Afleveringen
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How do you effectively bring prospects into your sales funnel and convert them?
Many marketers lean into complex storytelling, but that can be overwhelming to prospects who you're just starting to get to know.
To better align your sales and marketing strategies, try thinking of your initial marketing as an invitation. You wouldn't want to overwhelm your guests with every little event detail. You would tell them a select few that they need to know and then let them decide whether to come or not.
Your brand's initial marketing outreach should be the same way: direct, concise and to the point, with more details to follow for those who are interested. This way of doing things helps you give potential buyers the exact amount of information they need to become your clients.
On this episode of The Evolved Sales Leader, Kate DiLeo, founder of the SaaS marketing tool Brand Trifecta, dives into the three key pieces of information that you need to communicate to clients before they'll convert.
Listen in as we discuss:
Why business is a conversation not a transactionWhat it takes to build an effective pipelineHow sales and marketing should not be siloed but a collaborationThe role and differences between pitching and storytellingCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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In a recent sales enablement study, 74% of salespeople claimed they lost a deal due to a lower-cost competitor, but only 22% of buyers said price played into their decision. That’s a big difference! But where is this difference in perspective coming from?
To understand how a buyer goes about making a decision, you, as a salesperson or leader, have to throw out your assumptions, step into your buyer’s shoes, and ask yourself or the lead the following questions:
What are the trends in their industry?
What are the pain points in their business model?
What goals do these executives have?
With these questions answered, you can better create a winning sales strategy that converts prospects into clients.
On this episode of The Evolved Sales Leader, Steve Gielda, co-founder of the sale enablement company Ignite Selling, shares how buyers think, revealing the true reasons for lost sales and the ways to turn those losses into wins.
Listen in as we discuss:
Determining the level of influence of key decision makersThe decision criteria that matters most to companiesHow to validate your assumptions for more accurate client understandingAccelerating your sales pipeline through research, training, and critical thinkingCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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When people think of success on social media, they usually think of one thing: going viral. But creating a viral post on LinkedIn isn’t an easy 1-2-3 formula. It’s a combination of creativity, information, trends, engagement, and consistency.
By focusing your efforts on learning these traits and topics, you can create your own path to going viral that will support your social media presence and ultimately your company.
On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy, who co-founded the AI-powered sales SaaS company Epicbrief, takes you through his journey creating viral content on LinkedIn and what you can do to get there too.
Listen in as we discuss:
Being intentional about what your audience wants to hearCapitalizing on trends early on to get aheadHow quality engagement helps boost your post and your company’s reputationUsing metrics and data to craft your strategy
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player. -
Did you know that there is an entire science dedicated to performance?
It’s true – and it’s called performance science. Using both quantitative and qualitative strategies, performance science supports business leaders in defining their priorities and increasing their productivity.
But performance science goes deeper than benefiting you as an individual leader. When the principles of performance science are applied to your business, you’re able to take the abstract and concrete parts of your vision and transform them into a tangible strategy that brings success to your company, as well.
On this episode of The Evolved Sales Leader, Stanford general surgery intern and Thaxa founder Carla Fowler, MD PhD, explains exactly how performance science can improve your business strategy and leadership abilities at the same time.
Listen in as we discuss:
The multiple disciplines that make up and influence performance scienceTranslating your business dreams in to a clear realityHow high performance requires successful prioritizationGetting comfortable in the face of the inevitable uncertainty of running a businessCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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One of the most important uses of customer relationship management (CRM) tools is to create high level reports for company executives … or is it?
Day in and day out, sales team members use a CRM to capture data and close deals, making them the end users of this essential business technology. As the end users, their ideas, goals, and understanding of the CRM are the most important to unlocking a CRM’s business potential. And when that potential is unlocked, so is your company’s.
On this episode of Evolved Sales Leader, CRM consulting firm founder Anshul Verma digs into the steps organizations need to take in order to take advantage of all their CRM has to offer.
