#STAYHUMAN: Sales Skills Podcast with Malvina EL-Sayegh

What is the most scary thing that can happen to an Enablement practitioner? Tune in to find out this year's scariest stories!Subscribe to the podcast and please leave a review!

On this episode we are joined by Richard Smith: EMEA Sales Leader of Sales Enablement platform Allego and former Co-Founder of Refract (acquired by Allego in 2020)Get ready to dive deep into the world of building champions and identifying them to ensure you're working on real deals that drive success.Join us as Richard shares his invaluable insights on the strategies and techniques that can elevate your sales game to new heights. Discover the secret sauce behind Backstage selling and how it can transform your approach to closing deals. Richard will unveil the key components of a successful champion-building process, offering practical tips and real-life examples to guide you along the way.So, whether you're a seasoned sales professional or just starting your journey in the world of sales, this episode promises to equip you with the knowledge and skills needed to navigate the intricacies of Backstage selling.Get ready to revolutionize your sales approach and build a winning team of champions.Subscribe to the podcast and please leave a review!

Ryan Staley joins us to discuss how AI will impact sales organizations.Subscribe to the podcast and please leave a review!

Ever spent a long time putting together a training only to find that not long after your sellers hardly remember a single thing? Yup! W've all been there! So how do we change behaviour and get sellers to do the things that we know work and are effective? Meyah Rose and Jonathan Mahan from The Practice Lab join us to share their best practices for effective and impactful training. The Practice Lab is the first sales training company that's taken the most powerful approach known for developing skills — something called deliberate practice — for sales.There is also a special surprise in store for our lucky listeners... so be sure to tune in!Subscribe to the podcast and please leave a review!Subscribe to the podcast and please leave a review!

Kunal Pandya, Founder and CEO of Sales Velocity Labs, joins us to share his thoughts on why Enablement should be thinking about attribution of their programs by leveraging the Sales Velocity Equation.Subscribe to the podcast and please leave a review!

The down times won't last forever, so we spoke with Morgan J Ingram about what sellers can do to prepare for the when the good times make a comeback.Subscribe to the podcast and please leave a review!

Ted McKenna joins us to discuss the book "The Jolt Effect" co-authored by Matt Dixon and Ted McKenna! We dive into why jolt and why now? How do we deal with customer indecision and the fear of messing up in the current economic environment. From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales.In sales, the worst thing you can hear from a customer isn't “no.” It's “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing....Hear why JOLT Effect is the number one book you should read this year.Subscribe to the podcast and please leave a review!

Jaren Krchnavi from Siemens joined us to share his approach to sales kick offs and why it's definitely way more than just a "two day event". Hear his approach to organising an off site event for more than 200 people!Check out this post too!Subscribe to the podcast and please leave a review!Subscribe to the podcast and please leave a review!

Andrew Sykes from Habits at Work joined us to share how Sales can be one of the most trusted professions in the world, if only we thoughtfully seek to build trust from the onset of every conversation we have, and also avoid Trust Destroyers.Subscribe to the podcast and please leave a review!

Del Nakhi joins us on the podcast to talk about change management frameworks that have helped her in her enablement journey! Why is change management important?What is the preferred framework?How to drive change effectively in your organisation?ADKAR: a model for change in businessCheck out Del onLinkedIn: https://www.linkedin.com/in/del-nakhi/Subscribe to the podcast and please leave a review!

The Enablement Enthusiast herself joins The Enablement Brew to share how teams can prioritize their initiatives using a framework that will help all parties involved speak the same language.Framework can be found here: https://www.linkedin.com/posts/whitneysieck_i-got-sick-and-tired-of-hearing-i-just-got-activity-7032406321672974336-7njb?utm_source=share&utm_medium=member_desktopCheck out Whitney onLinkedIn: https://www.linkedin.com/in/whitneysieck/Instagram: @enablemententhusiast Website: https://www.enablemententhusiast.com/Subscribe to the podcast and please leave a review!

Join us as we speak to Ben Purton, Director of International Sales Enablement at RingCentral, on our latest episode of The Enablement Brew.Subscribe to the podcast and please leave a review!

2023 definitely didn't start as we expected, with mass layoffs in the tech space continuing. So what is the enablement community doing to help and support those that have been affected? Carly and Malvina are joined by Matt (Scheitle) Schalsey to talk about the brand new initiative of "Bounce Back Enablement" and how to fully leverage the power of communities in the search for your new role.  About Matt Schalsey:Over a decade of direct sales/customer success experience, continuing to master all areas of the customer buying process. From sales education, change management, philosophy building experience. I've designed, managed, and procured dozens of processes from role to role handoff processes, cross-functional initiatives, manager enablement and playbook creation.Subscribe to the podcast and please leave a review!

