Down The Rabbit Hole

Down The Rabbit Hole

Down The Rabbit Hole is a raw, uncensored journey "down the rabbit hole" hosted by Rob Turley, Co-Founder at White Rabbit Intel. Experience stories of true innovation and grit while delving deep into the minds of world-class entrepreneurs and disruptors. The unbridled truth churns up the deep-rooted meaning of unrivaled success. Discover the best-kept secrets that are the driving force of modern business—or what will become that force soon enough. Learn from the best of the best and discover what the future has in store for us. #DTRHpodcast #SalesEnablement #AI

Episodes

July 29, 2021 58 min
DTRH Episode 31 Why "The Three 'C's of Business Communication" are so Critical  Ft. Brian Burkhart  "The Three 'C's of Business Communication" are crucial to an internal or external communication structure in all businesses, no matter the industry or the vertical. Communication and understanding, or the lack thereof, is either beneficial or detrimental. The key is to elevate people and have a well-de...

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DTRH Episode 30  How to Build and Train Sales Teams Ft. Fred Copestake  Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' bo...
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DTRH Episode 29  How to Accelerate Your Sales Career Ft. Steve Bookbinder  Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry ...

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DTRH Episode 28  Why "Salesborgs" are the Future of Sales & Marketing  Ft. Justin Michael  What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage ...

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DTRH Episode 27  Why Cold Calling Isn't Dead  Ft. Jason Bay  Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered. 

 

Key Takeaways: 

  • Leverage...
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    DTRH Episode 26  Making Sales a Force for Good  Ft. Marcus Cauchi  When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation.    “67% of buyers consider sales and salespeople...

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    DTRH Episode 25  How Entrepreneurs Embrace Change  Ft. Rick Meekins  Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want. 

     

    Key Takeaways: 

  • Getting Comfortable is NOT ...
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    DTRH Episode 24  How to Build & Scale a Solutioning Team  Ft. Bryan Whittington  A sales team's capacity to solve problems is imperative for a valuable buying experience. C-Suite and VP-level executives' jobs are to solve complex problems. If you cannot help them solve complex problems, you're selling novelty, not a solution. How do we teach salespeople how to solution sell? 

     

    Key Takeaways: 

  • No one gives a sh*t ...
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    DTRH Ep.23: How to Sell to Procurement - Ft. Jill Robbins  Make procurement your ally, not your enemy! Stop avoiding them like they're the plague because they aren't there to kill the deal, they're the ones who make it happen. All they want is to be a part of the deal up front, treated equitably, and heard. The key to aligning with procurement is transparency and TRUST.

    Key Takeaways: 

  • Trust is EVERYTHING: Gaining the ...
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    DTRH Ep.22: The Power of "No" in Sales & Negotiation - Ft. Arturo Del Rio Jr.  Saying "no" to prospects, clients, partners and while negotiating is a powerful thing. Being a "yes man" doesn't get you where you want to be. Backing up that "yes" can be very difficult and, in some cases, destroy relationships. No is often the factor that gets you the outcome you want. 

    Key Takeaways: 

  • "No&#...
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    DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low  It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success. 

    Key Takeaways:

  • The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a ...
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    DTRH Ep.20: What Your Boss Doesn't Tell You When Getting Promoted - Feat. Prateek Mathur  The million-dollar question... "What doesn't your boss tell you when you get promoted?" Oh yeah, that's right. There's a whole lot they don't tell you, and it becomes a fast-paced "sink or swim" situation where you better get your bearings quickly, or else you're in some real trouble! Learn what to expec...

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    DTRH Ep.19: How to Effectively Sell to CXOs - Feat. Ben Hippeli  Confidence, competence, and executive presence. That's the name of the game when selling to CXOs. Being confident and having strong product knowledge is the foundation of competence. Tie that in with dynamic solutioning skills, and you're good to go! 

     

    Episode Summary 

    In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-C...

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    DTRH Ep.18: Technology & Marketing Psychology "Get Shit Done" - Feat. Angela Proffitt  "Get Shit Done." Yeah, that old chestnut. The ultimate question is, "How?" Getting shit done is a formula. An age-old recipe. How do we get shit done? By using technology, marketing effectively, and reading a potential buyer's mind before meeting them.

     

    Episode Summary 

    In today’s episode of Down The Rabbit Hol...

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    DTRH Ep.17: What About the Middle of the Funnel? - Feat. Phil Gerbyshak  Whatever happened to the middle of the sales funnel? That's right, the "messy middle." The part of the sales funnel where we have to keep relationships alive, even when they don't result in immediate new business. Learn to navigate one of the most ignored parts of the sales process where much of what goes on—is truly organic and constantly chan...

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    February 4, 2021 50 min
    DTRH Ep.16: Let's Get Visual - Feat. Susy Rosado  Learn the steps for effectively present yourself on Zoom by properly leveraging the camera, timing, and scripting in a virtual setting. Our webcams are critical for establishing a real human connection and resonating with the people in your audience. Making "eye contact" to show your true intentions is imperative to build trust and develop a strong relationship effective...

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    DTRH Ep.15: Let's Make it Happen, Baby! - Feat. Larry Long Jr.  The mindset of any individual is key to any level of success and happiness in life. We need to make it happen or it won't happen. It's as simple as that! Driving positivity is not a "leadership-only" idea. It's for everyone, and everyone can achieve anything they set their mind to.

    Episode Summary 

    In today’s episode of Down The Rabbit Hole, y...

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    DTRH Ep.14: Sales is Not a Numbers Game - Feat. Jamie Martin  Why is it so damn hard for people to understand that sales and selling is not a numbers game?! Ever... From start to finish, from new hire to seasoned veteran, selling is and always will be driven by people, culture, empathy, and relationships. Period. 

    Episode Summary 

    In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White ...

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    DTRH Ep.13: The Origin of Sales Enablement - Feat. Roderick Jefferson  Ever heard of the term "Sales Enablement"? Well, you're about to learn not only what it is but what it means and uncover the origin of the term from the man who coined it himself—Roderick Jefferson. The man, the myth, the legend. Oh yeah, baby, you gonna learn today! 

    Episode Summary 

    In today’s episode of Down The Rabbit Hole, your host, Rob Turle...

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    December 24, 2020 67 min
    DTRH Ep.12: Desperate Social Selling - Feat. Dean Seddon  Whether you are a "Solopreneur" or corporate behemoth, you need an effective strategy that will help you have consistent sales and inbound inquiries. Crystalize the vision of where you want to take your company. Learn not to look desperate while social selling from Dean Seddon. No nonsense. Just cut to the chase. 

    Episode Summary 

    In today’s episode of Down The Rab...

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