83 Becoming a Sales Renegade with Matt Goudy

Our guest this week is, Matt Goudy and he’s a renegade in his industry. He’s also the Country General Manager of Medacta USA, a leading medical device company.

Matt shares with us what has made Medacta so different in a market where differentiation is so difficult. He shares with us the powerful prospecting advice he gives to his new sales reps who have taken his sales leadership and increased Medacta’s performance in the US tremendously.

Listen to find out how patience and persistence can help make you a renegade and increase your sales productivity for the next 10 years.

Connect with Matt on LinkedIn!

On today’s podcast

3:45 – What makes a renegade company?

12:20 – Introducing new strategies and education to combat a lack of product differentiation

26:25 – Matt’s philosophy on prospecting in new marketplaces

28:30 – The power of “checking back” and talking to everyone

37:00 – How Medacta’s company culture leads to customers selling for them

41:20 – https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath

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80 Are we addicted to the SDR? with Derrick Williams

Our guest this week is Derrick Williams founder of 3Link Consulting. 

Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups.

Derrick’s mission for 3Link is to ultimately help people and businesses reach their goals. He wants to be the “missing link” for businesses who were looking to find new customers. Helping other people win in sales is my idea of success.

We discuss and debate the role of the SDR, it’s relationship with inside sales and the future of face to face selling.

On today’s podcast…

4:42 – SDR vs. inside sales management

6:15 – Jeff compares SDR’s to crack dealers

9:00 – How much prospecting should a rep do in an SDR filled environment?

10:00 – The vital role SDRs play in high-scale, high-growth environments

12:07 – Derrick’s prediction on the future of SDRs and sales teams

16:00 – Is Alexa coming for the average salesperson?

21:04 – Jeff’s biggest problem with the SDR environment

32:00 – Derrick’s “why”

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79 Monday Musing: Sales Lessons from an Arrogant Bastard

Prospecting requires swagger. How much you have and how successful your prospecting will be is up to you.

On this week’s Monday Musing, Jeff is blown away by the swagger of a beer company. Their marketing strategy is aggressive, honest and targeted to ensure that the people they speak to are the people that will line up to buy whatever they release. What lessons can be taken away from a beer company that can have your sales feeling sudsy?

Listen and share with a friend over a cold one.

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78 Badassing your brand with Pia Silva

Our guest this week is, Pia Silva, author of the book Badass Your Brand. Pia is a speaker, Forbes.com contributor and branding expert for Worstofall Design. 

She’s here today to talk about narrowing your brand focus and deciding on where you fit best within your marketplace. It can be a scary process but ultimately one that will make you a leader and expert in your field.

Pia’s ideas on branding and entrepreneur ship will reshape how you think about your business, your prospecting strategies and your sales and marketing philosophies. This episode is a must-listen.

On today’s podcast

3:06 – The history of “brand shrink” and “Badass Your Brand”

8:14 – What’s the brand shrink process like?

11:20 – How do you overcome the fear of choosing your one brand?

17:27 – How did Pia decide on her brand and her niche?

28:49 – Pia’s revolutionary “solopreneur economy” concept

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77 Monday Musing: Your Sales Ecosystem

So many companies and sales managers have gone through the buyer persona exercise as part of a focus on prospecting? Have you?

It’s time to go beyond the buyer persona and start thinking about your sales ecosystem. Who are the subsets of people who are influenced by you directly and indirectly that can lead to future sales?

Your colleagues, partners, customers and competitors, even social influencers, there’s a message for each one of those individuals inside of your ecosystem. There’s a connection or a relationship that needs to be built with each one of those individuals. 

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76 March is Prospecting Month

We’re wrapping up our month-long quest to get you sales prepared and getting you ready for March and our new theme, prospecting.

Join us as we relive and analyze the best moments from February and discuss what amazing guests and topics await our deep dive into the art and science of acquiring more business.

On today’s podcast

1:15 – Where are you in sales as we enter March?

3:00 – Avoiding the Q4 blitz

12:00 – Recapping February’s focus on preparation

17:50 – We interviewed a very smart, very inspirational circus clown

23:00 – Camille Clemons helped us go for the GOAL

27:20 – Find out about our AMAZING March guests

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45 What Does it Mean to be “Connected” with Jesse Perreault

Our guest this week is Jesse Perreault, Director of Business Development and Digital Marketing Strategist for Soap Media, Inc.

Jesse began his first business when he was 15 and quickly began to understand that technology and data would be key to reaching the goals he set for himself. Ironically it was technology and data that helped him to his second realization, quality relationships are better than plentiful connections.

His article, “How I Met 500 people in 500 hours,” is all about making quality connections that lead to lasting relationships. He believes that learning about 500 people is way more powerful than 500 Linkedin connections.

6:30 – What Jesse learned in a life of entrepreneurship

11:25 – How Jesse came up with his list of 500 people he met in 500 hours.

12:30 – “If I can learn from somebody, what may have taken them several years to learn the hard way, in a matter of an hour…I consider that pretty good growth.”

18:00 – How Jesse built a book of business without a “mentality of closing”

23:00 – Jeff breaks down the right reasons to take a meeting

29:30 – Jesse reveals his “Why”!

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43 Intelligent Inbound Marketing with Jen Spencer

Our guest this week is Jen Spencer, Vice President of Sales and Marketing at SmartBug Media. She believes that the best way to have a presence online is to have a presence in-person. Her inbound marketing strategies will open your eyes to new ways of getting attention AND portraying your best online identity.

3:13 – Jen explains her love of scotch

6:17 – What is “intelligent inbound marketing?”

9:15 – The difference between a marketing novice and revenue generating marketing professional

12:00 – How to stay on top of your prospecting pipeline when buyer trends change so quickly.

17:50 – “Your digital presence is an extension of your in-person presence.”

24:50 – “The more you can understand the way people communicate, the better off you’re going to be as a sales person”

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42 Rethink Your Prospecting #5

Swagger. You can get through life without it, but you can’t get through sales. It is the fifth and final key ingredient of a strong prospecting plan from Jeff’s free e-book, Rethink the Way You Sell. Jeff and Christie discuss how to find your swagger and keep it even through rejection.

4:08 – Jeff defines his recipe for “swagger”

9:46 – Christie lays out the fallacy of “‘no’ means, ‘not yet'” prospecting

16:27 – Is marketing automation killing your sales swagger?

21:16 – Jeff and Christie discuss their favorite rockstars and how they used their swagger.

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40 Rethink the Way You Sell – Part 4 – Be The Expert

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

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