In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manage change, align goals, and foster a culture of continuous improvement. From overcoming objections to nurturing talent, they discuss the qualities that set apart good sellers from great ones, offering valuable advice for both aspiring and seasoned sales professionals.

#salesconsultantpodcast #insidesales #salesdevelopment #salesstrategy #b2bsales #salesoperations #salestech #salesculture #outsidesales

[02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas.

[07:10] - Managing the change when developing a new inside sales team.

[09:30] - Which CRM is preferred and a discussion on how to approach data hygiene. 

[12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element.

[19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections.

[26:38] - What separates good salespeople from great salespeople.

[29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales.

Brooke’s LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. 

One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop.

Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations. 

#salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales 

[2:25] - Why companies should invest into Revenue Operations sooner.

[5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function.

[13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts.

[22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue.

[31:00] - Another hand-off that should be optimized is ‘CS to Marketing’ in terms of customer intelligence.

[33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts. 

[42:10] - How to communicate your contributions and value as a Revenue Operations person.

Rosalyn’s LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/

The RevOps Collective website: https://therevopscollective.com

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show.

In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled.  

From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off. 

Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop. 

In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode.

#salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55

[02:30] - John reflects on lessons from 2023 and how he’s adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to.

[12:00] - Why John thinks the Predictable Revenue model is a joke.

[15:49] - How AI is changing the game and how salespeople won’t be replaced by AO but by people who know how to use AI.

[22:20] - John shares an AI tool he uses to analyze a client’s 10-K report and suggests outreach messaging based on what you offer.

[24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them.

[35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development.

John’s LinkedIn page: https://www.linkedin.com/in/johnbarrows/

JB Sales Training: https://www.jbarrows.com

Sell better website: https://sellbetter.xyz

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks.

Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts).

Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you’re not going to want to miss.

#salesconsultantpodcast #sales #salesleadership #salesmanagement #salesdevelopment #vpofsales #practicemakesperfect #loveyourhaters #managementcareer #careeradvice #managementadvice #leadershiplessons #gtmconsulting #gtm #authenticity #inspiration

[2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com).

[6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more. 

[11:00] - The transferable sales skills and disciplines that come from music (not just sports). 

[18:26] - Operationalizing more practice in sales teams.

[20:50] - From leading Sales Development teams to being hired as a first time VP of Sales.

[27:00] - Advice to new managers. 

[29:00] - His opinion on how the number of haters will grow as you grow in your career.

[34:30] - How he got into consulting, his experience, and his consulting ambitions for the future.

[39:15] - Structuring consulting compensation and hassigning equity to a family trust.

[44:00] - Who helped him the most become who he is and why.

Ralph’s LinkedIn page: https://www.linkedin.com/in/ralphbarsi/

Ralph’s website: https://www.ralphbarsi.com

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data.

Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny. 

Listen to the interview and I promise you’re going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound’s practice with a team of consultants. 

During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development. 

We wrap up with Pete’s candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture. 

#salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagement

[2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves.

[6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended).

[13:00] - For the first time on the show we talk through what it’s like to lead a group of sales consultants, myself included.

[22:00] - We discuss what it’s like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound’s practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment.

[33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30.

[38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer?

[40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing.

[43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks.

[49:30] Is social selling and thought leadership a ‘nice to have’ or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one.

[55:00] - Lastly we talk about what’s more impactful on a sales team’s success, individual talent or environmental conditions.

Pete’s LinkedIn page: https://www.linkedin.com/in/petemickartz/

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps.

James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants.

#salesconsultantpodcast #salesconsultant #b2bsales #consultant #entrepreneurship #clientacquisition #bant #meddicc #content #engagementpricing #authenticity 

[3:30] - James explains how he’s managed to last 18-years in the Sales Consulting game but he also shares what it’s like flirting with the idea of working for someone again as an employee.

[11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy.

[16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research.

[23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic.

[36:30] - James’ approach to out-bounding and driving client acquisition as a sales consultant.

[39:24] - James shares his thought process and approach to generating content for his consulting practice.

[42:25] - Advice to consultants on how to think about structuring pricing for engagements.

Here’s a link to our first interview:

https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863

https://www.linkedin.com/in/jamesrores/

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. 

We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. 

We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essential traits of successful customer success initiatives. 

Matthew also offers practical tips for setting up a customer success team and emphasizes the importance of every person in every department of the organization adopting a customer-centric mindset.

#salesconsultantpodcast #customersuccess #cs #b2bsales #growth #value

[4:00] A story that epitomizes the pinnacle of customer success: From a modest $150,000 initial order to a staggering $40M in total purchases.

