GrowthPulse - The B2B Sales Podcast

GrowthPulse

We dive deep into the world of Business-to-Business (B2B) Sales and how businesses can get the most out of their investment in Sales people, Sales Systems & processes - the lifeblood of any thriving business. We explore a range of  Sales topics as well as speak to some of the industry's thought leaders, vendors, success stories and people just like you who have won and failed on their journey in business & sales.


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Episodes

Become the Sales Rep every VP wants to hire with Jonjo O'Hara | GrowthPulse The B2B Sales Podcast
Jun 18 2024
Become the Sales Rep every VP wants to hire with Jonjo O'Hara | GrowthPulse The B2B Sales Podcast
Imagine transforming the grit and competitiveness of a professional athlete into the world of sales. That's precisely what Jonjo O'Hara, our distinguished guest and former Bradford City footballer, has done. You’ll hear Jonjo’s compelling journey from the football pitch to founding a thriving recruitment firm in Australia, unraveling how resilience and a competitive spirit are crucial in both sports and sales. He shares his keen insights on identifying top sales talent and overcoming initial challenges in the demanding recruitment industry.What makes a salesperson exceptional? From nurturing a robust network to maintaining genuine curiosity, we dissect the indispensable qualities that set star performers apart. Junior salespeople will learn the importance of curiosity, while seasoned professionals will benefit from understanding the role of emotional intelligence in navigating complex interpersonal dynamics. We also highlight the significance of grit and resilience, often honed through personal challenges or athletic pursuits, and provide actionable methods to assess these traits during the hiring process.Effective sales leadership and team building are pivotal in today's dynamic market. Discover how diversity and complementary skill sets can propel teams to new heights, avoiding the stagnation of groupthink. We’ll guide you through mastering the evolving recruitment dynamics of 2024, where thorough preparation and value-driven discussions are non-negotiable. Learn best practices for recruiter-candidate relationships, including personalized coaching and dry runs. Finally, we conclude with essential tactics for honing your sales skills, stressing problem-solving, adaptability, and the power of personal branding within niche markets. Join us for an episode packed with actionable insights and expert advice!
The power of Solution Engineers with Dan Bogner | GrowthPulse The B2B Sales Podcast Ep23
Apr 21 2024
The power of Solution Engineers with Dan Bogner | GrowthPulse The B2B Sales Podcast Ep23
Unlock the secret symphony of sales success with Dan Bogner, a maestro in the tech sales arena with a storied career at Salesforce, DocuSign, and HubSpot. This episode is a masterclass in the transformative power of Solution Engineering, a vital yet often unseen engine in the B2B sales process. Experience firsthand how sales leaders, akin to conductors, deftly harmonize their teams to resonate with customer needs, with Dan providing a backstage pass into the strategic maneuvers that make a winning sales narrative.Embark on a journey through the evolving landscape of Solution Engineering, where we chart the course from passive product demonstrations to strategic partnerships that shape the sales story. Witness the delicate dance between sales engineers and sales teams, as Dan dissects the friction and fusion of their roles, advocating for the early and essential involvement of Solution Engineers in the discovery phase. It's not just about selling; it's about building trust, tailoring solutions, and the disciplined 'glass half empty' approach to due diligence that culminates in robust deals.To cap off our exploration, we traverse the intricate relationship dynamics between Account Executives and Solution Engineers, emphasizing the respect and trust that propel these partnerships to new heights. Dan offers a candid glimpse into the leap from engineering solutions to leading sales, underscoring the pivotal mindset shift and collaboration required for such a transition. Through the lens of effective deal review strategies, we underscore the collective efforts needed to orchestrate a successful sales close—ensuring every note of the process contributes to the grand finale of a successful deal.
