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Ask the Right Questions, The Sales and RevOps Podcast

Ask the Right Questions, The Sales and RevOps Podcast

By Fab Calando & Paul Lafleur

Imagine you are a sales leader listening to a podcast. Wouldn't it be cool if that show was designed just for you?

This is your show.

We demonstrate how you should lead your sales and operationalize everything to facilitate scale.

Each podcast explores topics that sales leaders need to know and master, so every time, we answer:

What should leaders expect from their salespeople?

What should a sales leader do?

How should sales leaders operationalize it to achieve scale?

What are the top takeaways?

Enjoy the show!
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Do You Have the Right B2B SaaS Sales Process?

Ask the Right Questions, The Sales and RevOps PodcastAug 07, 2020

00:00
21:28
Demystifying Demos: How to Craft Compelling Pitches That Close Deals

Demystifying Demos: How to Craft Compelling Pitches That Close Deals

Do you feel like your product demos are more marketing monologue than sales magic? You're not alone. This episode dives deep into the secrets of crafting powerful demos that uncover client needs and convert prospects into customers.

Here's what you'll learn:

  • Why focusing on features can hurt your close rate.
  • The key difference between a marketing demo and a sales demo (hint: it's all about needs!).
  • When a pre-recorded demo can be your secret weapon (and when it's time to personalize).
  • How to leverage the power of storytelling to create a compelling narrative that resonates with your audience.

Stop wasting demos and start closing deals! Tune in, learn how to tailor your demos to specific client situations, and watch your sales soar.

Mar 28, 202427:57
Mastering Email for Sales Success: Segmentation, Follow-Ups & Personalization

Mastering Email for Sales Success: Segmentation, Follow-Ups & Personalization

Struggling to turn leads into customers with email marketing?

This Ask The Right Questions episode dives deep into mastering emails for sales success with sales expert Alyssa Milot. ️

We explore:

  • Building a powerful sales pipeline with targeted email strategies.
  • Creating impactful email templates that save time and boost performance. ⏱️
  • The importance of personalization and why generic marketing emails rarely work.
  • Crafting compelling follow-up sequences that nurture leads and close deals.
  • Leveraging Sales Enablement to identify lost opportunities and re-engage prospects.

Whether you're a seasoned salesperson or just starting, this episode is packed with actionable tips and insights to take your email marketing game to the next level!

Tune in and discover how to close more deals and achieve sales success with effective email communication.

Mar 06, 202441:28
From Awkward Silence to Sales Superstar: 3 Communication Hacks

From Awkward Silence to Sales Superstar: 3 Communication Hacks

Tired of sales calls that fizzle out into uncomfortable quiet? Join us as we break down 3 essential communication secrets to transform you from an "Awkward Silence" to a Sales Superstar!

In this episode, you'll learn:

  • Body language hacks to boost your confidence and project authority without sounding pushy.
  • Conversation strategies to keep your prospect engaged and build trust, even if you're introverted.
  • Actionable tips on how to coach your sales reps to master communication and crush their quotas.

Plus, we'll share a link to the FREE bonus resource: the HubSpot Sales Communication Playbook!

Don't let awkward silences hold your sales team back! Listen now and start closing deals like a pro.

#salescommunication #salestips #leadership #salescoaching #hubspot

Feb 28, 202436:25
Align Your Sales with Client Objectives & the Buyer's Journey

Align Your Sales with Client Objectives & the Buyer's Journey

Hey founders! Struggling to close deals? Join [Your Name] and renowned sales expert Paul Lafleur on Ask The Right Questions, the podcast empowering you to unlock sales success. In this episode, you'll discover:


No more salesy pitches, no more pushy tactics. Learn how to build genuine relationships, solve real problems, and watch your sales soar as you become a trusted partner in your client's success journey.


P.S. Don't forget to subscribe for more actionable sales and RevOps insights!

Feb 15, 202430:55
Mastering Sales Leadership: Boost Your Team's Performance with Key Actions

Mastering Sales Leadership: Boost Your Team's Performance with Key Actions

Welcome to "Ask The Right Questions - The Sales and RevOps Show." This episode, "Mastering Sales Leadership: Boost Your Team's Performance with Key Actions," features your hosts, a dedicated HubSpot Partner - Fab Calando - and the insightful Sales Consultant Paul Lafleur, diving deep into the transformative strategies that define sales success.

What's Inside:

In the dynamic world of sales, leadership goes beyond mere management. It's about inspiring, strategizing, and guiding your team to meet and exceed their targets. Today, we're unpacking the layered journey of sales leadership – from the mindset that fuels growth to the tactical execution that drives it.

  • Redefining Leadership: Understand the shift from commanding to empowering and how stakeholder priorities shape successful strategies.
  • The Assessment Deep Dive: Evaluating everything that matters – talent, desire, expertise, processes, and tools like playbooks and CRM systems.
  • From Planning to Activation: The nuances of creating plans that resonate and ensuring your team is on board every step of the way.
  • The Iterative Loop: Why tracking, reviewing, and iterating aren't just important, they're essential for sustained success.

Key Insights:

  • Discover why securing 'Buy in' could be your biggest win.
  • Learn the strategy behind practical observation and why Paul's best advice as a new VP was to "observe first."
  • The importance of objective, measurable analysis in refining your sales approach.

Tune in as we dissect these elements with practical advice, real-world examples, and the wisdom gleaned from years of experience in the field. Whether you're leading a sales team or aspiring to, this episode is packed with actionable insights designed to elevate your leadership and, consequently, your team's performance.

Engage with Us: We love hearing from our listeners! Share your thoughts, questions, or feedback.

Subscribe to "Ask The Right Questions" for more insights into sales, RevOps, and leading the charge in today's ever-evolving market.

Feb 07, 202437:16
Sales Success Formula: Aligning Processes with Client Goals - Ask The Right Questions Podcast

Sales Success Formula: Aligning Processes with Client Goals - Ask The Right Questions Podcast

Welcome to the 'Ask The Right Questions' Podcast

In this enlightening episode of 'Ask The Right Questions,' we dive deep into the nuances of crafting a sales process that goes beyond just hitting targets. We explore how to genuinely align your sales strategies with your client's objectives, offering invaluable insights for sales managers, VPs of sales, CROs, co-founders, and anyone leading a sales team.

What You'll Discover:

  • The importance of understanding the consultative path in sales.
  • How to think in terms of milestones rather than just steps or stages.
  • The art of creating a client-centric sales process.
  • Insights on team collaboration in sales strategy development.
  • Tips for optimizing your CRM to reflect a client-focused approach.

Key Takeaways:

  • Discover the transformative approach to sales that prioritizes client objectives.
  • Learn about the strategic milestones essential for a successful sales process.
  • Uncover the true essence of value from the perspective of your clients.

