Playmaker

Playmaker

I AM A PLAYMAKER

A Playmaker is a new type of sales person. Playmakers wage war against traditional sales people and win. Playmakers don't use their gut and intuition they sell using science and testing. Playmakers ask for forgiveness rather than permission. Playmakers don't oversell and under deliver they oversell and over deliver and their middle name is value. Playmakers are doers not talkers. Playmakers are real people who have overcome real problems to achieve greatness.

*PLAYMAKER*
I TEST
you guess

I USE SCIENCE
you use your gut

I HAVE A PLAYBOOK
you throw hail marys

I AM THE CEO OF MY TERRITORY
you are assigned a territory

I DO WHATEVER-IT-TAKES
you do your best

I CHANGE THE WORLD
you change your pay

I AM JUST ONE PLAY AWAY

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    Killer Campaigns to Double Response Rates w/Ryan O'Hara @LeadIQ

    Campaigns are tough and getting your top prospects to respond to your message is sometime a combination of luck and timing but there are principles that make some marketers shine above the rest. In this episode, Ryan O'Hara, VP of Marketing & Growth at LeadIQ talks about building killer campaigns and how he's seen success being creative in his campaigns.

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    Five Myths of Prospecting w/Gord Smith & Dan McDonald @RainGroup

    Everybody worries about prospecting and they should be they often believe things that cause them to fail. Prospecting will always be a combination of art and science but what is most important is what drives results. In this episode, Gord and Dan from the RainGroup talk about myths of prospecting and what you can do right now to start effectively building your pipeline.

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    Digital Selling vs Cold Calling w/Mario M. Martinez Jr @Vengreso

    Are you ready for this? The fight of the century! In the last month, there have been more than 100,000 video views and thousands of comments on LinkedIn debating how sales leaders can best build pipeline with different prospecting methods. Is the phone really dead? Has buyer behavior changed? Is LinkedIn the answer? Can email still be effective? All of these questions plague sales reps and leaders and are debated daily on sales floors across the globe. What is the answer and more importantly what will bring results to solve the biggest challenge in sales – building quality pipeline?

    Gabe Larsen, VP of Growth at InsideSales.com has taken the stance that the phone is not dead and reps and companies should continue to use it as a tool in their prospecting arsenal. Mario Martinez Jr, CEO at Vengreso argued the phone has its place but using social tools such as LinkedIn must be included. Is one right and the other wrong? Are they both right or both wrong? The answer must be decided and the winner defined and the only way to do it is battle it out. One expert to another, face-to-face, mano-a-mano.

    In this virtual battle, sales leaders will learn:

    The seven methods that must be considered in every prospecting situation How leaders can maximize each prospecting method to win a digital sales cadence designed to build pipeline and close more deals

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    Using Advanced Analytics To Boost Revenue w/Maria Valdivieso @McKinsey & Company

    If you’re not using Analytics and AI in your sales tech stack today, you’re falling behind the times and behind your competition. Most high-performing companies are already using advanced analytics for lead scoring, forecasting, and amazing productivity increases. To truly harness the power of predictive analytics in sales, companies need to focus on the areas where they can create the most value, and implement it wisely. In this session, Maria Valdivieso from McKinsey & Company joins us to talk about her learnings and experience with advanced analytics.

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    Overcoming Cold Calling Objections w/Jason McElhone @MarketSource

    Cold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc.

    Most people think you need a different answer for each objection, but that’s not true. All you need is a plan or strategy to overcome customer objections, and it’s actually very simple to create it.

    In this session, Jason McElhone, Director of Inside Sales at MarketSource and VP of Growth at InsideSales, Gabe Larsen, discuss the power of cold calling and the best methods for overcoming objections.

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    What Sales can Learn from Lean Manufacturing w/Dominique Levin @Winning By Design

    Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. The D stands for Define - First define and normalize your sales process. The M stands for Measure - Then measure and benchmark each step of your sales process in multiple dimensions. The A stands for Analyze. Analyze - Then find the root-cause of any performance gaps by talking to people on the front line and by listening to their calls. The I stands for Improve - Implement improvements through technology, training, and coaching. Lastly, the C stands for Control - Control the change by monitoring the data and iterating over time. In this episode, Dominique Levin, Partner at Winning by Design talks about her experience and how sales and learn from lean manufacturing.

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    Cold-Calling is NOT Dead w/Jason McElhone @MarketSource

    Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a call to a conversation is above 10%.

    Not bad. But how can you do it better?

    Look no further than Jason McElhone, Director of Inside Sales and cold-calling expert at MarketSource. Jason has spent the last 27 years cold-calling and his results are out-of-this-world.

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    How to 10x Your Sales Productivity by Mapping Your Account Contacts w/Dan Cook @Lucid

    Gone are the days of the simple sale. CRMs, like Salesforce, allow you to document and log key sales information in a world full of complex deal cycles. But you often lack the essential tools to see the big picture, build effective account plans, and operate strategically.

    To succeed in sales today, you need to understand hierarchical and political relationships, identify influencers, and decide whom to contact. You need to be able to quickly and effectively show this information in deal reviews and 1:1s. The fastest, easiest way to get an overview of your accounts is to work visually. Influence maps and account maps are visual references that can help you find the fastest path to sale and close your deals faster.

    In this podcast, Lucidchart’s SVP of Sales, Dan Cook, will show you how to successfully map your accounts and key contacts and how to use that map to strategize more effectively. With a clear view of your accounts, you’ll be prepared to accelerate the sales cycle and close bigger deals

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    Post Event Follow-Up Strategies w/Ralph Barsi @ServiceNow

    Everybody get's a cold-call but not everybody handles it like Ralph Barsi at ServiceNow. Ralph has made a lot of phone calls in his day and rather than giving sales people a hard time, he takes the time to provide coaching. Recently, Ralph received a cold call after an event he visited and the result was a positive conversation about sales reps can best follow up after an event.

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    How to Prospect to CEOs w/Matt Conway @MatthewConway.com

    Sales reps are taught a lot of things but they are not often taught about how to approach senior level executives. Why? Most people don't know how. In this episode, Matt Conway, founder of MattConway.com talks about the skills needed to prospect to CEOs and why companies can't seem to figure it out.

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