Sales SOS Podcast

CastPlus (https://castplus.fm) Sales SOS Podcast https://podcasts.castplus.fm/sales-sos-podcast https://feeds.castplus.fm/sales-sos-podcast In the vast seas of sales methodology and technology, finding the right solutions for your team is overwhelming. Successfully setting up the sales process, sales leadership, and sales technology that is right for your team is difficult. The Sales SOS Podcast crew discusses the things that make or break sales organizations. Meet your Crew of Sales experts guiding your sales journey: Liz Heiman - CEO of Re: Sales; Brynne Tillman - CEO of Social Sales Links; Mike Simmons - CEO of Catalyst A.C.T.S; Daryll Praill - CMO of Agorapulse; Renee Bigelow -Fractional CMO; Chris Bowen - Executive Director NTT Data; and John Way - CEO of Innovative Way. @regardingsales.com en Wed, 24 Apr 2024 01:06:20 +0000 Thu, 25 Jun 2026 18:18:37 +0000 https://content.castplus.io/uploads/wxq5k96q/d7af6d50-9d48-11ef-89fb-c93aefe0e7b9/d7af7180-9d48-11ef-b358-a364c956f6a3.png Sales SOS Podcast https://podcasts.castplus.fm/sales-sos-podcast In the vast seas of sales methodology and technology, finding the right solutions for your team is overwhelming. Successfully setting up the sales process, sales leadership, and sales technology that is right for your team is difficult. The Sales SOS Podcast crew discusses the things that make or break sales organizations. Meet your Crew of Sales experts guiding your sales journey: Liz Heiman - CEO of Re: Sales; Brynne Tillman - CEO of Social Sales Links; Mike Simmons - CEO of Catalyst A.C.T.S; Daryll Praill - CMO of Agorapulse; Renee Bigelow -Fractional CMO; Chris Bowen - Executive Director NTT Data; and John Way - CEO of Innovative Way. Liz Heiman, Re: Sales In the vast seas of sales methodology and technology, finding the right solutions for your team is overwhelming. Successfully setting up the sales process, sales leadership, and sales technology that is right for your team is difficult. The Sales SOS Podcast crew discusses the things that make or break sales organizations. Meet your Crew of Sales experts guiding your sales journey: Liz Heiman - CEO of Re: Sales; Brynne Tillman - CEO of Social Sales Links; Mike Simmons - CEO of Catalyst A.C.T.S; Daryll Praill - CMO of Agorapulse; Renee Bigelow -Fractional CMO; Chris Bowen - Executive Director NTT Data; and John Way - CEO of Innovative Way. No No episodic Liz Heiman, Re: Sales In the vast seas of sales methodology and technology, finding the right solutions for your team is overwhelming. Successfully setting up the sales process, sales leadership, and sales technology that is right for your team is difficult. The Sales SOS Podcast crew discusses the things that make or break sales organizations. Meet your Crew of Sales experts guiding your sales journey: Liz Heiman - CEO of Re: Sales; Brynne Tillman - CEO of Social Sales Links; Mike Simmons - CEO of Catalyst A.C.T.S; Daryll Praill - CMO of Agorapulse; Renee Bigelow -Fractional CMO; Chris Bowen - Executive Director NTT Data; and John Way - CEO of Innovative Way. In the vast seas of sales methodology and technology, finding the right solutions for your team is overwhelming. Successfully setting up the sales process, sales leadership, and sales technology that is right for your team is difficult. The Sales SOS Podcast crew discusses the things that make or break sales organizations. Meet your Crew of Sales experts guiding your sales journey: Liz Heiman - CEO of Re: Sales; Brynne Tillman - CEO of Social Sales Links; Mike Simmons - CEO of Catalyst A.C.T.S; Daryll Praill - CMO of Agorapulse; Renee Bigelow -Fractional CMO; Chris Bowen - Executive Director NTT Data; and John Way - CEO of Innovative Way. Sales, Sales Strategy, Sales Leadership, Sales Success, Sales Podcast, Business Growth, Manufacturing Sales, Healthcare Sales, Startup Sales Liz Heiman liz@regardingsales.com No No No Ep.100 Why Do Leads Just Sit in the CRM With No Progress https://podcasts.castplus.fm/e/x8vqk3rn-ep-100-why-do-leads-just-sit-in-the-crm-with-no-progress Ep.100 Why Do Leads Just Sit in the CRM With No Progress 100 No No 70y7ynl0 Sales leaders know stalled deals are part of the job. Some opportunities pause because priorities shift, budgets disappear, or timing changes. Others stall because reps lose momentum, forget follow-ups, or avoid difficult conversations. The problem is that too many managers respond by nagging, policing pipelines, and turning deal reviews into stressful interrogations instead of productive coaching conversations. Sales leaders know stalled deals are part of the job. Some opportunities pause because priorities shift, budgets disappear, or timing changes. Others stall because reps lose momentum, forget follow-ups, or avoid difficult conversations. The problem is that too many managers respond by nagging, policing pipelines, and turning deal reviews into stressful interrogations instead of productive coaching conversations.

Topics covered:

Why stalled deals happen in every sales organization
The difference between supporting sales reps and nagging them
How fear-based management creates inaccurate pipelines
Why sales reps leave dead deals in the CRM
The danger of “constipated” sales funnels
How leadership behavior affects pipeline accuracy
Why reps avoid removing opportunities from the funnel
The importance of creating psychologically safe sales conversations
How AI note takers can improve follow-up and accountability
Why AI tools help sales reps stay organized and proactive
Using AI to identify next steps and action items after meetings
How sales reps lose momentum on opportunities
Why “just following up” is usually ineffective
The problem with generic sales follow-up messaging
How relationship-driven communication keeps deals moving
Why expectations and communication rhythms matter in sales
The importance of setting clear follow-up cadences with buyers
How to identify whether a deal is delayed, stalled, or dead
Why sales managers need to understand the root cause of stalled deals
The role of coaching in pipeline management
How accountability conversations should actually work
Why some reps struggle with organization and follow-through
How experienced reps use systems to compensate for weaknesses

Key questions answered:

How do I handle stalled deals without micromanaging sales reps?
Why do sales opportunities get stuck in the pipeline?
How can sales leaders improve pipeline accuracy?
Why do reps leave dead deals in the CRM?
How do I coach reps through stalled opportunities?
What causes bloated sales funnels?
How can AI improve sales follow-up and organization?
Why is “just following up” ineffective in sales?
How often should sales reps update the CRM?
What should sales managers ask during pipeline reviews?
How do I improve accountability without creating fear?
Why do sales reps avoid removing deals from the funnel?
How can leaders encourage healthier pipeline management?
What role does communication cadence play in sales success?
How do I know if a deal is truly dead?

Learn how to create healthier pipeline conversations, improve sales accountability, and help your team keep deals moving forward without turning pipeline management into constant pressure, policing, or micromanagement.

]]> Wed, 13 May 2026 18:59:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1037 Sales leaders know stalled deals are part of the job. Some opportunities pause because priorities shift, budgets disappear, or timing changes. Others stall because reps lose momentum, forget follow-ups, or avoid difficult conversations. The problem is that too many managers respond by nagging, policing pipelines, and turning deal reviews into stressful interrogations instead of productive coaching conversations. Sales leaders know stalled deals are part of the job. Some opportunities pause because priorities shift, budgets disappear, or timing changes. Others stall because reps lose momentum, forget follow-ups, or avoid difficult conversations. The problem is that too many managers respond by nagging, policing pipelines, and turning deal reviews into stressful interrogations instead of productive coaching conversations. No No Ep.99 Why Do Funnel Reviews Feel Like a Waste of Time? https://podcasts.castplus.fm/e/pnlx6z6n-ep-99-why-do-funnel-reviews-feel-like-a-waste-of-time Ep.99 Why Do Funnel Reviews Feel Like a Waste of Time? 99 No No x0lnp2p0 Most sales reps hate pipeline reviews. Instead of feeling supported, they leave feeling criticized, interrogated, and micromanaged. In this episode, the Sales SOS panel breaks down why funnel reviews often fail, how sales leaders unintentionally turn coaching sessions into reporting sessions, and what effective pipeline reviews should actually accomplish. Most sales reps hate pipeline reviews. Instead of feeling supported, they leave feeling criticized, interrogated, and micromanaged. In this episode, the Sales SOS panel breaks down why funnel reviews often fail, how sales leaders unintentionally turn coaching sessions into reporting sessions, and what effective pipeline reviews should actually accomplish.

Topics covered:

Why most salespeople hate funnel reviews and pipeline meetings
The difference between supporting sales reps and micromanaging them
Why pipeline reviews should never feel like punishment
How sales leaders accidentally turn coaching into interrogation
The importance of asking better questions during funnel reviews
Why pipeline reviews should focus on momentum, not reporting
How to use funnel reviews to uncover blind spots in deals
The role of discovery throughout the entire sales process
Why funnel reviews should happen one-on-one instead of in group settings
The problem with making sales teams sit through other reps’ deal reviews
How accountability improves funnel review quality
Why managers need to prepare before pipeline review meetings
How poor CRM hygiene ruins funnel reviews
The importance of keeping CRM data updated before meetings
Why sales reps need coaching instead of criticism
How collaborative sales leadership improves team performance
The impact of leadership tone and communication style during reviews
Why sales reps should leave funnel reviews with clarity and action items
The role of optimism and blind spots in sales forecasting
How sales leaders can help reps identify stalled deals
Why sales managers should ask “What could go wrong?”
The importance of identifying risks and buying committee dynamics

Key questions answered:

How do I run an effective sales funnel review?
Why do sales reps hate pipeline reviews?
What’s the difference between coaching and micromanaging in sales?
How do I make pipeline reviews more productive?
What questions should managers ask during funnel reviews?
How do I hold sales reps accountable without creating tension?
Why are funnel reviews often a waste of time?
How can sales leaders improve forecasting conversations?
What should sales managers focus on during one-on-ones?
How do I help sales reps move deals forward?
Why should funnel reviews be one-on-one meetings?
How often should pipeline reviews happen?
What causes pipeline review meetings to fail?
How do I stop funnel reviews from feeling negative?
How can managers help sales reps identify risks earlier?
Why is CRM accuracy important before pipeline reviews?

Learn how to transform funnel reviews from stressful reporting sessions into collaborative coaching conversations that improve pipeline health, forecasting accuracy, and sales team performance without creating fear, frustration, or micromanagement.

]]> Wed, 13 May 2026 18:54:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1249 Most sales reps hate pipeline reviews. Instead of feeling supported, they leave feeling criticized, interrogated, and micromanaged. In this episode, the Sales SOS panel breaks down why funnel reviews often fail, how sales leaders unintentionally turn coaching sessions into reporting sessions, and what effective pipeline reviews should actually accomplish. Most sales reps hate pipeline reviews. Instead of feeling supported, they leave feeling criticized, interrogated, and micromanaged. In this episode, the Sales SOS panel breaks down why funnel reviews often fail, how sales leaders unintentionally turn coaching sessions into reporting sessions, and what effective pipeline reviews should actually accomplish. No No Ep.98 Why Am I Constantly Surprised by What's Happening in Sales https://podcasts.castplus.fm/e/vnw49678-ep-98-why-am-i-constantly-surprised-by-what-s-happening-in-sales Ep.98 Why Am I Constantly Surprised by What's Happening in Sales 98 No No 81x7rpq0 Sales leaders rely on forecasts to make hiring decisions, allocate resources, manage inventory, and plan growth, yet most companies still struggle to predict revenue accurately. In this episode, the Sales SOS panel breaks down why sales forecasts are consistently wrong, why pipeline surprises happen so often, and how poor discovery, weak qualification, and leadership behaviors create unreliable revenue predictions. Topics covered:

Why most companies struggle to forecast revenue accurately
The difference between forecasting and guessing
How unrealistic executive goals distort sales forecasting
Why historical sales data no longer predicts future performance
The dangers of forecasting based on pressure instead of reality
How complex B2B buying decisions create forecasting surprises
Why single-threaded selling leads to inaccurate forecasts
The importance of multi-threading sales relationships
How weak discovery creates pipeline uncertainty
Why discovery should happen throughout the entire sales process
The limitations of traditional BANT qualification methods
How modern discovery frameworks focus on customer challenges and risk
Why sales teams miss critical buying committee dynamics
The role of buyer behavior in unpredictable deal outcomes
How leadership pressures sales reps into inaccurate forecasting
The impact of discounting and quarter-end pressure on pipeline health
Why verbal commitments often fail in sales forecasting
How stalled deals differ from active opportunities
The importance of identifying deal movement versus deal stagnation
Why next steps matter more than optimistic close dates
How poor pipeline management creates forecasting chaos
The connection between pipeline reviews and forecast accuracy
Why CRM stages alone do not tell the full story
How leaders unintentionally create bad forecasting habits
The importance of curiosity and continuous discovery in sales
How sales managers can ask better pipeline questions
Why forcing deals through the pipeline damages trust and results
The relationship between leadership behavior and forecast reliability
How to create more predictable sales outcomes without micromanaging

Key questions answered:

Why are sales forecasts so inaccurate?
How can sales leaders improve forecast accuracy?
What causes pipeline surprises in sales?
Why do deals suddenly stall or disappear?
What is multi-threading in sales?
Why is discovery important throughout the sales cycle?
How do buying committees affect forecasting?
What makes B2B sales forecasting difficult?
Why do verbal commitments fail in sales?
How should sales teams manage next steps?
What are the biggest forecasting mistakes sales leaders make?
How do unrealistic revenue goals hurt forecasting?
What causes inaccurate pipeline reviews?
How do leadership behaviors impact sales forecasting?
Why do sales reps overestimate deal timing?
How can sales managers ask better forecast questions?
What role does CRM data play in forecast accuracy?
How do you identify stalled deals?
Why does single-threaded selling create risk?
How can companies create more predictable revenue?

Learn how to improve forecasting accuracy by strengthening discovery, building better buyer relationships, asking smarter pipeline questions, and creating sales processes that reflect how modern buying decisions actually happen.

]]> Wed, 13 May 2026 18:46:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1274 Sales leaders rely on forecasts to make hiring decisions, allocate resources, manage inventory, and plan growth, yet most companies still struggle to predict revenue accurately. In this episode, the Sales SOS panel breaks down why sales forecasts are consistently wrong, why pipeline surprises happen so often, and how poor discovery, weak qualification, and leadership behaviors create unreliable revenue predictions. Sales leaders rely on forecasts to make hiring decisions, allocate resources, manage inventory, and plan growth, yet most companies still struggle to predict revenue accurately. In this episode, the Sales SOS panel breaks down why sales forecasts are consistently wrong, why pipeline surprises happen so often, and how poor discovery, weak qualification, and leadership behaviors create unreliable revenue predictions. No No Ep.97 Why Won't My Sales Reps Keep the CRM Updated? https://podcasts.castplus.fm/e/5nzxv4kn-ep-97-why-won-t-my-sales-reps-keep-the-crm-updated Ep.97 Why Won't My Sales Reps Keep the CRM Updated? 97 No No 80z796x1 Sales leaders want visibility, accountability, and accurate forecasting. But too often, that turns into constant check-ins, CRM policing, and frustrating pipeline reviews. In this episode, the Sales SOS panel breaks down why micromanagement happens, why sales reps resist CRM updates, and how leaders can create accountability systems that actually support sales teams instead of slowing them down. How to Hold Sales Teams Accountable Without Micromanaging

Topics covered:

Why sales teams resist updating the CRM
How complicated CRM systems create friction and poor adoption
The difference between accountability and micromanagement
Why most CRMs are built for executives instead of sales reps
The problem with too many required CRM fields
How poor CRM design hurts sales productivity
Why sales reps avoid tools that don’t help them succeed
The impact of leadership behavior on CRM adoption
How outdated management practices create bad sales habits
Why managers waste pipeline reviews fixing bad data
The importance of designing systems around the seller journey
How AI and automation can reduce manual CRM work
Why sales teams need tools that work for them, not against them
The connection between process design and seller behavior
Understanding behavior change in sales management
Why salespeople need to understand the “why” behind CRM requirements
How leadership unintentionally trains bad CRM habits
Creating CRM workflows that support real sales cycles
The importance of simplifying data entry and reporting
Why sales leaders should regularly audit their CRM systems
How to remove unnecessary friction from the sales process
Supporting sales reps instead of policing them
Why technology should serve humans, not the other way around
The role of sales leadership in removing obstacles to selling
How to create accountability without damaging trust and morale

Key questions answered:

How do I hold sales reps accountable without micromanaging?
Why won’t my sales team update the CRM?
How can I improve CRM adoption?
What causes micromanagement in sales organizations?
How do I make pipeline reviews more effective?
Why do sales reps hate CRM systems?
What information should sales teams actually track?
How do I simplify my CRM process?
How can AI improve CRM usage?
What’s the difference between accountability and micromanagement?
How do I design a CRM that sales reps will actually use?
Why are sales teams resistant to process changes?
How do I reduce friction in the sales process?
What should sales managers focus on during coaching?
How can leadership improve sales team performance?
Why do CRM systems become overly complicated over time?
How do I create better sales workflows?
What role does leadership play in seller productivity?

Learn how to stop managing sales teams through pressure and policing, and start building systems, processes, and leadership habits that help salespeople succeed naturally.

