Ben opened up on some big questions:A failure that taught him the most. Why he does what he does. The values that define him and his company. His strangest business experience. What he’d say to his 20-year-old self. How he sees the role of AI. Whether or not he has a hero (and why).Conversation that goes well beyond the questions — insightful, human, and full of takeaways for anyone in business or leadership.

Why is your team struggling ? is them or you ? Do you run effective meetings ? Are you keeping your team accountable .

Getting to know a passionate recruiter and how she came to recruitment.

• Why recruitment ?
• Interesting recruitment experiences .
• The role of AI in recruitment.
• DEI in recruitment

Shelby is an experienced entrepreneur who has owned and operated multiple businesses. He now dedicates his expertise to helping other companies enhance their culture and achieve greater success as a business coach

In this podcast discussion, Fab and Paul explore the challenges of sticking to a sales process. They emphasize that sales processes often fail due to inadequate training, ineffective use of CRM systems, and a lack of alignment between sales, marketing, and customer service. Fabrice argues that sales leaders frequently implement new processes without fully understanding or supporting them, leading to poor execution. Paul adds that intuition alone isn't enough in sales; structured processes are necessary but must be adaptable to specific business contexts. They also stress the importance of collaboration across departments to ensure that marketing provides truly qualified leads and that customer success teams are aligned with the sales process. The conversation underscores the need for ongoing coaching and a holistic approach to the sales process that integrates the entire customer journey.

Do you feel like your product demos are more marketing monologue than sales magic? You're not alone. This episode dives deep into the secrets of crafting powerful demos that uncover client needs and convert prospects into customers.

Here's what you'll learn:

• Why focusing on features can hurt your close rate.
• The key difference between a marketing demo and a sales demo (hint: it's all about needs!).
• When a pre-recorded demo can be your secret weapon (and when it's time to personalize).
• How to leverage the power of storytelling to create a compelling narrative that resonates with your audience.

Stop wasting demos and start closing deals! Tune in, learn how to tailor your demos to specific client situations, and watch your sales soar.

Struggling to turn leads into customers with email marketing?

This Ask The Right Questions episode dives deep into mastering emails for sales success with sales expert Alyssa Milot. ️

We explore:

• Building a powerful sales pipeline with targeted email strategies.
• Creating impactful email templates that save time and boost performance. ⏱️
• The importance of personalization and why generic marketing emails rarely work.
• Crafting compelling follow-up sequences that nurture leads and close deals.
• Leveraging Sales Enablement to identify lost opportunities and re-engage prospects.

Whether you're a seasoned salesperson or just starting, this episode is packed with actionable tips and insights to take your email marketing game to the next level!

Tune in and discover how to close more deals and achieve sales success with effective email communication.

Tired of sales calls that fizzle out into uncomfortable quiet? Join us as we break down 3 essential communication secrets to transform you from an "Awkward Silence" to a Sales Superstar!

In this episode, you'll learn:

• Body language hacks to boost your confidence and project authority without sounding pushy.
• Conversation strategies to keep your prospect engaged and build trust, even if you're introverted.
• Actionable tips on how to coach your sales reps to master communication and crush their quotas.

Plus, we'll share a link to the FREE bonus resource: the HubSpot Sales Communication Playbook!

Don't let awkward silences hold your sales team back! Listen now and start closing deals like a pro.

#salescommunication #salestips #leadership #salescoaching #hubspot

Hey founders! Struggling to close deals? Join [Your Name] and renowned sales expert Paul Lafleur on Ask The Right Questions, the podcast empowering you to unlock sales success. In this episode, you'll discover:

No more salesy pitches, no more pushy tactics. Learn how to build genuine relationships, solve real problems, and watch your sales soar as you become a trusted partner in your client's success journey.

P.S. Don't forget to subscribe for more actionable sales and RevOps insights!

Welcome to "Ask The Right Questions - The Sales and RevOps Show." This episode, "Mastering Sales Leadership: Boost Your Team's Performance with Key Actions," features your hosts, a dedicated HubSpot Partner - Fab Calando - and the insightful Sales Consultant Paul Lafleur, diving deep into the transformative strategies that define sales success.