Resilience and Prospecting with Ralph Fontelar | GrowthPulse The B2B Sales Podcast Ep22
Apr 4 2024
Resilience and Prospecting with Ralph Fontelar | GrowthPulse The B2B Sales Podcast Ep22
Ever been knocked down by a tough rejection only to get back up, dust yourself off, and close that seemingly impossible sale? Well, that's the spirit of resilience that we unpack on our latest episode, where we navigate the choppy waters of sales prospecting with a spirited discussion around the critical concepts of 'visit,' 'fit,' and 'value.' I'm joined by my co-host, and we dissect the lessons learned from my own career shift into the dynamic realm of IT recruitment, along with the bustling tech innovation happening right in Adelaide. For anyone in sales or considering the leap, this episode is a must-listen, offering a goldmine of strategies honed from the front lines of the industry.We don't just stop at resilience; we take a deep dive into the mindset and preparation tactics that turn good salespeople into great ones. The episode peels back the curtain on crafting an engaging sales story and the problem-solving approach that can turn each call into a new opportunity. We share firsthand how the right opening pitch can capture a prospect's attention and the immense power of humanizing the sales process. Our conversation swings from the empathetic nuances of executive engagement to the action-packed anecdotes that will shape the way you view your role in the life cycle of a sale.Closing out, we offer a treasure trove of insights specifically tailored for the up-and-coming sales professionals thirsty for that edge to excel. We dissect the 'Create, Advance, and Close' process, pinpointing the need for proactive pipeline creation and laser-focus on key sales activities. As we wrap up with tales from my SAP tenure, we underline how active listening and the art of learning from mistakes are the quiet heroes in the narrative of sales success. Tune in to carve out your pathway to connecting, engaging, and triumphing in the high-stakes world of sales.
Craft Winning Customer Stories with Mel Cripps | GrowthPulse The B2B Sales Podcast Ep21
Mar 7 2024
Craft Winning Customer Stories with Mel Cripps | GrowthPulse The B2B Sales Podcast Ep21
Unlock the secrets to elevating your sales game with Mel Cripps, a mastermind in advocacy marketing from Salesforce, who takes us on her remarkable journey from intern to industry giant. She doesn't just talk shop; she hands us the keys to the kingdom, revealing how crafting compelling customer stories can catapult your B2B sales into the stratosphere. Tune in for a master class on intertwining sales prowess with the subtle art of customer advocacy, a strategy that's shaping the future of sales success.In the realm of sales, one size never fits all. Mel schools us on the tactical use of customer references tailored for every character in the decision-making play, from the number-crunching CFO to the detail-oriented project manager. This episode isn't just about stories; it's about strategy. It's about spinning a yarn that's so authentically engaging, it transforms prospects into partners. We're lifting the veil on the common tripwires that sales folks stumble over and showing you how to dodge them with the grace of a seasoned pro.As we round out this episode, we delve into the nuanced dance of trust-building in government sales and peer-driven Australian markets. Mel offers a fresh perspective on how not to just survive but thrive in these challenging arenas. She leaves us with an insider's look at navigating the tech career labyrinth and a call to arms for sales professionals to unite with advocacy marketers. Join us for a session that's less about pitching products and more about championing the human connections that drive business forward.
Master Your Sales Forecast with John Moran | GrowthPulse The B2B Sales Podcast Ep20
Feb 20 2024
Master Your Sales Forecast with John Moran | GrowthPulse The B2B Sales Podcast Ep20
In this episode of GrowthPulse, we're thrilled to welcome John Moran, a seasoned sales expert with a remarkable track record at Salesforce. Hosted by Dan Bartels and Simon Peterson, this episode delves into the complexities and nuances of B2B sales, forecasting, and the journey of a sales professional.Navigating the Sales Landscape:John Moran shares his experience and the importance of adaptability in sales, emphasizing the necessity of a broad skill set to excel in today's dynamic B2B environment. He highlights the critical role of continuous learning and staying ahead of evolving customer needs.The Power of Networking:Moran discusses his approach to career breaks and networking, underscoring the value of being open to conversations with a diverse range of individuals. This openness, he notes, has broadened his perspectives and presented him with numerous opportunities, allowing him to carefully consider his next career move.Building the best Sales Forecasting CultureThe conversation shifts to the art and science of forecasting, where Moran points out the common pitfalls in conflating forecasting with performance. He advocates for a culture that distinguishes between predicting outcomes and driving performance, emphasizing the importance of accurate data and trust within teams.Conclusion:Wrapping up, the episode provides invaluable insights into the sales process, from building a successful career to mastering forecasting and nurturing a high-performance sales culture. Whether you're a seasoned professional or new to the field, this discussion offers essential lessons and strategies for excelling in B2B sales.
