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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how. I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are ...
As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership in the science, technology, engineering, manufacturing and distribution fields is difficult. On The Transformed Sales podcast, you will learn from sales managers just like you who will give you actionable insights and tips on how to dev ...
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SaasHoles "Rev Ops with an edge"
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SaasHoles "Rev Ops with an edge"
Pete Jansons Justin Roff-Marsh Jamie Carnie
We appreciate your support on Patreon! https://www.patreon.com/SaasHoles Saas Holes is a weekly podcast that addresses revenue operations issues within the SAAS Industry. Jamie Carney, Justin Roff Marsh and Pete Jansons have a combined 100 years of experience in scaling SAAS profit centers most recently at CareerBuilder and Ziprecruiter. Think Barstool Sports in the Boardroom. Show guests include C Level Execs in SAAS and Consultants that operate in the SAAS industry Support this podcast: ht ...
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SaasHoles "Rev Ops with an edge"
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The Dump Test: How to Know if Your Safe from Being Laid Off?
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Pete Jansons and Jamie Carney discuss layoffs and what you can do to give yourself the best odds to survive one. In the opening clip Jamie discusses what the "Dump Test" is and how it works Other Topics Discussed on the Show: Differentiation, Sales Stats, How revops can save a life at cutdown time, what is "give back", what is the role Finance play…
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Transformed Sales
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The Roadmap to Sales Team Success and Problem Solving with Michael Peveler
40:53
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights [00:48] - Becoming a sales team-building and problem-solving guru. [05:25] - Transferring his skills from the education sector into sales. [12:57] - Taking up a sales manager role and killing it where many had failed. [14:58] - How to ensure your sales team (Including the remote …
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Scale Your Sales Podcast
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#149: Ravi Rajani – Master Storytelling to Increase Sales
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In this week's episode of the Scale Your Sales podcast, my next guest, Ravi Rajani is a keynote speaker and storytelling consultant who helps B2B Sales teams sell more with story. Please welcome to Scale Your Sales podcast, Ravi Rajani. Timestamps: 00:00 – Master Storytelling to Increase Sales 2:30 – Active Listening Exercise 5:00 – The Different T…
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SaasHoles "Rev Ops with an edge"
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How Music Can Help Your Sales Career- Paula White
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Paula White Joins the SaaSholes to discuss how she uses music in her sales and leadership training progams as well as talking about her new Book "Side B" Other Topics Discussed: Software Sales, B2B Sales, SaaS Sales, Sales Operations and Sales Enablement Paula White is a globally recognized sales leader, Who seems to be differentiated with her appl…
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Transformed Sales
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The Psychology of Sales with Robert Arauco
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights [00:44] - His journey to becoming a leadership guru. [04:20] - Lessons he learned in B2C sales that he still applies today. [07:00] - Moving from selling knives for Cutco to selling insurance, and beyond. [10:55] - Why having 1099 salespeople could be the secret to your success. …
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#148: Jarod Greene - Right Content at the Right Time of the Sales Journey
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My guest on this week's episode of the Scale Your Sales podcast, discussed the context of content and how crucial it is to deliver the appropriate content to your buyers at the precise time when they need it, depending on what stage of the process they are in. Jarod Greene, believes that the status of 70% of content is not used, because it is not g…
Super Angel Investor Dave Berkus joined Pete Jansons and Jamie Carney on the SaasHoles to share some of his favorite stories about Investing over the years. Other topics touched on: Berkus Report, Berkus Valuation Method, What is a Super Angel Investor?, Venture Capital angel investors vs venture capitalists and Angel Investors explained. Dave Berk…
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Transformed Sales
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Building Effective Regional Sales Teams with Dr. Chad Briscoe
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights [00:47] - The journey to being a scientist who works in a business development and sales role. [06:27] - Following his gut in moving from the technical side of the business to the sales leadership side. [11:18] - How he worked on improving the performance of every business develo…
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Scale Your Sales Podcast
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#147: Laura Valerio - Prioritize Strategic Goal When Implementing a Sales-Enablement Program
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In this week's episode of the Scale Your Sales podcast, I'm joined by Laura Valerio, a sales enablement expert who is more of a Jedi master than a mere expert. She discussed her experience as a senior sales leader, mentioning that she had worked in both the buyer's and seller's roles while also assisting organizations in the implementation of sales…
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SaasHoles "Rev Ops with an edge"
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When is the Right Time to Do A Demo With A Prospect?