]]> Wed, 13 May 2026 18:40:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1668 Sales leaders want visibility, accountability, and accurate forecasting. But too often, that turns into constant check-ins, CRM policing, and frustrating pipeline reviews. In this episode, the Sales SOS panel breaks down why micromanagement happens, why sales reps resist CRM updates, and how leaders can create accountability systems that actually support sales teams instead of slowing them down. Sales leaders want visibility, accountability, and accurate forecasting. But too often, that turns into constant check-ins, CRM policing, and frustrating pipeline reviews. In this episode, the Sales SOS panel breaks down why micromanagement happens, why sales reps resist CRM updates, and how leaders can create accountability systems that actually support sales teams instead of slowing them down. No No Ep.96 Why Trade Show Leads Take So Much Longer to Close Now https://podcasts.castplus.fm/e/18pv0z78-ep-96-why-trade-show-leads-take-so-much-longer-to-close-now Ep.96 Why Trade Show Leads Take So Much Longer to Close Now 96 No No z1r3qm40 Trade shows used to be reliable lead-generation machines. You’d show up, collect business cards, follow up, and close deals. But buyers have changed, and most companies haven’t adjusted their trade show strategy to match. In this episode, the Sales SOS panel breaks down why trade shows aren’t converting like they used to and what companies need to do differently to make events profitable again. Why Trade Shows Aren’t Delivering Results Anymore

Trade shows used to be reliable lead-generation machines. You’d show up, collect business cards, follow up, and close deals. But buyers have changed, and most companies haven’t adjusted their trade show strategy to match. In this episode, the Sales SOS panel breaks down why trade shows aren’t converting like they used to and what companies need to do differently to make events profitable again.

Topics covered:

Why trade shows are no longer “discovery events”
The shift from random booth traffic to pre-booked meetings
Why buyers research vendors before attending conferences
The problem with relying on booth swag and business card drops
How to use LinkedIn and social media before events to book meetings
Creating pre-conference outreach campaigns to drive booth traffic
Why your booth strategy is not your sales strategy
Using QR codes and digital content hubs instead of printed flyers
How to track attendee engagement with digital resources
Building automated post-event follow-up workflows
Why most companies fail at conference follow-up
How to identify the few high-value leads that actually matter
The importance of before, during, and after event planning
Choosing the right trade shows instead of attending everything
Tailoring messaging for different audiences at different events
Why companies should stop “chasing” leads after conferences
Using conferences to create future marketing content
How to turn conference conversations into webinars, articles, and campaigns
Why vendors need to become part of the event experience
Hosting dinners, podcasts, workshops, and side events at conferences
How speaking opportunities dramatically increase visibility
Why customer-led presentations outperform company pitches
Integrating sales, marketing, and event strategy together
Balancing trade show execution with sales team capacity

Key questions answered:

Why aren’t trade show leads converting anymore?
How do I get better ROI from conferences and trade shows?
What should sales teams do before a trade show?
How far in advance should I start conference outreach?
How do I follow up after a conference effectively?
What’s the best way to collect leads at events?
Should companies still print brochures and flyers?
How do I stand out at crowded trade shows?
What makes a trade show strategy successful today?
How do I get meetings booked before an event?
How can I use LinkedIn for conferences and trade shows?
What should happen after a trade show ends?
How do I turn conference attendees into real opportunities?
How do I become more than “just another vendor” at events?
Should companies sponsor speaking sessions at conferences?
How can I create content from conference conversations?
How do I know if a trade show is worth attending?

Learn how to stop treating trade shows like passive lead collection events and start using them as strategic relationship-building opportunities that create real pipeline and long-term revenue growth.

]]> Wed, 13 May 2026 18:35:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1648 Trade shows used to be reliable lead-generation machines. You’d show up, collect business cards, follow up, and close deals. But buyers have changed, and most companies haven’t adjusted their trade show strategy to match. In this episode, the Sales SOS panel breaks down why trade shows aren’t converting like they used to and what companies need to do differently to make events profitable again. Trade shows used to be reliable lead-generation machines. You’d show up, collect business cards, follow up, and close deals. But buyers have changed, and most companies haven’t adjusted their trade show strategy to match. In this episode, the Sales SOS panel breaks down why trade shows aren’t converting like they used to and what companies need to do differently to make events profitable again. No No Ep.95 Why Aren't Our Channel Partners Delivering Like They Used To https://podcasts.castplus.fm/e/r87yjqy8-ep-95-why-aren-t-our-channel-partners-delivering-like-they-used-to Ep.95 Why Aren't Our Channel Partners Delivering Like They Used To 95 No No k08m6xm1 Your channel partners used to be a predictable source of revenue. Referrals came in consistently, deals moved faster, and partnerships felt automatic. Now? Revenue is less predictable, channel engagement is weaker, and partners are prioritizing someone else. Topics covered:

Why “if you know, you know” industries are disappearing
How AI and buyer research are reducing dependence on channel partners
Why channel partners no longer work for you — you work with them
The shift from transactional channel relationships to strategic partnerships
How to make your company easier for channel partners to sell
Why channel partners follow momentum, visibility, and market demand
Modernizing channel programs with training and enablement
Using LinkedIn connections strategically to support channel growth
How to co-market and co-sell with channel partners
Why customer experience impacts channel partner loyalty
The importance of creating sales enablement tools for channel partners
Strategic ways to categorize and prioritize channel relationships
Why commission alone is no longer enough to keep channel partners engaged
How to create mutual value instead of one-sided referral expectations
Building channel partner loyalty through support, education, and collaboration
Why companies need a proactive channel strategy instead of reactive relationship management

Key questions answered:

Why are my channel partners sending fewer deals?
Why don’t channel sales work like they used to?
How has AI changed channel partner relationships?
What do channel partners want from vendors today?
How do I improve channel partner performance?
How do I make channel partners prioritize my company?
What makes a strong channel partnership?
How do I support channel partners without a huge budget?
Should I compete directly with my channel partners?
How do I modernize my channel sales strategy?
What sales enablement materials should I provide channel partners?
How do I create momentum that channel partners want to join?
Why is customer experience important for channel sales?
How do I identify which channel partners are worth investing in?

Learn how to stop treating channel partnerships as passive revenue streams and start building strategic relationships that drive long-term growth.

]]> Wed, 13 May 2026 18:31:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1313 Your channel partners used to be a predictable source of revenue. Referrals came in consistently, deals moved faster, and partnerships felt automatic. Now? Revenue is less predictable, channel engagement is weaker, and partners are prioritizing someone else. Your channel partners used to be a predictable source of revenue. Referrals came in consistently, deals moved faster, and partnerships felt automatic. Now? Revenue is less predictable, channel engagement is weaker, and partners are prioritizing someone else. No No Ep.94 Why Is Prospecting So Much Harder Than It Used to Be https://podcasts.castplus.fm/e/4n9240x8-ep-94-why-is-prospecting-so-much-harder-than-it-used-to-be Ep.94 Why Is Prospecting So Much Harder Than It Used to Be 94 No No v07vn4z1 Learn how to adapt your prospecting strategy for today’s buyer-driven market, build trust before outreach, and create messaging that actually earns attention. Why Prospecting Isn’t Working Anymore

Cold calls get ignored. Emails go unread. LinkedIn inboxes are flooded. In this episode, the Sales SOS crew breaks down why prospecting has become dramatically harder, and what modern sales teams need to change to earn buyer attention and build pipeline today.

Topics covered:

Why buyers are overwhelmed with outreach and ignoring generic sales messages
How AI is changing buyer behavior and increasing skepticism
The problem with “connect and pitch” prospecting strategies
Why trust must be earned before a sales conversation happens
The shift from seller-driven sales to buyer-driven buying
Why visibility before outreach matters more than ever
How buyers use AI tools to research vendors and generate objections
The AWARE messaging framework for modern prospecting
Why generic messaging fails in complex B2B sales
How different stakeholders require different messaging
Building target personas and ideal customer profiles (ICP)
Why prospecting requires company-wide alignment, not just sales effort
The importance of externalizing expertise through content and visibility
Why referral programs still outperform most outbound prospecting tactics
How to ask for referrals more effectively using LinkedIn and ICP-based targeting
Why prospecting strategies need regular updates as markets and buyers evolve

Key questions answered:

Why is prospecting harder than it used to be?
Why aren’t buyers responding to cold outreach anymore?
How has AI changed sales prospecting?
What makes modern buyers trust salespeople?
How do I stand out in a crowded inbox?
What is the AWARE messaging framework?
Why do different buyers need different messaging?
How do I identify the right stakeholders in a buying committee?
What is an ideal customer profile (ICP)?
How often should target personas be updated?
How do referrals improve prospecting success?
What role does marketing play in modern prospecting?
How do I make sure AI tools can find my company?

]]> Wed, 13 May 2026 18:25:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1594 Learn how to adapt your prospecting strategy for today’s buyer-driven market, build trust before outreach, and create messaging that actually earns attention. Learn how to adapt your prospecting strategy for today’s buyer-driven market, build trust before outreach, and create messaging that actually earns attention. No No Ep.93 Why Are We Losing Clients We've Had for Years? https://podcasts.castplus.fm/e/r8km3zr8-ep-93-why-are-we-losing-clients-we-ve-had-for-years Ep.93 Why Are We Losing Clients We've Had for Years? 93 No No 71w782n1 What to Do When Long-Term Clients Start Leaving. Learn how to strengthen client relationships, modernize your customer experience, and protect your business from losing the accounts you depend on most. You’ve had the relationship for years. The client trusted you, renewed consistently, and felt untouchable. Then suddenly they start buying less, exploring competitors, or disappear entirely. In this episode, the Sales SOS panel breaks down why long-term customers leave and what sales teams need to do to protect critical accounts before it’s too late.

Topics covered:

• Why relying on one champion inside an account is dangerous
• The importance of multi-threading relationships across organizations
• How executive turnover impacts long-term client retention
• Why customers have more visibility into competitors than ever before
• The difference between being a vendor, operational partner, and strategic partner
• How companies drift from strategic relationships into reactive order-taking
• Why customer experience expectations have fundamentally changed
• The danger of becoming complacent with existing accounts
• How poor digital experiences push customers away
• Why companies lose clients when they fail to evolve with the market
• How AI and automation are changing buyer expectations
• Why businesses must externalize improvements and innovations to the market
• The impact of economic pressure, tariffs, and rising costs on customer decisions
• Why clients cut “non-essential” vendors first during uncertain markets
• How competitors win business by positioning themselves as cost-saving alternatives
• Why understanding your customer’s customer is critical
• The importance of proactive account management instead of reactive selling
• How feedback loops from customers help companies stay ahead of market shifts
• Why many businesses overinvest in new customer experience while neglecting existing clients
• The concept of “experience drift” in long-term customer relationships
• How strategic account relationships create protection against pricing pressure
• Why businesses must continuously prove value, not assume loyalty

Key questions answered:

• Why am I losing clients I’ve had for years?
• How do I protect large accounts from competitors?
• What is multi-threading in sales?
• Why do customer relationships weaken over time?
• How can I become a strategic partner instead of just a vendor?
• How do I keep up with changing buyer expectations?
• Why are clients suddenly more price sensitive?
• How does AI impact customer experience expectations?
• What causes long-term customer attrition?
• How can I identify at-risk accounts early?
• Why is customer experience so important in B2B sales?
• How do leadership changes affect account retention?
• What should I do if one client represents too much revenue?
• How can I improve client retention during economic uncertainty?
• Why do companies lose customers even when they deliver good service?

]]> Wed, 13 May 2026 18:19:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1653 What to Do When Long-Term Clients Start Leaving. Learn how to strengthen client relationships, modernize your customer experience, and protect your business from losing the accounts you depend on most. What to Do When Long-Term Clients Start Leaving. Learn how to strengthen client relationships, modernize your customer experience, and protect your business from losing the accounts you depend on most. No No Ep.92 The AI Debate: Will Sales Processes Survive? https://podcasts.castplus.fm/e/xnympqqn-ep-92-the-ai-debate-will-sales-processes-survive Ep.92 The AI Debate: Will Sales Processes Survive? 92 No No l14nj881 AI is transforming sales, but does that mean sales processes and CRMs are becoming obsolete? In this episode, the Sales SOS panel explores how AI is reshaping sales workflows, CRM systems, buyer journeys, and forecasting, while explaining why process still matters more than ever. How AI Is Changing Sales Process and CRM Systems

Topics covered:

Whether AI will replace CRM systems
Why CRMs are still essential as business databases
The biggest frustrations sales teams have with CRM software
How AI can reduce manual CRM work for sales reps
Why sales process will not disappear, even with AI
The difference between AI automation and sales strategy
How founder-led companies are using AI in sales today
Why human involvement still matters in complex B2B sales
The emotional side of buying that AI cannot fully replace
How AI can improve research, messaging, proposals, and follow-up
Why documenting your sales process is critical before implementing AI
The importance of onboarding AI with clear workflows and data
How customers are already using AI during the buying process
The growing gap between AI expectations and reality
Using AI tools to improve sales rep productivity
How AI can support CRM automation and stage management
Why companies should take a crawl, walk, run approach to AI adoption
Balancing automation with customer experience
The role of risk management and compliance in AI implementation
Why AI should enhance the buyer journey instead of replacing it
The importance of maintaining strong human sales skills alongside AI tools
How sales teams can use AI without overcomplicating their workflow

Key questions answered:

Will AI replace CRMs?
Do companies still need a sales process with AI?
How can AI improve CRM systems?
What parts of sales can AI automate?
Why do sales reps hate CRM software?
Can AI replace salespeople?
How should companies implement AI in sales?
What is the best way to introduce AI into a sales organization?
Why is documenting your sales process important for AI?
How are customers already using AI during the buying process?
What are the risks of relying too heavily on AI in sales?
How can AI help with sales coaching and forecasting?
What sales tasks should remain human-driven?
How do I prepare my sales team for AI adoption?
What does a crawl, walk, run AI strategy look like?

Learn how to use AI as a tool to improve sales productivity, strengthen your CRM strategy, and create a better buying experience without losing the human side of selling.

]]> Wed, 13 May 2026 17:38:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1479 AI is transforming sales, but does that mean sales processes and CRMs are becoming obsolete? In this episode, the Sales SOS panel explores how AI is reshaping sales workflows, CRM systems, buyer journeys, and forecasting, while explaining why process still matters more than ever. AI is transforming sales, but does that mean sales processes and CRMs are becoming obsolete? In this episode, the Sales SOS panel explores how AI is reshaping sales workflows, CRM systems, buyer journeys, and forecasting, while explaining why process still matters more than ever. No No Ep. 91 - The Art of Sales Forecasting: Beyond the Guessing Game https://podcasts.castplus.fm/e/x814pv7n-ep-91-the-art-of-sales-forecasting-beyond-the-guessing-game Ep. 91 - The Art of Sales Forecasting: Beyond the Guessing Game 91 No No 713pl4y0 Every sales leader wants predictable revenue, but most companies are relying on guesswork instead of process. In this episode, the Sales SOS panel breaks down how sales process, CRM data, and forecasting work together to create more predictable outcomes and smarter planning. Topics covered:

Why sales process is essential for revenue predictability
How CRM data improves forecasting and planning
The importance of regular “start, stop, continue” sales reviews
Why predictability in sales is always dynamic, not fixed
How to identify what is actually working in your sales process
Using CRM data to improve the customer journey
The difference between forecasting and guessing
How to build measurable sales stages that improve visibility
Why historical sales patterns matter for forecasting
Understanding cyclical sales trends in B2B businesses
How conferences, holidays, and seasonal slowdowns affect pipeline activity
Why sales teams struggle with CRM adoption
Reducing CRM admin work with automation and AI tools
How AI can automatically capture sales activity and CRM notes
Why sales stage definitions need to be simple and measurable
The role of binary stage criteria in forecasting accuracy
How to improve communication across sales teams using standardized stages
Why overcomplicated sales processes hurt predictability
The connection between data quality and revenue forecasting

Key questions answered:

How do I make sales more predictable?
How does a sales process improve forecasting?
What data should I track in my CRM?
Why is my sales forecast inaccurate?
How do I create better sales stage definitions?
What makes a CRM useful for forecasting?
How do seasonal trends affect B2B sales forecasting?
How can AI help sales teams with CRM management?
Why do sales reps resist using CRM systems?
How often should sales leaders review their process?
What metrics actually improve forecast accuracy?
How do I reduce complexity in my sales process?
What role does historical sales data play in forecasting?
How can I automate CRM updates for sales reps?

Learn how to create a sales process that improves forecasting, reduces chaos, and helps your team make smarter revenue decisions with better data and clearer visibility.

]]> Wed, 13 May 2026 17:31:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 749 Every sales leader wants predictable revenue, but most companies are relying on guesswork instead of process. In this episode, the Sales SOS panel breaks down how sales process, CRM data, and forecasting work together to create more predictable outcomes and smarter planning. Every sales leader wants predictable revenue, but most companies are relying on guesswork instead of process. In this episode, the Sales SOS panel breaks down how sales process, CRM data, and forecasting work together to create more predictable outcomes and smarter planning. No No Ep.90 Sales Alignment: Cutting Through Complexity https://podcasts.castplus.fm/e/vn55364n-ep-90-sales-alignment-cutting-through-complexity Ep.90 Sales Alignment: Cutting Through Complexity 90 No No 80qqmvx0 Learn how to build a CRM and sales process that improves visibility, reduces friction, supports forecasting, and helps sales teams focus on selling instead of admin work. Most CRM problems are not actually CRM problems. They are sales process problems. In this episode, the Sales SOS crew breaks down how to build a CRM that supports your sales team instead of slowing them down.

Topics covered:

Why your sales process should be designed before your CRM setup
The difference between simple sales processes and complex enterprise sales
How to map measurable sales stages inside your CRM
Why activities like demos should not always be treated as pipeline stages
Building CRM stages around buyer progression instead of admin tasks
How LinkedIn prospecting activity can align with CRM workflows
The importance of defining “next steps” at every stage
Why too many CRM stages create pipeline confusion
The problem with proposal-heavy pipelines that never close
How CRM data supports forecasting, hiring, and coaching
Why sales reps resent CRMs that create unnecessary admin work
Using automation and AI to reduce manual CRM updates
The “if it’s not in the CRM, it didn’t happen” mindset
Separating sales process design from database management
Why capturing more data is not always better
How to decide what data actually belongs in your CRM
The risks of bad AI-generated CRM data
Why CRM systems should measure momentum, not just past activity
How CRM visibility helps managers identify pipeline bottlenecks
The role of AI agents and automation inside modern sales workflows
Why every CRM setup should prioritize salesperson usability

Key questions answered:

How do I align my CRM with my sales process?
What should be tracked as a CRM stage?
Why is my pipeline full but not closing?
Should demos be considered sales stages?
How many CRM stages should I have?
What is the difference between a simple and complex sales process?
Why do sales reps hate using CRMs?
How can AI improve CRM workflows?
What data should I collect in my CRM?
How do I reduce CRM admin work for sales reps?
Why is my sales forecasting inaccurate?
How do I know if my CRM setup is wrong?
Should AI agents replace human sales reps?
How can CRM data help sales managers coach teams better?

