最佳Sales Consultant播客 (2024)

1
Unlocking Inside Sales Success with Brooke LaFleur 31:26

23h ago31:26

31:26

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 …

1
Optimizing Revenue Operations with Rosalyn Santa Elena #056 47:04

9d ago47:04

47:04

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 o…

1
Beyond Predictable Revenue with John Barrows 53:49

14d ago53:49

53:49

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 ful…

1
The Integrity Edge of Sales Leadership with Ralph Barsi #054 45:17

29d ago45:17

45:17

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 hi…

1
Sales Consulting From Zero to Scale with Pete Mickartz 57:10

1M ago57:10

57:10

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…

1
Mastering the Art of Sales Consulting with James Rores #052 47:04

1M ago47:04

47:04

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…

1
An Org-Wide Customer Success Mindset with Matthew Armstrong #051 32:09

2M ago32:09

32:09

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 feed…

1
Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050 49:38

2M ago49:38

49:38

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 20…

1
The Enablement Advantage: Elevating Your Customer Journey with Paul Butterfield #049 49:16

2M ago49:16

49:16

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 eff…

1
Coaching for Success: The Intersection of Sports and Sales Coaching with JR Butler 47:18

3M ago47:18

47:18

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 imp…

1
How Engage AI Is Transforming Social Selling on LinkedIn with Jason Tan #047 32:57

3M ago32:57

32:57

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 bu…

1
Mastering the Psychology of Sales and Breaking the Upper Limit with Justin Michael #046 28:36

3M ago28:36

28:36

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 hedo…

1
Intent-Driven Outreach: Prospecting Success in Your Obtainable Market with Samuel Maia Verhegge #045 42:09

3M ago42:09

42:09

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 impa…

1
Ai in Go-to-Market Strategies with Jeremey Donovan #044 41:16

4M ago41:16

41:16

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 i…

1
A Mix of Our Top 10 Interviews from Season #1 (2023) 23:41

4M ago23:41

23:41

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 cru…

1
Trust Calling with The Cold Call CEO Ryan Pereus #042 55:15

8M ago55:15

55:15

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 i…

1
The Win-Loss Maturity Curve and Buyer-Centric Win-Loss Data with Andrew Peterson #041 47:34

9M ago47:34

47:34

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 t…

1
Lessons from Seventeen Years of Sales Consulting and Advising Over 7,500 Clients with James Rores #040 51:31

9M ago51:31

51:31

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 …

1
Cracking the Cold Call Code and Unleashing Sales Success with Dan Jourdan #039 45:08

10M ago45:08

45:08

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…

1
Sales Consulting Chronicles: From Fixer to Founder with Jason Pearl #038 58:53

10M ago58:53

58:53

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…

1
Using AI to Accelerate Your Team's Prospecting Workflow with Wissam Tabbara #037 1:01:33

11M ago1:01:33

1:01:33

Time Stamps: [1:40] The problem that Wissam is helping to solve with Truebase. [5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads. [13:00] Writing a hyper personalized email. [19:00] We discuss how many hours every week SDRs spend on resea…

1
How To Use Gamification To Motivate Your Team and Increase Performance with Sindre Haaland #036 45:01

11M ago45:01

45:01

Sindre Haaland is the CEO and Founder of SalesScreen, the first gamification platform for sales teams. I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the show. We start out by discussing ideas around goal setti…

1
Fostering a Sales Environment Where Everyday Each Rep Can Bring Their Best with Damon McLean #035 54:49

11M ago54:49

54:49

Damon McLean is the Head of Sales Development at Assembled, a workforce and vendor management platform whose mission it is to create a support operations platform that helps companies maintain exceptional customer experiences. I’ve known Damon for several years and had the opportunity to work alongside him and see first hand how he works with teams…

1
Generating Better Pipeline With New Innovative Approaches to Demand Gen with Ollie Whitfield #034 47:18

11M ago47:18

47:18

Ollie Whitfield Leads Demand Gen at VanillaSoft where he’s been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast. I’ve been a fan of Ollie’s content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and G…

1
Legendary Sales Development Leadership with James Barton #033 56:52

12M ago56:52

56:52

James Barton is a seasoned Sales Development leader with over 13 years of managing SDR teams big and small. Currently he is the Head of Sales Development at Venafi, a world-class cyber-security company dedicated to protecting and managing machine identities. In this episode, we talk about what it’s like leading Sales Development at very large enter…