Overcoming Challenges: The Journey to Success in Sales with Daniel & Simon | GrowthPulse The B2B Sales Podcast Ep19
Dec 4 2023
Overcoming Challenges: The Journey to Success in Sales with Daniel & Simon | GrowthPulse The B2B Sales Podcast Ep19
Ever wondered what it takes to excel in the dynamic field of sales? Seek no more, as we, your hosts Dan Bartels and Simon Peterson, share our journey, experiences, and lessons learned from our stint in sales, teaching, and consulting for big-name companies. We delve into the importance of empathy, adaptability, and continuous learning, as well as the art of embracing new challenges in sales.We pivot the conversation towards the shift in the sales landscape, with insights from a successful sales professional. From his consulting days to experiences working with SAP and Salesforce, we uncover the importance of understanding a product's problem-solving capabilities and the impact of a smart circle. We also discuss the increasing importance of cyber resilience for businesses and deal with the typical sales bias, emphasizing the need for curiosity and open-mindedness. Rounding up, we delve into the heart of sales conversations, discussing the significance of understanding a company's business model for value-based selling, and the art of decision making when purchasing software solutions. We tie up the episode with a compelling conversation on trust-building, highlighting the importance of honesty, even when it means admitting limitations. Whether you're a seasoned sales professional or a novice in the field, this episode offers a wealth of knowledge in navigating the complex realm of sales, decision-making, and trust-building. Don't miss out!
The Power of Consultative Sales with Greg Harbor | GrowthPulse The B2B Sales Podcast Ep 18
Nov 20 2023
The Power of Consultative Sales with Greg Harbor | GrowthPulse The B2B Sales Podcast Ep 18
Welcome to Growth Pulse, where curiosity fuels sales, leadership reigns supreme, and continuous learning is key. Buckle in as we host Greg Arbour, a seasoned sales leader with a fascinating journey from consulting to tech vendor at none other than SAP. Greg generously lets us in on his career trajectory, illustrating how he evolved professionally, the crucial lessons he picked up along the way, and his steadfast belief in the power of industry expertise and lifelong learning.We're also getting an exclusive look into Greg's winning sales strategy. Hear how he turned a client's business problem into an amazing $4 million deal using just his understanding of leadership perspectives and business processes. Greg's insightful discussions about building trust, sparking curiosity, and the immense value of collaboration in the tech space will leave you with an enriched perspective. We then venture into the virtual workspace, offering much-needed advice to the young guns ready to make their mark in the sales field.But that's not all; Greg leaves us with some timeless leadership principles that have stood the test of his 30-year career in tech. From leading by example and truly engaging with your team to the importance of fun in the process - Greg has it all covered. Tune in as he shares his unique insights and foundational principles that have propelled him to success. If you're looking to drive future pipelines and deliver predictable business outcomes, this episode is an absolute must-listen. So join us in this enlightening conversation brimming with invaluable insights and advice for all sales professionals.
Mastering the Startup World with Mark Randall | GrowthPulse The B2B Sales Podcast Ep 17
Oct 30 2023
Mastering the Startup World with Mark Randall | GrowthPulse The B2B Sales Podcast Ep 17
Buckle up for an enlightening conversation with Mark Randall, a tenured leader in B2B sales with unparalleled expertise in advancing startups from ground zero to IPO. Embark on a fascinating journey through the cutthroat world of startups in the APAC region, where Mark shares invaluable insights into the pivotal role of a robust professional network in circumventing costly hiring missteps. Listen as he recounts his unique experiences with WP Engine, Bulletproof & Rackspace whose team scaled their way to IPO while he lead their Australian and APAC teams.Mark introduces us to his latest venture - Australia Go-to-Market, a beacon for local startups and global tech companies alike, offering top-tier consulting, insightful recommendations and part-time Head of Sales CRO support. As we navigate this conversation, Mark elucidates on his adaptability mantra, adjusting his leadership style to the unique needs of each venture, while underlining the significance of apt resources and support, the bedrock of any successful startup. Delve deeper as we discuss the intricacies of penetrating new markets, dissect the impact of cultural nuances on purchasing behaviour, and the influence of local employment laws on the talent pool. As we reach the heart of our conversation, Mark and Simon offer their perspectives on cultivating a dynamic team of self-starters in the chaotic universe of startups. They delve into the quintessential qualities they seek in their sales teams – resourcefulness, independence and drive - to weather the storm of uncertainty that startups often find themselves in. Gain valuable insights into the art of hiring, formulating a go-to-market plan, and the influence of imposter syndrome on decision-making. Tune in to glean Mark’s invaluable advice for budding entrepreneurs and team leaders, a culmination of a lifetime of experience and hard-earned wisdom.
