Selling Saas

Join Duane on Todays episode of the SellingSaas Podcast, where he sits down with Corey Kossack , the Co-Founder/CEO of Aspireship. Todays conversation starts with how to hire the right sales rep for a startup. It is important to look at the individual's skill set and strengths, rather than just what the job description says.     Corey talks about how he believes the biggest factor to consider when...

Interviewing for sales is a tough job, but it has to be done right if you want actual quality, but its not what you think it should be. Just looking for "closers" isn't going to get the job. Like at all. Role plays in the interview, conversations around tough feedback, and how to handle not doing well before doing great.     TIMESTAMPS:   0:00:03 - Understanding the Person Behind the Problem   0:0...

The best way to build confidence is to build skill, and the best way to do that is through practice, repetition, feedback, coaching and time. The idea that you just have to go do it and learn by experience is just wrong, as getting rejected does not teach someone how to not get rejected - it just teaches them that they got rejected. To become better, they must learn why they got rejected and how t...

Scott Stouffer Co-founder/CEO from Scalematters joins Duane on the SellingSaas Podcast to talk all data and RevOps as it relates to the entire GTM function EPISODE HIGHLIGHTS:   2:00 - How a 5 time CEO developed a passion for GTM and built software to enable it but also the consultancy tp back it up     3:30 - using the process of working with non-profit organizations to learn how to efficiently g...

Enabling your teams to grow and get better is the ultimate leverage point for your business, and all the energy shouldn't just be on recruiting, it can and should be on skill acquisition for team as well as longevity in culture.     1:00 - using enablement to reduce the pressure from your success team and other customer facing teams   2:00 - Using the total cost of sales to help with training, res...

In todays episode of the SellingSaas Podcast, Duane chats with Corey Kossack from Aspireship about his take on the recent layoffs, his vision for how companies will get valued in the near future, and what they ultimately need to do in order to pull themselves out of it.     2:00 - How companies hired too many too fast without first establishing product market fit   3:30 - what Evaluations have don...

In this episode, Duane Default interviews Mark Ackers from MySalesCoach.com that has a similar background to his own in terms of working in customer-facing roles. The guest discusses their experience in selling retail and working in cafes and bars, and how this experience has helped them in their current career. The conversation provides helpful advice for those looking to get into sales or grow t...

Kevin Dorsey is a sales leader with a focus on building startup sales teams. He has extensive experience in coaching, consulting, and training sales managers and leaders. He has helped several companies scale to over 100 employees. His advice for other sales leaders is to focus on building systems and processes in order to achieve scale.   If I diagnose at its close rate, it's 15%. I don't need to...

EPISODE HIGHLIGHTS:   0:00:53 The Benefits of a Product-Led Approach to Customer Enablement 0:02:42 The Importance of Enablement in Customer Success 0:05:24 The Importance of Customer Enablement and Retention   The conversation discusses the difference between customer enablement for a product that is easy to use, versus one that is more complex. Salesforce is cited as an example of a complex prod...

In todays episode of the SellingSaas Podcast, Duane sits down with Corey Kossack from Aspireship in wide ranging conversation about the struggles of launching a business right before COVID hit and had to learn how to survive on very minimal revenue coming in, but the lessons learned from that time period are ones they wouldnt trade for anything.     EPISODE HIGHLIGHTS:   1:45 - Surviving with clos...

In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis , Director of Sales Enablement from Hunters. One of the most under utilized topics in business today is Customer success and its impact on revenue, and how important and effective it is to have messaging aligned across all departments, especially for the success teams because they MUST have support for themselves, but...

In todays episode of the SellingSaas Podcast, Duane sits down with Mark Ackers from MySalesCoach.com to talk about the mindset of a successful sales leader: helping them understand the inner critic, getting them to the next level, and being there for their team, even when things aren't going well.     EPISODE HIGHLIGHTS:   0:00:54 The Importance of Feedback in Sales 0:03:20 The Importance of Commu...

