Sales SOS Podcast

Liz Heiman and the Sales SOS crew reveal why yelling louder and repeating yourself doesn't work. They break down the difference between coaching, training, and mentoring, explain the feedback ratio that actually keeps reps engaged, and discuss why trust has to come before critique. The conversation covers different meeting types and what they're each designed to accomplish, plus a powerful approach to peer-led training that elevates the whole team. If your coaching feels like it's falling flat or your best advice gets ignored, this episode explains what's actually getting in the way.

Liz Heiman and the Sales SOS crew expose why most sales teams ignore their KPIs, and it's not what you think. They discuss the difference between measuring activity versus outcomes, reveal the critical mistake that kills complex deals before they close, and explain why your company values might be contradicting your compensation structure. If your reps are hitting their numbers but you're still losing deals you thought were "in the bag," this episode shows you what's broken in your measurement system.

Liz Heiman and the Sales SOS crew tackle the biggest mistakes in sales compensation plans. They reveal the formula most companies miss, why your targets might be setting your team up to fail, and the critical decision between paying on bookings, revenue, or profit. If your comp plan feels like guesswork or your best reps keep leaving, this episode shows you what to fix.

Liz Heiman and the Sales SOS crew tackle what most sales leaders get wrong about compensation: jumping straight to incentive plans when performance lags. Before comp can work, you need to remove the friction preventing your team from selling, hire for the right skills, and build trust and coaching into your culture. This episode sets the foundation for their compensation series by addressing leadership gaps, toxic management, and the real costs of turnover. It's about creating a selling machine instead of throwing money at a sales prevention department.

Most people get overwhelmed with AI because they try to use it for everything. This episode breaks down how to stay focused by choosing one problem to solve, separating what you can depend on from what you should experiment with, and testing limitations intentionally. It’s a simple, realistic way to use AI without wasting time.

AI is changing how customers discover problems, explore solutions, and evaluate vendors, often without ever touching a company’s website. Buyers can now compare competitors, pull product details, and confirm fit on their own, which means they show up informed, opinionated, and far later in the process. This shift forces companies to rethink marketing, sales, and how they show up in places they don’t directly control.

Most CEOs don’t struggle with decision-making, they struggle with not having the full picture. This episode breaks down how AI can uncover what isn’t getting reported, flag risks earlier, and give you context your team can’t always provide. It’s a practical way to close the gaps you don’t have time to chase down yourself.

In this episode we discuss the real state of AI in sales: who’s using it, who’s resisting it, and why it matters more than ever. Instead of chasing shortcuts, we unpack how top reps use AI to build context, improve research, and move faster without losing core sales fundamentals.

In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen look at what happens when sales methodologies collide with messy CRM data and long buying cycles. From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust.

In this episode of Sales SOS, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Chris Bowen explore the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process. The crew goes over how to avoid the “Frankenstein” problem of mixing too many approaches, how to factor in multiple stakeholders and long buying cycles, and why outdated methods often fail to align with today’s buyer journey. 

In this episode of Sales SOS, Liz Heiman, Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons move from defining sales methodologies to exploring how to actually put them into practice. The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems. The group also looks at the challenges of change management: why rolling out a new methodology feels like launching a campaign, and how internal messaging and consistent language help teams adopt it successfully. 

In this episode, Liz Heiman, Renee Bigelow, Brynne Tillman, Mike Simmons and Chris Bowen take on one of the most common points of confusion in sales: what exactly counts as a methodology, and how it differs from a system, a framework, or a process. The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth. 

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution.

In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting...

In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a...

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable.

In this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show...

In this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes.

In this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more...

In this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding...

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture.

In this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space...

This episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client...

This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into the concept of loving your customers with experts Brynne Tillman and Renee Bigelow. The discussion revolves around how businesses can show genuine care for their customers by treating them the way they want to be treated. Key strategies include making introductions, offering insightful advice, and showing appreciation through small gestures. The experts also emphasize the importance of maintaining transparency, following through on commitments, and continuously improving customer experiences to foster long-term relationships and drive business growth.

In this episode of the podcast, we explore how the evolving landscape of sales requires a reevaluation of key performance indicators (KPIs) and sales metrics. We discuss the shift from traditional activity-based metrics to more meaningful measures of activity that drive successful outcomes. We highlight the need to focus on long-term relationships, the importance of proper messaging, and how to keep sales teams engaged. We delve into best practices for leveraging social media, specifically LinkedIn, and ensuring that salespeople present a polished and professional image online. Additionally, we emphasize the importance of aligning sales roles with individual strengths and continuously...

