The Sales Consultant Podcast

Derrick Williams
  • 5.0 (20)
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The Sales Consultant Podcast

Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game. Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation. We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best. An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way. With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording. Join us on The Sales Consultant Podcast and let's level up together.

  1. Unlocking Inside Sales Success with Brooke LaFleur

    MAY 3

    Unlocking Inside Sales Success with Brooke LaFleur

    In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manage change, align goals, and foster a culture of continuous improvement. From overcoming objections to nurturing talent, they discuss the qualities that set apart good sellers from great ones, offering valuable advice for both aspiring and seasoned sales professionals. #salesconsultantpodcast #insidesales #salesdevelopment #salesstrategy #b2bsales #salesoperations #salestech #salesculture #outsidesales Time Stamps:[02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas. [07:10] - Managing the change when developing a new inside sales team. [09:30] - Which CRM is preferred and a discussion on how to approach data hygiene.  [12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element. [19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections. [26:38] - What separates good salespeople from great salespeople. [29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales. Connect with Brooke:Brooke’s LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/ Connect with Derrick:Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    31 min
  2. Optimizing Revenue Operations with Rosalyn Santa Elena #056

    APR 26

    Optimizing Revenue Operations with Rosalyn Santa Elena #056

    In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function.  One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop. Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations.  #salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales  Time Stamps: [2:25] - Why companies should invest into Revenue Operations sooner. [5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function. [13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts. [22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue. [31:00] - Another hand-off that should be optimized is ‘CS to Marketing’ in terms of customer intelligence. [33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts.  [42:10] - How to communicate your contributions and value as a Revenue Operations person. Connect with Rosalyn:Rosalyn’s LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/ The RevOps Collective website: https://therevopscollective.com Connect with Derrick:Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    47 min
  3. Beyond Predictable Revenue with John Barrows

    APR 20

    Beyond Predictable Revenue with John Barrows

    John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show. In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled.   From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off.  Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop.  In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode. #salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55 Time Stamps: [02:30] - John reflects on lessons from 2023 and how he’s adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to. [12:00] - Why John thinks the Predictable Revenue model is a joke. [15:49] - How AI is changing the game and how salespeople won’t be replaced by AO but by people who know how to use AI. [22:20] - John shares an AI tool he uses to analyze a client’s 10-K report and suggests outreach messaging based on what you offer. [24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them. [35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development. Connect with John:John’s LinkedIn page: https://www.linkedin.com/in/johnbarrows/ JB Sales Training: https://www.jbarrows.com Sell better website: https://sellbetter.xyz Connect with Derrick:Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/ Follow Derrick on Instagram @derrickis3linksales These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    54 min
  4. The Integrity Edge of Sales Leadership with Ralph Barsi #054

    APR 5

    The Integrity Edge of Sales Leadership with Ralph Barsi #054

    This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks. Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts). Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you’re not going to want to miss. #salesconsultantpodcast #sales #salesleadership #salesmanagement #salesdevelopment #vpofsales #practicemakesperfect #loveyourhaters #managementcareer #careeradvice #managementadvice #leadershiplessons #gtmconsulting #gtm #authenticity #inspiration Time Stamps: [2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com). [6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more.  [11:00] - The transferable sales skills and disciplines that come from music (not just sports).  [18:26] - Operationalizing more practice in sales teams. [20:50] - From leading Sales Development teams to being hired as a first time VP of Sales. [27:00] - Advice to new managers.  [29:00] - His opinion on how the number of haters will grow as you grow in your career. [34:30] - How he got into consulting, his experience, and his consulting ambitions for the future. [39:15] - Structuring consulting compensation and hassigning equity to a family trust. [44:00] - Who helped him the most become who he is and why. Connect with Ralph:Ralph’s LinkedIn page: https://www.linkedin.com/in/ralphbarsi/ Ralph’s website: https://www.ralphbarsi.com Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    45 min
  5. Sales Consulting From Zero to Scale with Pete Mickartz

