Kevin Gaither interviews Aaron Ross, Founder of Pebblestorm and author of Predictable Revenue to discover how he turned Salesforce.com into a $100 million sales machine. 00:00 From NASA nerd to $100 million Salesforce Revenue Stream 00:25 Introducing ThisWeekIn Sales 00:58 Your Sales Nightmare? 01:57 How did Aaron Ross become a sales professional? 02:58 "I love shooting guns!" 02:34 Aaron was a NASA programmer at an early age 04:13 How did you develop your outbound call sales process at Salesforce? 05:39 How to feed a starving sales staff with no leads? 06:30 The importance of creating a flow of sales leads with short emails 06:58 "I do not believe in cold calls!" 07:54 Throwing away email assumptions 08:33 Ask for referrals without selling directly, respect authenticity and simplicity 09:11 Top down approach without selling directly, but then what? 09:43 The $100K sales engine. 10:26 "It's a lot easier to start your day with emails in your inbox" 10:56 Don't have your sales people do everything. (What if you could double you success rate?) 11:25 Multitasking is an illusion. Single task and you can be amazing 12:25 You can't dabble in closing. You need to an expert. 13:25 "I can do it all" is a bad idea: outbound and inbound should both be specialized 14:25 The four core roles: outbound, inbound, closers, and account management. 15:04 "Work harder and make more calls" 15:30 Sales isn't ditch digging. 16:45 Doing more of what you done doesn't get results if it's not ... Теги:Aaron RossNASAPebblestormPredictable Revenueauthorsalesforcesalesforce.comsalescold callpitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead gen
www.gwenolsen.com Ex pharma Rep speaks out about Pharma and their real motivations and lack there of to cure , heal and care for you or your best interests. Only to cure the space in their pockets not yet filled with your cash. Теги:pharmahealthhealingcurewellnessrepdrugsfdamentalillnesspsychiatrygwenolsen
Kevin Gaither's interviews Andrew Chase, VP of Business Development of PPI Sales Search, about best practices for hiring managers and how to tweak your resume for optimal performance. 00:00 Cold Open 00:35 Intro, Andrew Chase 00:56 What's your strangest candidate interview of all-time? 02:12 Andrew's background as a sales professional 03:35 How to get the best candidates possible. 04:30 So it's not a problem if a hiring manager preps a candidate for an interview? 05:15 You better be able to close an interview! 06:45 Who's winning right now in the world of hiring managers? 07:30 Getting creative as a recruiter to get the best possible candidates. 08:20 Talking compensation with a high-quality candidate. 10:15 There's a difference between desperation and urgency. 12:00 Partner with your recruiter, be creative in offers, & maintain a quick & transparent process 13:00 "People will kill their grandmother to work at Google." 14:00 What can candidates do to separate themselves from the competition? 16:15 "Does a fancy resume separate you or make you look like a chump?" 18:10 How should I spend my time preparing for an interview? 19:00 Prep your answer to these three questions: how are you going to make me money, save me money, or save me time? 20:00 Anticipate questions and prep answers with situation/action/results answers 21:30 Wear a suit, be conserative in your presentation style, and do research on yourself and your specific answers. 23:00 Andrew brutally dissects a resume ... Теги:recruitingHRAndrew ChasePPI Sales SearchBusiness Developmentsalescold callpitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringtrainingcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead gen
Mike Brooks, aka Mr. Inside Sales, is on the show with host Kevin Gaither to debate whether or not cold-calling is dead. 00:00 Cold Open 00:30 Introduction 00:55 Nightmare Sales Job: When I Was Hating Sales 02:20 Mike's impressive work history and his books, 03:05 With Sales 2.0, is cold calling dead? 04:20 With inbound leads and Sales 2.0 technology, do we need to redefine cold calling? 05:20 You still need to learn how to make a phone call the right way 05:35 Product dumps and monologues, what's the right way to make a cold call? 06:55 What are the rules for a successful cold call? 08:40 How long should your cold call introduction be? 09:10 Short introductions are important, listening to the answer is more important. 09:55 The three statements to throw away as a sales professional 10:55 The importance and controversy behind scripting calls and responses 12:20 80% of the situations a sales rep will encounter are predictable and able to prepped for 13:35 NFL teams run plays based on research and patterns. 14:05 Ever been told to "send me your information"? Mike has a tip on how to take this common response and convert it into a prospect. 17:20 Part of your job is to disqualify leads in a respectable manner: out of a 100 prospects, only 5 may eventually buy from you. Identify them! 18:35 The most important word in sales is "next". 19:50 Where are sales managers screwing up? 20:50 The Manager's Dilemma 23:10 Mike talks directly to sales managers: "the magic happens during ... Теги:Mike BrooksMr Inside SalesBusiness Developmentsalescold callpitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringtrainingcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead gen
