Top to Bottom Podcast

Episodes

1. 2

   Sales: Top to Bottom #48 - The Final Episode

   Welcome to Episode #48 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should mention non-business related topics for personalization, whether sales people are facilitators in the sales…

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   Nov 23, 2023

   52m
2. 1

   Sales: Top to Bottom #47 - Buyer's Journey, Calendly Links, & Centering Sales Enablement to Problems

   Welcome to Episode #47 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should get out of buyer's way if they have already done self-research, if you should use Calendly links when booking…

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   Nov 15, 2023

   53m
3. Sales: Top to Bottom #46 - Impact v. Pain, Sales Territories, & How to ID Your Buyer's Metrics

   Welcome to Episode #46 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including the difference between impact and pain, if you should split sales territories based on geography, and how to identify the metrics...

   Nov 8, 2023

   49m
4. Sales: Top to Bottom #45 - Zoom Meetings, Disqualifying Prospects, & How to Challenge Your Buyers

   Welcome to Episode #45 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should keep your cameras off during Zoom meetings, if you should disqualify your buyer early, and how to properly challenge...

   Nov 1, 2023

   59m
5. Sales: Top to Bottom #44 - Toastmasters, Renewals, & How to ID the Problems You Solve

   Welcome to Episode #44 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if toastmasters will help you sell better, if AEs should get credit for upsells & renewals, and how to identify the problems you...

   Oct 25, 2023

   47m
6. Sales: Top to Bottom #43 - Is Outbound Dead, Money-Driven Sales Culture, & How to Build Out Inbound

   Welcome to Episode #43 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if outbound is still working, if you should build a money-driven sales culture, and how to build an inbound/awareness marketing...

   Oct 18, 2023

   51m
7. Sales: Top to Bottom #42 - Discovery, Creating Content, and How to Avoid Leading Questions

   Welcome to Episode #42 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if discovery is about finding if the prospect is a "good fit", If you should post selfies on LinkedIn, and how to avoid asking...

   Oct 11, 2023

   1h 04m
8. Sales: Top to Bottom #41 - AI in Sales, Emotional States, & Selling to Personal Motivations

   Welcome to Episode #41 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if AI will replace salespeople, if you should sell to a buyer's emotional state, and how to get your buyers to let you help them....

   Oct 4, 2023

   48m
9. Sales: Top to Bottom #40 - Defending Your Price, Future State, & How to Find Business Problems

   Welcome to Episode #40 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should only go after the future state during discovery, if you should defend you price to a buyer, and how to find business...

   Aug 31, 2023

   49m
10. Sales: Top to Bottom #39 - In-House Training, Giving Up on Leads, & How to Review Your Pipeline

    Welcome to Episode #39 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if In-House Training is better than outsourcing, when you should give up on leads, and how to train your first-line managers to...

    Aug 24, 2023

    52m
11. Sales: Top to Bottom #38 - SKOs, Conversion Rate, & The Right Questions to Ask in Discovery

    Welcome to Episode #38 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should do sales training at SKOs, if the average conversion rate is REALLY 20%, and how to develop the right questions to…

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    Aug 16, 2023

    58m
12. Sales: Top to Bottom #37 - Pain Selling, Follow-Up Emails, & How to Not Waste Your CRM Investment

    Welcome to Episode #37 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if the average buyer is 70-80% of the way through the sales process before they reach out to the sales rep, whether you should…

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    Aug 10, 2023

    50m
13. Sales: Top to Bottom #36 - Accountability Culture, Discounts, & Finding Customers Without a Pain YET

    Welcome to Episode #36 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is an accountability culture, If you should optimize emails for word count, anbd how to find customers who dont have a...

    Jul 25, 2023

    58m
14. Sales: Top to Bottom #35 - Sales Improvement, Network-led Growth, & How to Assess Your Sales Team

    Welcome to Episode #35 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is an accountability culture, if you should bring in sales executives to close the deal, and how to assess your sales…

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    Jul 20, 2023

    55m
15. Sales: Top to Bottom #34 - Defining the Business Problem, Email Word Count, & Customized Product Offerings

    Welcome to Episode #34 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if a business problem and an impact are the same thing, if you should customize products per client, and how to find customers who...

    Jul 6, 2023

    47m
16. Sales: Top to Bottom #33 - Personality Profiles, Upselling, & How to Develop Your Sales Reps

    Welcome to Episode #33 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if prospecting is the most important part of sales, if you should change the way you sell depending on personality profiles, and…

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    Jun 28, 2023

    57m
17. Sales: Top to Bottom #32 - Inbound SDRs, Problem-Centric Selling, & Questions to Ask in Discovery

    Welcome to Episode #32 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if there is a difference between inbound and outbound sales, if you should make sure your prospect agrees with you during…

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    Jun 22, 2023

    50m
18. Sales: Top to Bottom #31 - Group Demos, AI Sequences, & Making Your Number in a Down Economy

    Welcome to Episode #31 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is all about top of funnel, if AI Generated sequences are worth it or not, & how to make your number in a down economy....

