The stages of your sales process are critical.

They largely determine whether or not your reps will see value in using your CRM.  

Bad stages that are confusing and make no sense mean reps will use your CRM inconsistently. But if your steps help your sales team close more deals, then you'll have a team actively using your CRM.

In this episode, we talk about:

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In this episode, we sit down with François Bernier, co-founder of Horizon B2B, to discuss how he built his business using LinkedIn.  

Specifically, we talk about:

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We're at a crossroads of sorts.

We now have access to more sales and marketing data than ever. Yet, many teams are not using it or don't know what to do.

But companies who are platforms like HubSpot and removing silos from their marketing, sales and service data and using it to fuel their growth are winning.

So as you plan for next year, here is some advice on why you should collect data and what to do with it.

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Can 2022 be the year you finally get rid of sales objections

Sales and objections go hand-in-hand.  You can't have one without the other.

Right?

In this episode, Paul and Fab re-explore sales objections.

We look at what they are, where they come from, and how to avoid them.

Want to help your sales team deal with objections in 2022? 

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With the holiday season in full swing, sales results can suffer.

Yet, in some industries, it's the busiest time of year.

So how do you help and organize your sales & marketing for the holiday season?

Paul and Fab share some advice.

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After 100 shows, Fab and Paul their thoughts on sales and marketing.

From where sales are heading to what it takes to be a content marketer, we address some of our biggest learnings of the past few years.

If you've enjoyed the show, this episode will be a ton of fun for you.

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Some reps always complain. They're always finding excuses for why things aren't closing; their pipeline isn't filling up.

In this episode, Paul and Fab talk about how to manage these reps.

And the answer might surprise you!

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Starting a real estate firm isn't a simple task.

Anything from marketing the firm, delivering leads to agents, improving sales and managing staff is a challenge.

In this episode, Paul and Fab sit with Loga, founder of Elite Real Estate Group, to see how he tackles marketing and sales at his firm.

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Your value proposition might be one of the most foundational elements in revenue.

It's a core statement that can align all your revenue teams - marketing, sales and service.

Through the lens of sales, Paul and Fab talk about what a value proposition is and how it unifies those three departments.

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Salespeople need to adopt a specific state of mind.

A state of mind to help them ask better questions and better understand what clients need. 

And ultimately, to close more deals.

In this episode, Paul and Fab discuss a salesperson's state of mind.

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