Podcasts by Ask the Right Questions, The Sales and RevOps Podcast

Driving Sales Results: The Accountability Blueprint from 2023-08-16T09:00

Dive deep into the art of sales accountability in this enlightening episode.

Discover how genuine accountability isn't just about monitoring—it's about propelling salespeople towa...

Prospecting Mastery for Sales Leaders: Driving Success in Your Team from 2023-08-08T10:00

Welcome to our episode on "Prospecting Mastery for Sales Leaders: Driving Success in Your Team." Dive deep with us as we address the nuances of prospecting—a crucial sales component of...

Mastering the Art of Recruitment: How to Attract A-List Salespeople with Marketing Strategies from 2023-07-31T10:00

Welcome to our latest podcast episode: "Mastering the Art of Recruitment: How to Attract A-List Salespeople with Marketing Strategies." This in-depth discussion gives sales leaders a f...

High Performing Sales Teams: Unveiling the 4+1 Pillars Secret from 2023-06-21T10:00:28

Welcome to our latest episode, where we delve into the unique 4+1 Pillars of Sales Management that drive high-performing sales teams.

In this episode, we explore the following:

...
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Unmasking CRM: 6 Overlooked Mistakes Every Sales Leader Needs to Sidestep from 2023-06-07T10:00:13

Welcome to this insightful episode where we pull back the curtain on Customer Relationship Management (CRM) systems, shedding light on six under-discussed pitfalls that often trip up sales leade...

Unleash Your Sales Power: The Art of Mastering Prospecting from 2023-05-31T10:00:36

In today's episode, we dive deeply into the world of sales prospecting and how sales leaders can effectively elevate their team's game.

Throughout this episode, we explore the fol...

Master Your Sales Meetings: A Guide to Engage, Interact & Drive Results from 2023-05-17T10:30:29

Welcome to Ask The Right Questions, the podcast where we provide expert insights on sales leadership. In today's episode, we're focusing on how to master your sales meetings, ma...

Mastering Sales Meetings: Effective Techniques for Engaging and Driving Results from 2023-05-10T10:30:08

In this episode, we discuss the critical elements of a successful sales meeting by sharing insights on how sales leaders can create engaging, interactive, and result-driven sessions that help th...

Unlock Your Sales Potential: Transforming Your Sales Process to Close More Deals | The Ask The Right Questions Podcast Edition from 2023-05-02T12:00:27

In this power-packed episode, join our insightful discussion on how sales leaders can create a helpful sales process that closes more deals. Discover the importance of going beyond surface-level...

Sales Pipeline Power-Up: Unlocking Social Media Success for Leaders & Reps from 2023-04-25T10:30:09

Master the art of building a robust sales pipeline using social media in this must-listen episode for sales leaders and reps! With AI tools making it easier to send cold emails and Google rampin...

Top Sales Mistakes: Saving Your Team from Common Pitfalls - The Ask The Right Questions Podcast from 2023-04-04T13:00:14

In this episode of The Ask The Right Questions Podcast, we dive deep into the top sales mistakes that might be holding your team back and share actionable strategies to overcome them. Discover h...

Unlocking Sales Success: Master the Customer Journey for Lasting Relationships - A Must-Listen Episode for Sales Leaders from 2023-03-28T13:00:17

Dive into the secrets of sales success by mastering the customer journey in this must-listen podcast episode explicitly crafted for sales leaders! Uncover why grasping your customers' journe...

How To Get Your Sales Team To Run Great Discovery Calls from 2023-03-21T13:00:36

This episode describes getting your sales team to run great discovery calls.

• Should you tie your questions into the CRM?
• Should you have a set of questions that all rep...
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From Good to Great: Elevate Your Sales Performance with Role-Play and Simulations from 2023-03-14T13:00:25

Welcome to Ask The Right Questions! 

In today's episode, we discuss how you can take your sales performance from good to great by incorporating role-play and simulations into your tr...

The Four Pillars of a Strong Employer Brand for Hiring Salespeople from 2023-03-07T14:00:56

In this episode, we delve into the crucial role that employer branding plays in attracting and retaining top sales talent.

With so many companies vying for the best salespeople, standing ...

Why Personalizing Your Sales Approach is Crucial for Closing More Deals: Insights for Sales Leaders from 2023-02-21T14:00:32

Are you tired of seeing your sales reps struggle to close deals, despite following a rigid sales process?

The truth is one size doesn't fit all in sales. That's why personalizing your sal...

The Sales Leader's Guide to Achieving Work-Life Balance and Avoiding Burnout: Strategies for Maximizing Team Success from 2023-02-03T14:00:25

In this episode of Ask The Right Questions, we delve into the critical issue of maintaining mental health and well-being in the sales industry. 

As a sales leader, it's essential to ...

