So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell joins Chris and Corey. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is about helping, not selling. And if you want to succeed in [...]
Chris and Corey's guest, Barry Trailer compares the unpredictability of sales to the unpredictability of a baseball game, where even the best players are out 70% of the time. Chris Beall adds that the desire for predictability is a universal human desire, but sales is about doing things that have a reasonable shot of bringing [...]
Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris and Corey. He reviews the four levels of process implementation: the percentage of revenue, the target revenue plan attained, the percentage of reps meeting or beating [...]
On Market Dominance Guys, Chris and Corey say, "Finesse is a very elegant way of describing the search process, reading the signals, reading the tea leaves, and understanding where the constraints are. Understanding that in this discontinuous innovation process, you're going to have of extraneous pipeline that's going to come in very rapidly at a [...]
Corey asked Chris to visit the theory of constraints. Businesses are artificial, in the sense, that we say we're going to do something for others, and they're going to pay us money for it. And then the question is, what are the inputs to the business? And whenever you have a system with inputs and [...]
Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, “You create a hypothesis of what your messaging is going to be, and then you run an experiment on it and report on the results of the methodology that [...]
What is the point of having a business podcast? As an entrepreneur, should you be thinking of having one? Susan Finch replies to that question with an emphatic yes. In this conversation with Doug C. Brown, she makes the case for why every company, small and large and everything in between, should consider having a [...]
Speaking gigs (on-site workshops/conferences) are nice for a resume, which generally helps you get more speaking gigs, but aside from that, unless you have a booth at the conference, most don’t have a high rate of return. If you are strictly a speaker and your income comes from the actual speaking event only and you [...]
CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is built on trust and authenticity. You can’t solve that if all you want to do [...]
How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters later. Is it the SDRs, advertising, phone calls made, or conversations you’ve had? David Dulany [...]