Join Us: Hosted by Fab Calando and Paul Lafleur, 'Ask The Right Questions' brings you to the forefront of sales leadership discussions, strategies, and insights.

Stay Connected: Follow us on LinkedIn (https://www.linkedin.com/in/fabcalando-hubspot-consultant/) for more updates and to connect with a community of like-minded sales professionals.

Your Feedback Matters: We love hearing from our listeners! Please share your thoughts, questions, or suggestions by contacting us at the link at the bottom of the show notes.

Subscribe for More Insights: Don't miss out on our upcoming episodes - subscribe to our podcast and keep up with the latest trends and strategies in sales leadership.

Jan 24, 202435:19
New Year Momentum: Mid-January Sales & RevOps Strategies

New Year Momentum: Mid-January Sales & RevOps Strategies

Welcome to our special episode on gaining momentum in the New Year, tailored for those tuning midway through January.

This episode is a treasure trove of insights and strategies to kickstart your sales and revenue operations.

🎧 In This Episode:

  1. Psychological Reset: We dive into the psychological aspects of returning to work after a break. Discover how to set achievable targets in the first month and how to assist your team in planning their activities for a smoother transition.

  2. Team Motivation in Limbo: Learn how to keep your team motivated and moving forward, even without finalized targets and budgets. We discuss why waiting for new numbers can be a setback and how to implement an action plan that fosters self-accountability.

  3. Training for New Systems and Processes: We emphasize the importance of training and coaching in new systems and processes. Learn how to plan for training sessions effectively, make the most of last year's budget, and why ongoing coaching is crucial for adapting to new methods.

Join us in this engaging discussion to ensure your sales and revops efforts are not only back on track but are also set to thrive in the coming year.

It's never too late to start afresh and aim for success!

Jan 18, 202412:07
Mastering the Sales Process in Client Management

Mastering the Sales Process in Client Management

Welcome to our latest podcast episode, where we take a humorous yet insightful dive into the world of Sales Process in Client Management.

This episode is a must-listen for Sales Leaders, including VPs, Managers, and Co-founders. We cover:

  • How sales ops integration affects various teams
  • The importance of a client-focused approach in non-sales teams
  • Essential tips on operationalizing CRM tools like HubSpot
  • Strategies for identifying and capitalizing on sales opportunities
  • The universality of sales roles in an organization

Prepare to be entertained and educated as we explore how to align your sales process with modern customer expectations and ensure that every team member understands their role in sales.

Tune in, laugh, and learn with us!

Jan 10, 202431:25
Mastering Sales Questions: An Audio Guide for Sales Leaders

Mastering Sales Questions: An Audio Guide for Sales Leaders

Welcome to our in-depth audio guide for sales leaders!


In this episode, we dive into the critical art of effective questioning in sales. Tailored for leaders who aim to elevate their team's sales skills, this guide is your go-to resource for refining your team's approach to customer interactions.


What You'll Learn:

  • The Art of Tailored Questioning: There's no universal script for sales questions. We discuss how mixing and matching tailored questions can lead to successful outcomes.
  • Starting the Conversation Right: We explore the power of the opening question, "What are your expectations for today's call?" and how it can provide insights into the buyer's mindset.
  • Sales Leader’s Toolkit: Uncover key aspects to focus on with clients - their Situation, Challenges, and Needs, and how to use the SPICED framework to your advantage.
  • Leveraging Technology: Learn how to incorporate these strategies into your sales pipeline using tools like HubSpot playbooks and call playlists.
  • Beyond Closing Deals: We emphasize the importance of helping your reps focus on the customer experience over merely closing sales.
  • Reflecting the Customer Journey: Understand the significance of a sales pipeline that mirrors your customers' experiences.
  • The Pitfalls of Poor Questioning:
  • The Importance of Listening: Learn why actively listening to calls is crucial for continuous improvement and avoiding common mistakes.

Join us on this insightful journey to master the art of sales questions and transform your team's sales approach.

Subscribe for more invaluable insights and strategies tailored for sales leaders.

Nov 29, 202323:58
Sales Remuneration Insights: Strategies for Leaders

Sales Remuneration Insights: Strategies for Leaders

Welcome to our comprehensive discussion on Sales Remuneration. This episode is a must-listen for sales leaders who aim to deepen their understanding and effectively implement remuneration strategies.

In This Episode, You'll Discover:

  • Basics of Sales Remuneration: An introduction to Sales Remuneration, delving into the nuances of combining a fixed salary with variable components like commissions or bonuses.

  • Aligning with Market Realities: The importance of staying attuned to market conditions and the role of a well-maintained CRM in making informed decisions about your sales strategies.

  • Commission Structures Examined: An exploration of the impact of commission structures on your business model, customer experience, and market adaptation. We discuss the potential risks and rewards of various commission approaches.

  • Three Critical Questions for Leaders:

    1. Assessing the market situation.
    2. Understanding customer expectations.
    3. Deciding based on commission.
  • Customizable Remuneration Plans: The benefits of offering diverse remuneration plans to meet different sales reps' unique preferences and motivations.

  • Transparency and Communication: Clarity in evaluation criteria and potential commissions is essential. We also touch on the effectiveness of deal-based commission calculations.

Conclusion: Join us in mastering Sales Remuneration and enhancing your leadership skills. Whether refining your existing approach or building a new strategy, this episode provides valuable insights and practical tools.

Nov 23, 202323:19
Building Effective Marketing Teams for Business Success

Building Effective Marketing Teams for Business Success

Welcome to "Ask The Right Questions." Today, we explore the art and science of building high-impact marketing teams. Specifically, this episode delves deep into what makes a marketing team successful, catering to startup founders, CEOs, and team leaders who aim to elevate their businesses through strategic marketing.

Key Highlights:

  • Avoiding Common Missteps: Understand why marketing often gets sidelined and how to avoid these pitfalls in your business.
  • Leadership's Role: Learn the critical part CEOs and founders play in guiding their marketing teams to success.
  • Strategies for Team Building: We cover everything from creating effective accountability charts to the timing of hires.
  • Clarity of Roles: Discover the importance of defining roles clearly for maximum efficiency.
  • Navigating Agency Relationships: Gain insights into working seamlessly with external agencies.
  • Recruitment Wisdom: Dive into effective recruitment strategies and ask the right questions.
  • Dynamic Onboarding: Tips on how to onboard new members while encouraging innovation.
  • Sales-Driven Marketing: Understand the benefits of integrating sales-driven approaches in mid-sized companies.

Join us on this enlightening journey to build or refine your marketing team. Whether starting from scratch or looking to enhance your current team, this episode is packed with actionable advice and essential takeaways.

