The Sales Engagement Podcast

A creative and highly motivational strategist, this episode's guest holds an MBA from Pepperdine, an executive certificate from Harvard, and has recently published her latest book. Jennifer Davis is the Chief Marketing and Communications Officer at Learfield, a media and technology leader in the energetic college sports industry. Her impeccable resume includes time as the former Head of Product Marketing Management at AWS and the CMO at Honeywell, and she's also a former contributor to Forbes. Listen in as we discuss: How Jennifer's exceptionally well-rounded background made her a formidable business leader The mechanisms to achieve results Customer-obsessed marketing Matching your attention with discipline More information about Jennifer Davis and today's topics: LinkedIn Profile: https://www.linkedin.com/in/jenniferbdavis/ Company Website: https://www.learfield.com/ Well Made Decisions, the new book by Jennifer Davis For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

The pandemic has altered practically every aspect of our lives, especially when it comes to face-to-face sales and the office culture. A lifelong learner and coach, my guest is an innovative healthcare sales leader with extensive experience in Fortune 500 companies. Tom Whalen is the Director of Inside Sales - Extended Care at healthcare giant McKesson, and he shares his insights and experiences in adapting to the new normal. Join us as we discuss: How the pandemic irrevocably changed traditional sales tactics Shifting communication styles with both your workforce and customers Staying engaged and motivated in the evolving sales environment   More information about Tom Whalen and today's topics: LinkedIn Profile: https://www.linkedin.com/in/tomwhalen/ Company Website: https://www.mckesson.com/   For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

What is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all? Aiming to answer that question, Becc Holland & Scott Barker deliver an answer on the one overarching playbook that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data! Join us as we hear from Becc Holland about: New and different sequences Identifying what leads are the correct ones for your business How to make connections with leads and close sales More information about Becc Holland and today's topic at: LinkedIn Profile: Becc - https://www.linkedin.com/in/beccholland-flipthescript/ Company Website: https://www.flipthescript.co/encyclopedia-of-sales-plays-webinar For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Most of the time, you need to engage multiple stakeholders to get a deal across the line, so relying on a single internal champion just isn't cutting it anymore. Solutions are growing in complexity and budgets continue to become more restrictive. Which means decisions are made unilaterally. This is especially true for enterprise deals. So, how do you identify the right stakeholders and their priorities in order to close more deals? Join us as we hear from Jamal and Andrew about: How to discover the priorities of each stakeholder in an enterprise deal How to tailor your demo conversations to the priorities of each stakeholder How to read 10-K reports and analyze quarterly analyst calls More information about Jamal Reimer and Andrew Mewborn and today's topics: LinkedIn Profile: Jamal - https://www.linkedin.com/in/jamal-reimer/ LinkedIn Profile: Andrew - https://www.linkedin.com/in/amewborn/ Company Website: https://www.saleshacker.com/lp/multithread-enterprise-deals For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Learn the methods that top salespeople are using on LinkedIn to form better relationships, build their personal brand, and grow business. Join us as we discuss with Scott Ingram, Account Director at Relationship One: How to optimize your LinkedIn profile for the people you want to attract The difference between soliciting and connecting with people on LinkedIn The value of experimentation on LinkedIn More information about Scott Ingram and today's topics: LinkedIn Profile: https://www.linkedin.com/in/scottingram/ Company Website: https://www.relationshipone.com/ Other Relevant Links: https://www.saleshacker.com/lp/tips-sales-success-linkedin For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

If you'd like to hear unexpected steps to a great cold call, including brand-new pattern interrupts, then this is the episode for you. Join us as we discuss with Becc Holland, CEO & Founder at Flip the Script: Why you should get monomaniacal about timing What three metrics to use to know your buyer How pattern interrupts can help you build human connection  More information about Becc and today's topics: LinkedIn Profile: https://www.linkedin.com/in/beccholland-flipthescript/ Company Website: https://www.flipthescript.co/  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

We all know a unicorn company — One with super fast growth and a billion dollar valuation. But what makes these particular companies stand out? Are there strategies common across many of them that you can incorporate into your own business for faster paced growth? In this episode, we speak with Ryan Gibson, Manager of Sales Development at Outreach.io, Jason Prindle, Director of Inside Sales and Global Sales Development at BigID, and Taylor Jones, Business Development Manager at SalesForce, about unicorn companies and how they perform better than others. Join us as we discuss: What each brings to the discussion & how they got hired at their unicorn How to deal w/ hiring too many too fast Deciding between an external top performer or internal hire Balancing the need for top tier talent w/ diversity & inclusive initiatives The process for ramping up sales reps Advice for those getting into leadership roles For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

