Get More At Bats Podcast

About the Host(s): Jamie Shanks, the Founder and CEO of Pipeline Signals and Get Levrg, is an expert in enhancing offshoring to drive profit growth. With a history of leading "Sales for Life," he has trained over 250,000 professionals worldwide for major corporations such as Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel. About the Guest: Ben Albert is a multifaceted professional with a passion for connecting individuals with knowledge and solutions. He is the founder of Real Business Connections, a marketing service for podcasters, and a networking mastermind. Ben thrives on fostering meaningful relationships and sharing valuable insights to help others succeed in their endeavors. Episode Summary: In this episode of the Get More at Bats podcast, Amar Sheth and Jamie are joined by Ben Albert from Real Business Connections. The conversation heads into the importance of being a media company first and foremost, highlighting the power of personal conviction, building relationships, and establishing thought leadership. Ben emphasizes the significance of finding one's unique combination to unlock success in sales and the importance of blurring the lines between marketing and sales to create a seamless customer experience. Key Takeaways: Salespeople are encouraged to see themselves as media companies first, leveraging personal conviction, personality, and unique values to stand out in a competitive market. Being the center of gravity for your audience and creating valuable relationships can differentiate sales reps in an era where traditional aggressive sales tactics are less effective. Empowering team members to engage in social selling, thought leadership and relationship building can lead to increased inbound leads, stronger brand presence, and higher customer retention rates. Success in sales is not about following a one-size-fits-all approach but rather finding your own unique combination of strategies and approaches that resonate with your audience. Building personal connections and sharing authentic stories can be a powerful way to connect with prospects and create lasting relationships that drive sales success. Connect with Jamie, Amar, and Ben Albert: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth:  https://www.linkedin.com/in/amarsheth/ Ben Albert: https://www.linkedin.com/in/realbenalbert/    Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Host(s): Jamie Shanks, the Founder and CEO of Pipeline Signals and Get Levrg, is an expert in enhancing offshoring to drive profit growth. With a history of leading "Sales for Life," he has trained over 250,000 professionals worldwide for major corporations such as Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel. About the Guest: Hannah Sandmeyer is the founder of Up and Over Advisors, based in Portland, Oregon. Her company focuses on M&A sourcing for mission-driven, triple bottom line companies, with a particular emphasis on profit for a purpose companies. Hannah and her team work to connect buyers and sellers in the space of impact-driven businesses, aiming to maximize their impact in the market. One of the unique aspects of Hannah's company is their commitment to generating regenerative wealth into the entrepreneurial system, whereby they reinvest 5% of their proceeds back into entrepreneurs at the beginning of their journey. Episode Summary: In this engaging episode of the Get More at Bats podcast, Hannah Sandmeyer goes into the importance of identifying the ideal client profile (ICP) for successful Account-Based Marketing (ABM) strategies. She highlights the common mistakes companies make in ABM, emphasizing the significance of mission alignment and values-driven prospecting. Through insightful anecdotes and expert analysis, Hannah brings to light the critical role of understanding customer satisfaction, addressing cultural shifts in sales approaches, and the power of impactful business missions. Key Takeaways: The pressure on companies to excel in sales and ABM is high, with a trend towards profit for a purpose companies. Understanding the ideal client profile (ICP) is crucial for successful ABM strategies and achieving sustainable growth. ABM effectiveness lies in values-aligned prospecting, emphasizing mission-driven partnerships that resonate with customers. Businesses that focus on impact and mission grow three times faster and attract customers aligned with their values. Authenticity in business missions, such as sustainability efforts like those of liquid death, can lead to significant market success. Connect with Jamie, Amar, and Hannah Sandmeyer: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth:  https://www.linkedin.com/in/amarsheth/ Hannah Sandmeyer: https://www.linkedin.com/in/hannahsandmeyer/    Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Host(s): Jamie Shanks, the Founder and CEO of Pipeline Signals and Get Levrg, is an expert in enhancing offshoring to drive profit growth. With a history of leading "Sales for Life," he has trained over 250,000 professionals worldwide for major corporations such as Microsoft and Oracle.   