Remember to like, share, and subscribe for more insightful content. Have questions or experiences to share? We'd love to hear from you in the comments!

Nov 16, 202336:10
The Persuasive Leader: Turning Your Sales Team into Deal Closers

The Persuasive Leader: Turning Your Sales Team into Deal Closers

Welcome to 'The Persuasive Leader: Turning Your Sales Team into Deal Closers,' the essential podcast episode for sales leaders aiming to sculpt a world-class sales force. This series is your audio playbook, filled with insider secrets to empower your leadership and turbocharge your team's performance.

In this enlightening episode, we uncover the transformative impact of a fully invested sales leader. It's not just about numbers; it's about commitment—the commitment to meticulously craft a sales process that not only guides your reps but also sets them up for closing stellar deals.

We dive into the personalization of learning and development, acknowledging that each rep's path to improvement is unique—some prefer the pages of a book, others thrive in training environments, and many gain wisdom from hands-on experience.

Join us as we dissect the functionalities of CRM systems, making them work for your team instead of against them. Learn from in-depth audits and user-focused enhancements to turn your CRM into a powerhouse tool for sales success.

Furthermore, we share strategies for instilling robust habits within your reps—planning, accountability, and the art of recognition are all part of the sales success equation.

And because motivation varies as much as personalities do, we explore how to identify and tap into what truly drives each member of your team, reminding them of their 'why' to maintain peak motivation.

Subscribe to 'Ask The Right Questions' and gift yourself—and your team—the edge in the competitive sales world. Don't miss out on the conversation that could redefine your sales strategy and catapult your team to new heights. Engage with us, share your thoughts, and become the leader your sales team needs to thrive!

Nov 09, 202338:17
Unlocking Networking Event Success: Strategies for Sales Leaders

Unlocking Networking Event Success: Strategies for Sales Leaders

Welcome to Ask The Right Questions]!

In this episode, we dive deep into the world of networking events and how sales leaders can maximize their team's success. From understanding the core purpose of these events to mastering the art of live prospect qualification, we've got you covered. Key takeaways include:

  • Establishing clear objectives and reasons for attending.
  • Training reps for optimal engagement: mastering booth interactions, crowd mingling, and leveraging tech tools.
  • Decoding the prospecting mode: setting targets, minimizing distractions, and using platforms like HubSpot.
  • The importance of playbooks in 'live' prospect qualification.
  • Strategies for handling different types of clients - those ready to buy, those who aren't, and even the bad-fit ones.
  • The significance of tracking ROI and making data-driven decisions.
  • Choosing the right reps for the event and ensuring a motivating environment for all.

Tune in to empower your sales reps and ensure they shine at every networking event!

Nov 01, 202339:02
Sticking to the Sales Script: Mastering Coaching Lessons That Won't Leave Your Ears!

Sticking to the Sales Script: Mastering Coaching Lessons That Won't Leave Your Ears!

Ever wondered why some sales lessons vanish faster than your morning coffee?


Dive into this episode, where we break down the secrets of sales coaching that truly resonate. We've covered everything from the importance of real-world role-plays to the magic of HubSpot Playlists.


Plus, a sprinkle of humour because... why not?


🎙️ Key Takeaways:

  • The power of hands-on training with real deals.
  • Maximizing HubSpot for genuine insights and top-tier examples.
  • Introducing fresh concepts with a twist to minimize those "Yeah, but..." moments from reps.
  • HubSpot Playlists: Your secret weapon for on-point training.


Available on all podcast platforms.


Tune in and let the sales wisdom seep in... and stick!

Oct 25, 202317:20
Revolutionize Your Sales with AI: Strategies & Tools for Modern Sellers

Revolutionize Your Sales with AI: Strategies & Tools for Modern Sellers

Discover the transformative power of AI in the world of sales!

In this enlightening episode, we dive deep into practical ways Artificial Intelligence can boost your sales process. From precise research using Bing and ChatGPT to optimizing content and personalizing pitches – it's all here.

Whether you're a sales rep, a leader, or just curious about the AI-driven future of sales, this episode offers invaluable insights. Highlights include:

  • Precision research for company & persona insights.
  • Crafting compelling, AI-optimized content for cold emails & social platforms.
  • Tailored sales decks for targeted pitches.
  • Enhancing leadership with personalized coaching tools.
  • Workflow automation secrets to save time & boost efficiency.

Join us and give your sales approach the AI-driven edge it deserves.

Perfect for fans of Sales, Marketing, AI, HubSpot, and more.

Don't miss out!

Oct 18, 202337:53
Boosting Sales Performance Through Healthy Habits: A Deep Dive

Boosting Sales Performance Through Healthy Habits: A Deep Dive

Welcome to Ask The Right Questions! In today's episode, we dive deep into the transformative power of cultivating healthy sales habits. Whether you're a sales leader aiming to elevate your team's performance or a sales rep looking to refine your strategies, this episode holds valuable insights.

🎙 What You'll Learn:

  1. The Motivation Connection: Aligning new habits with each rep's intrinsic motivations can be a game-changer.
  2. Team Buy-In: Why it's not enough to introduce a new habit - you need to illustrate its undeniable benefits.
  3. Staying Accountable: How sales leaders can play a pivotal role in ensuring habits stick.
  4. Celebrating Wins: The importance of encouragement and recognizing quick victories.
  5. Mastering Tools: Unravel the potential of your CRM and learn how it can be your strongest ally in nurturing sales habits.
  6. Habit Examples: From prospecting and farming to upselling, cross-selling, and the significance of keeping your CRM updated.

Tune in, take notes, and transform your sales game!

Oct 11, 202328:54
How to Become a Better Sales Leader with These 9 Books

How to Become a Better Sales Leader with These 9 Books

Welcome to Ask The Right Questions, the podcast where we explore the world of sales, RevOps and CRMs. I’m your host, Fab Calando, and in this episode, I’m joined by my co-host, Paul Lafleur, to share with you 9 books every sales leader needs to read. These books will help you take your sales skills and performance to the next level.

We will discuss each book's main ideas and insights and how you can apply them to your daily work. Whether you are a seasoned sales leader or a new one, these books will provide you with valuable knowledge and tips that you can use to grow your business and lead your team.

