Best Selling

Our guest on this episode is Carolyn Sparano. Carolyn is the VP of Product & Customer Success at SolarWinds HQ in Austin, TX.    During our conversation Carolyn and I explore a number of topics like, the role of customer success, tools to help influence and educate your customers and the relationship between sales and client services.   But before we get into the conversation.   Are you looking to find out what some of the best marketers in the world are up to? The Marketer Quarterly reveals the best marketing campaigns and creative each year. Subscribe and download their 4th annual marketing awards by going to marketerquarterly.com/podcast.    The T-REX Summit is almost here. Join us on Tuesday, April 16th for a full day of insightful speakers and lots of networking with your peers. Make sure you go to therevenueexchange.com to buy your tickets. Use promo code "bestsellingtrex20" and receive a 20% discount at checkout.    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is Larry Long Jr. Larry is currently the Director of Collegiate Sales at Teamworks in downtown Durham. Larry has worked at some of the top tech companies in the triangle including Pendo, ChannelAdvisor and Sageworks.   Larry and I discuss a number of topics but start the conversation talking about the role of sales leader to motivate and mentor their team.    I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast.    Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout. 

Our guest on this episode is Randy Kilgore.  Randy is the founder and principal at Kilgore Media Group and a long time media executive at places like Dow Jones media, Tremor and Gannet.    Randy and I discuss his start in publishing and rise in digital media. It turns out that selling media is not a lot different than selling digital media. You need to follow a process, create great relationships and be empathetic.    But before we get into the conversation I have a new sponsor I would like to introduce. The Marketer Quarterly reveals the best marketing campaigns and creative each year and they are now on their 20th issue. This is a great resource for all you sales and marketing professionals. Subscribe and download a FREE copy today by going to marketerquarterly.com/podcast.    Also, if you haven’t already its time to get your T-REX Summit tickets. Go to therevenueexchange.com to find out more or to buy your tickets. Use promo code bestsellingtrex20 and receive a 20% discount at checkout.     

Our guest on this episode is Katy Jones. Katy is the CMO at FoodLogiQ.   Katy and I dive into a number of topics around sales and marketing including; the role of marketing in a B2B world, the importance of alignment between sales & marketing and Account Based Marketing ABM. After the break we get into the importance of content to help with sales development. Near the end of the episode Katy reveals her work and personal super powers, you’ll have to listen to learn what it is!   But before we get into the conversation.   Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there.   

Our guest on this episode is Janis Pettit. Janis is the founder and CEO of The 10X Zone, an author and speaker.    Janis and I start the conversation talking about growing your niche celebrity to help you become a go-to resource in the market you service. We also discuss the power of video and it’s growing importance to influence sales and drive new opportunities.    But before we get into the conversation.   Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at therevenueexchange.com. I hope to see your there.    Thanks for tuning in. This is Best Selling. 

Our guest on this episode is George Deeb. George is a serial entrepreneur, the managing parter at Red Rocket Ventures and owner of Restaurant Furniture Plus.    George and I start the conversation talking about how to win your first deals and building your tools for success like your pitch deck. We also discuss picking a vertical to start with to help you focus and narrow your audience. We’ll also touch upon types of startup founders, the importance of marketing for early stage startups and how to win at trade shows.   But before we get started.    Hey Best Sellers the T-REX summit 2019 is quickly approaching. Save your seat for the Southeast’s premier sales and marketing conference. It’s a day and a half of great content and awesome networking. No commercials, no paid-content and no boring panels. And this year we are featuring a puppy petting zone. Who doesn’t love cute little puppies. To join us check out at the Revenue Exchange. I hope to see your there. 

