This episode explores the most significant reasons companies have difficulty following a defined sales process and what sales processes offer to organizations and their salespeople. Sales processes allow you to sell more value to your prospective buyer.

The sales team is selling more and selling more value. It seems like it's something most companies would want.

So why do so many get it wrong?

In this show, we answer the following questions.

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Marketing. It's still one of those things that people either love or hate.

Business leaders can't seem to allocate enough time and resources for marketing. They can't build a scalable marketing practice that can provide sustainable, long-term growth.

Small business owners don't want to wait six months to see results but also want to ensure they're investing in the proper marketing practices.

Too often, companies have a sales-driven approach to marketing. They are more focused on growing revenue today than on building a repeatable process that will allow them to scale their marketing over time.

Marketing teams must balance the urgent need for results with a long-term, sustainable plan to help get them there.

In this episode, Alyssa, Fab and Paul share advice on linking their lead funnels to larger marketing plans so you can balance immediate business needs with long-term growth.

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We often hear this question.

It seems like a simple enough question. If you asked 100 small business owners, you'd get many different answers and opinions. 

Sales reps will always tell you that they're doing great. 

- "I'm doing all the right things!"

- "We're out in the field!"

- "We called all our old customers!"

For every sale, they say, "I was right there with them." So how do we hold sales reps accountable?

Salespeople are self-selling and will sell themselves short before they showcase their lack of skills or knowledge.

When it comes to keeping sales reps accountable, it does not necessarily have a one-size-fits-all or silver bullet system but rather a process where you can blend your current workflows and tools for keeping sales representatives accountable into one central place that everyone on the team uses - so that everyone is on the same page - from operations to managers to heads of reps.

This video explores the why, how, who and when of keeping sales reps accountable: 

Stop wasting your leads' time. Stop pitching.

When you meet someone for the first time, how do you get them to pay attention?

Inbound leads are probably further along in the buying process than outbound leads, but does that matter?

Tactically, yes. The truth is, though, no one wants to get pitched.

Instead, try to get things rolling by starting a conversation.

In this episode, Paul and Fab answer these core questions:

Salespeople are heroes in their way.

They're the ones who are out there on the ground, making the phone calls, looking for new customers and ultimately using their time, energy and expertise to make sure that we're growing your business.

They're amazing.

But, economic uncertainty is plaguing many businesses and sales organizations today. With customers looking to their bottom lines and companies working harder than ever to cut costs, not grow, the prospect of getting new business in the door seems even more challenging. 

In this episode, we discuss working with sales teams during difficult times.

Building a solid brand positioning is hard, and it's essential. But it doesn't have to be intimidating.

A strong brand positioning means you can quickly and efficiently communicate what your business is about. It means that your company stands for something. 

In this episode, Alyssa Milot joins us again to go through exercises you can use to build a strong brand positioning for your organization, product or service.

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Sales is hard.

Prospecting is harder.

And prospecting is where all salespeople struggle the most.

How can we prospect more consistently? How can we transcend the fear and discomfort and put ourselves out there, reaching out to our prospects and asking for their business?

In this episode, Paul and Fab unpack the fear of prospecting to help you break through your reluctance and create a compelling process to reach out confidently to your ideal customers daily.

The biggest question in sales is whether to pay somebody a commission for their behaviour or results.

We've seen both.

Results-based pay is more straightforward, but performance-based can be more motivating.

But here's the thing: Companies should evaluate performance with established metrics before the reps hit their goals, regardless of which method they choose.

Pre-established metrics communicate to them - and their bosses - that it doesn't matter what type of behaviours they adopt, only that these behaviours yield the desired outcomes.

They're motivated to do whatever it takes to hit their targets, not to perform in a way that demonstrates proficiency.

Instead of focusing on actual performance, can a results-focused sales compensation plan emphasizes less important behaviours?

Have you ever considered using LinkedIn, Instagram, Facebook or Twitter in your business?

In this episode, we sit with Alyssa Milot to share her tips and advice on how to get started and succeed. 

Find out how she helps small businesses with social media makeovers.

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Salespeople hate updating the CRM.

So we automate, compromise and simplify. And what's wrong with that?

At the core - nothing. But refusing to update your CRM is an indication that there's an underlying problem.

You stay on top of your deals, contacts and companies by keeping your HubSpot or Salesforce up-to-date. Not doing so can be an indication that there's a lack of accountability in the sales and service teams.

So, by all means, automate. But make sure your team is held accountable.  

In this episode, we discuss the implications of sales admin tasks.