Do you hate subscribing to more shows than you need to? Us too. That's why we're merging The B2B Sales Show into the #Sales series on B2B Growth. If you've been loving this podcast & want to continue getting practical content from B2B sales practitioners, make sure you subscribe to B2B Growth & look for #Sales in the headlines for episodes that speak directly to the sales side of the house. You can easily find B2B Growth in all major podcast players here: Apple Podcasts Google Podcasts Google Play Spotify Stitcher If you have any ideas about topics, guests or any other way we can ..read more

Overprotective parents are called “helicopter parents,” which is a great shortcut to make a really important point:  Kids need to be allowed to learn from their mistakes. And they can’t do when a circling parent won’t let them make any in the first place.  So, maybe we need a term like that for the overprotective sales managers holding back their reps.  That’s one of the most common problems David Kreiger, President of SalesRoads, finds on sales teams — managers hopping on calls to save sales and, ultimately, undermining their reps learning.  It’s a great example of a failu ..read more

There’s a reason the SDR role is notorious for its turnover.  Not enough hiring managers are taking the time and research that’s necessary to recruit and hire the right person for the right job.  It’s time we recognize that the problem isn’t the SDR role — it’s the hiring process! In this episode, Executive Producer James Carbary talks with Jeff Thomas, the founder of Predictably.pro, about successfully recruiting and hiring SDRs. Plus, they chat about: The steps for finding the right sales talent for your organization Why you shouldn’t use your gut instinct to hire SDRs (or anybody ..read more

Is this post distracting you from the work you should be doing? Learning to avoid new distractions at home is one of the smaller adjustments in the COVID-19 world. What about selling in such an uncertain environment? My guest today, Dave Mattson, CEO of Sandler Training, says we can keep being effective, even in the most uncertain times.  He explained that we just need to: Focus on inputs over outcomes Be upfront and ask the questions we’re afraid to ask Avoid wasting time on things that are out of our control This episode is co-hosted by Kevin Jeffery, Director of Sales at Mixmax. You ca ..read more

True Life: I’m a sales manager trying to train reps remotely. Remote work life has posed a lot of unique challenges. Keeping sales reps’ attention is one of them. In this episode of The B2B Sales Show, Logan chats w/ Chad Sanderson, Managing Partner at ValueSelling Associates, about the best ways to train sales reps remotely. They also discuss: 3 factors to consider when training reps via video conference How offering a consistent framework can help your sales reps stay consistent Why it’s important to practice conveying your energy over video conference Check out Captivate by Vanessa Van Edwa ..read more

There’s a lot of uncertainty right now. One thing to keep in mind is that the fear of the unknown is worse than the reality. In this episode of The B2B Sales Show, Patrick Downs of PandaDoc catches up with Aaron Ross, co-CEO of Predictable Revenue Inc. Aside from talking about how he’s entertaining 9 kids at home, Aaron tells Patrick about: Why people shouldn’t assume that things are going back to normal after the pandemic How people can use this time as an opportunity to review their lifestyles and business strategies How to find ways to inspire yourself while at home Why the fear of what’s n ..read more

Is mental toughness inherent? Or, can it be developed? I asked this — along with many other questions — of 5x Olympic gold medalist Bonnie Blair. If anyone knows about mental toughness, it ought to be one of the most decorated Olympic athletes of all time, right? Additionally, we discuss: Why competing against yourself can be more productive than competing against others How to deal with feelings of Imposter Syndrome in business and sports How to focus on the positive instead of the negative during tough times Thanks for listening to this episode of The B2B Sales Show, co-hosted by Lori Richar ..read more

We’ve all been through it: The recipient denies they ever received an email. Come to find out, it was sent to the SPAM folder. There’s gotta be a way to avoid the SPAM folder! In fact, there are six ways to avoid SPAM folders in outbound sales. In this episode, Michael Maximoff — co-founder of Folderly — shares how he’s able to dodge the SPAM folder and increase deliverability of outbound emails. Plus, we talk about: Email productivity and outbound sales engagement How your sales team can increase the deliverability of your cold emails The benefits of domain and inbox warm-up tools Tools & ..read more

I usually like to start off these posts with something eye-catching. Maybe a few engaging lines to capture your attention, then a pivot to the main topic.  But these are crazy, unprecedented times worldwide. Is it weird to act normally, when the world is anything but? Of course not. In fact, we have to. And this is especially true in sales — you just need to find new ways to carry on as normal.  That’s exactly how Shawn Finder is approaching this crisis. And he’s right. Shawn is the CEO of Autoklose and he’s used to being in the trenches.  After building his first product, he wa ..read more

These are uncertain times.  That might seem like the understatement of the year, but for a lot of sales organizations, the times we are in right now beg one simple question.  What is the role of the sales org right now? Do we cease outbound? Do we press in even harder? Unfortunately there isn’t one perfect answer. It’s going to vary from business to business, but on the most recent episode of the B2B Sales Show, Jennifer Groese, CMO of Winmo talks with Winmo, CEO Dave Currie about:  What business CAN be doing during this uncertain time.  Why now is not the time to sit on yo ..read more