Ask the Right Questions, The Sales and RevOps Podcast

Salespeople struggle with it. At some point, during your calls and meetings, you'll need to challenge the customer. Your most significant competitor is the status quo, and you'll need to remind them politely that the status quo is no longer working for them. In this episode, Paul and Fab share advice on how to challenge your prospects effectively.

If you have a company and you need to grow your business, what should you invest in? Inbound Marketing or Outbound Sales? It isn't always clear cut. In this episode we we look at key factors to consider, including: The goal of your content marketing Your audience The market you're in or want to go in We take a look at two concrete examples - two companies in the same space, but who have chosen two...

How do you promote your startup and get your first customers? It's not easy. There are tons of competition, no brand recognition, limited budget, more prominent players, small teams.  The list goes on. So Paul and Fab sit down with Kate Bradley Chernis, Co-Founder and CEO of Lately - a social media management platform that creates content FOR you with the power of A.I. We'll be talking about:...

If you aren't using video for prospecting or through your sales process, you're missing out.   Video helps you grab a prospect's attention, move deals forward and grow/retain customers.   In this episode, Paul and Fab sit down with Jacob Fernandes from Vidyard to talk about: What are sales videos? What should a sales video include? How can salespeople use video to qualify leads? Do video...

Bank of America’s Merrill Lynch is banning trainee brokers from making cold calls. People have been calling declaring its death for a long time now. Is this finally the end of cold calls for all? Merrill Lynch says things like switching to cell phones and the rise of LinkedIn is decreasing the conversion rate of calls vs referrals (which will be the main lead driver). But there is more to the stor...

If you're on the fence about AEs, SDRs and the value of it all, you'll want to listen: what's an SDR vs an AE? when should you go full cycle AE vs SDR+AE? what's the benefit of full-cycle AEs what's the benefit of SDR+AE? & more! Enjoy the show!

In this newest edition of the rapid-fire Q&A, Paul and Fab discuss: Should you have a clear promotion path for reps? Should I evaluate reps before I hire them? Which sales methodology should I follow? Should you have an "on hold" stage of your deal pipeline, or should you lose the deal? And many, many other things. Enjoy the show!

In this episode, Paul grills Fab on marketing efforts and priorities startups and SMBs should focus on. Discover: where to start with marketing when you're an SMB how to define and follow "branding" KPIs companies doing great B2B marketing that you can learn from marketing content executives should follow lead generation or branding? how to have success in marketing Enjoy the show!

Spiffs... They're introduced to entice motivation, but do they really work? They're all critical components of a salesperson's compensation, so Paul and Fab dive deeper on the topic to see if and when it's worth using spiffs to motivate sellers.   Enjoy the show!

Your sales pipeline reviews are a missed opportunity. They're a core part of sales and sales management, and everyone messes them up. It's not the time to tell your rep to "sell more" or "good job." It's an opportunity to coach, answer questions and help your reps become better. In this episode, Paul talks about the pitfalls of sales pipelines and shares advice on making them better for managers a...

Data-driven decision-making is crucial to business success. So in this episode, Paul and Fab talk about the main sales and marketing metrics you should follow to determine success. Enjoy the show!

In this episode, Paul and Fab discuss and share advice on how to structure your revenue teams. We discuss some of the main ways to structure teams, which to choose and why. But, most importantly, we discuss what core question you need to ask yourself when looking to structure or restructure sales and marketing.

In this episode, we'll talk about how to build and scale your first sales department. We'll talk about: Understanding your DNA when you're a founder/business owner and why it's super important to understand before you start scaling. Why you need to have a clear idea of what you're looking for in a rep and what's worked for you so far BEFORE you hire someone Why the interview process is so tricky T...

In this episode, Paul and Fab go back and forth on some of the hottest topics in sales and marketing. No fuss, just value. If you want to learn about: Is prospecting a quantity or quality game? Do sales departments hate CRMs? Are sales scripts relevant? Call scripts, demo scripts, etc. What's the role of sales collateral (case studies, blog posts, one-pagers)? What Paul & Fab wish every market...

Sales targets, call targets, email targets, deal-stage conversion ratios. You name it. Salespeople are measured. Sales leaders track every action (or lack thereof). The goal is to help. It might not be obvious. But everything is tracked to optimize results to help reps have success (i.e., earn more commission) and, therefore, help the company gain more clients. But can that also lead to failure? W...

How to make sales "easier?" Marketing is the answer. But beyond lead generation, nurturing and scoring, there's branding. Getting your brand known and talked about is crucial - for both B2C and B2B brands.  In this episode, Paul and Fab sit down to talk to Manon Lapierre, ex-P&G Communications Director and IBM marketer, to talk about marketing in 2021 and how to get people to talk about y...

In this episode, Paul and Fab go back and forth on some of the hottest topics in sales and marketing. No fuss, just value. Learn about: When should you consider marketing? Video prospecting. What percentage of revenue should be spent on marketing? What's the one sales question you need to ask? Is marketing an extension of sales? What does the company revenue growth stack look like? What's the role...

Selling looks different in every industry. Where the leads come from, what the sales process looks like, even who the salespeople are.   But something looks the same.   In this episode, Paul and Fab talk to Eric Tremblay of Coaching Financier Trek to understand sales and marketing in the financal & insurance space.

You heard it. You probably lived it. Marketers send leads over to sales... and salespeople complain. "These leads are sh*t!!" It's probably the most pervasive point of friction in enterprise sales and marketing. And today, Paul and Fab will explain why this happens and how to address it.

You've prospected. You have new marketing leads.   A client just referred someone new.   You send an email. You call.   You message them on LinkedIn.   Then nothing. No initial interest, no more sales effort.   Why is that?   In this episode, Paul and Fab advise on stopping dropping the ball and following up with sales leads more effectively.

From time-to-time, it's up to reps to collect payments. When clients don't pay, some reps are on the hook to collect. It's not the most comfortable situation - how do you maintain your relationships while act like the "bad cop?" Is it even that detrimental? In this episode, Paul and Fab riff on how to collect payments from delinquent clients.

It doesn’t need to be said out loud. But the world’s changing. And every time we turn a corner, it seems to change again. The customer has taken control of the sales cycle and the brand. That supply has or will exceed demand. To adapt, companies must reinvent how they connect with their customers, prospects, employees, and communities. Mapping the customer journey, understanding how and why your c...

You know it. We know it. It almost isn't worth repeating, but 2020 has been crazy.   A lot has changed, but is it a sign of a new reality or changes all still temporary? Is remote selling here to stay? Is content changing? Will consumer needs for socializing change the way we sell and market? How should you set your sales and marketing goals for the new year?   In this episode, Paul and...

2021 - get it right. We don't need to say 2020's been special.  We aren't living the most straightforward moment in history right now.  But that doesn't mean you can't try your best to get it started properly.   In this episode, Paul and Fab discuss what you can do today to get the most out of the new year.

Can you answer these questions? How much revenue will you generate next month? How many qualified leads will you get? How active are your salespeople? Data-driven sales and marketing are, ultimately, the key to success. Without it, decisions are political and personality-driven. With the right data, you can make educated decisions and run critical tests. In this episode, Paul and Fab talk about th...