Avsnitt

  • WHY PLAN FOR A WEEK, MONTH, OR YEAR IF YOU CAN PLAN FOR LIFE?

    If you are a seller planning to be successful in sales and in life, it is very important to have a process to follow, and we are not talking about the sales process here. In this episode, Josh talks about the concept of a pipeline for life and the 7 steps for you to take in building your pipeline for life. Learn more in detail in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    UNDERSTAND WHO YOU’RE ENGAGING

    “Anytime you engage with somebody, you better know how they make money. And even further, better know how they look at profit. Are they a public company? Are they reporting to their shareholders? Are they a private company that's looking to grow or look for acquisition?”

    PUT IN THE WORK, GAIN EXPERIENCE

    “You need to gain experience along the way and use that experience to mold who you are. What's your point of view? How can you help to grow connections, and help people out no matter what it is you're doing?”

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • SPAM EMAILS ARE VERY ANNOYING, PERIOD.

    Ollie Whitfield’s sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It’s an interesting story that you will only hear in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    OLLIE: GET DOWN TO BEING CREATIVE

    “People's attention are at a premium and it's our job as sellers to get creative, really do your research, understand the person, connect with them at the human level, and really start to break through that way, as opposed to these spam-based approaches”

    OLLIE: YOU HAVE TO DO THE WORK

    “You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales, you could probably be, in most cases, or at least close to being a pretty decent founder.”

    Learn more about Ollie and his work in the links below:

    LinkedIn: https://www.linkedin.com/in/olliewhitfield/Website: https://vanillasoft.com/

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • Saknas det avsnitt?

    Klicka här för att uppdatera flödet manuellt.

  • IT’S THE NEW AGE FOR SDRs

    Joshua discusses the few potential strategies for leveraging the SDR team in your organization with demandDrive Director of Marketing AJ Alonzo in this episode of the Love Selling Hate Sales podcast. The SDR job is difficult, but because it has historically been predicated on volume, it is frequently seen as being at the bottom of the totem pole. However, it doesn’t have to be that way anymore. If given further training and chances, your SDRs can also help you test hypotheses and gather vital customer intelligence that even marketing and research may not surface.

    HIGHLIGHTS:

    AJ: UNDERSTAND WHY YOU’RE REACHING OUT

    “You have to understand why you're reaching out to somebody. There's an inherent eyeball test that you can do when you look at someone's title, the company that they work at, some basic information about that organization to really understand and piece together why would this person want to talk to me, what value can I bring them.”

    AJ: EXPECTATION VS. REALITY

    “You expect someone, the most junior, inexperienced individual at your company to just take a hundred percent of the subject-matter expertise and customer stories and SDR story one-on-one stuff and in a week just go and hit the phones and be successful. I think it's just unrealistic to expect that at this point.”

    Learn more about AJ and his work in the links below:

    LinkedIn - https://www.linkedin.com/in/ajalonzo/Website (demandDrive) - https://www.demanddrive.com/Podcast - https://www.demanddrive.com/podcast

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • TAKE THE WHEEL, SHIFT THE GEARS, AND HIT THE THROTTLE

    A Career Sales Pro, Sales Tech Co-Founder, and Sales Podcast Host, Mike O’Kelly joins Josh in the pod today. Salespeople are facing the problem of getting less and less training than ever before while having to deal with the demanding quotas that they have to hit. Mike talks about taking control of your career by seeking out mentorship and training outside of your organization. If you can’t get the training from work, get one on your own. Sales is about domination, make sure you’re the one who dominates. Tune in and learn more in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    MIKE: LOOK FOR GREAT TRAINING YOU DESERVE

    “If anybody's listening right now, and if you're in sales, go to a company that has great training. Go to the copier sales, the payroll sales, the enterprises of the world because they will set you up for life.”

    MIKE: THE SALES ADVOCACY METHOD

    “You have to dominate in sales or you're gonna get left behind, and that really is the sales advocacy method. The sales advocacy method is taking people and building them into advocates as quickly as possible. The only way to do that in sales and the only way to dominate is to have at least one of two things - that is total belief in the product or service, and total belief in you, the salesperson.”

    MIKE: TAKE CONTROL, TAKE IT ALL

    “Take control of your sales career. I didn't in my early career, I was very passive. I thought that the companies were gonna provide everything that was gonna be needed, and that's not the case. Reach out for training, for mentorship. Try to learn outside information with reckless abandon.”

