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Summary

Interview begins: 07:44
Insight begins: 54:30
Debrief begins: 1:06:20

Marc Bernstein is the CEO of Balto. Balto helps sales, service, and accounts receivable reps win as much revenue as possible from every phone call. Teams use Balto's artificial intelligence software to analyze phone calls in real time - live while the call is still happening - and instantly provides reps recommendations on how to communicate as effectively as possible before it's too late.

Here’s a preview on what’s in store for you on this episode:

Ad: Knowing the right tools for raising capital. (07:06)
The recipe for a successful sale (14:17)
The story behind Balto (16:24)
New sales reps should learn a methodology in order to be successful (59:37)
Top advice for sales (1:21:25)
How important it is to have a mentor in sales (1:22:16)
Things to avoid during sales (1:23:54)

Balto was founded in 2017 and based in St. Louis, Missouri.
Learn more about Balto: https://www.baltosoftware.com/
--

This episode is sponsored by Taft, Stettinius & Hollister, a full-service law firm known for assisting entrepreneurs across the Heartland.

Learn more about or get in touch with Taft: https://www.taftlaw.com/
Follow upside on Twitter: https://twitter.com/upsidefm

Show Notes

Interview begins: 07:44 
Insight begins: 54:30
Debrief begins: 1:06:20

Marc Bernstein is the CEO of Balto. Balto helps sales, service, and accounts receivable reps win as much revenue as possible from every phone call. Teams use Balto's artificial intelligence software to analyze phone calls in real time - live while the call is still happening - and instantly provides reps recommendations on how to communicate as effectively as possible before it's too late.

Here’s a preview on what’s in store for you on this episode:
  • Ad: Knowing the right tools for raising capital. (07:06)
  • The recipe for a successful sale (14:17)
  • The story behind Balto (16:24)
  • New sales reps should learn a methodology in order to be successful (59:37)
  • Top advice for sales (1:21:25)
  • How important it is to have a mentor in sales (1:22:16)
  • Things to avoid during sales (1:23:54)
Balto was founded in 2017 and based in St. Louis, Missouri.
Learn more about Balto: https://www.baltosoftware.com/
--

This episode is sponsored by Taft, Stettinius & Hollister, a full-service law firm known for assisting entrepreneurs across the Heartland.

Learn more about or get in touch with Taft: https://www.taftlaw.com/
Follow upside on Twitter: https://twitter.com/upsidefm

What is upside?

Named a top 27 business podcast by Fortune, upside examines startup investing outside of Silicon Valley.

Every Wednesday, we speak with an early stage founder. We interview them as if we are angel investors considering the company as an investment opportunity.

Each show has three segments:

1.) Intro: independent research of the company
2.) Interview: interview with the founder
3.) Debrief: breaking down the opportunity

On Mondays, we share Coffee Chats interviewing venture capitalists, community builders, and later-stage founders.