#salesconsultantpodcast #insidesales #salesdevelopment #salesstrategy #b2bsales #salesoperations #salestech #salesculture #outsidesales

Time Stamps:

[02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas.

[07:10] - Managing the change when developing a new inside sales team.

[09:30] - Which CRM is preferred and a discussion on how to approach data hygiene. 

[12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element.

[19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections.

[26:38] - What separates good salespeople from great salespeople.

[29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales.

Connect with Brooke:

Brooke’s LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/

Connect with Derrick:

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop.

Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations. 

#salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales 

Time Stamps:

[2:25] - Why companies should invest into Revenue Operations sooner.

[5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function.

[13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts.

[22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue.

[31:00] - Another hand-off that should be optimized is ‘CS to Marketing’ in terms of customer intelligence.

[33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts. 

[42:10] - How to communicate your contributions and value as a Revenue Operations person.

Connect with Rosalyn:

Rosalyn’s LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/

The RevOps Collective website: https://therevopscollective.com

Connect with Derrick:

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled.  

From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off. 

Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop. 

In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode.

#salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55

Time Stamps:

[02:30] - John reflects on lessons from 2023 and how he’s adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to.

[12:00] - Why John thinks the Predictable Revenue model is a joke.

[15:49] - How AI is changing the game and how salespeople won’t be replaced by AO but by people who know how to use AI.

[22:20] - John shares an AI tool he uses to analyze a client’s 10-K report and suggests outreach messaging based on what you offer.

[24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them.

[35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development.

Connect with John:

John’s LinkedIn page: https://www.linkedin.com/in/johnbarrows/

JB Sales Training: https://www.jbarrows.com

Sell better website: https://sellbetter.xyz

Connect with Derrick:

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts).

Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you’re not going to want to miss.

#salesconsultantpodcast #sales #salesleadership #salesmanagement #salesdevelopment #vpofsales #practicemakesperfect #loveyourhaters #managementcareer #careeradvice #managementadvice #leadershiplessons #gtmconsulting #gtm #authenticity #inspiration

Time Stamps:

[2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com).

[6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more. 

[11:00] - The transferable sales skills and disciplines that come from music (not just sports). 

[18:26] - Operationalizing more practice in sales teams.

[20:50] - From leading Sales Development teams to being hired as a first time VP of Sales.

[27:00] - Advice to new managers. 

[29:00] - His opinion on how the number of haters will grow as you grow in your career.

[34:30] - How he got into consulting, his experience, and his consulting ambitions for the future.

[39:15] - Structuring consulting compensation and hassigning equity to a family trust.

[44:00] - Who helped him the most become who he is and why.

Connect with Ralph:

Ralph’s LinkedIn page: https://www.linkedin.com/in/ralphbarsi/

Ralph’s website: https://www.ralphbarsi.com

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny. 

Listen to the interview and I promise you’re going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound’s practice with a team of consultants. 

During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development. 

We wrap up with Pete’s candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture. 

#salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagement

Time Stamps:

[2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves.

[6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended).

[13:00] - For the first time on the show we talk through what it’s like to lead a group of sales consultants, myself included.

[22:00] - We discuss what it’s like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound’s practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment.

[33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30.

[38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer?

[40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing.

[43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks.

[49:30] Is social selling and thought leadership a ‘nice to have’ or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one.

[55:00] - Lastly we talk about what’s more impactful on a sales team’s success, individual talent or environmental conditions.

Connect with Pete:

Pete’s LinkedIn page: https://www.linkedin.com/in/petemickartz/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data.

Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny. 

Listen to the interview and I promise you’re going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound’s practice with a team of consultants. 

During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development. 

We wrap up with Pete’s candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture. 

#salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagement

Time Stamps:

[2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves.

[6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended).

[13:00] - For the first time on the show we talk through what it’s like to lead a group of sales consultants, myself included.

[22:00] - We discuss what it’s like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound’s practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment.

[33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30.

[38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer?

[40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing.

[43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks.

[49:30] Is social selling and thought leadership a ‘nice to have’ or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one.

[55:00] - Lastly we talk about what’s more impactful on a sales team’s success, individual talent or environmental conditions.

Connect with Pete:

Pete’s LinkedIn page: https://www.linkedin.com/in/petemickartz/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants.

#salesconsultantpodcast #salesconsultant #b2bsales #consultant #entrepreneurship #clientacquisition #bant #meddicc #content #engagementpricing #authenticity 

Time Stamps:

[3:30] - James explains how he’s managed to last 18-years in the Sales Consulting game but he also shares what it’s like flirting with the idea of working for someone again as an employee.

[11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy.

[16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research.

[23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic.

[36:30] - James’ approach to out-bounding and driving client acquisition as a sales consultant.

[39:24] - James shares his thought process and approach to generating content for his consulting practice.

[42:25] - Advice to consultants on how to think about structuring pricing for engagements.

Here’s a link to our first interview:

https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863

Connect with James:

https://www.linkedin.com/in/jamesrores/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. 

We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essential traits of successful customer success initiatives. 

Matthew also offers practical tips for setting up a customer success team and emphasizes the importance of every person in every department of the organization adopting a customer-centric mindset.

#salesconsultantpodcast #customersuccess #cs #b2bsales #growth #value

Time Stamps:

[4:00] A story that epitomizes the pinnacle of customer success: From a modest $150,000 initial order to a staggering $40M in total purchases.

[8:00] - When customers fail to realize the value of their purchase.

{12:30] - When sales over promises on the capabilities of the product and CS is left to clean up.

[14:50] - Why CS should report into Sales or be its own business unit reporting to the CEO.

[18:30] - Collecting customer insights post-sale for the purpose of becoming more buyer-centric.

[20:00] - The importance of conducting interviews and truly being in tune with customer as opposed to only relying on stale surveys.

[22:00] - What it looks like in the early days of building out a new CS function including the top KPIs and where the priorities lie as a leader.

[25:00] - When it makes sense to assign a dedicated CS Manager (CSM) to a single account.

[27:35] - Advice to aspiring CS professionals: The worst thing you can say is, “that’s not my job”. 

Connect with Matthew:

Matthew’s LinkedIn page: https://www.linkedin.com/in/mwarmstrong/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics.

From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market.

We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader.

Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide.

#salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacity

Time Stamps:

[02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley’s see companies making in 2024

[07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams.

[11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs).

[16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley’s opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc.

[25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers. 

[31:00] - Moving on and letting go when you’re promoted: Career advice for sales leaders.

[39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively.

[45:30] - How Haley has navigated her career differently than her male counterparts.

[48:40] - Haley shares which heroine of her’s she would have lunch with and why.

Connect with Haley:

Haley’s LinkedIn page: https://www.linkedin.com/in/haleykatsman/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success.

Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying solely on self-reported data. Through vivid examples, he illustrates the consequences of inadequate outreach and engagement when teams lack proper enablement.

Drawing from his consultancy experience, Paul reveals essential elements clients seek when hiring consultants and introduces his comprehensive "Customer Enablement Framework."

#salesconsultantpodcast #enablement #gtm #revenueops #b2bsales #b2bmarketing #consultingpractice #productmarketing #entrepreneurship 

Time Stamps:

[05:15] - Paul’s first priorities in building his second consulting practice.

[10:55] - Enablement defined.

[15:30] - Why enablement leaders must think like a sales leader.

[18:50] - The negative side of just relying on self-reporting and the importance of using actual customer feedback to inform the sales enablement strategy. 

[22:50] - Examples of poor outreach and poor engagement when revenue teams are not properly enabled.

[32:00] - Paul had a successful intellectual property consultancy that he built prior to Revenue Flywheel - we discuss the business and why he ultimately stopped consulting the first time. The lessons he learned the first time around that are influencing his approach with Revenue Flywheel. He shares important stories and insights that every consultant should hear.

[38:20] - Three things people are looking for when they’re hiring a consultant.

[39.45] - Paul breaks down his “Customer Enablement Framework” (Methodology, Process, Tools, Coaching, Skills)

[46:30] - The importance of including enablement for managers in the enablement plan.

Connect with Paul:

https://www.linkedin.com/in/paulrbutterfield/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement. 

Throughout the conversation, JR's personal anecdotes and insights offer valuable insights for listeners pursuing a successful career in sales or sales management. 

#salesconsultantpodcast #sales #salesmanagement #coaching #salescoach #salescareer #saleseffectiveness #hockey #salesskills #roleplaying #practicing #talentdevelopment #entrepreneurship

Time Stamps:

[2:10] - JR’s reaction to Bill Belicheck being released from the New England Patriots as their Head Coach (we recorded the same day the news broke).

[3:45] - Is it the Player or is it the Coach? Is it the rep’s individual talent or is it the environmental conditions that manager’s create that makes winning teams? JR gives us his perspective.

[8:10] - JR opens up about what has driven him to be successful. He gets real with us on this one and shares some inspiring stories. 

[14:40] - JR explains his quote, “athletes have the right balance of humility and confidence”.

[17:00] - How to avoid complacency.

[19:56] - We discuss how sports is or is not uniquely qualified in its ability to facilitate a transfer of useful skills/attributes to a profession in sales.

[23:30] - Operationalizing an emphasis on “practicing” in a sales environment the way we do in sports.

[27:40] - Why it’s easier for JR to coach teenage hockey players than adult sales professionals.

[32:30] - Having difficult coaching conversations with low performing reps.

[34:00] - Derrick puts JR through a rapidfire challenge where JR has to come up with his best  sales analogy based on a variety of hockey concepts.

[39:00] - Why “coachability” is so sought after when at the same time we all know there is a massive opportunity for managers to do more/better coaching with their teams.

43:30] - JR takes us through the inflection point in his life where he decided to go all in on building The Shift Group.

 Connect with JR:

JR’s LinkedIn page - https://www.linkedin.com/in/jrbutler/

Shift Group website - https://www.shiftgroup.io

Connect with Derrick:

Connect with Derrick on LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. 

Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly emphasizes the effectiveness of engaging with prospects through LinkedIn comments. 

The discussion highlights the significance of personal branding, user-friendly features of Engage AI, and presents eye-opening statistics about the sales opportunities on LinkedIn. Through this interview, you’re going to gain valuable insights into the strategies that drove Engage AI's rapid growth which you will be able to implement for yourself or your team, right away.  

#salesconsultantpodcast #linkedin #socialselling #founders #b2bsales #engagement #startup #growth #sales #marketing #leadgeneration #inbound #outbound #salesdevelopment 

Time Stamps:

[2:40] - Jason shares his journey as a technical founder before launching Engage AI, having previously established another venture. Despite English being his second language, he, like many technical founders, found direct sales and marketing daunting. However, he discovered that engaging with his audience through LinkedIn comments was a passive yet effective approach. Actively participating in discussions and interacting with comments led to one-on-one InMail conversations, often progressing to Discovery Calls and acquiring new customers (the Commenting for Attention Strategy).

[5:00] - When establishing a personal brand on social media, similar to not everyone being suited to public speaking, not everyone can be equally active and visible through writing and creating videos. Expanding on this analogy, even if one may not take on the role of the keynote speaker, they can still participate in the conference, networking with others as a means to generate leads.

[8:50] - Derrick provides a brief overview of how the Engage AI Chrome extension operates in conjunction with LinkedIn, highlighting its user-friendly nature. He emphasizes that users retain control over the tool, ensuring that it doesn't post anything unusual without their explicit consent.

[10:40] - Jason elaborates on how Engage AI prioritizes safety and compliance to prevent LinkedIn profiles from being restricted. This precaution is particularly crucial as the platform is vigilant in restricting accounts utilizing automation as an anti-spam measure.

[16:00] - Don’t be the pink-suit person where you get the wrong kind/unwanted attention.

[19:25] - When you’re connected to your ICP on LinkedIn and engage with other people’s content with thoughtful discussions, your ICP is able to see this which creates an online fireside chat of sorts giving them a frontrow seat to your insights.

[22:00] - Jason reveals an impactful strategy they've uncovered for capturing the attention of their ideal customer profiles (ICPs). They engage in thoughtful interactions by commenting and engaging with the ICP of their ICPs' content (their customer’s customer). Through this approach, the intended target leads observe their meaningful engagement with mutual connections, establishing credibility and influence.

[25:00] - We explore additional beneficial features offered by the Engage AI platform, including support for over 100 languages. We discuss how it tracks profiles to ensure you stay updated on your prospect's posts, and we highlight its mobile app, which streamlines the process of approving posts on the go.

[28:35]...]]>In this interview, Derrick chats with Jason Tan, the founder of Engage AI. 

They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. 

Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly emphasizes the effectiveness of engaging with prospects through LinkedIn comments. 

The discussion highlights the significance of personal branding, user-friendly features of Engage AI, and presents eye-opening statistics about the sales opportunities on LinkedIn. Through this interview, you’re going to gain valuable insights into the strategies that drove Engage AI's rapid growth which you will be able to implement for yourself or your team, right away.  

#salesconsultantpodcast #linkedin #socialselling #founders #b2bsales #engagement #startup #growth #sales #marketing #leadgeneration #inbound #outbound #salesdevelopment 

Time Stamps:

[2:40] - Jason shares his journey as a technical founder before launching Engage AI, having previously established another venture. Despite English being his second language, he, like many technical founders, found direct sales and marketing daunting. However, he discovered that engaging with his audience through LinkedIn comments was a passive yet effective approach. Actively participating in discussions and interacting with comments led to one-on-one InMail conversations, often progressing to Discovery Calls and acquiring new customers (the Commenting for Attention Strategy).

[5:00] - When establishing a personal brand on social media, similar to not everyone being suited to public speaking, not everyone can be equally active and visible through writing and creating videos. Expanding on this analogy, even if one may not take on the role of the keynote speaker, they can still participate in the conference, networking with others as a means to generate leads.

[8:50] - Derrick provides a brief overview of how the Engage AI Chrome extension operates in conjunction with LinkedIn, highlighting its user-friendly nature. He emphasizes that users retain control over the tool, ensuring that it doesn't post anything unusual without their explicit consent.

[10:40] - Jason elaborates on how Engage AI prioritizes safety and compliance to prevent LinkedIn profiles from being restricted. This precaution is particularly crucial as the platform is vigilant in restricting accounts utilizing automation as an anti-spam measure.

[16:00] - Don’t be the pink-suit person where you get the wrong kind/unwanted attention.

[19:25] - When you’re connected to your ICP on LinkedIn and engage with other people’s content with thoughtful discussions, your ICP is able to see this which creates an online fireside chat of sorts giving them a frontrow seat to your insights.

[22:00] - Jason reveals an impactful strategy they've uncovered for capturing the attention of their ideal customer profiles (ICPs). They engage in thoughtful interactions by commenting and engaging with the ICP of their ICPs' content (their customer’s customer). Through this approach, the intended target leads observe their meaningful engagement with mutual connections, establishing credibility and influence.

[25:00] - We explore additional beneficial features offered by the Engage AI platform, including support for over 100 languages. We discuss how it tracks profiles to ensure you stay updated on your prospect's posts, and we highlight its mobile app, which streamlines the process of approving posts on the go.

[28:35] Jason explains that the product costs only $30 per month, with 80% of their current paid users being SMB Technical Founders and the remaining 20% being Managers at Medium/Enterprise businesses who pay for it on behalf of their representatives. This indicates a significant opportunity for more companies to distinguish themselves by sponsoring this tool/approach and incorporating it into their organization's social selling strategy.

[30:00] Derrick presents eye-opening statistics regarding the sales opportunity on LinkedIn, illustrating how expansive the channel remains for salespeople.

Connect with Jason:

Jason’s LinkedIn page - https://www.linkedin.com/in/jpctan/

Engage AI website - https://engage-ai.co

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions.

He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants.

Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives.

#salesconsultantpodcast #selfimage #financialsuccess #wealth #hedonictreadmil #positiveselftalk #subconscious #lawofattraction #visualization #salesstrategies #relationshipbuilding #b2bsales #b2bcoach #salesconsultant #coaching #sales

ime Stamps:

[2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization.

[8:40] Justin’s perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words.

[10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.”

[15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what’s not working.

[18:21] - The magical polarity shift.

[20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for.

[22:00] - Justin’s advice to other sales consultants/coaches/trainers.

[23:52] - The inflection point when Justin went all in on his coaching business.

[26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.”

Connect with Justin:

Justin’s LinkedIn page - https://www.linkedin.com/in/michaeljustin/

Justin’s books: 

Justin Michael Method 1.0:

Sales Super Powers: A New Outbound Operating System to Drive Explosive Pipeline Growth - https://www.amazon.com/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687

Justin Michael Method 2.0: 

An Advanced Outbound System To Drive Explosive Pipeline Growth With New Sales Superpowers - https://www.amazon.com/Justin-Michael-Method-2-0-Superpowers/dp/1948382717

Connect with Derrick:

Derrick’s...]]>Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting.

In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions.

He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants.

Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives.

#salesconsultantpodcast #selfimage #financialsuccess #wealth #hedonictreadmil #positiveselftalk #subconscious #lawofattraction #visualization #salesstrategies #relationshipbuilding #b2bsales #b2bcoach #salesconsultant #coaching #sales

ime Stamps:

[2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization.

[8:40] Justin’s perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words.

[10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.”

[15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what’s not working.

[18:21] - The magical polarity shift.

[20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for.

[22:00] - Justin’s advice to other sales consultants/coaches/trainers.

[23:52] - The inflection point when Justin went all in on his coaching business.

[26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.”

Connect with Justin:

Justin’s LinkedIn page - https://www.linkedin.com/in/michaeljustin/

Justin’s books: 

Justin Michael Method 1.0:

Sales Super Powers: A New Outbound Operating System to Drive Explosive Pipeline Growth - https://www.amazon.com/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687

Justin Michael Method 2.0: 

An Advanced Outbound System To Drive Explosive Pipeline Growth With New Sales Superpowers - https://www.amazon.com/Justin-Michael-Method-2-0-Superpowers/dp/1948382717

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

During our talk Sam shares game-changing insights into effective prospecting strategies. 

He highlights the impact of communicating with US-based contacts in their preferred language, showcasing how this simple adjustment can lead to a remarkable doubling of results. 

Sam also addresses a common pitfall—companies overestimating their Total Addressable Market (TAM)—and provides practical advice on avoiding this costly mistake. 

Tune in to discover the power of Sam's team's proprietary intent data model, which not only enhances outreach and pipeline building but stands out as the most reliable predictor of closed business for their clients, surpassing the performance of traditional sales approaches.

#salesconsultantpodcast #prospectingtips #prospecting #marketanalysis #intentdata #intentsignals #pipelinegrowth #newopportunities #salesdevelopment #coldoutreach #saleseffectiveness #predictablerevenue

Time Stamps:

[2:00] - Entrepreneurship and being a Sales Director at 16 selling event management services for children's parties

[4:00] - The origin story of Revenue Precision.

[6:50] - Standing out from the crowd and getting 2x results by prospecting to US-based contacts whose first language isn't English, communicating with them in their preferred language. Sam recommends Deepl.com for us English only folks.

[12:45] - How companies often overestimate their Total Addressable Market (TAM), what it leads to and how to avoid making the mistake.

[21:00] - Sam explains how his team uses a proprietary intent data model to get unparalleled results for their clients.

[35:00] - Their intent data model isn’t just effective for outreach and building pipeline but it’s also the best predictor of closed business for their clients when compared to their salespeople.

Connect with Samuel:

Samuel’s LinkedIn page - https://www.linkedin.com/in/samuelverhegge/

Revenue Precision website - https://www.revenueprecision.com

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

The conversation then pivots to the crucial role of Sales Enablement and RevOps, discussing their optimal structures and the immense potential for AI to enhance sales enablement tools.

Join us as we navigate through the dynamic intersection of technology and sales strategies in this insightful episode.

#salesconsultantpodcast 1. #TechEvolution #AISalesStrategies #SalesEnablementInsights #AIinRevenueTeams #Innovation #TechTalkPodcast #FutureOfSalesAI

Time Stamps:

[:40] - Technical aptitude is a superpower that’s particularly important in RevOps

[3:30] - How Jeremy uses code that he’s written to automate a monthly process of generating and sending comprehensive reports and powerpoint presentations for all the GTM KPIs for their 500 portfolio companies. Click here to see a list of the companies in the Insight Partner’s portfolio

[8:40] - Jeremey compares the usefulness of predictive AI and generative AI in sales. Then goes on to describe a couple use cases where he uses ChatGPT4 and Google’s conversational generative AI tool, Bard, together.

[11:45] - AI is reaching perfect personalization.

[14:45] - When everything is personalized, nothing is personalized. The chess game of will likely play out with AI in sales effectively making referrals, word of mouth and partner programs far more important.

[18:10] - Seeing their portfolio companies redirecting budget from outbound to other channels.

[21:00] - Enablement and RevOps place in GTM strategy leadership; how to staff these functions and how to structure their compensation

[27:20] - Jeremey ties AI and Enablement together

[33:10] - Jeremey’s favorite influencers right now, his book recommendation for revenue leaders, and his advice to sales consultants.

Connect with Jeremy:

Jeremey’s LinkedIn page - https://www.linkedin.com/in/jeremeydonovan/

Insight Partners website - https://www.insightpartners.com

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics crucial for success in the world of sales.

Stay tuned for Season 2, premiering this Friday, January 19th.

Thank you for being part of The Sales Consultant Podcast community!

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Connect with Derrick:

The interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer’s Resistance" and the components of a perfect cold call.

Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles.

The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling. 

Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling.

#salesconsultantpodcast #coldcalling #coldcall #salesmanagement #saleseffectiveness 

Time Stamps:

[1:00] We start out with Ryan breaking down what Ryan’s company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other.

[3:15] We cover off on Ryan’s new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”.

[7:15] Is cold calling dead? What does the data say? We tackle Ryan’s view on the topic of using the phone in general as part of a company’s outreach strategy. 

[8:40] We zoom out and get into Ryan’s career journey leading up to founding his companies.

[13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey.

[16:50] What drove him to focus his businesses on outsourced Sales Development.

[18:45] Ryan shares some of the Cold Call principals he holds close and teaches.

[23:05] Ryan explains “The Natural Law of Buyer’s Resistance.”

[24:10] I ask Ryan to breakdown what the components are of a perfect cold call.

[29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand.

[34:00] What to say when prospects respond with “is this a cold call?” You’re going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes.

[36:50] Ryan describes his concept called “The Trust Umbrella”.

[43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles.

[50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls.

Connect with Ryan:

Ryan’s LinkedIn page - https://www.linkedin.com/in/ryanpereus/

Ryan’s book: https://www.amazon.com/Trust-Call-Traditional-Human-Human/dp/B0C9SK1D2J

The H2H Method Website - https://theh2hmethod.com

SuperHuman Prospecting Website - https://superhumanprospecting.com

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection.

The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer’s Resistance" and the components of a perfect cold call.

Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles.

The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling. 

Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling.

#salesconsultantpodcast #coldcalling #coldcall #salesmanagement #saleseffectiveness 

Time Stamps:

[1:00] We start out with Ryan breaking down what Ryan’s company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other.

[3:15] We cover off on Ryan’s new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”.

[7:15] Is cold calling dead? What does the data say? We tackle Ryan’s view on the topic of using the phone in general as part of a company’s outreach strategy. 

[8:40] We zoom out and get into Ryan’s career journey leading up to founding his companies.

[13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey.

[16:50] What drove him to focus his businesses on outsourced Sales Development.

[18:45] Ryan shares some of the Cold Call principals he holds close and teaches.

[23:05] Ryan explains “The Natural Law of Buyer’s Resistance.”

[24:10] I ask Ryan to breakdown what the components are of a perfect cold call.

[29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand.

[34:00] What to say when prospects respond with “is this a cold call?” You’re going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes.

[36:50] Ryan describes his concept called “The Trust Umbrella”.

[43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles.

[50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls.

Connect with Ryan:

Ryan’s LinkedIn page - https://www.linkedin.com/in/ryanpereus/

Ryan’s book: https://www.amazon.com/Trust-Call-Traditional-Human-Human/dp/B0C9SK1D2J

The H2H Method Website - https://theh2hmethod.com

SuperHuman Prospecting Website - https://superhumanprospecting.com

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

The conversation also covers the question of who should take ownership of Win Rate as a Key Performance Indicator (KPI) within a business. It's highlighted that customers hold the true insights in win-loss analysis, as opposed to salespeople. An illustrative example is provided where a company employed Clozd's services and gained insights that led to a 30% increase in their fees.

The concept of the 'win-loss maturity curve' is introduced, discussing how companies progress from conducting their own win-loss analysis to eventually engaging third-party services. The interview further touches on the reporting integration between CRMs and the Clozd platform, as well as key functionalities offered.

The conversation shifts to how the platform validates lead/source attribution and incorporates AI capabilities both now and in the future. The ideal customer for Clozd and their pricing structure are also discussed towards the end of the interview.

#salesconsultantpodcast #winrate #winlossanalysis #growth #b2b #winloss

Time Stamps:

[:20] We start out by unpacking Andrew’s journey and what led to starting Clozd.

[2:30] Why Win Rate is so important and how a small improvement can make a big difference.

[5:00] How “Win Rate” is truly defined.

[8:00] Best practices for tracking the data necessary to calculate Win Rate and ideas how to parse out Win Rate based on other segments.

[11:30] Who within the business should own Win Rate as a KPI.

[18:00] Why customers are the source of truth in win-loss analysis, not salespeople.

[24:41 An example of a company who deployed Clozd and the insights they were able to get to raise their fees by 30%.

[27:00] The ‘win-loss maturity curve’ and how companies move from doing win-loss analysis with buyer feedback themselves to hiring a 3rd party.

[31:30] How reporting is handled between your CRM and the Clozd platform along with an overview on other key functionalities that they include.

[34:10] We discuss how lead/dead source attribution is validated through this approach as well.

[37:45] Where AI comes into their platform now and in the future.

[41:00] The ideal customer for Clozd and how they charge for the platform.

Connect with Andrew:

Clozd website - https://www.clozd.com

Andrew’s LinkedIn Profile - https://www.linkedin.com/in/andrewatclozd/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years.

James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model."

The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future.

#salesconsultantpodcast #consulting #entrepreneurship #salesconsulting #opreatingmodels #saleseffectiveness #AI

Time Stamps:

[:33] James shares what core principles define him as a person and opens up about his background and the experiences that shaped a lot of his views.

[8:30] We unpack how growing up in a 4th generation family business influenced his life and career.

[11:30] How James got into Consulting.

[16:15] How he kick-started Flores Group, his sales consultancy, and how he has gone about acquiring clients over the years.

