Interviews – Mailshake Sales & Marketing Blog http://kmbrian.com/blog Sat, 05 Dec 2020 01:09:15 +0000 en-US hourly 1 http://wordpress.org/?v=5.6 http://i2.wp.com/kmbrian.com/blog/wp-content/uploads/2016/11/cropped-milkshakeio_mark.png?fit=32%2C32&ssl=1 Interviews – Mailshake Sales & Marketing Blog http://kmbrian.com/blog 32 32 119539453 Hiring Remote Salespeople in a Remote Environment http://kmbrian.com/blog/hiring-remote-salespeople/ Tue, 10 Nov 2020 19:14:21 +0000 http://kmbrian.com/blog/?p=6083 While lots of companies have operated remotely or semi-remotely for some time, many have only this year been forced to embrace the “new normal” as a result of the Covid-19 pandemic. With this in mind, I sat down with Lindsey Koneffklatt, VP of sales at PhoneBurner – which has always been a remote company – ...

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]]> 6083 How to Stay in Touch With Warm Leads Who Aren’t Ready to Buy http://kmbrian.com/blog/warm-leads/ Wed, 21 Oct 2020 21:24:14 +0000 http://kmbrian.com/blog/?p=5898 In a perfect world, every lead would instantly sign on the dotted line. But just because a lead doesn’t immediately snap up the deal you’re offering doesn’t mean they’re not qualified, or that you shouldn’t continue nurturing them. I sat down with Julie Mann, Vice President, Inside Sales at Upland Software, to discuss how sales ...

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]]> 5898 How to Keep a Sales Team Motivated http://kmbrian.com/blog/sales-team-motivated/ Mon, 19 Oct 2020 22:04:11 +0000 http://kmbrian.com/blog/?p=5866 Sales has never been easy. And it’s arguably getting harder. Three-fifths of salespeople say they believe selling is now harder or much harder than it was just five years ago. It’s not surprising. A couple decades ago, your average sales rep might pick up the phone knowing very little about the prospect at the other ...

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]]> 5866 The Top 3 Sales Skills You Aren’t Practicing http://kmbrian.com/blog/top-sales-skills/ Thu, 15 Oct 2020 18:38:46 +0000 http://kmbrian.com/blog/?p=5850 Every sales rep I know is constantly looking for ways to up their game. And while it’s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out of the basics. With this ...

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]]> 5850 How to Measure Sales Training Success for a New Sales Rep http://kmbrian.com/blog/sales-training-success/ Wed, 30 Sep 2020 20:03:43 +0000 http://kmbrian.com/blog/?p=5745 Training and onboarding schemes for new sales reps can be difficult to get right – but it can be even more challenging to work out how effective they are. With this in mind, I sat down with Jean-Christophe “JC” Bourgade, Co-Founder of 360Learning, a collaborative learning platform. JC has been in a sales leadership role ...

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]]> 5745 How To Be Successful as an SDR in Your First 90 Days http://kmbrian.com/blog/successful-sdr-in-90-days/ Mon, 21 Sep 2020 20:33:20 +0000 http://kmbrian.com/blog/?p=5687 The job of a Sales Development Representative is not easy – it takes a particular kind of person to succeed in this role. As any SDRs will attest to, in the first weeks and months of the role, you can feel like you’ve been thrown into the deep end of a particularly cavernous pool. This ...

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]]> 5687 How to Hire Your First Two Salespeople http://kmbrian.com/blog/hire-salespeople/ Wed, 12 Aug 2020 19:48:12 +0000 http://kmbrian.com/blog/?p=5491 Sales managers often bemoan the Pareto principle. Also known as the “law of the vital few”, its applications are wide-ranging, but in the context of sales it suggests that 20% of salespeople make 80% of sales. It might not be literally accurate for every organization, but it’s broadly true. That’s because the top performers keep ...

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]]> 5491 How to Automate Your List Building Using Companywell and Mailshake http://kmbrian.com/blog/automate-list-building/ Wed, 12 Aug 2020 19:42:31 +0000 http://kmbrian.com/blog/?p=5485 Building email lists manually takes up so much time that would be better spent prospecting or crafting email copy, but sales reps generally agree that it’s a necessary evil. The development of automation technology has been a huge boon for salespeople, allowing us to save a ton of time and enhance our productivity. With tools ...

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]]> 5485 How to Respond Quickly to New Deal Opportunities http://kmbrian.com/blog/new-deal-opportunities/ Wed, 10 Jun 2020 16:25:13 +0000 http://kmbrian.com/blog/?p=4894 Speeding up the sales cycle is a goal for most sales reps. After all, a faster sales cycle means more time to make sales. I sat down with Mike Paladino, Head of Sales at PandaDoc, to find out how he goes about speeding up his sales processes without deterring prospects and leads from purchasing. I ...

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]]> 4894 How to Run a Story-Based Demo http://kmbrian.com/blog/story-based-demo/ Wed, 10 Jun 2020 16:15:59 +0000 http://kmbrian.com/blog/?p=4886 Once you’ve booked a product demo call with a prospect, it’s tempting to mentally chalk it up as a done deal. But there’s still a lot that can go wrong. It’s highly unlikely that you’ll persuade your prospect to sign on the dotted line if your product demo is un-engaging, vague, or generic. That might ...

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