Podcast appearances and mentions of juliana stancampiano

In this episode of the Become an IDOL podcast, host Dr. Robin Sargent interviews Juliana Stancampiano, founder and CEO of Oxygen Experiences. Tune in to hear: - Juliana's journey from working at Microsoft to founding the US office of Oxygen and eventually acquiring ownership of the business - How Juliana's company creates engaging learning experiences through hands-on activities and emphasizes understanding the business perspective - Advice for new instructional designers around finding a mentor, understanding how businesses work, and tying learning outcomes to business goals

How has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES). We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of modern sales enablement, emphasizing the diverse backgrounds of professionals in the field.  We dive into the critical role of organized processes, clear metrics, and continuous learning in driving sales performance and discuss the importance of educating senior executives about effective enablement and the impact of new technology on the field.  Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast!As this is my final episode as producer and host, I want to express my heartfelt gratitude to all my guests and listeners. Thank you all for being integral to this incredible journey with "Stories from the Trenches."Juliana Stancampiano is an author, entrepreneur, and leader helping businesses prepare their people for what happens next. For more than 15 years, she has helped leaders translate their company's strategy into tangible achievements for their people, creating experiences that help people succeed. As CEO of Oxygen, Juliana has developed a unique perspective around the enablement, skilling and ways of educating the workforce of today. Juliana also held the Board Presidency for the Sales Enablement Society from 2019-2022.Please subscibe on Apple, Spotify or Google.

We've spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we've heard along the way, we're gathering the best of the best all into one episode.So whether you've tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating. Here are the key takeaways:Toby Carrington emphasizes senior executives' role in guiding sales by providing strategic, value-rich interactions early in the sales cycle.Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories.Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls.David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach.Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force.Juliana Stancampiano discusses AI's potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts.Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives.Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement. It's a mix of conversations, lessons, and actionable advice that will inspire, motivate, and prepare you to elevate your approach to enablement.Jump into the conversation:[00:00] Introduction[03:24] The importance of human connection in sales discussions[09:01] Improving sales through insights and relationships[11:00] Timing is crucial for successful senior executive engagement[15:51] Supporting CS leaders to succeed[17:46] Overcoming lip service to achieve real alignment[21:46] Value delivery in small, incremental steps[22:59] Understanding go-to-market, sticky products, and psychology[27:53] Prioritize internal and external team enablement strategies[32:35] Processes can be challenging[34:30] AI streamlines lesson creation and improves learning content[36:22] Watch out for season two Continue the conversation with these resources:See how to kick go-to-market chaos to the curb with better enablement. Learn more.  Seismic is bringing the future of enablement to Boston, New York City, and Sydney for one day only as part of our Seismic City Tour. Join us!

There's a lot of talk about how AI can be utilized for content creation and productivity, but how about leveraging it to train your organization?Juliana Stancampiano, CEO of Oxygen Experience, shares her perspective and proposes new ways to harness intellectual resources from subject matter experts. You'll also learn the importance of creating safe spaces to “fail fast” as you figure out how to use AI effectively and why human skills remain critically important.Here are the key takeaways from our conversation with Juliana Stancampiano:Utilize AI to develop learning resources: Preserving the intellectual resources of subject matter experts is valuable for any company. Using AI to help SMEs harness what they know and create learning resources is an efficient way to impart institutional knowledge and improve enablement across the organization.Find the right balance between strategy and action: While AI sales enablement needs to stay firmly rooted in the company's core strategy, you also have to empower your people to learn and explore new things. Organizations have to learn to walk before they can run, which is why safe spaces for playing with new tools are encouraged.Use AI when it's needed, not just for the sake of it: AI is still relatively new, and you shouldn't necessarily have company objectives that require using it just yet. Juliana emphasizes that there needs to be a focus on clarity as we discover ways that we should (and shouldn't) incorporate AI into business.Jump into the conversation:[02:17] How AI will impact learning and development[03:50] How subject matter experts might use AI to create learning resources[12:29] What the future looks like for learning professionals with AI in the mix[15:27] The importance of keeping the company's leadership philosophy and maturity levels at the core of AI sales enablement strategies[21:24] Why organizations should focus on “better” not “more”[30:02] Juliana's advice for learning leaders looking to leverage emerging tech[33:54] Heather and Steve's key takeaways from the episodeContinue the conversation with these resources:Grab your copy of Juliana's book, Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results.See how Seismic is pioneering the future of AI in enablement on our website. Want more conversations like these, but live and in person? Join us at Shift 2023 in sunny San Diego from October 23 - 26!Learn more about Go-to-Market Magic at gotomarket-magic.com.

