Podcasts about clozeloop

Ned Arick was my sales trainer at ClozeLoop a few years ago and has gone on to become the CRO at Attyx. Ned came back to LinkedIn a few months ago with some great insights (https://www.linkedin.com/in/nedarick/) and it's worth a follow.

Welcome to "Unleash Your Potential"! In this episode, we're thrilled to introduce you to Cory Bray, a sales maestro with over two decades of experience. Hailing from Silicon Valley, Cory is more than just a top-performing sales professional; he's a visionary leader and co-founder of ClozeLoop, a sales enablement and training powerhouse. Cory's passion lies in empowering others to reach their sales potential, and his unique insights into sales methodologies, combined with his candid approach, make for a captivating conversation. Tune in to discover the secrets to successful selling and building high-performing sales teams from a true industry luminary.https://www.coachcrm.com/https://www.linkedin.com/in/buy-triangleselling/ Hosted on Acast. See acast.com/privacy for more information.

On this installment of RRH, we've got part two of Amy's discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned's most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power back. Resources: Ned Arick Part One: Execution is the KeyThe Customer is Number One with Lori DunnMeditations by Marcus AreliusThe Sales Enablement Playbook by Cory Bray and Hilman Sorey Sell Without Selling Out by Andy Paul Find more about Ned:Ned Arick LinkedInClozeLoopFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the ConversationAndy Paul's Selling School

Tracy Crossley is a Behavioral Expert, Author, and Podcast Host, and today she will talk with Hilmon about how to build the best leaders for the future. You will come away from this episode with a better understanding of how to lead without self-doubt; how to lead from a perspective that is not your ‘conditioned self.' You will learn what challenges future leaders face and what they can do to overcome them. Tracy will also explain why intrinsic motivation is so important in the workplace, as well as how to lead with honesty instead of fear. She will also touch on the relational dynamics within a team and how they play into your own characteristics.For more information, visit Tracy's website at tracycrossley.com.Follow Tracy on Twitter: https://twitter.com/TracyCrossleyFollow Tracy on Instagram: https://www.instagram.com/tracylcrossley/?hl=enConect with Tracy on LinkedIn: https://www.linkedin.com/in/tracycrossley/For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Mark Carpenter is the co-author of the best-selling book Master Storytelling. He teaches and coaches leaders and sales professionals on how to connect with their people through intentional, impactful storytelling based on their own experiences. Previously, he worked in corporate communications where he counseled executives on speaking to audiences and the media to clarify the organization's goals.In this episode, Mark is going to tell us why storytelling matters, how to be intentional with storytelling, and how it can help you lead, sell, and inspire. He will also talk about how to pull stories from your own personal experiences and make them relate to your work life. You don't want to miss this!Visit Mark's website: www.master-storytelling.com Connect with him on Facebook:  https://www.facebook.com/MasterStorytelling Connect with his company on LinkedIn: https://www.linkedin.com/company/43261825/Connect with him on LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/AndYouTube: https://www.youtube.com/@master-storytellingVisit his podcast here: www.master-storytelling.com/podcastgift/For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Hilmon Sorey is an author, keynote speaker and . . . incredibly . . . a man who has trained more than 15,000 people and 5,000 senior executives around the world. He is also Co-Founder of ClozeLoop, a consulting firm based in New York, Houston, Silicon Valley, and Johannesburg. Hilmon has written eight top-selling books, including 46 Reasons Why Your Cold Calls Fail. . . and How to Fix Them Fast. You will want to listen to this empowering discussion between Hilmon and Evan Hackel, the host of Training Unleashed. But before you do, please read these excerpts from their conversation . . . Hilmon on What Is New in Training In only five years, Hilmon's training company ClozeLoop has gone from being a startup to one of the most watched training development companies in the world. So what is new in the world of training? Hilmon is in a position to know. “There is so little being done right now in the area of advancing training,” Hilmon told Evan. One of the obstacles is that many people are still working remotely from home, which has made it difficult for companies to deliver uniformly high-level, high-quality training to large groups of employees. “So the bottom-line thing here is technology,” he summarizes. “Technology has become the force that catalyzes training in the broad respect, because you need technology to train people who are distributed across the organization.” Hire the Right People Before You Train Them “A lot of folks begin to construct the training they need only after they have hired the person who needs to be trained,” Hilmon told Evan. “Instead, they need to step back ahead of time and use what we call a competency matrix to hire the right people. That might mean saying, `I understand I have three roles to fill that might be critical: for the distribution of my product; the sale of my product; and the ongoing development of my product going forward.'” And then you hire the right people because you have defined the competencies you need them to have. “Then I can actually imbue these people with information that results in significant performance gains,” Hilmon notes, “but a lot of people don't take this step before they hire.” Overcoming Resistance to Cold Calling Hilmon pointed out many salespeople hate to make cold calls, for many reasons. Some of them feel that cold calling is “beneath them.” Others say they will do it but make it a very low priority and avoid it. Remember, Hilton wrote the book 46 Reasons Why Your Cold Calls Fail. . . and How to Fix Them Fast, and you will want to hear what he has to say about cold calling in this Training Unleashed podcast.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Helen Fanucci is an MIT-trained engineer who has built her reputation and career managing teams responsible for billions of dollars of quota. She developed the Love Your Team system of sales management over a 25-year career on the front lines at top tech companies including Apple, Sun Microsystems, IBM, and Microsoft.Today Helen will reveal how she went from being an engineer to leading sales teams, and why sales management is the most pivotal role in innovation. She will teach us how to put sellers first as people, what we need to do to retain top talent, and what skills are needed for sellers and managers today. After this episode, you will walk away with a treasure trove of knowledge regarding how to best ‘love' your team in a hybrid world.Check out Helen's “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World” on Amazon at: https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534019Learn more about her system at: https://loveyourteam.com/Connect with Helen on LinkedIn: https://www.linkedin.com/in/helenfanucci/For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Paul Butterfield is the Executive Board President of the Sales Enablement Society. Today he joins Hilmon on The Winning Zone to discuss how to create a long-term, ROI-driven coaching system.In this episode, you will learn the positive effects that impactful coaching can have on one's career journey. You will also walk away knowing the most effective strategies for engaging managers in the coaching process, as well as the best, proven tools and processes to track progress and measure success.Connect with Paul on LinkedIn: linkedin.com/in/paulrbutterfieldFollow him on Twitter: PRButterfieldFor more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Hilmon Sorey is an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives. He is also a sought-after speaker around the globe. Hilmon is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm. He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and more.In this episode, you're going to learn all about Coaching the Player Not the Play.Episode Show Notes:Hilmon shares how co-authoring eight (8) books on sales management and sales coaching has helped to shape his consulting practice.Hilmon Referenced ‘The five levels of learning'He explains their Team Framework (Talent, Engage, Accelerate, and Mastery) for onboarding and developing salespeople from their book: Hiring, Onboarding & Ramping SalespeopleWe go into how to identify competencies and then how to uncover where those competencies lie relative to where they need to be.“You cannot coach someone on something that they haven't been trained to do.” -Hilmon Sorey We discuss competency-based questions and skill assessments during the interview process.“You've got to have an experiential interview. Create an experience that allows for the person you're talking to demonstrate their best capability within the competency that you're looking for.” -Hilmon SoreyHilmon explains why organizations don't apply the same level of rigor to developing salespeople the way other departments apply high degrees of rigor and consistency in their core areas. He attributes it to the fact that most companies don't know how to measure or manage the lifetime value of an employee.“Coaching is really discovery. It's not about telling people what to do. That's training, right? It's about using the same tools of discovery that you used when you were talking to prospects.” -Hilmon Sorey Hilmon breaks down why he doesn't believe in this concept of servant leadership and how to have difficult coaching conversations.Hilmon Referenced: Karpman's Triangle We wrap up by discussing where it fits to bring in someone external like a Consultant. Hilmon says, “The biggest benefit is that there's often that piece of providing perspective. You're leveraging the expertise of someone that has worked with a number of companies and has a perspective of knowing what's working across the industry. It's about someone coming in and providing you the reps and the regime and the practice that you can then take and run with and continue to strengthen your team.”Guest Bio:Hilmon Sorey is a Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm based in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.He's spent 25 years in Silicon Valley with 3 successful exits.He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap. He's an award-winning trainer to more than 15,000 salespeople and over