[21:20] How James improves as a Sales Consultant.

[27:00] Why listening skills are important as a consultant but the skill of asking good questions is equally if not more important. 

[33:50] James describes the common flaws in sales models and what a “reliable sales operating model” looks like.

[41:00:] How to go about settling on a reliable sales operating model for your business.

[44:20] James shares his thoughts on AI in Sales and what he believes the impact might be in the near future.

Connect with James:

The Floriss Group website - https://florissgroup.com/

James’ LinkedIn Profile - https://www.linkedin.com/in/jamesrores/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

#salesconsultantpodcast #coldcalling #prospecting #salesbestpractices #salescoach #salestraining #ai

Time Stamps:

[2:50] There’s 3 days that salespeople don’t work and if you DO work you don’t have any competition…

[3:20] Why 3pm to 5pm on Fridays is the best time to prospect.

[6:50] We discuss how the biggest thing he’s doing right now with regard to prospecting is encouraging everyone to do hyper personalized videos.

[10:00] Why right now is the best time in the world to be prospecting and a story about what happened one time when Dan ignored a “No Trespassing” sign and proceeded to knock on the door.

[11:50] Dan shares his perspective on “No Goals' and embracing rejection on your way to sales success.

[13:40] Why he chose the path of sales coaching, consulting and speaking after building and selling 4 companies.

[17:48] The best cold call opener ever!

[21:00] Dan’s advice to people who aren’t good at using humor in their outreach.

[25:00] Why asking prospects what they like about their current vendor works.

[26:40] Dan’s advice on how to handle objections. He walks us through his framework.

[30:30] Dan’s 7 magic words for dealing with gatekeepers.

[35:00] How Dan maintains a positive mindset and brings high energy to every conversation.

[41:00] Dan shares his prediction on how AI will change the profession of sales.

Connect with Dan:

Dan’s website: https://danjourdan.com

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain insights into his experiences starting his consultancy with no pipeline and limited savings while supporting his family. We also delve into his transition from a solopreneur to scaling up his consultancy, including his successful approach to acquiring new clients, particularly through private equity firms with portfolio companies.

Throughout the interview, Jason shares valuable lessons, such as gracefully offboarding clients and pursuing the right fit, along with his perspective on incorporating AI for efficient growth in today's business landscape. Tune in for an engaging discussion that offers actionable insights for consultants and entrepreneurs seeking success in sales consulting.

#salesconsultantpodcast #salesconsulting #consulting #entrepreneurship #solopreneur #consultancy #businessgrowth 

Time Stamps:

[:10] How Jason got into Sales Consulting.

[2:35] What it was like being raised in a household where both parents were entrepreneurs.

[6:00] We double click on Jason’s transition into Sales Consulting exploring how his career path set him up.

[11:00] The meaning behind the name of his consultancy and why he named it Nacre Consulting.

[12:00] What he did for the first 6-months to acquire his first clients.

[13:00] How Jason earned the nickname of “the Fixer” within Wells Fargo.

[17:00] I dig into what it was like for Jason and his family with 2 kids in highschool when he started his consultancy with no pipeline and few months of savings.

[23:10] How Jason took his consultancy from operating as a solopreneur to scaling up and bringing on employees.

[29:00] How Jason and his team are acquiring new clients today.. Hint hint.. Private Equity Firms with portfolio companies.

31:00] I ask Jason if he’s ever had to fire a client and he shares a great story that every consultant should listen to where he explains how he off boards clients in a graceful manner. 

[33:20] A story about how Jason chased ‘bad money’ (clients that aren’t a good fit).

[38:00] I ask Jason if he would ever sell Nacre.

[40:30] Jason breaks down The Nacre Growth Assessment which includes taking a holistic approach to assessing a new client’s business when they first engage.

[46:00] How at times they tie their fees to outcomes / back-end compensation.

[50:32] How companies can go about developing better clarity in their Go-to-Market (GTM) strategy so that people can be guided better.

[53:30] I ask for Jason’s perspective on where he thinks we are and what he is seeing in terms of incorporating AI in order to do more with less in this new“Efficient Growth” era.

Connect with Jason:

Jason’s LinkedIn Profile - https://www.linkedin.com/in/jasonmpearl/

Nacre Consulting website - https://www.nacreconsulting.com/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s...]]>In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients.

Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain insights into his experiences starting his consultancy with no pipeline and limited savings while supporting his family. We also delve into his transition from a solopreneur to scaling up his consultancy, including his successful approach to acquiring new clients, particularly through private equity firms with portfolio companies.

Throughout the interview, Jason shares valuable lessons, such as gracefully offboarding clients and pursuing the right fit, along with his perspective on incorporating AI for efficient growth in today's business landscape. Tune in for an engaging discussion that offers actionable insights for consultants and entrepreneurs seeking success in sales consulting.

#salesconsultantpodcast #salesconsulting #consulting #entrepreneurship #solopreneur #consultancy #businessgrowth 

Time Stamps:

[:10] How Jason got into Sales Consulting.

[2:35] What it was like being raised in a household where both parents were entrepreneurs.

[6:00] We double click on Jason’s transition into Sales Consulting exploring how his career path set him up.

[11:00] The meaning behind the name of his consultancy and why he named it Nacre Consulting.

[12:00] What he did for the first 6-months to acquire his first clients.

[13:00] How Jason earned the nickname of “the Fixer” within Wells Fargo.

[17:00] I dig into what it was like for Jason and his family with 2 kids in highschool when he started his consultancy with no pipeline and few months of savings.

[23:10] How Jason took his consultancy from operating as a solopreneur to scaling up and bringing on employees.

[29:00] How Jason and his team are acquiring new clients today.. Hint hint.. Private Equity Firms with portfolio companies.

31:00] I ask Jason if he’s ever had to fire a client and he shares a great story that every consultant should listen to where he explains how he off boards clients in a graceful manner. 

[33:20] A story about how Jason chased ‘bad money’ (clients that aren’t a good fit).

[38:00] I ask Jason if he would ever sell Nacre.

[40:30] Jason breaks down The Nacre Growth Assessment which includes taking a holistic approach to assessing a new client’s business when they first engage.

[46:00] How at times they tie their fees to outcomes / back-end compensation.

[50:32] How companies can go about developing better clarity in their Go-to-Market (GTM) strategy so that people can be guided better.

[53:30] I ask for Jason’s perspective on where he thinks we are and what he is seeing in terms of incorporating AI in order to do more with less in this new“Efficient Growth” era.

Connect with Jason:

Jason’s LinkedIn Profile - https://www.linkedin.com/in/jasonmpearl/

Nacre Consulting website - https://www.nacreconsulting.com/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

[1:40] The problem that Wissam is helping to solve with Truebase.

[5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads.

[13:00] Writing a hyper personalized email.

[19:00] We discuss how many hours every week SDRs spend on researching their leads which leads to a discussion about Truebase’s AI platform and how they are speeding this up.

[26:00] How Truebase’s search capability works

[28:00] How Truebase sources their data.

[30:00] Truebase’s AutoPilot feature explained.

[34:00] Operationalizing look-a-like sales motions; the challenge and the solution.

[37:00] We discuss what goes into setting up the Truebase platform.

[40:00] How Truebase’s AI-based Content Generator feature helps write personalized emails.

[46:00] Wissam explains how they help users create personalized sequences for individual leads which he calls “Hyper Personalization At Scale”.

[51:00] We cover how their pricing is structured and how a platform like theres displaces other tools.

Connect with Wissam:

Wissam’s LinkedIn Profile - https://www.linkedin.com/in/wissamtabbara/

Truebase website - https://truebase.io/

Truebase ChatGPT LinkedIn Email Generator - https://truebase.io/chatgpt-linkedIn-Email-Generator

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the show.

We start out by discussing ideas around goal setting then get into the origin story of his company, SalesScreen. From there, Sindre leads us on a journey through the ultimate gamification strategy breaking down all sorts of approaches that you can take and implement immediately. Toward the end of the interview Sindre shares an approach that they’re using to drive revenue outside of using their platform.

#salesconsultantpodcast #motivation #gamification #salescontests #leaderboards 

Time Stamps:

[1:00] Sindre’s approach to goal setting and he shares his experience from running hid first half marathon.

[6:00] The origin story of SalesScreen.

[13:30] Is gamification a ‘nice to have’?

[19:00] The 4 Gaming Personality Types: Killers, Explorers, Achievers, and Socializers.

[25:05] Introducing the element of chance into sales contests.

[28:00] How SalesScreen onboards new customers and helps them set up their contest and gamification strategy.

[32:00] How SalesScreen uses SalesScreen in ways that customers don’t do enough. Sindre shares some more advanced approaches.

[35:45] Why more customers get to a point where they are fully leveraging the SalesScreen platform.

[38:45] What SalesScreen is doing besides using their own platform to drive revenue. 

[42:00] Sindre shares how often he actually speaks to customers.

Connect with Sindre:

Sindre’s LInkedIn Page - https://www.linkedin.com/in/shaaland/

SalesScreen website - https://www.salesscreen.com/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

I’ve known Damon for several years and had the opportunity to work alongside him and see first hand how he works with teams and how he helps them achieve new heights.

In this episode we unpack Damon’s incredible back story on his training  for and participation in olympic track and field events.  He shares with us how he translates performing at such an elite level to getting SDR teams to perform at their best. We go deep on the balance between individual talent and accountability, and fostering the right environmental conditions. 

I hope you’re ready to get fired up because this is one of those interviews where you’re going to be inspired in a big way.

#salesconsultantpodcast #leadership #personalaccountability #goals #motivation #coaching #teams #teamculture #talent #salesenvironment 

Time Stamps:

[1:00] We unpack the early days of his olympic track and field career and his move from Jamaica to the United States and getting a full ride to Princeton. He talks about how his track and field career established a lot of his foundational beliefs toward how to reach your goals.

11:00] You have to go all in. Damon talks about the level of commitment it takes to train for an olympic team. 

17:00] How the ecosystem of coaches and environmental conditions set the team up for success. 

19:30] How he deals with unmotivated team members when his background of working with top athletes is one where each person is motivated and so motivation isn’t often a problem (unlike in business).

[22:00] Creating an environment that facilitates each team member’s intrinsic motivation.

[24:00] How Damon structures and approaches his one on ones differently including how he creates psychological safety for the reps on his team through vulnerability. 

[30:00] Damon’s view on how much time and energy reps should invest on their own time to develop into the best rep that they can be.

[34:40] Why Damon doesn’t subscribe to a one-size fits all approach to daily KPIs across his teams.

[42:20] The difference between Outcome Goals and Process Goals. And, how to apply them in your team. 

[45:00] How Damon splits the percentages (must equal 100%) between Environmental Conditions and Individual Talent in terms of what it takes for a team/org to exceed its performance goals.

[47:00] At Damon’s company they have access to AI tools that uniquely position him to provide ‘just-in-time’ enablement to his SDRs using the same core AI engine they use in their product. He refers to it as ‘The Perfect SDR’... the SDR that knows everything because they have been training the model on everything pertaining to the GTM details of their business. 

Connect with Damon:

Damon McLean’s Linkedin Profile - https://www.linkedin.com/in/damonmclean/

Assembled website (they’re hiring!) - https://www.assembled.com/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

I’ve been a fan of Ollie’s content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and Growth Marketing.

In this episode we cover a whole host of topics impacting demand gen, including digital marketing, AI, better ways to run and promote webinars, and how to use email frameworks instead of email templates.

This is one of those tactical discussions that you will be able to walk away with actionable insights that you can put into use immediately.

NOTE: I want to apologize in advance for my poor audio. I made a rookie mistake and recorded with my laptop mic, not the proper microphone so I’m going to sound a little echoey.

#salesconsultantpodcast #demandgen #digitaladvertising #ai #salesdevelopment

Time Stamps:

[4:00] We discuss the impact on inbound sales models as digital marketing is getting more expensive while also getting harder to target and get attention.

[6:00] Ollie’s take on AI in digital marketing and demand generation with regard to accelerated content generation.

[12:00] Ollie has produced webinars for years and shares how most people are doing boring webinars so he introduces us to some alternative ways to think about them and how to structure them more effectively.

[20:00] Ideas on how to promote and drive attendance to a webinar.

[23:00] Advice from Ollie on how to prevent your webinar from being dead after a week where it’s no longer being promoted

[30:00] ‘Email frameworks over email templates’ as a more effective way of email outreach.

[33:00] We discuss a few different email frameworks that the audience can start using today.

[41:00] Ollie’s view on the strategy of using short emails since we hear a lot about how brevity is what’s working. He goes on to explain how longer emails early in an outreach cadence can be effective.

Connect with Ollie:

Ollie Whitfield’s LinkedIn - https://www.linkedin.com/in/olliewhitfield/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, we talk about what it’s like leading Sales Development at very large enterprise size companies, leading through an acquisition, why SDR leaders have to master the tech their team uses, the importance of partnering with RevOps, AI in Sales Development and much more.

James is truly a legend in the game so I hope you’re ready to take notes because he drops all sorts of gems in this interview.

#salesconsultantpodcast #salesdevelopment #revenueoperations #revops #salestechnology #ai 

Time Stamps:

[:30] We start out talking about how James’ first child is due the day after we recorded this episode. Then we got into how his mother influenced him and his career

[9:30] Leading Sales Development during a down turned economy and while being acquired by SAP during his time at SuccessFactors. 

[14:00] How working with a large company like SAP left a thumbprint on his management style and helped him influence change with the smaller companies he would eventually join.

[17:03] A quick story about being kicked off of Salesforce’s platform because they (SAP/SuccessFactors CRM) kept stealing talent from them.

[17:58] Why SDR leaders must master the tech that their team uses.

[19:11] The crossover between Sales Development and Revenue Operations and why James prefers when his SDR team rolls up under RevOps.

[21:19] James gives us his viewpoint on AI in Sales Development. He believes it is a great feature but won’t replace people. I disagreed with him and made my point on why.

[32:45] James shares an amazing story of how he took the worst territory in the company during his time at SAP/SuccessFactors as an SDR and became the top rep in the entire company.

[36:19] The relationship between AE and SDR and how the partnership can be maximized.

[40:15] We unpack James’ philosophies on establishing a strong team culture, specifically his belief that “Culture can not be created by leaders.”

[46:10] I ask James to explain what he thinks reps want to and like to work with him.

Connect with James:

James’ LinkedIn Profile - https://www.linkedin.com/in/jbbarton/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, Christine provides incredible advice for any founders or future founders out there. She explains how to prepare for a strong exit, managing internal communications during the process, and how to transition responsibilities to the new ownership team once the deal is done.

Toward the end of the interview I ask her to share with us how she started her firm and how they go about securing new clients which includes an outbound Sales Development motion that they’ve recently activated.

#salesconsultantpodcast #mna #businessbroker #valuations #founders #entrepreneurs #buyingbusinesses #sellingbusinesses

Time Stamps:

[1:30] Christine shares her background with growing and selling companies before starting her practice.

[3:25] Why founders decide to sell their business.

5:25] The type of companies her firm normally works with.

[6:00] I ask how the economy is impacting her business and she explains how choppy waters in the economy actually leads to more buying and selling activity. 

[7:20] How she got into buying and selling businesses. 

[9:33] Her advice to founders on how to best position themselves for a strong exit. She also explains the concept of a “earn out”.

13:45] Strategic advice for transitioning effectively from founder-led to the new ownership team and redistributing responsibilities.

[17:30] Managing internal communications during the process of selling the company and why you shouldn't tell anyone until it’s done.

[22:10] Christine started The Magnolia Form 2 years ago and she tells us about the deals she helped with that led to the idea. She also gets into how she’s starting to scale up a bit tripling capacity. 

[25:08] How they acquire new clients for their firm.

[29:43] Christine shares the technology her team is using to underpin their outreach strategy.

[31:00] I ask if she would ever exit Magnolia.

[34:10] She was able to have breakfast with Richard Branson in Paris once and so I ask her what’s one thing she learned from him that she has implemented into her life/business.

Connect with Christine:

Christine’s LinkedIn - https://www.linkedin.com/in/christinemcdannell/

The Magnolia Firm - https://themagnoliafirm.co

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - Christine McDannell is the proud Founder of The Magnolia Firm, an international M&A and business brokerage firm. Before starting Magnolia and helping companies buy and sell their businesses, she spent over 20 years building and selling her own companies.

In this episode, Christine provides incredible advice for any founders or future founders out there. She explains how to prepare for a strong exit, managing internal communications during the process, and how to transition responsibilities to the new ownership team once the deal is done.

Toward the end of the interview I ask her to share with us how she started her firm and how they go about securing new clients which includes an outbound Sales Development motion that they’ve recently activated.

#salesconsultantpodcast #mna #businessbroker #valuations #founders #entrepreneurs #buyingbusinesses #sellingbusinesses

Time Stamps:

[1:30] Christine shares her background with growing and selling companies before starting her practice.

[3:25] Why founders decide to sell their business.

5:25] The type of companies her firm normally works with.

[6:00] I ask how the economy is impacting her business and she explains how choppy waters in the economy actually leads to more buying and selling activity. 

[7:20] How she got into buying and selling businesses. 

[9:33] Her advice to founders on how to best position themselves for a strong exit. She also explains the concept of a “earn out”.

13:45] Strategic advice for transitioning effectively from founder-led to the new ownership team and redistributing responsibilities.

[17:30] Managing internal communications during the process of selling the company and why you shouldn't tell anyone until it’s done.

[22:10] Christine started The Magnolia Form 2 years ago and she tells us about the deals she helped with that led to the idea. She also gets into how she’s starting to scale up a bit tripling capacity. 

[25:08] How they acquire new clients for their firm.

[29:43] Christine shares the technology her team is using to underpin their outreach strategy.

[31:00] I ask if she would ever exit Magnolia.

[34:10] She was able to have breakfast with Richard Branson in Paris once and so I ask her what’s one thing she learned from him that she has implemented into her life/business.

Connect with Christine:

Christine’s LinkedIn - https://www.linkedin.com/in/christinemcdannell/

The Magnolia Firm - https://themagnoliafirm.co

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

#salesconsultantpodcast #evangelism #salescommunities #ai #chatgpt4

Time Stamps:

[1:30] Amelia is a Strategic Advisor at several companies so I start out asking her to explain what all is involved in being a Strategic Advisor.

[6:30] It’s all about the human to human connection. Why it’s important to develop both your IQ and EQ in business.

[10:50] We unpack how she got into Sales Development and time at Seamless.ai during a period in her life where she was a single mother. She talks about the power of visualization and how she spoke her career growth into existence.

[16:00] A story on how she blew her target out so much that the company put a cap on the comp plan for everyone.

[22:10] How she got into selling RevOps services.

[26:10] We talk about what a Head of Evangelism does and how it helps drive growth for companies.

[31:00] Amelia shares how to engage with prospects in/around sales communities when they bring up challenges they're facing in Slack groups.

[38:00] Her advice to people who are new to Evangelism and community-based outreach.

[47:00] Amelia updates us on what Regie.io is up to, how it works, and what’s new. 

Connect with Amelia:

Amelia's LinkedIn page - https://www.linkedin.com/in/tayloramelia/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. 

We talk about “How To Out Care Your Competition By Developing Your Emotional Intelligence”. We even get into topics like energy Physics and The Trust Economy - all of which we tie back to how salespeople and sales leaders can master these areas as a way to drive massive growth.

Phil is literally one of the wisest people I’ve ever met. You’re going to want to playback a lot of the things he says because what he talks about is not only deep but extremely transformative. 

Now, go put your thinking cap on because you're going to need it. 

#salesconsultantpodcast #emotionalintelligence #eq #iq #energyphysics #trusteconomy 

Time Stamps:

[2:00] Phil unpacks the neurochemistry behind a couple quotes he made recently which are: 

a) "We're facing a tsunami of accelerating change with a 500 million year old brain that doesn't like change. And if we don't change our trajectory dramatically through the development of our emotional intelligence, we're going to find it very difficult to survive this century as a species." and 

b) "The development of emotional intelligence enables you to out-care your competition."

[6:47] We talk about how companies are increasingly hiring, developing and promoting based on emotional intelligence (EQ) and how they do this effectively. The key essentially is ensuring hiring managers and interviewers have high EQ. Those with high EQ recognize high EQ.

[9:00] Phil breaks down what he means by, “the development of emotional intelligence is an experiential process not an intellectual process.” He goes on to explain that the process requires us to have a strong connection to our motivation because it will require us to step outside of our comfort zone to do the deep emotional labor needed in order to create change/growth within ourselves. 

[14:10] Phil shares a list of interview questions that hiring managers can use to find people who have already done the emotional labor needed to develop their emotional intelligence. 

[19:35] How energy physics plays a role in emotional intelligence and why it’s critical for people to stop giving away their energy which basically means being controlled by their ego-based fear; caring more about what people think of them than how they feel about themselves.

[26:30] We explore how mastering our energy physics in some ways comes down to being vulnerable and humble. “When you’re vulnerable that’s when you are least vulnerable and when you are least vulnerable that’s when you are most vulnerable.” according to Phil.

[29:00] Phil explains to us how “emotional labor is harder than intellectual labor or physical labor. It’s like Navy Seal training for your emotions.”

[30:30] When people are unwilling to change themselves they often try to use some type of position based power to get other people to change, to control and manipulate others. We talk through what this looks like in an org with a leader or leaders like that.

[34:10] Where Phil stands on Artificial Intelligence (AI).

[38:30] Explains what the Trust Economy is, how vast it is, and your network of trusted advisors is the most important asset that you have,

[46:00] He works with clients around the world and walks us through his executive coaching programs and process.

[48:07] A 40-year study of PhDs at UC Berkeley found that EQ was four times (4x) more powerful than IQ when predicting success.

Mentions:

Apple - Phil Johnson is the Founder & CEO of Master of Business Leadership Program where he has been helping executives as a leadership coach for over 20 years.

In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. 

We talk about “How To Out Care Your Competition By Developing Your Emotional Intelligence”. We even get into topics like energy Physics and The Trust Economy - all of which we tie back to how salespeople and sales leaders can master these areas as a way to drive massive growth.

Phil is literally one of the wisest people I’ve ever met. You’re going to want to playback a lot of the things he says because what he talks about is not only deep but extremely transformative. 

Now, go put your thinking cap on because you're going to need it. 

#salesconsultantpodcast #emotionalintelligence #eq #iq #energyphysics #trusteconomy 

Time Stamps:

[2:00] Phil unpacks the neurochemistry behind a couple quotes he made recently which are: 

a) "We're facing a tsunami of accelerating change with a 500 million year old brain that doesn't like change. And if we don't change our trajectory dramatically through the development of our emotional intelligence, we're going to find it very difficult to survive this century as a species." and 

b) "The development of emotional intelligence enables you to out-care your competition."

[6:47] We talk about how companies are increasingly hiring, developing and promoting based on emotional intelligence (EQ) and how they do this effectively. The key essentially is ensuring hiring managers and interviewers have high EQ. Those with high EQ recognize high EQ.

[9:00] Phil breaks down what he means by, “the development of emotional intelligence is an experiential process not an intellectual process.” He goes on to explain that the process requires us to have a strong connection to our motivation because it will require us to step outside of our comfort zone to do the deep emotional labor needed in order to create change/growth within ourselves. 

[14:10] Phil shares a list of interview questions that hiring managers can use to find people who have already done the emotional labor needed to develop their emotional intelligence. 

[19:35] How energy physics plays a role in emotional intelligence and why it’s critical for people to stop giving away their energy which basically means being controlled by their ego-based fear; caring more about what people think of them than how they feel about themselves.

[26:30] We explore how mastering our energy physics in some ways comes down to being vulnerable and humble. “When you’re vulnerable that’s when you are least vulnerable and when you are least vulnerable that’s when you are most vulnerable.” according to Phil.

[29:00] Phil explains to us how “emotional labor is harder than intellectual labor or physical labor. It’s like Navy Seal training for your emotions.”

[30:30] When people are unwilling to change themselves they often try to use some type of position based power to get other people to change, to control and manipulate others. We talk through what this looks like in an org with a leader or leaders like that.

[34:10] Where Phil stands on Artificial Intelligence (AI).

[38:30] Explains what the Trust Economy is, how vast it is, and your network of trusted advisors is the most important asset that you have,

[46:00] He works with clients around the world and walks us through his executive coaching programs and process.

[48:07] A 40-year study of PhDs at UC Berkeley found that EQ was four times (4x) more powerful than IQ when predicting success.

Mentions:

Apple - https://www.apple.com

Book: “The Obstacle Is The Way” By Ryan Holiday - https://theobstacleistheway.com

Connect with Phil:

Phil’s LinkedIn - https://www.linkedin.com/in/philipjpjohnson/

We’re Just Getting Started

https://masterofbusinessleadership.libsyn.com/2023-the-new-challenges

Entrepreneurs Demonstrate A Special Emotional Intelligence

https://mises.org/library/phil-johnson-entrepreneurs-demonstrate-special-emotional-intelligence

The Servant Warrior Leader Audio Book

https://app.box.com/s/tdqdumhm2w8znnmmigqb

EQ Daily Newsletter 📈 Subscribe https://lnkd.in/dqxVrFZK\

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, we get an in-depth perspective from a seasoned CMO. We talk about driving growth in tough economic conditions, how AI is shifting competitive landscapes everywhere, and then we go deep on how Eric and his team at Cience are maximizing lead generation and sales development effectiveness for their clients.

There are a ton of gems in this interview mixed with a bit of fun. I think you might enjoy the discussion as much as we did recording it.

#salesconsultantpodcast #leadgeneration #salesdevelopment #salestech #ai #marketing #cmo #salesloft #hubspot #cms 

Time Stamps:

[:30] Eric has been his role at Cience for 6-years so out of the gate I ask him what would be next if it ended today.

[2:58] How he went from journalism to sales & marketing.

[5:35] I ask him what taught him more; university and earning his MBA or his times as CMO. He shares how his failures

[7:53] Eric explains what he learned from leading GTM teams through the downturn of 2008 and what lessons he’s applying today considering the current economic climate.

[12:30] How we are at a similar or greater technological point of inflection as when cloud computing and SaaS/ARR business models emerged.

[16:20] How Cience is incorporating AI into their business model particularly with offerings.

[19:35] Advice on how to shape a strong alignment between sales and marketing.

[25:34] Common marketing rookie mistakes that lead to Sales not trusting Marketing.

[28:10] We explore their sales tech stack and why they adopted SalesLoft over HubSpot’s native sequencing tool.

[31:00] How Cience is different from other Lead Gen services. Eric shares a bit about their strategy and “why they are skating to where they think the puck is going” as he says. He goes deep on their holistic approach to Sales Development with a software-first approach.

