Selling Saas

In todays episode of the SellingSaas Podcast, Duane chats with Corey Kossack from Aspireship about his take on the recent layoffs, his vision for how companies will get valued in the near future, and what they ultimately need to do in order to pull themselves out of it.  

2:00 - How companies hired too many too fast without first establishing product market fit

3:30 - what Evaluations have done to staffing at start ups and what companies can do to control growth  

4:30 - how the rules of growth have the same for the last decade, but now have changed so dramatically and struggle to make that change

6:30 - how to shield yourself from an economic winter, regardless of what's going on with the economy.  

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, Duane Default interviews Mark Ackers from MySalesCoach.com that has a similar background to his own in terms of working in customer-facing roles. The guest discusses their experience in selling retail and working in cafes and bars, and how this experience has helped them in their current career. The conversation provides helpful advice for those looking to get into sales or grow their career in this field

EPISODE HIGHLIGHTS:  

0:00:55

The Advantages of Experiencing Adversity in Your Career

0:03:42

The Impact of a Good Mentality in the Workplace

0:05:10

How I Found Success:  Sales Teacher and Entrepreneur

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.

Kevin Dorsey is a sales leader with a focus on building startup sales teams. He has extensive experience in coaching, consulting, and training sales managers and leaders. He has helped several companies scale to over 100 employees. His advice for other sales leaders is to focus on building systems and processes in order to achieve scale.

If I diagnose at its close rate, it's 15%. I don't need to wait six months to know if my close rates are going to go up. I can create processes around systems and all of that. If anyone is seeing the results that we're looking for, I diagnose it there first. Now, if nobody is seeing the results that we expect, then I'm flipping it to the other side, right? And that's where I go to BPS.

EPISODE HIGHLIGHTS:  

0:00:49

The Success of a Sales Team: A Conversation with Kevin Dorsey

0:02:33

The Importance of Systems and Process in Scaling Sales Teams

0:06:02

Leadership Methodology: BPS

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:  

0:00:53

The Benefits of a Product-Led Approach to Customer Enablement

0:02:42

The Importance of Enablement in Customer Success

0:05:24

The Importance of Customer Enablement and Retention

The conversation discusses the difference between customer enablement for a product that is easy to use, versus one that is more complex. Salesforce is cited as an example of a complex product that has certification programs to help users learn how to use it. The conversation also mentions the idea of customer enablement as a way to help users understand how to use the tool to achieve specific goals or solve specific problems.

Having enablement in place for customer success also makes customer success reps more effective. If they can, instead of having to hop on the phone and just deal with problems that are coming up on the call, if there's a more programmatic approach or training materials or recorded training materials.  

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, Duane sits down with Corey Kossack from Aspireship in wide ranging conversation about the struggles of launching a business right before COVID hit and had to learn how to survive on very minimal revenue coming in, but the lessons learned from that time period are ones they wouldnt trade for anything.  

EPISODE HIGHLIGHTS:  

1:45 - Surviving with close to zero revenue as a business and how non-conventional of a start up its been  

2:20 - learning how impactful and important it is to truly connect to your customers and your ideal customers.  

4:40 - Using the experience of launching right before COVID and using it to take action before something strikes, instead of waiting until its too late.  

6:20 - Telling the story of skill acquisition and how it MUST become the number 1 controllable action we all can take, regardless of economy  

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, Duane sits down with Meagan Davis, Director of Sales Enablement from Hunters. One of the most under utilized topics in business today is Customer success and its impact on revenue, and how important and effective it is to have messaging aligned across all departments, especially for the success teams because they MUST have support for themselves, but more so for the customer.  

EPISODE HIGHLIGHTS:  

0:00:47

The Importance of Messaging Alignment in Sales Enablement

0:02:55

Sales Enablement: The Different Facets of the Business

0:05:12

Customer Enablement: The Key to SaaS Success

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, Duane sits down with Mark Ackers from MySalesCoach.com to talk about the mindset of a successful sales leader: helping them understand the inner critic, getting them to the next level, and being there for their team, even when things aren't going well.  

EPISODE HIGHLIGHTS:  

0:00:54

The Importance of Feedback in Sales

0:03:20

The Importance of Communicating Expectations in the Workplace

0:05:05

The Benefits of Having a Diverse Work History

0:07:45

The Selling SAS Podcast: A Conversation with Lucky Cafe Owner

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, Duane is going deep on the topics of why goals are important, the difference between having just a set of goals vs an action plan, and then the steps to actually apply these mindset in your life. 

No Guest on Todays episode either, it will be a solo round with Duane

Episode Highlights and Topics:

1. How everyone responds differently to different energies, which is why you MUST know what you respond best to
2. SMART goals are a great start, but it can't stop there. If you want to actually achieve something great, you HAVE to get 10x more specific. On both the outcome of the Goal AND the action steps you need to take to make it happen. 
3. Our minds are wondering generalities, but they thrive in routine, regardless of what you tell yourself.
4. Why having detailed action plans for your goals are vitally important
5. How to get specific in sales, marketing, and growth. Example of how to set and execute on a revenue target for your company. 

In todays episode of the SellingSaas Podcast, Duane chats with Tim Geisenheimer about how as the CEO of Correlated, he leans on their existing customers as product advocates in sales cycles instead of just the traditional GTM strategies to have a major impact on closing rates, customer belief and some the highest confidence in product usage.  

EPISODE HIGHLIGHTS:  

1:00 - Leaning on Existing customers as a advocates in the sales cycle  

2:00 - when good fit customers ask for it, why would you fight it?  

3:15 - the two most important things to consider when adopting PLG or selling into a market using a PLG 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.

In todays episode of the SellingSaas Podcast, Duane sits down with Corey Kossack the founder and CEO of Aspireship and talks about how Aspireship came from a constant problem he was experiencing within the company that acquired his previous start up, and the surprising amount of people who long for a career change, but have been "stuck" for many years without any real plans on how to make the change, even within their own org.  

EPISODE HIGHLIGHTS:  

1:30 - Getting type cast for roles, even when you kind of fell into that job right out of college.  

2:15 - Hitting constant road blocks when trying to learn new skills for a promotion or a complete role change in your company  

3:15 - How so many issues and blockers of growth in a business stem from "people issues" but with no tangible process to get people to the next level

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.