This Week in Sales - Video

ThisWeekIn Sales, Episode 31: Jeb Blount

sales@thisweekin.com — Thu, 17 May 2012 19:11:39 +0000

Jeb Blount, CEO of SalesGravy.com and author of People Follow You, joins Kevin to talk about his claims that sales managers are stealing sales reps paychecks! Jeb also talks about why being a sales manager is the most difficult job in the world, and how to build trust with your sales team.

ThisWeekIn Sales, Episode 30: Anthony Iannarino

sales@thisweekin.com — Thu, 10 May 2012 00:46:28 +0000

Anthony Iannarino of The Sales Blog joins Kevin to talk about turning your salesforce into "Value Creators." This episode includes 10 steps a salesperson can take to be more strategic, and how this process adds value to both clients and your team.

ThisWeekIn Sales, Episode 29: Gil Cargill

sales@thisweekin.com — Thu, 03 May 2012 21:12:01 +0000

Gil Cargill is the CEO and Founder of the Cargill Consulting Group, who is North America's premiere sales acceleration coach. When Gil takes a look at revitalizing a sales team, his motto is "It's not your people, it's your process!" Kevin talks with Gil about fixing the process, and therefore fixing your sales.

ThisWeekIn Sales, Episode 28: Tibor Shanto

sales@thisweekin.com — Fri, 27 Apr 2012 02:47:59 +0000

Tibor Shanto some seriously big claims on enhancing the effectiveness of your voicemail sales. Kevin talks with him to see if these "bold calls" have merit!

ThisWeekIn Sales, Episode 27: Dave Elkington

sales@thisweekin.com — Fri, 13 Apr 2012 00:24:34 +0000

Dave Elkington, CEO and Founder of InsideSales.com joins Kevin to talk about inside sales trends, Crossing the Chasm, metrics management, and maximizing the potential of voicemail.

ThisWeekIn Sales, Episode 26: Ralph Barsi

sales@thisweekin.com — Thu, 05 Apr 2012 17:43:49 +0000

Kevin chats with Ralph Barsi from Inside View about running multiple sales teams, outbound processing, lead qualifications, and the other essential ingredients to his concept of "Flawless Execution."

ThisWeekIn Sales, Episode 25: Ken Krogue

sales@thisweekin.com — Thu, 29 Mar 2012 21:37:53 +0000

Ken Krogue, President and Co- Founder of InsideSales.com, comes to the show to talk about his CLOSER system. Ken explains how the elements of Campaign, Lead, Offer, Skill, Effort, and Report combine into a system that can greatly enhance sales productivity.

ThisWeekIn Sales, Episode 24: Tim Wackel

sales@thisweekin.com — Thu, 22 Mar 2012 21:30:04 +0000

What do you do when a prospective client all of a sudden goes quiet on you? Kevin welcomes Tim Wackel, President of the Wackel Group, to the show to help guide you out of that situation and get your sale back on track!

ThisWeekIn Sales, Episode 23: Matt Heinz

sales@thisweekin.com — Thu, 15 Mar 2012 18:42:23 +0000

This episode takes us on an in depth, and more importantly GUIDED tour of social selling with Matt Heinz, president of Heinz Marketing. Kevin and Matt discuss popular tools like Hootsuite, TwitHawk and NearStream and how these can be focused on improving your sales.

ThisWeekIn Sales, Episode 22: Chad Levitt of Hubspot

sales@thisweekin.com — Thu, 23 Feb 2012 18:47:58 +0000

Kevin welcomes Chad Levitt, Account Executive at Hubspot to the show. They talk about how Content is King. Chad is the author of the New Sales Economy blog that focuses on modern sales and marketing strategy, and they talk about how to leverage original content towards sales.

ThisWeekIn Sales, Episode 21: Craig Rosenberg of Focus

sales@thisweekin.com — Fri, 17 Feb 2012 17:20:16 +0000

This episode is all about building a lead qualification team. Kevin is talking with Craig Rosenberg, VP of Sales and Marketing at Focus, also known as "The Funnelholic."

