En iyi Keenan & Becc Holland podcastleri (2024)

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Sales: Top to Bottom #48 - The Final Episode 52:46

12M ago52:46

52:46

Welcome to Episode #48 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should mention non-business related topics for personalization, whether sales people are facilitators in the sales room, and how to find an unknown for a buyer.They also d…

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Sales: Top to Bottom #47 - Buyer's Journey, Calendly Links, & Centering Sales Enablement to Problems 53:04

12M ago53:04

53:04

Welcome to Episode #47 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should get out of buyer's way if they have already done self-research, if you should use Calendly links when booking outbound & inbound meetings, and how to create a problem-ce…

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Sales: Top to Bottom #46 - Impact v. Pain, Sales Territories, & How to ID Your Buyer's Metrics 49:34

12M ago49:34

49:34

Welcome to Episode #46 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including the difference between impact and pain, if you should split sales territories based on geography, and how to identify the metrics that your buyers care about.They also demystify commo…

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Sales: Top to Bottom #45 - Zoom Meetings, Disqualifying Prospects, & How to Challenge Your Buyers 59:49

1y ago59:49

59:49

Welcome to Episode #45 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should keep your cameras off during Zoom meetings, if you should disqualify your buyer early, and how to properly challenge your buyer.They also demystify common sales myths in…

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Sales: Top to Bottom #44 - Toastmasters, Renewals, & How to ID the Problems You Solve 47:40

1y ago47:40

47:40

Welcome to Episode #44 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if toastmasters will help you sell better, if AEs should get credit for upsells & renewals, and how to identify the problems you solve, per buyer persona.They also demystify common sa…

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Sales: Top to Bottom #43 - Is Outbound Dead, Money-Driven Sales Culture, & How to Build Out Inbound 51:34

1y ago51:34

51:34

Welcome to Episode #43 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if outbound is still working, if you should build a money-driven sales culture, and how to build an inbound/awareness marketing organization. They also demystify common sales myths in…

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Sales: Top to Bottom #42 - Discovery, Creating Content, and How to Avoid Leading Questions 1:04:18

1y ago1:04:18

1:04:18

Welcome to Episode #42 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if discovery is about finding if the prospect is a "good fit", If you should post selfies on LinkedIn, and how to avoid asking leading and self-diagnosis questions.They also demystify…

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Sales: Top to Bottom #41 - AI in Sales, Emotional States, & Selling to Personal Motivations 48:01

1y ago48:01

48:01

Welcome to Episode #41 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if AI will replace salespeople, if you should sell to a buyer's emotional state, and how to get your buyers to let you help them.They also demystify common sales myths in the B2B Sale…

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Sales: Top to Bottom #40 - Defending Your Price, Future State, & How to Find Business Problems 49:59

1y ago49:59

49:59

Welcome to Episode #40 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should only go after the future state during discovery, if you should defend you price to a buyer, and how to find business problems, after you've found the buyer's technical p…

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Sales: Top to Bottom #39 - In-House Training, Giving Up on Leads, & How to Review Your Pipeline 52:38

1y ago52:38

52:38

Welcome to Episode #39 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if In-House Training is better than outsourcing, when you should give up on leads, and how to train your first-line managers to review deals in the pipeline.They also demystify common…

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Sales: Top to Bottom #38 - SKOs, Conversion Rate, & The Right Questions to Ask in Discovery 58:43

1y ago58:43

58:43

Welcome to Episode #38 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should do sales training at SKOs, if the average conversion rate is REALLY 20%, and how to develop the right questions to ask in discovery.They also demystify common sales myth…

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Sales: Top to Bottom #37 - Pain Selling, Follow-Up Emails, & How to Not Waste Your CRM Investment 50:49

1y ago50:49

50:49

Welcome to Episode #37 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if the average buyer is 70-80% of the way through the sales process before they reach out to the sales rep, whether you should have comprehensive deal reviews at late stages of the sa…

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Sales: Top to Bottom #36 - Accountability Culture, Discounts, & Finding Customers Without a Pain YET 58:03

1+ y ago58:03

58:03

Welcome to Episode #36 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is an accountability culture, If you should optimize emails for word count, anbd how to find customers who dont have a pain... YET.They also demystify common sales myths in t…

