7 episodes

Practical: A Plan that Succeeds in Real Circumstances. Relevant discussions for professionals in B2B business development, lead generation and sales leadership roles.

Practical Sales Podcast - By Atlantic Growth Solutions AGS

    • Business

Practical: A Plan that Succeeds in Real Circumstances. Relevant discussions for professionals in B2B business development, lead generation and sales leadership roles.

    Accelerate Sales to Make Up Ground on 2020

    Accelerate Sales to Make Up Ground on 2020

    Reality - Businesses have less than 5 months left in 2020. Likely, they have to do 10 months worth of business in those months to have any chance of matching 2020's projected revenues.

    Special Guest Mark Haines-Lacey, CEO of Atlantic Growth Solutions discusses the lat few months and the mindset business leaders have gone through. He discusses ways businesses can work to gain ground on their 2020 revenue targets after a rough Q1 and Q2 for many businesses.

    The Strategic Account Planning Document that Mark Discusses can be found on our Site (AtlanticGrowthSolutions.com) for Download. 

    • 19 min
    Shake up your Qualifying Questions - A Refreshing Strategy for Qualifying B2B Leads

    Shake up your Qualifying Questions - A Refreshing Strategy for Qualifying B2B Leads

    Everyone has heard of Open and Closed ended Qualifying Questions. They are what your team knows best and what your prospects may be tired of hearing. 

    SHAKE IT UP A LITTLE with a fresh take on Qualifying Questions. These questions open up a new line of conversation from your prospect with every answer!

    • 7 min
    MAILBAG - 7 Sales Questions answered by AGS

    MAILBAG - 7 Sales Questions answered by AGS

    Kyle and Kent take questions from listeners and members of our network on a variety of topics.


    Shortening Value Proposition for Conversation
    Sales Leaders - Activities to do with your Team
    Bulk email vs. Personalized Email?
    Qualifying Questions - How many to ask
    Best Time of Day to Call prospects
    How much Sales Activity per day - Benchmark
    KPI's to Track Performance - Lead Generation

    Ideal for Sales Professionals and Sales Leaders who sell B2B Solutions

    • 24 min
    The Second Best Thing to Hear on a Sales Call

    The Second Best Thing to Hear on a Sales Call

    The #1 Goal of a Prospecting Call is to hear your prospect say "Yes, tell me more!".  But what is the Second Best? Kyle takes a quick dive into the Business Development Process to discuss how to proceed when you don't get a "Yes, tell me more!" response. 

    • 7 min
    Get your Top Prospects Interested, then Engaged - How to Build Trust from the Start

    Get your Top Prospects Interested, then Engaged - How to Build Trust from the Start

    The Trust Equation : 1 + 1 = Trust. Kyle and Kent discuss a Practical Process for Sales Professionals and Business Development Reps who want to build trust with a prospect quickly. This will lead to more engaging conversations with your top prospects and more leads converting to opportunities in your funnel, faster.

    • 19 min
    Follow The GPS to Your Next Customer - How to Conduct a Recent Wins Exercise

    Follow The GPS to Your Next Customer - How to Conduct a Recent Wins Exercise

     "It Will Help You Close More Business, Faster" - Kent Murphy.     Kyle and Kent discuss how identifying and analyzing your 5 most recent Customer Successes will provide the direction to grow your business. Also, if your Company doesn't have a Documented Sales Process, this exercise will provide the framework for getting started with mapping out the Key Milestones for your Sales Team to follow. 

    • 21 min

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