Episodes

  • 114: Glenn Sandifer – Leading a World Class Sales Team

    114: Glenn Sandifer – Leading a World Class Sales Team
    Nov 25 2024
    Guest: Glenn Sandifer Guest Bio: Glenn has 20 years of experience in Regional and National Field Sales and Marketing roles. He has worked on product launches within Quick Service, Consumer Electronics, Home Theater, Mobile, and Telecommunications Industries. Currently, Glenn has the privilege of leading a world class Inside Sales and Client Success group within the Security Industry. Glenn is focused on the development of both inside sales and customer success teams, deploying an outbound contact strategy. His efforts lead to a consistent lead conversation. Glenn also provides strategic support with digital and affiliate marketing strategies, migrating a new CRM, and incorporating new onboarding and talent retention policies. Glenn also founded Glenn Sandifer Consulting, which has the aim of aiding smaller security dealers in developing winning programs and plans for predictable revenue and long-term success. Glenn serves as Vice President in the AA-ISP Tennessee Chapter, a Member of the Greater Nashville Chamber of Commerce, and Nashville Black Chamber of Commerce and a member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children. https://www.glennsandifer.com/about Key Points: Outbound Sales Strategy: · Securitas stands out from competitors by implementing 15 different outbound sales strategies, focusing on building long-term relationships and pipeline growth. · Sales reps are required to make a minimum of 50 outbound calls and send 50–100 personalized emails daily. · There's a strong emphasis on data, tracking inbound leads and conversions, and continuously improving sales processes. Change Management and Team Integration: · Glenn emphasizes that managing change is difficult, especially when integrating teams from different companies. · He recommends leading by example, staying hands-on, and getting involved with both sales and operational teams to break down silos. Advice for Sales Leaders: · Leaders should "manage up" by encouraging their teams to provide insights and challenges from the frontlines to improve decision-making. · For handling sales teams, it's crucial to focus on core priorities and overcome the fear of change or new processes. · Leading by example and consistently repeating key messages can help reinforce the desired behaviors in the team. Hiring for Sales Positions: · Glenn looks for three key traits in candidates: grit, coachability, and adaptability. · Grit ensures perseverance in detailed sales tasks, coachability helps integrate new employees into the company's culture, and adaptability is needed for fast-paced, shifting sales environments. Managing Sales Team: · Glenn highlights the challenge of managing expectations and ensuring that team members stay focused on high-priority tasks. · He faced resistance when trying to shift from a customer service-oriented role to a more pipeline-driven, project-based model, but his leadership and persistence helped his team adapt. Leadership Philosophy: · Glenn believes that as a leader, it’s important to challenge the team to push beyond their comfort zone and achieve their full potential while understanding their individual motivations and pain points. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    30 mins
  • 113: Chandler Bolt – Why Write A Book?