What's Inside:

In the dynamic world of sales, leadership goes beyond mere management. It's about inspiring, strategizing, and guiding your team to meet and exceed their targets. Today, we're unpacking the layered journey of sales leadership – from the mindset that fuels growth to the tactical execution that drives it.

• Redefining Leadership: Understand the shift from commanding to empowering and how stakeholder priorities shape successful strategies.
• The Assessment Deep Dive: Evaluating everything that matters – talent, desire, expertise, processes, and tools like playbooks and CRM systems.
• From Planning to Activation: The nuances of creating plans that resonate and ensuring your team is on board every step of the way.
• The Iterative Loop: Why tracking, reviewing, and iterating aren't just important, they're essential for sustained success.

Key Insights:

• Discover why securing 'Buy in' could be your biggest win.
• Learn the strategy behind practical observation and why Paul's best advice as a new VP was to "observe first."
• The importance of objective, measurable analysis in refining your sales approach.

Tune in as we dissect these elements with practical advice, real-world examples, and the wisdom gleaned from years of experience in the field. Whether you're leading a sales team or aspiring to, this episode is packed with actionable insights designed to elevate your leadership and, consequently, your team's performance.

Engage with Us: We love hearing from our listeners! Share your thoughts, questions, or feedback.

Subscribe to "Ask The Right Questions" for more insights into sales, RevOps, and leading the charge in today's ever-evolving market.

Welcome to the 'Ask The Right Questions' Podcast

In this enlightening episode of 'Ask The Right Questions,' we dive deep into the nuances of crafting a sales process that goes beyond just hitting targets. We explore how to genuinely align your sales strategies with your client's objectives, offering invaluable insights for sales managers, VPs of sales, CROs, co-founders, and anyone leading a sales team.

What You'll Discover:

• The importance of understanding the consultative path in sales.
• How to think in terms of milestones rather than just steps or stages.
• The art of creating a client-centric sales process.
• Insights on team collaboration in sales strategy development.
• Tips for optimizing your CRM to reflect a client-focused approach.

Key Takeaways:

• Discover the transformative approach to sales that prioritizes client objectives.
• Learn about the strategic milestones essential for a successful sales process.
• Uncover the true essence of value from the perspective of your clients.

Join Us: Hosted by Fab Calando and Paul Lafleur, 'Ask The Right Questions' brings you to the forefront of sales leadership discussions, strategies, and insights.

Stay Connected: Follow us on LinkedIn (https://www.linkedin.com/in/fabcalando-hubspot-consultant/) for more updates and to connect with a community of like-minded sales professionals.

Your Feedback Matters: We love hearing from our listeners! Please share your thoughts, questions, or suggestions by contacting us at the link at the bottom of the show notes.

Subscribe for More Insights: Don't miss out on our upcoming episodes - subscribe to our podcast and keep up with the latest trends and strategies in sales leadership.

Welcome to our special episode on gaining momentum in the New Year, tailored for those tuning midway through January.

This episode is a treasure trove of insights and strategies to kickstart your sales and revenue operations.

🎧 In This Episode:

1. Psychological Reset: We dive into the psychological aspects of returning to work after a break. Discover how to set achievable targets in the first month and how to assist your team in planning their activities for a smoother transition.

2. Team Motivation in Limbo: Learn how to keep your team motivated and moving forward, even without finalized targets and budgets. We discuss why waiting for new numbers can be a setback and how to implement an action plan that fosters self-accountability.

3. Training for New Systems and Processes: We emphasize the importance of training and coaching in new systems and processes. Learn how to plan for training sessions effectively, make the most of last year's budget, and why ongoing coaching is crucial for adapting to new methods.

Join us in this engaging discussion to ensure your sales and revops efforts are not only back on track but are also set to thrive in the coming year.

It's never too late to start afresh and aim for success!

Welcome to our latest podcast episode, where we take a humorous yet insightful dive into the world of Sales Process in Client Management.

