69 episodes

Interviews and insights about driving B2B sales revenue and growing successful sales organizations from sales leaders at the front lines of modern B2B selling.

Driving B2B Sales Revenue David Masover

    • Business
    • 5.0 • 15 Ratings

Interviews and insights about driving B2B sales revenue and growing successful sales organizations from sales leaders at the front lines of modern B2B selling.

    #69 Getting Social Selling Right - But Really!

    #69 Getting Social Selling Right - But Really!

    ABOUT THE GUEST:  Ryann Dowdy, CEO & Co-Founder at Social Sellers Academy 

    Sales Expert, Ryann Dowdy, helps 7 and 8 figure CEOs generate daily sales on demand WITHOUT more of their time, by building + training high-performing sales teams. 

    Ryann is passionate about helping successful business owners take back control of the revenue in their business, their time, and their freedom by building a profitable sales team. With her business partner, Kelly Roach, they are on a mission to free CEOs from the role of salesperson in their business. 

    Before starting her own business, Ryann spent 15 years in the corporate world building multi-million dollar sales organizations for start-ups in the digital marketing and advertising space. From sales rep to individual contributor to Director of Sales - Ryann has mentored, managed, and trained thousands of sales reps. 

    Ryann’s first crack at entrepreneurship was Uncensored Consulting, where she helped hundreds of women get their first clients, leave their day jobs, and take back control of their lives. By teaching tried and true sales strategies that aren't dependent on social media or trendy tactics, Ryann focuses on the art of building relationships and human to human connection. 

    Now, building her second business, she’s on a mission to change the lives of CEOs - by giving them back their time, financial peace, and the ability to multiply their revenue through a high performing, empowered sales team. 

    You can find Ryann on LinkedIn here: 
    https://www.linkedin.com/in/ryanndowdy/

    And can learn more about The Social Sellers Academy here:
    https://dailysalesondemandforceos.com/


    ABOUT THE EPISODE: 

    What is social selling?  

    Is it different than other kinds of selling - and if so, how exactly?  

    And why is it that so many folks hate the idea, while others get it so wrong (maybe that’s the answer right there).  

    In this episode, Ryann Dowdy digs into all of that and more from a real, practical, and thoughtful perspective. Her work is completely focused on helping sales teams succeed with social, and her approach is practical, strategic, and completely grounded in reality.  

    If you ever wondered what all of the fuss is about social selling, and more importantly how you can think about it - and succeed with it if you choose to do so, Ryann is a great resource and she shares plenty of solid and valuable insights in this episode for you to consider.  

    • 27 min
    #68 How to Incorporate Digital Into Your Company’s Sales Efforts

    #68 How to Incorporate Digital Into Your Company’s Sales Efforts

    ABOUT THE GUEST: Mark Thompson, Co-Founder of PayKickstart 

    Mark Thompson is the co-founder of PayKickstart an industry-leading billing and affiliate management platform for subscription-based businesses.  Mark loves the subscription-economy and helping startups and mature businesses maximize revenue. 

    As a 10-year online Entrepreneur, he has created and sold multiple 6 and 7 figure businesses, while generating over $20M dollars online. 
     
    You can find Mark on LinkedIn here:  https://www.linkedin.com/in/mrthompson/
     
    And you can learn more about PayKickstart here: https://paykickstart.com/

     
    ABOUT THE EPISODE: 

    To automate or not to automate - is that a question for your sales org to consider? 

    We’ve all been on the receiving end of crappy automation. Nobody wants to be associated with that... 

    ...but, most of us have also suffered the drudgery of muscling through repetitive tasks as part of the sales flow that we wish we could automate. 

    So where is the sweet spot, and how do you A) strike the balance, and B) get from here to there? 

    This is exactly what we explored in this episode of the podcast with guest Mark Thompson.  

    Mark has a long history of tinkering with automation within his own sales organization and on behalf of others - which is exactly what it takes to succeed. 

    Not sure how to even begin thinking about it? 

    This episode of the podcast can help a lot - Mark really knows his stuff here and has some great insights about getting started and the benefits when you do. 

    So check it out - I think you’ll enjoy it. 

    • 22 min
    #67 Is Sales Training & Consulting Broken?

    #67 Is Sales Training & Consulting Broken?

    ABOUT THE GUEST: Ken Lundin, Founder of Ken Lundin & Associates 

    Ken Lundin found his mission while standing in his front lawn in Atlanta in 2011, when he learned from the people who had purchased it that his house had been sold by the bank. With his business - and the last 6 years of his life - up in smoke, he took a mid-level sales position and over the course of the next 2 years was offered 2 promotions attaining the role of SVP of Sales within two years. With his unique perspective on thriving during difficult times and his considerable sales acumen, he soon became a consultant in order to bring his systematic process to other companies, helping them adapt to difficult changes and to thrive in uncertain times. 

    Check out Ken on the web here:  https://kenlundin.com/

    Or connect with him on LinkedIn here:  https://www.linkedin.com/in/kglundin/
     

    ABOUT THE EPISODE: 

    Is sales training and consulting broken?  

    Ken Lundin thinks so. In this episode he starts by painting the picture with a car analogy - where all four tires go flat at once - and if the car is your business and each tire is one part of your sales org, you are not going to get back to driving by fixing just one tire!  

    Sales organizations are systems, and to help them thrive you need to take a systemic view of them and approach to fixing them.  

    When sales training or coaching focuses on just one thing, which is usually the case, it just doesn’t work.  

    Listen in as Ken unpacks not only the problem with this myopic approach so prevalent in the sales training and consulting industry, but the way to fix it and a better approach to sales team improvement efforts.