Vivian Garcia-Tunon is the Founder of VGT People Advisory, which helps founders and senior executives achieve their biggest goals and corporate objectives and resolve areas that are limiting their own performance and that of their teams.Today on the show she is going to discuss how leaders can easily be impactful To learn more about VGT People Advisory, visit their website at: https://www.vgtpeopleadvisory.com/Or reach out to Vivian on LinkedIn: https://www.linkedin.com/in/viviangarciatunon/You can also check out her podcast at: https://accesstoanyonepodcast.libsyn.com/website/redesigning-to-elevate-your-brand-with-vivian-garcia-tunonFor more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Lance is a former college basketball coach, turned full-time speaker and consultant, and he now helps organizations build better teammates.Today on the show he will teach us what it means to be a good teammate and how leaders can inspire people to want to be a good teammate. Learn the five keys for being a good teammate as well as how to confront toxic teammates. Lance will also share how to facilitate effective team-building practices in order to turn Me into We. To get in touch with Lance, visit his:Website: www.coachloya.comOr connect with him on:Twitter: @coachlanceloya ( https://twitter.com/coachlanceloya )Facebook: @coachloya ( https://www.facebook.com/coachloya ) Instagram: @coachlanceloya ( https://www.instagram.com/coachlanceloya/ )LinkedIn: @coachloya ( https://www.linkedin.com/in/coachloya/ )For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Natalie Dawson is Co-Founder and Partner at Cardone Ventures and the author of Teamwork - How to Build a High Performance Team.Natalie shares her winning formula for the three essential components of growth: alignment, development, and transition.Visit the Cardone Ventures Events PageYou can connect with Natalie on:InstagramTik TokHer WebsiteTwitterHer "WorkWoman" PodcastFor more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Andrew Cohen is the Managing Director of Netsurit, that helps companies carve out competitive advantage by optimizing People, Processes, and Profits.  Andrew shares how to create an internal Center of Excellence and a culture of Perpetual Innovation regardless of your company size.  If you would like to learn more about Netsurit visit their website at https://www.netsurit.com/. You can connect with Andrew on LinkedIn at https://www.linkedin.com/in/andrew-cohen-91945a4/.For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

EVERY TEAM NEEDS A COACH, SALES TOO.In this episode of Love Selling Hate Sales, Josh talks to Cory Bray, Co-Founder of CoachCRM, about the importance of coaching in sales. Bray emphasizes that sales leaders should focus on coaching the people on their team, not just on the plays that are being run. By coaching the people on your team, you can help them grow and develop their skills, which will in turn lead to more success in the sales process. HIGHLIGHTSANDY: Provide value with the intention“Part of the hiring process should be defining the competencies required for the job. So in a sales job, it could be discovery, demo, a presentation, running a sales process, maybe landed, expand, things like that, and when you're defining the role, at least internally, if not as part of the formal job description, you got to be very clear about what competencies do you need to be mastered coming into this role? and which ones are you okay, If they're still developing?”ANDY: The Four Pillars of Selling“I just think that self-awareness thing is so underrated and sale. There are so many opportunities that are opened up to you that you don't even realize because you are having dozens of conversations a week with different types of businesses, different types of use cases, different types of personalities.” Connect with Cory and her work using the links below: Cory Bray | CoachCRM.com | Clozeloop.com About Josh Wagner: Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.  To learn more about Josh and his work, follow the links below:Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

