Ask the Right Questions, The Sales and RevOps Podcast

We won't hide it...   Sales meetings can be brutal.   But they can also be great. They can motivate, inspire, push and bring the team to the next level.   If you're struggling with your sales meetings, this episode is for you.

Don't you ❤ it when you work a prospect hard only for them to tell you, "let me think about it" or "it's too expensive"? Does it make you angry? Nervous? Anxious or stressed? Those are examples of resistance, and most salespeople aren't aware that's what it is. It's not that the prospect is going to go back to their desk and ponder the question. Your potential clients are delaying; they're afraid...

Salespeople need selling skills. OK. That's obvious. But what about your marketers? It's not a far stretch to think that they need to understand sales. OK, but what about your accountants, HR specialists, and developers? The truth is that everyone, at every organization, from time to time, needs to sell their ideas internally: we need new accounting software, we need to rewrite the code, etc. Ther...

Most sales and marketing meetings are a waste of time. A good meeting has value, and to setup a good meeting you need to start with on critical question... Enjoy the show!

Don't stop hiring because you're not used to remote work. If you're not used to remote work, it can be daunting to recruit someone these days.  How will they build a relationship with the team?  How will you onboard them?  How will you get to "read" them during the interview?   I shared a few tips on the subject with Paul yesterday.   Enjoy the show!

What happens if your marketing just doesn't work anymore? We live through a unique and challenging time. That can mean that what you did only a few weeks ago is no longer relevant. If that's the case, what should you do? Paul and Fab answer that question today. Enjoy the show!

If you're unhappy with your sales results, this episode is for you. A sales process is one of the critical parts of sales. A good sales process will help your reps close more deals. That said, it's still one of the misunderstood concepts in the field. Paul and Fab dive deep on the topic and cover all the core elements of a good sales process and what reps (and marketers too!) should do at each sta...

Closing down your company isn't an easy choice.  Paul and Fab, share a few quick tips that could help you as a business owner and your employees. Hope this helps!

How can sales and marketing teams maintain their quotas during a crisis? Maybe you aren't asking the right question. Hoping a sales team can close the same amount of deals and marketing can generate the same amount of leads isn't realistic, but there are things you can and must do... Enjoy!

What if you need to let go of some of your sales and marketing staff? Saying goodbye to teammates is never easy, but sometimes you have to do it. In this short episode, we share a few tips on how you can go about doing that.

In this episode, Paul and Fab sit down (virtually!) with Frederic Lucas - founder of Prima Resource , a successful sales consulting firm.  Fred outlines in detail what he did to become the successful entrepreneur he is today. We dive deep into tactical and psychological elements as well as the frame of mind you need to get through difficult economic and social times. Enjoy the show! As always...

Keeping your sales activities up during a crisis isn't easy. What do you say? Should you even call? Maybe an email/LinkedIn message instead? If your business is running, you have to continue selling. That's why Paul and Fab do four role-play sessions to illustrate how to do your cold calls, and how not to. Enjoy the episode. Leave a comment below. 👇

When significant events hit, it's not always clear what you should do with your sales and marketing efforts. Do you stop everything? But what about the business Is it business as usual? But is it really Do you increase efforts? Decrease efforts? Fab and Paul share some thoughts on the topic.

The economy is shifting, and businesses that invest in marketing can thrive. Of course, sales are also a must. That's why we sat down with Corrine to talk about how she gained 29,000 followers on LinkedIn and how that impacted her business - CAM Inc., a talent acquisition firm. In this episode, we explore how to balance sales and marketing to build a thriving business.

Tough days happen. If rough times get you down, there's a good chance it means that you aren't controlling your emotions - you're not able to stay in the moment. How we deal with our emotions (positive ones too!) can further impact our performance. In this episode, we talk about why emotions affect your performance and share a few tips on how to stay in the moment. Enjoy the show!

Properly qualifying and disqualifying prospects is a crucial part of sales success. You don't want to rely on a rep's emotions to disqualify a lead. You don't want a dead deal to stay in the pipeline "because they might close one day." Those behaviours falsify your projections and impact your business's bottom line. So how do you qualify a lead? You set up objective milestones in your sales proces...

In this episode, Paul and Fab discuss value selling. They took a low-price item with no apparent value to show you how to do it. Ultimately the value of a service (or product) is determined by how important what you sell is for a client. But selling on value isn't only a sales thing. Marketing plays a vital role too... Are your sales and marketing set-up to sell value?

In this episode, Paul and Fab talk to Rob Geller, co-founder of Promenaid. Rob offers up a lot of advice to people just starting their business - from how to be a 🥇 seller on Amazon to the psychology of success. Enjoy the show!

"At the end of the day people won't remember what you said or did, they will remember how you made them feel." * Most prospects won't remember ➕90% of what you say during a call... ... but when you're mindful and listen intently to what they are telling you, you'll have a great conversation with them. They'll feel comfortable enough to talk about their actual problems. After all the tricks, the t...

In this episode, Paul and Fab talk about negotiation. Compromises are often a part of sales, but we show you how to reduce chances that you'll be that situation. But sometimes it's unavoidable, so we also show you how to negotiate. Enjoy! Don't forget to subscribe...

Do you need to up your cold calling game? This episode is for you. Believe it or not, cold calling is alive and well. It's not a failure to generate enough inbound leads; it's how most companies grow. When reps reach out to prospects, they encounter 3 scenarios: Easy calls - these are what sales dreams are made of. Reps land on someone who knows they have a problem, haven't solved it yet and are w...

"When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion." -- Dale Carnegie. Should salespeople leverage their prospects' underlying emotions? In short, yes. Buyers (even in B2B) buy on with emotion. How do you leverage emotions? By asking good and great questions. Early on, you need to identify with the client's emotions. Later, it would be be...

We misunderstand motivation. Especially entrepreneurs - they're usually motivated by building their business or what that business does for them. They can't understand why their team isn't as motivated as they are. The thing is, motivation comes from within. It's up to individuals and their managers to discover what long-term goals motivate us and what we can do to get there - not to find a motiva...

Lindsay's a motorsports fan. He participated for 20 years and still follows the sport actively. Thinking back, he shares how his passion for the sport helped groom his entrepreneurial abilities: The commitment to success and winning, The accountability, The value of teamwork, The need for success. How to reset each day. It's the same combination of striving for success, competitiveness and teamwor...

In today's episode, we continue our conversation with Lindsay Riddell. When you're a small business, marketing is a contradiction. On the one hand, budgets are limited, so there's constant pressure to use every cent wisely. On the other, ROI is difficult. You'll never be able to outspend the more prominent players in the space.  Today we talk about: The changing marketing landscape The ROI of...