]]> Wed, 13 May 2026 17:25:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1077 Learn how to build a CRM and sales process that improves visibility, reduces friction, supports forecasting, and helps sales teams focus on selling instead of admin work. Learn how to build a CRM and sales process that improves visibility, reduces friction, supports forecasting, and helps sales teams focus on selling instead of admin work. No No Ep.89 Why Your B2B Sales Process Isn’t Working: From Prospecting to Closing. https://podcasts.castplus.fm/e/2nx07j4n-ep-89-why-your-b2b-sales-process-isn-t-working-from-prospecting-to-closing Ep.89 Why Your B2B Sales Process Isn’t Working: From Prospecting to Closing. 89 No No 61m6npr0 Learn how to build a sales process that aligns with both buyer behavior and seller execution, identify where deals break down, and create flexible systems that support predictable revenue growth instead of forcing buyers through outdated workflows. A broken sales process doesn’t always mean your sales team is failing. In this episode, the Sales SOS crew breaks down what a repeatable B2B sales process actually looks like, why many companies misunderstand the purpose of sales process design, and how rigid, outdated workflows create friction for both buyers and sellers.

Topics covered:

What a repeatable B2B sales process actually means
How sales processes connect customer problems to business solutions
Why sales is about solving known and unknown problems
The difference between a sales process and a sales methodology
Why successful sales processes rely on consistent, repeatable steps
The importance of sequencing and timing inside a sales workflow
How sales processes resemble recipes with required and flexible components
Why skipping critical steps can completely break a sales process
Which parts of a sales process require structure versus personalization
Why sales processes should be as structured as necessary, but not overly rigid
How buyer behavior impacts the effectiveness of sales processes
Why sales reps often push buyers into the wrong stage too early
The disconnect between how companies want to sell and how buyers want to buy
Why demos fail when buyers are not ready for them
How to audit a broken sales process to identify bottlenecks and friction points
Common signs that a sales process is failing or getting stuck
Why deals stall in the middle of the sales cycle
The role of sales stages, conversions, and progression metrics
Understanding MQLs, SQLs, discovery, demos, proposals, and pipeline flow
How long sales cycles can signal process breakdowns
Why sales process failures can come from systems, behavior, incentives, or accountability
The importance of aligning CRM systems with the actual sales process
Why sales processes are rarely fully linear in modern B2B selling
How buyer journeys frequently move in unpredictable directions
Why flexible sales processes outperform rigid “one-path” workflows
The importance of buyer mapping and identifying all stakeholders involved in a deal
How internal sales collaboration impacts demos and buying conversations
Why companies need clear KPIs and success definitions at every stage of the process
The role of tools, systems, and tech stacks in supporting sales execution

Key questions answered:

What is a repeatable B2B sales process?
Why isn’t my sales process working?
How do you identify where a sales process is broken?
What causes deals to stall in the middle of the pipeline?
Why do buyers and sellers often misalign during the sales cycle?
How rigid should a sales process be?
What steps are essential in a sales process?
How do CRM systems affect sales process execution?
What’s the difference between MQLs and SQLs?
Why do some sales processes fail even when reps follow them correctly?
How do buyer journeys impact sales process design?
Why is flexibility important in B2B sales?
How should sales and marketing work together in the sales process?

]]> Wed, 13 May 2026 17:09:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1044 Learn how to build a sales process that aligns with both buyer behavior and seller execution, identify where deals break down, and create flexible systems that support predictable revenue growth instead of forcing buyers through outdated workflows. Learn how to build a sales process that aligns with both buyer behavior and seller execution, identify where deals break down, and create flexible systems that support predictable revenue growth instead of forcing buyers through outdated workflows. No No Ep.88 Ditch the Excuses: The Path to Sales Accountability https://podcasts.castplus.fm/e/2n616jz8-ep-88-ditch-the-excuses-the-path-to-sales-accountability Ep.88 Ditch the Excuses: The Path to Sales Accountability 88 No No j0229480 Learn how to create accountability systems that actually drive performance by combining clear strategy, individualized motivation, coaching, communication, and leadership support instead of relying solely on pressure and activity tracking. Most sales leaders think accountability means tracking activity, enforcing KPIs, and pushing reps harder. But in this episode, the Sales SOS crew breaks down why accountability only works when salespeople actually buy into the goals, understand the strategy behind them, and have the support they need to succeed.

Topics covered:

Why accountability should be collaborative, not punitive
The difference between managers holding reps accountable vs. reps holding themselves accountable
Why salespeople need to agree to goals and expectations before accountability works
How personalized success drivers improve sales performance
Why forcing every rep into the same sales process creates resistance
The problem with measuring sales teams only through activity metrics
How different reps succeed through different strengths, channels, and workflows
Why motivation must connect to personal goals, not just company quotas
How career ambitions and personal goals impact sales performance
Why “a number is not a strategy” in sales leadership
The importance of territory plans, roadmaps, and clear execution strategies
How lack of planning leads reps into reactive, unproductive workdays
Why execution without strategy creates chaos instead of results
How to create accountability through goals, actions, metrics, and execution plans
Using short-term sales sprints to evaluate progress and performance
How to identify whether poor results come from effort, timing, or broken strategy
Why sales leaders need to help reps adjust plans when results stall
How KPIs should connect directly to strategic goals

Key questions answered:

How do you hold sales teams accountable effectively?
Why do sales reps resist accountability systems?
What motivates salespeople to stay accountable?
How do personalized sales strategies improve performance?
Why doesn’t more activity always lead to better sales results?
What role do territory plans play in accountability?
How do sales leaders create better execution strategies?
What should sales managers measure besides activity metrics?
How do you know if a sales strategy is actually working?
What should leaders do when reps fall behind target?
How can sales leaders build stronger alignment within teams?
Why does transparency matter in sales culture?
How do bad internal systems hurt sales performance?
What role does leadership accountability play in team performance?
How do you create a sales culture focused on clarity and ownership?
Why do sales organizations struggle with communication and alignment?
How can leaders remove friction that slows down sales teams?

]]> Mon, 11 May 2026 16:47:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1250 Learn how to create accountability systems that actually drive performance by combining clear strategy, individualized motivation, coaching, communication, and leadership support instead of relying solely on pressure and activity tracking. Learn how to create accountability systems that actually drive performance by combining clear strategy, individualized motivation, coaching, communication, and leadership support instead of relying solely on pressure and activity tracking. No No Ep.87 From Panic to Progress: Accurate Sales Tracking Tips https://podcasts.castplus.fm/e/1n3m2lyn-ep-87-from-panic-to-progress-accurate-sales-tracking-tips Ep.87 From Panic to Progress: Accurate Sales Tracking Tips 87 No No m1j2j5y1 Learn how to track the right sales indicators, improve forecasting visibility, and identify problems early enough to make adjustments before missed revenue targets impact the business. How to Measure Sales Progress Before It’s Too Late

If you wait until the end of the quarter to realize your team is off track, it’s already too late to fix the problem. In this episode, the Sales SOS crew breaks down how sales leaders should measure progress toward revenue goals, which KPIs actually matter, and how to identify problems early enough to make meaningful adjustments.

Topics covered:

Why tracking sales progress requires more than looking at closed revenue
The difference between useful KPIs and “busy work” metrics
How to use KPIs for coaching, not just reporting
Why sales leaders should keep performance metrics simple and actionable
Understanding leading, lagging, and conversion indicators
How sales and marketing KPIs impact each other differently
Why accurate sales cycle data matters for forecasting
The importance of understanding the true length of your sales cycle
How to identify stalled momentum inside the pipeline
What to do when your team falls behind target mid-year
Why reforecasting is critical when revenue goals are at risk
The role of communication and alignment during forecasting challenges
How leadership assumptions can create unrealistic expectations for sales teams
Why sales problems are not always caused by salespeople
The impact of product issues, market changes, and operational problems on revenue performance
How collective ownership improves sales execution across departments
Questions leaders should ask to uncover what’s actually happening inside the business
Why outdated and manipulative sales tactics fail long-term
How AI and easy access to information are changing modern sales
Why trust, expertise, and customer experience matter more than gatekeeping information
The problem with old-school qualification frameworks like BANT in modern selling
How free education and content can strengthen credibility with buyers
Why long-term relationships outperform aggressive closing tactics

Key questions answered:

How do I know if my sales team is on track to hit goal?
What KPIs should sales leaders actually measure?
What’s the difference between leading and lagging indicators?
How can I identify sales problems early?
What should happen if we’re behind target halfway through the year?
How do I know if my sales forecast is realistic?
Why do sales forecasts fail?
How long is my real sales cycle?
How should leaders coach using KPIs?
Why do pipeline deals lose momentum?
Are sales problems always caused by the sales team?
How is AI changing the way buyers purchase?
Why don’t manipulative sales tactics work long term?
What role does trust play in modern sales?
How can leaders improve accountability and forecasting accuracy?

]]> Mon, 11 May 2026 16:43:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1460 Learn how to track the right sales indicators, improve forecasting visibility, and identify problems early enough to make adjustments before missed revenue targets impact the business. Learn how to track the right sales indicators, improve forecasting visibility, and identify problems early enough to make adjustments before missed revenue targets impact the business. No No Ep.86 Mastering the Metrics: Essential Steps to Hit Your Sales Target https://podcasts.castplus.fm/e/6nrrxzyn-ep-86-mastering-the-metrics-essential-steps-to-hit-your-sales-target Ep.86 Mastering the Metrics: Essential Steps to Hit Your Sales Target 86 No No 815624p0 Learn how to break down sales goals into realistic actions, improve team productivity, and build a sales process that’s based on data, strategy, and real-world execution instead of assumptions. Setting a revenue target is one thing, actually hitting it is another. In this episode, the Sales SOS crew breaks down the real math behind sales performance, what leaders misunderstand about sales activity, and how to determine whether your team can realistically achieve the goals you’ve set.

Topics covered:

How to translate a sales goal into measurable sales behavior
Why understanding your personal sales numbers matters more than company averages
How many conversations and interactions it actually takes to create opportunities
The importance of identifying your ideal customer profile
Why activity alone doesn’t guarantee results
How referrals can outperform cold outreach in B2B sales
The role of white space awareness and cross-selling in revenue growth
Why sales leaders need to understand the true length of the sales cycle
The difference between proposal timelines and actual sales cycles
How to evaluate whether your pipeline is strong enough to hit future targets
Why CRM data and sales stage tracking matter for forecasting
Understanding why customers buy, beyond price
How top sales reps succeed differently from the rest of the team
Why sales performance metrics should be individualized by rep
The problem with overloaded sales teams and constant internal distractions
How unnecessary meetings and reporting hurt sales productivity
Why pipeline review meetings often fail to help sales reps close deals
What effective sales coaching conversations should actually sound like
The importance of asking better questions instead of micromanaging sellers
How leadership assumptions about sales activity create unrealistic expectations
Why supporting sales growth requires more than simply raising quotas
The connection between economic conditions, industry trends, and sales outcomes

Key questions answered:

What does it actually take to hit a sales goal?
How do I calculate the activity needed to close deals?
Why isn’t more sales activity producing better results?
How many conversations does it take to generate opportunities?
What’s the difference between a proposal timeline and a sales cycle?
How do I know if my pipeline is strong enough?
Why do some sales reps outperform others?
How can leaders better support sales teams?
What should happen in a pipeline review meeting?
Why are sales teams overwhelmed and distracted?
How do referrals impact B2B sales growth?
What metrics should sales leaders actually track?
How do I know if a sales goal is realistic for one rep?
Why do leaders misunderstand sales productivity?
How can I improve forecasting and sales execution?

]]> Mon, 11 May 2026 16:36:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1680 Learn how to break down sales goals into realistic actions, improve team productivity, and build a sales process that’s based on data, strategy, and real-world execution instead of assumptions. Learn how to break down sales goals into realistic actions, improve team productivity, and build a sales process that’s based on data, strategy, and real-world execution instead of assumptions. No No Ep.85 Reality Check: 2026 Sales Goals https://podcasts.castplus.fm/e/1820l7v8-ep-85-reality-check-2026-sales-goals Ep.85 Reality Check: 2026 Sales Goals 85 No No 209qknw0 Learn how to evaluate whether your sales targets are grounded in reality, improve forecasting accuracy, and build a sales strategy based on data instead of wishful thinking. Why Your Sales Team Isn’t Hitting Revenue Goals

You’re investing heavily in sales, adding activity metrics, increasing quotas, and expecting growth, but the results still aren’t there. In this episode, the Sales SOS crew breaks down why most sales goals fail before the year even begins and what leaders need to evaluate before setting aggressive revenue targets.

Topics covered:

Why most sales goals are based on arbitrary growth assumptions
The difference between a sales goal and a sales forecast
How unrealistic KPIs create misalignment between activity and revenue
Why “more activity” doesn’t always lead to more sales
How to use historical performance to set realistic targets
The importance of white space mapping inside existing accounts
Identifying missing stakeholders and untapped opportunities within customers
How LinkedIn can support account mapping and multi-threaded relationships
Why CRM accuracy directly impacts forecasting reliability
The danger of relying on top-performing outlier reps to carry the business
How economic conditions and market shifts affect revenue planning
Why sales leaders must evaluate pipeline quality, not just quantity
The risks of discounting deals to artificially hit end-of-quarter numbers
How bad forecasting impacts hiring, operations, and company-wide planning
Why referrals and trust-based selling may matter more than outbound noise in 2026
The problem with measuring sales teams only by activity metrics
Why alignment, data quality, and strategy matter more than “doing more”

Key questions answered:

How do I know if my sales goal is realistic?
What’s the difference between a sales goal and a sales forecast?
Why isn’t my sales team hitting quota?
How do I build a more accurate sales forecast?
What role does CRM data play in forecasting?
Why do sales teams fail even when activity is high?
What is white space mapping in sales?
How do I identify growth opportunities inside existing accounts?
Why do companies overestimate sales growth potential?
How should economic conditions impact sales planning?
Why are referrals becoming more important in B2B sales?
What metrics should sales leaders actually focus on?
How do discounts hurt long-term customer trust?
Why do sales forecasts become unreliable?
How can leadership align revenue targets with actual sales capacity?

Learn how to evaluate whether your sales targets are grounded in reality, improve forecasting accuracy, and build a sales strategy based on data instead of wishful thinking.

]]> Mon, 11 May 2026 16:23:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1906 Learn how to evaluate whether your sales targets are grounded in reality, improve forecasting accuracy, and build a sales strategy based on data instead of wishful thinking. Learn how to evaluate whether your sales targets are grounded in reality, improve forecasting accuracy, and build a sales strategy based on data instead of wishful thinking. No No Ep.84 Sales and Marketing Alignment: How to Stop Fighting and Start Growing Together https://podcasts.castplus.fm/e/1npv0yqn-ep-84-sales-and-marketing-alignment-how-to-stop-fighting-and-start-growing-together Ep.84 Sales and Marketing Alignment: How to Stop Fighting and Start Growing Together 84 No No z0r3q681 Learn how to align sales and marketing teams through regular meetings, shared KPIs, common language, and content calendars—so you stop wasting leads and start growing revenue. How to Align Sales and Marketing Teams for Revenue Growth
Sales complains marketing sends bad leads. Marketing complains sales doesn't follow up. Both teams are frustrated. In this episode, the Sales SOS panel explains how to actually align sales and marketing to drive growth.

Topics covered:

Why sales and marketing need regular joint meetings (not just quarterly)
How to create feedback loops between sales and marketing teams
Aligning KPIs and compensation between sales and marketing
Why marketing needs to use sales conversation transcripts for content
The problem with outdated marketing KPIs (open rates, traffic, conversions)
How to educate sales teams on marketing intelligence and lead scoring
Creating common language across sales and marketing messaging
Account-based marketing vs. persona-based marketing for complex B2B sales
Why sales teams need quarterly content calendars from marketing
How to coordinate campaign timing with sales cycles
Getting sales reps to share marketing content on social media
The role of all departments (not just sales and marketing) in customer success
Why marketing should attend sales meetings and vice versa

Key questions answered:

How do I align sales and marketing teams?
Why aren't marketing leads converting?
How do I get sales to follow up on marketing leads?
What KPIs should marketing be measured on?
How do I create shared goals between sales and marketing?
Why doesn't sales share our marketing content?
How often should sales and marketing meet?
What should be included in sales and marketing alignment meetings?
How do I get marketing to create content sales can actually use?

Learn how to end the sales and marketing blame game and build alignment that actually drives revenue growth.

]]> Wed, 04 Feb 2026 17:41:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1293 Learn how to align sales and marketing teams through regular meetings, shared KPIs, common language, and content calendars—so you stop wasting leads and start growing revenue. Learn how to align sales and marketing teams through regular meetings, shared KPIs, common language, and content calendars—so you stop wasting leads and start growing revenue. No No Ep.83 Customer Retention Strategies: How to Keep Customers and Grow Accounts https://podcasts.castplus.fm/e/rn7yjz1n-ep-83-customer-retention-strategies-how-to-keep-customers-and-grow-accounts Ep.83 Customer Retention Strategies: How to Keep Customers and Grow Accounts 83 No No k18m6vr0 Learn why 30% churn is killing your business, how to maintain strategic relationships after the sale, and why your sales team can't hand off customer relationships and walk away. How to Reduce Customer Churn and Grow Existing Accounts

Your sales team closes deals, hands them to customer success, and walks away. Then customers churn. In this episode, the Sales SOS panel explains why this model is broken and what to do instead.