[8:00] - When customers fail to realize the value of their purchase.

{12:30] - When sales over promises on the capabilities of the product and CS is left to clean up.

[14:50] - Why CS should report into Sales or be its own business unit reporting to the CEO.

[18:30] - Collecting customer insights post-sale for the purpose of becoming more buyer-centric.

[20:00] - The importance of conducting interviews and truly being in tune with customer as opposed to only relying on stale surveys.

[22:00] - What it looks like in the early days of building out a new CS function including the top KPIs and where the priorities lie as a leader.

[25:00] - When it makes sense to assign a dedicated CS Manager (CSM) to a single account.

[27:35] - Advice to aspiring CS professionals: The worst thing you can say is, “that’s not my job”. 

Matthew’s LinkedIn page: https://www.linkedin.com/in/mwarmstrong/

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts.

In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics.

From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market.

We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader.

Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide.

#salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacity

[02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley’s see companies making in 2024

[07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams.

[11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs).

[16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley’s opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc.

[25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers. 

[31:00] - Moving on and letting go when you’re promoted: Career advice for sales leaders.

[39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively.

[45:30] - How Haley has navigated her career differently than her male counterparts.

[48:40] - Haley shares which heroine of her’s she would have lunch with and why.

Haley’s LinkedIn page: https://www.linkedin.com/in/haleykatsman/

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel.

Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success.

Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying solely on self-reported data. Through vivid examples, he illustrates the consequences of inadequate outreach and engagement when teams lack proper enablement.

Drawing from his consultancy experience, Paul reveals essential elements clients seek when hiring consultants and introduces his comprehensive "Customer Enablement Framework."

#salesconsultantpodcast #enablement #gtm #revenueops #b2bsales #b2bmarketing #consultingpractice #productmarketing #entrepreneurship 

[05:15] - Paul’s first priorities in building his second consulting practice.

[10:55] - Enablement defined.

[15:30] - Why enablement leaders must think like a sales leader.

[18:50] - The negative side of just relying on self-reporting and the importance of using actual customer feedback to inform the sales enablement strategy. 

[22:50] - Examples of poor outreach and poor engagement when revenue teams are not properly enabled.

[32:00] - Paul had a successful intellectual property consultancy that he built prior to Revenue Flywheel - we discuss the business and why he ultimately stopped consulting the first time. The lessons he learned the first time around that are influencing his approach with Revenue Flywheel. He shares important stories and insights that every consultant should hear.

[38:20] - Three things people are looking for when they’re hiring a consultant.

[39.45] - Paul breaks down his “Customer Enablement Framework” (Methodology, Process, Tools, Coaching, Skills)

[46:30] - The importance of including enablement for managers in the enablement plan.

https://www.linkedin.com/in/paulrbutterfield/

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. 

It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement. 

Throughout the conversation, JR's personal anecdotes and insights offer valuable insights for listeners pursuing a successful career in sales or sales management. 

#salesconsultantpodcast #sales #salesmanagement #coaching #salescoach #salescareer #saleseffectiveness #hockey #salesskills #roleplaying #practicing #talentdevelopment #entrepreneurship

[2:10] - JR’s reaction to Bill Belicheck being released from the New England Patriots as their Head Coach (we recorded the same day the news broke).

[3:45] - Is it the Player or is it the Coach? Is it the rep’s individual talent or is it the environmental conditions that manager’s create that makes winning teams? JR gives us his perspective.

[8:10] - JR opens up about what has driven him to be successful. He gets real with us on this one and shares some inspiring stories. 

[14:40] - JR explains his quote, “athletes have the right balance of humility and confidence”.

[17:00] - How to avoid complacency.

[19:56] - We discuss how sports is or is not uniquely qualified in its ability to facilitate a transfer of useful skills/attributes to a profession in sales.

[23:30] - Operationalizing an emphasis on “practicing” in a sales environment the way we do in sports.

[27:40] - Why it’s easier for JR to coach teenage hockey players than adult sales professionals.

[32:30] - Having difficult coaching conversations with low performing reps.

[34:00] - Derrick puts JR through a rapidfire challenge where JR has to come up with his best  sales analogy based on a variety of hockey concepts.

[39:00] - Why “coachability” is so sought after when at the same time we all know there is a massive opportunity for managers to do more/better coaching with their teams.

43:30] - JR takes us through the inflection point in his life where he decided to go all in on building The Shift Group.

JR’s LinkedIn page - https://www.linkedin.com/in/jrbutler/

Shift Group website - https://www.shiftgroup.io

Connect with Derrick on LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw