The Sales Consultant Podcast
by Derrick Williams
Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game. Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation. We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best. An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way. With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording. Join us on The Sales Consultant Podcast and let's level up together.
Episodes
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Unlocking Inside Sales Success with Brooke LaFleur
In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights...
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Optimizing Revenue Operations with Rosalyn Santa Elena #056
In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common...
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Beyond Predictable Revenue with John Barrows
John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show. In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made…
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The Integrity Edge of Sales Leadership with Ralph Barsi #054
This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks. Currently he is the VP of Sales at Kahua and...
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Sales Consulting From Zero to Scale with Pete Mickartz
This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data. Throughout the first half of my discussion with Pete we delve into…
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Mastering the Art of Sales Consulting with James Rores #052
James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps. James is very likely one of the most…
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An Org-Wide Customer Success Mindset with Matthew Armstrong #051
In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. We discuss the importance of...
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Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050
Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and...
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The Enablement Advantage: Elevating Your Customer Journey with Paul Butterfield #049
Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel. Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success. Paul…
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Coaching for Success: The Intersection of Sports and Sales Coaching with JR Butler
JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. It also touches on the transferability of skills from sports to sales and highlights…
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How Engage AI Is Transforming Social Selling on LinkedIn with Jason Tan #047
In this interview, Derrick chats with Jason Tan, the founder of Engage AI. They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. Jason recounts his journey as a technical founder and the challenges he faced in sales and…
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Mastering the Psychology of Sales and Breaking the Upper Limit with Justin Michael #046
Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting. In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He…
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Intent-Driven Outreach: Prospecting Success in Your Obtainable Market with Samuel Maia Verhegge #045
In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision, a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management. During our talk Sam shares game-changing insights into...
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Ai in Go-to-Market Strategies with Jeremey Donovan #044
In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial...
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A Mix of Our Top 10 Interviews from Season #1 (2023)
In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights. From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement…
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Trust Calling with The Cold Call CEO Ryan Pereus #042
In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection. The conversation covers the relevance of cold calling...
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The Win-Loss Maturity Curve and Buyer-Centric Win-Loss Data with Andrew Peterson #041
In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along…
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Lessons from Seventeen Years of Sales Consulting and Advising Over 7,500 Clients with James Rores #040
James Rores is the Founder and CEO of Floriss Group. In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant...
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Cracking the Cold Call Code and Unleashing Sales Success with Dan Jourdan #039
In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching…
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Sales Consulting Chronicles: From Fixer to Founder with Jason Pearl #038
In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to...
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Using AI to Accelerate Your Team's Prospecting Workflow with Wissam Tabbara #037
Time Stamps: [1:40] The problem that Wissam is helping to solve with Truebase. [5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads. [13:00] Writing a hyper personalized email. [19:00] We...
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How To Use Gamification To Motivate Your Team and Increase Performance with Sindre Haaland #036
Sindre Haaland is the CEO and Founder of SalesScreen, the first gamification platform for sales teams. I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the…
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Fostering a Sales Environment Where Everyday Each Rep Can Bring Their Best with Damon McLean #035
Damon McLean is the Head of Sales Development at Assembled, a workforce and vendor management platform whose mission it is to create a support operations platform that helps companies maintain exceptional customer experiences. I’ve known Damon for several years and had the opportunity to work...
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Generating Better Pipeline With New Innovative Approaches to Demand Gen with Ollie Whitfield #034
Ollie Whitfield Leads Demand Gen at VanillaSoft where he’s been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast. I’ve been a fan of Ollie’s content for years and had to bring him on to talk to us about what...
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Legendary Sales Development Leadership with James Barton #033
James Barton is a seasoned Sales Development leader with over 13 years of managing SDR teams big and small. Currently he is the Head of Sales Development at Venafi, a world-class cyber-security company dedicated to protecting and managing machine identities. In this episode, we talk about what…
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How To Prepare To Sell Your Business And Have a Strong Exit with Christine McDannell #032
Christine McDannell is the proud Founder of The Magnolia Firm, an international M&A and business brokerage firm. Before starting Magnolia and helping companies buy and sell their businesses, she spent over 20 years building and selling her own companies. In this episode, Christine provides...
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The Role of Evangelism In Your Growth Strategy with Amelia Taylor #031
Amelia Taylor Heads up Evangelism for Regie.ai and in this episode she helps us understand how companies can leverage the role of Evangelist to fuel their community-based growth strategy. She also goes into detail on how one might pursue a path into corporate evangelism. #salesconsultantpodcast...
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How To Out Care Your Competition By Developing Your Emotional Intelligence with Phil Johnson #030
Phil Johnson is the Founder & CEO of Master of Business Leadership Program where he has been helping executives as a leadership coach for over 20 years. In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. We talk about...
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The CIENCE of Lead Generation and Sales Development in 2023 with Eric Quanstrom #029
Eric Quanstrom is the CMO of Cience, an award-winning lead gen firm. In this episode, we get an in-depth perspective from a seasoned CMO. We talk about driving growth in tough economic conditions, how AI is shifting competitive landscapes everywhere, and then we go deep on how Eric and his team…
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Real-time Sales Enablement Tech That Gives Sellers Time Back To Sell More with Meitar Landau #028
Meitar Landau is the Director of Sales and Customer Success for Winn.ai. Prior to joining Winn she was in the Israeli Air Force for 5 years as a flight simulation instructor. She shares some cool stories about her time in the Air Force but what really stood out is how Winn’ai helped her become a...
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What’s Working at ZoomInfo and How The Use of Data in GTM Strategies is Evolving with Zack Thompson #027
Zack Thompson is the Director of Sales Development for Emerging Markets & Expansion and he has about 120 SDRs rolling into him. In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies. Zack also...
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Normalizing Conversations About Mental Health in Sales: The Path to Sustainable Success with Jeff Riseley #026
Jeff Riseley is the Founder of Sales Health Alliance which is a consultancy that focuses on the mental health and well-being of sales professionals. They provide resources, education, and support to people in sales who may be experiencing stress, burnout, or other mental health challenges. In…
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Landing Big Client Projects and Next Level Sales Enablement with Tom George #025
Tom George is the Founder and Principal of GoMo Consulting. A management consulting firm specializing in Sales Enablement. In this interview, Tom shares his insights and experiences as a Sales Enablement leader and consultant. He discusses how his background in Product Marketing helped him have a...
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VP of Sales to Chief Sales Scientist with David Priemer #024
David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling. He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams The first half of our interview we...
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From "Bad Yes" to "Good No": Chasing Rejection in Sales with Andrea Waltz #023
In this episode, we chat with Andrea Waltz, co-author of the books "Go For No" and "When They Say No". Andrea shares insights on how to shift our mindset towards failure, rejection, and "no", not as things to avoid but to pursue. She explains the concept of "explicit rejection" versus "implicit...
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Build It While You Fly: The Story of Lavender.ai with William Ballance #022
In this episode, we hear from William Ballance, the founder of Lavender.ai, a successful startup that offers AI-powered personalized email outreach. William shares his experiences of traveling around the world while building his company, attending industry events, meeting investors, and working...
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Building a 7-Figure Sales Consultancy with Scott Leese #021
Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott serves as the CEO/Founder, and works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training. He works with a...
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How LeadIQ Makes Outbound Work with Daniel Rood #020
Daniel Rood is the VP of Marketing at LeadIQ. After a recent webinar that he and his team led where they compared using ChatGPT and their new standalone product, Scribe, to see which was better for assisting in writing cold outbound emails, I knew I had to have Dan on to talk about generative ai…
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Sales Enablement 3.0 with Roderick Jefferson #019
Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates. Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo. In addition to helping...
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Discussing Sales Management With An Employment Attorney with Katie Kiernan Marble #018
Katie Kiernan Marble is a seasoned Global Employment Attorney with over 15 years of experience. She is also the Managing Director at modCounsel, a legal concierge service with six (6) practice areas. As the head of their employment law practice, Katie focuses on processes that bake compliance…
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How Gated Inboxes Lead To a Better World with Andy Mowat #017
Andy Mowat is the Founder of Gated. A free solution that challenges unknown senders to donate to reach you. This way only relevant emails make it to your inbox. He has spent his career building sales and marketing engines for world-class companies 🦄 (Upwork, Box, Culture Amp). As a veteran GTM...
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The Business of Sales Consulting & Training with Ken Lundin #016
Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode.…
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How to Capture More Sales Capacity with Tom Melbourne #015
Tom Melbourne is the Founder of OpnMkt (pronounced Open Market) which is a Salesforce-Native utility app on the AppExchange for a marketplace approach to the distribution of new leads or new opportunities. OpnMkt is more than just a sales effectiveness tool. It’s completely reimagining the status...
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How BDR Enablement Is Different Than Sales Enablement with Charlie Herzog #014
In this episode I’m researching what’s working on the frontline with an actual practitioner. This is someone that I have worked with personally and have seen first hand the incredible impact his focus on BDR enablement has had on a large team of over 40 global BDRs. Charlie Herzog is the Global...
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Being The Rep You Want To Be with Zack Hazlett #013
In this episode, I’m researching what’s really working on the frontline. In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue....
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Founder-led Sales Consulting with Carol Malakasis #012
Carol Malakasis is the Founder of a new venture called Market Pull which she reveals for the first time in our interview. She has been in sales since 2010, co-founded a company in the Consumer Packaged Goods space, and has been part of the 3 founding sales teams where 2 of the startups became...
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The First Sales Enablement Practice in the Caribbean with Lyndon Brathwaite #011
Lyndon Brathwaite is the founder of Opaat-swy, which is the first sales enablement practice in the Caribbean. His company is focused in two areas: sales technology and sales training, which he combines in his engagements to provide clients with more tangible value. In this episode Lyndon walks us...
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Sales Leadership and “The Point Guard Approach” with Jeremy Laynor #008
Jeremy Laynor is the Senior Vice President of Global Sales for Providence Medical Technology, a leading medical device company specializing in posterior cervical fusion. Jeremy has been leading sales teams for nearly 20-years and is also the author of, “The Point Guard Approach”. A brilliant,...
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The Sales Development Framework with David Dulany #010
David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The…
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Sales Coaching: The Practice & The Journey with Neil Bhuiyan
Neil Bhuyian is the Founder of HappySelling.io, the Host of The SDR DiscoCall Show, he has worked with over 500+ reps, and he has helped teams generate $20M in Closed Business. And in this episode we talk through: How he gets better as a sales coach How he overcomes imposter syndrome His approach...
About this show
Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game. Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation. We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best. An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way. With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording. Join us on The Sales Consultant Podcast and let's level up together.
Hosted by
Derrick Williams
Categories