Episode 66: Developing Chemistry with Solutions Engineers

Sales RX Podcast

Player FM - Internet Radio Done Right

تمت الإضافة منذ قبل three أعوام

المحتوى المقدم من The Sales Doctor. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة The Sales Doctor أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Uncuffed

1
S4, E1 - Day One 7:38

منذ 6 weeks7:38

التشغيل لاحقا

قوائم

إعجاب

احب

7:38

Last summer, something monumental happened. One of Uncuffed's founding producers, Greg Eskridge, came home after more than 30 years in prison. In this episode we’ll bring you back to that emotional day last summer when he walked out of the San Quentin gates, free at last. Our work in prisons is supported by the California Arts Council, the California Department of Corrections and Rehabilitation, independent foundations, and donations from listeners like you. Learn more, sign up for Uncuffed news, and support the program at www.weareuncuffed.org Follow us @WeAreUncuffed on Instagram and Facebook Transcripts are available within a week of the episode coming out at www.kalw.org/podcast/uncuffed…

منذ عام واحد 1:19:29

MP3•منزل الحلقة

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you.

The problem with most sales demos, is there are not standards and expectations set to help efforts scale. Sometimes your demo counterpart can turn into a technical admin rather than the co-seller you need.

Typically, this is by no fault of the sellers themselves, but of a faulty understanding of the benefits of solutions engineers and their role in the sales process.

In today’s episode, viewers will learn:

The core functions of a solutions engineer
The role that solutions engineers play in the sales process
Best practices for co-selling with a solutions engineer on a demo

SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!

FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months⁠⁠

POWERED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!

FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

98 حلقات

#Business #The Sales Doctor

Episode 66: Developing Chemistry with Solutions Engineers

Sales RX Podcast

published منذ عام واحد

MP3•منزل الحلقة

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you.

Typically, this is by no fault of the sellers themselves, but of a faulty understanding of the benefits of solutions engineers and their role in the sales process.

In today’s episode, viewers will learn:

The core functions of a solutions engineer
The role that solutions engineers play in the sales process
Best practices for co-selling with a solutions engineer on a demo

FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months⁠⁠

FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

98 حلقات

#Business #The Sales Doctor

كل الحلقات

1
Episode 67: Cross-Collaborating with Department Heads Effectively 1:04:20

منذ 52 weeks1:04:20

1:04:20

Running a department is hard, especially when you have other departments that you rely on for support who are also relying on you for support. Too often we hear about the negative feelings from sales to marketing or customer success to sales. Unfortunately, the harmony we can create when cross-collaborating will never be perfect, but it can be developed. Typically when cross-department relationships sour, it's due to a lack of expectation versus reality, and a lack of empathy towards the priorities and workload of each other’s department. This can lead to ineffective execution of GTM strategies, and further put your job at risk as a team, or department leader. In this episode, viewers will learn: The pitfalls of cross-collaboration and how to set proper expectations What mutual benefits are of cross-collaboration and how to establish desired outcomes The 3 types of people working on projects with you and how to identify them.…

1
Episode 66: Developing Chemistry with Solutions Engineers 1:19:29

منذ 1 year1:19:29

1:19:29

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you. The problem with most sales demos, is there are not standards and expectations set to help efforts scale. Sometimes your demo counterpart can turn into a technical admin rather than the co-seller you need. Typically, this is by no fault of the sellers themselves, but of a faulty understanding of the benefits of solutions engineers and their role in the sales process. In today’s episode, viewers will learn: The core functions of a solutions engineer The role that solutions engineers play in the sales process Best practices for co-selling with a solutions engineer on a demo SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months⁠⁠ POWERED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 65: Building Sales Habits that Scale 46:32

منذ 1 year46:32

46:32

As we’ve finished the first month of the new year, you’re likely getting a look at what habits are sticking and which ones aren’t. Is it no surprise you might be slumping back to your status quo of November & December (the months that made you want to make a change)? Managers can play a vital role in helping their contributors develop new habits professionally to ensure their success in the new year. As for IC’s it’s important to get an internal view of what should a good routine look like in sales and what the habits inside of that routine I should be focusing on. In today’s episode, viewers will learn: How to get over the procrastination of starting new habits Support methods to create fool-proof systems for building new habits A sample set of what a great day in sales looks like with a framework of habits that will double their production SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months POWERED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
GTM Gameplan #003: The First 30 Days of a New Seller with Giorgia Ortiz & Troy Ortega 42:58

منذ 1 year42:58

42:58

Even though we don't live in the candidate market we once did - hiring, onboarding, and training are still just as important as in the blank check era of 2020-2022. The problem is, that it feels like there are no really good benchmarks for what works, and many people are just ad-hoc putting together programs based on crowdsourced insight. To effectively onboard sellers, we need to understand what works, why it works, and how to implement it which both of our guests will be talking about on this episode. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Giorgia Ortiz Troy Ortega FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 64: Effective Enablement to Support Sellers Post-Onboarding 57:08