Here are the 9 books we recommend for sales leaders:

  • Level 5 Selling by John Hoskins: This book will help you understand the different levels of sales performance and how to coach your team to reach the highest level.
  • Spin Selling by Neil Rackham: This book will teach you how to ask the right questions and uncover the real needs of your clients. You will also learn why hard closes don’t work and how to use soft closes instead.
  • Building a Strong Brand by Donald Miller: This book will show you how to create a compelling story for your brand and make your client the hero of that story. You will also learn how to use the StoryBrand framework to clarify your message and grow your business.
  • Leadership Strategy and Tactics by Jocko Willink: This book will give you practical advice on how to lead effectively in any situation. You will learn how to deal with challenges, conflicts, and failures and empower your team and help them find their own path to success.
  • How to Win Friends and Influence People by Dale Carnegie: This book is a classic that will teach you how to communicate better, build rapport, and influence others. You will also learn how to handle criticism, avoid arguments, and win people over.
  • The Challenger Sale by Matthew Dixon and Brent Adamson: This book will introduce you to the challenger sales model and how it can help you sell more effectively in complex and competitive markets. You will learn how to challenge your clients’ assumptions, teach them something new, and tailor your solution to their specific needs.
  • The JOLT Effect by Ted McKenna and Matthew Dixon: This book will help you overcome buyer indecision and close more deals. You will learn how to use jolts, which are unexpected events or actions that disrupt the status quo and create urgency for change.
  • The Inner Game of Tennis by Timothy Gallwey: This book is about tennis, coaching, and performance. You will learn how to overcome self-doubt, fear, and anxiety and improve your focus, concentration, and confidence.
  • The Creative Act by Rick Rubin: This book is a collection of interviews with Rick Rubin, one of the most influential music producers of all time. You will learn how he helps artists find their inner voice, express their creativity, and achieve their potential.

We hope you enjoy this episode and find it useful.

If you do, please leave us a rating and a review on your favourite podcast platform.

Also, let us know in the comments which book you are most interested in reading or have already read.

Thank you for listening, and see you in the next episode!

Sep 27, 202318:20
5 Secrets to Empower Your Sales Team and Drive Success

5 Secrets to Empower Your Sales Team and Drive Success

Are you a Sales Leader looking to take your team to new heights?

In this episode, we’ll reveal the 5 key strategies that will help you unlock your team’s full potential and achieve remarkable success.

From being a partner rather than a boss to asking the right questions, we’ll explore actionable tips and proven techniques to empower your sales force.

Discover how "real play" can enhance your role plays and why formal training should never be overlooked.

Learn how to leverage your CRM as a powerful tool to help your team win deals.

Join us on this journey of transformation and become a Sales Leader who drives results.

Don’t miss out on this opportunity to revolutionize your sales approach!

Click now to listen to the episode and take the first step towards transforming your team’s performance.

Sep 20, 202327:16
Unpacking Sales Failures: 6 Pitfalls and How To Overcome Them

Unpacking Sales Failures: 6 Pitfalls and How To Overcome Them

Are you struggling with an underperforming sales team?

You're not alone.

In this episode, we dissect the top 6 reasons salespeople often fail, from lack of prospecting to the inability to handle objections. But we don't stop there – we also share actionable strategies to tackle these challenges head-on and empower your sales force.

Whether you're a VP of Sales, Sales Manager, or a Co-founder, tune in to transform your approach, optimize your strategies, and start hitting those targets!

Don't forget to subscribe for the latest insights and tips to elevate your sales game.

Aug 30, 202331:34
Mastering Discovery Calls using HubSpot: A Deep Dive for Sales Leaders

Mastering Discovery Calls using HubSpot: A Deep Dive for Sales Leaders

In this episode, we delve into the nuances of sales discovery calls and how sales leaders can guide their teams to success, especially when using HubSpot.

What You'll Learn:

  • The twin objectives of a successful discovery call.
  • The delicate balance between scripted and spontaneous conversations.
  • The power of the '5 whys' in understanding your prospects.
  • Distinguishing between prospects who need a deeper dive and those who require a more straightforward approach.
  • Tips for harnessing HubSpot for discovery calls, including playbooks, meters, and question templates.

Whether you're seasoned in sales leadership or just beginning your journey with HubSpot, this episode is packed with insights to transform your approach to discovery calls.

Tune in for a blend of actionable strategies and thoughtful discussions on ensuring every sales interaction counts!

Aug 23, 202350:03
Driving Sales Results: The Accountability Blueprint

Driving Sales Results: The Accountability Blueprint

Dive deep into the art of sales accountability in this enlightening episode.

Discover how genuine accountability isn't just about monitoring—it's about propelling salespeople toward their individual goals.

Learn:

  • The connection between CRM proficiency and effective leadership,
  • The importance of setting unique objectives for each rep and why sales activity is the key to success.

Whether you're a seasoned sales leader or new to the role, gain insights to refine your leadership approach and drive meaningful results.

Aug 16, 202327:57
Prospecting Mastery for Sales Leaders: Driving Success in Your Team

Prospecting Mastery for Sales Leaders: Driving Success in Your Team

Welcome to our episode on "Prospecting Mastery for Sales Leaders: Driving Success in Your Team." Dive deep with us as we address the nuances of prospecting—a crucial sales component often sidestepped.

In This Episode, We Discuss:

  • The frequent sidelining of prospecting: Why is this vital process often overlooked, and what are the repercussions?
  • Two facets of prospecting: We break down the essential elements of preparation (including calendaring and crafting your approach) and execution.
  • Empowering sales reps: As a sales leader, how can you motivate your team and ensure they're held accountable for their prospecting actions?
  • Operationalizing prospecting for guaranteed success: We outline strategies to maximize prospecting effectiveness, from leveraging email templates and call playbooks to implementing data analysis dashboards.

We also learn about the importance of clean data, role-playing sessions, and keeping your sales system efficient and streamlined.

Whether you're a seasoned sales leader or just stepping into the arena, this episode offers insights to enhance your team's prospecting prowess.

Aug 08, 202328:19
Mastering the Art of Recruitment: How to Attract A-List Salespeople with Marketing Strategies

Mastering the Art of Recruitment: How to Attract A-List Salespeople with Marketing Strategies

Welcome to our latest podcast episode: "Mastering the Art of Recruitment: How to Attract A-List Salespeople with Marketing Strategies." This in-depth discussion gives sales leaders a fresh perspective on how marketing can revolutionize recruitment efforts.

Here's what you'll learn:

  1. Decoding the Salesperson: Salespeople aren't like your typical employees. Their job naturally shapes them into compelling presenters, especially during interviews. This episode will equip you with the skills to identify the real potential behind the polished presentation.

  2. Crafting Your Sales Persona: Understand the importance of defining your ideal recruit just like you would a marketing persona. This episode guides you on creating a detailed and practical sales persona.

  3. Customized Outreach: We highlight the importance of tailoring your recruitment efforts to the realities of your target recruits. From displaying your company culture to outlining what your company can do for them, we discuss various strategies to make your outreach efforts successful.

