The Sales Doctor

It's that time again to bring you the latest and greatest insights from those who are in the trenches doing it every day. Thanks to our partners for the event Kixie for committing to the community and bringing them knowledge from the frontlines of sales. Even though we don't live in the candidate market we once did - hiring, onboarding, and training are still just as important as in the blank check era of 2020-2022. The problem is, that it feels like there are no really good benchmarks for what works, and many people are just ad-hoc putting together programs based on crowdsourced insight. To effectively onboard sellers, we need to understand what works, why it works, and how to implement it which both of our guests will be talking about on this episode.

Economy aside, plenty of your competitors' sales reps are hitting quota. Is lead generation harder than ever? Sure. Are things tough right now for sellers? You bet. But that doesn't mean you have to sacrifice your share of mind and wallet. Be specific and intentional about who you bring in to train your team this year. If you want to see some examples of curriculum and workshops from us, feel free to reach out to Chet Lovegren 🩺! #salestraining

Just because automation CAN do it, doesn't mean it SHOULD. For all of you wondering why your AI automation outreach isn't working... Here's why: 1. It's disingenuous 2. It doesn't resonate 3. It reeks of desperation #aiautomation

Right now NRR is such a big part of the conversation, and with CAC being so high it makes sense to balance it out with a higher LTV. But unfortunately, what does that mean for sales teams? We have to solve for high customer acquisition costs and with fewer dollars to compete in a market where fewer dollars are being spent, it's time to get creative with our pipeline generation. One of the most common ways companies are finding success is by building out the right channels for partnerships. This could be companies that integrate into your ecosystem providing their customers the most optimal results by partnering with you and vice versa. It could also be building out affiliates and ambassadors to help spread the good word, send qualified leads, and reap the benefits alongside your sales team. We all know referrals close at a higher rate than cold outbound and even most inbound leads from a website or gated content, and this focus should be front and center for all revenue teams walking into 2024. So let's learn about how to develop that Channel Partnerships Funnel with Christopher Nault (Founder & CEO at Growth) and David Gable (Head of Sales at Kixie).

Priority number one of any training done at SKOs... Create engagement and dialogue with an exercise that builds off the information. The best way to retain information is to immediately put it into practice and get the nerves out of the way. Curious how The Sales Doctor does this??? Let us know and we'll send you some video clips of past workshops. #salescoaching

Incredibly proud of the online presence growth this year. More importantly, the level of engagement you all have given us on the podcast. Here's to an even better 2024! #sales

Your team isn't looking for another PowerPoint presentation. When bringing in outside experts to lead sessions at your SKO think about the following: 1. Has this person done the job before and been successful? 2. Will my attendees engage with this person or is their personality not a good match? 3. What is my presenter going to do to create dialogue and engagement amongst my team? Interested in seeing what a good SKO workshop looks like from an outside speaker? DM us and we can show you some examples that have worked for us in the past.

When The Sales Doctor and Kixie get together... You know some knowledge is gonna drop for the people. Billy Stein and Chet Lovegren discuss first-time management mistakes. What are your thoughts on first-time managers and mistakes they can avoid? #leadership

It's here! The first installment of The GTM Gameplan, Sponsored by Kixie. Join us as we hear from Amanda Martin at Future Garage, and Andreas Diwing over at Kixie about marketing processes and strategies for 2024. It's not just about AI, while it plays a part, there are a variety of ways both of them are going about marketing as we approach the new year. Special giveaways are included!

Do you know your team members' personal why? "Who do you want to be from the time you close your laptop at night, until you open it in the morning?" Great questions to ask and know from your team members as a manager, provided by Billy Stein.