Selling Saas
In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where I get extremely tactical with Sales and GTM.
- Update frequency
- every 2 days
- Average duration
- 16 minutes
- Episodes
- 173
- Years Active
- 2022 - 2023
The Keys to Successful Sales Rep Practice: Hunger and Willingness to Get Uncomfortable, with Jonathon Mahan from The Practice Lab
The mindset that many sales reps have which is that they already know what they're doing and don't need to get better. The argument is that reps should have a hunger to get better and a willingness t…
The missing lever in most businesses that very few are willing to pull. How to use the “secondary team” to impact growth, with Benedikt Parstorfer
The conversation explored the importance of having revops data connected to enablement teams, processes, and protocols in customer facing roles. It discussed how sales managers often need to react qu…
Stories that define us, that drive us forward, and keep us focus to push ourselves and the people we lead. #adversity #leadership
The people who let adversity weigh them down, are the ones that let that story happen to them instead of for them. And, how leadership isn’t about you at all, its all about the team.
- Living through ti…
Why do we have such a large gap between GTM data and whats actually happening on the frontlines? Technical Sales leaders or GTM skilled Data people? With Scott Stouffer.
The challenges of implementing new technology to streamline sales processes. There has been an influx of people hired to help startups with this task, but they often lack the sales experience to trul…
Believing in the potential of your employees and your customers. How to use empathy in your business, with Meagan Davis from Hunters.
When calculating the cost of sales its important to not just add in the head count and the tools, but also the resources and materials supporting the customer facing teams. And a simple way to reduce…
How do you learn to learn? How do you get better, even as a founder? Staying humble with Corey Kossack, CEO from Aspireship
When we as sales reps fail, its hard to look inward for improvement, we tend to point the finger at the company we’re at or just jump ship thinking its going to be better on the other side, but then …
Does your product solve a big enough problem? If not, could be a indicator that a change is needed, with Kevin Dorsey
Early-stage founders should focus on the bigger problems that their prospects have, and if their product isn't solving one of the top five problems, it's likely to fail. He used Salesforce as an exam…
How to link skill acquisition with the seller by targeting specific KPI’s using enablement, with Benedikt Parstorfer from Riskified
Sales enablement and how to make it successful. It is noted that there is no universal definition of enablement, and as a result, enablement teams often struggle with how to best leverage their servi…
Have we lost touch with coaching that works? With Mark Ackers from My Sales Coach
Raising the rep's level of pain tolerance to a high enough point that they are prepared for the real sales process. This approach has proven successful but obviously the reps don’t appreciate what th…
How do we optimize our GTM Strategy using conscious Iteration and precision measurement, with Scott Stouffer
Businesses need o pay more attention to data and create efficient processes. It is argued that there needs to be a shift away from the mindset of 6 months to a 18-24 month time frame. To achieve this…
How to reduce risk when hiring by measuring capability instead of just experience, with Corey Kossack, CEO of Aspireship
The importance of creating an environment of trust, which will help employees achieve the best results. Finally, they advise to focus on employee engagement, as this will help create a culture of col…
Did we build products for problems that didn't need to get solved? How we find ourselves dealing with "privileged problems" with Kevin Doresy.
When the founder has moved out of the "Founder-led sales" stage in their business, most of the time, its all about documenting the process of what works. But., if even the founder is having trouble s…
Why do sales people struggle so much? Are we too impatient? Can we actually receive coaching?
How important it is to focus on how to solve the problems of their clients. It's more important to understand what the client is truly looking for, rather than just providing a product or service tha…
The Pros And Cons Of A "Growth At All Costs" Mindset as we approach a potential recession, with Scott Stouffer from Scalematters
Companies are now looking to be cost neutral when it comes to buying software, meaning that they have to get rid of one tool in order to buy another. It is speculated that this recession is of our ow…
The KEY to customer success that works every time, yet nobody seems to realize it until its too late, with Meagan Davis from Hunters
It's important for businesses to empathize with their customers and employees and use natural language in their marketing and conversations. Meagan Davis, Director of Sales Enablement from Hunters, a…
How to Identify the most impactful attributes for hiring Successful Sales Reps, with Corey Kossack, CEO/Co-Founder of Aspireship
Join Duane on Todays episode of the SellingSaas Podcast, where he sits down with Corey Kossack, the Co-Founder/CEO of Aspireship. Todays conversation starts with how to hire the right sales rep for a…
Hiring for sales? What's the one major thing you need to look for... With Mark Ackers
Interviewing for sales is a tough job, but it has to be done right if you want actual quality, but its not what you think it should be. Just looking for "closers" isn't going to get the job. Like at …
What is the best way to build confidence for your sales reps? Kevin Dorsey breaks down his framework to show us how.
The best way to build confidence is to build skill, and the best way to do that is through practice, repetition, feedback, coaching and time. The idea that you just have to go do it and learn by expe…
Why making sure having "message fit" before scaling GTM helped reduce wasted spend by 70% without hurting growth, with Scott Stouffer
Scott Stouffer Co-founder/CEO from Scalematters joins Duane on the SellingSaas Podcast to talk all data and RevOps as it relates to the entire GTM function
EPISODE HIGHLIGHTS:
2:00 - How a 5 time CEO…
Building Customer Enablement: Strategies to Improve Your Revenue Retention
Enabling your teams to grow and get better is the ultimate leverage point for your business, and all the energy shouldn't just be on recruiting, it can and should be on skill acquisition for team as …