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Sales: Top to Bottom #35 - Sales Improvement, Network-led Growth, & How to Assess Your Sales Team 55:07

1+ y ago55:07

55:07

Welcome to Episode #35 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is an accountability culture, if you should bring in sales executives to close the deal, and how to assess your sales team for effectiveness.They also demystify common sales …

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Sales: Top to Bottom #34 - Defining the Business Problem, Email Word Count, & Customized Product Offerings 47:35

1+ y ago47:35

47:35

Welcome to Episode #34 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if a business problem and an impact are the same thing, if you should customize products per client, and how to find customers who don't have a pain...YET. They also demystify common …

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Sales: Top to Bottom #33 - Personality Profiles, Upselling, & How to Develop Your Sales Reps 57:35

1+ y ago57:35

57:35

Welcome to Episode #33 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if prospecting is the most important part of sales, if you should change the way you sell depending on personality profiles, and how to develop your salespeople for success.They also …

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Sales: Top to Bottom #32 - Inbound SDRs, Problem-Centric Selling, & Questions to Ask in Discovery 50:03

1+ y ago50:03

50:03

Welcome to Episode #32 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if there is a difference between inbound and outbound sales, if you should make sure your prospect agrees with you during discovery, and how to identify if you are problem-centric sel…

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Sales: Top to Bottom #31 - Group Demos, AI Sequences, & Making Your Number in a Down Economy 56:01

1+ y ago56:01

56:01

Welcome to Episode #31 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales is all about top of funnel, if AI Generated sequences are worth it or not, & how to make your number in a down economy.They also demystify common sales myths in the B2B Sales…

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Sales: Top to Bottom #30 - Bad Discoveries, Break-Up Emails, & How to Overcome Imposter Syndrome 54:38

1+ y ago54:38

54:38

Welcome to Episode #30 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if coaching & training are the same things, if most AEs are experts at discovery, and how to overcome imposter syndrome in sales.They also demystify common sales myths in the B2B Sale…

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Sales: Top to Bottom #29 - Aggressive Selling, Sending Gifts, & How to Coach an Underperforming Rep 54:56

1+ y ago54:56

54:56

Welcome to Episode #29 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if a good seller is an aggressive seller, whether you should gift your prospects or not, and how to coach an underperforming sales rep.They also demystify common sales myths in the B2…

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Sales: Top to Bottom #28 - Problems vs. Pain, Buyer Feedback, & How to Speak with Relevance 1:04:05

1+ y ago1:04:05

1:04:05

Welcome to Episode #28 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if pain and problem are the same, if you should ask for feedback from your closed-lost leads, and how to speak with relevance to your buyers.They also demystify common sales myths in …

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Sales: Top to Bottom #27 - Upselling, Follow-Up Emails & How to Build a Go-to-Market Strategy 50:26

1+ y ago50:26

50:26

Welcome to Episode #27 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you should give upsell credit to the AE, if follow-up emails to discovery meetings are necessary, and how to build & perfect a GTM strategy.They also demystify common sales myths i…

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Sales: Top to Bottom #26 - Sales Leaderboards, Commissions, & How to Outbound Effectively 1:02:42

1+ y ago1:02:42

1:02:42

Welcome to Episode #26 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if all sales methodologies are the same, if sales leaderboards is a good strategy to encourage higher rep performance, and how to effectively conduct cold outbound strategies. They al…

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Sales: Top to Bottom #25 - Buyer Intent, Mix & Match Sales Methodologies, & How to Qualify Prospects 1:09:45

1+ y ago1:09:45

1:09:45

Welcome to Episode #25 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you can mix & match sales methodologies, how to uncover impacts without coming off as interrogative, and how to find & qualify prospects before making the sales call.They also demy…

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Sales: Top to Bottom Podcast #24 - With Special Guest Sarah Hicks! 46:57

1+ y ago46:57

46:57

Welcome to Episode #24 of the Sales: Top to Bottom Podcast!This episode includes a very special guest: Sarah Hicks!Sarah was the Head of Coaching & Consulting at Predictable Revenue, where she worked closely with Aaron ross to build the engine around their sales process. She is currently the Director of Sales at Fliip, & a leading voice for SDRs. I…

