Selling Saas

In this episode of the SellingSaas Podcast, Duane chats with Kevin Hopp about the experience of hitting rock bottom in sales and how that led to learning how to harness the darkside of life to propel him forward and find ways to be successful which became the foundation of his mindset towards sales today.  

EPISODE HIGHLIGHTS:  

0:50 - Facing all your insecurities as a sales rep by being face to face  

1:40 - a claw back to make your head spin, 3-4 months after the money was spent.  

2:30 - the things you learn about yourself when you're at rock bottom, will be the things that build you up

3:20 - Sometimes the hopes of goals doesnt pull you out of the darkness, but the fear of staying there pushes you forward.  

5:00 - Finding that minimum viable effort, and then scaling that

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

This episode of the SellingSaas Podcast, Kevin Hopp from Hopp on Calls Podcast and Duane Dufault get right into some heavy topics in regards to how they got into sales and the hard lessons they learned that led to having a calloused mindset and skillset that will never leave them.  

EPISODE HIGHLIGHTS

0:40 - Being Arrogant and conceded  

1:45 - Getting back to the bottom, being entry level and doing the work

2:20 - how Getting nocked down hard teaches you valuable lessons, and how being 100% commissioned forces you to learn

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode of the SellingSaas Podcast, Tom Alaimo from the Pavilion Podcast and Duane Dufault talk about attrition. It's always going to happen but there are some sure fire ways to help prevent it from happening or at least not let it hit so hard when it does happen. 

EPISODE HIGHLIGHTS:  

1:10 - Keeping your talent pool active by always being in the market and keeping tabs on who is doing what and where.  

1:40 - How to keep low attrition on your team even if the culture of the company isn't great. "Shield, protect, and fight for them"

3:15 - Preparing your team for the next level, wither its with you or somewhere else.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In this Episode, we sit down with Tom Alaimo, Host of the Pavilion Podcast, and talk about what you can do as  a sales manager to make an impact on the team right out of the gate, and frankly, the whole time as your in that role. Most of the time its not about the big flashy strategies that make the biggest impact in sales, its focusing on the fundamentals. There are 2 pipelines in sales, regardless of team make up, and you MUST dial down on the basics in order to win more, and win more consistently

EPISODE HIGHLIGHTS:  

0:40 - The 2 pipelines of sales.  

1:10 - What reps can actually control

2:15 - Dialing down on the effective activity which actually make the impact and how they're slightly different for each customer.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays conversation with Brandi Starr, The host of the Revenue Rehab Podcast and COO of Tegrita, we talk about how Customer support and success should be included In how you shape the GTM strategy to both learn what the customer actually values and how to further reduce churn by attracting better fit buyers.

0:50- feature selling going wrong down the line  

1:30 - the challenge to listen to sales calls, and support calls to get the missing feedback  

2:30 - customer lifecycle coaching based on disqualification to reduce churn from the beginning.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

In todays episode, Duane sits down with Brandi Starr, host of the Revenue Rehab Podcast and COO of Tegrita, and talks about the potential issues with GTM and how its not aligned with the customer journey.  

EPISODE HIGHLIGHTS:  

1:00 - the steps in the customer journey

1:40 - How customer success can play a major role  

2:00 - More ways to acquire revenue than just net new

3:00 - What might be possible when all GTM departments align for the customer journey

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

Episode Highlights:

1:05 - Patterns of impact  

1:25 - Frontline management being the pattern of "implementation" and execution.  

1:40 - Director level with pattern "recognition" and spotting trends and being a tools master

2:45 - VP/CRO and it being about pattern "creation," from trends within the market that influence strategy.  

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

Most people think that getting into a leadership role is how you progress your career as a seller. Unfortunately, in most cases, this cannot be farther from the truth. Tune in to this episode to learn if you have what it takes to be a leader, and why earning more money cannot be your motivation.

HIGHLIGHTS

In this episode, we discuss the following:

00:56 Getting into leadership is not how you make more money

02:10 You'll probably make more money as a sales rep

02:21 What leadership truly entails

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

Most sales leaders nowadays are winging it, trying to turn their direct reports into versions of themselves because that's the only way they know how. The problem is, no two people are exactly the same, and there is no one-size fits-all approach to sales either.

Tune in to this episode to hear about Duane’s thoughts on what good leadership looks like, and what he plans to do about the lack of a real leadership education in business today.

HIGHLIGHTS

In this episode, we discuss the following:

00:35 Why Duane is passionate about sales leadership coaching

02:05 The typical problem with how sales leaders are chosen

03:23 How progressing through the sales leadership ladder should look like

04:41 Duane's experience with bad sales leadership

06:12 Leadership and management are not the same

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.

Through the years, Duane has seen a lot of organizations struggle with growth because of one simple thing: their different departments don't work together as effectively and efficiently as they could. One way to solve this is to ensure that people from different departments understand each other when it comes to data.

Tune in to this episode to learn how marketing can align its activities with sales, which if you truly look at it, are just two sides of the same coin.

HIGHLIGHTS

In this episode, we discuss the following:

00:26 Sales leaders need to be empowered to be successful

01:34 The relationship between marketing and sales, from a seller's POV

03:12 Leading indicators from marketing should be funneled to sales

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.