The Art of Building Personal Connections in Sales with Guy Collison | GrowthPulse The B2B Sales Podcast Ep16
Oct 18 2023
The Art of Building Personal Connections in Sales with Guy Collison | GrowthPulse The B2B Sales Podcast Ep16
Ready to step your sales game up a notch? Join us as we sit down with the seasoned sales expert, Guy Collison. With a hefty resume boasting names like Salesforce,  Oracle, and Macquarie Bank, ,Guy shares the secret sauce to building resilience, establishing trust, and creating strong personal connections in the sales industry. With anecdotes from his time dealing with the big four banks, industry super funds, and sprawling retail chains, this episode is a deep-dive into the riveting world of sales.Guy's journey is a testament to the importance of networking and reputation. Hear him recount his early days in the banking industry, a chance meeting, and a little bit of liquid courage that propelled his career in the tech industry. Discover how his experiences at Salesforce fine-tuned his knack for building relationships. Gain insight on the psychology of resilience and learn how to navigate the never-ending sales cycle. Who said deals couldn't be forecasted? With Guy's wisdom at your fingertips, learn to steer the sales cycle like a pro!But that's not all. We tackle the fascinating topic of cultural differences in business. From German to Chinese banks, Guy's global experiences shed light on the nuances of spotting decision-makers and understanding body language. But wait, there's more! We round off our chat with a serious note on mental health and career shifts, especially during an economic downturn. This episode isn't just a walk through Guy's sales career; it's a treasure trove of invaluable lessons. If you're in the sales industry or even just curious, buckle up for a transformative journey.
Spy Games in Sales: How to Think Like an Intelligence Officer and Win with Danielle Pearson | GrowthPulse The B2B Sales Podcast Ep15
Oct 9 2023
Spy Games in Sales: How to Think Like an Intelligence Officer and Win with Danielle Pearson | GrowthPulse The B2B Sales Podcast Ep15
Ever wonder how being a Critical Thinker can lead to success in sales? Get ready to find out in our latest conversation with Danielle Pearson, a seasoned sales professional with a career extending from the US military & the intelligence community to the top end of commercial & enterprise sales. Danielle's riveting journey features stints in consulting, critical thinking, and analytics, culminating in her current role in Australia. Her wisdom on the need for reflection in decision-making offers valuable insights for all.Sit tight as Danielle unveils the magic of applying critical thinking in decision making, and how it helps untangle intricate problems. With her diverse experiences, she ingeniously draws parallels between an engineer's approach and the traits of accomplished salespeople. Danielle's tenure at Salesforce, Deloitte & Accenture has honed her comprehension of customer data and digital transformation, equipping her with a unique approach to successful sales.Lastly, prepare to explore the landscape of thought leadership and the trials of scaling businesses with Danielle. She'll delve into her experiences in the SaaS environment, the scale-up space, and how her time at Salesforce continues to prove invaluable. She stresses the importance of understanding your customer base and acknowledges the problem your product or service aims to solve. As a bonus, Danielle offers some intriguing data from Blackbird on VC portfolios and their implications for scale-ups. Brace yourself for a thrilling ride through Danielle's career and wisdom!
Empathy and Entrepreneurship: Scaling a Service-Based Company with Special Guest Adam Cordner | GrowthPulse The B2B Sales Podcast Ep14
Sep 26 2023
Empathy and Entrepreneurship: Scaling a Service-Based Company with Special Guest Adam Cordner | GrowthPulse The B2B Sales Podcast Ep14
Strap in as we master the tightrope walk of scaling a service-based company with none other than Adam Cordner. Adam’s rollercoaster journey from a special effects artist to software leader & investor is chock-full of invaluable insights that promise to redefine how you perceive business growth and investment risks. Whether you’re an entrepreneur, an investor, or a curious listener, Adam’s unique perspective, derived from a diverse career and a coffee pod venture, is sure to leave you richer in knowledge and understanding.Our conversation with Adam not only peels back the layers of his fascinating career journey but also dives deep into the heart of sales strategies and the investor mindset. Imagine owning the power to think like an investor while selling, and using this to help customers buy instead of just selling to them. Intrigued much? We unravel this and more, while also exploring the concept of 'helping people buy' and how that intertwines with customer service to create an unforgettable customer experience. In the realm of sales, understanding your customer is the compass that guides your ship. In our enlightening chat with Adam, we navigate the importance of empathy, customer-centricity, and the strategic use of CRM to identify potential customers. We also delve into the realm of disruption, discussing how to bridge the gap between customer expectations and company offerings. By the end of this episode, you'll not only have a new perspective on business growth and sales strategy but also a renewed understanding of your customer's needs. Tune in for an episode brimming with practical tips, transformative insights, and thought-provoking discussions.