Topics covered:

Why 30% customer churn rate is unsustainable for business growth
The problem with handing off customer relationships to customer success
How to maintain strategic relationships vs. becoming operational
Why sales reps should stay engaged with customers after the sale
Building deep relationships across the entire customer organization
The 15-minute monthly check-in strategy that prevents churn
How to expand accounts by solving additional customer problems
Turning customers into a community to increase loyalty
Why you need multiple relationships (not just one champion) at each account
Marketing to existing customers throughout the lifecycle
Quarterly business reviews: What to include beyond account updates
How to stay informed about what's happening in your customers' businesses
Why customer turnover means you need deeper organizational relationships

Key questions answered:

How do I reduce customer churn?
Should sales stay involved after the deal closes?
How do I grow existing accounts?
What's the role of sales in customer retention?
How many relationships should I have at each customer account?
How often should I meet with existing customers?
How do I prevent competitors from stealing my customers?
What should I include in quarterly business reviews?
How do I turn customers into advocates and a community?

Learn how to build a customer retention strategy that keeps accounts growing instead of losing 30% of your revenue every year to churn.

]]> Wed, 04 Feb 2026 17:22:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1178 Learn why 30% churn is killing your business, how to maintain strategic relationships after the sale, and why your sales team can't hand off customer relationships and walk away. Learn why 30% churn is killing your business, how to maintain strategic relationships after the sale, and why your sales team can't hand off customer relationships and walk away. No No Ep.82 How to Keep Sales Momentum: Stop Losing Deals to Ghosting and No Decision https://podcasts.castplus.fm/e/48924q7n-ep-82-how-to-keep-sales-momentum-stop-losing-deals-to-ghosting-and-no-decision Ep.82 How to Keep Sales Momentum: Stop Losing Deals to Ghosting and No Decision 82 No No v17vn760 Learn why prospects ghost you, how to keep deals moving forward with the CHIP framework, and why you can't manufacture urgency—you can only illuminate what matters. How to Maintain Sales Momentum and Stop Losing Deals

You had a great conversation with a prospect, then nothing. They ghosted. The deal lost momentum. In this episode, the Sales SOS panel explains how to keep sales momentum going and why "they ghosted me" really means "I lost momentum."

Topics covered:

What sales momentum means and why it's critical to closing deals
The CHIP framework: Challenge, History, Impact, Priority
How to identify what prospects have already tried (and why it didn't work)
Understanding the risk of inaction vs. the risk of making the wrong decision
Why prospects ghost: Bad sales experience kills momentum
How to map out next steps with multiple stakeholders
The problem with manufactured urgency and hard closing tactics
Why "no decision" is usually worse than any decision
How to re-engage prospects who've gone quiet
Using multiple touchpoints (LinkedIn, articles, posts) to maintain presence
The importance of customer experience throughout the sales process
Virtual selling best practices that maintain momentum
When and how to push without being pushy

Key questions answered:

Why do my prospects ghost me?
How do I keep deals moving forward?
What questions should I ask in discovery to maintain momentum?
How do I create urgency without being pushy?
Why do deals stall in my pipeline?
How do I re-engage a prospect who stopped responding?
What's the difference between real urgency and manufactured urgency?
How many stakeholders should be involved at each stage?
What kills sales momentum?

Learn how to maintain momentum throughout your sales process by understanding what drives buyer decisions and creating experiences that keep prospects engaged.

]]> Wed, 04 Feb 2026 17:00:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1803 Learn why prospects ghost you, how to keep deals moving forward with the CHIP framework, and why you can't manufacture urgency—you can only illuminate what matters. Learn why prospects ghost you, how to keep deals moving forward with the CHIP framework, and why you can't manufacture urgency—you can only illuminate what matters. No No Ep.81 How to Generate Leads in 2026: AI, Relationships, and Multi-Channel Strategy https://podcasts.castplus.fm/e/rnkm377n-ep-81-how-to-generate-leads-in-2026-ai-relationships-and-multi-channel-strategy Ep.81 How to Generate Leads in 2026: AI, Relationships, and Multi-Channel Strategy 81 No No 70w78660 Learn why traditional lead generation isn't working, how to use AI without losing the human touch, and which multi-channel strategies will actually generate pipeline in 2026. Lead Generation Strategies for 2026: What's Changing and What to Do About It
Traditional lead generation strategies are broken. Email open rates are down, single-channel strategies aren't working, and AI-generated outreach feels fake. In this episode, the Sales SOS panel reveals what's changing and how to generate leads in 2026.

Topics covered:

Why traditional lead generation strategies stopped working
How to use AI for lead generation without losing authenticity
The problem with engineered empathy vs. real relationship-building
LinkedIn lead generation: How to use first-degree connections strategically
Multi-channel marketing strategy: Why you need 10+ channels minimum
How Google search and AI discovery are changing buyer behavior
Creating demand vs. capturing demand in 2026
Partnership marketing and referral strategies that work
Using AI tools like ChatGPT and Gemini for prospect research
Why you can't rely on a single channel (search, social, email) anymore
Press releases, content distribution, and brand awareness strategies
How to optimize for AI recommendations (ChatGPT, Gemini, Perplexity)

Key questions answered:

How do I generate leads in 2026?
Why isn't my lead generation working anymore?
How should I use AI for prospecting and lead generation?
What's the best way to use LinkedIn for lead generation?
How many marketing channels do I need?
How do I get prospects to actually respond to outreach?
What's changing with Google search and AI discovery?
How do I create demand instead of just capturing it?
Should I use AI to write prospecting emails?

Learn how to generate consistent pipeline in 2026 by combining authentic relationships with smart AI use and multi-channel distribution.

]]> Wed, 04 Feb 2026 16:40:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1405 Learn why traditional lead generation isn't working, how to use AI without losing the human touch, and which multi-channel strategies will actually generate pipeline in 2026. Learn why traditional lead generation isn't working, how to use AI without losing the human touch, and which multi-channel strategies will actually generate pipeline in 2026. No No Ep.80 Sales and Marketing Alignment: How Marketing Helps Scale Your Sales Team https://podcasts.castplus.fm/e/x8ymplx8-ep-80-sales-and-marketing-alignment-how-marketing-helps-scale-your-sales-team Ep.80 Sales and Marketing Alignment: How Marketing Helps Scale Your Sales Team 80 No No l04njw30 Learn what marketing should actually do to help your sales team scale, which metrics matter, and why working from the bottom up beats driving leads into broken processes. How to Align Sales and Marketing When Scaling Your Organization

Scaling your sales team requires more than just hiring more reps, it requires marketing support that actually helps sales succeed. In this episode, the Sales SOS crew explains marketing's role in scaling sales and how to align both departments for growth.

Topics covered:

What marketing should do when you're scaling from 2 to 10+ salespeople
Sales and marketing alignment: How to work together instead of against each other
Marketing KPIs that actually matter: Total revenue, new customer acquisition, and NPS
Why most marketing metrics are misleading (and what to measure instead)
Creating brand consistency across your sales team
Understanding the buyer journey and where marketing should engage
Working from the bottom up: Why fixing sales enablement matters before driving leads
How to set shared goals between sales and marketing teams
The role of marketing in creating common language and messaging
Marketing as always-present throughout the customer journey

Key questions answered:

What should marketing do to help sales scale?
How do I align sales and marketing teams?
What marketing KPIs should I track?
Should marketing focus on generating leads or enabling sales?
How does marketing support a scaling sales organization?
What's the difference between marketing-led and sales-led growth?
How do I measure marketing success when scaling?
Why isn't marketing generating enough leads for my sales team?

Learn how to align sales and marketing to scale revenue predictably instead of creating departmental silos that slow growth.

]]> Wed, 04 Feb 2026 15:15:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1685 Learn what marketing should actually do to help your sales team scale, which metrics matter, and why working from the bottom up beats driving leads into broken processes. Learn what marketing should actually do to help your sales team scale, which metrics matter, and why working from the bottom up beats driving leads into broken processes. No No Ep.79 Sales Process vs Sales Playbook: How to Build Systems That Scale https://podcasts.castplus.fm/e/28x07y78-ep-79-sales-process-vs-sales-playbook-how-to-build-systems-that-scale Ep.79 Sales Process vs Sales Playbook: How to Build Systems That Scale 79 No No 60m6n9n1 Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences. Sales Process vs Sales Playbook: How to Build Systems That Scale

ONE-SENTENCE SUMMARY: Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences.

How to Create Sales Processes and Playbooks When Scaling Your Team

Scaling your sales team without clear processes creates chaos. In this episode, the Sales SOS panel explains how to build sales processes that create predictability, consistency, and better customer experiences.

Topics covered:

Sales process vs sales playbook: What's the difference and when do you need each?
How to define your sales process stages and get team alignment
Understanding the buyer journey vs the seller journey
When to review and update your sales processes
Why sales processes matter for revenue forecasting and predictability
Creating common language across your sales team
How to match your sales process to your customer's buying journey
The impact of inconsistent processes on your brand and customer experience
What processes you need before adding more salespeople
How often to update sales processes in fast-scaling organizations

Key questions answered:

What is a sales process?
What's the difference between a sales process and a sales playbook?
How often should I review my sales process?
When should I update my sales processes?
Why do I need a sales process to scale?
How do I create a repeatable sales process?
What happens if my sales team doesn't follow the same process?
How does my sales process affect customer experience?

Learn how to build sales processes that create consistency, predictability, and growth without creating chaos in your organization.

]]> Wed, 04 Feb 2026 02:00:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1617 Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences. Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences. No No Ep.78 How to Hire Salespeople When Scaling: From Generalist to Specialist Roles https://podcasts.castplus.fm/e/q80qlk6n-ep-78-how-to-hire-salespeople-when-scaling-from-generalist-to-specialist-roles Ep.78 How to Hire Salespeople When Scaling: From Generalist to Specialist Roles 78 No No p0kp29z1 Learn how to hire the right salespeople to scale your team by defining roles clearly, assessing actual skills not stories, and using a proven three-step interview process. How to Hire Salespeople for a Scaling Sales Team: Avoid Common Hiring Mistakes

Scaling your sales team requires more than posting job descriptions and hoping for the best. In this episode, the Sales SOS panel reveals how to hire salespeople who can actually do the job, not just talk about it.

Topics covered:

How to leverage existing relationships and referrals when scaling sales
Defining sales roles: Moving from generalist to specialist positions
Common sales hiring mistakes and how to avoid them
The three-step sales interview process: Questions, scenario assessment, and coaching response
How to assess actual sales skills vs. listening to success stories
Account management vs. sales roles: When to split these functions
Creating a sales hiring process that yields consistent results
Why top performers from big companies often fail at smaller companies
How to evaluate if candidates can prospect, not just manage existing accounts

Key questions answered:

How do I hire my first salesperson?
What should I look for when hiring salespeople for a scaling team?
How do I interview salespeople effectively?
What's the difference between account management and sales roles?
Why do so many sales hires fail?
How do I know if a salesperson can actually do the job?
Should I hire specialists or generalists for my sales team?

Learn the proven hiring framework to build a sales team that scales without constant turnover.

]]> Wed, 04 Feb 2026 00:24:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2098 Learn how to hire the right salespeople to scale your team by defining roles clearly, assessing actual skills not stories, and using a proven three-step interview process. Learn how to hire the right salespeople to scale your team by defining roles clearly, assessing actual skills not stories, and using a proven three-step interview process. No No Ep.77 How to Scale a Sales Team: Why Adding Salespeople Doesn't Increase Revenue https://podcasts.castplus.fm/e/mn4xrzln-ep-77-how-to-scale-a-sales-team-why-adding-salespeople-doesn-t-increase-revenue Ep.77 How to Scale a Sales Team: Why Adding Salespeople Doesn't Increase Revenue 77 No No x06lpxr0 Why adding more salespeople doesn't increase revenue, and how to scale your sales team with the right systems and processes. You want to scale your sales team, but adding more salespeople isn't increasing revenue. What worked with your first sales rep doesn't work when you hire your second, third, or fifth.

In this episode, the Sales SOS panel explains why scaling sales organizations fails and what to do about it.

Topics covered:

Why your first salesperson can't be replicated (and what to do instead)
The sales hiring problem: Why one in three sales reps underperform
Missing sales processes and systems that create chaos when you scale
How to determine if you have enough market fit to scale sales
Sales team management: Moving from founder-led sales to a scalable sales team
Why throwing more salespeople at the problem doesn't work
How to scale sales without destroying operational capacity

Key questions answered:

How do I scale my sales team effectively?
Why can't my sales reps do what I do?
What systems do I need before hiring more salespeople?
How many salespeople do I need to hit my revenue goals?
What's the difference between scaling existing accounts vs. new markets?

If you're struggling to scale sales revenue or wondering why your sales team growth isn't working, this episode gives you the framework to fix it.

]]> Tue, 03 Feb 2026 23:01:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1650 Why adding more salespeople doesn't increase revenue, and how to scale your sales team with the right systems and processes. Why adding more salespeople doesn't increase revenue, and how to scale your sales team with the right systems and processes. No No Ep.76 Stop Managing, Start Coaching: The Difference That Drives Results https://podcasts.castplus.fm/e/xn14kj38-ep-76-stop-managing-start-coaching-the-difference-that-drives-results Ep.76 Stop Managing, Start Coaching: The Difference That Drives Results 76 No No 703pm391 Most sales leaders think they're coaching, but they're actually just managing, or worse, taking over calls and undermining their reps. Liz Heiman and the Sales SOS crew reveal why yelling louder and repeating yourself doesn't work. They break down the difference between coaching, training, and mentoring, explain the feedback ratio that actually keeps reps engaged, and discuss why trust has to come before critique. The conversation covers different meeting types and what they're each designed to accomplish, plus a powerful approach to peer-led training that elevates the whole team. If your coaching feels like it's falling flat or your best advice gets ignored, this episode explains what's actually getting in the way.]]> Mon, 15 Dec 2025 17:11:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1340 Most sales leaders think they're coaching, but they're actually just managing, or worse, taking over calls and undermining their reps. Most sales leaders think they're coaching, but they're actually just managing, or worse, taking over calls and undermining their reps. sales coaching, motivating sales teams, sales management, coaching vs managing, coaching vs training, sales leadership, feedback ratio, building trust, peer-led training, sales meetings, one-on-one coaching, funnel reviews, performance improvement plans, sales motivation, training sales reps, mentoring salespeople, sales team development, coaching techniques, positive reinforcement, sales call coaching, team motivation, sales performance coaching, B2B sales coaching, sales enablement, leadership development, sales manager skills, coaching salespeople, employee engagement, trust building, sales training No No Ep75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead) https://podcasts.castplus.fm/e/v8552mk8-ep75-why-your-sales-team-ignores-your-kpis-and-what-to-measure-instead Ep75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead) 75 No No 81qq2zr1 If your KPIs don't align with compensation and what actually closes deals, your team will ignore them and chase the wrong numbers. Liz Heiman and the Sales SOS crew expose why most sales teams ignore their KPIs, and it's not what you think. They discuss the difference between measuring activity versus outcomes, reveal the critical mistake that kills complex deals before they close, and explain why your company values might be contradicting your compensation structure. If your reps are hitting their numbers but you're still losing deals you thought were "in the bag," this episode shows you what's broken in your measurement system.

