Podcasts about sales enablement

According to research from Gallup, 21% of employees who voluntarily left their organization said their departure could have been prevented by more positive personal interactions with their manager. So how can you create a coaching culture that keeps teams motivated and drives sales success? Riley Rogers: Hi, and welcome to the Win-Win podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Robin Handley, Senior VP of Sales Enablement at Direct Travel. Thank you so much for joining us, Robin. We’re really excited to have you here. To kick us off, I’d love if you could start just by telling us a little bit about yourself, your background, and your role. Robin Handley: Yeah, I’d love to, and thank you so much for having me. I’m absolutely thrilled to be here. I have actually been in the travel industry for 30-plus years, so I guess you could say I grew up here. I am the SVP of Sales Enablement at Direct Travel, like you mentioned. Under my current remit, you know, I am responsible for sales enablement, managing also what we call the inbound and outbound lead generation with our sales development reps and the proposal writing team.So I’ve got pretty, you know, three different distinct lines of business within my remit. And then I think it’s important to share that in my prior roles, in addition to sales enablement, I also led teams related to reporting, data analytics, CRM platforms, as well as change and transformation. RR: Wonderful. Thank you for sharing. It seems like you have a wealth of knowledge acquired over a lot of different roles, and I’m so excited to kind of dig into it and steal some of your best practices. Thinking about your experience—maybe in data analytics, product, customer success, all of these things that you alluded to—I'd be curious to know how this diverse background kind of comes together to influence your approach to sales enablement at Direct Travel. RH: You know, I think having experience spanning across, you know, many areas, it gives a broad perspective around how things intersect, how they influence, and, you know, how they support each other. So, for example, leveraging data points such as why we win, reasons why we lose, as well as listening to customer feedback, you really start to see trends and start to understand the customer and industry pain points.So from there, you can really start to work with key business partners—I would say in marketing, product, customer experience, you know, those different areas—to make sure that you develop content and assets that are gonna arm your sales reps to overcome objections, to highlight key differentiators, and to align solutions to customer pain points.And when, you know, you’re leading in enablement, I always say it’s like vitally important to ensure that the right content and collateral and training and coaching is available to enable those sales reps to quickly advance through those sales cycles and close, win that business. RR: Wonderful. I’d love to maybe double-click a little bit deeper into that enablement approach and philosophy, especially focused on coaching, because I know on LinkedIn you’ve highlighted the importance of people-centric leadership, especially in sales coaching and feedback.I’m curious to know maybe how you bring this philosophy to life in your enablement efforts, and then how that affects your overarching coaching culture. RH: Yeah, so people-centric leadership, you know, it really isn’t just being caring, empathetic, committed. I think, you know, that’s all highly important, but it’s also about being intentional in how we grow our teams.So developing individuals through coaching, feedback, and recognition is so critical. So one thing I do is I run pitch exercises where reps record themselves, and I always tell them, this is your playground. You know, you can mess up here, not in front of a customer. And it feels like a safe space. So that mindset shift makes a huge difference.And this approach not only helps individuals grow, but it also fosters a culture where, you know, feedback becomes normalized and valued. So over time, this creates, like, that ripple effect as well. And so what I start to see is reps start to coach each other. They feel comfortable sharing tips or tricks or feedback. Even, you know, it’s not so much then from that top-down directive. It feels like it’s more of a collaborative community. And as a result, I think it’s also important just to call out that we start to see reps become more confident and collaborative just in general. So as a result of that, I would say, you know, it even helps increase or improve our win rates and, you know, helps people be better prepared and hopefully, again, win that business. RR: Yeah, I love to hear that. I think the idea of like making a safe space for practice is so important. People need to be able to make mistakes. That’s where you learn. So that’s great to hear. I’d like to switch gears maybe a little. I know that in addition to creating a healthy coaching culture, improving sales efficiency is a key focus for you at Direct Travel.I’d be curious—maybe some of the challenges to GTM efficiency that you’re seeing your teams face today. RH: Oh yeah. I say, you know, quite a few come to mind, and I think that’s normal, right? I mean, in any company there’s always those things. I would say, you know, sellers using old, outdated collateral, sometimes trying to find where are those assets stored, because they could be stored in multiple different areas.I would say another big thing that we’re challenged with is related to long sales cycles, and so, you know, for me it’s always top of mind: how do we continue to shorten and shrink those sales cycles? And then I think a lot of times you’re not getting full visibility into buyer engagement. So without that data, a lot of times the sales reps are using their gut.There’s only a few data points that they have, like, oh, are we able to have another meeting? Are they responding? But you’re not really getting that buyer engagement. And then, in addition to that, you know, really cumbersome and manual ways to coach the sales reps. Just—I can tell you—doing a pitch session a year ago without Highspot, it was so cumbersome. Just having to build out what