The Customer Engagement Lab

In your sales proposals, do you spend pages and pages talking about how great your own company is?

Before you get to the price, do you make your customer wade through a bog of legalese so deep that it’s sure to give flashbacks to that scene with Artax in The Neverending Story?

Sales proposals are hard and if either of these sounds familiar, yours probably needs rescuing.

But have no fear —if anyone can save it, it’s today’s guest, Pete Nicholls , Founder and CEO of HubDo .

He joins Patrick and Travis to discuss:

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How do you make sales content so good that your competition invites you onto their podcast? 

Well, this week we’re hanging out with Will Aitken, Account Executive at Proposify – AKA: the enemy — because he’s been doing exactly that. And he was nice enough to join us to share what makes his sales content so compelling.

Keep your friends close and enemies closer, right?

In this episode, we cover:

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There is no magic sequence of activities that works every time, okay? There just isn’t.

What there is, is continuous personal and professional improvement, the daily baby steps we take to put ourselves in second place. (Because the other person should be in first.)

In this episode, we had such a great talk with Jason Bay, Chief Prospecting Officer at Blissful Prospecting (and fellow podcast host). As usual, we just threw him straight into posts and clips to get his take on all things prospecting.

In this episode we discuss:

Check out these resources we mentioned during the podcast:

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Objections, obstacles, time-wasters and even addiction…

Selling is all about overcoming.

It’s the secret to finding success — and giving yourself a real shot at happiness.

That is, of course, assuming you don’t want to splurge on a Wave Runner…

On the latest episode, Travis and Patrick are joined by Ian Koniak, Strategic Account Director at Salesforce, to discuss the many ways sellers overcome.

They cover:

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A mood board can be a challenging thing for a client to understand… especially when your face is splashed all over it.

For a creative designer, it’s important to get outside of your head and remember to walk your client through what could very well be a traumatic experience (if their face looks like Patrick’s, anyway).

(Just kidding, but you should see him in that hat.)

Today, Travis and Patrick talk with Cat Lim, Creative Director at Pyper, Inc., about sales strategies for creative agencies.

Specifically, we discuss:

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What would you say to an account executive who is afraid to do goofy, wacky, funny, interesting, outlandish stuff?

I'd say, "Dude, watch this episode of The Customer Engagement Lab."

Travis and Patrick talk with Mark P. Jung, VP of Marketing at Dooly, about how to be funny in business.

Why be funny? Because people buy from people — even in B2B. And you might as well have fun with it.

Specifically, we discuss:

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Before Zoom and LinkedIn, sales pros rode dinosaurs to meet with prospects face to face. Other than technology, nothing's changed since those days.

Don't believe us?

Fine. Believe Travis' dad.

On this episode of The Customer Engagement Lab, Rich Tyler gave dad-worthy advice about sales careers before exiting stage left and leaving flames in his wake while an electric guitar exploded in the background.

So that was kinda cool.

Then, Travis and Patrick talked with Nate Gilmore, chief revenue officer at PandaDoc, about why you should not follow your passion.

Specifically, we discussed:

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If you’re trying to get ahead in sales — which would probably make sense if you’re tuning into this show — you don’t need magic beans or mad hypnosis skills…

You just need 3 simple things.

You need to be high-value. You need to be low maintenance.

And you need to demand opportunity.

Oh, and it never hurts to be confident…

So says today’s guest, Troy Barter, who, as Director of Sales Development at PandaDoc, knows what it takes for a rep to move up.

In this episode:

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Bored at work?

It's probably not your job.

It's you.

Travis used to cry in his car at lunch. It wasn't the job. It was Travis being unprepared for the job.

Bored sales pros never cry. They just switch companies. Pretty soon they've done commercial sales for 7 organizations and are trying to jump to an 8th because — get this — they're bored again.

Quit that sh*t!

It's bad for you, worse for your company, and a disaster for your personal life.

On this episode of The Customer Engagement Lab, we talk about lateral job hopping, why we do it, and how to stop. Our guest is Josh Gillespie, Sr. SaaS Executive who's currently building PandaDoc from zero to infinity.

Specifically, we discuss:

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If they start out hissing, things aren't gonna end well.

It's true for pet cats, podcast hosts, personal relationships, and business relationships.

In fact, Jeremey Donovan, SVP Revenue Strategy at SalesLoft, compares sales prospecting to picking out shelter cats:

Bad start; bad end.

On this episode of The Customer Engagement Lab — What other biz podcast would give you original content of this caliber? — we talk about how to quit hissing at your prospects and get picked from the litter.

Specifically, we discuss:

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