Not all AI is about flying cars. Sometimes, AI is about doing the grunt work so humans can do what they do best. Today’s guest is Damien Greathead, Vice President of Business Development, North America at Receipt Bank. In this one, Damien talks about the true value of accountants (hint: it’s not in putting numbers together), how to create a virtuous cycle of new business referrals, and why “A business is a business is a business” is far too simplistic of an approach for sales teams. This episode is brought to you by Nudge.

How to Create a Virtuous Cycle of Referrals with Damien Greathead and presented by Nudge

Logan Lyles visits with Joe Caprio, VP of Sales at Chorus.ai&nbsp; Joe will be one of the Co-Hosts of The B2B Sales Show Chorus believes that customer conversations are a company’s most underutilized asset. Successful businesses&nbsp;spend a significant amount of time engaging with their prospects and customers through online&nbsp;meetings. Every one of these conversations includes pivotal opportunities to improve those&nbsp;customer relationships and to capture best practices worth replicating in the future.

Introducing New Co-Host Joe Caprio of Chorus.ai

When Todd Caponi, author of The Transparency Sale, was with PowerReviews, the company did a B2C study that found this: A product that has a review score of between a 4.2 and a 4.5 converts at a higher rate than a product that’s a perfect five. It would seem that, at least when a website is acting as a salesperson, imperfection sells better than perfection. So what happens if you take this concept to the B2B world? Logan Lyles of Sweet Fish Media interviewed Told to find out the answer. Also be sure to check out Todd’s interview on the B2B Growth Show by Sweet Fish Media

Does Transparency Sell Better Than Perfection with Todd Caponi

In this jam-packed episode, Outreach’s Vice President of Sales, Mark Kosoglow, does a deep dive into how to make your SDR and AE teams work together successfully. Kosoglow discusses how to make sure your SDRs are booking the right kinds of meetings. If they aren’t hitting the right targets, that isn’t the SDR’s fault. Blame the sales leader who isn’t deciding what criteria are important in picking targets. We also get into:  Pods vs. verticals How to incentivize SDRs Processes vs. relationships Why some AEs play the blame game  Kosoglow drops a ton of wisdom that’s definitely worth your time

SDRs Open the Doors, AEs Close the Deals with Mark Kosoglow

What’s the role of a salesperson when their free trial doesn’t involve them? If the free trial user can navigate exploring the product themselves, where does the sales process start and end? Today’s guest is Jeff Hazard, VP of Sales at Zenefits. Listen in as he shares how he motivates his sales team in ways beyond the numbers and how the role of the salesperson shifts depending on where in the buyer journey a person is.

How to Tailor Your Sales to the Buyer Journey with Jeff Hazard

Don is an experienced software sales leader with proven track record of building successful sales teams. Passionate about coaching and developing sales professionals to understand what it takes to be an A- Player. &nbsp; At Mixmax, our mission is to change how the world communicates. We’re an email productivity platform that helps sales, customer success, and recruiting teams do their jobs. To learn more and get started for free, visit Mixmax.com https://mixmax.com/

Introducing New Co-Host Don Erwin of Mixmax

Stop selling. Wait, what? Stop selling? Just like that? Nobody wants to be sold to. Nobody wants loads of numbers dropped on them. What do they want?  They want an emotional response. They want your STORY. Every rep should have a story, because a story can evoke emotions of a buyer that they didn't even know they had. People buy from people they like and from people they trust. Thanks to Corporate Bro, we know that before you focus on your features, you should be focusing on telling your story. Because that’s what people remember.

Stop Selling Your Product, and Start Telling Your Story with The Corporate Bro

He’s held just about every role you can hold in the B2B world. He started as a BDR. Moved into a role as a sales rep. He was a manager, then a VP.  He’s been a Revenue Officer, and a CMO. And now he’s the CEO of Winmo.  Dave Currie has really done it all, and we couldn’t be more excited to bring Dave on as a co-host for the B2B Sales Show. Stay tuned for some killer content from Dave!

Introducing New Co-Host Dave Currie with Winmo

You’ve probably heard of our new co-hosting company: G2. B2C has long had hundreds of review sites available, but for some time B2B had no real equivalent—even though B2B purchases often have much higher stakes. That’s the problem G2 is solving for. Our newest co-host is Brad Rosen, VP of Revenue Operations at G2. In this episode, Brad sets the stage for their series. Get ready to hear differentiated topics that veer off from the worn-out topics you’re used to hearing on podcasts and stage presentations.

Introducing New Co-Host Brad Rosen with G2

Have you ever had a bad experience with a dishonest sales rep? Who hasn’t? As sales pros, we shouldn’t feel bad about what we’re doing. It should make us feel good to help someone find a solution that’s perfect for them. In this episode of The B2B Sales Show, co-host Patrick Downs shares his reasoning behind being radically honest when it comes to sales. Plus, he talks about:  The reasons salespeople start to feel bad about what they’re doing How to make honesty an extension of yourself How to have the most efficient sales exchange possible&nbsp;  This series is co-hosted by Patrick Downs at PandaDoc. Want to get a no-fluff email that boils down takeaways from an entire week of B2B Sales episodes? Sign up today: https://sweetfishmedia.com/the-b2b-sales-show/ You can find this interview, and many more, by subscribing to the B2B Growth Show on  Apple Podcasts, on our website, or on  Spotify.