Revenue Jam

Welcome to Sales & Stuff & Things, your monthly session to chat through Sales… & stuff and things. In this session, we will be chatting through Coaching in Chaos. 
In this session, we dive deep into:

1. Strategies for coaching in a remote environment
2. New managers trying to figure out how to manage their teams today
3. Keeping Reps motivated to generate pipeline
4. Getting buyers to recognize the cost of inaction and to be willing to make a switch

And we are joined by Matt Green (CRO of Sales Assembly), Sam McKenna (CEO of #samsales), Todd Caponi (Founder of Sales Assembly) & Jen Allen-Knuth (Community at Lavender).

If you want to join us live every month, click here to register!

In this episode of Revenue Jam, Matt Green and Andrew Sykes dive deep into how to build trust through the sales process. Matt specifically addresses how his approach to sales differs from many, mainly leaning into self-deprecating humor to build trust with potential buyers. Often salespeople overpromise and underdeliver. But with Matt's approach, potential buyers trust Matt because he doesn't oversell. In reality, he often undersells, which creates an environment where buyers trust the Sales Assembly will deliver. Check out the full episode to learn how your sales team can more effectively build trust.

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Connect with Andrew Sykes

In this Episode of Revenue Jam, Brad Rosen and Leon Hardwick discuss Brad's experience of scaling Sales and RevOps at G2. Brad started as employee #3 at G2 and built the Sales and RevOps departments to help scale G2 to over 400 team members over the course of 7 years. Because of this unique experience, Brad truly knows how to create a hockey stick start up to scale up trajectory and shares his insights in this episodes.

Connect with Brad Rosen
Connect with Leon Hardwick

In this episode of Revenue Jam, check out this conversations between Co-Founder and CRO of Sales Assembly, Matt Green and Host of B2B EQ Tim Harris as they discuss how to properly personalize your outreach, ways that sales teams can make the most out of conferences, and how to make reps feel more comfortable doing in person meetings.

Takeaways:

• The most important soft skill in B2B sales is empathy. You need to be able to build authentic relationships with your customers to effectively drive sales.
• The best way to cut through the noise as a sales rep is to show your prospect that you know something about them. Do some research on the person beyond where they went to school and get to know them.
• Personalized touches don’t have to be expensive or over the top. Personalized touches need to feel genuine and relevant. Even asking someone about something they are passionate about builds a stronger connection.
• Regardless of all the virtual tech and AI powered tools, human connection and interaction will still remain an integral part of selling. Sales leaders need to help make sure newer reps feel comfortable doing in person interactions with potential customers.
• As marketing budgets become tighter, sales teams need to get smarter about trade shows. Instead of buying a large booth, figure out who from your ICP will be there. Once you have a list of several people, book in person lunches or coffee chats with them.
• While filling the top of the funnel may seem like the right mindset, but your time is better spent elsewhere. Companies need to focus on spending more time with each prospect in the middle of the funnel, and creating more meaningful messaging.
• Most companies focus on making sure leads are qualified, and that the target company meets their ICP. Few companies focus on buying intent. Establish a few intent metrics, and if leads don’t meet those, move on to the ones that do.

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Connect with Tim Harris

On this episode of Revenue Jam, Brad Rosen joins Brandi Star to discuss how RevOps is constantly changing. Brad clarifies that Revenue Operations allows businesses to become more effective and efficient across all markets, including sales, marketing, and customer service operations. He also notes that the RevOps profession is not limited to a specific background, and that individuals with experience in marketing, sales, and finance can make great RevOps professionals. Brad explains that understanding what your company needs and the challenges it faces is key to avoiding most RevOps challenges. He also shares that the biggest challenge is understanding that RevOps is not a magic solution to all problems. Tune in to learn more about RevOps and the opportunities and challenges it presents.

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Connect with Brandi Star

The podcast episode discusses the importance of urgency in sales and how it can be a differentiator in a competitive environment. Sam & Matt share personal experiences and examples of how being quickly responsive and prioritizing answers can make or break deals. They also discuss the practice of sending quick responses to prospective emails, even if a full response is not yet available, as a way to stand out and build trust with potential buyers. The conversation covers various topics, including maintaining work-life balance, instilling urgency in a sales team, and standing out in a crowded market. Sam & Matt emphasize the importance of personalization and building relationships with potential buyers to stand out in a competitive sales environment.

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Connect with Samantha McKenna

In the first episode of Revenue Jam, Matt Green and Alex Mislan dive deep into why most revenue team members don't have the skills to accomplish their roles. They discuss the current state of revenue readiness and the importance of skills coaching and enablement in revenue teams. Alex shares data on the lack of readiness among revenue teams and the negative impact it has on the bottom line. The hosts also discuss the difference between deal coaching and skills coaching, and the importance of having an enablement function within a revenue organization. They stress the need for revenue teams to prioritize readiness and skills coaching in order to drive success and growth.

If you're wondering how much skill development and enablement can directly impact revenue, check out this episode today.

Connect with Matt Green
Connect with Alex Mislan