Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game.
Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation.
We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best.
An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way.
With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording.
Join us on The Sales Consultant Podcast and let's level up together.
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Unlocking Inside Sales Success with Brooke LaFleur
Season 2 · Episode 57
Friday, May 3, 2024 • Duration 31:26
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.
[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.
Optimizing Revenue Operations with Rosalyn Santa Elena #056
Season 2 · Episode 56
Friday, April 26, 2024 • Duration 47:04
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.
[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.
Connect with Rosalyn:Connect with Derrick:
How Engage AI Is Transforming Social Selling on LinkedIn with Jason Tan #047
Season 2 · Episode 47
Friday, February 9, 2024 • Duration 32:57
In this interview, Derrick chats with Jason Tan, the founder of Engage AI.
They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months.
Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly emphasizes the effectiveness of engaging with prospects through LinkedIn comments.
The discussion highlights the significance of personal branding, user-friendly features of Engage AI, and presents eye-opening statistics about the sales opportunities on LinkedIn. Through this interview, you’re going to gain valuable insights into the strategies that drove Engage AI's rapid growth which you will be able to implement for yourself or your team, right away.
[2:40] - Jason shares his journey as a technical founder before launching Engage AI, having previously established another venture. Despite English being his second language, he, like many technical founders, found direct sales and marketing daunting. However, he discovered that engaging with his audience through LinkedIn comments was a passive yet effective approach. Actively participating in discussions and interacting with comments led to one-on-one InMail conversations, often progressing to Discovery Calls and acquiring new customers (the Commenting for Attention Strategy).
[5:00] - When establishing a personal brand on social media, similar to not everyone being suited to public speaking, not everyone can be equally active and visible through writing and creating videos. Expanding on this analogy, even if one may not take on the role of the keynote speaker, they can still participate in the conference, networking with others as a means to generate leads.
Mastering the Psychology of Sales and Breaking the Upper Limit with Justin Michael #046
Season 2 · Episode 46
Friday, February 2, 2024 • Duration 28:36
Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting.
In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions.
He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants.
Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives.
[2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization.
Connect with Justin:Connect with Derrick:
Intent-Driven Outreach: Prospecting Success in Your Obtainable Market with Samuel Maia Verhegge #045
Season 2 · Episode 45
Friday, January 26, 2024 • Duration 42:09
In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision, a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management.
During our talk Sam shares game-changing insights into effective prospecting strategies.
He highlights the impact of communicating with US-based contacts in their preferred language, showcasing how this simple adjustment can lead to a remarkable doubling of results.
Sam also addresses a common pitfall—companies overestimating their Total Addressable Market (TAM)—and provides practical advice on avoiding this costly mistake.
Tune in to discover the power of Sam's team's proprietary intent data model, which not only enhances outreach and pipeline building but stands out as the most reliable predictor of closed business for their clients, surpassing the performance of traditional sales approaches.
[2:00] - Entrepreneurship and being a Sales Director at 16 selling event management services for children's parties
[4:00] - The origin story of Revenue Precision.
[6:50] - Standing out from the crowd and getting 2x results by prospecting to US-based contacts whose first language isn't English, communicating with them in their preferred language. Sam recommends for us English only folks.
Connect with Samuel:Connect with Derrick:
Ai in Go-to-Market Strategies with Jeremey Donovan #044
Season 2 · Episode 44
Friday, January 19, 2024 • Duration 41:16
In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial Intelligence in go-to-market strategies. Jeremy shares insights into how AI is transforming his work, which leads us into his predictions about the evolving landscape of sales and buyer interactions in the realm of AI-enabled revenue teams.
The conversation then pivots to the crucial role of Sales Enablement and RevOps, discussing their optimal structures and the immense potential for AI to enhance sales enablement tools.
Join us as we navigate through the dynamic intersection of technology and sales strategies in this insightful episode.
[:40] - Technical aptitude is a superpower that’s particularly important in RevOps
[3:30] - How Jeremy uses code that he’s written to automate a monthly process of generating and sending comprehensive reports and powerpoint presentations for all the GTM KPIs for their 500 portfolio companies. Click here to see a list of the companies in the Insight Partner’s portfolio
[8:40] - Jeremey compares the usefulness of predictive AI and generative AI in sales. Then goes on to describe a couple use cases where he uses ChatGPT4 and Google’s conversational generative AI tool, Bard, together.
[11:45] - AI is reaching perfect personalization.
[14:45] - When everything is personalized, nothing is personalized. The chess game of will likely play out with AI in sales effectively making referrals, word of mouth and partner programs far more important.
A Mix of Our Top 10 Interviews from Season #1 (2023)
Episode 43
Monday, January 15, 2024 • Duration 23:41
In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights.
From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics crucial for success in the world of sales.
Stay tuned for Season 2, premiering this Friday, January 19th.