منذ 1 year57:08

57:08

Money is not the biggest motivator. It can help, but it’s not the only reason team members choose to stick around at a company. Jim Rohn said, “The greatest value in life is not what you get; the greatest value in life is what you become.” If we don’t create a healthy company culture that centers around the continuous development of our team members, they will have no problem taking $5,000 a year to go work somewhere else. The biggest problem companies face is feeling there’s not enough time to commit to the right level of development needed to boost morale and create consistent performance. The reality is, that there is enough bandwidth but we unfortunately mix training and coaching with support while forgetting to segment the three. In today's episode, viewers will learn: What a proper training and development cadence look like for individual contributors How sales enablement can get a seat at the table with the other department heads Metrics and KPIs to measure the effectiveness of your professional development program SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 63: Creating a Successful Onboarding Plan for New Sales Reps 1:08:31

منذ 1 year1:08:31

1:08:31

The first 30 days of a sales rep are some of the most overloaded but important weeks of their career at your company. The average sales rep takes 3 months to ramp up and nearly 10 months before they are profitable with the company. With average tenures being less than 18 months, that means you have only about 8 months of productive selling time with reps. This is a big problem for organizations especially when you consider a bad sales hire costs a company up to 70% of the seller's annual revenue goals. To solve this companies need to speed up their rep’s time to value by moving them faster through the onboarding process and putting practices in place to help them retain and enact sales strategies more consistently. In today’s episode, viewers will learn about: How to provide a more engaging onboarding experience instead of just throwing reps into hours of Zoom calls accompanied by pages of documentation. The metrics behind onboarding and speed to value of a rep's quota and the effect it has on the business unit. What a great onboarding plan looks like and the mindset to instill in a rep during that process. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 62: Email Deliverability Changes in 2024 1:04:19

منذ 1 year1:04:19

1:04:19

With the recent changes to Gmail and Yahoo's email deliverability policies, hyper-growth outbound might hit a roadblock. Since spam reporting rates are lowered, and domain sending limits are hampered, sales is going to have to spend even more time being intentional with their outreach. Could this be the resurgence of cold calling in a post-COVID world, or will social media automated outreach replace spammy email inboxes? In this episode, Chet and Billy are going to have a discussion about what the changes coming to email deliverability are, why we got here, what sales teams are going to have to think about, and ways to overcome this roadblock to hyper-outbound sales motions. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
GTM Gameplan #002: Building a Channel Partnerships Funnel with Christopher Nault and David Gable 41:38

منذ 1 year41:38

41:38

Right now NRR is such a big part of the conversation, and with CAC being so high it makes sense to balance it out with a higher LTV. But unfortunately, what does that mean for sales teams? We have to solve for high customer acquisition costs and with fewer dollars to compete in a market where fewer dollars are being spent, it's time to get creative with our pipeline generation. One of the most common ways companies are finding success is by building out the right channels for partnerships. This could be companies that integrate into your ecosystem providing their customers the most optimal results by partnering with you and vice versa. It could also be building out affiliates and ambassadors to help spread the good word, send qualified leads, and reap the benefits alongside your sales team. We all know referrals close at a higher rate than cold outbound and even most inbound leads from a website or gated content, and this focus should be front and center for all revenue teams walking into 2024. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Christopher Nault David Gable FREE RESOURCES: ⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 61: Deal Handoff Best Practices Part 2 - Presales to Post-sales 56:05

منذ 1 year56:05

56:05

Is high churn a sales or CS problem? Are salespeople selling features that don’t exist, or are our customer success managers dropping the ball on supporting and making the customer successful? Could it be as simple as failing to effectively hand off the deal from department to department? Think about it…Sales spend anywhere from 30-120 days and beyond with their deals. Then in the blink of an eye, those deals are handed off (sometimes blindly or with little context) to another team responsible for the next 12 months of customer success. In today's episode, viewers will learn about: How sellers can cross-collaborate effectively with customer success in the sales process to set their team up for success. How much involvement should sales have in post-sales customer onboarding and implementation? What good customer success handoff looks like and how to connect the dots for closed-won deals from prospect to customer SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
GTM Gameplan #001: Marketing Processes and Strategies for 2024 with Amanda Martin & Andreas Diwing 30:18

منذ 1 year30:18

30:18

Marketing is becoming harder than ever for GTM teams. With fewer dollars to be spent on even fewer dollars to be acquired, creativity and innovation are going to play a big part for marketing teams in 2024. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Amanda Martin Andreas Diwing FREE RESOURCES: ⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 60: Deal Handoff Best Practices Part 1 - SDR to AE 1:05:26

