What are we missing in sales? And why aren't more people talking about this? with Duane Dufault

Selling Saas

#Business #Duane Dufault #Marketing #MBA #Leadership #Sales #Revenue #Sales Leadership #Plg #Software #Startup #Entrepreneur #CRO #CEOs #IT Management #GTM #SaaS #Founders

36:16

DANMMMMM…Have I got a show for you! First, a lot of Sister Wives tea - new rumors have surfaced Janelle Brown is leaving the show. Plus, Gabe Brown gives a life update after losing and tragically finding his brother Garrison dead. Sadly, Garrison took his own life in March 2024. Then we head over to discuss the new Welcome To Plathville tea. The first pictures of Micah Plath have surfaced after being beat up by his brother Issac and it doesn’t look good for the future of his modeling career. Lastly, we discuss the latest in the Justin Baldoni v Blake Lively case, Justin is back on social media and it was the perfect social media return. Timestamps: 00:00:00 - Open and new Sister Wives news 00:05:43 - Janelle Brown leaving the show? Sister Wives Closet is officially closed 00:12:45 - A new pic of Micah Plath’s broken nose has surfaced 00:18:18 - Justin Baldoni back on social media and Taylor Swifts team is pissed at Justin Baldoni MY Go Big Podcasting Courses Are Here! Purchase Go Big Podcasting and learn to start, monetize, and grow your own podcast. USE CODE: MOM15 for 15% OFF (code expires May 11th, 2025) **SHOP my Amazon Marketplace - especially if you're looking to get geared-up to start your own Podcast!!!** https://www.amazon.com/shop/thesarahfrasershow Show is sponsored by: Download Cash App & sign up! Use our exclusive referral code TSFS in your profile, send $5 to a friend within 14 days, and you’ll get $10 dropped right into your account. Terms apply Horizonfibroids.com get rid of those nasty fibroids Gopurebeauty.com science backed skincare from head to toe, use code TSFS at checkout for 25% OFF your order Nutrafol.com use code TSFS for FREE shipping and $10 off your subscription Rula.com/tsfs to get started today. That’s R-U-L-A dot com slash tsfs for convenient therapy that’s covered by insurance. SkylightCal.com/tsfs for $30 OFF your 15 inch calendar Quince.com/tsfs for FREE shipping on your order and 365 day returns Warbyparker.com/tsfs make an appointment at one of their 270 store locations and head to the website to try on endless pairs of glasses virtually and buy your perfect pair Follow me on Instagram/Tiktok: @thesarahfrasershow ***Visit our Sub-Reddit: reddit.com/r/thesarahfrasershow for ALL things The Sarah Fraser Show!!!*** Advertise on The Sarah Fraser Show: thesarahfrasershow@gmail.com Got a juicy gossip TIP from your favorite TLC or Bravo show? Email: thesarahfrasershow@gmail.com Learn more about your ad choices. Visit megaphone.fm/adchoices…

2 роки тому 44:59

MP3•Головна епізоду

He then discussed why it is important to have a process like this in place and mentioned the two pipeline approaches he has discussed in the past. Finally, he mentioned that more information on the metric manager can be found on the website.

Remember, two key outcomes of Revops and data in your GTM

Shows you where the holes are.
Makes the fix obvious to see.

Duane: "Data provides answers to questions about your business; you just have to know what questions to ask. Stay paranoid"

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

173 епізодів

Selling Saas

What are we missing in sales? And why aren't more people talking about this? with Duane Dufault

Selling Saas

published 2 роки тому

Поширити

MP3•Головна епізоду

Remember, two key outcomes of Revops and data in your GTM

Shows you where the holes are.
Makes the fix obvious to see.

Duane: "Data provides answers to questions about your business; you just have to know what questions to ask. Stay paranoid"

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

173 епізодів

#Business #Duane Dufault #Marketing #MBA #Leadership #Sales #Revenue #Sales Leadership #Plg #Software #Startup #Entrepreneur #CRO #CEOs #IT Management #GTM #SaaS #Founders

Все серии

Selling Saas

1
When it comes to scaling your B2B marketing, where do you even start? Insider Tales from a B2B Marketer, Pasha Irshad of Shape & Scale 38:02

2 years тому38:02

38:02

In this episode, they discuss the value of consultants with multiple skill sets who can handle various aspects of a project, potentially replacing the need for multiple agency roles. Both hosts are consultants who bring multiple skill sets to a problem and can do the job of three or four people. They also emphasize the importance of patience and taking the time to build out the infrastructure correctly. They suggest building outside the system and implementing technology after thoroughly whiteboarding and mirroring the go-to-market processes. By putting the system on paper and allowing for edits and fixes, companies can ensure a more efficient and effective implementation. Additionally, They explore the connection between marketing and sales in go-to-market strategies. Successful companies are those where sales and marketing work together seamlessly. This highlights the need for collaboration and alignment between these two departments to achieve optimal results. Overall, the episode emphasizes that designing a solid infrastructure for go-to-market strategies is crucial and should not be rushed. Taking the time to gather accurate data, design processes, and ensure collaboration between marketing and sales will lead to more successful go-to-market efforts. [00:00:09] Working with contractors and advisors. [00:03:27] Reputation and credibility. [00:06:01] Bounce rate and email deliverability. [00:10:57] SDRs and email credit scores. [00:12:15] Automating MQL to opportunity to close. [00:15:10] Conversion and volume in marketing. [00:18:10] The North Star. [00:22:38] Consultants overpowering agencies. [00:24:29] Single point solution contractors. [00:28:27] Forms and form strategy. [00:30:03] Wasted people hours. [00:34:05] Optimizing back end systems. [00:36:11] Building systems correctly. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Pasha Irshad…

Selling Saas

1
How to decrease sales cycles and increase conversions, even in a down market, with Chuck Reigrut From Spiff inc. 51:00

2 years тому51:00

51:00

Chuck Reigrut emphasizes the importance of building relationships and providing personalized training to gain trust and make a positive impact on customers. They mention that meeting customers in person, rather than relying solely on online interactions, can help create stronger connections and show that the company is invested in finding solutions that will make the customers' lives easier. He also highlights the significance of belief in the products or solutions being offered. Having conviction in the solution and effectively communicating its benefits to customers is crucial to gaining their trust and demonstrating the long-term impact it can have on their students or business. Additionally, he discusses the value of maintaining ongoing relationships with customers. They mention that in the SaaS industry, people often change companies every few years, but by providing exceptional support and going out of their way to help customers, the company can leave a lasting impression. This can lead to organic growth through positive word-of-mouth and referrals. [00:05:30] Targeting high-value accounts. [00:09:43] Importance of selling to small ones. [00:14:23] Shooting straight in sales. [00:16:55] Money and motivation in sales. [00:19:54] Learning from our failures. [00:29:01] Successful partnership strategies. [00:32:06] Including partners for customer benefit. [00:36:24] Channel partnership challenges. [00:38:22] The power of partnerships. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Chuck Reigrut…

Selling Saas

1
Struggling with growing sales? Then you might just need to get out of your own way... here's how with Kristie Jones from Sales Acceleration Group 42:39

2 years тому42:39

42:39

Understanding oneself and the target audience is crucial for leadership and sales success. Kristie Jones emphasizes the importance of self-awareness in reaching the next level in one's career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one's ability to succeed, not understanding one's own strengths, weaknesses, and goals can hinder success as a leader or salesperson. Kristie suggests that sales leaders should ask themselves a question to have a greater impact on their team. By reflecting on their own abilities and aligning them with the needs and preferences of their team, sales leaders can effectively motivate and guide their team members. Additionally, the episode highlights the importance of personal development and taking ownership of one's growth. Kristie mentions that sales representatives should not leave their personal development to chance or rely solely on their leaders. Instead, they should actively seek opportunities to learn and improve their skills. This aligns with the idea that understanding oneself includes recognizing areas for growth and taking action to develop those areas. [00:02:30] First sales job waiting tables. [00:03:06] Switching to higher-end restaurants. [00:05:42] Translatable skill set from waiting tables and going into sales. [00:11:21] Leadership management training. [00:14:32] Your circle matters. [00:17:32] Round table collaboration and success. [00:21:30] Importance of matching personality traits. [00:24:39] Sales perspective in large vs. small companies. [00:26:03] The startup world and career choices. [00:29:01] Setting goals for success. [00:31:40] Severing relationships for personal growth. [00:35:00] Verbal skills as secret power. [00:40:13] Personal development in sales. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Kristie Jones…

Selling Saas

1
How Are You Unleashing the Full Power of Your business? Tap into the Ultimate Success Factor with Lloyed Lobo 49:52

2 years тому49:52

49:52

Lloyed emphasizes the importance of building and leveraging a community for personal growth and success. They highlight that communities provide a sense of connection and camaraderie that is often lacking in business environments. He defines community-led growth as the connection among people with shared values who come together to learn and support each other in a specific topic or area. ****AND get Lloyed's new book: "From Grass Roots to Greatness" <<<< Lloyed emphasizes that the focus should be on building genuine connections with others rather than solely creating communities for the purpose of making money. They argue that if individuals genuinely focus on building a great community and genuinely care about their customers, financial success will naturally follow. He also emphasizes the significance of prioritizing people and their success beyond just the product or service being offered. Overall, this episode highlights the profound impact that building and leveraging a community can have on personal growth and success. Engaging with others who share similar experiences and learning from their stories can provide valuable insights and support in navigating challenges and achieving goals. [00:01:11] Venture capitalist hierarchy of payouts. [00:02:39] Capital gains exemption. [00:06:33] Life after stepping down. [00:09:40] Funding innovation with Boast AI. [00:12:26] Life-threatening experience and reflection. [00:14:23] Work-life balance struggles. [00:18:39] Friction between execution and strategy. [00:19:04] Overcoming personal and professional setbacks. [00:34:58] The importance of companions. [00:37:30] Building a community for growth. [00:40:11] Building a flourishing community. [00:43:49] Building iconic brands wi th community. [00:46:31] Community-led growth. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Lloyed Lobo…

