Garrett Hayes - Podcast Details

Shows

The Partnership Playbook: Unlock Business Growth, Build Systems, Reclaim TimeSales: Building Authentic Partnerships with Colin Coggins & Garrett BrownSales is about being authentic and human.In this episode, Colin Coggins and Garrett Brown share how you can build better partnerships by focusing on transformation, authenticity, and vulnerability. Here are three key takeaways:1. Think Transformational, Not TransactionalInstead of asking, "What can I get?" focus on "How can I help others?" Partnerships that transform people’s lives last longer and create more value for everyone involved.2. Be Authentic and Show Your Real SelfPeople love working with those they can trust. Be yourself! When you're open and real ab...2024-10-1352 min

Design Development83: Building a $500M+ Business Ecosystem with CEO Eric GarrettEric Garrett is the CEO and founder of The Garrett Companies, a multi-faceted holding company focusing on national multifamily development, construction, and asset management. Over the span of a decade, Eric has engineered The Garrett Companies into a $500 million annual revenue business, achieving notable growth with a unique approach in site evaluation and development. Eric's background spans real estate brokerage, banking, and multifamily development, showcasing his vast industry knowledge and entrepreneurial spirit.In this episode of Design Development, host Rens Hayes interviews Eric Garrett, CEO and founder of The Garrett Companies. The conversation delves deep into the...2024-06-0455 min

Real Estate ExcellenceGarrett Masiulis: Unique Ownership Equity Partners with Herron Real EstateWhat unique approach is Herron Real Estate LLC taking to support their agents and foster a strong company culture? In this insightful episode of the Real Estate Excellence podcast, Tracy Hayes sits down with Garrett Masiulis, one of the owner partners at Herron Real Estate. Garrett shares his journey from engineering to real estate investing and eventually becoming a partner at Herron. He discusses the importance of understanding an agent's individual needs and meeting them where they are in their career. Herron's unique equity partnership structure allows for a diverse leadership team that can effectively s...2024-04-051h 20

Conversational SellingMark Garrett Hayes: Emotional Coaching: Getting Right into the Hearts of PeopleAbout Mark Garrett Hayes: SalesCoachr's Founder, Mark Garrett Hayes, is the author of the value-packed and highly-praised book 'Sales Coaching Essentials.' Endorsed by best-selling authors like Mike Weinberg, Matt Dixon, Jeb Blount, and top sales leaders worldwide, this book will help you crack the code and show you how to enable your frontline sales managers to perform at their best as coaches. You'll discover why all sales leaders must become better coaches and learn practical ways to make this happen – so you can get the best from your most important strategic asset – your people. Check out the latest episod...2023-12-0521 min

Accelerate Your Business GrowthCoaching for Accountability with Mark Garrett HayesOn this episode of Accelerate Your Business Growth, we dive into the importance of emotional intelligence, active listening, and coaching in sales. Our guest, Mark Garrett Hayes, emphasizes that coaching is about having great conversations to help people prioritize their own goals and tasks. We discuss how accountability is essential for coaching to be effective and explore how to identify coachability in individuals. Additionally, we discuss the concept of responsibility and how coaching can help individuals come up with options and choose a response to a situation. Mark also shared tips on how to motivate team members and stressed...2023-06-0832 min

The Plunge with Garrett HayesGarrett Takes The Plunge!Guest host Keith Kenny grills Garrett on the nitty-gritty of just who exactly is Garrett Hayes. The Plunge is sponsored by Farrow Skincare. For both men and women, Farrow has some of the LEGIT best skincare products on the planet. Farrow products are made with simple chemical-free ingredients. They’re designed to support a healthier you and a healthier planet. So whether you’re hitting the supermarket or you're gearing up to summit Everest, consider lathering up with a little Farrow first. Enter code “PLUNGE” during checkout for 15% of your order. Lear...2023-03-151h 24

Sales CoachHow do I know I can coach my sales team?Do you wonder if you can coach your sales people? Right now, I am training 4 cohorts of new sales managers to coach. It’s a program designed to give sales managers the skills, the framework and the tools to coach their sales team I asked the VP of sales what she thought was preventing managers from coaching in the first place She gave me some interesting questions that the team raised. How do you know you can coach your sales people? I am going to answer that an...2021-09-1623 min

Sales CoachHow do I coach the call review?One of the things that you can do as a manager is create conditions where people want to listen to their own calls so they can derive benefit from past performance. It concerns me when people say I haven’t got the time to review my own calls. But that’s like saying I’m too busy driving to stop for gas. In today’s episode we’re going to talk about how we can coach the planning stage or preview of upcoming calls. We’re also going to look a...2021-09-0920 min

Sales CoachHow do I get my team to qualify opportunities?It’s truly amazing how many sales people don’t qualify properly. Even when they have been trained, they post opportunities in the CRM which have no chance of ever being closed. They hope that opportunities will turn out for the best. And when your reps go to close unqualified deals, they collapse like a cheap deck chair. Your role is to coach your reps to uncover gaps and assumptions and ask the hard questions early in the sales process so they save themselves...2021-09-0227 min

Sales CoachHow do I work with Sales Engineers w/ Giulio MagniDo your team work on opportunities with Sales Engineers or Pre-Sales guys? Not everyone on your sales team might know / understand or even appreciate the role that Sales Engineers play. Maybe your guys have been at odds with their SEs. Maybe there’s a skills gap. How do you get that triad of BDRs / AEs and SEs to work together, give each other feedback, develop pipeline and close opportunities? My guest today is guest Giulio Magni, Director Sales Enablement over at Bringg in Boston.2021-08-2627 min

