Stuff About Sales

P-Club Series: Sandy Lukac, Solutions Architect & Team Lead

Solutions Architects are CRUCIAL to the pre-sales process. Having that technical point of contact to solve through complex use cases can be the difference between winning and winning at the highest rate possible. On P-Club series episode 2 we interview Sandy Lukac of Hubspot. Sandy blew it out of the water in 2022 and we talk to her about what made her year a success, how many hours she worked, what she would share with someone starting out the year who hopes to be in P-Club in 2023. Don't want to miss this one.

P-Club Series: Alex Comstock, Senior AE & Sales Lead

First episode of our first ever P-Club Series. We interview 2022 P-Club winners and talk to them about what led to their success. But we don't just ask "how did you do it?" We want to go deeper so we ask some questions that you may not be thinking about today & the answers may give you an edge you never knew you needed. Our first episode starts with Alex Comstock, Senior AE and Sales Lead at Vonage on the SMB team. Alex has been part of James's team for 3 years now and James has seen first hand how Alex has progressed from really good performer to multi-time P-Club winner. In fact he's been a huge part of James's own success. Alex talks about where he finished all the way back in 2021, how that compared to 2022, what advice he would give to someone who aspires to be a top performing P-Club winner in 2023 and more. Don't miss this one if you want to start your year armed with knowledge from the best of the best.

Close More Deals Using a "Sign Up Call"

What if I told you that there is a lost sales art that outside sellers still use, but all sellers when outside sales was the norm used to close more deals? SMB/transactional route to market sellers already use this and may not even know they are doing it sometimes. They do it when they "one-call close". I'm talking about the sign up call. An extra call added to the calendar when deal velocity is high and you've completed your sales motion and are waiting on a sign up.` Instead of waiting, why not take initiative and schedule a call to complete the order? Address any final concerns, answer any final questions and walk the prospect through the order and watch the sign up in the moment! In this episode James covers the sign up call, why you should use it and the fact that his sales teams are using these tactics to see success today.

Nail Your Sales Interview With These Tips from a Hiring Manager

Jan 2023. The job market seems tough right now. Tech companies are having mass layoffs and it may be difficult to stand out, not only when submitting resumes but once you finally land that interview. Hannah is here to help. In this solo pod, Hannah gives some tips and insights from her point of view as a sales manager. How to nail your interview. *Hannah and James are both here to help. Send us your resume if you'd like us to review, we have an extensive network and would be happy to help with referrals or anything for those impacted by the layoffs or seeking work.

Master the Transactional Sales Discovery Call

Transactional sales environments are all about deal velocity. You may not get multiple bites at the apple and often times the impression you make during that first call or interaction sets you up to win or lose the deal. You may not get back in front of your buyer. This episode is for sellers in that environment. We have tons of experience in a fast paced, transactional selling environment and we share our best practices to make sure you are nailing your discovery call and setting up your deals to close quickly and "closed won".