Best Kantata Podcasts (2024)

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228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata) 41:29

23h ago41:29

41:29

FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ens…

1
229 (Sell) Handling Cold Call Objections & Follow Up Strategies (Lylle Ryals, RocketReach) 32:56

1h ago32:56

32:56

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, …

1
Hall of Fame: Shay Keeler Ep. 160 38:39

1h ago38:39

38:39

FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, m…

1
Ep. 70 - Elevating Client Partnerships: Building Trust and Driving Revenue w/ Jacob Parks 26:23

2d ago26:23

26:23

Welcome to another episode of the Professional Services Pursuit! This week Brent sits down with Jacob Parks, the president of Profitable Ideas Exchange (PIE) and co-author of the renowned book Never Say Sell: How the World’s Best Consulting and Professional Services Firms Expand Client Relationships. They discuss the importance of trust-building, e…

1
227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2) 37:21

3d ago37:21

37:21

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need t…

1
Hall of Fame: Vin Matano Ep. 142 33:54

4d ago33:54

33:54

FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creat…

1
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change) 21:40

7d ago21:40

21:40

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And That's Why It Works) ❏ ➥ Get your Cold Call Care Package: https://30mpc.com/coldcall ➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-o…

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226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ) 38:27

8d ago38:27

38:27

FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team. Customize training programs bas…

1
225 (Sell) Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB) 33:30

10d ago33:30

33:30

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a pro…

1
Hall of Fame: Discovery Ep. 113 31:14

11d ago31:14

31:14

FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your pro…

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Ep. 69 - Adapting to Change: Agencies, AI, and the Future of Value Creation w/ Matthew Kasindorf 35:10

16d ago35:10

35:10

In this episode, Brent talks to Matthew Kasindorf, SVP of Business Intelligence and Insights at the 4A's. Matt brings a wealth of knowledge from his agency experience in account management, business development, and his current role at 4A's. They discuss the crucial topic of agency transformation, delving into the obstacles many agencies face, the …

1
224 (Lead) Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC) 42:42

15d ago42:42

42:42

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions The mantras of the Monday morning meeting, if it's the beginning of the month you're talking a…

1
223 (Sell) Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang 31:59

17d ago31:59

31:59

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling…

1
Hall of Fame: Kevin "KD" Dorsey Ep. 134 27:59

18d ago27:59

27:59

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point…

1
222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage) 33:07

22d ago33:07

33:07

FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals Set the expectation with your SDR they need to drive the agenda from onboarding onwards Do a SDR forecast b…

1
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand) 27:20

24d ago27:20

27:20

FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their e…

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Hall of Fame: Ryan Reisert Ep. 118 34:38

25d ago34:38

34:38

FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. F…

1
Ep. 68 - Tech Debt Unmasked: The Culprit Behind Your Costliest Blind Spots and Bottlenecks w/ John Ragsdale and Melissa Korzun 42:55

1M ago42:55

42:55

This episode of the Professional Services Pursuit is a recording from a recent TSIA webinar hosted by John Ragsdale, Distinguished Researcher, Vice President, Technology Ecosystems at TSIA. In it we discuss the hidden costs associated with technical debt—the cumulative consequences of using outdated or overly customized technology— and how it block…

1
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey) 35:51

29d ago35:51

35:51

FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching Have e…

1
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand) 37:36

1M ago37:36

37:36

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems,…

1
Hall of Fame: Chris Orlob Ep. 123 30:38

1M ago30:38

30:38

FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “pr…

1
220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant) 32:01

1M ago32:01

32:01

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date Ask the same 5 questions …

1
219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore) 34:03

1M ago34:03

34:03

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" a…

1
Hall of Fame: Henry Schuck Ep. 146 28:55

1M ago28:55

28:55

FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the ins…

1
How To Move Indecisive Customers With The JOLT Effect 58:03

1M ago58:03

58:03

Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward… No matter where they are in y…

