Ask the Right Questions, The Sales and Marketing Podcast

Ask the Right Questions, The Sales and Marketing Podcast

anchor.fm/sales-marketing
Welcome to Ask the Right Questions, The Sales and Marketing Podcast with Paul Lafleur and Fab Calando! This show is for B2B salespeople, marketers, executives and business owners who want to learn the real tactics and strategies that the best in the business are using to grow their businesses today. We share some behind the scenes experience, offer up exclusive conversations with world-class sales professionals, marketers and business owners — and bring you real lessons from the people changing the game in current sales and marketing today. Every great salesperson and marketer has a coach.


How to Use Your Sales Process Steps to Qualify Prospects
Feb 17 • 16 min
Properly qualifying and disqualifying prospects is a crucial part of sales success. You don’t want to rely on a rep’s emotions to disqualify a lead. You don’t want a dead deal to stay in the pipeline “because they might close one day.” Those behaviours…
How to Sell Anything on Value (Even a Low-Price Item)
Feb 12 • 20 min
In this episode, Paul and Fab discuss value selling. They took a low-price item with no apparent value to show you how to do it. Ultimately the value of a service (or product) is determined by how important what you sell is for a client. But selling on…
The Two Types of Entrepreneurs
Feb 5 • 55 min
In this episode, Paul and Fab talk to Rob Geller, co-founder of Promenaid. Rob offers up a lot of advice to people just starting their business - from how to be a 🥇 seller on Amazon to the psychology of success. Enjoy the show! —- Send in a voice message:…
How Soft Sales Skills Help You Be Remarkable
Jan 28 • 10 min
“At the end of the day people won’t remember what you said or did, they will remember how you made them feel.” * Most prospects won’t remember ➕90% of what you say during a call… … but when you’re mindful and listen intently to what they are telling you,…
How to Negotiate in Sales
Jan 21 • 14 min
In this episode, Paul and Fab talk about negotiation. Compromises are often a part of sales, but we show you how to reduce chances that you’ll be that situation. But sometimes it’s unavoidable, so we also show you how to negotiate. Enjoy! Don’t forget to…
How to Improve Your Cold Calls
Jan 8 • 28 min
Do you need to up your cold calling game? This episode is for you. Believe it or not, cold calling is alive and well. It’s not a failure to generate enough inbound leads; it’s how most companies grow. When reps reach out to prospects, they encounter 3…
How to Leverage Your Prospect’s Emotions in Sales
Dec 19, 2019 • 14 min
“When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” — Dale Carnegie. Should salespeople leverage their prospects’ underlying emotions? In short, yes. Buyers (even in B2B) buy on with emotion.…
How to Motivate Your Team
Dec 16, 2019 • 14 min
We misunderstand motivation. Especially entrepreneurs - they’re usually motivated by building their business or what that business does for them. They can’t understand why their team isn’t as motivated as they are. The thing is, motivation comes from…
How Sports Can Help You Become a Better Entrepreneur w/ Lindsay Riddell
Dec 11, 2019 • 7 min
Lindsay’s a motorsports fan. He participated for 20 years and still follows the sport actively. Thinking back, he shares how his passion for the sport helped groom his entrepreneurial abilities: The commitment to success and winning, The accountability,…
How to Do Small Business Marketing w/ Lindsay Riddell
Dec 10, 2019 • 12 min
In today’s episode, we continue our conversation with Lindsay Riddell. When you’re a small business, marketing is a contradiction. On the one hand, budgets are limited, so there’s constant pressure to use every cent wisely. On the other, ROI is difficult.…
How to Build a Business w/ Lindsay Riddell
Dec 5, 2019 • 39 min
Today we talk to Lindsay Riddell - President and Founder of Luminet. This conversation is the first of three and today we talk about why you should ignore what people say. Don’t worry about new shiny tactics. Pounding the pavement and getting new business…
Why You Need Patience in Marketing
Dec 3, 2019 • 14 min
