Our Latest Podcasts: Hit Benchmarks Early This Year
Categories: Podcasts
Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year.
Find each episode on your favorite podcast player, so you can easily download, listen and share.
January Episodes:
The Handoff: SDR to AE
Duration: 14 min
Topic: Refining the handoff process from an SDR/BDR to an AE is a critical way to improve your salespeople's ability to win and close at a premium. Patrick McLoughlin joins us to share how your SDRs and AEs can leverage the handoff to create a good customer experience for the buyer. He also shares tips for leveraging the handoff to separate your organization early on from competition, including a "do-nothing" or do-it-internally" decisions.
Note: If you’ve been through CoM, hear ways your SDRs can leverage your mantra to grab prospect interest or prepare great notes for their handoff to the AE.
Sneak Peek:
Reassess Your Deal
Duration: 13 min
Topic: This episode shares key tips for salespeople who are struggling with stalled deals and prospects who are dragging their feet. If your salespeople have some of these deals in their pipeline right now share this episode with them. John Kaplan shares insights your salespeople can use to differentiate your solutions from all other outcomes (including a "do-nothing" or do-it-internally" decisions) to win current deals and speed up sales cycles.
Sneak Peek:
How to Negotiate Early
Duration: 13 min
Topic: There are key steps your salespeople should take to start the negotiation process early in a way that helps them drive better outcomes for your business and your buyers. In this episode Senior Partner, Tim Caito, shares negotiation tips reps can use to set themselves up for success in the beginning of the sales process. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and minimize discounting. Share with your teams to ensure they’re using these critical concepts to instill value in their deals early and often.
Sneak Peek:
Create Value for Your Sales Teams This Year
Duration: 18 min
Topic: It can be difficult to be steady as a sales leader or front-line manager when you’re carrying the number, which is why this is a powerful, must-listen episode for any leader. Tune in to hear tips for improving your leadership skills when you don’t have access to support from above you or you’re facing complex challenges that you don’t have the power or resources to solve right now. Hear insights on how to overcome organizational challenges and lead your teams in a way that has a positive impact.
Sneak Peek:
Never miss an episode
We publish new episodes every week. Download, listen, share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms.
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