In this episode of the Sales SOS podcast, we dive into the human side of sales in an increasingly tech-driven world. Liz Heiman, Brynne Tillman, and Renee Bigelow explore the essential skills salespeople need today — from curiosity, resilience, and communication to adaptability and emotional intelligence. The conversation also highlights how AI and technology can support, not replace, real human connection. Whether you're hiring, training, or selling, this episode offers fresh insights on what truly makes a sales professional effective in 2025.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, experts Brynne Tillman, and Renee Bigelow discuss the transformative landscape of sales driven by technological advances and AI. The conversation explores the enduring importance of relationships in sales, the evolution of technology's role, and the critical need for prompt writing skills. They emphasize how AI can enhance rather than replace human interactions. The discussion also covers the shift from a seller-driven to a buyer-driven market, the importance of being a trusted advisor, and how to adapt sales strategies to meet these changes. Key recommendations include leveraging technology, enhancing...

In this episode, top sales experts discuss the critical aspects of accurate sales forecasting for businesses. They point out the importance of having reliable data, understanding sales cycles, and recognizing seasonal impacts on forecasting accuracy. The conversation highlights the need for systems and processes that support data-driven decisions and consistent evaluation of sales metrics. The experts also delve into the value of maintaining strong customer relationships and the potential pitfalls of poor internal communication and data management practices. Tune in for actionable insights on creating disciplined forecasting practices and enhancing overall sales performance.
00:00 Introduction and Welcome
01:12 Challenges in...

In this episode, hosted by Liz Heiman with insights from Renee Bigelow, Darryl Praill, Chris Bowen, and Brynne Tillman, we dive into strategies to set and achieve sales goals for the new year. The discussion emphasizes dividing big goals into smaller, actionable steps, understanding the resources required for achieving targets, and creating detailed plans. The importance of transparency in goal-setting and the role of assumptions in financial modeling are highlighted. Effective tracking systems like OKRs and KPIs are examined, with an emphasis on recognizing and celebrating small wins to maintain team morale. The episode also covers the necessity of having...

In this episode, the crew discusses evolving sales cultures for 2025. Key topics include the shift towards empowering sales reps to act entrepreneurially, moving away from negative sales tactics, and fostering collaboration between product management, marketing, and sales teams. The discussion highlights the importance of maintaining clarity in company missions and values, driving proactive engagement over reactive approaches, and enhancing internal collaboration for achieving strategic goals.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss kicking off the new year right with a focus on personal and professional growth for 2025. Joined by experts Brynne Tillman, Darryl Praill, Chris Bowen, and Renee Bigelow, we delve into actionable strategies such as tackling unfinished tasks, being more intentional, and using data to track progress. We tackle the importance of understanding AI and controlling its use in sales, knowing your customers, and effective communication. We emphasize stopping ineffective practices and reevaluating strategies to ensure sales success. The episode wraps with practical advice for sales leaders...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss practical strategies for setting realistic and effective sales goals. Alongside experts Chris Bowen, Renee Bigelow, and Mike Simmons, we explore the pitfalls of arbitrary goal-setting and the importance of involving sales reps in the goal-setting process. We emphasize the need to consider various perspectives, including those of the sales reps, market data, and finance teams, to create achievable targets. The episode also covers leveraging internal resources and relationships, celebrating incremental wins, and empowering sales teams to develop their own strategies. We conclude by underscoring the value...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive into strategies for leveraging existing customer bases to drive revenue growth. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, we explore the importance of maintaining strong relationships with current clients, the concept of multi-threading to deepen these relationships, and the critical role of strategic account planning. Discussions include building engagement plans, utilizing white space mapping to identify growth opportunities, and involving leadership in key account management. The episode emphasizes the value of happy customers and the untapped potential that lies within effectively managed accounts.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the importance of using past data to plan future sales strategies. Joined by experts Chris Bowen, Mike Simmons, and Renee Bigelow, the conversation emphasizes reflecting on previous sales data to understand client behavior, market dynamics, and resource allocation. We discuss the need to differentiate between new and existing customers, the impact of new initiatives, and how to adapt to changing markets. The episode underscores the importance of strategic planning, breaking down tasks incrementally, and creating efficient systems to evolve with market trends.