    113: Chandler Bolt – Why Write A Book?
    Nov 18 2024
    Guest: Chandler Bolt Guest Bio: Chandler Bolt is an investor, the CEO of SelfPublishing.com, a Forbes 30 Under 30 honoree, and the author of 7 bestselling books including his most recent book titled “Published.”. selfpublishing.com is an INC 5000 company the last 4 years in a row as one of the 5,000 fastest-growing private companies in the US. Chandler is also the host of the 7 Figure Principles Podcast and the Self Publishing School Podcast. Through his books, podcasts, YouTube channels, and selfpublishing.com, he’s helped thousands of people write a book that grows their income, impact, and business. Key Points: Why Write a Book as a Business Owner? A book acts as a silent salesman. It helps you get leads, make sales, and generate referrals. A book builds authority. When you publish, you become an expert in the eyes of your audience, which increases your sales closing rate. How a Book Helps in the Sales Process It builds belief in your product or service, growing excitement and guiding prospects toward the next steps in your sales funnel. The book also simplifies the referral process, allowing you to encourage current customers to share the book with others. How to Start Writing Your Book Clarify your idea - focus on a topic that addresses a pain point, offers a promise, and aligns with your business goals. Use the "MORE" Writing Method: - Mind map: Brainstorm all ideas related to your book. - Outline: Organize your ideas into chapters. - Rough Draft: Write the first draft without worrying about perfection. - Editing: Revise the draft and hire an editor for quality. Chandler emphasizes consistency and accountability throughout the process to overcome challenges. Overcoming the "Rough Draft" Roadblock Getting the rough draft done is often the hardest part. Many people get stuck here, which delays their progress. Tip: If you're better at speaking than writing, try speaking your ideas out loud, having them transcribed, and repeating the process chapter by chapter. The key is to get it done, then polish it later with editing. Why Self-Publish Instead of Using a Traditional Publisher? Self-publishing gives you full control over your book: you retain the rights, royalties, and creative freedom. Traditional publishers often don't market your book—you're responsible for that, which makes self-publishing the better option for most entrepreneurs. How to Get an ROI from Your Book More Leads: Your book introduces your business to new people. It’s a way to grow brand awareness and attract new prospects. More Sales: A book helps in the sales funnel by qualifying leads, handling objections, and establishing trust and authority. Chandler uses his book to attract registrants for webinars and close more deals. More Referrals: Give your book away to existing customers or prospects as a value add, making it easier for them to refer others to your business. The Power of Giving Away Your Book Give your book away for free: Giving away copies at conferences and through referrals brings in leads and can even generate revenue immediately. Referral programs: Offering books for free to others encourages people to refer your business to their network, helping expand your reach. Final Advice If you're thinking of writing a book but feel overwhelmed, start small by mind-mapping your ideas. Set aside just 15 minutes to brainstorm your key topic and stories. Remember: Done is better than perfect. Don’t let the quest for perfection stop you from completing the draft. Be consistent: The book-writing process is long, but by staying accountable and following a step-by-step method, you'll create a valuable asset for your business. Guest Links: Audio Book: Published: publishedbook.com/audio About Salesology®: Conversations with Sales Leaders Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, click here and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at www.gosalesology.com
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    28 mins
  • 112: Rachel Cossar – Nonverbal Communication

    112: Rachel Cossar – Nonverbal Communication
    Nov 11 2024
    Guest: Rachel Cossar Guest Bio: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack for translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication. Key Points: The Evolution of Virtual Sapiens · Virtual Sapiens emerged from Rachel's work experience in leadership coaching, combining cutting-edge AI technology with her expertise in nonverbal communication. · The platform helps professionals improve their communication and leadership presence, particularly in virtual settings. Importance of Nonverbal Communication · Nonverbal communication goes beyond body language, encompassing facial expressions, posture, tone of voice, speech rate, and even things like what you're wearing or how you use hand gestures. · These cues are vital to the way we connect and relate to others, often influencing perceptions more strongly than words. · Rachel emphasizes the power of nonverbal cues, especially in virtual communication, where they can have a more pronounced effect due to the limited sensory feedback compared to in-person interactions. Lessons from Ballet and Teamwork · Rachel's experience as a dancer in the corps de ballet taught her the importance of awareness of others and being attuned to both team dynamics and audience perception. · This awareness is key in business communication—understanding other people's needs and how to build relationships effectively is a transferable skill from dance to leadership and sales. Nonverbal Communication in Virtual Settings · Video communication requires specific adjustments, such as ensuring eye-level camera placement, proper background setup, and the ability to use hand gestures effectively on camera. · Virtual backgrounds can also send a message—whether professional or distracting—so attention to the environment is crucial. · Key nonverbal behaviors in video communication include facial expressions (which should be varied to avoid a flat or disengaged appearance), posture, and voice tone. Challenges of Virtual Communication · Many professionals feel more confident in in-person settings but struggle with virtual interactions, losing connection and presence. · Overcoming these challenges requires intentional practice and mastery of digital presence, something that can be learned through training and AI-assisted tools. AI-powered Coaching with Virtual Sapiens · Virtual Sapiens use AI to analyze video interactions and provide real-time feedback on both verbal and nonverbal communication. · The AI offers insights on hand gestures, facial expressions, tone, filler words, and overall engagement to improve communication effectiveness. Guest Links: Here is the access link that will track any users who activate and unlock. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    28 mins
  • 111: John Noonan – Driving Revenue & Growth