Listen in as we discuss:
Defining your vision and strategy for your business’s CRMOptimizing your CRM tool around end users’ experiencesThe importance of building trust between your sales team and the CRMFinding new, innovative ways to use your CRM in your sales processCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Technology has drastically evolved over the last few years, and with it so has sales. While some tried and true methods still work, other methods haven’t stood the test of time. But knowing which are which isn’t always easy.
From AI automations to cold calling, a sales tactic has to be executed well for it to win in 2023’s competitive market. In order to succeed, you not only have to choose the right strategies but they also have to reach the right person at the right time.
On this episode of Evolved Sales Leader, B2B and sales experts Kevin Hopp, James "Saywhatsales" Buckley, and Miro Putkonen weigh in on what sales strategies they’ve seen work and succeed so far in 2023’s unique climate.
Listen in as we discuss:
Balancing technology and authenticity in communicationsWhat tone to adopt in cold email and phone-callingThe role of bots, automation, and AI in sales outreachHow emotional growth is key to professional growthCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Over the past few years, how we work has dramatically shifted. As a result, we’ve been pushed to rethink how we build and hone our teams. Part of that includes team culture.
But what purpose does team culture serve in your business model?
One word: productivity. A productive team culture creates trust that allows team members to work effectively together and belief in the company mission to flourish. However, this productivity doesn’t develop overnight. In order to increase your team’s productivity, you as a leader must adapt to new norms and be intentional about honing your team culture.
On this episode of Evolved Sales Leader, accomplished tech executive, CEO, and start-up investor, Doug Camplejohn, dives into strategies for creating top-performing teams through deliberate team culture.
Listen in as we discuss:
Why leadership is not about control but trustHow the office has and will need to change to meet new normsWays to connect as team in order to build your team culture and businessBeing intentional about honing team culture leads to productivityCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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What is the most important R in sales? Relationships.
Relationships are the key to generating leads in today’s saturated market. But building those relationships is no easy task. First and foremost, you have to consider how and where you’re going to do it.
Unsure where to start? Turn to LinkedIn. This platform has endless potential for forming authentic connections — when the right community building techniques are used, of course.
On this episode of Evolved Sales Leader, sales trainer and motivational speaker, Larry Long Jr., shares his advice about how to take your business to the next level by creating a genuine community on LinkedIn.
Listen in as we discuss:
The difference between traditional networking and community-building Being intentional and mindful about your actions to level up your businessLeveraging LinkedIn’s recommendation tool for connectionHow to bring community to your team as a leaderCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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In a B2B market full of evolving technology, new products, and shifting mindsets, getting ahead of the competition is no easy feat. So how can business leaders stay on top? Thinking up new ways to address your target market’s recurring pain points is a good place to start.
When it comes to the B2B sales process, there’s plenty of room for improvement and growth — from how you implement your company’s vision to the way you compensate your employees.
On this episode of Evolved Sales Leader, executive sales trainer and business consultant, Scott Marker, shares strategies for re-energizing the sales pipeline from his book, Broken: How to Fix B2B Sales, Drive Profitable Growth, and Win.
Listen in as we discuss:
Improving sales training to reach your business goalsHow to shift the focus from the company to existing and prospective customersWays to motivate your salespeople and prevent turnoverWhat business performance metrics to keep your eyes onCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Branding is often said to be the most important aspect of any company. But branding is a broad term with a world of its own. So, what type of branding is the most successful in this day and age?
To stand apart from the crowd, the personal brand of a company’s founder and executives must be aligned with the business’s brand. An organization that isn't supported by its stakeholders’ personal brands is going to lack the authenticity and trustworthiness that today’s consumers truly crave.
On this episode of Evolved Sales Leader, Izzy Prior, founder of Spark Social Media, explores how founders and executives alike can bridge their personal and business brands in order to make their outreach and digital marketing more effective.