[39:40] What it looks like when Cience works alongside in-house SDR teams.

Mentions:

SalesLoft - https://salesloft.com

HUbSpot - https://www.hubspot.com

Connect with Eric:

Eric’s LinkedIn - https://www.linkedin.com/in/quanstrom/

Science’s website - https://www.cience.com/

Connect with Derrick:

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

During our interview we cover various topics including the problem of alignment during growth stages and the complexity that’s associated with it. 

We discuss the adoption of Sales Playbooks as well as the inhibitors and best practices. 

Meitar shares data on the administrative burden placed on reps associated with maintaining data and introduces Winn.ai, a Zoom Meetings app that provides guidance on what to say and ask during live calls while capturing required data that the rep needs to enter into the CRM. 

We also unpack how their NLP engine works and how the ability to capture data during calls automatically creates a new perspective on rep development. 

We wrap up with a peek into their roadmap. Meitar shares that they are working on releasing Smart Recap Emails, an integration with a dialer for supporting cold calls, and more apps for the other virtual meeting platforms like Teams and Google Meetings. 

#salesconsultantpodcast #salesenablement #discoverycalls #salesdemos #salesplaybook #salestraining #datacapture #ai #nlp #crm #virtualmeetings

Time Stamps:

[1:20] The problem of alignment during growth stages and the complexity that comes with that.

[6:50] Sales/SDR Playbook adoption. We discuss inhibitors and best practices to

[11:10] Meitar shares data on how much time reps are spending capturing and entering data into the systems/CRM. We walk through administrative burden placed on reps associated with maintaining data.

[17:36] She breaks down exactly how Winn.ai works and how it is used. Essentially, it is a Zoom Meetings App that’s running during your live calls providing guidance on what to say and ask. It also captures the structured field requirements that your CRM needs

[19:55] We unpack how their NLP engine works which handles capturing data during live calls.

[21:30] “Playbook Adherence %” is a new metric that emerges from this new Winn.ai ability. This creates a new perspective on rep development.

[24:00] Smart recap emails are on their product roadmap so reps won’t have to spend time writing follow up emails.

[25:25] Meitar talks about her background and how her first time selling was with Winn.ai so their tool was critical for her development.

[27:20] They are researching how they can integrate with a dialer so that they can support SDRs and sales reps during cold calls.

[29:33] We unpack her 5 years in the Israeli Air Force and how the skills she acquired transferred into her sales career.

[32:45] Teams and Google Meets are on the road map for 2023

[33:10] We walk through their onboarding process and how they help customers with playbook development. Then we get into how their pricing works.

Connect with Meitar:

Meitar’s LinkedIn Page - https://www.linkedin.com/in/meitar-landau/

Winn.ai - https://winn.ai

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - Meitar Landau is the Director of Sales and Customer Success for Winn.ai. Prior to joining Winn she was in the Israeli Air Force for 5 years as a flight simulation instructor. She shares some cool stories about her time in the Air Force but what really stood out is how Winn’ai helped her become a stellar salesperson within 18 months and with no prior experience.

During our interview we cover various topics including the problem of alignment during growth stages and the complexity that’s associated with it. 

We discuss the adoption of Sales Playbooks as well as the inhibitors and best practices. 

Meitar shares data on the administrative burden placed on reps associated with maintaining data and introduces Winn.ai, a Zoom Meetings app that provides guidance on what to say and ask during live calls while capturing required data that the rep needs to enter into the CRM. 

We also unpack how their NLP engine works and how the ability to capture data during calls automatically creates a new perspective on rep development. 

We wrap up with a peek into their roadmap. Meitar shares that they are working on releasing Smart Recap Emails, an integration with a dialer for supporting cold calls, and more apps for the other virtual meeting platforms like Teams and Google Meetings. 

#salesconsultantpodcast #salesenablement #discoverycalls #salesdemos #salesplaybook #salestraining #datacapture #ai #nlp #crm #virtualmeetings

Time Stamps:

[1:20] The problem of alignment during growth stages and the complexity that comes with that.

[6:50] Sales/SDR Playbook adoption. We discuss inhibitors and best practices to

[11:10] Meitar shares data on how much time reps are spending capturing and entering data into the systems/CRM. We walk through administrative burden placed on reps associated with maintaining data.

[17:36] She breaks down exactly how Winn.ai works and how it is used. Essentially, it is a Zoom Meetings App that’s running during your live calls providing guidance on what to say and ask. It also captures the structured field requirements that your CRM needs

[19:55] We unpack how their NLP engine works which handles capturing data during live calls.

[21:30] “Playbook Adherence %” is a new metric that emerges from this new Winn.ai ability. This creates a new perspective on rep development.

[24:00] Smart recap emails are on their product roadmap so reps won’t have to spend time writing follow up emails.

[25:25] Meitar talks about her background and how her first time selling was with Winn.ai so their tool was critical for her development.

[27:20] They are researching how they can integrate with a dialer so that they can support SDRs and sales reps during cold calls.

[29:33] We unpack her 5 years in the Israeli Air Force and how the skills she acquired transferred into her sales career.

[32:45] Teams and Google Meets are on the road map for 2023

[33:10] We walk through their onboarding process and how they help customers with playbook development. Then we get into how their pricing works.

Connect with Meitar:

Meitar’s LinkedIn Page - https://www.linkedin.com/in/meitar-landau/

Winn.ai - https://winn.ai

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

The Sales Consultant Facebook Page - https://www.facebook.com/thesalesconsultantpodcast

The Sales Consultant Instagram Page - https://www.instagram.com/salesconsultantpodcast/

In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies. 

Zack also discusses the upcoming ZoomInfo ChatGPT integration and how it will benefit their customers by providing prioritization and allowing small organizations to operate like an Enterprise org. 

Additionally, Zack offers career guidance and stresses the importance of building cross-functional relationships, being curious, & managing up and out.

Zack shares what their experience has been like transitioning the Sales Development team from remote to hybrid work. The conversation also touches on how they have their SDRs broken into product-specific focuses and how they track and measure productivity and efficiency metrics such as Pipeline per head and Revenue per head.

#salesconsultantpodcast #dataservices #technographics #firmographics #intentdata #chatgpt #careeradvice #gtm #salesdevelopment #specialization 

Time Stamps:

[2:00] Zack talks about how the Data Services space is evolving and how companies are leveraging data differently in their GTM. 

[7:15] We get into the ZoomInfo ChatGPT integration that hasn’t been released yet. Zack explains what this means for their customers. Prioritization is a big part of the value. Small orgs will be able to operate like an Enterprise org with Data Scientists and BI teams. 

[13:10] Talks about what he attributes his progressive career and provides career guidance to people on a similar trajectory. He stresses the importance of building cross-functional relationships and being curious about their area of the business. Don’t overlook managing up and managing out.

[23:24] Zack shares how it’s going for them since transitioning their Sales Development team from remote to hybrid. It’s still a work in progress but he goes into detail on why it's important for SDR teams specifically to have office time.

[34:40] Zack walks us through how they have their SDRs broken into product-specific focuses. With 4 core categories of products, each SDR is assigned to one which creates an entirely new level of complexity in a GTM motion but also creates a lot of opportunities. 

[45:20] Then he gets into how they think about tracking and measuring including productivity and efficiency metrics. Pipeline per head and Revenue per head are other KPIs they’re looking at. 

Mentions:

• PR from Zoominfo on their upcoming ChatGPT integration - https://ir.zoominfo.com/news-releases/news-release-details/zoominfo-will-integrate-gpt-its-go-market-platform

Connect with Zack:

Zack’s LinkedIn Page - https://www.linkedin.com/in/zacharytthompson/

ZoomInfo - https://www.zoominfo.com

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Zack Thompson is the Director of Sales Development for Emerging Markets & Expansion and he has about 120 SDRs rolling into him.

In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies. 

Zack also discusses the upcoming ZoomInfo ChatGPT integration and how it will benefit their customers by providing prioritization and allowing small organizations to operate like an Enterprise org. 

Additionally, Zack offers career guidance and stresses the importance of building cross-functional relationships, being curious, & managing up and out.

Zack shares what their experience has been like transitioning the Sales Development team from remote to hybrid work. The conversation also touches on how they have their SDRs broken into product-specific focuses and how they track and measure productivity and efficiency metrics such as Pipeline per head and Revenue per head.

#salesconsultantpodcast #dataservices #technographics #firmographics #intentdata #chatgpt #careeradvice #gtm #salesdevelopment #specialization 

Time Stamps:

[2:00] Zack talks about how the Data Services space is evolving and how companies are leveraging data differently in their GTM. 

[7:15] We get into the ZoomInfo ChatGPT integration that hasn’t been released yet. Zack explains what this means for their customers. Prioritization is a big part of the value. Small orgs will be able to operate like an Enterprise org with Data Scientists and BI teams. 

[13:10] Talks about what he attributes his progressive career and provides career guidance to people on a similar trajectory. He stresses the importance of building cross-functional relationships and being curious about their area of the business. Don’t overlook managing up and managing out.

[23:24] Zack shares how it’s going for them since transitioning their Sales Development team from remote to hybrid. It’s still a work in progress but he goes into detail on why it's important for SDR teams specifically to have office time.

[34:40] Zack walks us through how they have their SDRs broken into product-specific focuses. With 4 core categories of products, each SDR is assigned to one which creates an entirely new level of complexity in a GTM motion but also creates a lot of opportunities. 

[45:20] Then he gets into how they think about tracking and measuring including productivity and efficiency metrics. Pipeline per head and Revenue per head are other KPIs they’re looking at. 

Mentions:

• PR from Zoominfo on their upcoming ChatGPT integration - https://ir.zoominfo.com/news-releases/news-release-details/zoominfo-will-integrate-gpt-its-go-market-platform

Zack’s LinkedIn Page - https://www.linkedin.com/in/zacharytthompson/

ZoomInfo - https://www.zoominfo.com

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

The Sales Consultant Facebook Page - https://www.facebook.com/thesalesconsultantpodcast

The Sales Consultant Instagram Page - https://www.instagram.com/salesconsultantpodcast/

In this episode, we discuss the importance of mental health initiatives in organizations and the impact they have on sales performance. 

With alarming statistics showing that over 60% of sellers struggle with mental health and stress, Jeff provides data-driven insights on how addressing mental health can actually improve sales performance more than focusing solely on pointed problems like prospecting. 

Jeff shares personal experiences and advice on how to frame mental health from a sales leadership perspective, and unpacks why people change jobs, often due to underlying mental health issues. 

He also talks about the downsides of burning and churning talent, and the importance of investing in mental health initiatives to improve employee productivity and well-being. With practical tips and mindset tricks, Jeff provides valuable insights from his consultant work at Sales Health Alliance and his book on normalizing conversations around mental health within sales organizations. 

This episode is a must-listen for anyone in sales leadership looking to improve their team's performance and well-being.

#salesconsultantpodcast #mentalhealth #employeeengagement #salesproductivity #saleseffectiveness #b2bsales #burnout #stress #anxietty #salesmanagement #salesconsulting

Time Stamps:

[2:33] I ask Jeff if Mental Health initiatives within organizations really work. He says absolutely and backs it up with data. 63% of sellers are struggling with mental health, 79% of sellers are feeling stressed or highly stressed. He cites examples of correlations between improved stress and improved sales performance.

[3:40] Jeff talks about how trying to address pointed problems like prospecting isn’t as impactful as addressing mental health.

[8:25] Jeff explains how to frame mental health from a sales leadership perspective. I wish I would have had the advice he shares here earlier in my career.

[9:53] We unpack why people change jobs and how trying to prevent hiring people with poor mental health doesn’t work because people rarely share why they’re really changing. We might think and want to think that it's because of the opportunity to work with us or something like that but the real reason may be much more deeply rooted.

[15:39] He talks about his experience in sales and dealing with the associated stress. He went from University to a sales role and talks about a blindspot in the sales industry where the extent of stress that the common fresh grads that enter sales forces is maybe heartbreak or failed a class. That’s their stress baseline which is much different than what you experience in sales.

20:23] Jeff explains why, “Anxiety in sales is not optional.” 

23:25] We get into the notion of ‘burning and churning’ talent. Jeff breaks down his viewpoint on how sales leadership has adopted this approach because they can always find more talent but the reality is this is costing organizations millions of dollars. The name of the game now is “do more with less” and constant turnover does not align with that. “You need to get more out of your people, not less, and to get the most out of them you have to get them to stick around.”

27:13] We discuss the downsides of not investing into mental health initiatives and deploying some of these best practices. Jeff explains the concept of “Presenteeism” where employees are ‘clocked but checked out’. The study he cites found that businesses lose, on average, per employee, 57 working days per year due to Presenteeism. Someone who would have taken 10 minutes to write...]]>Jeff Riseley is the Founder of Sales Health Alliance which is a consultancy that focuses on the mental health and well-being of sales professionals. They provide resources, education, and support to people in sales who may be experiencing stress, burnout, or other mental health challenges.

In this episode, we discuss the importance of mental health initiatives in organizations and the impact they have on sales performance. 

With alarming statistics showing that over 60% of sellers struggle with mental health and stress, Jeff provides data-driven insights on how addressing mental health can actually improve sales performance more than focusing solely on pointed problems like prospecting. 

Jeff shares personal experiences and advice on how to frame mental health from a sales leadership perspective, and unpacks why people change jobs, often due to underlying mental health issues. 

He also talks about the downsides of burning and churning talent, and the importance of investing in mental health initiatives to improve employee productivity and well-being. With practical tips and mindset tricks, Jeff provides valuable insights from his consultant work at Sales Health Alliance and his book on normalizing conversations around mental health within sales organizations. 

This episode is a must-listen for anyone in sales leadership looking to improve their team's performance and well-being.

#salesconsultantpodcast #mentalhealth #employeeengagement #salesproductivity #saleseffectiveness #b2bsales #burnout #stress #anxietty #salesmanagement #salesconsulting

Time Stamps:

[2:33] I ask Jeff if Mental Health initiatives within organizations really work. He says absolutely and backs it up with data. 63% of sellers are struggling with mental health, 79% of sellers are feeling stressed or highly stressed. He cites examples of correlations between improved stress and improved sales performance.

[3:40] Jeff talks about how trying to address pointed problems like prospecting isn’t as impactful as addressing mental health.

[8:25] Jeff explains how to frame mental health from a sales leadership perspective. I wish I would have had the advice he shares here earlier in my career.

[9:53] We unpack why people change jobs and how trying to prevent hiring people with poor mental health doesn’t work because people rarely share why they’re really changing. We might think and want to think that it's because of the opportunity to work with us or something like that but the real reason may be much more deeply rooted.

[15:39] He talks about his experience in sales and dealing with the associated stress. He went from University to a sales role and talks about a blindspot in the sales industry where the extent of stress that the common fresh grads that enter sales forces is maybe heartbreak or failed a class. That’s their stress baseline which is much different than what you experience in sales.

20:23] Jeff explains why, “Anxiety in sales is not optional.” 

23:25] We get into the notion of ‘burning and churning’ talent. Jeff breaks down his viewpoint on how sales leadership has adopted this approach because they can always find more talent but the reality is this is costing organizations millions of dollars. The name of the game now is “do more with less” and constant turnover does not align with that. “You need to get more out of your people, not less, and to get the most out of them you have to get them to stick around.”

27:13] We discuss the downsides of not investing into mental health initiatives and deploying some of these best practices. Jeff explains the concept of “Presenteeism” where employees are ‘clocked but checked out’. The study he cites found that businesses lose, on average, per employee, 57 working days per year due to Presenteeism. Someone who would have taken 10 minutes to write an email is now taking 30+ minutes. Brain fog. Lower activity and rep productivity.

[29:49] Jeff talks about his consultant; Sales Health Alliance; and how he serves clients. He shares how he uses a data driven model using science based diagnostic tools.

[35:48] Jeff shares a mindset trick called “maybe they” and how it can be used in a stressful state to course correct your emotions. Another one is changing “I have to” to “I get to.” I’ve been using this everyday since our interview and while so small it has had a pretty big impact on the story in my head.

[40:08] I ask him to talk about the book and how he intended for people to use it. He makes a point by comparing the stigma that used to exist when someone would catch covid early days of the pandemic and how through consistent dialogue it now has become a very empathetic thing where we’re no longer ashamed to talk about it. He says the same playbook can be followed in normalizing how we treat and talk about mental health. The book was written in a way that it can be used to help normalize these conversations within sales orgs. 

[44:53] Jeff talks to us about his concept of “PIP 2.0” from the book.

[48:03] Jeff shares a better viewpoint on Quota Relief during vacations and how important it is to the recovery process for our sellers over the long term.

Mentions:

• (Whitepaper) “Presenteeism: Clocked In But Checked Out” - https://community.virginpulse.com/en-gb/workplace-presenteeism
• (Book) “Stress Less, Sell More” - https://saleshealthalliance.com/stress-less-sell-more-book/

Connect with Jeff:

Jeff’s LinkedIn Page - https://www.linkedin.com/in/jeffriseley/

Sales Health Alliance - https://saleshealthalliance.com

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Connect with The Show:

The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

The Sales Consultant Facebook Page - https://www.facebook.com/thesalesconsultantpodcast

The Sales Consultant Instagram Page - https://www.instagram.com/salesconsultantpodcast/

In this interview, Tom shares his insights and experiences as a Sales Enablement leader and consultant. He discusses how his background in Product Marketing helped him have a successful career in Sales Enablement which he describes as the "Strategy to Execution Arch." 

Tom also talks about the future of Sales Enablement and how it should be a strategic priority within the business, rather than just the last stop. 

He shares his strategies for landing big clients as an independent consultant and goes in-depth on his experiences leading a project with Microsoft that involved 36,000 salespeople. Tom also shares important lessons he learned from his time on these projects, including how to measure sales enablement and what KPIs to use. 

The interview concludes with a lively discussion on AI in Sales Enablement which segways to an interesting debate on whether or not AI will replace jobs in sales.

If you're interested in sales enablement or sales enablement consulting, this interview is definitely worth a listen.

#salesconsultantpodcast #salesenablement #consulting #salesconsultant #productmarketing #gtmmessaging #gtmstrategy #gtmexecution #gotomarket #gtm #contentmanagement 

Time Stamps:

[:30] Tom talks about how his background and how coming from Product Marketing helped fuel his career as a Sales Enablement leader and consultant. He describes it as the “Strategy to Execution Arch.”

[8:12] Tom talks about where he thinks Sales Enablement can go in terms of being a strategic priority within the business. Normally it’s the last stop when everything should go through it.

[10:30] He shares his strategy for landing big client projections at big enterprise companies like Microsoft, VMware, and PayPal as an independent consultant. Every independent consultant is thinking about how to acquire new clients so you’ll want to listen to this part if that’s you or if it might be you one day.

[15:00] We dug into one of his big projects at Microsoft where the scope included 36,000 salespeople. That wasn’t a typo. Yes, 36k! It’s kind of a big deal. They did $26B in revenue the year before. The sales operations team had 2,600 people alone.

[17:56] He discusses how he was brought in to establish a Project Management Office (PMO) within the Sales Operations organization to get their arms around all the programs that were landing on one or more of the teams.

{21:15] One of the important lessons he learned from his time on those projects was how good large companies are at ‘If-then Planning” which includes a particular focus on identifying dependencies.

{22:20] Tom breaks down how to look at measuring sales enablement and what those KPIs should be. He has a full video on the topic called, “6 Sets of Metrics for Managing Sales Enablement” that explains this in detail.

[29:30] We quickly talk about Sales Enablement & Content Management tools and how they should be leveraged to drive guidance. This leads to discussion about how AI will enable sales enablement strategies and impact sales jobs.

[43:00] How he learned a valuable lesson to always be prospecting as an independent consultant. He came off a big project and didn’t have a pipeline. From there he breaks down how he’s developing new business for his newest venture GoMo Consulting today

Mentions:

• Video - “6 Sets of Metrics for Managing Sales Enablement” - Tom George is the Founder and Principal of GoMo Consulting. A management consulting firm specializing in Sales Enablement.

  In this interview, Tom shares his insights and experiences as a Sales Enablement leader and consultant. He discusses how his background in Product Marketing helped him have a successful career in Sales Enablement which he describes as the "Strategy to Execution Arch." 

  
  

  Tom also talks about the future of Sales Enablement and how it should be a strategic priority within the business, rather than just the last stop. 

  
  

  He shares his strategies for landing big clients as an independent consultant and goes in-depth on his experiences leading a project with Microsoft that involved 36,000 salespeople. Tom also shares important lessons he learned from his time on these projects, including how to measure sales enablement and what KPIs to use. 

  
  

  The interview concludes with a lively discussion on AI in Sales Enablement which segways to an interesting debate on whether or not AI will replace jobs in sales.

  
  

  If you're interested in sales enablement or sales enablement consulting, this interview is definitely worth a listen.

  
  

  #salesconsultantpodcast #salesenablement #consulting #salesconsultant #productmarketing #gtmmessaging #gtmstrategy #gtmexecution #gotomarket #gtm #contentmanagement 

  
  

  Time Stamps:

  [:30] Tom talks about how his background and how coming from Product Marketing helped fuel his career as a Sales Enablement leader and consultant. He describes it as the “Strategy to Execution Arch.”

  [8:12] Tom talks about where he thinks Sales Enablement can go in terms of being a strategic priority within the business. Normally it’s the last stop when everything should go through it.

  [10:30] He shares his strategy for landing big client projections at big enterprise companies like Microsoft, VMware, and PayPal as an independent consultant. Every independent consultant is thinking about how to acquire new clients so you’ll want to listen to this part if that’s you or if it might be you one day.

  [15:00] We dug into one of his big projects at Microsoft where the scope included 36,000 salespeople. That wasn’t a typo. Yes, 36k! It’s kind of a big deal. They did $26B in revenue the year before. The sales operations team had 2,600 people alone.

  [17:56] He discusses how he was brought in to establish a Project Management Office (PMO) within the Sales Operations organization to get their arms around all the programs that were landing on one or more of the teams.

  {21:15] One of the important lessons he learned from his time on those projects was how good large companies are at ‘If-then Planning” which includes a particular focus on identifying dependencies.

  {22:20] Tom breaks down how to look at measuring sales enablement and what those KPIs should be. He has a full video on the topic called, “6 Sets of Metrics for Managing Sales Enablement” that explains this in detail.

  [29:30] We quickly talk about Sales Enablement & Content Management tools and how they should be leveraged to drive guidance. This leads to discussion about how AI will enable sales enablement strategies and impact sales jobs.

  [43:00] How he learned a valuable lesson to always be prospecting as an independent consultant. He came off a big project and didn’t have a pipeline. From there he breaks down how he’s developing new business for his newest venture GoMo Consulting today

  
  

  Mentions:

  
  

  • Video - “6 Sets of Metrics for Managing Sales Enablement” - https://share.vidyard.com/watch/71EESozaYtDnWDwL27cZBE
  
  

  
  

  
  

  
  

  Guest Bio:

  ?Tom George is an experienced independent consultant, with a background in GTM Ops and Sales Enablement. He has worked on big projects for leading technology companies such as Microsoft, VMware, PayPal, Avaya, and Cisco. In his role at Microsoft, he set up a project management office in Sales Ops for their enterprise products group. He has also served as Founder/System Integrator for GTM Ops and Sales Engagement tech at Enablio, VP of Customer Enablement at Tribyl, and VP Global Sales Enablement at Skedulo, where he led a team of 3 and enabled 40 SDRs, AEs, and SEs. Currently, as Principal Consultant at GoMo Consulting, he provides consulting services for go-to-market, product marketing, and sales enablement.

  
  

  Connect with Tom:

  GoMO Consulting - https://gomo-consulting.com/index.php

  Tom’s LinkedIn Profile - https://www.linkedin.com/in/tgeorgenet/

  
  

  
  

  ____________

  
  

  Connect with Derrick and the show:

  
  

  The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

  
  

  The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

  
  

  The Sales Consultant Facebook Page - https://www.facebook.com/thesalesconsultantpodcast

  
  

  The Sales Consultant Instagram Page - https://www.instagram.com/salesconsultantpodcast/

  
  

  Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

  
  

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  
  

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

  
  

  ]]>5e57237b-dc04-40f1-a3be-bea1899543baFri, 31 Mar 2023 04:00:00 -070057:39falsefull2525Derrick WilliamsVP of Sales to Chief Sales Scientist with David Priemer #024David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling.

  He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams

  The first half of our interview we embark down the path of David’s journey from VP of Sales to starting his own practice. 

  
  

  One of the most inspiring stories I’ve heard since starting the podcast is his story of overcoming cancer and what it taught him about sales. 

  
  

  He also shares actionable tactics, including his concept of hidden pains, fixing asymmetry, and using polarizing statements to move sales conversations forward. 

  
  

  Overall, this interview provides valuable insights and inspiration for anyone interested in sales, entrepreneurship, or consulting.

  
  

  #salesconsultantpodcast #discovery #salesdemos #discoverycall #asymmetry #cancersurvivor #salesconsulting #salestraining #entrepreneurship #salesforce #vpofsales #salestips #salesskills

  
  

  Time Stamps:

  [:30] David talks about leading and growing sales more than 400% admits being acquired by Salesforce. David was VP of Sales at Rypple in 2012 when the company was acquired by Salesforce. He shares the celebration phase but how that faded quickly as he entered a massive organization. He had to learn how to be successful all over again. “It was a great lesson in agility". he says.

  [3:45] I ask why he left Salesforce. For someone who grew up in the Bay Area, I’ve always viewed Salesforce as an ideal place to work. 

  [7:40] David shares the origin story of Cerebral Selling, the company he started shortly after leaving Salesforce. The idea was born back during his days at Salesforce while in a new specialized role where he was running internal and external educational events. As part of this he would write a lot of content for Salesforce and it was this that rolled into his Cerebral Selling content. It’s a great story - you have to check it out. It’s super inspiring for anyone who’s interested in parlaying their sales career into consulting or training.

  [12:23] He explains his belief that people tend to overestimate the risk associated with following their heart and doing what they love to do.

  [13:30] Talks about how he acquired his first clients and gives advice to anyone who might be in that position now. He goes on to explain his ‘comedy club’ concept for new entrepreneurs. He essentially says to start in your backyard and practice your pitch and work streams to help you refine your message/offerings. This part of the interview is punched full of wisdom on how to build your consultancy business. Including his perspective on nitching down and owning ‘your thing’.

  [19:34] I ask David how writing his book, “Sell The Way You Buy”, helped to shape his practice. He unpacks his ‘why’ for writing the book. He wanted to write a book that stood the test of time. In terms of how it helped shape his business he says it a) forced him to crystalize his ideas, b) gives him authority in the space, c) creates opportunities, and d) provides a stream of revenue. 

