PODCAST · business
The B2B Sales Show
by Dan Sanchez
The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers. Each episode features an interview with a B2B sales thought leader, executive, or individual contributor, discussing topics like: social selling, sales technology, negotiating and closing strategies, sales engagement, prospecting, pipeline management, sales enablement, leadership, presentation skills, proposal writing, navigating a sales career, and more.
Episodes
-
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 &...
-
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...
-
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,...
-
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...
-
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...
-
82: Navigating the Shifting Landscape of Business in 2020 w/ Aaron Ross
There’s a lot of uncertainty right now. One thing to keep in mind is that the fear of the unknown is worse than the reality. In this episode of The B2B Sales Show, Patrick Downs of PandaDoc catches up with Aaron Ross, co-CEO of Predictable Revenue Inc. Aside from talking about how he’s…
more -
81: How to Develop Mental Toughness w/ Olympic Legend Bonnie Blair
Is mental toughness inherent? Or, can it be developed? I asked this — along with many other questions — of 5x Olympic gold medalist Bonnie Blair. If anyone knows about mental toughness, it ought to be one of the most decorated Olympic athletes of all time, right? Additionally, we discuss: Why...
-
80: 6 Ways to Avoid SPAM Folders in Outbound Sales w/ Michael Maximoff
We’ve all been through it: The recipient denies they ever received an email. Come to find out, it was sent to the SPAM folder. There’s gotta be a way to avoid the SPAM folder! In fact, there are six ways to avoid SPAM folders in outbound sales. In this episode, Michael Maximoff — co-founder of...
-
79: What a CEO in the Trenches Can Teach Us About the Current Crisis w/ Shawn Finder
I usually like to start off these posts with something eye-catching. Maybe a few engaging lines to capture your attention, then a pivot to the main topic. But these are crazy, unprecedented times worldwide. Is it weird to act normally, when the world is anything but? Of course not. In fact, we…
more -
78: Slow Down or Press On? Business Development During COVID-19 w/ Dave Currie
These are uncertain times. That might seem like the understatement of the year, but for a lot of sales organizations, the times we are in right now beg one simple question. What is the role of the sales org right now? Do we cease outbound? Do we press in even harder? Unfortunately there isn’t one...
-
77: How to Reverse Engineer Strategic Relationships During This Pandemic w/ James Carbary
Your network is your net worth. It’s a tired saying, but one that holds true for the most part. What’s changed is how you create that valuable network. In this episode of The B2B Sales Show, Lori catches up with Executive Producer James Carbary, author of the recently-released Content-Based...
-
76: Top 10 Organizations for Women in Sales w/ Lori Richardson
I used to be flabbergasted at the lack of women sales leaders speaking at events. That’s why I was inspired to carry the torch for Women Sales Pros. What’s really inspiring, though, are the female sales pros across the nation who have founded groups of their own. In this episode of The B2B Sales...
-
75: Train Your Sales Reps to Steal Your Job w/ Scott Leese
Have you ever heard of the Peter Principle —that saying about how people rise to their level of incompetence? Basically, it means people get promoted until they suck at the role they’re in. It’s why in sales, the best rep often turns out to be the worst sales manager. But it doesn’t have to be…
more -
74: Encouraging a Growth Mindset in Sales Pros w/ Sherri Griffin
Did you know your mindset has a lot to do with your success in sales? In this episode of The B2B Sales Show, Mixmax Head of Marketing, Michael McEuen, speaks with Sherri Griffin, Director of Sales at Axonify. Sherri has become an expert in the power of a growth mindset. Sherri and Michael talk...
-
73: 8 Skills the Top 5% of Sales Professionals Possess w/ Lori Richardson
What are the most important skills for sales professionals to possess? Oftentimes, answers to this question are a little subjective. However, if you’re searching for an answer established in quantitative data, you’ve clicked on the right podcast. In this episode of The B2B Sales Show, Lori and...
-
72: Let’s Finally Put an End to Presenteeism w/ Belal Betrawy
Have you seen the news about the coronavirus hurtling us headlong toward the apocalypse? I’m no doctor, but I know one thing to stamp out if we don’t want to dust off our leather marauder gear any time soon: Presenteeism. It spreads disease and, more importantly, it hurts our sales. That’s what...
