The ABSTRAKT Podkast
Enterprise Sales Leadership

Enterprise Sales Leadership

December 16, 2021

Kendra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful in various environments. 

The CRO

The CRO

November 25, 2021

Warren Zenna, Founder of the CRO Collective and Zenna Consulting Group gets into the critical role of CRO.  He gets into how to tackle the problem of short CRO Tenure, Biggest CRO Challenges, and support that is available in the CRO Collective.  Listen to the Podkast to learn more! 

And, but and therefore….

And, but and therefore….

November 25, 2021

Park Howell, Volunteer for City of Phoenix, Environment Quality and Sustainability Commissioner, Professor of Storytelling at ASU, Corporate Social Responsibility Advisor at Walgreens and also the author of "Brand BeWitchery. Where do we begin?" talks about critical storytelling from both a sales perspective and a brand perspective.  Listen to the Podkast to learn more!

The Hardest Part of Sales

The Hardest Part of Sales

November 25, 2021

Mario Martinez, CEO of Vengreso, talks through the newly released "Definitive Guide to Prospecting" and share high-level results around new approaches to prospecting and ditching the mono-channel prospecting approach.  Listen to the Podkast to learn about how this innovative organization is leveraging omnichannel SDRs as mini-marketers! 

Look me in the eye

Look me in the eye

November 11, 2021

Julie Hansen, actor, business degree in marketing, sales trainer, author of "Look Me in the Eye" names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales. 

Oftentimes leaders like to "role play" or act out different scenarios, but it can seem forced. Listen to this podkast and learn what leaders can do to be more authentic.

ValueSelling is not just about Sales

ValueSelling is not just about Sales

September 9, 2021

Carlos Nouche, Vice President at Visualize shared his methodology around "ValueSelling", as is defined by him and his company. 

Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?

Getting hands-on for our listeners, we dove into a great discussion on Carlos' Qualified Prospects Formula and talked about the number one mistake companies make when "qualifying" their pipeline.

How can organizations avoid poorly qualifying their sales pipeline?

Building with the Buyers Journey in Mind

Building with the Buyers Journey in Mind

August 18, 2021

Listen as Guirae Jang of Entara and Greg Reffner talk about Building with the Buyers Journey in Mind. They discuss the buyer, their processes, and pain points to fully understand the needs of the relationship needs and give it the care it needs whether by the Sales Development Rep or the Account Management team.

Organizations always talk about aligning sales motions to the buyer's journey, but it's often easier said than done. Listen as examples are discussed that actually define and visualize this journey as well as these other topics of interest: 

  • the importance of staying focused on the ICP
  • how to drive internal alignment
  • how to create a feedback loop when your team is prospecting
  • How much time is needed to fully verify/validate assumptions?
How to Measure the Dirty Deal Details that Seem to be Neglected!

How to Measure the Dirty Deal Details that Seem to be Neglected!

August 5, 2021

Thanks George Bronten for a spot-on podcast about how CRMs often become graveyards of "information". They don't tell the full story of the client conversation generally. "We can reduce the feeling of having to be like a data entry clerk by actually not having the talk technology work for SDR's and not against them." Technology should augment the salesperson, taking off data entry responsibilities to give them the space and time to prospect new opportunities and complete deals in the pipelines.

Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?

How to be an Effective Story Teller!

How to be an Effective Story Teller!

July 28, 2021

Larry Long with his golden microphone talked with us about "How to be an effective storyteller and how that helps you on cold calls, in meetings, and on demos. Basically he teaches how to stay relevant and work with your prospect to better understand the message SDR's are trying to convey.

Here's an excerpt: "I would say you can't afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It's very easy to say "Hey Greg, I was talking to John who's just like you were right down the road in Arizona. John and I were speaking about this challenge... have you faced that at all?" Now I'm able to relate now that I'm sharing this story. I'm giving the intro and I'm trying to pique your interest and from there it's either “hey tell me more” or “I pity the fool”."

Successful Sales Teams need to remember that stories tie into emotion, and emotion ultimately drives behavior. Buyers use logic to justify their emotions. Sales cycles shorten when SDRs can demonstrate that they *know* the buyer, by being able to provide relevant customer stories quickly, such as in a cold call scenario.

What are you doing as a sales professional to understand how to deploy customer stories?

Teaching Sales Representatives to Fish with Mike Fisher

Teaching Sales Representatives to Fish with Mike Fisher

July 22, 2021

This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer's needs are early in the process, rather than "showing up and throwing up." Mike has been training business development teams across the globe for about 20 years. 

The discussion centered on "closing deals,"; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company.  Mike teaches from looking at the selling perspective and helping the sales representative learn to hear the customer and get the customer to articulate what they like about your product, diving into selling themselves on the product, helping to ease the customer way toward the close. Part of this critical technique is sincerely listening and not talking. Once a sales representative learns how to listen and not talk, business increases naturally.

Mike talks about he used a Manila folder when he was selling books. His was a unique idea and tactic that ended up onboarding new clients. It wasn't a "technique"; it came out of his sincerely listening and reading what the customers were saying, uncovering desires.

Salespeople should be taught how to discover what differentiates products and articulate the value proposition in a way that helps them translate to uncovering and solving their customer's needs. 

Listen as Greg & Mike discuss the merits and pains of requiring sales reps to be fully trained on their organizations' products and the importance of having emotional intelligence.

This podkast will have sales reps wanting to rewind and listen again!

 

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