About the Guest: Monica Stewart is the CEO and founder of MSP Consulting, boasting 15 years of experience in helping startup founders maximize revenue. Her expertise spans market analysis, business development, and strategic planning. Under her leadership, MSP Consulting has earned a stellar reputation for driving results and fostering client relationships. Monica is also a sought-after speaker and thought leader in the startup community, regularly sharing insights at industry events and through various media outlets. Summary: In this episode, Jamie Shanks interviews Monica Stewart on the topic of account tiering and prioritization in sales. They discuss the importance of focusing on high-value customers, the danger of not prioritizing accounts, and how to strategically allocate time and resources. Monica emphasizes the significance of identifying key customer demographics and exographics to target the most valuable prospects effectively. Key ideas covered include the opportunity cost of time, the benefits of tiering customers based on LTV, and the importance of analyzing both firmographic and exographic data to pinpoint ideal customers. Monica provides tactical advice on evaluating and selecting the best-fit accounts and emphasizes the significance of monitoring customer behaviors to gauge their level of commitment and readiness for implementation. Key Takeaways: Prioritizing high-value customers over all leads can significantly impact revenue. Analyzing LTV, firmographic, and exographic data is crucial for effective account tiering. Monitoring customer behaviors can unveil crucial insights into their seriousness and commitment. Targeting specific customer profiles and needs can enhance outbound sales strategies. Going small to go big by focusing on a niche market can lead to substantial growth. Connect with Jamie, Amar, and Monica Stewart: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth:  https://www.linkedin.com/in/amarsheth/ Monica Stewart: https://www.linkedin.com/in/monica-stewart/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Host(s): Jamie Shanks, the Founder and CEO of Pipeline Signals and Get Levrg, is an expert in enhancing offshoring to drive profit growth. With a history of leading "Sales for Life," he has trained over 250,000 professionals worldwide for major corporations such as Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.   About the Guest: Juliana Trichilo Cina is a marketing executive and entrepreneurial enthusiast known for her passion in growing ambitious and purposeful brands. With vast experience working with startup businesses and larger corporate enterprises, Juliana excels in guiding companies through challenges in customer experience, marketing messaging, and internal culture. She aims to make expert management consulting accessible to businesses, emphasizing the importance of authenticity and personal connection in professional relationships. Summary: In this engaging episode, Juliana Trichilo Cina dives into the modern challenges faced by sales professionals and the importance of bringing one's authentic self to work. With insights drawn from her experiences in marketing and entrepreneurship, she emphasizes the significance of genuine human connections in the corporate world. Juliana expertly navigates through the distractions that often hinder sales success, advocating for a return to personal interactions and curiosity-driven conversations with clients. Key Takeaways: COVID and technological advancements have reshaped the sales landscape, demanding sales professionals to add greater value than ever before. Authenticity and genuine human connections are essential in building meaningful relationships with customers and coworkers. Encouragement to bring personal elements into professional interactions, fostering a sense of belonging and differentiation in a competitive market. Listening with curiosity and empathy can uncover deeper insights and lead to more impactful conversations with clients. Cultural alignment within organizations is key to driving profitability and success, highlighting the importance of shared values and purpose. Connect with Jamie, Amar, and Juliana Trichilo Cina: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth:  https://www.linkedin.com/in/amarsheth/ Juliana Trichilo Cina: https://www.linkedin.com/in/jtcina/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/  

About the Hosts: Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.   About the Guest: Connor Dube is an accomplished professional with over a decade of experience in B2B sales and marketing. He started his entrepreneurial journey at a young age, eventually leading and managing a marketing department that experienced significant growth. His expertise bridges the gap between traditional and modern sales and marketing methods, helping businesses adapt to the changing landscape. Dube is known for his podcast, B2B Mentors, and his thought leadership in the industry. Interestingly, he first encountered Jamie's work in college, wrote a research paper on it, invited Jamie to his own podcast, and later built a professional relationship, culminating in their recent Surf Mastermind collaboration.   