This episode of the Revenue Accelerators Podcast features an interview with Joanne Black, the Founder of No More Cold Calling. Joanne discusses how she stumbled into selling and the importance of referrals in the sales process. She emphasizes that referrals are a powerful and underutilized tool in sales.

Joanne explains that referrals offer endorsements and trust, making it easier to get meetings with the right prospects. She also highlights the high conversion rate of referrals, which typically exceeds 70%. Joanne mentions that many companies have tried referrals in the past but haven't been successful due to a lack of system and accountability.

When asked about the mental block some seasoned salespeople have about asking for referrals, Joanne suggests having conversations to help them understand the value and benefits of referrals. She differentiates between inbound referrals and outbound referrals, with outbound referrals requiring proactive and intentional outreach. She emphasizes the importance of coaching and reinforcement to ensure the adoption of referral selling practices.

Joanne concludes the interview by noting that many companies are not asking all their clients for referrals, leaving a significant gap in their strategy. She encourages businesses to leverage their satisfied clients by developing a referral system and learning how to ask for referrals.

Overall, the interview sheds light on the power of referrals in the sales process and emphasizes the need for a systematic approach to referral selling.

Podcast Episode Notes:

- Introduction: Deep introduces Davidson Hang, the CEO of Kaizen Sales, a Personal Development Company. They discuss how Davidson got into sales and his journey to becoming a sales consultant.

- Davidson's Background: Davidson shares that he got into sales because he grew up in a poor household and was inspired by the potential earning opportunities in sales. He started a podcast called "The Reddit Sales and Business Development Professional Podcast" and interviewed influencers in the sales industry.

- Starting as an SDR: Davidson began his sales career as an SDR for 4-5 years and enjoyed the role. He faced challenges when transitioning to an AE position due to his lack of industry knowledge. However, he gained confidence and mentorship from a manager at TriNet who helped him succeed in sales.

- Emotional Regulation in Sales: Davidson wishes that there was more focus on emotional intelligence and emotional regulation in sales training. He shares an example of encountering a homeless person and being able to empathize and regulate his emotions instead of letting it affect his day.

- Lessons from Sales: Deep asks if there are any lessons from sales that are hard to learn without experiencing them personally. Davidson mentions that top sales reps still have insecurities and self-doubt, and they constantly reflect on their performance to improve. He believes that emotional regulation and self-reflection are crucial in sales.

- Applying Emotional Regulation in Sales: Davidson explains that emotional regulation is important when dealing with challenging prospects and difficult situations in sales. He emphasizes that understanding that rejection or difficulties are not personal can help sales professionals move forward and not let it control their lives.

- Perfecting Communication: Deep and Davidson discuss the importance of communication in sales, particularly in emails and text messages. They emphasize the need to be intentional, thoughtful, and considerate in communication to avoid misunderstandings and build strong relationships.

- Davidson's Current Work: Davidson is currently developing a mastermind program and workshop that combines his learnings from various personal development programs. He recently wrote a book called "Unapologetically, ENFP," which focuses on integrating fun, play, and adventure into life.

- Final Thoughts: Davidson advises listeners to be intentional about their relationships and to reach out to friends and connections they haven't spoken to in a while. He emphasizes the importance of gratitude and appreciating the present moment.

Note: The episode transcript provided is condensed and may not include every word from the original podcast episode.

Today on the Revenue Accelerators Podcast, Deep Trikannad interviews Donald Kelly, CEO of The Sales Evangelist. Donald shares his passion for changing the way salespeople are perceived and his mission to help sellers elevate their success. He emphasizes the importance of selling to the right people and not wasting time on those who can't buy. Donald also discusses the dangers of complacency in sales and the need to constantly check your "gauges" and fundamentals. He shares his insights on the future of sales, pointing to the importance of personalized and relevant outreach, particularly on platforms like LinkedIn. Donald explains the training programs offered by The Sales Evangelist, which focus on teaching sellers how to build top-of-funnel activities and establish trust with prospects. He emphasizes the value of educating and teaching prospects rather than simply selling to them, and how this approach can lead to more successful sales conversations. Donald also shares the sales tools he uses, including Apollo, LinkedIn, BomBom, and Gmail. Finally, he discusses the power of video in sales, particularly in establishing trust and conveying authenticity. The episode concludes with a discussion about the importance of publishing content and becoming an industry expert in order to build a personal brand and establish thought leadership.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews John Ferguson, the Sales

Episode Summary:

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews David Greenberg, a Coach, Consultant, Educator, and Content Creator at David Greenberg Consulting. David primarily focuses on coaching and consulting in the area of improving sales and building sales processes. He helps individuals and small businesses optimize their sales process and create conversations that lead to business. David also discusses the importance of mindset in sales and how it can affect success. He shares his journey from being a computer engineer to becoming a sales coach and consultant. Additionally, David emphasizes the need to prioritize value over money and the role of mindset in creating success.

Key Points:

- David Greenberg is a coach, consultant, educator, and content creator in the field of sales.

- He primarily focuses on coaching and consulting in the area of improving sales and building sales processes.

- David's coaching involves helping individuals perform better in sales conversations and creating conversations that lead to business.

- His consulting work focuses on optimizing the entire sales process and gaining valuable feedback.

- David primarily works with individuals and small businesses, including solopreneurs and startups.

- His coaching process starts with a free 2-hour coaching call, where he provides value and helps clients determine if they want to continue working together.

- David emphasizes the importance of not chasing money and prioritizing value and ethics in business.

- He believes that the mind is the predominant force of creation and that success depends on having the right mindset.

- David encourages listeners to become lifelong students of mindset and to disidentify with negative thoughts.

Episode Highlights:

- Deep Trikannad introduces David Greenberg as a coach, consultant, educator, and content creator in the field of sales.

