Have you ever had a bad experience with a dishonest sales rep?

Who hasn’t?

As sales pros, we shouldn’t feel bad about what we’re doing. It should make us feel good to help someone find a solution that’s perfect for them.

In this episode of The B2B Sales Show, co-host Patrick Downs shares his reasoning behind being radically honest when it comes to sales.

Plus, he talks about:

• The reasons salespeople start to feel bad about what they’re doing
• How to make honesty an extension of yourself
• How to have the most efficient sales exchange possible 

This series is co-hosted by Patrick Downs at PandaDoc.

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You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.

Everyone: Quit taking the advice of LinkedIn “thought leaders” so literally!

They don’t know you or your business. Plus, they have million-dollar marketing budgets helping them post every day.

In this episode of The B2B Sales Show, co-host Kevin Warner of Leadium.io discusses several reasons why you shouldn’t take LinkedIn thought leaders’ advice so seriously.

Plus, he talks about:

• The lack of context around LinkedIn posts
• Why LinkedIn is not a platform meant for conversion
• Why following your peers on LinkedIn is more valuable than following thought leaders

This series is co-hosted by Kevin Warner at Leadium.io.

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You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.

What’s real, valuable data and what’s just noise?

That’s the magic question.

Luckily, we don’t have to use magic to figure out which data sets are useful. In this episode of The B2B Sales Show, co-host Brad Rosen from G2 shares several ways to use data to inform sales effectiveness.

He discusses:

• Leveraging data to increase the likelihood of landing meetings and closing deals
• Pulling useful data from your own platform
• Analyzing activity at all pipeline stages to inform each rep’s sales process

This series is co-hosted by Brad Rosen at G2.

Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes?

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You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.

When we set sales quotas for our reps, we’re creating a system that prioritizes box-checking and number-crunching. The problem isn’t that reps don’t learn that system.

The problem is they do.

Guess what happens when another company offers your rep a slight bump in base pay? They leave, because it was *always* all about the numbers.

On this episode of the B2B Sales Show, co host Dale Dupree gives 3 reasons you need to get rid of sales quotas.

Dale, a.ka., the Copier Warrior, is the Founder of The Sales Rebellion, and also hosts another podcast called the Selling Local podcast.

What we talked about:

• Why Dale hates sales quotas
• Sales quotas limit the full potential of your reps 
• Sales quotas create boundaries between management and reps
• Sales quotas punish reps

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

“We’re looking for the top hunters who can CRUSH sales!”

Have you ever seen an SDR job post like that ☝️?

It may help explain why so few women are in tech sales. 

On this episode, Heidi Barnett, Chief Revenue Officer at ApplicantPro, helped explain how we can all ensure we’re attracting top talent, in a diverse and inclusive way.

What we talked about:

• The Importance of Diversity on a Sales Team
• How to build D&I focus in your hiring process
• Tips to reach highly qualified, diverse candidates
• Diversity & inclusion
• Women in tech
• Women in sales
• SDRs
• Hiring

This episode is co-hosted by Don Erwin, Head of Revenue at Mixmax.

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

Emphasis on “customer-centricity” has turned salespeople into compliant order-takers. It’s time for salespeople to take back the control of the conversation.

On this episode, co-host Patrick Downs dives deep into how sales teams can correctly use customer centricity without becoming simple “yes” people.

Patrick is the Sales Enablement & Training Manager at PandaDoc.

What we talked about:

• Customer centricity in sales teams
• Sales enablement
• Solving problems
• Challenger sale

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

On this episode, Don Erwin, Head of Revenue at MixMax, gives 5 ways to ensure your cold emails never suck again.

What we talked about:

• Attention-grabbing subject lines
• Personalized & curated content
• Structure your email logically & persona-specific
• Introduce yourself & build rapport
• Consistent follow-up

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

Think of the last really bad meal you ate. 

Odds are, it was at a restaurant that you stumbled into. It just happened to be in the neighborhood, or at the airport, or close to the hotel. 

Had you researched it and read the negative reviews, you’d have avoided that awful meal. 

There’s a reason why sites like Yelp exist.

Because the collective power of the voice of the customer is immense. 

Brad Rosen was on the B2B Sales Show podcast recently and talked all about

• Buyer intent, and how you can use it to fuel your growth.
• What buyer intent actually means for your company.
• How buyers actually do business in this day and age.

To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here.

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“There’s no way we could use THAT product. We’ve been with their competitor for years.” 

Let’s say it loud, and say it often:

“My alliegance is not to a piece of software. My allegiance is to myself and what’s best for my business.” 

Now that we’ve got that out of the way, Kevin Warner has a list of the three sales prospecting tools that EVERY sales professional should demo this quarter. 

• Outreach.io
• OrumHQ
• Vidyard

To hear this episode and many more like it, subscribe to The B2B Sales Show on Apple Podcasts or listen here.

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Full page scripts are the fastest way to ensure sales reps … go back to whatever they were doing. Their #1 job is to sell. Everything else is a distraction. So, even if it’s a valuable distraction, it also needs to be a quick distraction.

On this episode, Cheryl Bisram gives us 4 ways to deploy your talk tracks so your sales team will actually consume the material.

Cheryl is the Sr. Manager of Sales Enablement at RollWorks. Previously, she was enabling sales and effectiveness at other big names like Jive, DataBank IMX, & Morafire Media.

What we talked about:

• Sales enablement
• Easily consumable content
• Accentuating the good
• Sharing stories

This episode is co-hosted by Joe Caprio, VP of Sales at Chorus.ai

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.