-
71: 5 Ways to Double Prospecting Productivity & Earn More Meetings w/ Rex Bibertson
Linkedin: https://www.linkedin.com/in/rexbiberston/ In this episode Logan talks to Rex Biberston, Co-Founder & COO at The Sales Developers and Co-Author of Outbound Sales, No Fluff. Rex shares 5 specific tips to maximize your prospecting productivity as a B2B sales rep: 1) Use consistent,...
-
70: Women in B2B Sales: 5 Ways to Recruit & Retain w/ Lori Richardson
Organizations aren’t wondering why the lack of women in sales is a concern anymore. They’re wondering how this issue can be resolved. How can we attract more women to the sales field? Because — honestly — their insights are integral to the advancement of the industry. Co-host of The B2B Sales…
more -
69: Customer-Centric Messaging: How & Why to Use w/ Josh Roth
CEOs and reps alike get it wrong all the time. In their pitches. In their content. In their cold calls. They start potentially meaningful conversations off with “I” statements instead of “you” questions. In this episode of The B2B Sales Show, co-host Logan Lyles catches up with Josh Roth, VP of...
-
68: How to Nail Storytelling in Your Sales Process w/ Troy Barter
Craving stories is what it means to be human. It’s why you keep clicking “yes” every time your streaming service hits you with the “are you still watching?” question. And it’s why storytelling is so vital in your sales process. In this episode of the B2B sales show, Troy Barter, Director of Sales...
-
67: What is the True Purpose of Sales? w/ Wes Schaeffer
If you’re only in sales for the money, you’re not going to last very long. You need to believe in what you’re selling. You need to believe in the people you’re finding solutions for. In this episode of The B2B Sales Show, co-host Kevin Warner of Leadium.io catches up with The Sales Whisperer, aka...
-
66: PART II: More Women Keynote Speakers to Consider w/ Lori Richardson
A woman can’t command a room like a man can. A woman doesn’t have the insight to headline a sales kickoff. Those are the myths too many women are told in the sales industry. That’s why I’ve taken the initiative to call out the lies. In this episode of The B2B Sales Show, you’ll hear me, Lori...
-
65: PART I: Women Keynote Speakers to Consider w/ Lori Richardson
“You play ball like a girl!” Isn’t it funny that juvenile behaviors meant to demean other kids transcend childhood and show up in even the most “professional” of situations? Lori Richardson has heard on numerous occasions that a woman can’t compel, inspire, or motivate a room of sales leaders…
more -
64: So You Think You’re a Great Sales Coach? w/ Reid Anderson
Failure is a great coach. Except sometimes you need a human coach, too. If you think you’re such a great sales coach, are you making these 3 mistakes? On this episode, I interview Reid Anderson, Senior Account Executive at PandaDoc: What we talked about: What consistency in coaching really takes...
-
63. Transitioning From SMB to Enterprise Deals w/ Rick Gay
What’s the best way to prepare your team for transitioning from selling to SMBs to enterprises? There are a number of catalysts to keep your eye out for. In this episode of The B2B Sales Show, co-host Logan Lyles of Sweet Fish Media checks in with Rick Gay, VP of revenue and growth at FIND...
-
62: How to Leverage B2B Leads While Protecting Your Time w/ Patrick Downs
It doesn’t matter what kind of business you’re in — your time is your most valuable asset. If you recognize this, it can be frustrating dealing with not-so-qualified leads. You might want to make a connection, but also don’t want to waste your time. In this episode of The B2B Sales Show, Patrick...
-
61: The Fine Art of Being Candid with Your Boss w/ Ryan Longfield
Why is it important to have radical candor with your CEO? Complete honesty with the boss feels scary to people who are worried about their jobs, but should it? What if we pulled the question out of the work context and asked: why is it important to have an open, honest, and transparent…
more -
60: 4-Part Creative Process for Salespeople w/ Dale Dupree
The creative sales process begins before you lace up your loafers or even get out of bed. Creative selling starts the moment you open your eyes. And the process doesn't end until you're nestled back in bed at the end of the day. That's not how most people think about selling. That's okay. This is…
more -
59: Trial Closing: What it Is, and What it Isn’t w/ Patrick Downs
Trial closing isn’t sexy, but it is necessary. It’s how you start to determine where a prospect is the buyer’s journey, whether you need to move them to the next stage, keep them where they are, or abandon pursuit of that prospect entirely. On this most recent episode of the B2B Sales Show…
more -
58: 21 Core Sales Competencies Based on 1.8M Sales Reps and Leaders w/ Lori Richardson
The top 10% of salespeople do this thing 304% more than the bottom 2% of salespeople. Before I tell you what it is, I want to geek out a little bit about data. We’ve got something like 30 years worth of data from 1.8M sales reps and leaders that give us unexpected insights into what makes a...
