Podcasts about sales engagement

Optimize your pipeline management and discover the secret formula to maintaining a thriving sales funnel by prioritizing inbound qualified leads and effectively managing prospect engagement. In this episode, Mark explains how by focusing on the top of the funnel, you'll ensure a steady flow of new opportunities, preventing the dreaded dry spell that many salespeople face when they concentrate solely on closing existing deals. By balancing your attention across all stages of the sales process, you'll enhance your ability to sell with confidence. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak adoption, and low rep confidence. The problem isn't buyer intent. It's a lack of structure, coaching, and guidance.This conversation gets tactical and strategic. Tom breaks down the myth that buyers know how to buy, why seller-led engagement models outperform passive following, and how high-performing FLMs simplify complexity through coaching, not control. CROs and sales leaders will appreciate the clear through line: when managers teach reps how to lead a buying journey, not just chase a number, sales cycles shorten, win rates improve, and performance becomes repeatable. If you're building a scalable sales org, this is a must-listen.Top TakeawaysEnterprise buyers often don't know how to buy software Despite assumptions, many buyers lack a defined decision process, which means sellers must guide, not follow, their journey.The best salespeople act as guides, not followers When sellers proactively lead buyers through a structured engagement model, the experience improves and adoption increases.Mutual Action Plans need to go beyond the PO date Ending your plan at "PO received" signals self-interest; the real impact comes from aligning with the customer's go-live and success milestones.Effective FLMs sell the engagement model, not the product first Top-performing managers train reps to win by selling how the decision will be made, not just what to buy.Sellers must ask the questions buyers should be asking themselves High-quality discovery isn't just fact-finding; it helps buyers clarify their own thinking, build confidence, and reduce internal friction.Sales cycles fail when reps abdicate process control Letting the buyer “drive” often results in delays, missed stakeholders, and no decision; a structured engagement keeps momentum.Managers must balance pressure with coaching Pushing deals without guiding reps through skills and behavior leads to burnout and underperformance.You can't outsource coaching and rep development Even strong enablement and RevOps support can't replace the day-to-day behavioral coaching frontline managers must deliver.One-on-ones are not for pipeline inspection—they're for skill development Coaching isn't about the forecast; it's about improving rep effectiveness so the forecast becomes more predictable.Every manager needs a consistent, inspectable operating rhythm Without structured 1:1s and repeatable frameworks, rep development becomes ad hoc, and performance becomes unpredictable.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

One of the most interesting projects I worked on recently was a rebuild of our ABM / outbound / buying signal tech stack at my day job. I had bought one of the big legacy ABM platforms a few years ago but had never really seen the value we were hoping for, at least not enough to justify the cost. And meanwhile, there's been this explosion of new vendors in the outbound space—tracking signals, aggregating signals, powering sales workflows, enrichment, AI SDR assistants, and the list goes on. I did a really deep evaluation to understand the landscape, and just as I wrapped that up, I sat down with Janis and Philipp who host the RevOps Lab podcast by Weflow.We had a great discussion and really went into the details on this topic. If you're thinking about changing up your ABM tech or just want to get oriented on what's going on here, this is a great episode for you. Hope you enjoy it, and check out more episodes from RevOps Lab here: https://www.getweflow.com/revops-lab--------Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best.We cover:The shift from traditional outbound methods to AI-driven strategiesHow signals play a critical role in outbound successThe importance of flexibility and experimentation in outboundUsing tools like MadKudu to streamline outbound workflowsAI's role in the future of outbound and sales engagementChapters:[00:00] Introduction[01:17] Justin's Background and Journey in RevOps[03:59] Outbound in the Modern Sales Environment[07:31] Signals and AI in Outbound Strategy[14:39] Building Flexibility into Outbound Motions[19:06] The Future of AI and Sales Engagement[24:00] Experimentation and Learning in Outbound[35:30] Final Thoughts and Advice--------Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI.You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect. So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems

In this episode of B2B Sales Trends, host Harry Kendlbacher sits down with Phoebe Do, Senior Product Marketing Manager at Gong, to discuss the evolution of sales engagement and how companies can leverage AI and personalization to boost their outreach. Phoebe shares invaluable insights into Gong Engage, an innovative sales engagement solution, explaining its transformative impact on customer relationships throughout the sales cycle. Discover the latest strategies for sales leaders, tips for embracing tech-driven personalization, and the keys to thriving in an AI-integrated sales landscape.

Nesse episódio, vamos mergulhar em um tema que martela na cabeça dos empreendedores que buscam crescimento: vendas complexas. O que realmente define uma venda como complexa? E como líderes de vendas podem simplificar esses processos para obter os resultados tão sonhados?Para responder a essas questões e trazer experiências reais sobre como fechar negócios, trazemos especialistas da maior plataforma de Sales Engagement da América Latina: Theo Orosco, CEO da Exact Sales e Ferrucio Junior, Diretor de Negócios também da Exact Sales. Prepare-se para explodir a cabeça com insights estratégicos e dicas práticas que podem transformar sua abordagem em vendas.Dá o play!Indicações do episódio:Theo Orosco: Livro - A estranha ordem das coisas: As origens biológicas dos sentimentos e da cultura - António DamásioFerrucio Junior: Livro - Ponto de inflexão: Uma decisão muda tudo - Flávio Augusto da Silva Saiba mais sobre a Exact SalesConheça o Forecast Podcast por Theo Orosco Para conferir mais conteúdos, acesse nosso site !Instagram : @aceventuresbrLinkedin : ACE VenturesE-mail : contato@goace.vcEste episódio foi editado por Denys Argyriou ( @argyriou_ )

Join us as we dive into the world of AI-powered sales engagement with David Lopes, Head of Growth at Human Linker.  David shares insights on how their platform leverages big data and AI to revolutionize outbound sales processes, significantly improving response rates and lead conversion. He discusses Human Linker's key features, including AI-built copywriting, multi-channel outreach, and advanced sales intelligence. David also offers valuable advice on marketing strategies, client acquisition channels, and personal growth as a marketer.  Don't miss this episode packed with actionable tips for B2B marketers and sales professionals looking to enhance their outreach efforts.  