Carly and Malvina are joined by Udi Ledergor  , Chief Evangelist @Gong,  to talk buyer enablement, existing trends in market, forecasting capabilities and the importance of social presence! Some of the key themes from the episode:We're seeing a lot of discussion around 2023 being the year of Buyer Enablement. How does Gong help its customers focus on the Buyer? Gong is a leader in sharing trends, what are some existing trends we are seeing in the market?What are Gong's forecasting capabilities ?Why buyer loyalty isn't everything, especially in 2023About Udi:Udi is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong, the Revenue Intelligence category leader unlocking reality to help people and companies achieve their full potential.He's also an author, speaker, angel investor, and advisor.Outside of work, Udi is a lifelong lover of theater, performing arts, music, magic, wine and whisky (no 'e!'). He's a passionate social activist, having founded and served at multiple non-profit organizations working for causes like LGBT rights and education.He holds an MBA and a B. Bus. from the College of Management in Israel. Udi lives in the San Francisco Bay Area with his husband and three children.About Gong:Years ago, while CEO at another company, Amit Bendov had an idea. His teams were consistently losing deals and no one understood why. After reviewing a number of recent sales calls in search of a solution, Amit realized that team members were hearing only part of the customer conversation. Lacking an efficient process for accessing and synthesizing customer communications, executives and their teams would spend hours reviewing CRM notes. Yet in spite of this laborious effort, most still resorted to guesswork rather than fact when making crucial business decisions. The results he observed were lost deals and misaligned efforts across functions, teams, and divisions.A discussion with his engineer friend Eilon Reshef revealed that AI could help solve the problem. What ensued was a software product that not only recorded customer conversations, but also processed them, understanding exactly what was being said: the good, the bad —the reality. This new product could actually coach teams to close, offering warning signs and recommendations for how to control any interaction. It wasn't long before the two friends teamed up to ignite a “Reality Revolution” in business. The Gong platform was born.Gong brings an experience to users, teams, and companies that is reality-based, autonomous, and aligned amongst employees. Now, not only individuals, but entire teams, functions, and companies are empowered to reach their full potential. This Reality Revolution has Gong working in ways we had never imagined. And we've rallied the entire company around it.Subscribe to the podcast and please leave a review!

Carly and Malvina are joined by Hendrik Isebaert , CEO @Showpad,  to talk the concept of Enablement OS, enablement effectiveness ( yup, effectiveness over efficiency),  thoughts on the economic downturn and what tech companies should consider when evaluating their effectiveness & efficiency.  Some of the key themes from the episode:How Showpad is pivoting & adapting in 2023Enablement Operating System (Enablement OS)Trends in EnablementWhat other CEO's should consider when they are looking at Enablement as a function to remove when cost cutting exercises are necessaryA glimpse into Enablement at Showpad About Showpad:Showpad is the world's leading Enablement Operating System (eOS™), with over 1,200 customers in over 50 countries. Content lives at the core of our platform and creates a single source of truth that aligns sales and marketing throughout the course of the sales cycle, while putting customers at the heart of the sales motion.Subscribe to the podcast and please leave a review!

Carly and Malvina are joined by Stephanie White to talk about flipping the script in enablement. Get processes and tools working for people, rather than people working for them.About Stephanie White:B2B Revenue Enablement and Operations leader with 15+ years in technology helping clients grow and better their business!For me, revenue enablement is people enablement. I love connecting with people and driving change in a way that truly moves business and people - and wake up excited to make a difference.The choices we make every day in business to business sales impact the lives of many, connecting people to products, services to businesses and building better solutions for us all. Coming up on 20 years experience in all kinds of client facing sales and marketing roles, it's not about a product or widget. It's about what it can do for someone else's day.Biggest motivator? Finding out what drives someone. Really listen. Connect with what matters most. Do everything you can to help them succeed. Remove obstacles. Innovate. Scale.Clifton Strengths - Strategic, Learner, Achiever, Relator, Maximizer.When I'm not working, I love to explore, travel, cook and run.Subscribe to the podcast and please leave a review!

Carly and Malvina are joined by Tom Cheriyan to talk about the topic of "Laid Off Enablement".As inflation, supply-chain problems, and geopolitical turmoil curb revenue growth for tech companies, they have resorted to reducing headcount—some with massive layoffs—to bolster their balance sheets. Tech companies as big as Netflix have slashed jobs this year, with some citing the effects of the COVID-19 pandemic and others pointing to overhiring during periods of rapid growth. Silicon Valley giants who'd spent the last decade growing accustomed to progressively prosperous quarterly results have been forced to take a butcher knife to their headcount. For some, this was the first time they've ever had to cut staff. Enablement can also be on the chopping block... and on this episode we talk specifically around "laid off enablement" with Tom.About Tom Cheriyan:Thomas K. Cheriyan (also known as Tom) is a proven leader and innovator in the technology sector. He brings to the table years of experience in intellectual property, technology, engineering, thought leadership, strategic marketing, sales and business management. During his downtime, Tom is an Adjunct Professor at The City College of New York within The Grove School of Engineering teaching several graduate courses including Project Management, Engineering & Business Law, and Engineering Economics. With time remaining or from a multi-tasking perspective, he's also a full-time dad to two amazing daughters.To reach out directly to Tom, you can best reach him on LinkedIn. Tom's content/posts are of his own only.Subscribe to the podcast and please leave a review!

Carly and Malvina are joined by Aaron Evans to talk about the hot topic of "coaching" and why it's so under-utilised.Scaling sales coaching was the number one priority among sales teams, according to 2021 research from Revenue.io. In a separate 2021 survey, 96% of respondents either agreed or strongly agreed that effective sales coaching positively impacted their salespeople's performance.A recent survey of 250 companies found that 87% of salespeople want more coaching. Demand for more coaching is especially true among younger sellers, those in their first ten years of selling.While salespeople of all levels desire more coaching, sales leaders and coaches say they are already stretched too thin and do a lot of coaching as it is.Why the disconnect between the coaching salespeople want and the coaching they receive? In this episode we look at coaching as a "language" and how the biggest reframe to make coaching successful has to come from self awareness and the ability to turn any conversation into a coaching opportunity.About Aaron Evans:I have 14 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC and successfully led sales transformations in several verticals including taking an HR tech business to IPO in 2014.I am a qualified coach and practitioner of NLP and Neuro-Semantics, and a passionate SaaS sales enablement leader, guest speaker and mentor who has proudly developed thousands of sales managers and professionals globally.I specialise in highly-immersive, bespoke B2B sales training and coaching experiences, which not only teaches advanced skills and techniques, but help participants better challenge their own beliefs and assumptions to create new self-learning pathways. Subscribe to the podcast and please leave a review!

Carly and Malvina dive into Sales Enablement's Pro recent report and hone in on two key findings: gender pay gap & burnout!The disparity between men's and women's salaries in enablement is $70k! Shocking!For male managers and senior managers of enablement, the median salary is $70,000higher than women in the same positions. It is important to note that the majority (61%) of the respondents are female, while less than half (38%) are male. We talk burnout: The research uncovered that practitioners work an average of 45hours per week. Indeed, over half (51%) reportedly have experienced a high level of burnout this year.Key reasons for burnout: Unclear roles and success metricsUnderstaffing and insufficient resourcesLack of leadership buy-inBalancing too many projects at onceChanging prioritiesLack of recognitionCheck out Sales Enablement's Pro Recent November 2022 Report here Subscribe to the podcast and please leave a review!

Tune in to enablement horror stories from our guests. We talk about all the things that go wrong in enablement!Adriana Romero: Senior Manager Productivity at SalesforceLaura Wheeler: VP Revenue Enablement & Operations at SpekitStephanie Middaugh: Director of Enablement at WorkrampJesse Potter: Director Field Enablement at DocusignSubscribe to the podcast and please leave a review!

In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the constant feeling that you are repeating yourself!

In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about how to make your sales training fun! No one wants to sit through an hour long powerpoint... so what else can you do? Subscribe to the Enablement Brew on LinkedIn for all of our recent updates!

In this epsiode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the importance of enablement in times of an economic downturn. With recent layoffs happening in the tech space... enablement is usually the first on the firing line. Subscribe to the Enablement Brew on LinkedIn for all of our recent updates!

Many relationships never progress past "you're on mute." Why?  Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagementYou'll Learn:How to establish a personal connection with one person or one thousand on videoHow to avoid Resting Business Face and other self-sabotaging virtual behavioursWhy sales need to rethink their infamous "powerpoint presentations" About Julie HansenJulie Hansen is an author, actor and speaker focused on using video to build relationships, foster collaboration, and drive sales. Known as a thought-leader in virtual selling and video communications, Julie has been featured in over 150 podcasts, articles, and publications, including Entrepreneur, Sales and Marketing Management, Fast Company Publications and more.Julie is a sought-after speaker at Fortune 1000 companies for providing a unique blend of acting and improv insights with sales and business acumen to differentiate and connect in a hyper-busy world. Through her online course, The Selling on Video Master Class, Julie has taught more than 10,000 salespeople and business leaders to communicate with greater credibility, confidence, and influence in virtual meetings, calls or recordings.In addition to a career in sales and leadership, Julie worked as a professional actor performing in over 75 plays, television shows and commercials, including HBO's Sex & the City. For Keynotes, Workshops, and Classes, go to JulieHansen.Live

Coaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it? On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your manager. You'll Learn:How can you make "coaching" sticky?How can you build a culture of learning?Why coaching doesn't always have to be an hour long 1 on 1 with your manager.What role does enablement play in the delivery and reinforcement of coaching. About CaitlinCaitlin Finnegan is the Senior Director of Revenue Enablement at SalesScreen.She has formerly held head of Enablement roles at Bloomberg Industry Group & NewsCorp.Caitlin's previous enterprise sales experience, coupled with her PR background and a MA in Corporate Communications led her to a career in enablement.She holds degrees from Georgetown University, Baruch College and has completed coursework at Columbia University.