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Grace Tyson VP Sales at Reprise joins Jamie Carney and Pete Jansons to give her opinion on when the right time to run a sales demo with a prospect. Other topics include Sales Operations, Rev Ops and Sales Tips Reprise, the only complete demo creation platform for no-code, custom live and guided demos. Prior to joining Reprise, Grace was the CEO & F…
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Transformed Sales
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Modern Day Sales Success Strategies with Gene Plotkin
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights What 16 years of holding about every single type of revenue driving role looks like (00:40) How he knew he had what it took to be a sales leader (03:31) Why every salesperson has to have a self care practice (06:47) Indicators that helped him determine whether he needed to make a…
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Scale Your Sales Podcast
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#146: Aaron Spencer - The Shortest Route to the Best Sales Outcome
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In this week's episode of the Scale Your Sales podcast, Aaron Spencer discusses the distinctions between sales enablement and sales operations in this episode, but she also goes in-depth on the organizational aspects, level of complexity, and how it benefits the customers. She is passionate about learning new things and coming up with innovative an…
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SaasHoles "Rev Ops with an edge"
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Lisa Dennis Founder Knowledgence Associates
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Lisa Dennis founder of the consulting firm, Knowledgence Associates Joins Pete Jansons, Kevin Gaither and Jamie Carney to discuss whether the best sales reps can become the best sales managers. Lisa 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-…
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Transformed Sales
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Fast Track to Sales Leadership Success with Gary Guymon
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights From playing sports and traveling around California to becoming a sales manager (00:46) Valuable lessons he got from working in retail that he applied in his first sales role (04:39) Why it’s important for salespeople to focus more on bringing value to conversations with customer…
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Scale Your Sales Podcast
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#145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers
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In this week's episode of the Scale Your Sales podcast, my guest Dr Stephen Timme discusses how they assist businesses in using their business and financial insights to increase the top line. An Amazon best-seller of "Insight-led Selling," I read the book and would highly recommend it to every sales leader and sales professional. The book raises th…
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SaasHoles "Rev Ops with an edge"
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Janice B Gordon Founder of Scale Your Sales
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Janice B Gordon is founder of Scale Your Sales, author of Business Evolution: Creating Growth in a Rapidly Changing World, co-author of Heels to Deals: How Women are Dominating Business to Business Sales, and founder of the Scale Your Sales Podcast. Known as the Customer Growth Expert and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 20…
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Transformed Sales
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Why You Need Data-Driven Sales Strategies with Liz Heiman
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights Growing up in a sales environment and going from international political economist to sales professional to business owner (01:09) Learning to lead teams and build a business from living and learning in Japan (04:09) How to turn a business around from loss-making to consistent an…
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Scale Your Sales Podcast
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#144: Michelle Schifrin - Leverage Technology to Matchmake Business Relationships– Michelle Schifrin
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Making this episode was a lot of fun for us. We hope you'll find it fascinating as well. In this week's episode of Scale Your Sales podcast, my guest Michelle Schifrin discusses the revenue operations function in a young, accelerating growth tech firm. Michelle discusses how their nimbleness enabled Hubilo to break down the conventional silos of sa…
Ashley Welch, the co-founder of Somersault Innovation. Ashley is curious–endlessly curious to understand the “why” behind people and their ideas. Her curiosity has led her into all sorts of adventures, many of which have included traveling and living in foreign lands. It has also helped her succeed in both sales and innovation. She has spent most o…
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Transformed Sales
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How to be a Prospecting Genius with Jason Bay
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights How he got into sales by accident (01:01) Why you have to have a purpose and WHY behind what you’re doing (04:18) Things he learned from door-to-door sales that he applies to date (10:58) Changing your mindset so you can perform better in your sales career (15:41) Teaching his te…
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Scale Your Sales Podcast
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#143: Eva Helen - Collaborating for Gender Equality in Sales
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In this episode, my guest talks about creating partners collaborators, and allies for women in sales. men are key to this. she's written a book to help men to support women in sales to help them to develop a better language and culture the genders fairness and understanding this not only supports women but it supports men as well in growing their c…
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SaasHoles "Rev Ops with an edge"
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Progression of the Outreach Sales Team from 1 to 1,400 Employees
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Today our guest is Mark Kosoglow. Mark joined Outreach in 2014 as its first “employee” (he took the job as a 100% commissioned contractor) with a personal mission of helping more sales professionals win. --- Send in a voice message: https://anchor.fm/saasholes/messageSupport this podcast: https://anchor.fm/saasholes/support…
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Transformed Sales
