Love Selling Hate Sales Podcast

WHY PLAN FOR A WEEK, MONTH, OR YEAR IF YOU CAN PLAN FOR LIFE?

If you are a seller planning to be successful in sales and in life, it is very important to have a process to follow, and we are not talking about the sales process here. In this episode, Josh talks about the concept of a pipeline for life and the 7 steps for you to take in building your pipeline for life. Learn more in detail in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

UNDERSTAND WHO YOU’RE ENGAGING

“Anytime you engage with somebody, you better know how they make money. And even further, better know how they look at profit. Are they a public company? Are they reporting to their shareholders? Are they a private company that's looking to grow or look for acquisition?”

PUT IN THE WORK, GAIN EXPERIENCE

“You need to gain experience along the way and use that experience to mold who you are. What's your point of view? How can you help to grow connections, and help people out no matter what it is you're doing?”

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

SPAM EMAILS ARE VERY ANNOYING, PERIOD.

Ollie Whitfield’s sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It’s an interesting story that you will only hear in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

OLLIE: GET DOWN TO BEING CREATIVE

“People's attention are at a premium and it's our job as sellers to get creative, really do your research, understand the person, connect with them at the human level, and really start to break through that way, as opposed to these spam-based approaches”

OLLIE: YOU HAVE TO DO THE WORK

“You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales, you could probably be, in most cases, or at least close to being a pretty decent founder.”

Learn more about Ollie and his work in the links below:

LinkedIn: https://www.linkedin.com/in/olliewhitfield/

Website: https://vanillasoft.com/

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

IT’S THE NEW AGE FOR SDRs

Joshua discusses the few potential strategies for leveraging the SDR team in your organization with demandDrive Director of Marketing AJ Alonzo in this episode of the Love Selling Hate Sales podcast. The SDR job is difficult, but because it has historically been predicated on volume, it is frequently seen as being at the bottom of the totem pole. However, it doesn’t have to be that way anymore. If given further training and chances, your SDRs can also help you test hypotheses and gather vital customer intelligence that even marketing and research may not surface.

HIGHLIGHTS:

AJ: UNDERSTAND WHY YOU’RE REACHING OUT

“You have to understand why you're reaching out to somebody. There's an inherent eyeball test that you can do when you look at someone's title, the company that they work at, some basic information about that organization to really understand and piece together why would this person want to talk to me, what value can I bring them.”

AJ: EXPECTATION VS. REALITY

“You expect someone, the most junior, inexperienced individual at your company to just take a hundred percent of the subject-matter expertise and customer stories and SDR story one-on-one stuff and in a week just go and hit the phones and be successful. I think it's just unrealistic to expect that at this point.”

Learn more about AJ and his work in the links below:

LinkedIn - https://www.linkedin.com/in/ajalonzo/

Website (demandDrive) - https://www.demanddrive.com/

Podcast - https://www.demanddrive.com/podcast

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

TAKE THE WHEEL, SHIFT THE GEARS, AND HIT THE THROTTLE

A Career Sales Pro, Sales Tech Co-Founder, and Sales Podcast Host, Mike O’Kelly joins Josh in the pod today. Salespeople are facing the problem of getting less and less training than ever before while having to deal with the demanding quotas that they have to hit. Mike talks about taking control of your career by seeking out mentorship and training outside of your organization. If you can’t get the training from work, get one on your own. Sales is about domination, make sure you’re the one who dominates. Tune in and learn more in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

MIKE: LOOK FOR GREAT TRAINING YOU DESERVE

“If anybody's listening right now, and if you're in sales, go to a company that has great training. Go to the copier sales, the payroll sales, the enterprises of the world because they will set you up for life.”

MIKE: THE SALES ADVOCACY METHOD

“You have to dominate in sales or you're gonna get left behind, and that really is the sales advocacy method. The sales advocacy method is taking people and building them into advocates as quickly as possible. The only way to do that in sales and the only way to dominate is to have at least one of two things - that is total belief in the product or service, and total belief in you, the salesperson.”

MIKE: TAKE CONTROL, TAKE IT ALL

“Take control of your sales career. I didn't in my early career, I was very passive. I thought that the companies were gonna provide everything that was gonna be needed, and that's not the case. Reach out for training, for mentorship. Try to learn outside information with reckless abandon.”

Learn more about Mike and his work in the links below:

LinkedIn - https://www.linkedin.com/in/mike-o-kelly-44ba352b/

Surviving Outside Sales Podcast - https://www.audible.com/pd/Podcast/B08JJPGDQL

Email - [email protected]”

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

STRATEGY, METHODOLOGY, STRUCTURE

These are the three key items to define as a leader to figure out the right-fit sales motion. In this episode of the Love Selling Hate Sales podcast, Joshua talks to EBS Growth Founder Bryan Whittington.

Stay tuned until the end as Bryan provides both high-level overviews and specific tactical steps based on his personal experience, giving us a comprehensive guide to success, only here, in the latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

BRYAN: STRATEGY DETERMINES YOUR OBJECTIVES

"Too many sales leaders mess this up. They don't understand their theory of constraints within their sales organization. So depending on what my sales strategy is, that's gonna determine what my sales objectives are, and my daily activities per person."

BRYAN: HAVE YOUR PLAN, YOUR OWN PLAN

"One thing to take away is to have your plan. Don't just wing it from a book, don't look at somebody, another entrepreneur, or another company that crushed it and build one like theirs. Find your own."

