The Brandon Bornancin Show
295 episodes - English - Latest episode: over 4 years ago - ★★★★★ - 73 ratingsSo the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.
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Episodes
How to Write & Publish Your First Book w/DonAslett @Varsity
May 18, 2017 06:10 - 29 minutes - 23.5 MBLook, haven't we all thought about writing a book at some point in our lives? I know I have. Well, today you're going to learn how exactly to do that. Don Aslett, co-founder of Varsity Cleaning and author of over 40 books including a book called, "How to Write and Publish Your First Book" gives us the secrets to becoming a well-known and accomplished author. In This Episode You'll Learn: How to get your title write The importance of a a good editor Tricks to become a famous author Links...
You Don't Know Your Win/Loss Ratio w/SpencerDent @Clozdinc
May 15, 2017 02:37 - 29 minutes - 23.5 MBOne of the most important metrics sales leaders need is the reason why they either won or lost. Sadly, most leaders don't have that metric and never will. In this episode, Spencer Dent, Co-Founder of ClozdInc talks about how the importance of finding the true reason companies don't win deals and how successful companies can do it. In This Episode You'll Learn: Why the win/loss analysis is so important What is the win/loss analysis in sales How should companies start to think about monito...
Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Millions w/Dave Elkington @InsideSales.com & w/Dr. Jim Oldroyd @BYU
May 11, 2017 04:46 - 32 minutes - 25.9 MBAcross organizations, at the end of the month, quarter or year, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins be costing millions? We analyzed 9.8 million sales opportunities and will present what we found along with strategies the best companies are using to solve this problem. In This Episode You'll Learn: How sales operations can help solve this “hockey stick effect” at the end of a period Proven strategies for sol...
Social Selling is Dead
May 08, 2017 06:17 - 19 minutes - 15.4 MBIn 2015, PeopleLinx State of Social Selling report said 26% of respondents reported knowing how to do social selling. The answer is always "we need to train more" but that's a copout and you know it. 74% of people reported not knowing how to do social selling because it's too vague, it doesn't make sense, and it never will. Social Selling is dead. In This Episode You'll Learn: Why social selling is dead What can sales people to do win with social Data to confirm that a balanced approach ...
Developing a Go-To-Market Strategy w/David Wallace @BayRidgeConsultingGroup
May 04, 2017 07:45 - 29 minutes - 26.8 MBCompanies have to have a go-to-market strategy and a big part of that strategy is knowing who you are targeting and who you are not. Companies struggle to determine these important characteristics and then struggle to act accordingly by challenging and adding value to each and every customer interaction. In this episode, David Wallace from BayRidgeConsutlingGroup discusses optimal go-to-market strategies and how customers can start creating a successful one. In This Episode You'll Learn: W...
LinkedIn the Sandler Way w/Mike Montague @SandlerTraining
May 01, 2017 05:44 - 24 minutes - 19.9 MBMike Montague is the Director of content marketing, at Sandler Training, one of the world's most renown sales training organizations. Over the years, Mike has perfected the art of social selling and he has put his best practices in a book called, "LinkedIn the Sandler Way." The book outlines not only how to optimize your LInkedIn profile but also explains how to start using LinkedIn to make money. In This Episode You'll Learn: Using your LinkedIn profile to target a specific audience in a ...
Stop Pitching, Start Solving – Help Customers Discover What They Want w/Tim Wackel
April 27, 2017 05:46 - 1 hour - 50.1 MBEvery sales person asks questions. We're trained that way. Some of us don't use the right tone and some of use odd questions but we all try our best. I sat down with Tim Wackel, a genius when it comes to mastering the art of sales and we discussed sales questions. Are you asking these questions on your sales calls? What are your goals? Do you have a budget? Who is involved in the decision-making process? What keeps you up at night? These standard questions don’t stimulate new thinking ...