From Stress to Success: Building strong, resilient mental health in sales with Bronwyn Pendaglion | GrowthPulse The B2B Sales Podcast Ep13
Sep 14 2023
From Stress to Success: Building strong, resilient mental health in sales with Bronwyn Pendaglion | GrowthPulse The B2B Sales Podcast Ep13
In this special episode of GrowthPulse, the B2B Sales Podcast, hosts Daniel Bartels and special guest Bronwyn Pendaglion shed light on a crucial yet often overlooked facet of sales: mental well-being. As professionals deep dive into the intricate nuances of B2B sales, it's essential to recognize that genuine human connections, fueled by empathy and understanding, can drive successful sales conversations.The Power of Physical Health in Mental Well-being:One cannot underscore enough the intrinsic relationship between physical health and mental robustness. A surprising revelation indicates that regular exercise might offer a more substantial positive effect on mental health than even some prescribed drugs. Encouraging daily physical activities, even if it's just a brisk walk in the sun, can lead to profound improvements in one's mindset, which can directly influence sales outcomes.The Science of Starting Right:Bronwyn Pendaglion introduces listeners to a transformative morning routine - a simple outdoor walk. As the day breaks, spending just 20 minutes with an elevated heart rate can lead to enhanced neural function, setting a positive and energized tone for the day. This routine is not just about physical well-being but serves as a mental stimulant, vital for sales professionals aiming for daily wins.The Role of Animal Companionship:The unconditional love from a pet, especially dogs, can be an unsung therapeutic experience. Amidst the hustle of B2B sales, having a loyal companion can act as a grounding anchor, offering moments of joy, love, and a mental reset.Genuine Human Connections in Sales:The essence of "Are You Okay Day" transcends beyond a date on the calendar. It's a reminder that at the core of every sale, there's a human connection. By genuinely checking in, offering authentic concern, and listening without judgment, sales professionals can forge deeper relationships, making business interactions more fruitful.This episode of GrowthPulse delves into the heart of what truly matters in B2B sales – genuine human connections and a balanced mental state. As sales professionals navigate through strategies, techniques, and best practices, it's essential to remember that nurturing one's mental health and cultivating real connections can be the game-changers in the world of sales.To meet or speak with Bronwyn Pendaglion:Website - www.penhaligons.com.auLinkedIn - https://www.linkedin.com/in/bronwyn-penhaligon-32977313/Instagram - https://www.instagram.com/penhaligonapppsych/Facebook - https://www.facebook.com/PenhaligonAP
Showbiz + Sales: How Entertainers close Million Dollar Deals! with Master Illusionist Sam Powers | GrowthPulse The B2B Sales Podcast Ep12
Sep 7 2023
Showbiz + Sales: How Entertainers close Million Dollar Deals! with Master Illusionist Sam Powers | GrowthPulse The B2B Sales Podcast Ep12
Welcome to another exciting episode of GrowthPulse: The B2B Sales Podcast. In this episode, we had the pleasure of hosting a very special guest, Sam Powers, a renowned illusionist, and magician. But don't be fooled by his profession; Sam is also a sales expert in his own right. He shared invaluable insights into the world of sales, drawing parallels between the art of selling and the world of illusion. Join us as we uncover the secrets behind creating unforgettable customer experiences and the psychology of selling.The Magic of Customer Experience:Sam's journey in the world of illusion taught him the importance of creating unforgettable memories. He emphasizes that the key to successful sales lies in focusing on the customer experience. Just as he crafts magical moments for his audience, sales professionals must strive to make every customer interaction memorable. From the moment a potential client encounters your product or service to the post-sale meet-and-greet, every touchpoint should leave a lasting impression.Emotional Selling:Sam's captivating performances go beyond wonder; they evoke a range of emotions. He highlights the significance of psychology in sales. To connect with customers on a deeper level, understanding their emotional triggers is essential. By identifying and appealing to these triggers, salespeople can craft compelling narratives that resonate with their audience. It's not just about selling a product; it's about selling an experience that fulfills emotional needs.The Customer Journey:Sam draws parallels between the customer journey and the various stages of his magic shows. Each step, from purchasing tickets to the final applause, plays a crucial role in the overall experience. He underlines the importance of consistency and attention to detail throughout this journey. Whether it's a live show or a B2B sales process, maintaining a high standard at every touchpoint ensures customer satisfaction and fosters loyalty.Building Long-Term Relationships:Sam shares personal anecdotes about clients who have hired him repeatedly over the years. The key takeaway is the significance of building long-term relationships. Just as he was rebooked for multiple events, sales professionals should focus on nurturing client relationships. A satisfied customer today can become a loyal client for years to come, bringing recurring revenue and referrals.In conclusion, this episode delves into the artistry of sales by exploring the magical world of Sam Powers. Remember, successful sales aren't just transactions; they're enchanting experiences that leave a lasting impact. Listen in to discover how you can apply these magical insights to elevate your B2B sales game. And as always, stay tuned for more GrowthPulse episodes filled with tips, strategies, and expert interviews to help you master the art of selling.