Juliana Stancampiano went from customer to CEO of Oxygen, a people and sales enablement consulting company. She is the author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results.   Mentioned in this Episode:Juliana on LinkedIn - https://www.linkedin.com/in/jstancampiano/Oxygen EXP - https://www.oxygenexp.com/Oxygen EXP on LinkedIn - https://www.linkedin.com/company/oxygen-exp/Oxygen EXP on Twitter - https://twitter.com/oxygenexpHosting Dinner Parties & Building Successful Careers w/ Scott Miller - https://peoplebusinesspodcast.com/scottmiller/Radical Outcomes by Juliana Stancampiano - https://www.amazon.com/Radical-Outcomes-Extraordinary-Tangible-Results/dp/1119524253#:~:text=Radical%20Outcomes%20is%20a%20blueprint,avoids%20randomness%20and%20organizational%20drag.Time Codes:(2:13) - What is Oxygen and how did you come to be the owner?(7:40) - What did you see that tipped you off that the company was not living up to its values?(12:43) - Is it weird that people feel shame or guilt around the idea of making money?(15:11) - How do you weigh situations where values are competing?(17:44) - What does the word ‘process' mean to you?(20:00) -  Can you give an example of how your COO turned your working style into a working process?(22:31) - Do you want to share anything else about your book?(23:09) - What is the difference between process and architecture?(24:58) - Where would somebody start on the architecture path?(28:05) - Why the difference between training and learning?(31:25) - Do your clients show their employees your architecture plans? (32:17) - What makes your training unique and do you make it unique for each client?(34:33) - How do you turn “e-learning” into an online "experience"?(37:12) - How easy or hard is it to get customers to see the value in your approach?(40:18) - How do you help people through the mental process?(47:04) - Do you do anything for yourself or your team to foster more abundance? (49:44) - What are you sick of talking about?(51:11) - What are you most excited to be talking about?(54:15) - What is the purpose of business?

Research has revealed that teamwork is more important than ever. So much so that approximately 75% of employees rate teamwork and collaboration as being very important and companies that promote collaboration and teamwork have reduced employee turnover rates by 50%. But in this new era of working, many leaders are struggling to cultivate strong teams and are looking for a roadmap for success. In this episode of “Bring Out The Talent,” we discuss creating radical teams with the author of “Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results,” strategist, and CEO of Oxygen, Juliana Stancampiano. Juliana dives into common workplace models that are no longer effective and how leaders can begin fostering extraordinary teams. We also discuss some of the biggest challenges leaders face when creating radical teams, the value of transparency and role clarity, how to effectively measure results, and what we can expect to see in the upcoming years surrounding teams.Tune in as we learn some tips on how to create radical teams.

Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs.   Highlights07:40 Buying a business during the Great Recession13:05 Finding a salesperson who sells just like you22:06 Building the scaffolding that supports sales (versus hiring more sellers)22:34 Enabling your sales team29:55 Generating more customer-ready conversations35:41 Keeping your sellers in their zone of genius43:54 Thinking differently about how to build your sales organization Quote"I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm." Connect with Juliana Stancampiano in the links below:Website: https://www.oxygenexp.com/LinkedIn: https://www.linkedin.com/in/jstancampiano/ You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

Juliana Stancampiano shares what she's been learning about Radical Learning Design! Connect with Juliana on LinkedIn or on Twitter! Explore some of the resources Juliana called out in this episode: Oxygen - her business! Radical Outcomes - her book! Radical Perspectives - her podcast! All views expressed in this episode are my own and do not represent the opinions of any entity whatsoever with which I have been, am now, or will be affiliated. Music: https://www.purple-planet.com.