    • 32 min
    #66 How a Pro Sports Mentality Can Foster Sales Success

    #66 How a Pro Sports Mentality Can Foster Sales Success

    ABOUT THE GUEST:  Lee Hackett, CEO of BluprintX 

    Lee Hackett is a professional footballer turned entrepreneur and investor. He has successfully grown 3 companies to $10m+ in sales and engineered trade sales to FTSE200 listed corporations. 

    Lee advises global CMOs on B2B sales, marketing, and advertising strategy, using his 7-Step C-Suite Framework to build thought leadership, effective funnels, and revenue attribution. 

    Lee has invested in SalesTech, MarTech, and AdTech startups in the UK, Middle East, Australia and Singapore. 

    You can find Lee on LinkedIn here: https://www.linkedin.com/in/leehackett/
     
    ABOUT THE EPISODE: 

    Sales and sports analogies - love ‘em or hate ‘em, there are a lot of them!  

    But maybe there is a good reason? Former professional athlete Lee Hackett explores some of these ideas in this episode of the podcast and digs deep into things like team versus individual performance, resilience, and other key crossovers between the worlds of sales and sports, both places where Lee has spent plenty of time and found plenty of success. I’m sure you’ll enjoy it!  

    • 28 min
    #65 How to Make Selling ‘Bulletproof'

    #65 How to Make Selling ‘Bulletproof'

    ABOUT THE GUEST: Shawn Rhodes, Chief Sales Sergeant at Bulletproof Selling 

    Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams continuously improve pipelines and performance. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some of the most dangerous places on the planet - has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal, and INC. His clients have included Deloitte, ConAgra, John Deere, and dozens of similar businesses. Shawn is also a nationally syndicated columnist with the Business Journals and author of the books Pivot Point: Turn On A Dime Without Sacrificing Results, Universal Export: A Guide For Overachievers in Working Less And Enjoying More, and newest book, Bulletproof Selling: Systemizing Sales For The Battlefield Of Business.  

    You can find Shawn on Linkedin here: https://www.linkedin.com/in/shawnrhodes/
     

    ABOUT THE EPISODE: 

    Here’s a riddle for you - what’s the connection between a Marine in Fallujah, Iraq who is not very good at following directions, and a B2B sales consultant?  

    Well, in this case, the connection is that it’s the same person - episode guest Shawn Rhodes.  

    While in the Marines, Shawn was embedded in different units who were working in very challenging urban environments to observe, document, and help codify what was working, what was not, and how to improve.  

    And sure enough, the process of observing, documenting, and working to improve is a perfect approach to sales team improvement as well - especially over time as the knowledge base of documented observations keeps growing.  

    In both the military and in business environments, Shawn learned and now teaches how systems and processes built on the successes and failures of past ventures is an incredibly effective platform for sustained improvement and ongoing excellence in execution.  

    In this episode, Shawn peels back a lot of what all of that means, how it works, and how it can work for sales organizations - you definitely don’t want to miss this!

    • 36 min
    #64 How to make the sales manager a force multiplier

    #64 How to make the sales manager a force multiplier

    ABOUT THE GUEST: Emmet Florish, CEO at Ctrl.io 

    Emmet Florish co-founded Ctrl.io for plate-spinning sales managers to channel the time they spend with their team day to day into sustainable, longer term performance. 

    He knows what it takes to get a team firing on all cylinders, performing over and above quota, from being a successful individual contributor to first sales hire on the ground. Emmet has led and expanded sales teams to contribute millions of dollars of revenue and quadruple digit year over year growth on multiple occasions. 

    Through Ctrl.io, he wants to bring that hard won expertise to sales managers in B2B SaaS businesses at scale. By filling the gap where they are managing their teams beyond the CRM with docs, spreadsheets and email and giving them a deceptively simple platform to build a culture of commitment and visibility. 

    Find out more at Ctrl.io or connect on LinkedIn for regular sales management related updates: https://www.linkedin.com/in/emmet-florish-8217172/ 


    ABOUT THE EPISODE: 

    “Developing sales teams one sales manager at a time”  

    That’s Emmet’s LinkedIn headline, and it hits very close to home with everything I’ve learned about sales teams in my three decades in B2B sales.  

    Emmet talks about front line sales managers as a “Force Multiplier” - a term I fully intend to steal.  

    And this episode - it’s all about that.  

    The power of a good front line sales manager who has the time, ability, and inclination to help their team thrive - and the challenges of getting that done consistently - both personal and organizational that can get in the way.  

    If you are a sales manager, work for one, have one, or just want to hear a solid perspective about why the role matters and how it can deploy more effectively, then I’m sure you will enjoy listening to this episode just like I enjoyed participating in it.

    • 38 min

Customer Reviews

5.0 out of 5
15 Ratings

15 Ratings

lorik505 ,

A sales podcast worth listening to

David posts insightful and engaging content on LinkedIn. He has managed to bring his wit and knowledge to this podcast. Each week we get to experience dynamic conversations with his guests that make us think. David is always prepared with great questions. He listens for cues in the conversation to ask deeper questions. The podcast is quick and concise. You know an interview is done well when you want the conversation to continue. You don’t want to miss an episode! Subscribe!

CX Sales ,

An Eclectic mix of Sales Expertise and Actionable Advice!

This is not your standard sales podcast.

David Masover has created a unique podcast experience. Each episode delivers a unique Sales perspective, packaged in easily consumed bites.

If you like Sales Podcasts you’ll love this.

britsinga ,

Great advice for B2B sales

Few people really get the B2B sales challenges like David Masover so this podcast is a “must” for anyone in that arena. His wealth of knowledge and engaging content makes this informative and enjoyable.

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