Empathic Selling: Understanding and Leveraging Emotions in the Sales Process from 2023-01-27T14:00:15

Welcome to "Empathic Selling," where we explore the power of emotions in the sales process and how understanding your customers' emotions can lead to more successful sales outcomes.

In th...

Is Product Knowledge Important in Selling? from 2023-01-20T14:00:35

Is product knowledge essential in sales? My answer - it depends.

Do you have a complex, expensive, or technical product? Then yes, it's vital for your salesperson to deeply understand you...

Why Sales Leaders Should Care About the Company's 2023 Marketing Plan from 2023-01-13T14:18:32

Alyssa Milot, a Fractional CMO at The Zen Strategy, talks about why sales leaders need to care about their company's 2023 marketing plan and how sales leaders benefit from knowing their company'...

This is How Smart Sales Leaders Help Their Sales Reps Go About Listening In Sales Conversations from 2022-12-23T12:00:15

The best sales leaders help their reps actively listen during a sales conversation.

Salespeople are in a unique situation. They have the burden of making their quota and doing whatever it...

How To Make Sales and Leadership Assessments Work For You from 2022-12-16T14:00:25

Everyone knows assessments aren't always the most popular thing. When we don't necessarily have a framework for looking at them as anything other than black and white, it's hard to approach them...

Relationships or Data-Driven Sales? from 2022-12-09T14:00:24

Is it time to make sales boring?

I found this interesting read in the Atlantic that argues that baseball has gotten boring because of the Moneyballisation of it. Should we, as sales leade...

Planning 2023- How Sales Leaders Need to Plan 2023 from 2022-12-02T14:00:54

This is an episode about how sales leaders should plan for 2023 and how sales leaders can ensure success is achieved.

What does sales success look like in 2023? Is top-down goal setting w...

How The Best Companies Work With A Creative Partner/Agency from 2022-11-11T14:00:26

The right partners and brief will save you time, effort and money.

You hire an agency to help you, your company or your client with a project. The agency asks your company how to proceed,...

Why Most Companies Can't Follow A Sales Process from 2022-11-04T13:00:29

This episode explores the most significant reasons companies have difficulty following a defined sales process and what sales processes offer to organizations and their salespeople. Sales proces...

Marketing, How Do We Link Lead Funnels to a Larger Marketing Plan? from 2022-10-28T13:00:47

Marketing. It's still one of those things that people either love or hate.

Business leaders can't seem to allocate enough time and resources for marketing. They can't build a scalable mar...

How Do You Hold Sales Representatives Accountable? from 2022-10-21T13:00:24

We often hear this question.

It seems like a simple enough question. If you asked 100 small business owners, you'd get many different answers and opinions. 

Sales reps will al...

How To Deliver An Elevator Pitch To Inbound and Outbound Leads That Will Convert from 2022-10-14T13:00:25

Stop wasting your leads' time. Stop pitching.

When you meet someone for the first time, how do you get them to pay attention?

Inbound leads are probably further along in the buying...

How to Get your Sales Reps Through A Recession from 2022-10-07T13:00:31

Salespeople are heroes in their way.

They're the ones who are out there on the ground, making the phone calls, looking for new customers and ultimately using their time, energy and expert...

How To Build A Strong Brand Positioning from 2022-09-30T13:00:29

Building a solid brand positioning is hard, and it's essential. But it doesn't have to be intimidating.

A strong brand positioning means you can quickly and efficiently communicate what y...

Why Salespeople Struggle To Prospect from 2022-09-23T13:00:04

Sales is hard.

Prospecting is harder.

And prospecting is where all salespeople struggle the most.

How can we prospect more consistently? How can we transcend the fear and di...

Should Salespeople Be Paid For Behaviour Or Results? from 2022-09-09T13:00:37

The biggest question in sales is whether to pay somebody a commission for their behaviour or results.

We've seen both.

Results-based pay is more straightforward, but performance-ba...

Social Media For Small Business: How to Get Started and Win from 2022-09-02T13:00

Have you ever considered using LinkedIn, Instagram, Facebook or Twitter in your business?

In this episode, we sit with Alyssa Milot to share her tips and advice on how to get started and ...

Can Sales Administrative Tasks Help You Win Deals from 2022-08-26T13:00:11

Salespeople hate updating the CRM.

So we automate, compromise and simplify. And what's wrong with that?

At the core - nothing. But refusing to update your CRM is an indication that...

The Marketing Metrics You Need to to Evaluate Your Marketing from 2022-08-19T13:00:06

How do you know if you're marketing is working?

Evaluating the success of marketing efforts is tricky. Software like social media and email tools give you tons of data.

But is it t...

How to Run a Forecast Call with your Sales Team from 2022-08-12T13:00:15

In sales, you need to forecast what revenue will come this week, month, quarter and year.

An accurate forecast allows you to determine future investments and hirings.

They're cruci...

