148: Vaughn English – How to Build Out a Sales Team

Guest: Alyssa Thornley Guest Bio: Alyssa is a dynamic leader recognized as a 2024 San Diego Business Journal Leader in Technology. With a background in non-profits like Teach For America and fast-growing SaaS companies, she excels in driving impactful initiatives through strategic vision, innovative thinking, and collaborative leadership. Alyssa has a proven track record of leading growth efforts through M&A integrations, optimizing operational efficiency, and spearheading strategic initiatives for SMB tech companies in San Diego. Her expertise lies in scaling teams and implementing cost-effective solutions to support business growth. Key Points: Guest Introduction: Featuring Alyssa Thornley, a revenue operations consultant with extensive experience in nonprofits and SaaS companies. Alyssa's career journey from middle school teacher to a pivotal role in sales operations and strategy. Career Transition: From teaching to customer service, where Alyssa discovered inefficiencies and improved sales processes. Her progression from supporting SDRs to managing sales and demand generation in an education technology company. Role of Mentorship: Mentorship's significant influence on Alyssa's career development and success. The impact of mentorship on understanding sales systems and individual seller needs. Sales Approaches: Discussion on high volume versus personalized engagement strategies. Encouragement for sales teams to leverage their strengths in these approaches. Team Management and Support: Alyssa's focus on identifying energizing aspects of the sales process for her team. Importance of understanding team personalities to create effective support systems. Sales Roles and Skills: Differentiation between "hunters" (aggressive prospecting) and "farmers" (client retention). Necessity of tailored training and resources for each sales role. Challenges and Tools: Challenges faced by new salespeople, including administrative burdens and inefficient CRM systems. The importance of equipping sales teams with efficient tools and drawing parallels to scenarios like cooking for better understanding. Effective Client Engagement: Significance of providing sales teams with information and tools such as dialers and quality control scripts. Emphasis on repetition and authenticity in scripts for higher conversion rates and positive customer experiences. Quality Control and Training: Importance of maintaining quality control through effective scripting and accessible templates. Advocating for natural communication in scripts to avoid robotic delivery and ensure authenticity. Scaling Sales Teams: Necessity of having a well-defined sales process, scripts, and roles before scaling. Training that promotes authentic speech and natural communication in sales interactions. Cold Call Scripts: Creating authentic cold call scripts focusing on individual customer experiences. Recommendations for practicing conversations and refining messaging for better engagement. Guest Links: https://www.linkedin.com/in/alyssathornley/ About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.

10 Kesä 202434min

Guest: Robert Weiss Guest Bio: President of MultiVision Digital, a New York video production and video marketing company, that provides the full spectrum of video strategy, video production, and video marketing services. Having produced over 1,500 videos since their inception, MultiVision Digital's holistic approach has allowed clients to increase sales, and lead generation, improve SEO rankings, and increase awareness and client loyalty. Key Points: Transition from Sales to Video Marketing: Robert Weiss shares his journey from a sales background to becoming the president of MultiVision Digital. Insights on how his sales expertise complements video marketing strategies. Impact of Video Marketing: The power of video in conveying information quickly and effectively. Building customer relationships and enhancing engagement through video content. Over 1500 videos produced by MultiVision Digital, driving significant benefits in sales, lead generation, SEO, and customer loyalty. Versatility and Longevity of Sales Videos: Differentiating between product videos for websites and personalized one-to-one sales videos. Importance of aligning video strategy with overall business goals. Emphasis on the enduring value of industry use cases and process videos. Content Strategy and Planning: Recommendations for featuring real people, especially technical experts, in videos to build trust. Creating multiple videos for product launches to address diverse client needs. Repurposing video content across various channels, such as websites, social media, email campaigns, and press releases. SEO and Sales Funnel Impact: Examples illustrating how videos improve search engine rankings and website conversions. Role of videos in engaging buyers and impacting different stages of the sales funnel. Guest Links: Revolutionize Your Business Story with Strategic Video Production https://www.multivisiondigital.com/download-ebook/ About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.

3 Kesä 202430min

Guest: Mickie Kennedy Guest Bio: Mickie Kennedy founded eReleases 24 years ago to help small businesses, authors, and startups increase their visibility and credibility through tier-1 press release distribution. He lives in the Baltimore area. Guest Links: Free Master Class: How to Build a PR Campaign Designed to Get Massive Media Coverage: https://www.jdoqocy.com/click-101163725-15807396 About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.

