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  • 107: Gary Schwartz – Building Go-to-Market Teams

    107: Gary Schwartz – Building Go-to-Market Teams
    2024/09/30

    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 分
  • 106: Lisa Dennis - Everything Value Proposition

    106: Lisa Dennis - Everything Value Proposition
    2024/09/23
    Guest: Lisa Dennis Guest Bio: Lisa Dennis is a global marketing and sales strategist and consultant. She brings over thirty years of marketing and sales experience to her work with business-to-business clients. She founded the consulting firm, Knowledgence Associates, in 1997 with a core focus of helping sales and marketing teams “see the world through their customers’ eyes™." In 2021, Lisa launched a monthly online show, The Messaging Workshop LIVE on The Sales Expert Channel hosted by BrightTALK. She has worked with companies across a broad range of industries (specialty in high technology, healthcare, insurance, manufacturing, and professional services) including Akamai, Citrix, CSC (now DXC Technology), Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro, and many others. Guest Links: Value Propositions That Sell Key Points: Lisa’s Books "Value Propositions That Sell: Turning Your Message Into A Magnet That Attracts Buyers"Upcoming: "Do You Speak Buyer? An Integrated Messaging Playbook for Marketing and Sales" (2025) Career Journey Initial interest in value propositions stemmed from her experience as a product manager for an unpopular product.Influenced by Jill Conrath, who encouraged her to focus on value propositions. Understanding Value Propositions Common Definition: A statement about what a product/service offers and how it differs from competitors.Lisa's Definition: A buyer-focused statement that demonstrates understanding of the buyer's goals, challenges, and how the solution meets those needs. Process for Creating Value Propositions 1. Research and Segmentation: Understand different target audiences; avoid a one-size-fits-all approach. 2. Two-Page Template: · First Page: Value proposition statement outlining customer pains, target audience, and offer. · Second Page: Detailed value drivers and proof points to support the messaging. Emphasizing Buyer-Centric Messaging Use buyer language rather than jargonFocus on emotional context: what challenges buyers face and their aspirations.Conduct interviews with customers to capture their language and sentiments. Common Mistakes Inwardly-focused value propositions that prioritize company over buyer needs.Using technical jargon that may alienate prospects.Failing to differentiate messages for varied target audiences. Effective Messaging Techniques Start with the buyer's perspective, using language and issues they relate to.Develop messaging frameworks that allow for customization without starting from scratch. 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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    29 分
  • 105: Thomas Kaiser – The Revenue Engine

    105: Thomas Kaiser – The Revenue Engine
    2024/09/16

    Guest: Thomas Kaiser

    Guest Bio:

    Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch.

    Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line.

    The red thread that runs through Tom’s career is he dramatically increased the revenue of every company he worked with.

    Key Points:

    1. Building Effective Teams:

    o Successful leaders must align their team behind a common vision and ensure they have the right people. Importance of quickly identifying and replacing unaligned or ineffective team members. Everyone in the organization should be involved in sales, not just the sales department.

    2. Coaching vs. Managing:

    o Managers often check boxes, but coaches engage with their teams to help them succeed. Coaching is essential for identifying whether a salesperson is committed and effective.

    3. Increasing Revenue:

    o Empowering every department to contribute to sales can increase revenue without adding headcount. All roles, including non-sales positions like accounting or IT, should be engaged in building customer relationships.

    4. Guiding Principles for Leadership:

    o Find Your Hero: Leaders should identify and be inspired by role models who exemplify the ideals they aspire to.

    o Take a Stand for Something Larger: Leaders should pursue bold, almost impossible goals to drive greater achievements.

    o Leaders should strive to be trusted and genuinely care about their team, similar to a coach who wants their team to win.

    Guest Links:

    The Revenue Engine, masterfulcoaching.com

    Tom Kaiser | LinkedIn

    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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    25 分
  • 104: Simon Severino – Get A Life