Why You Should Coach Your Sellers and How To Do It Effectively w/Donald Kelly (Sales Evangelist)
April 24, 2017 06:13 - 34 minutes - 31.7 MBCoaching is obviously an important part of what sales leadership do but not everybody knows how to do it effectively. In this episode, Donald Kelly, the Sales Evangelist, discusses why leaders should coach and how they do it the right way. In This Episode You'll Learn: Lies sales leader tell themselves about coaching How to coach effectively Mistake we all have made coaching Formatting your coaching sessions Measuring your sales coaching success Links and Resources Mentioned in This E...
The Power of Vacation w/Marco Aguilar @PowerOfVacation
April 20, 2017 12:53 - 23 minutes - 21.6 MBLife gets busy and life gets hard but that doesn't mean we should skip out on vacations. Everybody needs a little R&R but when times get tough vacations are the first thing to go. In this episode, Marco Aguilar, CEO of the Power of Vacations talks about why Americans don't take vacations, the negative effects that has, and why sales people should prioritize time off. In This Episode You'll Learn: The power and purpose of taking vacations Alarming statistics about Americans and vacations ...
How to Use Hand Written Notes & Gifts in Sales w/Demarr Zimmerman @SendOutCards
April 16, 2017 10:00 - 29 minutes - 26.8 MB"Your net worth is directly correlated with your network" says Demarr Zimmerman, a self-proclaimed keep in touch strategist. Demarr has spent the last thirteen years helping companies use hand written notes and gifts to get in contact with hard-to-reach prospects and grow relationships with customers. In this episode, Demarr discusses why keep in touch strategies are important and how sales people can begin to execute them. In This Episode You'll Learn: Why hand written notes and gifts are...
How LinkedIn Sells with Data w/Brain Frank @LinkedIn
April 14, 2017 07:20 - 24 minutes - 22.5 MBHow cool would it be to work at LinkedIn? Can you imagine the access to the data they have? LinkedIn is the most powerful social network on the planet and it's the best lead source there is for sales reps. In this episode, Brain Frank, head of global sales operations at LinkedIn shares some of LinkedIn secrets of how they sell using data. In This Episode You'll Learn: LinkedIn's social selling process The depth and breadth of the LinkedIn network The benefit of selling using social Link...
Account-Based: Why Fish With Nets or Spears When You Can Fish With Dynamite?
April 13, 2017 04:10 - 16 minutes - 15.2 MBPeople keep telling me that an account-based strategy is not fishing with nets but it's fishing with spears and they say it with this weird smirk on their face like I'm supposed to understand that analogy. Fishing with nets and spears? I think I've seen some pictures from the Bible of people fishing with nets and I'm pretty sure I caught some spear fishing in the Disney movie Moana but besides that, I have no clue what they're talking about. My usual response to this odd analogy is, "why the...
The Science of Winning Sales Conversations w/Chris Orlob @Gong.io
April 10, 2017 04:07 - 36 minutes - 33.7 MBEvery sales rep has conversations, but not every sales rep knows how to have conversations. In this episode, Chris Orlob, Director of Product Marketing at Gong.io, explains what he discovered with his team analyzing over 250,000 sales conversations. In This Episode You'll Learn: Reps can win more by increasing prospect talk time by 11% on discovery calls Keep company overview to two minutes or less to increase win rates The importance of listening for competitors mentions early How and ...
Why You Shouldn't Let Your Sales Reps Work Weekends
April 07, 2017 07:04 - 6 minutes - 6.24 MBImagine with me for a minute, it's the end of your month or quarter and so you want to make sure you give it your all so you tell your sales team to come in Saturday and Sunday. Have you ever done that? I know I have but it is the right thing to do? In this episode, Gabe Larsen, Head of InsideSales Labs discusses research on the closing deals on the weekend compared to weekdays. In This Episode You'll Learn: The win rate is 73% higher on weekdays than weekends Deal size on weekdays is 83...