    Learn more about Mike and his work in the links below:

    LinkedIn - https://www.linkedin.com/in/mike-o-kelly-44ba352b/Surviving Outside Sales Podcast - https://www.audible.com/pd/Podcast/B08JJPGDQLEmail - [email protected]

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • STRATEGY, METHODOLOGY, STRUCTURE

    These are the three key items to define as a leader to figure out the right-fit sales motion. In this episode of the Love Selling Hate Sales podcast, Joshua talks to EBS Growth Founder Bryan Whittington.

    Stay tuned until the end as Bryan provides both high-level overviews and specific tactical steps based on his personal experience, giving us a comprehensive guide to success, only here, in the latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    BRYAN: STRATEGY DETERMINES YOUR OBJECTIVES

    "Too many sales leaders mess this up. They don't understand their theory of constraints within their sales organization. So depending on what my sales strategy is, that's gonna determine what my sales objectives are, and my daily activities per person."

    BRYAN: HAVE YOUR PLAN, YOUR OWN PLAN

    "One thing to take away is to have your plan. Don't just wing it from a book, don't look at somebody, another entrepreneur, or another company that crushed it and build one like theirs. Find your own."

    Learn more about Bryan and his work in the links below:

    LinkedIn: https://www.linkedin.com/in/brywhittington/ Website: https://ebsgrowth.com/Podcast: https://podcasts.apple.com/us/podcast/the-talent-sales-scale-podcast/id1513003991

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • BUCKLE UP, IT’S A BUMPY RIDE

    Building out an enterprise sales organization is a rocky road, and there’s no better person to talk about it than Amanda Georgoff, Area Vice President for Enterprise Sales for Salesloft. Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales is not a walk in the park at all. However, the crucial thing to remember is that building an enterprise sales organization from scratch is a marathon, not a sprint. It’s not supposed to be quick or easy. Learn more about Amanda and her work in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    AMANDA: INTERNAL STRENGTH OF AN ENTERPRISE SALES ORGANIZATION

    "The strongest enterprise sales organization is one that is surrounded by an internal group of resources, the best post-sales support."

    AMANDA: DOERS ARE A MUST-HAVE, NOT OVERTHINKERS

    "The people who've been really successful here are ones who've been able to come in and build alongside us and be flexible, willing to roll up their sleeves, doers. I don't want someone who's gonna come into our organization and just thinks about a problem."

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    Learn more about Amanda and Salesloft in the links below:

    Website: https://salesloft.com/LinkedIn: https://www.linkedin.com/in/ageorgoff/

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • THERE’S NOTHING MORE EXCITING THAN A NEW BEGINNING

    Our very own Josh Wagner is back with fresh new content and in this episode, he discusses his transition to 2 new roles. First, as a first-time CRO, and second, being a partner in a VC firm. This brings us to his main topic for today, which is how he spent his first 30 days as a start-up CRO. Josh breaks down the first 3 things he did as a new CRO which heavily involves learning new things. Find out more in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS:

    JOSH: THE FIRST 3 THINGS I DID AS A CRO

    “The first thing I did as I came in was I just took a step back and listened. The second thing is I had to do a deep dive on the product, and the third is how am I going to sell this thing.”

    JOSH: THE BEST SOURCE OF FEEDBACK

    “The best feedback I got was picking up the phone and talking to people. It was amazing the things that I learned about what resonated with them when they did a demo. If they were confused about something, why was that? What was part of the process where things slowed down or stopped, it really started to give me a framework for how I'm going to redesign the sales process and think about it.”

    JOSH: LEARN THE PRODUCT

    “Learn the product inside it out. Learn it from your product, people learn it from developers unit from users really understand the ins and outs of the products and how it resonates to your different buyer types.”

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh’s Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/
  • In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from our episodes, kicking off with our very own Josh Wagner, with our guests, Nigel Thomas, Daniel Gaugler, Nigel Green, and Shawn Buxton.

    If you missed the episode where these buckets of wisdom came from, here’s your chance to play them back:

    6 Degrees Of Kevin Bacon with Joshua WagnerWhat is Suzy Having for Lunch with Nigel ThomasHow To Win In Times of Uncertainty with Daniel GauglerHow To Avoid Costly Mistakes In Hiring Salespeople with Nigel GreenThe 3 Cs of Sales Leadership: Culture, Coaching and Communication with Shawn Buxton

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • In this episode of the Love Selling Hate Sales podcast, Joshua is joined by Esben Friis-Jensen, Co-Founder and Chief Growth Officer at Userflow. He shares his insights on product-led growth slowly becoming a staple in the Software as a Service (SaaS) space.

