Running a department is hard, especially when you have other departments that you rely on for support who are also relying on you for support. Too often we hear about the negative feelings from sales to marketing or customer success to sales. Unfortunately, the harmony we can create when cross-collaborating will never be perfect, but it can be developed. Typically when cross-department relationships sour, it's due to a lack of expectation versus reality, and a lack of empathy towards the priorities and workload of each other’s department. This can lead to ineffective execution of GTM strategies, and further put your job at risk as a team, or department leader. In this episode, viewers will learn: The pitfalls of cross-collaboration and how to set proper expectations What mutual benefits are of cross-collaboration and how to establish desired outcomes The 3 types of people working on projects with you and how to identify them.

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you. The problem with most sales demos, is there are not standards and expectations set to help efforts scale. Sometimes your demo counterpart can turn into a technical admin rather than the co-seller you need. Typically, this is by no fault of the sellers themselves, but of a faulty understanding of the benefits of solutions engineers and their role in the sales process. In today’s episode, viewers will learn: The core functions of a solutions engineer The role that solutions engineers play in the sales process Best practices for co-selling with a solutions engineer on a demo SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months⁠⁠ POWERED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

As we’ve finished the first month of the new year, you’re likely getting a look at what habits are sticking and which ones aren’t. Is it no surprise you might be slumping back to your status quo of November & December (the months that made you want to make a change)? Managers can play a vital role in helping their contributors develop new habits professionally to ensure their success in the new year. As for IC’s it’s important to get an internal view of what should a good routine look like in sales and what the habits inside of that routine I should be focusing on. In today’s episode, viewers will learn: How to get over the procrastination of starting new habits Support methods to create fool-proof systems for building new habits A sample set of what a great day in sales looks like with a framework of habits that will double their production SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months POWERED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Even though we don't live in the candidate market we once did - hiring, onboarding, and training are still just as important as in the blank check era of 2020-2022. The problem is, that it feels like there are no really good benchmarks for what works, and many people are just ad-hoc putting together programs based on crowdsourced insight. To effectively onboard sellers, we need to understand what works, why it works, and how to implement it which both of our guests will be talking about on this episode. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Giorgia Ortiz Troy Ortega FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Money is not the biggest motivator. It can help, but it’s not the only reason team members choose to stick around at a company. Jim Rohn said, “The greatest value in life is not what you get; the greatest value in life is what you become.” If we don’t create a healthy company culture that centers around the continuous development of our team members, they will have no problem taking $5,000 a year to go work somewhere else. The biggest problem companies face is feeling there’s not enough time to commit to the right level of development needed to boost morale and create consistent performance. The reality is, that there is enough bandwidth but we unfortunately mix training and coaching with support while forgetting to segment the three. In today's episode, viewers will learn: What a proper training and development cadence look like for individual contributors How sales enablement can get a seat at the table with the other department heads Metrics and KPIs to measure the effectiveness of your professional development program SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

The first 30 days of a sales rep are some of the most overloaded but important weeks of their career at your company. The average sales rep takes 3 months to ramp up and nearly 10 months before they are profitable with the company. With average tenures being less than 18 months, that means you have only about 8 months of productive selling time with reps. This is a big problem for organizations especially when you consider a bad sales hire costs a company up to 70% of the seller's annual revenue goals. To solve this companies need to speed up their rep’s time to value by moving them faster through the onboarding process and putting practices in place to help them retain and enact sales strategies more consistently. In today’s episode, viewers will learn about: How to provide a more engaging onboarding experience instead of just throwing reps into hours of Zoom calls accompanied by pages of documentation. The metrics behind onboarding and speed to value of a rep's quota and the effect it has on the business unit. What a great onboarding plan looks like and the mindset to instill in a rep during that process. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

With the recent changes to Gmail and Yahoo's email deliverability policies, hyper-growth outbound might hit a roadblock. Since spam reporting rates are lowered, and domain sending limits are hampered, sales is going to have to spend even more time being intentional with their outreach. Could this be the resurgence of cold calling in a post-COVID world, or will social media automated outreach replace spammy email inboxes? In this episode, Chet and Billy are going to have a discussion about what the changes coming to email deliverability are, why we got here, what sales teams are going to have to think about, and ways to overcome this roadblock to hyper-outbound sales motions. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Right now NRR is such a big part of the conversation, and with CAC being so high it makes sense to balance it out with a higher LTV. But unfortunately, what does that mean for sales teams? We have to solve for high customer acquisition costs and with fewer dollars to compete in a market where fewer dollars are being spent, it's time to get creative with our pipeline generation. One of the most common ways companies are finding success is by building out the right channels for partnerships. This could be companies that integrate into your ecosystem providing their customers the most optimal results by partnering with you and vice versa. It could also be building out affiliates and ambassadors to help spread the good word, send qualified leads, and reap the benefits alongside your sales team. We all know referrals close at a higher rate than cold outbound and even most inbound leads from a website or gated content, and this focus should be front and center for all revenue teams walking into 2024. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Christopher Nault David Gable FREE RESOURCES: ⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Is high churn a sales or CS problem? Are salespeople selling features that don’t exist, or are our customer success managers dropping the ball on supporting and making the customer successful? Could it be as simple as failing to effectively hand off the deal from department to department? Think about it…Sales spend anywhere from 30-120 days and beyond with their deals. Then in the blink of an eye, those deals are handed off (sometimes blindly or with little context) to another team responsible for the next 12 months of customer success. In today's episode, viewers will learn about: How sellers can cross-collaborate effectively with customer success in the sales process to set their team up for success. How much involvement should sales have in post-sales customer onboarding and implementation? What good customer success handoff looks like and how to connect the dots for closed-won deals from prospect to customer SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE HOSTS: ⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠ FREE RESOURCES: ⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Marketing is becoming harder than ever for GTM teams. With fewer dollars to be spent on even fewer dollars to be acquired, creativity and innovation are going to play a big part for marketing teams in 2024. SPONSORED BY: Kixie | ⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required! FOLLOW THE GUESTS: Amanda Martin Andreas Diwing FREE RESOURCES: ⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months