Sales CoachHow do I enable salespeople in a startup /w Bill ParryToday, we’re chatting with Bill Parry who runs Sales Enablement for Privitar in Texaas. I want to findout from Bill how he helps sales people to get up to speed quickly in a start-up environment. There are many sales qualification frameworks like MEDDIC, VIPP, SCOTSMAN and NUTCASE. And there are many takes on sales processes: 5-steps, 6-steps, 7-steps and even 9 steps. But do you need all that? What do your startups sales people need to build credibility, and get wins...2021-08-1932 min

Sales CoachHow do I coach sales people to ask for help?When you began your sales career You didn’t know very much initially. You had to fill in information gaps. You had to talk to people to get a feel for things. You had to be authentically vulnerable. You had to be willing to say that you didn’t know something You had to be willing to say you didn’t understand something or had forgotten something. If you didn’t, you struggled unnecessarily. And that’s the point...2021-08-1223 min

Sales CoachHow do I work with Revenue Enablement w/ Ashton WilliamsToday, I’m talking with Ashton Williams, Revenue Enablement Manager at ADA Inc. And it’s those two words in Ashton’s title that form the basis for today’s episode: Revenue Enablement. You might know it as Sales Enablement but even then: - You may not have access to Sales Enablement professionals - You might know what Revenue Enablement or Sales Enablement is - You may not know how to enlist their help So in today’s episode: 2021-08-0523 min

Sales CoachHow I am nurturing sales talent w/ Kristen TwiningToday, we’re speaking with Kristen Twining, Vice President Of Business Development/Inside Sales at FireMon. Kristen leads two teams and she’s actively recruiting. So what is her role? What role does BD and Inside sales play? How is Kristin finding and nurturing sales talent What’s her take on the growth of Digital Sales? What does it mean to her to be a coach to her team? All this and more on today’s episode. Check i...2021-07-2927 min

Sales CoachHow do I coach my team to tell stories?Sales people don’t sell anything.Their stories sell. Their stories do the hard work. They convince someone to listen to them, to talk to them, to answer questions and to take the next steps with them. And the reason is that your mind, and those of your customers are hard-wired for stories. Selling yourself, your brand and your business is inextricably linked with stories Today: What stories in sales are How stories work in the brain C...2021-07-2230 min

Sales CoachHow do I get over mental blocks about coaching?Marianne was working on an opportunity which she desperately needed to close in-quarter in order to hit her goal. That’s when you discovered a load of holes, assumptions and information gaps and decided to intervene. You could have approached this in one of two ways: Hey, Maria. Got 10 minutes? I’ve been reviewing your opportunity. There are whole bunch of things we’re missing if this is to close. Here’s what I need you to do. Grab a pen. OR Hey...2021-07-1519 min

Sales CoachHow do I coach my team to organize themselvesLast week we looked at the issue of your salespeople not using the CRM and how to coach them to use it. This week, it’s another behavioral challenge - the issue of your sales people not organizing themselves and how to coach them around this. You can have brilliantly talented sales people but unless they can translate that talent into sales behaviour that gets sales results, it’s not much good to anyone. Success in any endeavour begins with personal organization, routine and structure. This matters especia...2021-07-0839 min

Sales CoachHow do I get my team to use the CRMSusie emailed me two weeks ago: Hey, Mark! I have inherited a team of 4 AEs and 3 BDRs. They’re not using the CRM. Thanks, Susie! That’s fairly typical. Most reps don’t use their CRM e.g. Salesforce, Pipedrive, Dynamics anywhere nearly enough. CRM adoption (or the lack of it) is a perennial problem. Wherever I coach, Sales Managers are invariably unhappy with reps forgetting to (or deciding not to) add their notes to the CRM. There a...2021-07-0129 min

Sales CoachHow do I cold call and overcome fear w/ Art SobczakThis week we’re talking to Art Sobczak, author of ‘Smart Calling’ now in it’s 3rd edition. Mike Weinberg gave this book glowing praise when I spoke with him last year. Most human beings fear rejection. It’s natural. Sales people have it toughest of all because we’re told no every day. In today’s episode: What’s changed about cold-calling in the 21st century Which are the most common mistakes people make? Do we have to use scripts?2021-06-2427 min

Sales CoachHow I am growing sales talent at Sendoso /w Joe VenutiToday, we’re talking with Joe Venuti VP Inside Sales at Sendoso Joe leads a team of approx 50 ISRs over in Scottsdale AZ and he gave me time out his busy schedule to share how Direct Mail is getting results in a world where so many reps can only think digital when it comes to prospecting and prospect engagement. In this week’s episode What does Sendoso do? What is Joe’s role as VP of InsideSales? What is the makeup of his sales org...2021-06-1727 min

Sales CoachHow can I use SalesScreen to motivate w/ CEO Sindre HallandToday, we’re talking with Sindre Halland Founder and CEO of SalesScreen. You’ve maybe heard of SaleScreen. Several of my clients use it. SalseScreen is a sales gameification platform - Native to Salesforce It leverages the science of game theory to motivate sales reps to make more calls, to engage in follow-up activities. You can create sales competitions to leverage your sales teams innate desire to compete using prizes, bonuses - you can create a shop of rewards and sales people can spend the...2021-06-1034 min

Sales CoachHow do I avoid doing my salesperson’s jobAre you doing your sales person’s job? Many managers fall into the trap of doing what the org hires other people to do. They often end up not doing what the org pays them to do. Does that make sense? 3 Questions for you: Why are you doing it? What is it costing you? What should you be doing instead? There are no rewards for taking over when someone gets stuck. If they don’t learn how...2021-06-0320 min

Sales CoachHow do I coach my team on pipeline?We talked talent pipeline a few weeks ago - what about the other pipeline - the main pipeline? Pipeline is a snapshot in time - the volume of opportunities - the value of those opportunities at this moment in time and the velocity with with which we are progressing them from MQL alway the way through to close. Inevitably things will need to be qualified out / prospects will change their mind / org requirements will change You want to see activity, motion, consistent filling of the bucket, progression, activi...2021-05-2720 min

Sales CoachHow do I develop EQ in my sales team?This year marks the 25th anniversary of Daniel Goleman’s book “Emotional Intelligence: Why it can matter more than IQ” You are more than likely familiar with IQ. We typically think of ‘hard’ technical skills when we think of IQ. We might even hire people based on academic performance in subjects which have no bearing on sales ability. But what about looking for and developing EQ in (Emotional Intelligence a.k.a. Emotional Quotient) and why does it matter in sales? To paraph...2021-05-2033 min

First Time FacilitatorTo stand out, you have to stand up with Mark Garrett Hayes (Episode 173)Send Leanne a messageBuilding a training business! We think we need to do all those things like cold call people, have the best one-liners, be on social media all of the time. Mark Garrett Hayes is my guest today and he shares that there are other ways you can build your training business, which doesn’t rely on what we traditionally think we should do. Mark is the founder of TrainingBusiness.com, a Media and Education platform serving facilitators, trainers, coaches, consultants, learning & development consultants and human development experts around the world, to...2021-05-1737 min

Sales CoachHow do I create a simple business plan?Did you listen to last week’s episode? At the time of recording, it’s MHA 2021. And that’s a really big deal. Last week, we talked about why sales under current working conditions is big source of stress to many people. When your people overly-worry, they can become unproductive which means they can’t or don’t play a participative and productive part in your business and when that happens, your business plan goes out the window. So what is your busi...2021-05-1319 min

Sales CoachHow do I help mental health awareness?Sales is a tough business. When you think of sales, you might think of ‘grit’, ‘resilience’, ‘crushing it’ and all that language. We want people who ‘keep on keeping on’. But we also need people who know when to: Get off Walk away Take a break Take time out Reach out Ask for help Sadly, many of us don’t. I lost a sales colleague to stress 14 years ago. 2021-05-0637 min

Sales CoachHow do I build a talent pipelineAs a sales manager, you know what sales pipeline is but what about talent pipeline? Who are the people who are going to drive your sales pipeline? Where are they going to come from? How are you going to identify them, shortlist them, screen them, interview them, recruit them - listen to that list, all those pieces, those activities and that’s just for one hire? It gets worse - what happens if you make a good hire but it takes months to achieve TTP - that is a big chunk out of your coverage? Wha...2021-04-2924 min

Sales CoachHow to get your sales people to follow-upMost of your sales team learn that customers don’t buy when it suits the sales person. Customer buy for their reasons, on their terms, in their timeframe. Right? So sales depends on a whole bunch of things outside your control, but following up is one things that’s definitely in your control. You need your sales team to follow up not give up. Highly effective sales people know that ‘no’ does not mean ‘never’, it just means ‘not right now’. I was reminded of that this...2021-04-2224 min

Sales CoachHow do I build inside sales from scratch w/ Pradeepa KolliAre you building a #remote sales team - digital sales / virtual sales / hybrid / full-stack? What kind of structure do you need? What kind of org structures exist? What is your strategy to start and build your inside sales functionality? Today’s guest is Pradeepa kolli who is going to share her tips from starting and running Inside Sales teams at Polaris, Avnet, Infoblox, Xirrus and Nutanix. Pradeepa is Head of Global SDR/Inside sales over at Workplace from Facebook with responsibility for building Enterprise Inside Sales team. In t...2021-04-1556 min

Sales CoachHow do I avoid discounting when sellingWhat do you think when you hear the word ‘discount’? Well that all depends on whether you are a buyer or a seller! If you are running a sales team, the last thing you want to hear is your sales people discounting without getting something in return. There are three reasons why sales people discount too quickly: - It’s their default position - no creativity - they don’t know any better - no training - they’re allowed or enc...2021-04-0818 min

Sales CoachHow do I get recommendations from my network?Do people recommend you and your business? Would you like people to recommend you? How do you get them to recommend you in a way that yields results? I give a good 20% commission on any sales training / coaching that that closes It’s a fair chunk but it works and it has to be in both parties interests 2020 recommendations not referrals brought me in 26-28% of sales last year. 2 people in particular recommended the right service t...2021-04-0123 min

Sales CoachHow do I use a Sales Competency FrameworkWhen you hear the term sales competency framework, what comes to mind? For most sales people, that sounds like a HR term. A good competency framework is going to help you to map out the ideal characteristics of the right salesperson. It’s also going to help you to know when to promote that person and how to review that persons performance. In today’s episode The 4 measurements to use 15 characteristics to consider Three scenarios in which to use the framework Check out the e...2021-03-2529 min

Sales CoachHow do I ask better sales coaching questions (part 2)Last week, we focused on the kinds of questions you can ask in #Pipeline Reviews and #deal reviews. We emphasised the fact that great sales coaches approach conversations from a position of ‘appreciative enquiry’. We ask a coaching question because we are genuinely interested in the person and their response. What you don’t want is your AE / BDR / SDR to feel that this is an interrogation. You want your salesperson to be involved and that means being both physically and cognitively present. Today: 10 great coachin...2021-03-1834 min

Sales CoachHow do I ask better sales coaching questions (part 1)I watched a coaching conversation on Teams recently as part of a 9 week program I am running to train sales managers to coach their salespeople. What was striking was the conversation balance between the manager coaching and the A/E being coached. Who do you think did most of the talking? It was the Manager when it should have been her A/E. Maybe she was conscious of the sound of her voice (Perfectly natural) Maybe she was conscious of people watching & listening 2021-03-1124 min

Sales CoachHow do I train modern sellers w/ Brian SignorelliWhat is the modern seller? Who are they? What do they do? How can you find them? And if you want to hire them and develop them, how do you do that? @Brian Signorelli is Senior Director of Sales at Hubspot, the sales, marketing and CRM platform. Brian has written the book on Inbound Selling with a forword by @brian halligan, CEO of Hubspot. If anyone knows how to sell like digital natives, it’s the people over at @Hubspot...2021-03-0425 min

Sales CoachWhich 5 tools help sales enablement w/ Alejandro García MachucaWe’re speaking with @Alejandro García Machuca Regional Sales Enablement Head at @SAP There is an ever-increasing tech stack for remote sales people to learn. Unless they are used selectively, tech can become overwhelming. What’s useful, powerful and practical for your sales team? Where these tools used internally and externally? When these tools should be used in the sales process Today, Alejandro is going to give you 5 tools that his sales teams use to achieve g...2021-02-2534 min

Sales CoachHow do I use Mural to collaborate w/ Nick FeeneyToday, how do I use @Mural to collaborate. Visual collaboration is a hot topic right now Your team is remote and your customers are remote A tool like Mural helps your sales team to add value to the sales process engage visually with roadmaps energise meetings map out decision-processes landscape organization structure Then there are all the other advantages such as enhancing your people’s involvement minimizin...2021-02-1823 min

Sales CoachHow do I plan and run my sales kick-off w/ Carol RossiAre you in the middle of 'SKO' season? What do you want from your Sales-Kick-Off this year? Do you want it to drive new learning, increased productivity and motivation? Those that do a great job are often the ones that consult people, include people and focus on people Putting the sales people at the center of the sales kick-off. That’s the goal. Back in episode 53 in January, I shared my ideas on why to run one. To...2021-02-1131 min

Sales CoachHow do I develop outcome-based leaders w/ Jonathan SwartzJonathan Swartz, Director Azure Sales at Microsoft is big on developing outcome-based leaders. Many people in sales management positions focus on the how (KPIs, sales process, CRM) to the detriment of the why (targets, goals, vision). Ask yourself which people are more motivated by: Is it the ‘how’ or the ‘why’. Your sales team are going to be more motivated by the why rather than the how. Jonathan gives a great analogy where he compares outcome-based leadership to breaking rocks. If you want people in your quarry to break a large ro...2021-02-0445 min

Sales CoachHow do I make my sales team autonomous?You want your sales people to be self-accountable You want your AE’s to be self-reliant. You want your team to be autonomous This means being capable of existing independently It’s a theme that a client of mine is working on in her SKO 21. In this year’s kick-off, how can she get her sales people to be more autonomous? How can you get your team to dig themselves out of problems You want performers who: Think for themselves Regula...2021-01-2820 min

Beyond the ClubhouseEp 44: Jon Rahm on Torrey Pines, his first win, his strategy on 16-18 and his caddie Adam Hayes talks TorreyJon Rahm joins the pod in an interview after his first PGA Tour win in 2017 and explains the confidence he got from grabbing his first professional win at the 2017 Farmers Insurance Open. Rahm also talks course strategy on Torrey's finishing stretch and his caddie Adam Hayes (23-year veteran) tells us about the lead up to the win and the emotions and strategy behind their finishing 60-foot eagle putt.2021-01-2719 min

Sales CoachHow do I run a virtual round table in 2021?According to Gartner only 17% of buyers time is spent speaking directly with suppliers. Your prospects are gathering information from a range of informal sources. Top of the list are situations where they have an opportunity to learn from people in their shoes. People in the same industry People in the same role People in the same situation What if you could facilitate an event where you get to learn exactly what your prospects and their peers are thinking? A virtual round table is not for y...2021-01-2129 min

Sales CoachHow do I kick off sales in 2021?Traditionally in sales, we begin the year with a kickoff We have planned the year ahead We have lined up resources and allocated them We have communicated plan and how we’re going to execute it Kickoff is a fooball term and brings to mind an image of your team in their positions Everyone knows what their role is Everyone knows what their play is Everyone knows what the goal is In today’s episode ...2021-01-1427 min

Sales CoachHow do I train on our ICP w/ Adrian FoleyWhen we’re trying to sell things to everyone, we’re selling to anyone. And that’s kinda hard because your team aren’t close to the kind of buyers whom they understand. In sales, we call this having an ICP - Ideal Customer Profile. This is the person whom we know we can best help, whose problems we can best solve. We could solve other people’s problems but our ICP is the person / entity / group for whom we do our best work and get our best results The troubl...2021-01-0732 min

Sales CoachHow do I navigate digital /w Lori HarmonSales is changing fast and sales roles are changing fast. Field sales is being overtaken by Inside Sales And Inside Sales is increasingly spinning into virtual sales and digital sales thanks to technology such as AI. We have moved beyond the realm of analog-selling into the era of data-driven digital sales, where software, data and the internet form an irresistible tri-fecta. Digital now gives your people the means to sell more, sell better, and gives you the means to coach better too. 2020-12-3133 min

Sales CoachHow do I coach diversity /w Amandine le SergentDiversity is a buzz-word right now. Many organizations mandate it. It’s a metric by which many sales leaders are measured. But what are the business benefits of diversity in a sales environment? Is diversity linked to customer satisfaction and sales performance? How do you hire for diversity and how do you coach diversity? Today’s guest is Amandine le Sergent, Director of Inside Sales EMEA Services at Juniper Networks. Diversity is very close to Amandines’s heart, as is coaching This is episod...2020-12-2434 min

Sales CoachHow do I coach my team conversationally?Coaching is a great idea. It’s often the execution of it that sucks. I see sales leaders who are convinced that they are coaching. But they are directing, they’re not engaging and they’re certainly not listening. You know the expression: Selling isn’t telling. Well that’s true of coaching as well. Coaching isn’t telling… And coaching isn’t working …if you’re doing all the talking. The secret is to coach conversationally....2020-12-1726 min

Sales CoachHow do I attract excellent female sales talent w/ Rakhi VoriaToday’s guest is Rakhi Voria Director, IBM Global Digital Sales Development. She manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. Rakhi previously worked at Microsoft and served as the Chief of Staff to the Corporate Vice President of Inside Sales, where she helped build the digital sales force for Microsoft, growing the team to 2,000 sellers globally and the business to over $8B in under 3 years. And it’s the topic of Women in Sales that is...2020-12-1026 min

Sales CoachHow do I hire sales interns w/ Zeeshan HafeezMost businesses love interns. Some imagine internships to be sources of cheap labour. But some realise that they can be a highly effective source of future top performers. So what’s your take on hiring for sales internships? Have you hired interns before and have you been an intern too? Zeeshan Hafeez is Chief Revenue Officer at VeeMed a telehealth solutions provider in California. He is putting together his Inside Sales org from scratch. 2020-12-0340 min

Sales CoachHow do I make office hours work for my team w/ Tim WoodTime is a precious commodity for a sales leader You need one-on-one time and group time. You have pipeline reviews and deal-reviews. You have people to develop and people to lead Finding time with all that’s going on when your people are working WFH isn’t easy. So, tt’s easy to forget that we need to build people before we can build the team. Intelligent sales leaders like Tim Wood, Sales Director, US Inside Sales a...2020-11-2630 min

Sales CoachHow do I leverage tribal knowledge /w Billy FranzOn a coaching call with a group of BDRs in Miami this week, the topic of Tribal Knowledge surfaced. Some people thought: ‘Hey..what’s that?’ Their Team Lead who was also on the Zoom call was on mute but she was nodding and smiling enthusiastically. She said: I’m a a big believer in the knowledge that people bring to the organisation when I hire them. It’s that plus all the stuff that’s never written down, but my team have to know, to do we...2020-11-1930 min

Sales CoachHow do I coach my team using Gong w/ Sheena Badani Have you heard of #Revenue Intelligence? How about the terms Market Intelligence or even Conversation Intelligence ? The common denominator among these three terms is Artificial Intelligence or AI, and it’s the driving force behind platforms like gong to help upskill your remote sales teams. The technology allows Inside Sales leaders like you to capture what your reps are doing: talk/listen ratio handing objections adherence to your playbook asking questions discussing pricing etc. When working with remote sales teams, I can leverage tools like Gong to identify coaching touch points quickly Does all that...2020-11-1223 min

Sales CoachHow do I use BANT to qualify opportunities?You have a team of #sales peope right now working from home. Are they qualifying opportunities properly? Are they asking the right questions of the right people and gathering the right information? #BDRs and #SDRs use BANT, a 4-step #framework to quickly screen #prospects. It’s simple to understand and easy to use but it’s not perfect. No system is. Last week, we covered #MEDDICC which is used by many AEs in #startups This week, it’s the turn of #BANT. What is it?2020-11-0524 min

Sales CoachHow do I use MEDDIC to qualify better opportunities?Which activity is critical to your pipeline and forecasts? Qualification HAS to be at the top of the list. Spending time on incorrectly qualified prospects is an opportunity cost. Spending time on incorrectly qualified prospects is inefficient because they often are unlikely to close. Poorly qualified opportunities are going to screw up forecasts and weaken pipeline, correct? So using a rigorous, tried-and-tested qualification framework like MEDDIC or MEDDPICC is going to help you to: Inject rigour and clarity into your qualificaction Increase volume, v...2020-10-2931 min

Sales CoachHow our digital sales academy helps mid-market w/ Harry FarrellHarry Farrell is EMEA North /MEE Faculty Lead at SAP Digital Sales Academy and leads the faculty in enabling and coaching sales performers in mid market. Your AEs, BDRs and SDRs need financial acumen and business acumen to have consultative sales conversations, particularly in the digital environment. It’s easier said than done, isn’t it? Today, we're going to identify what successful sales people like yours need in mid market and how a digital sales academy like SAP’s helps can help your team’s front line performance in mid-market. Check ou...2020-10-2227 min

Sales CoachHow do I use technology to coach remotely?Your sales team are in the office. Maybe not your office OR you are in the office but they are working from home. If you are checking in with your team, motivating them, enabling them, coaching them, you are using technology. At it’s simplest, you are using the phone. At its most complex you are using AI-driven tools to automatically monitor sales conversations and highlight coaching points It’s easy to go down the rabbit hole and get nerdy on tech. instead lets’s look at a coupl...2020-10-1535 min

Sales CoachHow do I stay close to my team /w Jon CarrToday’s guest is Jon Carr, Inside Sales Leader for Axios Systems in Edinburgh, Scotland. Jon is a seasoned veteran of Inside Sales. He was promoted - almost against his will - as he was doing such a great job as an SDR. Many years later, Jon has developed a recipe to help him stay close to his team and lead from the front. Inside Sales people are geared mentally to work at a distance from their prospects. But working at a distance from your team and doing it from home is...2020-10-0834 min

Sales CoachHow do I encourage peer-2-peer learning w/ John MasseyAs sales leader, it’s incumbent on you to coach and train your people but should all of the training and all of the coaching come from you? What about sales managers who report to you? Are they involved? Are they developing their people their direct reports? Better still, are they developing each other through peer-2-peer learning? In my experience, many teams don’t interoperate, they isolate. They work in the same sales organization but they don’t share the learning between sales leaders and sales regions. Today’s guest is John...2020-10-0153 min

Sales CoachHow do I onboard new sales people virtuallyCompanies who are lucky to be expanding and taking on new sales people are challenged in the current environment. Understandably, many inside sales managers are unsure about how to do this and set their new inside sales people up for success. You have a new member of your sales team, but you have never met them. Maybe you can't because of COVID. But you have to on-board them virtually, so how do you do that? Today, 5 steps to onboard your new sales hire virtually and make it work! This i...2020-09-2422 min

Sales CoachHow do I make my prospects comfortable?Great products sell - but great sales people sell better What do I mean? It means that people need to buy you before they buy from you, particularly when they can’t see you, don’t know you and don’t yet trust you. So it’s not a question of always be closing, it’s a question of always be opening. Opening the door to better, deeper relationship and that means making people feel comfortable - particularly when times are uncomfortable So today, let’s look at 5 easy ways to make people f...2020-09-1732 min

Sales CoachHow do I lead my digital sales team w/ Frank HattannInside sales is fast becoming Digital Sales as teams like yours adopt online channels to prospect, discover, sell and close business. Many companies now want inside sales people who can do more than make cold-calls. As a result, you need to look for a new breed of sales person with this 21st century skillset. So how do you lead this digital sales team in the current pandemic? How do you keep in touch with them, train them, coach them and motivate them? Frank Hattnann, Global Head of Sales at Intertrust and former Director...2020-09-1036 min

Sales CoachHow do I convert my field sales team to inside salesWhere’s your Field Sales team? Right now, sales has gone inside and field sales has largely left the field. Traditionally, field Sales & Inside Sales are different roles with: Different objectives Different skillsets Different mindsets For many organisations, Inside Sales looks after: lead-generation appointment-setting renewals simple products-selling at a distance. In contrast, Field Sales team generally looks after: larger deals multi-stakeholder deals, complex-deals Face-to-face selling onsite That playbook has been altered dramatically as the shift to digital / virtual-selling changes the way we do business for a long time to come......2020-09-0327 min

Sales CoachHow do I coach using a reverse closing plan?You want your sales people to follow the sales process or playbook, don’t you? That means going through each stage in a logical fashion. Stage 1, then stage 2, etc then close. But is there any merit to coaching the sales process in reverse? It turns out there is and its really useful when getting your sales people unstuck. Today, you and I are going to explore this together so your sales people can see the light at the end of the funnel! Check out today's episode now!2020-08-2722 min

Sales CoachHow to get your sales reps to really listenWe think of sales as a talking game, an information-communication game. The sales person is required to open the conversation, to qualify, to overcome objections and to close. We load sales people up with pitches and sequences We train sales people to talk and talk We guide sales people through scripts and playbooks To get someone to engage, to reveal their thoughts and to answer powerful questions requires listening. Deep, present, empathetic listening. But what about listening? Is there a playbook for that? Toda...2020-08-2025 min

Sales CoachHow to use LinkedIn to get inbound leadsField Sales is now inside sales and one of the things that clients tell me is that a large percentage of field sales people are struggling with getting to grips with generating leads and closing business on Linkedin. Today, I have Matt Clark from Johannesburg, expert in generating leads through cold outreach via LinkedIn. We are going to walk you through a learnable 5-step system in just 30 minutes so you and your team can start generating leads. Check out the episode now! #SDR #SaaS #InsideSales #salescoach 2020-08-1333 min

Sales CoachStrengthening your sales mindset by recognising what you can controlWhat many sales people struggle with are actually things which are beyond their control. Maybe you're worried about the fact that people aren't answering your calls. Is this something you can control? Maybe you're worried about the fact that peoples priorities have changed in the current climate. Is this something you can control? To develop an effective mindset, you have to realise that there are things otherwise have no control and never will have control. It's much better to focus on the things whic...2020-08-0630 min

Sales CoachWhy inbound selling is changing inside SalesThere is a change coming. Its been coming for a while. It’s called inbound sellling. When I began in sales, the big deals were done in outside sales and were usually a direct result of outbound selling. But things have changed. Rapidly. Folllowing the exponential growth of the internet, people have relied more and more on doing their own product discovery. Which is why we addressed lead-magnets in last week’s episode. Information has lead to a massive shift where content and eductation now set the stage for inbound selling. That’s revolut...2020-07-3023 min

Sales CoachHow to use lead-magnets to attract prospectsHave you downloaded anything from a website ever? What made you do it? Was it something that you believed to be useful? What were you asked for in return? Your email address? What you downloaded was more than likely a guide or a checklist or a whitepaper or a cheat-sheet or an ebook. right? From the perspective of the business that created this guide or checklist etc, you downloaded what is called a 'lead-magnet'. In doing so, you confirmed that you are interested in their solution to a problem or need yo...2020-07-2327 min

Sales Coach7 keys to winining business with your next software demoAs part of a coaching session last week, I sat through an Saas (Software as a Service) demo. The guy did a reasonable job but.. Did it make me want to buy? No Was there too much information? Yes Could he have delivered more value ? Yes Software demos are not software inspections so there’s no need for an information-dump Software demos are a chance (if properly done) to gain committment for the next step I figure that there are 7 keys to winning business with a so...2020-07-1629 min

Sales Coach4 Steps to find prospects with LinkedIn Sales NavigatorAs a professional - as a sales professional, I would be amazed if your profile is not on LinkedIn and if you are not prospecting in some form on LinkedIn. It’s not true to say that everybody is in LinkedIn on. There are approximately 690M users according to the about page on LinkedIn about.linkedin.com The story began in Reid Hoffman’s living room in 2002 and officially launched May 5 2003. 17 years. That's a long time in Internet years. Before COVID all started, I then delivered a 2 day programme in Fort Worth in October...2020-07-0936 min

Sales CoachHow to get your SDRs to have strategic sales conversations /w Nick CegelskiYou want your sales team to have strategic conversations with senior decision-makers. Some sales managers allow newly onboarded SDRs to find their feet, learn the ropes…and when they are deemed ready…shift them up a gear and ask them to hunt at Enterprise level. But I’ve seen businesses hire fresh graduates and/or SDRs who have very basic sales experience They give them a list and ask them to reach out to the C-Suite and hold a business-centric conversation with them. Is that fair? Are they ready? The SDR or AE has been...2020-07-0240 min

Sales CoachHow to personalise your inside sales outreachLast week, I had the pleasure of hosting Armand Farrokh on the show. Armand is Director of Sales at Carta and leads a team of SDRs and Managers. We talked about how Cold Calling is still working but it's more important than ever to do it right …because Cold-Calling has such a bad rep. But that’s because the name suggests stone-cold, freezing, no prep, no personalization, generic, impersonal, cookie-cutter cr*p! Does it have to be that way….of course not! You’re a professional Sales Leader. You’re leading a team of people w...2020-06-2533 min

Sales Coach4 Steps to professional cold calling /w Armand FarrokhCold calling is dead. Cold Calling is alive. Cold calling is dead and alive …like Schroedinger’s cat. Sales commentators have called time on cold-calling in more articles and posts than I can remember. Dead or alive…cold calling is still working…it doesn’t mean haphazardly calling random people and hoping someone says yes to you. It does mean giving some thought to whom you’re calling, whats in it for them and how you’re going to shape that call. Today’s guest Armand Farrokh is Director of Sales at Carta in the S...2020-06-1838 min

Sales CoachHow to give your sales people feedbackProviding feedback to your sales team is part of the competent sales manager’s toolkit. But providing effective feedback delivers both insight into how a sales person (or a team) is doing as well as providing a degree of direction or advice on how to reach desired levels of performance consistently. It is a competency where you - as a sales leader - take your questioning skills, your listening skills and your observations and share your reflections with recipients. So we all need feedback. But we also need people who give feedback, know ho...2020-06-1131 min

Sales CoachWhat’s the difference between training and coaching?I had a chat with some other sales professionals recently via Zoom and in that small group of people, there were differing opinions as to the definition of training and the definition of coaching. These days, there are so many definitions of training and coaching - or more specifically sales training and sales coaching on the internet. Does this even matter? I mean, these are just words. What difference does it make whether you use the word training or the word coaching? Well, it turns out that it d...2020-06-0424 min

Sales CoachMost Distinguished Saleswoman of the Year Award 2019 /w Caroline McCrystal Today's guest is Caroline McCrystal Winner of the 2019 Best Woman in Inside Sales Award and Winner of the Most Distinguished Saleswoman of the Year Award 2019 beating 1000 nominees from 22 countries across a range of categories including FieldSales, Professional Services Sales, Software Sales, Sales Director, Sales Manager, Sales Support, Sales Mentor, Key Account and Business Development…14 categories in all at the European Women In Sales Awards 2019. I am delighted to meet someone who is really putting Inside Sales front and centre where it belongs. Fantastic achievement, Caroline! Check out the episode now! #salescalls #salesteam #salestraining #coachingskills #salestips #salespeople #salescoach #podcast #business #resource #sale...2020-05-2835 min

Sales CoachWhy you need to keep your sales promisesOne of the questions that I ask sales teams when working with them for the first time is this: ‘tell me what you sell’. Now, there is any number of directions in which this conversation can go… Usually…. sales reps’ responses refer to products or services. Sometimes, they go a little deeper and regale me with the advantages and benefits which these same products and services confer on the customer. That’s the right answer in a sense… but I think that's missing the big picture. I think what your sales team are really selling is not a produc...2020-05-2120 min

Sales CoachHow to run a highly effective daily sales meetingOn more occasions than I can't remember, I have watched a sales team begin their day without any consensus on what to achieve and how it's going to be achieved. Most sales managers would agree that meetings can be an enormous time suck. They cut into the productivity of the day. Sometimes, they go completely off topic and that's a pity because… if run properly they can be highly productive and help energise your sales team and drive accountability. I am a big advocate of a daily stand-up sales meeting So today we're going to look...2020-05-1418 min

Sales CoachWhy setting sales goals really, really mattersIt's May 4, 2020. Where did April go? We’re all still locked up or cocooned or working remotely from home offices. Time flies when you’re having fun (or not having fun). But time is lost when you’re not tracking to goals. So it worries me when people have no goals or say they have no goals. Whether daily, weekly, monthly, quarterly, half-yearly or yearly. Everyone in sales should have goals, both personal and professional. We need sales people to turn up to work with a deep personal sense of why they do what they do.2020-05-0719 min

