Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior.
“Selling is an art and a science”- Marc
“Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc
“Salespeople are about helping the customer”- Marc
“People, once they’re trained, will forget it all a week later”-Marylou
How do you become a strong leader? How do you encourage your team to be not just good, but great? My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team.
“Great salespeople usually make poor managers” - Max
“The lone wolf manager can’t manage a millennial sales team. They like collaboration.” - Max
‘It’s a lot easier to be a successful leader than it is to be a poor manager.”- Max
“Stretch, but don’t overstretch when you’re making goals” - Max
Facebook, Twitter, Instagram, Linkedin – there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert on your social media platforms, and the essential skills all new sales development reps need to have.
“The primary function of Linkedin is lead generation”- Kurt Shaver
“When everyone is on a social network, each person is essentially a mini marketer”- Kurt
“Your number one priority is to leverage a common connection with your ideal customer”- Kurt
“Ten connections per day, 22 business days per month, means 220 more connections. That’s how you build your network” - Marylou
On this episode, I’m interviewed by my longtime friend and colleague Gabriel Padva. Gabriel is the founder and principal consultant at 30,000 FT Strategies, a company that focuses on helping companies communicate with their prospects. He is also a CRO at Revenue Accelerator Inc. We go in-depth into the role of the sales development rep, including how to hire them, train them, and promote them into upper management positions. We also discuss the do’s and don’ts of cold emailing, my must-have tools, and the best sales advice I’ve ever gotten.
Gabriel’s question checklist for checking references of potential SDRs
“Always be testing, measuring, and pulling out data. Tell the truth.” - Gabriel
“Using the phone in combination with email and social selling is a great way to ‘warm up the chill’ of cold calling” - Marylou
“You are as equally important as the person that you’re trying to convince to try your product or service” - Marylou