Mimeo's Talk of the Trade

Jake Dunlap, CEO of Skaled Consulting, joins us to talk about the sales tech stack. How has it changed in the last ten years? How much do sales leaders need to master each tool? What does a good shopping and implementation process look like?Plus, Jake gives sales leaders a crash course on how to leverage AI for better sales processes. Links:Check out Jake's example of the family operating system here:https://chat.openai.com/share/1dc7f4a3-8dd2-422d-b51d-251cdc17bdc2

Timur Hicyilmaz (co-founder, Insight Revenue) joins us to talk about why it is time to stop focusing on storytelling and start making your business case in order to reach your quota.Timur shares his perspective as a researcher of B2B sales with ideas for:Why so many sales teams are struggling to hit quota these daysThe psychology you need to understand to be successful in economic downturnsHow technology is changing the day-to-day of reps

Barb Huelskamp joins Mike to discuss the unfortunate reality of layoffs. It's no secret that the last year has seen huge numbers of layoffs, particularly in the sales and marketing space. As someone who has laid people off, been laid off, and been left behind, Barb has a unique and empathetic perspective on this topic for everyone involved.Listen in for her advice about:How to remove bias from the decision of who to layoffHow to motivate the remaining team How to do more with less so you can hit your goals

Eric Quanstrom (CMO of Cience and host of The Enterprise Sales Development Podcast) joins us to discuss conversion rates and how to approach them in changing times.Tune in to hear:Why conversion rates are a useful KPI - but not always kingWhy not every sales and marketing initiative can be measuredCommon mistakes Eric sees start-ups make in go-to-market strategiesFind out more about Cience at Cience.com

Sandler Training's VP of Community Engagement Mike Montague joins us to discuss how AI is changing sales leadership and sales training.We discuss:How sales leaders and trainers are already using AIWhere AI is going to develop in the next few monthsWhy sales people and sales trainers aren't going anywhere, even with AICheck out the downloads Mike mentions here:https://www.sandler.com/sandler-books/linkedin-book/ https://sandler.com/chatgptprompts

Rachel Green (Playground) is a sales leader who has worked both as an SDR and a sales trainer. Now, she joins our podcast to share her view of why sales training matters at all points of a rep's career - and how it is a win-win for the rep and your business alike.Tune in to hear Rachel's take on:- Why sales leaders need to be involved with sales training (not just SMEs)- Common denominators in successful onboarding training- How ongoing training helps reps plan out the rest of their career

Nicole Bowman, MBA, CEM, VP of Marketing and Communication at the International Association of Exhibitions and Events, joins us to talk tradeshows.She shares stats from their economists on the state of the tradeshow industry, plus common mistakes exhibitiors should avoid.Plus, she answers questions like:Do you need to spend big money on a 50x50' booth?Are promo items worth it?Will games or giveaways help you meet your tradeshow goals?Whether you are attending with a limited budget to generate some leads or blowing out your budget for brand awareness, there is something for you to learn in this episode!

Get your annual budget approved with these strategic tips from Matt Heinz.

Switch to agile sales compensation with plans that are clear, measurable, and easy to update. We find out how with Erik Charles from Xactly Corporation.

Seth Marrs works with 5-10 companies per week to understand how sales compensation models impact performance. In this episode, Mike and Seth investigate how companies think about sales compensation now, plus how market shifts, changing demographics, and new technology are going to lead to groundbreaking transformation. Listen to the episode to learn:How companies leverage sales compensation plans to keep or attract repsWhy companies are shifting to quarterly quotasHow sales technology is going to change the foundation of sales compensationSeth Marrs brings more than 20 years of experience leading sales operations, service operations, and marketing organizations. He excels at leveraging data, process, and technology to drive growth in organizations of all sizes and in all industries. Connect with him on LinkedIn.

RFP responses seem like objective, impersonal documents that are evaluated by committees, not humans. Eve Upton is here to tell you that is not the case. Since each committee is made up of humans - and since you yourself are a human - the process is not nearly as rational as it seems, and proposal writers can use that to your advantage.Tune in to hear Eve discuss:Research into how people read documents - and how you can apply it to your proposalsInsights into negative thinking - and how you can use it to plan better responsesTricks and tips for making proposals more personal and effective than everListen to the episode now!Guest:Eve Upton, Business Winning Consultant, BidCraft

Jeff Riseley, the founder of the Sales Health Alliance, joins us to talk about why mental health matters to your sales team's performance and how you can incorporate mental health into your management strategies.In high-pressure environments like sales teams, mental health is a valuable asset that is too often at risk. Riseley has dedicated his career to talking about what mental health is, why it is important, and how sales leaders can incorporate mental health into their management strategies.Listen in for Riseley and Michael McNary's conversation on:What mental health isWhy sales often have negative impacts on mental healthHow to care for your team's mental health without crossing any linesKeep learning about this topic with 25% off Riseley's book, The Guide to Better Mental Health in Sales, with code TALKOFTHETRADE.Guest: Jeff Riseley, Founder, Sales Health Alliance

David Dulany started the research and advisory firm Tenbound to help tech startups build and scale sales development teams. In this 30 minute conversation, he shares his tips and insights for adapting your business development strategy to the remote and hybrid workspace. Tune in to hear:Why remote work is particularly challenging to remote sales development representativesHow to change your onboarding strategy to make sure your reps are set up for successWhat opportunities arise from embracing the hybrid work environmentGuest:David Dulany, Founder and CEO, Tenbound