How to Run a Coaching Call With Your Sales Reps from 2022-08-05T13:00:09

Sales coaching is one of the best ways to ensure your reps level up.

Spending time with each one and helping them learn from their mistakes is a crucial responsibility of a sales leader.<...

How to Interview Sales Candidates from 2022-07-08T13:00:22

Interviewing salespeople isn't easy. After all, sales aren't your typical job and require particular skills and aptitude.

And there's a lot of advice out there.

In this episode, Pa...

Who Should Own Expansions? from 2022-06-28T12:00:25

Upsells, cross-sells, and renewals are the lifeblood of a company.

Especially those with recurring revenue and usage-based pricing.

But while we talk a lot about sales and marketin...

Let's Talk Lead Generation & Lead Qualification from 2022-06-21T13:00:16

How do I generate leads? How do I qualify them?

It's a big topic, and so many companies struggle with it. 

But it doesn't have to start that way.  

In this episode...

What to Do With Lazy Salespeople? from 2022-06-07T12:00:18

Your salespeople aren't calling? They're constantly updating, tweaking, but never actually selling?

Are they lazy? Can you motivate lazy salespeople?

We uncover the truth behind sa...

Marketing and RevOps with Alyssa Milot of ZenStrategy from 2022-05-20T14:08:07

WARNING: We veer off track and riff on various marketing and RevOps topics during the show, so enjoy!

Marketing and RevOps need to work better together to help to company achieve its reve...

A Day in the Life of a Sales Manager from 2022-05-13T13:00:38

A Sales Manager job is interesting.

Different roles, different job descriptions, and little-to-no job or manager training, it's more often than not, the path to growth for a lot of salesp...

Does Your Sales Stack Matter? from 2022-04-29T13:00:54

The number of sales tools available to teams keeps growing. But do they matter? 

Are they moving the needle?

Or is good old-fashioned elbow grease all you need?

Natural...

Comedy Writing for Revenue Teams? | A Conversation with Jon Selig from 2022-04-22T13:00:29

Should sales reps be comedians?

Well, not necessarily, but if your sales (and marketing) teams are having a hard time connecting with their audiences, you'll want to listen to this episod...

Developing your Marketing Strategy | A Conversation with Alyssa Milot from 2022-04-15T13:00

Marketing is one of the three critical pillars of your revenue generation.

Yet organizations still ignore it, misunderstand it and underinvest in it 🤷

That's why we sat down with ...

Comparing Different Sales Methodologies from 2022-04-01T13:00

Your sales methodology dictates how you sell to your prospects. While Consultative Selling is one of the most popular ones, it isn't the only one.  

In this episode, we discuss these...

Stop Qualifying Prospects and Start Disqualify from 2022-03-25T13:00

Everyone tells you to qualify your leads: inbound, outbound... qualify, qualify, qualify.

Forget qualifying prospects.

It would help if you focused on disqualifying instead. Every ...

The Key to Building a Customer-First Company | a Conversation With Warren McCaffrey From Trinet Transportation from 2022-03-18T13:00

Warren explains how they built their company around their customers during this fascinating conversation.

Warren shares how they center everything around the customer: from the first touc...

How to Move Sales Conversations in your Favor from 2022-03-11T14:00

You're on a call with a potential customer. They're talking about their situation, their needs, and that's good.

But, as a seller, you know you need to move beyond that if you're going to...

What is Revenue Operations (RevOps)? from 2022-02-25T14:00

Revenue Operations is the process of aligning your different business functions (marketing, sales, service, HR, finance, etc.) to remove roadblocks for customers and increase revenue.

Spe...

Marketing and Selling Luxury Experiences | A Conversation with James D'Silva & Wade Manricks from 2022-02-18T14:00

We sit with James and Wade from Sheldon James Villas in this episode.

They offer luxury experiences to their clients - from villa rentals to elaborate events.

It's an exciting indu...

What’s Dark Social & How to Leverage It for Your Business from 2022-02-11T14:00

What happens online stays out of your CRM.

In B2B, much marketing happens outside your Google and LinkedIn Ads.

Not to say ads and SEO aren't necessary. 

They ignore a ...

How to Identify the Decision Maker and Speak with the Right Person from 2022-02-04T14:00

Picture this - you're on a call, and you're wondering how you can determine if the person you're talking to is the decision-maker and, if they aren't, how do you get to speak with the DM. In thi...

Identifying and Labeling the Stages of Your Sales Process from 2022-01-28T14:00

The stages of your sales process are critical.

They largely determine whether or not your reps will see value in using your CRM.  

Bad stages that are confusing and make no se...

How to Grow your Business with LinkedIn | A conversation with François Bernier from Horizon B2B from 2022-01-21T14:00

In this episode, we sit down with François Bernier, co-founder of Horizon B2B, to discuss how he built his business using LinkedIn.  

Specifically, we talk about:

• How h...
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Tracking Sales & Marketing Data | 2022 Planning from 2021-12-10T14:00

We're at a crossroads of sorts.

We now have access to more sales and marketing data than ever. Yet, many teams are not using it or don't know what to do.

But companies who are plat...

Are Sales Objections Real? | Planning for 2022 from 2021-12-03T14:00

Can 2022 be the year you finally get rid of sales objections

Sales and objections go hand-in-hand.  You can't have one without the other.

Right?

In this episode, Paul a...

How to Prepare the Holiday Slump from 2021-11-26T14:00

With the holiday season in full swing, sales results can suffer.

Yet, in some industries, it's the busiest time of year.

So how do you help and organize your sales & marketing ...

100 Shows Later... Thoughts on Sales and Marketing from 2021-11-19T14:00

After 100 shows, Fab and Paul their thoughts on sales and marketing.

From where sales are heading to what it takes to be a content marketer, we address some of our biggest learnings of th...

How to Manage Reps who Always Complain and Find Excuses from 2021-11-05T13:00

Some reps always complain. They're always finding excuses for why things aren't closing; their pipeline isn't filling up.

• Marketing leads are bad.
• It's the holidays
...
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Starting and Marketing a Real Estate Firm | A Conversation with Elite Real Estate Group from 2021-10-29T13:00

Starting a real estate firm isn't a simple task.

Anything from marketing the firm, delivering leads to agents, improving sales and managing staff is a challenge.

In this episode, P...

What's Your Value Proposition? from 2021-10-15T12:57:16

Your value proposition might be one of the most foundational elements in revenue.

It's a core statement that can align all your revenue teams - marketing, sales and service.

Throug...

A Selling State of Mind from 2021-10-08T14:57:37

Salespeople need to adopt a specific state of mind.

A state of mind to help them ask better questions and better understand what clients need. 

And ultimately, to close more d...

The 5 Pillars of Sales Success from 2021-10-01T13:00

Discover five areas that sales teams need to work, improve and perfect to do well in sales.

Five core areas impact success in sales, and Paul and Fab talk about the pillars in detail toda...

Everything You’ve Ever Wanted to Know About Sales Objections from 2021-09-24T13:00

They aren't fun. They're frustrating. They can through you off.

But, sales objections are a part of sales.

They often come at the beginning of your sales process and at the end, so...

Pricing your Products and Services from 2021-09-17T13:00

How should you think about pricing your product or service?

In this episode, Paul and Fab talk about adding value and setting your prices.

Enjoy the show!

LinkedIn Automation for Salespeople - The Good, the Bad and the Ugly from 2021-09-10T13:00

As more salespeople try out LinkedIn Automation, we decided to give our point-of-view.

• Is there value in it? 
• Should salespeople automate their outreach?
• ...
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Can't You Just Close More Deals? from 2021-09-03T13:00

Closing deals isn't something that happens at the end of your sales process.

It's not an event waiting to happen.

It's all the things you do between the first outreach to the momen...

How to Sell Value by Quantifying the Opportunity from 2021-08-27T13:00

There's only one way to sell the value of your product or service.

• Are you guesstimating your pricing?
• Are you leaving money on the table?
  Do you know if your price i...
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How to Use Your CRM to Prepare Each Stage of the Sales Process from 2021-08-20T13:00

Are your salespeople using your CRM, or do they scramble to update it at the end of the month?

If they're scrambling, there's a good chance the system isn't set up to help them succeed.\<...

Deep Dive on the Sales Process & HubSpot Sales Hub from 2021-08-13T13:00

In this episode, Paul and Fab riff on sales processes and HubSpot.

Often the sales process implemented in the CRM ends up being a list of tasks and to-dos.

Your CRM is only a tool....

How to Ask Great Sales Questions from 2021-07-23T13:00

This episode is a webinar recording Paul did for his company Questionz.

During the session, he covers the four cornerstones of asking great sales questions:

• the salesperson'...
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How to Set Realistic Sales Targets from 2021-07-16T13:00

Setting sales targets can be tricky.

Especially when there's a disconnect between what sales can deliver and revenue needs.

Which, more often than not, means sales are on the hook ...

How to Challenge your Prospects from 2021-07-10T10:47:23

Salespeople struggle with it.

At some point, during your calls and meetings, you'll need to challenge the customer.

Your most significant competitor is the status quo, and you'll n...

Inbound Marketing vs. Outbound Sales from 2021-07-02T13:00

If you have a company and you need to grow your business, what should you invest in? Inbound Marketing or Outbound Sales? It isn't always clear cut. In this episode we we look at key factors to ...

The Surprising Way to Crush Sales & Marketing at a B2B Startup from 2021-06-25T13:00

How do you promote your startup and get your first customers?

It's not easy.

There are tons of competition, no brand recognition, limited budget, more prominent players, small team...

How to Use Video in Sales from 2021-06-18T13:00

If you aren't using video for prospecting or through your sales process, you're missing out.  

Video helps you grab a prospect's attention, move deals forward and grow/retain custome...

Is the Cold Call Finally Dead? from 2021-06-11T13:00

Bank of America’s Merrill Lynch is banning trainee brokers from making cold calls.

People have been calling declaring its death for a long time now. Is this finally the end of cold calls ...

How to Choose Between the Full-Cycle AE Model vs the SDR/AE Model from 2021-06-04T13:00

If you're on the fence about AEs, SDRs and the value of it all, you'll want to listen:

• what's an SDR vs an AE?
• when should you go full cycle AE vs SDR+AE?
• what'...
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Sales & Marketing Rapid-Fire Q&A | Episode 003 from 2021-05-28T13:00

In this newest edition of the rapid-fire Q&A, Paul and Fab discuss:

• Should you have a clear promotion path for reps?
• Should I evaluate reps before I hire them?
...
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Digital Marketing 101 for Startups and SMBs from 2021-05-14T13:00

In this episode, Paul grills Fab on marketing efforts and priorities startups and SMBs should focus on.

Discover:

• where to start with marketing when you're an SMB
• ...
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Using Spiffs to Influence Sales Behavior Positively from 2021-05-07T12:51:19

Spiffs... They're introduced to entice motivation, but do they really work?

They're all critical components of a salesperson's compensation, so Paul and Fab dive deeper on the topic to se...

Questions to Ask to Run a Killer Sales Pipeline Review from 2021-04-30T13:00

Your sales pipeline reviews are a missed opportunity.

They're a core part of sales and sales management, and everyone messes them up.

It's not the time to tell your rep to "sell mo...

Sales & Marketing Performance Metrics you Need to Monitor from 2021-04-16T13:00

Data-driven decision-making is crucial to business success.

So in this episode, Paul and Fab talk about the main sales and marketing metrics you should follow to determine success.

How to Structure your Sales and Marketing Teams from 2021-04-09T13:00

In this episode, Paul and Fab discuss and share advice on how to structure your revenue teams.

We discuss some of the main ways to structure teams, which to choose and why.

But, mo...

How to Build Your First Sales Department from 2021-04-02T13:00

In this episode, we'll talk about how to build and scale your first sales department. We'll talk about:

• Understanding your DNA when you're a founder/business owner and why it's sup...
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Sales & Marketing Rapid-Fire Q&A | Episode 002 from 2021-03-26T13:00

In this episode, Paul and Fab go back and forth on some of the hottest topics in sales and marketing.

No fuss, just value. If you want to learn about:

• Is prospecting a quant...
  Listen

The Ultimate Sales Mind Shift? How to Go From Selling to Helping from 2021-03-19T13:00

Sales targets, call targets, email targets, deal-stage conversion ratios. You name it.

Salespeople are measured. Sales leaders track every action (or lack thereof).

The goal is to ...

How to Connect and Partner With Media, Bloggers and Influencers from 2021-03-12T14:00

How to make sales "easier?"

Marketing is the answer.

But beyond lead generation, nurturing and scoring, there's branding.

Getting your brand known and talked about is crucia...

Sales & Marketing Rapid-Fire Q&A | Episode 001 from 2021-02-26T14:00

In this episode, Paul and Fab go back and forth on some of the hottest topics in sales and marketing.

No fuss, just value. Learn about:

• When should you consider marketing? Listen

Understanding Sales and Marketing in Finance & Insurance | A conversation with Eric Tremblay of Coaching Financier Trek from 2021-02-19T14:00

Selling looks different in every industry.

Where the leads come from, what the sales process looks like, even who the salespeople are.  

But something looks the same.   Listen

Why Are Marketing Leads So Sh*tty from 2021-02-12T14:00

You heard it.

You probably lived it.

Marketers send leads over to sales... and salespeople complain.

"These leads are sh*t!!"

It's probably the most pervasive point o...

Stop Dropping the Ball on Sales Leads from 2021-02-05T14:00

You've prospected.

You have new marketing leads.  

A client just referred someone new.  

You send an email. You call.  

You message them on LinkedIn. &...

How to Collect Payments and Maintain Client Relationships from 2021-01-29T14:00

From time-to-time, it's up to reps to collect payments.

When clients don't pay, some reps are on the hook to collect.

It's not the most comfortable situation - how do you maintain ...

Do You Understand You're Customer's Journey? from 2021-01-22T14:00

It doesn’t need to be said out loud.

But the world’s changing. And every time we turn a corner, it seems to change again.

The customer has taken control of the sales cycle and the ...

What Sales and Marketing can Expect from 2021 from 2021-01-15T14:00

You know it. We know it. It almost isn't worth repeating, but 2020 has been crazy.  