Drew is passionate about helping people learn how to communicate, no matter their preferred leadership style. He's run a leadership platform that trained 4,000 leaders on how to build an effective culture and increase their impact.  He is certified in cognitive counseling and approaches leadership from that perspective. You'll leave this episode rethinking your role and responsibility in creating a purpose-driven culture in your company.  And come away with tools you can use. If you'd like to book Drew as a speaker or inquire about a corporate workshop, visit www.drewneal.com.Connect with Drew on Linkedin: Linked In: https://www.linkedin.com/in/drew-neal-012752117/For more information about CoachCRM: www.coachcrm.comFor more information about ClozeLoop: www.clozeloop.comConnect with Hilmon: https://www.linkedin.com/in/hilmonsorey/Follow Hilmon on IG: @hilmonsorey

Marcia talks with author & scaling expert Hilmon Sorey from Cloze Loop about how to make scaling your business easy by putting the power of the 4S System: Strategy, Systems, Staff, & Skill. Scaling is necessary to create the business that you've always dreamed of. Scaling is just making stair steps toward having a business that can run on its own. It also makes for a business that can be sold later on. Making their business successful and the CEO is comfortable in their role. Hilmon has an amazing course that teaches the 4S System and he's offering it for free to you! Sign up here: https://courses.clozeloopuniversity.com/courses/take/4-s-course/lessons/35901816-sa-165 Or connect with Hilmon at www.Clozeloop.com or LinkedIn.com/HilmonSorey ================= Join Marcia on her FREE training "How To 10X Your Profit & the Value of your firm - Register @ www.10XYourFirm.com Please subscribe & ring the bell for reminders about next week's show. ================= About Marcia: She is a business growth strategist helping service-based professionals to increase their profits and strengthen their business so that it is worth selling someday. She works closely with her clients to turn their business into an attractive & profitable business asset they can enjoy until they decide it's time to stop. She helps them get a return on their business investment. Marcia is the CEO of Trajectory Consulting & can be found at www.TrajectoryBiz.com Curious and have questions? Text me @ (949) 229-2112

Today's show covers key elements to help you thrive and soar to new heights as a business owner. If you are stuck in the struggle and wondering what you can do to turn things around and excel in achieving your goals, THIS is the show for you. Join us to hear more from today's expert guest! Hilmon Sorey is the co-founder of the CoachCRM sales coaching software platform and co-founder of ClozeLoop, a sales strategy training and enablement firm with offices around the world. He is also a partner in a seed-stage venture capital firm and the author of eight top-selling books on sales, sales management, and coaching. Throughout his career, he has helped build teams in companies ranging from early-stage startups to established companies like Salesforce, Box, and Survey Monkey. He is an award-winning trainer of over 15,000 salespeople and over 5,000 executives. Hilmon is a sought-after speaker around the globe, and I'm honored that he took the time to be on the show during his recent vacation in Milan.  Show Highlights: What lights Hilmon up about the work he does today The four S's for business success: Strategies–This is what you are doing in the marketplace, including awareness of direct and indirect competition. Systems–This includes the repeatable processes that allow you to deliver your offerings, but some type of feedback is crucial. Staff–To have the right people requires clarity and a competency model, whether those are employees, contractors, virtual assistants, etc.  Skills–We have to be honest in our evaluation of our skills and look for opportunities for growth.  Why you have to look at each category in light of the gap between where we are today and where we would like to be Why the implementation of the four S's has to be an ongoing endeavor–and actually become part of your business–in order to have business success Resources: Connect with Hilmon Sorey:https://www.linkedin.com/in/hilmonsorey ( LinkedIn),https://www.facebook.com/ClozeLoop/ ( Facebook) (ClozeLoop), andhttps://www.foundersalesaccelerator.com/ ( Website) Join the STaR Coach Community: http://www.starcoachshow.com/register/ ( www.STaRcoachshow.com/register/).       To join the Fall Mentor Program with Meg, visithttp://www.starcoachshow.com/mentor ( www.starcoachshow.com/mentor).    Visit myhttps://www.starcoachshow.com ( website) for your FREE download: What I Know Now, That I Wish I Had Known When I First Started Coaching. 

This episode of the Sales Career Podcast with Kevin Hopp features Ned Arick, Head of Growth at ClozeLoop. He shares how he made a successful exit at 22 years old and how selling door-to-door in the Utah bubble presents massive opportunities for sellers of solar.He also gives his younger self some advice on focusing on the bigger game instead of getting caught up with what other people think of him. Ned also advises sellers to get 90% of ego out of the way to also stop them from spreading themselves too thinly. HIGHLIGHTSSelling doctor's offices at 22 was the most challenging sales jobGoing door to door and co-owning a solar company in ArizonaPlay the bigger game and don't waste your time caring about outcomesNobody cares as much about you as much as you  QUOTESMormons make $200,000 commission-only selling solar door-to-door Ned: "Something that not many, I would probably guess that very few of your listeners unless they're in the Utah bubble know about this, it's a very, very lucrative place to be and it's a very, very... the talent is untapped."Stop worrying about what other people think Ned "If I went a day without booking a meeting, I would just be down. And the problem with that is, when you're so worried, number one, about what people think, but number two, about the end result, what happens is you start to bring that negativity into every single further conversation that you have." Get your ego out of your sales conversations Ned: "Take the ego out of the game. Go into every single day. Swing that bat hard. Understand that, hey, man, there are going to be people that are rude to you. There's going to be people that are going to say no. There's going to be people that are going to brush you off. There's going to be people that are going to piss you off, or you're going to piss off. But, guess what? None of that really matters." Find out more about Ned in the links below:LinkedIn: https://www.linkedin.com/in/nedarick/Website: https://clozeloop.com/You can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/

