In this episode of the Startup Selling Podcast, I interviewed Greg Accardo.

With over 20 years of business and sales experience, Greg serves as the Director of the LSU Professional Sales Institute. Since 2015, he has been in the Department of Marketing conducting extensive work developing and executing strategy, acting as the industry liaison, chief fundraiser, managing budgets, overseeing internships and placements, overseeing & coaching the university sales team and sales competitions, job fares, and other PSI events.

Greg teaches two sections of undergraduate classes for Professional Sales and Sales Practicum. He also teaches Advanced Professional Sales and Negotiation Tactics & Strategies for LSU Executive Education. 

He successfully launched a CRM education program in partnership with HubSpot for all current and future LSU PSI students.

Some of the topics that we discussed in this episode are:

• The evolution of sales as an academic pursuit. 
• The evolution of inside sales and how it went from telemarketing to a true sales position. 
• The development and science of marketing and how it has augmented the evolution of sales.
• The percentage of business majors coming out of college to focus on sales as their first job.
• National and International sales competitions occurring across the country.
• How you as an employer can be involved in these sales competitions as a judge, sponsor, etc.

Link & Resources:

Greg on LinkedIn: https://www.linkedin.com/in/greg-accardo/

LSU Professional Sales Institute: https://www.lsu.edu/business/psi/index.php

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In this episode of the Startup Selling Podcast, I interviewed Jeroen Corthout.

Jeroen is the co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and SaaS companies.

Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to manage the leads for their software company in an easier way. They didn't like to keep track of them manually and built Salesflare, which pulls customer data together automatically.

It's now the most popular CRM on Product Hunt and top-rated on review platforms like G2 for its ease of use and automation features.

Some of the topics that we discussed in this episode are:

• Jeroen’s background story.
• How do you think about a CRM that you own and use?
• How do you follow up with leads and customers?
• How do you bridge gaps?
• How to make your leads feel as if they’re the only person you’re talking to?
• Proper account mapping and adopting the outreach/communication with your sales leads based on individual situations.
• What are some nudges for follow-ups?
• How do you get thoughtful with your follow-ups and establishing the links between accounts and people at the accounts you are targeting?

Link & Resources:

Salesflare website: salesflare.com

Jeroen's LinkedIn: www.linkedin.com/in/jeroencorthout

Jeroen's podcast, Founder Coffee: foundercoffee.salesflare.com

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In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.

Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.

Some of the topics that we discussed in this episode are:

• Tommy Boy the movie and ways to set up the distinction between Authenticity and Transparency. 
• Todd’s book – The Transparency Sale.
• The importance and techniques to disarm your prospects using The Transparency Sale method.
• Ways to be truthful when it comes to measuring ourselves.
• The Result’s Formula – It looks at four specific KPIs that if you’re moving in the right direction, larger changes and growth will occur in your sales or company.
• Prospecting and the importance of adding value.
• The importance of focusing and doing firmographics studies

Link & Resources:

Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi

Todd Caponi on Twitter: twitter.com/tcaponi

The Transparency Sale: www.transparencysale.com

Book: The Transparency Sale: amzn.to/2BxenrF

Media Kit for more information: www.transparencysale.com/mediakit

Five Great Rules of Selling by Percy H Whiting: amzn.to/2XHRo5Y

Listen & subscribe to The Startup Selling Show here:

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Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

In this episode of the Startup Selling Podcast, I interviewed Steve Benson.

Steve is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, he joined Google, where he became Google Enterprise's Top Sales Executive globally in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful by optimizing their routes and schedules to save time and be on time so they can sell more. 

He hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. He is also the President of the Sales Hall of Fame.  

Some of the topics that we discussed in this episode are:

• Steve’s process of getting on to podcasts and shows.
• How to think through the process of ‘outside sales’.
• How do you make adjustments in a world where you can’t go out and sell?
• How to leverage your Product Champion in ways that you’re not doing but you should be doing?
• How to think through and how to build an account map?
• How to think about motivation as a Sales Leader or CEO?
• What should you be doing as a Sales Leader to keep your reps sharper?
• Why you should not be discounting your price.
• How to shift the structure of compensation plans for your sales team. 

Link & Resources:

Outside Sales Talk Podcast: www.outsidesalestalk.com

Badger Maps for Field Sales: www.badgermapping.com

Steve Benson on LinkedIn: www.linkedin.com/in/stevenbenson

Sales Hall of Fame: www.badgermapping.com/sales-hall-of-fame

Listen & subscribe to The Startup Selling Show here:

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Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.