Uma operação comercial é um longo caminho que começa no primeiro contato, passa pela venda e vai até a fidelização.  Entre os pontos A e B de uma operação comercial, existem equipes que desempenham diferentes funções, e cada etapa representa um elo que pode revelar os pontos negativos e positivos do processo comercial.   Mas afinal, qual será a melhor forma de construir um passo a passo eficiente e sem gaps? Como reconhecer os detalhes decisivos de cada etapa? Como criar metas, planos e critérios que estabeleçam uma visão clara do negócio para toda a equipe?   Pensando em todos esses pontos,  no episódio de hoje, Leandro Munhoz (@le_munhoz) e Daniel Mestre (@danielrmestre)  conversam com Matheus Pagani (LinkedIn) sobre OS 4 PILARES DAS OPERAÇÕES COMERCIAIS EFICIENTES! 

In dieser Podcast Folge diskutieren wir eine provokante These: SDRs sind in einer modernen & effektiven Salesorganisationen nicht nötig? Heutzutage sind neue Strategien und Strukturen notwendig, um eine erfolgreiche Vertriebsorganisation aufzubauen. Welche Rollen sind dabei besonders gefragt? Brauch es die Rolle des SDRs und ist es im modernen Software Sales überhaupt sinnvoll, dass Sales Engagement durch SDRs zu fragmentieren?

Welcome to another insightful episode of the Selling from the Heart podcast!

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build a tool so effective that it turned into a successful company, Mailshake.In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. Sujan shares valuable lessons learned over the past ten years.Here's what you'll discover:How Sujan transitioned from marketing to sales and founded Mailshake.The importance of pivoting and targeting the right audience.Building a community early for successThe benefits of product-led growth.Advice for CEOs on staying focused and differentiating in a crowded market.A Problem-Solver's BeginningSujan Patel, co-founder of Mailshake, didn't initially set out to create a sales engagement platform. As a VP of Marketing at a SaaS company, he discovered a significant gap in sales follow-up and engagement. "I needed a simple tool to make sure the sales team follows up. Humans, step aside; software, let's go solve this problem," Sujan recalls. His background in marketing led him to develop Mailshake to address his own sales challenges. "I took over the sales team with no real background in sales," Sujan shares. He realized that effective follow-up and engagement were missing, prompting him to create a solution.Building a CommunityInitially targeting marketers, Sujan quickly realized that salespeople were the primary users who benefited most from Mailshake. "We changed all of our branding and copy to focus specifically on the sales use case," Sujan explains. This pivot was crucial for the company's growth and product-market fit. His strategy involved building a community and sharing his journey with potential customers. "I built about a 50,000-person email list and updated them weekly on my journey," he says. This approach not only created early traction but also fostered a sense of involvement among his audience.Scaling the Sales OrganizationAs Mailshake grew, Sujan transitioned from handling sales himself to building a sales team. "I hired a sales assist first, which effectively doubled our conversion rate," he notes. This move allowed him to focus on the company's vision while ensuring that customers received the support they needed. Mailshake's product-led growth strategy enabled them to scale without a massive sales team. "We went from a team of 15 sales reps to a lean, mean five people," Sujan highlights. By focusing on simplicity and ease of use, Mailshake maintained high customer satisfaction and retention.Sujan's Advice for CEOsSujan emphasizes the importance of knowing your differentiator in a crowded market. "You need to have one thing that is your differentiator or what you're amazing at," he advises. By staying focused on their strengths and continuously improving their product, Mailshake continues to thrive.Action Steps for CEOsUnderstand Your Market: Regularly reassess your target audience and be willing to pivot based on feedback and market demand.Leverage Community Building: Engage with your potential customers early and often. Building a community can create loyal advocates and provide valuable insights.Invest in Product-Led Growth: Focus on making your product so good that it sells itself. Simplify the user experience and provide clear value.Scale Thoughtfully: Grow your team and processes in response to demand. Ensure each addition to your team aligns with your strategic goals.Sujan Patel's journey with Mailshake highlights the power of innovation driven by personal frustration and a deep understanding of market needs. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs below.Episode DetailsChapters01:00 Introduction & Background02:17 The Origin of Mailshake06:55 Bootstrapping & Finding Product-Market Fit10:03 Early Growth Strategies15:09 Transitioning to Sales-Led Growth18:25 Challenges in Outbound Sales22:02 Focusing on Specific Verticals25:04 Current Organizational Structure29:27 Product-Led Growth and AI Integration36:06 Recommendations for CEOs39:34 Conclusion & Final ThoughtsAbout GuestSujan Patel is the co-founder of Mailshake, a sales engagement software used by 62,000 sales and marketing professionals. He also owns 4 other SaaS companies under Ramp Ventures. Sujan has over 20 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Cafepress and many other Fortune 500 caliber companies.Social Links Check out Sujan's website: https://mailshake.com/Connect with Sujan on LinkedIn: (35) Sujan Patel | LinkedInCheck out Alice's website: Alice Heiman | Sales Consultant and Strategist for CEOsConnect with Alice on LinkedIn: (35) Alice Heiman | LinkedIn

In today's episode of Pathmonk Presents, we welcome Roshan Cariappa, the VP of Marketing at Vymo, as he shares insights into their sales engagement platform designed specifically for financial institutions like banks and insurance companies.  Vymo acts as a personal assistant and coach, enabling agents and relationship managers to plan, schedule, and improve productivity through nudges and interventions, ultimately driving better outcomes.  With 400,000+ users across 60+ enterprises, Vymo simplifies customer interactions and provides visibility into sales activities.  