A lot has changed, but is it a sign of a new reality or changes all still temporary?

Listen

Good Sales & Marketing Habits to Pick-up in 2021 from 2020-12-26T14:00

2021 - get it right.

We don't need to say 2020's been special. 

We aren't living the most straightforward moment in history right now. 

But that doesn't mean you c...

What Reports should Sales and Marketing Managers Have? from 2020-12-18T14:00

Can you answer these questions?

• How much revenue will you generate next month?
• How many qualified leads will you get?
• How active are your salespeople?
Listen

Which Sales & Marketing Software to Use and Why? from 2020-12-11T14:00

What technology should you use to power your sales and marketing efforts?

The first question to ask is, what's the tech's role? Technology alone won't get you more revenue. Your software ...

Understanding the Sales Engineer's Role from 2020-12-04T14:00

Sales engineering is a hybrid role.

Somewhere between Engineering and Sales.

The role tends to exist in industrial and commercial markets where decisions are more complex and based...

The Ultimate Sales & Marketing Process from 2020-11-27T14:00

You have sales.

You have marketing.

But how do you tie them together?

Two strong groups are good, but with two strong groups that work together with standard definitions and...

How to Start a Podcasts for Your Business from 2020-11-20T14:00

Podcasts are an excellent way for businesses to create content. For most, it's easier to speak about a topic than to write about it.

The content is also a lot more flexible - a lot easier...

How to Map Your B2B Marketing Process from 2020-11-13T14:00

Marketers often struggle to show their value.

The reason is that they don't tie their efforts back to revenue.

So they become whatever the owner believes marketing is.

Don't...

The Ideal Composition of Your Sales and Marketing Teams from 2020-11-06T14:00

How should your marketing team look? What about your sales team?

• What makes a winning sales team?
• How do you organize your sales team?
• What is the sale structu...
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How Do You Know When You've Asked Enough Sales Questions from 2020-10-30T13:00

In sales, we talk a lot about asking questions.

Because when you ask questions, you get a better understanding of your prospect's reality, what their real problem is, when they'd like to ...

A Day in the Life of Sales and Marketing Managers from 2020-10-23T13:00

• What does your marketing manager do daily?
• What does your sales manager do every day?
• What do sales managers even do?
• What are the duties and responsibilit...
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What Every Business Leader Needs to Know About SEO from 2020-10-16T13:00

The reason SEO is still important today because it's great for lead generation or B2B sales.

When you're in B2B marketing, you have so many opportunities to market online or to market acr...

How to Handle the Top Sales Objections from 2020-10-09T13:00

They go hand-in-hand.

Peanut butter and jelly. Canadians and hockey. Selling and objections.

When you're in sales, your prospects will object. They'll push back, both overtly and n...

Dive Deeper With Your Sales Questions from 2020-10-02T13:00

Here's the problem salespeople face.

Sales is about asking questions...  

But they stop asking questions the second they hit an answer they know they can solve. 

W...

How to Respond When Someone Asks How Much Something Costs from 2020-09-25T13:00

You know the drill...

At some point or another during the conversations, your prospect will ask you about your cost.

It could be early on, or it could late in the sales process.&nb...

An Example of a Sales Process from 2020-09-18T13:00

In this episode, Paul leverages learnings from previous episodes to review and critique Fab's own sales process.

In this episode, you'll see what a sales process looks like in HubSpot, as...

What Are the Steps of a Sales Process? from 2020-09-11T13:00

Building a robust sales process is the key to success in sales.

It's not a set of things to do or a project management tool.

Each step has a particular reason for being and should ...

The Sales & Marketing Recruitment and Hiring Episode from 2020-09-04T13:00

If hiring were a science there would be no mistakes.  

But it's not.  

It isn't easy.  

Is the candidate good? Will the be good after we hire them? Will they ...

When Do I Demo My SaaS Product? from 2020-08-28T13:00

The demo isn't the end-all, be-all of SaaS sales process.  

Asking good and great questions are the best way to close deals.  

That doesn't necessarily mean that demos ar...

Understanding Your Buyer's Journey from 2020-08-21T13:00

A buyer...

Your buyers go through a particular journey before they decide to buy something.

So it's essential to understand those steps.

Why?

So you can creat...

Do You Have the Right B2B SaaS Sales Process? from 2020-08-07T13:00

Is the way most B2B SaaS salespeople sell is:

Demo, proposal, follow-up, close.  

But is that the right way to do it? Could you be winning more business with a better sales pr...

What Does a CRM System Do? from 2020-07-31T13:00

How most sales and marketing teams think about CRMs is wrong.

Most people think a CRM (Customer Relationship Management) system helps manage customer data.

OK. The definition isn't...

