By Adam Springer
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We talk with founders, CEO's and VP's from the high tech market. You will learn how to build and scale a sales team. You'll hear about the growth challenges and tough decisions from others who have had both successes and failures.
||ExplicitPausing for 2018||No More For 2018 I am now pausing the podcast for the rest of the year. This is because the holidays are coming up and I am working on some exciting new things for you. What I am working on: New guests!||11/13/2018||Free||View in iTunes|
||ExplicitFounder selling, learning from mistakes – Tukan Das||Final Five What is your favorite sales or leadership book? The hard thing about hard things by Ben Horowitz Do you have someone that you follow/read for sales/leadership ideas? John Barrows, Reid Hoffman, Ben Horowitz||11/5/2018||Free||View in iTunes|
||ExplicitImplementing Videos to Build a Relationship – Brad Smith||Final Five What is your favorite sales or leadership book? Fanatical Prospecting by Jeb Blount -- Sell or be sold by Grant Cardone Do you have someone that you follow/read for sales/leadership ideas? Dan Martell||10/29/2018||Free||View in iTunes|
||ExplicitOutsourcing your SDR – Mike Coscina||Final Five What is your favorite sales or leadership book? Sales Management Simplified by Mike Weinberg Do you have someone that you follow/read for sales/leadership ideas? Sales Hackers, Open View Venture Partners, Jack Kosakowski||10/22/2018||Free||View in iTunes|
||ExplicitHow do you invest your time as a sales leader with Tibor Shanto||Final Five What is your favorite sales or leadership book? The 10 Day MBA by Steven Silbiger - Do you have someone that you follow/read for sales/leadership ideas? Andy Paul, Matthew Dixon, Brent Adamson - Are you available 24/7?||10/15/2018||Free||View in iTunes|
||ExplicitMaking SDR more efficient with Seth List||Podcast Show Notes A big problem he has come across while advising other startups has been that the founder does not have a sales background and will read a sales book and try to implement the ideas without fully understanding the sales process itself..||10/8/2018||Free||View in iTunes|
||ExplicitHow to get more sales from conferences with Pia Heilmann||Podcast Show Notes Think of trade shows and events as revenue drivers. It is a place to start building brand equity rather than closing immediate deals. Also, use the time to have the sales people meet their prospects in the pipeline face to face to b..||10/1/2018||Free||View in iTunes|
||ExplicitHow to measure your SDR and Sales – Jonah Mandel||Podcast Show Notes Time to first contact is very important and you should build a system in place to enable you to get to the lead within the first 5 minutes before the client does. If you catch the prospect that quick,||9/24/2018||Free||View in iTunes|
||ExplicitReady for Business Development or Just Sales?||Show Notes First question you should be asking in a startup environment; When are you ready for a business development vs just sales? To answer that you need to answer other questions; do you have a sales process? -||9/17/2018||Free||View in iTunes|
||ExplicitTaking Pricing off the Website||Show Notes When starting with your first salesperson you need to set the mechanisms in place to track the data points before you start selling. Then begin to build your outbound script or story. - To approach outbound prospects,||9/10/2018||Free||View in iTunes|
||ExplicitFrom Individual Contributor to Sales Leader||Show Notes His sales team is more of a consultative sales team. - He has a technical product that requires a lot of different people to be involved on the team. He finds though that if you show up to a meeting with a lot of people the prospect can fe...||9/3/2018||Free||View in iTunes|
||ExplicitCommon Prospecting Mistakes with Mark Hunter||Show Notes To begin any prospecting, you have to ask yourself two questions; 1) What is the outcome I can help the prospects receive and 2) Who is the right type of customer that this would appeal to. - If you do not demonstrate (quickly) how and why...||8/27/2018||Free||View in iTunes|
||ExplicitBiggest mistakes a company makes when structuring the team – Jeff Manning||Leaders always need to keep their fingers on the pulse of the people. If you have a people centered leadership style (not a product or financial) you are ahead of the game and know how to get the best of team. -||8/20/2018||Free||View in iTunes|
||ExplicitTo succeed plan for the end – Gary Johnson||In a new hire he is looking for a natural sense of curiosity and the basic understanding of how a business operates. For Gary, if you come to an interview and have no questions for the manager, it is not going to be a good fit. -||8/13/2018||Free||View in iTunes|
||ExplicitProblems in a sales pipeline – Benjamin Dennehy||Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. - If you have long sales cycles,||8/6/2018||Free||View in iTunes|
||ExplicitOutbound prospecting Eric Nadeau||His team is working mostly (about 95%) outbound. - His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a go..||7/30/2018||Free||View in iTunes|
||ExplicitSolve for customer value not volume – John Sherer||Show Notes John was the first sales person at the company. They launched the product on product hunt without actually having a product. - In his first 6 months he spent his time calling the leads and selling the vision.||7/23/2018||Free||View in iTunes|
||ExplicitUsing the DISC personality profile to hire sales – Kirk Tharp||SHOW NOTES - The average tenure for a VP sales is about 19 months. What is important to prolong that is for the VP to be adaptive to the future steps of the organization. - Kirk implemented something he learned from another sales leader,||7/16/2018||Free||View in iTunes|
||ExplicitShould you hire sales with experience? – JR Butler||Show Notes Starting his career in EMC as a reseller and grew into sales from there. After noticing his clients ordering less and having less activity, he spoke with them and got a demo of a new product they were using (Turbonomic) and he was so impres..||7/9/2018||Free||View in iTunes|
||ExplicitDifference between a good and great salesperson – Gwen Wiscount||Show Notes: - Startup Sales teams problems generally come down to three things; Platforms - Processes - People They either don't have the tools required or they have but are not using them properly. There is a fundamental way in which sales should b...||7/2/2018||Free||View in iTunes|
||ExplicitHow to bring in $6 Million in new business – Kory Wagner||SHOW NOTES In charge of the business development and channel startup sales team, he grew the team from 5 BDR’s to 15 and channel sales from 1 to 2. - Focused on segmenting the market to ensure his BDR’s were approaching the right leads and also put||6/25/2018||Free||View in iTunes|
||ExplicitBuilding an overseas sales team – Michael Snape||SHOW NOTES Targeting consumers, SMB’s and enterprises. Using Content Marketing to gain attention Small startup sales team going to conferences and meeting clients face to face in order to gain traction.||6/18/2018||Free||View in iTunes|
||Explicit3 Traits to Look for in a New Hire – Michael Goldenberg||Show Notes: Michael started his startup sales leadership career by being creative and finding initiatives he could lead within the company, not by asking for the next level. He finds that this is an important trait in a leader,||6/18/2018||Free||View in iTunes|
||ExplicitStartup Sales Podcast Intro||Starting soon We talk with founders, CEO's and VP's from the high tech market. You will learn how to build and scale a sales team. You'll hear about the growth challenges and tough decisions from others who have had both successes and failures.||5/30/2018||Free||View in iTunes|
Brilliant for startups and anyone in the sales environment
Recommend to all
This podcast offers great insights on startups and the general ecosystem. Would definitely recommend it to anyone wanting to start their own company or are joining a startup. Love it!
Best show about sales for the high tech market
Very informational. Really helpful place for me a new sales leader to get ideas on how to build/scale my team.