The Sales Consultant Podcast

In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manage change, align goals, and foster a culture of continuous improvement. From overcoming objections to nurturing talent, they discuss the qualities that set apart good sellers from great ones, offering valuable advice for both aspiring and seasoned sales professionals. #salesconsultantpodcast #insidesales #salesdevelopment #salesstrategy #b2bsales #salesoperations #salestech #salesculture #outsidesales Time Stamps: [02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas. [07:10] - Managing the change when developing a new inside sales team. [09:30] - Which CRM is preferred and a discussion on how to approach data hygiene. [12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element. [19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections. [26:38] - What separates good salespeople from great salespeople. [29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales. Connect with Brooke: Brooke’s LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/ Connect with Derrick: Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop. Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations. #salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales Time Stamps: [2:25] - Why companies should invest into Revenue Operations sooner. [5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function. [13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts. [22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue. [31:00] - Another hand-off that should be optimized is ‘CS to Marketing’ in terms of customer intelligence. [33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts. [42:10] - How to communicate your contributions and value as a Revenue Operations person. Connect with Rosalyn: Rosalyn’s LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/ The RevOps Collective website: https://therevopscollective.com Connect with Derrick: Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show. In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled. From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off. Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop. In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode. #salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55 Time Stamps: [02:30] - John reflects on lessons from 2023 and how he’s adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to. [12:00] - Why John thinks the Predictable Revenue model is a joke. [15:49] - How AI is changing the game and how salespeople won’t be replaced by AO but by people who know how to use AI. [22:20] - John shares an AI tool he uses to analyze a client’s 10-K report and suggests outreach messaging based on what you offer. [24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them. [35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development. Connect with John: John’s LinkedIn page: https://www.linkedin.com/in/johnbarrows/ JB Sales Training: https://www.jbarrows.com Sell better website: https://sellbetter.xyz Connect with Derrick: Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks. Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts). Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you’re not going to want to miss. #salesconsultantpodcast #sales #salesleadership #salesmanagement #salesdevelopment #vpofsales #practicemakesperfect #loveyourhaters #managementcareer #careeradvice #managementadvice #leadershiplessons #gtmconsulting #gtm #authenticity #inspiration Time Stamps: [2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com). [6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more. [11:00] - The transferable sales skills and disciplines that come from music (not just sports). [18:26] - Operationalizing more practice in sales teams. [20:50] - From leading Sales Development teams to being hired as a first time VP of Sales. [27:00] - Advice to new managers. [29:00] - His opinion on how the number of haters will grow as you grow in your career. [34:30] - How he got into consulting, his experience, and his consulting ambitions for the future. [39:15] - Structuring consulting compensation and hassigning equity to a family trust. [44:00] - Who helped him the most become who he is and why. Connect with Ralph: Ralph’s LinkedIn page: https://www.linkedin.com/in/ralphbarsi/ Ralph’s website: https://www.ralphbarsi.com Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data. Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny. Listen to the interview and I promise you’re going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound’s practice with a team of consultants. During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development. We wrap up with Pete’s candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture. #salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagement Time Stamps: [2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves. [6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended). [13:00] - For the first time on the show we talk through what it’s like to lead a group of sales consultants, myself included. [22:00] - We discuss what it’s like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound’s practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment. [33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30. [38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer? [40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing. [43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks. [49:30] Is social selling and thought leadership a ‘nice to have’ or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one. [55:00] - Lastly we talk about what’s more impactful on a sales team’s success, individual talent or environmental conditions. Connect with Pete: Pete’s LinkedIn page: https://www.linkedin.com/in/petemickartz/ Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page -