The secrets of going from Teacher to Million $ Sales Person | GrowthPulse The B2B Sales Podcast Ep11
Sep 1 2023
The secrets of going from Teacher to Million $ Sales Person | GrowthPulse The B2B Sales Podcast Ep11
Welcome to the latest episode of GrowthPulse: The B2B Sales Podcast, where we delve into the world of Business-to-Business sales, exploring the intricacies of sales processes, techniques, and the art of successful client relationships. In this episode, our hosts Daniel Bartels and Simon Peterson are joined by Ian Barker, a seasoned sales leader with a remarkable journey from BDR to AE to leading sales teams. Together, they uncover the essential elements of thriving in B2B sales and leadership roles.Building Trust and Conviction:Ian Barker kicks off the conversation by emphasizing the significance of building conviction in your product and trust in your team. The importance of believing in the value you offer your clients cannot be overstated. Ian's insights highlight that trust within your team is equally crucial, as it allows for experimentation and learning from failures in a supportive environment. He offers advice on navigating the uncharted waters of startup sales and the vital role of adaptability and learning.Diversity and the Power of Differing Perspectives:The discussion evolves into the importance of diversity in sales teams. Daniel shares a compelling anecdote about building a diverse team that brought in varied backgrounds and experiences, resulting in a wealth of different perspectives that drove success. Simon underscores the value of diversity, not merely for meeting corporate quotas, but for fostering innovation through a mix of skills, perspectives, and backgrounds.Critical Questions and Effective Communication:Ian recounts a real-world sales scenario where critical questions were brushed aside, leading to a missed opportunity. The conversation delves into the power of asking the right questions and truly listening to your client's concerns. Ian advocates for the role of "pessimistic ears," encouraging sales professionals to actively uncover potential roadblocks and address them head-on during the sales cycle. Effective communication, particularly in understanding the client's purchasing process, can make or break a deal.Conclusion:In wrapping up this enlightening episode, our hosts underline the significance of embracing change, consistently learning, and adapting to evolving market dynamics. The journey from a teacher to a successful B2B sales leader is a testament to the power of tenacity, learning from failures, and the unwavering commitment to personal and professional growth.
How to use social to crush your quota with Will Aitken | GrowthPulse - The B2B Sales Podcast Ep10
Aug 16 2023
How to use social to crush your quota with Will Aitken | GrowthPulse - The B2B Sales Podcast Ep10
In this episode of GrowthPulse, The B2B Sales podcast, Daniel speaks with Will Aitken, an expert in social media and growing your sales success through communication, personal branding, and the ever-evolving landscape of social media. Will is acknowledge as one of the top 50 social sales voices on Linkedin and Tik Tok. Will & Dan explore crucial themes that underpin effective sales practices and highlight the keys to building a solid online presence.1. Building Relationships: The discussion begins with an emphasis on the significance of genuine connections with clients. The experts stress that successful salespeople prioritize understanding client needs and solving their problems over pushing products. Building trust and rapport forms the foundation for lasting relationships.Key message: Authentic relationships fuel successful sales by placing the customer's needs at the forefront.2. Pattern Interrupts in Communication: The conversation delves into the concept of pattern interrupts, where breaking away from expected communication norms grabs attention. They highlight the importance of AI in identifying patterns but also emphasize the need for unique and attention-grabbing messages.Key Message: Capturing attention requires innovative communication that stands out from the predictable norm.3. Value of Personal Branding: The experts underscore the power of personal branding, discussing how it enhances credibility and trust. By consistently sharing valuable content, individuals can establish themselves as experts in their field and attract a dedicated following.Key Message: A strong personal brand establishes credibility, leading to higher engagement and customer trust.4. AI's Role in Sales: The discussion touches on AI's role in sales, pointing out that while AI can analyze patterns, it lacks the human touch in unique communication. Genuine, personalized interactions cannot be fully replicated by AI.Key Message: AI can assist but not replace human touch in forging meaningful connections.5. Consistency in Content Creation: Consistency is a key factor in content creation, as highlighted by the podcast hosts. By continually producing valuable content, individuals can steadily build their audience over time.Key Message: Consistency in content creation paves the way for gradual but sustainable growth.6. Mastering Fundamentals: The best sales people master the fundamentals. The experts emphasize that even as technology evolves, the core principles of effective communication and problem-solving remain timeless.Key Message: Proficiency in the foundational skills of sales is essential for success in any era.
