{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Industrial Growth Institute","title":"The Phone Call That Salespeople Won't Make with Derek Baer","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/85d3d90a\"></iframe>","width":"100%","height":180,"duration":2554,"description":"Derek Baer returns to the Industrial Growth Institute podcast for a candid, unscripted conversation about the sales accountability issues most companies avoid talking about.\nEd and Derek dig into four core topics with plenty of detours, war stories, and a little friendly disagreement along the way:\nDo Performance Improvement Plans (PIPs) actually work? Why most companies wait too long, what a PIP should really look like, and how to handle a rep who's crushing quota but showing all the wrong behaviors\n\"Telephonobia\" — why so many salespeople avoid the phone, the self-limiting beliefs behind it, and a real story of a single cold call turning a \"maybe in November\" into an immediate opportunity\nWhere marketing ends and sales begins — handling chatbot leads, using website visitor intent data, and why sales reps ignore some of the best tools they already have\nCreating deals vs. uncovering them — the real stats behind buyer shortlists, why only 3% of buyers are \"in market\" at any given time, and what that means for how you should actually be prospecting\nPlus: PIP horror stories, a secret side project proving that \"our industry is different\" is almost always an excuse, and why compensation structure quietly shapes rep behavior more than most leaders realize.\n👍 Like, share, comment, and subscribe to the Industrial Growth Institute podcast for more real talk on sales, growth, and accountability in industrial and middle-market businesses.\n💬 Disagree with something Derek or Ed said? Drop it in the comments — let's argue about it.\n#SalesLeadership #ColdCalling #SalesAccountability #PerformanceImprovementPlan #B2BSales #IndustrialGrowthInstitute #SalesManagement","thumbnail_url":"https://img.transistorcdn.com/3IfzKRWuIIHsyz9ZxkXjqYuWmsxZY3g6Fg4tNYra0Q0/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8xNGEy/YTI5ZmRjNmQwNGIx/ZTkyYmU1NDk1ZTlj/ZjYyYi5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}