Get More At Bats Podcast
Welcome to ”Get More At Bats,” the podcast for entrepreneurs and business leaders looking to grow their companies and achieve success. Our expert guests will share their insights on everything from marketing and branding to financial planning and team building. Whether you’re a seasoned CEO or just starting out, we’ll provide practical advice and actionable strategies to help you take your business to the next level. Join us as we break down the complexities of the business world and provide the blueprint for success.
Episodes
2 days ago
2 days ago
About the Hosts:
Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.
Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.
About the Guest(s):
Garren Parkins is the founder and CEO of Deskrig, a virtual sales enablement platform. With years of experience in virtual sales roles, Garren has developed expertise in using the power of video to effectively execute virtual sales strategies. He has helped numerous sales professionals improve their video presence and leverage video to enhance their prospecting efforts.
Summary:
In this episode, Amar Sheth and Jamie Shanks interview Garren Parkins, the founder and CEO of Deskrig, about the power of video in sales prospecting. Garren shares his insights on why people are apprehensive about appearing on video and how to overcome this fear. He emphasizes the importance of both the content and presentation of videos and provides practical tips for improving video presence. Garren also shares his personal testimony of how video transformed his own sales career and helped him secure deals with global companies. The episode concludes with a discussion on the hardware and software tools necessary for successful video presentations.
Key Takeaways:
Many people are apprehensive about appearing on video due to a fear of seeing themselves recorded and a lack of experience in recording. Overcoming this fear requires practice and a shift in mindset.
The way you present yourself on video is crucial. Emulating the production quality and camera angles of professional videos can help create a more engaging and authentic presence.
The content of your videos should focus on providing value and sharing your unique perspective. Even basic knowledge can be valuable to someone who knows nothing about a particular topic.
Garren's personal testimony demonstrates the transformative power of video in sales. By improving his video presence, he was able to overcome initial gatekeeper barriers and secure deals with global companies.
Investing in the right hardware, such as a teleprompter, camera mount, and microphone, can significantly enhance the quality of video presentations. Additionally, exploring software options like
Connect with Jamie, Amar, and Garren Parkins
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Garren Parkins: https://www.linkedin.com/in/garrenparkins/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Thursday Apr 25, 2024
Thursday Apr 25, 2024
About the Hosts:
Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.
Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.
About the Guest(s):
Simon Deschênes is the CEO of Oux B2B, a multi-channel prospecting agency that specializes in B2B marketing and lead generation. With a focus on serving small and medium-sized B2B companies in industries such as manufacturing, professional services, distribution, and technology, Simon helps his clients open new markets and expand their reach. As a seasoned expert in B2B marketing, Simon understands the challenges of reaching and engaging potential customers in today's digital landscape.
Summary:
In this episode of the "Get More at Bats" podcast, Jamie Shanks and his business partner Amar welcome Simon Deschênes as their special guest. The discussion revolves around the challenges of opening doors in the current market and the importance of founders and CEOs becoming brand ambassadors to drive lead flow. Simon shares insights on how small to medium-sized companies can leverage their founders' industry knowledge and contacts to establish a strong online presence and engage with potential customers. The conversation also touches on the role of LinkedIn in building credibility and the common mistakes founders make when trying to become social sellers.
Key Takeaways:
Founders and CEOs should embrace the role of brand ambassadors and leverage their industry knowledge and contacts to open doors and engage with potential customers.
Building a strong online presence, particularly on LinkedIn, is crucial for establishing credibility and attracting prospects. Consistency and regular posting are key to gaining visibility on the platform.
It is important for founders to avoid rushing the engagement process and focus on building relationships rather than pushing for immediate sales. Taking the time to research and personalize outreach efforts can yield better results.
Founders should seek external help, such as content creation and strategy support, to ensure they can maintain a consistent presence and engage effectively with their target audience.
The LinkedIn algorithm takes time to recognize and reward consistent engagement. It may take three to six months of regular posting and engagement to see significant results.
Connect with Jamie, Amar and Simon
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Simon Deschênes: https://www.linkedin.com/in/simondeschenes/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Apr 03, 2024
EPISODE 37 - The Future of Prospecting: Empowering Account Executives
Wednesday Apr 03, 2024
Wednesday Apr 03, 2024
About the Guest(s):
Tracy Linne is a fractional sales leader and the founder of Revenue Motions. With a focus on building sales organizations for early-stage companies, Tracy has successfully built twelve startup teams and helps other similar-sized companies do the same. She believes that building a successful sales team is a people-based endeavor and emphasizes the importance of paying attention to team dynamics and relationships. Tracy brings her expertise in sales leadership and team building to help companies navigate the challenges of prospecting and building a healthy pipeline.
Summary:
In this episode, Jamie interviews Tracy Linne, a fractional sales leader and founder of Revenue Motions, about the challenges faced by account executives in the changing sales landscape. Tracy emphasizes the importance of reinvigorating the prospecting muscle in sales teams and suggests practical steps to achieve this, including leveraging top performers, gaining executive support, and implementing daily virtual stand-ups. Tracy's insights shed light on the need for a buyer-first approach and the role of communication in successful sales organizations. Tune in to learn how to empower account executives and drive commercial success.
Key Takeaways:
Building a successful sales team requires attention to team dynamics and relationships, as it is a people-based endeavor.
In a buyer-first world, account executives need to take ownership of the entire sales cycle and establish meaningful connections with buyers.
Account executives have a responsibility to manage up and communicate the challenges they face to the sales leadership and executive team.
To reinvigorate the prospecting muscle in teammates, leverage the expertise of top performers and compensate them to help train and guide others.
Implement daily virtual stand-ups to facilitate peer learning, share stories from the field, and iterate on prospecting techniques.
Connect with Jamie and Tracy Linne
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Tracy Linne: https://www.linkedin.com/in/tracy-linne/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Mar 20, 2024
Wednesday Mar 20, 2024
About the Guest(s):
Ricky is the founder of Pointer Strategy, a company based in Australia that helps businesses succeed with their sales teams by providing hiring and training services. With a focus on sales professionals, Ricky and his team assist companies in hiring and training salespeople, as well as outsourcing sales positions. They specialize in top-of-funnel activities but also cover other sales positions.
Summary:
In this episode of Get More at Bats, Jamie Shanks interviews Ricky Pearl, a sales expert from Australia. They discuss the challenges faced by founder-led sales organizations and scaled organizations when it comes to hiring and training sales professionals. Ricky provides insights and recommendations for both scenarios, highlighting the importance of effective management and expertise in the sales process. He also discusses the shift in buyer behavior and the need for companies to adapt their sales strategies accordingly. The conversation touches on topics such as the role of SDRs, the SDR-AE handoff model, and the use of deal rooms in sales processes.
Key Takeaways:
Founder-led sales organizations often struggle with hiring and training junior SDRs, leading to wasted time and money. Proper onboarding and management are crucial to ensure success in this role.
Scaled organizations face challenges in managing SDRs and full-cycle reps. SDRs require skilled management and tactics to engage with senior decision-makers effectively.
The SDR-AE handoff model is not dead but requires a more strategic approach. SDRs should focus on educating the market and collaborating with buyers, while AEs should be involved in prospecting and self-sourcing pipelines.
Deal rooms, digital ecosystems where buyers and sellers can collaborate, are becoming popular tools in sales. They allow for better control of the sales process and provide insights into buyer engagement.
Connect with Jamie and Ricky
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Ricky Pearl: https://www.linkedin.com/in/rickypearl/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Mar 13, 2024
EPISODE 35 - Resurgence of Relationship Selling in a Transactional Sales World
Wednesday Mar 13, 2024
Wednesday Mar 13, 2024
About the Guest(s):
Dean DeLisle is a Chief Revenue Officer (CRO) at a global company and the author of the book "Street Guide to Digital Business Influence." With extensive experience in sales and business development, Dean is an expert in leveraging digital tools and social media to build relationships and drive sales. He emphasizes the importance of authentic and genuine communication in the sales process, focusing on understanding the needs and interests of potential customers. Dean's expertise lies in relationship scoring, network mapping, and using social media to create a presence and connect with key decision-makers.