Our guest on this episode is Jason Hubbard. Jason is an entrepreneur with a heavy background in marketing. He is currently the CRO at SalesIntel.io and CEO & Founder at YourGrowthExpert.    Jason and I start the conversation discussing the relationship between sales and marketing and the importance of aligning the goals of both organizations. Jason suggests finding your North Star as your guiding metric to measure success. What is your North Star? For Jason that was weekly active users which was tracked and shared across the organization.    We continue the conversation focusing the power of content and quality data to build a sustainable outbound program.   But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summ

Our guest on this episode is Donald Thompson.  Donald is a successful entrepreneur and the CEO at Walk West which is one of the fastest growing agencies in North Carolina. Walk West helps people make strategic marketing decisions that transform businesses.    Donald and I start the conversation discussing his background growing up as the son of a football coach. As you can image there are a lot of parallels between coaching and leadership that Donald took with him in life and in business. Donald like many of us learned the craft of sales by doing and carrying a bag early in his career. We also discuss other topics like the role of marketing and sales, the importance of clear messaging and focusing on what you do best.   But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out

Our guest on this episode is Andy Paul. Andy is a world renown sales expert and someone I respect very much. Andy is also an entrepreneur that has written many books and has launched the Sales House, has a podcast called Accelerate! and has over 140,000 followers on LinkedIn. Andy is certainly a guy we can all learn something from.    Andy and I start the conversation discussing how he got his start in sales selling shoes at J.C. Penney. From there we’ll dive into all things sales worthy from qualification to education to buyer enablement.    But before we get into the conversation.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre , Steve Richards, Donald Thompson and

Our guest on this episode is Lori Richardson. Lori is the Founder of Score More Sales and the President of WOMEN Sales Pros.     Lori and I start the conversation discussing how she got started in sales as a single Mom that was teaching at the time. We also discuss Lori’s involvement in WOMEN Sales Pros, the importance of diversity in sales and the Sales Enablement Society.    Enjoy!   Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We already have a terrific lineup of speakers including Andy Paul, Sangram Vajre, Steve Richards, Donald Thompson and Coach Sylvia Hatchell from the UNC Women's Basketball team. 

Our guest on this episode is Sangram Vajre. Sangram is the Co-Founder and Chief Evangelist at Terminus. Terminus helps B2B marketers identify and engage Best-fit Accounts faster.    Sangram and I start the conversation discussing the history of account based marketing ABM and why its become a trending strategy even though it’s not a new prospecting method. Think of ABM as better B2B marketing. We also share the benefits of aligning your sales and marketing goals which typically lead to more and bigger deals. Near the tail end of the podcast you’ll hear the term “Flip my Funnel” that Sangram helped to term.    Hey Best Sellers are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. We just announced our first keynote speaker Andy Paul. If you don’t know Andy you should. Go t

Our guest on this episode is Chris Maher. Chris is the CEO at Ripple Street in New York. Ripple Street is the leading influencer marketing platform for connecting brands with their biggest fans.   Chris and I start the conversation discussing his transition from college basketball coach to the business world. As you can imagine that are a lot of similarities with coaching a sport to coaching a sales team. Chris and I also discuss the ups and downs of the startup world and the importance of culture.    Are you looking for a fun event to attend? Then check out the T-REX Summit. T-REX is the Southeast’s premier B2B sales and marketing growth conference. So if you own a number or are contributing to grow at your company then check out  the Revenue Exchange to find out more about our T-REX summit. We just announced our first keynote speaker Andy Paul. If you don’t know Andy you should. Visit Andy's site to learn more about the Sales House and his podcast Accelerate! 

Our guest on this episode is John Costigan. John is the Founder and President of Costigan Companies. John is recognized as one of the top sales trainers in the world and the creator of “Selling without a Net”. He defines that as making live phone calls in front of a live audience. I you haven’t seen John in action before you should check him out.    We begin the discussion talking about sales training and specifically how he came up with the live calling concept. We’ll also dig into cold calling and how its still an effective tool for opening the door.   But before we get started, how you like to attend an event with 200 + like minded individuals? I guess that all depends on what “like minded” means right? T-REX Summit is the Southeast's premier B2B sales and marketing growth conference. If you own a number or are contributing to grow at your company then check out the Revenue Exchange to find out more about our T-REX summit. No commercials, no paid content and no boring panels. We offer a ton of great conten

Our guest on this episode is Steve Richard. Steve is the CRO at ExecVision which is a conversion intelligence software that empowers organization to coach people efficiently at scale, improving performance and driving revenue.    Steve and I start off the conversion discussing coaching sales reps and the difference between coaching and training. Steve introduces us to “the forgetting curve”. This principle is the foundation of the learning method known as “spaced repetition,” where material is learned then reviewed after increasingly large time gaps. Thus the reason why ongoing and consistent coaching is so important to sales development.