In episode #121 of the Transform Sales Podcast: Sales Software Review, Amir Reiter interviews Mario Martinez Jr., CEO of FlyMSG, a software designed to help sellers engage with their target buyers more efficiently by providing a text expander tool and AI capabilities for crafting messages and social posts. Mario explains how FlyMSG saves time by streamlining the message creation process and integrating with platforms like LinkedIn. Amir Reiter emphasizes the software's ability to maintain high-quality writing while increasing productivity, ultimately helping sales reps meet their quotas. Martinez also touches on the importance of an omnichannel approach and the challenges of writing effective sales messages. The episode wraps up with a discussion on the ideal customer for FlyMSG and the value it brings to sales professionals looking to improve their social selling skills. Try FlyMSG here: https://getcloudtask.com/flymsg #TransformSales #leadgenerationcompanies #cloudtask 

Brought to you by the Founders Unfiltered podcast by A Junior VC - Unscripted conversations with Indian founders about their story and the process of building a company. Hosted by Aviral and Mazin. Join us as we talk to Yamini Bhat, the Co-founder & CEO of Vymo about their story. In 2004, Yamini completed her Bachelor's degree in Computer Science from BITS Pilani, followed by her MBA from IIM Bangalore in 2007. She gained internship experience at Goldman Sachs, the Bhabha Atomic Research Centre, and INSEAD before joining McKinsey & Company as an engagement manager. In May 2013, she co-founded Vymo.

In this episode of the Transform Sales Podcast: Sales Software Review, George Vitko, Director of Partnerships at Reply.io, talks about the platform's sales engagement tools. George and Jalen delve into Reply.io's solutions for email and multichannel automation, including AI-driven sequence generation and sentiment analysis. George demonstrates how Reply.io's features, such as email warm-up, data tools, and meeting scheduling, enhance team collaboration and personalize outreach. The episode offers insights into leveraging Reply.io for efficient sales processes. RESOURCES & LINKS:  Want To Find the Right Sales & Marketing Software For Your Company? Learn How You Can Use The CloudTask Directory here: https://directory.cloudtask.com/ #TransformSales #leadgenerationcompanies #cloudtask

In this Greatest Hits episode of Getting to Aha!, Darshan Mehta is joined by Louie Gravance, Author of "Service is a Superpower!" They discuss Louie's aha! moments, his gift of shame, the connection between delighting an audience and a customer, steps an organization can take to achieve a culture of respect and responsibility by delivering the most satisfactory service experiences, challenging oneself through service to others, the power of recognition and a lot more.

In this episode of the Transform Sales Podcast: Sales Software Review, host Jalen Nelson interviews Aaron Browning, Head of Sales at FrontSpin, a cloud-based sales communication tool. They discuss FrontSpin's unique features, including its focus on phone as the primary sales communication channel, its local presence feature, and random number generation for cold calling. Browning also highlights FrontSpin's ability to integrate with other tools like Salesforce and Vidyard, and its commitment to providing excellent training and support. The episode provides insight into how FrontSpin can help sales professionals engage more prospects and close deals more efficiently. RESOURCES & LINKS: Want To Find the Right Sales & Marketing Software For Your Company? Learn How You Can Use The CloudTask Directory here: https://directory.cloudtask.com/ #TransformSales #leadgenerationcompanies #cloudtask

In this episode, host Colin Mitchell discusses the state of outbound sales with guest Ryan O'Hara, CEO and founder of Pitchfire. They talk about the challenges of prospecting in today's competitive market, with statistics showing that the average person gets prospected 780 times a year. They discuss the decreasing response rates to cold emails and calls, and the need for sales reps to be creative and personalized in their outreach. They also highlight the importance of using the phone as a less competitive channel for outbound sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Ryan O'Hara (Founder and CEO, Pitchfire)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this Greatest Hits episode of Getting to Aha!, Darshan Mehta is joined by Diane Magers, Founder & Chief Experience Officer at Experience Catalysts.

In this episode of Getting to Aha!, Darshan Mehta is joined by Ila Byrne, Co-Founder and Chief Marketing and Innovation Officer at Parch Spirits Co.

