Ep24: Research Prospects to drive conversion w/Kent Murphy
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
4d ago
Kyle is joined by Kent Murphy, COO at Atlantic Growth Solutions. Kent leads the BDM and SDR teams who engage their client's ideal customers and qualify sales leads with decision-makers. Kent's team has been achieving a 70% MQL to SQL, and SQL to Opportunity conversion rate on leads qualified for their clients.  Kent breaks down one important piece of the conversion puzzle: Researching prospects. Likely the first action a revenue team member would complete before reaching out to a prospect. He talks about where to research, what to look for, and the experience level required for revenue me ..read more
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Ep 23 Onboarding and Ramping Sales teams [Part 2] with Meghann Misiak
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
11M ago
How does a Revenue Leader know their teams are performing to the best of their ability? Meghann Misiak (LinkedIn) is the founder of Path to Presidents Club. She helps companies build onboarding best practices and coaches sales talent on their path to being high achieving. On this episode, Meghann and Kyle discuss more tactical and practical onboarding and ramping strategies to get sales professionals up to speed quicker, without cutting corners.  Meghann and Kyle cover some key details surrounding the following topics: Why is onboarding important?  What metric should you track to in ..read more
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Ep 22 Onboarding and Ramping Sales Teams with Meghann Misiak
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
How does a Revenue Leader know that their teams are performing to the best of their ability? Meghann Misiak (LinkedIn) is the founder of Path to Presidents Club. She helps companies build onboarding best practices and coaches sales talent to become high achieving.  Meghann and Kyle cover some key details surrounding the following topics: Why is onboarding important? What metric should you track to indicate if your current onboarding is successful? Hiring for Talent or Personality - who should revenue leaders invest in? What onboarding typically looks like within companies The Bootcamp mo ..read more
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Ep 21: Handling Inbound Leads - Is it Marketing or Sales? (with Andrew Holmes)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
Part 2 of our interview with Andrew Holmes of ICS Creative Agency.  Kyle and Andrew discuss the process for interacting with leads once they have come in to your organization. Whether they have raised their hand through a form, a download or a contact us inquiry, someone in the organizations has to manage them. They talk Service Level Agreements to manage the relationship and expectations between Sales and Marketing, as well as how leads should be qualified and when teams should hand them over to the next person in the process.  ..read more
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Ep 20: Preparing for Marketing and Sales Outreach (with Andrew Holmes)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
*This Part 1 of 2 of Kyle's conversation with Andrew* There are a lot of differences between Marketing and Sales operations. But at the heart of any successful campaign is the Customer.  Andrew Holmes from ICS Creative joins Kyle to discuss two key exercises that need to be conducted to ensure success in your revenue growth. First - you need to build your Ideal Customer Profile. Collaboration between Sales and Marketing will help build an accurate picture of what attributes make up an "Ideal Customer". Second - the customers buying journey needs to be mapped out. Each stage of the process ..read more
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Ep 19: Sales Operations for the Stage of your Business (with Chris Forman, CEO, AppCast)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
Sales Organizations rarely look the same during start-up as they do when the business is mature.  Chris Forman (CEO, Appcast) knows how to structure a Sales Organization for the stage the business is at.  In this episode, Kyle and Chris discuss Go-to-Market Strategies, Content Marketing and Being Honest to your team members. Major Topics: - Honesty from the top : Telling a new team member "I can only pay you for three months" - What makes you successful at one stage, will kill you at the next - Too much money at the start makes you dumb : Financial Constraint drives innovation - CAC ..read more
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Ep 18: Successful Inside Sales (with Bob Perkins, Founder and Chairman of AA-ISP)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
Old News : 2020 Forced nearly every company to shift to virtual selling Bob Perkins, founder of the American Association for Inside Sales Professionals (AA-ISP)joins Kyle to discuss a wide range of topics focused on a single theme: Inside Sales As businesses are preparing for 2021, have already established their "next-normal" and work to improve and optimize their strategies, Bob joins us to discuss some of the most relevant topics for Inside Sales Professionals and Leaders. - Stages of Grief for the way things used to be - Tech Stack Essentials for B2B Sales - Good and Bad of Virtual Sales E ..read more
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Ep 17: KPI's for Sales Teams - Healthy Sales Organizations (with Tera Gillen, VP of Inside Sales, Skillsoft)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
What should your Sales Organizations approach to KPI's for Sales Team Members be? Tera Gillen is back for a second time on the Podcast to talk about Healthy Organizations and their approach to KPI's. Kyle and Tera run through 3-4 Rapid Fire Questions to build a clear starting point for an organization looking to build their KPI strategy to drive business and sales growth, sustainably. The Best Thing you can do, as a Business or Sales Leader, is benchmark your Sales Organization's Health with the Sales Organization Health Assessment - Found HERE ..read more
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Ep 16: Skilling Up your Sales Team (with Kevin Duffer VP Sales and Bus.Dev, Management Concepts)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
Organizations need to play their part in the ongoing skill development and knowledge building for members of their sales teams.  Kevin Duffer is a true Sales Leader and specialist in the world of Employee Training. He joins Kyle for a second time to discuss key topics that Organizations must consider to be truly healthy when it comes to ongoing employee training. A Few Highlights: Not a shotgun approach, must be part of a larger strategy Needs to customized and relevant to the level of experience and role that the Team Members are in daily Personal Development doesn't fall solely on the ..read more
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Ep 15: Sales Organization Health - Healthy Interview and Hiring Practices for Sales (with Doug King)
Practical Sales Podcast | By Atlantic Growth Solutions
by AGS
1y ago
The Healthiest Sales Organizations hire to fuel the fire and accelerate growth, not band-aid an issue and cover it up.  Doug King Joins Kyle for a second time on the Practical Sales Podcast. Bringing his experience as a Senior Recruiter for Broad Reach Staffing  and previously as VP of Sales at Skillsoft, helping to build a team of over 320 Sales Professionals. Doug King knows what a Healthy Hiring Process looks like for Sales Talent.  He drop 7+ key topics that Sales and Business Leaders need to consider when evaluating their internal Hiring Process.  Team Effort with H ..read more
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