  [29:00] David talks about fighting two bouts with cancer during his time with Salesforce. I was blown away when he basically says the stress at Salesforce may have caused the cancer. That’s why he said this was “the worst time of his life” at the beginning of the interview.

  [32:00] He says that when he was getting ready to make the leap and start his business he told himself that he would be ok with making less than he was making at Salesforce because he knew he would be more fulfilled. Funny thing is though… he made more in his first year than he was as a VP of Sales.

  [33:00] We transitioned...]]>David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling.

  He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams

  The first half of our interview we embark down the path of David’s journey from VP of Sales to starting his own practice. 

  
  

  One of the most inspiring stories I’ve heard since starting the podcast is his story of overcoming cancer and what it taught him about sales. 

  
  

  He also shares actionable tactics, including his concept of hidden pains, fixing asymmetry, and using polarizing statements to move sales conversations forward. 

  
  

  Overall, this interview provides valuable insights and inspiration for anyone interested in sales, entrepreneurship, or consulting.

  
  

  #salesconsultantpodcast #discovery #salesdemos #discoverycall #asymmetry #cancersurvivor #salesconsulting #salestraining #entrepreneurship #salesforce #vpofsales #salestips #salesskills

  
  

  Time Stamps:

  [:30] David talks about leading and growing sales more than 400% admits being acquired by Salesforce. David was VP of Sales at Rypple in 2012 when the company was acquired by Salesforce. He shares the celebration phase but how that faded quickly as he entered a massive organization. He had to learn how to be successful all over again. “It was a great lesson in agility". he says.

  [3:45] I ask why he left Salesforce. For someone who grew up in the Bay Area, I’ve always viewed Salesforce as an ideal place to work. 

  [7:40] David shares the origin story of Cerebral Selling, the company he started shortly after leaving Salesforce. The idea was born back during his days at Salesforce while in a new specialized role where he was running internal and external educational events. As part of this he would write a lot of content for Salesforce and it was this that rolled into his Cerebral Selling content. It’s a great story - you have to check it out. It’s super inspiring for anyone who’s interested in parlaying their sales career into consulting or training.

  [12:23] He explains his belief that people tend to overestimate the risk associated with following their heart and doing what they love to do.

  [13:30] Talks about how he acquired his first clients and gives advice to anyone who might be in that position now. He goes on to explain his ‘comedy club’ concept for new entrepreneurs. He essentially says to start in your backyard and practice your pitch and work streams to help you refine your message/offerings. This part of the interview is punched full of wisdom on how to build your consultancy business. Including his perspective on nitching down and owning ‘your thing’.

  [19:34] I ask David how writing his book, “Sell The Way You Buy”, helped to shape his practice. He unpacks his ‘why’ for writing the book. He wanted to write a book that stood the test of time. In terms of how it helped shape his business he says it a) forced him to crystalize his ideas, b) gives him authority in the space, c) creates opportunities, and d) provides a stream of revenue. 

  [29:00] David talks about fighting two bouts with cancer during his time with Salesforce. I was blown away when he basically says the stress at Salesforce may have caused the cancer. That’s why he said this was “the worst time of his life” at the beginning of the interview.

  [32:00] He says that when he was getting ready to make the leap and start his business he told himself that he would be ok with making less than he was making at Salesforce because he knew he would be more fulfilled. Funny thing is though… he made more in his first year than he was as a VP of Sales.

  [33:00] We transitioned into what having cancer taught him about sales. He actually wrote a blog about it. Click here to check it out. Here are a couple things: “Humans crave certainty.”, “Our brains are prediction machines.”, and “Bad salespeople are not bad people.” (CLIP THIS)

  [39:10] We transition again.. This time to the Discovery phase. The question is why should or shouldn’t we show the product when we are early in the sales process. His advice on this might be a mind-shift for you. A good mind-shift. If you’re looking for some super actionable tactics that you can implement now… ⏩ to here. “The product isn’t that transformative until we’ve deepened our customer’s awareness of the problem they have and why they can’t solve it themselves.”

  [43:35] We unpack his concept of the hidden or unspoken pains. The problems that you have that you're not holding back. You’re just not in tune enough with what those things are. He references a video that he put out called, “The Ninja Pitch” that you gotta check out.

  [48:00] Talks about: “How Younger Salespeople Can Win Over Older Customers” which is also the title of an article that he wrote in Harvard Business Review. The premise of it is on fixing asymmetry.

  [52:12] David breaks down a technique that he teaches sales teams called, “Polarizing Statements”. This is another gem that you can start using today to move sales conversations forward. In his article, “Three Principles Scientifically Proven to Help Your Message Break Through Your Customer’s Armor” he breaks it down.

  
  

  Mentions:

  
  

  • Book: “Sell The Way You Buy” - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203
  
  

  
  

  • Blog Post: “What Cancer Taught Me About Sales” - https://cerebralselling.com/what-cancer-taught-me-about-sales/
  
  

  
  

  • Video: “The Ninja Pitch” - https://www.youtube.com/watch?v=FTEVidWsXvU
  
  

  
  

  • Article: How Younger Salespeople Can Win Over Older Customers - https://hbr.org/2019/04/how-younger-salespeople-can-win-over-older-customers
  
  

  
  

  • Blog Post: “Three Principles Scientifically Proven to Help Your Message Break Through Your Customer’s Armor” - https://cerebralselling.com/principles-that-help-messages-break-through/
  
  

  
  

  Guest Bio:

  Click here to read David’s bio.

  
  

  Connect with David:

  Cerebral Selling website - https://cerebralselling.com

  
  

  Cerebral Selling YouTube - https://www.youtube.com/@CerebralSelling

  
  

  David’s LinkedIn - https://www.linkedin.com/in/dpriemer/

  
  

  ____________

  
  

  Connect with Derrick and the show:

  
  

  The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

  
  

  The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

  
  

  The Sales Consultant Facebook Page - https://www.facebook.com/thesalesconsultantpodcast

  
  

  The Sales Consultant Instagram Page - https://www.instagram.com/salesconsultantpodcast/

  
  

  Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

  
  

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  
  

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

  ]]>166ff70f-e4a8-458f-a848-e90183ca9423Fri, 31 Mar 2023 04:00:00 -070058:04falsefull2424Derrick WilliamsFrom "Bad Yes" to "Good No": Chasing Rejection in Sales with Andrea Waltz #023In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No". 

  Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit rejection" and how comfort zones are never static. 

  
  

  We also dive into the importance of setting "no" goals and how to implement the "Go For No" approach responsibly. 

  
  

  Andrea shares stories of companies that have succeeded by embracing rejection and discusses the dynamics of co-authoring a book with her husband. 

  
  

  Lastly, we talk about their latest book, "When They Say No: The Definitive Guide For Handling Rejection In Sales", and the impact of "bad yes" in the sales process. 

  
  

  #salesconsultantpodcast #GoForNo #WhenTheySayNo #SalesTips #SalesSuccess #MindsetShift #SalesGoals #PodcastInterview #EmbraceRejection #NoMeansNextOpportunity #BusinessAdvice #SalesAdvice

  
  

  Time Stamps:

  [:23] One of the first things that stood out to me in the book was this line that reads: “The Salesperson never decides when the sale is over, the customer does.”, so I ask her to start there and explain what that means.

  [2:15] Andrea provides us with an overview of the book which essentially is a short fable about an ordinary/average salesperson who one day wakes up in a huge mansion belonging to a wildly successful version of himself 10 years in the future. The story centers around the exploration of how their roads diverged. He was on the average to mediocrity but someone this alternative version took another route and became massively successful. But how?! He can just figure out his future self got to the top and then figure out how to get back to where he left off in his normal life, then somehow he can prevent ending up with a less than ideal life.

  [4:03] We talk about how learning to not only embrace failure and “no” but to strive for it in a responsible manner is the path for all of us to create the future version of ourselves that we aspire to.

  [6:55] Andrea describes the difference between Explicit Rejection and Implicit Rejection. Explicit Rejection is direct (“No I do not want to meet with your”)  while Implicit Rejection is indirect (lack of engagement on a social post)

  [8:26] We unpack the following quote: “Comfort zones are never static. They are always in a state of expansion or retraction.” 

  [11:45] The best way to implement Go For Now is to set “No” goals. She reinforces the fact that all metrics around us are “Yes” goals. You can set no goals in general or even in a sales process. Even as authors of the book Go For No they also struggle with focusing on yes goals. 

  [17:43] Going for no does not mean failing intentionally. Andrea talks about the “best effort” that’s built into the concept. She also speaks to the difference between expecting a no and accepting a no.

  [19:53] We review some examples of greatness where they failed their way to success.

  [21:03] A story about a sales consultant from the book who gave a company some “no advice” and helped them operationalize some “no tactics” which led to the company not only increasing sales but saving it from going under.

  [23:43] Pikes Syndrome is explained. It’s essentially a study that demonstrates how self limiting belief systems are created within our mind that prevent us from acquiring that which is actually within our reach.

  [25:30] She talks about how we make assumptions about what people are going to do or say to protect ourselves. I quote the book where they say, “the only way to desensitize a word is to use it and the only way to desensitize an action is to do it.”

  [27:13] When you’re dealing with “maybes”, remove the pressure of telling you no by telling prospects it's ok to say no. This]]>In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No". 

  Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit rejection" and how comfort zones are never static. 

  
  

  We also dive into the importance of setting "no" goals and how to implement the "Go For No" approach responsibly. 

  
  

  Andrea shares stories of companies that have succeeded by embracing rejection and discusses the dynamics of co-authoring a book with her husband. 

  
  

  Lastly, we talk about their latest book, "When They Say No: The Definitive Guide For Handling Rejection In Sales", and the impact of "bad yes" in the sales process. 

  
  

  #salesconsultantpodcast #GoForNo #WhenTheySayNo #SalesTips #SalesSuccess #MindsetShift #SalesGoals #PodcastInterview #EmbraceRejection #NoMeansNextOpportunity #BusinessAdvice #SalesAdvice

  
  

  Time Stamps:

  [:23] One of the first things that stood out to me in the book was this line that reads: “The Salesperson never decides when the sale is over, the customer does.”, so I ask her to start there and explain what that means.

  [2:15] Andrea provides us with an overview of the book which essentially is a short fable about an ordinary/average salesperson who one day wakes up in a huge mansion belonging to a wildly successful version of himself 10 years in the future. The story centers around the exploration of how their roads diverged. He was on the average to mediocrity but someone this alternative version took another route and became massively successful. But how?! He can just figure out his future self got to the top and then figure out how to get back to where he left off in his normal life, then somehow he can prevent ending up with a less than ideal life.

  [4:03] We talk about how learning to not only embrace failure and “no” but to strive for it in a responsible manner is the path for all of us to create the future version of ourselves that we aspire to.

  [6:55] Andrea describes the difference between Explicit Rejection and Implicit Rejection. Explicit Rejection is direct (“No I do not want to meet with your”)  while Implicit Rejection is indirect (lack of engagement on a social post)

  [8:26] We unpack the following quote: “Comfort zones are never static. They are always in a state of expansion or retraction.” 

  [11:45] The best way to implement Go For Now is to set “No” goals. She reinforces the fact that all metrics around us are “Yes” goals. You can set no goals in general or even in a sales process. Even as authors of the book Go For No they also struggle with focusing on yes goals. 

  [17:43] Going for no does not mean failing intentionally. Andrea talks about the “best effort” that’s built into the concept. She also speaks to the difference between expecting a no and accepting a no.

  [19:53] We review some examples of greatness where they failed their way to success.

  [21:03] A story about a sales consultant from the book who gave a company some “no advice” and helped them operationalize some “no tactics” which led to the company not only increasing sales but saving it from going under.

  [23:43] Pikes Syndrome is explained. It’s essentially a study that demonstrates how self limiting belief systems are created within our mind that prevent us from acquiring that which is actually within our reach.

  [25:30] She talks about how we make assumptions about what people are going to do or say to protect ourselves. I quote the book where they say, “the only way to desensitize a word is to use it and the only way to desensitize an action is to do it.”

  [27:13] When you’re dealing with “maybes”, remove the pressure of telling you no by telling prospects it's ok to say no. This will give people the freedom to become a lot more open minded.

  [30:00] I don’t see a lot of married couples who have written sales books together so I ask her to walk us through what the process is like and what kind of dynamic it creates when writing a book together.

  [34:38] Andrea talks about their new book… “When They Say No: The Definitive Guide For Handling Rejection In Sales” 

  37:49] We break down the notion of a “bad yes” and how they impact us during the sales process.

  
  

  Mentions:

  
  

  • The quote "the only way for us to know how far we can go is to take chances" is commonly attributed to the American author and motivational speaker, Tony Robbins (https://www.tonyrobbins.com). This quote highlights the idea that taking risks and stepping outside of our comfort zones can help us discover our true potential and what we are capable of achieving.
  
  

  
  

  
  

  Guest Bio:

  
  

  Andrea Waltz is a sought-after keynote speaker, as well as a bestselling author and business consultant. She is best known for co-authoring the books "Go for No!" and "When They Say No", which have become international bestsellers and have helped countless individuals and organizations to achieve success in sales and business.

  
  

  As a keynote speaker, Andrea brings her expertise in sales, marketing, and personal development to the stage, delivering engaging, inspiring, and practical presentations that empower audiences to overcome their fears, embrace rejection, and achieve their goals. Her talks are based on the "Go for No!" philosophy, which encourages individuals to shift their mindset from a fear of failure to a love of success, and to embrace rejection as an essential part of the success journey.

  
  

  Andrea's keynote speeches are filled with real-life examples, actionable strategies, and practical advice that audiences can use immediately to improve their results. Her presentations are delivered with energy, humor, and enthusiasm, leaving audiences feeling motivated and inspired to take action towards achieving their goals.

  
  

  Whether she is speaking to a group of sales professionals, entrepreneurs, or business leaders, Andrea's messages are always relevant, impactful, and transformative, making her a sought-after speaker for conferences, events, and organizations around the world.

  
  

  Connect with us:

  Go For No - https://www.goforno.com

  Andrea’s LinkedIn - https://www.linkedin.com/in/goforno/

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  
  

  
  

  ]]>91ed0344-e162-4c9a-8c01-732b5c0d2aa9Fri, 24 Mar 2023 04:00:00 -070040:45falsefull2323Derrick WilliamsBuild It While You Fly: The Story of Lavender.ai with William Ballance #022In this episode, we hear from William Ballance, the founder of Lavender.ai, a successful startup that offers AI-powered personalized email outreach. 

  William shares his experiences of traveling around the world while building his company, attending industry events, meeting investors, and working with his team. He also talks about the challenges and successes Lavender has faced, including the company's focus on hiring for product and engineering roles. 

  Additionally, William discusses Lavender's approach to driving revenue and their strategy around communities and product-led growth. The episode also touches on the unique aspects of Lavender's AI-powered email outreach platform and how it differs from other cold email tools in the market. 

  
  

  Finally, William shares his perspective on failure and how it should be viewed as an opportunity to learn and evolve.

  
  

  #salesconsultantpodcast #coldemail #emailprospecting #email #ai #generativeai #artificialintelligence #b2bsales #gtm #growth

  
  

  Time Stamps:

  [:30] WIlliam shares how things are going at Lavender and what it’s like to travel as often as he does to places around the world while building a successful startup. He literally takes us around the globe.. Portugal, Finland, and Poland, as he attends industry events, meets with investors, and works all sorts of hours to connect with his team. All this while closing their series A. William also shares a quick story about how Twilio (https://www.twilio.com) laid off 11% of their staff at the same time that they implemented Lavender and were able to increase their demos booked by 60%.

  [6:38] He talks about what has changed for Lavender in the last 10 months since the last time I interviewed him. 

  [10:00] Talks about how they’re hiring for product and engineering and how building out those areas is their top priority so that they can get caught up on their backlog of product releases. 

  [13:35] I ask WIlliam to share with us what they’re doing to drive revenue (other than using their platform) and he gives us the full scoop on how they approach GTM.

  [16:00] Talks about the role they have now dedicated to driving their strategy around communities and product-led growth.

  [17:38] He explains how their ‘give first’ strategy (without expectation) works with their content and their product. Then goes into how they zig when everyone else is zagging

  20:50] The story on how the Lavender song came to be.

  [21:25] Other b2b companies get caught up in being b2b companies which prevents them from being more innovative in their GTM approaches. 

  [25:00] I ask him to talk about how they’re different from the other cold email tools built on AI that we’re starting to see emerge. 

  [32:00] We go back in time to the inflection point where he and his partner decided to focus on building a product to enable one to one emails. It was a big bet that has paid off and I wanted to know how they knew this would take off.

  [38:25] William shares his perspective on failure as an entrepreneur. It should be viewed as an opportunity to learn and evolve so it should be celebrated.

  
  

  
  

  Mentions:

  
  

  • https://www.lavender.ai
  • https://www.twilio.com
  • https://www.outreach.io
  • https://woodpecker.co
  
  

  
  

  
  

  Guest Bio:

  
  

  William Ballance is the CEO and Co-founder of Lavender.ai, a startup...]]>In this episode, we hear from William Ballance, the founder of Lavender.ai, a successful startup that offers AI-powered personalized email outreach. 

  William shares his experiences of traveling around the world while building his company, attending industry events, meeting investors, and working with his team. He also talks about the challenges and successes Lavender has faced, including the company's focus on hiring for product and engineering roles. 

  Additionally, William discusses Lavender's approach to driving revenue and their strategy around communities and product-led growth. The episode also touches on the unique aspects of Lavender's AI-powered email outreach platform and how it differs from other cold email tools in the market. 

  
  

  Finally, William shares his perspective on failure and how it should be viewed as an opportunity to learn and evolve.

  
  

  #salesconsultantpodcast #coldemail #emailprospecting #email #ai #generativeai #artificialintelligence #b2bsales #gtm #growth

  
  

  Time Stamps:

  [:30] WIlliam shares how things are going at Lavender and what it’s like to travel as often as he does to places around the world while building a successful startup. He literally takes us around the globe.. Portugal, Finland, and Poland, as he attends industry events, meets with investors, and works all sorts of hours to connect with his team. All this while closing their series A. William also shares a quick story about how Twilio (https://www.twilio.com) laid off 11% of their staff at the same time that they implemented Lavender and were able to increase their demos booked by 60%.

  [6:38] He talks about what has changed for Lavender in the last 10 months since the last time I interviewed him. 

  [10:00] Talks about how they’re hiring for product and engineering and how building out those areas is their top priority so that they can get caught up on their backlog of product releases. 

  [13:35] I ask WIlliam to share with us what they’re doing to drive revenue (other than using their platform) and he gives us the full scoop on how they approach GTM.

  [16:00] Talks about the role they have now dedicated to driving their strategy around communities and product-led growth.

  [17:38] He explains how their ‘give first’ strategy (without expectation) works with their content and their product. Then goes into how they zig when everyone else is zagging

  20:50] The story on how the Lavender song came to be.

  [21:25] Other b2b companies get caught up in being b2b companies which prevents them from being more innovative in their GTM approaches. 

  [25:00] I ask him to talk about how they’re different from the other cold email tools built on AI that we’re starting to see emerge. 

  [32:00] We go back in time to the inflection point where he and his partner decided to focus on building a product to enable one to one emails. It was a big bet that has paid off and I wanted to know how they knew this would take off.

  [38:25] William shares his perspective on failure as an entrepreneur. It should be viewed as an opportunity to learn and evolve so it should be celebrated.

  
  

  
  

  Mentions:

  
  

  • https://www.lavender.ai
  • https://www.twilio.com
  • https://www.outreach.io
  • https://woodpecker.co
  
  

  
  

  
  

  Guest Bio:

  
  

  William Ballance is the CEO and Co-founder of Lavender.ai, a startup that helps sales professionals write better emails faster by leveraging personality and decision-making science. William is a former sales representative turned software designer who has been passionate about entrepreneurship from an early age.

  
  

  After studying Government and Economics, William wrote his senior thesis on using microfinance to encourage entrepreneurship and bottom-up development of emerging economies. Later, he led a successful campaign to save a historic women's college from closing, which inspired him to leave his job and start his first startup.

  
  

  Join us as we learn from William's journey, and how his experience in cognitive sciences has contributed to the success of Lavender.ai.

  
  

  
  

  Connect with us:

  https://www.lavender.ai

  
  

  William’s LinkedIn - https://www.linkedin.com/in/wmb1/

  Williams’s Instagram - @wmb1

  William’s TikTok - @willstartup

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  ]]>833e56d2-14d4-40de-8ca8-f6fd193e435aFri, 24 Mar 2023 04:00:00 -070041:43falsefull2222Derrick WilliamsBuilding a 7-Figure Sales Consultancy with Scott Leese #021Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.

  In this episode, I start out getting Scott’s input on a couple hot topics before jumping into how he’s been able to build a 7-figure Sales Consultancy.

  
  

  #salesconsultantpodcast #salesconsulting

  
  

  Time Stamps:

  [:33] I ask Scott what his message is to a manager that would tell a rep to quit and focus on their side hustle. Not in support of them but out of spite because the manager believes the rep will be distracted. 

  [5:35] Scott talks about being in leadership for the right reason and what that job is. #1 is to help people get to where they want to go in their careers.

  [7:15] He shares how having a reputation of being an effective leader who takes a people-first approach is a recruiting tool and leads to other monetary outcomes.

  [10:10] I ask Scott what his view is on reps who don’t take their manager or outside trainers/consultants seriously because in their mind the manager or whomever “hasn’t made a cold call in years.”

  [12:05] Scott says he would let someone fail if he were their sales manager and they were resistant to coaching because they had a good quarter or two. He goes on to say, “sometimes people aren’t ready to listen until they’ve slammed into a wall.”

  [15:19] Another great quote that Scott drops and provides context to is: “There are far too many people who hope that their role consists of being VP of Spreadsheets”. I nearly fell out of my chair during this part of the interview. He goes on to explain why managers as senior managers should keep selling and the impact it has on the org.

  [17:30] We start to dive into Scott’s Sales Consulting practice and how he’s been able to build a 7-figure practice.

  [21:28] Scott talks about consulting on the side for 7 years before he launched off on his own. This is where he really starts to lay out the blueprint for anyone looking to be a sales consultant.

  25:00] He shares why he made the transition from successful VP of Sales to starting his own consultancy. 

  [35:40] Scott provides a fresh perspective on how to improve as a sales consultant. I always has guests who are consultants/trainers how they get better and I know for sure that you will find Scott’s answer interesting. It’s a brilliant approach to keeping his skill set sharp.

  
  

  
  

  Mentions:

  • Wealthy Speaker 2.0 (book) - https://www.amazon.com/Wealthy-Speaker-2-0-completely-updated/dp/0978005988
  
  

  
  

  Guest Bio:

  Scott Leese Consulting, LLC was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.

  Connect with us:

  
  

  Scott’s LinkedIn - https://www.linkedin.com/in/scottleese/

  ScottLeeseConsulting.com

  Surfandsales.com

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn -...]]>Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.

  In this episode, I start out getting Scott’s input on a couple hot topics before jumping into how he’s been able to build a 7-figure Sales Consultancy.

  
  

  #salesconsultantpodcast #salesconsulting

  
  

  Time Stamps:

  [:33] I ask Scott what his message is to a manager that would tell a rep to quit and focus on their side hustle. Not in support of them but out of spite because the manager believes the rep will be distracted. 

  [5:35] Scott talks about being in leadership for the right reason and what that job is. #1 is to help people get to where they want to go in their careers.

  [7:15] He shares how having a reputation of being an effective leader who takes a people-first approach is a recruiting tool and leads to other monetary outcomes.

  [10:10] I ask Scott what his view is on reps who don’t take their manager or outside trainers/consultants seriously because in their mind the manager or whomever “hasn’t made a cold call in years.”

  [12:05] Scott says he would let someone fail if he were their sales manager and they were resistant to coaching because they had a good quarter or two. He goes on to say, “sometimes people aren’t ready to listen until they’ve slammed into a wall.”

  [15:19] Another great quote that Scott drops and provides context to is: “There are far too many people who hope that their role consists of being VP of Spreadsheets”. I nearly fell out of my chair during this part of the interview. He goes on to explain why managers as senior managers should keep selling and the impact it has on the org.

  [17:30] We start to dive into Scott’s Sales Consulting practice and how he’s been able to build a 7-figure practice.

  [21:28] Scott talks about consulting on the side for 7 years before he launched off on his own. This is where he really starts to lay out the blueprint for anyone looking to be a sales consultant.

  25:00] He shares why he made the transition from successful VP of Sales to starting his own consultancy. 

  [35:40] Scott provides a fresh perspective on how to improve as a sales consultant. I always has guests who are consultants/trainers how they get better and I know for sure that you will find Scott’s answer interesting. It’s a brilliant approach to keeping his skill set sharp.

  
  

  
  

  Mentions:

  • Wealthy Speaker 2.0 (book) - https://www.amazon.com/Wealthy-Speaker-2-0-completely-updated/dp/0978005988
  
  

  
  

  Guest Bio:

  Scott Leese Consulting, LLC was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Advisor, teaching Founders and Sales Leaders how to build a scalable and successful sales org.

  Connect with us:

  
  

  Scott’s LinkedIn - https://www.linkedin.com/in/scottleese/

  ScottLeeseConsulting.com

  Surfandsales.com

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  ]]>76525c1e-4d2d-42e8-9f58-3b2927e6bb8fFri, 24 Mar 2023 04:00:00 -070040:51falsefull2121Derrick WilliamsHow LeadIQ Makes Outbound Work with Daniel Rood #020Daniel Rood is the VP of Marketing at LeadIQ.

  After a recent webinar that he and his team led where they compared using ChatGPT and their new standalone product, Scribe, to see which was better for assisting in writing cold outbound emails, I knew I had to have Dan on to talk about generative ai in sales. I was blown away by what I saw. 

  During our interview, Dan helped put some important context to the discussion with advice on how to use storytelling structure to improve the effectiveness of our messaging and how we do discovery.

  While I had Dan I had to take the opportunity to pick his brain on what’s working at LeadIQ. They’re a successful company so I got a peek into how they’re doing to do more with less.

  
  

  #salesconsultantpodcast #generativeai #storytelling #salesdevelopment #outbound #personalization

  
  

  Time Stamps:

  [1:00] I ask Dan to tell us how he got to where he is without mentioning what’s on his resume or LinkedIn profile. Funny thing is I stole this question from him.

  [4:30] How music and story have a lot of similar qualities and how the principles of structure parallel to sales and outbound messaging.

  [5:50] Dan describes what a story is in one sentence and explains the structure of a good story including the primary characters. 