1
How To Prepare To Sell Your Business And Have a Strong Exit with Christine McDannell #032 39:20

12M ago39:20

39:20

Christine McDannell is the proud Founder of The Magnolia Firm, an international M&A and business brokerage firm. Before starting Magnolia and helping companies buy and sell their businesses, she spent over 20 years building and selling her own companies. In this episode, Christine provides incredible advice for any founders or future founders out t…

1
The Role of Evangelism In Your Growth Strategy with Amelia Taylor #031 55:49

12M ago55:49

55:49

Amelia Taylor Heads up Evangelism for Regie.ai and in this episode she helps us understand how companies can leverage the role of Evangelist to fuel their community-based growth strategy. She also goes into detail on how one might pursue a path into corporate evangelism. #salesconsultantpodcast #evangelism #salescommunities #ai #chatgpt4 Time Stamp…

1
How To Out Care Your Competition By Developing Your Emotional Intelligence with Phil Johnson #030 53:08

1y ago53:08

53:08

Phil Johnson is the Founder & CEO of Master of Business Leadership Program where he has been helping executives as a leadership coach for over 20 years. In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. We talk about “How To Out Care Your Competition By Developing Your…

1
The CIENCE of Lead Generation and Sales Development in 2023 with Eric Quanstrom #029 42:41

1y ago42:41

42:41

Eric Quanstrom is the CMO of Cience, an award-winning lead gen firm. In this episode, we get an in-depth perspective from a seasoned CMO. We talk about driving growth in tough economic conditions, how AI is shifting competitive landscapes everywhere, and then we go deep on how Eric and his team at Cience are maximizing lead generation and sales dev…

1
Real-time Sales Enablement Tech That Gives Sellers Time Back To Sell More with Meitar Landau #028 38:07

1y ago38:07

38:07

Meitar Landau is the Director of Sales and Customer Success for Winn.ai. Prior to joining Winn she was in the Israeli Air Force for 5 years as a flight simulation instructor. She shares some cool stories about her time in the Air Force but what really stood out is how Winn’ai helped her become a stellar salesperson within 18 months and with no prio…

1
What’s Working at ZoomInfo and How The Use of Data in GTM Strategies is Evolving with Zack Thompson #027 52:04

1y ago52:04

52:04

Zack Thompson is the Director of Sales Development for Emerging Markets & Expansion and he has about 120 SDRs rolling into him. In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies. Zack also discusses the upcoming ZoomInfo ChatGPT integration and…

1
Normalizing Conversations About Mental Health in Sales: The Path to Sustainable Success with Jeff Riseley #026 53:27

1y ago53:27

53:27

Jeff Riseley is the Founder of Sales Health Alliance which is a consultancy that focuses on the mental health and well-being of sales professionals. They provide resources, education, and support to people in sales who may be experiencing stress, burnout, or other mental health challenges. In this episode, we discuss the importance of mental health…

1
VP of Sales to Chief Sales Scientist with David Priemer #024 58:04

1y ago58:04

58:04

David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling. He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams The first half of our interview we embark down the path of David’s journey from VP of Sales…

1
Landing Big Client Projects and Next Level Sales Enablement with Tom George #025 57:39

1y ago57:39

57:39

Tom George is the Founder and Principal of GoMo Consulting. A management consulting firm specializing in Sales Enablement. In this interview, Tom shares his insights and experiences as a Sales Enablement leader and consultant. He discusses how his background in Product Marketing helped him have a successful career in Sales Enablement which he descr…

1
Build It While You Fly: The Story of Lavender.ai with William Ballance #022 41:43

1y ago41:43

41:43

In this episode, we hear from William Ballance, the founder of Lavender.ai, a successful startup that offers AI-powered personalized email outreach. William shares his experiences of traveling around the world while building his company, attending industry events, meeting investors, and working with his team. He also talks about the challenges and …

1
From "Bad Yes" to "Good No": Chasing Rejection in Sales with Andrea Waltz #023 40:45

1y ago40:45

40:45

In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No". Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit rejection" and how comfort zones are never static. We …

1
Building a 7-Figure Sales Consultancy with Scott Leese #021 40:51

1y ago40:51

40:51

Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a dozen or more companies at a time as a Strategic Adviso…