Selling Saas

1
The 5 things you're not doing to leverage channel partnerships for your B2B SaaS with Duane Dufault 24:50

2 years тому24:50

24:50

When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers. The second key area is crystal-clear ICP. Not just your partnership's ICP, but who EXACTLY fits the solution your partnership solves problems for. And you do this by truly understanding who your partner is, who they sell to, and how your solution fits into your ICP’s business process. The third key area is Partner Support. Help your partners win by educating them on the thing I just walked you through. Teach them how to close more deals using the solution and do it often, And you do that by Creating a partner battlecard. The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don’t just ask for leads. The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business. Overall, when scaling up to larger customers, it is important to focus on these five key areas: winning business, Crystal Clear ICP, Partner Support, Give more than you get. and Partner is under sales. By paying attention to these areas, businesses can increase their chances of success and effectively scale their operations. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. [00:01:26] Channel partnerships under sales. [00:03:36] Partner program under sales. [00:07:21] Give back to your partners. [00:09:41] Building Channel Partnerships [00:12:22] Partnering with payroll companies. [00:15:27] Building profitable partner programs. [00:17:39] Creating a connection with partnerships. [00:20:28] Building Partner Programs and Winning Business [00:23:33] Partner support and training. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Sales Strategies for Growing B2B SaaS Companies with Jakub Hon 38:37

2 years тому38:37

38:37

Duane Dufault and Jakub Hon discuss the importance of hiring individuals with a proven track record and experience in the industry. They emphasize that hiring someone who has already been successful in a similar role increases the probability of success for the company. Jakub emphasizes the importance of establishing a solid foundation and process early in a business. They mention that many businesses struggle because they lack a clear process. Without a solid foundation, businesses may find themselves using multiple overlapping tools, leading to confusion. They may also struggle to keep track of important information, such as past interactions with prospects. The process allows sales reps to focus on understanding the needs of the prospect rather than simply selling to them. This approach reduces haggling and negotiation and increases the likelihood of closing deals. Additionally, having a well-defined process in place can result in better business practices, leading to scalability and ultimately higher profits for the founder. [00:01:15] Starting an outsourcing sales company. [00:03:48] Different sales team skillsets. [00:05:40] Type of salesperson for formalizing sales process. [00:08:15] Finding the right sales stage. [00:13:33] Scaling too quickly is a mistake. [00:15:22] Scaling sales team effectively. [00:17:04] Scaling company processes iteratively. [00:20:32] Hiring for outbound sales experience. [00:22:11] Technology and sales reps. [00:26:10] Training vs. Tools for Sales. [00:29:27] Pipeline cures all. [00:31:49] Buyer intent and customer knowledge. [00:33:25] Focusing on the prospect. [00:36:13] Sales process and saving millions. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Jakub Hon…

Selling Saas

1
The Sales Gap: Why PLG Companies Struggle to Scale Beyond Small Businesses with Duane Dufault 8:00

2 years тому8:00

8:00

Duane Dufault highlights the importance of promptly reaching out to leads, especially if they have completed all the necessary steps and activations early on. This is because these leads may be trying to identify any flaws or potential issues with the product before presenting it to their superiors. He suggests that if a significant lead enters the trial or premium program and swiftly completes all the required steps, it is crucial to contact them immediately. By doing so, the company can address any concerns or questions they may have and provide them with the necessary information to effectively present the product to their superiors. This proactive approach can help build trust and increase the likelihood of converting these leads into paying customers. Additionally, Duane mentions that, in his experience, the gatekeeper of the customer base is often the one responsible for evaluating the product. Therefore, reaching out to these leads promptly can also help establish a relationship with the decision-maker and facilitate the sales process. Overall, the episode emphasizes the significance of taking control of the conversation with leads and actively engaging with them to address any potential concerns or doubts they may have early on in the process. Key Topics: [00:00:00] Product-led growth and sales. [00:04:26] Selling into larger businesses. [00:06:26] Taking control of the conversation. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Overcoming Setbacks and Building a Thriving Business: How Ticketing Hub Found Success with Carl Pihl 45:18

2 years тому45:18

45:18

Carl Pihl emphasizes the significance of considering not only the primary keyword but also the associated subjects and topics in terms of SEO. Many SEO professionals tend to solely focus on the primary keyword and overlook the related subjects and topics. However, the speaker believes that these associated subjects are actually the most crucial and can greatly impact search engine rankings. To support this point, Carl shares his experience launching a new website. He explained that by correctly incorporating associated keywords into their content, they were able to achieve first, second, or third rankings on Google without relying on backlinks or having an established website. This demonstrates the power of optimizing for associated subjects and topics alongside the primary keyword. Furthermore, Carl mentions that they now utilize AI to automatically generate pages based on keywords. This indicates that they have recognized the value of incorporating associated subjects and topics into their content creation process. [00:01:53] Ticketing Hub creation process. [00:03:10] Resilience and overcoming challenges. [00:06:38] Scaling a consulting business. [00:09:31] Building trust in sales. [00:10:16] Lost in London days. [00:14:09] Creating genuine connections through networking. [00:16:02] SEO and marketing as lost leaders. [00:18:09] Validating email addresses. [00:20:27] Understanding customer problems through experience. [00:23:31] Tracking user behavior and optimization. [00:26:06] Handling a major platform failure. [00:28:05] Nothing is free. [00:30:10] Transparency in business. [00:33:30] Retention during COVID. [00:35:01] Alternative to fair Harbor. [00:38:19] SEO and keyword density. [00:41:05] SEO and bootstrapped companies. [00:43:01] Building websites on a budget. [00:45:35] SEO and website improvements. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Carl Pihl…

Selling Saas

1
How to Maximize your ROI with One Simple Step: Segmentation with Duane Dufault 8:15

2 years тому8:15

8:15

The episode highlights two types of segmentation: demographic segmentation and behavioral segmentation. Demographic segmentation categorizes individuals based on common demographic information such as their role, industry, and annual revenue of their business. This type of segmentation focuses on basic characteristics that can typically be found online or through data enrichment platforms. It helps businesses understand the makeup of existing customers and allows them to prioritize certain segments in their sales funnel. On the other hand, firmographic segmentation involves segmenting individuals based on their actions, behaviors, and interactions with a product or service. This type of segmentation goes beyond basic demographics and focuses on understanding how customers use the product, who gets the most value out of it, and who pays the most. By analyzing customer behaviors and interactions, businesses can identify their ideal customer profile and optimize their marketing strategies accordingly. Both demographic and firmographic segmentation are important for businesses. Demographic segmentation provides a basic understanding of the customer base, while firmographic segmentation delves deeper into customer actions and preferences. By combining these two types of segmentation, businesses can gain a comprehensive understanding of their customers and prospects, prioritize their sales efforts, and optimize their marketing strategies to attract more of their ideal customers. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Ignite Your Career, Transform Your Sales, and Reimagine Your Revenue with Adam Jay 35:29

2 years тому35:29

35:29

Duane Dufault and Adam Jay discuss the importance of prioritizing tasks and having a realistic understanding of timeframes to achieve better outcomes and avoid falling into the trap of impatience. They highlight the common problem of founders and venture capitalists who believe that everything is urgent and a priority, leading to a sense of impatience and unrealistic expectations. Adam Jay emphasizes that if everything is urgent, then nothing is truly urgent or a priority. They explain that it is crucial to listen to experts who can provide realistic timelines and expectations. By understanding how long it will realistically take to make changes or achieve certain goals, founders can set more achievable targets and avoid the disappointment and frustration that come with unrealistic expectations. Adam also mentions that impatience is a mindset that often stems from the desire for immediate returns, but it is not necessarily the best approach for long-term success. The episode also touches on the idea that fast growth does not always equate to good growth. While there are examples of companies that have experienced rapid and successful growth, Adam suggests that slow and steady growth is often more sustainable and ultimately leads to better outcomes. They compare the journey of building a business to a marathon rather than a sprint, emphasizing the need for deliberate and thoughtful growth strategies. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Adam Jay…

Selling Saas

1
The myths sales managers believe that keep them from leading their teams 13:39

2 years тому13:39

13:39

The episode also touches on the mindset of sales managers. Duane Dufault points out that many first-time sales managers, as well as senior sales managers, often have a misguided perspective on their role. They may focus too much on managing from a numbers perspective, constantly monitoring metrics and performance indicators. Duane suggests that true sales leadership involves helping the team develop and become more effective sellers rather than solely focusing on managing their behavior and adherence to goals. One of the key responsibilities of a sales leader is to understand and address the roadblocks that hinder their team's performance. These roadblocks can range from skill gaps to inefficient processes or tools. Duane suggests that one of the biggest roadblocks in sales is the lack of necessary skill sets among sales leaders and managers. Therefore, a servant-minded sales leader should actively work on developing their team's skills by providing coaching, training, and support. [00:00:20] Sales leadership misconceptions. [00:04:24] Sales roadblocks. [00:08:21] Serving your sales team. [00:10:07] Servant-minded leadership. [00:12:16] Improving product for better deals. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The path to CRO is broken, here's how we fix it, with Sam Jacobs from Pavilion 41:25