This episode is a must-listen for Sales Leaders, including VPs, Managers, and Co-founders. We cover:

• How sales ops integration affects various teams
• The importance of a client-focused approach in non-sales teams
• Essential tips on operationalizing CRM tools like HubSpot
• Strategies for identifying and capitalizing on sales opportunities
• The universality of sales roles in an organization

Prepare to be entertained and educated as we explore how to align your sales process with modern customer expectations and ensure that every team member understands their role in sales.

Tune in, laugh, and learn with us!

Welcome to our in-depth audio guide for sales leaders!

In this episode, we dive into the critical art of effective questioning in sales. Tailored for leaders who aim to elevate their team's sales skills, this guide is your go-to resource for refining your team's approach to customer interactions.

What You'll Learn:

• The Art of Tailored Questioning: There's no universal script for sales questions. We discuss how mixing and matching tailored questions can lead to successful outcomes.
• Starting the Conversation Right: We explore the power of the opening question, "What are your expectations for today's call?" and how it can provide insights into the buyer's mindset.
• Sales Leader’s Toolkit: Uncover key aspects to focus on with clients - their Situation, Challenges, and Needs, and how to use the SPICED framework to your advantage.
• Leveraging Technology: Learn how to incorporate these strategies into your sales pipeline using tools like HubSpot playbooks and call playlists.
• Beyond Closing Deals: We emphasize the importance of helping your reps focus on the customer experience over merely closing sales.
• Reflecting the Customer Journey: Understand the significance of a sales pipeline that mirrors your customers' experiences.
• The Pitfalls of Poor Questioning:
• The Importance of Listening: Learn why actively listening to calls is crucial for continuous improvement and avoiding common mistakes.

Join us on this insightful journey to master the art of sales questions and transform your team's sales approach.

Subscribe for more invaluable insights and strategies tailored for sales leaders.

Welcome to our comprehensive discussion on Sales Remuneration. This episode is a must-listen for sales leaders who aim to deepen their understanding and effectively implement remuneration strategies.

In This Episode, You'll Discover:

• Basics of Sales Remuneration: An introduction to Sales Remuneration, delving into the nuances of combining a fixed salary with variable components like commissions or bonuses.

• Aligning with Market Realities: The importance of staying attuned to market conditions and the role of a well-maintained CRM in making informed decisions about your sales strategies.

• Commission Structures Examined: An exploration of the impact of commission structures on your business model, customer experience, and market adaptation. We discuss the potential risks and rewards of various commission approaches.

• Three Critical Questions for Leaders:

  1. Assessing the market situation.
  2. Understanding customer expectations.
  3. Deciding based on commission.

• Customizable Remuneration Plans: The benefits of offering diverse remuneration plans to meet different sales reps' unique preferences and motivations.

• Transparency and Communication: Clarity in evaluation criteria and potential commissions is essential. We also touch on the effectiveness of deal-based commission calculations.

Conclusion: Join us in mastering Sales Remuneration and enhancing your leadership skills. Whether refining your existing approach or building a new strategy, this episode provides valuable insights and practical tools.

Welcome to "Ask The Right Questions." Today, we explore the art and science of building high-impact marketing teams. Specifically, this episode delves deep into what makes a marketing team successful, catering to startup founders, CEOs, and team leaders who aim to elevate their businesses through strategic marketing.

Key Highlights:

• Avoiding Common Missteps: Understand why marketing often gets sidelined and how to avoid these pitfalls in your business.
• Leadership's Role: Learn the critical part CEOs and founders play in guiding their marketing teams to success.
• Strategies for Team Building: We cover everything from creating effective accountability charts to the timing of hires.
• Clarity of Roles: Discover the importance of defining roles clearly for maximum efficiency.
• Navigating Agency Relationships: Gain insights into working seamlessly with external agencies.
• Recruitment Wisdom: Dive into effective recruitment strategies and ask the right questions.
• Dynamic Onboarding: Tips on how to onboard new members while encouraging innovation.
• Sales-Driven Marketing: Understand the benefits of integrating sales-driven approaches in mid-sized companies.