  4. Perpetual Recruitment: Recruitment is not just a one-time effort, nor is it solely about filling a seat. It's about continually attracting and retaining top talent. We'll share insights on maintaining an active recruitment pipeline.

Whether you're a VP of Sales, a Sales Manager, a Founder, or any other role in sales leadership, this episode is your ticket to a new level of recruitment strategy. Tune in, and let's redefine your recruitment approach!

Have you enjoyed the episode? Don't forget to leave a review and share it with others who might benefit. For more insights on sales leadership, subscribe to our podcast channel.

Jul 31, 202326:58
High Performing Sales Teams: Unveiling the 4+1 Pillars Secret

High Performing Sales Teams: Unveiling the 4+1 Pillars Secret

Welcome to our latest episode, where we delve into the unique 4+1 Pillars of Sales Management that drive high-performing sales teams.

In this episode, we explore the following:

  1. Motivation - Dig deeper into understanding the real motivations behind your salespeople, looking beyond the superficial allure of money. We discuss creative techniques, such as creating a mood board to help visualize these motivations.
  2. Training - Unveil the true essence of sales skills training. This isn't about product training but about imparting the necessary sales skills like the art of asking open-ended questions, mastering the CRM, and more.
  3. Coaching - Learn about methodologies for guiding your team to put their training into action effectively.
  4. Accountability - Understand the importance of holding your sales reps accountable for their actions and strategies in achieving their objectives.
  5. Emotions - The "+1" pillar, emotions, often get overlooked. Learn about the importance of active listening to identify and tackle the emotional barriers holding your sales reps back.

Join us as we unravel these pillars and provide practical tips on implementing them for optimal sales success.

Don't miss this insightful conversation on transforming your sales management strategy and empowering your team to new heights.

⭐⭐⭐⭐⭐ Subscribe and stay tuned for more!

Jun 21, 202335:34
Unmasking CRM: 6 Overlooked Mistakes Every Sales Leader Needs to Sidestep

Unmasking CRM: 6 Overlooked Mistakes Every Sales Leader Needs to Sidestep

Welcome to this insightful episode where we pull back the curtain on Customer Relationship Management (CRM) systems, shedding light on six under-discussed pitfalls that often trip up sales leaders and offering practical solutions for avoiding them.

The CRM errors we dissect include the following:

  1. Underutilization of CRM Systems: Many sales teams only use a fraction of their CRM's potential, leaving valuable capabilities untapped.

  2. Transitioning Hiccups: Shifting from a bare-bones, no-CRM approach to an efficient, CRM-centered strategy can be overwhelming.

  3. Neglecting CRM's Role in Sales Enablement, Analytics, and Reporting: Overlooking these crucial functions of CRM can result in missed growth opportunities.

  4. Devaluing Process Implementation and Data Hygiene: A CRM system that's not well-maintained or set up correctly can cause more issues than it solves.

  5. Isolating Marketing and Customer Service from CRM: A CRM isn't just a 'sales' tool - it's a crucial platform for managing customer relationships across teams.

  6. Maintaining Silos in CRM Use: One of the most significant errors is confining CRM usage to the sales department alone.

Don't let these commonly overlooked CRM pitfalls impede your sales success. Tune in and ensure you're not making these killer CRM mistakes!

This episode is a must-listen for any sales leader aiming to maximize their CRM effectiveness and drive sales growth.

Jun 07, 202325:26
Unleash Your Sales Power: The Art of Mastering Prospecting

Unleash Your Sales Power: The Art of Mastering Prospecting

In today's episode, we dive deeply into the world of sales prospecting and how sales leaders can effectively elevate their team's game.

Throughout this episode, we explore the following:

  • The Importance of Prospecting: Learn why prospecting is the foundation of successful sales operations.
  • Overcoming Prospecting Challenges: Hear about common hurdles and effective strategies to overcome them.
  • Prospecting Strategy Essentials: We provide a roadmap for creating a targeted, effective prospecting strategy.
  • Must-Have Tools and Techniques: Discover the tools and interpersonal skills every sales team needs to thrive in the current sales landscape.
  • Investing in Training and Development: Understand how continual learning can keep your team at the forefront of prospecting best practices.
  • Metrics, KPIs, and Operationalizing Prospecting: Learn which KPIs to monitor and how to integrate prospecting into your everyday sales operations seamlessly.

Whether you're a seasoned sales leader or a rising star, this episode is packed with insights and practical tips to help you turn cold leads into hot sales. Tune in and transform your prospecting game!

May 31, 202329:30
Master Your Sales Meetings: A Guide to Engage, Interact & Drive Results

Master Your Sales Meetings: A Guide to Engage, Interact & Drive Results

Welcome to Ask The Right Questions, the podcast where we provide expert insights on sales leadership. In today's episode, we're focusing on how to master your sales meetings, making them engaging, interactive, and result-driven.

As a sales leader, your effectiveness in conducting a sales meeting can significantly influence your team's performance. Learn how to captivate your team, encourage interaction, and drive meaningful results with our practical tips and strategies.

Key Takeaways from this episode:

  1. Understand the clear "why" for every meeting – it's more than just data gathering.
  2. Every sales meeting should be designed to help your reps achieve their objectives.
  3. Always have a clear agenda for your meetings.
  4. Focus on helping your reps with factors they can control, such as sales activities and methodology.
  5. Use data effectively to drive your conversations.
  6. Stay human and empathetic. Celebrate and share success stories.
  7. Embrace your leadership style, but remember to share the floor.

We'd love to hear your experiences and tips for running successful sales meetings. Let us know what you think on Spotify!

Remember to subscribe to Ask The Right Questions on your favourite podcast platform for our latest episodes.

May 17, 202321:06
Mastering Sales Meetings: Effective Techniques for Engaging and Driving Results

Mastering Sales Meetings: Effective Techniques for Engaging and Driving Results

In this episode, we discuss the critical elements of a successful sales meeting by sharing insights on how sales leaders can create engaging, interactive, and result-driven sessions that help their sales reps achieve their objectives. We emphasize the importance of having an explicit "why" for the meeting, using data to drive the conversation, and staying human and empathetic by sharing success stories. We also discuss how sales leaders can create a clear agenda, focus on sales activities and methodology, and avoid dominating the conversation. Whether you're a seasoned sales leader or just starting, this episode provides valuable insights into creating engaging and effective sales meetings that help your team achieve their goals.

May 10, 202321:06
Unlock Your Sales Potential: Transforming Your Sales Process to Close More Deals | The Ask The Right Questions Podcast Edition

Unlock Your Sales Potential: Transforming Your Sales Process to Close More Deals | The Ask The Right Questions Podcast Edition

In this power-packed episode, join our insightful discussion on how sales leaders can create a helpful sales process that closes more deals. Discover the importance of going beyond surface-level stages and embracing a winning mentality. Learn how to leverage the sales process to gather valuable data and support your sales reps without stifling their creativity.

