In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value of transparency and effective communication of goals across the organization.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends.

n this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to avoid confusion and misalignment. The episode concludes with a teaser for the next topic: learning from past results to inform future strategies.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and planning for long-term returns.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making.

Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with insights on internal stakeholder alignment and the significance of delivering genuine value to prospects.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful selling.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their corporate structures.

In this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways.

Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking.

In this episode we dive into the nuanced roles of sales leadership versus sales management. We discuss distinguishing daily management tasks from visionary leadership, personalized motivation, and fostering a positive culture. The importance of proper training, coaching, and mentoring for new managers is highlighted, along with the need for clear communication and self-awareness in leadership roles. Practical advice is provided on balancing operational duties with inspiring leadership, preparing new leaders for people management, and aligning sales efforts with broader company goals, ultimately promoting authenticity and adaptability among sales teams.

Join us in this episode as we offer a comprehensive guide to mastering sales leadership through essential tools and strategies. We cover the importance of RevOps teams, consistent use of CRM systems, and effective leadership skills such as planning and decision-making. The episode also delves into differentiating types of one-on-one meetings, enhancing team sales meetings, and balancing roles in coaching, training, and mentoring. Emphasis is placed on data-driven decisions, personalized coaching, and fostering open communication to ensure productive and engaging sales activities.

In this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making.

In this episode, we explore the essential elements of creating and optimizing a sales process. Key topics include defining and adapting sales stages, rules, and activities to meet client needs, emphasizing the importance of flexibility and effective communication. We discuss the need for clear rules and activities while avoiding overly rigid structures that can hinder sales efficiency. Additionally, the episode highlights the significance of cross-departmental collaboration, proper CRM usage, and preparing for potential obstacles to ensure seamless customer implementation.

In this episode, we dive into the complexity of navigating sales processes, from initial opportunity recognition to post-sale confirmation. We emphasize the importance of defining stages clearly, such as prospecting, qualifying, and closing, to enhance forecasting and reduce CRM chaos. We explore common mistakes like inconsistent definitions and the pitfalls of CRM percentages, underscoring clear leadership's role in avoiding issues like sandbagging. The discussion highlights distinguishing sales activities from stages in B2B transactions and refining workflow models for better progress assessment.

Join us in this episode as we explore the critical elements of a structured sales process. We discuss the necessity of having a repeatable sales process and its impact on achieving predictable results. The conversation delves into how organized sales operating systems and company culture contribute to sales success. We debunk the myth that effective sales rely solely on spontaneity, highlighting the importance of a well-defined process that aligns with the buyer's journey to enhance deal closures. Additionally, we emphasize the value of accurate forecasting, pipeline development, and the use of robust CRM systems for tracking and prioritizing sales activities, ultimately leading to improved sales performance and goal setting.

This episode explores effective onboarding strategies for sales teams. We discuss easing new hires into their roles, addressing knowledge gaps, and fostering cross-departmental connections. Integrating new team members into the company culture and providing a structured onboarding experience is also key.

In this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit. Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight the need to understand market dynamics, craft effective compensation plans, and identify individuals who can thrive with minimal support. Throughout the conversation, we emphasize coachability, dedication to the craft, and the ability to represent the brand independently.

In this episode, we tackle the complexities of building a sales organization from the ground up. We delve into the importance of tailoring roles to fit the needs of your business, the evolving nature of these roles, and the critical need for strong communication and partnership with marketing and operations. The conversation also touches on leveraging measurement systems, handling investor influences, and considering outsourcing as a strategic option.

In this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel.

In this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market.

In this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth.

In this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success

In this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence!

In this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling.

In this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls.

In this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success.

In this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM.

In this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights.

In this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights.

In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities. Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales!