Do you want to build trust, respect, and understanding with your prospects and customers to close more sales?

Discover the surprising truth about how your listening habits impact your sales success. Uncover the unexpected ways in which your listening skills can transform your sales process and elevate your results. Dive into the four listening zones and unlock the key to building trust and meaningful connections with your clients.

Ready to make your sales conversations more impactful and engaging? Stay tuned for the eye-opening insights in the first chapter of an Amazon bestseller, exclusively for you. Get ready to revolutionize your sales game with the power of effective listening. Are you ready to step into the world of unexpected listening? Click the link below in the Resources section for your exclusive sneak peek into the four listening zones discussed in this episode. Don't miss out on this game-changing opportunity!

This week’s episode is a replay of a webinar from Paula S. White and Ed Porter titled, “Silence is Golden: Aligning Your Listening Zones to Your Sales Process.” Paula is a communication coach with a passion for enhancing sales professionals' listening skills. With a background in sales leadership, Paula has a wealth of knowledge in navigating today's digital world and the challenges it presents to meaningful conversations. Her expertise lies in helping sales teams adapt to instant communication trends and overcome obstacles in understanding buyer needs. Paula's framework, T.R.U.E Leadership, focuses on building Trust, Respect, and Understanding leading to Execution, emphasizing the pivotal role of effective listening in sales interactions. Through her insights and practical approach, Paula aims to empower sales professionals to cultivate stronger connections and drive revenue growth.

Trust is really where the beautiful part of sales happens. - Paula White

Enhance Sales Success Enhancing sales success hinges on the ability to actively listen to customers and adapt communication strategies. By honing listening skills, sales professionals can uncover pain points, provide tailored solutions, and ultimately drive more successful sales outcomes. Improved communication leads to increased sales efficiency and effectiveness.

Key highlights in this episode:

• Unlock the secrets to enhancing your business's online interactions for greater success.
• Discover powerful strategies to build genuine and impactful connections in every conversation.
• Uncover the hidden impact of poor communication on your business's bottom line.
• Elevate your sales game with powerful listening techniques that win over customers.
• Learn how to overcome online distractions and stay focused in professional settings.

About Paula White and Side B Consulting

Paula White is a 2X Best Selling Author, Facilitator, Speaker, and visionary leader driven by an unwavering passion for music, which she seamlessly integrates to inspire a new perspective and unlock untapped potential in fellow leaders. With a unique blend of heart and intellect, Paula’s innovative approach transcends conventional boundaries, igniting transformative growth and driving unparalleled success.

Resources in the episode:

• Find Paula on LinkedIn
• Paula S. White, Side B Consulting
• Forward Impact book on Amazon
• Free digital copy of Chapter 1, The 4 Zones of Listening, Use CODE: 4ZONES

Are you ready to learn the key to relentless forward movement and how it can transform your growth strategy? Get ready to unlock the power of intentional hiring and fostering a culture of givers. Join us in this engaging conversation and discover how to propel your business to new heights.

Bill Balderaz is a prominent entrepreneur with a strong background in startups and entrepreneurial ventures since the late 90s. His extensive experience spans over two decades, during which he has demonstrated a deep understanding of leveraging data for predictive marketing strategies. As the founder of a company specializing in data integration, visualization, and analysis, Bill has shown a particular focus on serving regulated industries, including a passion for healthcare. His commitment to harnessing data for targeted campaigns and improving customer engagement has solidified his position as a leader in reshaping traditional marketing methodologies. Bill's entrepreneurial acumen and remarkable achievements in the field underscore his significant influence in driving innovative marketing practices.

Key highlights in this episode

• Maximizing customer engagement and leveraging your customer data through first-party sources.
• Saying goodbye to third-party cookies.
• Explore the secrets to building and leading high-performing teams in the dynamic startup ecosystem.
• Creating a value for relentless forward movement.

Keep moving forward. If you feel like you're spinning your wheels and you're not moving, talk to someone else, get another set of opinions, get in front of a whiteboard. But you've got to keep forward momentum, forward movement no matter what. - Bill Balderaz

First-Party Data Maximization

Optimizing first-party data is crucial for personalized marketing campaigns, enabling businesses to understand their customers better. By maximizing first-party data, companies can create targeted and relevant marketing strategies that resonate with their audience. This approach also helps in building stronger relationships with customers by delivering tailored messaging and offers.