]]> Mon, 15 Dec 2025 16:35:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1466 If your KPIs don't align with compensation and what actually closes deals, your team will ignore them and chase the wrong numbers. If your KPIs don't align with compensation and what actually closes deals, your team will ignore them and chase the wrong numbers. sales KPIs, sales accountability, sales metrics, measuring sales performance, funnel conversion, sales velocity, pipeline management, activity metrics, outcome-based metrics, single threading, buyer engagement, multiple stakeholders, account-based marketing, sales and marketing alignment, territory management, team-based compensation, individual vs team metrics, leading indicators, lagging indicators, sales forecasting, conversion metrics, complex B2B sales, sales process, deal progression, sales coaching, sales performance management, B2B sales strategy, sales operations, RevOps No No Ep74. How to Build a Compensation Plan That Makes Sense https://podcasts.castplus.fm/e/28x0l1m8-ep74-how-to-build-a-compensation-plan-that-makes-sense Ep74. How to Build a Compensation Plan That Makes Sense 74 No No 60m6yl51 Most compensation plans fail because they're built on fantasy math, unrealistic targets, wrong metrics, and caps that punish success. Liz Heiman and the Sales SOS crew tackle the biggest mistakes in sales compensation plans. They reveal the formula most companies miss, why your targets might be setting your team up to fail, and the critical decision between paying on bookings, revenue, or profit. If your comp plan feels like guesswork or your best reps keep leaving, this episode shows you what to fix.]]> Mon, 15 Dec 2025 16:03:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1897 Most compensation plans fail because they're built on fantasy math, unrealistic targets, wrong metrics, and caps that punish success. Most compensation plans fail because they're built on fantasy math, unrealistic targets, wrong metrics, and caps that punish success. No No Ep73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will) https://podcasts.castplus.fm/e/p8m5q2m8-ep73-your-comp-plan-won-t-fix-your-sales-team-here-s-what-will Ep73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will) 73 No No 70vlvxr0 Before compensation can motivate your sales team, you need to remove obstacles, fix leadership gaps, and create an environment where people actually want to show up. Liz Heiman and the Sales SOS crew tackle what most sales leaders get wrong about compensation: jumping straight to incentive plans when performance lags. Before comp can work, you need to remove the friction preventing your team from selling, hire for the right skills, and build trust and coaching into your culture. This episode sets the foundation for their compensation series by addressing leadership gaps, toxic management, and the real costs of turnover. It's about creating a selling machine instead of throwing money at a sales prevention department.]]> Mon, 15 Dec 2025 15:37:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1443 Before compensation can motivate your sales team, you need to remove obstacles, fix leadership gaps, and create an environment where people actually want to show up. Before compensation can motivate your sales team, you need to remove obstacles, fix leadership gaps, and create an environment where people actually want to show up. sales compensation, sales motivation, sales leadership, sales team performance, employee retention, toxic work environment, sales management, sales enablement, removing sales obstacles, skills-based hiring, sales training, coaching salespeople, sales culture, sales operations, B2B sales, sales team turnover, motivating sales reps, sales manager skills, building a sales team, sales organization, compensation strategy, sales KPIs, sales process, RevOps, sales leadership development, narcissistic leadership, creating a selling machine, sales prevention department No No Ep72. Using AI With Intention: What AI Should (and Shouldn’t) Do https://podcasts.castplus.fm/e/183m7mz8-ep72-using-ai-with-intention-what-ai-should-and-shouldn-t-do Ep72. Using AI With Intention: What AI Should (and Shouldn’t) Do 72 No No m0j2w260 A clear, no-noise guide to using AI with purpose, focusing on the right problem, knowing what belongs in experimentation, and recognizing what AI simply can’t do for you. Most people get overwhelmed with AI because they try to use it for everything. This episode breaks down how to stay focused by choosing one problem to solve, separating what you can depend on from what you should experiment with, and testing limitations intentionally. It’s a simple, realistic way to use AI without wasting time.]]> Wed, 26 Nov 2025 17:40:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1452 A clear, no-noise guide to using AI with purpose, focusing on the right problem, knowing what belongs in experimentation, and recognizing what AI simply can’t do for you. A clear, no-noise guide to using AI with purpose, focusing on the right problem, knowing what belongs in experimentation, and recognizing what AI simply can’t do for you. No No Ep.71 The New Buyer Journey: AI Gets to the Customer First https://podcasts.castplus.fm/e/68rr5k08-ep-71-the-new-buyer-journey-ai-gets-to-the-customer-first Ep.71 The New Buyer Journey: AI Gets to the Customer First 71 No No 80563zn1 Buyers are using AI to research, compare options, validate features, and even negotiate before they ever visit a website or talk to a salesperson, reshaping the entire buying journey. AI is changing how customers discover problems, explore solutions, and evaluate vendors, often without ever touching a company’s website. Buyers can now compare competitors, pull product details, and confirm fit on their own, which means they show up informed, opinionated, and far later in the process. This shift forces companies to rethink marketing, sales, and how they show up in places they don’t directly control.]]> Wed, 26 Nov 2025 16:55:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1969 Buyers are using AI to research, compare options, validate features, and even negotiate before they ever visit a website or talk to a salesperson, reshaping the entire buying journey. Buyers are using AI to research, compare options, validate features, and even negotiate before they ever visit a website or talk to a salesperson, reshaping the entire buying journey. No No Ep.70 Your Sales Team Can’t Be AI-Enabled If You Aren’t: A Leadership Playbook. https://podcasts.castplus.fm/e/1n2093xn-ep-70-your-sales-team-can-t-be-ai-enabled-if-you-aren-t-a-leadership-playbook Ep.70 Your Sales Team Can’t Be AI-Enabled If You Aren’t: A Leadership Playbook. 70 No No 219q8zl1 For leaders who don’t have time to dig into every deal, this episode shows how AI can surface the things your team misses and give you the visibility you never get from dashboards alone. Most CEOs don’t struggle with decision-making, they struggle with not having the full picture. This episode breaks down how AI can uncover what isn’t getting reported, flag risks earlier, and give you context your team can’t always provide. It’s a practical way to close the gaps you don’t have time to chase down yourself.]]> Wed, 26 Nov 2025 16:36:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1740 For leaders who don’t have time to dig into every deal, this episode shows how AI can surface the things your team misses and give you the visibility you never get from dashboards alone. For leaders who don’t have time to dig into every deal, this episode shows how AI can surface the things your team misses and give you the visibility you never get from dashboards alone. No No Ep.69 AI Won’t Fix Bad Selling, But It Will Expose It. https://podcasts.castplus.fm/e/x8vq9zkn-ep-69-ai-won-t-fix-bad-selling-but-it-will-expose-it Ep.69 AI Won’t Fix Bad Selling, But It Will Expose It. 69 No No 70y736y0 This episode breaks down how AI is actually being used by real sales reps today, why most still aren’t using it well, and what it really takes to sell smarter. In this episode we discuss the real state of AI in sales: who’s using it, who’s resisting it, and why it matters more than ever. Instead of chasing shortcuts, we unpack how top reps use AI to build context, improve research, and move faster without losing core sales fundamentals.]]> Wed, 26 Nov 2025 16:12:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2395 This episode breaks down how AI is actually being used by real sales reps today, why most still aren’t using it well, and what it really takes to sell smarter. This episode breaks down how AI is actually being used by real sales reps today, why most still aren’t using it well, and what it really takes to sell smarter. AI in sales, sales AI tools, how sales reps use AI, AI for sales teams, sales prospecting with AI, AI sales strategies, sales productivity AI, sales research with AI, AI sales automation, why sales reps don’t use AI, AI skill gap in sales, how to start using AI in sales, AI prompting for sales, AI and sales fundamentals, sales discovery with AI, using AI for sales prep, AI prospect research, AI for sales outreach, sales trends 2026, AI trends for sales 2026, future of sales and AI, sales tech 2026, go-to-market strategies 2026, sales enablement, revenue operations, pipeline generation, sales process optimization, sales forecasting AI, buyer intent data, sales data tools, context building in sales, sales coaching with AI, how do sales reps use AI daily, best AI tools for sales reps, how AI helps with prospect research, how to improve sales skills with AI, what AI can’t do for sales reps, does AI replace sales reps, how to build context with AI, how sales teams should use AI in 2026 No No Ep.68 Beyond MEDDIC: Adapting Sales Methodologies to Match Your Buyer Journey https://podcasts.castplus.fm/e/vnw47lw8-ep-67-beyond-meddic-adapting-sales-methodologies-to-match-your-buyer-journey Ep.68 Beyond MEDDIC: Adapting Sales Methodologies to Match Your Buyer Journey 68 No No 81x7q8k0 From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust. In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen look at what happens when sales methodologies collide with messy CRM data and long buying cycles. From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust.]]> Mon, 29 Sep 2025 19:45:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1622 From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust. From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust. No No Ep.67 Picking a Sales Methodology for Your Team: SPIN and Sandler https://podcasts.castplus.fm/e/5nzxry1n-ep-67-picking-a-sales-methodology-for-your-team-spin-and-sandler Ep.67 Picking a Sales Methodology for Your Team: SPIN and Sandler 67 No No 80z748w1 The crew explores the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. In this episode of Sales SOS, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen explore the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. The crew goes over how to avoid the “Frankenstein” problem of mixing too many approaches, how to factor in multiple stakeholders and long buying cycles, and why outdated methods often fail to align with today’s buyer journey. ]]> Mon, 29 Sep 2025 19:19:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2617 The crew explores the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. The crew explores the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. No No Ep.66 Picking a Sales Methodology for Your Team: Strategic Selling https://podcasts.castplus.fm/e/18pvmpj8-ep-66-picking-a-sales-methodology-for-your-team-strategic-selling Ep.66 Picking a Sales Methodology for Your Team: Strategic Selling 66 No No z1r3pvn0 The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. In this episode of Sales SOS, Liz Heiman, Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons move from defining sales methodologies to exploring how to actually put them into practice. The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. The group also looks at the challenges of change management: why rolling out a new methodology feels like launching a campaign, and how internal messaging and consistent language help teams adopt it successfully. ]]> Mon, 29 Sep 2025 19:14:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1408 The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. No No Ep.65 Picking a Sales Methodology for Your Team: Challenger https://podcasts.castplus.fm/e/r87y3wk8-ep-65-picking-a-sales-methodology-for-your-team-challenger Ep.65 Picking a Sales Methodology for Your Team: Challenger 65 No No k08m7kq1 The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth. In this episode, Liz Heiman, Renee Bigelow, Brynne Tillman, Mike Simmons and Chris Bowen take on one of the most common points of confusion in sales: what exactly counts as a methodology, and how it differs from a system, a framework, or a process. The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth. ]]> Mon, 29 Sep 2025 18:42:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1616 The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth. The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth. No No Ep.64 Team-Building for Sales Success: Supporting Your Sales Team (Strategy, Tools and Compassion) https://podcasts.castplus.fm/e/1npvl91n-ep-64-team-building-for-sales-success-supporting-your-sales-team-strategy-tools-and-compassion Ep.64 Team-Building for Sales Success: Supporting Your Sales Team (Strategy, Tools and Compassion) 64 No No z0r3zwr1 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution. Tue, 29 Jul 2025 16:57:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 984 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution. In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution. No No Ep.63 Team-Building for Sales Success: Getting Team Buy-in for New Initiatives https://podcasts.castplus.fm/e/rn7y59mn-ep-63-team-building-for-sales-success-getting-team-buy-in-for-new-initiatives Ep.63 Team-Building for Sales Success: Getting Team Buy-in for New Initiatives 63 No No k18m94w0 In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use. Tue, 29 Jul 2025 16:50:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1578 In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use. In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use. No No Ep.62 Team-Building for Sales Success: A Day in the Life of a High-Performing Salesperson https://podcasts.castplus.fm/e/4892ypzn-ep-62-team-building-for-sales-success-a-day-in-the-life-of-a-high-performing-salesperson Ep.62 Team-Building for Sales Success: A Day in the Life of a High-Performing Salesperson 62 No No v17vy3k0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting sales professionals with empathy and a clear, aligned strategy. Tue, 29 Jul 2025 16:43:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1695 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting sales professionals with empathy and a clear, aligned strategy. In this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting sales professionals with empathy and a clear, aligned strategy. No No Ep.61 Team-Building for Sales Success: Cross-Team Collaboration (Not Sales in Isolation) https://podcasts.castplus.fm/e/rnkm9x2n-ep-61-team-building-for-sales-success-cross-team-collaboration-not-sales-in-isolation Ep.61 Team-Building for Sales Success: Cross-Team Collaboration (Not Sales in Isolation) 61 No No 70w7xyr0 In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a structure of accountability to strengthen teamwork and support business goals. Tue, 29 Jul 2025 16:32:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2208 In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a structure of accountability to strengthen teamwork and support business goals. In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a structure of accountability to strengthen teamwork and support business goals. No No Ep.60 Selling in Tough Economic Climates: Bringing Energy Back to a Struggling Team https://podcasts.castplus.fm/e/p8m52j38-ep-60-selling-in-tough-economic-climates-bringing-energy-back-to-a-struggling-team Ep.60 Selling in Tough Economic Climates: Bringing Energy Back to a Struggling Team 60 No No 70vlx7k0 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times. Mon, 21 Jul 2025 21:36:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1447 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times. In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times. No No Ep.59 Selling in Tough Economic Climates: Handling Uncertainty (Tariffs, Regulations, etc) https://podcasts.castplus.fm/e/q80q6l1n-ep-59-selling-in-tough-economic-climates-handling-uncertainty-tariffs-regulations-etc Ep.59 Selling in Tough Economic Climates: Handling Uncertainty (Tariffs, Regulations, etc) 59 No No p0kpz2l1 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients. Mon, 21 Jul 2025 21:30:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1537 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients. In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients. No No Ep.58 Selling in Tough Economic Climates: Navigating Sales in a Down Market https://podcasts.castplus.fm/e/mn4x0ryn-ep-58-selling-in-tough-economic-climates-navigating-sales-in-a-down-market Ep.58 Selling in Tough Economic Climates: Navigating Sales in a Down Market 58 No No x06l7pn0 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable. Mon, 21 Jul 2025 21:25:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1711 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable. In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable. No No Ep.57 Selling in Tough Economic Climates: A Winning Mindset https://podcasts.castplus.fm/e/lnq2jml8-ep-57-selling-in-tough-economic-climates-a-winning-mindset Ep.57 Selling in Tough Economic Climates: A Winning Mindset 57 No No 81nkz6w0 In this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show how businesses can continue supporting customers while aiming for long-term growth. Mon, 21 Jul 2025 21:11:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1629 In this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show how businesses can continue supporting customers while aiming for long-term growth. In this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show how businesses can continue supporting customers while aiming for long-term growth. No No Ep.56 Your Sales Team Isn’t Broken: Reading Buyer Signals and Closing Deals https://podcasts.castplus.fm/e/0nj0krjn-ep-56-your-sales-team-isn-t-broken-reading-buyer-signals-and-closing-deals Ep.56 Your Sales Team Isn’t Broken: Reading Buyer Signals and Closing Deals 56 No No 40pmzvn1 In this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes. Mon, 21 Jul 2025 20:53:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2263 In this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes. In this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes. No No Ep.55 Your Sales Team Isn’t Broken: How Better Questions Lead to Better Sales Conversations https://podcasts.castplus.fm/e/2861x6pn-ep-55-your-sales-team-isn-t-broken-how-better-questions-lead-to-better-sales-conversations Ep.55 Your Sales Team Isn’t Broken: How Better Questions Lead to Better Sales Conversations 55 No No j122q951 In this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. Mon, 21 Jul 2025 20:44:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1623 In this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. In this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. No No Ep.54 Your Sales Team Isn’t Broken: Handling Objections with Confidence and Compassion https://podcasts.castplus.fm/e/183m47r8-ep-54-your-sales-team-isn-t-broken-handling-objections-with-confidence-and-compassion Ep.54 Your Sales Team Isn’t Broken: Handling Objections with Confidence and Compassion 54 No No m0j2zw30 In this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. Mon, 21 Jul 2025 20:34:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1449 In this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. In this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships. No No Ep.53 Your Sales Team Isn’t Broken: Building Credibility, Earning Trust https://podcasts.castplus.fm/e/68rrq5p8-ep-53-your-sales-team-isn-t-broken-building-credibility-earning-trust Ep.53 Your Sales Team Isn’t Broken: Building Credibility, Earning Trust 53 No No 8056w3m1 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding client needs during economic shifts. Mon, 21 Jul 2025 18:56:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1552 In this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding client needs during economic shifts. In this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding client needs during economic shifts. No No Ep.52 Sales Leadership in a Virtual World: Leveraging Relationships or List Building https://podcasts.castplus.fm/e/1n20q9ln-ep-52-sales-leadership-in-a-virtual-world-leveraging-relationships-or-list-building Ep.52 Sales Leadership in a Virtual World: Leveraging Relationships or List Building 52 No No 219q58k1 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture. Mon, 21 Jul 2025 18:07:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1374 In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture. In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture. No No Ep.51 Sales Leadership in a Virtual World: Keeping Remote Teams Engaged and On Track https://podcasts.castplus.fm/e/2nx01l5n-ep-51-keeping-remote-teams-engaged-and-on-track Ep.51 Sales Leadership in a Virtual World: Keeping Remote Teams Engaged and On Track 51 No No 61m6lyw0 In this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space while keeping meetings focused and engaging. Wed, 16 Jul 2025 20:29:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1282 In this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space while keeping meetings focused and engaging. In this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space while keeping meetings focused and engaging. virtual sales meetings remote sales team management effective sales meetings sales meeting engagement productive team meetings sales team morale sales meeting structure No No Ep50. Mastering Virtual Sales Meetings: Best Practices https://podcasts.castplus.fm/e/pnm52q3n-ep50-mastering-virtual-sales-meetings-best-practices Ep50. Mastering Virtual Sales Meetings: Best Practices 50 No No 71vlxvk1 This episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client testimonials to build trust and visibility. Wed, 16 Jul 2025 20:21:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1190 This episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client testimonials to build trust and visibility. This episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client testimonials to build trust and visibility. virtual sales leadership remote sales management sales leadership podcast LinkedIn for sales sales prospecting LinkedIn building sales relationships B2B sales strategy sales and marketing alignment No No Ep.49 Sales Leadership in a Virtual World: Rethinking Territory Management https://podcasts.castplus.fm/e/qn0q6y18-ep-49-rethinking-territory-management Ep.49 Sales Leadership in a Virtual World: Rethinking Territory Management 49 No No p1kpz7l0 This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why continued training helps salespeople stay ready for change. Wed, 16 Jul 2025 20:04:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1797 This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why continued training helps salespeople stay ready for change. This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why continued training helps salespeople stay ready for change. Sales territory management Virtual sales territories Open territory sales model Sales leadership CRM hygiene Sales team structure Account assignment sales No No Ep.48 The Future Of Sales: Treat Customers Like Humans, Not Transactions https://podcasts.castplus.fm/e/1820q718-ep-48-the-future-of-sales-treat-customers-like-humans-not-transactions Ep.48 The Future Of Sales: Treat Customers Like Humans, Not Transactions 48 No No 209q5np0 In this episode, we explore what it means to truly love your customers — with practical ways to build trust, show appreciation, and create lasting relationships that drive growth. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into the concept of loving your customers with experts Brynne Tillman and Renee Bigelow. The discussion revolves around how businesses can show genuine care for their customers by treating them the way they want to be treated. Key strategies include making introductions, offering insightful advice, and showing appreciation through small gestures. The experts also emphasize the importance of maintaining transparency, following through on commitments, and continuously improving customer experiences to foster long-term relationships and drive business growth.]]> Mon, 26 May 2025 19:08:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 816 In this episode, we explore what it means to truly love your customers — with practical ways to build trust, show appreciation, and create lasting relationships that drive growth. In this episode, we explore what it means to truly love your customers — with practical ways to build trust, show appreciation, and create lasting relationships that drive growth. No No Ep.47 The Future Of Sales: Keeping Remote Teams Engaged https://podcasts.castplus.fm/e/xnvqx648-ep-47-the-future-of-sales-keeping-remote-teams-engaged Ep.47 The Future Of Sales: Keeping Remote Teams Engaged 47 No No 71y7xzj1 This episode explores how evolving sales dynamics call for a fresh look at KPIs and success metrics. We discuss shifting from traditional activity tracking to outcome-driven measures, the power of strong messaging, and how to keep sales teams engaged and aligned with their strengths—on and offline. In this episode of the podcast, we explore how the evolving landscape of sales requires a reevaluation of key performance indicators (KPIs) and sales metrics. We discuss the shift from traditional activity-based metrics to more meaningful measures of activity that drive successful outcomes. We highlight the need to focus on long-term relationships, the importance of proper messaging, and how to keep sales teams engaged. We delve into best practices for leveraging social media, specifically LinkedIn, and ensuring that salespeople present a polished and professional image online. Additionally, we emphasize the importance of aligning sales roles with individual strengths and continuously evaluating and improving sales processes.]]> Mon, 26 May 2025 18:57:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1151 This episode explores how evolving sales dynamics call for a fresh look at KPIs and success metrics. We discuss shifting from traditional activity tracking to outcome-driven measures, the power of strong messaging, and how to keep sales teams engaged and aligned with their strengths—on and offline. This episode explores how evolving sales dynamics call for a fresh look at KPIs and success metrics. We discuss shifting from traditional activity tracking to outcome-driven measures, the power of strong messaging, and how to keep sales teams engaged and aligned with their strengths—on and offline. No No Ep.46 The Future Of Sales: Human Skills That Still Matter in the Age of AI https://podcasts.castplus.fm/e/p8lxvwq8-ep-46-the-future-of-sales-human-skills-that-still-matter-in-the-age-of-ai Ep.46 The Future Of Sales: Human Skills That Still Matter in the Age of AI 46 No No x1lnz351 In this episode, we explore the human skills that still matter most in sales — curiosity, resilience, communication, and connection — even as AI and tech reshape the game. Tune in for fresh insights on what makes salespeople truly effective today. In this episode of the Sales SOS podcast, we dive into the human side of sales in an increasingly tech-driven world. Liz Heiman, Brynne Tillman, and Renee Bigelow explore the essential skills salespeople need today — from curiosity, resilience, and communication to adaptability and emotional intelligence. The conversation also highlights how AI and technology can support, not replace, real human connection. Whether you're hiring, training, or selling, this episode offers fresh insights on what truly makes a sales professional effective in 2025.]]> Mon, 26 May 2025 18:51:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1270 In this episode, we explore the human skills that still matter most in sales — curiosity, resilience, communication, and connection — even as AI and tech reshape the game. Tune in for fresh insights on what makes salespeople truly effective today. In this episode, we explore the human skills that still matter most in sales — curiosity, resilience, communication, and connection — even as AI and tech reshape the game. Tune in for fresh insights on what makes salespeople truly effective today. No No Ep.45 The Future Of Sales: Rethinking Territory Management https://podcasts.castplus.fm/e/v8w452zn-ep-45-the-future-of-sales-rethinking-territory-management Ep.45 The Future Of Sales: Rethinking Territory Management 45 No No 80x7x3y1 This episode explores how technology and AI are transforming the sales landscape, with insights from Liz Heiman, Brynne Tillman, and Renee Bigelow. The conversation highlights the shift to a buyer-driven market, the power of trusted relationships, and how sales professionals can adapt by embracing AI, refining communication skills, and showing up as trusted advisors. In this episode of the Sales SOS podcast, hosted by Liz Heiman, experts Brynne Tillman, and Renee Bigelow discuss the transformative landscape of sales driven by technological advances and AI. The conversation explores the enduring importance of relationships in sales, the evolution of technology's role, and the critical need for prompt writing skills. They emphasize how AI can enhance rather than replace human interactions. The discussion also covers the shift from a seller-driven to a buyer-driven market, the importance of being a trusted advisor, and how to adapt sales strategies to meet these changes. Key recommendations include leveraging technology, enhancing transparency, and fostering valuable relationships to navigate the evolving sales environment.]]> Mon, 26 May 2025 18:44:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2147 This episode explores how technology and AI are transforming the sales landscape, with insights from Liz Heiman, Brynne Tillman, and Renee Bigelow. The conversation highlights the shift to a buyer-driven market, the power of trusted relationships, and how sales professionals can adapt by embracing AI, refining communication skills, and showing up as trusted advisors. This episode explores how technology and AI are transforming the sales landscape, with insights from Liz Heiman, Brynne Tillman, and Renee Bigelow. The conversation highlights the shift to a buyer-driven market, the power of trusted relationships, and how sales professionals can adapt by embracing AI, refining communication skills, and showing up as trusted advisors. No No Ep.44 No More Sales Chaos: Accurate Forecasting https://podcasts.castplus.fm/e/58zxklq8-ep-44-no-more-sales-chaos-accurate-forecasting Ep.44 No More Sales Chaos: Accurate Forecasting 44 No No 81z7xyj0 This episode dives into the key factors behind accurate sales forecasting. From navigating challenges like limited historical data and unclear sales cycles to leveraging AI and strengthening customer relationships, the conversation offers actionable tips to improve forecast accuracy, reinforce process discipline, and maintain clean, reliable data. In this episode, top sales experts discuss the critical aspects of accurate sales forecasting for businesses. They point out the importance of having reliable data, understanding sales cycles, and recognizing seasonal impacts on forecasting accuracy. The conversation highlights the need for systems and processes that support data-driven decisions and consistent evaluation of sales metrics. The experts also delve into the value of maintaining strong customer relationships and the potential pitfalls of poor internal communication and data management practices. Tune in for actionable insights on creating disciplined forecasting practices and enhancing overall sales performance.