    104: Simon Severino – Get A Life
    2024/09/09
    Guest: Simon Severino Guest Bio: Simon Severino is a LinkedIn Top Voice on sales leadership and sales prospecting. As a shrink-turned-CEO, he had to learn the importance of working ON the business more than IN it. Now, he helps business owners supercharge sales and reclaim 14 hours per week through his Strategy Sprints™ Method. Author of "Strategy Sprints", inventor of the Strategy Sprints™ method. YouTuber, TEDx speaker, Forbes contributor, triathlete, has appeared on over 1300 podcasts. When he is not supercharging sales, you'll find him swimming, biking, running, and tricking his 3 kids into outdoor activities so they can't escape his annoying shrinky questions. Guest Links: Simon’s Tools: strategysprints.com/tools Key Points: 1. Working on vs. Working in the Business: o "In the business" refers to handling immediate operational tasks (client requests, fixing issues). "On the business" involves strategic work, such as growing the business, developing processes, and planning future steps. o Simon emphasizes the importance of carving out time for strategic work, starting with time blocking and documenting processes. 2. Transitioning from Operator to CEO: o Simon shares his journey of moving from daily operations to focusing on business growth. Utilized time blocking, delegation to freelancers, and creating standard operating procedures (SOPs) to manage tasks effectively. 3. The Strategy Sprints Method: o Simon’s Strategy Sprints method involves creating a resilient business model by building systems and delegating tasks. Introduces a certification model for scaling his business and generating additional revenue. 4. Delegation and Avoiding Micromanagement: o Simon encourages business owners to focus on activities they enjoy outside of work, which helps in trusting the team, avoiding micromanagement, and makes delegating easier. 5. Daily Flow Tool: o Simon uses a tool called the "Daily Flow" to track time allocation and identify tasks for delegation. The tool asks two key questions: What task will you delegate tomorrow, and what would you do if you lived more freely? o Regularly practicing this helps business owners gradually delegate more tasks and focus on higher-value activities. 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 分
  • 103: Dan Portik – A Life in Sales & Marketing

    103: Dan Portik – A Life in Sales & Marketing
    2024/07/29
    Guest: Dan Portik Guest Bio: Dan Portik is the owner of BVS Film Productions and a seasoned sales and marketing professional from greater Cleveland, Ohio, with over three decades of experience. He and his team have worked with some of the world’s largest companies to develop video programs that deliver measurable results. As an accomplished author, Dan co-wrote the bestseller “Fill Your Funnel” with renowned sales legend Tom Hopkins, focusing on the power of social media in prospecting and sales. His latest book, “The Secret Online Door,” offers a comprehensive guide to successful online negotiation techniques. Dan also produced “Master Of Sales,” a documentary about Tom Hopkins’ life. Through his work, Dan continues to provide valuable insights into modern business practices. Key Points: 1. Sales Techniques and Evolution · Dan emphasizes the shift from traditional sales methods (like cold calling) to using social media, particularly LinkedIn, for prospecting and closing deals. 2. Role of Video in Sales · Dan explains the advantages of using video for prospecting, highlighting its ability to convey messages effectively, be shared easily, and present a polished image. 3. Lessons from Music and Sales · Drawing from his background as a musician, Dan discusses how performing helped him overcome fear and become comfortable in sales presentations. He parallels the discipline of practicing music with mastering sales techniques, emphasizing the importance of continuous improvement and learning. 4. Collaboration with Tom Hopkins · Dan recounts how he connected with Tom Hopkins through LinkedIn, used his techniques to successfully pitch a book idea, and eventually co-authored "Fill Your Funnel" with him. They also collaborated on a documentary about Tom Hopkins' life and sales methods, which further enhanced Dan's reputation in the industry. 5. The Secret Online Door · Dan introduces his book "The Secret Online Door," focusing on online negotiation techniques and leveraging LinkedIn for effective outreach. He emphasizes the importance of a strong online presence and providing value in initial communications to open doors for negotiations. 6. Messaging and Profile Optimization · Dan advises on optimizing LinkedIn profiles and crafting messages that resonate with recipients, ensuring they see value in the interaction. He stresses the need for professionalism online, as potential clients often research individuals before engaging with them. 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 分
  • 102: Stacey Hanke – Influence Redefined

    102: Stacey Hanke – Influence Redefined
    2024/07/22
    Guest: Stacey Hanke Guest Bio: Stacey Hanke, a pioneer in influential communication strategies, began her career in voice-overs. She learned that every word matters and delivery is the key to being remembered. After twenty years of research, Stacey learned that titles don’t matter. Real influence requires trust and credibility—two factors determined by how we show up, communicate, and connect. Because of this, professionals at any level can influence action, motivate decisions, and drive momentum in every conversation. Stacey’s work is a catalyst for change. She empowers Fortune 500 executives to gain a fresh perspective by seeing themselves through the eyes and ears of others. Her transformative, humor-filled presentations equip audiences with proven strategies to overcome modern communication hurdles, capture attention, foster authentic connections, and inspire action. From high-stakes presentations to casual conversations, prepare to elevate your communication skills and raise your level of influence, Monday to Monday®. Key Points: · Stacey defines influence as consistent body language and messaging that moves people to action long after the interaction has ended. She emphasizes trust and credibility as critical components of influence, achievable through effective communication. · Stacey discusses the necessity for professionals to self-reflect by recording themselves to see how they are perceived versus how they feel. The disconnect between personal perception and external perception is a common challenge addressed through self-assessment. · Stacey shares common communication mistakes, including lack of awareness of how one comes across and the tendency to ramble, particularly in sales settings. The role of body language in building trust and enhancing communication effectiveness, especially in sales. Authenticity is defined as consistently presenting one's true self across all interactions, whether personal or professional. The importance of being genuine and avoiding the stereotype of the insincere salesperson by focusing on educating and providing value. The value of feedback from both personal and professional circles in understanding and improving one's communication style. · Stacey's approach to receiving feedback, including using recordings and seeking specific, constructive input to enhance personal branding and communication effectiveness. Shift from traditional sales tactics to a mindset focused on delivering value and educating clients about how products or services can improve their lives. Guest Links: https://staceyhankeinc.com/salesology/ 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 分
  • 101: Frederick Cary – Idea Pros!

