The Abstrakt Podkast
The Struggles (and how to overcome them) of Founder-Led Sales

The Struggles (and how to overcome them) of Founder-Led Sales

August 7, 2022

Some wise words from Matt Wolach, B2B SaaS Sales Coach at Xsellus. While the focus of this podcast is founder-led sales, most of these principles that Matt shared can be applied to sales in general.

Before you can grow in sales, you need to have a process and understand your market. Spend time doing your research and talking to industry experts first, before you try to sell to prospects.

The other piece to founder-led sales.... don't get emotional. Disconnect your ego from the product. Listen to the full episode to get even more great advice.

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.

Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Stop Blaming The SDR

Stop Blaming The SDR

July 24, 2022

Nicholas Thickett, Managing Partner at Alignd and host of the B2B Power Hour, joined us to talk about why most SDRs aren't qualified to make cold calls.

Yes, you read that right. And what happens when they fail? We blame the SDR.

Tune in to get some solid tactics that can be implemented right away... and these can be applicable to anyone in sales!

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.

Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

How to execute Product Led Growth based on the stage of your company

How to execute Product Led Growth based on the stage of your company

June 26, 2022
Breezy Beaumont, Head of Growth & Marketing at Correlated, joined us on the podkast to discuss everything Product Led Growth (PLG)! One of the biggest myths around PLG is that it's only for simple, easy-to-use products (aka Enterprise deals can't be done through PLG).
 
Intrigued? Listen to all the details about how PLG is all about improving your product and the process of buying and selling it.
 

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.

Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Everybody is thinking it, but nobody is talking about it.

Everybody is thinking it, but nobody is talking about it.

June 12, 2022

Do you ever get nervous about what you can and can't say on social media? Nadja Komnenic, Head of Business Development at Lemlist, talks all about how to build your personal brand on social media. Being vulnerable can be scary, but she gives you great tips to get started and how it's all about building relationships.

This is a must listen!

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.

Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Why your top rep is probably not your top manager

Why your top rep is probably not your top manager

June 5, 2022

The one and only Kevin "KD" Dorsey joined us on the latest episode of the podkast. When it comes to sales and leadership, there are quite a few similarities. Actually, the things that make you a great salesperson are the same things that make you a great leader.

But why top reps generally fail is they remain deal focused, not people focused. Your behaviors should remain the same, it's just where you apply that skill or behavior. You are trying to change minds to change behaviors to change results.

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host.

Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Building a Sales Process that Accounts for Variances in Humanity

Building a Sales Process that Accounts for Variances in Humanity

May 22, 2022
From Silicon Valley to Star Trek to Sales, Ashleigh Early joins Greg Reffner to talk about building a sales process that accounts for variances in humanity. Anyone can be successful in sales. You don't have to fit this mold of the "ideal sales person" anymore.
 
But where a lot of companies struggle is trying to control what can't be controlled. With introverts, extroverts, and all types of personalities now in sales, scripts don't sound good in everyone's voice. We need to allow the person to bring their authentic self to calls.
 
Communication can't happen scripted. It can happen structured, but not scripted.
 
 

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Help your prospects be the heroes in their journey

Help your prospects be the heroes in their journey

May 9, 2022

Tom Slocum, Program Director at RevGenuius and Co-Founder of RevLeague, has been through it all!

What an awesome episode that has so many golden nuggets, especially when it comes to the tactics of cold calling and objection handling.

But the biggest takeaway.... change your mindset and GIVE VALUE.

How can you provide two "gives" before you ask for something from a prospect? We're always focusing on winning the conversation, but how about just advancing the conversation?

For example, tell them why they might be interested in the link or attachment you sent. Give them a reason/benefit as to why they should take the next step.

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Explain It To Me Like I’m Five

Explain It To Me Like I’m Five

April 24, 2022

Buckle up ladies and gentleman, you'll be at the edge of your seat as you listen to the latest episode of The Abstrakt Podkast featuring Kevin Hopp, CEO of Hopp Consulting Group and host of The Sales Career Podcast.

In any company, everybody should be able to talk the talk. From SDRs to customer service reps to managers.

Think about it .... can your employees really tell the story of how the solution is valuable to the customers you serve?

In sales, that's the core of cold calling.

The person that is expected to tell the story about your company is the newest person in the door. So if you're a leader or founder, how do you pass that institutional knowledge down? Can you take all of that and boil it down to a sentence or two?

Kevin talks all about cold calling, SDRs, tech stack, and so much more.

 

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Never Motivate: Drop the Pom Poms

Never Motivate: Drop the Pom Poms

April 11, 2022

What separates Sales Leaders vs. Sales Managers?

Leaders are intentional about the culture they are building.

Shawn Buxton, Director of Sales Enablement at Acoustic, joined us on the Abstrakt Podkast to talk all about motivation in sales organizations.

Sales Managers spend time trying to get people hyped.

Sales Leaders create a culture where self-motivation is expected, incentivized, and celebrated everyday.

Which are you focusing on?

 

Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Future of AI in Sales

Future of AI in Sales

April 4, 2022
It takes heart and determination to define a new path in software sales. We'll say it - Real-time call coaching software is the future of conversational intelligence. Michael Ocean, Co-Founder & CEO of Aurora AI, joined us on the Abstrakt Podkast to discuss the future of AI in sales and how both of our companies are knee deep in the world of real-time.
 
Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.
Podbean App

Play this podcast on Podbean App