Ask the Right Questions, The Sales and RevOps Podcast

What technology should you use to power your sales and marketing efforts? The first question to ask is, what's the tech's role? Technology alone won't get you more revenue. Your software is a tool. But with the right tool in hand, you can expand your results. That's why, in this episode, Fab and Paul talk about different sales and marketing technology available.

Sales engineering is a hybrid role. Somewhere between Engineering and Sales. The role tends to exist in industrial and commercial markets where decisions are more complex and based on more technical information and rational analysis, and less on emotion. But is that truly the case?   In this episode, Paul and Fab explore the role of Sales Engineering with their guest André Sauvé: What does a...

You have sales. You have marketing. But how do you tie them together? Two strong groups are good, but with two strong groups that work together with standard definitions and a process that blends into one another, you're almost unstoppable. How do you make that happen? In this episode, Paul and Fab share their thoughts on building your sales and marketing process.

Podcasts are an excellent way for businesses to create content. For most, it's easier to speak about a topic than to write about it. The content is also a lot more flexible - a lot easier to share and adapt. While they've been around for a long time, their popularity has exploded.  And the problem for many is still understanding how they fit in their overall sales and marketing process. So in...

Marketers often struggle to show their value. The reason is that they don't tie their efforts back to revenue. So they become whatever the owner believes marketing is. Don't get me wrong. Branding efforts are crucial to financial success. The problem is it isn't always clear how. So marketers need both types of efforts - revenue and brand. When revenue efforts produce results, brand efforts are ac...

How should your marketing team look? What about your sales team? What makes a winning sales team? How do you organize your sales team? What is the sale structure? How do you build a successful sales organization? What makes a good marketing team? How do you structure a content team? How is the marketing department organized?  What are the different elements of the marketing mix, and what is t...

In sales, we talk a lot about asking questions. Because when you ask questions, you get a better understanding of your prospect's reality, what their real problem is, when they'd like to solve it and why... That's all good in theory. But in reality, what does that mean? You know, when the prospect is busy, determined and confident that they know their problem and how much they want to spend. When...

What does your marketing manager do daily? What does your sales manager do every day? What do sales managers even do? What are the duties and responsibilities of a marketing manager? Is marketing management stressful? How many hours does a sales manager work? What skills do you need to be a marketing manager? What should a sales manager know?   What the leading duo responsible for revenue and...

The reason SEO is still important today because it's great for lead generation or B2B sales. When you're in B2B marketing, you have so many opportunities to market online or to market across digital channels - on Facebook, on LinkedIn, and other social networks. You can target so many demographics, you know, hit any gender age, group professional you want. One thing that other channels don't do fo...

They go hand-in-hand. Peanut butter and jelly. Canadians and hockey. Selling and objections. When you're in sales, your prospects will object. They'll push back, both overtly and not. It's not about you. It's about the clients - they have fear. Fear of getting fired, making the wrong decision, looking weak, not sure of their place, and unsure what they need. In this episode, Paul and Fab will talk...

Here's the problem salespeople face. Sales is about asking questions...   But they stop asking questions the second they hit an answer they know they can solve.  What's the problem with that?  Often, those questions are surface questions.  To increase your chances of "closing," you need to dive deeper. Like Simon Sinek says - you need to find the "why."  When you understan...

You know the drill... At some point or another during the conversations, your prospect will ask you about your cost. It could be early on, or it could late in the sales process.  Regardless, it's going to happen. In this episode, Paul and Fab are going to show you how to answer the price question... Enjoy!

In this episode, Paul leverages learnings from previous episodes to review and critique Fab's own sales process. In this episode, you'll see what a sales process looks like in HubSpot, as well as the questions you should ask your self about your sales process.   ⭐⭐ Want to be part of a secret group of sales & marketing folks. Text us at (438) 601-1595 for exclusive content and personali...

Building a robust sales process is the key to success in sales. It's not a set of things to do or a project management tool. Each step has a particular reason for being and should act as a go/no-go for the following action. In the end, it should accurately predict revenue and allow sales and marketing to close more deals. In this episode, Paul helps Fab build his own sales process. ⭐⭐Join our fr...

If hiring were a science there would be no mistakes.   But it's not.   It isn't easy.   Is the candidate good? Will the be good after we hire them? Will they fit? Will I like working with them?  Those are only a few of the questions recruiters have when they're hiring.   In this episode, Paul and Fab take the time to break down the important things to consider when hiring...

The demo isn't the end-all, be-all of SaaS sales process.   Asking good and great questions are the best way to close deals.   That doesn't necessarily mean that demos are useless. It's more a question of how you demo your SaaS product demo that's critical.

A buyer... Your buyers go through a particular journey before they decide to buy something. So it's essential to understand those steps. Why? So you can create content for each stage to help and encourage your prospect along the way. Understanding your customer's journey can help reduce costs, increase leads. In this episode, Paul and Fab riff on how your customer's journey impacts your sales and...

Is the way most B2B SaaS salespeople sell is: Demo, proposal, follow-up, close.   But is that the right way to do it? Could you be winning more business with a better sales process? Are you being consultative? Is there a better way? In this episode, Paul and Fab review the current way most B2B SaaS sell to help them improve sales results.

How most sales and marketing teams think about CRMs is wrong. Most people think a CRM (Customer Relationship Management) system helps manage customer data. OK. The definition isn't wrong, but it isn't complete either. Ultimately your CRM helps you generate more revenue. If your tool doesn't allow you to make more money, it's not a worthy investment. Your CRM should help: your salespeople close mor...

Generating leads for your sales team is critical. Inbound leads tend to convert better than outbound ones. But they're also easier to work with because you can ask for permission to email them to share more value. The challenge? A lot of brands struggle with lead generation. Especially more traditional companies who haven't fully embraced the web and social media In this episode, Fab shares with P...

You know this. Right? People buy with their emotions. Even those B2B buyers you're selling to right now. Emotions come from something you genuinely care about. Your core motivations like: Getting promoted Being the best Doing meaningful work Buying a house Going on vacation... The list goes on. The thing is, it's not always clear what their driving motivation is. Your job as a salesperson and mark...

You can do everything right. You're making your calls, sending your emails, connecting on LinkedIn, sharing content, but sometimes, things just don't click. No one is answering, calling back, answering... no matter what you do, it just doesn't work. It's tough and demotivating. Enter Paul Lafleur. In today's episode, Paul explains how you can get out of the funk. Fab explains how marketers can ada...

They happen all the time. They can happen anytime. And they aren't always obvious. Objections can throw off the best reps for many reasons: Not sure how to deal with them Not aware that there's an objection Too excited Too emotionally invested in the deal... In this episode, Paul explains to Fab how a rep should go about handling sales objections.

Creating content... We've been talking about creating content for 10+ years now. Content helps you sell and market. With it, you grow and become an expert. It helps build trust. It's a win-win option. So why don't people do it more? In this episode Fab and Paul help you build trust with your clients and potential customers

What's the goal of every salesperson?  Close the deal.  Sure, closing deals is the job. But it also means one step closer to being a top rep and getting a commission.  But how do you close a deal? People paint it as the ultimate step, but Paul explains how it's much more organic than that. If executed properly, closing should end up being the logical conclusion of your sales process...