Learn more about Bryan and his work in the links below:

LinkedIn: https://www.linkedin.com/in/brywhittington/

Website: https://ebsgrowth.com/

Podcast: https://podcasts.apple.com/us/podcast/the-talent-sales-scale-podcast/id1513003991

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

BUCKLE UP, IT’S A BUMPY RIDE

Building out an enterprise sales organization is a rocky road, and there’s no better person to talk about it than Amanda Georgoff, Area Vice President for Enterprise Sales for Salesloft. Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales is not a walk in the park at all. However, the crucial thing to remember is that building an enterprise sales organization from scratch is a marathon, not a sprint. It’s not supposed to be quick or easy. Learn more about Amanda and her work in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

AMANDA: INTERNAL STRENGTH OF AN ENTERPRISE SALES ORGANIZATION

"The strongest enterprise sales organization is one that is surrounded by an internal group of resources, the best post-sales support."

AMANDA: DOERS ARE A MUST-HAVE, NOT OVERTHINKERS

"The people who've been really successful here are ones who've been able to come in and build alongside us and be flexible, willing to roll up their sleeves, doers. I don't want someone who's gonna come into our organization and just thinks about a problem."

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

Learn more about Amanda and Salesloft in the links below:

Website: https://salesloft.com/

LinkedIn: https://www.linkedin.com/in/ageorgoff/

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

THERE’S NOTHING MORE EXCITING THAN A NEW BEGINNING

Our very own Josh Wagner is back with fresh new content and in this episode, he discusses his transition to 2 new roles. First, as a first-time CRO, and second, being a partner in a VC firm. This brings us to his main topic for today, which is how he spent his first 30 days as a start-up CRO. Josh breaks down the first 3 things he did as a new CRO which heavily involves learning new things. Find out more in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

JOSH: THE FIRST 3 THINGS I DID AS A CRO

“The first thing I did as I came in was I just took a step back and listened. The second thing is I had to do a deep dive on the product, and the third is how am I going to sell this thing.”

JOSH: THE BEST SOURCE OF FEEDBACK

“The best feedback I got was picking up the phone and talking to people. It was amazing the things that I learned about what resonated with them when they did a demo. If they were confused about something, why was that? What was part of the process where things slowed down or stopped, it really started to give me a framework for how I'm going to redesign the sales process and think about it.”

JOSH: LEARN THE PRODUCT

“Learn the product inside it out. Learn it from your product, people learn it from developers unit from users really understand the ins and outs of the products and how it resonates to your different buyer types.”

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/

Josh’s Website: https://joshuadwagner.com/

Love Selling Hate Sales: https://www.lovesellinghatesales.com/

In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from our episodes, kicking off with our very own Josh Wagner, with our guests, Nigel Thomas, Daniel Gaugler, Nigel Green, and Shawn Buxton.

If you missed the episode where these buckets of wisdom came from, here’s your chance to play them back:

6 Degrees Of Kevin Bacon with Joshua Wagner

What is Suzy Having for Lunch with Nigel Thomas

How To Win In Times of Uncertainty with Daniel Gaugler

How To Avoid Costly Mistakes In Hiring Salespeople with Nigel Green

The 3 Cs of Sales Leadership: Culture, Coaching and Communication with Shawn Buxton

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

In this episode of the Love Selling Hate Sales podcast, Joshua is joined by Esben Friis-Jensen, Co-Founder and Chief Growth Officer at Userflow. He shares his insights on product-led growth slowly becoming a staple in the Software as a Service (SaaS) space.

While there is still much to improve on in the use of data for sales improvement product-wise, Esben considers product-led growth as a catalyst for B2B SaaS. The thing is, we're already seeing these changes today, but we also need to know where to look.

HIGHLIGHTS

ESBEN: THE CURRENT GAP IN SALES AND PRODUCT ANALYTICS

"Data has always been there for product people. But even for them, often it's not very well done. But sales and marketing are data-driven in the sense of classic sales and marketing metrics but they're not data-driven when it comes to how customers are using the product or what is it they do inside the product and adjust accordingly."

ESBEN: THE NEED FOR A B2B CRM FOR SAAS

"Today, with Salesforce and Hubspot, they're like legacy solutions. They were built for another era, they were not built for Software as a Service. They don't do very well with handling product data. They don't do very well handling subscription-based models and usage-based models which are like the most popular pricing models in SaaS."

ESBEN: A MINDSET TO ADAPT WHEN NEGOTIATING

"Procurement is not the one making the decision. The end-users, if they already make the decision, procurement is just there to try to get a better price. They already made the decision so its' not going to go away because you challenged them a bit on the pricing."

Find out more about Esben and his work in the links below:

Esben Friis-Jensen | Userflow | ProductLed Community

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from the episodes of Frank T. Ziede, Reed Clarke and Paul Chadwick, Justin Gray, Rishad Toboccowala, and Mark Goblirsch.

If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back:

Hiring With Soft Skills In Mind With Frank T. Ziede

Selling Services To And Through Software Partners With Reed Clarke And Paul Chadwick

Selling Services In A Software World With Justin Gray

The Future Of Sales With Rishad Toboccowala

The Nitty And Gritty Of Marketing With Mark Goblirsch

About Josh Wagner:

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

To learn more about Josh and his work, follow the links below:

Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com