n this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical elements of strategic sales planning for the new year. Joined by experts Mike Simmons, Chris Bowen, and Renee Bigelow, we discuss the importance of starting planning early, examining what has and hasn't worked, and the differentiation between strategy and tactics. Mike emphasizes beginning your planning as early as September, while Chris focuses on evaluating past successes and failures. Renee highlights the need for flexible planning to scale effectively. We underline the importance of sharing strategies with the entire team and clarifying definitions to...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss the critical aspects of 'sales math' necessary for effective sales and marketing management. Joined by experts Renee Bigelow, Darryl Praill, and Mike Simmons, the podcast delves into how sales leaders can understand and optimize key metrics, conversion rates, and revenue projections. The conversation includes the importance of mapping the buyer's journey, aligning sales and marketing efforts, compensation strategies, and increasing sales literacy across the organization to drive better outcomes and achieve strategic goals.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of sales math and hiring strategies to enhance sales performance. Joined by experts Brynne Tillman, Mike Simmons, Darryl Praill, and Renee Bigelow, we discuss critical topics like ramp time, return on investment, and onboarding processes. The conversation highlights the importance of designing efficient systems, understanding market absorption, and setting realistic expectations for new hires. Emphasizing the need for cohesive strategies and continuous evaluation, the episode offers valuable insights for CEOs, leaders, and sales managers aiming to optimize their teams and achieve sustainable growth.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the complexities of measuring ROI in sales and marketing initiatives. We are joined by experts Brynne Tillman, Darryl Praill, Mike Simmons, and Renee Bigelow to discuss the importance of aligning activities with strategy, the challenges of attribution, and the need for innovation. The conversation covers how to effectively measure ROI over time, the impact of budget cuts on sales and marketing, and practical advice for managing lead generation investments. The episode concludes with a discussion on the significance of understanding the full buyer's journey and...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we dive deep into the concept of sales math with experts Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons. We explore the importance of understanding and measuring key sales metrics to predict outcomes. Topics include the basics of sales math, the necessity of accurate forecasting, the sales funnel, buyer journeys, and the challenges of marketing and sales alignment. Emphasizing the need to measure what matters, the experts share strategies to simplify and refine sales math for better decision-making.

Spooky Special 🎃 : In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the unsettling behaviors in sales that give the profession a bad name. Experts Brynne Tillman, Chris Bowen, Darryl Praill, and Renee Bigelow join the discussion, highlighting 'creepy' sales tactics like invasive questions, excessive follow-ups, pressure tactics, and misuse of personal information. We emphasize the importance of maintaining boundaries and authenticity to foster trust and build a positive brand reputation.

00:00 Introduction to Sales SOS Podcast00:40 Meet the Sales SOS Crew00:59 Spooky Sales Tactics01:32 Creepy Sales Behaviors05:20 Personal Boundaries in Sales08:51 AI and Automation in...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we discuss common mistakes companies make in Q4 when scrambling to hit sales targets with experts Brynne Tillman, Chris Bowen, Rene Bigelow, and Darryl Praill. Key points include the pitfalls of excessive discounting, the importance of understanding customer business cycles, motivating sales teams without resorting to demoralizing practices, and effectively communicating with investors. We offer actionable strategies to avoid short-term fixes that undermine long-term success, emphasizing the importance of maintaining credibility and focusing on solving customer problems.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into strategies for ensuring sales success in the upcoming year with guests Brynne Tillman, Chris Bowen, Darryl Praill and Renee Bigelow. We discuss the importance of early planning, ongoing prospecting, and leveraging referrals to maintain a strong sales pipeline. The conversation also emphasizes the need for effective KPI measurement, understanding buyer cycles, and the significance of strategic goal-setting. The episode concludes with actionable advice for refining sales tactics, ensuring engaged customer interactions, and maintaining a quality sales funnel.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we tackle the crucial strategies for closing in Q4. Joined by experts Brynne Tillman, Renee Bigelow, Chris Bowen, Darryl Praill and Christopher Bowen, we dive into the challenges of the Q4 scramble, analyze recent survey results on sales readiness, and discuss key factors such as economic uncertainty, AI impact, and shifting buyer behaviors. We emphasize the importance of proactive engagement, pipeline triage, and upselling existing accounts, while also exploring the need for salespeople to adapt their approach to better align with current market conditions. The episode concludes with...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we delve into the critical topic of communication in sales. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow. We discuss the importance of clear communication, understanding your client's preferred communication style, and the significance of repetition and consistency. The episode also covers strategies for reaching new prospects in a noisy environment, building credibility, and ensuring effective communication through structured planning. Techniques for re-engaging clients and making meaningful first connections are also explored.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of crafting effective value propositions and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of identifying target audiences, defining problems, and highlighting unique solutions. Emphasizing the need for startup founders to comprehend the customer's perspective, we delve into the evolving nature of value propositions and their relevance to different roles within a company. Key strategies for listening, learning, and building trust are highlighted to aid in successful...