1
Discussing Sales Management With An Employment Attorney with Katie Kiernan Marble #018 50:54

1y ago50:54

50:54

Katie Kiernan Marble is a seasoned Global Employment Attorney with over 15 years of experience. She is also the Managing Director at modCounsel, a legal concierge service with six (6) practice areas. As the head of their employment law practice, Katie focuses on processes that bake compliance into day-to-day operations and allow internal teams to r…

1
Sales Enablement 3.0 with Roderick Jefferson #019 51:43

1y ago51:43

51:43

Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates. Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo. In addition to helping companies with Sales Enablement, Roderick is also one…

1
How LeadIQ Makes Outbound Work with Daniel Rood #020 45:34

1y ago45:34

45:34

Daniel Rood is the VP of Marketing at LeadIQ. After a recent webinar that he and his team led where they compared using ChatGPT and their new standalone product, Scribe, to see which was better for assisting in writing cold outbound emails, I knew I had to have Dan on to talk about generative ai in sales. I was blown away by what I saw. During our …

1
How to Capture More Sales Capacity with Tom Melbourne #015 54:14

1y ago54:14

54:14

Tom Melbourne is the Founder of OpnMkt (pronounced Open Market) which is a Salesforce-Native utility app on the AppExchange for a marketplace approach to the distribution of new leads or new opportunities. OpnMkt is more than just a sales effectiveness tool. It’s completely reimagining the status quo when it comes to maximizing sales capacity. Tom …

1
The Business of Sales Consulting & Training with Ken Lundin #016 43:05

1y ago43:05

43:05

Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode. #salesconsultantpodcast #salestraining #salesconsultant #saleseffectivenes…

1
How Gated Inboxes Lead To a Better World with Andy Mowat #017 31:50

1y ago31:50

31:50

Andy Mowat is the Founder of Gated. A free solution that challenges unknown senders to donate to reach you. This way only relevant emails make it to your inbox. He has spent his career building sales and marketing engines for world-class companies 🦄 (Upwork, Box, Culture Amp). As a veteran GTM Operations & Growth Marketing Leader, his teams have se…

1
How BDR Enablement Is Different Than Sales Enablement with Charlie Herzog #014 43:36

1y ago43:36

43:36

In this episode I’m researching what’s working on the frontline with an actual practitioner. This is someone that I have worked with personally and have seen first hand the incredible impact his focus on BDR enablement has had on a large team of over 40 global BDRs. Charlie Herzog is the Global Manager of BDR Enablement at Tricentis. During our int…

1
Being The Rep You Want To Be with Zack Hazlett #013 49:09

1y ago49:09

49:09

In this episode, I’m researching what’s really working on the frontline. In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes hi…

1
The First Sales Enablement Practice in the Caribbean with Lyndon Brathwaite #011 47:05

1y ago47:05

47:05

Lyndon Brathwaite is the founder of Opaat-swy, which is the first sales enablement practice in the Caribbean. His company is focused in two areas: sales technology and sales training, which he combines in his engagements to provide clients with more tangible value. In this episode Lyndon walks us down his entrepreneurial path and shares the highs a…

1
Founder-led Sales Consulting with Carol Malakasis #012 38:06

1y ago38:06

38:06

Carol Malakasis is the Founder of a new venture called Market Pull which she reveals for the first time in our interview. She has been in sales since 2010, co-founded a company in the Consumer Packaged Goods space, and has been part of the 3 founding sales teams where 2 of the startups became acquired. Carol has personally made over 500k cold calls…

1
Sales Leadership and “The Point Guard Approach” with Jeremy Laynor #008 59:49

1y ago59:49

59:49

Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant, straight forward read focusing on the analogy of basketb…

1
The Sales Development Framework with David Dulany #010 40:14

1y ago40:14

40:14

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around th…

1
Sales Coaching: The Practice & The Journey with Neil Bhuiyan 1:00:10

1y ago1:00:10

1:00:10

Neil Bhuyian is the Founder of HappySelling.io, the Host of The SDR DiscoCall Show, he has worked with over 500+ reps, and he has helped teams generate $20M in Closed Business. And in this episode we talk through: How he gets better as a sales coach How he overcomes imposter syndrome His approach when coaching low performers Shares the story about …

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