Felix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"?You'll Learn:Who exactly needs enablement and why?Where to focus your attention to see revenue backed results?Common pitfalls in "enablement"About Felix Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies.About FFWD For business leaders who want to maximise their sales team's effectiveness, FFWD offers the Sales Enablement Accelerator, a proprietary framework that equips sales teams with strategies and support services they need to increase their pipeline and win rates.Unlike other sales enablement service providers available, FFWD's Sales Enablement Accelerator is the only holistic sales enablement service considering all factors impacting sales performance according to industry-leading research: sales process, tech tools, buyer content, talent development.FFWD clients without internal sales enablement resources are able to benefit from strategic advice and enablement services delivered by sales enablement veterans. Clients who already have invested in an internal sales enablement function are able to increase their capacity to realise strategic initiatives faster.The Sales Enablement Accelerator offers business leaders the opportunity to make sales enablement their competitive advantage without the long hiring processes and financial risks involved in increasing internal sales enablement capabilities.

Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness" You'll Learn:Why it's not all about "getting people to like you"The power of staying connectedHow to become an extraordinary influencerAbout BrianBrian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations. Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence.Brian's book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people.Bryan's book: "The Influencer:Secrets to Success and Happiness" Bryan's LinkedIn: Brian AhearnBryan's website: InfluencePeople.biz

In this episode I am joined by Steffaney Zohrabyan to talk about digital transformation and adoption!You'll Learn:1. Digital Adoption- Why it shouldn't be an afterthought.2. The power of learning "on the job" 70/20/103. Using technology to enable your front line sellers.About Steffaney:Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Half, T-Mobile for Business and Cisco. She is host of the first podcast, blog, and video series on digital adoption: The Digital Adopter.

In this episode I am joined by Paul Butterfield  to talk about how to measure and attribute success to enablement.  You'll Learn:1. How to correlate enablement to revenue growth.2. Building out your internal NPS score.3. What specific initiatives drive enablement success forward.About Paul:Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging  his 20 years in sales and sales enablement to help sales and customer success organizations transform into truly customer-centric organizations that differentiate through they sell rather than with price or product features. Expert in analyzing sales organizations and implementing sales process and messaging. These transformations have resulted in significant uplift such as an increase in competitive win rates from 50% to 67%-75% inContact experienced.Paul's Specialities: Sales enablement, sales effectiveness, sales methodology, CustomerCentric Selling® and Selling Through Curiosity® customization and implantation, account management, cloud sales, SaaS sales, customer success, customer retention, software sales, direct sales, channel sales, channel management

In this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales!You'll Learn:1. How to be a tactful negotiator2. How to maintain control throughout the sales process.3. What key lessons from the white house can be applied in sales. About Paul:Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediate results that make an enduring commercial impact. He is an executive leader who jumps organizations multiple steps ahead through his success in start-ups, consultancies, rapid-growth enterprises and Fortune 50 firms.His accomplishments span the shop floor selling stereos in college to negotiating legislation on the floor of the US Senate; building out start-ups to $1 B valuations to being a board member of a global hair care company. He's been a driver in how we all use text messages—SMS—having developed two patents providing interoperability and building a business on the ground in 80 countries—including living in the US, France and China. He applies a business philosophy of bridge-building seeing relationships, combinatorial thinking and aligning companies to common visions and objectives. As a strategy consultant advising on acquisitions, strategic partnerships and sales growth his clients include Facebook, MasterCard, Western Union, Liveperson, as well investment firms such as HIG Capital, Warburg Pincus and Columbia Capital. Paul's range of experience and non-linear career provides insights and deep appreciation for the unique context, customs and motivations with which different people, institutions, nations and industries operate.Connect with Paul:www.globalpointview.comLinkedIn

In this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up"You'll Learn:1. Why going above and beyond is the success of repeat business.2. How to delight your customers at every step of the journey.3. What sea based businesses can teach land based business About Paul:After spending over 25 years in the hospitality industry, Paul has discovered how to go beyond a “perfect” customer experience. Through teaching his audience to stop viewing perfect as an end goal, and instead see it as a starting line, Paul encourages companies to stop settling for delivering merely “perfect” service.Over the past three decades, as a Senior Executive, Paul has managed and guided some of the largest and most luxurious cruise ships in the world, taking him to speak on stages all over the globe where living with his customers, clients and co-workers was a way of life. His time on the high seas has taught him that through approaching customer service with the intent to exceed his customer's expectations, rather than just meet them, higher levels of customer satisfaction, retention, loyalty, and repeat business can be experienced.Paul is author of "Repeat Business, Inc: The Business of Staying in Business", an Advanced Communicator in Toastmasters International, and a member of the National Speakers Association.Paul has a Bachelor of Science in Education from Boston University, and spent years as an educator before joining the hospitality industry. His time in the classroom gave him the skills to command a room and conduct productive and efficient workshops.His latest Book:"You can't make this ship up"