2 years тому41:25

41:25

Sam Jacobs and Duane Dufualt discuss the concept of "growing at any cost" in the tech industry. They question whether this strategy of aggressively grabbing market share and spending large amounts of money actually pays off in the long run. They mention companies like Slack and UiPath as examples of successful businesses that have grown rapidly. They also explore the influence of boards and competitive pressure in driving this mentality. Duane Dufualt discusses the idea that strengthening a business's position doesn't always require spending more money. They emphasize the importance of solidifying relationships with existing customers and forming partnerships as a way to create value without incurring additional costs. They highlight the significance of understanding customers and creating the relationships that customers need. This involves prioritizing the right actions and taking the time to do the unsexy things that put a business in the best position in the long term. Flashy widgets and expensive marketing campaigns are not sustainable strategies for enhancing a business's position. [00:01:31] Competitive pressure and anxiety. [00:03:06] Mark Roberge's acceleration formula. [00:05:39] Understanding business sustainability. [00:10:37] The expectation for growth. [00:11:25] The Fed printing money. [00:15:58] Strengthening position without spending. [00:18:15] Wartime versus peacetime mindset. [00:20:29] Sophisticated revenue growth strategies. [00:24:09] The risk of limited perspectives. [00:28:19] Building a network outside of work. [00:30:36] Side hustles and loyalty. [00:34:10] Building a community. [00:36:55] Understanding the piano and financial statements. [00:39:10] Making data-driven decisions. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Taking Time to Unpack Data and Rebuild Strategies with Matt Green Part 2 20:40

2 years тому20:40

20:40

They emphasizes the importance of always being prepared and practicing in sales. They mention that in order to perform at a high level when it counts, one must put in many hours of practice beforehand. They argue that simply showing up and practicing on the spot is not enough. Matt, believes that this mentality of continuous practice is missing in most professional situations today. Duane Dufault mentions a quote that has stuck with them: "You're always preparing whether you like it or not." They relate this quote to sales and highlight the importance of always being ready, rather than waiting until you think you're ready. They believe that individuals who understand this concept and have a mentality of continuous practice are the ones who achieve success in sales. Furthermore, They discusses the importance of leaders creating a coaching culture in sales organizations. They suggest that leaders should prioritize practice and training, rather than reprimanding or pushing people into training environments. They argue that this approach will create a "pull effect" where individuals are motivated to invest in their own professional development and continuously improve their skills. [00:01:37] Conversion rates and metrics. [00:03:23] Taking time to unpack data. [00:07:29] Investing in human capital. [00:10:03] Practice to performance ratio. [00:14:52] Motivation for professional development. [00:17:01] Creating a training environment. [00:19:53] Building a culture of sales readiness. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How to Measure Potential ROI of MQLs in SaaS with Duane Dufault 8:14

2 years тому8:14

8:14

Duane Dufualt emphasizes the importance of asking better form questions on lead forms in order to determine the potential ROI of leads and target higher value leads. The host suggests that simply asking for a name and email is not sufficient and does not provide enough information to assess the potential value of a lead. To determine the potential ROI of a lead, the host recommends asking questions that are directly connected to how the business charges for its product or service. For example, if a company charges based on the number and type of features used, the form could include a question about the specific features the lead is interested in. If the company charges per seat or user, the form could include a question about the number of users the lead intends to have. By asking these types of questions, businesses can gather valuable information about the potential value of a lead. This information can then be used to prioritize leads and determine which ones should be immediately sent to the sales team, which ones should be nurtured through marketing campaigns, and which ones can be put on hold. [00:00:31] Inefficient lead acquisition process. [00:04:11] Usage bands and pricing. [00:07:10] Efficient sales process through lead forms. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Sales Assembly: Empowering Sales Teams to Drive Growth in the SaaS Industry with Matt Green Part 1 21:58

2 years тому21:58

21:58

This episode touches on the ongoing focus on top-of-funnel lead generation for organizations, regardless of the target audience. Matt Green acknowledges that this has been a challenge for organizations even prior to Q3 of the previous year. However, with the introduction of AI-based tools like chat and GPT, coupled with the fact that every organization now has a BDR team or equivalent, the space has become increasingly crowded. The emphasis on top-of-funnel lead generation stems from the goal of retaining existing customers and maximizing revenue, particularly in the B2B SaaS and startup sectors. The speaker highlights that the industry is finally recognizing the importance of making informed decisions rather than simply increasing sales reps or marketing efforts without considering the conversion rate of leads. [00:01:00] Founding Sales Assembly [00:05:02] Community learning. [00:08:30] Top of funnel challenges. [00:12:40] VC versus private equity. [00:15:07] Thinking long-term for success. [00:18:22] Rev ops as first hire. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Hyper Focused Selling: How to Close More Deals with Jordan Kennedy Part 2 22:17

2 years тому22:17

22:17

In the episode, Duane and Jordan discuss the importance of learning from and observing successful sales reps to develop the necessary skills for success in sales. They mention that many sales training programs and resources focus on building habits and skill sets around specific metrics and strategies. However, they argue that once a sales rep has developed these habits and skills and finds themselves in a new sales environment, these habits may actually be detrimental. Instead, Jordan suggests that one way for a sales rep to transition into a new style of selling is through observation and learning from successful reps within their organization. They highlight the importance of listening and being curious, and mention that some BDRs within their company have risen through the ranks by adopting these qualities. Jordan also emphasizes the value of challenging executives and asking tough questions. They observe that many executives enjoy a challenge because so many people around them just listen to them. By being able to match executives intellectually and ask thought-provoking questions. [00:01:53] Heavy research and strategic outreach. [00:04:26] Hyper focus on quality. [00:08:58] Confidence and intellectual curiosity. [00:11:03] Insecurities and self-doubt in sales. [00:14:09] Tough times and highlighting the good. [00:18:37] Dialing in on the data. [00:20:03] Reaching for career opportunities. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The Key to Increasing Conversions and ACV in a PLG Saas Company 17:32

2 years тому17:32

17:32

Duane emphasizes the importance of integrating product usage data into the CRM, particularly in a sales-led motion within a product-led growth strategy. He highlights the significance of sales teams having access to this data and knowing how to leverage it during the sales process. By having visibility into the prospect's product usage, sales reps can better guide and support the prospect, leading to a more effective sales approach. Key Takeaways: Get a tool that's focused on the ideal outcome, not just what you're good at. Stop trying to piece everything together, making it hard to get to that outcome. Simplify your tools. Make it easy for your sales team to execute. Use Hubspot to get everything in one place. Overall, this episode sheds light on the challenges faced by salespeople when managing multiple tools and data points. It underscores the need for a consolidated tool that streamlines and simplifies the sales process, enabling sales reps to be more effective and efficient in their roles. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Importance of Asking the Right Questions and Sales Strategies in Enterprise Sales Insights from Jordan Kennedy Part 1 20:34

2 years тому20:34

20:34

Jordan Kennedy discusses the importance of focusing on the outcome and value of a product or service rather than solely on its functionality. They explain that when companies become too focused on demonstrating product features and conducting feature-heavy demos, they can lose the emotional connection with the customer and hinder the sales process. By shifting the conversation to emphasize the desired outcome and the value that the product or service can provide, companies can create a sense of urgency and accelerate the sales process. He also mentions that this shift in conversation has marked a significant change in their sales approach. They highlight that by focusing on outcome and value, they have found success in sales across different markets and segments. Additionally, he mentions that this shift in conversation also affects the types of conversations and individuals they engage with. In the past, the focus was on selling product features and engaging with internal guides, but now the emphasis is on value-led sales and engaging with decision-makers who are interested in the business change and transformation that the product or service can bring. [00:02:19] The dark web and tracking. [00:03:22] Proving the value of SEO. [00:07:04] Transitioning to enterprise sales. [00:11:41] Shifting sales conversations. [00:14:40] Intellectual curiosity in sales. [00:18:28] Tailoring solutions to businesses. [00:20:02] Seasonal impact on sales cycle. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How HubSpot Helps Small Businesses Consolidate Disparate Tools with Michelle Benfer Part 2 20:06

2 years тому20:06

20:06

In this episode, Michelle Benfer underscores the importance of meaningful thinking and strategic thinking as opposed to simply focusing on tasks. They express the need for time to think and concentrate on reports and strategic work without being constantly tied up in meetings. They acknowledge that having too many meetings does not benefit their team or the people they interact with. She believes that dedicating less time to tasks and prioritizing meaningful and strategic thinking can lead to greater rewards. They explain that meaningful thinking involves contemplating important topics and making decisions based on careful consideration. Strategic thinking involves planning and developing strategies to achieve long-term goals. [00:02:10] Setting up systems for success. [00:04:36] Taking a month off. [00:08:47] Simplicity and reducing clutter. [00:10:24] Differentiating coaching plans and development plans. [00:15:40] Maintaining trust and authenticity. [00:18:33] Moving to a four-day workweek. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Exploring Sales Career Progression and Strategies for Product Growth with Michelle Benfer from HubSpot Part 1 21:32