James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps. James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants. #salesconsultantpodcast #salesconsultant #b2bsales #consultant #entrepreneurship #clientacquisition #bant #meddicc #content #engagementpricing #authenticity Time Stamps: [3:30] - James explains how he’s managed to last 18-years in the Sales Consulting game but he also shares what it’s like flirting with the idea of working for someone again as an employee. [11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy. [16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research. [23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic. [36:30] - James’ approach to out-bounding and driving client acquisition as a sales consultant. [39:24] - James shares his thought process and approach to generating content for his consulting practice. [42:25] - Advice to consultants on how to think about structuring pricing for engagements. Here’s a link to our first interview: https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863 Connect with James: https://www.linkedin.com/in/jamesrores/ Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essential traits of successful customer success initiatives. Matthew also offers practical tips for setting up a customer success team and emphasizes the importance of every person in every department of the organization adopting a customer-centric mindset. #salesconsultantpodcast #customersuccess #cs #b2bsales #growth #value Time Stamps: [4:00] A story that epitomizes the pinnacle of customer success: From a modest $150,000 initial order to a staggering $40M in total purchases. [8:00] - When customers fail to realize the value of their purchase. {12:30] - When sales over promises on the capabilities of the product and CS is left to clean up. [14:50] - Why CS should report into Sales or be its own business unit reporting to the CEO. [18:30] - Collecting customer insights post-sale for the purpose of becoming more buyer-centric. [20:00] - The importance of conducting interviews and truly being in tune with customer as opposed to only relying on stale surveys. [22:00] - What it looks like in the early days of building out a new CS function including the top KPIs and where the priorities lie as a leader. [25:00] - When it makes sense to assign a dedicated CS Manager (CSM) to a single account. [27:35] - Advice to aspiring CS professionals: The worst thing you can say is, “that’s not my job”. Connect with Matthew: Matthew’s LinkedIn page: https://www.linkedin.com/in/mwarmstrong/ Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts. In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics. From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market. We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader. Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide. #salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacity Time Stamps: [02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley’s see companies making in 2024 [07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams. [11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs). [16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley’s opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc. [25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers. [31:00] - Moving on and letting go when you’re promoted: Career advice for sales leaders. [39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively. [45:30] - How Haley has navigated her career differently than her male counterparts. [48:40] - Haley shares which heroine of her’s she would have lunch with and why. Connect with Haley: Haley’s LinkedIn page: https://www.linkedin.com/in/haleykatsman/ Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel. Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success. Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying solely on self-reported data. Through vivid examples, he illustrates the consequences of inadequate outreach and engagement when teams lack proper enablement. Drawing from his consultancy experience, Paul reveals essential elements clients seek when hiring consultants and introduces his comprehensive "Customer Enablement Framework." #salesconsultantpodcast #enablement #gtm #revenueops #b2bsales #b2bmarketing #consultingpractice #productmarketing #entrepreneurship Time Stamps: [05:15] - Paul’s first priorities in building his second consulting practice. [10:55] - Enablement defined. [15:30] - Why enablement leaders must think like a sales leader. [18:50] - The negative side of just relying on self-reporting and the importance of using actual customer feedback to inform the sales enablement strategy. [22:50] - Examples of poor outreach and poor engagement when revenue teams are not properly enabled. [32:00] - Paul had a successful intellectual property consultancy that he built prior to Revenue Flywheel - we discuss the business and why he ultimately stopped consulting the first time. The lessons he learned the first time around that are influencing his approach with Revenue Flywheel. He shares important stories and insights that every consultant should hear. [38:20] - Three things people are looking for when they’re hiring a consultant. [39.45] - Paul breaks down his “Customer Enablement Framework” (Methodology, Process, Tools, Coaching, Skills) [46:30] - The importance of including enablement for managers in the enablement plan. Connect with Paul: https://www.linkedin.com/in/paulrbutterfield/ Connect with Derrick: https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement. Throughout the conversation, JR's personal anecdotes and insights offer valuable insights for listeners pursuing a successful career in sales or sales management. #salesconsultantpodcast #sales #salesmanagement #coaching #salescoach #salescareer #saleseffectiveness #hockey #salesskills #roleplaying #practicing #talentdevelopment #entrepreneurship Time Stamps: [2:10] - JR’s reaction to Bill Belicheck being released from the New England Patriots as their Head Coach (we recorded the same day the news broke). [3:45] - Is it the Player or is it the Coach? Is it the rep’s individual talent or is it the environmental conditions that manager’s create that makes winning teams? JR gives us his perspective. [8:10] - JR opens up about what has driven him to be successful. He gets real with us on this one and shares some inspiring stories. [14:40] - JR explains his quote, “athletes have the right balance of humility and confidence”. [17:00] - How to avoid complacency. [19:56] - We discuss how sports is or is not uniquely qualified in its ability to facilitate a transfer of useful skills/attributes to a profession in sales. [23:30] - Operationalizing an emphasis on “practicing” in a sales environment the way we do in sports. [27:40] - Why it’s easier for JR to coach teenage hockey players than adult sales professionals. [32:30] - Having difficult coaching conversations with low performing reps. [34:00] - Derrick puts JR through a rapidfire challenge where JR has to come up with his best sales analogy based on a variety of hockey concepts. [39:00] - Why “coachability” is so sought after when at the same time we all know there is a massive opportunity for managers to do more/better coaching with their teams. 