Sales RX Podcast The Sales Doctor

Running a department is hard, especially when you have other departments that you rely on for support who are also relying on you for support. Too often we hear about the negative feelings from sales to marketing or customer success to sales. Unfortunately, the harmony we can create when cross-collaborating will never be perfect, but it can be developed.



Typically when cross-department relationships sour, it's due to a lack of expectation versus reality, and a lack of empathy towards the priorities and workload of each other’s department. This can lead to ineffective execution of GTM strategies, and further put your job at risk as a team, or department leader.



In this episode, viewers will learn:


The pitfalls of cross-collaboration and how to set proper expectations
What mutual benefits are of cross-collaboration and how to establish desired outcomes
The 3 types of people working on projects with you and how to identify them.

So you've made it through discovery and now you're onto your product demo. Especially if you have a technical product, you're most likely leaning on a solutions engineer to co-sell with you.



The problem with most sales demos, is there are not standards and expectations set to help efforts scale. Sometimes your demo counterpart can turn into a technical admin rather than the co-seller you need.



Typically, this is by no fault of the sellers themselves, but of a faulty understanding of the benefits of solutions engineers and their role in the sales process.



In today’s episode, viewers will learn:


The core functions of a solutions engineer
The role that solutions engineers play in the sales process
Best practices for co-selling with a solutions engineer on a demo





SPONSORED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months⁠⁠



POWERED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

As we’ve finished the first month of the new year, you’re likely getting a look at what habits are sticking and which ones aren’t. Is it no surprise you might be slumping back to your status quo of November & December (the months that made you want to make a change)?



Managers can play a vital role in helping their contributors develop new habits professionally to ensure their success in the new year. As for IC’s it’s important to get an internal view of what should a good routine look like in sales and what the habits inside of that routine I should be focusing on.



In today’s episode, viewers will learn:


How to get over the procrastination of starting new habits
Support methods to create fool-proof systems for building new habits
A sample set of what a great day in sales looks like with a framework of habits that will double their production






SPONSORED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months




POWERED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Even though we don't live in the candidate market we once did - hiring, onboarding, and training are still just as important as in the blank check era of 2020-2022.



The problem is, that it feels like there are no really good benchmarks for what works, and many people are just ad-hoc putting together programs based on crowdsourced insight.



To effectively onboard sellers, we need to understand what works, why it works, and how to implement it which both of our guests will be talking about on this episode.



SPONSORED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE GUESTS:

Giorgia Ortiz

Troy Ortega



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

Money is not the biggest motivator. It can help, but it’s not the only reason team members choose to stick around at a company. Jim Rohn said, “The greatest value in life is not what you get; the greatest value in life is what you become.”



If we don’t create a healthy company culture that centers around the continuous development of our team members, they will have no problem taking $5,000 a year to go work somewhere else.



The biggest problem companies face is feeling there’s not enough time to commit to the right level of development needed to boost morale and create consistent performance. The reality is, that there is enough bandwidth but we unfortunately mix training and coaching with support while forgetting to segment the three.



In today's episode, viewers will learn:


What a proper training and development cadence look like for individual contributors
How sales enablement can get a seat at the table with the other department heads
Metrics and KPIs to measure the effectiveness of your professional development program



SPONSORED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months

The first 30 days of a sales rep are some of the most overloaded but important weeks of their career at your company. The average sales rep takes 3 months to ramp up and nearly 10 months before they are profitable with the company. With average tenures being less than 18 months, that means you have only about 8 months of productive selling time with reps.



This is a big problem for organizations especially when you consider a bad sales hire costs a company up to 70% of the seller's annual revenue goals. To solve this companies need to speed up their rep’s time to value by moving them faster through the onboarding process and putting practices in place to help them retain and enact sales strategies more consistently.



In today’s episode, viewers will learn about:


How to provide a more engaging onboarding experience instead of just throwing reps into hours of Zoom calls accompanied by pages of documentation.
The metrics behind onboarding and speed to value of a rep's quota and the effect it has on the business unit.
What a great onboarding plan looks like and the mindset to instill in a rep during that process.




SPONSORED BY:
Kixie | ⁠⁠⁠⁠⁠⁠⁠Click Here⁠⁠⁠⁠⁠⁠⁠ to get a fully loaded 10-day free trial for your entire team with hours of call credits included and no credit card required!



FOLLOW THE HOSTS:

⁠⁠⁠⁠⁠⁠⁠Chet Lovegren⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠Billy Stein⁠⁠⁠⁠⁠⁠⁠



FREE RESOURCES:

⁠⁠⁠⁠⁠⁠⁠Weekly Sales Tips in Under 3 Minutes⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠11X Your Pipeline with this Outbound Sales Sequence⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠Cold Calling Objection Handling Guide⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠Go from SDR to AE in less than 12 Months