Summary: In this engaging podcast episode, Connor Dube discusses the concept of ROI recapture in B2B marketing. He emphasizes the importance of focusing on leads that have already shown interest in a business but might need to catch up. Dube highlights the key areas of copy, calls to action, content, and lead verification as crucial elements to maximize conversions. The conversation delves into practical strategies to capture missed opportunities and improve pipeline coverage for account executives. Key Takeaways: ROI recapture involves identifying and converting leads that have engaged with a business but may not have been captured effectively. Improving copies, calls to action, and content on a website can significantly impact lead generation and conversion rates. Leveraging social proof and customer testimonials in content marketing can build credibility and trust with potential clients. Utilizing lead verification tools like ConverterVisit can enhance the quality of leads and streamline the conversion process. Incremental improvements in key areas of marketing can lead to substantial gains in revenue and business growth.   Connect with Jamie, Amar, and Connor Dube: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth:  https://www.linkedin.com/in/amarsheth/ Connor Dube: https://www.linkedin.com/in/socialsellingexpert/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts: Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.   About the Guest: Ted Heiman is the CEO of CISO Guru, a cybersecurity practice specializing in working with Chief Information Security Officers (CISOs) to enhance security measures within organizations. With over 25 years of experience in deploying cutting-edge technology for Fortune Enterprises and the Department of Defense, Ted brings a wealth of expertise in the cybersecurity realm, helping CISOs achieve their security objectives effectively.   Summary: In this episode, Ted Heiman shares valuable insights on selling CISOs in the ever-evolving landscape of cybersecurity. Highlighting the challenges faced by CISOs inundated with sales pitches, Ted emphasizes the importance of building genuine relationships and providing value rather than bombarding prospects with generic outreach tactics. Through engaging storytelling and practical advice, Ted sheds light on the shift in approach needed to capture the attention of high-level executives in the cybersecurity domain. Key points discussed include the transformation in sales tactics from volume-based approaches to personalized and value-driven interactions, the significance of understanding a CISO's challenges and industry landscape before reaching out, and the essentiality of credibility-building in initial conversations to establish trust with potential buyers.   Key Takeaways: Building authentic relationships and demonstrating genuine interest in a CISO's challenges is crucial for successful sales engagements. Researching and understanding the target audience's needs and goals is vital in creating a valid business reason for seeking their time. Providing value, support, and insights tailored to the CISO's specific requirements can help establish credibility and foster long-term partnerships. Approaching sales pitches with a focus on helping rather than selling can significantly increase the chances of engaging with C-suite executives successfully. Prioritizing quality interactions and personalized engagement over volume-based outreach strategies is key to standing out in the competitive cybersecurity industry.   Connect with Jamie and Ted Heiman: Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Ted Heiman:  https://www.linkedin.com/in/tedheiman/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Brad Childress is an experienced sales consultant with a strong background in software sales. As the co-founder of The Complex Sale, a company he started with Rick Page in the 90s, Brad has spent over 16 years honing his expertise in account planning, opportunity planning, and sales coaching. His current work involves helping sales teams develop more effective account and opportunity plans to drive sales success.     Summary:   In this episode, Brad Childress discusses the challenges faced with account planning tools, emphasizing the importance of understanding the strategic aspects of an account. He emphasizes the need to shift salespeople's focus from operational fixes to connecting these solutions with the strategic initiatives of the client's company. Brad emphasizes the significance of strategic literacy and highlights the value of provoking salespeople's thinking to identify growth opportunities within accounts.     Key Takeaways:   Account planning should align with the strategic direction of the client's business. The focus should be on connecting operational solutions with strategic initiatives to drive growth. Salespeople need to develop strategic literacy to understand how their offerings impact the client's core business objectives. The reluctance towards account planning can be overcome by educating salespeople on the purpose and value of strategic thinking. Effective account planning tools should prompt creativity, channel knowledge, and focus on growth opportunities.     Connect with Jamie, Amar, and Brad Childress Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Brad Childress: https://www.linkedin.com/in/bradchildress/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   Richard Harris is the founder of the Harris Consulting Group and the author of “The Seller’s Journey”. With a focus on helping founders with their go-to-market strategy and teaching sales reps how to ask the right questions to win, Richard brings a wealth of experience and expertise to the sales industry.     