Our guest on this episode is Darren Pierce. Darren is the Founder and CEO at etailInsights a database solution that helps SaaS companies find etailers.    Darren and I start the conversation discussing how to sign your first 10 customers. Darren wisely created a paid beta program to attract early adopters and get them hooked. We then focused on how to retain customers and add more new customers. We’ll also discuss selling to SaaS organizations and the challenge that etailers are facing today.    Other topics Darren and I explore are;  SaaS Selling Triangle - CEO-VP Sales-VP Marketing BANT lead qualification process Outbound prospecting based on a defined TAM

Our guest on this episode is Chas Scarantino. Chas is the VP of Sales at Pendo in Raleigh, NC. Pendo is a fast growing startup that make software lovable.    Chas and I start the conversation discussing the impact of having a gender diversified sales team. There is a push and pull effect when you have both genders competing and collaborating, and the outcome is that everyone wins. Chas shares his experience managing teams that were 100% female and teams that were almost exclusively male.    Other topics Chas and I explore are;  Up-leveling yourself, self improvement Sometimes you need to slow down to speed up When does a startup stop becoming a startup Chas suggests reading “To Sell is Human” 

Our guest on this episode is Corey Richardson. Corey is the Vice President of Sales at Teamworks. Teamworks is a solution to help athletic organizations collaborate and communicate.    Corey and I start the conversation discussing the importance of a sales process. Is it more an art or more a science or a balance of both that works best. Who benefits most from a process and what’s in it for the sales rep? We’ll also get into something I call the “Service of You” where as a seller you’re building your creditability and trust by offering value to your prospect and expecting nothing in return.    Other topics Corey and I explore are;  Referrals are the best way in to penetrate new accounts The importance of building relationships Focus on outcomes and not pure activity What every manage looks for in a pipeline i.e. deal movement

Our guest on this episode is Christophe Lafargue. Christophe is the Director of Business Development at Lucid Dream VR. Lucid Dream designs and builds custom virtual-reality experience for enterprise industries.   Christophe and I start the conversation discussing how to sell a dream, an emotion, an experience. As you can image selling a product that has many different applications can be challenging so how do you help your customers prioritize their needs vs. their wants. It certainly helps to have a really cool demo experience. We’ll break this down during our discussion.    Other topics Christophe and I explore are;  The Concept Discovery Sprint The best referrals are warm intros Demos are the critical activity on the path to closing Selling when you have nothing to sell    P.S. the book Christophe references during the episode is called “Win without Pitching” by Blair Enns

Our guest on this episode is Tim Bryan. Tim is the Chief Revenue Officer CRO at Custora which makes customer insights more accessible for acquisition and retention campaigns.    Tim and I start the conversation discussing how to scale a SaaS Enterprise organization from 1 to many. Tim like other great sales leaders tells us how he uses data to inform his growth decisions when it comes to hiring and building his organization.    Other topics Tim and I explore are;  Lead assignment using a round robin approach Selling an ecommerce solution to marketers Level of effort matters in the decision making process How do you drive urgency FOA - Fear of Amazon Characteristic of Best Sellers

Our guest on this episode is Eric Boggs. Eric is the Founder & CEO at RevBoss. RevBoss is a startup in Durham, NC that helps B2B sales teams find prospects, build pipeline and grow fast.    Eric and I begin the conversation discussing “Founder sales”. As a Founder you are by default the first sales person at the company so how do you transition that responsibility and when is the right time to hire your first sales rep(s).    Other topics Eric and I explore are;  What are the characteristics of a startup sales person? When to hire your first VP of Sales? Is enterprise cold calling dead? Why mapping the sales process to the customer journey is important. Pick up the phone when the customer is engaged.   But before we jump into the episode, if you would like to be a guest or know someone that would be a great guest please contact us directly on Bestsellingpodcast.com. Click on the “Be a Guest” button in the top navigation.    Thanks for tuning in. This is Best Selling.