Nailing down your brand voice is tough. Especially when you're writing content for videos, blogs, Instagram, Twitter, TikTok…we could go on forever. Because a strong brand voice helps you stand out, drives brand affinity, and improves conversion rates. But where do you even start? What tone do you use? How wordy or concise should you be? We have answers for you. We're tuning in to the Queen of brand voice today: Taylor Swift. Along with VP of Brand, Content and Communications at ZoomInfo, Meghan Barr, we're exploring how Taylor Swift listens to her audience, how she defines her writing style, and how that changes with each reinvention. So grab your glitter pen and take notes on this episode of Remarkable.About our guest, Meghan BarrMeghan Barr is VP of Brand, Content and Communications at ZoomInfo. She joined ZoomInfo in January 2021 as Senior Director of Content and Communications. After nearly two decades as an award-winning journalist at The Associated Press and The Boston Globe, Meghan joined the tech world at ZoomInfo, a software company that is modernizing how businesses go to market.During her journalism career, Meghan covered some of the biggest breaking news stories in the world, including Occupy Wall Street, Superstorm Sandy, and the Boston Marathon bombings. As a reporter based in several Midwestern cities and, later, New York City, she broke news about serial killers, witnessed a death row execution by lethal injection, followed politicians on the 2008 presidential campaign trail, drove through flooded roadways, chased ambulances and tornadoes, climbed to the top of the World Trade Center on a rickety ladder, interviewed famous athletes, and generally had a lot of amazing adventures. Over the years, her areas of expertise included crime, income inequality, transportation, and tourism. She also became one of the AP's trained video journalists capable of shooting and producing my own video reports streamed globally to clients for AP Television News.As an editor, Meghan directed metro news coverage on Boston.com for several years before becoming an editor at The Boston Globe Magazine, where she commissioned and edited longform narrative features and adapted excerpts from forthcoming works of nonfiction.Meghan is passionate about telling impactful stories that resonate. She's also dedicated to helping working parents succeed in a world where the odds are stacked against them, particularly for working mothers. At the Globe, she was part of a fierce committee of women who successfully lobbied for a better family leave policy. At ZoomInfo, she launched a caregivers employee resource group to help support and advocate for employees who care for children or elderly relatives.About ZoomInfoZoomInfo (NASDAQ: ZI) is a leader in modern go-to-market software, data, and intelligence for more than 30,000 companies worldwide. ZoomInfo's revenue operating system, RevOS, empowers business-to-business sales, marketing, operations, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of company and contact information. With integrations embedded into workflows and technology stacks, including the leading CRM, Sales Engagement, Marketing Automation, and Talent Management applications, ZoomInfo drives more predictable, accelerated, and sustainable growth for its customers. ZoomInfo emphasizes GDPR and CCPA compliance. In addition to creating the industry's first proactive notice program, the company is a registered data broker with the states of California and Vermont.About Taylor SwiftTaylor Swift is a singer and songwriter and all-around music industry phenomenon who is currently on her much-talked-about Eras Tour. She was originally known for country music but is overall considered a pop artist. She has collected Grammys, American Music Awards, Billboard Music Awards, and more #1 albums than any other woman ever. She has a strong, defined personal brand that fans tap into, namely the red lipstick, wearing the number 13, and wearing friendship bracelets. She's also a strong advocate for artist's rights. What B2B Companies Can Learn From Taylor Swift:Decide who you are as a company. What are your values? What's your mission? How would you describe your company? Answer these questions first, and that will inform your brand voice. Meghan says, “Which brand archetype are you? You can be the hero. You can be a helper. It's an important question of like, ‘Who do you want to be as a company? Who do you want to be as a brand? What are you all about, basically?'Lurk on your audience. Tune into their social media to find out what matters to them. Then create content that plays to your audience's values. Taylor Swift calls her approach “Tay-lurking.” She investigates what fans are doing and saying on social media, and that's how she understands what they care about. She then builds it into content. This way, she gives fans what they want (another concert, hidden Easter eggs, etc.).Put effort into building your community. Community doesn't build itself; it depends on give and take. (Emphasis on the “give” part). The energy and attention that you invest in your community comes right back to you in the form of brand affinity. Taylor Swift is constantly engaging with her fans, whether it's at her concerts and giving away her black fedora to a special fan, on social media, or at meet and greets. She gives the impression of being very accessible, and that she “gets” her fans. So put some effort into building that emotional connection and reap the benefits.Reinvent your brand to renew audience interest. As your company grows and develops, refresh your brand to reflect the change. Taylor Swift has reinvented (aka rebranded) herself many times, from country music to pop, album to album. Each has had a different feel and look. Even the name of her tour - The Eras Tour - plays to this. She has grown and changed through each era, each album. And her fans have grown with her, gaining momentum. Taylor Swift even uses different voices in her songs. At the 2022 Nashville Songwriters Association International annual ceremony, she said she has three styles of lyrics: quill lyrics, fountain pen lyrics, and gel pen lyrics. The important part is that Taylor Swift is the one writing them. And it's her personal brand fans are attached to. She already made a psychological bond with them, and they are always looking out for new content from her. So keep your branding feeling fresh, including your brand voice, so your audience stays invested.Quotes*“The Tay-lurking thing is her listening. Like every good marketer, she spends time with the customers. She's out there listening to what her fans want and responding to that stuff. That's how she can layer in all these little hidden messages and hidden secrets and know that people are going to find them because she's probably reading how much people love that stuff.” - Ian Faison*”She's investing the time in her fans that they are investing in her. She's feeding the frenzy of her fans, of the community. You have to invest in your audience. You have to listen to them and actually put the work in.” - Meghan Barr*”One of the big marketing takeaways from Taylor Swift in the totality of her career is her acknowledgement that ‘I know my fans better than you know them.' She knows what she's making and who it's for. And if you don't like it, it's not for you.” - Ian Faison*"You can't be everything for everyone. You have to pick a lane, you have to decide what you're doing and commit to it.” - Meghan Barr*”If you don't know your audience, you're going to fail. You have to know who they are, what they think about, what they're worried about, what they're stressing about… you have to really put in that time and effort. Because otherwise you can't get inside their heads. You can't figure out what's going to resonate with them." - Meghan BarrTime Stamps[0:55] Meet Meghan Barr, VP of Brand, Content and Communications at ZoomInfo[1:33] Why are we covering Taylor Swift?[2:52] What does Meghan do at ZoomInfo?[4:07] Learn more about Taylor Swift[9:49] Why is Taylor Swift remarkable?[13:09] Why authenticity is more important today, after the advent of AI in marketing[24:14] More marketing takeaways from Taylor Swift[38:45] Learn about the modern go-to-market indexLinksListen to Taylor SwiftConnect with Meghan on LinkedInLearn more about ZoomInfoRead the AdWeek article on ZoomInfo's collaboration with ColossusCheck out ZoomInfo's go-to-market playsAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both non-fiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Senior Producer). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kris Rudeegraap (CEO, Sendoso) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