Supercharging Your Pipeline: The Impact of Mastering Event Marketing with Andrew Everingham | GrowthPulse The B2B Sales Podcast Ep7
Jul 4 2023
Supercharging Your Pipeline: The Impact of Mastering Event Marketing with Andrew Everingham | GrowthPulse The B2B Sales Podcast Ep7
In this episode of GrowthPulse - The B2B Sales Podcast, we talk to Andrew Everingham. Andrew is the CEO & Founder of Capital E Marketing & Events, one of Australia's leading events & experiences companies specifically for B2B sales businesses. We discuss how to grow your pipeline with marketing & events and in particularly the importance of understanding the audience. We talk about event planning and the need to consider the audience's perspective. We tackle the significance of creating engaging and valuable experiences for attendees, rather than just delivering content. Together we look at how you can plan your event and the content to deliver insight rather than just knowledge to your audience.Next we examine how you get the right audience at your event. We look at the empathy needed when you plan your event content, particularly for executive targetted events. How do you put yourself in the shoes of the audience and tailoring experiences to meet their needs? Lastly, we talk about how you can get your sales team to truly maximise the outcomes from your event investments. We look at how the concept of Account-Based Marketing (ABM) might be an area for your team to consider. Overall, the podcast underscores the significance of understanding the audience, being accountable for one's work, and finding enjoyment in marketing and sales endeavors. It highlights the role of empathy, personalization, and alignment in creating successful marketing campaigns and events.
From a CMO - How can Sales people get the most out of Marketing with Randy Littleson | GrowthPulse The B2B Sales Podcast Ep6
Jun 25 2023
From a CMO - How can Sales people get the most out of Marketing with Randy Littleson | GrowthPulse The B2B Sales Podcast Ep6
In GrowthPulse - The B2B Sales Podcast longtime colleagues, collaborators, sales leaders & SAAS software experts Dan Bartels & Simon Peterson come together to bring to you some of the world's leading sales people, sales leaders, experts in Sales technology &  thought leaders in the best sales methodologies & techniques. Our goal is to share with you some of the lessons and coaching we have experienced during our careers to help you excel in your sales career.In this episode, we interview Randy Littleson. Randy is a world expert in Marketing & how great organisations take their products and solutions to market. He has worked in some of the world's most innovative Public, Private, VC Funded and Startup organisations across his 30 year career.   We discuss some great topics such as: - Why companies need to discover why they are different to stand out?- How to master the crucial company "pitch deck"- How sales and marketing can work together for a common goal- How to capture the attention of your global colleagues to get investment in Australia- The question of where does "Business Development" sit in an organisation- Randy's top takeawaysSUMMARY0:00 Why sales doesn’t go in a straight line anymore.4:30 Why you have to be different first to stand out.10:53 Dan’s love of the corporate pitch deck.12: 05 Randy’s thoughts on pitch decks and how they’re blown out over time.16:12 How to make sales and marketing work better together.20:59 The three things you need to do to make your sales team successful.25:29 Why salespeople lose more than they win in sales.29:53 How to make a better case for investing in the Australian market.34:21 The importance of understanding the annual cycle of your business.40:25 When you first start leading a region or big sales team and you’re given a wad of cash to spend on marketing, the temptation44:39What’s the deliverable? Where does business development sit in sales?49:25 What are the business development roles and responsibilities and rules of engagement relative to the ad?55:26 There are three different types of leads that we see: Inbound, outbound, and near bound.1:02:11 Randy’s key takeaways from this episode.