Listen in as we discuss:
Why personal branding matters to your businessWhat to be aware of when posting as a public figureHow to maximize your on-platform presenceBuilding an authentic, transparent brandCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Transformation is B2B’s middle name – and over the last few years, it’s been living up to it.
Digital advancements, buyer behavior, data-driven insights, and thought leadership are just some of the factors contributing to the shift in the business-to-business landscape – and sales & marketing teams that aren’t already on top of the shift are lagging behind.
On this episode of the Evolved Sales Leader, Omni Lab co-founder Jonathan Bland, shows sales & marketing leaders the step-by-step process of reducing friction, lowering customer acquisition costs, and aligning with the way your prospects want to buy in today’s market.
Listen in as we discuss:
The biggest shifts in the buyer’s journey todayWhy it’s important to focus on demand generationBuilding a funnel that supports the buyerHow to effectively replace the demo callCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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It’s nearly impossible to get through a business-focused conversation without hearing a mention of Artificial Intelligence (AI). Since the launch of ChatGPT, companies and sales leaders alike have started to consider what a future powered by AI might look like:
Computers selling products?
Sales people without jobs?
Processes developed by robots?
While there aren’t any concrete ways of telling exactly what the future of AI in the business world looks like, there are some known systems you can implement now to make the shift more palatable.
On this episode of the Evolved Sales Leader, John Barrows, business consultant and AI mastermind, explains the importance of embracing AI instead of running away from it.
Listen in as we discuss:
Bridging the gap between human-driven efforts and AIHow to effectively leverage AI tools in your sales positionThe role leadership plays in embracing AI within their businessAI tools you should be exploring right nowCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Despite popular belief, LinkedIn is not just for social selling and networking.
Salespeople (as you might see in your very own inbox) have increasingly become privy to the platform’s outreach capabilities. However, there’s a less utilized component of LinkedIn that few are taking advantage of: the platforms paid marketing tools.
On this episode of The Evolved Sales Leader, Aaron Zakowski, B2B marketing expert and Founder of Zammo Digital Marketing, dives into LinkedIn’s paid marketing solutions that will have you generating a profitable pipeline in no time.
Listen in as we discuss:
LinkedIn’s current role in B2B business developmentThe least known aspects of LinkedIn’s paid marketing options & how to use themThe truth behind lead forms and lead magnetsCommon misconceptions about marketing on LinkedInWhere to begin with LinkedIn’s paid marketing optionsCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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In the ever changing world of business development, sales tactics like prospecting and lead generation are becoming increasingly harder to stay on top of.
What are the newest trends in outreach?
How do you appropriately personalize your messages?
Is it even possible to gain a leg up on the competition?
Though the B2B sales market is becoming complex, one platform has remained important through all of the ebbs and flows – LinkedIn. Yet, the platform’s importance makes it equally as important for salespeople to know how to utilize it appropriately.
On this episode of The Evolved Sales Leader, Alex Boyd, Founder of Revenue Zen, shares a proven LinkedIn lead generation strategy that creates a pipeline of new accounts and requires way less time than you’d think possible.
Listen in as we discuss:
The importance of pairing LinkedIn outreach with other techniquesWhere companies & salespeople are missing the mark in outreach effortsHow to use personalization techniques for successful outcomesSpending minimal time on outreach with maximum resultsCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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New artificial intelligence (AI) tools seem to be popping up by the day, and the topic is creating a buzz.
There are conferences dedicated to it. There are an uncountable number of articles about it. And chances are, whether you’re walking down the street, watching TV, or in a meeting at work… you’re going to hear about it.
Especially in sals, there’s fear that AI will wipe out the human-centered workforce as we know it. Others are embracing the power of artificial intelligence by using it as a partner in their day-to-day.
On this episode of The Evolved Sales Leader, Matt Green, CRO of Sales Assembly, dives into regaining a human edge in an AI-driven sales world.