Summary:   In this engaging discussion, Jamie and Richard talk about the importance of balancing efforts between acquiring new customers and focusing on existing ones to drive growth and revenue. They explore the challenges faced by companies in maintaining reoccurring revenue, highlighting the significance of converting existing pipeline opportunities and maximizing customer success teams' potential. The conversation sheds light on the need for realistic goal-setting, investing in employee development, and redefining success metrics to drive sustainable growth in sales.     Key Takeaways:   Realistic goal-setting is crucial to prevent sales teams from chasing unrealistic targets. Investing in employee training and development is essential for bridging skill gaps and improving conversion rates. Redefining success metrics from customer success to customer growth can unlock upselling and cross-selling opportunities. Balancing efforts between acquiring new customers and converting existing pipeline opportunities is key to sustainable revenue growth. Future sales success lies in empowering customer success teams to leverage their natural sales skills for upselling and cross-selling.   Connect with Jamie and Richard Harris Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Richard Harris: https://www.linkedin.com/in/rharris415/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   Murray Pearce is the Managing Director of Bright Cyber, a cybersecurity partner based in London, UK. With a background in sales and marketing, Murray brings a wealth of experience navigating the evolving landscape of account-based and account-based sales.     Summary:   In this episode of the Get More At Bat podcast, host Jamie Shanks and guest Murray Pearce delve into the challenges of cutting through the noise in a world saturated with content. They explore the importance of personalization, avoiding industry jargon, and the power of engaging with customers on a human level. The conversation highlights the need for senior leadership to remain customer-facing and actively participate in social selling efforts, ultimately enhancing relationships and driving business growth.     Key Takeaways:   Personalization and simplicity are key to cutting through content overload. Use plain language and avoid industry jargon to connect with customers effectively. Senior leadership involvement in content creation can foster better customer relationships. Social selling provides a valuable opportunity to engage with customers on a personal level. Consistent and persistent efforts in social selling can yield significant results for businesses.     Connect with Jamie and Murray Pearce Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Murray Pearce: https://www.linkedin.com/in/murraypearce/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   John Stopper is the founder of Northstar Eight, a company he established 12 years ago to assist businesses with revenue growth and deal strategies. With 40 years of experience in the tech industry and 35 years in sales, John has served in various sales roles, including CRO and CEO of multiple companies. His expertise lies in helping organizations overcome common sales pitfalls and achieve growth.     Summary:   In this episode, John Stopper delves into the importance of sales strategy over mere tactics in achieving revenue growth. Drawing parallels with baseball, he highlights the need for sales professionals to adapt different "pitches" based on specific deal conditions and customer needs. Emphasizing the shift from selling efficiency to effectiveness, John discusses the significance of aligning value propositions with strategic objectives to enhance sales success.     Key Takeaways:   Sales strategy should focus on adapting pitches based on deal conditions and customer needs. Transitioning from selling efficiency to effectiveness can improve sales outcomes significantly. Multi-threading and engaging in executive-level conversations are crucial in B2B sales. Sales teams should prioritize consistency and durability in performance to drive success. Prioritize training, support, and tools for a select group of top-performing salespeople to boost results.     Connect with Jamie and John Stopper Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ John Stopper: https://www.linkedin.com/in/john-stopper/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   Mor Assouline is the founder of Demo to Close, specializing in helping early-stage startups and account executives build a strong top-of-funnel pipeline, master discovery, and excel at demoing. As a former VP of Sales, Mor scaled companies from sub-one million to five billion dollars annually. For the past three years, he has focused on consulting and coaching, using his extensive experience to drive growth and efficiency. Connect with Mor on LinkedIn or visit demo2close.com for more information.     