Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible.

Episode Highlights:

• Alea Homison’s role and her unique process for training and new employees
• GLG as a case-study for selling a service
• Sales enablement and the SDR team
• Alea’s 3 stage hiring process
• Creating a positive team culture
• Why daily role-playing with your team is the best thing you can do
• Hyper-personalizing your messaging
• Alea Homison’s top advice for SDR’s beginning to work with sales enablement

Resources:

Connect with Alea Homison on Linkedin or email her at ahomison@glgroup.com

Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented.

In this episode we’re joined by founder and host of SalesTuners, Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client that either party has the right to walk away from the conversation!

Episode Highlights:

• The meaning behind the SalesTuner brand
• Learning through failure
• Qualification versus disqualification
• Creating an “upfront contract” with your prospects
• How to prepare for a team call
• Getting a client to close: Jim’s number one question to ask a client
• Self-diagnosing problem areas
• Funnel math

Resources:

Want more from Jim Brown? Connect with him Linkedin, follow him on Twitter, and check out the SalesTuner podcast!

Download the SalesTuner workbook for free by visiting http://www.salestuners.com/roadmap

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is!

Episode Highlights:

• Introducing Tito Bohrt
• Defining the POD and the round robin factory models
• When to use each type of organization model
• Client success stories
• When is the best time to implement a new organizational structure?
• Account based selling, prospects, and the POD and farming models
• Being pleasantly persistent

Resources:

• “Sales Pods - Nice in Theory, Not so in Practice” blog post by Tito Bohrt

The tech stack Tito Bohrt uses when building early stage sales teams::

• CRM: Salesforce
• Lead Research: Linkedin Sales Navigator, ZoomInfo and Hunter.io
• Sales Automation: Outreach.io
• Phone system: Outreach.io + Jabra Headset
• Pipeline Management: GridBuddy
• E-Signatures: Rightsignature

Why does he use these products?

• Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly
• Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP
• ZoomInfo: The best source for direct lines, lots of accurate emails as well.
• Hunter.io: Good tech to help you guess emails if you don't find them on ZoomInfo
• Outreach.io: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations
• Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough.
• GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be).
• Rightsignature: All the e-sig capabilities you need for an affordable price.

Want more from Tito Bohrt? Connect with him on Linkedin or send him an email: tito@altisales.com

How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need, is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthony’s methods for creating an effective and lucrative sales process.

Episode Highlights:

• Understanding sales by using the OODA Loop
• Why successful prospectors have the mindset of a competitor
• When asking for a referral goes wrong: Why we can’t rely on technology to do our work for us
• “Automation is marketing, not selling”: Why you can’t automate intimacy
• Creating value for multiple personas
• Getting into an efficient sales rhythm

Resources:

• The Only Sales Guide You’ll Ever Need by Anthony Iannarino
• Boyd by Robert Coram
• Robin Dunbar’s Research
• Check out Anthony’s website for daily blogs and his YouTube channel for daily videos
• Want to see Anthony speak? Follow his schedule with Outbound Conference

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people?

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult.

Episode Highlights:

• Jeb Blount’s inspiration for writing Sales EQ
• The fight or flight response in sales
• How to control your own fear and anxiety while on the phone with a prospect
• The Universal Law of Awareness in Sales
• Identifying the different types of intelligence and making them work for you
• Doing qualification the right way
• Walking away from a prospect that doesn’t value your time
• The differences between having discipline and having habits
• Jeb’s steps for continuing your education

Resources:

Books Mentioned:

• Insight Selling by Mike Schultz and John E. Doerr

• Challenger Sale by Matthew Dixon and Brent Adamson

• Thinking Fast and Thinking Slow by Daniel Kahneman

Jeb Blount: 

• Fanatical Prospecting

• Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal 

• Visit SalesGravy for resources from top sales professionals
• Check out Jeb’s personal website for blog posts and other content
• Follow him on Instagram, Twitter, Facebook and Linkedin