27 Touko 202430min

Guest: Ben Gioia Guest Bio: Ben Gioia ("joya") is a four-time, best-selling author, podcast, and international radio show host whose teachings are used by more than 80,000 leaders & game-changers. Ben helps folks write great books in as little as 5 weeks, enjoy 5-figure speaking fees, and attract 6-figure consulting. (Even BEFORE publishing!) Ben's trained 100s of millionaires and helped a Fortune 100 create an empathy video game. He helped launch the world's largest magazine (AARP) and won a patient services award from The ALS Association. Guest Links: The Influence With A Heart® Book Success Assessment (Will Your Book Actually Work?) The Influence With A Heart® Book Success Assessment will help you write/finish a high-quality book fast, elevate your business right, and position yourself for 2X-5X-10X more money and impact. It's a "strategic litmus test" whether you're starting, in the middle, or almost done with your book. Going through this quick assessment will help you maximize what's working — and refine what you want to improve — so you can create more income, influence, and impact. You will discover how to stand out and serve your people in a more powerful, positive, and profound way by writing an unforgettable book! https://bookme.name/bengioia/quick-hello About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.

20 Touko 202435min

Guest: Stephanie Valenti Guest Bio: 4 time executive leader leading B2B organizations ranging from 10M to over a Billion in revenue that is passionate about going to market growth and scaling sales organizations for optimal human and business results. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.

13 Touko 202428min

Guest: Shea Kane and Jason Henke Guest Bio: After transitioning from a career in teaching, Shea Kane worked with Borders Group as a Merchandising Director for nearly a decade. She joined the DIRECTPAY team as head of their Marketing Department and navigated the company through a rebranding in 2013. Shea has helped create a culture within the organization focused on an aligned mission: to not only provide business owners with seamless payment processing - but also free education and networking opportunities within their robust membership community. Her goal is to share how and why DIRECTPAY is the gold standard for credit card acceptance and teach members how to strategically use the tools and features of their account to ensure the growth and sustainability of their business. Jay Henke has been with DirectPay for 5 years as a Relationship Manager ensuring new members are set up with optimized rates and are ready to use all the features of their payment system. His knowledge and experience have seen business owners from start-up to 6 figures and beyond. Business owners value Jay's relationship-driven approach to accepting credit cards – including free advice and education, partnership opportunities and one-on-one, accessible support. Guest Links: You've closed the sale – now it's time to get paid. The transaction should be seamless and hassle-free for you and your customers. Rest assured your money gets where it belongs with the payment processor who gets to know your business – DirectPay. You can accept credit cards anytime, anywhere with their professional system and receive personalized customer service. Their team specializes in putting your business on auto-pilot so you're making sales 24/7 with a simple, secure checkout experience. A Complimentary Customer Journey Session About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.com

6 Touko 202428min

Guest: Alina Vincent Guest Bio: Alina Vincent is a business strategist, speaker and international bestselling author of "Teach Your Expertise", "Leverage Your Expertise", "Own Your Expertise', and "Monetize Your Expertise" books. She's known globally as the creator of the "Profitable Online Challenges" Formula, which helped her grow her business from zero to over a million dollars in just 4 years. Alina is passionate about helping entrepreneurs package and monetize their knowledge and expertise to create a leveraged and scalable business. Experts hire her for strategic advice and simple step-by-step approach to creating successful online programs, engaged Facebook communities, and profitable 5-day challenges. Guest Links: Profitable 5-Day Challenge Checklist.Discover simple, yet essential elements of a profitable online challenge! About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.com

29 Huhti 202430min

Guest: Mark Stiving Guest Bio: Mark Stiving has driven business initiatives worth hundreds of millions of dollars. He is sought after for his superpower of finding invincible profits in every company he works with. He is an award-winning international speaker known for helping audiences find hidden value and more profit, immediately. Mark started and successfully sold three powerful companies in the tech sector. His legendary "Value Acceleration Bootcamp: How to use customer value to price, package, and sell products" helps PE firms and innovative companies master their buyers' purchasing decisions to win more business at higher prices. You have probably heard of Mark's many popular books. He is a prolific and highly rated author of "Impact Pricing: Your Blueprint for Driving Profits", "Win Keep Grow: How to price and package to accelerate your subscription business", and "Selling Value: How to Win More Deals at Higher Prices" His forthcoming book is "Invincible Profits: How to Lead a Value Revolution and Dominate Your Market" Guest Links: impactpricing.com/Salesology mark@impactpricing.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.com

22 Huhti 202428min