39 episodes

Rex Biberston, COO at The Sales Developers and Kevin Ramani, Startup Sales Coach, and former Head of Sales at Close.io, break down real-world sales challenges and share secret sales tactics you can use to overcome them.

Whether your a sales rep, manager, a rookie or a guru, you'll find something to help you today.

Secret Sales Podcast Rex Biberston & Kevin Ramani

    • Business

Rex Biberston, COO at The Sales Developers and Kevin Ramani, Startup Sales Coach, and former Head of Sales at Close.io, break down real-world sales challenges and share secret sales tactics you can use to overcome them.

Whether your a sales rep, manager, a rookie or a guru, you'll find something to help you today.

    39: How I Nearly Lost My First Sales Team To A Mutiny

    39: How I Nearly Lost My First Sales Team To A Mutiny

    In this episode of the Secret Sales Podcast, Kevin shares a story of his first sales team as a new manager, and how he nearly lost them to a mutiny when he tried to implement continuous changes without getting buy-in.
    Rex and Kevin share tips on getting buy-in within any team and how to ensure successful adoption through reprioritization, a critical final step that is missed by even the best consensus builders.

    • 14 min
    38: Prospect Journeys, Problem Solving, and Other Musings

    38: Prospect Journeys, Problem Solving, and Other Musings

    Sales, at its core, is a simple proposal. The prospect has a problem they’ll pay to solve, and you have a solution. But there’s a lot of nuance to it - how badly do they want to solve that problem, how much is too much to pay, how perfect your solution for them?
    In this episode Rex and Kevin discuss problem-solving, competing priorities, and staying top of mind to win more deals.

    • 16 min
    37: How to Stop Making Panic-Driven Decisions

    37: How to Stop Making Panic-Driven Decisions

    It’s the end of the quarter and you’re panicked - you’re not going to hit your number. What do you do? Freak out and send a last minute discount offer to everyone in your pipeline of course! (Not!)
    Whether you’re a first-time founder or a seasoned sales pro, everyone deals with panic in a different way.
    On this episode, Kevin and Rex share some examples of wild panic-driven decisions they’ve witnessed (and maybe even participated in) plus some tactics to overcome those tendencies.

    • 15 min
    36: How Flipping the SDR > AE Model Improves Inbound Conversion

    36: How Flipping the SDR > AE Model Improves Inbound Conversion

    The current SDR > AE Model assumes that most leads are UNQUALIFIED, and an SDR’s job is to reach prospects and QUALIFY them.
    In this episode of the Secret Sales Podcast, Kevin and Rex share an uncommon tactic for improving inbound reach rates and conversion by flipping the SDR > AE model to a AE

    • 11 min
    35: The Top Mistakes Founders Make When Hiring Salespeople

    35: The Top Mistakes Founders Make When Hiring Salespeople

    It’s tough founding a company - you’re constantly trying to beat the odds and you have to become expert at so many things, including hiring the right salespeople.
    Together we have consulted with and sold to well over a hundred startups, and we have identified the top mistakes founders make when they make their first sales hires.
    If you run a startup or are considering launching a new venture, this one’s for you!

    • 17 min
    34: Why Your Partnerships Are Doomed To Fail!

    34: Why Your Partnerships Are Doomed To Fail!

    Soon as you begin ramping up sales, you’re going to start hearing from people offering to bring you customer referrals in exchange for a commission.
    It can be tempting to get caught up in these discussions in the hope of adding additional growth channels. In this episode, Kevin and Rex share tips on how to maximize the effectiveness of these discussions.

    • 18 min

Customer Reviews

Paulheels ,

New in Sales

I’m new to sales. Rex and Kevin hit on obstacles I’ve encountered. Very informative and not only identify issues, but give experiences and ways to overcome the issues.
Great work! I’ll definitely tune into this podcast.

DamnGoodBlonde ,

Great Content

Rex and Kevin, thank you so much for all the new information! I wish your audio quality was a little better.

James Carbary ,

Rex is a genius

I am incredibly excited for this show. Rex is a wealth of knowledge when it comes to sales, and there’s no doubt in my mind that you’re going to love this podcast.

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