Workshop 1: Targeting Ideal Customer Profiles (ICPs)

enNovember 14, 2023

Stories Worth Sharing by SalesHERO

About this Episode

ACCESS THE FULL WORKSHOP - www.contentquality.co.uk/blog

To kick us off on our road trip around the sales process we think it makes sense to start by focusing on where all business begins and ends; the customer. With that as our starting point, our first workshop offers a step-by-step guide to crafting the ideal customer profile. The magic lies in its customizability, and if applied correctly should guarantee results in relatively short time scales

Best of all it's completely FREE so please feel free to share!

This workshop is intended to be useful to as many different types of industries as possible if there's any steps you feel aren't relevant to your job simply skip them and move on to the next.

Recent Episodes from Stories Worth Sharing by SalesHERO

Workshop 1: Targeting Ideal Customer Profiles (ICPs)

ACCESS THE FULL WORKSHOP - www.contentquality.co.uk/blog

Best of all it's completely FREE so please feel free to share!

This workshop is intended to be useful to as many different types of industries as possible if there's any steps you feel aren't relevant to your job simply skip them and move on to the next.

Stories Worth Sharing by SalesHERO

enNovember 14, 2023

ideal customer profiles

EP#12 - Sales Mastery with Erwan Drouet

In the 12th and final episode of the Stories Worth Sharing series the SalesHERO Podcast welcomes special guest Erwan Drouet to share with us his insights and tell us all about his Sales Mastery Method (salesmasterymethod.com)

Join Charlie and Jeroen as they hear from Erwan on everything from prospecting, lead generation and personal branding to his own take on our 3 essential questions of what has and hasn't changed in sales and what's scary/exciting about what's to come.

Our series finale is not only a celebration of the first 11 episodes but hopefully a valuable source of inspiration listeners can apply in their day-to-day sales.

Watch this space as Jeroen and I will no doubt return for another series of StoriesWorthSharing over the coming months, what shape it will take and which delicious guests it will feature is still yet to be decided to stay tuned!

In the meantime be sure to check out Episode 12 and all our other SalesHERO content to help you stay a motivated and effective SalesHERO for your business!

Content Quality 2023

Stories Worth Sharing by SalesHERO

enMay 04, 2023

EP#11 - with Caroline Woussen-Franczia

Hold on tight Sales Heroes - Episode 11 of our Stories Worth Sharing series is about to blow your socks off! We're thrilled to introduce our first sales heroine, Caroline Woussen-Franczia.

Not only has Caroline climbed the ranks in some of the top tech companies, but she's also launched her own consulting firm, penned a book for startup CEOs, and has another one in the works. Talk about a boss lady!

Join myself and Jeroen as we pick Caroline's brilliant brain on the current state of sales and where the future is headed. With experience at Oracle, Mentor Graphic, BMC, Sprinklr, and Datadog, she's definitely got some insights that anyone involved in the tech space would value.

Like, comment and please share with like-minded sales warriors!

Sales HERO 2023

Stories Worth Sharing by SalesHERO

enApril 03, 2023

EP#10 - Sales Automation with Jan Ullmann

Episode 10 finds Jeroen and I speaking with Jan Ullman of Citrix specifically about which types of sales activities and tools are the most useful today in the world of tech sales. Join us as we cover everything from the modern day novelty of cold calling, the merging of sales and marketing technologies and the hottest topic of the moment Chat AI.

Jeroen and I had the pleasure of working with Jan back at PTC and since then he has gone to not only further his own skills in inside sales but now leads his own team as Director of Renewals at Citrix.

With only a couple of episodes to go on #StoriesWorthSharing once again we wanted to thank everyone for their enormous support and input on everything that has been covered. As Jeroen and I plan the next installment of the SalesHERO podcast we welcome all suggestions for both topics and of course guests you would like to hear us speak with.

We still have to take a closer look at negotiation, closing and customer success so please watch this space and be sure to subscribe to the Content Quality blog if you've not already.

Stories Worth Sharing by SalesHERO

enMarch 13, 2023

EP#09 - Pitching To Clients with Jefferson Lebourg and Jeroen Buijs

CALLING ALL SALES HEROES! Episode 9 of the SalesHERO Podcast finds us continuing with our #StoriesWorthSharing series where we are delighted to welcome back on to the show Jefferson Lebourg of Twilio and of course a salesleader who needs no introduction, the mighty Jeroen Buijs!

This time we take a deep dive on the elusive yet essential art that is pitching to clients and progressing the deal. From setting agendas that deliver results to knowing what to do when someone on the client side throws a curveball during a pitch.

In a post pandemic world of heightened competition and uncertain economic times ahead, the need to maximise every client contact and stand out from the crowd has never been greater.

Coupled with increased budget scrutiny, privacy /security concerns and economic buyers evolving into multilayered committees it's no surprise closing deals today depends on successfully managing a series of unpredictable meetings.

If any of the above is something you run into then Episode 9 is a must-listen!

A big thank you to Jefferson and Jeroen for taking part in this episode, looking forward to recording in person as soon as possible!

Stories Worth Sharing by SalesHERO

enFebruary 13, 2023

EP#08 - Maximising CRM with Rasmus Thomsen

In the eighth episode of our Stories Worth Sharing series we are delighted to welcome Rasmus Thomsen of Sprinklr to come and share his insights on everything from the power of using CRM to support your sales ecosystem to his own humble beginnings working in Procurement.