Thank you for being part of The Sales Consultant Podcast community!
Trust Calling with The Cold Call CEO Ryan Pereus #042
Episode 42
Saturday, August 26, 2023 • Duration 55:15
In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection.
The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer’s Resistance" and the components of a perfect cold call.
Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles.
The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling.
Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling.
[1:00] We start out with Ryan breaking down what Ryan’s company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other.
[3:15] We cover off on Ryan’s new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”.
[7:15] Is cold calling dead? What does the data say? We tackle Ryan’s view on the topic of using the phone in general as part of a company’s outreach strategy.
[8:40] We zoom out and get into Ryan’s career journey leading up to founding his companies.
Connect with Ryan:Connect with Derrick:
The Win-Loss Maturity Curve and Buyer-Centric Win-Loss Data with Andrew Peterson #041
Episode 41
Friday, August 18, 2023 • Duration 47:34
In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data to calculate it and ways to segment Win Rate data.
The conversation also covers the question of who should take ownership of Win Rate as a Key Performance Indicator (KPI) within a business. It's highlighted that customers hold the true insights in win-loss analysis, as opposed to salespeople. An illustrative example is provided where a company employed Clozd's services and gained insights that led to a 30% increase in their fees.
The concept of the 'win-loss maturity curve' is introduced, discussing how companies progress from conducting their own win-loss analysis to eventually engaging third-party services. The interview further touches on the reporting integration between CRMs and the Clozd platform, as well as key functionalities offered.
The conversation shifts to how the platform validates lead/source attribution and incorporates AI capabilities both now and in the future. The ideal customer for Clozd and their pricing structure are also discussed towards the end of the interview.
[:20] We start out by unpacking Andrew’s journey and what led to starting Clozd.
[2:30] Why Win Rate is so important and how a small improvement can make a big difference.
[5:00] How “Win Rate” is truly defined.
[8:00] Best practices for tracking the data necessary to calculate Win Rate and ideas how to parse out Win Rate based on other segments.
[11:30] Who within the business should own Win Rate as a KPI.
Lessons from Seventeen Years of Sales Consulting and Advising Over 7,500 Clients with James Rores #040
Episode 40
Friday, August 4, 2023 • Duration 51:31
James Rores is the Founder and CEO of Floriss Group.
In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years.
James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model."
The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future.
[8:50] - Derrick provides a brief overview of how the Engage AI Chrome extension operates in conjunction with LinkedIn, highlighting its user-friendly nature. He emphasizes that users retain control over the tool, ensuring that it doesn't post anything unusual without their explicit consent.
[10:40] - Jason elaborates on how Engage AI prioritizes safety and compliance to prevent LinkedIn profiles from being restricted. This precaution is particularly crucial as the platform is vigilant in restricting accounts utilizing automation as an anti-spam measure.
[16:00] - Don’t be the pink-suit person where you get the wrong kind/unwanted attention.
[19:25] - When you’re connected to your ICP on LinkedIn and engage with other people’s content with thoughtful discussions, your ICP is able to see this which creates an online fireside chat of sorts giving them a frontrow seat to your insights.
[22:00] - Jason reveals an impactful strategy they've uncovered for capturing the attention of their ideal customer profiles (ICPs). They engage in thoughtful interactions by commenting and engaging with the ICP of their ICPs' content (their customer’s customer). Through this approach, the intended target leads observe their meaningful engagement with mutual connections, establishing credibility and influence.
[25:00] - We explore additional beneficial features offered by the Engage AI platform, including support for over 100 languages. We discuss how it tracks profiles to ensure you stay updated on your prospect's posts, and we highlight its mobile app, which streamlines the process of approving posts on the go.
[28:35]...
[8:40] Justin’s perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words.
[10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.”
[15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what’s not working.
[18:21] - The magical polarity shift.
[20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for.
[22:00] - Justin’s advice to other sales consultants/coaches/trainers.
[23:52] - The inflection point when Justin went all in on his coaching business.
[26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.”
[12:45] - How companies often overestimate their Total Addressable Market (TAM), what it leads to and how to avoid making the mistake.
[21:00] - Sam explains how his team uses a proprietary intent data model to get unparalleled results for their clients.
[35:00] - Their intent data model isn’t just effective for outreach and building pipeline but it’s also the best predictor of closed business for their clients when compared to their salespeople.
[13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey.
[16:50] What drove him to focus his businesses on outsourced Sales Development.
[18:45] Ryan shares some of the Cold Call principals he holds close and teaches.
[23:05] Ryan explains “The Natural Law of Buyer’s Resistance.”
[24:10] I ask Ryan to breakdown what the components are of a perfect cold call.
[29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand.
[34:00] What to say when prospects respond with “is this a cold call?” You’re going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes.
[36:50] Ryan describes his concept called “The Trust Umbrella”.
[43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles.
[50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls.
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