  [7:30] Covers the 3 main characteristics of a problem. We usually get the first one but rarely get to the second and third:  1) External Problem, 2) Internal Problem, and 3) A Philosophical Problem.

  [10:10] Why the Hero is the most powerful character in the story and they have 3 practical roles: 1) Empathy, 2) Authority, and 3) A Plan. Salespeople, take notes! 

  [13:00] Getting to the internal problem is hard, it has to do with exploring how people are ‘feeling’ so I ask Dan to share some techniques on how to get that out of our prospects.

  [16:24] Dan’s take on why sometimes reps should intentionally ‘misidentify the problem’ because it can lead to the prospect correcting them as to what the real problem is.

  [20:00] We dig into what’s working at LeadIQ in terms of driving pipeline and accelerating revenue. a) One of the things that’s working is their recent transition from their SDRs working remotely across the country to a hybrid model in the Denver area. b) Improving the intent data and lead scoring model to feed more and better leads to SDRs. This is partly driven by a change they’ve made in the approach to structuring territories.

  [27:20] Adds how they are finding new ways to run tests.

  29:25] Dan had shared with me offline that 50% of their funnel is created via outbound efforts by their SDRs and AEs. Their AEs are actually self-sourcing more new pipeline than ever before. Dan talks about how they’re doing this. “LeadIQ makes outbound work” -An Industry Board Advisor

  [30:18] Enters Scribe! Dan explains their new functionality and how they're personalizing at scale.

  [33:50] “Personalization at scale” using AI like ChatGPT comes under attack and has been labeled as “fake outreach” so I ask Dan to address this and explain where “human agency” fits into the workflow.

  [38:50] I ask Dan if someone could fully automate Scribe up to the point of sending where no human is interacting with the content before it goes out. He explains why not and shares his views on that sort of thing generally since we will likely see other players try this. This is a massive fear in the market that SPAMy email will only increase now that AI is doing a good job of writing full emails.

  [43:00] Dan talks about their free version of Scribe. While it’s an integrated part of their platform, you don’t have to be a customer to try it out. They have a very generous free option with 40 credits. For existing customers, there is a separate bucket of credits for Scribe separate from your other LeadIQ credits - contact your CSM to learn...]]>Daniel Rood is the VP of Marketing at LeadIQ.

  After a recent webinar that he and his team led where they compared using ChatGPT and their new standalone product, Scribe, to see which was better for assisting in writing cold outbound emails, I knew I had to have Dan on to talk about generative ai in sales. I was blown away by what I saw. 

  During our interview, Dan helped put some important context to the discussion with advice on how to use storytelling structure to improve the effectiveness of our messaging and how we do discovery.

  While I had Dan I had to take the opportunity to pick his brain on what’s working at LeadIQ. They’re a successful company so I got a peek into how they’re doing to do more with less.

  
  

  #salesconsultantpodcast #generativeai #storytelling #salesdevelopment #outbound #personalization

  
  

  Time Stamps:

  [1:00] I ask Dan to tell us how he got to where he is without mentioning what’s on his resume or LinkedIn profile. Funny thing is I stole this question from him.

  [4:30] How music and story have a lot of similar qualities and how the principles of structure parallel to sales and outbound messaging.

  [5:50] Dan describes what a story is in one sentence and explains the structure of a good story including the primary characters. 

  [7:30] Covers the 3 main characteristics of a problem. We usually get the first one but rarely get to the second and third:  1) External Problem, 2) Internal Problem, and 3) A Philosophical Problem.

  [10:10] Why the Hero is the most powerful character in the story and they have 3 practical roles: 1) Empathy, 2) Authority, and 3) A Plan. Salespeople, take notes! 

  [13:00] Getting to the internal problem is hard, it has to do with exploring how people are ‘feeling’ so I ask Dan to share some techniques on how to get that out of our prospects.

  [16:24] Dan’s take on why sometimes reps should intentionally ‘misidentify the problem’ because it can lead to the prospect correcting them as to what the real problem is.

  [20:00] We dig into what’s working at LeadIQ in terms of driving pipeline and accelerating revenue. a) One of the things that’s working is their recent transition from their SDRs working remotely across the country to a hybrid model in the Denver area. b) Improving the intent data and lead scoring model to feed more and better leads to SDRs. This is partly driven by a change they’ve made in the approach to structuring territories.

  [27:20] Adds how they are finding new ways to run tests.

  29:25] Dan had shared with me offline that 50% of their funnel is created via outbound efforts by their SDRs and AEs. Their AEs are actually self-sourcing more new pipeline than ever before. Dan talks about how they’re doing this. “LeadIQ makes outbound work” -An Industry Board Advisor

  [30:18] Enters Scribe! Dan explains their new functionality and how they're personalizing at scale.

  [33:50] “Personalization at scale” using AI like ChatGPT comes under attack and has been labeled as “fake outreach” so I ask Dan to address this and explain where “human agency” fits into the workflow.

  [38:50] I ask Dan if someone could fully automate Scribe up to the point of sending where no human is interacting with the content before it goes out. He explains why not and shares his views on that sort of thing generally since we will likely see other players try this. This is a massive fear in the market that SPAMy email will only increase now that AI is doing a good job of writing full emails.

  [43:00] Dan talks about their free version of Scribe. While it’s an integrated part of their platform, you don’t have to be a customer to try it out. They have a very generous free option with 40 credits. For existing customers, there is a separate bucket of credits for Scribe separate from your other LeadIQ credits - contact your CSM to learn more.

  
  

  
  

  Mentions:

  • Scribe.leadiq.com
  • Leadiq.com
  
  

  
  

  Guest Bio:

  
  

  Dan's passion is the math and science of storytelling, the rhythms and tones of persuasive messaging, and building teams as a people leader. 

  
  

  During his 18+ years of industry experience, Dan has worked alongside incredible professionals from various disciplines and backgrounds to create an orchestra of collaboration to persuade customers to buy products. 

  
  

  His experience in clear, concise messaging and creative product marketing methodology has touched the minds and hearts of buyers at companies such as Microsoft, Amazon, Expedia, American Express, Sprinklr, and Gladly. 

  
  

  Connect with us:

  
  

  Dan’s LinkedIn - https://www.linkedin.com/in/drood/

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  ]]>b8de7214-21a8-4159-81e4-7463ba132dbcFri, 17 Mar 2023 04:00:00 -070045:34falsefull2020Derrick WilliamsSales Enablement 3.0 with Roderick Jefferson #019Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates.

  Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo.

  In addition to helping companies with Sales Enablement, Roderick is also one of the founding members of the Sales Enablement Society and is an Advisory Board Member for two (2) companies in the sales acceleration space: Autobound.ai and Selleration.

  
  

  In this episode, we learn about all things Sales Enablement but most importantly how to set it up correctly.

  
  

  #salesconsultantpodcast #?

  Time Stamps:

  The Definition of Sales Enablement

  [1:00] Roderick walks us through his impressive background and how he transitioned his career from Sales to Sales Training. Defines Sales Enablement and talks about its evolution. “You train animals, you enable people.” -Roderick Jefferson

  
  

  Sales Enablement At Scale vs At a Startup

  [8:23] Talks about the differences between running Sales Enablement at a large enterprise company and a smaller startup.

  
  

  His Sales Enablement Consulting Practice

  [11:22] Roderick shares his transition into consulting + when, how and why he started Roderick & Associates

  [15:00] His advice to someone who wants to transition their career into an independent consultant.

  [18:00] How Roderick grappled with the messaging he uses in his GTM strategy as a consultant.

  
  

  
  

  AI Meets Sales Enablement

  [23:00 I ask if we’re at a point with AI where we can focus more of our enablement time and money on just in time support or should we still be focusing 100% on preparing reps for scenarios (vs enabling them during the live situation).

  [29:00]”AI is going to give me more time to spend time with humans.” -Roderick Jefferson

  [31:11] Covers how Sales Enablement is measured and type of KPIs the department should be held to.

  
  

  Do A-Players Really Make Bad Managers?

  [35:80] We tackled the issue of A-Players being promoted into management and I challenge the notion that this is a bad approach.

  
  

  Partnering With Product Marketing

  [41:40] Explains what the relationship between Product Marketing and Sales Enablement should look like.

  
  

  Mapping a Sales Process to The Buyer Journey

  [45:35] Roderrick’s 5 step approach to mapping your sales process to the buyer journey.

  
  

  
  

  Mentions:

  The Blueprint To Sales Enablement Excellence: Sales Enablement 3.0 - https://roderickjefferson.com

  
  

  Autobound.ai - https://www.autobound.ai

  Connect with us:

  Roderick’s LinkedIn - https://www.linkedin.com/in/roderickjefferson/

  Roderick’s Instagram - https://www.instagram.com/roderick_j_associates/

  Roderick’s YouTube - https://www.youtube.com/@roderickjeffersonassociate5012

  
  

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  ]]>Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates.

  Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo.

  In addition to helping companies with Sales Enablement, Roderick is also one of the founding members of the Sales Enablement Society and is an Advisory Board Member for two (2) companies in the sales acceleration space: Autobound.ai and Selleration.

  
  

  In this episode, we learn about all things Sales Enablement but most importantly how to set it up correctly.

  
  

  #salesconsultantpodcast #?

  Time Stamps:

  The Definition of Sales Enablement

  [1:00] Roderick walks us through his impressive background and how he transitioned his career from Sales to Sales Training. Defines Sales Enablement and talks about its evolution. “You train animals, you enable people.” -Roderick Jefferson

  
  

  Sales Enablement At Scale vs At a Startup

  [8:23] Talks about the differences between running Sales Enablement at a large enterprise company and a smaller startup.

  
  

  His Sales Enablement Consulting Practice

  [11:22] Roderick shares his transition into consulting + when, how and why he started Roderick & Associates

  [15:00] His advice to someone who wants to transition their career into an independent consultant.

  [18:00] How Roderick grappled with the messaging he uses in his GTM strategy as a consultant.

  
  

  
  

  AI Meets Sales Enablement

  [23:00 I ask if we’re at a point with AI where we can focus more of our enablement time and money on just in time support or should we still be focusing 100% on preparing reps for scenarios (vs enabling them during the live situation).

  [29:00]”AI is going to give me more time to spend time with humans.” -Roderick Jefferson

  [31:11] Covers how Sales Enablement is measured and type of KPIs the department should be held to.

  
  

  Do A-Players Really Make Bad Managers?

  [35:80] We tackled the issue of A-Players being promoted into management and I challenge the notion that this is a bad approach.

  
  

  Partnering With Product Marketing

  [41:40] Explains what the relationship between Product Marketing and Sales Enablement should look like.

  
  

  Mapping a Sales Process to The Buyer Journey

  [45:35] Roderrick’s 5 step approach to mapping your sales process to the buyer journey.

  
  

  
  

  Mentions:

  The Blueprint To Sales Enablement Excellence: Sales Enablement 3.0 - https://roderickjefferson.com

  
  

  Autobound.ai - https://www.autobound.ai

  Connect with us:

  Roderick’s LinkedIn - https://www.linkedin.com/in/roderickjefferson/

  Roderick’s Instagram - https://www.instagram.com/roderick_j_associates/

  Roderick’s YouTube - https://www.youtube.com/@roderickjeffersonassociate5012

  
  

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  ]]>b5ebd459-5184-4e2b-82b3-738312550117Fri, 17 Mar 2023 04:00:00 -070051:43falsefull1919Derrick WilliamsDiscussing Sales Management With An Employment Attorney with Katie Kiernan Marble #018Katie Kiernan Marble is a seasoned Global Employment Attorney with over 15 years of experience. She is also the Managing Director at modCounsel, a legal concierge service with six (6) practice areas. As the head of their employment law practice, Katie focuses on processes that bake compliance into day-to-day operations and allow internal teams to reduce the time and energy they need to spend on employment compliance issues.

  In this episode, I ask Katie to weigh in on a few headlines. First being the proposed ban on non-competes and what this means for sales organizations. Then we talk about how layoffs are done and how communication is key if companies want to do it right. 

  
  

  From there we discuss what it should look like between sales and legal when drafting commission plans. A particularly important part of the interview is when she gives her perspective on performance management in sales. Every manager should hear what she has to say.

  
  

  #salesconsultantpodcast #employmentlaw #noncompete #commissionplans #performancemanagement #salesmanagement

  
  

  Time Stamps:

  [1:50] Katie’s experience working with and supporting revenue teams. Legal issues around commission and non-competes seem to be a high focus in this area.

  
  

  Non-competes

  [2:40:] FTC proposed a ban on non-competes. 1 in 5 people are affected by non-compete agreements.

  [4:00] There’s 2 sides to non-competes: 1) limiting factors for employees, and 2) how they have helped companies prosper for decades. Katie talks about her work with companies who have incoming employees with non-competes in place and former employees who have left and are now facing a non-complete action by her company.

  [7:00] She explains what she sees happening within organizations should the ban go through. Talks about how employees will start to lose access to sensitive information followed by a decline in employee development as a side effect of less access and less cross functional engagement.

  [8:30] Katie walks through the process of enforcing a non-compete and the extent to which they (employers and lawyers) go through. There are 2 parts: 1) File a preliminary injunction to stop the employee from working at the new company, 2) Litigation 

  [12:80] There’s a PR element to this as well. Companies do not want the bad press of being known for stifling employee and client relationships.

  [16:00] Employees and customers are stuck in the middle. We talk through who really gets impacted by these.  

  [20:20] The difference between a non-compete and a non-solicitation agreement.

  
  

  Communication During Layoffs

  [24:24] Katie has been advising companies throughout her career when it comes to conducting layoffs and she shares her perspective on how public layoffs are being handled particularly those that weren’t handled the best with poor communication. She walks us through the process that companies go through step by step

  [30:30] Katie responds to my question about how some believe that the lack of communication leading up to a reduction in workforce is due to the concern employers have that the employees will not be as productive - things will become very disruptive. 

  
  

  Working With Legal To Draft Commission Plans

  [34:15] What it should look like between Sales and Legal when drafting/revising commission plans for SDRs and Salespeople.

  [37:00] I bounce the idea of taking sales people off if commission plans and quota-based compensation plans and she shares that she’s never seen that

  
  

  Performance Management From a Legal Perspective

  [39:41] We discuss performance management from a legal perspective and Katie gives advice to new managers who have direct reports in various states.

  [45:00] Katie provides a legal viewpoint on...]]>Katie Kiernan Marble is a seasoned Global Employment Attorney with over 15 years of experience. She is also the Managing Director at modCounsel, a legal concierge service with six (6) practice areas. As the head of their employment law practice, Katie focuses on processes that bake compliance into day-to-day operations and allow internal teams to reduce the time and energy they need to spend on employment compliance issues.

  In this episode, I ask Katie to weigh in on a few headlines. First being the proposed ban on non-competes and what this means for sales organizations. Then we talk about how layoffs are done and how communication is key if companies want to do it right. 

  
  

  From there we discuss what it should look like between sales and legal when drafting commission plans. A particularly important part of the interview is when she gives her perspective on performance management in sales. Every manager should hear what she has to say.

  
  

  #salesconsultantpodcast #employmentlaw #noncompete #commissionplans #performancemanagement #salesmanagement

  
  

  Time Stamps:

  [1:50] Katie’s experience working with and supporting revenue teams. Legal issues around commission and non-competes seem to be a high focus in this area.

  
  

  Non-competes

  [2:40:] FTC proposed a ban on non-competes. 1 in 5 people are affected by non-compete agreements.

  [4:00] There’s 2 sides to non-competes: 1) limiting factors for employees, and 2) how they have helped companies prosper for decades. Katie talks about her work with companies who have incoming employees with non-competes in place and former employees who have left and are now facing a non-complete action by her company.

  [7:00] She explains what she sees happening within organizations should the ban go through. Talks about how employees will start to lose access to sensitive information followed by a decline in employee development as a side effect of less access and less cross functional engagement.

  [8:30] Katie walks through the process of enforcing a non-compete and the extent to which they (employers and lawyers) go through. There are 2 parts: 1) File a preliminary injunction to stop the employee from working at the new company, 2) Litigation 

  [12:80] There’s a PR element to this as well. Companies do not want the bad press of being known for stifling employee and client relationships.

  [16:00] Employees and customers are stuck in the middle. We talk through who really gets impacted by these.  

  [20:20] The difference between a non-compete and a non-solicitation agreement.

  
  

  Communication During Layoffs

  [24:24] Katie has been advising companies throughout her career when it comes to conducting layoffs and she shares her perspective on how public layoffs are being handled particularly those that weren’t handled the best with poor communication. She walks us through the process that companies go through step by step

  [30:30] Katie responds to my question about how some believe that the lack of communication leading up to a reduction in workforce is due to the concern employers have that the employees will not be as productive - things will become very disruptive. 

  
  

  Working With Legal To Draft Commission Plans

  [34:15] What it should look like between Sales and Legal when drafting/revising commission plans for SDRs and Salespeople.

  [37:00] I bounce the idea of taking sales people off if commission plans and quota-based compensation plans and she shares that she’s never seen that

  
  

  Performance Management From a Legal Perspective

  [39:41] We discuss performance management from a legal perspective and Katie gives advice to new managers who have direct reports in various states.

  [45:00] Katie provides a legal viewpoint on performance management in sales. She points out that because the role is performance based and completely measurable she is always surprised when Sales Managers have not been properly managing rep performance.

  
  

  Mentions:

  • FTC proposed ban on non-competes - https://www.ftc.gov/news-events/news/press-releases/2023/01/ftc-proposes-rule-ban-noncompete-clauses-which-hurt-workers-harm-competition
  
  

  
  

  • Article by The New Yorker - https://www.newyorker.com/news/q-and-a/what-a-ban-on-non-compete-agreements-could-mean-for-american-workers
  
  

  
  

  • Worker Adjustment and Retraining Notification (WARN) Act - https://www.dol.gov/agencies/eta/layoffs/warn
  
  

  
  

  Connect with us:

  Katie’s LinkedIn - https://www.linkedin.com/in/katiekiernanmarble/

  modCounsel - https://modcounsel.com

  
  

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  
  

  
  

  ]]>bad2e0c3-b1ae-436a-9e05-d7d280b4b4e7Fri, 17 Mar 2023 04:00:00 -070050:54falsefull1818Derrick WilliamsHow Gated Inboxes Lead To a Better World with Andy Mowat #017Andy Mowat is the Founder of Gated. A free solution that challenges unknown senders to donate to reach you. This way only relevant emails make it to your inbox.

  He has spent his career building sales and marketing engines for world-class companies 🦄 (Upwork, Box, Culture Amp). As a veteran GTM Operations & Growth Marketing Leader, his teams have sent billions of emails and caused a lot of pain!

  Like everyone, he has also been overwhelmed by email. So he built Gated to fix it for buyers AND sellers.... and to do some good for the world. 

  In this episode, Andy talks to us about community-led growth and how Gated is changing the world one inbox at a time.

  
  

  #salesconsultantpodcast #email #emailprospecting #replyrates #emaildelivery #community #communityledgrowth #socialproof

  
  

  Time Stamps:

  [4:00] Andy explains how Demand Gen can be done better that is centered on user engagement, social proof and essentially community-led.

  [6:50] Discusses how Communities are starting to be acquired and how Andy is invested in several. From there he gets into the challenges of running a community.

  [9:00 How an aggressive event strategy helps to drive community engagement and growth.

  [13:00] Explains exactly what Gated is, how it works, the value it provides users, and why SDRs and Salespeople should embrace inboxes that have Gated.

  [15:55] Talks about his new initiative to reimagine the unsubscribe experience because it flat out sucks today.

  [21:00] Shares how many inboxes have adopted Gated.

  [22:20] Cleaning out inboxes is one of the most difficult things for assistants due to not really knowing the context. Gated can clean up 90% of your inbox for you.

  
  

  Mentions:

  • Culture Amp - https://www.cultureamp.com
  
  

  
  

  Connect with us:

  gated website - https://www.gated.com

  Andy’s LinkedIn - https://www.linkedin.com/in/amowat/

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  ]]>Andy Mowat is the Founder of Gated. A free solution that challenges unknown senders to donate to reach you. This way only relevant emails make it to your inbox.

  He has spent his career building sales and marketing engines for world-class companies 🦄 (Upwork, Box, Culture Amp). As a veteran GTM Operations & Growth Marketing Leader, his teams have sent billions of emails and caused a lot of pain!

  Like everyone, he has also been overwhelmed by email. So he built Gated to fix it for buyers AND sellers.... and to do some good for the world. 

  In this episode, Andy talks to us about community-led growth and how Gated is changing the world one inbox at a time.

  
  

  #salesconsultantpodcast #email #emailprospecting #replyrates #emaildelivery #community #communityledgrowth #socialproof

  
  

  Time Stamps:

  [4:00] Andy explains how Demand Gen can be done better that is centered on user engagement, social proof and essentially community-led.

  [6:50] Discusses how Communities are starting to be acquired and how Andy is invested in several. From there he gets into the challenges of running a community.

  [9:00 How an aggressive event strategy helps to drive community engagement and growth.

  [13:00] Explains exactly what Gated is, how it works, the value it provides users, and why SDRs and Salespeople should embrace inboxes that have Gated.

  [15:55] Talks about his new initiative to reimagine the unsubscribe experience because it flat out sucks today.

  [21:00] Shares how many inboxes have adopted Gated.

  [22:20] Cleaning out inboxes is one of the most difficult things for assistants due to not really knowing the context. Gated can clean up 90% of your inbox for you.

  
  

  Mentions:

  • Culture Amp - https://www.cultureamp.com
  
  

  
  

  Connect with us:

  gated website - https://www.gated.com

  Andy’s LinkedIn - https://www.linkedin.com/in/amowat/

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

  ]]>a0edbcd2-bcc0-471a-8c47-db42083e2d02Fri, 10 Mar 2023 03:33:00 -070031:50falsefull1717Derrick WilliamsThe Business of Sales Consulting & Training with Ken Lundin #016Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode.

  #salesconsultantpodcast #salestraining #salesconsultant #saleseffectiveness #entrepreneurship

  Time Stamps:

  [1:00] Ken talks about the inflection point of when he transitioned from VP of Sales to Sales Consultant.

  [3:00] He explains the idea that, “a Sales Leader’s goal in life is to break shit”. A healthy amount of friction will always exist.

  
  

  [7:00] “Model the behavior you want and that’s how you get change in an organization”.

  
  

  [9:40] Ken shares the current inflection point that he’s working through as he builds RevHeat.

  
  

  [11:10] The business of sales consulting and the things behind the business so that you can scale.

  
  

  [14:53] Advice to sales consultants: A bad client fit is always a bad client fit. There’s almost no amount of money in the world that’s worth taking that.

  
  

  [16:13] What makes a bad client for his practice and sales consultant clients in general. You have to be able to look at the client’s mindset as well as their skillset. 

  
  

  [18:36] The situations when clients normally hire a sales consultant.

  
  

  [21:00] Sometimes revenue leaders have a philosophical belief against hiring someone from outside like a sales consultant.

  
  

  [22:20] $70B was spent on sales training last year and only a small portion was spent on designing custom curriculum for getting reps from their current state to an ideal future state where they are selling more effectively.

  
  

  [23:28] Ken describes how clients can get in their own way and prevent themselves from extracting the full value from an engagement with him and his team.

  
  

  [35:00] Shares how he gets better as a sales consultant. You might think it’s the curriculum his team is creating but his approach is actually a little different than that.

  
  

  [39:00] Reveals his plan for RevHeat Academy where they will be enabling sellers wherever they are and with whichever device they’re using through a privately branded application.

  
  

  
  

  Mentions:

  • The Gap And The Gain (book) - https://www.amazon.com/Gap-Gain-Achievers-Happiness-Confidence/dp/1401964362
  
  

  
  

  Connect with us:

  RevHeat - https://revheat.com

  Ken’s LinkedIn Page - https://www.linkedin.com/in/kglundin/

  Ken’s Twitter - https://twitter.com/kglundin

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on https://www.amazon.com/Gap-Gain-Achievers-Happiness-Confidence/dp/1401964362

Connect with us:

RevHeat - https://revheat.com

Ken’s LinkedIn Page - https://www.linkedin.com/in/kglundin/

Ken’s Twitter - https://twitter.com/kglundin

The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page - @derrickis3linksales

Tom has had an incredible career on his way to starting OpnMkt. He started out as an Account Executive where he was very successful and then went on to leading sales teams for companies like CareerBuilder, Citrix, MixPanel and Sendoso. He’s been a VP of Sales 3x over and is also an angel investor and a strategic advisor.

In this episode, Tom challenges the way we think about sales structure in terms of pre-defined territories and/or named account lists. He offers an innovative alternative to traditional SDR to AE routing/distribution that can inherently open up more sales capacity.

#salesconsultantpodcast #salescapacity #leadrouting #accountdistribution #sdr #salesdevelopment #salesterritory #namedaccounts

Time Stamps:

[2:00] Tom starts by telling the story of starting a wedding DJ business at 12 which he ran all the way through college. This led to him and a partner creating a wedding planning app right out of college that they sold to companies. 

[8:00] Explains what he attributes his progressive career to. Tom gives some advice to people who might be earlier in their career; nurture your network.

[10:23] Nobody cares about a lead until someone wants to buy something + the origin story of OpnMkt.

[13:00] The one thing missing from lead distribution platforms today is involvement from the Account Executive. The more excited a rep is about working a lead the better that lead will be worked.

[15:00] The current model of SDR to AE opportunity routing is inherently inconsistent due to the AE’s expectation varying based on the health of their funnel. 

[19:00] Pre structured territories limit the ability to dynamically route leads. We talk through an example where a lead surfaced that was generated via a rep’s brand building/social media activity and how unless an exception was made that rep most likely wouldn’t get the lead.

[22:30] Tom helps us understand what “Sales Capacity” even means. Then he gets into how we inherently limit capacity through the traditional approaches to structuring our orgs and our territories.

[26:00] We unpack an alternative approach to just defaulting to the same ol ‘assign everything to the salespeople/Account Executives’. The approach is innovative ad creates optionality which leads to increased sales capacity.

[37:00] He explains the inherent challenges to the traditional SDR/AE pod model (i.e., personality conflicts, inconsistent SDR development, etc.) 

[41:30] The tension between quality and quantity and how SDR compensation changes for the better in this new model.

[47:00] Why and how creating optionality in your distribution helps maximize sales capacity.

Mentions:

• OpnMkt - https://www.opnmkt.io

• Sendoso - https://sendoso.com

Connect with us:

Tom’s LinkedIn - https://www.linkedin.com/in/tommelbourne/

OpnMkt - https://www.opnmkt.io

OpnMkt on the Salesforce AppExchange - Tom Melbourne is the Founder of OpnMkt (pronounced Open Market) which is a Salesforce-Native utility app on the AppExchange for a marketplace approach to the distribution of new leads or new opportunities. OpnMkt is more than just a sales effectiveness tool. It’s completely reimagining the status quo when it comes to maximizing sales capacity.