In this episode of the Sales SOS podcast, hosted by Liz Heiman, we explore the vital concepts of value selling and understanding customer value from multiple angles. Joined by experts Brynne Tillman, Mike Simmons, John Way, Chris Bowen, and Renee Bigelow, we discuss the importance of distinguishing between what is valuable to the salesperson and to the customer. We critique common frameworks like BANT, stressing the need for deeper customer discovery and understanding of their current state, desired outcomes, and potential obstacles. Emphasizing the emotional factors influencing decisions, we highlight strategies for customizing sales approaches and guiding clients through their...

In this episode, we explore the pivotal role of Key Performance Indicators (KPIs) in effective sales leadership. The discussion challenges traditional metrics, advocating for more meaningful measures such as sales-qualified leads and funnel stages. We emphasize customizing KPIs to individual strengths and involving teams in their creation to foster accountability and support company culture. Celebrating incremental successes and using positive reinforcement strategies, such as small incentives, are highlighted as motivators. Simplifying KPIs to maintain focus and ensuring they drive meaningful change are also key takeaways.

Join us in this episode as we highlight the pitfalls of unrealistic sales goals, the significance of effective communication with CFOs, and the necessity of market-grounded forecasting. The challenges of balancing targets in different environments, understanding investor expectations, and the importance of configuring CRM systems are discussed. We also cover setting realistic sales expectations, conducting thorough due diligence, and handling the internal challenges of mid-market growth without succumbing to magical thinking.

00:00 Introduction to Sales SOS Podcast00:40 Meet the Sales SOS Crew00:57 Discussing Sales Leadership Mistakes02:01 Unrealistic Sales Targets03:21 Effective Sales Leadership Strategies05:47 Challenges with Sales Forecasting12:22 Mid-Market Sales...

00:00 Introduction to Sales SOS Podcast00:43 Meet the Sales SOS Crew01:20 Defining Sales Leadership vs. Sales Management02:42 Effective Sales Leadership Strategies03:59 Motivating and Managing Sales Teams06:31 The Role of Culture in Sales Leadership12:18 Leading by Example and Engagement14:30 Salespeople's Disconnect from Management16:17 The Importance of Understanding Your Sales Team16:45 Evaluating Sales Leadership Effectiveness18:19 Challenges in Preparing Sales Leaders19:28 Training Sales Leaders and Managers21:29 Communication in Sales Leadership23:32 The Role of Sales Leadership in Employee Retention27:19 Final Thoughts on Sales Leadership30:42 Conclusion and Wrap-Up

00:00 Introduction to the Sales SOS Podcast00:40 Essential Tools for Sales Leaders01:17 The Role of RevOps in Sales03:35 Daily Responsibilities of a Sales Leader04:51 Importance of CRM and Data-Driven Decisions06:57 Effective One-on-One Meetings07:45 Balancing Data and Relationships08:44 Types of Sales Meetings11:05 Team Sales Meetings: Best Practices14:35 Cross-Functional Communication18:08 Making Meetings Fun and Engaging18:46 Sharing Big Ideas in Sales Meetings20:02 Effective Pipeline and Funnel Reviews20:18 Custom Coaching for Different Sales Styles22:29 Key Metrics for Pipeline Management26:47 The Importance of Consistent One-on-One Meetings29:23 Good vs. Bad Coaching Practices34:48 Conclusion and Wrap-Up

In this episode of the Sales SOS podcast, we discuss the critical importance of aligning Customer Relationship Management (CRM) systems with sales processes to reduce chaos and boost productivity. We dive into topics like defining sales stages, setting clear progression criteria, and ensuring the CRM's primary role is to serve the sales team. The conversation also covers common issues like data overload, the benefits of integrating CRM with email systems, and the importance of using experienced strategists for system setup. We emphasize simplifying tool sets, streamlining communication tools, and avoiding technical debt to improve data quality and decision-making.

