The Quotable Sales Podcast

Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1) creating an omni-channel experience, 2) effectively using customer analytics, 3) embracing technology and automation, and 4) optimizing the lifetime value of your seller with people analytics. Guest:  Maria Valdivieso de Uster: https://www.linkedin.com/in/mariavaldivieso1/ Ben Vonwiller: https://www.linkedin.com/in/benvonwiller/ Host:  Krista Bauer: https://www.linkedin.com/in/krista-h-bauer/

Learn how Nielsen, a global media company, is transforming its sales organization in terms of strategy, processes, technology, and culture. Andrew Criezis, SVP, Sales Ops & Enablement, walks us through how Nielsen recently redid its sales strategy to become more specific, focusing on personas. By creating sales specialists, Nielsen was able to access a greater share of each company’s wallet. In addition, Nielsen created inside sales teams to focus on new accounts and rolled out a new incentive plan that works to directly correlate to individual and team contributions. https://sfdc.co/vhwnH   Guest: Andrew Criezis (https://www.linkedin.com/in/andrew-criezis-072b716/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)

Learn how to break the cycle of negative self-talk that could be holding you back from your success. By surrounding yourself with people who give you confidence and using mindfulness to address negative self-talk, you can stop self-doubt from plaguing your mind. Hear how Michael O’Brien’s life-threatening accident helped him understand the key to achieving ultimate self-awareness and acceptance of himself and his choices. https://sfdc.co/D3k46   Guest: Michael O’Brien (https://www.linkedin.com/in/michaelobrienpelotoncoaching/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent) Related resources:  Learn more about Michael O’Brien: https://www.michaelobrienshift.com/

In enterprise sales, it’s hard to avoid proposals. Start treating proposals as an opportunity to close the sale, not just as a formality. By focusing on benefits, using your prospect’s language, and providing choices, you will be able to effectively communicate your value. https://sfdc.co/bSiRiF   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: 3 Shortcuts to Proposal Writing  How to Build Trust with Customers

Build trust with customers by letting them participate in the sales conversation through choices. Choices enable sellers to change the conversation with customers from “Am I going to buy from you?” to “What am I going to buy from you?” Giving customers full transparency into your offerings helps them feel less like they are being sold to and more like they are in control of their decisions. https://sfdc.co/2jRGu   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: 3 Shortcuts to Proposal Writing  Three Elements Needed to Write a Convincing Proposal

No one becomes a sales champion by accident. The road to a successful sales career starts with physical and mental discipline — creating consistency in your patterns, habits, and behaviors. Anyone can live a “championship life” by identifying where you are going and what you need to do physically and mentally to get there. https://sfdc.co/2Cfim    Guest: Dana Cavalea (https://www.linkedin.com/in/danacavalea) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: Learn more about Dana Cavalea — danacavalea.com Read Dana Cavalea’s new book — Habits of a Champion

Some salespeople hear one thing on calls: their customer’s voice. And most overestimate their ability to be effective listeners. Salespeople who can listen “in color” to multiple sources of information including themselves, the content, the context, and the unsaid words of their customers have a significant advantage in understanding the conversation better. Professional speaker Oscar Trimboli shares why great listening can be a difficult skill to master and tips for improving your own listening skills. https://sforce.co/2WIc2EA   Guest:  Oscar Trimboli (https://www.linkedin.com/in/oscartrimboli/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: The Five Myths of Listening http://bit.ly/2x0RMyp The Deep Listening Podcast http://bit.ly/2ZpxOK4 Atomic Habits https://amzn.to/2RiHSl7 You have one boss. The customer. https://sforce.co/2WEq317