Key Takeaways:

  1. Dive deeper into sales stages and avoid oversimplified steps like "send proposal" and "negotiating."
  2. Embrace a supportive mentality as a sales leader, fostering growth and learning among your reps.
  3. Understand the value of a well-structured sales process and how it benefits data collection and rep guidance.
  4. Equip your reps with the tools to take control of the sale, even when prospects are eager and fast-moving.
  5. Simplify CRM integration to avoid overwhelming reps and ensure efficient data collection.

Subscribe to our channel for more invaluable insights, and don't forget to share this episode with fellow sales leaders looking to enhance their sales process.

Tune in to our podcast on significant platforms for more in-depth discussions on the go!

May 02, 202330:35
Sales Pipeline Power-Up: Unlocking Social Media Success for Leaders & Reps

Sales Pipeline Power-Up: Unlocking Social Media Success for Leaders & Reps

Master the art of building a robust sales pipeline using social media in this must-listen episode for sales leaders and reps! With AI tools making it easier to send cold emails and Google ramping up its SPAM call detection, creating meaningful online content is more critical than ever to stand out and connect with your audience.

Tune in to uncover our top takeaways that will maximize your team's potential and skyrocket your sales:

  • Ditch the sales pitch: Focus on sharing valuable content that resonates with your audience rather than pushing sales messages.
  • Identify your targets: Understand your content's who, what, and why and align it with your rep's objectives to achieve maximum impact.
  • Empower your team: Train your sales reps on content creation and sharing, helping them find their ideal medium to connect with their audience.
  • Embrace the long-tail approach: Teach your team the art of serendipity in content sharing and how it can lead to unexpected sales opportunities.
  • Foster a supportive environment: Encourage your team to support each other publicly while providing constructive criticism privately to help each other grow.
  • Integrate with your prospecting process: Combine social media content sharing with prospecting and profile reviews to create a well-rounded sales approach.
  • Set and track KPIs: Measure your team's success using key performance indicators to ensure continued improvement.
  • Leverage AI: Learn how to harness the power of artificial intelligence in your social media strategy for a cutting-edge sales approach.

Don't miss this insightful episode that will help sales leaders and reps transform their social media presence and build a thriving sales pipeline.

Subscribe now and start reaping the rewards!

Apr 25, 202340:33
Top Sales Mistakes: Saving Your Team from Common Pitfalls - The Ask The Right Questions Podcast

Top Sales Mistakes: Saving Your Team from Common Pitfalls - The Ask The Right Questions Podcast

In this episode of The Ask The Right Questions Podcast, we dive deep into the top sales mistakes that might be holding your team back and share actionable strategies to overcome them. Discover how to:

  1. Shift your team's state of mind to focus on helping prospects rather than just selling the product.
  2. Encourage active listening by reducing excessive talking, enhanced by role-playing exercises.
  3. Avoid pitching too early and fine-tune your sales process to uncover critical insights before pitching.
  4. Improve communication by asking more open-ended questions, again using role-playing to build confidence and skills.
  5. Leverage the power of your CRM to streamline sales efforts and boost overall performance.

Don't let these common sales blunders stand in the way of your team's success.

Tune in to this insightful episode as we reveal how to tackle these challenges head-on and elevate your sales game.

Apr 04, 202335:01
Unlocking Sales Success: Master the Customer Journey for Lasting Relationships - A Must-Listen Episode for Sales Leaders

Unlocking Sales Success: Master the Customer Journey for Lasting Relationships - A Must-Listen Episode for Sales Leaders

Dive into the secrets of sales success by mastering the customer journey in this must-listen podcast episode explicitly crafted for sales leaders! Uncover why grasping your customers' journey is vital to nurturing enduring relationships and propelling your sales performance to new heights.

In this enlightening episode, we delve into the following:

  1. The significance of dedicating time to understanding the customer journey and how this collaboration paves the way for a smooth, engaging experience.
  2. Embracing a small-shop mentality to intimately comprehend the customer journey, enabling you to fine-tune your approach and meet their requirements.
  3. The power of concentrating on the customer journey to ensure you're addressing their pain points and aspirations, resulting in heightened customer satisfaction and loyalty.

Don't miss these transformative tactics for advancing your sales career and fostering unbreakable customer bonds. Listen now and revolutionize your perspective on the customer journey!

Mar 28, 202337:40
How To Get Your Sales Team To Run Great Discovery Calls

How To Get Your Sales Team To Run Great Discovery Calls

This episode describes getting your sales team to run great discovery calls.

  • Should you tie your questions into the CRM?
  • Should you have a set of questions that all reps should use (and stick to)?
  • Why do we say reps need specific training to ask these questions?
  • And why do we need discovery calls at all?

If you watch the show now, you'll discover that reps mess up their discovery calls because they don't care about or don't know the business they're talking to. They're also excited about selling - they know the answer, so they're simply looking for a moment in the conversation to demonstrate that.

To help their reps, sales leaders need to:

  • Train reps on asking the questions to understand the challenge so the prospect can see you're the solution.
  • Conduct role plays and training on asking these questions.
  • Make the most of the training on discovery.
  • Review their sales process and realize that discovery may be more of a phase than a step in the CRM.

Watch now.

Mar 21, 202339:37
From Good to Great: Elevate Your Sales Performance with Role-Play and Simulations

From Good to Great: Elevate Your Sales Performance with Role-Play and Simulations

Welcome to Ask The Right Questions! 

In today's episode, we discuss how you can take your sales performance from good to great by incorporating role-play and simulations into your training.

Whether you're a sales leader or a salesperson looking to improve your skills, this episode is for you. We'll dive into the benefits of using role-play and simulations, share success stories from sales teams who have implemented these strategies, and provide practical tips for incorporating them into your sales training. 

Don't miss this opportunity to elevate your sales game - tune in now!

Mar 14, 202328:29
The Four Pillars of a Strong Employer Brand for Hiring Salespeople

The Four Pillars of a Strong Employer Brand for Hiring Salespeople

In this episode, we delve into the crucial role that employer branding plays in attracting and retaining top sales talent.

With so many companies vying for the best salespeople, standing out and making a lasting impression is imperative.

In this episode, we break down the four pillars of a strong employer brand to help you hire better salespeople. These pillars include:

  • understanding your company's identity,
  • understanding your ideal candidate,
  • streamlining your interview process, and
  • crushing onboarding.

By following these tips, you'll be able to attract the best salespeople to your team and build a solid and successful sales team.