    111: John Noonan – Driving Revenue & Growth
    Nov 4 2024
    Guest: John Noonan Guest Bio: John is the President of Growth Plan Partners, a company that helps small and medium-sized businesses (SMBs) create record-breaking sales growth. As a Certified Sales Leader (CSL) and a Vistage Trusted Advisor, he leverages his 30+ years of experience in sales and marketing, as well as his MBA in Marketing and Finance, to provide strategic guidance and leadership to his clients. John's mission is to build a path to more sales for SMBs that struggle to grow their sales or need guidance to get to the next level and beyond. He does this by creating and implementing sales strategy and plans, finding and targeting the best customers, and growing and optimizing the sales pipeline. He also coaches and mentors business owners, sales leaders and sales teams to develop their skills and confidence. Guest Links: Click here for your free 3 minute Sales Growth Accelerator Assessment Key Points: Roles of CRO vs. CSO - CRO (Chief Revenue Officer): • Focuses on overall revenue strategy, including sales and marketing alignment. Ensures that sales and marketing teams collaborate to optimize lead generation and conversion. Responsible for the entire revenue generation process. - CSO (Chief Sales Officer): • Primarily focused on sales strategy and execution. May not have direct oversight over marketing efforts. Finding Ideal Clients • Assess current satisfied clients to identify common characteristics (industry, type, etc.). • Use tools and AI to create targeted lists of potential clients. • Rank prospects based on existing relationships to prioritize outreach (leveraging platforms like LinkedIn and CRM systems). • "Everybody is nobody" – defining a specific target market is crucial for effective sales strategies. Importance of Documentation and Sales Playbook - Challenges: • Fast-paced environments often lead to neglecting documentation. • Fear of being pinned down by rigid documentation processes. - Solutions: • Begin with a basic outline of the sales process, value propositions, ideal client profiles, and competitive analysis. • Use AI tools to streamline documentation and create interactive playbooks that provide real-time access to information. - Implementation: • Sales leaders should take the initiative to build and maintain the playbook. • Encourage sales team members to document their processes and experiences to create a foundational resource. Best Practices for Sales Teams 1. Define Sales Strategy: Document clear processes for engaging clients. 2. Set Goals and KPIs: Establish measurable targets for accountability. 3. Conduct Regular Meetings: Utilize structured meetings for updates and coaching. 4. Invest in Training: Ensure ongoing education on sales techniques and tools. 5. Leverage Technology: Utilize CRM and AI tools to enhance sales processes. 6. Create a Sales Playbook: Develop a comprehensive guide for sales processes and client interactions. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    34 mins
  • 110: Sultan Semlali – Value Coach

    110: Sultan Semlali – Value Coach
    Oct 28 2024
    Guest: Sultan Semlali Guest Bio: Sultan Semlali is a value consultant specializing in sales strategy and value-based selling. He is the founder of Value-Coach.com, an organization dedicated to optimizing sales processes and enhancing revenue through strategic training and consulting. Sultan’s expertise and innovative approach have made him a sought-after speaker and consultant, transforming businesses across various industries. He currently leads the Global Value Consulting team at Sitecore (a Digital Experience Platform) and have 20+ years of experience in sales, consulting, and marketing. He is working for companies like Salesforce, Adobe, EMC, and Oracle to name a few. Guest Links: Resources for Listeners Key Points: Journey to Value Coach: · Transitioned into value coaching after recognizing challenges in demonstrating value during sales. Inspired by personal experiences and successes at tech companies, aiming to help others convey value effectively. Definition of Value Selling: · Value selling involves translating product benefits into clear, impactful outcomes for clients. Bain & Company Study: Identified 40 different levels of value, arranged in a hierarchy similar to Maslow's Pyramid, from basic needs (e.g., ROI) to higher-level needs (e.g., personal growth). Understanding Client Value: · Leaders should prepare by understanding how their products impact cost, revenue, productivity, and risk. For effective selling, teams should identify specific value drivers tailored to the client’s industry and needs. Process for Mapping Value: Preparation: Understand the client's industry and specific challenges.Value Mapping: Use tools like a value map to discuss areas such as cost savings and productivity gains.Collaborative Assessment: Engage clients in the assessment process to enhance buy-in and identify further opportunities for value. Do's and Don'ts of Value-Based Selling: - Do: Develop a clear value proposition focused on client benefits.Document customer success stories to leverage in future sales.Foster collaboration with clients; they are experts in their businesses. - Don't: Avoid bombarding clients with high, unsubstantiated numbers; instead, build value collaboratively.Don’t neglect to ask managers for clarity on what they mean by "value." Challenges in Selling Value: · Status quo is a major barrier; clients may hesitate to change without clear, compelling value propositions. Sales professionals must help clients feel confident in their purchasing decisions. Success Story: · A sales rep at a sports brand increased confidence by quantifying potential conversion rate increases from an A/B testing tool, leading to a quick deal closure despite initial concerns about price. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    31 mins
  • 109: Yaniv Zaid – Dr. Persuasion

    109: Yaniv Zaid – Dr. Persuasion
    Oct 21 2024
    Guest: Yaniv Zaid Guest Bio: Known to the world as "Doctor Persuasion", economist and attorney Dr. Yaniv Zaid acts as a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others achieve success. Dr. Zaid is recognized worldwide as an expert in the fields of public speaking, marketing, sales, negotiation, and persuasion, and placed 3rd in the 2003 world ranking of public speakers. Following 20 years of international success, Dr. Zaid is the author of 11 best seller books - including "Public Speaking", "Creative Marketing" and "Sales Bible" - and is often invited to lecture and consult around the world. Guest Links: The 21st Century Sales Bible: Mastering the 10 Commandments of Marketing, Negotiation & Persuasion yaniv@yanivzaid.com Key Points: The Gap in Education · Many individuals lack training in public speaking, marketing, and sales despite these skills being essential in professional settings. · Law Schools often do not teach practical skills like marketing oneself, courtroom speaking, or legal writing. Similarly, economics programs often overlook sales and marketing. · Bridging the Gap: The speaker's mission is to educate others on essential skills such as marketing, sales, public speaking, and negotiation to fill the educational void. The Nature of Persuasion · Positive Influence: Persuasion is about positively changing people's minds and encouraging them to choose your offering over others. · Authenticity in Sales: Salespeople must genuinely believe in their products and show authenticity to build trust with clients. Target Audience · Focus on understanding and targeting the audience that genuinely needs your product to maximize effectiveness in persuasion. Sales Team Management · Hiring individuals who love sales and understand the product is crucial for an effective sales team. Salespeople should believe in the product they are selling for authenticity and effectiveness. · Encourage your sales team to improve their skills and knowledge. This can lead to better engagement with potential clients. Do's and Don'ts of Persuasion · Do Sell the Problem: Highlight the problem first; the bigger the problem, the more value clients place on the solution. · Don't Focus on Subjectivity: Avoid claiming that your product is great without evidence; instead, use social proof and objective evidence to support your claims. · Authenticity Over Perfection: Avoid branding yourself as a flawless expert. Instead, relate to your audience by sharing both successes and failures. This builds trust and makes you more relatable. Long-term Relationships · Sales should be based on mutual benefit and understanding, aiming for long-term client relationships rather than short-term gains. Storytelling as a Tool · Use stories to convey your message and include social proof within them. Stories engage the audience's emotions and can be more persuasive than just stating facts. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    32 mins
  • 108: Nick Caruso – AI Power