Maximize your Online Efforts to Generate More Leads from 2020-07-24T13:00

Generating leads for your sales team is critical. Inbound leads tend to convert better than outbound ones. But they're also easier to work with because you can ask for permission to email them t...

Finding Your Buyers Motivation from 2020-07-17T13:00

You know this. Right?

People buy with their emotions.

Even those B2B buyers you're selling to right now.

Emotions come from something you genuinely care about. Your core mot...

How to Get Out of a Sales Funk from 2020-07-10T13:00

You can do everything right.

You're making your calls, sending your emails, connecting on LinkedIn, sharing content, but sometimes, things just don't click.

No one is answering, ca...

Here's How to Handle Sales Objection to Close More Deals from 2020-07-03T13:00

They happen all the time.

They can happen anytime.

And they aren't always obvious.

Objections can throw off the best reps for many reasons:

• Not sure how to dea...
  Listen

How Squash Your Insecurities to Create More Content from 2020-06-26T13:00

Creating content...

We've been talking about creating content for 10+ years now.

Content helps you sell and market. With it, you grow and become an expert. It helps build trust. Listen

How & When To Close A Deal from 2020-06-19T13:00

What's the goal of every salesperson? 

Close the deal. 

Sure, closing deals is the job. But it also means one step closer to being a top rep and getting a commission.&nbs...

Sale meetings: How to start your sales team's day off with a ? from 2020-06-12T15:00

We won't hide it...  

Sales meetings can be brutal.  

But they can also be great. They can motivate, inspire, push and bring the team to the next level.   Listen

How to Handle Sales Resistance to Close More Deals from 2020-06-05T13:00

Don't you ? it when you work a prospect hard only for them to tell you, "let me think about it" or "it's too expensive"?

Does it make you angry? Nervous? Anxious or stressed?

Those...

Does everyone in the organization need sales skills? from 2020-05-29T13:00

Salespeople need selling skills.

OK. That's obvious.

But what about your marketers? It's not a far stretch to think that they need to understand sales.

OK, but what about yo...

How To Run Effective Sales and Marketing Meetings from 2020-05-08T11:57:42

Most sales and marketing meetings are a waste of time. A good meeting has value, and to setup a good meeting you need to start with on critical question... Enjoy the show! --- Send in a voice me...

What if I need to hire sales and marketing people? - Sales & Marketing "What If" with Paul & Fab #5 from 2020-04-21T10:32:41

Don't stop hiring because you're not used to remote work.

If you're not used to remote work, it can be daunting to recruit someone these days. 

• How will they build a re...
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What if my marketing formula doesn't work during the COVID-19 era? - Sales & Marketing "What If" with Paul & Fab #4 from 2020-04-20T16:00

What happens if your marketing just doesn't work anymore?

We live through a unique and challenging time. That can mean that what you did only a few weeks ago is no longer relevant.

How to Improve the Sales Process from 2020-04-17T17:22:26

If you're unhappy with your sales results, this episode is for you.

A sales process is one of the critical parts of sales. A good sales process will help your reps close more deals. That ...

What if I have to shut my company down temporarily - Sales & Marketing "What If" with Paul & Fab #3 from 2020-04-15T16:58

Closing down your company isn't an easy choice. 

Paul and Fab, share a few quick tips that could help you as a business owner and your employees.

Hope this helps!

<...

What if my sales and marketing teams need to maintain their quotas - Sales & Marketing "What if" with Fab & Paul #2 from 2020-04-14T16:51:23

How can sales and marketing teams maintain their quotas during a crisis?

Maybe you aren't asking the right question.

Hoping a sales team can close the same amount of deals and mark...

What if you have to lay sales & marketing staff off - Sales & Marketing "What if" with Fab & Paul #1 from 2020-04-13T16:18:08

What if you need to let go of some of your sales and marketing staff? Saying goodbye to teammates is never easy, but sometimes you have to do it. In this short episode, we share a few tips on ho...

Starting a business can change your life forever w/ Fred Lucas from 2020-04-10T15:16:20

In this episode, Paul and Fab sit down (virtually!) with Frederic Lucas - founder of Prima Resource, a successful sales consulting firm. ...

How to Make Cold Calls During a Crisis from 2020-03-30T19:44:50

Keeping your sales activities up during a crisis isn't easy.

• What do you say?
• Should you even call?
• Maybe an email/LinkedIn message instead?

If y...

How to Do Sales & Marketing in Times Like These? from 2020-03-24T21:11:43

When significant events hit, it's not always clear what you should do with your sales and marketing efforts.

• Do you stop everything? But what about the business
• Is it bus...
  Listen

How to Build a Massive Online Audience and Grow Your Business W/ Corrine Stephanie from 2020-03-12T21:40:59

The economy is shifting, and businesses that invest in marketing can thrive. Of course, sales are also a must.

That's why we sat down with Corrine to talk about how she gained 29,000 foll...

