The Sales Stackr Podcast

Welcome back! After a few months off, we are back in action to continue engaging sales leaders to talk about relevant sales topics and the technology behind it. This episode is a swapcast I did in partnership with Colleen McKenna from Intero Advisory. After having her on as a guest at Sales Stackr, she interviewed me on her in:dispensable podcast. Enjoy! Expect new episodes about once per month for now!

Recently I sat down with the insightful Alan Allard of Genius Dynamics, Inc. to talk about the "Coaching Sales Manager." A good episode to round out our recent conversations here on The Sales Stackr Podcast about sales managers, this episode touches on the idea of creating an organization that has the coaching culture engrained in its structure, all the way from the top-down.

Snapshots:

• Similarities between a successful life, successful marriage and a successful sales career (2.00)
• Alan's Sales Story (5.30)
• What is a Coaching Sales Leader? (11.30)
• How to keep sales coaching short and simple (18.30)
• Recording Vs Reporting (21:50)
• The benefits of using the GPS model (24.00)
• How new technologies can benefit businesses (32.20)

 Sales Tech Mentioned in this Episode:

• Hubspot CRM

Notes, resources and more at www.salesstackr.com

This week we talking with Becca Sherrill, partner at Six20 Partners and we talk about understanding how the top sales organizations are able to both attract top talent and identify early talent. Don't miss the secrets, stay tuned with us.

SnapShots:

• Top trends in Tech industries (8.10)
• What qualifies a sales leader as a top talent? (13.50)
• The cost of not bringing in early talent to your sales org (19.35)
• Process of how to attract top talents (22.20)
• Signs of good talent and costs of not having them (30.00)

Tools Mentioned:

• Zoom
• HubSpot

Create your ideal sales stack at:

https://www.salesstackr.com

This week we are here with Colleen McKenna. We talk about how important LinkedIn is to anyone's business and personal life, how it can impact any business, the benefits of it and the strategies to set up a Super Professional LinkedIn profile. To learn more, keep listening to the episode.

SnapShots:

• A little about Intero Advisory and what it does (2.50)
• The most fascinating things about brand building (8.00)
• Setting up a professional LinkedIn profile (16.20)
• Strategies and processes she follows (24.30)
• Important Tools (37.00)
• A piece of advice (48.00)

Tools mentioned:

• Sprout Social
• Grammarly 
• Calendly 
• Hubspot 
• Dux-Soup 
• Canva 
• Vemio 
• Creat

Contact with Colleen McKenna:

LinkedIn

Create your ideal sales stack at:

https://www.salesstackr.com

This week, we are with an insightful person, Cullen Brugman from Dashboard Magic in Melbourne. We talk about sales forecasting, reporting, and many more things. To learn more keep listening to this informative episode today.

Snap Shots:

• About Dashboard Magic and what it does
• The cost of not tracking and forecasting business metrics (4.30)
• The key metrics of a sales forecasting system (11.40)
• Reading a sales report/forecasting model (18.10)
• Fixing gaps or areas of improvement (29.20)
• Some of the good technologies (36.30)
• A piece of Advice (48.20)

Tools Mentioned:

• Salesforce
• Klipfolio  
• Tablo 
• Zoom 
• Asana 
• Xero 

Connect with Cullen Brugman:

Website: https://dashboardmagic.com.au/

LinkedIn: https://au.linkedin.com/in/cullenbrugman

Email: [email protected]

Create your ideal sales stack at:

https://www.salesstackr.com

This week we have our first repeat guest, Roderick Jefferson and dived a little deeper by discussing how Millennials have changed the buying and selling environment and what that means for sales enablement. Hope you enjoy it. Snap Shots:

• Key to his Expansion (2.00)
• The general state of sales enablement (3.28)
• Main considerations of the millennial buyer (6.22)
• Positioning and preparing for conversations with the Millennial buyer (11.07)
• Using Machine Learning and AI in the buying/selling process (14.02)
• Organizing lessons to make sure it’s most effective (21.50)
• A piece of Advice (26.56)

Tools Mentioned:

• Crystal
• Calendly

Connect with Roderick Jefferson:

LinkedIn || Twitter || Website

Create your ideal sales stack at:

https://www.salesstackr.com

This week I sit down with Pablo Calvo, CMO at Digiboost, to discuss how SMBs can take advantage of an effective digital strategy to set themselves up for future success and scale.