    108: Nick Caruso – AI Power
    Oct 7 2024
    Guest: Nick Caruso Guest Bio: Nick Caruso’s career, spanning over twenty years in the tech startup sector, is distinguished by his innovative use of AI across national security, financial services, and Fortune 1000 companies. His early endeavors in the 2000s, through strategic collaborations with the U.S. Intelligence community via IQT, demonstrated his commitment to employing state-of-the-art technology for critical national security initiatives. This early work laid the groundwork for his later projects, notably his transformative impact on the mortgage industry through automation, significantly boosting both efficiency and precision. By 2008, Nick pivoted back to public service, applying his AI expertise at the U.S. Patent Office (USPTO) to refine the patent application process. His efforts in addressing the system’s bottlenecks not only sped up reviews but also showcased the transformative capabilities of AI in making traditional operations more streamlined and effective. Launching KnowledgeNet.ai in 2019, Nick capitalized on his extensive experience to delve into organizational data analysis. His vision with this venture is to enable companies to unearth and exploit intellectual capital via internal and external networks, propelling business development. This latest initiative highlights his unwavering dedication to leveraging technological advancements, particularly AI, to enhance operational processes, bolster decision-making, and stimulate innovation across diverse sectors. Guest Link: https://knowledgenet.ai/extended-trial/ Key Points: Data Management: · Companies have vast amounts of structured and unstructured data. · Structured data: Typically found in spreadsheets and CRMs. · Unstructured data: Exists in emails and recorded meetings (e.g., insights from tools like Firefly). Knowledgenet.ai Purpose: · Aims to help businesses harness their data to find new customers and opportunities. · Integrates with emails and meetings to surface knowledge for sales prospecting. Top-of-Funnel Solutions: · Can identify companies visiting a website and check if there are existing connections within the organization. · Provides information on potential buyer personas, enabling sales teams to make targeted outreach. Challenges in Sales: · Salespeople often avoid cold calls due to fear or lack of preparation. · Knowledgenet.ai provides sales reps with context and warm leads to improve confidence in outreach. AI Integration: · Uses AI to automate and enhance the sales process. · Suggests personalized outreach messages based on company knowledge and potential buyer personas. · Aims to provide a virtual assistant-like experience to help reps prepare and engage effectively. Training and Feedback: · AI learns from feedback, improving over time to provide better recommendations. · Reinforces the importance of sales training and preparation. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    30 mins
  • 107: Gary Schwartz – Building Go-to-Market Teams

    107: Gary Schwartz – Building Go-to-Market Teams
    Sep 30 2024

    So often when businesses fail to meet their revenue targets, the CEO asks leadership what happened. The finger pointing starts. “Marketing isn’t giving us enough leads!” “Sales isn’t closing the leads we give them!”

    It doesn’t have to be this way. As a B2B sales and marketing leader, I have built aligned GTM teams that focus on outcome-driven goals - opportunities and pipeline - and I structure organizations and workflows to remove the silos and encourage collaboration and cooperation throughout the lead to pipeline to closed-won business.

    I’ve seen the dysfunction from both the marketing and sales sides. I’ve seen the silos. I founded What Great Looks Like to bring greatness to your business.

    Call me when you want a thorough assessment of your GTM function, covering product marketing, demand generation, brand, customer marketing, marketing operations, and organizational structure. When you want to scale your business and align your teams to win!

    Gary’s Glossary of Acronyms:
    • OKR - Objectives and Key Results (impactful, outcome-driven metrics that deliver business results)
    • KPI - Key Performance Indicators (often thought of as key leading indicators as to whether OKRs will be met)
    • SDR - sales development representative
    • BDR - business development representative (however they're named, people in these roles are responsible for creating qualified opportunities that result in a pipeline for the business.)
    • AE - account executive (the salesperson responsible for running with and closing opportunities)
    • MQL - Marketing qualified lead (this is a KPI that indicates a person's engagement with marketing content or activities. Often confused with a person who's ready to buy.)
    • SQL - Sales qualified lead (this is a person who has been qualified by a BDR to be in market and potentially ready to buy, pending further qualification in an IQM).
    • IQM - initial qualifying meeting (a meeting set by a BDR, including the AE and the prospective customer. This is where the AE decides that there's a qualified opportunity to enter into the CRM system)
    • CRM - customer relationship management (this is software that allows companies to track prospective and existing customers and all of the interactions with those companies and people at those companies)

    About Salesology®: Conversations with Sales Leaders

    Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

    Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

    If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

    Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

    To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    32 mins