Summary:   In this engaging episode, Mor Assouline, a seasoned sales expert, shares his insights on building a successful sales pipeline. From challenging traditional sales methodologies to emphasizing the importance of value-based messaging, Mor provides valuable advice on how to approach prospects and drive conversions effectively. Listeners will gain valuable tips on improving their sales processes and creating meaningful connections with potential customers.     Key Takeaways:   Mor emphasizes the importance of adapting the sales process based on the prospect's unique needs and pain points. Unselling, a tactic Mor employs, involves dissuading prospects from qualifying or disqualifying leads effectively. The value-based messaging approach focuses on providing prospects with knowledge and insights to build trust and foster relationships. Reverse engineering prospecting based on closed-won deals can help identify the ideal customer profile for higher conversion rates. Mor highlights the significance of personalized and engaging follow-up strategies to nurture prospects effectively.     Connect with Jamie, and Mor Assouline Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Mor Assouline: https://www.linkedin.com/in/morassouline/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Warren Zenna is the founder of the CRO Collective, dedicated to ensuring Chief Revenue Officers (CROs) excel in their roles. With extensive experience guiding CROs and founders, Warren offers unique insights into optimizing revenue operations and building effective sales strategies. His expertise lies in transforming sales practices to adapt to the ever-evolving market landscape.     Summary:   In this episode of the Get More At Bats podcast, Jamie Shanks and Amar Sheth are joined by Warren Zenna, founder of the CRO Collective. They delve into the challenges faced by Chief Revenue Officers (CROs) in today's market. Warren critiques the current obsession with outbound sales and the over-reliance on Sales Development Representatives (SDRs) and automated tools, arguing that these practices have diluted the effectiveness of sales efforts. He emphasizes the importance of having a clear and compelling value proposition and the necessity of evolving sales strategies to focus on genuine problem-solving rather than mere revenue generation. The discussion highlights the shift from "made for revenue" businesses to "made for solutions" models, underscoring the need for businesses to prioritize long-term customer relationships and value creation. The episode concludes with insights on how companies can adapt to these changes for sustained success.     Key Takeaways:   The outbound marketing landscape is saturated, leading to decreased effectiveness and consumer engagement. Businesses should prioritize expertise and education over manipulative sales tactics to build long-lasting customer relationships. The future of sales lies in full-cycle salespersons who manage the sales process from lead to close. The shift is moving towards solution-oriented businesses that focus on providing genuine value to customers. Sustainable success in sales requires a shift from revenue-driven strategies to those centered around building trust and delivering meaningful solutions.     Connect with Jamie, Amar, and Warren Zenna Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Warren Zenna: https://www.linkedin.com/in/warrenz/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Ari Barmapov is the Managing Partner and Founder of Foundation Sales Consulting, a go-to-market consultancy based in Toronto, Canada. With a rich background in enterprise-level software development, Ari has transitioned from leading sales at Apptera to leveraging his experience in building efficient, outsourced sales networks. His firm excels in helping companies optimize their sales strategies through effective go-to-market tactics.     Summary:   In this episode of "Get More At Bats", Jamie Shanks and Amar Sheth welcome Ari Barmapov, Managing Partner at Foundation Sales Consulting, to discuss the evolving challenges in sales management. Ari highlights a significant issue in sales organizations: managers becoming "dashboard warriors" who focus excessively on metrics and spreadsheets rather than actively supporting their teams. He stresses the importance of sales leaders being more hands-on and leading by example, especially in an environment where the majority of the buyer's journey occurs without direct sales interaction. Ari and Jamie explore how sales leaders can shift from merely overseeing metrics to engaging directly with their teams through coaching, training, and role-playing. This approach not only enhances team performance but also ensures that managers are truly connected to the day-to-day challenges their teams face, ultimately leading to more effective sales strategies and improved team dynamics.     Key Takeaways:   Sales leaders should lead from the front and show their teams that they are willing to do the hard work themselves. The role of a sales leader is not just about setting targets and expecting the team to achieve them, but also actively participating in tasks such as cold calling, running discovery meetings, and delivering presentations. In today's market, salespeople need to be more efficient and refine their skills to meet their targets. Sales leaders should focus on training, coaching, and role-playing to enable their sales teams and improve their conversion rates. Founder-led sales can be highly effective as founders have a deep understanding of the sales process and can set an example for their teams.     