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Perfecting Your B2B Sales Skills with Shawanda Roberts
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights B2C to B2B: Her journey in the sales profession (01:06) How to be a strong salesperson and sales leader (03:23) The power of sales + customer service (05:34) Trainee to Manager: How she ended up managing the people who trained her (09:44) Building a successful B2B sales team by f…
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#142: Jacqueline Norton - Maintain the Alchemy of Communication and Personal Development
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In this episode, my guest discusses sales coaching and its importance in training. Within one month of training, 87% of skills are lost. Coaching allows sales leaders and managers to change what they do and how they do it and better transfer positive behaviours to their teams. You'll learn a lot about the alchemy of communication and personal devel…
John Barrows is the CEO of JB Sales and author of the sales book for kids, I Want to be in Sales When I Grow Up. He has provided sales training and consulting services to some of the world’s fastest-growing companies like Salesforce.com, Google, LinkedIn, DropBox, and many others. His previous experience spans all aspects of Sales and at every leve…
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Transformed Sales
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How to Fit into a Sales Leadership Role with Ben Trombold
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights The journey from electrical engineering student to the reigning champ with the most organized inbox leading a team (00:32) Starting out in a career-changing management trainee program (04:18) Being the best in managing a diverse sales team where there is a wide generational gap w…
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Scale Your Sales Podcast
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#141: Leanne Chescoe - How Account-Based Marketing Can Boost Customer Experience
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In this episode of Scale Your Sales podcast, Leanne Chescoe, B2B marketing expert, talked about account-based marketing, and the next generation is performance-based experience. You may know that I have a real preference for customer experience and its impact on sales, so hear my guest talk about how this helped to change the way we market and why …
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SaasHoles "Rev Ops with an edge"
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Caryn Kopp Chief Door Opener® at Kopp Consulting
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Caryn Kopp explains during the SaasHoles Revops podcast what characteristics to look for in the best business development reps, BDR's, Cold Callers, lead generation and Door Openers Caryn also details the best way for Business Development Reps to handle objections, as well as her thoughts on using sales scripts for b2b marketing in revops Caryn is …
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Transformed Sales
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Why You Need Solution-Centric Sales with Janice B Gordon
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights How she got into sales at a very young age and her incredible sales journey to date (02:04) Combining her love for relationships and her listening skills to kill it in sales (07:39) Sales No-Nos: The mistakes that product-centric companies make (09:49) Why you need to start recor…
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Scale Your Sales Podcast
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#140: Laura Hannan - The Value of Nurturing LinkedIn Conversations to Lead Generation
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In this episode, my guest gave so many great insights and actual know-how and practical tips on how to most efficiently use LinkedIn, how to create the conversations that you want, how to use LinkedIn with a LinkedIn sales navigator, and why you would like to be on LinkedIn cells navigator what it how to develop the nuances of what's working for yo…
Ahva Sadeghi CEO of Symba was asked what the things were she wished she would have known before starting her SaaS company. The first thing she talked about was offering free trials to clients. Listen/Watch to hear her thoughts. Ahva is a passionate social entrepreneur and co-founder of Symba, a venture-backed and women founded tech startup addressi…
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Transformed Sales
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Relationship Building Genius in Sales with Ted Echemann
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights Transitioning into sales from working in finance for a Fortune 100 company (01:38) How working with the best in sales helped to propel his career (04:48) Taking over a failing territory and reviving it (07:25) Sustainable sales success through continuous cultivation of relationsh…
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#139: Ed Porter - Align your Revenue Organisation Accelerate Growth Through the Buyer's Journey
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In today's episode, my guest talks about aligning the revenue organisation to accelerate growth through the buyer's journey and goes into great detail about why this is of critical importance today. My next guest is a fractional Chief Revenue Officer, helping organisations of all sizes fix revenue problems by aligning teams to their buyers' profile…
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SaasHoles "Rev Ops with an edge"
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Shari Levitin: Which is More Important to Know? Your Product or Your Customer?
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Shari Levitin joined us this week to talk about the important things to know as a salesperson. Is it the customer or the product? Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quotas and selling with an authentic, heartfelt approach. As the founder of the Shari Levitin Group, Shari ha…
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#138: Stefanie Boyer - Adopt Self-Directed Learning to Enhance your Sales Skills
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In today's episode, my guest talks about her newly released book: 9 Ways to Develop Highly Effective Salespeople. This is based on research she did for her PhD that uncovered that most successful salespeople are self-directed learners. No matter how big or small your personal desires may be, my next guest's sales process will teach you how to posit…
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SaasHoles "Rev Ops with an edge"
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Pronouns In The Workplace: Why Are They Necessary?