    MAR 29

    Sales Consulting From Zero to Scale with Pete Mickartz

    This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data. Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith from a stable, full-time role to the unknown realm of entrepreneurship which was driven not just by ambition, but also by a bit of destiny.  Listen to the interview and I promise you’re going to gain some very invaluable insights as Pete shares his firsthand experiences, from pioneering a solo sales consultancy to scaling Tenbound’s practice with a team of consultants.  During the back half of the talk we run through some hot topics such as the transformative power of AI in sales, the evolving dynamics of remote versus onsite work environments, and the future trajectory of sales development.  We wrap up with Pete’s candid opinions on the significance of social selling, thought leadership, and the delicate balance between individual talent and organizational culture.  #salesconsultantpodcast #salesconsultant #salesconsulting #consulting #entrepreneurship #aiinsales #ai #remotework #onsitework #salesdevelopment #futureofsales #predictions #socialselling #culture #b2bsales #salesmanagement Time Stamps:[2:90] - We unravel the inception of Pete's consulting venture, ZeroToTwenty. It unfolded almost serendipitously, as if he were summoned to consulting. This serves as a lesson to other budding entrepreneurs: heed the signs and opportunities that present themselves. [6:20] - Pete walks us through his thought process from a monetary standpoint with regard to leaving a full-time gig with a solid salary to starting his practice from zero (pun intended). [13:00] - For the first time on the show we talk through what it’s like to lead a group of sales consultants, myself included. [22:00] - We discuss what it’s like and the thought process involved in switching from consulting to a full-time sales leadership role. Pete shares stories about building Tenbound’s practice and the workload that came with which leads to discussing pivotal moments that led to his return to full-time employment. [33:30] - Pete shares a wonderful personal story about a book that his mother wrote for him while he was coming up which she gave to him when he turned 30. [38:30] - I ask Pete his perspective on AI in Sales: is it more noise or a real game-changer? [40:40] - We chat about Onsite vs Remote Work and which mode works best in his opinion when a company is rapidly growing. [43:50] - The next topic is “the future of Sales Development”: will it continue to grow or is it a dying model? Pete shares what he thinks. [49:30] Is social selling and thought leadership a ‘nice to have’ or is it essential to a sales strategy? Pete gives is a very open and honest answer to this one. [55:00] - Lastly we talk about what’s more impactful on a sales team’s success, individual talent or environmental conditions. Connect with Pete:Pete’s LinkedIn page: https://www.linkedin.com/in/petemickartz/ Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - a href="https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw" rel="noopener noreferrer"...

    57 min
  6. Mastering the Art of Sales Consulting with James Rores #052

    MAR 22

    Mastering the Art of Sales Consulting with James Rores #052

    James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps. James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants. #salesconsultantpodcast #salesconsultant #b2bsales #consultant #entrepreneurship #clientacquisition #bant #meddicc #content #engagementpricing #authenticity  Time Stamps: [3:30] - James explains how he’s managed to last 18-years in the Sales Consulting game but he also shares what it’s like flirting with the idea of working for someone again as an employee. [11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy. [16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research. [23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic. [36:30] - James’ approach to out-bounding and driving client acquisition as a sales consultant. [39:24] - James shares his thought process and approach to generating content for his consulting practice. [42:25] - Advice to consultants on how to think about structuring pricing for engagements. Here’s a link to our first interview: https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863 Connect with James:https://www.linkedin.com/in/jamesrores/ Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    47 min
  7. An Org-Wide Customer Success Mindset with Matthew Armstrong #051

    MAR 15

    An Org-Wide Customer Success Mindset with Matthew Armstrong #051

    In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization.  We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches.  We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous improvement—essential traits of successful customer success initiatives.  Matthew also offers practical tips for setting up a customer success team and emphasizes the importance of every person in every department of the organization adopting a customer-centric mindset. #salesconsultantpodcast #customersuccess #cs #b2bsales #growth #value Time Stamps: [4:00] A story that epitomizes the pinnacle of customer success: From a modest $150,000 initial order to a staggering $40M in total purchases. [8:00] - When customers fail to realize the value of their purchase. {12:30] - When sales over promises on the capabilities of the product and CS is left to clean up. [14:50] - Why CS should report into Sales or be its own business unit reporting to the CEO. [18:30] - Collecting customer insights post-sale for the purpose of becoming more buyer-centric. [20:00] - The importance of conducting interviews and truly being in tune with customer as opposed to only relying on stale surveys. [22:00] - What it looks like in the early days of building out a new CS function including the top KPIs and where the priorities lie as a leader. [25:00] - When it makes sense to assign a dedicated CS Manager (CSM) to a single account. [27:35] - Advice to aspiring CS professionals: The worst thing you can say is, “that’s not my job”.  Connect with Matthew:Matthew’s LinkedIn page: https://www.linkedin.com/in/mwarmstrong/ Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    32 min
  8. Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050

    MAR 1

    Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050

    Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts. In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics. From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market. We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader. Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide. #salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacity Time Stamps: [02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley’s see companies making in 2024 [07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams. [11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs). [16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley’s opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc. [25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers.  [31:00] - Moving on and letting go when you’re promoted: Career advice for sales leaders. [39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively. [45:30] - How Haley has navigated her career differently than her male counterparts. [48:40] - Haley shares which heroine of her’s she would have lunch with and why. Connect with Haley:Haley’s LinkedIn page: https://www.linkedin.com/in/haleykatsman/ Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/ These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

    50 min
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5
out of 5
20 Ratings

About

Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game. Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation. We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best. An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way. With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording. Join us on The Sales Consultant Podcast and let's level up together.

Information

  • Creator
    Derrick Williams
  • Years Active
    2023 - 2024
  • Episodes
    57
  • Rating
    Clean
  • Copyright
    © Copyright 2024 Derrick Williams
  • Show Website
    The Sales Consultant Podcast

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