Sales RX Podcast

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you.

The problem with most sales demos, is there are not standards and expectations set to help efforts scale. Sometimes your demo counterpart can turn into a technical admin rather than the co-seller you need.

Typically, this ...

As we’ve finished the first month of the new year, you’re likely getting a look at what habits are sticking and which ones aren’t. Is it no surprise you might be slumping back to your status quo of November & December (the months that made you want to make a change)?

Managers can play a vital role in helping their contributors develop new habits professionally to ensure their success in the new year. As for IC’s it’s impor...

Even though we don't live in the candidate market we once did - hiring, onboarding, and training are still just as important as in the blank check era of 2020-2022.

The problem is, that it feels like there are no really good benchmarks for what works, and many people are just ad-hoc putting together programs based on crowdsourced insight.

To effectively onboard sellers, we need to understand what works, why it works, ...

Money is not the biggest motivator. It can help, but it’s not the only reason team members choose to stick around at a company. Jim Rohn said, “The greatest value in life is not what you get; the greatest value in life is what you become.”

If we don’t create a healthy company culture that centers around the continuous development of our team members, they will have no problem taking $5,000 a year to go work somewhere else.

The first 30 days of a sales rep are some of the most overloaded but important weeks of their career at your company. The average sales rep takes 3 months to ramp up and nearly 10 months before they are profitable with the company. With average tenures being less than 18 months, that means you have only about 8 months of productive selling time with reps.

This is a big problem for organizations especially when you consider a b...

With the recent changes to Gmail and Yahoo's email deliverability policies, hyper-growth outbound might hit a roadblock.

Since spam reporting rates are lowered, and domain sending limits are hampered, sales is going to have to spend even more time being intentional with their outreach.

Could this be the resurgence of cold calling in a post-COVID world, or will social media automated outreach replace spammy email inbox...

Right now NRR is such a big part of the conversation, and with CAC being so high it makes sense to balance it out with a higher LTV. But unfortunately, what does that mean for sales teams?

We have to solve for high customer acquisition costs and with fewer dollars to compete in a market where fewer dollars are being spent, it's time to get creative with our pipeline generation.

One of the most common ways companies ar...

Is high churn a sales or CS problem? Are salespeople selling features that don’t exist, or are our customer success managers dropping the ball on supporting and making the customer successful?

Could it be as simple as failing to effectively hand off the deal from department to department?

Think about it…Sales spend anywhere from 30-120 days and beyond with their deals. Then in the blink of an eye, those deals are handed o...

Marketing is becoming harder than ever for GTM teams. With fewer dollars to be spent on even fewer dollars to be acquired, creativity and innovation are going to play a big part for marketing teams in 2024.

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Thanks to the Predictable Revenue model, SDRs are the backbone of demand generation in sales-centric organizations.

Even if they are responsible for calling out on inbound requests to filter out unqualified opps, they play a big part in helping pipeline growth be efficient.

Lately, there has been quite a bit of chatter about the model and whether buyers want to start at the top of the funnel by having conversations with j...

Nobody gets to where they want to go by following the status quo. Jim Rohn said, “Show me what is on a person’s bookshelf, and I can tell you how much they have in their bank account.”

If you’re an individual contributor, accelerating your learning above your cohorts will give you a leg up on your growth trajectory.

As a Senior Leader, understanding how to create a great program to develop your individual contributors is ...

Unfortunately, most sales managers only became managers because they were good at their job. They never learn how to be good managers and leaders. Because of this, only 1 out of every 4 managers has never had official training or consistent coaching to get better at their job.

Being someone worth working for can either make or break your ability to accelerate your career.

For executives, it’s important to outline a path of dev...

Especially in a tough economy, it can be hard to find opportunities for promotion.

If you are someone striving to climb the ranks and grow your professional career, you have to learn how to have effective conversations with your manager, and other department heads, and build your internal brand regarding the optics of how you are perceived in the company.

In today’s episode, viewers will learn about:

• The importance ...

With the spike in salespeople looking to integrate AI into their sales efforts to reach more prospects in a shorter amount of time, there’s a flurry of new ideas, processes, and tools that are making their way to the surface.

What works, what doesn’t, and how is AI going to impact my job as a salesperson?

In today’s episode, viewers will learn about:

• The legitimacy of AI tech for salespeople
• The short and long-term...

Chris is the owner of Chris Bogue Communications, a strategic advisor to multiple companies, and one of the best sales content creators on the planet! In today's episode, we talked about how B2B companies can better leverage video in their outreach and sales process, while avoiding the pitfalls of lazy sales work. ……………….. Interested in more insights, industry best practices, and actionable content → 🩺 Connect with The Sales...

Michael is the Co-Founder and CEO of Callypso, and specializes in helping companies map out their accounts and expand upon current customers lowering their customer acquisition costs and increasing lifetime value. In today's episode, we talked about how companies can follow the land and expand methodology so important to companies going through a tough economy. ……………….. Interested in more insights, industry best practices, an...

Travis is the Sr. Digital Content Producer for PandaDoc. Over the course of two years, he's taken the company's LinkedIn page from 15,000 followers to over 100,000.

In today's episode, we are going to discuss how brands can generate more awareness by creating content by leveraging their internal teams to support published content on social media and focus on connecting with their audience instead of being embarrass...

Ryan is the VP of Outbound Strategy with Apex Revenue and the Founder of Phone Ready Leads as well as the Co-Author of "Outbound Sales, No Fluff".

In today's episode, we talk about why people think cold calling is dead, a better approach to cold calling to revive it, and how to handle the preparation behind cold calling that can accelerate your outbound conversion rates.

……………….. Interested in more insights, ind...

Caspian is an Associate Sales Engineer at Gong after having risen the ranks from SDR to Senior SDR.

In today's episode, we talk about unique selling strategies that anyone doing cold outreach can rely on to help them hit their pipeline generation targets as it gets tougher to get in touch with prospects.

……………….. Interested in more insights, industry best practices, and actionable content → 🩺 Connect with The Sales Docto...