2 years тому21:32

21:32

This episode underscores the importance of candidates possessing business acumen and a genuine interest in understanding the inner workings of the company they work with. Michelle discusses how this is vital for selling to mid-market, enterprise, and even some SMBs. They acknowledge that candidates, especially younger ones, often lack interest in the business aspect. However, they emphasize that having business acumen is essential for effective selling and linking the value of a product to the customer's business. They also highlight the significance of experimentation and the commitment to adapt, evolve, grow, and innovate in sales strategies. Michelle emphasizes that running experiments is necessary to explore uncharted territories, acknowledging that some experiments will succeed while others may not. Despite the possibility of failure, the commitment to experimentation is crucial for sales strategies to adopt new approaches and evolve. Michelle suggested that companies may be hesitant to experiment due to the pressure of meeting revenue targets and the challenges of keeping up with demand, particularly in the context of digital transformation. However, they emphasize the importance of embracing experimentation and learning from both successes and failures to drive growth and innovation in sales. [00:02:21] Transition to SaaS [00:04:11] Behind the scenes tech experience. [00:09:54] The pioneers within organizations. [00:10:41] Commitment to experimentation in sales. [00:16:18] Reps facing challenges and learning. [00:19:15] Lack of business acumen. [00:20:57] Reps' impact on retention. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Debunking Myths: Challenges of Transitioning from Product-Led to Sales-Led Growth with Duane Dufault 12:58

2 years тому12:58

12:58

Duane Dufault discusses the tier one MQLs should be the sales team's top priority for outreach and engagement during the trial phase. These tier one MQLs are identified as the leads with the highest potential for ROI. Duane emphasizes the importance of promptly contacting these leads, as it greatly increases the likelihood of conversion. The sales team should approach these leads, follow a sales process, conduct a discovery call, provide a demo, and assist them throughout the trial. By doing so, Duane suggests that the leads will have a much higher chance of converting. This approach contradicts the traditional product-led growth strategy, where leads are not contacted until they have completed the trial and paid their first invoice. However, Duane argues that waiting until high usage activation and PQL measurement is a lagging indicator of conversion for enterprise accounts. Therefore, for higher ROI deals or leads in the product-led growth funnel, it is crucial to prioritize reaching out to tier one MQLs and guiding their trial experience. [00:00:56] Selling upstream challenges and myths. [00:03:10] Transitioning to sales-led process. [00:08:25] High usage activation and PQL measurement. [00:09:52] Product led growth strategies. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Revamping Sales Processes: Lessons from the Field with Steffen Hedebrandt Part 2 24:03

2 years тому24:03

24:03

Steffen Hedebrandt discussed the benefits of diversified thinking in a team and suggested that pairing intuitive and rational people together can be beneficial. They explain that having a mix of different perspectives and approaches can help a team think differently and come up with more innovative solutions. They also emphasize the importance of finding complementary skills and strengths in team members to achieve better results. They noted that detaching oneself from emotions and passions can also be important in making objective decisions and executing strategies effectively. Overall, the episode highlights the benefits of having a diverse team and emphasizes the importance of balancing intuition and rationality in decision-making. [00:00:26] Poor sales process and product market fit. [00:03:32] Importance of collecting data. [00:06:22] Marketing accountability and revenue. [00:11:49] Hiring for effectiveness, not credentials. [00:15:02] Passionate Marketing Skill Sets. [00:16:11] Detaching from the creative process. [00:19:14] Obsessions in business. [00:22:39] Revenue and decision-making process. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Dream Data: Solving the Problem of Attribution and Connection for Data with Steffen Hedebrandt Part 1 22:48

2 years тому22:48

22:48

In this episode, they also discuss the gap between cool marketing tactics and their actual effectiveness. Duane points out that there is a lot of fluff on LinkedIn and other platforms, where people talk about optimizing chat, G.P.T., and A.I. However, the challenge lies in measuring the effectiveness of these tactics. Duane emphasizes the importance of understanding how to measure the effectiveness of marketing campaigns and how to create the proper UTM parameters to put on the URL. Duane also discusses the challenge of measuring the effectiveness of dark social media, which is often considered untrackable. However, they argue that this is not true, and it is possible to measure the effectiveness of brand and SEO by optimizing for the right things and having the right tooling in place. Overall, the episode highlights the importance of understanding how to measure the effectiveness of marketing tactics and the challenge of bridging the gap between cool tactics and their actual effectiveness. [00:02:32] Diminishing return in marketing. [00:03:45] Connecting activities to revenue. [00:08:02] Account-based data modeling. [00:11:02] Multi-touch understanding in marketing. [00:14:13] Direct vs. Organic Marketing. [00:17:38] Measuring marketing effectiveness. [00:20:43] False business growth. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Product-Led Growth and Automating Your Sales Pipeline with Melissa Kwan Part 2 35:02

2 years тому35:02

35:02

The episode highlights the significance of founder-led sales for startups. The founder must understand how different personas frame the problem they are solving, as there could be various versions of the problem. This understanding is crucial in developing an appropriate sales pitch for each role. Customer feedback obtained through founder-led sales also helps prioritize the next set of features and ties back into the product roadmap. Melissa Kwan emphasizes that founder-led sales should be the top priority for startups. Melissa also stresses the importance of spending time interacting with customers and listening to calls for effective product marketing. They argue that many product teams do not spend enough time gathering feedback from customers and instead come up with ideas on their own in closed-off meeting rooms. She suggests that product marketers conduct customer interviews to gain a better understanding of the problem they are solving and how different personas frame the problem. 00:02:07 Retention is revenue, not cost. 00:07:45 Focus on effective time management. 00:10:31 Be omnipresent for success. 00:14:54 Organic and SEO for startups. 00:22:36 Founder-led sales is crucial. 00:24:30 Do what gives you energy. 00:29:57 Be promotional and provide value. 00:34:12 Talk to customers for product marketing. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Going from Inbound to Outbound: How to Transition from SMB to Larger Customers in SaaS with Duane Dufault 9:28

2 years тому9:28

9:28

In this episode, Duane Dufault, talks about the process of going from an inbound, product-led growth SMB type of company to outbound and upstream. He explains the six primary steps to do that, starting with heavy segmentation of the internal customer base to figure out who fits the criteria of larger customers. He also talks about the importance of creating a more effective sales process to help companies become more profitable as a business. This episode is helpful for B2B SaaS companies looking to optimize their go-to-market strategy. [00:01:16] Segmentation for larger customers. [00:02:54] Channel Partnership Program. [00:05:37] Sales-led outbound approach. [00:08:08] Upstream enterprise patience. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Building a Successful SaaS Business: Insights from a Bootstrap Founder with Melissa Kwan Part 1 33:44

2 years тому33:44

33:44

The episode emphasizes that customer success is the most important department in a company. While acquiring new customers is important, it is equally important to focus on keeping existing customers. The revenue generated from a customer who stays with a company for a long time is exponential compared to the revenue generated from a customer who only stays for a year. The customer success team plays a crucial role in training and educating customers, ensuring their satisfaction, and potentially upselling them in the future. However, many businesses tend to spend most of their budget on sales and neglect what happens after a customer is acquired. As a bootstrap founder, the Melissa Kwan is concerned about how to keep customers and win them over. The episode highlights the importance of having a customer-centric approach and making sure that the product can actually solve the customer's problem. [00:00:18] Importance of hearing feedback. [00:04:17] Building a go-to-market. [00:08:45] Sales organizations and curiosity. [00:09:38] Product feedback and improvement. [00:13:43] HubSpot lacks basic functionality. [00:16:13] Marketing automation platform woes. [00:19:21] Project management tools. [00:22:06] Hiring engineers is challenging. [00:25:42] Value of doing work first. [00:29:07] Customer Retention Strategies. [00:32:49] Revamping onboarding and activation. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Insights from a Successful Entrepreneur on Business Growth and Evolution with Martin Martinez Part 2 44:37

2 years тому44:37

44:37

This episode also stresses the importance of self-awareness and intuition for entrepreneurs. Martin believes that self-awareness is the most valuable trait he possesses as an entrepreneur, as it allows him to know when he is doing the right thing and when he is not. He advises trusting your gut 100% when making decisions and suggests that intuition is something that most successful entrepreneurs have. Duane Dufault coaches people on how to train their intuition by going through all the little bumps, problems, and annoying things, which will help them identify what's good, what's bad, and what to look out for. 00:03:48 Empower your team for success. 00:05:41 Overcoming failure leads to success. 00:14:17 Self-awareness is key. 00:17:00 Trust your gut instinct. 00:25:34 Building a brand humanizes products. 00:29:08 Alfred is moving into white-labeling. 00:32:18 Trust in AI is lacking. 00:38:12 Outsourcing can revolutionize tech. 00:42:50 Clearly communicate expectations for success. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Challenging Negative Thinking and Focusing on Possibilities with Martin Martinez Part 1 45:36

2 years тому45:36

45:36

The conversation shifts to entrepreneurship and the mindset of problem-solving. Duane emphasizes the importance of being a problem solver first and foremost, and how this skill can lead to finding business opportunities. They discuss the obsessive behavior that comes with solving problems and the challenge of determining which problems to prioritize. The host shares their experience in coaching and consulting and how they had to figure out which dominoes to knock down to make the biggest impact. The conversation concludes with a discussion on the importance of going through the process of solving small problems to build the habit and intuition needed to solve bigger problems. Duane also touches on the risk tolerance and leadership skills required for entrepreneurs and the lack of experience criteria for receiving seed funding. Overall, this podcast episode offers valuable insights into the mindset of problem-solving and the journey of entrepreneurship. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Small World Introductory Call: Leveraging AI To Connect With Strategic Decision Makers with David Rush Part 2 25:15