Best Physical Gifts to Send in An Account-Based Sales Strategy w/Braydan Young @Sendoso
April 06, 2017 08:40 - 29 minutes - 27 MBA cadence is a sequence of activities that increases contact and qualification rates. In the past there has been four key pillars of a cadence but in an account-based model if you're not using the 5th pillar you've in a bad place. Gifting or sending direct mailers is the 5th pillar and it's a key aspect to winning in an account-based model. In this episode, Braydan Young, co-founder of Sendoso, talks about the idea of gifting and what companies should be thinking about to run this play succe...
How to Train Your Inside Sales Team w/Lauren Bailey @Factor8
April 03, 2017 05:09 - 42 minutes - 38.6 MBEvery organization struggles with training and on boarding. In this episode, Lauren Bailey, president and founder of Factor8, talks about her three tips to turn inside sales organizations to rockstars. In This Episode You'll Learn: The importance of cutting your training time in half Making sure your training is custom to your situation Using call recordings as game film Links and Resources Mentioned in This Episode: Factor8 Youtube Channel Lauren's LinkedIn The Sales Acceleration G...
Morning Mantra: The State of Artificial Intelligence
March 31, 2017 06:03 - 16 minutes - 14.8 MBWow, there is a lot of hype around AI? Am I right or am I wrong? I'm afraid I'm right. But, there is good reason for it. In 2016, there were 40 acquisitions of companies working to advance artificial intelligence1 and the AI market was worth $644 million2. In 2017, the market value of AI is expected to double and then grow exponentially until it reaches $38.6 billion less than ten years from now3. Inc. Magazine called 20174 the “year of AI” and most every major brand has begun fighting to en...
What Are The Optimal Inside Sales Organizational Structures w/Dan Perry @SBI
March 28, 2017 06:51 - 26 minutes - 24.6 MBEvery organization has a structure but not many organizations know what structure is optimal to maximize revenue with their unique situation. In this episode, Dan Perry, principal at SBI, discusses research and his learnings regarding optimal organization structures. In This Episode You'll Learn: The Seven Organizational Design Models Designing an Org Model for Your Business Emerging Best Practices on Inside Sales Org Models Links and Resources Mentioned in This Episode: Sales Benchmar...
Are You a Sales Concierge or a Sales Leader w/Brad Childress @TechCXO
March 26, 2017 08:26 - 29 minutes - 27.1 MBIn sales you never really know if you're a leader or a follower. Often we want to please everyone which ends up pleasing no one. Yes isn't always the answer. In this episode, Brad Childress, sales expert, discusses how to move from being a sales concierge to a sales leader. In This Episode You'll Learn: Don't believe the current thinking that the customer is 67% through their buying process when they engage Trade, Don't Give Win or Lose Early Don't confuse "Like" with "Preference" Comm...
Morning Mantra: Four Off the Radar Tools You Must Use for Your Account-Based Marketing and Sales Strategies
March 24, 2017 14:41 - 8 minutes - 7.46 MBLet's talk tools for a minute. I'm not talking about the usual. I know you know those just like I do. I go to a lot of the same events you do and I hear the same message from the same vendor so let's skip the usual and go to something else. I want to talk about random tools. Ones you've never heard of. In fact, that's probably my goal, if by the end of this rant you say to yourself that you've not heard of at least of of these tools then I've done my job. Let's dive in. In This Episode You'...
Lessons From An Olympic Turnaround w/ Fraser Bullock former COO of the Winter Olympics
March 23, 2017 08:34 - 30 minutes - 27.9 MBFraser Bullock is currently the Co-Founder of Sorenson Capital. Previous to founding Sorenson, Fraser was asked by Mitt Romney to be the COO of the 2002 Winter Olympic Games in SLC. In this episode, Fraser talks about the challenge of overcoming a scandalous Olympic bid and a $400 million dollar deficit and how he and his team turned it into $100 million profit and one of the most successful Olympic games ever. In This Episode You'll Learn: Washington Post Test The importance of product ...