    101: Frederick Cary – Idea Pros!
    2024/07/15
    Guest: Frederick Cary Guest Bio: Frederick Cary is a powerhouse entrepreneur and CEO of IdeaPros, a company that guides qualified entrepreneurs through the complexities and pitfalls of the startup world. With his entrepreneurial spirit, Fred started many businesses in different industries, created many successes, and acquired thousands of lessons along the way. His desire to give back to a community of like-minded eccentrics led him to create IdeaPros, the world’s first super venture partner – a company that could roll up its experienced sleeves and provide every entrepreneur with the opportunity to see their vision become a real company with a real product. He also produces a weekly show for entrepreneurs that has been viewed by over 4 million people. As a Top 1% Business Professional, Who’s Who in America, and top-ranked attorney for several years, Fred’s personal brand can best be described as: “F *CK Average, Be Legendary.” Guest Links: Email: fred@ideapros.com Pitchcraft workshop, pitch.ideapros.com Key Points: 1. Understanding the Big Idea · The "big idea" is crucial and must align with broader societal or market shifts. · Airbnb's example illustrates how understanding the big idea (people needing extra income and rising interest rates) was crucial for their success. 2. Startup Dos and Don'ts · Do's: Conduct thorough research, understand market demands, and focus on customer needs. · Don'ts: Don't create something without market demand, avoid micromanagement as a founder, and be financially prepared. 3. Transitioning from Entrepreneur to Leader · Entrepreneurs must transition to leaders by surrounding themselves with skilled individuals and letting go of micromanagement. · Leadership involves empowering others and fostering growth beyond personal control. 4. Raising Capital · Investors look for market validation, growth potential, and a clear, well-structured plan. · Entrepreneurs should think like investors, emphasizing market size, growth rates, and customer demand in their pitches. 5. Founder Fatigue and Strategic Growth · Founder fatigue can hinder growth; successful founders continually innovate and delegate to sustain growth. · Strategic planning and understanding investor expectations are crucial for sustained growth and funding success. 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 分
  • 100: Benny Rubin – Cold Email Senders

    100: Benny Rubin – Cold Email Senders
    2024/07/08
    Guest: Benny Rubin Guest Bio: Benny Rubin is an email deliverability expert with broad knowledge of sales, marketing, and email landscapes. He is a 3x entrepreneur — with 1 sale, 1 failure, and now his current company, Senders. Benny has a wide view of what is working in sales, cold email, email deliverability, and sales team execution, which he shares freely. His team has overseen cold emails that have generated hundreds of millions of dollars in pipeline and garnered interested responses from massive companies such as Starbucks, Visa, Equinox, Coca-Cola, and beyond. Benny’s team facilitated the sending of over 30 million emails in the last 12 months alone and is eager to demystify cold emailing, debunk common myths, and give advice to anyone trying to grow anything on how they can leverage cold email while avoiding the spam folder. Oh, he also lived and worked for 7 years in Japan, has his degree in music (violin, viola, electric bass), and even toured on bass for a Sony artist… so he is happy to dig into any of that stuff, too Guest Links: benny@senders.co Key Points: 1. Introduction and Background: · Benny Rubin, Owner of Senders, is introduced as an email deliverability expert with experience in generating substantial pipeline revenue through cold emailing. 2. Benny Rubin's Background and Expertise: · Benny shares his entrepreneurial journey, highlighting his experience in starting and running businesses, including his current venture, Senders. He discusses his transition into cold emailing and email deliverability, noting the evolution of techniques and strategies in this field. 3. Cold Emailing Insights: · Benny demystifies cold emailing, debunking common myths and emphasizing effective strategies to avoid spam filters. He stresses the importance of technical expertise in ensuring email deliverability, especially as the landscape evolves. 4. Personal Insights and Analogies: · Benny draws parallels between his musical background (violin, viola, electric bass) and his entrepreneurial journey. He discusses how repetition and practice in music translate to business success, highlighting the importance of persistence and refining processes in sales. 5. Sales Techniques and Philosophy: · Wendy and Benny discuss sales methodologies, emphasizing the need for preparation, rehearsal, and asking the right questions (including hard questions) during sales interactions. They agree on the value of making a positive impression and providing value during sales calls, even if a deal isn't immediately closed. 6. Future of B2B Sales: · Benny predicts that the future of B2B sales will blend entertainment and education, suggesting that sales interactions should be engaging and informative to justify customer engagement. 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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    45 分