About Bill Balderaz

Throughout his career, Bill has had the opportunity to work in industries in their very earliest stages. In 1998 (the same year Google was founded) he was working in search engine optimization, online advertising and eCommerce. In 1999 he worked for one of the first companies developing HTML-based on-line learning. In 2005, five years before the iPad was invented, he was working on a concept for a tablet-based electronic health records software. He also started working in social media and viral marketing in 2006 - the same year YouTube and Twitter were founded. As founder of Fathom Healthcare, he worked with Stanford, Duke, The Cleveland Clinic, St. Jude Children's Hospital, and more than a dozen other healthcare systems in the early days of readmission penalties, patient satisfaction scoring, and the opioid crisis. Today he leads Futurety, a pioneer in integrating and visualizing data using tools like Tableau, Microsoft BI, and Google Data Studio. They specialize in working with sophisticated and disparate data sets to provide our clients with a single source, automated dashboard.

About Futurety

Futurety aggregates and visualizes your customer data into platforms like Microsoft BI, Tableau, and Google Data Studio to help you use data to make decisions. Our team of data scientists and digital marketing experts have the skills, passion, and knowledge to help you run the smartest most efficient marketing campaigns possible. We also bring a strategic business approach to all our engagements, ensuring your data and marketing programs drive real results. Our sister company, Futurety Digital, provides data-driven Search Engine Optimization (SEO), Pay-per-click advertising, and paid social media advertising to regulated and complex industries including healthcare, hospitals, pharma, medical devices, high education, government, eCommerce, and retail.

Resources in this episode

• Find and connect with Bill on LinkedIn
• Visit Futurety
• Explore Huckle Insights

Have a seat, pour a drink, light up a cigar, and enjoy our 2nd in-person episode with another friend and colleague Nick Massaro, Sales Effectiveness Consultant at Membrain. We recorded this podcast at a local cigar lounge in Columbus, Ohio and Nick graciously allowed us to use his recording equipment.

Does this sound familiar? You've been told to just rely on the product you're selling or the market you're selling to, but it only gets you so far. The pain of feeling stuck in a sales process that doesn't fully work for you. It's time to rethink your approach to sales success and enhance your effectiveness. Let's dive into the impact of sales training on career success and achieve improved client interactions and sales success together.

Nick is a seasoned sales professional at Membrain and boasts over ten years of hands-on experience in the sales industry. Having started his career as a life insurance salesperson for Northwestern Mutual, Nick has extensive expertise in various sales roles using multiple channels to connect with his prospects and customers. With a strong commitment to personal and professional development, Nick's insights into the impact of sales training on career success are backed by a solid track record and a deep understanding of the sales industry. His passion for sales and dedication to honing his craft make him an invaluable guest, offering a unique perspective from the front line that will resonate with professionals seeking to enhance their sales acumen.

Key highlights in this episode

• Learn how preparing for sales meetings can improve your conversion rates.
• The positive impact of sales training.
• Tailoring your sales approach to your buyers.

You have to be worthy of that trust. You have to put in the hard work to understand your identity, live that, and show up for that customer. - Nick Massaro

About Nick Massaro and Membrain

With over a decade of front-line SaaS sales and sales leadership experience, Nick is currently immersed in Membrain’s mission to elevate the sales profession. To him, that means helping his partners and clients challenge the mainstream sales tech/tactics to improve the performance of their revenue teams in pursuit of their growth goals. Aside from his lovely wife Sarah, his yellow lab Archie, his faith, family, a steak sizzling over hot coals, and an ice-cold bottle of beer, nothing gives Nick more joy and fulfillment than transforming sales concepts into meaningful results through application and practice.

Membrain is committed to elevating the sales profession. They do this with the top B2B CRM in the world, a network of amazing partners, and a commitment to service, leadership, and wayfinding (aka...sales.)

Resources in this episode

• Find Nick on LinkedIn
• Visit Membrain to explore the groundbreaking sales enablement tool designed to elevate sales performance and effectiveness.

Have a seat, pour a drink, light up a cigar, and enjoy this episode with our friend and colleague Paul Fuller, Chief Revenue Officer of Membrain. We recorded this podcast in person at a local cigar lounge in Columbus, Ohio, and is part one of a two-part series recorded that evening.

Have you ever thought about how a simple shift in mindset can transform your team's performance? Paul talks about how he had to rethink revenue by adopting a partnership revenue strategy. Membrain doesn’t just have a partner program, they have adopted a full partnership growth strategy where everyone in the company is aligned to their partners’ success.

Paul is known for his 21 years of sales expertise. As the Chief Revenue Officer of Membrain, he brings a wealth of knowledge in driving revenue and transforming sales teams with technology. With a strong foundation in software sales and entrepreneurship, Paul's insights and experience make him an invaluable resource for sales leaders and managers aiming to enhance their team's performance and effectiveness. As the host of the podcast "The Art and Science of Complex Sales," Paul's dedication to exploring the latest sales methodologies and tools perfectly aligns with the episode's focus on rethinking revenue and leveraging technology and partnerships to elevate sales tactics. His passion for empowering sales professionals and commitment to implementing impactful strategies make him a compelling guest for this episode.

