Mastering Territory and Account Planning with Dan and Simon | GrowthPulse The B2B Sales Podcast EP26
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43:21
"All Sales Guys are Liars" with David Boyar | GrowthPulse The B2B Sales Podcast EP25
Find out why most CFO's think "Sales guys are Liars".Navigating the Intersection of Accounting and Sales: Insights from a CFO turned Sales Leader.In this episode of GrowthPulse, hosts Dan Bartels and Simon Peterson sit down with David Boyar, a former CFO who made the bold leap into software sales leadership.David shares his unique path from the finance seat to the frontlines of revenue generation—offering a rare perspective on how financial acumen can shape more strategic, empathetic, and effective sales practices.This episode is packed with real-world insights for sales professionals, accountants, and business leaders alike. We unpack: • Why empathy is a superpower in sales • How incentive structures can make or break a team • The value of professional skepticism in business development • What salespeople need to understand to earn the trust of finance leaders • Why investing in yourself is always the best ROITimestamps:00:00 Introduction and Background01:35 Welcome to Growth Pulse02:24 Introducing David Boyar07:43 David’s Career Journey14:08 Transition to Change GPS15:36 Navigating Sales and Growth21:20 Understanding Sales Forecasts28:53 Sales Forecasting and Validation30:11 Incentives and Organizational Breakdown31:06 Australian vs. North American Sales Incentives32:56 Incentive Plans in Small and Big Businesses37:42 Challenges in Sales Territories and Lead Management52:02 Sales Professionalism and Continuous Learning56:53 Final Thoughts and Advice#B2BSales #SalesLeadership #GrowthPulsePodcast #SalesStrategy #Resilience #Competitiveness #SalesSuccess #Podcast
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59:26
Become the Sales Rep every VP wants to hire with Jonjo O'Hara | GrowthPulse The B2B Sales Podcast
Imagine transforming the grit and competitiveness of a professional athlete into the world of sales. That's precisely what Jonjo O'Hara, our distinguished guest and former Bradford City footballer, has done. You’ll hear Jonjo’s compelling journey from the football pitch to founding a thriving recruitment firm in Australia, unraveling how resilience and a competitive spirit are crucial in both sports and sales. He shares his keen insights on identifying top sales talent and overcoming initial challenges in the demanding recruitment industry.What makes a salesperson exceptional? From nurturing a robust network to maintaining genuine curiosity, we dissect the indispensable qualities that set star performers apart. Junior salespeople will learn the importance of curiosity, while seasoned professionals will benefit from understanding the role of emotional intelligence in navigating complex interpersonal dynamics. We also highlight the significance of grit and resilience, often honed through personal challenges or athletic pursuits, and provide actionable methods to assess these traits during the hiring process.Effective sales leadership and team building are pivotal in today's dynamic market. Discover how diversity and complementary skill sets can propel teams to new heights, avoiding the stagnation of groupthink. We’ll guide you through mastering the evolving recruitment dynamics of 2024, where thorough preparation and value-driven discussions are non-negotiable. Learn best practices for recruiter-candidate relationships, including personalized coaching and dry runs. Finally, we conclude with essential tactics for honing your sales skills, stressing problem-solving, adaptability, and the power of personal branding within niche markets. Join us for an episode packed with actionable insights and expert advice!
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48:12
The power of Solution Engineers with Dan Bogner | GrowthPulse The B2B Sales Podcast Ep23
Unlock the secret symphony of sales success with Dan Bogner, a maestro in the tech sales arena with a storied career at Salesforce, DocuSign, and HubSpot. This episode is a masterclass in the transformative power of Solution Engineering, a vital yet often unseen engine in the B2B sales process. Experience firsthand how sales leaders, akin to conductors, deftly harmonize their teams to resonate with customer needs, with Dan providing a backstage pass into the strategic maneuvers that make a winning sales narrative.Embark on a journey through the evolving landscape of Solution Engineering, where we chart the course from passive product demonstrations to strategic partnerships that shape the sales story. Witness the delicate dance between sales engineers and sales teams, as Dan dissects the friction and fusion of their roles, advocating for the early and essential involvement of Solution Engineers in the discovery phase. It's not just about selling; it's about building trust, tailoring solutions, and the disciplined 'glass half empty' approach to due diligence that culminates in robust deals.To cap off our exploration, we traverse the intricate relationship dynamics between Account Executives and Solution Engineers, emphasizing the respect and trust that propel these partnerships to new heights. Dan offers a candid glimpse into the leap from engineering solutions to leading sales, underscoring the pivotal mindset shift and collaboration required for such a transition. Through the lens of effective deal review strategies, we underscore the collective efforts needed to orchestrate a successful sales close—ensuring every note of the process contributes to the grand finale of a successful deal.
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54:53
Resilience and Prospecting with Ralph Fontelar | GrowthPulse The B2B Sales Podcast Ep22
Ever been knocked down by a tough rejection only to get back up, dust yourself off, and close that seemingly impossible sale? Well, that's the spirit of resilience that we unpack on our latest episode, where we navigate the choppy waters of sales prospecting with a spirited discussion around the critical concepts of 'visit,' 'fit,' and 'value.' I'm joined by my co-host, and we dissect the lessons learned from my own career shift into the dynamic realm of IT recruitment, along with the bustling tech innovation happening right in Adelaide. For anyone in sales or considering the leap, this episode is a must-listen, offering a goldmine of strategies honed from the front lines of the industry.We don't just stop at resilience; we take a deep dive into the mindset and preparation tactics that turn good salespeople into great ones. The episode peels back the curtain on crafting an engaging sales story and the problem-solving approach that can turn each call into a new opportunity. We share firsthand how the right opening pitch can capture a prospect's attention and the immense power of humanizing the sales process. Our conversation swings from the empathetic nuances of executive engagement to the action-packed anecdotes that will shape the way you view your role in the life cycle of a sale.Closing out, we offer a treasure trove of insights specifically tailored for the up-and-coming sales professionals thirsty for that edge to excel. We dissect the 'Create, Advance, and Close' process, pinpointing the need for proactive pipeline creation and laser-focus on key sales activities. As we wrap up with tales from my SAP tenure, we underline how active listening and the art of learning from mistakes are the quiet heroes in the narrative of sales success. Tune in to carve out your pathway to connecting, engaging, and triumphing in the high-stakes world of sales.
We dive deep into the world of Business-to-Business (B2B) Sales and how businesses can get the most out of their investment in Sales people, Sales Systems & processes - the lifeblood of any thriving business. We explore a range of Sales topics as well as speak to some of the industry's thought leaders, vendors, success stories and people just like you who have won and failed on their journey in business & sales.
Colombia