What we don't need is another podcast episode about how the COVID-19 pandemic changed the face of business. We've heard a million of those. We all know the world is different than it's ever been, and it's likely not fully going back. What is helpful, however, are methods and strategies to continue to deepen relationships. To really connect with people, away from Zoom, in order to continue to develop enablement and connection. Which is why on this episode of the Sales Engagement podcast, we're talking with a panel of sales professionals from all across the industry, all about enablement, connection, and what it takes to deepen relationships. Some of the topics we talked about include: Why being comfortable in your own home on Zoom is key How to stay connected in the Zoom world that we live in Why a Zoom meeting may at times be the most efficient way to connect How do we help sales reps while live on a call? For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

It's no secret that being a woman in sales can be a challenge. In what has typically been a male-dominated profession, it can be tough to not only find your voice as a woman, but also to set yourself up for progression in your career. But remember: Ginger Rogers did everything that Fred Astaire did, but she did it backwards and in heels. On this episode of Sales Engagement, we gathered some of the best and brightest minds in the industry, from all different backgrounds and walks of life, to have a robust discussion all about finding your voice as a woman in sales. Some of the topics we covered in this live discussion were: Finding your voice as a woman in sales How to position yourself to move into your next role How to recognize the potential in everyone How all of us can be the change that we want to see in our organization For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Nobody wakes up in the morning thinking about you except you. Your customers don't wake up thinking about your business — they think about themselves, their business, their challenges. Understanding yourself as well as others is the key to finding your voice in sales. In this episode, I speak with Kimberly Morgan, VP, US Sales at K3 Business Technologies, about her trajectory as a female sales leader. Join us as we discuss: - The badass female leader who mentored younger Kimberly - Positivity and accountability to yourself - Creating community and connection with like-minded female leaders - Breaking through the sales noise by understanding the person on the other side of the phone Check out this resource we mentioned:  - Grit by Angela Duckworth For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

The sales excellence function is the perfect marriage between sales enablement and data analysis. What would that look like in your company? In this episode, I speak with Lucrezia Keane, SVP Sales Excellence at GWI, about what their new sales excellence function has achieved and where it's going next. Join us as we discuss: - Data that companies should track to help SDRs build connections - Why sales teams should report to sales excellence - The intricate relationship between sales excellence and sales tools - How advance planning reduces friction during implementation Check out this resource we mentioned: - The Advantage by Patrick Lencioni For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

When you take an honest look at your business and realize that you utterly lack the expertise to build and support a BDR/SDR team, what then? Here's a little guide for what to expect when you outsource sales (versus why you might consider building in-house anyway). In this episode, I interview Peter Lipton, Director, Global Head of Sales - Technology & Alliances at JDX Consulting, about the differences between outsourcing and enhancing a BDR/SDR team. Join us as we discuss: - The reasoning behind outsourcing the sales function - What expertise is needed to outsource successfully - The decision to bring sales back in house - The major challenges of process and internal trust - Why it's so hard to hire good BDRs Check out these resources we mentioned during the podcast: - How to Own the World by Andrew Craig - The Qualified Sales Leader by John McMahon For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

There's a hole in your company, and diversity can solve it. It's no secret that we're all different from one another—nothing could be more obvious—and it's long past the time to welcome a more diverse working world. Today, we heard from Shauna Cour, Vice President of Employer Sales at Ovia Health, and Jerice O'Malley, Head of Business Development and Sales at Amplify Consulting Partners Inc., about what it means to create a space for difficult conversations, build up psychological safety, and eliminate silence culture. Join us as we discuss: - The long-term impact of facilitating psychological safety - How empathy is powerful in the workplace - Why setting boundaries and expectations is crucial - The danger of silence culture For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