1
Ep. 67 - Beyond Billable Hours: Rethinking IT Consulting Practices w/ Doug Baxter 32:22

2M ago32:22

32:22

In this episode of the Professional Services Pursuit podcast, Banoo is joined by Doug Baxter, founder of Consultant Academy. The conversation explores the critical importance of talent development and systematic training within IT services companies, the pitfalls of current industry practices, and the powerful role of strategic methodologies in enh…

1
218 (Lead) Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley) 30:59

1M ago30:59

30:59

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them Always level with reps before you shadow a call to clarify the role they want you to play on the cal…

1
May Special: Negotiation ft. Chris Voss (part 2) 30:38

2M ago30:38

30:38

FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions…

1
Hall of Fame: Miles Kane Ep. 103 28:47

2M ago28:47

28:47

FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jum…

1
216 (Lead) Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach) 33:05

2M ago33:05

33:05

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quic…

1
May Special: Negotiation ft. Chris Voss (Part 1) 32:37

2M ago32:37

32:37

FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someon…

1
Hall of Fame: Charles Muhlbauer Ep. 46 32:52

2M ago32:52

32:52

Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impa…

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Ep. 66 - Insights into AI Transformation in Professional Services w/ Ken Ringdahl 38:24

2M ago38:24

38:24

Ken Ringdahl, Chief Technology Officer at Kantata, joins Banoo on the podcast to discuss AI and its impact on professional services. They dive deep into the benefits and key opportunities that GenAI is creating for PS firms through operational efficiency, how to get started using a phased approach, and how to ultimately use AI to enhance customer a…

1
214 (Lead) Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School) 34:36

2M ago34:36

34:36

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Cons…

1
213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive) 30:30

2M ago30:30

30:30

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait …

1
Hall of Fame: Morgan Melo Ep. 130 32:35

2M ago32:35

32:35

FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CX…

1
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent 29:00

2M ago29:00

29:00

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early,…

1
212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow) 29:21

2M ago29:21

29:21

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …

1
Hall of Fame: Krysten Conner Ep. 137 30:15

2M ago30:15

30:15

FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on th…

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Ep. 65 - Building a Culture of Transparency and Trust w/ Matt O’Dette 38:17

3M ago38:17

38:17

On this episode Brent is joined by Matt O’Dette, Vice President of Operations and Talent Management at Cramer. They discuss how Cramer puts their people and values first in everything they do in order to build a culture that encourages collaboration, creativity, trust and financial responsibility. They also discuss how they have built and fostered …

1
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent 22:44

3M ago22:44

22:44

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Indust…

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211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik) 33:28

3M ago33:28

33:28

FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you…

1
Hall of Fame: Charly Johnson Ep. 114 30:42

3M ago30:42

30:42

FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common…

1
210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong) 31:21

3M ago31:21

31:21

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps. Ask your reps, “I look forward to seeing how you answer that question.” Listen early, join late. Pre-prep and game planning will save you so…

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209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks) 33:30

3M ago33:30

33:30

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the n…

1
Hall of Fame: Stephen Guerguy Ep. 100 32:06

3M ago32:06

32:06

FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your CEO instead of spending hours on an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Head of Strate…

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Ep. 64 - Navigating the Future of PS: AI Solutions and Strategic Planning w/ Eisha Armstrong 30:01

3M ago30:01

30:01

In the latest episode of The Professional Services Pursuit, Banoo talks to Eisha Armstrong, Executive Chairman & Co-Founder of Vecteris. They dive into Eisha's book, her insights on the rapidly changing professional services industry, including the pivotal role of AI and the importance of integrating technology with strategic planning for success. …

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208 (Lead) Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari) 32:23

3M ago32:23

32:23

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk …

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207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly) 29:10

3M ago29:10

29:10

FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESI…

1
April Special: The Future of Sales AI ft. Corporate Bro 21:46

3M ago21:46

21:46

ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can stealBy Nick Cegelski & Armand Farrokh

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