    Jun 8, 2023

    56m
19. Sales: Top to Bottom #30 - Bad Discoveries, Break-Up Emails, & How to Overcome Imposter Syndrome

    Welcome to Episode #30 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if coaching & training are the same things, if most AEs are experts at discovery, and how to overcome imposter syndrome in sales....

    Jun 1, 2023

    54m
20. Sales: Top to Bottom #29 - Aggressive Selling, Sending Gifts, & How to Coach an Underperforming Rep

    Welcome to Episode #29 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if a good seller is an aggressive seller, whether you should gift your prospects or not, and how to coach an underperforming sales...

    May 10, 2023

    54m
21. Sales: Top to Bottom #28 - Problems vs. Pain, Buyer Feedback, & How to Speak with Relevance

    Welcome to Episode #28 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if pain and problem are the same, if you should ask for feedback from your closed-lost leads, and how to speak with relevance to...

    May 4, 2023

    1h 04m
22. Sales: Top to Bottom #27 - Upselling, Follow-Up Emails & How to Build a Go-to-Market Strategy

    Welcome to Episode #27 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should give upsell credit to the AE, if follow-up emails to discovery meetings are necessary, and how to build & perfect a...

    Apr 20, 2023

    50m
23. Sales: Top to Bottom #26 - Sales Leaderboards, Commissions, & How to Outbound Effectively

    Welcome to Episode #26 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if all sales methodologies are the same, if sales leaderboards is a good strategy to encourage higher rep performance, and how to...

    Apr 6, 2023

    1h 02m
24. Sales: Top to Bottom #25 - Buyer Intent, Mix & Match Sales Methodologies, & How to Qualify Prospects

    Welcome to Episode #25 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you can mix & match sales methodologies, how to uncover impacts without coming off as interrogative, and how to find & qualify...

    Apr 1, 2023

    1h 09m
25. Sales: Top to Bottom Podcast #24 - With Special Guest Sarah Hicks!

    Welcome to Episode #24 of the Sales: Top to Bottom Podcast! This episode includes a very special guest: Sarah Hicks! Sarah was the Head of Coaching & Consulting at Predictable Revenue, where she worked closely with Aaron ross to build the engine around their sales process. She is currently the...

    Mar 22, 2023

    46m
26. Sales: Top to Bottom Podcast #23 - Buyer Personalities, 1:1 Pairings, & Solving the Right Problems

    Welcome to Episode #23 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether buyers want your help as a sales rep, if you should sell to buyer personalities, and how to know if you are solving the...

    Mar 8, 2023

    57m
27. Sales: Top to Bottom Podcast #22 - Sales Methodologies, Promotions, & How to Properly Coach a Deal

    Welcome to Episode #22 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you need a methodology to sell, if you should provide giveaways to get people into your pipeline, & how to properly coach a…

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    Mar 2, 2023

    52m
28. Sales: Top to Bottom Podcast #21 - Selling to Negative Problems, Email Automation, & LIVE Sales Roleplay w/ Becc & Will Aitken

    Welcome to Episode #21 of the Sales: Top to Bottom Podcast! In this podcast, we have a special guest: Will Aitken! Will & Becc discuss many different topics surrounding the B2B sales industry, including if you should only sell to negative problems, if Pain & Problem are the same thing, and if you...

    Feb 26, 2023

    55m
29. Sales: Top to Bottom Podcast #20 - Social Media, Industry Sales Reps, & How to Outsell Your Competition

    Welcome to Episode #20 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales reps should create social media content, if you should hire reps from only within your industry, and how to outsell your...

    Feb 20, 2023

    52m
30. Sales: Top to Bottom Podcast #19 - Email Templates, On Target Earnings, & How to Sell in a Recession

    Welcome to Episode #19 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if SDRs should use email templates, whether you should pay your sales reps based off of full commission or OTEs, & how to still...

    Feb 17, 2023

    1h 02m
31. Sales: Top to Bottom Podcast #18 - Layoffs, Virtual Sales Cycles, & The Right Questions to Ask Your Buyers

    Welcome to Episode #18 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if AEs should coach SDRs on messaging, how salespeople can prepare for layoffs amidst a recession, and how to ask the right...

    Feb 2, 2023

    59m
32. Sales: Top to Bottom Podcast #17 - w/ Special Guest: Mark Kosoglow

    Welcome to Episode #17 of the Sales: Top to Bottom Podcast! This episode, we had a very special guest to co-host this podcast - Mark Kosoglow. Mark was one of the first employees at Outreach, and helped the company grow to the industry leader it is today. Currently, he is the Chief Revenue…

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    Jan 25, 2023

    45m
33. Sales: Top to Bottom Podcast #16 - First Impressions, "Salesman" v. "Conman", and Protecting Your Price

    Welcome to Episode #16 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including first impressions in business, the differences between a good salesman and a conman, and how to keep from discounting to protect...