The four stages of sales enablement maturity are these: none, random, formal, and adaptive. If you haven't made it to formal yet, you won't be able to reach an adaptive level of sales enablement maturity. In this episode, I interview Mike Kunkle, VP, Sales Effectiveness Services at SPARXiQ, about the principles in his book, The Building Blocks of Sales Enablement, as well as actionable tactics for moving toward the formal level and beyond. Join us as we discuss: - Taking on a holistic approach to enablement - What a mature model really means - The steps in the gap analysis prioritization approach - Why buyer acumen should underlie your entire strategy - A sales process methodology aligned with the buyer journey For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

You have a big problem if your VP of Sales is the best salesperson in the company. Their job is actually to help make their teams better than they ever were. Today, we hear from Wesley Ulysse, Vice President of Sales, North America at Red Points, about an alternative leadership style driven by open-mindedness, patience, inclusivity, vulnerability, and dynamism. Join us as we discuss: - Why patience can be the biggest leadership challenge - The reason your VP of Sales shouldn't be the top seller - How an open-minded manager interviews and hires - The most important quality a manager can have is…? For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

directories or can be used as a mini blog post on your website.] There's no one size fits all when it comes to setting your team up for success—however, there's much you can do to build and support a development-focused environment. Today we are joined by James Buckley, Director of Business Development at Attest, to discuss how he motivates, trains, and connects with his SDRs. Join us as we discuss: - Encouraging SDR development - How having a growth mindset improves your team - Why setting customized KPIs is critical - The importance of comprehensive onboarding material For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Whether by fear of change or ignorance to opportunity, automation isn't always top of mind for many organizations. But, when speed is the name of the game, you can't afford to not have an eye out at all times for ways to automate your business. Still not convinced? We speak with an expert of automation, David Gauld, Sales Operations Lead at CTS. He walks us through his strategies and why fixing time sinks may be the single most important thing you can do to enable your teams. We talk all about: - Tips for companies moving into the glow-up stage - How to have data-driven conversations within your organization - Creating more productivity through the work week with mindset shift - Understanding why to prioritize automation For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

An assumption that management often has about SDRs is that the role is simply filled by junior sales reps. Not so — not if it's done right! Today we are joined by Nissim Yves Ohayon, Director, Global Business Development at OCTOPAI, to talk about elevating the SDR role to its proper function. Join us as we discuss: - Management's assumptions about SDRs - What SDRs actually do for sales reps - Peer to peer learning strategies - Helping SDRs develop a career progression Check out these resources we mentioned during the podcast: Fanatical Prospecting by Jeb Blount Quiet by Susan Cain  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Enablement requires an iterative mindset. We'll build what we need today, and if what we need is different tomorrow, we'll change. Enablement isn't set in stone; rather, it's always evolving. In this episode, I interview Christi Loucks, Head of Revenue Enablement & Operations at SecZetta Inc., about building an enablement team from scratch and the overlap between enablement and operations. Join us as we discuss: - How building programs snowballs into enablement - Prioritizing time and attention when running multiple departments - Keeping an iterative mindset (and overcoming perfectionism) - What enablement and operations have in common - Showing up to sales trainings dressed as a giant lobster For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

It's much harder to connect with someone and read someone virtually (though part of that is because we are just lazy at it). Yet virtual communication and engagement for brands is more important today than ever before. In this episode, we interview Robin Bartlett, Commercial Director at The Social Element, about building trust in a virtual environment using social channels. Listen as we discuss: - The very first step is responding to customers - Being genuine and providing value — especially when no sale is on the horizon - The importance of referrals in meeting people online - Robin's team-wide strategy for building an online presence - What's changed lately in online communication strategies Check out these resources we mentioned: - The Naked Salesman by Trent Leyshan - Rachel Boothroyd Training & Coaching For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Being customer-centric is a discipline. Yes, all companies say they are customer-obsessed, but few actually employ the discipline to allow customer-centricity to permeate the whole company. In this episode, I speak with Jennifer Davis, CMO at Learfield IMG College, about the discipline to become customer-centric. Join us as we discuss: - How companies can stop diminishing what makes them great - The discipline of customer centricity - Leadership that stays customer obsessed - Personal resource management: time and attention - Discipline, communication, and goal setting Check out this resource we mentioned: - Well-Made Decisions by Jennifer Davis For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

If you're looking for the latest trends in the market but don't want to be late to the game, your best option? Look at the data outliers. Data has become integral to the future success of a business. If your organization hasn't made a place for it in the boardroom, today is a good day to start. We speak with Sameer Rahman, Director of Insight at The Royal Mint. He's here to talk us through data's importance and where it's headed next. We talk all about: - The modernization of data over time - What data in the boardroom looks like & its impact on future success - The best tools to leverage data For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

