Author Archive:

Ensuring Efficient Hand-offs in Team Selling w/ Scott Britton

    An entire relay race can be desolated with one bad hand-off. The same is true in team selling. All the blood and sweat you put into setting up a sale can be wiped away with just one inefficient hand-off of information. Scott Britton, co-founder of Troops.ai, reveals his secrets to seamless sales hand-offs…

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If You’re Not Authentic, People Can Tell (& How That Destroys Sales) w/ John Barrows

  It’s a little sad these days that authenticity is becoming a competitive differentiator. If being real matters so much, why isn’t it everyone’s priority? I got to talk to John Barrows, CEO of JBarrows Sales Training, about the problems with trying too hard and what authenticity can do for sales. What we talked about:…

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3 Reasons to Make a Work Playlist (Not What You’re Thinking Of) w/ Roderick Jefferson

  If you aren’t recording every single call you made this week, you’re missing out on 3 uses cases for your calls playlist. It’s good for new hires, for managers, and for legacy folks. Not to mention clients and prospects. And you. Actually, why wouldn’t you record everything? That’s what I talked about with Roderick…

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Why Your Go-To-Market Strategy Should Be 100% Unique w/ Trish Bertuzzi

  Here’s a 100% sure-fire way to know if someone is trying to sell you something. They claim it’s one-size-fits-all. But that’s definitely not the case with a go-to-market strategy. There are so many variables that you can’t wear someone else’s size. Trish Bertuzzi and I chatted about this–and she told me that you might…

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3 Urgent Things to Do In Your First 90 Days as a Sales Manager w/ Tremain “Tree” McGlown

  New sales managers aren’t just responsible for upholding their team’s trust. They have their team’s careers riding on their shoulders. They have their team’s families relying on them. I talked to Tree McGlown, Chief Revenue Officer at Sideqik, about the three things that newly minted managers should do in their first 90 days. (It…

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Sales Ops Is Your Strategic Weapon w/ Don Erwin

  After you define your ideal customer profile and build your proactive inbound-outbound sales strategy, how do you search through those 10,000 potentials for actual customers? Don Erwin, Head of Revenue at Mixmax, answered that question faster than you can say “sales ops.” “The very first hire that I made when I came on board…

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The 2 Pillars of Effective Sales Coaching w/ Matt Cameron

  Coaching is one of the most important aspects of sales training. However, not every coach is doing what is necessary to put their team in the best position for success possible. In fact, most coaches aren’t intentional with what they are doing and trying to teach.  Matt Cameron consults to high-growth SaaS companies on…

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The B2B Sales Show Featuring Co-Host Kevin Warner of Leadium

  Our new host for the B2B Sales Show, got his start in politics and then bounced around between coasts. From New York to California, and marketing to sales today’s guest has a wide variety of experience and he’s ready to share it with you! Today, Kevin Warner, is the CEO and Outbound Sales Leader…

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3 Lessons B2B Sellers Can Learn From Amazon w/ Mark Power

  50% of us go straight to Amazon when we’re looking for a product. We skip Google altogether. Amazon uses its vast, vast data network to target people with video and ads. How are we supposed to compete with that? Mark Power, Founder and CEO of Podean, says that companies more advanced on the marketing…

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How Small Businesses Can Win Investors with Jason Lemkin

  It’s so easy to know whether you want to invest in a small company. Their CEO is better than you are. (And, like, it’s crystal clear to see when that’s true. If you’re a founder, you have the superpower to just know.) In this episode of the B2B Sales Show, SaaStr founder Jason Lemkin…

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