Snap Shots:

• Some of the biggest challenge that small/medium business faces (2.13)
• The key driver of his success as an entrepreneur (7.00)
• What is SEO and what impact can it have? (15.50)
• The cost of not doing SEO (22.00)
• Types of content (27.00)
• Technology that Pablo uses and recommends (40.28)
• Good types of call-to-actions to get more buyers (45.20)
• Advice for small business startups (1.02.00)

Tools Mentioned:

• Google analytics
• Google Data studio
• Google Tag manager
• GTmetrix
• Wordpress
• Square Space
• Wix
• Drift
• Hubspot
• Member press
• Formstack
• MailChimp
• WP rocket
• Web FLow

Connect with Pablo Calvo:

LinkedIn: https://www.linkedin.com/in/pablocalvo322

Website: https://digiboost.com/

Email: [email protected]

Create your ideal sales stack at:

https://www.salesstackr.com

This week we sit with the insightful Cindy Lynch, a partner at Six20 Partners, to discuss the importance of sales managers and the secrets of improving their performance and sales.

Topics:

• Intro to Cindy and Six20 Partners (2.02)
• Cost of NOT retaining Top talent (6.09)
• Strategies to improve performance (7.30)
• Distinguish someone’s behavior and personality (9.40)
• Types of training to improve performance (14.38)
• Red flags to avoid (21.00)
• A very important activity (23.16)
• The technology behind successful sales managers  (31.10)

Tools mentioned in the episode:

• CrunchBase
• Owler
• Crystal Knows
• Email Hunter
• LinkedIn
• Hubspot

Connect with Cindy Lynch

LinkedIn: Cindy Lynch

Website: http://six20partners.com/

Email: [email protected]

Create your ideal sales stack at:

https://www.salesstackr.com

This week I sit down with the incredibly insightful and process-driven Shawn Sease to unlock the secrets of how to become a prospecting powerhouse.

Themes: 

1. Introduction to Shawn and The Sales Developers
2. How craft brewing compares to prospecting
3. The #2019TOFUCountdown
4. How to become a prospecting powerhouse 
5. The tech behind prospecting 
6. The Sales Stackr Hotseat

Tools Mentioned in this Episode:

• Salesforce
• Crystal 
• ConnectandSell
• Outreach.io
• VidYard
• Phone Burner

Read Outbound Sales, No Fluff by Rex Biberston and Ryan Reisert here

#2019TOFUCountdown // #5bynoon

Connect with Shawn on Linkedin: https://www.linkedin.com/in/shawnsease/ 

Connect with Shawn by email: [email protected] 

Connect with Shawn by phone: (530) 349-0029

Learn more about The Sales Developers https://thesalesdevelopers.com/

Show notes, resources and more at https://salesstackr.com 

Themes:

1. Begin with the end in mind, Chris Caldwell (episode 1), Andrea Kayal (episode 10)
2. Keep it Simple, Pat Lynch (episode 6)
3. Response time is king (for inbound leads), Dan Murphy (episode 8)
4. Centralize data and communications, Tim Berman (episode 2) and Krish Ramineni (episode 3)
5. Effectively manage change, Paul Bickford (episode 4), Wade Morgan (episode 5), Roderick Jefferson (episode 7)

Tools Mentioned In this Episode:

ConnectAndSell: helps multiply booked meetings by getting your prospects on the phone with greater frequency 

TopOPPS: sales forecasting software

RouterJet: lead routing and SMS escalation for inbound leads

Front: a shared inbox for all customer communication

https://Fireflies.ai: free meeting transcription and recording software

Chorus: sales conversation transcriptions and analytics

Gong.io: conversational intelligence platform similar to Chorus

Connect with me on LinkedIn: https://www.linkedin.com/in/isalessolutions/

Want to support The Sales Stackr Podcast? Check out some of our affiliate partners and buy their technology (if it helps you have a more efficient and effective sales process)

Pipedrive: a lightweight, easy-to-use and scalable CRM ideal for SMBs with a diversified sales process. 

Integromat: advanced online automation software

Klenty: marketing automation software that works well with all major CRMs

Seamless.ai: contact information database  

Crystal: automatically provides an accurate personality profile of your leads 

LiveChat: live chat tool for your website

SalesWings: cutting edge lead engagement tracking

CrowdChat: (contact Matt directly via LinkedIn) managed live chat services for your website. 24/7 coverage, more leads.

Lessonly: (contact Matt directly via LinkedIn) manage your team’s onboarding and training through a unified learning platform.

ConnectAndSell: (contact Matt directly via LinkedIn) helps multiply booked meetings by getting your prospects on the phone with greater frequency 

United Nearshore Operations: (Contact Matt directly via LinkedIn) the industry leader in the nearshore call center outsourcing industry

Show notes, resources and more at www.salesstackr.com