What You Need To Do To Sell Better Now w/Anthony Iannarino @The Sales Blog
March 20, 2017 01:41 - 31 minutes - 28.6 MBMost people sell features. A select few sell benefits but Anthony Iannarino teaches companies to sell something greater than that. People don't buy products, people buy people and until sales reps start prescribing to prospects what is required to win, they will never reach their full potential. In this episode, Anthony Iannarino, discusses the secrets of how to sell better starting now. In This Episode You'll Learn: What you need to do to sell better now Your product isn’t enough Experi...
The Challenger Sale w/ Matt Dixon @Corportate Executive Board
March 15, 2017 13:26 - 47 minutes - 43.5 MBIf you have not heard of the Corporate Executive Board (CEB), you're missing out. CEB is a fantastic research and best practice organization that has revolutionized the way way we think about sales and marketing. One of the leaders at CEB is Matt Dixon, the author of the Challenger Sale. Matt is responsible for authoring a book that has really changed the way people look at sales. In this episode, Matt explains some of his thought around the Challenger Sale - how the book came to be and what...
The Secret to Winning in Sales with Artificial Intelligence
March 12, 2017 13:10 - 21 minutes - 19.9 MBWhatever you call it – predictive analytics, machine learning, or artificial intelligence, – you need to be doing it or at least say you're doing it. I'm serious, if your product isn't powered by artificial intelligence then get it on the road map and do what everyone else is doing - sell it like you already have it. With recent announcements by large software companies that A.I. is the next big thing, we've officially crossed the metaphoric Geoffrey Moore chasm and A.I. is here to stay. Th...
Three Reasons Sales People Write Practice Proposals w/Colleen Stanley @SalesLeadership, Inc.
March 09, 2017 07:29 - 14 minutes - 13.4 MBProposals are an important part of the sales process but wasting time writing proposals for the wrong people or handing the process of proposal writing inappropriately, can cost sales people a lot of time. In this episode, author Colleen Stanley, talks about three key concepts sales people should focus on to make the proposal process a success. In This Episode You'll Learn: The importance of knowing who you target How to stop confusing a the idea of a customer wanting a better price with ...
Trends Driving World-Class Sales Development Teams w/ Kraig Kleeman
March 06, 2017 03:13 - 16 minutes - 15.4 MBSales development is a popular term for lead development reps or people who handle the prospecting part of the sales process. In this episode, the master Kraig Kleeman, discusses key trends driving this important role. In This Episode You'll Learn: Great sellers are not born they are developed Onboarding is key Cracking the code on the enterprise Understanding the limitations of social selling Unlocking a lot of cash Links and Resources Mentioned in This Episode: Kraig's LinkedIn
Detecting The Signal from the Noise w/ Justin Lindsey former CTO of the FBI
March 01, 2017 08:05 - 23 minutes - 21.5 MBJustin Lindsey is a signal finder. As he explains it, he did not start out that way. he started out as builder. His Dad was a ham radio guy and it’s just the way it was around our home. . . from home construction, to solder, to embedded controllers, to early PC building, to programing, even some early robotics. He just built things. This building led him to MIT where his building evolved to solving complex things simply, occasionally even elegantly. He spent the 90’s designing and building ...
Top Performance in Strategic Account Management w/Mike Schultz @RAINGroup
February 27, 2017 11:00 - 35 minutes - 32.4 MBEvery company wants to sell to the enterprise but not every company knows how. In this episode, Mike Schultz, president of Raingroup, lets us in on some new research about what differentiates top performers in large companies. In This Episode You'll Learn: What Top Performers in Strategic Account Management do differently than The Rest The #1 sales competency across Top Performers, and how the competencies are completely different at less successful organizations 6 Strategic Account Mana...