    Jan 5, 2023

    48m
34. Sales: Top to Bottom Podcast #15 - Curiosity, "Pain" v. "Outcomes", & Multi-threading in an Enterprise Deal

    Welcome to Episode #15 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if buyers are always solving for pain in the present, if curiosity is needed in a sales role, and how to multithread in an...

    Dec 29, 2022

    54m
35. Sales: Top to Bottom Podcast #14 - Sales Professionalism, Social Proof, & Incomplete Data During Discovery

    Welcome to Episode #14 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if salespeople should always be professional, whether people buy from who they like, and what to do when your prospects doesn't…

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    Dec 22, 2022

    53m
36. Sales: Top to Bottom Podcast #13 - Challenging Buyers, Conferences, & How to Overcome Discovery Fatigue

    Welcome to Episode #13 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should only focus on your biggest customers, if you should send your SDRs/AEs to conferences, & how to overcome...

    Dec 20, 2022

    43m
37. Sales: Top to Bottom Podcast #12 - Sales Techniques, Open Questions, & Overcoming the Status Quo

    Welcome to Episode 12 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether open questions are stronger than closed questions, if objections are signs of customer interest, and how to overcome losing...

    Dec 13, 2022

    43m
38. Sales: Top to Bottom Podcast #11 - Next Steps, Complimenting Your Prospects, & Risk-Based Problems

    Welcome to Episode 11 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether all problems are created equal, if you should compliment your prospects to build rapport, and how to sell to a risk-based...

    Dec 6, 2022

    53m
39. Sales: Top to Bottom Podcast #10 - Product Knowledge, Asking for the DM, & How to Challenge a Misdiagnosis

    Welcome to Episode 10 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether prospects pick up on Friday afternoons, 30 minute discovery calls, and how to challenge a misdiagnosis. They also demystify...

    Nov 28, 2022

    49m
40. Sales: Top to Bottom Podcast #09 - SM "Outreach", Product Fit, & How to Build Credibility with Your Buyers

    Welcome to Episode 9 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should tag people in SM for "Outreach", if all revenue is good revenue, and how to build credibility, trust, & rapport...

    Nov 21, 2022

    51m
41. Sales: Top to Bottom Podcast #08 - Live from Dallas!

    Welcome to Episode 8 of the Sales: Top to Bottom Podcast! This episode is a special one, because Becc & Keenan are (literally) on the road during the Flip the Script 2022 Tour! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including jokes at the...

    Oct 31, 2022

    43m
42. Sales: Top to Bottom Podcast #07: A "Special Episode" On the Road!

    Welcome to Episode 7 of the Sales: Top to Bottom Podcast! This episode is a special one, because Becc & Keenan are (literally) on the road during the Flip the Script 2022 Tour! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether SDR...

    Oct 26, 2022

    52m
43. Sales: Top to Bottom Podcast #06 - "Quiet Quitting", Texting Prospects, & Recording Sales Calls

    Welcome to Episode 6 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether "quiet quitting" is worth it or not, if AEs should qualify prospects, and why the customer is not always right. They also...

    Oct 13, 2022

    43m
44. Sales: Top to Bottom Podcast #05 - Pain-Based Selling, "SaaS Sales", & 21st Century Discoveries

    Welcome to the fifth episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including why you shouldn't sell off pain, if "SaaS Sales" are a skill that you hire for, and how to perform a 21st Century Discovery....

    Oct 13, 2022

    47m
45. Sales: Top to Bottom Podcast #04 - Pitching, Managing to Activity, and How to Deal with Underperformers

    Welcome to the fourth episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including why pitching is not selling, if Sales AEs make the best Sales Managers, and how to deal with salespeople who are behind on...

    Oct 13, 2022

    48m
46. Sales: Top to Bottom Podcast #03: BANT, Sales Roleplays, and Compensation Plans

    Welcome to the third episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if BANT is good for qualifying prospects, Sales roleplays as a tool for practicing your sales skills, and how Sales Leaders...

    Oct 13, 2022

    43m
47. Sales: Personal Branding, Outbound Prospecting, and LinkedIn DM's - Top to Bottom Podcast #02

    Welcome to the second episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including personal branding, outbound reach through LinkedIn direct messages, and how to perform effective outbound prospecting. They...

    Sep 9, 2022

    41m
48. Sales: Call Scripts, Free Consultations, & Prospects that "Ghost" - Top to Bottom Podcast #01

    Welcome to our first ever Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether call scripts are necessary for the current sales environment, if salespeople should perform demos and discoveries in the same...

    Sep 4, 2022

    43m