How can you cut through the noise and bustle of events and shows and make a lasting impact on leads without being too aggressive? Events can be a unique opportunity to talk to the right people — not just anybody — or they can be a total loss of your time and resources. Well-structured, targeted approaches to events can help you leave with strong leads and can help your attendees leave with more than just swag. Alice Heiman, Co-Founder and CRO at TradeShow Makeover, explains how to get the most ROI at events and ensure you’re making the right impression on leads. https://sforce.co/2I8ODC1   Guest:  Alice Heiman (https://www.linkedin.com/in/aliceheiman/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: Trade Show ROI Calculator http://bit.ly/2wv4uVU Online or Offline, Speak with Influence https://sforce.co/2Wh8okO Focus on Outcomes, Not Actions https://sforce.co/2wtee34 How to Sell When Buyers Are Already Making Up Their Minds https://sforce.co/2ELjX94

Rewarding strong sellers is simple — give them more money, right? Maybe not. The best incentive programs to establish for your sales teams may not necessarily be purely cash-driven. With about twenty million salespeople in the United States, it’s not surprising that there is an entire industry dedicated to rewards and incentives for salespeople. Cash may be the default rewards option for many companies, but it may not be optimal for team building and employee satisfaction. Charlotte Blank, Chief Behavioral Officer of Maritz, explains what actually makes salespeople tick and how to take a scientific approach to your own sales rewards programs. https://sforce.co/2YQaGnS   Guest: Charlotte Blank (https://www.linkedin.com/in/charlotte-blank-52554a2/)   Host: Vanessa Haney (Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: Subscribe to PeopleScience.com http://bit.ly/2HVXgj4 Follow PeopleScience.com on Thttp://bit.ly/2VW4w8Fwitter How to Keep Your Sales Team on Track, with Shannon McGovern https://sforce.co/2VW6A0p Why a Sales Team Full of Winning Players Could Be a Losing Team https://sforce.co/2VWxNzY

It’s time to start reverse engineering value propositions. The fastest way to earn a prospect’s trust, and potentially close the deal, is not by extolling the benefits of your product or services; rather, it’s by demonstrating your knowledge of and concern for your prospects’ challenges. Lisa Dennis, President of Knowledgence Associates, details how important it is to develop value propositions from the outside in, and ways to successfully work with internal teams to create your messaging. https://sforce.co/2E40mR2   Guest:  Lisa Dennis (https://www.linkedin.com/in/knowledgence/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: Value Propositions That Sell — Turning Your Message into a Magnet That Attracts Buyers (Chapter 1) http://bit.ly/30h9hrU The Power of Buyer Relevance http://bit.ly/2LQo21s Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2WJRDuO Deliver Value from the Start, with Spencer Doyle https://sforce.co/2VnRADk

Introversion, while seemingly counterintuitive, can be a real asset in the world of sales. Known for being great listeners, their ability to read a room, and deal with difficult situations, introverts bring a unique skill set to the sales environment. Christine Volden, Founder, Soulful Selling, shares the differences in and advantages of working with, working for, and selling to those who are on the more introverted end of the spectrum.

Creating tools to improve the sales process can be painful. Without active involvement in the development process and regular feedback, sales teams can find themselves presented with tools that don’t meet their needs. Kathi-lyn Coker, AVP Salesforce Platform Strategy, Lincoln Financial Distributors details how moving to the agile method of product development for sales tool can bring sales and IT teams into a closer working relationship, changing the working relationship by encouraging transparency and accountability. https://sforce.co/2T12ZaR   Guest: Kathi-lyn Coker (https://www.linkedin.com/in/kathilyn/) Host: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic/)   Related resources: The Sales Productivity Trap: Don’t Add New Tools Without Rep Buy-In https://sforce.co/2INvZTJ Quotable Podcast Episode #113: Technology and Process Are Your Best Differentiators, with Mike Martin https://sforce.co/2Ha30XQ The Sales Manager’s Dilemma: Getting Reps the Technology They Want https://sforce.co/2INvZTJ The Six Questions Sales Leaders Should Ask Their IT Department https://sforce.co/2EFUfTy