00:00 Introduction and Welcome

01:12 Challenges in Sales Forecasting

04:25 Importance of Accurate Data

05:51 Building a Reliable Sales Process

12:10 Leveraging Marketing Data

19:33 Customer Relationships and Forecasting

21:49 CRM and Sales Culture

25:29 Conclusion and Final Thoughts

]]> Mon, 26 May 2025 18:38:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1569 This episode dives into the key factors behind accurate sales forecasting. From navigating challenges like limited historical data and unclear sales cycles to leveraging AI and strengthening customer relationships, the conversation offers actionable tips to improve forecast accuracy, reinforce process discipline, and maintain clean, reliable data. This episode dives into the key factors behind accurate sales forecasting. From navigating challenges like limited historical data and unclear sales cycles to leveraging AI and strengthening customer relationships, the conversation offers actionable tips to improve forecast accuracy, reinforce process discipline, and maintain clean, reliable data. No No Ep.43 No More Sales Chaos: Plan to stay on Goal (Celebrating, offsites, skills checks, tracking progress) https://podcasts.castplus.fm/e/1npvl30n-ep-43-no-more-sales-chaos-plan-to-stay-on-goal-celebrating-offsites-skills-checks-tracking-progress Ep.43 No More Sales Chaos: Plan to stay on Goal (Celebrating, offsites, skills checks, tracking progress) 43 No No z0r3zxq1 This episode explores practical strategies for setting and achieving sales goals — from breaking down big objectives to tracking progress with OKRs and KPIs. It also highlights the importance of team skill sets, regular funnel reviews, positive reinforcement, and keeping sales meetings both effective and energizing. In this episode, hosted by Liz Heiman with insights from Renee Bigelow, Darryl Praill, Chris Bowen, and Brynne Tillman, we dive into strategies to set and achieve sales goals for the new year. The discussion emphasizes dividing big goals into smaller, actionable steps, understanding the resources required for achieving targets, and creating detailed plans. The importance of transparency in goal-setting and the role of assumptions in financial modeling are highlighted. Effective tracking systems like OKRs and KPIs are examined, with an emphasis on recognizing and celebrating small wins to maintain team morale. The episode also covers the necessity of having the right skill sets in the sales team, continuous assessment, and the impact of positive reinforcement in leadership. Additionally, the conversation touches on the need for regular reviews of the entire sales funnel, balancing hard conversations with recognition, and incorporating fun elements into sales meetings to boost team spirit.

]]> Mon, 26 May 2025 18:30:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1934 This episode explores practical strategies for setting and achieving sales goals — from breaking down big objectives to tracking progress with OKRs and KPIs. It also highlights the importance of team skill sets, regular funnel reviews, positive reinforcement, and keeping sales meetings both effective and energizing. This episode explores practical strategies for setting and achieving sales goals — from breaking down big objectives to tracking progress with OKRs and KPIs. It also highlights the importance of team skill sets, regular funnel reviews, positive reinforcement, and keeping sales meetings both effective and energizing. No No Ep.42 No More Sales Chaos: 2025 Sales Culture – what needs to be different https://podcasts.castplus.fm/e/rn7y5v3n-ep-42-no-more-sales-chaos-2025-sales-culture-what-needs-to-be-different Ep.42 No More Sales Chaos: 2025 Sales Culture – what needs to be different 42 No No k18m9n70 The evolution of sales cultures for 2025, empowering sales reps, eliminating negative tactics, fostering cross-department collaboration, and the importance of proactive engagement and clear company missions. In this episode, the crew discusses evolving sales cultures for 2025. Key topics include the shift towards empowering sales reps to act entrepreneurially, moving away from negative sales tactics, and fostering collaboration between product management, marketing, and sales teams. The discussion highlights the importance of maintaining clarity in company missions and values, driving proactive engagement over reactive approaches, and enhancing internal collaboration for achieving strategic goals.

]]> Mon, 26 May 2025 18:20:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1409 The evolution of sales cultures for 2025, empowering sales reps, eliminating negative tactics, fostering cross-department collaboration, and the importance of proactive engagement and clear company missions. The evolution of sales cultures for 2025, empowering sales reps, eliminating negative tactics, fostering cross-department collaboration, and the importance of proactive engagement and clear company missions. No No Ep.41 No More Sales Chaos: Start the Year with Clarity https://podcasts.castplus.fm/e/rn7y5pwn-ep-41-no-more-sales-chaos-start-the-year-with-clarity Ep.41 No More Sales Chaos: Start the Year with Clarity 41 No No k18m95k0 The Crew shares actionable strategies to kick off 2025 with focus, intention, and smart sales tactics for personal and professional growth. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss kicking off the new year right with a focus on personal and professional growth for 2025. Joined by experts Brynne Tillman, Darryl Praill, Chris Bowen, and Renee Bigelow, we delve into actionable strategies such as tackling unfinished tasks, being more intentional, and using data to track progress. We tackle the importance of understanding AI and controlling its use in sales, knowing your customers, and effective communication. We emphasize stopping ineffective practices and reevaluating strategies to ensure sales success. The episode wraps with practical advice for sales leaders to adopt these transformational approaches.]]> Mon, 24 Mar 2025 16:47:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1494 The Crew shares actionable strategies to kick off 2025 with focus, intention, and smart sales tactics for personal and professional growth. The Crew shares actionable strategies to kick off 2025 with focus, intention, and smart sales tactics for personal and professional growth. No No Ep40. From Chaos to Strategy: Setting Goals with Strategy, Not Hope https://podcasts.castplus.fm/e/l8q2w0pn-ep40-from-chaos-to-strategy-setting-goals-with-strategy-not-hope Ep40. From Chaos to Strategy: Setting Goals with Strategy, Not Hope 40 No No 80nkv481 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value of transparency and effective communication of goals across the organization. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Crew and Discussing New Year Planning

01:03 Practical Goal Setting Strategies

02:19 Avoiding Common Goal Setting Mistakes

04:44 Meaningful Metrics and Celebrating Wins

07:35 Breaking Down Sales Goals

11:59 Empowering Your Sales Team

15:14 Leveraging Internal Relationships

22:56 The Importance of Sales Offsites

25:26 Wrapping Up and New Year Wishes

]]> Mon, 20 Jan 2025 16:51:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1603 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value of transparency and effective communication of goals across the organization. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value of transparency and effective communication of goals across the organization. No No Ep39. From Chaos to Strategy: Growing Revenue Through Existing Customers https://podcasts.castplus.fm/e/08j0y2v8-ep39-from-chaos-to-strategy-growing-revenue-through-existing-customers Ep39. From Chaos to Strategy: Growing Revenue Through Existing Customers 39 No No 41pmq4y0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts. 00:00 Introduction to Sales SOS Podcast

00:41 Meet the Crew and Series Overview

00:52 Strategizing for the New Year

01:04 Leveraging Existing Customer Base

01:49 Importance of Happy Customers and Referrals

05:30 Maximizing Value from Key Accounts

07:59 Building Strong Customer Relationships

11:35 Effective Account Planning and Management

20:02 White Space Mapping for Growth

22:10 Final Thoughts and Wrap-Up

]]> Mon, 20 Jan 2025 16:31:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1537 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts. No No Ep38. From Chaos to Strategy: Turning Last Year’s Lessons into Next Year’s Wins https://podcasts.castplus.fm/e/2n61qm28-ep38-from-chaos-to-strategy-client-base Ep38. From Chaos to Strategy: Turning Last Year’s Lessons into Next Year’s Wins 38 No No j022r7k0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends. 00:00 Introduction to Sales SOS Podcast

00:40 Today's Topic: Strategy and Planning for the New Year

00:49 Understanding the Past to Plan for the Future

02:36 Panel Discussion: Insights from Sales Experts

03:52 Reflecting on Sales Data and Performance

05:36 New Initiatives and Strategic Planning

14:28 Practical Steps for Sales Strategy

30:01 Final Thoughts and Conclusion

]]> Mon, 20 Jan 2025 16:00:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1864 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends. No No Ep37. From Chaos to Strategy: Planning Ahead https://podcasts.castplus.fm/e/1n3m3qkn-ep37-from-chaos-to-strategy-planning-ahead Ep37. From Chaos to Strategy: Planning Ahead 37 No No m1j2p4v1 n this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to avoid confusion and misalignment. The episode concludes with a teaser for the next topic: learning from past results to inform future strategies. 00:00 Introduction to Sales SOS Podcast

00:37 Diving into Sales Strategy

00:57 Planning for the New Year

01:37 Mike's Planning Insights

03:28 Chris's Approach to Planning

04:46 Liz's Planning Process

05:31 Renee Joins the Discussion

08:06 Defining Strategy vs. Tactics

19:14 Prioritizing Activities in Planning

23:02 Conclusion and Next Episode Teaser

]]> Mon, 20 Jan 2025 15:47:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1450 n this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to avoid confusion and misalignment. The episode concludes with a teaser for the next topic: learning from past results to inform future strategies. n this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to avoid confusion and misalignment. The episode concludes with a teaser for the next topic: learning from past results to inform future strategies. No No Ep36. Understanding Math: ROI on Sales Activity https://podcasts.castplus.fm/e/xnym73pn-ep36-understanding-math-roi-on-sales-activity Ep36. Understanding Math: ROI on Sales Activity 36 No No l14nr5j1 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals. 00:00 Introduction to Sales SOS Podcast

00:43 Understanding Sales Math

02:21 Mapping the Buyer's Journey

03:47 Optimizing Revenue and Metrics

05:03 Changing the Math for Better Results

07:47 Aligning Strategy and Tactics

18:01 Compensation and Motivation

21:57 Execution and Alignment

23:21 Improving Sales and Marketing Literacy

24:39 Conclusion and Next Steps

]]> Thu, 02 Jan 2025 19:17:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1554 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals. ROI No No Ep35. Understanding Math: The Math of Hiring and Ramp Up https://podcasts.castplus.fm/e/x81423kn-ep35-understanding-math-the-math-of-hiring-and-ramp-up Ep35. Understanding Math: The Math of Hiring and Ramp Up 35 No No 713pr9m0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth. 00:00 Introduction to Sales SOS Podcast

00:43 Meet the Sales SOS Crew

00:50 Understanding Sales Math

01:04 Hiring and Firing: A Client's Story

02:00 The Importance of Ramp Time and ROI

04:11 Sales vs. Revenue Explained

05:53 Common Mistakes in Sales Hiring

08:13 Onboarding and Setting Up for Success

12:41 Designing for Sales Success

25:45 Final Thoughts and Wrap Up

]]> Thu, 02 Jan 2025 19:09:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1633 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth. No No Ep34. Understanding Math: Changing The Math https://podcasts.castplus.fm/e/vn55j4mn-ep34-understanding-math-changing-the-math Ep34. Understanding Math: Changing The Math 34 No No 80qq3xz0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and planning for long-term returns. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Sales SOS Crew

00:56 Understanding ROI in Sales

03:11 Challenges in Budgeting and ROI

07:11 Effective ROI Measurement Strategies

09:32 The Importance of Team Collaboration

26:41 Practical Tips for Lead Generation

30:51 Conclusion and Next Episode Preview

]]> Thu, 02 Jan 2025 19:01:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 1914 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and planning for long-term returns. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and planning for long-term returns. sales, ROI No No Ep33. Understanding Math: Basic Sales Math https://podcasts.castplus.fm/e/2nx0zrzn-ep33-understanding-math-basic-sales-math Ep33. Understanding Math: Basic Sales Math 33 No No 61m6kqk0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Crew and Today's Topic: Sales Math

01:03 Debating Sales Math: Calls vs. Quality

01:43 Understanding Sales Math Basics

03:36 Simplifying Sales Math

05:48 Sales Math in Different Business Scenarios

07:56 Key Metrics in Sales Math

11:35 Pipeline and Conversion Rates

16:14 Marketing and Sales Alignment

19:44 Visualizing the Sales Funnel

32:25 Conclusion and Final Thoughts

]]> Thu, 02 Jan 2025 18:48:00 +0000 Liz Heiman, Re: Sales Liz Heiman, Re: Sales 2100 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making. sales, sales math, funnel No No Ep32. Making the most of Q4: Creepy Selling https://podcasts.castplus.fm/e/0nj00m1n-ep32 Ep32. Making the most of Q4: Creepy Selling 32 No No 40pmm321 Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation. Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation.