Don't miss out on the opportunity to learn how to hire better salespeople with a strong employer brand. Listen to the episode now!

Mar 07, 202341:13
Why Personalizing Your Sales Approach is Crucial for Closing More Deals: Insights for Sales Leaders

Why Personalizing Your Sales Approach is Crucial for Closing More Deals: Insights for Sales Leaders

Are you tired of seeing your sales reps struggle to close deals, despite following a rigid sales process?

The truth is one size doesn't fit all in sales. That's why personalizing your sales process is crucial for success. In this episode, we reveal the top takeaways to help you implement a more effective and efficient sales process that will deliver results.

Join us as we discuss the importance of ensuring that your sales process helps reps close deals rather than hindering them. 

We dive into how to capture the insights of your top-performing sales reps to uncover the personalization strategies they use intuitively. You'll learn the importance of documenting your sales process, clarifying what a good representative means for your team, and implementing the changes using HubSpot.

We also cover the role of enablement tools in supporting rep learning and driving change management. 

With our top takeaways, you'll be able to personalize your sales process to meet the unique needs of your buyers and close more deals. 

Tune in to learn and improve your sales performance today.

Feb 21, 202319:40
The Sales Leader's Guide to Achieving Work-Life Balance and Avoiding Burnout: Strategies for Maximizing Team Success

The Sales Leader's Guide to Achieving Work-Life Balance and Avoiding Burnout: Strategies for Maximizing Team Success

In this episode of Ask The Right Questions, we delve into the critical issue of maintaining mental health and well-being in the sales industry. 

As a sales leader, it's essential to understand the role you play in your team's performance and well-being. In this show, we'll discuss the expectations you should have for your team and provide practical tips to promote mental health in the workplace. 

You'll learn about the eight elements contributing to a supportive work environment and how to use your CRM to identify early signs of burnout in your team. 

Join us as we explore the vital role sales leaders play in promoting the health and well-being of their teams. 

Listen now to unlock the secrets to maximizing your team's success and avoiding burnout.

Feb 03, 202329:31
Empathic Selling: Understanding and Leveraging Emotions in the Sales Process

Empathic Selling: Understanding and Leveraging Emotions in the Sales Process

Welcome to "Empathic Selling," where we explore the power of emotions in the sales process and how understanding your customers' emotions can lead to more successful sales outcomes.

In this episode, we'll discuss the importance of being aware of the role emotions play in the sales process and how sales leaders can expect their salespeople to be mindful of feelings and their significance throughout the sales process. We'll also discuss the importance of looking out for how people feel through body language and words and being aware of your reps' emotions.

We'll explore how a prospect's emotions can switch between the beginning and end of the sales process and how to be aware of this and include it in role plays, coaching, and training. We'll also cover practical steps that sales leaders can take to operationalize the use of emotions, including playbooks and training, and CI.

By the end of the episode, you'll better understand the role of emotions in sales and how to use empathy to drive successful outcomes. Our top takeaways from this episode include the following:

  • Being aware of feelings and their importance throughout the sales process.
  • Looking out for how people feel (body language, words, etc.).
  • Beware of your reps' emotions.
  • Be aware that prospect emotions switch between the beginning and end of the process.
  • Include the role of emotions in coaching and training.
  • Incorporate playbooks and training to operationalize the use of emotions.

Thank you for joining us on "Empathic Selling." We hope you found this episode informative and actionable. 

Be sure to subscribe to our podcast for more valuable insights on leveraging emotions in sales.

Jan 27, 202329:24
Is Product Knowledge Important in Selling?

Is Product Knowledge Important in Selling?

Is product knowledge essential in sales? My answer - it depends.

Do you have a complex, expensive, or technical product? Then yes, it's vital for your salesperson to deeply understand your solution and be able to speak confidently about it.

But in smaller, simpler sales environments - you don't need that same level of knowledge. The wins come from identifying a prospect's pain and determining if your solution can solve it.

In this show, we explain why:

  • Salespeople need to understand what the product does. Still, it can't be a veil to push a product.
  • Sales leaders must focus on finding people who are good at communicating with clients.
  • Sales leaders should use their Conversation Intelligence tool in HubSpot to identify product and communications coaching moments.
Jan 20, 202326:02
Why Sales Leaders Should Care About the Company's 2023 Marketing Plan

Why Sales Leaders Should Care About the Company's 2023 Marketing Plan

Alyssa Milot, a Fractional CMO at The Zen Strategy, talks about why sales leaders need to care about their company's 2023 marketing plan and how sales leaders benefit from knowing their company's 2023 marketing plan.

Your company's 2023 marketing plan is more than just a document. It's a roadmap for the future of your business, and it needs input from all stakeholders.

In this episode, we're talking to Alyssa Milot about why sales leaders need to care about their company's 2023 marketing plan.

Sales leaders have a lot on their plates. They're responsible for setting revenue targets, meeting clients, and developing new sales strategies. And that's just the tip of the iceberg!

As a sales leader, you've got to keep your finger on the pulse of your company's business strategy—especially when it comes to marketing. 

  • But what exactly does that mean?
  • What is a marketing plan?
  • How do you use it?
  • And why should sales leaders care about it?
Jan 13, 202338:20
This is How Smart Sales Leaders Help Their Sales Reps Go About Listening In Sales Conversations

This is How Smart Sales Leaders Help Their Sales Reps Go About Listening In Sales Conversations

The best sales leaders help their reps actively listen during a sales conversation.

Salespeople are in a unique situation. They have the burden of making their quota and doing whatever it takes. Still, they also have the power to develop relationships with their customers to help them grow their business over time.

Sales reps should focus on listening and understanding the customer's problem. To do that, they need to ask questions and listen deeply to uncover the pain points or challenges that keep the customer up at night—the business problems they need to solve.

A great question could also help sales reps gain empathy, understand the pain points better, and explore other potential solutions with the customer.

Asking questions is how a salesperson can exercise active listening in a sales conversation, helping them adapt and adjust their approach when the needs of the customer change throughout the discussion.

This episode discusses why sales leaders play a significant role in helping their salespeople actively listen and what leaders can do to help a salesperson get better. If they're not listening, it's hard to pick up on what the other person is saying.

In this episode, you'll hear:

  • What a salesperson should do,
  • What top sales leaders do to help their teams, and
  • How to operationalize coaching to scale your efforts and improve results over time.

We leave you with the top takeaways.

Dec 23, 202224:47
How To Make Sales and Leadership Assessments Work For You

How To Make Sales and Leadership Assessments Work For You

Everyone knows assessments aren't always the most popular thing. When we don't necessarily have a framework for looking at them as anything other than black and white, it's hard to approach them in any other way. But when done right and leveraged correctly- assessments can help build better teams, build a better business and lead to better results.

