Josh Paul

Josh Paul

Recent Posts

EP. 8) How AI and Machine Learning Are Changing Sales Teams With Howard Brown

Posted by Josh Paul on Sep 1, 2020 11:15:31 AM

Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.

While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily. 

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Topics: Sales Process, Sales Efficiency, Modern Sales Management Podcast

How to Use the "HubSpot Rule of Seven" to Create a Better HubSpot Admin Team

Posted by Josh Paul on Aug 27, 2020 12:41:37 PM

HubSpot is an incredibly powerful tool for businesses of all shapes and sizes. Its sales and marketing workflow automation can help your team contact the right prospects at the right time, without burdening your reps with additional CRM admin tasks. 

However, as a manager or c-suite executive, you probably don't have the time to learn HubSpot inside and out.

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Topics: HubSpot, CRM, Lead Management

EP. 7) How to Set Your Business Development Team up for Success

Posted by Josh Paul on Aug 25, 2020 11:21:49 AM

Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science. 

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Topics: Sales, Sales and Marketing Alignment, Modern Sales Management Podcast

EP. 6) How to Successfully Transition a Field Sales Team to Remote Selling

Posted by Josh Paul on Aug 18, 2020 11:20:49 AM

While many companies have been selling their products online with a remote sales team for years, sales managers that are new to this “COVID-19” sales model face tremendous challenges. Tasks such as keeping your sales team engaged, finding new ways to demo/sell products online, and promoting collaboration within a remote team can seem daunting to even the best sales executives. 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

EP. 5) How to Create a Productive Sales Culture

Posted by Josh Paul on Aug 11, 2020 10:59:19 AM

While product, markets, and messaging may vary, a successful sales organization always starts with plugging the right team into the right culture. The best people in an unhealthy culture will result in unproductive habits and slower than expected growth. And eventually, you’ll lose top talent. If you have the wrong people with a strong sales culture, you are not much better off.

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Topics: Sales, Sales Efficiency, Modern Sales Management Podcast

EP. 4) How to Set Goals for Your Sales Team Without Overcomplicating It

Posted by Josh Paul on Aug 4, 2020 11:01:53 AM

Creating a successful, repeatable sales process in your organization is the holy grail for sales managers. However, seasoned executives know that what works for one salesperson may not work for another. 

So, how do you create an effective, systematic playbook for a sales team with varying strengths, backgrounds, and capabilities? More importantly, how do you do this without overcomplicating everything? 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

Is the Cost of HubSpot Too Expensive? How to Think About HubSpot Pricing

Posted by Josh Paul on Jul 28, 2020 11:04:07 AM

"HubSpot is crazy expensive."

I hear this statement a few times every month.

Admittedly, when you combine your number of contacts, paid sales seats, and paid customer service seats, it is surely an investment for those who are serious about growing their business.

However, the "HubSpot is expensive" opinion is more about the person saying it than it is about HubSpot. Let me explain.

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Topics: HubSpot, Inbound Marketing

EP. 3) How to Give Your Salespeople Messaging That Drives Revenue

Posted by Josh Paul on Jul 24, 2020 2:23:21 AM

As a seasoned executive, you know how to ask prospects effective questions and say the right things every point in the sales process. Sales conversations flow freely. You are confident in articulating your value proposition. Building trust and authority is second nature. 

But, how do you get your entire sales team to use the best messaging throughout the sales process?

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Topics: Sales and Marketing Alignment, Modern Sales Management Podcast, Sales Messaging

EP. 2) How to Help Your Sales Team Sell to Large Companies

Posted by Josh Paul on Jul 24, 2020 2:19:42 AM

Enterprise sales is vastly different from selling to mid-sized or small companies. The metrics are different. The teams and processes are structured differently. And in a lot of cases, it is exponentially more complex than SMB sales. However, most sales leadership advice is geared toward selling to consumers or smaller companies.

So, how can you set your enterprise sales team up for success in today’s environment?  How do you tackle issues such as sales and marketing alignment and become an expert on your prospects' growth strategies?

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Topics: Sales, Modern Sales Management Podcast, Enterprise Sales

EP. 1) How Sales Teams Can Increase Revenue (And Help More People) With the Inbound Methodology

Posted by Josh Paul on Jul 24, 2020 2:11:18 AM

HubSpot was founded in 2005 with zero customers. Today, over 78,000 businesses in 120 countries use HubSpot to grow. With the company pulling in $675 million in revenue last year, HubSpot is one of the most impressive growth stories of the past 15 years - from the raw numbers and thought leadership, to their culture and transparency.

What would you ask someone who was in the room that first year and has been instrumental at the company every step of the way since?

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Topics: Sales, Inbound Marketing, Modern Sales Management Podcast