Rethinking Sales Strategies for Modern Markets with Loren Padelford

In today’s episode, I discuss how sales and marketing interact with Loren Padelford, a sales, marketing, cashflow, and revenue expert.

You will learn:
* The limitations of the predictable revenue playbook and alternative approaches.
* How Salesforce pioneered cloud-based software and introduced a new way of thinking about how software gets delivered and sold.
* How the rise of ad networks and digital ads made it easier to reach many potential customers faster.
* Why the traditional sales process and long sales cycles are frustrating and failing.
* That startups founders should design their own sales system based on their product and customer needs.
* Shopify’s approach to hiring sales reps involved looking for personality traits like curiosity, intelligence, work ethic, and success.
* That research shows no correlation between education and success in sales.
* The limitations of Product-Led Growth (PLG) approach.
* The role of sales reps as tour guides of e-commerce platforms.
* The need for marketing, sales, and product to work together in the software industry.

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If you want to skip ahead:
(0:01) The predictable revenue sales model and alternative models.
(4:49) Sales and marketing strategies in the software industry.
(10:52) The limitations of the predictable revenue model in software sales.
(15:44) Sales strategies and personality traits for success in sales.
(23:01) Sales strategies for Shopify businesses.
(27:35) The role of sales reps in e-commerce, with a focus on Shopify's experience.
(33:05) Sales and marketing collaboration.
(36:51) Sales and marketing alignment.

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Connect with April Dunford and learn about practical positioning that accelerates marketing and sales:

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Mentioned in this episode:

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Get April Dunford’s books and audiobooks:
“Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It.”
“Sales Pitch: How to Craft a Story to Stand Out and Win.”

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The Positioning with April Dunford podcast: Want to make your product stand out in a crowded market? It all starts with great positioning. Using April’s battle-tested methodology, she'll teach you the nitty-gritty of positioning so that you can unlock better marketing and sales performance.

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[TheKnack-]

April - love your interviews and podcasts. All the best from Singapore!

[ACCA]

I hope there is another interview with Loren not just about marketing. I think one of April’s segment ready to know more about sales process and sales strategy since the book of sales pitch! Good interview!

[ianmckenzie]

First, this guy needs to chill on the jargon. But I couldn't agree more with the sentiment. So, so many things that people waste their time on thinking it's a silver bullet. When I sold websites, the best thing I could do for a lot of prospects was tell them unless it's not worth it for them.

[DellaKay]

If you close your eyes while Loren is speaking it's really Seth Rogan...