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Sales: Top to Bottom Podcast #23 - Buyer Personalities, 1:1 Pairings, & Solving the Right Problems 57:04

1+ y ago57:04

57:04

Welcome to Episode #23 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether buyers want your help as a sales rep, if you should sell to buyer personalities, and how to know if you are solving the right problems for your buyers. They also demystify com…

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Sales: Top to Bottom Podcast #22 - Sales Methodologies, Promotions, & How to Properly Coach a Deal 52:26

1+ y ago52:26

52:26

Welcome to Episode #22 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if you need a methodology to sell, if you should provide giveaways to get people into your pipeline, & how to properly coach a deal. They also demystify common sales myths in the B2B …

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Sales: Top to Bottom Podcast #21 - Selling to Negative Problems, Email Automation, & LIVE Sales Roleplay w/ Becc & Will Aitken 55:25

1+ y ago55:25

55:25

Welcome to Episode #21 of the Sales: Top to Bottom Podcast! In this podcast, we have a special guest: Will Aitken! Will & Becc discuss many different topics surrounding the B2B sales industry, including if you should only sell to negative problems, if Pain & Problem are the same thing, and if you should use solution-centric triggers to sell. They a…

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Sales: Top to Bottom Podcast #20 - Social Media, Industry Sales Reps, & How to Outsell Your Competition 52:55

1+ y ago52:55

52:55

Welcome to Episode #20 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if sales reps should create social media content, if you should hire reps from only within your industry, and how to outsell your competitors on a deal. They also demystify common sal…

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Sales: Top to Bottom Podcast #19 - Email Templates, On Target Earnings, & How to Sell in a Recession 1:02:05

1+ y ago1:02:05

1:02:05

Welcome to Episode #19 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if SDRs should use email templates, whether you should pay your sales reps based off of full commission or OTEs, & how to still close deals in a recession. They also demystify common …

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Sales: Top to Bottom Podcast #18 - Layoffs, Virtual Sales Cycles, & The Right Questions to Ask Your Buyers 59:52

1+ y ago59:52

59:52

Welcome to Episode #18 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if AEs should coach SDRs on messaging, how salespeople can prepare for layoffs amidst a recession, and how to ask the right questions during discovery. They also demystify common sale…

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Sales: Top to Bottom Podcast #17 - w/ Special Guest: Mark Kosoglow 45:34

2y ago45:34

45:34

Welcome to Episode #17 of the Sales: Top to Bottom Podcast! This episode, we had a very special guest to co-host this podcast - Mark Kosoglow. Mark was one of the first employees at Outreach, and helped the company grow to the industry leader it is today. Currently, he is the Chief Revenue Officer of Catalyst Software. In this podcast, Mark & Becc …

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Sales: Top to Bottom Podcast #16 - First Impressions, "Salesman" v. "Conman", and Protecting Your Price 48:42

2y ago48:42

48:42

Welcome to Episode #16 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including first impressions in business, the differences between a good salesman and a conman, and how to keep from discounting to protect your price. They also demystify common sales myths in …

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Sales: Top to Bottom Podcast #15 - Curiosity, "Pain" v. "Outcomes", & Multi-threading in an Enterprise Deal 54:04

2y ago54:04

54:04

Welcome to Episode #15 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if buyers are always solving for pain in the present, if curiosity is needed in a sales role, and how to multithread in an enterprise deal with a buying committee. They also demystify…

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Sales: Top to Bottom Podcast #14 - Sales Professionalism, Social Proof, & Incomplete Data During Discovery 53:26

2y ago53:26

53:26

Welcome to Episode #14 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if salespeople should always be professional, whether people buy from who they like, and what to do when your prospects doesn't give you their data during discovery. They also demysti…

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Sales: Top to Bottom Podcast #13 - Challenging Buyers, Conferences, & How to Overcome Discovery Fatigue 43:17

2y ago43:17

43:17

Welcome to Episode #13 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should only focus on your biggest customers, if you should send your SDRs/AEs to conferences, & how to overcome discovery fatigue. They also demystify common sales myths i…

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Sales: Top to Bottom Podcast #12 - Sales Techniques, Open Questions, & Overcoming the Status Quo 43:58