Connect with Jamie, Amar, and Ari Barmapov Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Ari Barmapov: https://www.linkedin.com/in/aribarmapov/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   Jodie Baulkham is a certified professional life coach and mental health advocate. She has overcome significant adversity in her life, including the murder of her first husband, who was a police officer, and supporting her second husband through his struggle with mental illness. Jodie has used her personal experiences to become an advocate for mental health and resilience, helping others build better relationships and foster resilience in their own lives.     Summary:   In this episode of the Get More At Bats podcast, host Jamie Shanks interviews Jodie Baulkham, a certified professional life coach and mental health advocate. Jodie shares her personal story of overcoming adversity, including the murder of her first husband and supporting her second husband through his struggle with mental illness. Jamie also shares his own story of overcoming a challenging situation in his career. Together, they discuss the importance of vulnerability, self-discovery, and character in overcoming adversity. Jodie introduces the Leader Character Framework, a model developed by researchers at Western University, which focuses on 11 dimensions of character that can impact leadership and personal growth. They explore how these dimensions can be applied to the sales profession, emphasizing the importance of genuine connection, courage, and self-care. Jodie offers practical tips and tools for building resilience and making positive changes in one's life.     Key Takeaways:   Vulnerability and courage are essential in overcoming adversity and taking positive action. Shifting from asking "Why is this happening to me?" to asking "What can I do now?" can lead to productive steps forward. The Leader Character Framework, with its 11 dimensions of character, can help individuals improve their judgment and decision-making. Building genuine connections with clients and customizing pitches based on their needs can lead to greater success in sales. Taking care of basic needs, such as sleep and nutrition, is crucial for maintaining resilience and performing at one's best.     Connect with Jamie and Jodie Baulkham Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Jodie Baulkham: https://www.linkedin.com/in/jodie-baulkham-47a1801bb/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.     About the Guest(s):   Jarod Greene is the Chief Marketing Officer (CMO) at Vivun. With over two decades of experience in the tech industry, Jarod has held various product marketing roles at software companies such as Cherwell Software, Apptio, and Highspot. Prior to his current position, he worked as an analyst at Gartner. Jarod brings a wealth of knowledge and expertise in marketing and has a strong focus on understanding buyer behavior and creating effective marketing strategies.     Summary:   In this episode, Jamie Shanks interviews Jarod Greene, the CMO of Vivun, about the common mistake of jumping on leads too early. Jarod shares his insights on how buyers today are more informed and further along in the buying process than ever before. He emphasizes the importance of understanding buyer intent and not confusing browsing with purchase intent. Jarod also discusses the challenges faced by CMOs in meeting revenue targets and the need for a balanced approach to lead generation. He suggests focusing on existing customers and creating targeted marketing campaigns to reach the right audience. The conversation also touches on the concept of self-sourcing leads and the role of marketing in supporting sales teams.     Key Takeaways:   Buyers today are more informed and further along in the buying process than ever before. It is important to recognize that intent does not always mean the buyer is ready to make a purchase. Rather than focusing solely on generating a high volume of leads, marketers should prioritize targeting the right audience and creating personalized content that addresses their specific needs. Existing customers present a significant opportunity for revenue growth. By ensuring customers are fully utilizing the product and providing exceptional service, companies can increase customer loyalty and drive additional sales. The traditional model of attributing lead generation to specific departments (e.g., marketing, sales, partners) may not be effective. Instead, a collaborative approach that holds each department accountable for their contribution is recommended. Content marketing and hosted events are effective channels for engaging with prospects and customers. Creating valuable content that educates and disrupts the status quo, as well as hosting events that provide face-to-face interactions, can help build strong relationships and drive conversions.     Connect with Jamie and Jarod Greene Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Jarod Greene: https://www.linkedin.com/in/jarodgreene/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Don Markland is the CEO of Accountability Now, a business coaching firm specializing in helping businesses grow from one to ten million dollars. With a focus on sales and marketing, Don has led his company to be recognized by Inc.com, Forbes, Yahoo Finance, and others. He is a proponent of prompt engineering and believes in using AI tools like ChatGPT effectively to enhance productivity and engagement in sales and marketing.     