- David explains that his work involves coaching and consulting around improving sales and building sales processes.

- He mentions that he primarily works with individuals and small businesses, including solopreneurs and startups.

- David discusses how his technical background helps him systematize sales processes and solve technical challenges for his clients.

- He explains that his coaching starts with focusing on having more conversations and later moves to teaching clients how to sell without being salesy.

- David clarifies that his coaching and consulting service is a blend of coaching and consulting, depending on the needs of the client.

- He emphasizes the importance of not chasing money and prioritizing value and ethics in business.

- David shares his journey from being a computer engineer to becoming a sales coach and consultant.

- He advises listeners to become lifelong students of mindset and to disidentify with negative thoughts.

- David mentions that he is also an educator and content creator, with a focus on mindset and psychology.

- He encourages listeners to watch his videos on his YouTube channel and connect with him on LinkedIn.

[end of episode]

Matthew Putnam is the Director of Global Sales Development at Thomas and a sales trainer at Sales Upskill. In this podcast episode, he shares his experience and insights on sales development.

Matthew started his sales career selling raffle tickets in Australia to raise money for the surf life savers. This experience helped him develop his sales skills and gain confidence in face-to-face selling. He later transitioned into tech sales and began working as an SDR for a company in the oil and gas industry.

When asked about his focus on sales development, Matthew explains that he loves sales and enjoys working with SDRs to book meetings and build pipeline. He believes that success in sales development lies in a combination of quantity and quality. By tracking activity stats and understanding what works, sales professionals can improve their performance.

Matthew emphasizes the importance of trackable stats in sales development. He recommends using sales outreach software to track key metrics such as call and email response rates. This data allows salespeople to identify what is working and make informed decisions on their approach.

He also discusses the value of A/B testing and experimentation in sales development. By testing different strategies and messages, sales professionals can refine their approach and improve their success rates. Matthew suggests setting a timeframe for each experiment and giving it enough time to gather meaningful data.

In terms of handing off leads to account executives (AEs), Matthew emphasizes the need for a clean handover process. He advises SDRs to ensure that leads are qualified and provide as much information as possible to AEs. This includes understanding the prospect's pain points, timeline, and stakeholders involved.

Matthew also shares his approach to training SDRs. He recommends bringing SDRs and AEs together to establish agreed-upon criteria for successful handoffs. By aligning expectations and working collaboratively, SDRs and AEs can optimize their performance and achieve better results.

In conclusion, Matthew emphasizes the importance of embracing a learning mindset and being humble when starting a new sales role. He encourages sales professionals to continually learn, experiment, and adapt their approach based on data and feedback. He also recommends checking out the free training resources available on Sales Upskill to further develop sales skills.

Episode Notes:

- The host, Deep Trikannad, introduces Jake Stahl as the CEO/Founder of Jake Stahl Consulting.

- Jake Stahl explains that he is a training and development expert who specializes in fractional chief learning officer positions for companies.

- He discusses his fascination with human psychology and how it relates to learning.

- Jake Stahl shares his extensive experience in training, including training in six different countries and working with over 10,000 people.

- He explains that his focus is on helping sales teams improve their skills and achieve better results.

- Deep Trikannad asks about the difference between fractional learning and other fractional roles, such as fractional c-suite positions.

- Jake Stahl explains that his role is to train sales teams and sales managers on how to improve their sales techniques and leadership skills.

- He emphasizes the importance of understanding the conditioning and preconceived notions that people bring to sales conversations.

- Jake Stahl discusses his Adaptive Conversational Blueprint, a training method he has developed to help salespeople improve their communication skills and build better relationships with prospects.

- He explains that he works with companies of all sizes, but is particularly effective with smaller companies that are experiencing a plateau in sales.

- Jake Stahl shares a personal anecdote about a challenging sales experience early in his career, where he struggled to communicate with a client and felt completely lost.

- He emphasizes the importance of breaking out of the conditioning and scripts that salespeople often rely on and learning how to have authentic conversations with prospects.

- Jake Stahl discusses the value of treating all communication as human-to-human interaction and breaking down the barriers between personal and professional communication.

- He offers a tip for sales reps on how to open conversations in a more authentic and engaging way, by avoiding generic greetings like "Hi, how are you?" and finding ways to connect on a deeper level with prospects.

- Deep Trikannad thanks Jake Stahl for sharing his insights and concludes the episode.

Podcast Episode Notes: David Sliman, CEO, Sales Leader

In this episode of the Revenue Accelerators podcast, host Deep Trikannad interviews Ben Albert, Founder of Real Business Connections. Ben shares that his primary focus is on getting knowledge from people who have it to those who need it. He discusses his work with Real Business Connections, which consists of hosting and producing several shows on a network. He also talks about Bellbert Marketing, the marketing leg of his firm, which focuses on finding easy solutions to complex problems.

Deep and Ben discuss the importance of being a lifelong student of sales and constantly experimenting and learning. They emphasize the need to adapt and adjust strategies as times change. Ben also emphasizes the importance of understanding what the customer wants and tailoring the communication accordingly. They discuss the significance of building relationships and diffusing sales energy in conversations. Ben shares a valuable lesson he learned from Jeremy Miner, which is to "always be diffusing" and avoid coming across as too sales-focused.

They also highlight the importance of being proactive in consuming knowledge and constantly seeking to learn and grow. Both Deep and Ben stress the need to approach sales with curiosity and to ask insightful questions that empower the customer to make a decision. They encourage listeners to scroll to the bottom of their sales emails or messages and send valuable content or introductions to add value to their interactions.

The episode concludes with Ben encouraging listeners to make it a daily habit to send messages that add value and provide something of interest to their prospects and clients. He believes that giving will result in receiving and that this simple practice can greatly enhance a sales career.