منذ 1 year1:05:26

1:05:26

Thanks to the Predictable Revenue model, SDRs are the backbone of demand generation in sales-centric organizations. Even if they are responsible for calling out on inbound requests to filter out unqualified opps, they play a big part in helping pipeline growth be efficient. Lately, there has been quite a bit of chatter about the model and whether buyers want to start at the top of the funnel by having conversations with junior salespeople, or if it’s time to move to a full-cycle sales motion. In today’s episode, viewers will learn about: The pros and cons of having roles specialize in certain functions of the sales funnel Best practices to align SDR and AE relationships when it comes to prospecting and deal handoff Opportunity qualification criteria that should be used to decide what dictates a qualified opportunity for AEs SPONSORED BY: Kixie | ⁠⁠⁠⁠ Click Here ⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠ ⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠ ⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠ ⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠ ⁠⁠⁠⁠Go from SDR to AE in less than 12 Months…

1
Episode 59: What Good Professional Development Looks Like 1:03:05

منذ 1 year1:03:05

1:03:05

Nobody gets to where they want to go by following the status quo. Jim Rohn said, “Show me what is on a person’s bookshelf, and I can tell you how much they have in their bank account.” If you’re an individual contributor, accelerating your learning above your cohorts will give you a leg up on your growth trajectory. As a Senior Leader, understanding how to create a great program to develop your individual contributors is key to creating internal promotion paths. In today's episode, viewers will learn about: How to prioritize what areas of development they want to focus on Different formats and mediums for professional development Unique ways to accelerate your ability to learn SPONSORED BY: Kixie | ⁠⁠⁠ Click Here ⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠Chet Lovegren⁠⁠⁠ ⁠⁠⁠Billy Stein⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠ ⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠ ⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠ ⁠⁠⁠Go from SDR to AE in less than 12 Months…

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Episode 58: The First 90 Days of a Frontline Manager 59:49

منذ 1 year59:49

59:49

Unfortunately, most sales managers only became managers because they were good at their job. They never learn how to be good managers and leaders. Because of this, only 1 out of every 4 managers has never had official training or consistent coaching to get better at their job. Being someone worth working for can either make or break your ability to accelerate your career. For executives, it’s important to outline a path of development for first-time managers because they are leading the frontline of your sales team. Your ability to hit revenue targets depends on how well you can enable these first-time managers and provide the level of coaching needed to help them be someone worth working for. In today’s episode, viewers will learn about: What the first 90 days as a frontline manager should look like The difference between training, coaching, management, and leadership How to manage reps through personal struggle and avoid scapegoating performance issues SPONSORED BY: Kixie | ⁠⁠ Click Here ⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠Chet Lovegren⁠⁠ ⁠⁠Billy Stein⁠⁠ FREE RESOURCES: ⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠ ⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠ ⁠⁠Cold Calling Objection Handling Guide⁠⁠ ⁠⁠Go from SDR to AE in less than 12 Months…

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Episode 57: Having Effective Internal Conversations 54:53

منذ 1 year54:53

54:53

Especially in a tough economy, it can be hard to find opportunities for promotion. If you are someone striving to climb the ranks and grow your professional career, you have to learn how to have effective conversations with your manager, and other department heads, and build your internal brand regarding the optics of how you are perceived in the company. In today’s episode, viewers will learn about: The importance of creating better dialogue with their manager and senior leaders Unique ways to facilitate creating dialogue with those higher-ups How to leverage feedback in 1:1s to make the case for your career trajectory within the company SPONSORED BY: Kixie | ⁠ Click Here ⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠Chet Lovegren⁠ ⁠Billy Stein⁠ FREE RESOURCES: ⁠Weekly Sales Tips in Under 3 Minutes⁠ ⁠11X Your Pipeline with this Outbound Sales Sequence⁠ ⁠Cold Calling Objection Handling Guide⁠ ⁠Go from SDR to AE in less than 12 Months…

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Episode 56: The Impact of AI in Sales 49:20

منذ 1 year49:20

49:20

With the spike in salespeople looking to integrate AI into their sales efforts to reach more prospects in a shorter amount of time, there’s a flurry of new ideas, processes, and tools that are making their way to the surface. What works, what doesn’t, and how is AI going to impact my job as a salesperson? In today’s episode, viewers will learn about: The legitimacy of AI tech for salespeople The short and long-term impact of AI in sales How to talk about AI products for sellers AI sales tools you can start using in your process today SPONSORED BY: Kixie | Click Here to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: Chet Lovegren Billy Stein FREE RESOURCES: Weekly Sales Tips in Under 3 Minutes 11X Your Pipeline with this Outbound Sales Sequence Cold Calling Objection Handling Guide Go from SDR to AE in less than 12 Months…

مرحبًا بك في مشغل أف ام!

يقوم برنامج مشغل أف أم بمسح الويب للحصول على بودكاست عالية الجودة لتستمتع بها الآن. إنه أفضل تطبيق بودكاست ويعمل على أجهزة اندرويد والأيفون والويب. قم بالتسجيل لمزامنة الاشتراكات عبر الأجهزة.