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Kevin Gaither interviews Aaron Ross, Founder of Pebblestorm and author of Predictable Revenue to discover how he turned Salesforce.com into a $100 million sales machine. 00:00 From NASA nerd to $100 million Salesforce Revenue Stream 00:25 Introducing ThisWeekIn Sales 00:58 Your Sales Nightmare? 01:57 How did Aaron Ross become a sales professional? 02:58 "I love shooting guns!" 02:34 Aaron was a NASA programmer at an early age 04:13 How did you develop your outbound call sales process at Salesforce? 05:39 How to feed a starving sales staff with no leads? 06:30 The importance of creating a flow of sales leads with short emails 06:58 "I do not believe in cold calls!" 07:54 Throwing away email assumptions 08:33 Ask for referrals without selling directly, respect authenticity and simplicity 09:11 Top down approach without selling directly, but then what? 09:43 The $100K sales engine. 10:26 "It's a lot easier to start your day with emails in your inbox" 10:56 Don't have your sales people do everything. (What if you could double you success rate?) 11:25 Multitasking is an illusion. Single task and you can be amazing 12:25 You can't dabble in closing. You need to an expert. 13:25 "I can do it all" is a bad idea: outbound and inbound should both be specialized 14:25 The four core roles: outbound, inbound, closers, and account management. 15:04 "Work harder and make more calls" 15:30 Sales isn't ditch digging. 16:45 Doing more of what you done doesn't get results if it's not <b>...</b>

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Kevin Gaither's interviews Andrew Chase, VP of Business Development of PPI Sales Search, about best practices for hiring managers and how to tweak your resume for optimal performance. 00:00 Cold Open 00:35 Intro, Andrew Chase 00:56 What's your strangest candidate interview of all-time? 02:12 Andrew's background as a sales professional 03:35 How to get the best candidates possible. 04:30 So it's not a problem if a hiring manager preps a candidate for an interview? 05:15 You better be able to close an interview! 06:45 Who's winning right now in the world of hiring managers? 07:30 Getting creative as a recruiter to get the best possible candidates. 08:20 Talking compensation with a high-quality candidate. 10:15 There's a difference between desperation and urgency. 12:00 Partner with your recruiter, be creative in offers, & maintain a quick & transparent process 13:00 "People will kill their grandmother to work at Google." 14:00 What can candidates do to separate themselves from the competition? 16:15 "Does a fancy resume separate you or make you look like a chump?" 18:10 How should I spend my time preparing for an interview? 19:00 Prep your answer to these three questions: how are you going to make me money, save me money, or save me time? 20:00 Anticipate questions and prep answers with situation/action/results answers 21:30 Wear a suit, be conserative in your presentation style, and do research on yourself and your specific answers. 23:00 Andrew brutally dissects a resume <b>...</b>

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Mike Brooks, aka Mr. Inside Sales, is on the show with host Kevin Gaither to debate whether or not cold-calling is dead. 00:00 Cold Open 00:30 Introduction 00:55 Nightmare Sales Job: When I Was Hating Sales 02:20 Mike's impressive work history and his books, 03:05 With Sales 2.0, is cold calling dead? 04:20 With inbound leads and Sales 2.0 technology, do we need to redefine cold calling? 05:20 You still need to learn how to make a phone call the right way 05:35 Product dumps and monologues, what's the right way to make a cold call? 06:55 What are the rules for a successful cold call? 08:40 How long should your cold call introduction be? 09:10 Short introductions are important, listening to the answer is more important. 09:55 The three statements to throw away as a sales professional 10:55 The importance and controversy behind scripting calls and responses 12:20 80% of the situations a sales rep will encounter are predictable and able to prepped for 13:35 NFL teams run plays based on research and patterns. 14:05 Ever been told to "send me your information"? Mike has a tip on how to take this common response and convert it into a prospect. 17:20 Part of your job is to disqualify leads in a respectable manner: out of a 100 prospects, only 5 may eventually buy from you. Identify them! 18:35 The most important word in sales is "next". 19:50 Where are sales managers screwing up? 20:50 The Manager's Dilemma 23:10 Mike talks directly to sales managers: "the magic happens during <b>...</b>

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