re not going to take action.
Every potential client has a culture, and not every culture will jive well with your own.
If a client is going to drain you and your employees, then they aren’t the right fit for your company.
“Defining a mission statement” might sound like undergrad business jargon, but it’s one of the most vital things you can do for your business.
Your mission statement isn’t meant to be a nice little summary of your company values; it’s meant to be your stake in the ground when disaster strikes. Your mission is a powerful guide that will help you do everything from defining your sales model to shaping your team.
In this episode Johan Brissmyr, CEO and Co-Founder of Castle, talks about three ways your mission can guide and define your business.
It’s the phrase you’ve heard a thousand times…”You have to have a social media presence.”
While it’s still true, the market has reached a tipping point where just having a presence is no longer enough to drive sales. With the increased noise online, you need to get creative if you want to see results.
In this episode, Ben Kolp, Head of Customer Happiness at Orca Social, talks about 5 companies’ tactics that will take your B2B social media strategy to the next level.