The Abstrakt Podkast

Some wise words from Matt Wolach, B2B SaaS Sales Coach at Xsellus. While the focus of this podcast is founder-led sales, most of these principles that Matt shared can be applied to sales in general. Before you can grow in sales, you need to have a process and understand your market. Spend time doing your research and talking to industry experts first, before you try to sell to prospects. The other piece to founder-led sales.... don't get emotional. Disconnect your ego from the product. Listen to the full episode to get even more great advice. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Nicholas Thickett, Managing Partner at Alignd and host of the B2B Power Hour, joined us to talk about why most SDRs aren't qualified to make cold calls. Yes, you read that right. And what happens when they fail? We blame the SDR. Tune in to get some solid tactics that can be implemented right away... and these can be applicable to anyone in sales! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Breezy Beaumont, Head of Growth & Marketing at Correlated, joined us on the podkast to discuss everything Product Led Growth (PLG)! One of the biggest myths around PLG is that it's only for simple, easy-to-use products (aka Enterprise deals can't be done through PLG).   Intrigued? Listen to all the details about how PLG is all about improving your product and the process of buying and selling it.   Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Do you ever get nervous about what you can and can't say on social media? Nadja Komnenic, Head of Business Development at Lemlist, talks all about how to build your personal brand on social media. Being vulnerable can be scary, but she gives you great tips to get started and how it's all about building relationships. This is a must listen! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

The one and only Kevin "KD" Dorsey joined us on the latest episode of the podkast. When it comes to sales and leadership, there are quite a few similarities. Actually, the things that make you a great salesperson are the same things that make you a great leader. But why top reps generally fail is they remain deal focused, not people focused. Your behaviors should remain the same, it's just where you apply that skill or behavior. You are trying to change minds to change behaviors to change results. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

From Silicon Valley to Star Trek to Sales, Ashleigh Early joins Greg Reffner to talk about building a sales process that accounts for variances in humanity. Anyone can be successful in sales. You don't have to fit this mold of the "ideal sales person" anymore.   But where a lot of companies struggle is trying to control what can't be controlled. With introverts, extroverts, and all types of personalities now in sales, scripts don't sound good in everyone's voice. We need to allow the person to bring their authentic self to calls.   Communication can't happen scripted. It can happen structured, but not scripted.     Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Tom Slocum, Program Director at RevGenuius and Co-Founder of RevLeague, has been through it all! What an awesome episode that has so many golden nuggets, especially when it comes to the tactics of cold calling and objection handling. But the biggest takeaway.... change your mindset and GIVE VALUE. How can you provide two "gives" before you ask for something from a prospect? We're always focusing on winning the conversation, but how about just advancing the conversation? For example, tell them why they might be interested in the link or attachment you sent. Give them a reason/benefit as to why they should take the next step. Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Buckle up ladies and gentleman, you'll be at the edge of your seat as you listen to the latest episode of The Abstrakt Podkast featuring Kevin Hopp, CEO of Hopp Consulting Group and host of The Sales Career Podcast.In any company, everybody should be able to talk the talk. From SDRs to customer service reps to managers. Think about it .... can your employees really tell the story of how the solution is valuable to the customers you serve? In sales, that's the core of cold calling.The person that is expected to tell the story about your company is the newest person in the door. So if you're a leader or founder, how do you pass that institutional knowledge down? Can you take all of that and boil it down to a sentence or two?Kevin talks all about cold calling, SDRs, tech stack, and so much more.   Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

What separates Sales Leaders vs. Sales Managers? Leaders are intentional about the culture they are building.Shawn Buxton, Director of Sales Enablement at Acoustic, joined us on the Abstrakt Podkast to talk all about motivation in sales organizations.Sales Managers spend time trying to get people hyped.Sales Leaders create a culture where self-motivation is expected, incentivized, and celebrated everyday.Which are you focusing on?   Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

It takes heart and determination to define a new path in software sales. We'll say it - Real-time call coaching software is the future of conversational intelligence. Michael Ocean, Co-Founder & CEO of Aurora AI, joined us on the Abstrakt Podkast to discuss the future of AI in sales and how both of our companies are knee deep in the world of real-time.   Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

When people are your most valuable asset, you need to focus your energy on the things that are good. Tim Maloney, Director of National Partner Programs at Zoom, covers all the details in this week's podcast! Knowing what to do with your A through D players is key. Everyone is a star somewhere, it may just not be on your team. P.S. Winners play chess. Losers play checkers.   Learn more about Abstrakt: https://abstrakt.ai/ Watch our demo: https://www.youtube.com/watch?v=phcYeszMDvw

Looking for the secret sauce to finding the right employees? Matt Walsh, President & CEO of Blue Signal Search, shows us why transparency and communication is key in business and recruiting. Plus he's a technology junkie so hear all about how he finds the right tools for his team! Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Do you use a personality test when it comes to finding the right candidate for your team? When was the last time you checked to see how stressed your employees were? We were lucky enough to interview Barry Saltzman, Founder & CEO of the Saltzman Enterprise Group, who really made us take a step back and think. Office snacks and ping pong don't work when your office is remote. Finding the right work-life balance is different now, but even more importantly so is finding the right candidate.   Listen or watch all of our episodes on YouTube. From cold calling to defining sales territories to motivating employees, the Abstrakt Podkast allows you to immerse yourself with sales experts from around the industry to find out what has made them successful as they tell all with Greg, your host. Each episode they’ll discuss and dissect topics such as leadership, business growth, technology, sales strategies, prospecting, career progression, and so much more.

Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why. Listen to this podcast with Aspireship's CEO Corey Kossack: "So what I mean .... is if you legitimately have what it takes and you're willing to continue learning and continue, continue pushing your own boundaries so that you keep improving, you can humble yourself and no matter who you are and what you come from, know that."  "In terms of seeing how forceful the sales process is.... we'll give you clues about whether or not there's fit in the market and that's before even looking at like are they on G2'?"

From Steve Jobs to defining sales territories to company culture, Jeremey Donovan, EVP Sales & Customer Success at Insight Partners, had us inspired and motivated after the first minute on the Abstrakt Podkast. Stop scrolling and bookmark this episode, you won't regret it! There are some gems - especially at the end.   Learn more about Abstrakt: https://abstrakt.ai/

Are you a startup founder or do you sell for a crazy tech startup? Listen to Greg Head, a 3-time startup-to-scale software entrepreneur now active startup advisor & investor, has to say about growing startups in the early stages and when it is the time to scale, pivot, or move on.   Visit our website: Abstrakt.ai

A new Abstrakt Podkast is available! Sales development leader Taylor Scotto, Head of Global Strategic and Growth Sales Development at Cloudinary, joins us as they go through the importance of an SDRs tech stack and how much it's changed over the past few years. Looking to become an SDR leader? Taylor also gives some great advice - take a listen. Plus you can connect with Taylor to learn even more!

Kendra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful in various environments.

Warren Zenna, Founder of the CRO Collective and Zenna Consulting Group gets into the critical role of CRO.  He gets into how to tackle the problem of short CRO Tenure, Biggest CRO Challenges, and support that is available in the CRO Collective.  Listen to the Podkast to learn more!

Park Howell, Volunteer for City of Phoenix, Environment Quality and Sustainability Commissioner, Professor of Storytelling at ASU, Corporate Social Responsibility Advisor at Walgreens and also the author of "Brand BeWitchery. Where do we begin?" talks about critical storytelling from both a sales perspective and a brand perspective.  Listen to the Podkast to learn more!