ThisWeekIn Sales, Episode 20: Mark Roberge of Hubspot

sales@thisweekin.com — Sun, 12 Feb 2012 16:09:37 +0000

Kevin talks with Mark Roberge of Hubspot, a VP who is responsible for increasing sales over %6,000! They talk about shifting any degree towards sales (Mark was an Engineer) adding management layers, and much more.

ThisWeekIn Sales, Episode 019: Raising Sales Productivity with Isaac Garcia

sales@thisweekin.com — Fri, 03 Feb 2012 06:12:12 +0000

Kevin talks with Isaac Garcia, CEO and Co-Founder of Central Desktop about raising sales productivity. They discuss demos, sales culture, and how to spot that "special something" in potential hires.

ThisWeekIn Sales, Episode 018: Using Advertising to Sell Better With Brennan Beyer

sales@thisweekin.com — Sat, 28 Jan 2012 00:21:39 +0000

Kevin welcomes Brennan Beyer, VP of Sales with GumGum to talk about how to use advertising to help you get better at selling, selling using third party agencies, and building and KEEPING a strong sales team.

ThisWeekIn Sales, Episode 017: “Seed and Feed” with Abe Smith

sales@thisweekin.com — Thu, 19 Jan 2012 03:19:59 +0000

Kevin talks “Seed and Feed” selling with Abe Smith, Vice President & GM, Americas at Mindjet. Kevin and Abe discuss using mapping to boost sales effectiveness, and the importance of “Sipping Your Own Champagne.” Plus, Abe tells us what it’s like to get a gun pulled on you during a sale!

ThisWeekIn Sales, Episode 016: Leveraging Social Media for Sales

sales@thisweekin.com — Sun, 15 Jan 2012 18:34:10 +0000

Shannon Johnson of ON24.com joins the show to talk about the best ways to leverage social media with your sales force.

ThisWeekIn Sales, Episode 015: The Top Sales Trends in 2012

sales@thisweekin.com — Fri, 06 Jan 2012 01:08:53 +0000

Josiane Feigon, President of TeleSmart Communications, Inc. talks sales trends in 2012, the sustainability cocktail, and how to hire and coach millenials in the current sales landscape.

ThisWeekIn Sales, Episode 014: The Best Sales Questions To Ask

sales@thisweekin.com — Thu, 22 Dec 2011 02:28:42 +0000

Jeb Brooks, Executive Vice President of The Brooks Group and author of Perfect Phrases For The Sales Call tells Kevin the best sales questions to ask, as well as letting us know why he hates the word ‘pitch’.

ThisWeekIn Sales, Episode 013: Sales 2.0 and Social Calling

sales@thisweekin.com — Thu, 15 Dec 2011 18:35:28 +0000

Want the secret to being 8 times more effective at cold calling? Want to meet the guy who INVENTED the phrase Sales 2.0? We talk to Nigel Edelshain about Social Calling.

ThisWeekIn Sales, Episode 012: The Front End of the Sales Cycle

sales@thisweekin.com — Thu, 08 Dec 2011 01:12:32 +0000

You wanna close more sales? Then you better do a better job at the FRONT end of the sales cycle. Learn how to get more decision makers on the phone with Steve Richard of Vorsight.

ThisWeekIn Sales, Episode 011: Commitment as a Key to Closing Business

sales@thisweekin.com — Thu, 01 Dec 2011 20:03:35 +0000

Ever been told it’s not you, it’s me? Host Kevin Gaither talks to Craig James, founder of Sales Solutions, about why our sales prospects won’t commit and what we can ask for to ensure our prospects are engaged. In our mission to give you tips, tactics, and techniques that you can put into action right [...]