Your host, Gabby Scott, speaks with Juliana Stancampiano about her company Oxygen and how they changed and pivoted over the years.

Do you have a crystal ball to show you the future? I'm going to guess the answer is no. Yet, according to Margaret Heffernan, we think the future is hiding just behind the curtain, like in the Wizard of Oz. However, if you peek, there is nothing behind the curtain. The future is unknowable. Margaret is the author of Uncharted – How to Navigate the Future. Given that we can't know what is going to happen, she and Kevin discuss how we can be open to the fact we cannot predict the future. Data can only take us so far, and that is not who we are. Goals can be good, and we need to be careful not to turn them into a step by step process, which can narrow our focus. We can use goals to make us more observant and look for the opportunities to give us the future we want. This episode is brought to you by… From Manager to Remarkable Leader, Kevin's Flagship workshop based on his proven leadership model. Additional Leadership Resources Book Recommendations: Uncharted: How to Navigate the Future by Margaret Heffernan Learning from the Germans: Race and the Memory of Evil by Susan Neiman Connect with Margaret Heffernan: Website | Twitter Related Podcast Episodes: Creating Radical Outcomes with Juliana Stancampiano. Cracking Complexity with David Benjamin. LAgility with Leo Tilman and General Charles Jacoby. The Innovation Stack with Jim McKelvey. Subscribe to the Podcast Don't miss an episode! Subscribe to this podcast through the options below. iTunes Stitcher TuneIn Soundcloud RSS Or your favorite podcast app. Join Our Facebook Group Join our Facebook community to network with like-minded leaders, ask us questions, suggest guests and more. We welcome your wealth of experience and hope you will join us in sharing it with others on their leadership journey. You can join the group here: facebook.com/groups/RemarkableLeadershipPodcast/

Being in Virtual Conferences is great and fascinating. We really focus on connecting with one another, having free flow conversations with people that maybe you wouldn’t necessarily have access to on a day-to-day basis. In this episode, Juliana Stancampiano, CEO of Oxygen will be our guest today. She will be talking about her experience in […]

On this episode of The Built in Seattle Podcast, I talked with  Juliana Stancampiano, CEO at Oxygen (oxygenexp.com)For extras from this interview, subscribe to my weekly emailEpisode HighlightsThe value of a beginner's mind when making big decisions.The story behind Oxygen's turnaround from bankruptcy to serving clients like Microsoft, F5, Red Bull, Starbucks, and more.How companies get stuck on content and frameworks.How to find founder/seller fit when building a sales team.What to look for in early sales hires.What is Sales Enablement and why does it matter?Why Juliana got approached to write a business book.How the book came together and the process of working with a publisher.Why manage for energy on a team.How managers can avoid death marches on their teams.Guest BioJuliana Stancampiano is an author, business leader and strategist focused on helping business leaders and their teams modernize workplace education. For more than 15 years, she has helped leaders translate their company’s sales and business strategy into tangible achievements for people in sales, service and delivery, and retail channels, creating role-based experiences that help people succeed.As CEO of Oxygen, Juliana leads her teams of consultants and designers to partner with clients in large companies across major industries, to help modernize the enabling functions that support sales, service and delivery. She has developed a unique perspective of modern enablement that spans effective hiring, end-to-end onboarding, and ongoing development that fits into the flow of work.Juliana's book, Radical Outcomes: How To Create Extraordinary Teams That Get Tangible Results (Wiley) was published in January 2019. Her articles have appeared in HR.com, Chief Learning Officer Magazine, Training Industry, Talent Development Magazine, the Huffington Post, and Women In Retail Leadership Circle and she has been interviewed by Business Insider, Forbes.com, and Investors Business Daily. She has appeared on podcasts for Sustainable Business, Sales 3.0, and the Peggy Smedley Show, and regularly speaks to audiences comprised of leaders in Sales, Service Delivery, Customer Service, Customer Experience, and HR.Prior to her role as CEO fo Oxygen, Juliana worked across Europe, the Middle East, and Africa, while she was based in Munich and London.Where to follow Juliana:https://www.linkedin.com/in/jstancampiano/https://twitter.com/jstancampianoWhere to follow Adam:https://www.linkedin.com/in/adamschoenfeld/https://twitter.com/schoenyFeedback? Suggestions on who to interview? Email me anytime - adamseattlepodcast@gmail.com