Tom has had an incredible career on his way to starting OpnMkt. He started out as an Account Executive where he was very successful and then went on to leading sales teams for companies like CareerBuilder, Citrix, MixPanel and Sendoso. He’s been a VP of Sales 3x over and is also an angel investor and a strategic advisor.

In this episode, Tom challenges the way we think about sales structure in terms of pre-defined territories and/or named account lists. He offers an innovative alternative to traditional SDR to AE routing/distribution that can inherently open up more sales capacity.

#salesconsultantpodcast #salescapacity #leadrouting #accountdistribution #sdr #salesdevelopment #salesterritory #namedaccounts

Time Stamps:

[2:00] Tom starts by telling the story of starting a wedding DJ business at 12 which he ran all the way through college. This led to him and a partner creating a wedding planning app right out of college that they sold to companies. 

[8:00] Explains what he attributes his progressive career to. Tom gives some advice to people who might be earlier in their career; nurture your network.

[10:23] Nobody cares about a lead until someone wants to buy something + the origin story of OpnMkt.

[13:00] The one thing missing from lead distribution platforms today is involvement from the Account Executive. The more excited a rep is about working a lead the better that lead will be worked.

[15:00] The current model of SDR to AE opportunity routing is inherently inconsistent due to the AE’s expectation varying based on the health of their funnel. 

[19:00] Pre structured territories limit the ability to dynamically route leads. We talk through an example where a lead surfaced that was generated via a rep’s brand building/social media activity and how unless an exception was made that rep most likely wouldn’t get the lead.

[22:30] Tom helps us understand what “Sales Capacity” even means. Then he gets into how we inherently limit capacity through the traditional approaches to structuring our orgs and our territories.

[26:00] We unpack an alternative approach to just defaulting to the same ol ‘assign everything to the salespeople/Account Executives’. The approach is innovative ad creates optionality which leads to increased sales capacity.

[37:00] He explains the inherent challenges to the traditional SDR/AE pod model (i.e., personality conflicts, inconsistent SDR development, etc.) 

[41:30] The tension between quality and quantity and how SDR compensation changes for the better in this new model.

[47:00] Why and how creating optionality in your distribution helps maximize sales capacity.

Mentions:

• OpnMkt - https://www.opnmkt.io

• Sendoso - https://sendoso.com

Connect with us:

Tom’s LinkedIn - https://www.linkedin.com/in/tommelbourne/

OpnMkt - https://www.opnmkt.io

OpnMkt on the Salesforce AppExchange - https://appexchange.salesforce.com/listingDetail?listingId=a0N3u00000PFnBWEA1&tab=e

The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page

Charlie Herzog is the Global Manager of BDR Enablement at Tricentis.

During our interview Charlie talks about all things BDR Enablement. How it's different from Sales Enablement, what he focuses on, and the types of activities he engages in on a daily basis. 

We also get into how he made the transition from BDR to BDR Manager and eventually to a Global BDR Enablement Manager position. Anyone that wants to go down the same path will want to stick around until the end because Charlie shares exactly what you should do now if you are a BDR or BDR Manager looking to pivot their career into enablement.

#salesconsultantpodcast #bdr #sdr #salesenblement #salestraining

Time Stamps:

[00:00] We waste no time jumping right into the first question. Having someone dedicated to BDR Enablement isn’t something you see a lot of so I wanted to start by understanding what part of the organization he rolled into which is Marketing Operations. 

[2:30] Over 100 Aes and over 40 BDRs. There was no specialized BDR enablement role when he joined.

[4:00] The number one focus in his role is “Process & Training” and what its sole purpose is.

[5:40] The difference between Sales Enablement and BDR Enablement

[9:00] Talks about how much time he focuses on call training vs email and other types of enablement.

[12:30] Explains the work he does around onboarding being that he trains every new hire. Then shares how he works with the BDR managers providing ongoing support to help develop reps and prepare them for the next step.

[20:10] Why Charlie made the pivot in his career from BDR Management to BDR Enablement

24:00] How his mom being a high school science teacher for 40-years influenced his ability to help people learn.

29:00 How practicing improve can help salespeople become better.

[32:10] Walks us through how he mastered domain expertise early in his career. Sales skills are important but you also have to know your market, your product and your personas. Charlie talks about how he takes a popular culture approach.

[39:45] Charlie’s parting advice to anyone thinking about making the pivot into BDR Enablement.

Mentions:

• The Unicorn Project (book) - https://www.amazon.com/s?k=the+unicorn+project&gclid=Cj0KCQiA0oagBhDHARIsAI-BbgfZ7o8ytTDCsgRx2Gi0YmkWNoweYf0k_iu9mUoFVrKBD7oKUZOQQ1UaAr5REALw_wcB&hvadid=326795102521&hvdev=c&hvlocphy=9032298&hvnetw=g&hvqmt=e&hvrand=13716998724999883685&hvtargid=kwd-700169795224&hydadcr=22538_9636739&tag=googhydr-20&ref=pd_sl_7hb6gci87m_e
• The Phoenix Project (book) - In this episode I’m researching what’s working on the frontline with an actual practitioner. This is someone that I have worked with personally and have seen first hand the incredible impact his focus on BDR enablement has had on a large team of over 40 global BDRs.

  Charlie Herzog is the Global Manager of BDR Enablement at Tricentis.

  During our interview Charlie talks about all things BDR Enablement. How it's different from Sales Enablement, what he focuses on, and the types of activities he engages in on a daily basis. 

  
  

  We also get into how he made the transition from BDR to BDR Manager and eventually to a Global BDR Enablement Manager position. Anyone that wants to go down the same path will want to stick around until the end because Charlie shares exactly what you should do now if you are a BDR or BDR Manager looking to pivot their career into enablement.

  
  

  #salesconsultantpodcast #bdr #sdr #salesenblement #salestraining

  
  

  Time Stamps:

  [00:00] We waste no time jumping right into the first question. Having someone dedicated to BDR Enablement isn’t something you see a lot of so I wanted to start by understanding what part of the organization he rolled into which is Marketing Operations. 

  [2:30] Over 100 Aes and over 40 BDRs. There was no specialized BDR enablement role when he joined.

  [4:00] The number one focus in his role is “Process & Training” and what its sole purpose is.

  [5:40] The difference between Sales Enablement and BDR Enablement

  [9:00] Talks about how much time he focuses on call training vs email and other types of enablement.

  [12:30] Explains the work he does around onboarding being that he trains every new hire. Then shares how he works with the BDR managers providing ongoing support to help develop reps and prepare them for the next step.

  [20:10] Why Charlie made the pivot in his career from BDR Management to BDR Enablement

  24:00] How his mom being a high school science teacher for 40-years influenced his ability to help people learn.

  29:00 How practicing improve can help salespeople become better.

  [32:10] Walks us through how he mastered domain expertise early in his career. Sales skills are important but you also have to know your market, your product and your personas. Charlie talks about how he takes a popular culture approach.

  [39:45] Charlie’s parting advice to anyone thinking about making the pivot into BDR Enablement.

  
  

  Mentions:

  • The Unicorn Project (book) - https://www.amazon.com/s?k=the+unicorn+project&gclid=Cj0KCQiA0oagBhDHARIsAI-BbgfZ7o8ytTDCsgRx2Gi0YmkWNoweYf0k_iu9mUoFVrKBD7oKUZOQQ1UaAr5REALw_wcB&hvadid=326795102521&hvdev=c&hvlocphy=9032298&hvnetw=g&hvqmt=e&hvrand=13716998724999883685&hvtargid=kwd-700169795224&hydadcr=22538_9636739&tag=googhydr-20&ref=pd_sl_7hb6gci87m_e
  • The Phoenix Project (book) - https://www.amazon.com/s?k=the+phoenix+project&gclid=Cj0KCQiA0oagBhDHARIsAI-BbgebiHGGg4AM0whIBFKJV-Ci2yLgw5XJzSdNodIoLJs_jMiyBFc2DT8aAhs9EALw_wcB&hvadid=409958194459&hvdev=c&hvlocphy=9032298&hvnetw=g&hvqmt=e&hvrand=15945478992531912568&hvtargid=kwd-826183750&hydadcr=24656_11410729&tag=googhydr-20&ref=pd_sl_6x6g8xyqp_e
  • Continuous Testing (book) - https://www.amazon.com/Continuous-Testing-DevOps-Professionals-Practical/dp/1727132173
  
  

  
  

  Connect with us:

  Charlie’s LinkedIn - https://www.linkedin.com/in/charles-herzog-26538868/

  Tricentis - https://www.tricentis.com

  
  

  The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

  Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

  Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

  Derrick’s Twitter - https://twitter.com/derrickis3link

  
  

  These interviews are also available on Derrick’s YouTube page

  ]]>bc2be0bf-f321-432b-bcec-46aab76fff02Fri, 03 Mar 2023 17:00:00 -070043:36falsefull1414Derrick WilliamsBeing The Rep You Want To Be with Zack Hazlett #013In this episode, I’m researching what’s really working on the frontline.

  In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.

  
  

  During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn’t come easy. It wasn’t like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself. 

  
  

  This is an amazing story of how when you’re totally accountable and self disciplined, you accomplish anything.

  
  

  #salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdiscipline

  
  

  Time Stamps:

  [2:00] We learn about what AirGarage does and how they are modernizing parking operations.

  [3:40] Got into sales through a sales internship with a local utility company. You don’t see sales internships very often so this is good to see. He ended up transitioning to full-time.

  [5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.

  [7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what’s good.

  [12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.

  [14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they’re not just “naturally good”. Elite performers have routines and they work really hard to hone their craft. 

  [15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:

  • Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.
  • Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)
  • Follow BowTiedSalesGuy on Twitter
  
  

  [22:00] Explains what type of coaching style is best in getting the most out of people like him.

  [27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.

  [30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.

  [40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.

  
  

  
  

  Mentions:

  • Zack’s highlight reel - https://www.hudl.com/video/3/1627626/5721d5f590eead5d90ddf5da
  • BowTiedSalesGuy - https://twitter.com/BowTiedSalesGuy
  • The Challenger Sale (book) - In this episode, I’m researching what’s really working on the frontline.

    In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.

    
    

    During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn’t come easy. It wasn’t like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself. 

    
    

    This is an amazing story of how when you’re totally accountable and self disciplined, you accomplish anything.

    
    

    #salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdiscipline

    
    

    Time Stamps:

    [2:00] We learn about what AirGarage does and how they are modernizing parking operations.

    [3:40] Got into sales through a sales internship with a local utility company. You don’t see sales internships very often so this is good to see. He ended up transitioning to full-time.

    [5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.

    [7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what’s good.

    [12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.

    [14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they’re not just “naturally good”. Elite performers have routines and they work really hard to hone their craft. 

    [15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:

    • Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.
    • Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)
    • Follow BowTiedSalesGuy on Twitter
    
    

    [22:00] Explains what type of coaching style is best in getting the most out of people like him.

    [27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.

    [30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.

    [40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.

    
    

    
    

    Mentions:

    • Zack’s highlight reel - https://www.hudl.com/video/3/1627626/5721d5f590eead5d90ddf5da
    • BowTiedSalesGuy - https://twitter.com/BowTiedSalesGuy
    • The Challenger Sale (book) - https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?gclid=CjwKCAiAr4GgBhBFEiwAgwORrR8cFOhYKi4LbSh8K2WQqb8UIIh9osGH7B2-tF2gMsb5wuYXQa16NxoC3zYQAvD_BwE&hvadid=174236569151&hvdev=c&hvlocphy=9032298&hvnetw=g&hvqmt=e&hvrand=912900390685972898&hvtargid=kwd-36900411355&hydadcr=22538_9636739&keywords=the+challenger+sale&qid=1677820033&sr=8-1
    • Pitch Anything (book) - https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/B09BRG1WTX/ref=sr_1_1?crid=3210CMDRJAWEX&keywords=pitch+anything&qid=1677820114&sprefix=pitch+anyt%2Caps%2C178&sr=8-1
    • Gap Selling (book): https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001
    • Keenan - https://www.linkedin.com/in/jimkeenan/
    • Never Split The Difference (book) - https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_1?crid=3KAVSHWTQMN92&keywords=Never+Split+the+Difference&qid=1677820530&s=books&sprefix=never+split+the+difference%2Cstripbooks%2C249&sr=1-1
    • Sol Salts - https://solsupps.com/products/solsalts
    
    

    
    

    
    

    Connect with us:

    Zack’s Instagram - https://www.instagram.com/zackhazlettfit/

    Zack’s twitter: https://twitter.com/ZackHazlett

    Zack’s LinkedIn - https://www.linkedin.com/in/zack-hazlett-10a62b186/

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>533299a0-78cb-4207-be4a-621c61f39b45Fri, 03 Mar 2023 09:00:00 -070049:09falsefull1313Derrick WilliamsFounder-led Sales Consulting with Carol Malakasis #012Carol Malakasis is the Founder of a new venture called Market Pull which she reveals for the first time in our interview.

    She has been in sales since 2010, co-founded a company in the Consumer Packaged Goods space, and has been part of the 3 founding sales teams where 2 of the startups became acquired. Carol has personally made over 500k cold calls, and closed over $2M in revenue. Oh and she speaks 5 languages.

    In this episode, we spend the first half of the interview learning from Carol’s career and her transition into sales consulting. Then we talk founder-led sales issues and strategies. Finally we wrap with Carol’s advice on how to move efficiently from a founder-led model to a sales-led sales model.

    
    

    #salesconsultantpodcast #founderledsales #salescareer #salesconsulting

    
    

    Time Stamps:

    [1:18] We jump right into Carol’s origin story.Being that she was so accomplished at such a young age I asked her to talk about where her drive comes from. She describes her career as “a big happy accident” and shares how she fell into sales and ended up falling in love with everything about it. 

    [8:08] There’s a different mentality today than there was when she was starting her career toward working hard. She also gives advice to anyone thinking about joining a startup and explains the level of effort you should expect to put in.

    [12:30] Shares why she wanted to be a sales consultant and the story behind pushing her way into an opportunity to intern for 8-months (while also working her full-time sales job). 

    [17:00] Her advice to people who want to work in another field like she did switching from sales to sales consulting. She lays out the steps a person should take.

    [19:21] Talks about how she finds sales consulting clients. In the beginning she didn’t have a network so she used to send out cold videos over LinkedIn and Email using Loom.

    [22:18] We get into how clients can get in their own way and block themselves from getting the full value of engaging with a sales consultant.

    [26:40] She addresses why founders hesitate or even flat out resist leaning into sales activities. The founder-led sales model dilemma. 

    [30:00] We talk about what’s required to move from a founder-led sales model to a Sales-led model where you’re hiring your first VP of Sales and building a Sales org. Carol explains why she would hire a salesperson or an SDR first before hiring a VP of Sales.

    [34:50] Carol reveals the name of her new venture for the first time publicly. She’s calling it “Market Pull” which is a free sales content guide for early stage startups.

    
    

    
    

    Mentions:

    • Market Pull - https://www.marketpull.com
    • Rampd - https://rampd.co
    • Loom - https://www.loom.com
    
    

    
    

    
    

    Connect with us:

    Carol’s LinkedIn Page - https://www.linkedin.com/in/carolmalakasis/

    Market Pull - https://www.marketpull.com

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    ]]>Carol Malakasis is the Founder of a new venture called Market Pull which she reveals for the first time in our interview.

    She has been in sales since 2010, co-founded a company in the Consumer Packaged Goods space, and has been part of the 3 founding sales teams where 2 of the startups became acquired. Carol has personally made over 500k cold calls, and closed over $2M in revenue. Oh and she speaks 5 languages.

    In this episode, we spend the first half of the interview learning from Carol’s career and her transition into sales consulting. Then we talk founder-led sales issues and strategies. Finally we wrap with Carol’s advice on how to move efficiently from a founder-led model to a sales-led sales model.

    
    

    #salesconsultantpodcast #founderledsales #salescareer #salesconsulting

    
    

    Time Stamps:

    [1:18] We jump right into Carol’s origin story.Being that she was so accomplished at such a young age I asked her to talk about where her drive comes from. She describes her career as “a big happy accident” and shares how she fell into sales and ended up falling in love with everything about it. 

    [8:08] There’s a different mentality today than there was when she was starting her career toward working hard. She also gives advice to anyone thinking about joining a startup and explains the level of effort you should expect to put in.

    [12:30] Shares why she wanted to be a sales consultant and the story behind pushing her way into an opportunity to intern for 8-months (while also working her full-time sales job). 

    [17:00] Her advice to people who want to work in another field like she did switching from sales to sales consulting. She lays out the steps a person should take.

    [19:21] Talks about how she finds sales consulting clients. In the beginning she didn’t have a network so she used to send out cold videos over LinkedIn and Email using Loom.

    [22:18] We get into how clients can get in their own way and block themselves from getting the full value of engaging with a sales consultant.

    [26:40] She addresses why founders hesitate or even flat out resist leaning into sales activities. The founder-led sales model dilemma. 

    [30:00] We talk about what’s required to move from a founder-led sales model to a Sales-led model where you’re hiring your first VP of Sales and building a Sales org. Carol explains why she would hire a salesperson or an SDR first before hiring a VP of Sales.

    [34:50] Carol reveals the name of her new venture for the first time publicly. She’s calling it “Market Pull” which is a free sales content guide for early stage startups.

    
    

    
    

    Mentions:

    • Market Pull - https://www.marketpull.com
    • Rampd - https://rampd.co
    • Loom - https://www.loom.com
    
    

    
    

    
    

    Connect with us:

    Carol’s LinkedIn Page - https://www.linkedin.com/in/carolmalakasis/

    Market Pull - https://www.marketpull.com

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    ]]>afaf06c1-3947-4960-8daf-1a1bb7de3e6fFri, 03 Mar 2023 04:00:00 -070038:06falsefull1212Derrick WilliamsThe First Sales Enablement Practice in the Caribbean with Lyndon Brathwaite #011Lyndon Brathwaite is the founder of Opaat-swy, which is the first sales enablement practice in the Caribbean. His company is focused in two areas: sales technology and sales training, which he combines in his engagements to provide clients with more tangible value.

    In this episode Lyndon walks us down his entrepreneurial path and shares the highs and lows of following his heart in stepping out and starting something new. He goes into his ’why’ and what’s driven him to overcome setbacks and very difficult obstacles on his way to where he is now. There are a lot of important gems in her with regard to sales process design and implementation but what stands out to me the most is the inspiring story of Lyndon following his heart and having the guts to figure it out as he went along.

    
    

    #salesconsultantpodcast #salesenablement #entrepreneurship #salestraining #inspiringstory

    
    

    Time Stamps:

    [4:35] Walks me through his journey of starting the first sales enablement company in the Caribbean. Shares how “sales saved his life”. Goes into his “why” for becoming an entrepreneur. 

    [11:39] Talks about what it was like for him to jump from employee to entrepreneur starting his business with a daughter in high school. He had some savings but eventually ran out of money before things started to take off. He even worked for free with his first client. To supplement his income he would drive a taxi in the morning during commuting hours. Talks about how humbling it was.

    [18:55] Shares how things finally started to turn around for his business just in time because he had reached the point where he considered giving up the business. Also talks about how he had a very specific plan for his practice but didn’t stick to it because he got distracted. Mentions:

    23:30] We discuss how he brings the two sides of his business together (Sales Training and HubSpot Implementation Services) to create more tangible value for his clients. It creates a data-driven training strategy for him.

    [29:20] Describes how his pricing is structured.

    [32:52] The biggest challenge he sees that businesses in Trinidad Tobago face is the lack of a true sales process. Lyndon explains how he works with clients to map their process.

    42:00] Shares how he gets better and stays sharp so that he can do his best for clients.

    
    

    Mentions:

    • HubSpot - https://www.hubspot.com
    
    

    
    

    
    

    Connect with us:

    Lyndon’s LinkedIn - https://www.linkedin.com/in/opaatswy/

    Lyndon’s Instagram - https://www.instagram.com/lyndon_brathwaite/

    Lyndon’s Twitter - https://twitter.com/lyndonbrathwait

    Lyndon’s TikTok - https://www.tiktok.com/@lbrathwaite

    Opaat-swy website - https://www.opaatswy.com/

    Opaat-swy LinkedIn - https://www.linkedin.com/company/opaat-swy-consulting-ltd./

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>Lyndon Brathwaite is the founder of Opaat-swy, which is the first sales enablement practice in the Caribbean. His company is focused in two areas: sales technology and sales training, which he combines in his engagements to provide clients with more tangible value.

    In this episode Lyndon walks us down his entrepreneurial path and shares the highs and lows of following his heart in stepping out and starting something new. He goes into his ’why’ and what’s driven him to overcome setbacks and very difficult obstacles on his way to where he is now. There are a lot of important gems in her with regard to sales process design and implementation but what stands out to me the most is the inspiring story of Lyndon following his heart and having the guts to figure it out as he went along.

    
    

    #salesconsultantpodcast #salesenablement #entrepreneurship #salestraining #inspiringstory

    
    

    Time Stamps:

    [4:35] Walks me through his journey of starting the first sales enablement company in the Caribbean. Shares how “sales saved his life”. Goes into his “why” for becoming an entrepreneur. 

    [11:39] Talks about what it was like for him to jump from employee to entrepreneur starting his business with a daughter in high school. He had some savings but eventually ran out of money before things started to take off. He even worked for free with his first client. To supplement his income he would drive a taxi in the morning during commuting hours. Talks about how humbling it was.

    [18:55] Shares how things finally started to turn around for his business just in time because he had reached the point where he considered giving up the business. Also talks about how he had a very specific plan for his practice but didn’t stick to it because he got distracted. Mentions:

    23:30] We discuss how he brings the two sides of his business together (Sales Training and HubSpot Implementation Services) to create more tangible value for his clients. It creates a data-driven training strategy for him.

    [29:20] Describes how his pricing is structured.

    [32:52] The biggest challenge he sees that businesses in Trinidad Tobago face is the lack of a true sales process. Lyndon explains how he works with clients to map their process.

    42:00] Shares how he gets better and stays sharp so that he can do his best for clients.

    
    

    Mentions:

    • HubSpot - https://www.hubspot.com
    
    

    
    

    
    

    Connect with us:

    Lyndon’s LinkedIn - https://www.linkedin.com/in/opaatswy/

    Lyndon’s Instagram - https://www.instagram.com/lyndon_brathwaite/

    Lyndon’s Twitter - https://twitter.com/lyndonbrathwait

    Lyndon’s TikTok - https://www.tiktok.com/@lbrathwaite

    Opaat-swy website - https://www.opaatswy.com/

    Opaat-swy LinkedIn - https://www.linkedin.com/company/opaat-swy-consulting-ltd./

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>27ed3a48-c579-4910-ad6d-58a3e9b25352Fri, 03 Mar 2023 04:00:00 -070047:05falsefull1111Derrick WilliamsSales Leadership and “The Point Guard Approach” with Jeremy Laynor #008Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant, straight forward read focusing on the analogy of basketball and how to succeed in business. 

    During our interview, Jeremy talks about

    • the level of training that they provide their sales team,
    • he shares their approach to driving success through their Indirect/Distributor Partnerships
    • he walks us through his experience of selling and leading through an acquisition, and 
    • of course we break down the book.
    
    

    #salesconsultantpodcast #meddevicesales #leadership #basketball

    
    

    Time Stamps:

    [:33] Coming up within the ranks and being promoted to a leadership position, inheriting a sales team as a new leader from the outside, and inheriting an organization where he managed managers.

    [2:43] Explains what Providence Medical Technology (PMT) does and details his primary areas of focus as Senior Vice President of Global Sales.

    [5:39] Talks about the level of training that they provide their sales team in operating rooms utilizing cadavers to become proficient with the procedure and the PMT spinal system. They also establish partnerships with surgeons and faculty to bridge the learning gap.

    [6:47] Breaks down the PMT Go-To-Market (GTM) structure and their two (2) core Routes-to-Market (RTM): Direct Sales Org & Indirect (Distributor Partnerships)

    [7:20] Shares their approach to driving success through their Indirect/Distributor Partnerships. What type of Distributors they partner with and how they enable them to be successful.

    [11:26] Walks us through his experience of selling and leading through an acquisition where the company he was with got acquired by Medtronic.

    [19:00] Jeremy has been leading sales teams/orgs for nearly 20 years and explains what he attributes his long lasting track record to considering a lot of people in similar roles rarely reach his level of consistency and longevity.

    [24:00] Answers the question: “How did your parents impact your career and your approach to leadership?”

    [26:26] I get Jeremy’s perspective on all the layoffs in the news and the horror stories we hear about with layoffs not being handled in a human manner. Shares his experience of laying people off during covid. 

    [29:18] Talks about the opportunity for salespeople who have been laid off in tech to move into medical device sales. “Talent always wins” he says, but he also shares the challenges in making this kind of move being that the knowledge and skill level has to be pretty high to become a med device sales professional.

    [35:08] We get into the book he wrote, “The Point Guard Approach” and we start by diving into the importance of effective internal and external communication as an individual and as an organization with consistent feedback loops. I read a passage from the book to start it off and ask him what it means to him.

    [39:34] Describes an analogy for ‘looking at the ball while you dribble’ which he essentially equates to having vision in the market. “Get your head up”, he says.

    [41:05] Jeremy shares the ‘why behind writing the book and building a personal brand.

    [44:49] We discuss how sports analogies come under a lot of heat on social media for promoting the ‘bro culture’ so we explain how all the principles from his book still apply irrespective of your chosen discipline. 

    [47:36] We dive into how important it is to ‘practice’ and more importantly we talk about how Jeremy has operationalized ‘practicing’ within his sales organization.

    [54:09] Answers the question: “How do you get better as a sales leader?”

    
    

    
    

    Mentions:

    The...]]>Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant, straight forward read focusing on the analogy of basketball and how to succeed in business. 

    During our interview, Jeremy talks about

    • the level of training that they provide their sales team,
    • he shares their approach to driving success through their Indirect/Distributor Partnerships
    • he walks us through his experience of selling and leading through an acquisition, and 
    • of course we break down the book.
    
    

    #salesconsultantpodcast #meddevicesales #leadership #basketball

    
    

    Time Stamps:

    [:33] Coming up within the ranks and being promoted to a leadership position, inheriting a sales team as a new leader from the outside, and inheriting an organization where he managed managers.

    [2:43] Explains what Providence Medical Technology (PMT) does and details his primary areas of focus as Senior Vice President of Global Sales.

