Podcast appearances and mentions of cory bray

In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn't in the industry.Here are some of the questions Corey and Jonathan attempted to tackle:What is Corey's background, and how has his experience shaped his approach to sales enablement?What is the current state of sales enablement, and why does Cory believe it has become bloated?Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?What is Cory's approach to solving enablement problems quickly and effectively?How does Cory view the role of sales experience in leading an enablement function, and why does he believe it's critical?What should enablement professionals focus on to prove the value of their work within an organisation?Tune in to hear Corey's unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.Connect with Coach K: https://www.linkedin.com/in/jmkmba/Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

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) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

This could be the most tense episode we've ever recorded.Cory Bray and Chris James go head to head in this heated debated to discuss the sales rep onboarding process.How long does it take to ramp up a sales person?Should they be put on the phone day 1?This episode is one you won't want to miss. Hosted on Acast. See acast.com/privacy for more information.

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.

This week, Nick talks to Andy Lee, Founder and CIO of Parallaxes Capital. Andy founded Parallaxes Capital in 2017. Previously, he was with Lone Star Funds, focused on investing in the Americas. He began his career at Citigroup. Andy graduated from the University of Illinois at Urbana-Champaign with a Masters in Accountancy and a Bachelors in Finance and Accountancy. Nick and Andy discuss Andy's background, founding Parallaxes Capital to invest in Tax Receivable Agreements (TRAs), strategy and case studies for TRAs. Andy's book choice was The Five Secrets of a Sales C.O.A.C.H. by Hilmon Sorey and Cory Bray. This content is issued by Zeus Capital Limited (“Zeus”) (Incorporated in England & Wales No. 4417845), which is authorised and regulated in the United Kingdom by the Financial Conduct Authority (“FCA”) for designated investment business, (Reg No. 224621) and is a member firm of the London Stock Exchange. This content is for information purposes only and neither the information contained, nor the opinions expressed within, constitute or are to be construed as an offer or a solicitation of an offer to buy or sell the securities or other instruments mentioned in it. Zeus shall not be liable for any direct or indirect damages, including lost profits arising in any way from the information contained in this material. This material is for the use of intended recipients only.

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

In this episode, we're sharing a masterclass we hosted with leaders at CoachCRM, Elemy & Stripe – covering topics like: Optimizing every step of the buying journey to hit your goals Identifying & removing friction in your sales process Building a repeatable process around rep best practices Meet the panelists: Cory Bray, Co-Founder at CoachCRM and ClozeLoop Trevor Clark, SVP Growth at Elemy Ryan Libster, Head of Enterprise Sales, East at Stripe Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

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

Dig into the C.O.A.C.H. framework that was popularized by Cory and Hilmon in their 2020 book, The Five Secrets of a Sales C.O.A.C.H.

The key takeaways are...Overcome the fear of self-doubt during cold outreachHow to bring your feet back up after losing a dealCreate your own ‘trust framework' in sales Looking at the key factors that make sales trustworthyThe buying decisions in SMBs Vs. Enterprises Longer buying cycles - The advantages Weathering with the recession - How salespeople can deal with itGrab a copy of Cory's sales works: Book 1: Triangle Selling: Sales Fundamentals to Fuel Growth - https://amzn.to/3yIMBnpBook 2: The Sales Enablement Playbook - https://amzn.to/3fMpf9M

Jesse powers through a Friday evening monsoon storm & shares thoughts about your value as a SaaS revenue driver. Article & post mentioned in the episode: Blog by Cory Bray: https://www.linkedin.com/pulse/early-stage-startup-sales-rep-equity-usually-rip-off-cory-bray/ Post by Ryan Walsh: https://www.linkedin.com/posts/ryancwalsh_sales-metrics-attrition-activity-6963475640775802880-pwLt?utm_source=linkedin_share&utm_medium=member_desktop_web

In this episode of the Sales Secrets podcast, Brandon talks to sales author Cory Bray. Cory talks about one of the most common mistakes that one can do in a sales discovery call: starting with an open-ended question. Always try to guide the conversation with a direct and simple close-ended question to make it easier for you to qualify a prospect. This way, nobody's time is getting wasted, and you move on to another discovery call that may yield better results.SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Podcast de Marketing y Ventas B2B .- Charlo con Juan Berganza sobre el concepto de SALES ENABLEMENT El Sales Enablement, habilitación de ventas o potencia de ventas consiste en una serie de elementos coordinados entre sí formando un sistema orientado a mejorar no ya sólo las ventas sino la generación de ingresos de una empresa. Descubre las claves Libros: The sales Enablement Playbook de Cory Bray y Hilmon Sorey Sales Enablement de Byron Matthews y Tamara Schenk The building blocks of Sales Enablement de Mike Kunkle Asociaciones: Sales Enablement Society SES que es el organismo que aglutina a los profesionales de este ámbito y también está en España Perfil de Juan: https://www.linkedin.com/in/juanberganzasetien/ .- Descarga nuestros recursos gratuitos en https://www.axala.es/recursos/