is the talk track, sharing that video through email that we recorded of the pitch, and then coming together with a rubric and then trying to do all the scoring. It was very labor-intensive. RR: Yeah, I think you’re spot on with these challenges. There are things that we’re certainly hearing from our customers, we feel ourselves, and other organizations are talking about. And I think the big thing is that everybody is trying to solve for them. And so, as you kind of mentioned just a little bit, you have found a platform to help you with that. So I’d be curious if you could tell me a little bit about the strategic advantage of an enablement platform and how it’s helping you kind of overcome some of these challenges that you’re seeing. RH: Absolutely. So using Highspot is a dream come true, to be honest. Number one, you know, having one central hub for sales content is so critical and so important. So I feel like our sales reps that are in the Highspot environment no longer feel like they’re digging through email or SharePoints or going on a team site trying to find that collateral.So that is a huge efficiency gain, but also think of job satisfaction. Those sellers feel like, wow, this is so much easier for me to navigate. I would also say, again, going back to the real-time insights and analytics from buyer engagement—so now we’re able to see what content is being viewed, and it’s also helping us tailor our follow-up as well as being able to close deals faster.The other I would say is consistent coaching and training. So going back to the example I just used—very manual process historically—but being able now to leverage AI to provide feedback instantly is incredible. RR: Wonderful. That’s absolutely what I love to hear, and I’m super excited that you’re finding these wins already so early.Thinking about platforms and enablement technology, I’d like to maybe call out a win that we’ve heard through the grapevine, which is that even though you’re early in your journey with the platform, you’ve already achieved a really impressive 96% recurring usage rate. So I’d really love to hear what some of your best practices for driving that adoption are and how you’ve achieved that. RH: Yeah, absolutely. So right out of the gate, timing-wise, this worked perfectly because we were having our sales kickoff meeting in person, and so we used that as our launch, right? So we were able to get the hype going, and we had sessions where we did a whistle-stop tour of all the tools, key capabilities, and really got people excited about what was coming around the corner.So after our SKO, we then did what we called mandatory kickoff implementation calls to get everyone set up. And what we really wanted to make sure that we didn't do was one big bang because we know there are so many features and capabilities in the platform that we wanted to be really intentional about phasing that out.So the first thing that we did is we focused on content management. Again, you heard that was one of our challenges. So we wanted to make sure that we had one stop shop for all of our content and make it super easy for people to navigate and find anything that they need for their sales cycle.In addition to that, the next thing we wanted to do was roll out digital sales rooms because, again, you heard that was a challenge. We wanted to start to see buyer engagement. So that was really well received by the entire group. So it was very easy for us to get them excited and into the tool and the repeat usage. So that was the starting point.In addition to that, we started and continue to host every Friday an optional drop-in office hours call. And this is really great because people that are available, they'll jump in, they'll listen if they don't have questions, or others will actually ask questions, which then drives conversation and also highlights successes. Because in those moments, you know, people are starting to talk about, oh, you know, this is how we did it, or this worked for me. You really start to see some of those true successes come to life.I think the other important piece is making sure that we had our executive leadership team and other leaders be advocates for Highspot—so making sure that they’re talking about it in their meetings, that they’re highlighting it in town halls.And also, as we're starting to see some of the data and the proof points, I, along with other leaders, are sharing those out through email or on calls for recognition. So things like recognizing top users of Highspot, those that built the most digital sales rooms, those that had the most content viewed, or people viewing their digital sales room.And then I would kind of wrap that up with also—we've had some people create some really creative intro videos that they've included in the digital sales room. We're making sure that we're sharing those broadly so people can spark new ideas on how they want to show up in their digital sales rooms. RR: This is all really great advice, and I think very helpful tips. I love the idea of tapping into that competitive instinct in your salespeople—who has the most pitches, who has the most views. That is something that is gonna ignite activity for sure.So now, thinking that you’ve achieved this adoption and you have your sellers bought in, I’d love to dig a little bit further into maybe what’s next for you. I’ve heard that you’re planning to leverage Highspot AI capabilities to drive scalability and efficiency. So can you share a little bit about how you’re building AI features—things like meeting intelligence—into your enablement strategy going forward? RH: Yeah, absolutely. So we are really excited about leveraging the AI features and meeting intelligence. In fact, that was one of the selling points when we were going through the sales cycle with Highspot.Number one is we love the fact that you can ingest meeting recordings into the platform and right away, using AI, get some feedback on what I would say is like performance feedback.So I love being able to see stats on how much percentage of time a seller spoke versus a prospect—because we want that to be 20%, roughly, right? And we really want to do all of those high-gain questions to have our prospects open up and speak to us, especially, you