Pit Stops to Podium: B2B RevOps Podcast – Details, episodes & analysis

In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy.

Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success.

Chapters:

• 00:00 - Intro

• 01:03 - Josh Braun Background

• 04:08 - Who’s Josh Outside Work

• 04:59 - Enhancing Customer Engagement for Mutual Success

• 08:24 - The 'Red X' Strategy for Product and Service Enhancement

• 14:00 - Rethinking Objections in Selling

• 19:51 - Shining a Light on Problems, Not Convincing to Buy

• 22:04 - Engage with Josh
  

//ENGAGE WITH JOSH

Josh’s LinkedIn

Josh’s Website

//MENTIONS

Dish Network

Jellyvision

HubSpot

Zendesk

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In this episode of Pit Stops to Podium, we are honored to have Jim Cathcart, a renowned mentor, author, and Hall of Fame professional speaker. With his extensive experience as the founder of The Going Pro Experts Academy Mentorship and author of 25 bestselling books, Jim brings a wealth of knowledge and practical insights to our discussion.

During the episode, Jim will explore the essential traits of a great sales professional and the role mindset plays in achieving sales success. He will share proven strategies for bulletproof selling and discuss how "The Acorn Principle" relates to effective sales techniques. Additionally, Jim will provide valuable advice on navigating challenging times in sales and the power of relationship selling.

Chapters:

• 00:00 - Intro

• 00:53 - Who Cathcart Institute Is

• 07:58 - Who’s Jim Outside Work

• 10:56 - Enhancing Sales Leaders' Mindset for Success

• 15:00 - The Half of the Job Mindset

• 16:55 - Implementing Acorn Principle in Bulletproof Selling Strategies

• 21:24 - Guiding Revenue Leaders Through Economic Challenges

• 25:14 - Engage with Jim
  

//ENGAGE WITH JIM

Jim’s Website

Jim’s LinkedIn

//MENTIONS

American Bank Association

Earl Nightingale

MassMutual

//BOOKS

The Acorn Principle

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New "pit stops" every week.

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In this episode of Pit Stops To Podium, we're honored to welcome Bill Schaninger, Senior Partner Emeritus at McKinsey & Company, international speaker, author, researcher, and advisor to senior executives. Bill, a LinkedIn Top Voice, shares his insights on reimagining the role of the manager. He emphasizes that managers are pivotal in the war for talent, stressing the importance of strong people skills to attract and retain the best talent.

Bill also discusses the need for managers to transition from rule enforcers to rule challengers, acting as critical stopgaps for ineffective or obsolete rules. Moreover, he highlights the value of not promoting good managers out of their roles, but instead recognizing their contributions and allowing them to advance within their positions.

Chapters:

• 00:00 - Intro

• 00:56 - Bill’s Background & Who’s McKinsey & Company

• 05:27 - Fads, Crises, and Shifting Power Dynamics

• 07:34 - Who’s Bill Outside Work

• 10:25 - The Vital Role of Middle Managers in Modern Work

• 17:54 - Middle Managers' Role in Boosting Recruitment and Retention

• 23:48 - Fostering Empowerment and Authenticity in Middle Management

• 28:14 - Nurturing and Valuing Middle Management Expertise

• 30:14 - Balancing Individuality and Membership in Organizations

• 32:57 - Engage with Bill
  

//ENGAGE WITH BILL

Bill’s LinkedIn

Bill’s Email

//MENTIONS

Matt Guthridge

Horst Schulze

//BOOKS

Power to the Middle by Bill Schaninger

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New "pit stops" every week.

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In Episode 2, John Thackston, an expert in sales performance improvement, shares foundational advice for scaling companies to build practices that lead to predictable, repeatable results. Some of those insights include: steps to alignment, common missed opportunities for companies at key areas of growth, and.....but I don't want to spoil it! Go listen!

Finding your product market fit is crucial, but where do you go from there? Listen as Karen Walker, an expert in the technology space and key advisor to scaling companies, coaches on next steps and strategies - starting with how to assemble a team built for winning that continues to drive your business up and to the right.

In this episode of Pit Stops To Podium, we're thrilled to have Kyle Coleman as our guest. Kyle is the Senior Vice President of Marketing at Clari and is a recognized Sales and Marketing leader. He also hosts The Run Revenue Show podcast and serves as a Strategic Advisor at Lavender. As a LinkedIn Top Voice, Kyle brings a wealth of experience and knowledge to the discussion.

The main focus of this episode is on the art of creating a highly effective Sales Engine. Kyle emphasizes that there's no one-size-fits-all approach to building such an engine for a team. He also underscores the critical role of risk identification in achieving a successful sales pipeline and highlights the significance of aligning Marketing, Demand Generation, and Sales Development teams.

Chapters:

• 00:00 - Intro

• 00:52 - Who Clari Is + Kyle’s Background

• 03:54 - Fun Facts about Kyle

• 06:03 - Creating an Effective Sales Engine

• 09:43 - Staying Ahead in Revenue Analysis for Future Growth

• 12:42 - Driving Alignment for Revenue Impact

• 18:13 - Beginning the Sales Engine Journey for Beginners

• 20:29 - Engage with Kyle
  

//ENGAGE WITH KYLE

Clari Website

Kyle’s LinkedIn

The Clari Revenue Cadence Playbook

//MENTIONS

Looker

Mark Roberge

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New "pit stops" every week.