In this episode of The AI for Sales Podcast, host Chad Burmeister speaks with Matt Millen, co-founder of Regie.AI. They dive deep into the impact of AI on the sales process and how Regie AI is revolutionizing sales engagement. Matt shares insights into his personal background, his love for cars, and how his experiences in racing taught him valuable lessons in sales. They discuss the evolution of technology in sales and the two patterns that have emerged: problems that technology solves and problems technology creates. Matt explains Regie.AI's mission to improve sales processes by using AI to generate personalized content and messages, saving time and enhancing engagement. He emphasizes that AI helps salespeople be both better and faster, enabling more refined targeting and freeing up time for high-value tasks. The conversation delves into the balance between AI and human interaction in sales. They discuss the importance of building trust and how AI can assist in crafting personalized messages that resonate with prospects. Matt emphasizes that AI tools like Regie AI provide support to salespeople, but the human touch remains crucial, especially in building relationships. Matt sheds light on the concept of "simple automation" versus "advanced automation," where AI-driven decisions guide human execution. He introduces Regie AI's dynamic sequencing feature, which tailors engagement based on prospect interactions, allowing sales reps to focus on engaged prospects. The episode concludes with a discussion about ethics in AI. While ethics is a consideration in AI development, Matt mentions that it rarely arises as a topic in customer conversations. He highlights the growing acceptance of AI-generated content and the role of experience in shaping perceptions. Overall, the episode provides valuable insights into the evolving landscape of AI in sales and the transformative potential of AI-powered tools like Regie.AI. KEY TAKEAWAYS AI's Role in Solving Sales Challenges: Matt discusses the role of AI in addressing sales challenges, particularly in content creation, personalization, and engagement. He highlights the problems technology creates and solves in the sales process.Benefits of AI in Business: AI enables businesses to become better and faster in their operations. It enhances personalization, automates redundant tasks, and provides insights for more effective engagement with prospects.Balancing AI and Human Interaction: While AI can handle tasks efficiently, the podcast emphasizes the importance of maintaining a balance between AI and human interaction. The human touch is crucial in building trust, especially in complex sales processes.Understanding the Prospect: Regie AI helps sales professionals understand prospects' personalities and communication preferences through AI-driven profile analysis, allowing for more effective communication.Automation Trends: The podcast discusses the shift from simple automation, where humans make decisions and technology executes, to advanced automation, where AI-driven decisions guide human execution. This shift leads to more data-driven insights and effectiveness.Ethics and AI: Ethics in AI is briefly touched upon, but the conversation suggests that ethics hasn't been a primary concern in the sales context. However, it's highlighted that AI ethics are more relevant in areas like hiring and strategic decisions. QUOTES "With all the infusion of technology into the selling process, there are two patterns that emerge over time. One pattern is the problems that technology solves. The second is the pattern that technology creates, the problems that get created by technology.""AI allows us to be both better and faster. Better in terms of the kind of content that we're using, the leads that we're engaging, and faster because the AI is taking a lot of these redundant tasks.""Your A players will always be your A players. What we're getting with technology, AI, not AI, is that sales is a crime scene and there are clues everywhere.""We've gone from simple automation, where the human being is making the decision and the technology is helping to execute, to advanced automation, where the machine now is making the decision and the human being is executing at the task level.""We're moving from content generation and AI to task execution in AI, and this is a game-changer.""Ethics just does not come up on customer calls or sales calls. There's more of an acceptance, a curiosity with the business application." Learn more about Matt and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/mmillen/ Learn more about AI for Sales with Chad:LinkedIn Group: https://www.linkedin.com/groups/12811259/LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcastTikTok: https://www.tiktok.com/@ai4salesFacebook Page: https://www.facebook.com/theaiforsalespodcast/Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners:BDR.ai | https://www.bdr.ai/TruVersity | https://www.truversity.com/

You can ask ChatGPT anything. And anyone can apply it in their field. But most salespeople just don't know how to leverage it. Ollie Whitfield believes that self-awareness allows you to fully utilize ChatGPT. How?  It can help you improve your emails, rewrite cold-calling scripts, and even summarize notes. ChatGPT can reframe your thoughts in a more succinct and engaging way. Ollie shares how he uses this to his advantage in this episode of Sales Reinvented!  Outline of This Episode [0:41] How can ChatGPT enhance the sales process? [2:01] Key features and capabilities of ChatGPT [3:19] How ChatGPT can help with prospecting [5:41] Ollie's ChatGPT success story [7:18] The challenges or limitations of ChatGPT [9:56] How ChatGPT handles personalization  [12:05] Ollie's top three ChatGPT dos and don'ts [15:00] Use Chat GPT to summarize notes Resources & People Mentioned Crystal Knows ChatGPT Connect with Ollie Whitfield Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

This week on The Exit: Rod Feuer shares his journey from the selfish pursuits of awards and accolades, to finding creative growth that ultimately resulted in a successful exit. After an unfulfilling career in Wall Street, Rod found his passion creating products to help businesses grow. He left Wall Street and co-founded Costello, a technology company to help sales professionals manage deals more effectively. After a $1 Million raise, building a small team and creating a prototype the company began to grow. At the two year mark they were nearing the end of their cash runway and found themselves at a fork in the road. Do they continue to try to grow on their own or look for an acquirer who could take their vision to new heights? Listen to find out how their exit resulted in their product reaching a larger audience and the challenges they faced throughout the exit process. Rod Feuer is currently the Chief Product Officer of Service Management Group (SMG). SMG is currently creating a new customer experience platform for location-based businesses while Rod Is leading Product Management, UX Design, Data Science, Engineering, Product Marketing, and Product Operations teams. In 2017 Rod Co-founded a company called Costello to build a product that helps sales professionals manage deals more effectively and guide them through critical moments of sales calls. In 2019 the company was acquired by SalesLoft and Rod joined as the VP of Product. LinkedIn: https://www.linkedin.com/in/rodfeuer/ Rod's Current Company: https://smg.com/ Twitter @Rodfeuer : https://twitter.com/rodfeuer For a Free Flippa Business Valuation: flippa.com/freevaluation -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You'll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

SPAM EMAILS ARE VERY ANNOYING, PERIOD.Ollie Whitfield's sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It's an interesting story that you will only hear in this latest episode of Love Selling Hate Sales. HIGHLIGHTS:OLLIE: GET DOWN TO BEING CREATIVE“People's attention are at a premium and it's our job as sellers to get creative, really do your research, understand the person, connect with them at the human level, and really start to break through that way, as opposed to these spam-based approaches”OLLIE: YOU HAVE TO DO THE WORK“You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales, you could probably be, in most cases, or at least close to being a pretty decent founder.” Learn more about Ollie and his work in the links below:LinkedIn: https://www.linkedin.com/in/olliewhitfield/Website: https://vanillasoft.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 on LinkedIn: https://www.linkedin.com/in/joshwagneraz/Josh's Website: https://joshuadwagner.com/Love Selling Hate Sales: https://www.lovesellinghatesales.com/