Summary:
In this episode of Get More at Bats, Jamie Shanks and Amar Sheth discuss the resurgence of a sales cycle motion that looks pre-Aaron Ross's predictable revenue. They highlight the shift from relationship selling to a more transactional approach and the negative impact it has on building genuine connections with potential customers. Dean DeLisle joins the conversation and shares his insights on social selling and the importance of humanizing the sales process. The episode emphasizes the need for sellers to focus on building relationships and understanding the needs of their prospects.
Key Takeaways:
The resurgence of a sales cycle motion that predates predictable revenue has led to a shift toward transactional selling.
Sellers often rely on data and tools to make assumptions about prospects' interests, leading to disingenuous communication.
Building relationships and understanding prospects' needs is paramount in the sales process.
Network mapping and referral mapping can help sellers identify key decision-makers and build connections within target companies.
Leveraging social media and creating a presence can help establish authenticity and connect with potential customers.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Dean Delisle: https://www.linkedin.com/in/deandelisle
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Mar 06, 2024
EPISODE 34 - Importance of Visualizing Your Total Addressable Market
Wednesday Mar 06, 2024
Wednesday Mar 06, 2024
About the Guest(s):
Amar and Jamie are the hosts of the "Get More at Bats" podcast.
Amar is an experienced sales professional with expertise in demand generation.
Jamie is a sales strategist and consultant with a focus on enterprise account management.
Summary:
In this episode of the "Get More at Bats" podcast, hosts Amar and Jamie discuss the challenges faced by enterprise account executives in a market where constant job changes are becoming the norm. They share insights on the importance of visualizing the total addressable market (TAM) and understanding the various business units within an account. Using examples and analogies, they emphasize the need for account executives to expand their view beyond individual contacts and focus on driving momentum in the accounts they manage.
Key Takeaways:
A significant number of contacts within target accounts may have already left their jobs, highlighting the need for account executives to broaden their focus beyond individual contacts.
Enterprise account executives should visualize the total addressable market and understand the various business units and decision-making entities within an account.
The concept of parked, reverse, neutral, and drive accounts helps account executives assess the level of engagement and momentum within their accounts.
Expanding relationships within an account can lead to increased revenue and growth opportunities.
Understanding the different divisions and geographies within an account is crucial for effective account management.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Feb 28, 2024
EPISODE 33 - The Importance of Self-Generating Pipeline: Account-Based Sellers
Wednesday Feb 28, 2024
Wednesday Feb 28, 2024
Summary:
In this episode of the "Get More at Bats" podcast, host Jamie and Amar discuss the importance of a self-generating pipeline for account-based sellers. They share a story about a former student who realized that despite receiving training on managing the sales cycle, they were not taught how actually to get to the sales cycle. The hosts emphasize that many account-based sellers have become reliant on SDRs, BDRs, and marketing teams to do their prospecting for them, leaving them out of touch with the prospecting process. They highlight the fact that 70% of an account-based seller's pipeline needs to be self-generated, even with support from marketing and other teams. Jamie and Amar stress the significance of mastering the zero-to-one journey of prospecting, as it is the foundation for the entire sales process.
Key Takeaways:
Account-based sellers often focus on managing the sales cycle but neglect the importance of prospecting and generating their own pipeline.
Many account-based sellers have become reliant on SDRs, BDRs, and marketing teams for prospecting, leaving them out of touch with the prospecting process.
70% of an account-based seller's pipeline needs to be self-generated, despite support from other teams.
The zero-to-one journey of prospecting is crucial for account-based sellers, as it sets the foundation for the entire sales process.