Patience is a critical success factor in sales and marketing. A lot of small and medium-sized businesses put themselves in a situation where there back is against the wall, and they need results fast. Unfortunately, that often leads to bad sales and…
How SMBs Should Create Content
Nov 29, 2019 • 19 min
Good marketing takes time. There are some quick wins, but overall, you need to be patient. That means you have to start today. When you’re small, you’re never going to compete against the big players with the big budgets, so forget about generating leads.…
How to Ask Sales Questions
Nov 26, 2019 • 21 min
In sales, asking questions is everything. When you don’t ask questions, you end up with a sort of idea of what you think the prospect wants, and you have an idea of what you think you want. Whether that’s what the prospect wants is pure luck. A discovery…
How to Quantify Your Prospect’s Problem
Nov 20, 2019 • 18 min
Quantifying a problem - figuring out what your product or service is worth to your client is a significant part of knowing if you’ll get the contract. Sometimes it’s trickier than others, but ultimately everything had a value. You might not always be able…
Why You’re Not Seeing Marketing Results
Nov 13, 2019 • 13 min
SMBs tend not to market where their clients are. They either make assumptions about what their audience does, or they mistake themselves for their audience. In this episode, Paul and Fab talk about: Why businesses don’t want to market where their clients…
Redefining the Sales and Marketing Funnel
Nov 8, 2019 • 7 min
The words we use to describe the people sales and marketing speak and engage with everyday dehumanize those we seek out. Not all software is flexible enough to accommodate a change in vocabulary. Still, it’s time for you to scratch words like Suspect,…
How to Transfer Leads to Sales
Nov 5, 2019 • 15 min
At some point, Marketing needs to transfer their leads over to the Sales Team. How much information needs to be collected before they’re sent over? How much is too much? Do salespeople actually care about all the collected data? In this episode, we…
How to do lead nurturing
Oct 31, 2019 • 8 min
Nurturing new leads that engage with your content helps your sales team speak with those who are most ready to buy. But lead nurturing isn’t for everyone. If you don’t generate enough leads, you don’t need to nurture them. Think of a different approach…
Why Cold Calling Is Important
Oct 30, 2019 • 7 min
Fab had a major epiphany! He’s a marketing person. The core of his career is email and social media, and he came to realize that… Cold calls > Cold emails Why Cold Calling Is Important? Live conversation encourage action. Emails aren’t a conversational…
When to disqualify a lead?
Oct 23, 2019 • 13 min
Disqualifying leads is difficult for both salespeople and marketers. There are leads who clearly don’t qualify, but even when they’re the right fit on paper, you sometimes need to walk away. People don’t disqualify leads for a ton of reasons, but the two…
What is Empathy in Marketing & Sales?
Oct 16, 2019 • 17 min
In this episode, Paul and Fab talk about empathy and how it affects the relationship with leads and clients, both on the sales and the marketing side. Specifically: Why most reps don’t take the time to listen (1:00) Why features and benefits aren’t the…
How to use cold emails when prospecting
Oct 10, 2019 • 29 min
In this episode, Fab tries to cold call a VP on the air. We also talk about gatekeepers, emails and their role when prospecting. How to get past gatekeepers (1:05) What to keep in mind when you’re nervous making cold calls (2:25) Live cold call! (4:50)…
How CRMs help in sales
Oct 10, 2019 • 13 min
CRMs! Wrong or incomplete data in the CRM impacts every facet of the business. It affects your ability to reach out to leads, nurture them, target them with ads. It also influences revenue prediction and pipeline analysis. Above all, CRM is a tool to help…
How to create an elevator pitch
Oct 10, 2019 • 19 min
The elevator pitch is your opening statement. When you meet someone, and you want to tell them what you do, but you want to have it resonate with them - that’s what we call the elevator pitch. In this episode, we talk about: Why most elevator pitches fail…