2 years тому25:15

25:15

The conversation covers the use of trust to accelerate sales cycles and create new opportunities. A strategic sales rep might use the same approach to expand into new buying centers or a customer success rep might use it to retain customers by doing a relationship audit. The user experience has been reimagined with an introduction request into somebody who knows the person and can then forward a ghost email. This creates a less presumptuous approach as the connector feels like they are adding value, and they don't have to sell. The ghost email describes why the two people should meet and is a consistent payload. The connector can then ask the person to take a look at the email, and if the introduction is timely and relevant they can introduce them, otherwise they can move on. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Unlocking the Power of Trust Through Small World's AI-Powered Relationship Platform with David Rush Part 1 29:18

2 years тому29:18

29:18

This conversation discusses the use of AI in sales and how it can help automate and scale the process of identifying relationships and crafting messages. It is stressed, however, that AI should be used to prepare the sales rep to take action and not to overpersonalize emails at scale. It is acknowledged that AI without human intervention is not as effective and that salespeople may become untrusting of emails if they are all written perfectly. The conversation concludes by emphasizing the need to use AI and human intervention together to ensure authenticity. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Unethical Comp Plan Changes and Their Impact on Sales Reps with Dan Goodman Part 2 35:09

2 years тому35:09

35:09

Some of the conversation between Duane Dufault and Dan Goodman talks about how to identify red flags when selecting a new company to work for. Dan suggests that one red flag is if the CEO is adamant about only having themselves talk to the Board of Directors. He suggests that this is a sign of the CEO's narcissistic and egotistical attitude. Duane adds that another red flag is if the CEO is only willing to allow themselves to lead all hands and monthly meetings. Dan advises people to ask tough questions during the interview process in order to get a better understanding of the leadership team and their mentality. He also encourages people to ask questions of recruiters before they even begin the interview process. Ultimately, the conversation is about being aware of the potential red flags and taking the time to ask the tough questions in order to make an informed decision. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Finding Your Niche: The Importance of Focused Product Creation and Marketing with Ton Dobbe Part 2 27:32

2 years тому27:32

27:32

The conversation discussed the importance of focus when it comes to marketing and gaining customers for a business. It was noted how companies often go too broad and try to market to everyone, leading to unrealistic growth numbers. It was advised to find a repeatable process to gain customers and build a product that solves an important problem. An example was given of a company from South Africa that was initially a drone business focused on farming. It was highlighted that understanding the nuances and differences between countries can be important when it comes to marketing. Overall, the conversation stressed the importance of focus when it comes to marketing and gaining customers. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Riding the Big Waves of Business: Ton Dobbe's Journey in the Software Industry and Writing a Book Part1 27:15

2 years тому27:15

27:15

In Ton Dobbe's book, he has connected business with sports and used an anecdote of his own experience of visiting Nazareth in Portugal and witnessing the enormous waves there. He then explains how he used this experience as the basis for his story in his book. He then goes on to explain how he used big wave surfing as the theme and storyline behind his story, and how there are many things to connect with these big wave surfers. He believes that success in business and life can be achieved by having a passion and connecting it to the storyline. By having a strong foundational focus and taking action, people can have a high level of success. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The Role of Enablement in Achieving Strategic Vision with Sarah Filipiak Part 2 33:35

2 years тому33:35

33:35

Enablement plays an important role in any organization, as it sets the strategic vision, demystifies success, and helps equip people to go to market in the best way possible. Revenue enablement, as it is now termed, supports the entire organization, not just go-to-market teams. It educates the entire organization on the importance of their role and how it contributes to the success of the company. Enablement should be operating six months ahead and should be in an organization to support product engineering, marketing, sales, and other teams. Enablement should have the resources it needs to succeed and have a long-term, positive impact on the company. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How to know exactly where those gaps are in your sales process and use them to get the most out of the team with Duane Dufault 42:05

2 years тому42:05

42:05

This conversation is about how to use the data from sales pipelines to increase success. To do this, one needs to find the wins in the sales pipeline. This can be done by looking at the conversion rate from connected calls and scheduled meetings. Additionally, one should track the total calls, successful calls, and follow-ups to see what is working and how that success can be replicated across the team. Highlights: Using Data to Coach Your Sales Team: Strategies for Success Tracking Everything for Sales Success: Strategies for Creating a Repeatable Process Pro Tip: Leveraging Data to Identify and Train High-Performing Sales Reps Key Takeaways: Use the metric manager playbook to help you build the two sales pipelines you need to be tracking. And then use those reports to see where you need to dive in deeper. Keep your coaching simple and focused. And use the metrics you’re trying to improve as a success marker. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Uncovering A Solution That Can Revolutionize Leadership Development with Nick Turner Part 2 25:42

2 years тому25:42

25:42

Part of their conversation is about the biggest challenge a non-technical, non-product founder faces when building software. The founder has been doing this full time since July, and their main concern is to make sure that the software they are building does not become employee tracking software. The founder has learned that the implementation, setup, and training of the software are what make it successful, and that most companies rarely get it right. Furthermore, the founder has been trying to find a product-market fit since they started the startup nine months ago and has been making cold calls to find potential customers. Key Topics: Exploring the Benefits of AI-Powered Sales Analytics Conversation on Leveraging Slack Activity to Lead a Team Forward Conversation on Leadership, Product Development, and Startups Exploring Leadership Solutions for Frontline Leaders in Growing Companies Exploring Leadership Development Strategies to Measure Impact and Increase Value Conversation on Listening to the Echo and Finding Market Fit Pivoting Outreach Strategy to Increase Product Adoption: A Conversation with a Founder Conversation on Listening to the Echo and Finding Market Fit If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
What are we missing in sales? And why aren't more people talking about this? with Duane Dufault 44:59

2 years тому44:59

44:59

Duane discussed the importance of conducting regular funnel analysis for marketing and sales. He suggested that this should be done at least once a month and could be done as often as once a week, depending on the sales cycle and the number of exposures for the marketing and sales cycles. Additionally, he mentioned that there is a version of this analysis that can be done on a per-rep basis to get more detailed insights. He then discussed why it is important to have a process like this in place and mentioned the two pipeline approaches he has discussed in the past. Finally, he mentioned that more information on the metric manager can be found on the website. Remember, two key outcomes of Revops and data in your GTM Shows you where the holes are. Makes the fix obvious to see. Duane: "Data provides answers to questions about your business; you just have to know what questions to ask. Stay paranoid" If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Discussion on Unethical Business Practices in the Sales Industry with Dan Goodman Part 1 30:29

2 years тому30:29

30:29

The conversation is about the toxic working environment found in many businesses. Dan Goodman, who has heard many stories from people in confidence about their experiences with toxic workplaces, Since their experiences have frequently left them feeling defeated, the people who are telling these stories are searching for sympathy, understanding, and a sense of belonging. Duane is ashamed that such a toxic environment still exists in the business world. Dan believes it is due to a lack of awareness and the power dynamics of the workplace, where those in higher positions are able to take advantage of those below them. Dan Goodman shared about a financial advisor who was taken advantage of by a financial institution he worked for. The institution changed the payout for their reps, taking a larger percentage from their clients' books of business. As a result, the advisor's recurring income dropped by six figures. He attempted to bring in his own lawyers but was unable to match the power of the institution's lawyers and was quickly drained of legal fees. He eventually had to walk away and start his own business, which is now doing well. This story has become more common, and people are now more comfortable discussing it. The advisor has amassed an engaged following in recent months. Heading: Conversation on the Comfortability of Discussing Toxic Workplace Experiences Heading: The Problem with Nondisclosure and Nondisparagement Agreements Heading: Red Flags to Watch Out for When Joining a New Employer Heading: Taking Action to Avoid Regret: A Conversation on Wage Theft If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Two ways to know if you have a PMF issue, and what to do about it with Duane Dufault 16:30

2 years тому16:30

16:30

In this episode, Duane defines go to market and funnel as the steps in customer acquisition, starting from lead to churn. Duane then explains why it is important to do a funnel audit and a customer audit to understand where to focus time and resources. This can help determine if the company has product market fit, message market fit, and go to market fit before scaling. Doing this will help the business understand where to spend time and resources in order to grow. Key Takeaways: You need to be auditing your customer funnel on a regular basis, and you should be looking at the primary conversion points in the customer cycle. You don’t need to audit every single connected SDR call when doing this. The audit should point you in the direction of where you need to put more effort. If you have a high MQL conversion but a low OP conversion, you get to spend time in sales. If you have a low MQL conversion, then you need to spend time in marketing. If nothing is going well, then you don’t have PMF. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
[Part 1] How to challenge your team to enable AND empower them? Motivation through leadership with Sarah Filipiak 33:26

2 years тому33:26

33:26

The conversation between Duane Dufault and guest Sarah Filipiak focuses on effective leadership and coaching. Sarah believes that in order to unlock someone's potential, a leader needs to understand their individual motivation and create a holistic approach to coaching. They discussed that while some may say a lack of skill is holding someone back, it is more likely that the coach is not effective enough to discover what motivates the individual. The speaker emphasizes that each person is led differently and requires a unique internal framework in order to reach their potential. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Should you even have a sales team if you're running a PLG Strategy? 22:41

