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Mary Grothe

27 Podcast Episodes

Latest 9 Oct 2021 | Updated Daily

Weekly hand curated podcast episodes for learning

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Mary Grothe, Align With The Buyer: House of Revenue

Sales Lead Dog Podcast

Mary Grothe started her sales journey at 22 working with a Fortune 1000 Payroll/HR company working for only $13/hour in an admin role. She now is the CEO of House of Revenue, a consulting firm building revenue foundations set for scale by focusing on all aspects of the revenue engine — marketing, sales, customer success, and RevOps. On today’s episode Mary discusses some of the issues that hinder a company’s ability to continue growing and reaching their goals. “So my favorite way to build process, align with the way your buyer buys, because a lot of times people build the process based on the way they think it should be and the way that works for them and their organization, but it actually creates a lot of friction for the buyer.” Tune in to today’s episode to learn the importance of scaling as a company! Quotes: “Think about us as you're making the decision of hiring a CRO or for less than the cost of that CRM is base salary you can actually get a 5-7 person revenue team, being the house of revenue team that goes to work for you for 12 to 18 months to build the right revenue engine inside of your company that will last.” (9:49-10:07) “And so I think gone are the days that if you have a sales problem that you isolate the problem to the sales department specifically to the sales VP or the individual sales performer, you actually have to look at how the brand is performing.” (12:46-13:00) “So my favorite way to build process, align with the way your buyer buys, because a lot of times people build the process based on the way they think it should be and the way that works for them and their organization, but it actually creates a lot of friction for the buyer.” (20:32-20:48) Links: Mary Grothe LinkedIn House of Revenue LinkedIn House of Revenue Website  Empellor CRM LinkedIn Empellor CRM Website


1 Jul 2021

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Mary Grothe on Energy Management

No Limits Selling

Mary Grothe is a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMO's who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on BQ, the behavioral quotient, and proven inbound + outbound strategies. MORE ON MARY Mary began her professional career at age 22, working with a Fortune 1000 Payroll/HR company. Starting at just $13/hour in an admin role, she quickly acquired the skills, education, and training required to advance into mid-market sales. Mary found her sales success by listening to her clients and always solving their needs; putting their agenda before hers. Even in times when her sales approach was the direct inverse of what corporate was enforcing, she knew in her heart what was right, leveraging emotional, intellectual, and behavioral intelligence. With multiple TOP 10 finishes and millions in revenue sold, she left to pursue a journey understanding the Human Behavior Intelligence that drives high growth sales and is now dedicating her professional career to helping companies drive growth. KEYNOTES WITH MARY Mary Grothe can speak to various topics that fall underexecutive leadership, sales success, motivational, and spiritual keynotes. Your attendees will thank you for booking Mary on the main stage or breakout session. She captures their attention immediately and keeps them engaged throughout. Mary has sat through dozens of poorly constructed sessions with nonengaging speakers and non-relevant topics with no actionable takeaways. She knows what NOT to do. She ensures your audience is engaged, participatory, and is able to implement several key takeaways immediately following the event. She conducts extensive pre-training interviews with your key stakeholders to learn your business inside and out, learn the key sales and revenue challenges that need attention, and delivers an easy-to-follow session that your attendees will rave about because it’s relevant to them, their market, their buyer, their competition, their product or service, and what they hope to achieve in the next coming months. Contact Mary: House of Revenue - LinkedIn Mary Grothe - LinkedIn YouTube Instagram Twitter


22 Jun 2021

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22 Mary Grothe - Rise Above Your Competition

Power to the Trades Podcast

This interview features Mary Grothe from the House of Revenue discussing her thoughts on how Trade Contractors can improve their marketing and social media game in 2021.


28 May 2021

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923: Mental Health Awareness, with Howard Brown and Mary Grothe

Sales Enablement Podcast with Andy Paul

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of ringDNA) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In their conversation, Mary shares her sales and mental health journey. From her early successes and the demands she put on herself. To the expectations of other people that she felt pressured to live up to. And how she ended up in a very dark place.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LP-EDSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP Learn more about your ad choices. Visit megaphone.fm/adchoices


28 May 2021

Most Popular

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603 Money and Mindset: Entrepreneur Mary Grothe on Scaling Companies for a 1,000% Boost to ROI

Wings of Inspired Business

Mary Grothe is a former #1 Midmarket B2B Sales Rep who after selling millions and breaking multiple records, founded House of Revenue™, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. Listen to learn how to scale your company – and what mindset has to do with the size of your bottom line.


25 May 2021

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The Awakening with Mary Grothe

Leadership Excellence Podcast

In this episode, CEO and Founder of Sales BQ and House of Revenue Mary Grothe shares the leadership revelation and transformation she experienced during COVID. In the midst of challenge and adversity, Mary realized that while she had scaled her company from $500,000 to $1.5 million in one year, what she was really scaling was chaos, incredible stress, and suppressing work environment of micromanagement.Mary realigned her priorities, personally and professionally, and has made the transition from high performing boss to high performing leader. Mary shares the new priorities of her company and the 3 leadership lessons all leaders should know.For a full transcription, click here.Follow Danny Langloss on LinkedIn as he breaks down leadership tools, strategies, and concepts throughout the week.To sign up for our mailing list click here.Connect with Mary on LinkedIn:Click here for House of Revenue website.Click here for Sales BQ website.Click here for House of Revenue Podcast.