Listen in as we discuss:
Why companies should embrace the benefits of AI, not run from themHarnessing the power of AI to make daily tasks more efficientUsing a human-edge to break through in an AI worldHow to best leverage AI as a partner in sales outreach
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player. -
Open your LinkedIn messages and start counting.
How many messages are freezing cold with in-your-face sales pitches for products and services that you don’t want or need?
In the case that you are reached out to about a product or service that is of use to you, a cold email – if done wrong – can be a huge turn off.
Yet, restrictions on retargeting campaigns are making some sales experts believe that cold emails are now more important than ever — when they’re done right, that is.
On this episode of The Evolved Sales Leader, Chrisley Ceme, Head of Business Growth at Senders, discusses the obstacles involved with cold email and how to overcome them to get more wins.
Listen in as we discuss:
The most common mistakes made in cold outreachKey elements and best practices for successful email campaignsHow to utilize email as an engine for growthThe truth behind subdomainsSetting your email cadence up for winsCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Hiring has long been a time consuming process.
When you finally find the right fit for your needs and your team, the process just seems to slow down even more. The HR onboarding process. Individualized and team trainings. Ramping the new hire up for optimal performance.
If you’ve ever asked yourself if there’s a way to cut the time it takes for new hires to become productive – the answer is yes.
On this episode of The Evolved Sales Leader, consultant and trainer Marcus Chan, dissects the proven system you can begin implementing today to help new hires achieve max performance in half the time.
Listen in as we discuss:
The four-part approach to simplifying the hiring & ramp up processWhy leadership plays an important role in onboardingHow to effectively use role playing during interviewsImplementing live coaching strategies for continued successCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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As a sales leader, you’re sure to have heard a comment or two about the possibility of artificial intelligence (AI) taking over the workforce – and possibly the world.
Whether there’s truth to those comments or not, one thing is certain: AI is rapidly advancing. To keep up with its ever-changing capabilities, business development professionals are going to have to, well, keep up.
On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy and Miro Putkonen, founders of Finland-based AI startup, Epicbrief, answer pressing questions about the implications of AI in sales and walk through the process of using as a partner to get a leg up on your competition.
Listen in as we discuss:
Whether or not humans are becoming obsolete in salesThe strengths and weaknesses of AIHow to meaningfully utilize AI in your sales role Ways to immediately integrate AI to optimize your workflowsCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Impactful founders and executives are constantly planning for the future and expansion of their company.
Yet, knowing which levers to pull to reach the next stage of growth can be a daunting, sometimes painstakingly long, process. For this reason, finding innovative ways to approach and systematize growth is key.
On this episode of The Evolved Sales Leader, Abhi Golhar, business consultant, accomplished author, and TEDx speaker, explains the engineering behind what growth levers to pull, what frameworks to follow, and what research-based strategies companies can use to create an easier and healthier growth path for their business.
Listen in as we discuss:
The three major growth components of every businessHow technology plays a part in adapting for and building businesses of the futureAn in-depth analysis of successful business growthHow to implement research-based strategies for company growthLISTENER BONUS: Abhi’s new workshop, “The Order of Operations,” dives into the four stages of business and gives insight into the KPIs you can use to measure success at each stage. For more information & to gain access, email [email protected].
Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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As humans, we hold our surgeons, engineers, and lawyers to the highest standard. The same should be true for salespeople.
Afterall, sales requires an intricate level of expertise.
To achieve and maintain sales proficiency, sales leaders must equip their teams with ongoing, world class training coupled with cutting edge tools and technologies.
On this episode of The Evolved Sales Leader, Chris Manitus, VP of Global Sales at 7th Level Communications, gives a masters in the best practices for advancement in the field of sales.
Listen in as we discuss:
Overcoming obstacles with sales trainingProducing a structured approach to your cold call strategyTips for building a rapport with prospectsBenefits of advanced sales training for serious professionalsCatch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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