Assessments can be beneficial if you're interested in improving your team's sales force or effectiveness. But they don't have to be used so lamely: you can use this information to help your team members improve their skills, mainly when you use the data in your HubSpot CRM.

Sales assessments can be helpful if you're responsible for hiring, training and developing people. But they can also become unhelpful when misused. We're taking a brief look at the power of assessments and how to use those tools to your advantage. This episode offers tips to help you get more out of a sales assessment.

How to make sales and leadership assessments work for you:

  • It's not about right or wrong; use evaluations to establish the strengths and risks of a rep.
  • Know when the examination is being used and the purpose of the evaluation.
  • Talk through the answers with your reps.
  • Operationalize it - don't just leave the results in a file. Add the results to your HubSpot CRM and use it as a 1-on-1 coaching and aggregate data.
  • Work with your sales team to get buy-in.

Contact Paul to use his sales assessment to make the best decisions for your team! https://questionz.ca/

Dec 16, 202239:08
Relationships or Data-Driven Sales?

Relationships or Data-Driven Sales?

Is it time to make sales boring?

I found this interesting read in the Atlantic that argues that baseball has gotten boring because of the Moneyballisation of it. Should we, as sales leaders, aim to make sales boring by focusing on data and scalability?

In parallel, Jon Selig shares a story of reps in a non-SaaS environment where sales are still very much relationship driven.  

So my question is, should we make sales boring or keep the art of it?

Dec 09, 202237:18
Planning 2023- How Sales Leaders Need to Plan 2023

Planning 2023- How Sales Leaders Need to Plan 2023

This is an episode about how sales leaders should plan for 2023 and how sales leaders can ensure success is achieved.

What does sales success look like in 2023? Is top-down goal setting work best? What about bottom-up? What's the role of motivation?

What do sales, your team and the company look like? How will you plan, execute, track and report on that strategy?

Paul and I discuss the following:

  • How sales leaders need to plan 2023
  • How to help your sales reps plan for 2023
  • How to help yourself prepare for 2023
  • How to use HubSpot to keep yourself and reps accountable to help achieve 2023 success

Enjoy the show!

#sales #salesleaders #2023 #planning #plan #planningprocess #goalsetting #motivation #motivate #motivating #motivational #crm #success #innovation #change #transformation #leadership #leaders #futuresales #hubspot #salesdashboard

Dec 02, 202233:44
How The Best Companies Work With A Creative Partner/Agency
Nov 11, 202241:15
Why Most Companies Can't Follow A Sales Process

Why Most Companies Can't Follow A Sales Process

This episode explores the most significant reasons companies have difficulty following a defined sales process and what sales processes offer to organizations and their salespeople. Sales processes allow you to sell more value to your prospective buyer.

The sales team is selling more and selling more value. It seems like it's something most companies would want.

So why do so many get it wrong?

In this show, we answer the following questions.

  • What is the most challenging part of the sales process?
  • Why do most salespeople fail?
  • Why is it important to follow a sales process?
  • Which aspect of the sales process is usually the weakest in most organizations?
  • How HubSpot can help you follow your sales process.

Enjoy the show!

Nov 04, 202237:01
Marketing, How Do We Link Lead Funnels to a Larger Marketing Plan?

Marketing, How Do We Link Lead Funnels to a Larger Marketing Plan?

Marketing. It's still one of those things that people either love or hate.

Business leaders can't seem to allocate enough time and resources for marketing. They can't build a scalable marketing practice that can provide sustainable, long-term growth.

Small business owners don't want to wait six months to see results but also want to ensure they're investing in the proper marketing practices.

Too often, companies have a sales-driven approach to marketing. They are more focused on growing revenue today than on building a repeatable process that will allow them to scale their marketing over time.

Marketing teams must balance the urgent need for results with a long-term, sustainable plan to help get them there.

In this episode, Alyssa, Fab and Paul share advice on linking their lead funnels to larger marketing plans so you can balance immediate business needs with long-term growth.

Enjoy the show!

Oct 28, 202233:58
How Do You Hold Sales Representatives Accountable?

How Do You Hold Sales Representatives Accountable?

We often hear this question.

It seems like a simple enough question. If you asked 100 small business owners, you'd get many different answers and opinions. 

Sales reps will always tell you that they're doing great. 

- "I'm doing all the right things!"

- "We're out in the field!"

- "We called all our old customers!"

For every sale, they say, "I was right there with them." So how do we hold sales reps accountable?

Salespeople are self-selling and will sell themselves short before they showcase their lack of skills or knowledge.

When it comes to keeping sales reps accountable, it does not necessarily have a one-size-fits-all or silver bullet system but rather a process where you can blend your current workflows and tools for keeping sales representatives accountable into one central place that everyone on the team uses - so that everyone is on the same page - from operations to managers to heads of reps.

This video explores the why, how, who and when of keeping sales reps accountable: 

  • What does it mean to keep your representatives accountable?
  • Why do you need to keep reps accountable?
  • Who's "job" is it to keep reps accountable?
  • Where do you find the data you need to keep them accountable?
  • How do you keep it updated?
  • When should you be keeping them accountable? Weekly meetings? Daily meetings?
Oct 21, 202230:35
How To Deliver An Elevator Pitch To Inbound and Outbound Leads That Will Convert

How To Deliver An Elevator Pitch To Inbound and Outbound Leads That Will Convert

Stop wasting your leads' time. Stop pitching.

When you meet someone for the first time, how do you get them to pay attention?

Inbound leads are probably further along in the buying process than outbound leads, but does that matter?

Tactically, yes. The truth is, though, no one wants to get pitched.

Instead, try to get things rolling by starting a conversation.

In this episode, Paul and Fab answer these core questions:

  • What's the goal of the elevator pitch?
  • What's the difference between an Inbound lead and an Outbound lead?
  • When should you deliver an elevator pitch?
  • How should you deliver an elevator pitch (via phone, Zoom, email, LinkedIn, etc.)?
  • How can your HubSpot CRM help your reps have the right elevator pitch?
Oct 14, 202239:48
How to Get your Sales Reps Through A Recession

How to Get your Sales Reps Through A Recession

Salespeople are heroes in their way.

They're the ones who are out there on the ground, making the phone calls, looking for new customers and ultimately using their time, energy and expertise to make sure that we're growing your business.

They're amazing.

But, economic uncertainty is plaguing many businesses and sales organizations today. With customers looking to their bottom lines and companies working harder than ever to cut costs, not grow, the prospect of getting new business in the door seems even more challenging. 

In this episode, we discuss working with sales teams during difficult times.

Oct 07, 202224:37