2 years тому22:41

22:41

This conversation emphasizes the importance of having a clear product-led growth strategy when launching a product. PLG is a great way to establish product-market fit, but it requires a well-defined messaging strategy and a clear activation path that is easy to follow. The product team, product marketers, UI people, and data analysis people are all key parts of a product-led growth strategy. To get buyers to stay with the product long enough to see the value, the salespeople should be engaged early on and not be picky and choosy. If someone submits a trial form, they should be called, and an in-trial nurture campaign should be set up to engage with them, guide them, and learn about where they came from. This is an essential part of the product-led growth strategy, especially if the product is early stage and the messaging and positioning are not yet perfected. Exploring Product Led Growth and the Role of Sales Reps Product-Led Growth: The Benefits of Including Sales" Product Led Growth: How to Achieve Activation and Conversion The Benefits of Engaging with Prospects During the Early Stages of Product Development Key Takeaways: 1) Just because you have a PLG strategy doesn't mean you shouldn't have sales reps call on leads. In fact, if you’re within your first two years, you’re losing out if you don't. 2) Sales is there to help fill the gaps between your product and your prospect. I appreciate you being here; if you want more info, go to sellingsaasplaybook.com to get your free founders course; leave a review on the show If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Leveraging Customer Relationships And Optimizing Processes For Maximum Growth with Mark Kosoglow Part 2 22:12

2 years тому22:12

22:12

Mark Kosoglow discusses how the traditional approach of acquiring new customers using large amounts of money and resources is no longer viable in the current climate. Instead, Mark suggests investing in existing customers to improve retention, increase referrals, and reduce deal cycles, as well as lowering marketing budgets. This 'friends and family' approach is a better way to drive growth and will result in a more sustainable business model. The traditional model of hiring more salespeople and spending heavily on lead generation is no longer effective due to the large number of decision-makers involved in deals and the higher risk associated with it. Mark and Duane discussed that if you are focusing on acquisition and not taking care of your existing customers, you will lose money in the long run. They argue that you need to focus on taking care of what you already have and not just acquiring new customers. They also point out that companies like Salesforce have successful customer retention strategies that involve having robust customer success, account management, and support teams. They said that you cannot just monetize everything on the front end, and if you don't take care of your existing customers, you will have negative churn. Finally, they add that listening to customer success teams, phone calls, and account review meetings is essential for growth. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The two questions I ask B2b Saas Founders with Duane Dufault 32:05

2 years тому32:05

32:05

Hiring a new sales rep for a startup can be tricky. It's important to have the proper process and foundation in place before doing so, or things can quickly go wrong. The whole company may have fewer than ten employees, and most startups don't know what questions to ask to scale. A sales rep needs leads, a market to call into, a CRM, and a sales process. With a tight budget, startups may only be able to afford young and inexperienced sales reps who won't have experience with a well-developed CRM. It is important to have everything set up in a way that allows the representative to function without having to manually create everything every day. When hiring a new salesperson, there is much more involved than just the CRM. Companies need to consider the impact it will have on their current team, as they will need to take a break from their own sales to help onboard and train the new person. Companies should also have a sales playbook that outlines the process, including how many calls each lead should get, how long to follow up, what questions to ask in the discovery phase, how to run a successful demo, and how to measure the effectiveness of the demo. Additionally, companies should have a database or resource library for the new person to study and assets and software available for demos. Hiring a new person is an upfront expense and a decrease in production, and it usually takes three to four months for the new person to start paying for themselves. Unpacking The Challenges Of Scaling A SaaS Business The Challenges of Hiring Additional Sales Reps for Startups Creating a Systematized Process for Your Sales Team Exploring the Impact of Adding a Sales Rep and Doubling Customer Acquisition If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Leveraging Metrics To Improve Remote Leadership With Antenna's Nick Turner Part 1 25:22

2 years тому25:22

25:22

The conversation discussed the core fundamentals of management and how they can be improved. He then discussed how there are two core aspects to management: team meetings and one-on-one meetings. Nick noted that at large companies, it was difficult to get managers to show up for one-on-one meetings as they prioritized customer meetings over them. Nick suggested that when working remotely, there is less randomness and spontaneity than working in the office, so it is important to be intentional with how you are managing your time with the team. This could include having one-on-one meetings with team members, leaving an hour open for customer calls, and being present with the team when they need you. Being intentional with time management is an important aspect of successful remote team management. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away.…

Selling Saas

1
Unpacking The SaaS Sales Model: 8 Stages To Measure & Improve Revenue Acquisition with Duane Dufault 22:58

2 years тому22:58

22:58

The conversation discusses the stages of a SaaS sales process. The first stage is Connect, which involves the sales team, automated outreach processes, or product-led growth strategies. The second stage is discovery, which is different from qualification, which happens during the connect stage. Discovery is about understanding the prospect and their fit—whether they have a problem that can be solved and if they'll be a good prospect to work with. The third stage is prep, which happens after discovery and involves preparing for the demo stage. Finally, the demo stage occurs when the prospect is presented with an opportunity. The demo stage should have an associated deal with it, and the lifecycle stage should be in the demo stage. Understanding the Customer Acquisition Funnel for Startups Exploring the SaaS Sales Model: Connect, Discovery, Prep, and Demo Closing the Deal: Understanding the Difference Between a Qualified Prospect and a Customer Overview of SaaS Sales Framework for Creating Happy and Healthy Customers We encourage listeners to share the show and access the video version of the model at sellingsaasplaybook.com for further information. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Whats it like going from the 3rd sales rep at Figma to an Enterprise Sales Manager in a PLG world? With Katie Jane Bailey 28:00

2 years тому28:00

28:00

Katie discusses the gap in her experience when transitioning from college to a sales role, having spent her time in college singing and dancing instead of studying a tech or business background. She learned that it was okay to ask questions during sales conversations, even if they didn't have the background knowledge that the person they were speaking to had. She also learned that it was okay to challenge assumptions and ask impact questions to really understand the customer's needs. She suggests that the fear of what the person on the other end would think of them was what was stopping them from being genuinely curious and having the it factor. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
AVOID Vanity Metrics in Saas - Utilize KPIs For Improved Revenue Generation with Duane Dufault 20:37

2 years тому20:37

20:37

This conversation is about vanity metrics and how to identify them. Duane explains how they were looking at the trial of a SaaS business, and the motto was more trials equals more revenue, but that wasn't the case. Therefore, understanding what drives the best customers and optimizing those KPIs and metrics are the keys to success. Duane emphasized that it is important to connect campaigns to revenue in order to understand which campaigns are working and which are not. Vanity metrics, such as likes, shares, and comments, are not reliable indicators of success. Businesses should define their own metrics for success in order to effectively measure progress. Understanding Vanity Metrics in SaaS: A Guide to Avoiding Common Pitfalls Understanding the Value of Connecting Campaigns to Revenue in SaaS Exploring Common Ways to Measure KPI: A Focus on MQLs The Dangers of Vanity Metrics in Revenue Acquisition If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The Power of Serendipity: How One Sales Leader Achieved Success Through Curiosity and Taking Chances Part 1 with Mark Kosoglow 26:28

2 years тому26:28

26:28

Mark suggested that sales reps need to give a bit back to the prospect to balance out all the questions they are asking. They can do this by sharing an article or study that is relevant to the conversation or by asking the prospect if they have seen any of the trends mentioned. In this way, the sales representative can avoid feeling like they are interrogating the prospect. Interview with Mark Kosoglow Exploring His Journey from Shoe Salesman to Go-To-Market Strategist Exploring the Reasons Behind Fear of Asking Questions in B2B Sales Applying Sales Experience to Early Stage Startups Conversation with Outreach and Catalyst Alumnus on Transitioning from Sales to Customer Success If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Maximizing ROI On Paid And Organic Marketing - Breaking Down The Key Metrics And Influencing Factors with Duane Dufault 27:23

2 years тому27:23

27:23

The key is to find a balance between the two methods. Paid marketing can be used to quickly drive traffic, and organic marketing can be used to create relationships and build trust. It is also important to measure the success of each method and adjust your strategy accordingly. In the end, the best strategy is to combine both paid and organic marketing to maximize your results. Duane emphasizes three key points when it comes to marketing: it is never just one lever that creates growth; high tides raise all ships; and you need good quality data. Duane then talks about understanding what works in your marketing channels, looking at the big picture, and establishing clear outcomes. To help with this, he recommends paying attention to metrics such as MQL (Marketing Qualified Lead) and SQL (Sales Qualified Lead), as well as conversions. With these metrics, marketers can better understand the success of their campaigns and initiatives. Exploring the Argument of Paid vs Organic Marketing Strategies Understanding the Three Factors of Successful Marketing Exploring MQLs, SQLs, and Conversion Rates in Paid and Organic Marketing The Impact of Paid vs. Organic Marketing on Lead Generation and Conversion Understanding the Benefits of Combining Paid and Organic Strategies for Growth If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Gaining Mastery Through Effective Roleplaying: Strategies For Successful Selling with Jon Mahan 3:55

2 years тому3:55

3:55

Jonathan Mahan says that you should focus on certain parts of a role play to make it more realistic and help you practice it better. They suggest breaking down the role play into key moments and practicing them individually, such as focusing on the response to a trigger phrase or particular questions to ask. They suggest focusing on the tone and the questions that are being asked. He also suggest zooming in on specific moments of a demo and paying attention to key moments, such as what to say after sharing a feature or what to do next. By doing this, it will help build a strong association between a question and the response, and it will help with the outcome of the role play. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Empowering Your GTM with Product Marketing And Enablement Best Practices with Benedikt Parstorfer 8:09

