The Sales Excellence Podcast

Hear from MindTickle and PSI as they discuss how to empower sales and other customer-facing professionals to effectively engage customers based on a deep understanding of market dynamics, trends, competitive landscape as well as industry terminology important to prospects and customers across industries. MindTickle and PSI help enable reps to up-level their skills to become trusted advisors to their customers.

Companies with non-performing sales teams often describe symptoms such as suffering from shortages in revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people hitting the bottom line hard. MEDDIC Academy noticed that all these symptoms are related to the same illness: inability to qualify. In this podcast, MEDDIC Academy Founder and Educator, Darius Lahoutifard will discuss how our partnership helps sales teams move past this challenge and help every seller execute like the best.

MindTickle is now bringing its data-driven Readiness and Enablement solution for customer-facing teams, in partnership with The Ken Blanchard Companies® and its extensive talent development and leadership training solutions and programs. This joint offering will help organizations develop results-oriented, proactive leaders who understand their teams' needs and have conversations that help increase engagement, improve performance, build loyalty, and drive sustainable exponential impact.

A CRO's Response to Re-enabling Sellers and Partners for the COVID-19 Era by MindTickle

In this podcast, you'll hear from veteran readiness and sales training experts Gopkiran Rao, Chief Strategy and Marketing Officer at MindTickle and Dave Mattson, the CEO and President of Sandler Training speak about how our partnership and joint solution will instill a transformational virtual sales training and coaching culture of applied knowledge, skill development, and behavior change. These are key success factors as companies worldwide are requiring customer-facing and sales teams to make the shift to remote engagement with their customers and prospects. Through our partnership, customers will be able to apply what they've learned from Sandler's best-in-class sales training and using MindTickle's data-driven virtual training and coaching sales readiness platform, to instill a transformational virtual sales training and coaching program. Today more than ever, Sales teams are getting their training and coaching online to incrementally improve their performance and accelerate deal closure.

Joe Booth, Senior Director of Sales Enablement and Competitive Intelligence at SecureAuth, discusses transforming their sales enablement program for sales reps to be more effective through new systems and processes.

Ali Jones from MuleSoft discusses How MuleSoft has structured its enablement team and compensation to drive sales results.

Pat Lynch, VP of MindTickle discusses how sales enablement can turn around some disturbing trends in sales performance and productivity.

Johanna discusses how to manage the challenges in implementing change in a global sales force and how to manage industry transformation from a sales perspective.

What we can expect from technology in the sales enablement space.

In this episode, Steve Benson - CEO of Badger maps discusses Sales Enablement in field sales teams.

Sales operations and sales enablement must work hand in hand to succeed. In this podcast Aarti Kumar explains how to forge that collaboration.

From the challenger sales methodology to transactional or consultative selling. Dan Smith explains how to choose the right one for your business.

Glen Lally from SAP discusses some of the biggest challenges sales enablement leaders in large organizations face when trying to enable their sales teams effectively.

Nancy Nardin, Founder of Smart Selling Tools discusses sales enablement technology

In this episode, Jordy Brazier, VP Sales Operations at Qubole explains how Qubole uses sales enablement drive productivity per sales rep

In this podcast, Nancy Nardin, Founder of Smart Selling Tools, explains how organizations can use sales technology as a strategic differentiator

David Harrison from CAKE Corp. explains how they're building out a team and what are the common sales enablement hiring mistakes.

Listen to Steve Crepeau and Mike Wolber talk about why sales enablement is a must have function in a company.

In this 20 minute interview, Wolber and Crepeau outlines how to lay the foundation for a new sales enablement team.

In this podcast Jill Guardia takes advises sales enablers on the nitty-gritty of this role.

Listen now, as Guardia outlines how to fast growing companies can coach and enable their frontline managers and sales leadership, regardless of their size.

Learn how Dabur, the FMCG giant prepares it's sales reps through an effective sales readiness program

MongoDB is a leading technology company who spends nearly six times the industry average onboarding their sales reps. Listen now to learn how Powers deployed a successful sales onboarding program and maximized value from their bootcamp experience.

Listen now to find out how Ray Carroll, VP of Sales, has helped Engagio make the transformative shift from tactical to strategic sales.