Today's guest saw a need and filled it. He found no automation tool, CRM, or analytics software that was built with management and sales leadership in mind. He understood people needed the type of tool that provides an exponential return for the time invested and that makes managers powerful by driving individual performance and raising the level of the entire team. So he and his partner built it. He is a managing director of ClozeLoop and has consulted with some of the world's leading companies including Salesforce, Box, and SurveyMonkey. He's an award-winning trainer and co-author of seven books. He thrives on sales frameworks that create fast-growth and measurable progress. He is also a co-founder of his new software company, CoachCRM. Please join me in welcoming Hilmon Sorey. In this episode we discuss: his thoughts on leadership: “A leader influences and inspires others to action in every aspect of one's life.” why he considers himself a benevolent control freak and why that's not a bad thing. his first company, KidCo, and its connection to Jeff Bezos. how he learned about extortion at a young age during a fateful Halloween. his initial dream careers and how the call to entrepreneurship always existed inside him. why he attended so many different universities and why that experience bored him. his childhood plans to be the next Andrew Carnegie - having the foresight and the fortune to create the majority of libraries and learning opportunities for all. why he believes that if you follow your passion, the money will follow. the concept of “pure authenticity” and how that creates energy, fuel, and passion in all the aspects of his life. why he marvels at the ingenuity of human kind and why that leads him to consider his legacy. why inserting yourself into history is our duty. how he nurtures and sustains his 2nd and 3rd level connections and his “little winks.” Listen, subscribe and read show notes at www.OnTheSchmooze.com.

Are Strategy and Systems missing in your hiring process? The answer is most likely “Yes” as 99.9% of entrepreneurs approach hiring as a reactive activity based on a current need. This is dangerous because it perpetuates the transactional mindset that sets you up for failure. Strategy is not about “how do I turn on the funnel”. Strategy is about how you identify, contact & engage with the person who will thrive in your business. This means being able to articulate your value to align with each individual. But, strategy is not enough to get an A-player to join your company. The structure of your interview process is the System that demonstrates excellence within the organization. And excellence is what every high performer strives for in their next company. Guest Bio: Hilmon Sorey is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a sales strategy, training, and enablement firm with offices in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.  He has helped build teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap.   He's an award-winning trainer who has trained over 15,000 salespeople and over 5,000 executives. He is a sought-after speaker around the globe and a Forbes contributor. Today We Discuss: The 4 S's: Strategy, Systems, Staff & Skills How to implement the missing pieces into your organization Challenge Today? Ensuring that you are hiring the right people who will have impact Understanding go-to-market strategy in how you hire Strategy and Systems absent in most hiring process How Companies Scale and How to Use Hiring as Competitive Advantage Why is this important to the company? Ask any CEO of a Unicorn what they consider to be their competitive advantage.   They'll say their people.   Tech eventually equals out, Markets change, Investors are wonderful - but even they invest in people. Rick's Nuggets Strategy absent: No time to do it Feel it's not important It's all bullshit anyways System No time to set up or train The results you get are the fruits of the effort of the work put. How do we solve the problem?  Strategy Understanding GTM strategy Competitive Differentiation (direct, indirect) Winning Zone Messaging and Channels Systems Agile Tech Stack Sales & Marketing Playbooks Feedback Loop and Ecosystem Staff   Sales Strategy Competency Matrix Methodology for Alignment (proof) Culture  Skills Training Coaching Margin Gains Rick's Nuggets Strategy: Only hire people who align with company values! Learn early Understand YOU first Only meet people who “lean in”  System Interview process Documented, and communicated,  Skills Train your people Key Takeaways that the Audience can plug into their business today! (Value): Focus on Strategy and Systems to create scale.  Hiring is as critical as identifying customers Guest Links LinkedIn: https://www.linkedin.com/in/hilmonsorey/ Company: https://www.coachcrm.com/ LinkedIn: https://www.linkedin.com/company/coachcrm/ Twitter: https://twitter.com/hilmonsorey Host Links: LinkedIn: https://www.linkedin.com/in/rick-girard-07722/ Company: https://www.stridesearch.com/ Podcast: https://www.hirepowerradio.com YouTube: https://www.youtube.com/channel/UCeEJm9RoCfu8y7AJpaxkxqQ Authored:  "Healing Career Wounds"  https://amzn.to/3tGbtre HireOS inquiry: rick@stridesearch.com Show Sponsor:  www.stridesearch.com

On this installment of RRH, we've got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines.  Topics Discussed: Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of “routines” live? (10:40) What's the problem with routines? (13:22) Where does happiness live? (15:06) For more Guest: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (Ned Arick LinkedIn) https://clozeloop.com/ (ClozeLoop) For more Amy:  Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)

Hilmon Sorey is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a sales strategy, training, and enablement firm with offices in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.He has helped build teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap.He's an award-winning trainer who has trained over 15,000 salespeople and over 5,000 executives. He is a sought-after speaker around the globe.Hilmon is also an 8-time best-selling author, and you can check out all his books here: Amazon Hilmon Sorey booksHilmon also hosts a podcast titled The Winning ZoneFB: https://www.facebook.com/ClozeLoopScaleAcademy/Website: https://clozeloop.com/scale-academyWebsites: ClozeLoop.com & CoachCRM.com See acast.com/privacy for privacy and opt-out information.

