Ask the Right Questions, The Sales and RevOps Podcast

You're on a call with a potential customer. They're talking about their situation, their needs, and that's good. But, as a seller, you know you need to move beyond that if you're going to sell value. You need to understand their motivation, the impact you can have on the business, how decisions are made, etc. How do you do that? In this episode, we help answer that question. Specifically, we discu...

Revenue Operations is the process of aligning your different business functions (marketing, sales, service, HR, finance, etc.) to remove roadblocks for customers and increase revenue. Specifically, in this show, we answer the questions: What is Revenu Operations? Where does RevOps come from? Who needs to care about RevOps? Why should you care about RevOps? When should you implement a RevOps approa...

We sit with James and Wade from Sheldon James Villas in this episode. They offer luxury experiences to their clients - from villa rentals to elaborate events. It's an exciting industry that we haven't explored yet, so we asked them: How they started the business What are their key challenges? How do they do marketing and sell? How do they achieve their goals and objectives What does success mean t...

What happens online stays out of your CRM. In B2B, much marketing happens outside your Google and LinkedIn Ads. Not to say ads and SEO aren't necessary.  They ignore a big part of consumers' purchasing decisions. Consumers buy on referrals. That's not new. What's new is that many of these referrals are outside the traditional realm. They're happening in private Slack, Facebook and LinkedIn gr...

Picture this - you're on a call, and you're wondering how you can determine if the person you're talking to is the decision-maker and, if they aren't, how do you get to speak with the DM. In this episode, we talk about: What are the buying roles salespeople encounter (decision-maker, influencer, etc...) Who's the decision-maker? The far-removed contract signer or the day-to-da middle manager? Why...

The stages of your sales process are critical. They largely determine whether or not your reps will see value in using your CRM.   Bad stages that are confusing and make no sense mean reps will use your CRM inconsistently. But if your steps help your sales team close more deals, then you'll have a team actively using your CRM. In this episode, we talk about: What are deal stages? Where do dea...

In this episode, we sit down with François Bernier, co-founder of Horizon B2B, to discuss how he built his business using LinkedIn.   Specifically, we talk about: How he created his business What were the challenges How they sell and market with inbound & outbound How does he make sure he achieves his goals and objectives? What does success mean to him? His unique mission Enjoy the show!

We're at a crossroads of sorts. We now have access to more sales and marketing data than ever. Yet, many teams are not using it or don't know what to do. But companies who are platforms like HubSpot and removing silos from their marketing, sales and service data and using it to fuel their growth are winning. So as you plan for next year, here is some advice on why you should collect data and what...

Can 2022 be the year you finally get rid of sales objections Sales and objections go hand-in-hand.  You can't have one without the other. Right? In this episode, Paul and Fab re-explore sales objections. We look at what they are, where they come from, and how to avoid them. Want to help your sales team deal with objections in 2022?  Enjoy the show!

With the holiday season in full swing, sales results can suffer. Yet, in some industries, it's the busiest time of year. So how do you help and organize your sales & marketing for the holiday season? Paul and Fab share some advice. Enjoy the show!

After 100 shows, Fab and Paul their thoughts on sales and marketing. From where sales are heading to what it takes to be a content marketer, we address some of our biggest learnings of the past few years. If you've enjoyed the show, this episode will be a ton of fun for you. Enjoy!

Some reps always complain. They're always finding excuses for why things aren't closing; their pipeline isn't filling up. Marketing leads are bad. It's the holidays It's Summer vacation The product is terrible...   In this episode, Paul and Fab talk about how to manage these reps. And the answer might surprise you! Enjoy the show.

Starting a real estate firm isn't a simple task. Anything from marketing the firm, delivering leads to agents, improving sales and managing staff is a challenge. In this episode, Paul and Fab sit with Loga, founder of Elite Real Estate Group, to see how he tackles marketing and sales at his firm. Enjoy the show!

Your value proposition might be one of the most foundational elements in revenue. It's a core statement that can align all your revenue teams - marketing, sales and service. Through the lens of sales, Paul and Fab talk about what a value proposition is and how it unifies those three departments. Enjoy the show!

Salespeople need to adopt a specific state of mind. A state of mind to help them ask better questions and better understand what clients need.  And ultimately, to close more deals. In this episode, Paul and Fab discuss a salesperson's state of mind. Enjoy the show!

Discover five areas that sales teams need to work, improve and perfect to do well in sales. Five core areas impact success in sales, and Paul and Fab talk about the pillars in detail today. Enjoy the show!

They aren't fun. They're frustrating. They can through you off. But, sales objections are a part of sales. They often come at the beginning of your sales process and at the end, so Paul and Fab go deeper on sales objections to help you understand them and deal with them. Hint : It's all about asking questions. Enjoy the show!

How should you think about pricing your product or service? In this episode, Paul and Fab talk about adding value and setting your prices. Enjoy the show!

As more salespeople try out LinkedIn Automation, we decided to give our point-of-view. Is there value in it?  Should salespeople automate their outreach? Are sellers killing themselves with it? Are reps going to crush their quota? ...We talk about all that and more. One last note, this isn't about whether or not it goes against LinkedIn's TOS. It's LinkedIn's platform, and they can do what th...

Closing deals isn't something that happens at the end of your sales process. It's not an event waiting to happen. It's all the things you do between the first outreach to the moment a client signs on. In this episode, Paul and Fab talk about all the things reps need to do to close their deals

There's only one way to sell the value of your product or service. Are you guesstimating your pricing? Are you leaving money on the table? Do you know if your price is fair? Do you always have to discount to win deals? If you're answering yes, it's probably that you don't know how to sell the value of what you offer.   In this episode, Paul and Fab discuss how to sell value.   Enjoy!

Are your salespeople using your CRM, or do they scramble to update it at the end of the month? If they're scrambling, there's a good chance the system isn't set up to help them succeed.\ In this episode, Paul and Fab share advice on how your reps should use the tool at each stage of their selling process.

In this episode, Paul and Fab riff on sales processes and HubSpot. Often the sales process implemented in the CRM ends up being a list of tasks and to-dos. Your CRM is only a tool. Your sales process is the strategy you want to deploy to attract, find and engage new clients. This strategic effort is made up of three parts. If you're struggling with your sales process, you'll want to listen to this...

This episode is a webinar recording Paul did for his company Questionz. During the session, he covers the four cornerstones of asking great sales questions: the salesperson's state of mind Active listening Style & delivery Questioning strategy Asking great sales questions is arguably the most critical sales skill. It allows you to qualify prospects, determine how/if you can help them and facil...

Setting sales targets can be tricky. Especially when there's a disconnect between what sales can deliver and revenue needs. Which, more often than not, means sales are on the hook for unattainable quotas. And, in turn, this impacts marketing, customer service, operations and then the entire organization. In this episode, Paul and Fab share advice on how to set realistic sales targets.