How to Deal With a Tough Day at Work from 2020-02-28T16:58:01

Tough days happen. If rough times get you down, there's a good chance it means that you aren't controlling your emotions - you're not able to stay in the moment.

How we deal with our emot...

How to Use Your Sales Process Steps to Qualify Prospects from 2020-02-17T17:08:39

Properly qualifying and disqualifying prospects is a crucial part of sales success. You don't want to rely on a rep's emotions to disqualify a lead. You don't want a dead deal to stay in the pip...

How to Sell Anything on Value (Even a Low-Price Item) from 2020-02-12T22:02:10

In this episode, Paul and Fab discuss value selling. They took a low-price item with no apparent value to show you how to do it. Ultimately the value of a service (or product) is determined by h...

The Two Types of Entrepreneurs from 2020-02-05T21:27:10

In this episode, Paul and Fab talk to Rob Geller, co-founder of Promenaid. Rob offers up a lot of advice to people just starting their business - from how to be a ? seller on Amazon to the psycholo...

How Soft Sales Skills Help You Be Remarkable from 2020-01-28T21:15:01

"At the end of the day people won't remember what you said or did, they will remember how you made them feel." *

Most prospects won't remember ?90% of what you say during a call...

How to Negotiate in Sales from 2020-01-21T18:06:28

In this episode, Paul and Fab talk about negotiation. Compromises are often a part of sales, but we show you how to reduce chances that you'll be that situation.

But sometimes it's unavoi...

How to Improve Your Cold Calls from 2020-01-08T15:59:45

Do you need to up your cold calling game? This episode is for you. Believe it or not, cold calling is alive and well. It's not a failure to generate enough inbound leads; it's how most companies gr...

How to Leverage Your Prospect's Emotions in Sales from 2019-12-19T14:15:07

"When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion." -- Dale Carnegie.

Should salespeople leverage their prosp...

How to Motivate Your Team from 2019-12-16T15:23:32

We misunderstand motivation.

Especially entrepreneurs - they're usually motivated by building their business or what that business does for them. They can't understand why their team isn'...

How Sports Can Help You Become a Better Entrepreneur w/ Lindsay Riddell from 2019-12-11T15:08:07

Lindsay's a motorsports fan. He participated for 20 years and still follows the sport actively.

Thinking back, he shares how his passion for the sport helped groom his entrepreneurial abi...

How to Do Small Business Marketing w/ Lindsay Riddell from 2019-12-10T14:18:18

In today's episode, we continue our conversation with Lindsay Riddell. When you're a small business, marketing is a contradiction. On the one hand, budgets are limited, so there's constant press...

How to Build a Business w/ Lindsay Riddell from 2019-12-05T15:39:12

Today we talk to Lindsay Riddell - President and Founder of Luminet. This conversation is the first of three and today we talk about why you should ignore what people say. Don't worry about new ...

Why You Need Patience in Marketing from 2019-12-03T21:33:37

Patience is a critical success factor in sales and marketing. A lot of small and medium-sized businesses put themselves in a situation where there back is against the wall, and they need results...

How SMBs Should Create Content from 2019-11-29T16:20:06

Good marketing takes time. There are some quick wins, but overall, you need to be patient. That means you have to start today.  When you're small, you're never going to compete against the big play...

How to Ask Sales Questions from 2019-11-26T21:28:27

In sales, asking questions is everything.

When you don't ask questions, you end up with a sort of idea of what you think the prospect wants, and you have an idea of what you think you wan...

How to Quantify Your Prospect's Problem from 2019-11-20T15:14:47

Quantifying a problem - figuring out what your product or service is worth to your client is a significant part of knowing if you'll get the contract. Sometimes it's trickier than others, but ul...

Why You're Not Seeing Marketing Results from 2019-11-13T21:40:55

SMBs tend not to market where their clients are.

They either make assumptions about what their audience does, or they mistake themselves for their audience.

In this episode, Paul a...

Redefining the Sales and Marketing Funnel from 2019-11-08T14:49:47

The words we use to describe the people sales and marketing speak and engage with everyday dehumanize those we seek out. Not all software is flexible enough to accommodate a change in vocabulary...

How to Transfer Leads to Sales from 2019-11-06T03:17:31

At some point, Marketing needs to transfer their leads over to the Sales Team. How much information needs to be collected before they're sent over? How much is too much? Do salespeople actually ...

How to do lead nurturing from 2019-10-31T20:11:13

Nurturing new leads that engage with your content helps your sales team speak with those who are most ready to buy. But lead nurturing isn't for everyone. If you don't generate enough leads, you...

Why Cold Calling Is Important from 2019-10-30T12:34:25

Fab had a major epiphany! 

He's a marketing person. The core of his career is email and social media, and he came to realize that...

Cold calls > Cold emails Listen