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/

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

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Enablix CEO, Gaurav Harode, on sales content, navigating remote meetings and layoffs, and other updates on The State of Sales Enablement. Here are some of the resources referenced in this episode. Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/ (https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/) Techcrunch article "Remote work and events startup twine acquires YC-backed Glimpse to launch on Zoom": https://techcrunch.com/2022/02/10/remote-work-and-events-startup-twine-acquires-yc-backed-glimpse-to-launch-on-zoom/ (https://techcrunch.com/2022/02/10/remote-work-and-events-startup-twine-acquires-yc-backed-glimpse-to-launch-on-zoom/) The Sales Enablement Playbook by Cory Bray: https://www.amazon.com.au/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762 (https://www.amazon.com.au/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762) Inc. article "When Remote Layoffs Are Inevitable, How to Cut Ties Gracefully": https://www.inc.com/rebecca-deczynski/remote-layoffs-how-to-terminate-employees-zoom.html (https://www.inc.com/rebecca-deczynski/remote-layoffs-how-to-terminate-employees-zoom.html) Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/ (https://www.goffwd.com/learn/) Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/) Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/ (https://www.linkedin.com/in/gharode/) Where to find The State of Sales Enablement: Website -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/) LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/) Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853) Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

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.

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

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.

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

Co-Author of 5 books - Latest is Hiring, Onboarding, and Ramping Salespeople | Managing Director @ ClozeLoop https://www.linkedin.com/in/buy-triangleselling/

Were you overly competitive in first grade? Did someone's mom call your mom about it? Well, that's exactly what happened to our friend and most recent guest, Cory Bray from https://clozeloop.com/. Join Scott and Richard as they explore these theories and more with Cory Bray. In sales we all know it's about observing, planning, strategizing, and finally execution. We cover all this and more, including: How to pool relates to sales How to write a book What happened when Cory was in first grade ----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player: Apple Podcasts Spotify Google Podcasts ----- Are you tired of going to sales conferences in the same old cities, in huge hotels full of thousands of vendors selling you when you’d rather be honing your own skills, building real relationships, and investing in personal and professional growth? We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica. If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

I sit down and talk with author, sales wizard, and all-around good-time boy Cory Bray! We talk about sales, problems with organizations, and even a little bit about comedy. He just released another book! This guy is on fire

SHOW NOTES SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2 SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQ YOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCg THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seamlessai/ JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/ FOLLOW CORY LINKEDIN ► https://www.linkedin.com/in/buy-thesalesenablementplaybook/

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!

Get ready for a conversation about things not turning out like you planned -- and how to handle it. But even better, this week's guest is not here with the typical, run-of-the-mill fail-to-succeed story we hear so often from startup land. No, the female founder on the Spirit of 608 podcast this week is coming back to the show for a second time as a prime example of how pivoting can happen - and become necessary - even when you've had all the successes other startups dream of: the coveted spot in one of the industry's top pitch competitions, placement in a respected accelerator program, a paid pilot program with a household name big box retailer and notably successful results from testing its product with retail partners. So what happens when you succeed, and it's still not enough to get your business where you want it to be? How do you persist? This is one fashion startup founder's story and advice for doing just that. Meet this week's guest, Camilla Olson, Founder of Savitude. Sign up for the PressDope weekly email to get DIY PR tips and The Dope List of media opps, calls for pitches, FEST events and more ways to raise your visibility. What you'll learn How could a successful pilot program with a national retailer that lasted for 18 months result in, well, nothing? It's not what you'd expect from a startup that seemingly made all the right moves. You'll hear why things that work sometimes don't work out. Plus, what Camilla chose to do about it to push her business into the next phase. How you'll be inspired Have you heard quotes and hyperbole about all that's beautiful and alive in this world coming forth from darkness? Listen to Camilla's story to hear how a troubled childhood helped this startup entrepreneur (and one of the very earliest female venture capitalists) hone her problem solving skills as a coping mechanism. It's poignant, and it will make you think. What you'll tell your friends Girl, get a dog. Every entrepreneur should get one, says Camilla. Entrepreneurship can get lonely and demanding, and Camilla says the best way for her to be able to cope with all the baggage she has to carry as a founder is to be able come home to the unconditional love of a furry four-pawed friend. Find out more about how Camilla's rescue dog helps her in her business on this week's episode. Resource(s) of the week Camilla has 3 tools she's excited to share: Asana, to get stuff done; Slidebean, for some sick presentations; and The Sales Enablement Playbook by Corey Bray, the best sales book Camilla says she's read. Connect with Camilla Olson Website: savitude.com Facebook: https://www.facebook.com/SavitudeAI/ Instagram: @savitude Twitter: @savitudeai Mentioned in this episode: Listen to Camilla's first episode on the Spirit of 608 podcast: From Biotech to Fashion & Beyond with Camilla Olson, Serial Entrepreneur and Women’s Empowerment Advocate Anthropologie Techcrunch Battlefield Shopify Asana Slidebean Founderhub.io The Sales Enablement Playbook by Cory Bray   Find more episodes featuring women at the forefront of FEST online at www.Spiritof608.com.

