The Sales Consultant Podcast

In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manag...

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function.  One of our favorite parts is when we talk through...

John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show. In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled.   From there we get into debunki...

This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks. Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into sever...

This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data. Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, f...

James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps. James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We d...

In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization.  We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches.  We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essent...

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts. In this riveting episode, Haley share...

Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel. Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success. Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying...

JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies.  It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement.  Throughout the conversat...

In this interview, Derrick chats with Jason Tan, the founder of Engage AI.  They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months.  Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to building his business. He particularly e...

Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting. In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin...

In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision , a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management.  During our talk Sam shares game-changing insights into effective prospecting strategies.  He highlights the impact of communicating with US-based con...

In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial Intelligence in go-to-market strategies. Jeremy shares insights into how AI is transforming his work, whic...

In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights. From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics crucial for success in the world of sales. Stay tuned...

In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection. The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principle...

In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data to calculate it and ways to segment Win Rate data....

James Rores is the Founder and CEO of Floriss Group. In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how h...

In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching, and advice on cold call openers and incorporating humor. They also touch on engaging prospects, handling...

In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients. Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain...

Time Stamps: [1:40] The problem that Wissam is helping to solve with Truebase. [5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads. [13:00] Writing a hyper personalized email. [19:00] We discuss how many hours every week SDRs spend on researching their leads which leads to a discussion abo...

Sindre Haaland is the CEO and Founder of SalesScreen, the first gamification platform for sales teams. I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the show. We start out by discussing ideas around goal setting then get into the origin story of his company,...

Damon McLean is the Head of Sales Development at Assembled, a workforce and vendor management platform whose mission it is to create a support operations platform that helps companies maintain exceptional customer experiences. I’ve known Damon for several years and had the opportunity to work alongside him and see first hand how he works with teams and how he helps them achieve new heights. In thi...

Ollie Whitfield Leads Demand Gen at VanillaSoft where he’s been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast. I’ve been a fan of Ollie’s content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and Growth Marketing. In this episode we cover a whole...

James Barton is a seasoned Sales Development leader with over 13 years of managing SDR teams big and small. Currently he is the Head of Sales Development at Venafi, a world-class cyber-security company dedicated to protecting and managing machine identities. In this episode, we talk about what it’s like leading Sales Development at very large enterprise size companies, leading through an acquisiti...