Rasmus and I took a deep dive into which changes are having the most impact in B2B sales today, what's not changed and what both excites and terrifies us about what's to come.

As we reach the final quarter of the limited podcast series, we would just like to take a moment to thank you all for your feedback. Hearing that any of this actually resonates with our audience means a lot! Keep the comments coming and if you've got any queries or suggestions let us know via the blog or feel free to message us all directly here on LinkedIn.

Until next time, stay busy, stay motivated and remain positive and you'll be a sales hero for your business!

Stories Worth Sharing by SalesHERO

enFebruary 06, 2023

EP#07 - Key Account Management with Marcus San Pedro

Calling all SALESHEROES, this week we bring you Episode 7 of our #StoriesWorthSharing series and we are delighted to welcome Marcus San Pedro of Google on to the podcast to discuss Key Account Management.

As someone who has spent the last decade managing some of the largest brands in the world, it was great to get Marcus' insight on which elements of sales basics and account management he's found the most valuable during his tenure at Google.

During our chat we cover the biggest changes witnessed over the last 10 years and also everything that's not changed before finishing up with what excites / scares us the most about the future of B2B sales.

Please keep sending us your feedback, like and share and if you REALLY want to show some love, leave us a review on whichever platform you get your podcasts!

Watch this space as in the coming weeks we will be hearing from Rasmus Thomsen of Sprinkler and we'll also welcome back both Jefferson Lebourg and Jeroen Buijs to take a closer look at the later stages of the sales process.

With five more episodes to come, we still have a lot to cover!

Content Quality 2023

Stories Worth Sharing by SalesHERO

enJanuary 30, 2023

EP#06 - Selling in EMEA with Jeroen Buijs

As we reach the halfway point in our Stories Worth Sharing Podcast Series I am joined again by Jeroen Buijs and this time we recap briefly on the topics we've covered in the first 5 episodes. Responding to listener demand, our recap focuses on the main differences of the topics we've covered so far when comparing selling in the US to selling in Europe.

Many of the sales basics remain the same wherever you go but there are important cultural differences to be taken into account when hiring new salespeople or targeting new customers in the EMEA region.

Whether its the university you went to or what is and isn't appropriate to discuss with customers to how you interact with your colleagues both in and out of the office.

Stay tuned for our next episode where we will be taking a closer look at Key Account Management and will be joined by Marcus San Pedro of Google.

Please send us your comments and share with anyone you think might be interested in the topics we cover.

Stories Worth Sharing by SalesHERO

enJanuary 20, 2023

EP#05 - Qualifying B2B Prospects with Jeroen Buijs

This week, in EPISODE FIVE of our Stories Worth Sharing series, Jeroen and I continue where we left things in the last episode about Targeting and Segmenting customers to cover one of the most essential parts of sales; QUALIFICATION.

From the application of proven methodologies like SPIN and MEDDICC for value based selling, to pre-call planning advice and how to manage the "give-and-get" this episode has something for both sales reps and sales leaders. We establish the different levels of qualification and what sellers need to do in order to qualify in AND out prospects faster.

In addition to the TED type questions (tell me, explain, describe to me) below is a list of the typical OPEN questions a good solution seller is asking of their prospects (credit: The Qualified Sales Leader, John McMahon):

IDENTIFYING PAIN

What is your current process regarding XYZ?

Who is directly responsible?

Who else is involved in managing this process?

How satisfied are you with it? Where could it be improved?

UPON FINDING PAIN

How much of a problem is that?

Could you explain why that's a problem?

Tell me why you think this happens?

How long has this been a problem?

How often does this occur?

BUILDING THE BUSINESS CASE

What solutions have you looked at in the past?

Which improvements would be of most value to you?

Which parts of the business are affected by this process?

What does this cost the company time, money or both?

Which other people could be affected?

The aim of SalesHERO is to try and bridge the gap between the IDEAL and REAL and we hope these episodes offer everyone in sales something they can put into practice immediately.

Enjoy, please share and if you like what you hear please leave us a review on your podcast platform of choice.

Happy holidays!

SalesHERO 2022

Stories Worth Sharing by SalesHERO

enDecember 16, 2022

EP#04 - Targeting in B2B Sales with Jeroen Buijs

For the fourth episode of our Stories Worth Sharing series we once again welcome back Jeroen Buijs to help us continue our road trip around the sales process. Moving on from topics like interviewing, onboarding and sales basics the next stop on our journey is typically the first thing a new hire or a newly promoted sales professional has to think about; TARGETING.

Jeroen and I talk about targeting in today's super connected world where the information available can sometimes be daunting and segmentation and positioning is essential. We also discuss targeting in a startup environment and briefly touch on the role marketing plays in deciding who you target and how you position your offering to that audience.

Stay tuned for episode 5 where we will talk about the next step in the sales process jumping from targeting to the most important aspect of sales - QUALIFICATION

The aim of SalesHERO is to try and bridge the gap between the IDEAL and REAL and we hope these episodes offer everyone in sales something they can put into practice immediately.

Enjoy, please share and if you like what you hear please leave us a review on your podcast platform of choice.

SalesHERO 2022

Stories Worth Sharing by SalesHERO

enDecember 09, 2022