Author Archive:

4 of the Biggest Rookie Sales Mistakes w/ Zorian Rotenberg

  Sales rookies tend to have a lot of energy to take on big challenges. But, sometimes that energy drives them into making big mistakes. Zorian Rotenberg, Chief Sales Officer at Revenue Inc., lays out 4 of the biggest rookie sales mistakes for The B2B Sales Show co-host, Joe Caprio of Chorus.ai. Zorian goes over:…

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3 Tips for Maximizing Your Time at Industry Events w/ Al Torres

  It can be challenging to accomplish everything you wanted to at a big industry event. Finding out who’s going to be in attendance and scheduling meetings with them is crucial in maximizing your return on an event. Al Torres, co-founder and President of SummitSync, shares with us the best pre and post-show strategies to…

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Sales Coaching 101: Do We Really Need More Data? w/ Nick Beil

  More data, more problems. What exactly are we supposed to do with all of these numbers we’re plugging into spreadsheets each day?  How do we actually use them to inform decisions and develop better reps? Nick Beil, President of Narrative Science, believes he and his team have a solution to the data overload.  In…

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A Quest for Consistency: Why You Need to Focus on Frontline Management w/ Don Drury

  Oftentimes in startups, consistency is neglected. You’re concerned with customers and revenue, two valid excuses. However, Don Drury, Principal at Drury Advisors, fills The B2B Sales Show co-host Joe Caprio in on why it’s so crucial to establish a strong frontline of leadership right away. In this episode, we cover: Forecast accuracy Pipeline quality…

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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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