00:00 Introduction to Sales SOS Podcast

00:40 Meet the Sales SOS Crew

00:59 Spooky Sales Tactics

01:32 Creepy Sales Behaviors

05:20 Personal Boundaries in Sales

08:51 AI and Automation in Sales

18:37 Impact of Sales Tactics on Brand

21:53 Final Thoughts and Wrap-Up

]]> Fri, 25 Oct 2024 22:08:00 +0000 Sales SOS Podcast Sales SOS Podcast 1495 Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation. Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation. No No Ep31. Making the most of Q4: Avoid the 4th Quarter Scramble https://podcasts.castplus.fm/e/28611kkn-ep31 Ep31. Making the most of Q4: Avoid the 4th Quarter Scramble 31 No No j1222661 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel. 00:00 Introduction to Sales SOS Podcast

00:41 Meet the Sales SOS Crew

01:08 Planning for Next Year's Sales Success

01:49 The Importance of Consistent Prospecting

02:14 Leveraging Referrals and Content

06:15 Partnering for Greater Credibility

07:21 Strategic Sales Planning and KPIs

13:16 Behavioral KPIs and Funnel Management

16:41 Addressing Sales Cycle and Forecasting

31:18 Final Thoughts and Wrap-Up

]]> Fri, 25 Oct 2024 22:07:00 +0000 Sales SOS Podcast Sales SOS Podcast 2004 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel. No No Ep30. Making the most of Q4: Worst Mistakes https://podcasts.castplus.fm/e/183mm528-ep30 Ep30. Making the most of Q4: Worst Mistakes 30 No No m0j22nj0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Sales SOS Crew

01:03 Common Mistakes in Q4 Sales Strategies

01:31 The Pitfalls of Discounting

03:02 Motivating Your Sales Team

03:55 Effective Sales Management Practices

04:46 Real-Life Examples of Sales Mistakes

05:35 Top 5 Q4 Sales Mistakes

16:10 Balancing Investor Expectations

22:04 Conclusion and Next Episode Preview

]]> Fri, 25 Oct 2024 22:07:00 +0000 Sales SOS Podcast Sales SOS Podcast 1391 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems. No No Ep29. Making the most of Q4: 4th Quarter Panic https://podcasts.castplus.fm/e/68rrrp58-ep29 Ep29. Making the most of Q4: 4th Quarter Panic 29 No No 80566m31 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with insights on internal stakeholder alignment and the significance of delivering genuine value to prospects. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Experts: Discussing the Q4 Scramble

01:53 Understanding the Market Slowdown

06:27 Strategies for Q4 Success

08:33 Proactive Sales Techniques

10:48 Leveraging Relationships and Upselling

20:24 Sales Leadership and KPIs

28:13 Final Thoughts and Wrap-Up

]]> Fri, 25 Oct 2024 22:06:00 +0000 Sales SOS Podcast Sales SOS Podcast 1973 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with insights on internal stakeholder alignment and the significance of delivering genuine value to prospects. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with insights on internal stakeholder alignment and the significance of delivering genuine value to prospects. No No Ep28. Deconstructing Value: Go-to-market strategies https://podcasts.castplus.fm/e/1n200xqn-ep28 Ep28. Deconstructing Value: Go-to-market strategies 28 No No 219qql51 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the intricacies of go-to-market strategies with experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We explore common pitfalls such as assuming everyone is a target customer and the need to continuously adapt strategies based on market conditions. Highlighting the importance of a well-defined customer persona and a structured approach to social selling, the discussion also touches on the essential processes and tools needed for effective execution. The episode is dedicated to Reno Startup Week and offers invaluable insights for both startups and established companies to achieve sales success. 00:00 Introduction to Sales SOS Podcast

00:39 Meet the Sales SOS Crew

00:54 Reno Startup Week and Excitement

01:12 Understanding Go-to-Market Strategy

01:56 Steps in Social Selling Strategy

03:02 Importance of Buyer Mapping

03:41 Building Your Sales Stack

04:15 Content Strategy Essentials

04:48 Creating an Internal Playbook

05:17 Scaling Profiles and Training

05:51 Measuring and Coaching for Improvement

06:53 Key Insights on Go-to-Market Strategy

10:55 Customer Acquisition and Retention

18:09 Adapting Go-to-Market Strategies

21:19 Common Mistakes in Go-to-Market Strategies

28:08 Hiring the Right Sales Team

30:13 Conclusion and Final Thoughts

]]> Fri, 25 Oct 2024 22:06:00 +0000 Sales SOS Podcast Sales SOS Podcast 1872 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the intricacies of go-to-market strategies with experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We explore common pitfalls such as assuming everyone is a target customer and the need to continuously adapt strategies based on market conditions. Highlighting the importance of a well-defined customer persona and a structured approach to social selling, the discussion also touches on the essential processes and tools needed for effective execution. The episode is dedicated to Reno Startup Week and offers invaluable insights for both startups and established companies to achieve sales success. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the intricacies of go-to-market strategies with experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We explore common pitfalls such as assuming everyone is a target customer and the need to continuously adapt strategies based on market conditions. Highlighting the importance of a well-defined customer persona and a structured approach to social selling, the discussion also touches on the essential processes and tools needed for effective execution. The episode is dedicated to Reno Startup Week and offers invaluable insights for both startups and established companies to achieve sales success. No No Ep26. Deconstructing Value: Value Proposition https://podcasts.castplus.fm/e/pnlxx5xn-ep26 Ep26. Deconstructing Value: Value Proposition 26 No No x0lnnkn0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful selling. 00:00 Introduction to Sales SOS Podcast

00:43 Meet the Crew and Today's Topic

01:21 Understanding Value Proposition

02:46 Key Elements of a Value Proposition

04:14 The Importance of Timing in Value Propositions

09:16 Tailoring Value Propositions for Different Roles

15:54 Research and Listening for Effective Value Propositions

20:24 Common Mistakes and Final Advice

24:58 Conclusion and Wrap-Up

]]> Fri, 25 Oct 2024 22:05:00 +0000 Sales SOS Podcast Sales SOS Podcast 1543 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful selling. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful selling. No No Ep27. Deconstructing Value: Communication https://podcasts.castplus.fm/e/x8vqqrln-ep27 Ep27. Deconstructing Value: Communication 27 No No 70y77lp0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Sales SOS Crew

01:10 The Importance of Communication in Sales

01:43 Effective Communication Strategies

04:27 Understanding Client Communication Preferences

12:15 Handling Ghosting and Unresponsive Clients

13:39 The Power of Repetition in Messaging

15:21 Building Credibility and Trust

26:28 Leveraging Referrals and Relationships

29:50 Conclusion and Final Thoughts

]]> Fri, 25 Oct 2024 22:05:00 +0000 Sales SOS Podcast Sales SOS Podcast 1839 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored. No No Ep25. Deconstructing Value: Solution/Value Selling https://podcasts.castplus.fm/e/vnw443k8-ep25 Ep25. Deconstructing Value: Solution/Value Selling 25 No No 81x779n0 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their corporate structures. 00:00 Introduction to Sales SOS Podcast

00:39 Meet the Crew and Today's Topic: Value Selling

01:34 Understanding Value in Sales

05:13 The Importance of Customer Perspective

11:00 Discovery and the Sales Process

20:40 Navigating Corporate Structures and Emotions

28:39 Conclusion and Next Steps

]]> Fri, 25 Oct 2024 22:03:00 +0000 Sales SOS Podcast Sales SOS Podcast 1771 In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their corporate structures. In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their corporate structures. No No Ep24. Effective Sales Management: Leading Indicators & KPIs https://podcasts.castplus.fm/e/68rrr798-ep24-effective-sales-management-leading-indicators-kpis Ep24. Effective Sales Management: Leading Indicators & KPIs 24 No No 80566rq1 In this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways. 00:00 Introduction to Sales SOS Podcast

00:43 Diving into Effective Sales Leadership

01:23 Understanding and Measuring KPIs

05:51 Customizing KPIs for Sales Success

09:49 Team and Cultural KPIs

11:20 Determining Lead Distribution with KPIs

12:11 Involving the Team in KPI Creation

13:22 Utilizing CRM Dashboards for Self-Monitoring

15:10 The Importance of Celebrating Wins

19:25 Simplifying KPIs for Better Focus

22:15 Final Thoughts and Wrap-Up

]]> Fri, 27 Sep 2024 23:03:00 +0000 Sales SOS Podcast Sales SOS Podcast 1404 In this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways. In this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways. No No Ep23. Effective Sales Management: Coaching https://podcasts.castplus.fm/e/1n200ryn-ep23-effective-sales-management-coaching Ep23. Effective Sales Management: Coaching 23 No No 219qq9j1 Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking. Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking.

00:00 Introduction to Sales SOS Podcast

00:40 Meet the Sales SOS Crew

00:57 Discussing Sales Leadership Mistakes

02:01 Unrealistic Sales Targets

03:21 Effective Sales Leadership Strategies

05:47 Challenges with Sales Forecasting

12:22 Mid-Market Sales Growth Strategies

13:17 Defining Mid-Market Businesses

14:44 Challenges in Mid-Market Growth

16:29 CRM Implementation Pitfalls

18:32 Leadership and Strategy Shifts

20:21 Understanding Sales Cycles

23:24 The Importance of Early Engagement

26:56 Final Thoughts and Advice

]]> Fri, 27 Sep 2024 23:03:00 +0000 Sales SOS Podcast Sales SOS Podcast 1733 Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking. Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking. No No Ep22. Effective Sales Management: Funnel Reviews https://podcasts.castplus.fm/e/x8vqqq7n-ep22-effective-sales-management-funnel-reviews Ep22. Effective Sales Management: Funnel Reviews 22 No No 70y77750 Join us in this episode as we offer a comprehensive guide to mastering sales leadership through essential tools and strategies. We cover the importance of RevOps teams, consistent use of CRM systems, and effective leadership skills such as planning and decision-making. The episode also delves into differentiating types of one-on-one meetings, enhancing team sales meetings, and balancing roles in coaching, training, and mentoring. Emphasis is placed on data-driven decisions, personalized coaching, and fostering open communication to ensure productive and engaging sales activities. 00:00 Introduction to the Sales SOS Podcast

00:40 Essential Tools for Sales Leaders

01:17 The Role of RevOps in Sales

03:35 Daily Responsibilities of a Sales Leader

04:51 Importance of CRM and Data-Driven Decisions

06:57 Effective One-on-One Meetings

07:45 Balancing Data and Relationships

08:44 Types of Sales Meetings

11:05 Team Sales Meetings: Best Practices

14:35 Cross-Functional Communication

18:08 Making Meetings Fun and Engaging

18:46 Sharing Big Ideas in Sales Meetings

20:02 Effective Pipeline and Funnel Reviews

20:18 Custom Coaching for Different Sales Styles

22:29 Key Metrics for Pipeline Management

26:47 The Importance of Consistent One-on-One Meetings

29:23 Good vs. Bad Coaching Practices

34:48 Conclusion and Wrap-Up

]]> Fri, 27 Sep 2024 23:02:00 +0000 Sales SOS Podcast Sales SOS Podcast 2139 Join us in this episode as we offer a comprehensive guide to mastering sales leadership through essential tools and strategies. We cover the importance of RevOps teams, consistent use of CRM systems, and effective leadership skills such as planning and decision-making. The episode also delves into differentiating types of one-on-one meetings, enhancing team sales meetings, and balancing roles in coaching, training, and mentoring. Emphasis is placed on data-driven decisions, personalized coaching, and fostering open communication to ensure productive and engaging sales activities. Join us in this episode as we offer a comprehensive guide to mastering sales leadership through essential tools and strategies. We cover the importance of RevOps teams, consistent use of CRM systems, and effective leadership skills such as planning and decision-making. The episode also delves into differentiating types of one-on-one meetings, enhancing team sales meetings, and balancing roles in coaching, training, and mentoring. Emphasis is placed on data-driven decisions, personalized coaching, and fostering open communication to ensure productive and engaging sales activities. No No Ep21. Effective Sales Management: Running Sales Meetings https://podcasts.castplus.fm/e/pnlxxx5n-ep21-effective-sales-management-running-sales-meetings Ep21. Effective Sales Management: Running Sales Meetings 21 No No x0lnnnk0 In this episode we dive into the nuanced roles of sales leadership versus sales management. We discuss distinguishing daily management tasks from visionary leadership, personalized motivation, and fostering a positive culture. The importance of proper training, coaching, and mentoring for new managers is highlighted, along with the need for clear communication and self-awareness in leadership roles. Practical advice is provided on balancing operational duties with inspiring leadership, preparing new leaders for people management, and aligning sales efforts with broader company goals, ultimately promoting authenticity and adaptability among sales teams. 00:00 Introduction to Sales SOS Podcast

00:43 Meet the Sales SOS Crew

01:20 Defining Sales Leadership vs. Sales Management

02:42 Effective Sales Leadership Strategies

03:59 Motivating and Managing Sales Teams

06:31 The Role of Culture in Sales Leadership

12:18 Leading by Example and Engagement

14:30 Salespeople's Disconnect from Management

16:17 The Importance of Understanding Your Sales Team

16:45 Evaluating Sales Leadership Effectiveness

18:19 Challenges in Preparing Sales Leaders

19:28 Training Sales Leaders and Managers

21:29 Communication in Sales Leadership

23:32 The Role of Sales Leadership in Employee Retention

27:19 Final Thoughts on Sales Leadership

30:42 Conclusion and Wrap-Up

]]> Fri, 27 Sep 2024 23:02:00 +0000 Sales SOS Podcast Sales SOS Podcast 1893 In this episode we dive into the nuanced roles of sales leadership versus sales management. We discuss distinguishing daily management tasks from visionary leadership, personalized motivation, and fostering a positive culture. The importance of proper training, coaching, and mentoring for new managers is highlighted, along with the need for clear communication and self-awareness in leadership roles. Practical advice is provided on balancing operational duties with inspiring leadership, preparing new leaders for people management, and aligning sales efforts with broader company goals, ultimately promoting authenticity and adaptability among sales teams. In this episode we dive into the nuanced roles of sales leadership versus sales management. We discuss distinguishing daily management tasks from visionary leadership, personalized motivation, and fostering a positive culture. The importance of proper training, coaching, and mentoring for new managers is highlighted, along with the need for clear communication and self-awareness in leadership roles. Practical advice is provided on balancing operational duties with inspiring leadership, preparing new leaders for people management, and aligning sales efforts with broader company goals, ultimately promoting authenticity and adaptability among sales teams. No No Ep20. Redefining Sales Process: Aligning with the CRM https://podcasts.castplus.fm/e/vnw44498-ep20-redefining-sales-process-aligning-with-the-crm Ep20. Redefining Sales Process: Aligning with the CRM 20 No No 81x777r0 In this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making. 00:00 Introduction to Sales SOS Podcast

01:00 Aligning CRM with Sales Process

02:00 Challenges in CRM Implementation

03:02 The Core Purpose of CRM

04:21 Documenting Sales Processes in CRM

06:35 Top of the Funnel Work

08:20 Debate on CRM Tools

11:39 Importance of CRM Strategy

12:29 Integrating Tools for Seamless Workflow

13:05 Maximizing CRM Efficiency

14:28 Choosing the Right Tools

17:00 Streamlining Sales Processes

18:22 Addressing Technical Challenges

22:24 Final Thoughts and Wrap-Up

]]> Fri, 27 Sep 2024 23:01:00 +0000 Sales SOS Podcast Sales SOS Podcast 1488 In this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making. In this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making. No No Ep19. Redefining Sales Process: Activities and Rules https://podcasts.castplus.fm/e/5nzxxxrn-ep19-redefining-sales-process-activities-and-rules Ep19. Redefining Sales Process: Activities and Rules 19 No No 80z77741 In this episode, we explore the essential elements of creating and optimizing a sales process. Key topics include defining and adapting sales stages, rules, and activities to meet client needs, emphasizing the importance of flexibility and effective communication. We discuss the need for clear rules and activities while avoiding overly rigid structures that can hinder sales efficiency. Additionally, the episode highlights the significance of cross-departmental collaboration, proper CRM usage, and preparing for potential obstacles to ensure seamless customer implementation. 00:00 Introduction to Sales SOS Podcast

00:39 Meet Your Hosts: Liz Heiman and Mike Simmons

01:07 Deep Dive into Sales Process Stages

01:51 Tools and Activities for Each Sales Stage

05:41 Common Mistakes and How to Avoid Them

08:17 Flexibility in Sales Processes

12:33 Spotting CRM Bull Crap Behavior

12:57 Sales Process: Tool or Handcuff?

