It’s the season finale of The Sales Feed Show! Raj and Tyler talk with Hannah Ajikawo about why most sellers' approach to discovery is dead wrong. 💀Find out how Hannah is breathing life into the discovery process with her simple, buyer-centric framework. Listen to how it plays out and then try it for yourself.Tune in to learn Hannah’s discovery framework, play a game of Last Word, First Word, and have a few laughs along the way. This episode is brought to you by Vidyard. Keep the momentum going in building your personal relationships by using video to send follow-up materials after discovery calls. Sign up for free today. Hot LinksConnect with Hannah on LinkedIn
There’s a tech tool for everything from prospecting to deal management and beyond. But in a declining economy, sales leaders have had to make drastic cuts to sales tech stacks, asking sellers to do more with less. On this episode of The Sales Feed Show, we’re joined by our friends from Sales Hacker, Marciela Ross (Head of Content) and Colin Campbell (Head of Community) to discuss their latest State of the Sales Tech Stack Report. We’ll take a deep dive into their findings, including which products have a correlation with success, and what new sales tech categories might be on the horizon.PLUS we play a game of The Price is Right (Tech Stack Edition), where Marciela and Colin have to guess the price of some common tech tools. This episode is brought to you by Vidyard. Add a personal touch throughout your sales cycle, and cut out unnecessary Zoom calls with the power of video. Vidyard is one piece of tech you can't do without! Take tech into your own hands by signing up for free today. Hot LinksConnect with Colin on LinkedInConnect with Marciela on LinkedIn👉 Get the State of the Sales Tech Stack Report here. 👈
The sales rep / manager relationship doesn’t have to be fraught, filled with fights, or 4-letter words that start with F. Instead it can be fun, fruitful, and filled with F yeahs! That’s what Sales Development Rep, Sachin Sharma and his manager, Kayla Cytron-Thaler not only believe, but are living every single day.In this episode of The Sales Feed Show, we talk to Sachin and Kayla about how to make the working relationship between sales reps and their managers actually work, and we’ll put their relationship to the test in the Sales “Newly-Led Game”.This episode is brought to you by Vidyard. Stand out in peoples’ inboxes and build more personal relationships from the very first outreach. Vidyard makes it easy for sales professionals to record and send videos that build trust and convert. Sign up for free right here or check out these video templates to get inspired.Hot Links: Connect with Sachin on LinkedInConnect with Kayla on LinkedIn
You can only do your very best work when you’re willing to do what you and only you can do. If you’re trying to fit into someone else’s mode, the very best you can be is mediocre. According to guest, Jeff Bajorek, this is what it means to rethink the way you sell and finally sell like you.Jeff is a sales trainer who wants you to throw out what sales trainers tell you (well maybe keep it in your back pocket) , and listen to your instinctsPLUS we’ll play a game of Sales Golf with Raj swinging the club and Jeff as his caddy. Hot links:Jeff Bajorek on LinkedInThis episode brought to you by Vidyard. Let your prospects, champions, customers and colleagues see the best you with video and Vidyard. Sign up for free right here or check out these video templates to get inspired.
If you’re paying attention to the recent advancements in AI technology, you may be wondering… how will it affect my role as a seller? And if you watch too much sci-fi you may even be wondering if you’re about to be replaced by a robot.Sales Feed’s resident AI expert, Jesse Ariss doesn’t think you need to worry just yet. In fact, he believes AI should be your new sales sidekick, with it's potential to be the most powerful tool in your sales tool kit. Listen in to find out how you can start leveraging ChatGPT to make your life in sales a whole lot easier.PLUS Jesse hosts a game of 2 Truths and L-AI, in this episode of The Sales Feed Show.Hot links:Jesse Ariss on LinkedInTry ChatGPT right now for freeThis episode brought to you by The Sales Feed Newsletter, the #1 newsletter for sellers and sales enthusiasts. Subscribe today and get the latest buzz, tips, memes, and more direct to your inbox, every Wednesday morning.