Time-Based Closing Strategies: The High Cost of Procrastination w/Dr. James Oldroyd @Brigham Young University
February 23, 2017 19:02 - 29 minutes - 27.4 MBOne of the most common behaviors in sales is the period-ending push, in which reps are pressured to make extra efforts to reach quotas at the end of calendar cycles. Conventional wisdom dictates that the axiomatic jump in period-ending deal closures observed nearly universally is evidence of the effectiveness of these behaviors. Yet our analysis of over 151 anonymized companies and 9.8 million sales transactions demonstrates that this pattern may be costing the companies studied an estimated...
Why Smart People Do Stupid Things: How Your End of Month Sales Strategy is Costing You Millions
February 21, 2017 08:10 - 26 minutes - 24.8 MBMalcolm Gladwell is the man. He runs a podcast called the The Revisionist History. His 3rd episode talks about why smart people do dumb things and we thought, in sales, smart people do dumb things. The InsideSales Labs team recently released a research report called, " Time-Based Closing Strategies: The High Cost of Procrastination." The report quantifies the age old debate of sales reps closing deals on the last day of the month. In this episode, we discuss why people do dumb things and int...
Tackling the Enterprise Sale w/Leslie Venetz @Carpathia
February 16, 2017 04:08 - 24 minutes - 22.9 MBEvery company wants to move up stream and catch bigger fish but not every company can. Selling to bigger companies requires a different strategy and mind-set than selling to small companies. In this episode, Leslie Venetz, VP of Sales at Carpathia talks about his experience of selling and winning in the enterprise. In This Episode You'll Learn: The importance of defining your target companies How to not be afraid to pick up the phone and call How to effectively deal with gatekeepers
The Harmony Theory: A Marketing and Sales Acceleration Formula w/Dan Murdoch @WorkMarket
February 13, 2017 11:00 - 30 minutes - 28.3 MBAntiquated systems, processes, data structures, and ideologies plague sales and marketing. If we do not optimize our sales and marketing technology stack to empower a formulaic approach that seamlessly manifests itself as clearly defined business results, we will not create sustainable and predictable growth for our organizations. In this episode, Dan Murdoch Director of Demand Generation, talks about the Harmony Theory and how sales and marketing can work together to drive success. In Thi...
Social Selling Master Class w/Lindsey Boggs @Medallia
February 09, 2017 06:35 - 15 minutes - 14.1 MBLindsey is a social selling guru. She a practitioner turned consultant because of the success she learned using social tools. Her mission is to now share her secrets and her best practices with the world. In this episode, Lindsey talks about her social selling master class and how she rose to the top mastering key social selling tips, tricks, and tactics. In This Episode You'll Learn: Proven LinkedIn strategic that work How social selling can be an integral part of any selling process Ke...
Data-Driven Hiring: Why You Can't Hire and How You Can w/ Ross Rich @Selection Strategies
February 05, 2017 16:00 - 37 minutes - 34.1 MBHiring is broken and if you're like most leaders you're not sure how to fix it. Great resumes, well-dressed candidates, and firm handshakes just don't cut it but what does? In this episode, Ross Rich, Managing Principal, Selection Strategies, Inc. shares with us the secrets of his life's work - discovering and using a data-driven approach to hiring sales superstars. In This Episode You'll Learn: Blending art & science in sales hiring Identifying key performance metrics Mining for perform...
Sales and Marketing: Making the Odd Couple Fall in Love w/Gavin Harris @Salesfusion
February 02, 2017 11:00 - 17 minutes - 16.3 MBSales and marketing have always been known as the odd couple but that doesn't mean it's okay. How can you bring two things together that often don't naturally go together? In this episode, Gavin Harris, VP of Sales of SalesFusion, breaks down the relationship of sales and marketing and discusses how these two functional areas can effectively work together to achieve success. In This Episode You'll Learn: The importance of speed-to-lead How great organizations think about scoring leads Ho...