    While there is still much to improve on in the use of data for sales improvement product-wise, Esben considers product-led growth as a catalyst for B2B SaaS. The thing is, we're already seeing these changes today, but we also need to know where to look.

    HIGHLIGHTS

    ESBEN: THE CURRENT GAP IN SALES AND PRODUCT ANALYTICS

    "Data has always been there for product people. But even for them, often it's not very well done. But sales and marketing are data-driven in the sense of classic sales and marketing metrics but they're not data-driven when it comes to how customers are using the product or what is it they do inside the product and adjust accordingly."

    ESBEN: THE NEED FOR A B2B CRM FOR SAAS

    "Today, with Salesforce and Hubspot, they're like legacy solutions. They were built for another era, they were not built for Software as a Service. They don't do very well with handling product data. They don't do very well handling subscription-based models and usage-based models which are like the most popular pricing models in SaaS."

    ESBEN: A MINDSET TO ADAPT WHEN NEGOTIATING

    "Procurement is not the one making the decision. The end-users, if they already make the decision, procurement is just there to try to get a better price. They already made the decision so its' not going to go away because you challenged them a bit on the pricing."

    Find out more about Esben and his work in the links below:

    Esben Friis-Jensen | Userflow | ProductLed Community

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from the episodes of Frank T. Ziede, Reed Clarke and Paul Chadwick, Justin Gray, Rishad Toboccowala, and Mark Goblirsch.

    If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back:

    Hiring With Soft Skills In Mind With Frank T. ZiedeSelling Services To And Through Software Partners With Reed Clarke And Paul ChadwickSelling Services In A Software World With Justin GrayThe Future Of Sales With Rishad ToboccowalaThe Nitty And Gritty Of Marketing With Mark Goblirsch

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • Jonathan Mahan and Josh discuss the Practice Lab, a place for sales professionals to come and practice their selling skills. They talk about the gap between knowing and executing, and how practice can help close that gap. They also discuss how sales can be a hate-filled profession, with a lot of time spent on the management side of things, and how the Practice Lab provides an opportunity to experience the art and craft of selling without all the trappings of the profession.

    HIGHLIGHTS

    JONATHAN: SALES SKILLS ARE RELEVANT TO REAL-LIFE RELATIONSHIPS

    “The actual art of building relationships, and managing your emotions, and reading other people's emotions, controlling your communications both your nonverbal and your verbal communication, having tough conversations. All of this stuff is very difficult stuff to do, and these skills that make you so good at selling are the exact skills that you need to excel in all relationships in your life.”

    Connect with Jonathan and his work using the links below:

    Jonathan Mahan | ThePracticeLab.co

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • GIMME’ FIVE!

    In this special edition of the Love Selling Hate Sales podcast, we will be journeying down memory lane as we take a look at some of the best moments of the show. In this episode, we will be featuring the best moments from Bryan Whittington, Mike O'Kelly, AJ Alonzo, Ollie Whitfield, and even one from our very own host, Joshua Wagner.

    If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back:

    Finding The Right-Fit Sales Motion For Your Organization with Bryan WhittingtonTake Control Of Your Sales Career with Mike O'KellyRedefining The SDR Job with AJ AlonzoThe Nitty Gritty Of Sales Engagement with Ollie Whitfield7 Steps To Building A Pipeline For Life

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.


    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • HOW DO YOU LEAP TO THE NEXT LEVEL?

    Deep and deliberate practice. Intense personal training. These are the things that build up a pro athlete. These are the reasons why pro athletes are close to peak physical perfection. Sellers can also level up their game to perfection by doing the same things, to develop themselves into pros in the selling field. Tune in and learn all of these from Sales Coach, and co-founder of The Practice Lab, Jordana Zeldin, in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS

    JORDANA: DEPTH OF LISTENING = WILLINGNESS TO DISCLOSE

    “How deeply you listen directly impacts the amount that the person you're listening to is willing to disclose. If we're expecting, as sellers, that prospects open up to a total stranger about their deep dark challenges, one powerful way to encourage that is by listening really attentively.”

    JORDANA: NOBODY’S THERE BUT YOU

    “No one's sitting there watching you, or listening to your pitch, writing down a list of questions that they're just dying to share with you. It's your job to draw them in and be very strategic with that question, and put yourself in their world.”

    JORDANA: THE STUMBLES AND TUMBLES WILL DEVELOP YOU MORE

    “The science of behavioral change and skill development, as well as neuroscience, backs everything that you just said, which is that if you go slowly and deeply; making mistakes, stumbling, doubling back, and making corrections, that is where you most effectively develop your neurological circuitry.”