In this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline!You'll Learn:1. Why 65% of deals stall somewhere in the sales process2. How to qualify your deals early on in the sales process3. What are the key milestones in your buyer's journeyAbout Steve GieldaSteve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving critical on-the-job behaviours. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company.Learn more about Ignite Selling:https://igniteselling.com/about-us/

In this episode I am joined by Crystal Franco-Nikosey to talk about how  sales onboarding can be tailored to different personality types!You'll Learn:1. How "personality" ties into the success of your onboarding program2. How to leverage personality tests to make tweaks within your onboarding program3. Why onboarding is a continuous process of improvementAbout CrystalCrystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales experience. she is now the sales enablement manager at cloud academy and prior, served as the director, customer enablement at early stage startup, tribyl inc.her passion is taking an outcome based approach to enablement. aligning all initiatives and programs to the business goals.crystal also advocates taking a holistic view at sales reps. from their first interview, to personality assessments to onboarding to career movement internally. by identifying these patterns and learning modalities, enablement can become laser focused on what is most impactful to the business.prior to sales enablement, crystal started her sales career as a bdr moving into corporate inside sales, and finally an enterprise account executive, selling saas solutions.https://www.linkedin.com/in/crystalnikosey/

Jason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you?What you'll learn:1. How to go from an order taker to quota breaker2. How to sell with authentic persuasion3. Why there are no "ready born" sales people.About Jason CutterJason Cutter has a degree in marine biology from the University of California, Santa Cruz, but his adult life has been focused on selling and helping others to sell. He has led sales teams at multiple companies, across multiple offices, and in multiple countries, including working with offshore call centers. His niche is inside sales teams driven by inbound performance marketing. Today, Jason is the host of The Sales Experience Podcast and he leads his own consulting firm, Cutter Consulting Group. Selling With Authentic Persuasion: Transforming from Order Taker to Quota Breaker is his first book.Resources:https://www.authenticpersuasion.com/

Donnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily"What you'll learn:1. Techniques to get more referrals for your business2. How to ask for a referral without it sounding uncomfortable3. How to build a lasting relationship with your clientsAbout Donnie BoivinAt 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he'd been living other people's dreams; two decades mastering sales but making other people wealthy. Confident in his sales ability and local brand he jumped out on his own to chase his dream of speaking on stages and inspiring others to go for their own business freedom.He quickly learned he had an employee mindset (not a business owner's) and ran his business straight into the ground. While struggling to find his footing and build his business he began to discover himself. Donnie's journey led him to build Success Champion, where badasses learn how to become the champion of their own business and personal success.Success Champion is now a top-200 Apple podcast, a magazine, and a dynamic and sought-after Facebook group. Donnie is also the creator of the Badass Business Summit helping businesses unleash, be seen, and sell. He has appeared on hundreds of podcasts, spoken on hundreds of stages, and is going bigger with his message every day. He's been called a motivator, a straight talker and an authentic badass.

You can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world. You'll Learn:1. The advantages of an equally distributed workforce2.  How to equip and enable your salesforce remotely3. How to work together when everyone is working in different locations & timezones.About Celine GreyCeline Grey is the Director of Revenue Acceleration at Oyster HR. Oyster is  making it easier and more affordable for companies to hire people in whichever country they happen to live in. It means talented people can get a dream job without dropping everything, and companies can get a dream hire without limiting themselves to their neighborhood.

Kevin McCarney joins me on the podcast to talk about his book "Big Brain  Little Brain" and how we can use communication as an asset rather than a liability.Whenever we're frustrated, angry, or under stress, those negative influences try to control what we'll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us.   Fortunately, there's a way for you to take charge.Big Brain Little Brain distills all communication into simple and accessible tools you can use immediately. It identifies the twenty-one tools your Big Brain can tap into for better communication, as well as the fourteen avoidable traps that your Little Brain will constantly set for you.Most importantly, it will show you how to find your “neutral,” giving you the time and focus you need to find the right words even in the most pressure-filled encounters. Gaffes will become a thing of the past, and great communication will become your trademark.You'll Learn:1. What's Big Brain & Little Brain is all about.2.  How to find your neutral words and move to that "neutral space"3. How to forge strong relationships and bonds with our communication style.About Kevin McCarneyBest selling author Kevin T. McCarney spent several decades managing customer and employee relations across a wide range of industries and organizations. He has been a guest speaker at the USC Marshall School of Business, the UCLA Anderson School of Business, and Woodbury University, among many others. A successful entrepreneur, author, speaker, mentor, husband, and father, Kevin has served on the board of directors of the California State Compensation Insurance Fund, the California Restaurant Association (Chairman 2014), the Burbank Arts in Education Foundation, the Boys and Girls Club of Burbank, and the Universal City North Hollywood Chamber of Commerce.