The buzz: “When I got started in sales, I would create scripts based on what I heard from the best sales reps around me…but… every sales rep I tried to copy was doing something different…I couldn’t close a deal for the first 18 months…then something clicked…I learned how to read a conversation, understand tone and intonation…to build genuine relationships with my prospects. I stopped trying to automate what needs to be personal.” (S.M. Lowisz, Jan. 2020, forbes.com ) Reality check! Many sales leaders are getting lazy and resorting back to scripts. How bad it is? HubSpot reports that the computer software industry converts only 22% of opportunities to deals. Do the math. Is 78% of your sales team’s time a financial waste? The cure: non-stop coaching, optimized content, real insight, no scripts! We’ll ask Juliana Stancampiano at Oxygen, Julio Viskovich at NexLevel Sales, and Mike Orr at Grapevine6 for their insights on Lazy Leaders Use Scripts: Strategies to Better Sales Enablement.

Does customer experience play one of the most important roles in forming opinions about the company? We bet it does. Therefore, Juliana Stancampiano discusses customer-facing roles and teamwork in today’s Expert Insight Interview.

How consistent are you with your employees and customers?  6 questions. 7 minutes. Pure insights. Episode 81: Consistency in even small moments can create the trust required for large scale success. Wise words from Juliana Stancampiano, CEO at Oxygen.

Author and business leader Juliana Stancampiano shares her experience of female rivalry in the workplace, how it changed the trajectory of her career, and what leaders can do to create a culture of collaboration.   For all things #FemaleFirebrands, visit reverbpeople.com/femalefirebrands – where you can buy the book or download free checklists to put what you learned into action. Share your success stories and questions about being a woman in the workplace in our Google Form. Mikaela may use your stories or answer your questions in a future episode!

Join Michael as he talks to Juliana Stancampiano, author of RADICAL OUTCOMES.  Julianna is an entrepreneur and the CEO of Oxygen. For more than fifteen years, she has worked with Fortune 500 companies, both in them and for them. Her firm’s clients include Microsoft, DXC, Delta Dental (of WA), Starbucks, F5 Networks, Avaya, and Western Digital, among others. Her in-depth experience, along with the research that Oxygen conducts and the articles she has published, has helped to shape the perspective that Oxygen embraces.  Learning and development is a $140 billion business, but much of that money is wasted on ineffective programs that don’t deliver the training that today’s employees need, according to our guest Juliana Stancampiano. “There’s no doubt that everyone in business must have a continually-evolving skill set,” says Stancampiano.  “Customers have increasingly high expectations, and meeting those expectations demands the ability to leverage evolving technologies and new ways of working,” she explains.  But all too often, organizations send their staffs to five-day training courses or assign them multiple online learning modules that fail to create measurable results.  What we will be talking about: Why training may not be the only solution when companies are facing tough challenges What types of training will work in today’s data-driven business world  What you need to know about “your audience” in order to create effective programs How to develop interactive training that engages employees Why focusing on outcomes is the key to building useful programs