2y ago43:58

43:58

Welcome to Episode 12 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether open questions are stronger than closed questions, if objections are signs of customer interest, and how to overcome losing to the status quo. They also demystify common sales …

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Sales: Top to Bottom Podcast #11 - Next Steps, Complimenting Your Prospects, & Risk-Based Problems 53:03

2y ago53:03

53:03

Welcome to Episode 11 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether all problems are created equal, if you should compliment your prospects to build rapport, and how to sell to a risk-based problem. They also demystify common sales myths in the…

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Sales: Top to Bottom Podcast #10 - Product Knowledge, Asking for the DM, & How to Challenge a Misdiagnosis 49:09

2y ago49:09

49:09

Welcome to Episode 10 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether prospects pick up on Friday afternoons, 30 minute discovery calls, and how to challenge a misdiagnosis. They also demystify common sales myths in the B2B Sales industry, answer…

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Sales: Top to Bottom Podcast #09 - SM "Outreach", Product Fit, & How to Build Credibility with Your Buyers 51:39

2y ago51:39

51:39

Welcome to Episode 9 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether you should tag people in SM for "Outreach", if all revenue is good revenue, and how to build credibility, trust, & rapport with your buyers. They also demystify common sales myt…

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Sales: Top to Bottom Podcast #08 - Live from Dallas! 43:27

2y ago43:27

43:27

Welcome to Episode 8 of the Sales: Top to Bottom Podcast! This episode is a special one, because Becc & Keenan are (literally) on the road during the Flip the Script 2022 Tour! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including jokes at the beginning of cold calls, whether salespeople should a…

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Sales: Top to Bottom Podcast #07: A "Special Episode" On the Road! 52:01

2y ago52:01

52:01

Welcome to Episode 7 of the Sales: Top to Bottom Podcast! This episode is a special one, because Becc & Keenan are (literally) on the road during the Flip the Script 2022 Tour! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether SDR Results are all about quantitatively getting better, i…

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Sales: Top to Bottom Podcast #06 - "Quiet Quitting", Texting Prospects, & Recording Sales Calls 43:02

2y ago43:02

43:02

Welcome to Episode 6 of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether "quiet quitting" is worth it or not, if AEs should qualify prospects, and why the customer is not always right. They also demystify common sales myths in the B2B Sales industry,…

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Sales: Top to Bottom Podcast #05 - Pain-Based Selling, "SaaS Sales", & 21st Century Discoveries 47:05

2y ago47:05

47:05

Welcome to the fifth episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including why you shouldn't sell off pain, if "SaaS Sales" are a skill that you hire for, and how to perform a 21st Century Discovery. They also demystify common sales myths in the B2B Sa…

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Sales: Top to Bottom Podcast #04 - Pitching, Managing to Activity, and How to Deal with Underperformers 48:35

2y ago48:35

48:35

Welcome to the fourth episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including why pitching is not selling, if Sales AEs make the best Sales Managers, and how to deal with salespeople who are behind on their sales quotas. They also demystify common sales …

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Sales: Top to Bottom Podcast #03: BANT, Sales Roleplays, and Compensation Plans 43:35

2y ago43:35

43:35

Welcome to the third episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including if BANT is good for qualifying prospects, Sales roleplays as a tool for practicing your sales skills, and how Sales Leaders should adjust their compensation plans in order to al…

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Sales: Personal Branding, Outbound Prospecting, and LinkedIn DM's - Top to Bottom Podcast #02 41:52

2y ago41:52

41:52

Welcome to the second episode of the Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including personal branding, outbound reach through LinkedIn direct messages, and how to perform effective outbound prospecting. They also demystify common sales myths in the B2B Sales i…

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Sales: Call Scripts, Free Consultations, & Prospects that "Ghost" - Top to Bottom Podcast #01 43:50

2y ago43:50

43:50

Welcome to our first ever Sales: Top to Bottom Podcast! In this podcast, Keenan & Becc discuss many different topics surrounding the B2B sales industry, including whether call scripts are necessary for the current sales environment, if salespeople should perform demos and discoveries in the same call, how to build a successful career out of college…

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