Host of the Sales Hacker Podcast and leader of the global sales community phenomenon Pavilion, Sam Jacobs looks like he has got it all. In this episode, we talk to him about how he got to this point of success, including candid stories about firings, failures, and knowing when to fight against the grain. Tune in to hear:What inspired Sam to start PavilionHow always doing the next best thing helped him scaleWhy Sam believes in breaking free from existing business modelsListen to the episode now!Guest:Sam Jacobs, CEO, Pavilion

Sales leaders everywhere are struggling to recruit and keep top talent, and experts expect it to only get worse in the coming year. We spoke with Jennifer Allen and Michael Randazzo about how they approach hiring and retaining talent from their perspectives as sales practitioners and sales industry leaders. Listen in for their take on:What sales people prioritize in their job searches (hint: it's not money)How to get creative in recruiting new talentIdeas for retaining the sales people on your teamGuests:Jennifer Allen and Michael Randazzo, co-hosts, Winning the Challenger Sale

Sales organizations suffer from higher turnover than any other teams in the corporations, yet too many business leaders don't consider this a problem. ESI's Alan Maguire is here to break down why the corporate world needs a cultural shift to prize sales as a high-value career - and why we need to support sales teams with long-term skills development, too. Listen in for Alan and Michael McNary's conversation on:Why it is so hard to find and retain skilled sales peopleWhat we need to change as a culture to support the modern salespersonWhat we can all do in the short-term to improve our sales hiring pipeline

Jeanne Hopkins is an author, podcaster, and Chief Revenue Officer at HappyNest who knows that the voice of the customer is essential to growing a company. In this episode, she shares her strategy for establishing a voice of the customer meeting that encourages collaboration between sales, marketing, and product. She and Michael McNary discuss:Why voice of the customer is essentialHow centering the voice of the customer helps companies grow and pivotWhat the Voice of the Customer Meeting looks like

In this episode of Talk of the Trade, Michael McNary discusses sales methodology with Paul Butterfield, Vice President of Global Revenue Enablement at Instructure and host of the Sales Enablement Society podcast, “Stories From the Trenches.” Tune in to find out:The difference between sales process and sales methodologyHow to select the right select the right methodology for your organizationHow to get sales buy-in to implement the methodologyWhy the right sales methodology inevitably leads to a higher win rate

We sit down with Justin Shriber, Chief Marketing Officer at People.ai and Host of The Legends of Sales and Marketing podcast, with a burning question: what makes someone a C-suite legend?After all, every year, thousands of eager, smart people start their careers as business development reps or marketing assistants. Only a few of them make it to the top of ladder. Even fewer of those are legends within their industries. Since Justin interviews those people on a regular basis for his podcast, we wanted to know his take on how someone becomes a CRO or CMO legend.Listen to the episode to hear how Justin illustrates each of the 3 characteristics below through stories from the many successful guests he has spoken with:The right attitudeThe formula for successLearning to inspire

In this episode of Talk of the Trade, Michael McNary sits down with Nick Bennett to talk about Account-Based Marketing. As Director of Account-Based and Field Marketing at Alyce, Nick runs a successful ABM strategy to land new accounts for his company. The secret is not fancy technology (in fact, spreadsheets are mentioned in this episode!) but good old-fashioned sales-marketing alignment.Listen to the episode to learn:Why Nick recommends thinking of ABM as Account-Based ExecutionWhy Nick personally meets with each sales rep once per weekHow to set up reports and communication loops that keep everyone on the same page

In this episode of Mimeo's Talk of the Trade, Michael McNary talks with Leslie Douglas, VP of Sales Training at JB Sales, about how to motivate sales reps. For over a decade, Leslie has worked in sales across many industries. Now, she combines her love of sales with her love of mentorship by leading sales training at JB Sales, a leading provider of on-demand and in-person sales training.In this conversation, Mike and Leslie discuss:The myth that all sales people are motivated by money How to find out what actually makes each team member tickUsing SMART goals to motivate sales repsBuilding a culture of feedback as part of motivation

Listen as Amanda Wang, VP of Marketing at Contino, reveals how marketing and sales teams can unite to be the growth engine of the company. This alliance involves keeping each other informed, establishing key metrics, and making customer success a priority.Tune in to learn:Behaviors that teams can implement to work better togetherHow to define and establish data and success metricsPrioritizing customer success and finding opportunities for growing accounts

This premiere episode of the Talk of the Trade Podcast—Marketing and Sales Success Stories, hosted by Mimeo, features an exclusive interview with Matt Heinz, President and Founder of Heinz Marketing, and Host of the award-winning Sales Pipeline Radio. Mike McNary, VP of Acquisition at Mimeo, sat down with Matt virtually to discuss 5 Tips for Following Up With Inbound Prospects. The conversation focused on breaking through the noise – providing you with winning strategies to stand out from your competitors when contacting warm leads. The result? You and your team successfully follow up with inbound prospects, write down and close more sales. – all via real-life, proven tips and tricks.Listen to the full episode to find out how to:Recognize which of your leads are worth following up withResearch your inbound prospects and their companies using the popular 3 by 3 methodImplement a multi-channel outreach strategyPut a deal-winning sales call process in place