ThisWeekIn Sales, Episode 010: Social Media For Sales Professionals

sales@thisweekin.com — Wed, 23 Nov 2011 22:10:06 +0000

Joanne Black, author of No More Cold Calling, joins us to talk about the interaction between social media and sales: it’s not all LinkedIn and Twitter!

ThisWeekIn Sales, Episode 009: Why Salespeople Should NEVER Cold Call

sales@thisweekin.com — Thu, 17 Nov 2011 18:16:49 +0000

Joanne Black, author of No More Cold Calling, talks about the power of referral selling and why you should NEVER make another cold call again.

ThisWeekIn Sales, Episode 008: The Express Route from Hire to Revenue with Trish Bertuzzi

sales@thisweekin.com — Thu, 10 Nov 2011 20:03:52 +0000

Trish Bertuzzi, President of The Bridge Group, joins host Kevin Gaither to talk about the “express route from hire to revenue” on today’s episode of ThisWeekIn Sales. It can take over four months to get your sales representatives to full productivity, but Trish has the experience to get you there in a much shorter time. [...]

ThisWeekIn Sales, Episode 007: Sales Management & Leadership with Mike Brooks

sales@thisweekin.com — Sat, 05 Nov 2011 05:14:11 +0000

Mike Brooks, Mr Inside Sales, is back this week to talk sales management & leadership. Want to learn how to manage salespeople better? Mike has all the answers on Episode 7 of ThisWeekIn Sales.

ThisWeekIn Sales, Episode 006: Hiring High-Performing Sales Hunters

sales@thisweekin.com — Thu, 27 Oct 2011 19:02:08 +0000

Michael Jordan, Lance Armstrong, Tiger Woods. Would they make good salespeople….or not? Kevin talks to Chris Croner, a Principal from SalesDrive, and the co-author of Never Hire a Bad Salesperson Again about hiring high performing sales hunters.

ThisWeekIn Sales, Episode 005: Plans Are Nothing, Planning Is Everything

sales@thisweekin.com — Thu, 20 Oct 2011 01:24:39 +0000

Ever wonder what’s in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making “big round words” specific and actionable.

ThisWeekIn Sales, Episode 004: Plans Are Nothing, Planning Is Everything

sales@thisweekin.com — Mon, 17 Oct 2011 18:30:50 +0000

Vince Thompson joins host Kevin Gaither to talk about The Big Umbrella: how do you hone your sales strategy as a revenue chief within a sales team?

ThisWeekIn Sales, Episode 003:The Most Important Word in Sales is ‘Next’

sales@thisweekin.com — Thu, 29 Sep 2011 00:47:42 +0000

Mike Brooks, aka Mr. Inside Sales, is on the show with host Kevin Gaither to debate whether or not cold-calling is dead.

ThisWeekIn Sales, Episode 002:Your Hiring Process Sucks And You Don’t Even Know It

sales@thisweekin.com — Thu, 22 Sep 2011 00:37:04 +0000

Kevin Gaither’s interviews Andrew Chase, VP of Business Development of PPI Sales Search, about best practices for hiring managers and how to tweak your resume for optimal performance. 00:00 Cold Open 00:35 Intro, Andrew Chase 00:56 What’s your strangest candidate interview of all-time? 02:12 Andrew’s background as a sales professional 03:35 How to get the [...]

ThisWeekIn Sales, Episode 001: From NASA Nerd To $100 Million Salesforce Revenue Stream

sales@thisweekin.com — Thu, 15 Sep 2011 23:14:17 +0000

Kevin Gaither talks to Aaron Ross, Founder of Pebblestorm and author of Predictable Revenue, to discover how he turned Salesforce.com into a $100 million sales machine. 00:00 From NASA nerd to $100 million Salesforce Revenue Stream 00:25 Introducing ThisWeekIn Sales 00:58 Your Sales Nightmare? 01:57 How did Aaron Ross become a sales professional? 02:58 “I [...]