The Sales Hacker Podcast Sales Hacker

Episode Summary

Sales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results. 
In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders. 
Richard may be the founder of The Harris Consulting Group, but he is still fighting impostor syndrome. As a result, he reminds everyone — including himself — to be kind and friendly to themselves, prioritizing self-care and mental health. 

Guest-at-a-Glance


💡 Name: Richard Harris
💡 What he does: Richard is the founder of The Harris Consulting Group and the co-founder of Surf and Sales.
💡 Company: The Harris Consulting Group
💡 Noteworthy: Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience. 
💡 Where to find Richard: LinkedIn

Episode Summary

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.

Lauren Bailey shares personal experiences in the sales industry, discussing the challenges and triumphs that have marked the journey. The conversation also explores imposter syndrome, a common occurrence among sales professionals, and ways to overcome it. Lauren Bailey highlights the essential role of confidence in navigating sales.

The episode wraps up with a light-hearted discussion about the prospect of men joining initiatives traditionally designed for women, underlining the importance of inclusivity in all professional development programs. This episode is a must-listen for sales professionals seeking to understand and navigate the complexities of the sales landscape.


Guest-at-a-Glance

💡 Name: Lauren Bailey

💡What they do: Founder and President

💡Company: The Sales Bar, Factor Eight, Girls Club

💡Noteworthy: Lauren Bailey builds happy teams, powerful online experiences, learning cultures, engaging workshops, and solutions to help people fall in love with sales and look forward to coming to work.

💡 Where to find them: LinkedIn

In the highly competitive B2B tech space, it's easy to market your offer with so many tools and channels available. But, we can't help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. 
In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. 
Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect's organization. Finally, we asked Tito to talk about how he got into angel investing and his consulting endeavors. 


Guest-at-a-Glance
💡 Name:  Tito Bohrt
💡 What he does:  Tito is the CEO of AltiSales.
💡 Company:  AltiSales
💡 Noteworthy:  Tito is an expert in sales development and all things sales.
💡 Where to find Tito:  LinkedIn

Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right.

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.

Check out Will's killer series "1 email. 2 takes."
https://www.youtube.com/playlist?list=PLGXnz4Tyz3-SFxoZNp8RijB-qnKWZMcNU

Don't forget to subscribe to the podcast and follow Sales Hacker on LinkedIn.

Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile.
In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston, the principal at No Fluff Selling. They talk about the importance of relevance and resonance, why you need to start with the fundamentals first, and how to stand out in the crowd.

Sales leaders play a critical role in a business's success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team. 
But, on average, revenue executives have a shockingly short tenure due to various factors, including the stressful nature of the job, the need for constant results, and the fact that sales leaders are often the first to be held accountable when revenue targets are unmet. 
In this episode we make a huge announcement and Sam Jacobs, the founder and CEO of Pavilion discusses the challenges facing sales leaders, how the Sales Hacker podcast helped his career, and how you can succeed with kindness.