Stuff About Sales

First episode of our first ever P-Club Series.  We interview 2022 P-Club winners and talk to them about what led to their success.  But we don't just ask "how did you do it?"  We want to go deeper so we ask some questions that you may not be thinking about today & the answers may give you an edge you never knew you needed.  

Our first episode starts with Alex Comstock, Senior AE and Sales Lead at Vonage on t...

What if I told you that there is a lost sales art that outside sellers still use, but all sellers when outside sales was the norm used to close more deals?  SMB/transactional route to market sellers already use this and may not even know they are doing it sometimes.  They do it when they "one-call close".  I'm talking about the sign up call.  An extra call added to the calendar when deal velocity is high and you...

Jan 2023.  The job market seems tough right now.  Tech companies are having mass layoffs and it may be difficult to stand out, not only when submitting resumes but once you finally land that interview.  Hannah is here to help.  In this solo pod, Hannah gives some tips and insights from her point of view as a sales manager.  How to nail your interview.

*Hannah and James are both here to help.  Send...

Transactional sales environments are all about deal velocity.  You may not get multiple bites at the apple and often times the impression you make during that first call or interaction sets you up to win or lose the deal.  You may not get back in front of your buyer.  This episode is for sellers in that environment.  We have tons of experience in a fast paced, transactional selling environment and we share our b...

The truth is that AEs spend way too much time working opportunities that have no chance of closing.  Those could be for many reasons including no budget, no motivation to buy, lack of seriousness by your POC and just general malaise on the prospect side.  If you want to keep lying to yourself about these opportunities be our guest.  If you want to use an actionable framework to find out if your prospect is serious an...

The bad news is that feature dumping during discovery is widespread and one of the biggest ways to bore your buyer and lose momentum in the sales process.  The good news is it's one of the easiest things to fix.  We tackle how to identify if you are feature dumping & some things to keep top of mind to help you shift your mindset into curious discovery and away from solutioning and feature dumping too soon.

We...

On this episode we introduce what we are calling the Win More Sales mindset method.  Following up from our Thanksgiving week episode where we replayed one of the first podcast's I ever produced, interviewing an AE on my team (Hannah) on her journey to top performer and how she had to overcome some mindset challenges that had creeped during her struggles, returning from maternity and finding her footing again.

You cannot b...

Happy Thanksgiving Week!  Back in 2020 at the start of our podcasting career I had Hannah on as one of the first guests of my Stuff about Sales podcast.  This podcast is a REPLAY of that interview.  At the time, I was her sales manager and she was finishing her first full year as an AE.  We had some major ups and downs.  The first half the the year was challenging and Hannah's sales performance struggled.  By the time she fini...

The discovery call is arguably the most important part of the entire sales process because it’s your chance to uncover what will influence your customer to buy. Which can be done by asking the right kinds of questions, in the right way and at the right time.

On this episode, Hannah dives into Discovery 101 and walks you back through the basic foundation of what makes a successful discovery and how you can prep for your nex...

You start the month with an idea of what opportunities you are bringing into the month and then what the gap is that you currently don’t see, then you hopefully put together a plan on how to address this gap.  As the month goes on, if the gap remains it gets harder and harder to address and eventually you run out of time.  But, what if we told you that we have a super impactful trailing pipeline re-engagement message that will allo...

We have a super high impact question that we’re about to share with you that will help you gain entry into the discovery call and allow you to build trust, credibility and a foundation to get your prospect talking about the thing they care most about.

Listen to find out the key question that you can ask to unlock a great discovery.  This question applies to any and all sales roles, no matter what you sell or who you sell t...

Turning your webcam on during a sales meeting creates a better experience for your buyer and leads to more sales.  Don't take our word for it though because according to Gong, deals are 127% more likely to close when a webcam is used during any point in the sales process (link below).  Get an edge over your competition as we give you some cover WHY a webcam creates a great experience and some tips to maximize your buyer's...

Recap emails can be an effective way to highlight important topics from a recent call to keep them top of mind for your buyer, however when done incorrectly they can be confusing and irrelevant.

On this episode we cover best practices when you're putting together that recap email for the great call you just had.  This includes, how to open the email, how to structure the content and then finally how to end the email f...

Positioning a proof of concept or trial account can be a great way to let a customer test your solution in a hands-on way.  It can be particularly useful if they need to test a specific feature or integration that is integral to their business.

However, AEs make some big mistakes when offering a trial account that can sink deal velocity and sometimes even the sale.

In this episode we identify those mistakes and gi...

The bad news is that feature dumping during discovery is widespread and one of the biggest ways to bore your buyer and lose momentum in the sales process.  The good news is it's one of the easiest things to fix.  We tackle how to identify if you are feature dumping & some things to keep top of mind to help you shift your mindset into curious discovery and away from solutioning and feature dumping too soon.

We refe...