00:00 Introduction to Sales SOS Podcast00:39 Meet Your Hosts: Liz Heiman and Mike Simmons01:07 Deep Dive into Sales Process Stages01:51 Tools and Activities for Each Sales Stage05:41 Common Mistakes and How to Avoid Them08:17 Flexibility in Sales Processes12:33 Spotting CRM Bull Crap Behavior12:57 Sales Process: Tool or Handcuff?13:46 Aligning Sales Process with Buying Process14:28 Simplifying Sales Processes15:14 The Role of Reflective Models in Sales16:40 Balancing Process Complexity17:51 Involving the Right People at the Right Time19:51 Overcoming Internal Process Challenges21:50 The Importance of Customer Focus24:19 Final Thoughts and Wrap-Up

00:00 Introduction to Sales SOS Podcast00:40 Meet the Hosts: Liz Heiman and Mike Simmons00:58 Defining Sales Stages01:40 Starting the Sales Process04:10 Mike's Sales Stages Explained10:51 Liz's Approach to Sales Stages15:01 Starting the Closing Process15:25 Consistency in Sales Language16:59 Defining Sales Terms Clearly17:40 Aligning Sales Processes Across Functions18:43 The Pitfalls of Probability in Sales21:21 Leadership Challenges in Sales25:00 Activity vs. Stages in Sales Funnels30:24 Final Thoughts and Next Steps

00:00 Introduction to Sales SOS Podcast00:40 Meet the Hosts: Liz Heiman and Mike Simmons00:51 Understanding Sales Process01:30 The Importance of a Structured Sales Process02:42 Mike Simmons' Background and Insights05:23 Defining Sales Process09:39 Common Misconceptions About Salespeople11:37 The Dopamine Trap in Sales12:01 Sales Process as an Operating System13:03 Defining the Sales Process14:03 The Importance of Following a Sales Process16:20 Aligning Sales Process with Buyer Journey19:11 Utilizing CRM for Sales Success20:53 Prioritizing and Managing Sales Workload22:54 The Role of Documentation in Sales24:05 Simplifying Sales Processes24:44 Conclusion and Next Steps

00:00 Introduction to Sales SOS Podcast00:46 Today's Topic: Building Your Sales Organization01:06 Effective Onboarding Strategies02:29 Personalizing the Onboarding Experience05:14 Setting Clear Expectations07:06 Common Onboarding Mistakes07:43 Designing for Internal Customer Experience08:34 Creating Early Engagement Across Departments09:31 The Importance of First Impressions10:22 Common Onboarding Mistakes11:39 The Extended Onboarding Process12:22 Addressing Previous Job Habits12:38 Onboarding is a Sales Responsibility13:08 Setting Clear Expectations14:49 The Concept of Everboarding17:13 Final Thoughts and Recommendations18:41 Podcast Wrap-Up

In this episode, we dive into the challenges of building a sales organization from the ground up, focusing on the critical steps of hiring the right talent, crafting roles that fit business needs, and aligning the team accordingly. We stress the importance of designing a sales process that mirrors the buyer's journey, while also recognizing the pivotal role that team values and diversity play. We share practical interviewing strategies like scenario testing to find the best fit. Our discussion covers how to assess candidates through key questions that reveal their adaptability, resilience, and alignment with company culture. We also highlight...

00:00 Introduction to Sales SOS Podcast00:48 Building Your Sales Organization01:42 Understanding Sales Roles and Titles02:40 Debating the Role of BDRs05:19 The Evolution of Sales Roles08:39 Challenges in Defining Sales Roles10:52 Addressing Bottlenecks in Sales Processes12:39 Addressing Common Sales Strategy Pitfalls13:03 The Talent Bottleneck in Sales Teams14:17 Leadership Failures and Their Impact15:37 The Misconception of the SaaS Model17:10 Investor Influence on Sales Structures18:14 Final Thoughts on Building a Sales Organization21:49 The Importance of Measuring ROI24:25 Outsourcing Sales Functions25:20 Conclusion and Wrap-Up

In this episode of the Sales SOS Podcast we discuss various strategies for building a sales organization from scratch, different sales structures such as full-cycle reps, SDR/BDR models, and account management roles. The conversation also delves into the importance of aligning the sales process with the customer journey, considering the cost of sales versus gross margin, and ensuring all stakeholders are involved in the process. The episode emphasizes the need for a cohesive approach to customer engagement throughout the entire sales funnel.

In this episode, we tackle target-market, focusing on how to create, list, and target your market. We discuss the importance of aligning sales and marketing on the ideal customer profile, maintaining clean data, and building lists with insights from tools like LinkedIn Sales Navigator. We also emphasize the need for personalized messaging and engagement strategies to connect with your target market effectively. The key takeaway is to get creative in reaching your target market and to focus on human connections and problem-solving to stand out in a crowded market.