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In this Pit Stops To Podium episode, we're joined by Lou Adler, CEO at Performance-based Hiring Learning Systems. Adler's extensive background spans executive roles in finance and operations. With an engineering degree and an MBA, he transitioned to recruitment in the 70s, later becoming an Amazon best-selling author and featured expert in major publications.

The episode's focus revolves around Unlocking the Secrets to Hiring Exceptional Talent. Join us as Adler delves into key subtopics such as the concept of hiring for the anniversary date, employing the 'High Tech, High Touch' method to elevate talent standards, and expanding the talent pool through defining work by crucial performance objectives.

Chapters:

• 00:00 - Intro

• 00:55 - Who’s Performance-based Hiring Learning Systems?

• 02:56 - Who’s Lou Outside Work

• 07:21 - Is Achieving a Win-Win in Hiring an Imbalance from the Start?

• 12:35 - Applying “High Tech, High Touch” in Talent Recruitment

• 17:28 - Defining Success Objectives for Hiring AEs and SDRs

• 22:39 - Engage with Lou
  

//ENGAGE WITH LOU

Hire With Your Head Website

//MENTIONS

Buc-ee’s

Sangram Vajre

//BOOKS

Hire with Your Head by Lou Adler

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New "pit stops" every week.

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In this episode of Pit Stops To Podium, we're thrilled to welcome Sandy Robinson, Senior Vice President of Revenue Operations at Patra Corporation. With her role as an Ambassador, Contributor, and Podcast Host at Revenue Operations Alliance, Sandy is a respected authority in sales strategy and leadership.

Our focus centers on enhancing sales success through improved performance and effective communication. Drawing on her expertise, Sandy champions clear communication that transcends technicalities and resonates with sales professionals. She highlights the significance of simplifying strategies, crafting personalized playbooks, and optimizing performance efficiency. Join us to glean invaluable insights for elevating your sales approach.

Chapters:

• 00:00 - Intro

• 01:00 - Who Patra is and Sandy’s Background

• 03:35 - Fun Facts About Sandy

• 05:36 - Empowering through Clear Communication

• 07:20 - Balancing Urgency and Adaptability in Sales

• 10:59 - Effective Sales Enablement Strategies for Scaling

• 13:27 - Balancing Tech and CRM Efficiency

• 16:07 - Strategic Approach to RevTech Orchestration

• 21:45 - Engage with Sandy
  

//ENGAGE WITH SANDY

Sandy’s LinkedIn

Revenue Operations Alliance

//MENTIONS

Stephen Covey

Mark Roberge

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New "pit stops" every week.

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In this episode, we're excited to feature Joey Price, CEO of Jumpstart:HR and a respected voice in the Forbes Human Resources Council. With over 15 years of HR experience, Joey has been recognized as a Top 30 HR Professional Under 30 by SHRM's HR Magazine and lends expertise as an Advisory Board Member at UKG.

Our discussion centers on the significance of HR and Team Engagement for startups. Discover how HR influences business growth, the advantages of fostering employee commitment, and effective strategies for managing remote teams. Tune in for Joey Price's invaluable insights, offering a roadmap for startups to harness the power of strategic HR approaches.

Chapters:

• 00:00 - Intro

• 00:58 - Who Jumpstart:HR is?

• 04:19 - Fun Facts About Joey

• 06:46 - The Strategic Importance of HR Investment

• 11:04 - Boosting Engagement in Remote Work

• 13:50 - Employee Impact on Engagement, Culture, and HR

• 16:31 - Fostering Trust, Ownership and Empowering Employees

• 18:25 - Engage with Joey
  

//ENGAGE WITH JOEY

Joey’s LinkedIn

Jumpstart HR Website

While We Were Working Podcast

//BOOKS

A CEO Only Does Three Things by Trey Taylor

//MENTIONS

Stephen Covey

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New "pit stops" every week.

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In this episode, we're joined by Braden Wallake, the CEO & CSO at HyperSocial. With a proven track record, Braden excels in leading marketing teams and creating potent B2B strategies. Notably, he's driven a Canadian SEO company to $115,500 in 6 months, lowered cost per lead to $2.35, and boosted LinkedIn profile views by 258%.

Our central theme revolves around the concept of authenticity and transparency in the online world. Braden provides profound insights into leveraging imperfections for growth, fostering genuine connections within digital landscapes, and cultivating unwavering positivity in the face of adversity. These invaluable lessons hold the key to reshaping your digital footprint and unlocking unparalleled opportunities for personal and professional growth.

Chapters:

• 00:00 - Intro

• 00:56 - Who HyperSocial is?

• 02:31 - Fun Facts About Braden

• 06:13 - LinkedIn vs Instagram: Exploring Social's Strategic Significance

• 08:15 - The First Steps in Audience Engagement

• 12:14 - Creating a LinkedIn Voice and Content Strategy

• 15:38 - Practical Starting Points for Your LinkedIn Advantage

• 21:04 - Engage with Braden
  

//ENGAGE WITH BRADEN

Braden’s LinkedIn

//MENTIONS

Ted Lasso

Robert Jones

Crystal

//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community!  

//STAY AWESOME &  DO IT BIG!!

Website: revpartners.io
Listen on Spotify and Apple Podcasts