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

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

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

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