So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is…
In part two of this series, Barry Trailer, Chris and Corey bring a touch of humor to the conversation on the topic of sales and how it relates to the corporate business world today. Barry emphasizes the importance of establishing…
Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris and Corey. He reviews the four levels of process implementation: the…
In this follow-up to last week’s, “The Theory of Constraints and Ice Cream” Chris reminds us that all talent problems are wrapped up in lots of politics. And it turns out the key to all of this, whether you're like…
We've heard the phrase, "Be careful what you wish for..." It's not unlike wanting to build pipeline quickly and how it relates to a kid in an ice cream store. What is the goal? Build as much - eat as…
Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, “You create a hypothesis of what your messaging is going to be, and then…
CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is…
How are you tracking your pipeline’s success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 quarters…
A company’s leadership – the lead singer, picks up the pieces and fills in the holes in a performance. Their drummers keep the rhythm of the deal moving forward so everyone can stay in time. But what about the sale…
What helps make someone an effective leader? According to our guest, Paula White, the Leadership DJ of Side B Consulting, it’s all about employing a leader’s human side along with their business side when they connect with their team. Using…