It’s every sales leader’s dream to have a team of salespeople that knows where to spend their time, builds half their pipeline through their own prospecting and crushes the competition during the buying process. Jen Bennett has made this dream a reality at multiple companies and shares the keys to her success in this podcast.

From how to translate your company’s ICP into a target account list, to how to leverage your network for intros and your customers for referrals to how to decide which deals to focus on, there’s a ton of valuable advice in here. It’s a must listen for anyone in a sales leadership role, especially in today’s economic climate, where salespeople can no longer rely on marketing and SDR teams to feed them and have to fight for every deal.

Give it a listen here or on Apple Podcasts and let me know what you think! And if you haven’t done so already, please consider subscribing.

Podcast contents

• 1:00 Can you tell us about Trulioo and the problem you’re solving?

• 1:55 What do you typically try and get done in your first couple of months to ramp up as a senior sales leader?

• 4:00 We discuss how customers are increasingly looking for vendors to truly understand their problems rather than to sell them a product and the importance of providing great service.

• 6:00 What did you take with you on the journey from media sales to software sales and what new skills did you have to learn?

• 9:10 How do you overcome competition in the sales process?

• 14:30 How do you figure out customer profile and get your team aligned and focused?

• 17:15 How do you think about generating leads? What strategies have worked best for you?

• 20:30 Do gifting platforms work?

• 22:00 How do you enable your salespeople to leverage your board and execs for lead generation?

• 25:00 Why are salespeople reticent to ask for referrals?

Additional reading

The Revenue Architect

How to ask for referrals

A steady stream of customers being referred to you through word-of-mouth is an asset that any SaaS company would love to have, yet its surprising how few playbooks exist to actually drive referrals. In fact, many SaaS companies actually make it really hard for themselves to drive referrals because they silo their customer-facing teams (customer success a…

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4 months ago · 2 likes · Arnie Gullov-Singh

The Revenue Architect

How to do a retrospective of your go-to-market efforts

In my last post, I explained why 2023 will be a make or break year for SaaS companies and highlighted the importance of doing two things: finding efficiency in customer acquisition and finding growth from existing customers. The first step in figuring out how to do both of these things is to diagnose your current business through a retrospective (or “re…

Read more

2 months ago · 7 likes · Arnie Gullov-Singh