Shows
Escaping The Hamster WheelEpisode 23: How I launched The B2B Sales PodcastWe launched The B2B Sales Podcast with Ara in January 2020. I tell you how. Here's an article where I share the podcast creation process.
And if you're interested in getting access to the resources I used in my journey, go check my newsletter.2021-12-0608 minEscaping The Hamster WheelEpisode 15: How I met my business partnerIt was May 2019. I was back from Aruba and Curaçao with Ara. I did a lunch with a prospect that changed the course of my business.
And if you're interested in getting access to the resources I used in my journey, go check my newsletter.2021-12-0605 min
The B2B Sales PodcastMeet your new co-host, with Thibaut SouyrisIn this episode, you will discover the new co-host of The B2B Sales Podcast. We are launching our 8th season and we're very excited to announce that we have a new co-host.Tune in to find out who will replace Ara, and what we'll be working on together (and don't worry, Ara is doing fantastic, she came up with the idea)!Add Skip and Thibaut on LinkedIn.If you want to join The Selling Advantage Community, you can do it here.2021-10-0610 min
The B2B Sales PodcastQuestions to answer before creating an opportunityIn this new episode of The B2B Sales Podcast, Ara talks about the framework she uses to qualify a discovery call.You will learn her approach to performing a discovery call, as well as the questions she answers before creating an opportunity.Thanks Tyrone for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!2021-01-2606 min
The B2B Sales PodcastEpisode 34 - Season 3 wrap up, with Ara & ThibautIn this season 3 wrap up, Ara and Thibaut exchange on this second season and the 13 episodes they ran together.They share their analysis of each episode and guest, as well as their learnings.Season 4 will start on the 14th of October, and we have something special for you.We are looking for candidates to get free coaching and consulting from the best experts in B2B sales. If that's you, fill this form.We are also looking for sponsors for the show, if that's you, fill this form.You...2020-10-0727 min
The B2B Sales PodcastEpisode 30 - Sales Management at a Hyper-growth Company with Nick van der Kolk, VP Sales SMB at TravelPerkIn this new episode, Ara receives Nick van der Kolk, for an insightful conversation on how to manage teams in a hyper-growth environment company.Nick is VP Sales SMB at TravelPerk, the next-generation business travel platform pioneering the future of business travel.In this interview, Nick shares with us the challenges of working in a fast-growing company, focusing on the techniques to create a successful sales team. We discussed the impact of inbound sales and how to make sure the sales team stays motivated while getting more and good qualified leads. All this, supported by...2020-09-0339 minThe B2B Sales PodcastEpisode 20 - Season 2 wrap up, with Ara & ThibautIn this season 2 wrap up, Ara and Thibaut exchange on this second season and the 12 episodes they ran together.They share their analysis of each episode and guest, as well as their learnings.Season 3 will start on the 1st of July. You'll have the possibility to attend the episodes recording and ask questions to the guests. This access is for customers of the T-shaped SDR Online Training only.Sign up here.You can add Ara on LinkedIn here.You can add Thibaut on LinkedIn here.And don't...2020-06-2516 min
The B2B Sales PodcastEpisode 19 - Tips for sales success across cultures, with Marcela Cardenas, Global VP of Sales at CabifyIn this new episode, Ara receives Marcela Cardenas, for a thought-provoking conversation on how to build, scale, and run international sales team.Marcela is a B2B sales reference in Latin America, where she built Groupon LatAm from the ground up, before joining CDiscount Colombia, and finally heading the Global Sales Team at Cabify.In this interview, you will discover how to keep and open mind and embrace new sales techniques, how to coach across different cultures, and how to stay humble when you own a global territory.You can find Marcela on...2020-06-1752 min
The B2B Sales PodcastEpisode 18 - Personalization or Relevance. What's more important when prospecting? With John Barrows, CEO of JBarrows LLCIn this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach.John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry.In this interview, you will discover how to personalize your cold outreach, why every AE should still prospect and you will discover how John lands meetings with his top 25 accounts.You can find John on LinkedIn here.Go check...2020-06-1051 min
The B2B Sales PodcastEpisode 12 - How to coach and develop sales people, with Robert Anders, Head of Sales at ComtravoIn this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people.Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus.In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear when your direct reports are also your friend, and how to implement coaching programs for your sales team.You can find Robert on LinkedIn here....2020-04-2939 min