Sales CoachHow to run your first sales coaching sessionLast week in Eps 15, I gave you some tips to set up your first sales coaching session.Today I'm going to give you some tips on how to actually run this first coaching session.A good idea is to get your salesperson to listen to their own sales call (ideally two) in advance of the coaching session. This helps them to prepare mentally and to uncover, understand and unlock the issues.You could point something out a dozen times but when your sales team understand that something needs to change, they are more likely to take ownership of the problem...2020-04-3027 min

Sales CoachHow to set up your first sales coaching sessionHave you coached your sales team yet? Are you by now convinced of the benefits of sales coaching? The powerful and in many cases transformational benefits of great sales coaching include: 1. increased productivity 2. increased retention 3. Increased sales performance Most sales people get some form of training typically early on in their role. But I've never heard of anyone getting too much coaching. In fact, it's the opposite. Most businesses are beginning to realise that sales coaching isn't just for some people. It's for a...2020-04-2328 min

Sales CoachHow to go from Boss to Sales CoachHave you noticed the incredible rise in focus on sales coaching by managers? Businesses like yours need managers like you to coach. You can hire people like me to coach your team. But you also need to be a coach to your team. It isn’t about wearing a different hat. It’s about transforming the person beneath that hat. (You) Most salespeople I speak with would love more coaching - get lots of short, directional feedback, often corrective a result of making a mistake. Many managers I speak with...2020-04-1629 min

Sales CoachHow to use sales psychology to persuade buyersAre your sales people doing all the right things to get your prospects to move forward? Many salespeople just don’t understand how or why buyers think and act they way they do. They won’t reveal the information you need to qualify them. They don’t see the value in what you offer. They don’t return your calls. The consequence is that they can’t see why they should buy and they don’t buy. In today’s epsiode, you’re going to understand the power of leveraging human psychology in a way that persuades them to take action.2020-04-0935 min

CrankMat Wrestling PodcastGarrett Chandler- Davie High School baseball Team (ECU commit)Garrett Chandler is a senior centerfielder for the Davie high school baseball team. His season was cut short due to COVID-19. He talked about all that and more on this podcast episode. --- Support this podcast: https://podcasters.spotify.com/pod/show/crankmat/support 2020-04-0739 min

Sales CoachHow to keep your remote sales team selling /w Bob Perkins It's crucial that we keep sales teams focused on doing things right as well as doing the right things. Bob Perkins, Founder and CEO of the AA-ISP (American Association of Inside Sales Professional) is my guest today to help you keep your remote sales teams selling. 2020-04-0222 min

Sales CoachHow to get your sales team into a daily routineWith the current global situation changing the way you do business, how can you get your team to develop a routine and stick to it?2020-03-2631 min

Sales CoachWhy your sales proposals stall and what to do nowWe're going to give you 7 reasons why your team’s sales proposals stall and what to do about it.2020-03-1925 min

Sales CoachCan you afford to let your CRM become a ZRM?What is the consequence to you and your sales team of poor, corrupt, bad data in your CRM?2020-03-1235 min

Sales CoachThe Top 5 Reasons for Underperformance in Sales TeamsIn this episode, we’re going to address something quite serious: the causes of the perennial problem of sales-underperformance. You have someone on your team, maybe even a couple of people on your team who are just not performing. But you can’t begin to fix it until you understand what’s behind it. Agreed? Today, I’m giving you 5 reasons for sales underperformance and the kinds of questions you should ask yourself.2020-03-0532 min

Sales CoachHow to use stories to sell more today Imagine that someone calls you up and tries to sell you a product or a service. Have you got a particular brand in mind? Can you remember the last time someone tried to pitch you something over the phone? Today, I’m going to define what story-telling is, why great stories work in sales, when to use them and how to coach the skill of storytelling with your sales team. 2020-02-2732 min

Sales Coach4 More Ways Your Inside Sales Team are Losing You MoneyLast week in part 1 we covered 4 ways in which your inside sales team are losing you money. Today we are going to give you 4 more things to address fast!2020-02-2018 min

Sales Coach4 Ways your Inside Sales Team are losing you moneyInside Sales is a tough game so you need to fix these things fast 2020-02-1319 min

Sales Coach7 Rules to hire great inside sales people for your team Today we’re giving you 7 powerful rules to hire great inside sales people 2020-02-0629 min

Sales CoachGetting your sales leaders ready to coachGetting your sales leaders to properly coach their teams will increase performance and protect your investment!2020-01-3019 min

Sales CoachHow to turn the gatekeeper into an allyGetting your team to work with the gatekeeper rather than getting past them is going to pay real dividends!2020-01-2120 min

Sales CoachHow to get your team to listen to their sales callsOnce you have ingrained he habit of listening to their input, your sales team are going to have better output!2020-01-2024 min

EDM Weekly Podcast - Garrett GaudetHAYES Guest Mix | EDM Weekly Episode 306New music from Dillon Francis, Alok, Sam Feldt, Moksi, Mike Cervello, Deniz Koyu, Thomas Gold, Sevnn, Swanky Tunes + more plus a guest mix from HAYES. HAYES (real name Thomas Hayes) developed a dedicated fanbase (1.2M followers) after his breakthrough performance in the drama series and international phenomenon Skam. Since then, he’s been preparing to make the shift into music, with “Where I Belong” marking his debut release.Tracklist available at www.edmweekly.com/hayesDemos, Guest Mixes, Shoutouts, Sponsorship & BusinessEmail Garrett: garrett.gaudet@edmweekly.comFacebook: @EDMWeeklyRadio Instagram @EDMWeeklyRadioNext Episod...2019-10-091h 00