Every week, I’ll pick one marketing question and attempt to address it with actionable takeaways. So send me your questions. I want to help you take on your marketing challenges. At my last episode, I shared the exciting news that I started writing my 2nd book. The book is going to examine sales enablement and I explained why I picked this topic. My friend Amy asked me what sales enablement is, anyway? Like everyone else, I turned to Google for answer. There are only 2 million results, but I like this one: CSO Insights, a research company specializing in sales research, articulated a definition that is widely recognized and accepted in the sales enablement field:  “A strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training, and coaching services for salespeople and frontline sales managers along the entire customer’s journey, powered by technology.” This definition centers on providing essential technology-based training, onboarding and coaching as well as relevant and effective content. Ok, Google is not the only way to get a definition. I also turned to Amazon. I bought several books about sales enablement because I wanted to see the definitions from different authors. Cory Bray and Hilmon Sorey, authors of The Sales Enablement Playbook, state, “Sales enablement is the concept of extending a prospect-centric mindset to all departments within an organization. ” “Sales enablement isn’t a position; it’s an ecosystem... [An ecosystem that] crosses all functional and hierarchical boundaries. ” Although their book mostly covered training, onboarding, coaching, content and prospecting, which is similar to CSO Insights’ definition, they stress that sales enablement is everyone’s job. In addition to Google and Amazon, I also turned to companies who build sales enablement platforms, like Hubspot. Hubspot’s sales enablement definition focuses on technology and process. “Sales enablement is the technology, process, and content that empowers sales teams to sell efficiently at a higher velocity. ” In these 3 distinctive definitions, there are some common elements: • Training • Coaching • Content • Cross-functional • Technology • Process For the purpose of my book, I created my own definition of effective sales enablement: “Delivering a positive customer experience by equipping sales teams with knowledge, skills, processes and tools through cross-functional collaboration in order to increase sales velocity and productivity.” Most definitions I’ve seen shared focus on supporting sales and facilitating the purchase process. They are written as one internal team (marketing) supporting another internal team (sales). I get that. In a digital-first marketing environment, it’s crucial to deliver a positive and consistent customer experience both online and offline. That is why it's vital to add the customer to the sales enablement definition. Without customers, there are no sales. In my definition, “knowledge and skills” represent content, training and onboarding. “Process” suggests documented sales processes and methodologies. “Tools” are mostly software platforms and technologies to implement sales enablement efforts. Increasing sales is important, but sales enablement’s role is to increase sales velocity. Sales velocity, another term which is common in technology-based selling, is defined as how quickly a product is sold or a deal is closed. Now, you understand my definition of sales enablement. I’ll keep you all updated as my book progresses, but in the meantime, do you have any sales enablement story that you can share with me? Reach out and I’d love to include your stories into my book. That is this week's 7-minute Marketing with Pam.  If you have a question for me, you can reach me pamdidner.com or @pamdidner. Thank you for listening, until next week.

        Takeaways Develop your Persona/Pain/Feature Content Matrix: Think through each persona you sell to. What pain or pains do you solve for that specific type of person or company? Then list out the features of your product that directly correlate to that pain and that person. Lastly, determine what content and stories you have that match all of the above. Don’t Conflate Sales Training with Sales Coaching: A good sales trainer can teach you what to do. A great sales coach can help you understand how to do it, but even more importantly, why you should. Take for instance prospecting, through training, I can teach you what to do all day long. But, it’s not until you actually try to apply it that real learning begins. Then, you bring it back and we adjust based on our findings. Write it Down: You can call me old school, but I still believe in physically writing things down. Regardless of whether you do it manually or digitally, reading over your notes helps you understand what you think you heard versus what was actually said. Recording calls is great for verbatim recognition, but your notes are what determine how well you actually understand something and/or what you think is important. Full Notes https://www.salestuners.com/cory-bray/ Book Recommendations The Toyota Way by Jeffrey Leiker Jobs to Be Done: A Roadmap for Customer-Centered Innovation by Stephen Wunker and Jessica Wattman Sponsors What if every sales rep inherited the habits of your best rep? With Costello, they do. The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.  

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

Free book August 1st and 2nd! https://www.amazon.com/dp/B073QBKZG6/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate! In this episode, you'll hear from excerpts from my conversations with the following experts: Cory Bray, Matt Bertuzzi, Jeffrey Hayzlett, Oleg Rogynskyy, Bridget Gleason and Ian Moyse.

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.

Cory Bray | Sales Coaching for the Masses (Bonus: Mock Deal Strategy Session!) by Enterprise Sales Podcast