Move the Deal Podcast

In this very special episode of Move the Deal, taped live at Showpad's Transform 2019 event in Chicago, host Greg Moore brings Showpad Chief Customer Officer Helen Yu to centerstage. They discuss how putting the customer at the center of enablement efforts leads to better customer experiences, before Ivanti's Doug Knight joins to offer his take on how enablement has evolved and his experience as a Showpad customer. That's our season finale—join us next year for season 2! A quick note: In the live taping, we gave an incorrect title for Helen Yu. Her title is Chief Customer Officer. Our apologies.

Highspot Chief Marketing Officer Jon Perera joins host Greg Moore this week to discuss an age-old quandary: sales and marketing alignment. Tune in to hear how to break down barriers between the two departments, how sales enablement can help and how both teams need to put the customer at the center. Production note: We'll be taking next week off to tape our season finale live at Showpad Transform in Chicago. Tune in to hear that episode on Nov. 13.

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Dekiba offers her best advice on how executive sales leadership can own sales data strategy. She then gives a case study to show how taking a step back—going slow to go fast—results in sales operations, sales enablement and sales management working together to create a data strategy that accelerates seller performance.

Max Armbruster, serial entrepreneur and Hong Kong–based CEO and founder of Talkpush, joins host Greg Moore to discuss how artificial intelligence can improve the hiring process. He and Moore chat through what sales and hiring have in common and how sales leaders can use AI as part of their talent strategy to more effectively engage applicants and help close diversity gaps.

Nick Gregory, Miller Heiman Group Icon and global sales enablement leader at Sabre, joins host Greg Moore to take listeners through his global travel technology firm's sales enablement journey. Hear how Sabre created sales magic by aligning its sales transformation process to the company's overall objectives and hear Nick's top advice for keeping any sales transformation on track.

The Professor of Professional Selling himself—the legendary Neil Rackham—joins our host and his former colleague Greg Moore to reflect on his 50 years of research that’s changed the face of sales. Their lively conversation ranges from the research that led to Rackham's seminal 1988 book, SPIN Selling, to how Rackham sees technology and creativity evolving sales into the future.

Chris J. Reed, CEO of Singapore's Black Marketing and "the only CEO with a Mohawk," joins Greg Moore on this week's Move the Deal sales podcast to offer his insights into social selling. A pioneer on LinkedIn, Reed shares the strategies that help his company advise CEOs and sales leaders on getting the most out of LinkedIn.

As Sales Training Performance Consultant for Roche Diagnostics, Joan Ridgeway tells all of her sales managers to "plan to do something spontaneous." Ridgeway, a Miller Heiman Group Icon, joins host Greg Moore to explain what this means—and why it works—in this wide-ranging conversation on sales coaching and management strategies that work.

Michael DeRosa, Miller Heiman Group Icon and director of professional development at Travelers Insurance, talks about the unique challenges of channel sales with host Greg Moore. DeRosa discusses how Travelers Insurance builds trust between the company and the independent underwriters who sell to their customers—and offers CROs helpful advice on how to get growth in both direct and indirect sales.

Kevin Lewis, Global Sales Excellence Leader at Milliken and a Miller Heiman Group icon, joins Greg Moore this week to discuss how sales managers set themselves up for success. From investing in coaching to moving from an old-school mindset, Lewis explains how both novice and experienced sales managers can bring the best out of the sellers in the field.

Charles Forsgard, Honeywell's Vice President of Global Sales, chats with host Greg Moore about the most important thing that sales managers do: coaching. Building on his Stop Kidding Yourself guides, Fosgard explains how many sales managers make mistakes in their approach to coaching and gives actionable advice on how to get it right.

Steve King, Chief Revenue Officer of Hexagon, joins host Greg Moore for a wide-ranging conversation on everything he's learned by guiding Hexagon, a global leader in sensor, software and autonomous solutions, through a sales transformation. From enablement and reinforcement to strategy and process, King walks CROs through everything they need to know to get this process right.

Tamara Schenk, CSO Insights Research Director and co-author of Sales Enablement, joins host Greg Moore to discuss how sales leaders can evolve sales enablement at their organization, taking it from the rough to a sparkling diamond. She also offers her best advice for putting theory into practice and discusses upcoming research from CSO Insights, including the Sales Enablement Study coming this autumn.

In this episode, host Greg Moore interviews Tim Conroy, a Miller Heiman Group Icon and learning and development director for Applied Materials. With nearly 30 years experience in sales enablement, Tim discusses how sales organizations can use an approach he calls Coaching in the Flow to drive stronger seller performance through coaching and reinforcement. Throughout the summer, Move the Deal will feature interviews with Miller Heiman Group Icons, which honors an elite group of outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs.

Predictable Revenue co-CEO and founder Aaron Ross joined host Greg Moore to talk about how building an SDR model using inside and outside sales guides sales leaders to growth that's scalable and sustainable. Aaron also talks about how he's implemented a 25-hour work week to spend more time with his family, including nine kids, while running a company, writing best-selling books, including From Impossible to Inevitable, and speaking about sales all over the world.

Miller Heiman Group performance consultant Pam Hammers, who focuses on the manufacturing industry, chats with host Greg Moore about how manufacturing sales organizations can adapt their sales talent strategy to recruit, train and retain millennial sellers.

CSO Insights Chief Research Officer Seleste Lunsford joins host Greg Moore to preview the upcoming World-Class Sales Practices Report and talk about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization.

People.ai Founder and CEO Oleg Rogynskyy, who just closed his company's $60M Series C, started his career cleaning customer data in "sweaty, windowless conference rooms" and knew there had to be a better way to use data to grow sales. In this episode of Move the Deal, Rogynskyy tells host Greg Moore about what he's learned as he's led multiple startups, including how sales leaders can use AI and data to improve sales processes, open up seller time, and build the ideal team for success.

In this episode of Move the Deal, host Greg Moore sits down with Kathy Venincasa, director of sales operations management at Particle Measuring Systems. Kathy discusses how critical sales operations is to success—and the playbook she uses to drive sales forecasting to 90% accuracy.

In the inaugural episode of Move the Deal from Miller Heiman Group, host Greg Moore sits down with CEO and President Byron Matthews to discuss the evolution of CRM. From rolodexes to the Salesforce revolution to today's approach, Matthews discusses how CRM tools now bridge methodology with data to bring sales strategy into focus and show sellers how to weaponize their data to close more business.