-
57: You Don’t Know Your Market: We Do w/ Kevin Warner
You don’t know your market. You might think you do, but at the end of the day, you’re really good at knowing your PRODUCT, but not your MARKET. That’s where the Sales Development professional comes into play. On a recent episode of the B2B Sales Show, Kevin Warner talks all about: Why you need…
more -
56: 10 Ways to Stand Out as a Sales Pro w/ Dale Dupree
What if the 10 secrets to standing out as a sales professional weren’t actually secrets at all? They’re not. Rather than try to sell you steps to success, what if someone just shared with you the things that worked for them, and you could implement them in your own career, helping you to stand…
more -
55: How to Build a High-Velocity Sales Team w/ Brendon Cassidy
You’re walking into a sales team with a team already in place. What should you do? Tear it down and build it back up? Or work with what you have? In this episode, co-host Don Erwin interviews Brendon Cassidy, Founder of Cassidy Ventures. Brendan has plenty of experience consulting with companies...
-
54: The Cold Email Framework That Actually Works w/ Kevin Warner
Did your cold email framework make you a millionaire in 2 years? Kevin Warner’s did. He shares the contents of the cold email framework that generated insane revenue for his company, Leadium. Plus, he covers: Crafting email messaging to get your prospect to engage The cadence at which to schedule...
-
53: Create Effective Outbound With the REPLY Method w/ Jason Bay
Are you addressing the core elements of your outbound strategy? Or are you simply being prescriptive? In this episode of The B2B Sales Show, co-host Don Erwin catches up with the co-founder and CRO of Blissful Prospecting, Jason Bay. Jason shares how his team established the REPLY Method to...
-
52: Stop Sending PDF Proposals w/ Patrick Downs
PDF proposals create a process that’s broken and scattered. They waste the sender’s time. They waste the recipient’s time. And when you’re part of a startup, you need to save all the time you can. In this episode of The B2B Sales Show, co-host Patrick Downs explains why using unintuitive…
more -
51. Why People are the #1 Differentiator Between Agencies w/ Jen Spencer
Just like the number of SaaS solutions that’s out there, agencies seem to be popping up all the time. How can you tell the difference between them? Is there even a difference? In this episode of The B2B Sales Show, co-host Kevin Warner speaks with SmartBug Media’s VP of Sales & Marketing, Jen...
-
50: How to Reach 30,000 Views on Your LinkedIn Post w/ Dale Dupree
Did you just post a picture of your product on LinkedIn? Why? Who’s going to see that and believe that they’ve benefited from it? Sales pros need to start posting actually meaningful content to LinkedIn. That’s what Dale Dupree — founder of The Sales Rebellion and co-host of The B2B Sales Show —...
-
49: Sales Management Advice You’ve Probably Never Heard Before w/ Don Erwin
This week we are joined by Don Erwin, Head of Revenue at Mixmax for a quick episode where Don gave us one piece of sales advice that we’ve probably never heard before. Don explained the “L4M” (Last Four Months) concept that allows you to accurately forecast sales when you don’t have the normal…
more -
48: 5 Tips for Scaling Your Sales Team w/ Dan Wardle
This week we were joined by Dan Wardle, the VP of Revenue at Vidyard. Dan has a wealth of B2B sales knowledge and gave 5 incredible points about how to grow and scale your sales team effectively. Dan not only talked about how to go about finding people, but more importantly, Dan talked about how...
-
47: Be Radically Honest in Sales, Close More Deals w/ Patrick Downs
Have you ever had a bad experience with a dishonest sales rep? Who hasn’t? As sales pros, we shouldn’t feel bad about what we’re doing. It should make us feel good to help someone find a solution that’s perfect for them. In this episode of The B2B Sales Show, co-host Patrick Downs shares his...
-
46. Stop Listening to LinkedIn Thought Leaders w/ Kevin Warner
Everyone: Quit taking the advice of LinkedIn “thought leaders” so literally! They don’t know you or your business. Plus, they have million-dollar marketing budgets helping them post every day. In this episode of The B2B Sales Show, co-host Kevin Warner of Leadium.io discusses several reasons why...
-
45: Sales Effectiveness: Use Data-Driven Approaches w/ Brad Rosen
What’s real, valuable data and what’s just noise? That’s the magic question. Luckily, we don’t have to use magic to figure out which data sets are useful. In this episode of The B2B Sales Show, co-host Brad Rosen from G2 shares several ways to use data to inform sales effectiveness. He discusses:...
-
44: 3 Reasons I Hate Sales Quotas w/ Dale Dupree
When we set sales quotas for our reps, we’re creating a system that prioritizes box-checking and number-crunching. The problem isn’t that reps don’t learn that system. The problem is they do. Guess what happens when another company offers your rep a slight bump in base pay? They leave, because it...
-
43: 3 Tips on Attracting Diverse Talent to Your Sales Team w/ Heidi Barnett
“We’re looking for the top hunters who can CRUSH sales!” Have you ever seen an SDR job post like that ☝️? It may help explain why so few women are in tech sales. On this episode, Heidi Barnett, Chief Revenue Officer at ApplicantPro, helped explain how we can all ensure we’re attracting top…
more -
42: The Evil Side of ‘Customer Centricity’ w/ Patrick Downs
Emphasis on “customer-centricity” has turned salespeople into compliant order-takers. It’s time for salespeople to take back the control of the conversation. On this episode, co-host Patrick Downs dives deep into how sales teams can correctly use customer centricity without becoming simple “yes”...
-
41: Your Cold Emails Don’t Have to Suck! w/ Don Erwin
On this episode, Don Erwin, Head of Revenue at MixMax, gives 5 ways to ensure your cold emails never suck again. What we talked about: Attention-grabbing subject lines Personalized & curated content Structure your email logically & persona-specific Introduce yourself & build rapport Consistent...
-
40: Demystifying Buyer Intent w/ Brad Rosen
Think of the last really bad meal you ate. Odds are, it was at a restaurant that you stumbled into. It just happened to be in the neighborhood, or at the airport, or close to the hotel. Had you researched it and read the negative reviews, you’d have avoided that awful meal. There’s a reason why...
-
39: 3 Prospecting Tools You Should Demo this Quarter w/ Kevin Warner
“There’s no way we could use THAT product. We’ve been with their competitor for years.” Let’s say it loud, and say it often: “My alliegance is not to a piece of software. My allegiance is to myself and what’s best for my business.” Now that we’ve got that out of the way, Kevin Warner has a list…
more -
38. 4 Tips on Deploying Talk Tracks to Sales w/ Cheryl Bisram
Full page scripts are the fastest way to ensure sales reps … go back to whatever they were doing. Their #1 job is to sell. Everything else is a distraction. So, even if it’s a valuable distraction, it also needs to be a quick distraction. On this episode, Cheryl Bisram gives us 4 ways to deploy...
We're indexing this podcast's transcripts for the first time — this can take a minute or two. We'll show results as soon as they're ready.
No matches for "" in this podcast's transcripts.
No topics indexed yet for this podcast.
Loading reviews...
ABOUT THIS SHOW
The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers. Each episode features an interview with a B2B sales thought leader, executive, or individual contributor, discussing topics like: social selling, sales technology, negotiating and closing strategies, sales engagement, prospecting, pipeline management, sales enablement, leadership, presentation skills, proposal writing, navigating a sales career, and more.
HOSTED BY
Dan Sanchez
CATEGORIES
Loading similar podcasts...
Frequently Asked Questions
How many episodes does The B2B Sales Show have?
The B2B Sales Show currently has 95 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The B2B Sales Show about?
The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers. Each episode features an interview with a B2B sales thought leader, executive, or individual contributor,...
How often does The B2B Sales Show release new episodes?
The B2B Sales Show has 95 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The B2B Sales Show?
You can listen to The B2B Sales Show on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The B2B Sales Show?
The B2B Sales Show is created and hosted by Dan Sanchez.
URL copied to clipboard!