Darren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader.You'll Learn:1. Why becoming a great leader starts from the inside out?2.  Adapt best practices for authenticity3. Forge unbreakable bonds with your tribeAbout Darren ReinkeDarren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyful life while creating stronger and more resilient teams, organizations, and communities.Darren founded Group Sixty, an executive coaching and training company based in San Diego, to bring his purpose to life and to transform leaders, their teams, and their organizations. Learn more at GroupSixty.com.The Savage Leader“Be a leader.” Most of us hear this phrase. It's a message no longer reserved for the aspiring C-suite executive or CEO. It's for everyone from the recent college graduate to the mid-career professional to the top of the corporate ladder. It's for every industry and every sector too.But what does it mean to “be a leader?” How do we become one? What does it take?In today's world, it takes more than being a great decision maker, strategic thinker, and risk manager. It takes mastering the inner game to become a “Savage Leader.” In this book, Darren Reinke will show you how by guiding you through 13 key principles that will help you develop and master the inner qualities and traits you need to become a leader.In The Savage Leader, you will learn how to:Use your values to anchor and guide your decisions;Adapt best practices for authenticity;Forge unbreakable bonds with your tribe;Embrace patience;Seek out discomfort to drive growth;Get unstuck and take action;Crush your doubts and much more.Drawn from Reinke's experiences working in corporate America and as an executive coach, developing player-coaches for top organizations around the world, The Savage Leader is also packed with dozens of interviews with remarkable leaders including: Silicon Valley entrepreneurs, professional athletes, Navy SEALs, and pioneers in the fields of sports, entertainment, and technology.Whether you're a status-quo challenging entrepreneur, community activist, high-potential manager, trailblazing teacher, mid-level manager, or startup founder, The Savage Leader will give you the practical and actionable tips you need, while inspiring you to reach your full leadership potential.Inside each of us is a “Savage Leader”—we just need to learn how to unlock and unleash them.

On this week's podcast I would like to share with you an episode I recorded with Alex Smith for his podcast "Stories of Selling Human"Thank you so much Alex Smith for having me on your podcast! Malvina EL-Sayegh is a Head of Sales Enablement at Silverfin - a high growth cloud-first SaaS post-accounting solution focused on providing software for accounts preparation and adjacent workflows such as statutory accounts and tax. She is an experienced Relationship Manager & Training Consultant with a 10-year history of working in the Financial Services Industry and has achieved outstanding success in sales and closing new business as well as assisting clients to see the value in Fintech solutions. Malvina also hosts the #STAYHUMAN podcast, which she started with a purpose of demystifying sales and exploring what it means to be a "great" salesperson.Summary:Key Moments:04:05 - How sales changed over the years. Active listening and problem solving.13:35 - Natural curiosity. Asking meaningful questions.21:44 - What is "Sales Enablement"?25:26 - Tips for sales professionals and a "non-sales sales person".37:38 - Self-reflection and salesCheck out Alex's podcast here:https://stories-of-selling-human.captivate.fm/

Britta Lorenz joins me on the podcast to talk about the highs, the lows and the key to success in enablement.You'll Learn:1. Why Patience is such a key element to a successful enablement career2. Is being in sales first a necessary part to being successful in enablement?3. Britta's quick win in enablement About Britta LorenzBritta Lorenz is a mother of two, a businesswoman, consultant, certified executive coach, and podcast host who values dedication, compassion, authenticity, and excellence. Britta learned the value of dedication at an early age growing up in Imst, Tyrol, Austria as the first daughter of two, living in a four-generation home. Britta's dedication, compassion, hard work, and determination to avoid a life of mediocrity inspired her to earn an NCAA DI sports scholarship which led to an accomplished business career. She received her education at the University of Nevada, Las Vegas, with a Bachelor's in Business Administration Management, and she also holds a Master's in Business Administration. Earning several academic awards for her outstanding achievements has proved her attitude and consistent mission of excellence. Britta knows that success is a journey, not simply a destination, filled with the highs and lows of life. This perspective is a constant driver, and she brings this same dedication to her work with business leaders to enable organisations and teams worldwide to achieve their growth objectives. An unrelenting passion for empowering people has fuelled Britta's strive for greatness.She is passionate about bringing humans together to enable connections and long-lasting relationships. Britta leads the DACH chapter of WiSE (Women in Sales Enablement - Germany, Austria, and Switzerland). She is an active supporter of women in business and the creator of the C²LEA²R framework for leadership.

Carly Lehner joins me on the podcast to talk about onboarding in sales: how it has changed, what the outlook is and what are the considerations you should make when building out your onboarding programs.You'll Learn:1. Understanding the perfect balance of remote and in-person elements in onboarding programs2. Pre-Onboarding: is it a must or a nice to have?3. Onboarding biggest challenges!  About Carly LehnerCarly Lehner is the Head of Revenue Enablement at Andela.  She is a sales enablement professional who believes in providing sales organisations a tech-enabled, relationship-oriented development approach, without distracting sellers from generating revenue.

