189: How to keep your sales team from killing your brand & your bottom line
The Predictable Revenue Podcast
English - March 11, 2021 15:08 - 37 minutes - 36.7 MB - ★★★★★ - 33 ratingsManagement Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are self-serving (2:50), what B2C nails that B2B doesn’t (4:08), how long you actually need to spend researching your ICP before you reach out (9:36), what a first touch look like (14:30), smoothing the SDR to AE handoff (18:18), incentivizing the right behaviours in your sales reps (23:07), and how to implement this framework in your organization (25:09).
SHOW NOTES:
More strategies for building a customer-focused buying journey: Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
More on researching your ICP: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account