In this episode, we cover understanding your client base and how it can help you identify your ideal customer for marketing purposes. We highlight the importance of analyzing existing clients to determine profitable ones and using data to uncover trends. We also explore the role of Net Promoter Score in leveraging satisfied customers to attract new business. Join us as we delve into creating target lists and effectively targeting your market for growth.

In this episode of the Sales SOS Podcast, we explore the topic of Account-Based Marketing (ABM) and the importance of a targeted approach in sales. We discuss identifying key accounts and all stakeholders involved in the buying process. We emphasize the need for collaboration between sales and marketing to create personalized content and strategies for each account. We also touch on the critical role of tools and training in equipping sales teams for success in complex business sales. Join us as we unravel the insights and strategies to help you navigate the waters of account-based selling for sales success

In this episode of the Sales SOS Podcast, we examine the concepts of target market and ideal customer profile. We also explore how to identify your most profitable and enjoyable clients and the value of creating raving fans by focusing on what you want to be known for. We discuss the challenge of selling to multiple buyers within a complex sale and the need for sales and marketing to focus on the top of the funnel and beyond to drive revenue. Don't miss out on this insightful discussion on navigating sales with confidence!

In this episode, we lay out some of the most important rules and protocols for managing your CRM effectively. From naming conventions to user permissions, our expert panel discusses the importance of setting guidelines for data entry, integration, and user training. We explore the challenges of defining stages, close dates, and opportunity updates, highlighting the need for clarity and consistency. By prioritizing user adoption, showcasing value, and adding incentives, we can create a CRM system that optimizes sales performance. Join us as we deep dive into CRM management and its impact on successful selling.

In this episode, we explore the most common CRM mistakes that businesses make when setting up their systems. We discuss the importance of designing CRMs for usability rather than just reporting, the pitfalls of over-customization, and the need for iterative processes and ongoing maintenance. We also explore the significance of having a knowledgeable champion to guide the CRM setup and maintenance, as well as the importance of documenting processes for long-term success. Join us as we deep dive into the CRM topic and help you avoid these common pitfalls.

In this episode, we discuss the importance of transforming how you use your CRM including the key considerations when setting up your CRM and reporting, defining SMART goals, measuring success, and tracking critical sales activities. We also explore the significance of aligning CRM data with the customer journey, segmenting data for effective reporting, and enriching CRM data with tools like Sales Navigator. Join us as we uncover the insights and strategies that will help you make the most of your CRM and drive sales success.

In this episode of the Sales SOS Podcast, we dive into Episode 5: "Transforming How You Use Your CRM." We explore what a CRM is and what it can do for your business. From managing sales activities to forecasting revenue, a CRM is a powerful tool for both salespeople and leadership. With the right CRM in place, your sales team can streamline their processes, improve customer interactions, and ultimately drive growth for your business. Join us as we uncover the insights and strategies that will help you unlock the full potential of your CRM.

In this episode, we dive into AI governance. We discuss the importance of setting guardrails and policies to ensure that AI is used ethically and effectively within your sales team. From including AI guidelines in handbooks to training employees on proper usage, we cover a range of strategies to keep AI in check. We also touch on the need for transparency, data privacy, and the importance of having a private AI instance for sensitive information. Overall, this episode highlights the critical role of leadership in guiding you to safely navigate the use of AI in sales. Join us as we...

In this episode, we dive deep into the world of AI tools for sales. From transcription tools like Otter and Civil AI to predictive lead scoring in HubSpot, we explore how these tools can improve the way you sell. We'll also discuss the importance of putting accurate and detailed information into your CRMs to ensure the data pulled by AI tools is meaningful. With insights from experts like Dharma Shah of HubSpot, we show you how to leverage these tools effectively while still maintaining the human touch in sales conversations. Join us as we uncover the power of AI in...

In this episode, we explore the transformative power of AI in sales. We discuss how AI can enhance your sales techniques, from improving customer insights to streamlining communication. You'll discover both the potential and pitfalls of integrating AI into your sales strategies, learning how to turn obstacles into opportunities. Hosted by industry experts Brynne Tillman, Rene Bigelow, Jeff Jorik, Mike Simmons, Chris Bowen, and John Way, this podcast is dedicated to helping you elevate your sales game. Tune in and dive into the Sales SOS Podcast as we share valuable insights and strategies to support your success in sales!