This Live Better Sell Better Podcast episode throws back to our conversation with Nadja Komnenic, former Head of Business Development at lemlist and now a Senior Sales Development Manager at Lokalise. Utilizing unorthodox, outside-the-box ways of building and running a team is always an option we should be open to.Nadja recounts how they grew lemlist over time with social selling, social media content, and a reliable product and consistency within the team. She also talks about cold emailing being underutilized and how SDRs can actually do it the right way.HIGHLIGHT QUOTESReaching out to an ICP that essentially does the same as you - Nadja: "First thing that I teach is that we are targeting sales teams so you are targeting the exact same ICP as you are. So what it is that would make you stop while you're scrolling and read and think, Okay I got so much value from this that I want to do and test it out.' So what is the type of content you like to see."When you know who you're targeting and why it becomes effortless - Nadja: "Highlight the pain and offer a solution based on that. It becomes so easy when you have this ICP because you can connect it all together. Tying it in is about mentioning, 'because of this reason, this is why I thought this would be interesting to you.' Highlighting the pain, maybe they are not aware that they have it and then bringing them to an ideal world." You can find out more about Nadja in the links below:LinkedIn: https://www.linkedin.com/in/nadjakomnenic/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

In this episode of Getting to Aha!, Darshan Mehta is joined by Diane Magers, Founder & Chief Experience Officer at Experience Catalysts. They discuss Diane's aha! journey; the psychology of customer and employee behavior; why the customer's comfort always trumps the logic of an expert; the over-rotation of metrics and data; and why it's important to form solid, sustainable relationships with your customers.

In this greatest hits episode of Getting to Aha!, Darshan Mehta is joined by Katrina Noelle, President of KNow Research & Co-Founder of Scoot Insights. They talk about Katrina's aha! moment, her insights, the difference between realizations, hard moments, and insights to her. She also recounts her journey into the world of qualitative insights and key turning points in her career. Furthermore, they touch on her identity as “a human feedback loop” and the adaptation of a qualitative versus quantitative approach to market research. She clears up common misconceptions about qualitative research, speaks on active listening, empathy, and strategically asking the right questions. Katrina broached the topics of establishing transparency with clients, honing intuition skills, earning trust, utilizing negative feedback, and the future of qualitative research post-COVID.

The highlight of the episode:Video as a channel to connect with audience - Why you should try itHow to be selective about video topicsHow videos can skyrocket engagement and response rates  Tips for SDRs to make better prospecting videos Personalizing videos - how long it takes for each videoTom Slocum's personal cold-calling template Follow Tom on LinkedIn for more: https://www.linkedin.com/in/tomslocum/ 

Marketing and sales alignment is among the top priorities of revenue leaders. Sales engagement platforms can help you to realize this. In this episode, Elias has a chat with Albert Rhee, Director of Product Marketing at Salesloft, a sales engagement platform that unlocks a Business's full potential to drive revenue & earn customers for life.  Topics we discuss: What is sales engagement? How does it help to improve marketing & sales alignment? How to integrate sales engagement, CRM, and marketing automation Results of companies that use sales engagement Economic outlooks for 2023 and impact on B2B sales LinkedIn Albert: https://www.linkedin.com/in/albertyrhee/ Website Salesloft: https://salesloft.com/  ** Are you a Martech Enthusiast? Subscribe to our 2-weekly newsletter at clubmartech.com ** The Marketing Technology Podcast is brought to you by Marketing Guys, the #1 Martech agency in Europe. If you want to be on this podcast or would like to know more about Marketing Technology, visit our website at marketingguys.com or contact Elias Crum at e.crum@marketingguys.nl

As the #1 Sales Engagement solution in the market, Salesloft is beloved by its users, but the previous brand lacked energy and prominence. It was time for the world to immediately understand its distinction. Focus Lab CEO Bill Kenney chats with former Salesloft CMO Sydney Sloan about our work together and how you can never invest too early. And this episode marks the end of Season 2! We're taking a break for the holidays and we'll see you in 2023 with new episodes. See more of our work with Salesloft at focuslab.agency/work/salesloft 0:00 - Intro 5:10 - We'd rebranded one of your competitors a few years prior. What was your perspective on that? 8:58 - What was the most challenging aspect of the entire project? 13:07 - Why green? 18:18 - What was the most surprising aspect of the project? 21:53 - Let's talk about the Focus Lab process. 28:06 - Can you walk us through all the planning to execute a rollout of this size? 38:35 - How can smaller companies still capture the momentum of a brand rollout? 42:06 - What was the ROI for this rebrand? 46:07 - What's the one piece of advice you'd offer to someone about to rebrand? - Focus Lab is an established B2B brand agency that believes, without question, that the most successful companies are the ones who invest in branding. Focus Lab creates transformative B2B brands that resonate with their customers and stand out as industry leaders. Through a proven process and a shared commitment to create unforgettable experiences, we develop true partnerships that help B2B brands become their boldest, most original selves.

Mary Shea, Global Innovation Evangelist at Outreach, joins us to share insights on the new era of digital sales transformation and how leaders are leveraging new strategies, technology, training, diversity, equity, and inclusion to drive success at their organizations.

Outplay is a cloud-based sales enablement software designed to help organizations engage with the target audience and gain insights into business metrics to improve revenue and drive growth. The platform enables sales teams to view, track, and manage their objectives and reach clients across various channels, such as emails, calls, SMS, LinkedIn, and more. Connect with Sandeep

In this episode of Getting to Aha!, Darshan Mehta is joined by Robert Spector, Author of Nordstrom Way. They discuss Robert's aha! moments, how to use customer service to improve businesses, the benefits of efficient customer service, and approaches to delivering more value to customers.

This week we'll be exploring how AI is helping to transform sales engagement with Laxman Papineni, CEO of Outplay. Outplay is a smart sales platform that automates and personalizes sequential sales communications based on past correspondence and personal interests. Laxman is a self-proclaimed “startup addict” who has founded multiple sales and marketing related ventures.Laxman begins by discussing how he initially began in B2B sales, then goes onto elaborate on how Outplay leverages NLP to guide you through the sales cycle and transforms your correspondence. Deep and Laxman then go into detail about how tonal analysis and generative AI allow for the platform's personalization & automation capabilities, increasing the user's amount of qualified leads.Learn more about Laxman here: https://www.linkedin.com/in/laxmanpapineni/and Outplay here: https://outplayhq.com/

In this Greatest Hits collection, Katie talks about the cycle of learning to be a leader to leading with a learning mindset. She also talks about the Kaizen mindset, the Toyota Way, the importance of reflection, asking the right questions for easy problem solving, and many more.

In this episode of Getting to Aha!, Darshan Mehta is joined by Mike Montague, Director of Community Engagement at Sandler, Speaker, Podcaster, and Game Show Host at Playful Humans. They discuss Mike's aha! journey, his career, and the experiences that made him realize the power of play as a winning mindset. They further talk about the different types of playful personalities and the importance of playfulness as an efficient way to attain productivity across any area.

In this Greatest Hits collection, we're bringing back some of the key conversations on what can achieve great customer success from episodes over the past year. In this episode, Mo shares the difference between customer success and customer experience, how to deliver great customer success, and how to manage the customer's feedback efficiently.

In this episode of Getting to Aha!, Darshan Mehta is joined by Rob Markey, Partner at Bain & Company. They discuss Rob's aha! moments, how to use the net promoter system to improve customer retention, the benefits of the net promoter system, delivering more value to your customers than your competitors, customer-centric strategies, how to satisfy customers' needs, and more.

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

This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. Part 1 goes deep on the four metrics: Effort, Effectiveness, Outbound, and Outcomes. Jake and Andrew will break down what these four metrics mean and how to track them in your CRM and Sales Engagement platform.In this episode, Jake and Andrew cover:What leaders and investors realy care aboutStart with the end in mind. How to work these four metrics backwardDifferent camps of compensation to match and encourage your key metrics This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.Hit the subscribe button on your favorite podcast player so you don't miss the next tip and episode.…Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/Follow Jake: LinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/Follow Andrew:LinkedIn: https://www.linkedin.com/in/andrewkappel/

SHOW SUMMARYIn this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr's Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As Sprinklr's Chief Revenue Officer, Luca talks about the most challenging aspects of transitioning from a private to a public company, and the difference between having a committed versus a compliant team. Additional Resources:Donate to Istituto Serafico Di Assisi: https://www.serafico.org/come-sostenerci/?lang=enConnect with Luca on LinkedIn: https://www.linkedin.com/in/luca-lazzaron/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTSThe science and art of hiring salespeopleHow managers can be more credible leadersWhat it's like to be CRO running a public companyHow to do effective revenue forecastingLeaders need to have a disproportionate passion for coachingBeing committed vs. Being compliantAlways go back to your 'Why' Sprinklr: the easiest way to know what's on your customer's mind GUEST BIOLuca Lazzaron is the Chief Revenue Officer of Sprinklr, the only Unified-CXM platform purpose-built for enterprises, empowering the world's biggest companies to be human@scale across 30+ messaging, live chat, email and voice channels — and leveraging the industry's most sophisticated AI engine to bring Care, Research, Sales & Engagement, and Marketing & Advertising together like never before.Luca has held sales leadership and general manager positions in multiple software organizations over the last 20 years. His experience includes both scaling rapid growth startups and IPO experience as well as overall operational management with large corporations globally. Meanwhile, his  experience in acquisition includes both Geotel and Bladelogic generating a combined value of >3B$. Luca is a strong and committed supporter for the Istituto Serafico in Assisi, a unique institute specialized in the rehabilitation and long term care for children with severe multiple disabilities.QUOTESLuca on why managers need to have real, on the ground experience: "People sometimes underestimate that if you want to lead a team, you have to be credible. You have to know what you are talking about in detail. Because otherwise, there's no way you can inspire the people and coach them on a daily basis on what their job is about and how to do it better."Luca on what it takes to be a CRO of a public company: "Having the entire company able to actually make the customer happy and deliver value to the customer is the first thing. Because you can do all this new business that you want but if from the bucket you're going to continue to lose revenue, there's no way you can run a public company."Luca on the difference between commitment and compliance: "People tend to be compliant when you tell them what to do, and you do not explain why and what difference it can make for them. People are committed when they buy into something and it becomes their own stuff." Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

In this episode of the Love Selling Hate Sales podcast, Joshua talks to Head of Growth Marketing for VanillaSoft, Ollie Whitfield. Ollie talks about the need for sellers today to stop using spam-based marketing techniques, and why intentionality is the name of the game when it comes to cold outbound email outreach.HIGHLIGHTSHow social selling hooked Ollie into sales engagementBeing a salesperson is a lot like being a CEOWhat's hot and what's not with sales engagement in 2022Personal Relevance vs Business Relevance Best practices for outbound cold emailQUOTESJoshua: "People's attention are at a premium and it's our job as sellers to get creative really do your research, understand the person, connect with them at the human level and really start to break through that way, as opposed to these spam-based approaches." Ollie: "You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales you could probably be, in most cases or at least close to being a pretty decent founder." Ollie: "In our market, for example, at Salesforce or at Hubspot, if they have this groundbreakingly new study or this new stat that I should know about based on what you know about me, my persona, my job, that's a way to create some commonality. What people do all the time that's wrong about this, they always recite some company I've never heard of and I could care less about and I don't even know if it's real. And then the stat is always something stupid like 'Marketers are 79% more likely to achieve their goals if they do A.'"Ollie: "It's kinda like saying when you go bowling, do you use the rails? I don't use the rails. I'm kind of like, no I don't  do that I'm too cool for that. But writing with a framework is kind of the opposite of that. You should be proud of saying yeah, I do. I'm intentional about how I write my emails." Connect with Ollie and his work in the links below:LinkedIn: https://www.linkedin.com/in/olliewhitfield/Website: https://vanillasoft.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:LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.leadmd.com Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com