    [5:39] Talks about the level of training that they provide their sales team in operating rooms utilizing cadavers to become proficient with the procedure and the PMT spinal system. They also establish partnerships with surgeons and faculty to bridge the learning gap.

    [6:47] Breaks down the PMT Go-To-Market (GTM) structure and their two (2) core Routes-to-Market (RTM): Direct Sales Org & Indirect (Distributor Partnerships)

    [7:20] Shares their approach to driving success through their Indirect/Distributor Partnerships. What type of Distributors they partner with and how they enable them to be successful.

    [11:26] Walks us through his experience of selling and leading through an acquisition where the company he was with got acquired by Medtronic.

    [19:00] Jeremy has been leading sales teams/orgs for nearly 20 years and explains what he attributes his long lasting track record to considering a lot of people in similar roles rarely reach his level of consistency and longevity.

    [24:00] Answers the question: “How did your parents impact your career and your approach to leadership?”

    [26:26] I get Jeremy’s perspective on all the layoffs in the news and the horror stories we hear about with layoffs not being handled in a human manner. Shares his experience of laying people off during covid. 

    [29:18] Talks about the opportunity for salespeople who have been laid off in tech to move into medical device sales. “Talent always wins” he says, but he also shares the challenges in making this kind of move being that the knowledge and skill level has to be pretty high to become a med device sales professional.

    [35:08] We get into the book he wrote, “The Point Guard Approach” and we start by diving into the importance of effective internal and external communication as an individual and as an organization with consistent feedback loops. I read a passage from the book to start it off and ask him what it means to him.

    [39:34] Describes an analogy for ‘looking at the ball while you dribble’ which he essentially equates to having vision in the market. “Get your head up”, he says.

    [41:05] Jeremy shares the ‘why behind writing the book and building a personal brand.

    [44:49] We discuss how sports analogies come under a lot of heat on social media for promoting the ‘bro culture’ so we explain how all the principles from his book still apply irrespective of your chosen discipline. 

    [47:36] We dive into how important it is to ‘practice’ and more importantly we talk about how Jeremy has operationalized ‘practicing’ within his sales organization.

    [54:09] Answers the question: “How do you get better as a sales leader?”

    
    

    
    

    Mentions:

    The Point Guard Approach by Jeremy Laynor (book) - https://www.amazon.com/Point-Guard-Approach-Jeremy-Laynor/dp/1788309774

    Providence Medical Technology - https://providencemt.com

    Corus Spinal System - https://providencemt.com/corus-spinal-system/

    Medtronic acquires Salient - https://www.news-medical.net/news/20110902/Medtronic-acquires-PEAK-and-Salient.aspx

    Medtronic https://www.medtronic.com / Cardinal Health https://www.cardinalhealth.com

    Who Moved My Cheese? (book) - https://www.amazon.com/Moved-Cheese-Spencer-Johnson-M-D/dp/0743582853

    Trillion Dollar Coach (book) - https://www.trilliondollarcoach.com

    
    

    Guest Bio:

    Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant, straight forward read focusing on the analogy of basketball and how to succeed in business. 

    
    

    
    

    Connect with us:

    Jerem’s LinkedIn page - https://www.linkedin.com/in/jeremy-laynor22/

    Providence Medical Technology - https://providencemt.com

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    
    

    ]]>d4467649-b205-4013-9e30-4d61fe34c1beFri, 24 Feb 2023 11:30:00 -070059:49falsefull88Derrick WilliamsThe Sales Development Framework with David Dulany #010David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually. 

    In this episode we talk about what David sees as the toughest problems for B2B revenue teams, David’s predictions for the sales technology market, David’s book: The Sales Development Framework, and we wrap up with David’s advice to new Sales Consultants.

    
    

    Episode Show Notes:

    
    

    • The technology space is in a retraction right now and squeezing more therefore the focus is on efficiency whereas by comparison it was “growth at all cost” just a few months ago.“Some of the best companies, they're just taking a closer look at all aspects of efficiency, whether it's people, the processes that they have, the technology that's plugged in. It's gone from the CEO running the revenue engine to the CFO running the revenue engine to some extent.
    • David is predicting consolidation in the tech sales arena which is telling because he’s very close to the research given his ownership of the Tenbound Sales Development Market Map. He’s also predicting that some companies will go out of business.
    • Of the 8 pillars in his book: The Sales Development Framework, culture was the one he feels is most important right now. 
    • “One of the things that I saw missing from a lot of the methodologies that ends up being hugely important is establishing a culture on the team and something that's additive to the company culture. Usually companies have a culture that's either created or it can be positive or can be negative. But what's the culture of your actual SDR team and how are you thinking about that and how are you living that culture? And it's just something that I saw not a lot of people thinking about or even being able to sort of put into a context. And so that's where we actually start with the book.”
    • Shares why he agrees that “Culture eats strategy for breakfast.” as Peter Drucker famously said. Here’s a Forbes article that answers why culture eats strategy for breakfast. We go into the importance of being intentional about your Sales or SDR team’s micro culture.
    • He shares his views on being intentional about your culture.
    
    

    
    

    • We delve into the benefits of ‘community’ for salespeople and sales organizations. Last year Tenbound launched their Tenbound Plus community and David explains why if he were to write the book again he would absolutely make “Community” one of the pillars to success in his framework.
    • Discussed his HEAR/R Methodolgy and how experiments (tests) should be approached with regard to SDR messaging.
    • David gives his advice to anyone who is or is thinking of becoming a Sales Consultant.
    • David reveals that The Tenbound Sales Development conference will be back in San Francisco this year. 
    
    

    
    

    Mentions:

    The Sales Development Market Map - https://tenbound.com/market-map/

    David's book: The Sales Development]]>David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually. 

    In this episode we talk about what David sees as the toughest problems for B2B revenue teams, David’s predictions for the sales technology market, David’s book: The Sales Development Framework, and we wrap up with David’s advice to new Sales Consultants.

    
    

    Episode Show Notes:

    
    

    • The technology space is in a retraction right now and squeezing more therefore the focus is on efficiency whereas by comparison it was “growth at all cost” just a few months ago.“Some of the best companies, they're just taking a closer look at all aspects of efficiency, whether it's people, the processes that they have, the technology that's plugged in. It's gone from the CEO running the revenue engine to the CFO running the revenue engine to some extent.
    • David is predicting consolidation in the tech sales arena which is telling because he’s very close to the research given his ownership of the Tenbound Sales Development Market Map. He’s also predicting that some companies will go out of business.
    • Of the 8 pillars in his book: The Sales Development Framework, culture was the one he feels is most important right now. 
    • “One of the things that I saw missing from a lot of the methodologies that ends up being hugely important is establishing a culture on the team and something that's additive to the company culture. Usually companies have a culture that's either created or it can be positive or can be negative. But what's the culture of your actual SDR team and how are you thinking about that and how are you living that culture? And it's just something that I saw not a lot of people thinking about or even being able to sort of put into a context. And so that's where we actually start with the book.”
    • Shares why he agrees that “Culture eats strategy for breakfast.” as Peter Drucker famously said. Here’s a Forbes article that answers why culture eats strategy for breakfast. We go into the importance of being intentional about your Sales or SDR team’s micro culture.
    • He shares his views on being intentional about your culture.
    
    

    
    

    • We delve into the benefits of ‘community’ for salespeople and sales organizations. Last year Tenbound launched their Tenbound Plus community and David explains why if he were to write the book again he would absolutely make “Community” one of the pillars to success in his framework.
    • Discussed his HEAR/R Methodolgy and how experiments (tests) should be approached with regard to SDR messaging.
    • David gives his advice to anyone who is or is thinking of becoming a Sales Consultant.
    • David reveals that The Tenbound Sales Development conference will be back in San Francisco this year. 
    
    

    
    

    Mentions:

    The Sales Development Market Map - https://tenbound.com/market-map/

    David's book: The Sales Development Framework - https://www.amazon.com/Sales-Development-Framework-Productive-Program-ebook/dp/B08Z36CJ21?ref_=ast_author_dp

    
    

    Forbes article that answers why culture eats strategy for breakfast - https://www.forbes.com/sites/forbescoachescouncil/2018/11/20/why-does-culture-eat-strategy-for-breakfast/?sh=7b532b021e09

    
    

    David's HEAR/R Methodolgy - https://youtu.be/m_iokOIAHo4?t=192

    
    

    Connect with us:

    David's LinkedIn Page - https://www.linkedin.com/in/davidkdulany/

    Tenbound's website - https://tenbound.com

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>cb7608d0-9d3e-40b7-a406-18ac7993001dFri, 24 Feb 2023 09:00:00 -070040:14falsefull1010Derrick WilliamsSales Coaching: The Practice & The Journey with Neil BhuiyanNeil Bhuyian is the Founder of HappySelling.io, the Host of The SDR DiscoCall Show, he has worked with over 500+ reps, and he has helped teams generate $20M in Closed Business.

    And in this episode we talk through:

    • How he gets better as a sales coach
    • How he overcomes imposter syndrome
    • His approach when coaching low performers 
    • Shares the story about starting his consultancy and he reveals some very personal challenges that he was facing at the time which a lot of us can relate to. It’s an inspiring story of resilience and extreme mental fortitude.
    
    

    
    

    #salesconsultantpodcast #salescoach #entrepreneurship #inspiringstory

    
    

    Time Stamps:

    [2:23] Neil walks us through his most recent transition as a Sales Coach for MySalesCoach.com which launched on January 1st this year. He breaks down how the company started, how they’re structured and how the coaching engagements work.

    [5:00] Neil is always trying to get better and talks about how he gets better as a sales coach which includes having a coach of his own.

    [9:41] How he overcomes insecurities/imposter syndrome as a Sales Coach.

    [14:30] Explains his process for coaching low performers and delivering tough feedback. 

    [31:34] Talks about his SDR Training company; HappySelling.io. A 7-week course. Been running it for 5 years. Explains when and why he’s brought in. Then describes his podcast; The SDR Disco Podcast

    [39:12] Shares the story about starting his consultancy and reveals for the first time what was going on in his personal life at that time. Neil’s vulnerability is truly inspirational.

    
    

    Mentions:

    https://www.mysalescoach.com/

    https://www.happyselling.io

    https://www.happyselling.io/podcast

    
    

    Guest Bio:

    • Founder of HappySelling.io - SDR Trainer
    • Host of The SDR DiscoCall Show - Show for brand new SDRs
    • Trained/ Coached and Managed 500+ Sales Reps
    • 7 years in Sales Leadership
    • 6 years in Sales Coaching
    • Helped teams generate £15M in Closed Business
    
    

    
    

    Connect with us:

    Neil’s LinkedIn - https://www.linkedin.com/in/neilbhuiyan/

    Neil’s Instagram - happyselling.io

    https://www.mysalescoach.com/

    https://www.happyselling.io

    https://www.happyselling.io/podcast

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    
    

    ]]>Neil Bhuyian is the Founder of HappySelling.io, the Host of The SDR DiscoCall Show, he has worked with over 500+ reps, and he has helped teams generate $20M in Closed Business.

    And in this episode we talk through:

    • How he gets better as a sales coach
    • How he overcomes imposter syndrome
    • His approach when coaching low performers 
    • Shares the story about starting his consultancy and he reveals some very personal challenges that he was facing at the time which a lot of us can relate to. It’s an inspiring story of resilience and extreme mental fortitude.
    
    

    
    

    #salesconsultantpodcast #salescoach #entrepreneurship #inspiringstory

    
    

    Time Stamps:

    [2:23] Neil walks us through his most recent transition as a Sales Coach for MySalesCoach.com which launched on January 1st this year. He breaks down how the company started, how they’re structured and how the coaching engagements work.

    [5:00] Neil is always trying to get better and talks about how he gets better as a sales coach which includes having a coach of his own.

    [9:41] How he overcomes insecurities/imposter syndrome as a Sales Coach.

    [14:30] Explains his process for coaching low performers and delivering tough feedback. 

    [31:34] Talks about his SDR Training company; HappySelling.io. A 7-week course. Been running it for 5 years. Explains when and why he’s brought in. Then describes his podcast; The SDR Disco Podcast

    [39:12] Shares the story about starting his consultancy and reveals for the first time what was going on in his personal life at that time. Neil’s vulnerability is truly inspirational.

    
    

    Mentions:

    https://www.mysalescoach.com/

    https://www.happyselling.io

    https://www.happyselling.io/podcast

    
    

    Guest Bio:

    • Founder of HappySelling.io - SDR Trainer
    • Host of The SDR DiscoCall Show - Show for brand new SDRs
    • Trained/ Coached and Managed 500+ Sales Reps
    • 7 years in Sales Leadership
    • 6 years in Sales Coaching
    • Helped teams generate £15M in Closed Business
    
    

    
    

    Connect with us:

    Neil’s LinkedIn - https://www.linkedin.com/in/neilbhuiyan/

    Neil’s Instagram - happyselling.io

    https://www.mysalescoach.com/

    https://www.happyselling.io

    https://www.happyselling.io/podcast

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    
    

    ]]>fabb02b9-cdba-44c8-805a-50d38ef90e38Fri, 24 Feb 2023 06:45:00 -070001:00:10falsefull77Derrick WilliamsGetting Clear With Your Messaging as a Sales Consultant with Jeff Bajorek #009Jeff Bajorek is a Sales Trainer, Advisor and Coach for B2B Sales Leaders. He's a speaker, an author and he’s a mentor to folks like myself. I’ve been acquainted with Jeff for many years and have always appreciated his perspective and his lessons on sales effectiveness and sales consulting.

    In this episode he gives us an intimate peek into the journey of a top sales consultant. The core of the discussion is on the importance and the process of clarifying your Go-To-market (GTM) messaging as a sales consultant. Anyone on the consulting journey has to listen to this. I guarantee you’re going to relate to Jeff’s journey of taking a step back after 7 years to clarify the messaging around his offerings.

    We also talk about his approach to content creation and what it really means to sell with integrity and to… Sell Like You!

    Time Stamps:

    [:49] Talks about the process that he’s gone through recently to clarify his offerings and provides advice to new sales consultants on how to not talk themselves out of their entrepreneurial intuitions. 

    [3:43] “If you can’t explain what you do. If you can’t put yourself into a box, how easy do you think it is for a client, a customer, or a prospect, to put you in that box?” - Jeff Bajorek. Provides uber important advice to consultants, trainers, and consults on the importance of clearly defining your message.

    [4:02] Shared the story of how his first consulting client took him out of his f/t job.

    [5:25] Talks about how at one point his funnel totally dried up and he knew he had to just start calling but then faced the worst case of call reluctance.

    [9:00] Summarizes why he skipped the steps of clarifying his GTM offerings and messaging for 7 years and the effect it had on his business (and him) when he went through “some really dark days at the end of the summer 2022). Shares how he contemplated going back to f/t employment since he knows he can sell. Talks about balancing his responsibilities at home with his consulting journey and the stressors that created for the Bajorek household.

    [15:24] Talks about being the sole breadwinner and the level of pressure he’s under as a solopreneur. 

    [19:42] Mentions stirring up trouble on LinkedIn with the “LinkedIn Police” who mostly have full time jobs and don’t have to sell themselves consultants, trainers, coaches do on social media. They’re playing a different game.

    [21:00] Jeff creates a lot of content so I ask him to talk about how he balances the time he spends on content with client work and other responsibilities.

    [29:00] Discuss what a typical client engagement looks like with him. We also go deeper into his practice and ask about what percentage of his business is consulting vs training vs coaching.

    [32:13] Shares a story where he took on a client where he felt they likely weren’t a good fit. The lesson here is that don’t take on work where you think your boundaries need to be tested. “You never have a better day in sales than when you fire your worst client.” - Jeff Bajorek 

    [38:01] Explains how he gets better as a Sales Consultant.

    [42:00] Before every engagement he has a “Players Only Meeting” with the reps and explains why this is essential to his process.

    [44:33] We talk through what it really means to “sell with integrity” (being ‘whole’, being aligned) and why this concept should be an area of urgency for each salesperson. 

    [50:00] Then we talk about how leaders can operationalize the concept of “sell with integrity” (being ‘whole’, being aligned).

    #salesconsultantpodcast #salesconsultant #messaging #content #integrity

    
    

    Mentions:

    Jeff’s book “The 5 Forgotten Fundamentals of Prospecting” https://www.jeffbajorek.com/books

    
    

    The Jonah Hill Documentary Jeff talks about - Jeff Bajorek is a Sales Trainer, Advisor and Coach for B2B Sales Leaders. He's a speaker, an author and he’s a mentor to folks like myself. I’ve been acquainted with Jeff for many years and have always appreciated his perspective and his lessons on sales effectiveness and sales consulting.

    In this episode he gives us an intimate peek into the journey of a top sales consultant. The core of the discussion is on the importance and the process of clarifying your Go-To-market (GTM) messaging as a sales consultant. Anyone on the consulting journey has to listen to this. I guarantee you’re going to relate to Jeff’s journey of taking a step back after 7 years to clarify the messaging around his offerings.

    We also talk about his approach to content creation and what it really means to sell with integrity and to… Sell Like You!

    Time Stamps:

    [:49] Talks about the process that he’s gone through recently to clarify his offerings and provides advice to new sales consultants on how to not talk themselves out of their entrepreneurial intuitions. 

    [3:43] “If you can’t explain what you do. If you can’t put yourself into a box, how easy do you think it is for a client, a customer, or a prospect, to put you in that box?” - Jeff Bajorek. Provides uber important advice to consultants, trainers, and consults on the importance of clearly defining your message.

    [4:02] Shared the story of how his first consulting client took him out of his f/t job.

    [5:25] Talks about how at one point his funnel totally dried up and he knew he had to just start calling but then faced the worst case of call reluctance.

    [9:00] Summarizes why he skipped the steps of clarifying his GTM offerings and messaging for 7 years and the effect it had on his business (and him) when he went through “some really dark days at the end of the summer 2022). Shares how he contemplated going back to f/t employment since he knows he can sell. Talks about balancing his responsibilities at home with his consulting journey and the stressors that created for the Bajorek household.

    [15:24] Talks about being the sole breadwinner and the level of pressure he’s under as a solopreneur. 

    [19:42] Mentions stirring up trouble on LinkedIn with the “LinkedIn Police” who mostly have full time jobs and don’t have to sell themselves consultants, trainers, coaches do on social media. They’re playing a different game.

    [21:00] Jeff creates a lot of content so I ask him to talk about how he balances the time he spends on content with client work and other responsibilities.

    [29:00] Discuss what a typical client engagement looks like with him. We also go deeper into his practice and ask about what percentage of his business is consulting vs training vs coaching.

    [32:13] Shares a story where he took on a client where he felt they likely weren’t a good fit. The lesson here is that don’t take on work where you think your boundaries need to be tested. “You never have a better day in sales than when you fire your worst client.” - Jeff Bajorek 

    [38:01] Explains how he gets better as a Sales Consultant.

    [42:00] Before every engagement he has a “Players Only Meeting” with the reps and explains why this is essential to his process.

    [44:33] We talk through what it really means to “sell with integrity” (being ‘whole’, being aligned) and why this concept should be an area of urgency for each salesperson. 

    [50:00] Then we talk about how leaders can operationalize the concept of “sell with integrity” (being ‘whole’, being aligned).

    #salesconsultantpodcast #salesconsultant #messaging #content #integrity

    
    

    Mentions:

    Jeff’s book “The 5 Forgotten Fundamentals of Prospecting” https://www.jeffbajorek.com/books

    
    

    The Jonah Hill Documentary Jeff talks about - https://www.netflix.com/title/81387962

    
    

    Gary Vaynerchuk - https://garyvaynerchuk.com - “I say 7 things”

    
    

    The network of experts in his network that he mentions who help him get better: 

    https://www.linkedin.com/in/derricklwilliamsjr/

    https://www.linkedin.com/in/jasondbay/

    https://www.linkedin.com/in/toddcaponi/

    https://www.linkedin.com/in/mikeweinberg2013/

    https://www.linkedin.com/in/iannarino/

    https://www.linkedin.com/in/jeffreygitomer/

    https://www.linkedin.com/in/samsalesli/

    https://www.linkedin.com/in/amyvolas/

    https://www.linkedin.com/in/markhunter/

    
    

    His podcast, The Why and They Buy - https://www.thewhyandthebuy.com

    
    

    Connect with us:

    Jeff’s websites: 

    https://www.jeffbajorek.com - about him and what he does

    https://www.rethinkthewayyousell.com - his community content site; the blog, the podcast

    Jeff’s LinkedIn Page - https://www.linkedin.com/in/jeffbajorek/

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>60a109fb-5eee-4d2d-908f-372bbc7f9921Fri, 24 Feb 2023 04:30:00 -070001:02:53falsefull99Derrick WilliamsDiversity Matters in the Sales Industry with Derrick Jenkins #006Episode description/intro: 

    Derrick Jenkins is the Head of Marketing at Owler and is very passionate about Diversity in the Sales Industry.

    Earlier this month he and his team at Owler tagged me and several other people of color in a post on LinkedIn where they were promoting the advantages of a diverse sales team so in honor of black history month I thought it would be a good idea to bring him on the show.

    #salesconsultantpodcast #diversity dei #sales #neurodiversity

    
    

    Episode Show Notes:

    [0:15] We jump right into how Jenkins was an Owler user before joining the company. Explains how he used it to help him drive sales but he also used it to gather insights on companies for the purposes of trading stocks.

    [2:38] Walks us through the inflection points of when he joined Owler and then later being promoted to Head of Marketing

    [4:44] Details for me what a day in the life as Head of Marketing is like.

    [7:08] Talks about how diverse his team is at Owler and not just in terms of race but all types of diversity.

    [8:52] Jenkins explains the post him and his team tagged me on on LinkedIn at the start of February where he says, 

    "Diversity is beneficial and critical to the long-term success of any business. It's even more critical for sales teams to be diverse because as the workplace evolves, so will your customer… This doesn't mean that sales executives should exclusively work with customers who are aligned with their diversity or 'otherness'. However, a diverse sales team has experience navigating their careers amongst others with varying backgrounds." - Derrick Jenkins, Head of Marketing at Owler

    [10:14] Diversity is more than race. Discussed diversity of thought and expanding your talent pool to people who did not go to an IVY league school.

    [11:24] We discuss a Forrester Report that was commissioned by LinkedIn that shows companies with diverse sales orgs have a higher lead to convert ratio. 28% higher! (link below)

    [13:31] We get into the idea that because minorities have to navigate life and careers much differently that they offer unique perspectives and bring different skills to the table.

    [14:18] Jenkins talks about living abroad, studying different languages and the differences he has seen in terms of diversity comparing the US to the UK. He lived in London for 9 years and didn’t see as many black people in leadership roles.

    [17:22] Getting comfortable in your skin as a minority in corporate America is key to taking your career to the next level. Don’t get hung up on trying to ‘fit in’ and ‘conforming’. Be yourself.

    [18:52] Jenkins talks about how growing up with very young parents who “defied the odds” inspired his career.

    [25:15] He talks about what sales was like when he started his career compared to now.

    
    

    
    

    Mentions:

    Owler - https://www.owler.com/

    
    

    The LinkedIn Post that quotes Jenkins re: Diversity in Sales. The post that initiated this discussion - https://www.linkedin.com/posts/owler_why-diversity-matters-in-the-sales-industry-activity-7019697098367381506-fyfk?utm_source=share&utm_medium=member_desktop

    
    

    Forrester report on the positive impacts of diversity in sales -  https://business.linkedin.com/sales-solutions/b2b-sales-strategy-guides/forrester-diversity-report-2021

    
    

    Connect with us:

    Derrick Jenkins’ LinkedIn Page - Episode description/intro: 

    Derrick Jenkins is the Head of Marketing at Owler and is very passionate about Diversity in the Sales Industry.

    Earlier this month he and his team at Owler tagged me and several other people of color in a post on LinkedIn where they were promoting the advantages of a diverse sales team so in honor of black history month I thought it would be a good idea to bring him on the show.

    #salesconsultantpodcast #diversity dei #sales #neurodiversity

    
    

    Episode Show Notes:

    [0:15] We jump right into how Jenkins was an Owler user before joining the company. Explains how he used it to help him drive sales but he also used it to gather insights on companies for the purposes of trading stocks.

    [2:38] Walks us through the inflection points of when he joined Owler and then later being promoted to Head of Marketing

    [4:44] Details for me what a day in the life as Head of Marketing is like.

    [7:08] Talks about how diverse his team is at Owler and not just in terms of race but all types of diversity.

    [8:52] Jenkins explains the post him and his team tagged me on on LinkedIn at the start of February where he says, 

    "Diversity is beneficial and critical to the long-term success of any business. It's even more critical for sales teams to be diverse because as the workplace evolves, so will your customer… This doesn't mean that sales executives should exclusively work with customers who are aligned with their diversity or 'otherness'. However, a diverse sales team has experience navigating their careers amongst others with varying backgrounds." - Derrick Jenkins, Head of Marketing at Owler

    [10:14] Diversity is more than race. Discussed diversity of thought and expanding your talent pool to people who did not go to an IVY league school.

    [11:24] We discuss a Forrester Report that was commissioned by LinkedIn that shows companies with diverse sales orgs have a higher lead to convert ratio. 28% higher! (link below)

    [13:31] We get into the idea that because minorities have to navigate life and careers much differently that they offer unique perspectives and bring different skills to the table.

    [14:18] Jenkins talks about living abroad, studying different languages and the differences he has seen in terms of diversity comparing the US to the UK. He lived in London for 9 years and didn’t see as many black people in leadership roles.

    [17:22] Getting comfortable in your skin as a minority in corporate America is key to taking your career to the next level. Don’t get hung up on trying to ‘fit in’ and ‘conforming’. Be yourself.

    [18:52] Jenkins talks about how growing up with very young parents who “defied the odds” inspired his career.

    [25:15] He talks about what sales was like when he started his career compared to now.

    
    

    
    

    Mentions:

    Owler - https://www.owler.com/

    
    

    The LinkedIn Post that quotes Jenkins re: Diversity in Sales. The post that initiated this discussion - https://www.linkedin.com/posts/owler_why-diversity-matters-in-the-sales-industry-activity-7019697098367381506-fyfk?utm_source=share&utm_medium=member_desktop

    
    

    Forrester report on the positive impacts of diversity in sales -  https://business.linkedin.com/sales-solutions/b2b-sales-strategy-guides/forrester-diversity-report-2021

    
    

    Connect with us:

    Derrick Jenkins’ LinkedIn Page - https://www.linkedin.com/in/derrick-jenkins-70114a2/

    
    

    
    

    The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

    Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

    Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

    Derrick’s Twitter - https://twitter.com/derrickis3link

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>f968242a-1b23-4472-800f-7cae5e106125Wed, 22 Feb 2023 04:00:00 -070027:55falsefull66Derrick WilliamsCoaching the Player Not the Play with Hilmon Sorey #005Hilmon Sorey is an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives.  He is also a sought-after speaker around the globe. Hilmon is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm. He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and more.