Buzzwords aren’t all the buzz. What if you could break through the jargon, past the long-winded explanations, and deliver something memorable and impactful in just a few seconds?This week’s guest is Eden Bidani, a conversion copywriter and messaging strategist, who believes the real buzz is in creating your UPS, or Unique Positioning Statement. A UPS not only captures your prospect’s attention, but gets them interested in taking that demo or simply hearing more. If you can get your prospects saying “Aha!!” you can leap ahead in your sales process.PLUS we’ll play a game of “Whose Tag Line Is It, Anyway?” Where Raj and Eden will have to guess the brand attached to 3 famous tag lines.Hot LinksConnect with Eden Bidani on LinkedInCheck out her work at the Cape AgencyThis episode is brought to you by Vidyard.Be clear about your value at every stage of the sales process with video. Vidyard makes it easy to quickly and confidently articulate your UPS while building rapport and connection with your prospects, champions, and customers.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Today's tech scene is bananas. Colleagues are being laid off left and right. Resources you once relied on are now a luxury. Then you combine hesitant buyers with unprecedented pressure from the top and it's no wonder why Manny Medina (CEO, Outreach) said "mindset" is the #1 thing that will set great reps apart this year. But how do you maintain a resilient mindset amidst all this change? Alyssa Kropp is on The Sales Feed Show today to teach us some techniques from her experience as an Executive Leadership Coach that will bounce back from the victim headspace, into a more calm, resilient, and productive mindset. PLUS we’re playing the Reframe Game, where Raj and Alyssa will have to guess the movie in which office workers deal with stress. Hot LinksConnect with Alyssa Kropp on LinkedIn Check out the Casslo GroupThis episode is brought to you by HeadSpace. Reap the positive benefits of guided meditation. Try it out for yourself or watch the HeadSpace Tech Talk Review. Thanks for listening to The Sales Feed Show!Before you go, don’t forget to subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review on Apple or Spotify!
If you don’t understand human behavior, and which category of human behavior your customers, champions, and colleagues fall into, you might feel like you're the only one making sense.This week’s guest is Thomas Erikson, best-selling author of the book, "Surrounded By Idiots". He proposes that every personality falls into color categories. If you can spot and understand the personality colors around you, you can adjust your communication style accordingly and have more success as a seller.We’ll also play a game of Selling to Celebrities,.today on the Sales Feed Show.Hot LinksConnect with Thomas Erikson on LinkedIn Check out www.surroundedbyidiots.com for more of Thomas' work AND tools to help you identify the different personalities around you.Learn more about Crystal Knows from our review videoThis episode is brought to you by Crystal Knows, an online app that helps you understand anyone's DISC profile based on their online interactions. Just pop in your prospect’s LinkedIn profile and find out what type of individual they are, how to best communicate with them, things to avoid, and more.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review on Apple or Spotify!
Just as we felt like we were finding our groove, the sales game done changed. Shifting market conditions, an explosion of new technology, and all of sudden not only do sellers have a whole lot more on their plate, but buyers have a whole different baseline for decision-making.Our guest, Laxman Papineni, believes the “R” word, in reference to market conditions, doesn’t have to be scary with the help of technology to do the heavy lifting. The more sellers can adapt accordingly, the better we can filter the buying signals through all the noise.In this episode, we talk with Laxman about tech, selling in the trenches, and play a game of Bot or Not, to see if Raj and Laxman can spot the difference between emails written by humans, and emails written by ChatGPT.Hot LinksConnect with Laxman on LinkedIn Check out Outplay hereThis episode is brought to you by Vidyard’s State of Sales and Virtual Selling Report.Do you know what sales reps currently report as their number 1 barrier to selling in 2023? How about how they feel about in-office vs. remote work? What about how the use of video and other technologies has changed over the last year?Dive into the full report to discover the top trends in remote selling in 2023 and how you stack up against your peers. Get the report here.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts. If you really want to make our day, feel free to leave us a 5-star review.And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
How you show up determines how you’ll sell, but showing up doesn’t just mean sharp clothes, makeup, or combed hair. Showing up means coming to the table with the right questions. You can’t get the answers you want if you don’t know how to ask. And knowing what you want to ask impacts what kind of prep you do. This is where your true brilliance lives.Today’s guest, AmyK, is here to help you Get it! by understanding what to ask, when to ask it, and how to ask it.PLUS AmyK takes on Raj in “Did you just ask me that??” Hot LinksConnect with AmyK on LinkedIn or check out her website amyk.com This episode is brought to you by ChatGPT. ChatGPT is the perfect sales tool for businesses looking to increase productivity and close more deals. With its advanced A.I. capabilities, ChatGPT can help sales people generate high quality emails, proposals, and other sales materials in a fraction of the time it would take to create them manually. Upgrade your sales team with ChatGPT today, and watch your revenue soar. Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryDecision-making isn’t an art, it’s a SCIENCE. And as with all scientific principles, there are fundamental laws that govern its behavior.Today’s guest, Moeed Amin, believes you should spend less time learning how to sell, and more time studying how buyers buy. The better you understand the neuroscience behind decision-making, the closer you are to a new customer. We’ll knock on his Proverbial Door, see what’s behind the looking glass, and feel the gravity of the science of decision-making, and prove to you all the reasons you should not, not listen to this episode.PLUS, we run Moeed through a game of Are Your Sales in…Jeopardy!Hot LinksConnect with Moeed Amin on LinkedIn.Check out Proverbial Door.This episode is brought to you by Vidyard Templates.From video prospecting and introductions to deal progression, sales demos, follow-up templates and more, explore Vidyard’s collection of free sales templates for better video communication at every stage of the sales cycle.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Every customer has a story.How you talk about past customers to new prospects determines if they’ll become the customers you then talk about to future prospects. If they’re not buying what you’re saying, good luck getting them to buy what you’re selling!Today's guest, JoAnn Martin, is here to remind you that buyers are also humans, and humans need a good story.We’ll take this book cover to cover with JoAnn and see if she can survive Choose Your Own Adventure: Sales Feed Edition, on this episode of The Sales Feed Show.Hot LinksConnect with JoAnn Martin on LinkedIn.This episode is brought to you by Testimonial Hero.Testimonial Hero helps you easily create stunning B2B testimonial videos without the need for fancy equipment or lighting kit, or having to send a film crew to your customer’s office. Create high-quality customer videos remotely that will help you build trust and close deals 40% faster.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryYou’re not making any sense! At least that’s what your buyers think.In fact, when making a purchase decision, buyers spend less than 20% of their time actually talking to sales reps. Which means you’ve got to make every minute count. So how are you using those minutes? Are you a giver, a teller, or are you a sensemaker?Shari Levitin, believes you NEED to be a sense maker, if you want to win the bag and make dollars and cents.We try to make sense of it all on this episode of The Sales Feed Show. Plus, we put Shari in the hot seat for a game of Who Wants To Be A Millionaire!Hot LinksConnect with Shari Levitin on LinkedInThis episode is brought to you by the LinkedIn Sales Navigator MasterclassWant to learn how to use LinkedIn Sales Navigator to find the best business leads? Check out this free masterclass video by yours truly. Will Aitken will walk you through how to make the most of the tool and find targeted prospects and companies that are interested in your product or service. Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review.And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryEverything is content. From the video you post to Linkedin, to the blog on your company’s website, but also the outbound phone call you make and the cold email you write.The more you can approach your outreach from a content creation perspective, the more success you’ll have. That’s what Devin Reed believes. And with a content lens on outreach, Devin says there’s a very specific structure you can follow to write a cold sales email that actually converts. How?We’ll put the pen to the test, and face off with Devin in a game of Reeder’s Digest, on this episode of The Sales Feed Show.Hot LinksConnect with Devin Reed on LinkedInCheck out Devin's website, The ReederThis episode is brought to you by The Reeder NewsletterThe Content Strategy Reeder is a weekly newsletter about content marketing. Get actionable writing and marketing advice every Saturday. Subscribe here. Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryWhat’s more important than selling your product? It just might be helping your buyers buy.Today’s buyers are often overwhelmed by information overload, decision complexity, and implementation uncertainty. It all leads to a lack of confidence in their own ability to make the right decision, and to realize the value being promised by the seller. This in turn, leads to the dreaded status quo ‘no decision.’But what if, instead of focusing so much on closing the deal, sellers focused more on helping their buyers buy with confidence. Could it result in higher win rates? Bigger deals? Happier customers?Find out on this week’s episode of The Sales Feed Show as we dive deep into customer confidence, and challenge Aaron Evans to a game of “Gong with the Wind.”Hot LinksConnect with Aaron Evans on LinkedInCheck out Flow StateThis episode is brought to you by Vidyard.Vidyard is your #1 virtual selling tool. Record and send sales videos to connect, convert, and close—all while remote. It’s easy and it’s proven to make prospects pay attention. Get it free here.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryWouldn’t it be easier to close a deal if your prospect’s boss (or better yet, their CEO) was breathing down their neck, insisting they need to buy a solution like yours right NOW?This may sound like a fantasy script optioned by Hulu for an 8-episode mini series, but marketing legend Andrew Davis argues that it is possible for elite sellers to create this type of internal demand to buy, and buy now.In fact, he believes that by answering Rarely Asked Questions (RAQs) coming from the top of the Influencer Pyramid, you can create top-down pressure to buy what you’re selling.But what the heck is a Rarely Asked Question? And will we win a boatload of cash on The $100,000 Influence Pyramid? There’s only one way to find out…Hot LinksListen to That’s How It All Began podcastWatch That’s How It All Began on YouTubeConnect with Andrew on LinkedInThis episode is brought to you by That’s How It All Began.That’s How It All Began is a Sales Feed original series written and produced by today’s guest, Andrew Davis. It’s an amazing watch, or listen, for anyone in the world of sales and beyond. Check out the video series on YouTube, or listen to it as a podcast by searching for That’s How It All Began on your favorite podcast app.