2 years тому8:09

8:09

This episode of the Selling Saas podcast discussed the importance of taking time to review and measure data to ensure that the output produced is strategically aligned and has an impact. This requires slowing down and blocking off time to look for correlations between data points and then measure the results of the output produced. This is the challenge of constant output versus targeted, strategically aligned output. This can help to ensure that the output is effective and has the desired impact. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How to Adjust Agile Perspectives and Move Forward with Confidence with Scott Stouffer 6:30

2 years тому6:30

6:30

Scott Stouffer, the founder of Scale Matters, joined the Selling SaaS Podcast to discuss the importance of agility in business leadership. He believes that leaders need to be able to assess and adjust quickly to changing circumstances rather than getting stuck in a rut. He also discussed the importance of being able to communicate difficult decisions and the ability to recognize when a decision is wrong. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Learn Tips To Find & Leverage Snapping Points For Sales Coaching with Mark Ackers 7:57

2 years тому7:57

7:57

The conversation focuses on the importance of managing expectations in coaching. Mark explains that it should be a positive experience, as professional athletes are used to having fun while training, and that it is important to read the room, as not everyone may be in the right mental state for coaching. He then explains that they try to have a friendly relationship with their team so that they can talk about their personal lives as needed. He goes on to say that because everyone has an inner critic, it's important to recognize when someone needs encouragement or a nudge in the right direction and to ask the right questions to help the individual come to the right conclusions on their own. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away LinkedIn | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Grow Your Business Quickly With Actionable Analytics & Strategies with Scott Stouffer 5:21

2 years тому5:21

5:21

Scott Stouffer also discusses the disconnect between the mindset of growth at all costs and the reality of how long it takes for results to show. He attributes this disconnect to the revolving door of heads of sales and marketing, who are expected to make their numbers every month and cannot take the longer-term view that a CEO or CFO might. He encourages leaders to take the time to understand the controlled environment and to iterate on changes one at a time in order to achieve the desired results. Highlights Duane: If they hear 10%, they're like, well, I'm looking for 30 month over month growth in like, four months. I'm like, what movie did you watch that said, that's possible even in high growth, primetime 2020 or 2019, even that would have been a pipe dream. And so it's like hearing because I like those numbers, and I think like six to nine months is when you would start getting meaningful data to be able to take action on. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Boost Sales Leadership With Positive Feedback And Recognition with Kevin Dorsey 7:46

2 years тому7:46

7:46

Sales managers need to give their reps more positive feedback to help them do well and boost their confidence. This is especially important for new reps who may be feeling anxious, and it can help them sleep better and work better with their managers. Recognizing behavior, processes, and skills is very important. It was pointed out that recognition should include these three elements rather than just the result. It was also discussed that when rewarding behavior, it should be done in balance with rewarding results. Additionally, it was highlighted that as leaders, it is important to recognize that everyone is different and that trying to lead and work with others the same way that you would like to be led and worked with is not always realistic. Finally, the importance of the phrases I am not you" and "You are not me was emphasized, as they can help shape how leaders approach their teams and work. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away LinkedIn | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Navigating Internal Teams To Produce Great Enablement: Learnings From A Customer Enablement Expert with Benedikt Parstorfer 5:48

2 years тому5:48

5:48

Benedikt Parstorfer discussed two epiphanies in their career. The first was to approach customers with a focus on their challenges and current processes, rather than pushing the features and benefits of the product. The second was to have realistic expectations of what could be accomplished independently versus the input that would be needed from multiple stakeholders. They also discussed how enabling professionals have the opportunity to bridge the gap between different departments and help break down silos. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Leveling Up your Sales Playbook: Unlocking the Power of Discomfort, Practice and Roleplay with Jonathan Mahan 7:42

2 years тому7:42

7:42

The environment created by sales leaders often puts an emphasis on showing competency rather than practicing and growing skills. This can make reps nervous and can lead to them performing worse than they would in a real customer situation. Roleplay often takes the form of a live group setting or a training module which can be recorded to be assessed. This is not practice, and is more like a test. Traditional practice in other disciplines zooms in on particular motions and gives immediate feedback on how to do it differently. As Jonathan Mahan explained, role-playing is an effective way to build skills, but it is often used incorrectly in sales. To make role-playing worthwhile, the focus should be on small, specific areas. As he has given this example, when practicing discovery, the rules of the game are different when role-playing versus when engaging with a real customer. To make role-playing effective, reps should focus on a specific area and focus on immediate feedback and repetition. This type of practice, referred to as deliberate practice, helps build competency from one repetition to the next. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Reducing CAC by 75%, shrinking sales cycle by 45% and building a business on the back of another business without even knowing it. with Scott Stouffer. 8:45

2 years тому8:45

8:45

It’s great when we have team members transfer departments and learn a new skill, but often times we dont take the time to teach them whats needed to be successful in this role. It’s a particular problem when we look at data and the insights we glean from data. If you’re coming from a data science role in product and engineering, and going into Revops, you MUST take the time to learn what “good data” looks like. Its really easy to exclude missing data points if you dont know what to look for, which could lead to poor decision making by the leaders. Getting the right data from Revops from the relevant experience the importance of connectivity and integrating programs to support customer acquisition and all GTM functions Needing to maintain a level of healthy skepticism in data to make sure you’re capturing all data points and conversion moments Take over three years to understand where the gaps are and building a produce If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Whats the MOST effective skill in Sales Leadership? The question is, are you actually doing it? With Kevin Dorsey 7:45

2 years тому7:45

7:45

The conversation focuses on the importance of positive reinforcement and how it can be more effective in creating lasting change than negative reinforcement. The speaker explains that they have a big shift in their leadership style and focus on more positive reinforcement than negative. They give an example of positive reinforcement by talking about how they would give feedback in a role play session. Instead of giving negative feedback, they would explain what was needed to be done and then praise the person for their accomplishment. The speaker ends by saying that when giving feedback, it is important to end on a positive note as it can help the person to remember the feedback The Importance of Accepting Feedback The Benefits of Positive Reinforcement in Leadership The Benefits of Positive Feedback in Coaching and Training Sessions How to Prioritize and Give Recognition If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
No matter what stage of your career, how do you stay ahead? With Corey Kossack from Aspireship 4:25

2 years тому4:25

4:25

No matter how good you are, how smart you are, how hard you work, stuff is going to happen that you just cannot influence, you can't change. And so just focusing on controlling what you can control, keeping some humility, I mean, that is a huge part. Like, no matter what stage of your career you're at, you can always use a little dose of humility and just recognizing that things won't always be how they've been and they won't be tomorrow what they are today Being coachable and being a life long learner The Importance of Coaching in Sales Management Sales Role Requirements and Benefits of Curiosity If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The Keys to Successful Sales Rep Practice: Hunger and Willingness to Get Uncomfortable, with Jonathon Mahan from The Practice Lab 6:55

2 years тому6:55

6:55

The mindset that many sales reps have which is that they already know what they're doing and don't need to get better. The argument is that reps should have a hunger to get better and a willingness to get outside of their comfort zones in order to improve in their practice. It is important for reps to be willing to make mistakes and look like a fool in front of their practice partner in order to learn and get better. Having both the hunger to get better and the willingness to get uncomfortable will lead to success in practice. The Story Behind the Creation of Practice Lab Exploring the Gap Between Knowledge and Skill The Gap Between Understanding and Performance Exploring the Benefits of Deliberate Practice in Sales If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The missing lever in most businesses that very few are willing to pull. How to use the “secondary team” to impact growth, with Benedikt Parstorfer 8:37

2 years тому8:37

8:37

The conversation explored the importance of having revops data connected to enablement teams, processes, and protocols in customer facing roles. It discussed how sales managers often need to react quickly to customer needs and how having access to the data in salesforce can help enablement teams develop a plan of action. How to quickly assess gaps in core competencies and skills across their go-to-market organization, which helps to identify areas of strength and areas of improvement. Slower levers to pull that have a major impact on growth, that nobody seems eager to pull Unlocking the Power of Second Layer Teams in Sales Connectivity of RevOps Data and Enablement Teams Creating a Competency Framework for Organizational Alignment If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Stories that define us, that drive us forward, and keep us focus to push ourselves and the people we lead. #adversity #leadership 9:09

2 years тому9:09

9:09

The people who let adversity weigh them down, are the ones that let that story happen to them instead of for them. And, how leadership isn’t about you at all, its all about the team. Living through times of adversity that ends up shaping your life Our responsibility as a leader to help others translate their adversity into winning. Getting into Leadership? Make sure you WANT to do it. Understanding what leadership is and knowing its not what you think it is If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Why do we have such a large gap between GTM data and whats actually happening on the frontlines? Technical Sales leaders or GTM skilled Data people? With Scott Stouffer. 6:43

2 years тому6:43

6:43

The challenges of implementing new technology to streamline sales processes. There has been an influx of people hired to help startups with this task, but they often lack the sales experience to truly understand what is needed. The technology is complex, with CRMs, marketing automation platforms, Cadence tools, and other tools often purchased by sales and marketing people without the IT organization's input. As a result, the tools are often not implemented correctly, leading to a lack of data and misguided efforts. The challenge is that most sales and marketing leaders are not technically skilled enough to do it properly, while those who have the technical skills may not understand the nuances of the go-to-market motion. To bridge this gap, companies are employing go-to-market analysts who understand both aspects. These analysts are data analysts who started in the sales and marketing world, rather than data operations. They understand the technical products and can use them to reflect the nuances of the go-to-market process. Why is process compliance so important: data and measuring pipeline efficiency. Overly complex tech stacks that get in the way of things and not investing in skilled enough people to make use of them Improving the Opportunity Pipeline Through Tech Stack Optimization even though it may be “easier,” is it hurting data to help progress. the only IT product that isnt bought by the IT department. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Believing in the potential of your employees and your customers. How to use empathy in your business, with Meagan Davis from Hunters. 4:37