Account-based sellers need to prioritize learning how to consistently prospect and open doors to create opportunities.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Thursday Feb 22, 2024
EPISODE 32 - The Prospecting Club Revolutionizing Account-Based Selling
Thursday Feb 22, 2024
Thursday Feb 22, 2024
Summary:
In this episode of the "Get More at Bats" podcast, hosts Amar Sheth and Jamie Shanks introduce their new idea of a prospecting club. They discuss the lack of systematic prospecting processes for account-based sellers and the importance of learning from peers in the sales industry. They also emphasize the need for constant accountability in prospecting and how the prospecting club can provide that. The hosts highlight the benefits of the club, including the opportunity to crowdsource data and techniques, and the ability to generate a consistent pipeline. They conclude by mentioning that the prospecting club is currently in beta and will be officially launched soon.
Key Takeaways:
The prospecting club is designed specifically for account-based sellers and aims to provide a systematic and regimented approach to prospecting.
Learning from peers in the sales industry is valuable and can provide new insights, tools, and techniques that may not have been considered before.
The prospecting club offers quarterly accountability, helping account-based sellers maintain consistency in their prospecting efforts.
The club follows the spear selling methodology, which focuses on helping account-based sellers go from cold to opening doors in target accounts.
The prospecting club is a valuable resource for account-based sellers, especially in uncertain economic times, as prospecting skills will always be in demand.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Feb 14, 2024
EPISODE 31 - Work Solo, Not Alone: The Lost Art of Accountability in Sales
Wednesday Feb 14, 2024
Wednesday Feb 14, 2024
Summary:
In this episode of the Get More at Bats podcast, Jamie Shanks and Amar Sheth discuss the importance of accountability in sales, specifically when it comes to prospecting. They highlight the challenges faced by salespeople in mid-market to enterprise deal sizes and the impact of automation on accountability. The hosts also explore the differences between older and younger salespeople in terms of prospecting methods and effectiveness. They emphasize the need for a systematic approach to prospecting and the role of sales leaders in creating accountability within their teams. The episode concludes with a discussion on the measurement of leading indicators and the importance of focusing on controllable actions rather than outcomes.
Key Takeaways:
"Work solo, not alone": The slogan "work solo, not alone" emphasizes the importance of individual accountability in sales. Salespeople need to take ownership of their actions and decisions, while sales leaders need to create a culture of accountability within their teams.
Systematization in sales: While there is a systematic approach to selling, there is often a lack of systematization when it comes to prospecting. Sales leaders need to provide their teams with a clear process and tools for effective prospecting.
Older vs. younger salespeople: Older salespeople often have an advantage in prospecting due to their experience and business acumen. Younger salespeople may rely more on system support and automation, which can hinder their prospecting effectiveness.
Leading indicators: Sales leaders should focus on leading indicators, such as daily prospecting activities, rather than lagging indicators like pipeline coverage. By measuring and holding salespeople accountable for controllable actions, better results can be achieved.
The importance of a process: Sales leaders need to provide their teams with a clear process for prospecting. Without a system or plan, salespeople may struggle to effectively prospect and achieve their targets.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
Wednesday Feb 07, 2024
EPISODE 30 - The Future of Prospecting: Insights from a Sales Kickoff
Wednesday Feb 07, 2024
Wednesday Feb 07, 2024
Summary:
In this episode of the "Get More at Bats" podcast, hosts Jamie and Amar discuss the challenges and importance of effective prospecting in the current market. They share insights from a recent sales kickoff for a global enterprise software company, where they discovered that even large companies struggle with prospecting. They emphasize the need for Account Executives (AEs) to take responsibility for prospecting and highlight the shift from focusing on deliverables to commercial growth. Jamie and Amar also introduce the concept of two prospecting engines: outbound and inbound. They address the common belief that prospecting is beneath AEs and emphasize the necessity of prospecting for revenue growth.
Key Takeaways:
Companies are reevaluating their tech stacks and cutting expenses, leading to a greater emphasis on pipeline creation.
Many AEs are not trained or equipped to effectively prospect, despite their expertise in sales methodologies.
The traditional B2B sales model with separate roles for BDRs, SDRs, AEs, and pre-sales consultants is becoming outdated.
AEs need to develop a prospecting muscle and understand that their primary responsibility is to bring in new business.
The shift from focusing on deliverables to commercial growth requires AEs to prospect within existing customer accounts.
Connect with Jamie and Amar
Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/