Episodes
88: 3 tips to connect better with prospects
Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to change. Sometimes we think too logically about what we are doing and a little emotion can lead to a …
87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when…
When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth explanation on why a market strategy is so important, what it …
86: Your product training is hurting your sales team
Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to …
85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first c…
One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the …
84: 3 ways to improve the effectiveness of your sales deck
Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck …
83: David McKeough, CRO at Trusona talks about being creative in how …
David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona. He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike. David ...
82: 5 steps to ramp new sellers when you have no enablement and no ti…
The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have any enablement help to ramp them quickly. you know what needs to happen but …
81: Differentiate by being human with Mark Small, multiple time VP of…
This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked about how to stand out from the crowd when you are a seller at an early stage company and …
80: 3 questions to ask to know if you are at the right company
After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things are usually not as good as you thought they would be and you need to decide …
78: 5 ways to run a better team meeting
Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get them re-engaged Support the show (http://www.unstoppable.do)
77: Set a big goal for your team to rally around
Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause Support the show (http://w...
76: 3 ways to use ancient philosophy to run your sales team more effe…
People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of human behavior and life are pretty much the same. So how can this help us be more …
75: How To Create a Culture of Accountability In Your Sales Team
B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our plans, and our commitments is often weak. If you want to create a culture of accountability in y...
74: How to build your bench
It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do in under 2 hours per week in this episode. Support the show (http://www.unstoppable.do)
73: 4 Steps to follow if you are called a "Micro Manager"
There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support the show (http://www.unstoppable.do)
72: Top 8 reasons why great sales people leave
Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show (http://www.unstoppable.do)
71: Why you should hire lines not dots (and what the heck that means!)
Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a line)? Too often we do the …
70: The first 3 things a newly promoted manager should do
You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhelmed. But not if you follow these 3 steps. Support the show (http://www.unstoppable.do)
69: Moving from reactive to proactive in hiring
Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and not reactive in hiring. Support the show (http://www.unstoppable.do)
68: Why you need to ask one question at a time
Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this episode. Support the show (http://www.unstoppable.do)
67: How are your reps motivated?
Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? Support the show (http://www.unstoppable.do)
66: What would this look like if it were easy
One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action. Support the show (http://www.unstoppable.do)
65: Stop asking rhetorical questions dressed up as coaching
You want to coach your team member but you know what they should be doing. In fact, it's burning a whole in your head. Many of us offer advice dressed up as a question. Right or wrong? Find out in …
64: The least rewarding job in the company
The 1st line manager in a B2B sales organization is the least rewarding job in the company. This episode is the start of helping you be great. Support the show (http://www.unstoppable.do)