In todays episode of the SellingSaas Podcast, Duane is going deep on the topics of why goals are important, the difference between having just a set of goals vs an action plan, and then the steps to actually apply these mindset in your life.  No Guest on Todays episode either, it will be a solo round with Duane Episode Highlights and Topics: How everyone responds differently to different energies,...

In todays episode of the SellingSaas Podcast, Duane chats with Tim Geisenheimer about how as the CEO of Correlated , he leans on their existing customers as product advocates in sales cycles instead of just the traditional GTM strategies to have a major impact on closing rates, customer belief and some the highest confidence in product usage.     EPISODE HIGHLIGHTS:   1:00 - Leaning on Existing cu...

In todays episode of the SellingSaas Podcast, Duane sits down with Corey Kossack the founder and CEO of Aspireship and talks about how Aspireship came from a constant problem he was experiencing within the company that acquired his previous start up, and the surprising amount of people who long for a career change, but have been "stuck" for many years without any real plans on how to make the chan...

In todays episode of the SellingSaas Podcast, Duane sits down with Mark Ackers , the author of best selling book " Problem Prospecting ," and previously the Director of Sales at Allego. The conversation talks about the shame one feels when getting into sales and how society looks down upon the industry, how you try to hide the fact you're in it by creating different descriptions and titles for you...

In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis from Hunters to chat about the need for patience when implementing sales enablement and understanding the real timeline involved, and how important it is to define the measurable's you're looking to impact so you can track how effective it is over time.   EPISODE HIGHLIGHTS:   0:48 - Losing patience in the enablement p...

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated to talk about some of the growth they're seeing in the market as it relates to product-led growth, non-traditional GTM strategies, and some of the things that are working for them as a startup as well.     EPISODE HIGHLIGHTS:   1:05 - Can't just be sales getting feedback for "what works," needs to b...

In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis, and chats about the different expectations of customer-facing teams, and how most of the time it is just sales that is expected to bring in results. Support reps need to be able to handle chats and fix problems, while customer success managers are responsible for keeping accounts executives happy.   EPISODE HIGHLIGHTS...

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated, and discuss the importance of Customer Success Managers (CSMs) and how they are often undervalued or ignored by product development teams. They also lament the lack of information and education available to CSMs, making it difficult for them to properly measure the health score of their customers....

In todays episode of the SellingSaas Podcast, Duane sits down with Meagan David from Hunters to chat about necessary its become over the last few years and how its over looked until a company puts a process in place, then it becomes an asset they can't do without.     EPISODE HIGHLIGHTS:   0:01:03- Sales Enablement: The Importance of Training and Development 0:02:15- Sales Enablement: The Biggest...

In today's episode of the SellingSaas Podcast, Duane sits down with Brendan Short from Groundswell, and discusses the importance of user feedback and sales reps in figuring out how customers are using your product. He stresses the importance of getting user feedback in order to improve the product and make it more successful. He also talks about the sales reps and how they play a role in figuring...

In todays episode of the SellingSaas Podcast, Duane talks with Meagan Davis from Hunters. Meagan talks about what it means to master the employee experience and comments that this cannot simply be achieved by adding a few perks like a ping pong table in the break room. The goal is to create a positive experience for employees from the moment they are hired to the moment they leave the company. Thi...

In today's episode, Duane Dufault and Tim discuss the importance of looking at unit economics when growing a business. He explains that if unit economics are in the positive, and above industry standards, then the business is likely headed in the right direction. Dufault also says that businesses should focus on win rates, as this is an indicator of success.   EPISODE HIGHLIGHTS:   0:00:03 The Ben...

 In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis the Director of Sales Enablement from Hunters, and talks about how focusing on creating an environment that creates brand ambassadors across the whole company and how it has such a major affect on revenue.   EPISODE HIGHLIGHTS:   2:30 - disorganized efforts that felt like random acts of enablement 4:30 - Going from a...