The great resignation. We've all heard about it. In the United States, COVID-19 has led to what's been dubbed “The Great Resignation.” According to recent research by Microsoft, more than 40% of the global workforce are considering leaving their employers this year. That's a lot of talent walking out the door. So how do you keep that talent? How do you invest in your workforce so that they won't want to leave? It's like that Richard Branson quote: “Train people well enough so that they can leave. Treat them well enough that they don't want to.” On this episode of the Sales Engagement podcast, we sit down with Jerice O'Malley, Head of Business Development & Sales at Amplify Consulting Partners Inc, to talk all about: - The Great Resignation and how she's seen it impact the consulting world - Advice for managers who are looking to retain their top talent - Why people follow leaders from company to company - Why people are staying at jobs for less and less time these days For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Aligning the entire sale cycle doesn't happen overnight — and it certainly doesn't happen without a framework in place. With so many methodologies to choose from, how can you know which ones best fit your organization? We speak with Natalia Markulincova, Global Business Development Manager at Leapwork. She walks us through Leapwork's sales methodologies alignment and their hyper personalized approach to global cultures. We talk all about: - A global point of view of strong sales processes married to methodologies - Methodology impact on the team compared to previous initiatives - How Leapwork built such a strong culture with empowered, motivated employees - Mitigating SDR burnout risk and fostering retainment For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Houston, we have a problem.  A messaging problem.  So often, it seems like no matter how well you think you're doing, sales and marketing are speaking two different languages. It's like they're two members of the same team, but from different countries. They might be “technically” headed in the same direction, but how much better would life be if they were speaking the same language?  On this episode of the Sales Engagement podcast, we sat down with Edvinas Pozniakas - On-Site SEO Te am Lead at NordVPN - for a chat about messaging, consistency, and team alignment.  Some of the the topics we covered:  - Why getting alignment between sales and marketing is key - Why their organization implemented a “smarketing” team and how yours can too - The challenges they faced in aligning the two teams - The top 3 books he recommends for ultimate professional development For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Is there a more iconic line than Jerry McGuire screaming into the telephone: “SHOW ME THE MONEY!” For every sales organization out there, for as much as we talk about culture and charisma, at the end of the day, our aim is to close deals for our company, and to get those customers to show us the proverbial money. Which is why on this episode of the Sales Engagement podcast, we sat down with Oyin Bamgbose, VP of Sales at Infinity, for a conversation all about the sales cycle, and more specifically, understanding the target addressable market. Some things we talked about: The sales cycle as a whole Understanding the target addressable market Creating a culture around closing deals quickly The challenges of getting everybody on the same page The biggest time waster when it comes to the target addressable market  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

It's not every day that you find a successful person so willing to openly discuss their mistakes, so that you can avoid them. Ben Rogers, CMO at Travala , is one of those rare finds who recently joined me on the Sales Engagement Podcast.  In this episode we discuss: What to expect when transitioning from a corporate role into your own startup Which advice not to take and what to replace it with instead How Ben fosters a growth culture at Travala The mistakes that Ben made and how you can avoid them Check out these resources we mentioned during the podcast: Extreme Ownership: How U.S. Navy SEALs Lead & Win (a book by Jocko Willink)  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , Spotify , or our website.  Listening on a desktop & can't see the links? Just search for The Sales Engagement Podcast in your favorite podcast player.

If you love wearing many hats — and it can truly be energizing — then a people lead might well be the role for you. From the entire employee journey to actioning the strategy behind the growth of the entire company, people lead is a position that enables a company's scalability through a focus on building fantastic teams. In this episode, I interview Alya Dikouchine, People Lead at 3S Money, about scaling a company by listening to and understanding people. Join us as we discuss: - Alya's joy in the classic many-hat scenario - Creating an at-work support network of people - Actionable ways to demonstrate listening to your employees - The importance of feedback in people lead success - Culture, retention, and facilitating individual growth Check out this resource we mentioned during the podcast: - The Cult of We by Eliot Brown and Maureen Farrell For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Would you buy from a company you don't trust on a personal level? We wouldn't either. Every member of your organization that interacts with the customer has the chance to make or break a sale. Recognizing this power can help enable your sales team by removing any pain points along the customer journey. On this episode of The Sales Engagement podcast, we talk with Vince Maltese, Head of Sales Enablement at Accelya. He joins the show to talk all about: - Enablement as the ethos of the company - Company mistakes around enablement & advice on how to improve - Understanding the Miller Heiman methodology - The customer journey and post-pandemic changes - Building out a company's enablement division For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

