Jeb Blount, CEO of SalesGravy.com and author of People Follow You, joins Kevin to talk about his claims that sales managers are stealing sales reps paychecks! Jeb also talks about why being a sales manager is the most difficult job in the world, and how to build trust with your sales team.
Anthony Iannarino of The Sales Blog joins Kevin to talk about turning your salesforce into "Value Creators." This episode includes 10 steps a salesperson can take to be more strategic, and how this process adds value to both clients and your team.
Gil Cargill is the CEO and Founder of the Cargill Consulting Group, who is North America's premiere sales acceleration coach. When Gil takes a look at revitalizing a sales team, his motto is "It's not your people, it's your process!" Kevin talks with Gil about fixing the process, and therefore fixing your sales.
Kevin chats with Ralph Barsi from Inside View about running multiple sales teams, outbound processing, lead qualifications, and the other essential ingredients to his concept of "Flawless Execution."
Dave Elkington, CEO and Founder of InsideSales.com joins Kevin to talk about inside sales trends, Crossing the Chasm, metrics management, and maximizing the potential of voicemail.
Kevin chats with Ralph Barsi from Inside View about running multiple sales teams, outbound processing, lead qualifications, and the other essential ingredients to his concept of "Flawless Execution."
Ken Krogue, President and Co- Founder of InsideSales.com, comes to the show to talk about his CLOSER system. Ken explains how the elements of Campaign, Lead, Offer, Skill, Effort, and Report combine into a system that can greatly enhance sales productivity.
What do you do when a prospective client all of a sudden goes quiet on you? Kevin welcomes Tim Wackel, President of the Wackel Group, to the show to help guide you out of that situation and get your sale back on track!
This episode takes us on an in depth, and more importantly GUIDED tour of social selling with Matt Heinz, president of Heinz Marketing. Kevin and Matt discuss popular tools like Hootsuite, TwitHawk and NearStream and how these can be focused on improving your sales.
Kevin welcomes Chad Levitt, Account Executive at Hubspot to the show. They talk about how Content is King. Chad is the author of the New Sales Economy blog that focuses on modern sales and marketing strategy, and they talk about how to leverage original content towards sales.
This episode is all about building a lead qualification team. Kevin is talking with Craig Rosenberg, VP of Sales and Marketing at Focus, also known as "The Funnelholic."
Kevin talks with Mark Roberge of Hubspot, a VP who is responsible for increasing sales over %6,000! They talk about shifting any degree towards sales (Mark was an Engineer) adding management layers, and much more.
Kevin talks with Isaac Garcia, CEO and Co-Founder of Central Desktop about raising sales productivity. They discuss demos, sales culture, and how to spot that "special something" in potential hires.
Kevin welcomes Brennan Beyer, VP of Sales with GumGum to talk about how to use advertising to help you get better at selling, selling using third party agencies, and building and KEEPING a strong sales team.
Kevin talks "Seed and Feed" selling with Abe Smith, Vice President & GM, Americas at Mindjet. Kevin and Abe discuss using mapping to boost sales effectiveness, and the importance of "Sipping Your Own Champagne." Plus, Abe tells us what it's like to get a gun pulled on you during a sale!
Leveraging Social Media for sales
The Top Sales Trends in 2012
The Best Sales Questions To Ask
Sales 2.0 and Social Calling
The Front End of the Sales Cycle
Commitment as a Key to Closing Business
