In this episode of the B2B Brand180 Podcast, Linda interviews Dawn Grooters, a business development expert with 20 years of B2B sales experience. Dawn shares her journey from top-performing field rep to inside sales leader, and how she developed a hybrid sales approach that blends the best of both worlds.

They explore the benefits and challenges of internal vs. external sales teams, and how B2B companies can scale their sales efforts effectively. Dawn also introduces her Hybrid Sales Advantage training program, offering strategies that combine field and inside sales techniques.

The conversation covers key topics like CRM setup, integrating marketing and sales, and why consistent follow-up is essential for driving results.

01:23 Dawn's Journey from Field Rep to Inside Sales

02:59 Differences Between Internal and External Sales Teams

05:16 Hybrid Sales Advantage Explained

10:08 Setting Up Field and Inside Sales Teams

12:52 Common Pitfalls and Follow-Up Strategies

14:24 Marketing and Sales Collaboration

More about Dawn here:

https://www.brokenvesselsales.com/masterclass-signup

https://www.linkedin.com/in/dawn-grooters-a8b480105/

Linda's LinkedIn: https://www.linkedin.com/in/lindafanaras/

Millennium Agency: Brand Strategy | Marketing | Web Design: https://mill.agency

YouTube Channel: https://www.youtube.com/@mill.agency/

Linda's Books:
Claim Your White Space
https://www.amazon.com/CLAIM-YOUR-WHITE-SPACE-CRITICAL-ebook/dp/B0CLK8VLYV
Passion + Profits: Fueling Business And Brand Success
https://www.amazon.com/Passion-Profits-Fueling-Business-Success-ebook/dp/B0CLLDDSNX/