The difference between a manager and leader often gets blurred. While the two roles overlap, like a sales manager supervising their team but inspiring them along the way, it's important to distinguish just how important leadership is by itself. So, what's the true differentiator for a leader? They're early adopters of innovation. On this episode of The Sales Engagement podcast, we talk with Dustin Abney. Dustin is the Enterprise Sales Manager - U.S. East at Redgate Software. He joins the show to talk all about: - The single characteristic that helped drive Dustin's career forward - Insight into Dustin's personal development and strategies for the audience - The differences between managing and leading a team For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

We all need mentors. Whether you think you're okay going it alone or not, the truth is that every person would benefit from a mentor. And not just a mentor, but a mentor from within their industry. The question is, how do you go about finding one? Finding a new mentor can be a lot like blind dating. It's not really something that you want to just grab out of a hat. It takes time, effort, patience, and in some cases, a lot of trial and error before you find the right one. But one thing remains true: A solid mentorship can do wonders for your career. How? On this episode of The Sales Engagement podcast, we talk with Helena Wood. Helena is the VP of Marketing at ZenCargo and joined the show to talk all about: - The importance of finding a mentor within your industry - How to go about establishing a mentor/mentee relationship - Building the courage to reach out to a mentor - The guiding principles to keep in mind when looking for a mentor - Three qualities that make up a strong mentorship For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Two weeks is the perfect time frame. At least, that's what Kevin Probst , Head of Growth and Revenue Operations at Alasco , discovered when he converted his RevOps team process to sprints. In this episode, I interview Kevin about why his company made the switch, how it went, and advice for other RevOps teams thinking about adopting agile. Join us as we discuss: - Why an experimentation mindset was essential - The role of RevOps is to create and implement processes - The reason RevOps is not a service department - How to start tracking pipeline and quota for forecasting Check out these resources we mentioned during the podcast: The Big Five for Life by John Strelecky  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , Spotify , or our website .

It's all about relationships.   It's true in life, and it's true in business. People would rather buy from someone they feel they have a solid relationship with, even if it means possibly paying a bit more. You cannot discount the importance of relationships.   Which is why it's more important than ever before to not only establish your own personal brand, but to really focus your time and attention on making sure that your network is solid. That your network is filled with people that you care about and have relationships with.   On this episode of The Sales Engagement podcast, we talk with Rinse Jacobs . Rinse is the Head of International Sales and VP of Digital Banking at SolarisBankAG. He was kind enough to come on the show and talk all about:   - Why going the extra mile for relationships will always pay off in the end - The importance of establishing your own personal brand - How to build an international network - Overcoming the cultural differences between your company and your international customers  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website .  Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

No more hour-long meetings, either internally or with prospects. Welcome to the world of the 15-minute sales cycle, where you spend two minutes explaining what you do and the rest of the call focusing on making your prospect's time productive. In this episode, I interview Lee West , Managing Director at M-Brain Global , about the sales crisis that precipitated the adoption of the 15-minute sales cycle. Join us as we discuss: - The origins of the theory for the 15-minute model - Asking directly why your prospect took the meeting - Moving from 50 to 200 meetings per month - When to spend longer than 15 minutes - Obstacles to letting go of the hour-long meeting Check out these resources we mentioned during the podcast: Jack: Straight from the Gut by Jack Welch For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

What are the qualities of revenue innovators? And are you one? Revenue innovators are a new class of leaders who prioritize the most innovative sales technologies and make business decisions based on data rather than intuition. They can be any member of a revenue team who thinks strategically about applying technology in innovative ways. In this episode, Mark Kosoglow , VP of Sales at Outreach, interviews Dr. Mary Shea, Global Innovation Evangelist at Outreach , about her most recent publication focusing on innovation in modern sales technology. Join us as we discuss: Mary's evolution as an analyst (and her latest projects) A 15-point evaluation of the modern sales or revenue leader How revenue innovators apply technology Creating a culture or environment that supports innovation Check out these resources we mentioned during the podcast: Keep up with Mary's writing at the Outreach blog Mary cohosts a podcast about Revenue Innovators Mary's latest publication For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