    Connect with Jordana and her work using the links below:

    Jordana Zeldin | ThePracticeLab.co

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • IT WAS A GREAT RIDE, BUT GREATER JOURNEYS ARE UP AHEAD

    From Sell without Selling Out with Andy Paul to The Highs And Lows Of Building Out An Enterprise Sales Organization with Amanda Georgoff, we’ve had a great run full of inspiring stories and amazing insights.

    BUT WAIT, THERE’S MORE!

    Our journey together doesn’t end here. More exciting episodes and amazing guests are coming your way, so make sure to stay tuned to the coming episodes of LOVE SELLING HATE SALES!

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • EVERY TEAM NEEDS A COACH, SALES TOO.

    In this episode of Love Selling Hate Sales, Josh talks to Cory Bray, Co-Founder of CoachCRM, about the importance of coaching in sales. Bray emphasizes that sales leaders should focus on coaching the people on their team, not just on the plays that are being run. By coaching the people on your team, you can help them grow and develop their skills, which will in turn lead to more success in the sales process.

    HIGHLIGHTS

    ANDY: Provide value with the intention

    “Part of the hiring process should be defining the competencies required for the job. So in a sales job, it could be discovery, demo, a presentation, running a sales process, maybe landed, expand, things like that, and when you're defining the role, at least internally, if not as part of the formal job description, you got to be very clear about what competencies do you need to be mastered coming into this role? and which ones are you okay, If they're still developing?”

    ANDY: The Four Pillars of Selling

    “I just think that self-awareness thing is so underrated and sale. There are so many opportunities that are opened up to you that you don't even realize because you are having dozens of conversations a week with different types of businesses, different types of use cases, different types of personalities.”

    Connect with Cory and her work using the links below:

    Cory Bray | CoachCRM.com | Clozeloop.com

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com
  • EVERYBODY HATES A TYPICAL SALESY SELLER

    Best-selling author and sales consultant Andy Paul is in the pod to talk about doing away with typical salesy behavior and returning to a buyer-centric mode of selling. Instead of persuasion and manipulation, Andy advocates for truly understanding your buyer’s pain points and ensuring that what you’re selling is the appropriate solution to their problems. So ditch the manipulative tactics and engage in adding value,and you can learn how in this latest episode of Love Selling Hate Sales.

    HIGHLIGHTS

    ANDY: Provide value with the intention

    “If we know that progress is value, then we have to be very intentional about how we provide the value. So what I write about my book is, you need to create a very simple value plan for every interaction you have with the buyer.”

    ANDY: The Four Pillars of Selling

    “The four pillars of selling are connection, curiosity, understanding, and generosity. Now, these are innately human behaviors that drive this buyer-centric way of selling. Which also, by the way, if executed properly, compresses decision cycles and increases your win rates.”

    ANDY: Rule of thumb on winning odds

    “Rule of thumb: Your odds of winning a deal are in inverse proportion to the number of times you ask the buyer to tell you their story.”

    Connect with Andy and her work using the links below:

    Andy Paul | AndyPaul.com

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

  • We all know that acquiring a new client is several times more expensive and time-consuming than simply retaining an old one. But with so many accounts to manage, how do you ensure that everyone remains engaged and accounted for? In this episode of the Love Selling Hate Sales podcast, your host Josh Wagner talks to Shift Paradigm’s Managing Director Jamie Kirmess about managing a book of business, retaining old clients even after kickoff, and how to make your Quarterly Business Review more engaging and useful to clients.

    HIGHLIGHTS

    Always create value for your client firstHow to probe for the kind of value that your clients need Earn your client's trust by acting as their consultantEffective consulting takes experience, practice, and learning Anecdotal information can be very powerful Portfolio management is all about scaling you How to retain your executive sponsor after kicking off The tools that help keep Jamie's life in order Why you need to do Quarterly Business ReviewHow Jamie gathers information on market trends, insights, etc.

    QUOTES

    Jamie on providing value to customers: "Customers can pick up on when you're being disingenuous or when you have an ulterior motive. And so the first thing that I always say is figure out what value means to the customer. What do they care about? What are they being measured against? What are some of their fears?"

    Jamie's overview on portfolio management: "Portfolio management is conceptually the combination of all the different strategies and tactics that you can use to really get the most value out of your portfolio. This is where you have to be a bit self-serving. Put the needs of your customer first, and realize that you are only one person."