    In this episode, you’re going to learn all about Coaching the Player Not the Play.

    Episode Show Notes:

    • Hilmon shares how co-authoring eight (8) books on sales management and sales coaching has helped to shape his consulting practice.
    • Hilmon Referenced ‘The five levels of learning'
    • He explains their Team Framework (Talent, Engage, Accelerate, and Mastery) for onboarding and developing salespeople from their book: Hiring, Onboarding & Ramping Salespeople
    • We go into how to identify competencies and then how to uncover where those competencies lie relative to where they need to be.
    • “You cannot coach someone on something that they haven't been trained to do.” -Hilmon Sorey
    •  We discuss competency-based questions and skill assessments during the interview process.
    • “You've got to have an experiential interview. Create an experience that allows for the person you're talking to demonstrate their best capability within the competency that you're looking for.” -Hilmon Sorey
    • Hilmon explains why organizations don’t apply the same level of rigor to developing salespeople the way other departments apply high degrees of rigor and consistency in their core areas. He attributes it to the fact that most companies don’t know how to measure or manage the lifetime value of an employee.
    • “Coaching is really discovery. It's not about telling people what to do. That's training, right? It's about using the same tools of discovery that you used when you were talking to prospects.” -Hilmon Sorey 
    • Hilmon breaks down why he doesn't believe in this concept of servant leadership and how to have difficult coaching conversations.
    • Hilmon Referenced: Karpman's Triangle 
    • We wrap up by discussing where it fits to bring in someone external like a Consultant. 
    • Hilmon says, “The biggest benefit is that there's often that piece of providing perspective. You're leveraging the expertise of someone that has worked with a number of companies and has a perspective of knowing what’s working across the industry. It's about someone coming in and providing you the reps and the regime and the practice that you can then take and run with and continue to strengthen your team.”
    
    

    
    

    Guest Bio:

    
    

    Hilmon Sorey is a Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm based in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.

    
    

    He's spent 25 years in Silicon Valley with 3 successful exits.

    
    

    He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap. 

    
    

    He's an award-winning trainer to more than 15,000 salespeople and over]]>Hilmon Sorey is an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives.  He is also a sought-after speaker around the globe. Hilmon is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm. He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and more.

    In this episode, you’re going to learn all about Coaching the Player Not the Play.

    Episode Show Notes:

    • Hilmon shares how co-authoring eight (8) books on sales management and sales coaching has helped to shape his consulting practice.
    • Hilmon Referenced ‘The five levels of learning'
    • He explains their Team Framework (Talent, Engage, Accelerate, and Mastery) for onboarding and developing salespeople from their book: Hiring, Onboarding & Ramping Salespeople
    • We go into how to identify competencies and then how to uncover where those competencies lie relative to where they need to be.
    • “You cannot coach someone on something that they haven't been trained to do.” -Hilmon Sorey
    •  We discuss competency-based questions and skill assessments during the interview process.
    • “You've got to have an experiential interview. Create an experience that allows for the person you're talking to demonstrate their best capability within the competency that you're looking for.” -Hilmon Sorey
    • Hilmon explains why organizations don’t apply the same level of rigor to developing salespeople the way other departments apply high degrees of rigor and consistency in their core areas. He attributes it to the fact that most companies don’t know how to measure or manage the lifetime value of an employee.
    • “Coaching is really discovery. It's not about telling people what to do. That's training, right? It's about using the same tools of discovery that you used when you were talking to prospects.” -Hilmon Sorey 
    • Hilmon breaks down why he doesn't believe in this concept of servant leadership and how to have difficult coaching conversations.
    • Hilmon Referenced: Karpman's Triangle 
    • We wrap up by discussing where it fits to bring in someone external like a Consultant. 
    • Hilmon says, “The biggest benefit is that there's often that piece of providing perspective. You're leveraging the expertise of someone that has worked with a number of companies and has a perspective of knowing what’s working across the industry. It's about someone coming in and providing you the reps and the regime and the practice that you can then take and run with and continue to strengthen your team.”
    
    

    
    

    Guest Bio:

    
    

    Hilmon Sorey is a Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm based in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.

    
    

    He's spent 25 years in Silicon Valley with 3 successful exits.

    
    

    He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap. 

    
    

    He's an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives.  He is also a sought-after speaker around the globe.

    
    

    Audiences embrace his high energy and passion for developing individuals and teams.

    
    

    He brings expertise, authenticity, transformative stories, and insider visibility into how the fastest-growing companies in the world are built.

    
    

    Connect with us:

    
    

    Hilmon’s LinkedIn page

    Hilmon’s Instagram page

    CoachCRM

    ClozeLoop

    
    

    The Sales Consultant Podcast LinkedIn Page

    Derrick’s LinkedIn

    Derrick’s Instagram

    Derrick’s Twitter

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>5b960586-23ec-4e47-b96f-2901fdb1609aFri, 17 Feb 2023 05:00:00 -070049:57falsefull55Derrick WilliamsMarketing Effectiveness, Leadership, and Diversity on Revenue Teams with Becky Holloway #004Becky Holloway is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space.

    In this episode, Becky breaks down buyer behaviors in 2023 and how it relates to B2B marketing effectiveness. She also shares with us step-by-step how she worked with her counterpart in Sales to establish a strong alignment - there are some great gems in this part of the interview that I think all sales and marketing leaders should listen to. 

    This segues into a discussion on her approach to creating a positive culture for her marketing team. 

    From there we move on to discussing the layoffs in the news end we end with Becky’s actionable advice to Revenue Leaders on how to improve diversity in their organization along with perspective on how it leads to more creativity, not just more revenue. 

    #salesconsultant #salesconsultantpodcast #b2bmarketing2023 #leadership #diversity

    Episode Show Notes:

    [1:57] Are Inbound Sales Models dead due to the increasing cost in advertising cost and the lower effectiveness (due to rising costs and declining effectiveness)?

    [10:09] Talks about the importance of getting in front of your prospects in other ways and shares specific tactics for generating demand.

    [13:09] B2B tech companies can do a lot better at leveraging video and YouTube to drive awareness and increase interest. Becky shares data to support why video is critical from the perspective of how the human brain processes video then gets into outlining her recommended video strategy.

    [17:45] Breaks down how to establish a strong alignment between Marketing and Sales and shares her story during her time as a Chief Marketing Officer (CMO).

    [24:40] Walks us through her steps to team-building and how she was able to form such a healthy/happy environment for her Marketing team.

    [31:51] Shares her perspective on all the recent layoffs and what she thinks of the inhumane approaches that have come out in the headlines.

    [38:32] Advice to Revenue Leaders on how to improve diversity in their organization and her perspective on how it leads to more creativity, not just more revenue. 

    
    

    Mentions:

    The Social Dilemma - the documentary 

    Radical Candor - the book

    The Heart of the Matter in Black and White - Becky’s podcast

    
    

    Guest Bio:

    As a marketing veteran, Becky Holloway has spent her career accelerating growth in technology organizations. Through a singular blend of brand strategy, analytical expertise, and empathic leadership, she has brought together creative teams that build repeatable pipelines to drive revenue growth. She is a firm believer that marketing is both art and science, and where the two meet, magic happens. Becky received her BA from Rutgers University and is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space. In her free time, Becky enjoys gardening, bird-watching, traveling, and spending time with her teenage children.

    
    

    Connect with us:

    
    

    The Start-up Marketer website

    The Start-up Marketer LinkedIn Page

    Becky’s...]]>Becky Holloway is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space.

    In this episode, Becky breaks down buyer behaviors in 2023 and how it relates to B2B marketing effectiveness. She also shares with us step-by-step how she worked with her counterpart in Sales to establish a strong alignment - there are some great gems in this part of the interview that I think all sales and marketing leaders should listen to. 

    This segues into a discussion on her approach to creating a positive culture for her marketing team. 

    From there we move on to discussing the layoffs in the news end we end with Becky’s actionable advice to Revenue Leaders on how to improve diversity in their organization along with perspective on how it leads to more creativity, not just more revenue. 

    #salesconsultant #salesconsultantpodcast #b2bmarketing2023 #leadership #diversity

    Episode Show Notes:

    [1:57] Are Inbound Sales Models dead due to the increasing cost in advertising cost and the lower effectiveness (due to rising costs and declining effectiveness)?

    [10:09] Talks about the importance of getting in front of your prospects in other ways and shares specific tactics for generating demand.

    [13:09] B2B tech companies can do a lot better at leveraging video and YouTube to drive awareness and increase interest. Becky shares data to support why video is critical from the perspective of how the human brain processes video then gets into outlining her recommended video strategy.

    [17:45] Breaks down how to establish a strong alignment between Marketing and Sales and shares her story during her time as a Chief Marketing Officer (CMO).

    [24:40] Walks us through her steps to team-building and how she was able to form such a healthy/happy environment for her Marketing team.

    [31:51] Shares her perspective on all the recent layoffs and what she thinks of the inhumane approaches that have come out in the headlines.

    [38:32] Advice to Revenue Leaders on how to improve diversity in their organization and her perspective on how it leads to more creativity, not just more revenue. 

    
    

    Mentions:

    The Social Dilemma - the documentary 

    Radical Candor - the book

    The Heart of the Matter in Black and White - Becky’s podcast

    
    

    Guest Bio:

    As a marketing veteran, Becky Holloway has spent her career accelerating growth in technology organizations. Through a singular blend of brand strategy, analytical expertise, and empathic leadership, she has brought together creative teams that build repeatable pipelines to drive revenue growth. She is a firm believer that marketing is both art and science, and where the two meet, magic happens. Becky received her BA from Rutgers University and is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space. In her free time, Becky enjoys gardening, bird-watching, traveling, and spending time with her teenage children.

    
    

    Connect with us:

    
    

    The Start-up Marketer website

    The Start-up Marketer LinkedIn Page

    Becky’s LinkedIn 

    
    

    
    

    The Sales Consultant Podcast LinkedIn Page

    Derrick’s LinkedIn

    Derrick’s Instagram

    Derrick’s Twitter

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>82fa5d8e-a3f2-435d-a566-4041aeb2e0d8Fri, 17 Feb 2023 05:00:00 -070051:15falsefull44Derrick WilliamsBetting On Yourself and Outreaching Effectively with Donald C. Kelly #003In addition to training sales professionals in workshops, online courses, keynote presentations,

    and students as an adjunct professor at Brigham Young University-Idaho, Donald C Kelly is the host of

    a popular sales podcast called “The Sales Evangelist.” With listeners in over 155 countries and

    over 3.7 Million+ all-time downloads

    In this episode, Donald walks us through his transition into consulting and then we transition into talking about diversity in sales, selling with insights, running effective outbound motions, and the Social Selling Framework: Connect, Share, Engage. 

    #salesconsultant #salesconsultantpodcast #b2bsales #sellitlikeamango

    Show Notes & Time Stamps:

    [5:08] Walks us through his transition into consulting. Describes his very first clients and what things were like for him in his personal life during this time of his life. “I bet it on myself and haven't looked back since.” - Donald C. Kelly

    [24:22] Discusses the importance of “Selling with Insights”. Explains the “Dream 100” concept from his book, “Sell It Like a Mango” 

    [29:49] Breaks down his team’s seamless outreach workflow whereby they leverage Apollo.io for sourcing data and engaging with prospects all in one platform.

    [31:46] Explains how they use text messaging at the top of the funnel in their outreach.

    [36:10] After conducting over 1,000 podcast interviews he shares the most common piece of advice.

    [39:10] Leveraging LinkedIn to drive sales is an under-leveraged channel so Donald walks us through the ‘Connect, Share, Engage’ framework.

    [53:28] We talk about the importance of diversity in sales.

    Mentions:

    https://www.apollo.io/

    
    

    Ultimate Sales Machine (book) - https://www.amazon.com/Ultimate-Sales-Machine-Turbocharge-Relentless/dp/1591842158

    
    

    https://justcall.io/

    
    

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    
    

    Guest Bio:

    
    

    Donald’s mission is to evangelize the method of effective selling and motivate sellers of all

    levels to DO BIG THINGS!

    As a former top-performing technology sales professional, who has successfully sold in both the

    public and private sectors, Donald was able to crack the code of helping teams thrive in b2b

    sales. He is also the author of “Sell It Like A Mango - A New Sellers Guide To Closing More

    Deals”.

    Donald has designed his training around concrete fundamental principles adaptable by any

    seller.

    He has helped sellers from companies all over the world build confidence in their selling abilities

    and increase revenue as a result. Organizations such as Rock Venture (Quicken Loans),

    HairClub, VMWare, Consolidated Electrical Distributors LLC. (CEB), Salt Edge, Charter

    Spectrum, Hibu/The Real Yellow Pages, Yotpo, Citi Group, and New York Life.

    Along with helping for-profit organizations, Donald has also assisted non-profit firms such as

    Florida State Minority Supplier Development Council, The Eastern Minority Supplier

    Development Council, GEAR UP, and Cal Poly University.

    Donald has spoken to audiences all across the country and has shared the stage with speakers

    such as Aisha...]]>In addition to training sales professionals in workshops, online courses, keynote presentations,

    and students as an adjunct professor at Brigham Young University-Idaho, Donald C Kelly is the host of

    a popular sales podcast called “The Sales Evangelist.” With listeners in over 155 countries and

    over 3.7 Million+ all-time downloads

    In this episode, Donald walks us through his transition into consulting and then we transition into talking about diversity in sales, selling with insights, running effective outbound motions, and the Social Selling Framework: Connect, Share, Engage. 

    #salesconsultant #salesconsultantpodcast #b2bsales #sellitlikeamango

    Show Notes & Time Stamps:

    [5:08] Walks us through his transition into consulting. Describes his very first clients and what things were like for him in his personal life during this time of his life. “I bet it on myself and haven't looked back since.” - Donald C. Kelly

    [24:22] Discusses the importance of “Selling with Insights”. Explains the “Dream 100” concept from his book, “Sell It Like a Mango” 

    [29:49] Breaks down his team’s seamless outreach workflow whereby they leverage Apollo.io for sourcing data and engaging with prospects all in one platform.

    [31:46] Explains how they use text messaging at the top of the funnel in their outreach.

    [36:10] After conducting over 1,000 podcast interviews he shares the most common piece of advice.

    [39:10] Leveraging LinkedIn to drive sales is an under-leveraged channel so Donald walks us through the ‘Connect, Share, Engage’ framework.

    [53:28] We talk about the importance of diversity in sales.

    Mentions:

    https://www.apollo.io/

    
    

    Ultimate Sales Machine (book) - https://www.amazon.com/Ultimate-Sales-Machine-Turbocharge-Relentless/dp/1591842158

    
    

    https://justcall.io/

    
    

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    
    

    Guest Bio:

    
    

    Donald’s mission is to evangelize the method of effective selling and motivate sellers of all

    levels to DO BIG THINGS!

    As a former top-performing technology sales professional, who has successfully sold in both the

    public and private sectors, Donald was able to crack the code of helping teams thrive in b2b

    sales. He is also the author of “Sell It Like A Mango - A New Sellers Guide To Closing More

    Deals”.

    Donald has designed his training around concrete fundamental principles adaptable by any

    seller.

    He has helped sellers from companies all over the world build confidence in their selling abilities

    and increase revenue as a result. Organizations such as Rock Venture (Quicken Loans),

    HairClub, VMWare, Consolidated Electrical Distributors LLC. (CEB), Salt Edge, Charter

    Spectrum, Hibu/The Real Yellow Pages, Yotpo, Citi Group, and New York Life.

    Along with helping for-profit organizations, Donald has also assisted non-profit firms such as

    Florida State Minority Supplier Development Council, The Eastern Minority Supplier

    Development Council, GEAR UP, and Cal Poly University.

    Donald has spoken to audiences all across the country and has shared the stage with speakers

    such as Aisha Tyler, Sarah Koenig, Guy Ross, Chris Brogan, and Marc Maron.

    In addition to training sales professionals in workshops, online courses, keynote presentations,

    and students as an adjunct professor at Brigham Young University-Idaho, Donald is the host of

    a popular sales podcast called “The Sales Evangelist.” With listeners in over 155 countries and

    over 3.7 Million all-time downloads, the podcast has received recognition from publications

    such as Entrepreneur Magazine, Success Magazine, Inc Magazine, Forbes, HubSpot, The

    Huffington Post, and the South Florida Business Journal.

    
    

    
    

    Connect with us:

    
    

    Donald’s LinkedIn

    Donald’s Instagram

    The Sales Evangelist Podcast

    
    

    The Sales Consultant Podcast LinkedIn Page

    Derrick’s LinkedIn

    Derrick’s Instagram

    Derrick’s Twitter

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>7d19e3d5-c8b1-4a00-a44f-a5273fc6f87dFri, 17 Feb 2023 05:00:00 -070001:00:25falsefull33Derrick WilliamsGetting the Most from Sales Training Programs with John Barrows #002John Barrows is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content, and events. They train sales teams for companies like Salesforce, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

    You’re going to learn a lot in this episode so I hope you’re somewhere you can take notes. But the two areas that really stood out to me in this interview were: 1. how to get the most from Sales Training Programs & 2. Managing C-Players

    #salesconsultant #salesconsultantpodcast #salestraining #johnbarrows

    Show Notes & Time Stamps:

    • [3:00] John explains when organizations normally bring his company in and describe the type of companies they work with.
    • [6:45] John shares where their programs stand in the market in comparison to some other programs and gets into what blocks clients from getting the full value of his team’s training. 
    • [9:05] Explains his 10/60/30 theory. 10% of the people that go thru the training will take it and run with it and execute. 60% will do some stuff differently. 30% aren’t going to do anything differently
    • [14:00] Explains why he’s not a big fan of role-playing or at least how most teams use it then points where he sees it being effective.
    • [22:40] Explains his “Give a Sh**” factor” theory.
    • [26:18] Talks about making the leap to being a consultant/entrepreneur then gets into examples of where he had to fire clients.
    • [33:00] How getting fired by one of his biggest and longest-term clients was one of the best days of his life.
    • [36:48] Delivering feedback to reps who are underperforming.
    • [39:00] Stresses the importance of evolving as leaders and being more empathetic
    • [40:30] Breaks down how to properly manage your A, B, and C reps.
    • [42:42] Breaks down what most managers are doing wrong in how they coach C reps and explains a better approach that includes micro-celebrating very short-term goals. But, if they’re not coachable as well as a C player...
    • [46:59] Hiring for coaching ability and shares exercises he has reps do during the interview process not just to check their skills but to see if the person can take feedback.
    • [49:17] Drops why he’s one of the true OGs / Goats in the LinkedIn game…
    
    

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    Guest Bio:

    John is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content end events. They train some of the world’s fastest-growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

    John’s goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it’s one of the greatest professions in the world but when done wrong it’s one of the worst.  To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.  

    
    

    Connect with us:

    
    

    Sell Better by JB Sales - Website

    Sell Better by JB Sales - YouTube

    John Barrows is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content, and events. They train sales teams for companies like Salesforce, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

    You’re going to learn a lot in this episode so I hope you’re somewhere you can take notes. But the two areas that really stood out to me in this interview were: 1. how to get the most from Sales Training Programs & 2. Managing C-Players

    #salesconsultant #salesconsultantpodcast #salestraining #johnbarrows

    Show Notes & Time Stamps:

    • [3:00] John explains when organizations normally bring his company in and describe the type of companies they work with.
    • [6:45] John shares where their programs stand in the market in comparison to some other programs and gets into what blocks clients from getting the full value of his team’s training. 
    • [9:05] Explains his 10/60/30 theory. 10% of the people that go thru the training will take it and run with it and execute. 60% will do some stuff differently. 30% aren’t going to do anything differently
    • [14:00] Explains why he’s not a big fan of role-playing or at least how most teams use it then points where he sees it being effective.
    • [22:40] Explains his “Give a Sh**” factor” theory.
    • [26:18] Talks about making the leap to being a consultant/entrepreneur then gets into examples of where he had to fire clients.
    • [33:00] How getting fired by one of his biggest and longest-term clients was one of the best days of his life.
    • [36:48] Delivering feedback to reps who are underperforming.
    • [39:00] Stresses the importance of evolving as leaders and being more empathetic
    • [40:30] Breaks down how to properly manage your A, B, and C reps.
    • [42:42] Breaks down what most managers are doing wrong in how they coach C reps and explains a better approach that includes micro-celebrating very short-term goals. But, if they’re not coachable as well as a C player...
    • [46:59] Hiring for coaching ability and shares exercises he has reps do during the interview process not just to check their skills but to see if the person can take feedback.
    • [49:17] Drops why he’s one of the true OGs / Goats in the LinkedIn game…
    
    

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    Guest Bio:

    John is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content end events. They train some of the world’s fastest-growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

    John’s goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it’s one of the greatest professions in the world but when done wrong it’s one of the worst.  To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.  

    
    

    Connect with us:

    
    

    Sell Better by JB Sales - Website

    Sell Better by JB Sales - YouTube

    John’s Instagram page

    John’s LinkedIn page

    
    

    
    

    The Sales Consultant Podcast LinkedIn Page

    Derrick’s LinkedIn

    Derrick’s Instagram

    Derrick’s Twitter

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>0ab9e090-57dc-489c-af30-dc19d2c501e6Fri, 17 Feb 2023 05:00:00 -070051:10truefull22Derrick WilliamsSales Management That Works with Frank Cespedes #001Frank Cespedes is a Senior Lecturer at Harvard Business School and has been teaching MBA students about Sales and Sales Management for nearly 30-years. He’s written several books, but his newest one; Sales Management That Works was my favorite read of 2022 and when he engaged with me on LinkedIn I immediately took the opportunity to ask him to be my quest.

    You’re going to learn about the cost of false positives in our current economic environment, what goes into his research on sales and sales management effectiveness, why Sales Managers don’t coach, why the “sell more to make more” sales compensation model is broken, and much more.

    #salesconsultant #salesconsultantpodcast #salesmanagement #frankcespedes

    Show Notes & Time Stamps:

    [3:35] The costs of false-positives Sales are increasing in our current economic environment.

    [10:02] The bar is always rising: job descriptions and required activities that as recently as a decade ago were considered cutting edge, are now table stakes. Clearly defining Lead Qualification Criteria and adhering to them is more important than ever. Frank says, “Sales Development is no longer a place for amateurs”.

    [15:40] Describes his nearly 30 years at Harvard teaching MBA students about Sales and Sales Management and explains what type of roles and industries they go on to work in with 30% going to work for large Consulting firms.

    [19:26] The three (3) major inputs that go into his research about Sales and Sales Management.

    [21:18] The three (3) reasons Sales Managers don’t coach as often or as effectively as they should.

    [26:45] Why the “sell more to make more” sales compensation model is broken.

    [31:33] “Adaptive Selling” and “Active Retrieval” is explained.

    [43:45] “The requirements for financial literacy in sales management are increasing tremendously. If you're 40 years old or younger and you want to make a career in this area, my advice is don't go to the next seminar about selling. Make sure that you understand what I call managerial finance.” -Frank Cespedes

    [45:53] Why Managers struggle to give effective feedback and have tough conversations with their team.

    52:01] What Salespeople Need to Know About the B2B Landscape (2023).

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    Guest Bio:

    Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies around the world on go-to-market and strategy issues and has been a Board member at consumer goods, industrial products, services, PE, and VC firms. He has written for numerous publications, including Harvard Business Review, European Business Review, Organization Science, California Management Review, and The Wall Street Journal, among others. He is also the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must-read” (Gartner), and “perhaps the best sales book ever” (Forbes). His newest book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).

    Connect with us:

    Sales Management That Works (book)

    Franks’s website - https://frankcespedes.com/

    Frank Cespedes is a Senior Lecturer at Harvard Business School and has been teaching MBA students about Sales and Sales Management for nearly 30-years. He’s written several books, but his newest one; Sales Management That Works was my favorite read of 2022 and when he engaged with me on LinkedIn I immediately took the opportunity to ask him to be my quest.

    You’re going to learn about the cost of false positives in our current economic environment, what goes into his research on sales and sales management effectiveness, why Sales Managers don’t coach, why the “sell more to make more” sales compensation model is broken, and much more.

    #salesconsultant #salesconsultantpodcast #salesmanagement #frankcespedes

    Show Notes & Time Stamps:

    [3:35] The costs of false-positives Sales are increasing in our current economic environment.

    [10:02] The bar is always rising: job descriptions and required activities that as recently as a decade ago were considered cutting edge, are now table stakes. Clearly defining Lead Qualification Criteria and adhering to them is more important than ever. Frank says, “Sales Development is no longer a place for amateurs”.

    [15:40] Describes his nearly 30 years at Harvard teaching MBA students about Sales and Sales Management and explains what type of roles and industries they go on to work in with 30% going to work for large Consulting firms.

    [19:26] The three (3) major inputs that go into his research about Sales and Sales Management.

    [21:18] The three (3) reasons Sales Managers don’t coach as often or as effectively as they should.

    [26:45] Why the “sell more to make more” sales compensation model is broken.

    [31:33] “Adaptive Selling” and “Active Retrieval” is explained.

    [43:45] “The requirements for financial literacy in sales management are increasing tremendously. If you're 40 years old or younger and you want to make a career in this area, my advice is don't go to the next seminar about selling. Make sure that you understand what I call managerial finance.” -Frank Cespedes

    [45:53] Why Managers struggle to give effective feedback and have tough conversations with their team.

    52:01] What Salespeople Need to Know About the B2B Landscape (2023).

    To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

    Guest Bio:

    Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies around the world on go-to-market and strategy issues and has been a Board member at consumer goods, industrial products, services, PE, and VC firms. He has written for numerous publications, including Harvard Business Review, European Business Review, Organization Science, California Management Review, and The Wall Street Journal, among others. He is also the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must-read” (Gartner), and “perhaps the best sales book ever” (Forbes). His newest book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).

    Connect with us:

    Sales Management That Works (book)

    Franks’s website - https://frankcespedes.com/

    Frank’s LinkedIn Page

    Frank’s Twitter Page

    Hardvard Business School

    Harvard Business Review Press

    
    

    The Sales Consultant Podcast LinkedIn Page

    Derrick’s LinkedIn

    Derrick’s Instagram

    Derrick’s Twitter

    
    

    These interviews are also available on Derrick’s YouTube page

    ]]>9d107a8c-8586-4993-a813-ca8899813c1cFri, 17 Feb 2023 05:00:00 -070057:35falsefull11Derrick Williams