In this episode of the Secret Sales Podcast, Kevin shares a story of his first sales team as a new manager, and how he nearly lost them to a mutiny when he tried to implement continuous changes without getting buy-in.

Rex and Kevin share tips on getting buy-in within any team and how to ensure successful adoption through reprioritization, a critical final step that is missed by even the best consensus builders.

Sales, at its core, is a simple proposal. The prospect has a problem they'll pay to solve, and you have a solution. But there's a lot of nuance to it - how badly do they want to solve that problem, how much is too much to pay, how perfect your solution for them?

In this episode Rex and Kevin discuss problem-solving, competing priorities, and staying top of mind to win more deals.

It's the end of the quarter and you're panicked - you're not going to hit your number. What do you do? Freak out and send a last minute discount offer to everyone in your pipeline of course! (Not!)

Whether you're a first-time founder or a seasoned sales pro, everyone deals with panic in a different way.

On this episode, Kevin and Rex share some examples of wild panic-driven decisions they've witnessed (and maybe even participated in) plus some tactics to overcome those tendencies.

The current SDR > AE Model assumes that most leads are UNQUALIFIED, and an SDR's job is to reach prospects and QUALIFY them.

In this episode of the Secret Sales Podcast, Kevin and Rex share an uncommon tactic for improving inbound reach rates and conversion by flipping the SDR > AE model to a AE < SDR model where every inbound lead is pre-scheduled with the AE, and the SDR's job is to reach prospects and DISQUALIFY leads before they talk to the AE.

It's tough founding a company - you're constantly trying to beat the odds and you have to become expert at so many things, including hiring the right salespeople.

Together we have consulted with and sold to well over a hundred startups, and we have identified the top mistakes founders make when they make their first sales hires.

If you run a startup or are considering launching a new venture, this one's for you!

Soon as you begin ramping up sales, you're going to start hearing from people offering to bring you customer referrals in exchange for a commission.

It can be tempting to get caught up in these discussions in the hope of adding additional growth channels. In this episode, Kevin and Rex share tips on how to maximize the effectiveness of these discussions.

Expectation management is a core skill in every role, whether you're a sales rep reporting to a manager, a sales leader reporting to the CEO, or a CEO reporting to your investors. Not meeting expectations is the main reason people get fired.

In this episode, Kevin and Rex dive into the art of setting expectations and most importantly, re-setting expectations when failure is imminent.

Social selling was a hot topic for a few years, and still remains one of the top ways for B2B sales professionals to reach their target buyer.

But there's a lot of confusion as to what the heck it is, where to invest time, and how to really get the most out of each social platform.

We walk through all those details and more on this episode - tune in!

According to several studies (and all of our experience), sales professionals don't spend all day professionally selling.

In this episode we break down a host of excuses, distractions, and roadblocks that keep sales teams from performing, and we help you eliminate all of them. No whip cracking - just good old fashioned leadership strategies for maximizing sales effectiveness and time management.

In this episode of the Secret Sales Podcast, we dissect how most companies run sales forecasts, and why they're simply not accurate enough. We share tips and tricks to dramatically increase the accuracy of your forecasts by capturing the elusive variables that affect sales opportunities the most.