Disruption, do you need it in your business? According to Charlene Li, what you do need is to acknowledge your customers are changing and you need to be thinking about your future. Charlene is the New York Times bestselling author of six books, including her newest release, The Disruption Mindset: Why Some Businesses Transform While Others Fail as well as co-author of the critically acclaimed book, Groundswell. She sits down with Kevin to talk about real disruption. It's not about “blowing things up”, but about creating a real change. You need a passion to serve your future customer. And it's not easy, in fact, the “process” can be incredibly difficult. It's important to remember the “why” and move people to act and see themselves as leaders. Additional Leadership Resources Book Recommendations: The Disruption Mindset: Why Some Organizations Transform While Others Fail by Charlene Li The Truths We Hold: An American Journey by Kamala Harris Shortest Way Home: One Mayor's Challenge and a Model for America's Future by Pete Buttigieg Leading Through Disruption with Tony Hunter. Creating Radical Outcomes with Juliana Stancampiano. A Future Lens on Leadership with Bob Johansen. Learning Leadership with Jim Kouzes. Learn more about Charlene Li. Sign up for our free video training series, 13 Days to Remarkable Leadership. Get your free copy of my inspiring e-book, 101 Ways to Unleash Your Potential.  

One of the most well-known and popular models in L&D is 70-20-10. Recent research by Training Industry updated the model to the 55-25-20 model and reinforced the importance of social interactions and collaborations as a part of an employee's learning experience. How can you balance the benefits of social learning with the need to have content appropriately vetted and curated? To answer this question, we spoke with Lauren Harris, CPTM, of the University of Colorado Boulder and Juliana Stancampiano of Oxygen Learning.

Juliana Stancampiano is the CEO of Oxygen, business leader, and strategist whose work involves helping business leaders and their teams modernize workplace education. With more than 15 years of experience, Juliana has helped leaders translate their company’s sales and business strategy into tangible achievements for people in sales, service and delivery, and retail channels. Juliana is the author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results. In her role as CEO, she and her teams partner with clients in large companies including Fortune 500 companies like Microsoft, Sony, Big Fish Games, Starbucks, Expedia, Western Digital, and many more. As a business development and strategy expert, Juliana believes in helping unburden themselves of distractions and challenges so that they can better focus, excel in their jobs, and create success for themselves and their organizations. Juliana believes that building and supporting great teams and giving them the resources and support they need to thrive is the key to business success. Part of her work involves helping organizations find ways to maximize the potential of their teams while making the workplace be an enjoyable experience rather than a grind. — Many companies say “our people are our greatest resource”, but the sad fact is that too few companies behave that way. Strong, cohesive, effective teams can accomplish incredible things, but many companies don’t give enough thought to how to best support their employees and structure their teams to maximize their success. For this episode of Absolute Advantage, I was joined by Juliana Stancampiano. Juliana is the CEO of Oxygen, a consultancy that helps Fortune 500 businesses strategize, modernize, and enable their employees for success. Juliana is also the author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, where she offers readers a blueprint for a new way of collaborative, fast-paced and highly effective working using modern tools and strategies. On this episode of Absolute Advantage, Juliana shares why the modern workplace has changed and collaborative team efforts will be the key to business success and innovation going forward. She shares why the “old” way of doing things can’t keep up with today’s highly stressful, distracted, competitive environment, and she offers strategies for creating camaraderie and a supportive environment where teams can flourish. I hope you find tremendous value from Juliana’s knowledge that you can implement into your own teams. Ways to contact Juliana Stancampiano: Website: www.oxygenexp.com Radical outcomes by Juliana Stancampiano: https://amzn.to/2XkPPrB  