    Jamie's opinion on QBRs and their importance in customer success: "QBRs to me, become less a report card on what we did and become more of an opportunity to reflect on that, celebrate wins, and also think about what's next. That doesn't mean asking the customer to present a roadmap to you. That means preparing for that QBR to understand the roadmap and to infuse insights or market trends so that the session becomes really valuable to your customer."

    Connect with Jamie and her work using the links below:

    Linkedin: https://www.linkedin.com/in/jamiekirmess/

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com
  • Negotiating a deal is arguably the most important part of creating a deal because it determines whether the deal makes sense for you in the first place. Unfortunately, this is also the part where a lot of sellers screw up because of lack of know-how, training, or both.

    In this episode of the Love Selling Hate Sakes, our host Josh Wagner talks to Negotiation Ninja’s Head of Sales and Training, Mark Raffan. Mark gives advice on understanding the difference of negotiation strategy from tactics, knowing what makes a good deal, and how to negotiate your way into getting one.

    HIGHLIGHTS

    Negotiation strategy is NOT tactics Deals are not created out of thin air Know what YOU want to get out of a negotiation firstSellers are people-pleasers to a fault Don't talk yourself into a discount Sellers need to be invested with their contracts too A deal is only great if you got more than you needed Don't sacrifice the strategy for tacticsDon't just follow one book: read as much as you can

    QUOTES

    The importance of having a sound negotiation strategy, says Mark: "You cannot have a good negotiation without good strategy. I think the media has done us a disservice. Movies like Wolf of Wall Street or Boiler Room, those kinds of movies where you see these slick talkin' sales dudes on the phone and all of a sudden, they're able to magically create a deal out of thin air. The reality is that's just not reality."

    Where a lot of salespeople fail while trying to create a deal, says Mark: "A lot of people go into negotiations without having any idea of what they're trying to achieve. And then they come out with a deal and they're like, 'Hey I got a great deal.' And you're like, 'Woah, don't qualify it with great.' How do you know it's great? You got a deal. We have no idea whether it's great because you didn't know what you wanted to achieve in the first place."

    Why you need to have a good strategy before using tactics over it, says Mark: "There's a lot of negotiation strategy out there that will teach you to 'Say these three things and you'll get better results.' It sounds really really good, and you will sound phenomenal. But if the three things that you're saying don't align with the strategy that you haven't built, you're gonna sound great, but it's not gonna generate results."

    Connect with Mark and his work using the links below:

    Website: https://www.negotiations.ninja/Twitter: https://twitter.com/NegotiationPodPodcast: https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924LinkedIn: https://www.linkedin.com/in/markraffan/Email: [email protected]

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com
  • Many people out there think that as sellers we must always give way to what customers want. While there’s a grain of truth in that statement, we do aim to solve our customers’ problems after all — there comes a time when we need to stick to our process because it ends up being the most beneficial path for both parties.

    In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks about the three things that you can do to encourage a prospect to engage with you in the sales process. Most of the time they work, but if they don’t, then you probably weren’t a good fit for them anyway.

    HIGHLIGHTS

    Do an accusations audit What happens next? The polite walk away

    QUOTES

    When you should consider politely walking away from a prospect, says Josh: "If you run in to a buyer or a prospect who really doesn't want to engage with you, they really just want a quote or a proposal or some pricing, if they're not willing to give you the little bit of time that it takes to make a solid recommendation or think through what a good solution might be, or really determine if you're a fit for what it is they're trying to solve for, then you politely walk away."

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com
  • In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner shares his five tips for gaining experience fast, aimed at the relatively new seller who wants to jumpstart their career. Josh’s advice is practical, designed to help sellers understand their line of work better in a shorter period of time.

    HIGHLIGHTS

    No other way to gain experience than timeJoin and engage with your community Insist that you have time to talk to customers Use the phone to gather intelligent market researchTry to start any kind of business

    QUOTES

    Josh on the importance of having time to learn: "I said experience isn't an age thing. But there is simply no substitute for time. The more time you have, the more experience you can gain."

    Josh's advice for new sellers to jumpstart their understanding of the job: "[As] part of your onboarding, tell your manager: 'Listen, all the training and enablement is great. But I need time speaking directly with customers.' And your job is not to sell here. Your job is to do some discovery. Learn from them."

    Josh on why you need to try starting a business: "There are so many things that are generally business related that you can learn starting even the simplest business that translate into your sales career. Because at the end of the day, you want to be talking to executives. You want to be talking to senior-level people. They are thinking about their day to day and how to run the business. If you can speak to them in terms of how you run a business, it's gonna help you connect to them on a better level."

    About Josh Wagner:

    Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.

    To learn more about Josh and his work, follow the links below:

    LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com