How CEOs Break Revenue Plateaus w/Aaron Ross
January 29, 2017 05:50 - 16 minutes - 15.4 MBThis guy is the real deal. Aaron Ross made his fame and fortune at Salesforce.com where he helped Salesforce scale to 100million dollars. For years his book, Predictable Revenue," was called the bible of "Silicon Valley" and it has helped many companies achieve top success. In this episode, Aaron shares with us some of the genius of his latest writings about how CEOs can break revenue plateaus. In This Episode You'll Learn: Use your challenges to power change, not avoid it Seeds, nets, s...
Your Hiring Process is Broken: Lesson from the Movie MoneyBall
January 25, 2017 07:00 - 24 minutes - 22.8 MBWhen you think of the marketing cloud you think of full automation. Lead routing, lead scoring, lead research, lead nurturing. The list goes on and on. In the world of hiring it's different. There is little to no technology and the concept of predictive analytics is non-existent. It's not right but it is the way it is and it's time we recognize it and change it. In this episode, Gabe Larsen, the Director of InsideSales Labs discusses a data-driven approach to hiring using lessons from the m...
Why You Can't Coach And How You Can w/Kevin Dorsey @SnackNation
January 23, 2017 05:00 - 19 minutes - 18.1 MBWe all talk about coaching but not many organizations know how to do it and almost nobody knows how to scale it. Coaching is easy with five sales reps but with 50 or 100 reps, it becomes a different game. In this episode, VP of Sales Kevin Dorsey, gives a three stop process to scale an incredible coaching program. in your sales organization. In This Episode You'll Learn: The importance of building a scorecard Holding your reps accountable by effecting their quota Not be afraid to itera...
You Suck At Building Rapport: 3 Steps to Build Trust in Minutes
January 18, 2017 07:25 - 18 minutes - 16.6 MBRapport is huge. It's the thing. Sales reps have to do it to sell a deal and they are often terrible at it. People know what rapport building is but they don't know how to do it. In this episode, Gabe Larsen, Director of InsideSales Labs walks through a three-step process to build trust in minutes. In This Episode You'll Learn: The three step process to build rapport quickly using the ROI model Review . . .the source Organize . . .the information Ignite . . .the conversation Links and ...
2017 Top Trends w/ Elyse Archer @Southwestern Consulting
January 16, 2017 11:00 - 22 minutes - 20.5 MBEvery year people guess what will happen the following year but this is different. In this episode, Elyse Archer Sales and Leadership Coach, goes deep into her experience to talk about top trends, tools, and wish list items for 2017. In This Episode You'll Learn: Why and how individual content must be produced by sales people Why we need to change the way we look at metrics The importance of simplifying the sales process Links and Resources Mentioned in This Episode: Elyse's LinkedIn
What is the Number One Sales Movie? [Research]
January 12, 2017 08:05 - 22 minutes - 20.7 MBNot long ago, a few of us here at the office started debating what was the most popular sales related movie. Surprisingly, there was not a clear winner. I was shocked at some of the movies that people mentioned as I didn’t really considerer them a movie related to sales. After a lot of discussion we decided we'd finalize the debate with a research study. Why not ask a few hundred sales people what their favorite sales related movie was and once and for all see if we couldn’t settle the debat...
The Future of Sales Development w/Ken Krogue @InsideSales, Sarah Roberts @Salesforce, Richard Harris @HarrisConsulting
January 09, 2017 12:43 - 30 minutes - 27.7 MBShould you even have a sales development team? In this episode, experts Sarah Roberts (Salesforce), Richard Harris (Harris Consulting), and Ken Krogue (InsideSales.com), discuss and debate the pros and cons of having a sales development team and the tips, technology, and trends surrounding this sales function. In This Episode You'll Learn: Should you even have a sales development team Best practices sales development teams should follow Dos and Don'ts of successful sales development team...
Unraveling the Sales Stack: What 600 Sales Leaders Say Are Must-Haves
January 05, 2017 07:36 - 13 minutes - 12.1 MBEvery new year there are a lot of people who speak out about what technologies they think should be part of the an optimized sales stack. Most of the time those answers are clouded with companies pushing their own products or consultants pushing partner products where they know they will get part of the pie. Needless the say, the conversation get's confusing and it's mostly the end user who suffers. We thought we'd break through the fluff and go right to the source so in 2016 we asked 600 sa...