Summary:   In this episode, Amar and Jamie interview Don Markland, CEO of Accountability Now, about the use of generative AI tools in sales and marketing. Don emphasizes the importance of using AI tools like ChatGPT correctly and avoiding over-reliance on them. He discusses the pitfalls of copy-pasting responses generated by AI and highlights the need for prompt engineering to maximize the benefits of AI in sales. Don also shares his insights on the future of AI in business and the importance of personalization and authenticity in sales interactions.     Key Takeaways:   Over-reliance on AI-generated responses can lead to a loss of authenticity and effectiveness in sales interactions. Prompt engineering is crucial for maximizing the benefits of AI tools like ChatGPT. Personalization and authenticity are key factors in successful sales engagements. Video and personalized touch can enhance sales engagement and build stronger connections with prospects. Continuous learning and staying updated on AI advancements are essential for sales professionals.     Connect with Jamie, Amar, and Don Markland Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Don Markland: https://www.linkedin.com/in/donmarkland/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Garren Parkins is the founder and CEO of Deskrig, a virtual sales enablement platform. With years of experience in virtual sales roles, Garren has developed expertise in using the power of video to effectively execute virtual sales strategies. He has helped numerous sales professionals improve their video presence and leverage video to enhance their prospecting efforts.     Summary:   In this episode, Amar Sheth and Jamie Shanks interview Garren Parkins, the founder and CEO of Deskrig, about the power of video in sales prospecting. Garren shares his insights on why people are apprehensive about appearing on video and how to overcome this fear. He emphasizes the importance of both the content and presentation of videos and provides practical tips for improving video presence. Garren also shares his personal testimony of how video transformed his own sales career and helped him secure deals with global companies. The episode concludes with a discussion on the hardware and software tools necessary for successful video presentations.     Key Takeaways:   Many people are apprehensive about appearing on video due to a fear of seeing themselves recorded and a lack of experience in recording. Overcoming this fear requires practice and a shift in mindset. The way you present yourself on video is crucial. Emulating the production quality and camera angles of professional videos can help create a more engaging and authentic presence. The content of your videos should focus on providing value and sharing your unique perspective. Even basic knowledge can be valuable to someone who knows nothing about a particular topic. Garren's personal testimony demonstrates the transformative power of video in sales. By improving his video presence, he was able to overcome initial gatekeeper barriers and secure deals with global companies. Investing in the right hardware, such as a teleprompter, camera mount, and microphone, can significantly enhance the quality of video presentations. Additionally, exploring software options like     Connect with Jamie, Amar, and Garren Parkins Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Garren Parkins: https://www.linkedin.com/in/garrenparkins/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Hosts:   Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle. Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.     About the Guest(s):   Simon Deschênes is the CEO of Oux B2B, a multi-channel prospecting agency that specializes in B2B marketing and lead generation. With a focus on serving small and medium-sized B2B companies in industries such as manufacturing, professional services, distribution, and technology, Simon helps his clients open new markets and expand their reach. As a seasoned expert in B2B marketing, Simon understands the challenges of reaching and engaging potential customers in today's digital landscape.     Summary:   In this episode of the "Get More at Bats" podcast, Jamie Shanks  and his business partner Amar welcome Simon Deschênes as their special guest. The discussion revolves around the challenges of opening doors in the current market and the importance of founders and CEOs becoming brand ambassadors to drive lead flow. Simon shares insights on how small to medium-sized companies can leverage their founders' industry knowledge and contacts to establish a strong online presence and engage with potential customers. The conversation also touches on the role of LinkedIn in building credibility and the common mistakes founders make when trying to become social sellers.     