Colin Spence joins me on the podcast today to talk about customer success: what it is and isn't and why it's such a hot topic among SaaS businesses!You'll Learn:1. What Customer Success is and isn't2. How Customer Success can be more commercial3. Why the happiness of the end client is the key to successAbout Colin SpenceColin Spence is an experienced Customer Success leader responsible for Silverfin's Global customer success. With overseas experience in both multinational Fortune 50 organisations and hypergrowth start-ups, Colin's ambition is to lead world class Customer Success teams.https://www.linkedin.com/in/colin-spence

Simon Hares,  Serial Trainer 7,  joins me on the podcast today to talk about the art of creating a well written proposal for your customers.You'll Learn:1. Why do you need a sales proposal?2. LISTEN framework for your proposals3. How to ensure you are capturing the right audience in your messagingAbout Simon HaresSimon Hares is the Managing Director of the Serial Trainer 7 international sales and management training organisation based out of the United Kingdom (UK). Simon  has worked with organisations around the globe, from Australia to the United States. He had a successful career in the publishing industry before he went out on his own as the Serial Trainer 7.   The organisation focuses on management leadership training, sales training, business skills training and personal development.  https://serialtrainer7.com/

Adriana Romero joins me on the podcast to help me demystify sales enablement: what it is, what it isn't and the most common misconceptions about our work!You'll Learn:1. What is Sales Enablement?2.  Top Misconceptions about Sales Enablement About Adriana RomeroAdriana is a maven, she lives for connecting, helping and facilitating information. An engineer turned salesperson turned sales coach, she spends her days figuring out how to better enable the LevelJump sales team while trying to build a business that helps Immigrant women alongside her best friend. A mother of one girl and one furry boy, she loves being married to a sales star that loves planes and travel as much as she does.

Andy Whyte joins me on the podcast to talk about MEDDICC as a qualification framework in our sales process.You'll Learn:1. MEDDICC or BANT?2. How to deal with metrics when you don't yet have tangible ROI of your product or solution?3. How to get MEDDICC right in your deals. About Andy WhyteWhat I love about sales is how closely correlated to sports it is.The most elite athlete can lift any team up and help them win.However, an elite athlete needs much more than just natural ability.- The elite athlete needs discipline- The elite athlete needs to understand the field- The elite athlete needs to know the plays- The elite athlete needs to know how to win - their own strengths and their opponent's weaknessesSubsequently when compared to an average athlete:- The elite athlete will find more opportunities to score- The elite athlete will convert more of those opportunities- The elite athlete will convert more points from those opportunities , and,- The elite athlete will score more those points more quicklyNow replace the word 'athlete' above with 'seller.'If you extend this analogy to Mixed Martial Arts, then the fighters' natural abilities, such as their strength, speed, and agility, are important. But, in a fight between a naturally gifted fighter with no framework and an overweight, untalented, old, and out-of-practice fighter who has a black belt in a martial art... my money is on the black belt ALL DAY!!In sales, you can be the most naturally gifted seller in the world. But, if you go into enterprise-level deals without a framework, you are going to get hurt. You are going to get beaten by less talented sellers who follow a framework.In this analogy, MEDDIC is the OG. MEDDIC is the Brazilian Jiu-Jitsu of the sales frameworks and methodologies world.The world's greatest MMA gyms and the world champions they produce tend to use Brazilian Jiu-Jitsu, just as the world's greatest sales teams use MEDDIC.MMA fighters' use of Brazilian Jiu-Jitsu has evolved over the decades to adapt to the octagon's changing landscape just as MEDDIC has evolved to suit the changing landscape of the enterprise (MEDDICC/MEDDPICC etc.).Brazilian Jiu-Jitsu isn't the only 'framework' in MMA. Champions have used Karate, Judo, Boxing, and Wrestling, but, put simply no other framework has the quantity of Champions as Brazilian Jiu-Jitsu. Likewise, most Champion's who use one of the frameworks above also have a Brazilian Jiu-Jitsu belt too.Just like how Jiu-Jitsu compliments other styles and frameworks, so does MEDDIC. It effortlessly collaborates with other frameworks and methodologies, helping sellers to meet their full potential.https://meddicc.com/andy-whyte/