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Starza Thompson answers why it is important to have Pronouns in the workplace. Starza is the VP of Marketing for Apploi, a recruiting, onboarding, and credential management software company. With more than 15 years’ experience in marketing with leadership roles across multiple industries from non-profit and wholesale distribution to fintech and hea…
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#137: Mario Martinez Jr. – How the PVC Method Leverages Sales
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In this episode, my guest talks about how to scale your sales by leveraging the PVC Sales Method. He goes into detail about what each of them means. We also talk about the company's diverse representation being as high as 72%, what this means, and the importance of this in sales. You're gonna love listening to my next guest, the CEO and founder of …
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SaasHoles "Rev Ops with an edge"
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The Importance of Onboarding and Sales Training
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Dionne Mejer is the CEO and Founder of Inside Sales by Design. Inside Sales by Design was founded by Dionne in 2014 for those that want to build an Inside Sales team the right way the first time. Inside Sales by Design is also for those that want to transform their current team from order takers to sales gurus; from ho-hum to going out of their way…
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Scale Your Sales Podcast
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#136: Nancy Calabrese – Prioritize your Tonality to have More Engaging Conversations
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In today's episode, my guest talks about picking up the phone, but also about the importance of tonality to engage in conversations. Cold calling, she says, is an important marketing channel and if you don't do it, then you're leaving money on the table. My next guest is the founder and CEO of One of a Kind Sales. In 2011, she saw the need for bett…
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SaasHoles "Rev Ops with an edge"
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Lorena Morales Revenue Operations Director JLL
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#revenueoperations #JLL #revopswithanedge Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL. Lorena is a skillful storyteller and relationship-builder and she uses these skills in her approach to both marketing and leadership, which have allowed her to grow teams for the past 8 years. In the interest of making the…
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Scale Your Sales Podcast
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#135: Felix Krueger - Create a Sales Enablement Ecosystem & Become a Revenue Generating Organisation
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In this episode, my guest talks about sales enablement and how companies must create an ecosystem around sales enablement. It's not about having an SDR or a sales stack that does it. It's actually about integrating sales enablement across all relevant interfaces within organisations to ensure that the whole organisation is revenue-generating. Over …
Gabe leads Kustomer’s worldwide marketing efforts, including advertising, brand, communications, demand, and digital. Before joining Kustomer, Gabe was the VP of Marketing InsideSales.com where he helped create the sales acceleration category and grow the company from six to nearly one-hundred million in revenue. Gabe spearheaded the brand transfor…
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Transformed Sales
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Guaranteed Way to Becoming a Better Seller with Andy Paul
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Get Your FREE GUIDE to Building A High-Performance Sales Team Highlights The journey from starting out in tech sales selling computer systems to becoming a successful sales guru, entrepreneur, and podcaster (02:29) What it really means for a sales manager to be enabled (04:14) Stepping off the hamster wheel: Why he decided to transition from corpor…
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Scale Your Sales Podcast
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#134: Jason Marc Campbell - Sell with Love to Create Value for Customers
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In today's episode, my guest talks about the importance of selling with love. Jason Marc Campbell mentions the four levels of emotions in sales, and I love the way he explains the five loves in selling. The Impact you make, the Buyer, the Product, the Process and the Self. As the author of Selling With Love, and host of the Selling With Love podcas…
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SaasHoles "Rev Ops with an edge"
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Bob Perkins Founder and Chairman of the AA-ISP American Association of Inside Sales Professionals
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Bob Perkins is the founder and chairman of the AA-ISP. As a nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations at recognized brands such as Unisys, SGI, United Health and others. During his career he has created unique Inside Sales systems an…
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Transformed Sales
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Why You Need to Have Authentic Conversations with Customers with Brent Keltner
32:59
32:59
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights How he became a go-to-market and revenue acceleration leader (02:12) Defining the authentic conversations that you can have with buyers (04:27) Applying the skills he acquired doing qualitative market research to his revenue growth work (06:48) Why you should start with your cust…
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Scale Your Sales Podcast
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#133: Paula S White - Remix Your Leadership Style to Generate Effective Performance
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Today's guest talks about Side B. The title of her book is Side B: Remix your Leadership Style. In this episode, we go through the differences between Side A, the predominant leadership style, and Side B. These are the leadership traits that are really important not only now, but going forward. These are the leadership behaviours that are required,…
Tyler Lessard is a Marketing, Product and Business Development executive with a passion for customer-centric problem solving, creative storytelling, and data-driven marketing. Tyler has over 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. He’s currently the VP Marketing at Vidyard, host of the Creating…
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Transformed Sales
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How You Can Strike Gold in Sales Easy with Jon Ferrara
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Get Your FREE GUIDE to A Build High-Performance Sales Team Highlights Starting out his career on the shoulders of giants. Dealing with the CRM challenges that salespeople face and where Nimble comes in. How to go about effectively enabling your salespeople. Selling GoldMine and taking a 10-year hiatus before starting Nimble. Why empathy is importan…
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#132: Stephen Diorio - Evaluate Your Responsibilities to Grow Customer Lifetime Value
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In this episode, we talk about the challenges and changes emerging from executives who are now responsible for the entire customer life cycle, and my guest talks about the air gaps, failure points and the overall experience, spanning sales, marketing and service. You have got to get and read the latest book by Stephen Diorio, Revenue Operations: A …