Welcome to a very special episode of the Big Possible show. This episode is a highlight of an incredible four-day retreat in Marrakech, Morocco. Apart from producing great shows, the Big possible hosts retreat in different exotic destinations and luxury villas around the world. The speakers that come to the retreats are personally curated to the deriver what the guests are looking for, such as how to grow your business, how to scale and remove yourself from day-to-day business, how to build a framework around your wellness and make sure that you're tapped in into your ultimate happiness.Hilmon Sorey's talk on sales and scale is just too good not to share, and that is what today's episode is all about. Hilmon is going to unveil how you can scale your sales process, reflect your sales winning zone to the people who matter in a way that is concise and gives you credibility, as well as how to use the SCALE drivers in your interaction to build trust, real connection and a safe space for sales. Hilmon is an investor, author, speaker, Podcast host, and co-founder of Clozeloop company, which has been named 1 out of 10 of the top sales training organization in the world by Selling Power Magazine. Segmented timestamps:[01:33] - Day one with Hilmon Sorey on sales and scale [02:38] - A bit about Hilmon and what inspired him into the sales space[06:18] - Imposter syndrome and how it affects our beliefs, mindset, and sales [10:33] - Six major validation that we are constantly seeking in life [13:07] - How to confront imposter syndrome and build a supportive system as an entrepreneur[17:26] - Imposter syndrome in the context of sales; you speak to where you speak from [19:39] - The three emotions upon which people make purchases; pain, fear, and pressure[22:44] - How to create real connection, trust, and a safe space for sales [23:52] - The meaning of the acronym SCALE and how to use its drivers in your sales interactions [30:50] - Understanding what you're looking for and where you fit in the sales losing zone, battlefield, and winning zone  [37:20] - Four strategies that are critical in scaling your sales process[42:07] - What happens in the retreat, and how you can join the next retreat Notable Quotes:“One way to challenge imposter syndrome is embracing facts, not beliefs.” ~ Hilmon Sorey “Your mind is not different from your hand, foot, or nose. You can manipulate it to support you.” ~ Hilmon Sorey“Sale is an emotional process that is justified intellectually.” ~ Hilmon Sorey“We all like freedom of choice, so we cannot box people into a decision; we have to provide outs.” ~ Hilmon Sorey“In the sales process, your credibility is seen in the questions you ask, not in the information you provide.” ~ Hilmon SoreyReach Hilmon at:Website: https://clozeloop.com/LinkedIn: https://www.linkedin.com/in/hilmonsoreyInstagram: https://www.instagram.com/clozeloop/Get more from The Big Possible show:Website: https://www.thebigpossible.com   RSVP for our next epic retreat here Follow us on social: @follownoah @thebigpossible

This episode of The Sales Career Podcast with Kevin Hopp features Cory Bray, Partner at 2.12 Angels, Co-Founder of CoachCRM and ClozeLoop, and author of eight books including Sales Development: Cracking the Code of Outbound Sales. Cory shares his start in sales and how he ended up in sales enablement. He brings up interesting points on bet sizing as a skill that founders need and how to sell without a product as long as you solve a customer's pain. He talks about the difficulty of mentorship in the Zoom era, as well as the thought process that went into writing his books. HIGHLIGHTSDiscovery is just a series of steps to close or disqualifyBet sizing: Allocate your time, money, and riskCo-authoring books and defining sales enablementYou don't need product for salesQUOTESCory: "You do really good discovery and you set consistent next steps coming out of that or disqualify, then you close. The people that treat closing as an event are the people that are missing steps along their sales process."Cory: "It doesn't matter if you're a founder or if you're a sales development rep that's trying to figure out what you're going to do to hit your number this month, bet sizing is just a phenomenal way to mitigate risk and make sure that you got the best chance to hit your goals."Cory: "It really doesn't matter what you do up until 35 or 40, just be really good at it and surround yourself with awesome people, and you're just building an asset inside of your brain that you can then monetize later in your career." Find out more about Cory in the links below:LinkedIn: https://www.linkedin.com/in/buy-triangleselling/Sales Development Amazon link: https://www.amazon.com/gp/product/B078YBKCWN/You can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/

In today's episode, I am joined by Ned Arick who is the Head of Growth of Clozeloop, helping startups from Seed to Series.       As we dive into the conversation, we talked about a myriad of topics from misconceptions about side hustles to tips on how to stand out in a crowded market. Also, Ned will share three things that make a successful salesperson. Concepts such as relentless mindset, discovery, and proximity will also be tackled in this episode.    Listen to this insightful episode and hear Arick's amazing gems for you.   Connect with Arick! LinkedIn   Don't forget to subscribe to stay tuned with future episodes!

Sometimes the recipe for a good discussion is to simply pick an important topic, invite two smart people who disagree with each other, and then sit back and listen. Today Paul Stansik, Operating Partner at ParkerGale, is joined by Cory Bray (MD at ClozeLoop) and Nelson Gilliat (Author of Death of the SDR: And the Birth of Buyer Centric Revenue) to talk about how to get prospecting and growth right. In the course of a rousing hourlong debate, Paul, Cory, and Nelson cover the spectrum of opinions on “how to prospect well”, the evolving role of the BDR/SDR, and where sales and marketing teams should focus to maximize their chances for success.