Key highlights in this episode

• Discover innovative strategies for rethinking revenue growth and achieving higher sales performance.
• Explore the key to building effective partnerships in sales that drive revenue and enhance team collaboration.
• Overcome common leadership challenges in sales organizations and lead your team to greater success.

I think that's the start. It's certainly about looking in the mirror and being honest with yourself. - Paul Fuller

About Paul Fuller and Membrain

Paul is excited to be able to help others maximize their gifts by using his. In business, this comes in the form of entrepreneurship, sales, marketing, operations, and problem-solving. As one of the original pioneers in the Sales as a Service space, he learned quickly that elevating others to their desired potential is one of the critical success components for any growth organization.

Membrain is committed to elevating the sales profession. They do this with the top B2B CRM in the world, a network of amazing partners, and a commitment to service, leadership, and wayfinding (aka...sales.)

Resources in this episode

• Find Paul on LinkedIn
• Check out the Art and Science of Complex Sales podcast for in-depth discussions on sales strategies and leadership insights.
• Visit Membrain to explore the groundbreaking sales enablement tool designed to elevate sales performance and effectiveness.

Discover the surprising truth about customer retention and revenue growth that most business leaders overlook. This insightful conversation with a post-sales expert will challenge your perspective and leave you pondering new possibilities for your business. The pressure to constantly chase new leads and neglect the potential of your current customers can lead to missed revenue opportunities and hinder sustainable growth. It's time to rethink your strategy and focus on nurturing and retaining your existing customers for long-term success.

My special guest is Anita Toth. Anita is an expert in customer retention, with a knack for delving into the psychology of customer behavior. With a background in academic research and a successful stint in the marketing world, Anita brings a unique blend of analytical depth and practical business acumen to the table. Her passion for understanding what drives people and her commitment to helping businesses tap into the potential of their current customer base make her insights invaluable for today's entrepreneurs and business leaders. Anita's journey from academia to marketing and now customer retention is a testament to her unwavering curiosity and dedication to finding innovative solutions to age-old business challenges.

So the greatest tension seems to be between short-term looking at quarters versus long-term. Marketing and sales are a lot like dating. Post-sales is more like marriage; you’re in it for the long term. Very different approaches. - Anita Toth

Mastering Strategies for Improving Customer Retention An effective customer retention strategy is paramount for sustainable business growth. Anita emphasizes how understanding client psychology plays a key role in improving customer retention. Tailoring experiences, based on customer emotions and behaviors, help in formulating strategies that resonate with clients, fostering a long-lasting relationship and consequently, enhancing client retention.

Key highlights in this episode:

• Improving customer retention - Learn how to keep your customers returning for more while boosting the bottom line.
• Post-Sale customer engagement - Discover the untapped potential of engaging with customers after the sale.
• Customer feedback for growth - Find out how to turn customer feedback into a powerful tool for moving your business forward.
• All about alignment - Explore the benefits of collaborative teamwork across departments to achieve sustainable revenue growth.

About Anita Toth and ATI

Anita is on a mission to guide small to mid-market B2B SaaS companies to discover the hidden revenues in their customer base. Anita sees SaaS companies obsessing over new revenue growth, thinking it will solve their shrinking market share, cash flow issues, and to please their investors. That's the old way. The new way is to dig deep into your customer base to uncover competitive advantages to fuel market growth, discover the root causes of churn to slow down how quickly customers leave, and to uncover what makes amazing customers so you can create more of them.

Her company, ATI, uses the CUSTOMER RETENTION 360 system to leverage scientific research to pinpoint hidden revenue opportunities, enhancing revenue and market share by understanding customer behavior and feedback. With this data, the ATI team crafts targeted strategies to boost Customer Lifetime Value and expand contract sizes, directly reducing churn and strengthening customer relationships.

Resources in this episode

• Find Anita on LinkedIn
• Check out ATI

Trying to drive change in your business can be frustrating, especially if you aren’t seeing the desired results. Get ready to uncover the secret to enrolling your teams in the organizational vision that will transform how you lead.

This week’s guest is Sean Lockwood, CEO of TouchMath. Sean shares his journey from transforming a legacy catalog business to a thriving educational technology company. TouchMath provides specialized math programs for students with special education needs. His story is a testament to the power of genuine passion and unwavering dedication to making a meaningful difference in the educational market. His motivation stemmed from a deep-rooted understanding of the challenges faced by special education students. Sean's commitment to creating a positive impact on students, teachers, and families has been the catalyst for TouchMath's remarkable growth.