How to Master the Art of Selling w/ Author and Speaker Tom Hopkins
January 03, 2017 11:01 - 14 minutes - 13.2 MBIf you've not heard of Tom Hopkins, you're probably not a great sales person. Tom wrote a revolutionary book in 80's called 'How to Master the Art of Selling'. Since then Tom has revised that book and written another book called 'When Buyers Say No'. In this episode, Tom talks briefly about the importance of communication skills and the proper steps to selling and how to serve your clients well. In addition, Tom talks about the word "No" and how it can be a fork in the road if sales reps tr...
The Go-Giver Way w/Author and Speaker Bob Burg
December 29, 2016 11:00 - 30 minutes - 27.9 MBBob Burg is the coauthor of the international bestseller, The Go-Giver and a much sought-after speaker at sales and leadership conferences. In this episode, Bob discusses his book the Go-Giver and talks about how companies both large and small are not only of much greater value to their customers; they are also significantly more functional, and profitable by using the Go-Giver method. In This Episode You'll Learn: Five Laws that will bring you both personal effectiveness and professional...
High Profit Selling w/Mark Hunter @TheSalesHunter
December 26, 2016 11:00 - 23 minutes - 21.2 MBQualification is a lost art. Most people try to move too quickly to the presentation so they can talk about themselves and how great they are. In this episode, Mark Hunter, discusses keys to qualification and how reps can win if they qualify the right way. In This Episode You'll Learn: How to qualify quickly The key of asking open ended questions The importance of finding a critical need and building on it Links and Resources Mentioned in This Episode: InsideSales Labs Research The Sa...
Biggest Victories of 2016: Usain Bolt, Microsoft+LinkedIn, The Cubs, Trump, and InsideSales Labs
December 21, 2016 10:11 - 18 minutes - 16.7 MB2016 has come and gone and it's time to reflect on what actually happened. Here are some of the highlights: The Olympics were awesome, there were some crazy tech acquisitions, a couple of important sports spells were broken, and of course Donald Trump was elected president. But, that's not all. Some fun things happened with InsideSales Labs and we wanted to tell you about it. In This Episode You'll Learn: Our highlights from 2016 Some of the cool things InsideSales Labs has been working o...
Properly Preparing for 2017 w/Andy Paul @ZeroTimeSelling
December 19, 2016 11:00 - 30 minutes - 27.7 MB2016 has come and gone and managers and reps are preparing for 2017. The end of the year provides a time to reflect and review on what went well and what can be improved. In this episode, author, speaker, and strategist, Andy Paul, discusses 2017 and what reps and managers should do to make it a success. In This Episode You'll Learn: Biggest sales challenge facing sales reps The importance of understanding the psychology of decision making Where deals are won or lost in competitive sale...
What 623 Million Data Points Tell Us About What Decision Makers Actually Care About
December 15, 2016 11:00 - 20 minutes - 18.4 MBOne of the fundamental questions in sales is, “What does my buyer want?” Surprisingly, very few sales people can answer that question correctly. Note, I said, “correctly.” Every sales person thinks they know what their buyer wants but not many reps actually do. In this episode, we review the latest InsideSales.com research on what buyers actually want. In This Episode You'll Learn: An objective approach to determining what buyers want What the top priorities of key buyers are The import...
Top Five Things That Piss Off Inside Sales Managers The Most
December 12, 2016 00:00 - 19 minutes - 18.1 MBWe've completed a study for the last the last three years in partnership with the American Association of Inside Sales Professionals. We ask managers and reps a series of questions to understand what's difficult about their job and what challenges they face. In this episode, we dive into the top challenges of manager and discuss the trends from 2015 to 2016. In This Episode You'll Learn: What are managers biggest challenges What managers are going to do about their top challenges Trends...