No secret sauce or magic pills can substitute the basic fundamentals to sales success.  That's why Cory Bray, renowned sales trainer and Managing Director of ClozeLoop, joins the program today; to outline how getting back to the basics is far more important in advancing your skills as a sales professional versus some top-secret tips or secrets that are pushed on the regular. Learn more about your ad choices. Visit megaphone.fm/adchoices

If you're the salesperson showing up to your discovery call with questions like “Tell me about your process” or “What's keeping you up at night”, you might want to hear Cory share some more effective strategies.======================Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.* Avoid open-ended q's, instead use “typically” or “usually” language to demonstrate credibility.* Keep your demo's interactive by asking the prospect what jumps out to them right away.* Start your demo's with the exciting outcomes and work backwards to reality (integrations, permissions)======================Cory's Path to President's Club:* Managing Director @ ClozeLoop* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Discovery, DemoSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Haylee Taylor is the top Account Executive at ClozeLoop, a revenue strategy firm that drives performance for Management, Sales, Customer Success, and Sales Enablement in the fastest-growing companies on the planet. In the less than one year she's been with ClozeLoop, Haylee has watched over twenty sales teams have their best quarter in company history. The impact spans top of funnel pipeline generation to discovery and demo training, account management, management coaching, and all the way up to executives. She's exactly where she wants to be after hitting 268% of her last software sales quota: training sales reps to crush bigger quotas and exceed their leadership's wildest expectations. 

Chris is joined via Streamyard by Cory Bray, Managing Director at ClozeLoop. At ClozeLoop, Cory and his team help companies improve their sales in a variety of industries by aligning sales teams with real business objectives and giving sales reps the tools they need to close deals.We cover some of the basic philosophies behind the Triangle Selling method, how ClozeLoop got started, and how 2.12 Angels offers unique selling tools to company founders who are taking things to the next level.You can learn more about ClozeLoop by visiting https://clozeloop.com/ or follow them on LinkedIn.Connect with Cory on LinkedIn at https://www.linkedin.com/in/buy-triangleselling/To buy one of his books, visit https://clozeloopbookstore.com/If you like what you hear and want to have a podcast produced for you, visit www.cheineproductions.com to learn more. We offer podcast production and more in Bonita Springs, FL. --- Send in a voice message: https://podcasters.spotify.com/pod/show/chris-heine2/message

Sales is all about how you create a space that allows for honest and trusting communication. John Livesay's guest is Hilmon Sorey, the managing director of ClozeLoop. In this episode, you'll learn why sales is equal parts acting and psychology. Acting comes in when you speak out the script you've practiced a hundred times. But you own it in a way that's engaging, trust-based, and sincere. Psychology helps you understand the triggers that attract customers to your product. Join in the discussion to learn more!Wanna Host Your Own Podcast?Click here to see how my friends at Brandcasting You can helpGet your FREE Sneak Peek of John's new book Better Selling Through Storytellinghttp://sellingsecretsforfunding.us9.list-manage.com/subscribe?u=655c123123cd21ff7a24d914e&id=6f12bc74af John Livesay, The Pitch WhispererShare The ShowDid you enjoy the show? I'd love it if you subscribed today and left us a 5-star review!Click this linkClick on the ‘Subscribe' button below the artworkGo to the ‘Ratings and Reviews' sectionClick on ‘Write a Review'Love the show? Subscribe, rate, review, and share!Here's How »Join The Successful Pitch community today:JohnLivesay.comJohn Livesay FacebookJohn Livesay TwitterJohn Livesay LinkedInJohn Livesay YouTube

Sales is all about how you create a space that allows for honest and trusting communication. John Livesay's guest is Hilmon Sorey, the managing director of ClozeLoop. In this episode, you'll learn why sales is equal parts acting and psychology. Acting comes in when you speak out the script you've practiced a hundred times. But you own it in a way that's engaging, trust-based, and sincere. Psychology helps you understand the triggers that attract customers to your product. Join in the discussion to learn more!   Love the show? Subscribe, rate, review, and share! Here's How » Join The Successful Pitch community today: JohnLivesay.com John Livesay Facebook John Livesay Twitter John Livesay LinkedIn John Livesay YouTube

Operating Principals Cici Zheng and Paul Stansik are joined by the founders of ClozeLoop and authors of some of our favorite books on sales training and management - Cory Bray and Hilmon Sorey. Hilmon and Cory share their views on where most sales training falls short, the importance of uncovering customer pain, and how we work together to assess, train, and enable our portfolio company sales teams.

About the podcast and community  Welcome to the Remote Work Life Podcast, where real-world remote work CEOs and leaders talk about how they hire, network, collaborate and thrive. Join me and more than 5000 followers in customer success, marketing, product and engineering to learn skills you need to work online from anywhere. I am your Host, Alex Wilson-Campbell - I’m Interview Coach and Tech Recruiter on a mission to help you gain clarity and direction in your career AND uncover hidden jobs through one-to-one and group coaching.   And On Today’s Episode …  Should you adjust your approach to sales during the pandemic?  How can you present yourself to prospective clients so that you don't appear opportunistic and sleazy?  Never fear, we have the answers you need courtesy of Managing Director of ClozeLoop, Hilmon Sorey.  He also shares proven advice on how to hire the best work from anywhere sales professionals AND tells you what skills and qualities to look out for when hiring?   ClozeLoop is a revenue strategy firm. The business drives performance for Management, Sales, Customer Success and Sales Enablement in the fastest-growing companies on the planet.