The new problem customers are facing is that they have too many choices. And making decisions are difficult because they're so distracted, everybody wants their attention instantly. Customers now really need somebody's help to coach them through the decision process. Listen now to find out Jeffery Lipsius' three C's to the customer decision process.

“Everybody has different motivational factors. Some people look at pleasure versus pain as being a motivating factor or hope versus fear, acceptance versus rejection, even success versus failure.”Listen now to hear how Turner took his sales reps to the gym to stretch their skills.

"Onboarding SDRs can actually be really tricky especially for an organization that is doing this for the first time," explains Ryan Reisert who's seen his fair share of inside sales onboarding programs. Along with Mike Duchen, Reisert is co-founder of Inside Sales Bootcamp, a sales acceleration engine for high growth. Listen to their thoughts on enablement for sales development reps now.

"Sales enablement is the hub that spokes out to every part of the organization. We work with product marketing, product management, marketing, sales, IT etc. So we kind of translate languages if you will, between those groups." As Head of Global Enablement at Oracle Marketing Cloud, that makes Roderick Jefferson chief translator. His collaborative approach to sales enablement means that he focuses on decoding what the business requires. It's this perspective that Jefferson has followed throughout his career in sales and sales enablement. Listen now to hear how Jefferson has built sales enablement functions from the ground up at blue chip companies including salesforce.com, eBay and Oracle.

"We've worked with nearly 400 companies' in completely different spaces. And whether they're HR or IT or operations, the core competencies that we typically follow, our training process is relevant to all of them. You know that foundation, no matter what industry, will still have application and it works across all industries." So it begs the question, what framework do you need to train best-in-class SDRs for your business. Listen now to hear how AG Salesworks helps businesses prepare their SDRs for success.

As head of Qualtrics' global enablement function his focus is simple, “You've got a group of insanely engaged, motivated, ambitious people that are smart and angry. What can we do to make this entire process more efficient and ultimately more effective?” Listen now to hear how Besecker has created a customer centric perspective to sales enablement to Qualtrics.

Renee Capovilla, Director of Sales Enablement at ForeScout, is reflecting back on what has been critical to ramp up their new sales hires quickly. “Our goal is to really pack those first 90 days with a lot of learning and effective training and then get them out into their territory. But it's about month six to nine that they start hitting their productivity targets". Listen now to hear how Capovilla has brought together real life practice with technology to ramp up ForeScout's new sales hires.

As Director of Sales Enablement at ForeScout, Renee Capovilla was set an ambitious goal. “The goal was that when asked about ForeScout and what ForeScout did - a consistent message would come out. And so we have this corporate pitch program which serves as a framework to which we present our capabilities, our differentiators and our value to our customers". Listen now to hear how Capovilla introduced and implemented a company-wide corporate pitch certification program.

“The goal of a sales playbook is to capture and certify what your top performers are saying, asking and doing at every stage of the sales cycle.” Listen now to hear how Renee Capovilla has used the sales playbook to turn A Players into Forescout superstars.

Jeremy Powers is Senior Director of Sales Enablement at MongoDB and he's kicking some big goals while the company's sales team scales rapidly. A critical component of their sales enablement strategy is their onboarding boot camp. Listen to the this episode to know more about MongoDB's formula for sales success.

"The foundation pillar, saw sharpener and the keeper of the flame.” That's how Chuck Marcouiller views his role as Director of Sales Learning and Enablement at Avalara. With a salesforce of 325 people scattered across 5 countries and numerous cities, Avalara has managed to achieve scale and maintain enviable growth rates of between 40 - 60% year on year. Listen now to hear how Marcouiller manages the challenges of scaling and enabling five leading sales teams at once.

“A good channel program is one of the fastest and most effective ways of scaling the sales motion of any company.” Joan Morales would know, he's responsible for Partner and Channel Marketing at Nutanix, a company that grew its revenue by 85% to $190.5 million in the first half of its fiscal 2016. Morales is an expert in identifying channel partner needs, quantifying the business opportunity and then bringing them to life through effective channel marketing and enablement strategies. Listen now to hear how Morales and Nutanix have successfully enabled their channel partners and find out how you can apply these best practices to rapidly grow revenue from your channel partners as well.

What is the Sales Excellence Podcast? It's our new podcast. We have Mohit Garg, The CRO and Co-founder of MindTickle talking more about why we are doing this podcast, who this is for and what's in the podcast for the listeners. Check it out now.