Customer service teams are often a mess. They are often overlooked and understaffed so David Schotz, Sr. Direct at Centrica decided to do something about it. Rather than have a tier one customer service team, David had his sales reps be the tier one support and sales soared. The test wasn't without bumps and bruises but the creative idea and the subsequent test paid off. In this episode, David talks about his journey and his thoughts on why companies should think about making money when customers call for help.

Everybody says buyers are half way into their buying process before they talk to a sales person, is that true and if it is true what is the data source for this claim? One way to determine where people are in the sales process is how they engage with content and nobody does that better than DocSend. In this episode, Dave Koslow, COO at DocSend talks about the power of content and what it means for your company.

Compensation matters across all of sales but it really matters for sales development reps. SDRs need more guidence when managers can't be around and bad comp plans can lead to bad results. Most people don't have an answer for compensation but experience can teach you a lot. In this episode, Alex Hudzik, from Nasuni, talks about his experience and lessons learned about building an optimal SDR comp plan.

Are great leaders born or is it something that is learned? I sat down with CEO of InsideSales.com Dave Elkington and had him give me his top five leadership traits. How do you rate on each one? Where are your strengths and weaknesses? What can you do to become a more well balanced leader? Listen to this podcast and find out how good of a leaders you are.

Sales and marketing are fighting STILL and sometimes I think they will never stop fighting. But, great organizations have figured out a way to make sales and marketing work and it makes a big difference in the bottom line of their organizations. What's the secrets and how can other organizations make it work? In this episode, sales expert Jeff Davis, talks about his experience and his goal of brining sales and marketing together once and for all.

A lot of people talk about how the buying process has changed but it's hard to find where that information came from. To change that Jim and team decided to interview 500 business buyers (with deal sizes over 10K and not in procurement) to understand what really happens during the buying cycle. The findings were fascinating as the top was not a sales person, in fact, a sales person was 9th on the list. Tune into this episode to learn more about this research and how decision makers really make decisions.

Artificial Intelligence is here to stay and one place it's making a lot of noise in is conversations. Conversations may be the most important metric in sales. If you don't have conversations, you can't progress the sale forward. In this episode,

Udi Ledergor from Gong.io talks about the power of conversations and how organizations can turn them into incredible coaching through science.

Every sales rep wants to move up in his or her career and every sales reps expects that to happen at their current company when they first join. Sadly, career progression at many organizations and for many sales development reps is tough to come by. Nobody knows that better than Ryan from Seal Software. As an expert in inside sales and sales development, Ryan has seen many examples of poorly run sales development teams. In this episode, Ryan flips it over and talks about how he's done things differently to make sure reps move forward in the organization.

Every company wants to know how to GROW but growth is not an easy task. To learn more about this topic, DiscoverOrg surveyed leaders in sales and marketing on growth at their companies and factors accelerating it or inhibiting it. Survey questions delved into team structure, budgets, strategies, technologies stack, and more with the objective to uncover current trends leading to high growth success.

Yeah I know, you've heard the term account-based but like the rest of us, you're still trying to figure it out what it is and how to be successful doing it. Don't worry, you're not alone but that doesn't mean you can give up. In this episode, two experts of account-based strategies lend their support and their tips to help marketing and sales professionals win using account-based principles.