One of the greatest gifts of AI to sales is that of time; with mechanical tasks handled by increasingly intelligent AI, salespeople have the time to focus on interacting with customers in more sophisticated and informed ways. Marco Casalaina, VP Product Management, Einstein, Salesforce, digs into the rewards reps can reap from the AI automation of tasks that detract from the most inherent aspect of sales: the human component. https://sforce.co/2VmmagR Guest:  Marco Casalaina (https://www.linkedin.com/in/marcocasalaina/) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Why AI Will Be Your New Best Friend in Sales https://sforce.co/2VodW7V Use AI to Make a Positive Difference, with Tony Hughes https://sforce.co/2ICCU2c The 7 Biggest Trends Upending Sales Today https://sforce.co/2IOkHyq Tomorrow Today: Why the Rise of AI for Sales Is Your Rise, Too, with Donal Daly https://sforce.co/2XkP03f 

Selling is about understanding the customer’s needs to provide value and solve a problem. More than ever, the ability to connect is key to creating a beneficial buyer-seller relationship. Join Ryann Dowdy, Director of Sales at iFocus Marketing, as she discusses her passion for helping women discover how their talents and abilities can translate into success in the sales environment. https://sforce.co/2V7BKwG   Guest: Ryann Dowdy (https://www.linkedin.com/in/ryanndowdy/) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Why More Women Should Be Part of Your Sales Team https://sforce.co/2TWwwE7 Marketing Made Easy Podcast https://www.amyporterfield.com/amy-porterfield-podcast/ Women for the Win, with Barbara Giamanco https://sforce.co/2Ejtlkm Jeb Blount Podcast https://jebblount.com/jeb-blount-podcasts/

While organizations equip their managers with coaching tools, what is often lacking is the context of the everyday job of their sellers. Learn what sales managers can do to create programs that fit their seller's circumstances. https://sforce.co/2RYzRAA   Guest: Michelle Vazzana (https://www.linkedin.com/in/michelle-vazzana-52166a9/) Host: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic/)   Relate resources: How to Keep Your Sales Team on Track https://sforce.co/2X7jOo2 10 Questions to Masterfully Coach in 10 Minutes https://sforce.co/2RXPtEr To Supercharge Sales Productivity, Unleash Peer to Peer https://sforce.co/2N0JC0t 3 Tips to Transforming a Sales Manager into a Sales Coach https://sforce.co/2St90BS  

The most effective sales executives don’t just articulate the shortcomings of current solutions; they paint a compelling vision for the future, delivering value from the start. Join Spencer Doyle, Chief Business Development Officer, Noodle Analytics, as he untangles the complexities of selling enterprise AI into markets that are not known to be early adopters of technology.

It's always been difficult to get an executive's time, but it's critical for large deals. Lisa Magnuson, Founder and CEO, Top Line Sales, shares her approach to cultivating the right executive relationships long before the deal starts. From properly planning all meetings to reaching out at the right time, there are proven ways to build the relationships that matter.   Guest: Lisa Magnuson (https://linkedin.com/in/toplinesales) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Measure Your Pre-Call Planning Sales Effectiveness https://conta.cc/2RsRYzj Making Sales Calls Today? What’s your Plan? https://conta.cc/2EvvE4w The Fast Track to Your Executive Sponsor https://conta.cc/2EvabZa Breaking Through — How to Get an Executive Appointment https://conta.cc/2EuLvjy What You Can Do to Successfully Sell to the C-Suite https://sforce.co/2VX2BNz Win the Megadeal https://sforce.co/2syEIy7 When a Sales Manager Should Save a Deal (Hint: Basically Never) https://sforce.co/2MfS0Zy

It’s easy to fall into the trap of always thinking in terms of revenue when looking at sales and service. Join Travis Bryant, Executive in Residence at Redpoint Ventures, as he makes the case for putting delivering value first. With a clear view of the ideal customer and a strong understanding of what they need, you can help every buyer make the best decision for them. Yes, it takes courage to look beyond revenue, but somebody needs to ensure customers are successful and remain loyal. https://sforce.co/2sEVs77   Guest: Travis Bryant (https://linkedin.com/in/tbryant80) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic); Natalie Petouhoff (https://linkedin.com/in/drnataliepetouhoff)   Related resources: Tom Tunguz - Venture Capitalist at Redpoint http://bit.ly/2HiVXhe Bring down the house. Sell like an opera singer, with Kunya Rowley https://sforce.co/2Rxxv0r Find the Middle Ground Between “Always Be Closing” and “Never Be Closing” https://sforce.co/2U0zSFN Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2A1a4lG Why the Sales Profession is Broken and How We Can Fix It http://sforce.co/2tM0X75 What Personal Trainers Can Teach You About Sales https://sforce.co/2POzbOg