Segment 1: This segment is full of smart money tips you will not want to miss. We dive into how you can stop the cycle of living paycheck to paycheck, how to create a budget that works for you and your family, and how to live debt free. Avery Breyer is a multiple best-selling author, freelance writer, and real estate investor. She is passionate about helping people take control of their money and create the life they earned. The first book in her popular Smart Money Blueprint series is “How to Stop Living Paycheck to Paycheck”, a #1 Bestseller on Amazon. Her second book in the series is “How to Raise Your Credit Score” and the third is “How to Be Debt Free”.Segment 2: One of the biggest areas that small business owners neglect is training for their staff. But what kind of training is effective and how can you do it? Juliana Stancampiano is the author of the book “Radical Outcomes”, is an entrepreneur and the CEO of Oxygen. For more than fifteen years, she has worked with Fortune 500 companies, both in them and for them. Segment 3: All over the country, the gender gap between the number of females in leadership positions and their male counterparts is still very wide, especially in technology companies. We talk about what the gender gap looks like at Chicago technology companies specifically and what companies can be doing to be mindful about closing the gap. Julia Kanouse is the CEO of the Illinois Technology Association (ITA) and has worked with the organization for nearly four years. Julia leads the overall strategic direction and management of the association. ITA's mission is to drive the kind of investment, talent and innovation that makes Chicago a leading tech ecosystem. Sponsored by Nextiva, Corporate Direct, MAKO and Web.com

Every year, businesses spend billions of dollars on initiatives, tools, and technology that leaders believe will help their customer-facing teams drive more revenue or customer engagement and loyalty. Yet they lack the internal models necessary to navigate organizational complexity, and the ways of working needed to gather cross-functional knowledge across silos. The result is that […]

Juliana Stancampiano, CEO of Oxygen, and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, joins me on this episode.

Most organizations jump right in with the design of a product/content…often missing the WHY. Kevin sits down with Juliana Stancampiano, CEO of Oxygen and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results. Kevin and Juliana discuss education in the workplace. They believe that in order to achieve great results, you need to move beyond information overload and focus on the business outcomes. It's about creating a culture of learning and thinking about the content as an experience.

Peggy and Juliana Stancampiano, author, Radical Outcomes and entrepreneur and CEO of Oxygen, discuss how training or re-skilling of employees is really broken. She says we have strayed so far from the market where we started with corporate education for employees. Further, they talk about perfection in today's fast-moving culture—and that now is the time to determine what is good enough.

Peggy and Juliana Stancampiano, author, Radical Outcomes and entrepreneur and CEO of Oxygen, discuss how training or re-skilling of employees is really broken. She says we have strayed so far from the market where we started with corporate education for employees. Further, they talk about perfection in today's fast-moving culture—and that now is the time to determine what is good enough.