Do you struggle with prospecting and lead generation? Is getting a meeting with a potential customer like pulling teeth? Cory Bray believes the struggle is often because you aren’t giving your prospecting a compelling offer. No one is going to be enticed by a sales meeting. A sales meeting may even be a deterrent. What does Cory recommend doing instead? He shares advice, strategies, and tactics to navigate the process in this episode of Sales Reinvented. Don’t miss it!  Cory Bray is the Managing Director at ClozeLoop. Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author of 6 books, and a dynamic keynote speaker who has spoken all over the world. He’s passionate about making sales accessible, actionable, and scalable with Fast Frameworks. Outline of This Episode [0:56] Why prospecting and lead generation matter [2:41] Give your prospect a compelling offer [4:54] Learn to be resilient—and set negative goals [6:39] Skill to develop: Conversations with strangers  [8:42] Top 3 prospecting dos and don’ts [11:13] Learn resilience in the face of a “no” Give your prospect a compelling offer Cory notes that you need to achieve the right amount of volume with the least amount of effort. Effort can be measured by human time and the amount of capital deployed. If you have spikes in leads, it can be overwhelming to your team. So you need consistent lead volume over time so the organization can handle it. Cory sees prospecting as human-assisted marketing. It’s targeted. With any good effort, you’re offering someone something a prospect can accept or reject. But most salespeople make a mistake when prospecting. They’re offering a sales meeting—which isn’t compelling at all. When Cory is prospecting, he offers them one of his books. It’s compelling and something of actual value. It's a touch that gets them into the funnel. The bottom line? Offer people something that they actually want.  Casinos and negative goals: what do they have in common? The expected value in a casino is negative—unless you’re the house. But when you’re in a casino, you’ll win hands at a Blackjack table, spins at a slot machine, or rolls at a craps table. Casinos do that to keep you in the game. Cory shares “Unfortunately, when you’re making cold calls or you’re sending a lot of prospecting emails, you don’t have that luxury of having those intermittent wins designed to keep you around. So you have to create them for yourself.” How do you do that? A great tactic is to set negative goals—which sounds counter-intuitive. If you’re supposed to make 75 calls a day, make your goal to get 74 “nos” a day. Along the way to that goal, you may just get a yes. You focus on the negative goals so when the positive one comes, it’s a bonus.  Cory emphasizes that salespeople have to be able to handle rejection and bounce back from every “no.” Salespeople often aren’t liked. Cory had someone tell him once, “I already have a mother, I don’t need anyone else to think I’m the greatest person in the world.” Some people aren’t naturally great at rejection—but you can learn to handle it.  The #1 skill to develop: good conversations with strangers  Cory believes that you need to develop the ability to have a good conversation with a stranger about a topic that they’re more of an expert at than you are. So many salespeople get overwhelmed with the idea of needing to be a subject matter expert in everything. Cory emphasizes that shouldn’t be your goal or even a concern. Whoever you’re calling will have more subject matter expertise than you will. It’s not a competition. Instead, Cory recommends becoming an expert at having conversations around topics you’re NOT comfortable with. Can you navigate a conversation without feeling like you’re under a ton of pressure? What other skills should you develop? What are Cory’s top 3 prospecting and lead generation dos and don’ts? Listen to hear Cory’s thoughts.  Learn resilience in the face of a “no” The first big deal Cory closed started with a solid “no.” But after the meeting, Cory came up with another idea. So he created a 4-minute video for the Senior VP. When he contacted the VP he said, “It sounds like there’s not a great opportunity for us to work together based on our last conversation. Here are 4 minutes to review another idea that I had.”  His response? “This is really interesting—let’s meet.” That’s how Cory closed the biggest deal his company had ever made. He learned that you must be resilient and don’t take no as the end of the sales process. No might just be a roadblock or an invitation for further conversation.  When you get a “no”, put them in your long-term nurture pipeline. Don’t lose sight of them. You can figure out how to use them as an asset in the future. To hear the rest of Cory’s prospecting and lead generation wisdom—listen to the whole episode! Resources & People Mentioned Go for No! by Andrea Waltz Connect with Cory Bray Connect on LinkedIn ClozeLoop Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

As we head towards the close of another week I'm going to make sure we finish STRONGMy guest on tomorrow's show is a best-selling author of 6 books including his latest release The Five Secrets of a Sales Coach.Hilmon's 20-year track record of impressive revenue growth at companies ranging from startups to Fortune 500 has made trusted by clients who have included Salesforce, Survey Monkey, Box, Lenovo, and hundreds of others.ClozeLoop, Hilmon's Company a Sales Management Consulting and Training firm. They are high-speed revenue specialists who understand how to impact the sales metrics critical for growth, scale, and sustainability in 90 days using fast frameworks.He is a Top 100 award-winning trainer and speaks to companies around the world. He thrives on growing individuals, teams, and companies.I can't wait to explore Hilmon's story and what has been the main driver behind his hunger for the hustle and the huge success he has had and is still having today!If you enjoy the show, please show your support by subscribing, giving us a review, and sharing it with your family, friends, peers, and colleagues so they can enjoy it too!STAY HUNGRY | STAY HEALTHY |STAY HAPPY |KEEP HUSTLING Facebook - https://www.facebook.com/HungerforthehustleInstagram - https://www.instagram.com/hungerforthehustle/Youtube - https://www.youtube.com/channel/UCcpH1dwmKhS1mvf97prVMcwWebsite - https://hungerforthehustle.com/#HungerForTheHustle​#PsychedelicPsychotherapy​#PersonalDevelopment​#Psychotheraphy​#Psychedelic​#Hustle​#Entrepreneur

Today I connected with Haylee Taylor, account executive at ClozeLoop. We talked about: How she used personalized videos to stand out as an SDR, engage with prospects, and quickly start new conversations. Why it's important to shift your mindset from “I'm going to create some videos” to “I'm going to start some conversations and book … Continue reading "Ep 16 — Creative Video Outreach"