Join us on this enlightening journey to build or refine your marketing team. Whether starting from scratch or looking to enhance your current team, this episode is packed with actionable advice and essential takeaways.

Remember to like, share, and subscribe for more insightful content. Have questions or experiences to share? We'd love to hear from you in the comments!

Welcome to 'The Persuasive Leader: Turning Your Sales Team into Deal Closers,' the essential podcast episode for sales leaders aiming to sculpt a world-class sales force. This series is your audio playbook, filled with insider secrets to empower your leadership and turbocharge your team's performance.

In this enlightening episode, we uncover the transformative impact of a fully invested sales leader. It's not just about numbers; it's about commitment—the commitment to meticulously craft a sales process that not only guides your reps but also sets them up for closing stellar deals.

We dive into the personalization of learning and development, acknowledging that each rep's path to improvement is unique—some prefer the pages of a book, others thrive in training environments, and many gain wisdom from hands-on experience.

Join us as we dissect the functionalities of CRM systems, making them work for your team instead of against them. Learn from in-depth audits and user-focused enhancements to turn your CRM into a powerhouse tool for sales success.

Furthermore, we share strategies for instilling robust habits within your reps—planning, accountability, and the art of recognition are all part of the sales success equation.

And because motivation varies as much as personalities do, we explore how to identify and tap into what truly drives each member of your team, reminding them of their 'why' to maintain peak motivation.

Subscribe to 'Ask The Right Questions' and gift yourself—and your team—the edge in the competitive sales world. Don't miss out on the conversation that could redefine your sales strategy and catapult your team to new heights. Engage with us, share your thoughts, and become the leader your sales team needs to thrive!

Welcome to Ask The Right Questions]!

In this episode, we dive deep into the world of networking events and how sales leaders can maximize their team's success. From understanding the core purpose of these events to mastering the art of live prospect qualification, we've got you covered. Key takeaways include:

• Establishing clear objectives and reasons for attending.
• Training reps for optimal engagement: mastering booth interactions, crowd mingling, and leveraging tech tools.
• Decoding the prospecting mode: setting targets, minimizing distractions, and using platforms like HubSpot.
• The importance of playbooks in 'live' prospect qualification.
• Strategies for handling different types of clients - those ready to buy, those who aren't, and even the bad-fit ones.
• The significance of tracking ROI and making data-driven decisions.
• Choosing the right reps for the event and ensuring a motivating environment for all.

Tune in to empower your sales reps and ensure they shine at every networking event!

Ever wondered why some sales lessons vanish faster than your morning coffee?

Dive into this episode, where we break down the secrets of sales coaching that truly resonate. We've covered everything from the importance of real-world role-plays to the magic of HubSpot Playlists.

Plus, a sprinkle of humour because... why not?

🎙️ Key Takeaways:

• The power of hands-on training with real deals.
• Maximizing HubSpot for genuine insights and top-tier examples.
• Introducing fresh concepts with a twist to minimize those "Yeah, but..." moments from reps.
• HubSpot Playlists: Your secret weapon for on-point training.

Available on all podcast platforms.

Tune in and let the sales wisdom seep in... and stick!

Discover the transformative power of AI in the world of sales!

In this enlightening episode, we dive deep into practical ways Artificial Intelligence can boost your sales process. From precise research using Bing and ChatGPT to optimizing content and personalizing pitches – it's all here.

Whether you're a sales rep, a leader, or just curious about the AI-driven future of sales, this episode offers invaluable insights. Highlights include:

• Precision research for company & persona insights.
• Crafting compelling, AI-optimized content for cold emails & social platforms.
• Tailored sales decks for targeted pitches.
• Enhancing leadership with personalized coaching tools.
• Workflow automation secrets to save time & boost efficiency.

Join us and give your sales approach the AI-driven edge it deserves.

Perfect for fans of Sales, Marketing, AI, HubSpot, and more.

Don't miss out!