2 years тому4:37

4:37

When calculating the cost of sales its important to not just add in the head count and the tools, but also the resources and materials supporting the customer facing teams. And a simple way to reduce sales cost is by making the team and the resources more effective by proper training and centralizing resources. One of the key ways to take the pressure off your customer facing teams reducing the cost of sales without simply reducing head count acquiring skillset and then working hard to apply leads to exponential growth and the ultimate leverage If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How do you learn to learn? How do you get better, even as a founder? Staying humble with Corey Kossack, CEO from Aspireship 4:39

2 years тому4:39

4:39

When we as sales reps fail, its hard to look inward for improvement, we tend to point the finger at the company we’re at or just jump ship thinking its going to be better on the other side, but then its the same everywhere we go. If the only constant in the equation is you, wouldnt you think that you are the one that needs to improve? - Wasting time with people who don’t want it - What the combination of desire and attitude can get you - Challenges are part of the game and you must be willing to play if you want to win at a high level If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Does your product solve a big enough problem? If not, could be a indicator that a change is needed, with Kevin Dorsey 7:52

2 years тому7:52

7:52

Early-stage founders should focus on the bigger problems that their prospects have, and if their product isn't solving one of the top five problems, it's likely to fail. He used Salesforce as an example, as it is used every day and typically one of the last products to go when a company is struggling. To conclude, he suggested looking at product positioning to determine the success of the product. In terms of sales, asking prospects about their daily usage of an app to better understand the impact it has on their business. And, asking better questions to evoke emotion from prospects and increase the chances of getting a sale. OTHER TOPICS: Indicators of how well of a fit you have in your market and where in the business cycle does your product sit What problems in the business come before yours for your clients? Why Simplifying your approach and the way you describe your business should be a massive priority Leadership, the difference between the leader you were in the beginning vs the one you are now. Money motivated sales and being top performers? That’s easy, but its only 10% of the sales reps in the business. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How to link skill acquisition with the seller by targeting specific KPI’s using enablement, with Benedikt Parstorfer from Riskified 7:54

2 years тому7:54

7:54

Sales enablement and how to make it successful. It is noted that there is no universal definition of enablement, and as a result, enablement teams often struggle with how to best leverage their services. It is suggested that enablement teams should focus on the strategic goals of the organization, such as the CRO's goals, in order to better prioritize their own goals. It is also recommended that enablement teams should focus on how their services can help salespeople reach their individual and company KPIs, as this will have a positive impact on the overall goals of the organization. Finally, it is suggested that enablement teams should focus on how their services can improve the skills and behaviors of salespeople, as this will lead to improved KPIs and ultimately better results for the organization. The Reactive Nature of Sales and Customer Success Teams Exploring the Role of Sales Enablement in Achieving Business Goals Exploring the Benefits of RevOps and Data-Driven Enablement Conversation Summary: Leveraging Data to Measure Impact and Make Decisions If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right…

Selling Saas

1
Have we lost touch with coaching that works? With Mark Ackers from My Sales Coach 7:57

2 years тому7:57

7:57

Raising the rep's level of pain tolerance to a high enough point that they are prepared for the real sales process. This approach has proven successful but obviously the reps don’t appreciate what the coaching process. We need to ensure that the coaching process is a positive experience and that reps are prepared for it before they join the company. Asking the question “What did you hear?” as a way to gain insight into a person’s understanding. Ultimately, taking the time to listen to your inner critic and ask questions can be a powerful tool for growth and success. OTHER TOPICS: Intentionally Being Too Harsh in Sales Coaching Call Heading: Finding the Snapping Point in Interviews to Increase Pain Tolerance for Salespeople The Importance of Reading the Room When Coaching Professionals Activating Your Inner Critic to Improve Performance If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How do we optimize our GTM Strategy using conscious Iteration and precision measurement, with Scott Stouffer 6:45

2 years тому6:45

6:45

Businesses need o pay more attention to data and create efficient processes. It is argued that there needs to be a shift away from the mindset of 6 months to a 18-24 month time frame. To achieve this, it is important to have specific, tactical goals and focus on executing quality actions. The discussion then moves to the importance of data in creating an efficient process, with the investor community often questioning the productivity of sales and marketing spend in tech companies. OTHER TOPICS: Navigating Layoffs and Difficult Times Conversation on Data, Time Horizons, and Efficiency in Tech Businesses Measuring Conversion Rates and Establishing Process Compliance in Sales Modeling the customer journey through iteration and real data If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
How to reduce risk when hiring by measuring capability instead of just experience, with Corey Kossack, CEO of Aspireship 7:37

2 years тому7:37

7:37

The importance of creating an environment of trust, which will help employees achieve the best results. Finally, they advise to focus on employee engagement, as this will help create a culture of collaboration and innovation. Overall, the conversation highlights the importance of investing in talent development and creating an environment that is conducive to learning and growth. In todays episode of the SellingSaas Podcast, Duane chats with Corey Kossack from Aspireship about How difficult and challenging it is to go through the hiring process. When hiring someone, traditionally, the first thing to ask is who has experience in the same industry and in the same role. But often times, the employee is burned out and or has acquired numerous poor habits they are just carrying from role to role. There’s been more success hiring for domain experience than industry experience. OTHER TOPICS "The Impact of Talent and Skill Acquisition Over the Last 18 Months" Conversation on the Challenges of Hiring and Making Transitions Heading: The Benefits of Hiring Candidates with Domain Experience Exploring Alternative Hiring Strategies for Successful Team Building Heading: Measuring Capability in the Workplace If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Did we build products for problems that didn't need to get solved? How we find ourselves dealing with "privileged problems" with Kevin Doresy. 6:55

2 years тому6:55

6:55

When the founder has moved out of the "Founder-led sales" stage in their business, most of the time, its all about documenting the process of what works. But., if even the founder is having trouble selling the product, bringing in someone from the outside isn't going to fix everything, in fact, it may make it worse. OTHER TOPICS - Gaining Insight into Effective Go-to-Market Strategies and Sales Growth - Conversations on Sales 101 and Controllables for Improved Results - Exploring Strategies for Selling Products and Services to Billion Dollar Revenue Companies - Discussion on Privileged Problems in the Tech Industry - The Privileged Problem's? What does that mean and how it that going to impact the Saas industry If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
Why do sales people struggle so much? Are we too impatient? Can we actually receive coaching? 8:12

2 years тому8:12

8:12

How important it is to focus on how to solve the problems of their clients. It's more important to understand what the client is truly looking for, rather than just providing a product or service that might solve the problem. Then when interviewing sales reps, they look for coachability. This means giving harsher feedback than necessary to see how receptive the person is to feedback. The key takeaway from the conversation is that it's important to understand the client's needs and be open to feedback in order to be successful in sales. When interviewing a candidate we asked him to do a role play over the phone, where the interviewer was the ideal customer. He was average in the role play, and he was very quick to pitch. In the second interview, they ripped the role play apart, giving praise where needed but also pushing to find the ‘snapping point’ of the candidate’s coachability. The candidate got defensive and called the rest of the interview off. OTHER TOPICS: - "Understanding the Person Behind the Problem: A Discussion on Selling SaaS" - Conversation on Connecting with Customers and Finding Out What They Truly Need - Conversation Summary: Coaching for Improved Performance - "The Impact of Coaching on Sales Performance" If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok…

Selling Saas

1
The Pros And Cons Of A "Growth At All Costs" Mindset as we approach a potential recession, with Scott Stouffer from Scalematters 8:08

2 years тому8:08

8:08

Companies are now looking to be cost neutral when it comes to buying software, meaning that they have to get rid of one tool in order to buy another. It is speculated that this recession is of our own making, due to low interest rates. It is also noted that the essential workforce is not affected by the recession and is in fact doing better. The conversation closes with the idea that luxury problems are now being blown up out of proportion. The conversation discusses the effects of the recession and how it is impacting venture capital funding. It is noted that the majority of venture capital money comes from large university endowments, state employee retirement pension funds, and other organizations which have to maintain certain portfolio allocations. It is suggested that the situation is similar to a Ponzi scheme, with funds from one source covering the losses of another. The conversation concludes by noting that a lot of these organizations have to set aside a portion of their money for alternative investments with higher risk, such as venture capital and real estate. TOPICS: - "Exploring the Mindset Behind 'Growth at All Costs'" - Discussion on the Growth at All Cost Mindset in Bootstrap Companies - "The Impact of Low Interest Rates on the VC-Backed Economy" - Heading: Exploring the Impact of the Recession on Venture Capital Funding - "The Impact of Public Markets on Venture Capital Funds" If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok TikTok: https://www.tiktok.com/@duanedufault Youtube: https://www.youtube.com/channel/UCJ-F3dkh-tZmg2_Oz28lIHA Twitter: https://twitter.com/DuaneDufault Instagram: https://www.instagram.com/duanedufault/ Facebook: https://www.facebook.com/SaasDuane Linkedin: https://www.linkedin.com/in/duanedufault/…

Selling Saas

1
The KEY to customer success that works every time, yet nobody seems to realize it until its too late, with Meagan Davis from Hunters 4:37

2 years тому4:37