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Abstrakt software offers Real-time Conversational Coaching AI as an alternative to reactive analytics via call recording solutions. Our technology platform empowers Teams to deliver on their goals without having to wait until the next call review session. Abstrakt’s job is to help decrease ramp timelines, decrease loss rates and replicate your top performers. Abstrakt was specifically designed to be agile, and work across your tech stack or video conferencing and dialer technologies - no integrations or phone systems are required, ever. Abstrakt ensures each customer touchpoint is consistent and optimized for successful outcomes. Our Real-Time Conversational Intelligence Software actively coaches your team to ensure your customer always receives a best-in-class sales experience. Check us out at abstrakt.ai
Episodes
Thursday Nov 25, 2021
And, but and therefore....
Thursday Nov 25, 2021
Thursday Nov 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!
Thursday Nov 25, 2021
The Hardest Part of Sales
Thursday Nov 25, 2021
Thursday Nov 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!
Thursday Nov 11, 2021
Look me in the eye
Thursday Nov 11, 2021
Thursday Nov 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.
Thursday Sep 09, 2021
ValueSelling is not just about Sales
Thursday Sep 09, 2021
Thursday Sep 09, 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?
Wednesday Aug 18, 2021
Building with the Buyers Journey in Mind
Wednesday Aug 18, 2021
Wednesday Aug 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?
Thursday Aug 05, 2021
How to Measure the Dirty Deal Details that Seem to be Neglected!
Thursday Aug 05, 2021
Thursday Aug 05, 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?
Wednesday Jul 28, 2021
How to be an Effective Story Teller!
Wednesday Jul 28, 2021
Wednesday Jul 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?
Thursday Jul 22, 2021
Teaching Sales Representatives to Fish with Mike Fisher
Thursday Jul 22, 2021
Thursday Jul 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!
Wednesday Jul 14, 2021
How to Build Your Own Career Progression in Sales Leadership
Wednesday Jul 14, 2021
Wednesday Jul 14, 2021
ABSTRAKT had a great opportunity to talk with Florin Tatulea about How to Build Your Own Career Progression in Sales Leadership. They dove into how strategically making choices about career decisions helps to drive what you do in your career. How can a person help drive results that are most impactful to an organization that results in a win-win? The person grows their career while helping the company achieve (or exceed!) their goals.
Being more conscientious and helping figure out unselfish characteristics to ultimately help build a group of people who all are kind of in it together. Everyone has the same goal of helping others to win. To be patient with yourself, to be patient with your employer. Delayed gratification. You cannot achieve much if you're always jumping from job to job every 2 years. Give yourself time to really know the vertical, to know the products and services.
Finally, make management knows your plans for your career progression. Ensure your plans are clearly defined, and that your clear deliverable goals are being met, providing the opportunity to interview for that next open position wherever that might be!
Wednesday Jul 07, 2021
Roadmap for Career Progression in SaaS Sales
Wednesday Jul 07, 2021
Wednesday Jul 07, 2021
We all wish we had a roadmap for career progression, especially in SaaS sales. How do you set yourself apart? How do you find immediate success? Is it your mindset, work ethic, continuous improvement? Who are you in your off-hours? Are you transparent?
Have you researched the job or the type of job that you are looking for? Are you able to tie in experiences that you have had? Do you possess the hunger needed to get into the tech space? Being prepared to prove your interest goes a long way in the interview process. Showing that you know enough about the role shows you are truly interested and will work as hard once you have started in the role that you are seeking.
Listen as Dylan Allen shares his advice on continuous improvement, "something that I think individuals need to take more ownership of", and having and maintaining a strong work ethic.
Podkast Excerpt:
Dylan Allen - "I'll put in the extra hours. I'll put in the extra time and really just kind of did whatever I could in the interview process is to reassure that recruiter, or that that sales manager that like you know, hey, I'm the guy you should bet on and here's why. And something to reassure that recruiter or else that I think folks can do as well. Even though I wasn't in tech sales, a lot of the work that I did at my previous company was still very transferable.
Making cold calls, you know, prospecting, running my own sales calls, and all of those things that I can absolutely leverage that experience into as well. So, I think there are a few different ways you can go about it, but at the end of the day, you got to be able to put and change their perspective in that person's mind a little bit and just kind of say hey, like you know I can do this and really persuade them and let them know that you know you can do it and give them that confidence to pull the trigger."