5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth. We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system. We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble on unprofitable, unsustainable #TechScaleUps is likely to burst. Hilmon shares his insights into the do's and don'ts of raising funding. There is plenty of money available in the market today. He offers clarity on how to raise it and make it work for you so you and your investors don't lose your shirts and you focus on execution, sales and the right personas. We dive into ClozeLoop's T.E.A.M. methodology of #predictivehiring, #onboarding and #ramping salespeople, the subject of HIlmon's latest book. Another engaging, entertaining and detail packed interview with Hilmon. Worth several listens and having a pen and paper to hand if you are serious about building and scaling up your business without the wheels coming off when you hit the curve of the hockey stick. If you want to get hold of Hilmon his contact details are: Phone510-693-0000 (Work)LinkedInhttps://www.linkedin.com/in/hilmonsorey/Twitterhilmonsorey--Please like, comment and share this interview. Subscribe if you haven't already done so. Why not give a subscription as a gift to someone you admire or believe could do with the very best in sales, sales management and channel sales advice. Share the link: https://marcuscauchi.podbean.com/--Can you help me, please? I want to interview at least 2 interesting thought leaders, authors and practitioners in sales, marketing and the channel every week in 2020. Who do you want me to interview? Who is stoking your imagination, inspiring you, challenging you?Connect us on LinkedIn, send my details, put me in touch.Thank you for your support in 2019, our first full year. We've achieved nearly 15,000 downloads. Next year we are aiming for 100,000 so please tell your friends

Right on time for lunch on the west coast and the early commute home for the east coasters! (yeah - its Friday -- I see you clocking out at 3

Hilmon Sorey and Cory Bray are the founders of ClozeLoop, a sales management consulting & training firm based in San Francisco. ClozeLoop shows executives how to apply frameworks which are rocket fuel for revenue growth. They have worked with thousands of salespeople and hundreds of companies worldwide to improve performance, process, and profitability. They have also written 4 best-selling books. In this episode, they reveal how to achieve long-term success in your sales team by using tactical frameworks that drive repeatable results.   Here are some of the topics covered in this episode: How to replicate top sales practices across your team The best time and way to ask for referrals Sales fundamental tips to move a deal towards the close How to keep momentum between meetings Scaling your team with a sales process methodology   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   Where to find the Guests: Company’s Website: https://www.clozeloop.com/ Cory’s LinkedIn: https://www.linkedin.com/in/buy-triangleselling/ Hilmon’s LinkedIn: https://www.linkedin.com/in/hilmonsorey/ Their books on Amazon: https://buff.ly/2EFWFBz Listen to more episodes of the Outside Sales Talk here and watch the video here!

#HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of #TheSalesEnablementPlayBook,#SalesPlaybooks: The Builder's Toolkit, #SalesDevelopment chats to me about his experience working with series- A, B, C and D technology scale ups and the horrific acts of idiocy and self-sabotage he's seen repeated that are wasting growth opportunities. Learn from the depressingly deep scar-tissue Hilmon and I have earned over the past 3 decades, serving scale up founders and CEOs, building their teams, helping them achieve exits to cash out like bandits or to crash and burn into anonymity and poverty. Learn from the mistakes we have seen countless founders make with poor planning, failure to implement a joined up marketing, business development, sales, account management, customer success, customer service experience. Bringing costly business in through the front door, only to let it out the back door is STUPID but some many companies focus on new business and don't focus on retention. We've seen founders and investors focus on new business and land grabbing new customers instead of building their business on the principle that they're in business to make a profit and then scratch their heads when things go tits up. Sure there's a well trodden model that says you can do that but it creates bubbles and is onanistic and short sighted. We've heard founders who said "If only we could kick sales into touch and focus on product development. then we could create a great product and people would come knocking at our door in their droves!" Bulls**t! We have seen some really crazy things go on with channel partners - some suffer from premature channelisation, and others come too late to the channel (no groaning at the innuendo please) Hilmon and I pull no punches. We slag off the parasites sucking the lifeblood around scale ups. He's much nicer about them than I am but I know he feels the same level of abhorrence I do towards the bad recruitment practices and bad recruitment practitioners. A fun, lively interview and I am very much looking forward to interviewing him again on some more contentious subjects. Please like, comment and share this podcast. If you want to get hold of Hilmon on LinkedIn ... https://www.linkedin.com/in/hilmonsorey/        

Doug Collom and Irina Yuen host a special Bay Area Ventures interviewing teams that recently graduated from the Wharton Venture Initiation Accelerator Program (VIP) for Bay Area startups. Wharton VIPs Cory Bray and Hilmon Sorey, Co-Founders of Clozeloop, a knowledge management platform for sales teams. See acast.com/privacy for privacy and opt-out information.

There are a lot of definitions of sales enablement. What is it? How do we do it? Why does it matter? Having a process and mindset that extends across an entire organization can help enable salespeople to be successful. Still, it would help to have a clear plan and goal to get the most impact out of the enablement process. Today, I have two guests Cory Bray and Hilmon Sorey.  Cory and Hilmon just happen to know a little bit about sales enablement. They are the authors of The Sales Enablement Playbook and they run ClozeLoop a sales enablement platform. They are based in San Francisco, and this is a fun and lively episode with two guests diving into the topic of sales enablement. Episode Highlights: Cory and Hilmon share their definition of sales enablement and focusing on the prospect. How there isn’t a one thing silver bullet type solution to sales enablement. Every department needs to contribute to sales enablement. Having a mindset based on customer engagement where every team contributes. Having the customer conversation at the center of the bullseye. Then as the concentric circles move out there are other team members contributing. Understanding your messaging and how it relates to buyer personas.   Pain points and features and how they relate to customer stories. Issues with a disconnect between marketing and sales. Creating micro content for the salespeople. The three types of sales conversations: lone wolf, scripting, or finding the sweet spot of the entire team's effort. Creating a playbook that allows a natural feedback loop. Knowledge management is about the conversations. Resources: ClozeLoop The Sales Enablement Playbook Cory Bray on LinkedIn Hilmon Sorey on LinkedIn

Today's episode unveils valuable advice on sales coaching, and how to do more with less. Cory Bray, CEO of ClozeLoop, formerly known as CareerSofia, joins me on this episode.