Be willing to walk away from all the KPIs you used to run your business with and search hard for the new one that will drive it. – Sean Lockwood

Uncover the Key to Adaptability When plans fail to deliver expected results, adaptability to new strategies becomes crucial. Sean reinforces how important it is to be willing to pivot when necessary. Recognizing the need for change and swiftly shifting directions aligns teams with the right path, thus driving successful business growth.

Explore the Social Responsibility Approach Social responsibility is emerging as an essential aspect of business. Sean exemplifies this through his efforts to raise awareness about dyscalculia through TouchMath. By providing resources for those struggling with this learning disorder, businesses like TouchMath demonstrate a commitment to inclusivity, empathy and social responsibility, contributing to a positive social impact.

About Sean Lockwood

Sean has over 20 years of professional experience in leadership, sales management, strategic marketing, and business development in the publishing, curriculum, and education industry. Before joining TouchMath, Sean was Senior Vice President and General Manager of Junior Library Guild, a provider of curation services to K-12 schools and public libraries throughout North America. Prior to that role, Sean was the Vice President of Sales for World Book, Inc., a provider of non-fiction reference products to schools, libraries, and consumers, as well as a Director of New Business Development at Time, Inc., a global media company, where he focused on developing and growing the QSP school and student fundraising platform.

About TouchMath

For nearly 50 years, TouchMath has been the go-to learning solution for educators around the world. Our multi-sensory approach to mathematics meets students where they are in their math journey and helps them develop new concrete, representational, and abstract skills.

“TouchMath is set up one easy step at a time so that all children have a chance to succeed. The average child will feel like they are playing games and think math is easy. A remedial student will have the problems corrected easily and quickly.” — Janet Bullock, Founder of TouchMath

Resources in this episode:

• Find Sean on LinkedIn
• TouchMath
• Dyscalculia free screener

Are you ready for a surprising twist? Our guest, Bradley Gamble, co-founder and CEO of The Selling Factory, has discovered a groundbreaking way to help college students build professional networks, and it's changing the game for both students and businesses. But that's not all—Brad's unconventional sales strategies and insights into rethinking revenue are reshaping the industry. What's the surprising connection between college networking and business success? Stay tuned to find out and join Brad's journey of impact and innovation.

Professionals really want to help the next generation. They take pride in that. That's a lot of value that they get. - Brad Gamble

With a focus on nurturing the next generation of sales professionals, Brad has led a workforce of 1000+ college students to excel in fractional sales development representative (SDR) and sales support roles. Based in Gainesville, Florida, his extensive experience and forward-thinking approach have empowered businesses across the globe to achieve profitable growth. Brad's in-depth understanding of the evolving sales landscape and his commitment to driving impactful change make him a valuable resource for entrepreneurial leaders seeking innovative revenue strategies.

Mastering Sales Industry Evolution

Adapting to changes within the sales industry is crucial to maintain relevancy and effectiveness. As the traditional SDR model evolves, it's wise to reassess and align business strategies accordingly. Remember, focusing on specialized support during the initial stages of the sales process can yield more targeted and fruitful outcomes.

In this episode you’ll hear:

• Mastering the evolution of sales industry training is crucial for staying ahead of the revenue game.
• Uncover the high-margin products that can elevate your business to new heights of profitability.
• Embrace the next generation of workers to transform your company's success and adapt to the future.
• Implement actionable networking strategies to unlock valuable opportunities for college students.

About The Selling Factory

The Selling Factory is an outsourced sales solution that hires college students from elite universities to increase leads, sales, and business opportunities for companies. Our team is ready to launch and maintain sales campaigns, saving customers time and hassle.

About Bradley Gamble

When he was in college, he got a part-time job cold-calling businesses to sell them natural gas. It was hard. Little did he know how much that sales job would change the trajectory of his life. It turned into a successful 15-year career at that company. He went from Sales Rep, to Sales Manager, to VP of Sales & Marketing. Over that span, they grew the company to 125,000 customers and $600 million in annual revenue. In 2014, he hit a wall and burned out. He spent 2 years working with startup companies in Gainesville, FL. He consulted, did some fractional sales, but more than anything….he networked like crazy. In 2016, he had a lightbulb moment. What if he launched a company that supported the sales growth of startups by employing college students as an outsourced sales support team? They launched The Selling Factory in October 2016.

Resources in this episode

• The Selling Factory
• Actionable Networking
• Find Brad on LinkedIn