The B2B Sales Show

BIG Announcement to Share!

Do you hate subscribing to more shows than you need to? Us too. That's why we're merging The B2B Sales Show into the #Sales series on B2B Growth. If you've been loving this podcast & want to continue getting practical content from B2B sales practitioners, make sure you subscribe to B2B Growth & look for #Sales in the headlines for episodes that speak directly to the sales side of the house. You can easily find B2B Growth in all major podcast players here: Apple Podcasts Google Podcasts Google Play Spotify Stitcher If you have any ideas about topics, guests or any other way we can create great content for you, please reach out to Logan: On LinkedIn Email: logan@sweetfishmedia.com Text: 719.657.7119 Thank you so much for listening.

86: The Multiplier Effect: How to Make Your Whole Team Smarter w/ David Kreiger

Overprotective parents are called “helicopter parents,” which is a great shortcut to make a really important point:  Kids need to be allowed to learn from their mistakes. And they can’t do when a circling parent won’t let them make any in the first place.  So, maybe we need a term like that for the overprotective sales managers holding back their reps.  That’s one of the most common problems David Kreiger, President of SalesRoads, finds on sales teams — managers hopping on calls to save sales and, ultimately, undermining their reps learning.  It’s a great example of a failure to harness the multiplier effect, which is a powerful concept you can use to make everyone on your team smarter and more effective.   David came on the show today to explain: What the multiplier effect is and how to harness it Why reps need to make (and learn) from their own mistakes Why coaches should listen more than they talk Check out the book that inspired David: “The Multiplier Effect” — Liz Wiseman You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

85: Recruiting & Hiring SDRs: A Step-by-Step Process w/ Jeff Thomas

There’s a reason the SDR role is notorious for its turnover.  Not enough hiring managers are taking the time and research that’s necessary to recruit and hire the right person for the right job.  It’s time we recognize that the problem isn’t the SDR role — it’s the hiring process! In this episode, Executive Producer James Carbary talks with Jeff Thomas, the founder of Predictably.pro, about successfully recruiting and hiring SDRs. Plus, they chat about: The steps for finding the right sales talent for your organization Why you shouldn’t use your gut instinct to hire SDRs (or anybody, really) Expert interviewing tips you probably have never thought of before You can find this interview, and many more, by subscribing to The B2B Sales Show on Apple Podcasts, on our website, or on Spotify.  

84: How to Stay Productive & Keep Selling in a Crisis w/ Dave Mattson

Is this post distracting you from the work you should be doing? Learning to avoid new distractions at home is one of the smaller adjustments in the COVID-19 world. What about selling in such an uncertain environment? My guest today, Dave Mattson, CEO of Sandler Training, says we can keep being effective, even in the most uncertain times.  He explained that we just need to: Focus on inputs over outcomes Be upfront and ask the questions we’re afraid to ask Avoid wasting time on things that are out of our control This episode is co-hosted by Kevin Jeffery, Director of Sales at Mixmax. You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts. If you don’t use Apple Podcasts, you can listen to every episode by clicking here.

83: How to Train Sales Reps Remotely w/ Chad Sanderson

True Life: I’m a sales manager trying to train reps remotely. Remote work life has posed a lot of unique challenges. Keeping sales reps’ attention is one of them. In this episode of The B2B Sales Show, Logan chats w/ Chad Sanderson, Managing Partner at ValueSelling Associates, about the best ways to train sales reps remotely. They also discuss: 3 factors to consider when training reps via video conference How offering a consistent framework can help your sales reps stay consistent Why it’s important to practice conveying your energy over video conference Check out Captivate by Vanessa Van Edwards here. This series is co-hosted by Logan Lyles at Sweet Fish Media. You can find this interview, and many more, by subscribing to the B2B Sales Show on Apple Podcasts, on our website, or on Spotify.