Kyle Porter, the founder and CEO of Salesloft, started the company over ten years ago. The goal was to have sellers "loved by the customers" they serve.An initial observation was that it was difficult to deliver a personalized customer engagement experience at scale, thus the catalyst for Saleloft and the Sales Engagement category.The future of Sales Engagement? All professionals who are responsible for driving revenue will be able to log into a single system, have a pre-defined queue of activities that is populated and prioritized automatically by the platform, automation to assist in executing those activities and measure the success of those activities...all while using the activity success to learn over time.The ultimate result, eliminate the subjective approach to prioritizing activities while increasing operational efficiency by automating a majority of those activities.Why has Sales Engagement traditionally been a tool for Sales Development, and will its use be expanded to other Go-To-Market roles? Originally it was easier to "codify" the SDR role because is was such a new role. Going forward, using machine learning and AI, Sales Engagement utilization will quickly evolve in the Account Management and Customer Success functions.One of the most significant challenges that Sales Engagement Platforms have addressed is the amount of time an outbound sales resource actually invests in outbound prospecting. Recent research says that Sales Development Representatives are currently only spending 49% of their time on outbound prospecting. Increased utilization + enhanced functionality in Sales Engagement Platforms will reduce the time invested in manual, internally facing tasks.Can a Sales Engagement Platform impact the middle of an opportunity funnel? Kyle's vision highlighted a "post-loss" cadence as one example of how a Sales Engagement Platform is used at the bottom of the funnel to inform future opportunity management. Another example was a post won communication cadence from the CEO to new clients.Customer Success is a critical, high-value function in the B2B SaaS industry - how can a Customer Success Manager use a Sales Engagement Platform? One example was using product analytics, such as an account engagement or usage, and using specific signals to launch an email to assist users in an automated sequence.How to measure the return on investment on Sales Development? Kyle's perspective is that moving the goal beyond scheduling a single meeting as the primary objective, such as scheduling 10 meetings in a large strategic account to gather information that can be used by the strategic account AE to schedule a meeting with an executive based upon the discovery information the SDR gathered across multiple meetings.One of the key benefits of a Sales Engagement Platform goes beyond a single user but to a team-based outreach program across two or more resources, such as the SDR + AE.We closed the conversation with Kyle on the key challenges and obstacles that Salesloft faced in becoming a leader in the Sales Engagement Platform category. The one that Kyle focused on was the need to develop his leadership skills. "Learn faster than the rate of my own experience" was a phrase Kyle used to become a continuous learner and not be limited by negative labels - such as "he's a $1M - $10M ARR CEO". Kyle uses 360-degree reviews as one strategy to learn from his company where he needs to grow. Other tactics Kyle uses to fuel his continuous learning are forums with other CEOs, having a CEO coach, and reading.If you are using a Sales Engagement platform or want to learn from someone who has scaled to $100M ARR+, Kyle Porter is a great follow and listen!

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

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

In this episode, Rachael is joined by Mary Shea, Global Innovation Evangelist at Outreach, the first and only sales execution platform that helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit forecasts with confidence. Previously she was a Principal Analyst at Forrester, where she led research and authored the inaugural Forrester Wave for the Sales Engagement category. Now with Outreach, Mary conducts thought-provoking research on the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2B sales organization. She is also the co-host of the Revenue Innovators podcast. She joins us today to share insights on the new era of sales and why leaders are focused on new strategies, technology, training, diversity, equity, and inclusion to set their organizations up for success.

Anna Baird is the Chief Revenue Officer at Outreach, the leading Sales Engagement Platform.  Anna started her career as a partner at KPMG, and continued her career journey across multiple “C-Level” roles including CFO, COO, President and now CRO.The first portion of our conversation centered on the maturity of the Sales Engagement Platform category.  Anna shared that across all B2B Sales, that the category has only achieved a 2% market penetration, as measured by the number of B2B sales professionals.What started as a point solution for Sales Development, top of funnel prospecting tool, Sales Engagement has now evolved from the B2B Tech industry as an entry point to how do you impact the entire Go-To-Market team across the entire customer journey.Research shows that 51% of B2B SaaS companies have invested in a Sales Engagement platform.  Anna sees the expansion opportunity for Sales Engagement to be both across every Go-To-Market function and across multiple new industries beyond the technology industry.  By automating the workflow associated with every point of customer engagement across the customer journey, data capture into the core Customer Relationship Management (CRM) system of record. Expansion revenue is becoming a larger component of ARR growth in the B2B SaaS industry. As a result, the Customer Success function is becoming a more prominent user of Sales Engagement, to manage expansion and renewals at scale. Anna's vision is that Outreach becomes the primary dashboard that any GTM professional enters and lives their day, including highlighting the highest priority activities and tasks for the day - using predictive, revenue intelligence within the platform.  IIn fact, the vision is much larger, because the pain that exists goes far beyond tactical activities, it's how to view every customer engagement point is available in a single, integrated platform.  In fact, Outreach is expanding their category name to the “Sales Execution Platform” - going beyond engagement to execution across the entire customer lifecycle.Anna's vision evolves Outreach into a “System of Execution” which is more about customer process execution versus a datastore of customer information.Next, we pivoted to how revenue leaders can leverage “metrics and revenue intelligence” to make better decisions. By aggregating all customer conversations into a single environment, it becomes easier to apply revenue intelligence to all of the signals from customer engagement points to prioritize which signals are of highest priority.Anna also shared her perspective on the importance and priority of Revenue Operations. Anna, calls the role “Revenue Excellence and Operations”. This role is responsible for both the strategy and then the execution of revenue processes. Having Revenue Operations being responsible for the operations and administration of processes + the platforms drive revenue performance.  In fact, the head of REO at Outreach is intimately involved in almost every strategic, revenue centric company level discussion.Anna provides a highly strategic and insightful perspective on how technology is critical to enhancing Revenue Execution across every B2B Go-To-Market organization.

VP of Rev Ops at LeanData, Don Otvos explores the importance of monitoring sales engagement. It not only increases transparency within the sales organization but also helps sales teams make more informed decisions. Today's podcast dives into the need for sales engagement and some of the best software tools that can help companies do this. Show NotesConnect With: Don Otvos: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.