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Hannah Pencek & James Troiano
Stuff About SalesEpisodes
Hannah Pencek & James Troiano
Stuff About Sales
A weekly Education podcast
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In Part 2 of our sales leadership series we give you some insane tips on how to build credibility within your organization through accurate sales forecasting. We'll talk through why being an accurate forecaster is important and then give you a
Every front line sales manager has been there. You have that AE that you know isn't a fit. They show up late for meetings, don't take any feedback, team engagement is lacking and no matter what you tell them about updating the CRM and working
Ah I'm sure you've heard it before. Don't ask "do you have any questions?" when you're on a demo, but when you get in the room or on the call you just can't help yourself. It comes out no matter what. What's the harm? You can't ever really
Whether you are an AE just starting your sales career or in a rut - objection handling can be the toughest challenge. Maybe you are a sales manager with a group of AEs to which you'd like to teach a repeatable, scalable sales tactic to achieve
On this episode we have on Michelle Craig, from Uniphore! Michelle is an Inside Sales Executive and we discuss why salespeople can turbo-charge their success by mastering multiple communication channels Email, phone calls, social media. Havi
On this episode Hannah interviews Scott McLin, Co-Owner of Optimum Technology Consultants and a Certified Implementer of Axiom Sales Kinetics. Scott talks about the benefits of organizations adopting a unified sales process methodology, how th
We just got back from the AA-ISP Revenue Summit and participated in some great workshops and classes led by some of the brightest sales minds. One tip that stood out for us was presented by Udi Ledergor, Chief Evangelist at Gong. His data sho
Hey Everyone, no new pod this week. Just a couple updates.We are going to be coming back with some guest interviews mixed in with our usual sales tips. Also next week 4/18 - 4/20 we will be in Chicago for the AA-ISP Digital Now Revenue Summit
You cold call a prospect. They don't answer but you get the voicemail. What do you say? Do you introduce yourself and ask for a call back? Do you tell them you'll call them back at a certain time? Do you quickly give a pitch about why you
In this episode we share a simple email subject line tip that will get you more opens. No matter what your role or what the email is about, you can use this email subject.Email us at stuffaboutsales@gmail.com
We got a pretty relevant end of quarter topic for you on this one. Using pricing or incentives to increase deal velocity. Can you do this without sounding like a used car salesman? Hint: yes and no. We give you some tips on how to position
FINAL EPISODE OF OUR P-CLUB SERIES. We talk to Kristen Hranicka, Director Of Enterprise Sales at Vonage. Kristen is has been to P-Club for six straight years. We talk about how she's managed to maintain a work life balance with a MASSIVE pip
P-Club Series continues with an interview with Leslie Matthews. Leslie is a Channel Account Manager at Nuance Communications and is KILLING it. We talk to her about what makes her a perennial success in her role and how she exceeded TWO quotas
Oh man, Troiano did it. He made P-Club. This episode is for sales managers who want to hear from someone who has led a high performing team for multiple years in a row with consistent high double digit year over year growth. We talk about wh
Solutions Architects are CRUCIAL to the pre-sales process. Having that technical point of contact to solve through complex use cases can be the difference between winning and winning at the highest rate possible. On P-Club series episode 2 w
First episode of our first ever P-Club Series. We interview 2022 P-Club winners and talk to them about what led to their success. But we don't just ask "how did you do it?" We want to go deeper so we ask some questions that you may not be th
What if I told you that there is a lost sales art that outside sellers still use, but all sellers when outside sales was the norm used to close more deals? SMB/transactional route to market sellers already use this and may not even know they a
What if I told you that there is a lost sales art that outside sellers still use, but all sellers when outside sales was the norm used to close more deals? SMB/transactional route to market sellers already use this and may not even know they a
Jan 2023. The job market seems tough right now. Tech companies are having mass layoffs and it may be difficult to stand out, not only when submitting resumes but once you finally land that interview. Hannah is here to help. In this solo pod
Transactional sales environments are all about deal velocity. You may not get multiple bites at the apple and often times the impression you make during that first call or interaction sets you up to win or lose the deal. You may not get back
Ever struggle with consistency in your meetings? Not sure you are maximizing the time in from of your prospects? Not sure if you should approach all of your meetings the same or should different types of meetings be run different? We got som
The truth is that AEs spend way too much time working opportunities that have no chance of closing. Those could be for many reasons including no budget, no motivation to buy, lack of seriousness by your POC and just general malaise on the pros
The truth is that AEs spend way too much time working opportunities that have no chance of closing. Those could be for many reasons including no budget, no motivation to buy, lack of seriousness by your POC and just general malaise on the pros
The bad news is that feature dumping during discovery is widespread and one of the biggest ways to bore your buyer and lose momentum in the sales process. The good news is it's one of the easiest things to fix. We tackle how to identify if yo
On this episode we introduce what we are calling the Win More Sales mindset method. Following up from our Thanksgiving week episode where we replayed one of the first podcast's I ever produced, interviewing an AE on my team (Hannah) on her jou
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