Getting a startup tech company off the ground and into the public sphere is no small feat, but having a team of great sales reps makes it infinitely easier. But how do you build a sales team from scratch? Focusing on hiring the doer instead of the thinker is part of creating a team, but … Read more
Episode 13: Creating Meaningful Conversations – Jennifer Havice
Many sellers have no idea how to begin talking to a new customer. Instead of creating honest dialogue, businesses jump into a sales pitch and lose the trust of the prospect. A good conversation begins by understanding the customer’s pain — what core problem do they need help solving? Searching for customer feedback and developing … Read more
Episode 12: Conversation with Target Prospects – Kyle Porter
One of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft, a company dedicated to turning target accounts into customer accounts. Kyle is an expert in helping companies integrate new tools and technology in their current systems … Read more
Episode 10: Effective Sales Process – Ash Alhashim
An effective sales process brings a prospect on as a partner; working together to solve their issue. This ideal situation requires that their expectation is set and they commit to the solution. Today’s guest is Ash Alhashim a self described “marketing oriented sales person” who is an expert in all things sales process. Ash believes … Read more
Episode 11: Sales Techniques and Technologies – Max Altschuler
All great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? … Read more
Episode 9: Effective Sales Leads Generation – Stefan Boyle
What if a company is great at closing deals, but not so skilled in beginning the conversations with the prospects they need? A predictable pipeline is built on the foundations of habit and consistency, and can take more than a couple of weeks to properly develop. A business that struggles to reach the prospects they … Read more