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryWords are our emissaries. They carry important messages. They build our stories. And they make us who we are.So says marketing maven Ann Handley in the new edition of her bestselling book, Everybody Writes. She believes that a simple formula of Utility x Inspiration x Empathy can make every seller a better writer, and much more likely to pique the interest of would-be customers.She also believes that the key to standing out is to develop your own unique voice - carried by the words you choose, the stories you tell, and the tone and style of your delivery.But how can you apply these concepts within your own customer outreach - in a way that will actually help you crush that crazy quota, without needing a degree in marketing? And can Ann earn some fast money on the only ever episode of Handley Feud?Well, there’s only one way to find out…Hot LinksSubscribe to Ann’s newsletterConnect with Ann on LinkedInBuy Ann’s new book, Everybody WritesThis episode is brought to you by Lavender.Lavender is the #1 sales email assistant. It helps you get more replies in less time and is everything you need to personalize faster, write more impactful emails, coach, and improve. Best of all? It’s free to get started.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review!And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryTrigger Templates are a brilliant way to construct your outbound prospecting messages. By focusing on the key pains of your prospects, they help you craft a more impactful message.But more importantly, by tying them to discrete ‘urgency drivers,’ they help you target those prospects that are most likely to take action, with a message that is truly relevant and timely.This is an approach that Bryan Mulry lives and breathes every day as a Sales Development Rep at Salesloft. He not only believes that trigger templates generate the most responses, but he has the data to prove it. Find out how to pull the trigger on your own great cold emails, and whether or not Raj can write a better trigger template than Bryan on this episode of The Sales Feed Show.Hot LinksListen to the Life with a Y podcastConnect with Bryan on LinkedInWatch How to Book More Sales Meetings: Prospecting Best Practices with Bryan MulryThis episode is brought to you by Vidyard.Vidyard is the key to making remote selling easy. From prospecting to proposals, record and send videos that add a personal touch at all stages of the sales cycle. Sign up for free and unlock 3 months of Vidyard Pro using promo code FEEDME.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review on Apple Podcasts.And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryThe customer is always right. Right? Wrong.The customer must be challenged, especially when there’s a group of buyers involved. Jen Allen is the Chief Evangelist at Challenger – a global leader in sales training, technology, research, and consulting, and the team behind the best-selling book, The Challenger Sale. She believes that to challenge is to create champions, and champions are what drive forward a sale.Find out how you can apply the Challenger method to get buying teams on the same page, and be part of the greatest game show ever played on a podcast.Hot LinksListen to the Winning the Challenger Sale podcast and webinar seriesConnect with Jen on LinkedInRead The Challenger CustomerThis episode is brought to you by Proposify.Proposify proposal software helps growing teams remove document bottlenecks, and get visibility into the most important stage of your sales cycle: the close.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review on Apple Podcasts.And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.
Episode summaryIn sales, you should never discount without getting something in return.This is a topic that Todd Caponi speaks passionately about under what he calls Transparent Negotiations. Todd believes that playing the “go in with a high to barter down to your actual price” move is dishonest, that modeling negotiations off FBI hostage scenarios is unrealistic, and lowering your price just because they asked is the best way to start a bad relationship.He believes the negotiation process should be an even trade, but what you trade for has a significant impact on your next sale.Find out why you should make trades, not discounts, and what makes a good trade, on the first-ever episode of The Sales Feed Show.Hot LinksBuy Todd’s books: The Transparent Sales Leader and The Transparency SaleListen to The Sales History PodcastConnect with Todd on LinkedInWatch Sales Feed's Sobering Sales HistoryThis episode is brought to you by Proposify.Proposify proposal software helps growing teams remove document bottlenecks, and get visibility into the most important stage of your sales cycle: the close.Thanks for listening to The Sales Feed Show!Before you go, don’t forget to hit subscribe or follow us wherever you get your podcasts! If you really want to make our day, feel free to leave us a 5-star review.And if you want to level up your sales game with the latest sales resources, tips, and sellertainment direct to your inbox every Wednesday morning, subscribe to our newsletter.