What do teams want most in 2021 and 2022? Human connection and employers that support them at home. This might look like offering hybrid work schedules, providing access to coaching, deliberate culture and community creation, and support for spouses and parents — but what it will mean for certain is vulnerability. In this episode, I interview the Cofounders and Cohosts of Women in Sales Club about their predictions for work in the nest 18 months: -Gabrielle Blackwell, Sales Development Manager, Commercial at Gong -Alexine Mudawar, Major Account Executive at Displayr Join us as we discuss: The origin story of Women in Sales Club What onboarding and being onboarded remotely was like Personal brand building and community creation What hybrid work could (and should) look like For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

You're a BDR director who just joined a company with no prior BDR function at all. Your gut response is probably to start hiring right away, but that's not the technique that worked best for today's Sales Engagement guest. In this episode, I interview Luke Boddis , BDR Director at Checkout.com , about building his BDR team from scratch. Join us as we discuss: The importance of constantly refreshing the playbook Why video prospecting builds trust so quickly Key characteristics of great BDR candidates The onboarding/ramping program at Checkout.com Check out these resources we mentioned during the podcast: Legacy by James Kerr For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Culture is the most important part of a team, especially considering that 80% of your resources leave through the door every work day. Building and maintaining culture in a startup is hard enough, but doing so in the office, at home, and with a hybrid work model is harder still. Ready for some tips on building culture in a hybrid sales team? In this episode, I interview Sven Mößbauer , Head of Sales Development at Personio, about maintaining a strong team culture during the last 18+ months. Join us as we discuss: - Going beyond Zoom to have fun together as a team - How hypergrowth affects the sales team - Why sales development leaders need alignment with AEs - The strategy for returning to the workplace Check out these resources we mentioned during the podcast: Radical Candor by Kim Scott For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

It's one thing to embrace change personally, but it's another thing altogether to bring people along with you in your growth mindset. Want to learn how? In this episode, I interview Talia Esskandanian , Director, Inside Sales at Voltus, Inc ., about leadership, growth, culture, and change. Join us as we discuss: Talia's newfound passion for the energy industry Hiring for core values and strategic interview questions Overcommunication and other coaching tips Building a growth mindset into your team For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

When your job causes you to despair, you recognize that you have no choice but to find a new and creative solution working for yourself. Entrepreneurship sparks parts of your creativity and work ethic that you probably didn't know you had. In this episode, I interview Jarron Vosburg , Vice President of Sales at JumpCrew , about how he seized his own destiny and sought a role where he could control his influence. Jarron talked with me about: - Leading with humility - Combining his what he loved into a new business - Taking six weeks to close his first deal at JumpCrew - Why you've got to just shoot your shot For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

We're digging into the myth that AEs (or other revenue roles) don't need automation. Spoiler alert: They really do. In this episode, I interview Justin Michael , Co-Founder at HYPCCCYCL , about his automation tools lightbulb moment and how he sparks that recognition in others. In this episode we discuss: How the scalability of automation validates your process Why automation gives you the gift of time What to do to stay organized on the automated touches Check out these resources we mentioned during the podcast: Tech-Powered Sales by Justin Michael Combo Prospecting by Tony J. Hughe s For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

You've identified someone who could definitely grow into a managerial role, but you're not sure how to coach them. What you need is a career development framework that is built especially to transition reps into managers. In this episode, I interview Taylor Corr , Head of US Corporate Sales at Quantcast , about feedback, management training, and how self-knowledge makes you a better coach. In this episode we discuss: - Qualities of future leaders, including eagerness - Management training starts with emotional intelligence - How keeping a manager journal helps you identify opportunities for praise - Giving and getting feedback - Advice for aspiring managers on preparing yourself to lead For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify , or on our website .