43:30] - JR takes us through the inflection point in his life where he decided to go all in on building The Shift Group. Connect with JR: JR’s LinkedIn page - https://www.linkedin.com/in/jrbutler/ Shift Group website - https://www.shiftgroup.io Connect with Derrick: Connect with Derrick on LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this interview, Derrick chats with Jason Tan, the founder of Engage AI. They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly emphasizes the effectiveness of engaging with prospects through LinkedIn comments. The discussion highlights the significance of personal branding, user-friendly features of Engage AI, and presents eye-opening statistics about the sales opportunities on LinkedIn. Through this interview, you’re going to gain valuable insights into the strategies that drove Engage AI's rapid growth which you will be able to implement for yourself or your team, right away. #salesconsultantpodcast #linkedin #socialselling #founders #b2bsales #engagement #startup #growth #sales #marketing #leadgeneration #inbound #outbound #salesdevelopment Time Stamps: [2:40] - Jason shares his journey as a technical founder before launching Engage AI, having previously established another venture. Despite English being his second language, he, like many technical founders, found direct sales and marketing daunting. However, he discovered that engaging with his audience through LinkedIn comments was a passive yet effective approach. Actively participating in discussions and interacting with comments led to one-on-one InMail conversations, often progressing to Discovery Calls and acquiring new customers (the Commenting for Attention Strategy). [5:00] - When establishing a personal brand on social media, similar to not everyone being suited to public speaking, not everyone can be equally active and visible through writing and creating videos. Expanding on this analogy, even if one may not take on the role of the keynote speaker, they can still participate in the conference, networking with others as a means to generate leads. [8:50] - Derrick provides a brief overview of how the Engage AI Chrome extension operates in conjunction with LinkedIn, highlighting its user-friendly nature. He emphasizes that users retain control over the tool, ensuring that it doesn't post anything unusual without their explicit consent. [10:40] - Jason elaborates on how Engage AI prioritizes safety and compliance to prevent LinkedIn profiles from being restricted. This precaution is particularly crucial as the platform is vigilant in restricting accounts utilizing automation as an anti-spam measure. [16:00] - Don’t be the pink-suit person where you get the wrong kind/unwanted attention. [19:25] - When you’re connected to your ICP on LinkedIn and engage with other people’s content with thoughtful discussions, your ICP is able to see this which creates an online fireside chat of sorts giving them a frontrow seat to your insights. [22:00] - Jason reveals an impactful strategy they've uncovered for capturing the attention of their ideal customer profiles (ICPs). They engage in thoughtful interactions by commenting and engaging with the ICP of their ICPs' content (their customer’s customer). Through this approach, the intended target leads observe their meaningful engagement with mutual connections, establishing credibility and influence. [25:00] - We explore additional beneficial features offered by the Engage AI platform, including support for over 100 languages. We discuss how it tracks profiles to ensure you stay updated on your prospect's posts, and we highlight its mobile app, which streamlines the process of approving posts on the go. [28:35]...

Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting. In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions. He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants. Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives. #salesconsultantpodcast #selfimage #financialsuccess #wealth #hedonictreadmil #positiveselftalk #subconscious #lawofattraction #visualization #salesstrategies #relationshipbuilding #b2bsales #b2bcoach #salesconsultant #coaching #sales ime Stamps: [2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization. [8:40] Justin’s perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words. [10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.” [15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what’s not working. [18:21] - The magical polarity shift. [20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for. [22:00] - Justin’s advice to other sales consultants/coaches/trainers. [23:52] - The inflection point when Justin went all in on his coaching business. [26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.” Connect with Justin: Justin’s LinkedIn page - https://www.linkedin.com/in/michaeljustin/ Justin’s books: Justin Michael Method 1.0: Sales Super Powers: A New Outbound Operating System to Drive Explosive Pipeline Growth - https://www.amazon.com/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687 Justin Michael Method 2.0: An Advanced Outbound System To Drive Explosive Pipeline Growth With New Sales Superpowers - https://www.amazon.com/Justin-Michael-Method-2-0-Superpowers/dp/1948382717 Connect with Derrick: Derrick’s...

