Josh Paul

Josh Paul

Recent Posts

Guide to the Modern Sales Management Podcast [Episodes 1-10]

Posted by Josh Paul on Sep 16, 2020 6:40:13 PM

To sell is human. To run a sales team is not.

Leading a sales organization - where everyone has the tools, support, and clarity they need to turn leads into opportunities and opportunities into closed sales - takes a completely different skill set, mindset, and discipline than caring a bag.

Read More

Topics: Company News, Modern Sales Management Podcast

EP. 10) How to Accelerate SaaS Sales Using Data and Automation With Kevin Mead

Posted by Josh Paul on Sep 15, 2020 11:51:52 AM

Startup SaaS companies face abundant opportunities and tremendous risks when it comes to scaling revenue. Without high fixed overhead and fulfillment costs, SaaS leaders can direct more capital toward marketing and sales. However, if their sales and marketing processes aren’t streamlined and optimized, all that money will quickly go to waste and their investors will walk. 

Read More

Topics: Sales Automation, Revenue Operations, Modern Sales Management Podcast

Revenue Ops: An Explanation for Non-RevOps Geeks

Posted by Josh Paul on Sep 11, 2020 10:19:32 AM

Revenue Operations (a.k.a. RevOps) is a term that is being thrown around a lot lately on Google searches, LinkedIn posts, and everywhere in between. The problem with this trending topic is, similar to other business buzzwords and jargon, there is no universally agreed-upon definition for revenue operations. 

Revenue Ops means different things to different people, which makes it hard for executives like yourself to get behind the strategy of RevOps and its role in your company. 

Read More

Topics: Marketing Automation, Sales Automation, Revenue Operations

EP. 9) How Sales Managers Can Improve the Performance of Individual Sales Reps With Rick Roberge

Posted by Josh Paul on Sep 9, 2020 8:00:00 AM

The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding. 

Read More

Topics: Sales, Sales Efficiency, Modern Sales Management Podcast

How Sales Reps Can Use HubSpot's Account-Based Marketing Tools to Close More Deals

Posted by Josh Paul on Sep 2, 2020 11:53:54 AM

HubSpot users were thrilled when HubSpot released its target account feature set (a.k.a. account-based marketing or ABM tools) in May 2020. Although several of these features already existed in various areas of HubSpot, the compilation of these tools with a few new solutions create a one-stop shop for account-based sales teams. 

Read More

Topics: HubSpot, Lead Management, Sales Automation

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. 

Read More

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.

Read More

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. 

Read More

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. 

Read More

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.

Read More

Topics: Sales, Sales Efficiency, Modern Sales Management Podcast