Many companies know how to use data to find their next great buyer. Fewer know how to wield data to find their next great seller. Join Maria Valdivieso de Uster, Partner, McKinsey & Company, as she shares how how forward-thinking sales leaders take performance management to the next level and directly link and improve the relationship between investing in talent and driving financial value. From identifying the profile of a successful seller to ensuring productivity, companies can intelligently deploy metrics to find, nurture, and elevate talent to the highest levels of success.   Related resources: • The 7 Biggest Trends Upending Sales Today http://sforce.co/2pHzuNq • McKinsey: Is Your Sales Organization Ready for the Digital Revolution? http://sforce.co/2m8Olzl • What the Future Science of B2B Sales Growth Looks Like http://bit.ly/2CXzXCA • Sales Incentives That Boost Growth https://mck.co/2LlstO0 • The Five Things Sales-Growth Winners Do to Invest in Their People https://mck.co/2rtZWg6

Speaking effectively with clients, both online and offline, takes practice and preparation. Dr. Laura Sicola, Founder, Vocal Impact Productions, shares insights on how to improve your own delivery while maintaining a laser focus on the customer's needs. Many customers may not be able to articulate what they truly need. Use your skills to set the tone for the meeting and uncover the information you need to help your customers succeed. https://sforce.co/2VCPbWy   Guest: Laura Sicola (https://linkedin.com/in/drlaurasicola) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Capturing Your Confidence on Camera http://bit.ly/2C706z5 Want to sound like a leader? Start by saying your name right | Laura Sicola | TEDxPenn http://bit.ly/2VB8cc6 Vocal Empowerment for Women in Leadership http://bit.ly/2Qw6QM7 Power Your Sales Presentations Authentically, with Julie Hansen https://sforce.co/2KeZK05 7 Reasons No One is Returning Your Sales Calls https://sforce.co/2RDz0cz

Here’s the thing about finding the right path to growth: There’s never just one path. Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce and author of "Growth IQ", points to the North Star that covers all the paths she’s found most effective: the voice of your customer. That is the true guide to growth for reps, sales leaders, and anyone doing business. https://sforce.co/2TitzwT   Guest: Tiffani Bova (https://linkedin.com/in/tiffanibova) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Why You’re Missing Your Quota and How to Fix It https://sforce.co/2Ad6vZt Secrets to Significantly Increase YoY Revenue https://sforce.co/2zlDYAt “Growth IQ: The 10 Paths to Growth” — An Interview with Tiffani Bova http://bit.ly/2A3xZAz Seth Godin: Marketing That Fuels Spectacular Growth https://sforce.co/2SecqnI

There’s a story behind every company's sales growth, evolution, and innovation. Join NPR’s How I Built This Host Guy Raz as he interviews Michael Coscetta, Head of Global Sales at Square, to learn how company leaders are building their brand — and the special role sales plays. In 2009, Square founders saw an opportunity. Small businesses were missing out on sales, so Square created a small, square credit card reader that plugged into a mobile device. Now eight years later, Square is a small business giant that’s leaping into new areas like peer-to-peer lending and food delivery and pick up. Find out how sales fuels this successful business adventure.   Guest: Michael Coscetta (https://twitter.com/MichaelCoscetta) Guest Interviewer: Guy Raz (https://twitter.com/guyraz)   Related resources:   • Quotable Sales Summit http://sforce.co/2BDbO1P   • The Best Agenda for Sales Kickoffs in 2018 http://sforce.co/2Gs00TT   • 5 Traits of Game-Changing Chief Revenue Officers http://sforce.co/2BBOMsk