On this episode Josh speaks with Juliana Stancampiano, author of "Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results". They discuss what she means by "radical outcomes" and how you can apply these principles to your business.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts We could all use a fresh set of eyes now and then, someone who can share fresh sales training tips to help us drive more sales. I am so excited to dive into the details of effectively enabling your company’s salespeople to actually sell, on this episode of #SellingWithSocial. My guest is Juliana Stancampiano – the CEO of Oxygen, a company that specializes in helping other businesses perform at maximum capacity. We’ve all been at a point in our company when we realize that operations aren’t running full speed – there are too many tools, too many systems, poor sales rep retention, and not enough revenue to back the ever-changing matrix of effective sales. Juliana gives us practical and insightful sales training tips to help us tame the tech stack monster and pay more attention to enabling the people who drive the revenue, our salespeople. Be sure you listen!   The Content We Use For Sales Training Is Important. But Only If It Is Specific Why are we making our salespeople work harder than they need to? Onboarding is the period where we immerse our salespeople in the things they need to know in order to accomplish their jobs and become an integral part of driving sales. We often think we need to cram all of the information about every scenario, systems, and tool into our sales training. In reality, as Juliana points out, “Too much information makes for less time in the field.” This means that the more concise and clear we can make our onboarding processes, the better. To start, define onboarding for your company. What do your people need to know to complete their job? What is vital for them to digest and learn? Overloading them with information that they may not know how to sort or prioritize only adds to the chaos. With nine months as the average ramp-up time for a new sales team member, it is important to give them only the most necessary tools to enable them to effectively sell – and meet your sales quotas. Hundreds of Tools = Thousands of Dollars: Here’s How To Choose Wisely How many sales tools does your company use? For my small company we use seven tools just for sales, you can actually see Vengreso solutions partners on our website! The problem with having hundreds of tools in our tech stacks is that each of those tools costs thousands of dollars per sales rep, per year. But are actually helpful? “Simple is better,” Juliana says. While redundancy is bound to happen, it’s important to understand exactly what your salespeople must do in order to accommodate customers and drive revenue. Ask yourself these questions... Do your tools work well together? Can they operate and function underneath one centralized system? Can they integrate into your CRM? Juliana gives the run-down on the many ways you can tell if the tools in your tech stack need to be chucked out or put to greater use - so be sure to listen to the full episode!   How To Use Your Sales Team To Improve Your Tech Stack Giving your salespeople a voice is vitally important to helping you decide how to make cutbacks to your tech stack. Juliana gives some amazing sales training tips in this episode on how to easily and quickly obtain feedback from your salespeople without making them feel frustrated and patronized. Juliana shares some incredibly eye-opening points on discovering the best methods for measuring your company’s success through sales rep feedback and tech stack/revenue comparisons. In her upcoming book, “Radical Outcomes,” Juliana says she will be discussing – in-depth – all of the things we’ve discussed in this podcast episode, and more. It will be the perfect read for anyone leading or managing a group of people. Listen to this episode to learn how you can save your company thousands, train your sales reps effectively, and drive revenue.   Outline of This Episode [1:55] CEO of Oxygen, Juliana Stancampiano, helps sales leaders drive revenue [6:30] Why do we make it so hard for salespeople to be successful? [7:37] Consolidating our tools for optimum success and efficiency [8:51] Questions to ask that lead to improvement in sales leader function [11:24] What is the goal of onboarding? [17:27] Closing the sales quota and onboarding gap [19:45] Helping enable the seller: how to choose which tools to use [28:48] Integrating tools for maximum efficiency and success [33:06] Creating the sales enablement measuring stick Resources Mentioned Juliana’s book: "Radical Outcomes" : https://www.amazon.com/dp/1119524253  Follow Juliana on Twitter : https://twitter.com/jstancampiano Follow Juliana on LinkedIn : https://www.linkedin.com/in/jstancampiano/ Oxygen Community : https://community.oxygenexp.com/ Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts  

Juliana Stancampiano, CEO of Oxygen shares recommendations on how to work with the business to produce valuable, timely, and relevant learning content.   In this podcast you will learn: Best practices for getting started with learning analytics and business impact evaluation How learning professionals and business leaders can work together to make learning more valuable to its customers About the new ways of working for the learning professional To learn more about this Webcast and future Webcasts please visit: http://www.hci.org/lib/working-new-way-modeling-human-side-organizational-success Download the associated research report here: http://www.hci.org/hr-research/working-new-way-modeling-human-side-organizational-success (Released Feb 15, 2018) Learn more about Oxygen: https://oxygenexp.com/

* CEO and Founder of Oxygen * Bought the company in 2008 * Founding Member of Sales Enablement Society * Be ready to walk away from the table * Southwest and Zappos are anomalies * Most companies are "command and control" structures * They rank employees against one another * Move from ratings to no-ratings * Have on-going conversations with your staff * Go beyond just semi-annual reviews * Look at what and how they're working vs. just what they did * Move beyond task-completion * If they get their job done by bullying people you don't want them * Give more control to managers * Focus on strengths * The new ABCs of Selling are "Always Be Curious" *Related Articles:* * Order Wes's new book, " The Sales Whisperer® Way ( https://info.thesaleswhisperer.com/way-book ) " * Get private coaching from Wes ( https://info.thesaleswhisperer.com/90-day-private-coaching-lp ) to grow your sales Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy