Discover five areas that sales teams need to work, improve and perfect to do well in sales.

Five core areas impact success in sales, and Paul and Fab talk about the pillars in detail today.

Enjoy the show!

They aren't fun. They're frustrating. They can through you off.

But, sales objections are a part of sales.

They often come at the beginning of your sales process and at the end, so Paul and Fab go deeper on sales objections to help you understand them and deal with them.

Hint: It's all about asking questions.

Enjoy the show!

How should you think about pricing your product or service?

In this episode, Paul and Fab talk about adding value and setting your prices.

Enjoy the show!

As more salespeople try out LinkedIn Automation, we decided to give our point-of-view.

...We talk about all that and more.

One last note, this isn't about whether or not it goes against LinkedIn's TOS. It's LinkedIn's platform, and they can do what they want with it. If you use automation and you get in trouble, that's on you.

Enjoy the show!

Closing deals isn't something that happens at the end of your sales process.

It's not an event waiting to happen.

It's all the things you do between the first outreach to the moment a client signs on.

In this episode, Paul and Fab talk about all the things reps need to do to close their deals

There's only one way to sell the value of your product or service.

If you're answering yes, it's probably that you don't know how to sell the value of what you offer.  

In this episode, Paul and Fab discuss how to sell value.  

Enjoy!

Are your salespeople using your CRM, or do they scramble to update it at the end of the month?

If they're scrambling, there's a good chance the system isn't set up to help them succeed.\

In this episode, Paul and Fab share advice on how your reps should use the tool at each stage of their selling process.

In this episode, Paul and Fab riff on sales processes and HubSpot.

Often the sales process implemented in the CRM ends up being a list of tasks and to-dos.

Your CRM is only a tool.

Your sales process is the strategy you want to deploy to attract, find and engage new clients.

This strategic effort is made up of three parts.

If you're struggling with your sales process, you'll want to listen to this.

This episode is a webinar recording Paul did for his company Questionz.

During the session, he covers the four cornerstones of asking great sales questions:

Asking great sales questions is arguably the most critical sales skill. It allows you to qualify prospects, determine how/if you can help them and facilitates the close.

Enjoy the show!

Link to the show on YouTube: https://youtu.be/O-cJtHFnlYI

Setting sales targets can be tricky.

Especially when there's a disconnect between what sales can deliver and revenue needs.

Which, more often than not, means sales are on the hook for unattainable quotas. And, in turn, this impacts marketing, customer service, operations and then the entire organization.

In this episode, Paul and Fab share advice on how to set realistic sales targets.