When your SDRs are winning, the whole organization wins.

Yet, SDRs aren’t always put in positions to succeed—not enough work has been done on the front-end to help them crank up their success rate.

In this episode Sheldon Lewis, VP of Business Development for PayLease, shares 4 ways to ripen your prospect lists—so all your SDRs have to do is pick the names off and take a bite.

If you’ve sold in the B2B space for any amount of time, you know that there’s a moment when you realize the prospect is sold—even before they’ve ordered anything.

Sales acceleration specialist Andy Paul calls that moment “winning the sale.” When you win the sale, you’re in the driver’s seat for that prospect’s business.

Our interview with Andy is devoted to how you win the sale. And the man knows what he’s talking about.

When you're recruiting sales development reps, if you only emphasize quantity, your lead quality suffers.

Instead, you want SDRs who are intelligent and passionate about your industry.

Listen in as Sahil Mansuri, Vice President at SalesPredict, shares exactly how to go about hiring the perfect SDRs for your business.

The old “bag ‘em and tag ‘em” approach to sales just doesn’t work anymore.

Today, customers are doing their own research, and if they want to speak to a sales rep, they will do so under their own influence.

In this episode, James and Jonny speak with Jon Ferrara, Founder of Nimble. Jon has a clear formula for being a trusted advisor in today’s business landscape—one that can work for your team, too.

Outreach.io started selling in November of 2014. This month, they’re very close to signing their 2,000th account.

Now that’s phenomenal growth.

Mark Kosoglow is Outreach’s VP of Sales. He believes that you can achieve the same growth if you’re using the right sales stack.

Lonnie Sciambi, “The Entrepreneur’s Yoda.”

Before you ever touch a phone, learn everything you can about your prospect.

That way, you’ll be able to offer a personalized message and show that you’ve taken the time to get to know them.

In today’s episode, Lonnie Sciambi (a.k.a. “The Entrepreneur’s Yoda”) maps out how to structure a sales call and maximize the effect of every word you speak.

“Account-based marketing” is a new term that’s been practiced for a long time.

It means defining your ideal customer (including current customers), then targeting your messaging around that ideal.

In this episode Mike Donnelly, Founder of Seventh Sense, will tell you how to dissect the customers you’ve already won, align your content and messaging, and choose the right channels to find prospects online.

When you face difficult sales challenges, what do you do?

Try harder? Work longer? How about, instead, assembling a cross-purpose team and attacking the problem together?

That’s the idea behind “Dealstorming,” a concept from our guest in this episode: Tim Sanders: former Chief Solutions Officer at Yahoo, New York Times bestselling author, and founder of Deeper Media.

Marketing and sales usually operate independently, but they share the same basic goals.

When the two are philosophically aligned, the sales cycle is positive for both sides.

Today’s guest is Karim Hafez, Director of Enterprise Sales for Double Dutch. This is his advice on how to combine the powers of sales and marketing to grow your client base.

Building a 60-person sales team in only three years is impressive.

Yet, that’s exactly what Ben Bear, CEO of workgeni.us and formerly VP of Sales at Vungle, was able to do.

In this episode, Ben shares three ways his sales team was able to establish themselves as trusted industry experts in gaming and app advertising.