Louis Richardson joins me on the podcast to talk about the art of storytelling in business and how to avoid "death by powerpoint" when presenting to customers.You'll Learn:1. How to incorporate storytelling in your meetings2. How to avoid death by powerpoint3. How to inspire and amaze your audienceAbout Louis RichardsonHe served as an IBM Worldwide Storyteller & Enthusiast re: Social Business & Smarter Work. He has over 30 years of experience in the collaboration & document management industry and has served in sales, support, consulting and document production management positions. Prior to IBM, he was the Vice President of Marketing at Green Pasture Software, a solution provider acquired by IBM. Additionally, he has served as the Director of Imaging, Workflow and Document Management at Crawford and Company, the world's largest third-party administrator of insurance claims. He has also served as a consultant with Saros, FileNet, and Interleaf."I've been privileged to have journeyed through large and small organizations in over a dozen industries. And during those global experiences I frequently observed well-meaning individuals and organizations, who had amazing products, services and ideas, fail to effectively communicate to the audiences entrusted to them. For that reason, I consider it an honor to offer my assistance, insights and coaching to anyone who is willing to invest time and attention to discover, develop and deliver their amazing story."http://creativitycrisis.com/newblog/contact/

Ken Lundin joins me on the podcast to talk about B2B sales; the importance of booking that next meeting, handling price objections, and steering your focus towards an incredible discovery with your prospects.You’ll Learn:1. Why most sales training in companies is "broken"2. How to have an incredible meeting with a great structure3. How do we tackle the "price" objection early on in the conversationand so much more!!About Ken Lundin▶️ WHO IS KEN LUNDIN & ASSOCIATES?We are the company that puts your ROI in front of how we deliver our services. We are less concerned about whether you want sales training, sales assessments, sales hiring, sales enablement, sales coaching, or sales consulting than what will provide you the quickest return on your investment and we tailor our approach with this goal in mind.Our team of experts specialize in working with companies from $1 million to $150 million in revenue. From turn-arounds on the verge of bankruptcy who then grew revenue 300% in the next 3 years to hyper-growth unicorns and established brands seeking to grow market share.We believe our managed services approach which holds nothing back from our clients and allows them access to all our resources is better than any other approach on the market to provide ROI and pivot with the flow of your business. Not to mention our shared risk/reward approach for qualifying businesses.Personally, I'm a fitness and anti-aging guy who wishes he had a full head of hair and loves weekend getaways and a great glass of wine or scotch.▶︎ GET IN TOUCH:No matter which stage your company is in there is a prescriptive path to the next level of sales and corporate valuation with The Sales Alpha Roadmap™️.If you own a company with revenues between $1 and $50 million let's talk about your goals. The worst thing that happens is we don't work together, have a great conversation and you get an experts outside perspective on the most valuable next step you can take.Connect on LinkedInE-mail me at: ken @ kenlundin.com

Ryann Dowdy joins me on the podcast today to talk about aspects of the sales process, social selling & discovery.You’ll Learn:Social selling as the "new" sales wayMaking your presence known for your business Mastering "discovery" with your prospectsAbout Ryann DowdyRyann Dowdy, former Director of Sales, left the corporate world after 15 years with a vision to achieve time & financial freedom. Ryann's vision became a movement when she founded Uncensored Sales & built a community of women looking to gain back control of their lives. Ryann is passionate about helping women learn to sell & build a business they love, so that they can leave their 9-5, take back control of their time, & have unlimited income potential. Her talent & passion for sales has taken her mission one step further by helping businesses to create 7-figure sales organisations.https://www.ryanndowdy.com

Alex Smith joins me on the podcast today to talk about all aspects of being "human" in our sales interactions. You’ll Learn:1. What it means to be human in our sales interactions2. How to build that element of trust and rapport with your customers3. Why a "no" doesn't mean a "no" foreverAbout Alex Smith:Sometimes in your life it feels like you lose everything.Like the year I was laid off. Interviews pushed from COVID 19, But then the real bomb hit,My Dad got diagnosed Leukemia.Just 5 months later, unfortunately my Dad passed away. Despite losing so much, I'll never lose what my Dad taught me about life. Things like selflessness, a relentless work ethic, and a thirst for knowledge.His best lesson was how to create genuine connections with everyone in your life. I've taken that approach to sales my whole life. I’m still the 8 yr old kid who loved meeting people so much that he went door to door selling Ham and Cheese out of a catalog.I got genuine connections out of it and the Sony Boombox I won wasn’t half bad either!Highlights from 15 years in professional sales:

Greg Freeman joins me on the podcast to talk about the good, the bad and the ugly of being the first sales hire in an early stage start up.You’ll Learn:Is going into an early stage startup for you?The things to consider when making the leap to an early stage startupWhy early stage startups are nothing like the movies...About GregOn a personal level, I make the somewhat stupid decision to go in as the first sales hire at early stage companies, so I’m happy to chat about:> Expectation setting> Package negotiation> Working with founders> Mapping the commercial org journey> Your first junior hires> Building your team cultureFor founders, the only topics that matter:> Why your first sales hire won’t deliver what you dream of> Types of hires to avoid, if you want to succeedConnect with Greg on LinkedIn to speak with him about the "real world" of early stage startups.

So I thought I would come on here to do a mid week episode to share with you where I am, how the podcast got started and what Im doing now!Answering all the questions I see heading my direction on LinkedIn.