Here's how to become the top producer of all time at your organization. Always make it about you versus you, never about you versus your team members. Oh, and building a personal brand for yourself isn't a bad strategy, either. Recently on The Sales Engagement Podcast, I had a great conversation with Danny Marogy, VP, National Accounts at United Wholesale Mortgage, about how he achieved the dream that so many of us hold. “My degree went from criminal justice to finance and economics, a complete 180,” Danny said. Get ready as we talk about choosing a structured, disciplined lifestyle at work and home, creating a personal brand for yourself, refining your techniques for leading a team while still producing, and of course — keeping focused, keeping positive, and never relaxing. Let's dive right in!

If you're selling complex software, you need sales, marketing, and product teams that both match that complexity and match each other. You need go-to-market collaboration across teams. But how? In this episode, I interview Ashley Estilette, CMO at Mitratech, about developing a Scrum Team to raise the bar on go-to-market collaboration. In this episode we discuss: Paying attention to how the 3 teams look, act, and feel together Being obsessive about your focus Crafting a winning Scrum/Tiger team Building a culture based on trust For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

“Lead with value,” says every single person on LinkedIn. But, well, we all value different things. Let's take a step back and think about what is actually valuable to the person we're speaking to. In this episode, I interview Mike Quiggins, Managing Partner at Eraclides Gelman, about the three aspects of creating value in go-to-market messaging. In this episode we discuss: How much does the other person care about your topic? How open are they about the topic (willing to consider other views)? How strong-willed are they? The effectiveness of a simple message For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

By conducting both customer and competitor research, you can set your product or service up for success right from the start. It helps you build a community, guide your sales and marketing teams, develop your product roadmap, and differentiate yourself from the rest of the competitive landscape. In this episode, Kristen Schafer, Sr Integrated Marketing Manager at Faithlife, shares some tips and tricks for conducting customer and competitive research, as well as some advice for aligning sales and marketing. What we talked about: Tips for approaching customer research Tips for approaching competitive research Increasing sales and marketing alignment For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

The CIO role is changing. COVID has accelerated that change, but the function has been transforming for years. These days, the role is about more than technology — it's much more focused on revenue and engagement. Just ask Gamiel Gran, Strategic Business Development & Corporate Innovation Network — aka Mayfield Edge — at Mayfield Fund, whose career has led him to notice the massive transformation of the CIO role. He joins me in this episode to discuss: How COVID made CIOs the hero (and increased competition in the field) Why CIOs are becoming more revenue-oriented (and how to help them get there) Getting the CRO, CFO and CIO aligned and working together For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Does it feel like your sales and marketing departments are out of sync? Today's the day you eliminate the invisible barrier between the two and put the strategies and shared goals in place to ensure that your entire company is rowing in the same direction. In this episode, I talk with Lynne Capozzi, the CMO at Acquia, about how to drive alignment between sales and marketing. What we talked about: Misalignment between sales and marketing Inviting product to the revenue kickoff Investigating the impact of self-serve options and community led-growth Revenue trends For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Everything gets easier when you put in the hours up front. Whether you're buying real estate, starting a career, or launching a business, things snowball when you invest early. Do it now. You can't start any younger. In this episode, I interview Sam Silverman, Vice President of Sales at Prometric, about how to diversify your revenue streams to prepare for the future. What we talked about: How to scale your investments Getting educated in your subfield When to add employees Three tips for getting started with multiple income streams For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

You just raked in $1M for the second year in a row, but…you're deeply unfulfilled and your personal life is in tatters. You need to admit that you need help. In this episode, I interview Ian Koniak, Strategic Account Director at Salesforce, about how he actually faced his unhappiness and started to create a fulfilling life for himself. What we talked about: Separating self-worth from performance Prioritizing family and health while eliminating addictions The transformative power of a healthy routine Authenticity and coaching To see a ton of motivational videos, check out Ian's YouTube channel.For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

For so many sales professionals, it's getting harder and harder to hit quota these days. The buying journey has changed, things have moved entirely online, and it's getting more and more challenging to hit those quotas. How do you continue to make the calls and the connections without drastically growing your sales team? So many organizations simply throw headcount at the problem, rather than stepping back and taking a hard look at what they could be doing to increase efficiency without drastically increasing headcount. The answer is a properly implemented tech stack. On this episode of The Sales Engagement podcast, we talk with Jason Ring. Jason is the Global Head of Sales for Emerging Companies at Global Shares, and was kind enough to talk with us all about: The power of the SDR How to get started implementing a proper tech stack Getting the budget to implement your tech stack to increase efficiency Things to avoid when building out your tech stack For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.