In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision, a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management. During our talk Sam shares game-changing insights into effective prospecting strategies. He highlights the impact of communicating with US-based contacts in their preferred language, showcasing how this simple adjustment can lead to a remarkable doubling of results. Sam also addresses a common pitfall—companies overestimating their Total Addressable Market (TAM)—and provides practical advice on avoiding this costly mistake. Tune in to discover the power of Sam's team's proprietary intent data model, which not only enhances outreach and pipeline building but stands out as the most reliable predictor of closed business for their clients, surpassing the performance of traditional sales approaches. #salesconsultantpodcast #prospectingtips #prospecting #marketanalysis #intentdata #intentsignals #pipelinegrowth #newopportunities #salesdevelopment #coldoutreach #saleseffectiveness #predictablerevenue Time Stamps: [2:00] - Entrepreneurship and being a Sales Director at 16 selling event management services for children's parties [4:00] - The origin story of Revenue Precision. [6:50] - Standing out from the crowd and getting 2x results by prospecting to US-based contacts whose first language isn't English, communicating with them in their preferred language. Sam recommends Deepl.com for us English only folks. [12:45] - How companies often overestimate their Total Addressable Market (TAM), what it leads to and how to avoid making the mistake. [21:00] - Sam explains how his team uses a proprietary intent data model to get unparalleled results for their clients. [35:00] - Their intent data model isn’t just effective for outreach and building pipeline but it’s also the best predictor of closed business for their clients when compared to their salespeople. Connect with Samuel: Samuel’s LinkedIn page - https://www.linkedin.com/in/samuelverhegge/ Revenue Precision website - https://www.revenueprecision.com Connect with Derrick: Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial Intelligence in go-to-market strategies. Jeremy shares insights into how AI is transforming his work, which leads us into his predictions about the evolving landscape of sales and buyer interactions in the realm of AI-enabled revenue teams. The conversation then pivots to the crucial role of Sales Enablement and RevOps, discussing their optimal structures and the immense potential for AI to enhance sales enablement tools. Join us as we navigate through the dynamic intersection of technology and sales strategies in this insightful episode. #salesconsultantpodcast 1. #TechEvolution #AISalesStrategies #SalesEnablementInsights #AIinRevenueTeams #Innovation #TechTalkPodcast #FutureOfSalesAI Time Stamps: [:40] - Technical aptitude is a superpower that’s particularly important in RevOps [3:30] - How Jeremy uses code that he’s written to automate a monthly process of generating and sending comprehensive reports and powerpoint presentations for all the GTM KPIs for their 500 portfolio companies. Click here to see a list of the companies in the Insight Partner’s portfolio [8:40] - Jeremey compares the usefulness of predictive AI and generative AI in sales. Then goes on to describe a couple use cases where he uses ChatGPT4 and Google’s conversational generative AI tool, Bard, together. [11:45] - AI is reaching perfect personalization. [14:45] - When everything is personalized, nothing is personalized. The chess game of will likely play out with AI in sales effectively making referrals, word of mouth and partner programs far more important. [18:10] - Seeing their portfolio companies redirecting budget from outbound to other channels. [21:00] - Enablement and RevOps place in GTM strategy leadership; how to staff these functions and how to structure their compensation [27:20] - Jeremey ties AI and Enablement together [33:10] - Jeremey’s favorite influencers right now, his book recommendation for revenue leaders, and his advice to sales consultants. Connect with Jeremy: Jeremey’s LinkedIn page - https://www.linkedin.com/in/jeremeydonovan/ Insight Partners website - https://www.insightpartners.com Connect with Derrick: Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/ Derrick’s Twitter - https://twitter.com/derrickis3link These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights. From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics crucial for success in the world of sales. Stay tuned for Season 2, premiering this Friday, January 19th. Thank you for being part of The Sales Consultant Podcast community! _________ #10 - Click here to check out the full interview #9 - Click here to check out the full interview #8 - Click here to check out the full interview #7 - Click here to check out the full interview #6 - Click here to check out the full interview #5 - Click here to check out the full interview #4 - Click here to check out the full interview #3 - Click here to check out the full interview #2 - Click here to check out the full interview #1 - Click here to check out the full interview _________ Connect with Derrick: The interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/ Connect with The Show: The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/ The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection. The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer’s Resistance" and the components of a perfect cold call. Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles. The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling. Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling. #salesconsultantpodcast #coldcalling #coldcall #salesmanagement #saleseffectiveness Time Stamps: [1:00] We start out with Ryan breaking down what Ryan’s company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other. [3:15] We cover off on Ryan’s new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”. [7:15] Is cold calling dead? What does the data say? We tackle Ryan’s view on the topic of using the phone in general as part of a company’s outreach strategy. [8:40] We zoom out and get into Ryan’s career journey leading up to founding his companies. [13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey. [16:50] What drove him to focus his businesses on outsourced Sales Development. [18:45] Ryan shares some of the Cold Call principals he holds close and teaches. [23:05] Ryan explains “The Natural Law of Buyer’s Resistance.” [24:10] I ask Ryan to breakdown what the components are of a perfect cold call. [29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand. [34:00] What to say when prospects respond with “is this a cold call?” You’re going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes. [36:50] Ryan describes his concept called “The Trust Umbrella”. [43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles. [50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls. Connect with Ryan: Ryan’s LinkedIn page - https://www.linkedin.com/in/ryanpereus/ Ryan’s book: https://www.amazon.com/Trust-Call-Traditional-Human-Human/dp/B0C9SK1D2J The H2H Method Website - https://theh2hmethod.com SuperHuman Prospecting Website - https://superhumanprospecting.com Connect with Derrick: These interviews are also available on Derrick’s YouTube page -

In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data to calculate it and ways to segment Win Rate data. The conversation also covers the question of who should take ownership of Win Rate as a Key Performance Indicator (KPI) within a business. It's highlighted that customers hold the true insights in win-loss analysis, as opposed to salespeople. An illustrative example is provided where a company employed Clozd's services and gained insights that led to a 30% increase in their fees. The concept of the 'win-loss maturity curve' is introduced, discussing how companies progress from conducting their own win-loss analysis to eventually engaging third-party services. The interview further touches on the reporting integration between CRMs and the Clozd platform, as well as key functionalities offered. The conversation shifts to how the platform validates lead/source attribution and incorporates AI capabilities both now and in the future. The ideal customer for Clozd and their pricing structure are also discussed towards the end of the interview. #salesconsultantpodcast #winrate #winlossanalysis #growth #b2b #winloss Time Stamps: [:20] We start out by unpacking Andrew’s journey and what led to starting Clozd. [2:30] Why Win Rate is so important and how a small improvement can make a big difference. [5:00] How “Win Rate” is truly defined. [8:00] Best practices for tracking the data necessary to calculate Win Rate and ideas how to parse out Win Rate based on other segments. [11:30] Who within the business should own Win Rate as a KPI. [18:00] Why customers are the source of truth in win-loss analysis, not salespeople. [24:41 An example of a company who deployed Clozd and the insights they were able to get to raise their fees by 30%. [27:00] The ‘win-loss maturity curve’ and how companies move from doing win-loss analysis with buyer feedback themselves to hiring a 3rd party. [31:30] How reporting is handled between your CRM and the Clozd platform along with an overview on other key functionalities that they include. [34:10] We discuss how lead/dead source attribution is validated through this approach as well. [37:45] Where AI comes into their platform now and in the future. [41:00] The ideal customer for Clozd and how they charge for the platform. Connect with Andrew: Clozd website - https://www.clozd.com Andrew’s LinkedIn Profile - https://www.linkedin.com/in/andrewatclozd/ Connect with Derrick: These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/ Derrick’s Twitter - https://twitter.com/derrickis3link Connect with The Show: The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/ The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

James Rores is the Founder and CEO of Floriss Group. In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years. James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model." The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future. #salesconsultantpodcast #consulting #entrepreneurship #salesconsulting #opreatingmodels #saleseffectiveness #AI Time Stamps: [:33] James shares what core principles define him as a person and opens up about his background and the experiences that shaped a lot of his views. [8:30] We unpack how growing up in a 4th generation family business influenced his life and career. [11:30] How James got into Consulting. [16:15] How he kick-started Flores Group, his sales consultancy, and how he has gone about acquiring clients over the years. [21:20] How James improves as a Sales Consultant. [27:00] Why listening skills are important as a consultant but the skill of asking good questions is