Key Takeaways:   Founders and CEOs should embrace the role of brand ambassadors and leverage their industry knowledge and contacts to open doors and engage with potential customers. Building a strong online presence, particularly on LinkedIn, is crucial for establishing credibility and attracting prospects. Consistency and regular posting are key to gaining visibility on the platform. It is important for founders to avoid rushing the engagement process and focus on building relationships rather than pushing for immediate sales. Taking the time to research and personalize outreach efforts can yield better results. Founders should seek external help, such as content creation and strategy support, to ensure they can maintain a consistent presence and engage effectively with their target audience. The LinkedIn algorithm takes time to recognize and reward consistent engagement. It may take three to six months of regular posting and engagement to see significant results.     Connect with Jamie, Amar and Simon Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Amar Sheth: https://www.linkedin.com/in/amarsheth/ Simon Deschênes: https://www.linkedin.com/in/simondeschenes/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Guest(s):   Tracy Linne is a fractional sales leader and the founder of Revenue Motions. With a focus on building sales organizations for early-stage companies, Tracy has successfully built twelve startup teams and helps other similar-sized companies do the same. She believes that building a successful sales team is a people-based endeavor and emphasizes the importance of paying attention to team dynamics and relationships. Tracy brings her expertise in sales leadership and team building to help companies navigate the challenges of prospecting and building a healthy pipeline.     Summary:   In this episode, Jamie interviews Tracy Linne, a fractional sales leader and founder of Revenue Motions, about the challenges faced by account executives in the changing sales landscape. Tracy emphasizes the importance of reinvigorating the prospecting muscle in sales teams and suggests practical steps to achieve this, including leveraging top performers, gaining executive support, and implementing daily virtual stand-ups. Tracy's insights shed light on the need for a buyer-first approach and the role of communication in successful sales organizations. Tune in to learn how to empower account executives and drive commercial success.     Key Takeaways:   Building a successful sales team requires attention to team dynamics and relationships, as it is a people-based endeavor. In a buyer-first world, account executives need to take ownership of the entire sales cycle and establish meaningful connections with buyers. Account executives have a responsibility to manage up and communicate the challenges they face to the sales leadership and executive team. To reinvigorate the prospecting muscle in teammates, leverage the expertise of top performers and compensate them to help train and guide others. Implement daily virtual stand-ups to facilitate peer learning, share stories from the field, and iterate on prospecting techniques.     Connect with Jamie and Tracy Linne Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Tracy Linne: https://www.linkedin.com/in/tracy-linne/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/

About the Guest(s):   Ricky is the founder of Pointer Strategy, a company based in Australia that helps businesses succeed with their sales teams by providing hiring and training services. With a focus on sales professionals, Ricky and his team assist companies in hiring and training salespeople, as well as outsourcing sales positions. They specialize in top-of-funnel activities but also cover other sales positions.     Summary:   In this episode of Get More at Bats, Jamie Shanks interviews Ricky Pearl, a sales expert from Australia. They discuss the challenges faced by founder-led sales organizations and scaled organizations when it comes to hiring and training sales professionals. Ricky provides insights and recommendations for both scenarios, highlighting the importance of effective management and expertise in the sales process. He also discusses the shift in buyer behavior and the need for companies to adapt their sales strategies accordingly. The conversation touches on topics such as the role of SDRs, the SDR-AE handoff model, and the use of deal rooms in sales processes.     Key Takeaways:   Founder-led sales organizations often struggle with hiring and training junior SDRs, leading to wasted time and money. Proper onboarding and management are crucial to ensure success in this role. Scaled organizations face challenges in managing SDRs and full-cycle reps. SDRs require skilled management and tactics to engage with senior decision-makers effectively. The SDR-AE handoff model is not dead but requires a more strategic approach. SDRs should focus on educating the market and collaborating with buyers, while AEs should be involved in prospecting and self-sourcing pipelines. Deal rooms, digital ecosystems where buyers and sellers can collaborate, are becoming popular tools in sales. They allow for better control of the sales process and provide insights into buyer engagement.     Connect with Jamie and Ricky Jamie Shanks: https://www.linkedin.com/in/jamestshanks/ Ricky Pearl: https://www.linkedin.com/in/rickypearl/   Build Pipeline Fast with Former Customers & New Decision Makers! https://pipelinesignals.com/