21 Mar 2021

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Systematic Revenue Growth with Mary Grothe

Innovation and Leadership with Jess Larsen


17 Feb 2021

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125. How to Make $60k Off Podcast Guesting | Mary Grothe - SalesBQ

Real Value Exchange Podcast with Joe Lemon

Guest: Mary GrotheHost: Joe LemonDaily growth & training tactics straight to your inbox. Sign up for the daily sales and workout routines in 120 seconds or less!JOIN FREE @ www.SalesCulture.workLet's ConnectWebsite: JoeAlexLemon.workPodcast Agency: SalesCulture.workInstaGram: https://www.instagram.com/joealexlemon/Linkedin: https://www.linkedin.com/in/joealexlemon/SC LinkedIn Sales Culture Page: https://www.linkedin.com/company/sales-culture


3 Jan 2021

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152. How to Make $60k Off Podcast Guesting | Mary Grothe - SalesBQ

Marathon Selling with Joe Lemon

Guest: Mary Grothe Host: Joe Lemon Daily growth & training tactics straight to your inbox. Sign up for the daily sales and workout routines in 120 seconds or less! JOIN FREE @ www.SalesCulture.work Let's Connect Website: JoeAlexLemon.work Podcast Agency: SalesCulture.work InstaGram: https://www.instagram.com/joealexlemon/ Linkedin: https://www.linkedin.com/in/joealexlemon/ SC LinkedIn Sales Culture Page: https://www.linkedin.com/company/sales-culture --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/sales/message


3 Jan 2021

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You Must Plan Before you Prospect per Mary Grothe, Ep #222

Sales Reinvented

Why are both lead generation and prospecting important functions of sales? Have you ever closed a deal that wasn’t in your pipeline? What are you doing if you aren’t prospecting? Prospecting and lead generation are the lifeline to your sales pipeline, according to the guest on this episode of Sales Reinvented—Mary Growth.  She emphasizes that you need a certain amount of deals in your pipeline that—when divided by your close rate—help you meet your goals. You have to know what you need to do to hit your number. If you need to hit $1million in sales and you have a 25% close rate, you need $4 million of qualified leads in your pipeline. That’s why it’s so important to have a plan. Learn all about Mary’s process in this episode.  Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®. Her 8-year B2B midmarket sales career required daily prospecting efforts. She was the first rep to embed social selling and custom events into her lead gen process to diversify the funnel from just telemarketing and email prospecting.  Outline of This Episode [1:24]The interplay between prospecting and lead generation [3:07] Mary’s in-depth prospecting process [8:57] If you’re not passionate about it—don’t do it  [11:51] Skills salespeople need to develop [14:13] Mary’s lead generation and prospecting dos and don’ts  [17:16] Why you must always start with a plan Mary’s in-depth prospecting process Mary believes in a world where sales and marketing work together. Her 8 years in a mid-market B2B sales job taught her that revenue generation needs to come from sales and marketing working together.  Mary’s ideal process starts with marketing. It starts with a well defined Ideal Client Profile (ICP). Who are your key buyer personas? Who do you want your clients to be? Be as targeted and niche as possible. You need to know their language to emotionally align with them. Then you create content to help the buyer educate themselves. It’s not a “spray and pray” approach anymore.  Secondly, Mary emphasizes that you have to use marketing attraction methods that work. You need actual social engagement with your audience. You need an SEO and content strategy. Interview your buyers and learn the long-tail key phrases that they’re plugging into search engines. Then produce unbelievable content that helps drive them through your content. You build trust and credibility to the point that they are compelled to work with you.  Then you look at paid traffic. Find any way to supplement your lead funnel. There are television and radio ads, telemarketing, email marketing, and even podcasts. You can host virtual events like webinars or LinkedIn Live events. There are many ways that salespeople can educate buyers. Make your website the main conversion point. You want sales and marketing working together to take a targeted approach. The goal is to get buyers to land on the website and adjust and tweak it for the highest conversion rate possible. You need to implement calls to action, opt-ins, chatbots, etc. The site needs to be about how you serve your customer. Don’t let your website fail you. Lastly, you need to have a defined process and plan to manage the inbound leads so nothing falls through the cracks. Define the process for marketing and sales engagement to make sure no one drops the ball.  If you’re not passionate about it—don’t do it Mary believes that you need to be passionate about prospecting. If you don’t have the energy and passion that’s necessary, you shouldn’t be in a role where you’re responsible for it. You either have the DNA of a hunter or you don’t. Not everyone is built to handle rejection and it can be energy-draining. You’ll be mediocre at best and won’t see results.  Mary points out that there are sales roles where prospecting responsibilities fall on a marketing team or BDR/SDR teams. A lot of salespeople are account executives that take those leads through high-level qualification, discovery, proposal, and close. Not every salesperson should be in prospecting. Some are better built for account management.  Conversely, if your role requires you to get deals in the pipeline, you and you alone are responsible. Don’t blame marketing for a lack of leads. Own the number yourself. Let marketing, SDR, and BDR teams be the icing on the cake. If you want to be a top sales performer, you won’t get there without prospecting. Take it upon yourself to be successful. What are other skills you can develop to be more successful? Listen to hear Mary’s advice. Ingrain prospecting into your long-term memory A salesperson has to be willing to speak the prospects’ language—not their own. Mary notes that you must convert your language to make their lives better. Be the master of a day in your prospect’s life. You have to be exceptional at your craft, which means learning how to have meaningful conversations with prospects.  What is another key to becoming exceptional? Practice. Do it 100+ times. Practice on anyone and everyone. Do what you need to do to become proficient. Make the outbound call so comfortable for you that you can do it in your sleep.  Do AB testing with your emails. Look at your responses and see how people are—or aren’t—engaging with what you’re sending out. Monitor your social media and how you’re engaging with your audience.  When salespeople are under pressure, they resort to what is stored in their long-term memory. You have to practice these skills so they’re ingrained in your memory and become second nature. Mary shares a story about the importance of planning—don’t miss it.  Connect with Mary Grothe Sales BQ Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com


2 Dec 2020