equally if not more important. [33:50] James describes the common flaws in sales models and what a “reliable sales operating model” looks like. [41:00:] How to go about settling on a reliable sales operating model for your business. [44:20] James shares his thoughts on AI in Sales and what he believes the impact might be in the near future. Connect with James: The Floriss Group website - https://florissgroup.com/ James’ LinkedIn Profile - https://www.linkedin.com/in/jamesrores/ Connect with Derrick: These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/ Derrick’s Twitter - https://twitter.com/derrickis3link Connect with The Show: The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/ The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching, and advice on cold call openers and incorporating humor. They also touch on engaging prospects, handling objections, maintaining a positive mindset, and Dan's prediction on how AI will impact sales. #salesconsultantpodcast #coldcalling #prospecting #salesbestpractices #salescoach #salestraining #ai Time Stamps: [2:50] There’s 3 days that salespeople don’t work and if you DO work you don’t have any competition… [3:20] Why 3pm to 5pm on Fridays is the best time to prospect. [6:50] We discuss how the biggest thing he’s doing right now with regard to prospecting is encouraging everyone to do hyper personalized videos. [10:00] Why right now is the best time in the world to be prospecting and a story about what happened one time when Dan ignored a “No Trespassing” sign and proceeded to knock on the door. [11:50] Dan shares his perspective on “No Goals' and embracing rejection on your way to sales success. [13:40] Why he chose the path of sales coaching, consulting and speaking after building and selling 4 companies. [17:48] The best cold call opener ever! [21:00] Dan’s advice to people who aren’t good at using humor in their outreach. [25:00] Why asking prospects what they like about their current vendor works. [26:40] Dan’s advice on how to handle objections. He walks us through his framework. [30:30] Dan’s 7 magic words for dealing with gatekeepers. [35:00] How Dan maintains a positive mindset and brings high energy to every conversation. [41:00] Dan shares his prediction on how AI will change the profession of sales. Connect with Dan: Dan’s website: https://danjourdan.com Connect with Derrick: These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/ Derrick’s Twitter - https://twitter.com/derrickis3link Connect with The Show: The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/ The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients. Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain insights into his experiences starting his consultancy with no pipeline and limited savings while supporting his family. We also delve into his transition from a solopreneur to scaling up his consultancy, including his successful approach to acquiring new clients, particularly through private equity firms with portfolio companies. Throughout the interview, Jason shares valuable lessons, such as gracefully offboarding clients and pursuing the right fit, along with his perspective on incorporating AI for efficient growth in today's business landscape. Tune in for an engaging discussion that offers actionable insights for consultants and entrepreneurs seeking success in sales consulting. #salesconsultantpodcast #salesconsulting #consulting #entrepreneurship #solopreneur #consultancy #businessgrowth Time Stamps: [:10] How Jason got into Sales Consulting. [2:35] What it was like being raised in a household where both parents were entrepreneurs. [6:00] We double click on Jason’s transition into Sales Consulting exploring how his career path set him up. [11:00] The meaning behind the name of his consultancy and why he named it Nacre Consulting. [12:00] What he did for the first 6-months to acquire his first clients. [13:00] How Jason earned the nickname of “the Fixer” within Wells Fargo. [17:00] I dig into what it was like for Jason and his family with 2 kids in highschool when he started his consultancy with no pipeline and few months of savings. [23:10] How Jason took his consultancy from operating as a solopreneur to scaling up and bringing on employees. [29:00] How Jason and his team are acquiring new clients today.. Hint hint.. Private Equity Firms with portfolio companies. 31:00] I ask Jason if he’s ever had to fire a client and he shares a great story that every consultant should listen to where he explains how he off boards clients in a graceful manner. [33:20] A story about how Jason chased ‘bad money’ (clients that aren’t a good fit). [38:00] I ask Jason if he would ever sell Nacre. [40:30] Jason breaks down The Nacre Growth Assessment which includes taking a holistic approach to assessing a new client’s business when they first engage. [46:00] How at times they tie their fees to outcomes / back-end compensation. [50:32] How companies can go about developing better clarity in their Go-to-Market (GTM) strategy so that people can be guided better. [53:30] I ask for Jason’s perspective on where he thinks we are and what he is seeing in terms of incorporating AI in order to do more with less in this new“Efficient Growth” era. Connect with Jason: Jason’s LinkedIn Profile - https://www.linkedin.com/in/jasonmpearl/ Nacre Consulting website - https://www.nacreconsulting.com/ Connect with Derrick: These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/ Derrick’s...