13:46 Aligning Sales Process with Buying Process

14:28 Simplifying Sales Processes

15:14 The Role of Reflective Models in Sales

16:40 Balancing Process Complexity

17:51 Involving the Right People at the Right Time

19:51 Overcoming Internal Process Challenges

21:50 The Importance of Customer Focus

24:19 Final Thoughts and Wrap-Up

]]> Fri, 27 Sep 2024 22:58:00 +0000 Sales SOS Podcast Sales SOS Podcast 1530 In this episode, we explore the essential elements of creating and optimizing a sales process. Key topics include defining and adapting sales stages, rules, and activities to meet client needs, emphasizing the importance of flexibility and effective communication. We discuss the need for clear rules and activities while avoiding overly rigid structures that can hinder sales efficiency. Additionally, the episode highlights the significance of cross-departmental collaboration, proper CRM usage, and preparing for potential obstacles to ensure seamless customer implementation. In this episode, we explore the essential elements of creating and optimizing a sales process. Key topics include defining and adapting sales stages, rules, and activities to meet client needs, emphasizing the importance of flexibility and effective communication. We discuss the need for clear rules and activities while avoiding overly rigid structures that can hinder sales efficiency. Additionally, the episode highlights the significance of cross-departmental collaboration, proper CRM usage, and preparing for potential obstacles to ensure seamless customer implementation. No No Ep18. Redefining Sales Process: Defining Stages https://podcasts.castplus.fm/e/18pvvvl8-ep18-redefining-sales-process-defining-stages Ep18. Redefining Sales Process: Defining Stages 18 No No z1r333z0 In this episode, we dive into the complexity of navigating sales processes, from initial opportunity recognition to post-sale confirmation. We emphasize the importance of defining stages clearly, such as prospecting, qualifying, and closing, to enhance forecasting and reduce CRM chaos. We explore common mistakes like inconsistent definitions and the pitfalls of CRM percentages, underscoring clear leadership's role in avoiding issues like sandbagging. The discussion highlights distinguishing sales activities from stages in B2B transactions and refining workflow models for better progress assessment. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Hosts: Liz Heiman and Mike Simmons

00:58 Defining Sales Stages

01:40 Starting the Sales Process

04:10 Mike's Sales Stages Explained

10:51 Liz's Approach to Sales Stages

15:01 Starting the Closing Process

15:25 Consistency in Sales Language

16:59 Defining Sales Terms Clearly

17:40 Aligning Sales Processes Across Functions

18:43 The Pitfalls of Probability in Sales

21:21 Leadership Challenges in Sales

25:00 Activity vs. Stages in Sales Funnels

30:24 Final Thoughts and Next Steps

]]> Fri, 27 Sep 2024 22:57:00 +0000 Sales SOS Podcast Sales SOS Podcast 1898 In this episode, we dive into the complexity of navigating sales processes, from initial opportunity recognition to post-sale confirmation. We emphasize the importance of defining stages clearly, such as prospecting, qualifying, and closing, to enhance forecasting and reduce CRM chaos. We explore common mistakes like inconsistent definitions and the pitfalls of CRM percentages, underscoring clear leadership's role in avoiding issues like sandbagging. The discussion highlights distinguishing sales activities from stages in B2B transactions and refining workflow models for better progress assessment. In this episode, we dive into the complexity of navigating sales processes, from initial opportunity recognition to post-sale confirmation. We emphasize the importance of defining stages clearly, such as prospecting, qualifying, and closing, to enhance forecasting and reduce CRM chaos. We explore common mistakes like inconsistent definitions and the pitfalls of CRM percentages, underscoring clear leadership's role in avoiding issues like sandbagging. The discussion highlights distinguishing sales activities from stages in B2B transactions and refining workflow models for better progress assessment. No No Ep17. Redefining Sales Process: What is Sales Process https://podcasts.castplus.fm/e/r87yyy48-ep17-redefining-sales-process-what-is-sales-process Ep17. Redefining Sales Process: What is Sales Process 17 No No k08mmmy1 Join us in this episode as we explore the critical elements of a structured sales process. We discuss the necessity of having a repeatable sales process and its impact on achieving predictable results. The conversation delves into how organized sales operating systems and company culture contribute to sales success. We debunk the myth that effective sales rely solely on spontaneity, highlighting the importance of a well-defined process that aligns with the buyer's journey to enhance deal closures. Additionally, we emphasize the value of accurate forecasting, pipeline development, and the use of robust CRM systems for tracking and prioritizing sales activities, ultimately leading to improved sales performance and goal setting. 00:00 Introduction to Sales SOS Podcast

00:40 Meet the Hosts: Liz Heiman and Mike Simmons

00:51 Understanding Sales Process

01:30 The Importance of a Structured Sales Process

02:42 Mike Simmons' Background and Insights

05:23 Defining Sales Process

09:39 Common Misconceptions About Salespeople

11:37 The Dopamine Trap in Sales

12:01 Sales Process as an Operating System

13:03 Defining the Sales Process

14:03 The Importance of Following a Sales Process

16:20 Aligning Sales Process with Buyer Journey

19:11 Utilizing CRM for Sales Success

20:53 Prioritizing and Managing Sales Workload

22:54 The Role of Documentation in Sales

24:05 Simplifying Sales Processes

24:44 Conclusion and Next Steps

]]> Fri, 27 Sep 2024 22:56:00 +0000 Sales SOS Podcast Sales SOS Podcast 1588 Join us in this episode as we explore the critical elements of a structured sales process. We discuss the necessity of having a repeatable sales process and its impact on achieving predictable results. The conversation delves into how organized sales operating systems and company culture contribute to sales success. We debunk the myth that effective sales rely solely on spontaneity, highlighting the importance of a well-defined process that aligns with the buyer's journey to enhance deal closures. Additionally, we emphasize the value of accurate forecasting, pipeline development, and the use of robust CRM systems for tracking and prioritizing sales activities, ultimately leading to improved sales performance and goal setting. Join us in this episode as we explore the critical elements of a structured sales process. We discuss the necessity of having a repeatable sales process and its impact on achieving predictable results. The conversation delves into how organized sales operating systems and company culture contribute to sales success. We debunk the myth that effective sales rely solely on spontaneity, highlighting the importance of a well-defined process that aligns with the buyer's journey to enhance deal closures. Additionally, we emphasize the value of accurate forecasting, pipeline development, and the use of robust CRM systems for tracking and prioritizing sales activities, ultimately leading to improved sales performance and goal setting. No No Ep16. Building a Sales Org: Onboarding https://podcasts.castplus.fm/e/x8ymm428-ep14-building-a-sales-org-onboarding Ep16. Building a Sales Org: Onboarding 16 No No l04nn9q0 This episode explores effective onboarding strategies for sales teams. We discuss easing new hires into their roles, addressing knowledge gaps, and fostering cross-departmental connections. Integrating new team members into the company culture and providing a structured onboarding experience is also key. 00:00 Introduction to Sales SOS Podcast

00:46 Today's Topic: Building Your Sales Organization

01:06 Effective Onboarding Strategies

02:29 Personalizing the Onboarding Experience

05:14 Setting Clear Expectations

07:06 Common Onboarding Mistakes

07:43 Designing for Internal Customer Experience

08:34 Creating Early Engagement Across Departments

09:31 The Importance of First Impressions

10:22 Common Onboarding Mistakes

11:39 The Extended Onboarding Process

12:22 Addressing Previous Job Habits

12:38 Onboarding is a Sales Responsibility

13:08 Setting Clear Expectations

14:49 The Concept of Everboarding

17:13 Final Thoughts and Recommendations

18:41 Podcast Wrap-Up

]]> Fri, 27 Sep 2024 21:09:00 +0000 Sales SOS Podcast Sales SOS Podcast 1182 This episode explores effective onboarding strategies for sales teams. We discuss easing new hires into their roles, addressing knowledge gaps, and fostering cross-departmental connections. Integrating new team members into the company culture and providing a structured onboarding experience is also key. This episode explores effective onboarding strategies for sales teams. We discuss easing new hires into their roles, addressing knowledge gaps, and fostering cross-departmental connections. Integrating new team members into the company culture and providing a structured onboarding experience is also key. No No Ep15. Building a Sales Org: Hiring https://podcasts.castplus.fm/e/xn1447j8-ep15-building-a-sales-org-hiring Ep15. Building a Sales Org: Hiring 15 No No 703ppy31 In this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit. Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight the need to understand market dynamics, craft effective compensation plans, and identify individuals who can thrive with minimal support. Throughout the conversation, we emphasize coachability, dedication to the craft, and the ability to represent the brand independently. 00:00 Introduction to Sales SOS Podcast

00:44 Today's Topic: Building Your Sales Organization

01:12 Common Hiring Mistakes

01:55 Effective Hiring Processes

06:14 Scenario Testing and Feedback

07:52 Values and Diversity in Hiring

15:06 The Importance of Purpose and Values in Sales

15:47 Sales Team as Recruiters

16:21 Representing Your Brand

17:29 Key Interview Questions for Sales Hires

19:10 Understanding Sales Methodologies

20:10 Handling Sales Challenges

21:30 Learning from Sales Success and Failure

24:00 Evaluating Sales Candidates

29:00 Final Thoughts and Wrap-Up

]]> Fri, 27 Sep 2024 21:07:00 +0000 Sales SOS Podcast Sales SOS Podcast 1780 In this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit. Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight the need to understand market dynamics, craft effective compensation plans, and identify individuals who can thrive with minimal support. Throughout the conversation, we emphasize coachability, dedication to the craft, and the ability to represent the brand independently. In this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit. Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight the need to understand market dynamics, craft effective compensation plans, and identify individuals who can thrive with minimal support. Throughout the conversation, we emphasize coachability, dedication to the craft, and the ability to represent the brand independently. No No Ep14. Building a Sales Org: Defining the job(s) https://podcasts.castplus.fm/e/v85557j8-ep14-building-a-sales-org-defining-the-job-s Ep14. Building a Sales Org: Defining the job(s) 14 No No 81qqq531 In this episode, we tackle the complexities of building a sales organization from the ground up. We delve into the importance of tailoring roles to fit the needs of your business, the evolving nature of these roles, and the critical need for strong communication and partnership with marketing and operations. The conversation also touches on leveraging measurement systems, handling investor influences, and considering outsourcing as a strategic option. 00:00 Introduction to Sales SOS Podcast

00:48 Building Your Sales Organization

01:42 Understanding Sales Roles and Titles

02:40 Debating the Role of BDRs

05:19 The Evolution of Sales Roles

08:39 Challenges in Defining Sales Roles

10:52 Addressing Bottlenecks in Sales Processes

12:39 Addressing Common Sales Strategy Pitfalls

13:03 The Talent Bottleneck in Sales Teams

14:17 Leadership Failures and Their Impact

15:37 The Misconception of the SaaS Model

17:10 Investor Influence on Sales Structures

18:14 Final Thoughts on Building a Sales Organization

21:49 The Importance of Measuring ROI

24:25 Outsourcing Sales Functions

25:20 Conclusion and Wrap-Up

]]> Fri, 27 Sep 2024 19:50:00 +0000 Sales SOS Podcast Sales SOS Podcast 1559 In this episode, we tackle the complexities of building a sales organization from the ground up. We delve into the importance of tailoring roles to fit the needs of your business, the evolving nature of these roles, and the critical need for strong communication and partnership with marketing and operations. The conversation also touches on leveraging measurement systems, handling investor influences, and considering outsourcing as a strategic option. In this episode, we tackle the complexities of building a sales organization from the ground up. We delve into the importance of tailoring roles to fit the needs of your business, the evolving nature of these roles, and the critical need for strong communication and partnership with marketing and operations. The conversation also touches on leveraging measurement systems, handling investor influences, and considering outsourcing as a strategic option. No No Ep13. Building a Sales Org: Sales Org Structure https://podcasts.castplus.fm/e/183m67y8-ep13-building-a-sales-org-sales-org-structure Ep13. Building a Sales Org: Sales Org Structure 13 No No m0j27wy0 In this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel. 00:00 Introduction to the Sales SOS Podcast

00:41 Today's Topic: Building Your Sales Organization

01:17 Exploring Sales Organization Structures

01:56 Specialization in Sales Roles

02:57 The Role of Account Management

05:57 Challenges and Strategies for Entrepreneurs

18:46 The Importance of Customer Success

32:04 Final Thoughts and Wrap-Up

]]> Mon, 26 Aug 2024 20:54:00 +0000 Sales SOS Podcast Sales SOS Podcast 1963 In this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel. In this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel. No No Ep12. Target Market: How to Create Lists and Target Your Market https://podcasts.castplus.fm/e/xn145k28-ep12-target-market-how-to-create-lists-and-target-your-market Ep12. Target Market: How to Create Lists and Target Your Market 12 No No 703pnmr1 In this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market. Mon, 01 Jul 2024 02:15:00 +0000 Sales SOS Podcast Sales SOS Podcast 1881 In this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market. In this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market. No No Ep11. Target Market: Understanding Your Client Base https://podcasts.castplus.fm/e/v855k258-ep11-target-market-understanding-your-client-base Ep11. Target Market: Understanding Your Client Base 11 No No 81qqr2q1 In this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth. Mon, 01 Jul 2024 02:13:00 +0000 Sales SOS Podcast Sales SOS Podcast 2004 In this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth. In this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth. No No Ep10. Target Market: Account-Based Approach https://podcasts.castplus.fm/e/p8m5wq68-ep10-target-market-account-based-approach Ep10. Target Market: Account-Based Approach 10 No No 70vl9vp0 In this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success Mon, 01 Jul 2024 02:09:00 +0000 Sales SOS Podcast Sales SOS Podcast 1820 In this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success In this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success No No Ep9. Target Market: Ideal Customer Buyer Persona https://podcasts.castplus.fm/e/q80q4yxn-ep9-target-market-ideal-customer-buyer-persona Ep9. Target Market: Ideal Customer Buyer Persona 9 No No p0kpm7j1 In this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence! Mon, 01 Jul 2024 02:05:00 +0000 Sales SOS Podcast Sales SOS Podcast 1665 In this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence! In this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence! No No Ep8. Transforming How You Use Your CRM: Rules and Protocols for CRM Management https://podcasts.castplus.fm/e/mn4x5v7n-ep8-transforming-how-you-use-your-crm-rules-and-protocols-for-crm-management Ep8. Transforming How You Use Your CRM: Rules and Protocols for CRM Management 8 No No x06l34j0 In this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling. Mon, 01 Jul 2024 02:03:00 +0000 Sales SOS Podcast Sales SOS Podcast 1349 In this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling. In this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling. No No Ep7. Transforming How You Use Your CRM: Common CRM Mistakes https://podcasts.castplus.fm/e/lnq2vx68-ep7-transforming-how-you-use-your-crm-common-crm-mistakes Ep7. Transforming How You Use Your CRM: Common CRM Mistakes 7 No No 81nkr9q0 In this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls. Mon, 01 Jul 2024 02:02:00 +0000 Sales SOS Podcast Sales SOS Podcast 1330 In this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls. In this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls. No No Ep6. Transforming How You Use Your CRM: Things to Consider When Setting Up CRM and Reporting https://podcasts.castplus.fm/e/0nj0l3ln-ep6-transforming-how-you-use-your-crm-things-to-consider-when-setting-up-crm-and-reporting Ep6. Transforming How You Use Your CRM: Things to Consider When Setting Up CRM and Reporting 6 No No 40pmrjr1 In this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success. Mon, 01 Jul 2024 02:01:00 +0000 Sales SOS Podcast Sales SOS Podcast 1400 In this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success. In this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success. No No Ep5. Transforming How You Use Your CRM: What a CRM Is and What It Does https://podcasts.castplus.fm/e/28615r9n-ep5-transforming-how-you-use-your-crm-what-a-crm-is-and-what-it-does Ep5. Transforming How You Use Your CRM: What a CRM Is and What It Does 5 No No j122pvn1 In this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM. Mon, 01 Jul 2024 01:56:00 +0000 Sales SOS Podcast Sales SOS Podcast 1376 In this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM. In this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM. No No Ep4. Using AI in Sales: Governance of AI https://podcasts.castplus.fm/e/183mw708-ep4-using-ai-in-sales-governance-of-ai Ep4. Using AI in Sales: Governance of AI 4 No No m0j2mwk0 In this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. Mon, 01 Jul 2024 01:54:00 +0000 Sales SOS Podcast Sales SOS Podcast 1173 In this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. In this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. No No Ep3. Using AI in Sales: Common Pitfalls of Using AI in Sales https://podcasts.castplus.fm/e/68rr2548-ep3-using-ai-in-sales-common-pitfalls-of-using-ai-in-sales Ep3. Using AI in Sales: Common Pitfalls of Using AI in Sales 3 No No 80567391 In this episode of the Sales SOS podcast, we discuss the common pitfalls of using AI in sales. We share cautionary tales of AI gone wrong, from car dealerships having chatbots negotiate prices to AI hallucinating information. We emphasize the importance of understanding AI's limitations and not relying on it as a crutch. We stress the need for human connection and expertise in sales, reminding you that AI can enhance but not replace the authenticity of human interactions. Overall, this episode highlights the importance of using AI as a tool to improve your sales skills, rather than as a replacement for them. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. Mon, 01 Jul 2024 01:49:00 +0000 Sales SOS Podcast Sales SOS Podcast 1445 In this episode of the Sales SOS podcast, we discuss the common pitfalls of using AI in sales. We share cautionary tales of AI gone wrong, from car dealerships having chatbots negotiate prices to AI hallucinating information. We emphasize the importance of understanding AI's limitations and not relying on it as a crutch. We stress the need for human connection and expertise in sales, reminding you that AI can enhance but not replace the authenticity of human interactions. Overall, this episode highlights the importance of using AI as a tool to improve your sales skills, rather than as a replacement for them. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. In this episode of the Sales SOS podcast, we discuss the common pitfalls of using AI in sales. We share cautionary tales of AI gone wrong, from car dealerships having chatbots negotiate prices to AI hallucinating information. We emphasize the importance of understanding AI's limitations and not relying on it as a crutch. We stress the need for human connection and expertise in sales, reminding you that AI can enhance but not replace the authenticity of human interactions. Overall, this episode highlights the importance of using AI as a tool to improve your sales skills, rather than as a replacement for them. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. No No Ep2. Using AI in Sales: AI Tools You Can Use in Sales https://podcasts.castplus.fm/e/1n2059wn-ep2-using-ai-in-sales-ai-tools-you-can-use-in-sales Ep2. Using AI in Sales: AI Tools You Can Use in Sales 2 No No 219q38r1 In this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. Mon, 01 Jul 2024 01:47:00 +0000 Sales SOS Podcast Sales SOS Podcast 2086 In this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. In this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in sales and how it can elevate your sales game to new heights. No No Ep1. Using AI in Sales: Why is Everyone Talking About It? https://podcasts.castplus.fm/e/x8vqj9pn-ep1-using-ai-in-sales-why-is-everyone-talking-about-it Ep1. Using AI in Sales: Why is Everyone Talking About It? 1 No No 70y723w0 In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities. Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales! Mon, 01 Jul 2024 01:45:00 +0000 Sales SOS Podcast Sales SOS Podcast 1826 In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities. Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales! In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities. Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales! No No