Ever wonder what's in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making "big round words" specific and actionable. 00:00 Cold Open 01:00 Bill's Nightmare Sales Job 02:00 Vice President of Sales at Marketo, Bill Binch 03:00 Definitions and Metrics: making "big round words" specific 04:00 Suspects, prospects, and closed sales 05:00 The importance of an exact definition of a closed sale 06:30 What is a marketing qualified lead? 07:30 Accountability of marketing in driving leads versus sales 08:00 The Top Three Metrics for sales/marketing alignment 09:00 "Accidents happen in the intersections." 11:30 Sales reps should be selling, not prospecting, segmenting, or negotiating 13:00 How to setup a brand new sales model 14:30 If resources are limited where do you choose to specialize? 16:30 Land and expand, hunters versus farmers 17:30 The Dallas Cowboys don't run around the field without a plan, neither should you 18:30 Why you should have a playbook as a sales rep 19:30 Approaching small, medium, and enterprise businesses with different methodologies appropriate to the company, not the geography 21:00 "Start collecting logos." Focus on transactions, not dollars as a new sales team 23:00 A better question to ask other than "how do you like to buy stuff"? 24:00 Bill runs through exactly how he listens to a customer 25:30 Kevin asks what else is in Bill's playbook: is it ... Теги:Bill BinchMarketoBusiness Developmentsalescold callpitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringtrainingcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead genplaybook
Michael Jordan, Lance Armstrong, Tiger Woods. Would they make good salespeople....or not? Kevin talks to Chris Croner, a Principal from SalesDrive, and the co-author of Never Hire a Bad Salesperson Again about hiring high performing sales hunters. 00:00 Cold Open 00:48 Most Unusual Sales Interview 02:30 Introducing Dr Christopher Croner 03:30 The secret sauce to hiring the best sales professionals 04:45 Competitiveness 05:00 Optimism 06:00 Would Michael Jordan make for a good hunter salesman? 08:00 Money is like points on the board for sales professionals 09:00 What separates the great performers from the mediocre? 10:00 The volitional model of motivation: need for achievement, competitiveness, & optimism 12:00 Kevin and Chris roleplay an interview process. 12:45 Tips on the interview process for an interviewer or HR professional. 13:45 Using behavioral questions to discover patterns. 15:00 The magic wand question to observe behavior. 16:00 The first interview question: sacrifice? 18:30 Analyzing the response in regards to need for achievement. 20:45 The second question: when were you last comeptitive at work? 22:45 Debriefing the response in regards to competitiveness. 23:30 Identifying someone who is high in competitiveness but low in need for achievement 24:15 The power of using the "echo" in the interview process. 25:00 Dr Croner explains the Columbo, "one down" approach to interviewing 26:15 Kevin and Chris recommend the book Topgrading For Sales 26:45 The value of ... Теги:Chris Cronersalesdrivehigh performanceBusiness Developmentsalescold callpitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringtrainingcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead genplaybook
0:00-1:30 We're here today with Neal Sales-Griffin of Code Academy. 1:30-2:30 Welcome back Tyler. How's it been going? 2:30-3:00 If you still haven't joined the TWiST Backchannel, go to twistlist.co to sign up. 3:00-4:30 Thank you to GoToMeeting for sponsoring the show. Everyone thank them @gotomeeting. 4:30-7:30 If you haven't heard about the LAUNCH Festival, check it out here: launch.is. It's not too late to get your tickets! 7:30-10:00 Insight from Tyler: Launch is like an Asian girl with double Ds. 10:00-11:00 Neal, what's the mission at Code Academy? 11:00-11:45 What's the difference between you and Codeacademy? 11:45-13:30 How much do people pay to join and what do they get? 13:30-14:00 How do you make a profit? 14:00-15:30 What kinds of people are joining the program? 15:30-17:00 What do I need to know before I come in to Code Academy? 17:00-19:30 What can a student accomplish in an eleven week course? 19:30-21:00 Are there jobs in the US for average coders, or do you have to be elite? 21:00-22:45 Do you think what you're doing could help menial workers acquire a new skill and get a better job? 22:45-26:00 In minority communities, how is becoming a developer looked at? 26:00-28:00 Thank you to Walker Corporate Law for supporting the show. If you need at lawyer, call Scott at 310-288-6667. 28:00 Pricing models debated 28:00-31:30 What if you put people on a payment plan or charged a placement fee for the companies that hire students afterwards? 31:30-33:00 Do you ... Теги:twithis week innetworknewmediawebtventertainmentshowsthis week in startupsJason Calacanisstartupstwisttwistartupscode academyneal sales-griffinweb developmentweb designcoursechicagoeducation
Joanne Black, author of No More Cold Calling, talks about the power of referral selling and why you should NEVER make another cold call again. 01:00 Joanne's Nightmare Sales Job 02:30 Joanne Black, Founder of No More Cold Calling & leading authority on referral selling. 03:15 "What do you have against cold calling?" 04:00 Sales is about the right kind of activity. 05:00 Defining cold calls. 05:30 "I only want to make hot calls." 06:15 Having an introduction is the definition of a referral call. 08:00 Joanne talks about developing No More Cold Calling. 09:00 Referrals establish credibility, especially in a down economy. 10:00 Most sales teams do not have a systematic method for establishing a referral-based strategy 10:30 Kevin discusses his experience with the Brooks Group 11:30 Why aren't referrals part of the common metrics used to monitor sales performance? 13:00 Joanne gives several examples of referral metrics. 13:45 Referral deals are typically larger and close quicker. 14:15 The key to getting comfortable with asking for a referral is practice. 18:00 Kevin asks "Can we ask anyone for a referral?" 19:00 The power of working through a list of clients 21:00 Be specific about who you want an introduction to, rather than "anyone who..." 24:00 "Referrals get rid of the awkward first date." 25:30 Advice for young sales professionals: "You don't know who other people know until you ask." 27:00 Five lunches, four breakfasts each week. No one wants to get breakfast Monday ... Теги:Joanne Blackcold callreferralBusiness Developmentsalespitchinterviewemailvoicemailphone callphoneSEOstartupentrepreneurcloseclosingCTRoutboundinboundleadsspecializationCRMdirect salesoutside salestop downprocesstipstrickstechniquesstrategytacticssales pitchhiringtrainingcontactlinkedinHighriseRapportivemotivationmanagementsales jobB2BB2B salesadvertisingprospectlead gen
