Salespeople struggle with it.

At some point, during your calls and meetings, you'll need to challenge the customer.

Your most significant competitor is the status quo, and you'll need to remind them politely that the status quo is no longer working for them.

In this episode, Paul and Fab share advice on how to challenge your prospects effectively.

If you have a company and you need to grow your business, what should you invest in? Inbound Marketing or Outbound Sales? It isn't always clear cut. In this episode we we look at key factors to consider, including:

We take a look at two concrete examples - two companies in the same space, but who have chosen two different approaches to dominate. Why did they go about it that way? 

Listen to find out...

How do you promote your startup and get your first customers?

It's not easy.

There are tons of competition, no brand recognition, limited budget, more prominent players, small teams. 

The list goes on.

So Paul and Fab sit down with Kate Bradley Chernis, Co-Founder and CEO of Lately - a social media management platform that creates content FOR you with the power of A.I.

We'll be talking about:

And so, so much more.

Enjoy the show!

If you aren't using video for prospecting or through your sales process, you're missing out.  

Video helps you grab a prospect's attention, move deals forward and grow/retain customers.  

In this episode, Paul and Fab sit down with Jacob Fernandes from Vidyard to talk about:

And so much more...

Enjoy the show!

Bank of America’s Merrill Lynch is banning trainee brokers from making cold calls.

People have been calling declaring its death for a long time now. Is this finally the end of cold calls for all?

Merrill Lynch says things like switching to cell phones and the rise of LinkedIn is decreasing the conversion rate of calls vs referrals (which will be the main lead driver).

But there is more to the story...  

Paul and Fab share their thoughts on the situation and share tips on making calls work for you - under the right situation.

If you're on the fence about AEs, SDRs and the value of it all, you'll want to listen:

& more!

Enjoy the show!

In this newest edition of the rapid-fire Q&A, Paul and Fab discuss:

And many, many other things.

Enjoy the show!

In this episode, Paul grills Fab on marketing efforts and priorities startups and SMBs should focus on.

Discover:

Enjoy the show!

Spiffs... They're introduced to entice motivation, but do they really work?

They're all critical components of a salesperson's compensation, so Paul and Fab dive deeper on the topic to see if and when it's worth using spiffs to motivate sellers.  

Enjoy the show!

Your sales pipeline reviews are a missed opportunity.

They're a core part of sales and sales management, and everyone messes them up.

It's not the time to tell your rep to "sell more" or "good job."

It's an opportunity to coach, answer questions and help your reps become better.

In this episode, Paul talks about the pitfalls of sales pipelines and shares advice on making them better for managers and reps.

Enjoy the show!