Demo Like A User

I often hear from sales reps that they feel overwhelmed with all of their sales tasks. In this episode, I will offer some quick tips on gaining control of your time and reducing sales anxiety through calendarizing your week.

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On this episode, I will deliver my two cents on why organizations should take the lead on training their salespeople. Whether your organization is small., medium or large, training your people is YOUR JOB.

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When I hear someone talk about social selling, I literally cringe. I prefer to call it leveraging social to gain access to buyers. In this episode, I advise using Quora, Twitter & LinkedIn to find where your buyers are, learn what they are talking about and how you can use these platforms to get more meetings. 

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I receive this question a lot, both as a sales leader and an individual contributor. Should AE's prospect? Of course, they should! 

This episode is dedicated to my older brother, Brett. Enjoy this episode while driving down the Long Island Expressway to Manhattan. 

I was lucky and honored to have been given the chance to lead others. When I applied for leadership positions in Boston back 2012 ish I was rejected left and right. Aside from Silicon Valley, the Boston market (not the chicken place) for SaaS was and continues to be the second most powerful arena for start-ups and success stories alike. I worked for two, in fact, HubSpot and Fuze. My leadership career began with a combination of luck and someone taking a chance on me and so, the journey began. Aside from the countless books I read or the managers, I surveyed who came before me, what I learned once I was actually in the trenches no book or manager could've prepared me for. My philosophy has always been to oversimplify and never over-complicate - sales truly is a simple game requiring high stamina & business acumen and fewer systems & processes.

In this episode, I will discuss my 3 rules for successful leadership?

If you're a sales professional you've surely lobbed a few complaints around the office or amongst team members. Aside from saving lives and defending our country, sales people have an incredibly hard job to do every day. So yeah, we complain from time to time. BUT, I know the real reasons why we complain and if you're a leader in your company you might want to listen to this episode. And, if you're a sales rep, I better get an AMEN in my inbox when you've finished listening to this episode. 

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I am not going to pile on the whole overuse of video on LinkedIn, but seriously enough. If we allow ourselves to be taught by others who are ranting on LinkedIn about sales techniques and do this and not that, then we are truly not helping ourselves. As sales professionals, we need to come together now more than ever! Let's get back on LinkedIn, produce OUR OWN CONTENT and take back LinkedIn. Tune into this podcast for more on this topic.

We've overcomplicated the hiring process for SDR's and frankly, I've had enough of these endless discussions and ridiculous questions from other managers. 

In this episode, I will share how I went about hiring SDR's, my methodology, testing for adversity and The Story of Eddy.

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I recently left sales leadership and returned to the individual contributor lifestyle. Which, so far, has been the best decision I've made in years. A key requirement for my new role is to dig up new business. So, this week I started looking for some creative ways to gather intelligence my top prospects. Today, I was searching on job boards. No, not for a new job silly! If you want to get the pulse on an organization, look no further than their careers page. There, you will find a treasure chest of data on who they need to hire and when! Within each job description, you'll see the key requirements each applicant has to have in order to be considered for the role. You're probably asking yourself why is any of this important or helpful to my quest to close new business? Guess you'll just have to tune into this episode to find out why!

Also, I will tell you how you can win the chance to donate $100 to a charity of YOUR CHOICE! Be sure to tune in to the end to find out how.

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I am always blown away by how many sales organizations neglect setting up an institution of learning for their new hires. New hire onboarding will make or break your organization. Training your new hires represents the first and most vital step in your company achieving and surpassing your corporate objectives. This podcast is a friendly reminder to set up your training program prior to hiring your first sales rep and absolutely before hiring your first sales leader. 

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