Sales Secrets

Acquiring new leads, moving them down the funnel, and closing the deal; this is the life-blood of any company. However, the complicated nature of strategy and execution often makes it the most broken process of an organization. How do you optimize this process in order to get the most out of your sales funnel and strike a balance between innovation and consistency? In this episode, Gabe Larsen talks about the nuts and the bolts of getting your process right, top to bottom.

Account-based marketing is a buzz word but how do you actually do it and should you do it? In this episode, Gabe breaks down the term account-based marketing into a three simple step process to start doing this motion correctly.

Video in sales is all the rage but does it really work and should you use it? In this episode, Gabe Larsen talks about the secrets to using video and how, if done right, video can be a game-changing technology for you to use in your sales prospecting efforts.

I have nearly 1000 connection requests in my LinkedIn inbox (990). I'm not popular I'm just months behind because I promised myself I would do a personalized note for every response. I just looked at 990 requests and found that 142 of them had a note for a total of 14%. 14% of connection requests have a personalized note. . . hmmm interesting Should we or should we not personalize connection requests on LinkedIn? The answer should be yes. In this episode, I dive into why connection requests are personalized and why you should take the time to personalize every connection you make.

Everybody needs the formula to sell more and sell better. The problem is that is exactly what people lack.

Everyday people get confused with the term account-based and what it means for them. No matter what you call it, strategically prospecting to your target accounts is an important part of marketing and sales and if you do it right, you can sell more. In this episode, Gabe Larsen talks about account-based marketing and the three steps you should focus on to be successful with this hot trend.

Every sales person has conversations but not every sales person has mastered the art of the conversation. Most sales people don't even have the ability to listen to their own phone calls let alone analyze and break them down. That's now changing. With the introduction of conversational intelligence companies are now able to have systems record calls and analyze them for you. In this episode, Roy Raanani, CEO of Chorus.ai, talks about conversational intelligence and how companies are using phone calls to increase sales.

You might think the handoff between sales and sales development is working, right? I mean it might have a few problems but overall it's okay right? Wrong. It's totally broken and if it needs to be fixed ASAP. Sadly, there is no magic potion but there are a few things you can do to make it better. In today's episode, Gabe Larsen talks about the Discovery Score and how you can use it to make the discovery call better for your organization.

The art of mapping accounts is just that, an art. It's something that sales people have done for decades and it's not an easy task. In this episode, SVP of sales at Lucid, Dan Cook, talks to us about how companies are mapping accounts to improve their pursuit strategies and ultimately their sales.

Chat is a so hot right now it's crazy. The problem is most people are jumping on the bandwagon and buying chat problems but nobody knows what to do with them or how they are impacting the way we sell. In this episode, Billy Bateman from ChatFunnels talks to us about how chatbots are changing the way we sell and how you can success with them. How to deploy a bot and not lose your sales team. How to approach the continuous optimization of a chatbot. How to measure the success of a chatbot.

Most sales and marketing leaders struggle to understand what ABM is and how they can do it effectively in their organization. In this episode, Shari Johnston talks about her ABM experience and the secrets every leader needs to master in order to win with ABM

Every SDR team makes mistakes. Some make more than others. However, there are three mistakes almost every SDR team makes and they are killing the productivity and capability of SDR departments all over the world. In this episode, Becc Holland talks about these three mistakes and gives tips for companies to overcome them.

Everybody wants to hire better people but most people don't spend the time to really think through a strategy on how they can hire better. In the recent months, we've sat down and built our own hiring model on a shoe-string budget. In this episode, we dive into that strategy and some of the early results.

Everybody needs to hire great sales people but not everybody can. Sales hiring is not just about the art of sales it's also about the science of selling and great leaders understand they need a balance of both. In this episode, Brett Morris, CEO of PerceptionPredict discusses the how you can make your hiring process more objective to ensure you successfully hire super stars.

How can inside sales leaders be better, faster, and cheaper to help their companies transform and successfully go-to-market? What is the next generation of sales organization bringing to the table to facilitate the ever-changing landscape? In this episode, Philip Andersen, Partner & Managing Director at BCG, discusses how sales teams can build an integrated sales & marketing engine using inside sales techniques and processes.

If you’re in sales, it’s only a matter of time before someone tells you to “work harder” or “we need more activities (dials, emails, voicemails, social, mailers, etc).” But is this really the silver bullet to hitting your number in sales? Just work harder? If every sales reps works harder, will they crush their quota and hit their number? Or should sales work smarter by doing more research and having more insights on every lead they contact? Brandon Bornancin, Founder of Seamless.ai, and Gabe Larsen, VP of Growth at InsideSales.com, discuss whether sales should work harder or work smarter to improve their contact rates. Gabe and Brandon will go over tips, tricks, and techniques, on how sales can effectively prioritize their leads to improve their selling motion.

Commitments are hard in every part of life and sales is no different. Committing people in the right way can make or break a deal so taking this principle lightly is a bad idea. In this episode, Michael Tuso talks about why commitments are not working and how they can.

Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: cadence, sequence, follow-up, and outreach being thrown around like a chopped salad, it’s difficult to know what methodologies actually deliver results. After reviewing 479,140 sales activities, we discovered the four laws that will increase your connect rates as well as conversations. Join Gabe Larsen, VP of Growth at InsideSales.com, as he discusses these four laws. Showing you how to build a cadence that delivers real results. Learn: The four laws to build a successful sales cadence Tips and tricks on building cadences for different sales situations What 1,456 different sales cadences tell us about conversation rates

What is AI and why is it important? Today there is a lot of talk about artificial intelligence but many people still struggle figure out how it can benefit their sales team. In this episode, we'll be addressing the mistrust in AI, how is AI being used in sales today, and what are real life examples of how it's benefitting us. Demystifying the AI Black Box

Not sure how to tell your story? Look no further than this podcast episode. In today's episode, Amiet Director of Business Development at Digital Brew talks about how to tell your story using proven principles and best practices with v