know, during discovery.The other thing that I really love is using delivery insights. So there’s the pitch variation, pace, and filler words, and that’s really helpful for people that have never used a tool—to share that with them. They maybe have no idea how many times they say “right,” “um,” “you know,” all those different filler words. And so it’s really great to give them that awareness and to also show the pace because some people are fast talkers and some maybe are a little bit slower, so it gives them some intel on how to improve.The other thing that we've actively started using is the follow-up feature. So you can get quick capture or, you know, a transcript that then shows you next steps and actions. So it's a time saver, and you don't feel like you need to take notes. You can just let yourself focus on the conversation and be an active listener. RR: Awesome. I love the value that you’re seeing in some of these features. I really like to hear about the vision, so I would love to maybe hear a little bit about how you’re bringing that vision to life and what that strategy is.In May, you actually joined us here in Seattle for a workshop on our real-world coaching capabilities, and you shared with us that you’re currently testing them with a pilot group.So I'd love if you could kind of lay out how you’re rolling out these capabilities, how the pilot's going, and how you’re kind of empowering users to start leveraging this tool. RH: Yeah, so you’re right. I did attend the meeting in Seattle and it was fantastic. It was such a great opportunity to learn more about the capabilities and start framing up, you know, our go-forward vision of where we want to go with this.And I would say you're right—we are still very much in the early phases of leveraging this, especially, you know, the coaching capabilities. So what is in the works is, you know, we are starting to build out pitching exercises for different industry nuances and buyer personas, and I think that is gonna be super helpful to really get our sellers comfortable with different talk tracks based on different individuals that they’re speaking to.So to me, that is one of the first things that we really want to focus on, and we’ll be coming out of the gate soon. RR: Awesome. Well, I can't wait to hear about how it’s going in a few months. I know a lot of work to be done, but I’m sure a lot of wins in the future.Speaking kind of of down the line, I'd like to maybe turn to your measurement strategy, especially, you know, as we talked about, knowing that you’re a leader with a strong analytics background.I'd be curious—when it comes to enablement programs like this new coaching initiative, what key metrics you’re tracking to measure their impact, and then maybe what success looks like in the next year or so. RH: Yeah, I think we're tracking a blend right now of adoption, engagement, and performance metrics, which I think is really important because we're still in the early phases of rolling this out.So we want to make sure that people are adopting it, and then we want to make sure from an engagement perspective, we’re starting to see people leveraging feedback and things of that nature—and performance metrics. So I'll dive a little bit deeper into that.So definitely we are looking at, you know, the percent of reps who have completed coaching modules and sessions, percent who completed coaching tasks, and feedback ratings for sales reps.In addition to that, we're looking at things like leveraging meetings intelligence metrics, such as, you know, those talk ratios and the objection handling—because the other cool thing is at the bottom of the recording, it shows some key, I would say, like competencies. And I'm not sure how to phrase that, but it's really helpful for a seller to say, okay, this was an area where I should have been focusing on objection handling, and maybe I didn't, right? So some of those things are really important right now.And then performance metrics as well. So we are looking at quota attainment, pipeline growth, conversion rates, sales cycle length. And for me, you know, these seem to be the biggest indicator of success. You know, because you really want to see that ROI.You know, we’re starting to see some of our DSRs that, in the early stages here, we’re winning business. And we do feel like this is a game changer for us because we’re showing up differently. RR: Awesome. I love to hear that. And as I said, I can't wait to hear more about how the momentum grows over time at Direct Travel.Maybe returning to the present, I know you’re still early, but I think it’s important to talk about your wins, right? So I’d love to know—maybe key wins or things that you’re proud of that you’ve achieved so far. Anything you can share with us? RH: Yeah, absolutely. So I would say, you know, through this pilot and launch that we’ve done, we have had sales reps just absolutely elated when they send out a digital sales room, and the very first time someone takes a look at the room, right, and they look at the content, they are sending messages in chat like, oh my gosh, it’s working! And that in and of itself is a testament as to why, you know, we rolled this out.In addition to that, like I was just mentioning, we have already some sellers that have created and used digital sales rooms for the entire sales process, and it has shortened the sales cycle.We have a few individuals where they started at discovery using an intro video, updating some content and collateral about our tech stack and services, and then used it all the way to starting to post the proposal and pricing.And then there we are—we won the business right after that. So it’s pretty impressive. So I think those are the big wins. Just again, you saw the usage, you know, in the high nineties. We’ve got many digital sales rooms that have been created, and we're winning business as a result of it. RR: Wonderful. I think that rep feedback says a lot. If you can get your reps excited, you’re getting exclamation points through Slack—you know you’re doing something right. It seems like you and your team are doing really great work.And I just want to close with one last question. I know you’re deeply involved in mentoring, and you’re a mentor in the GBTA WINiT organization.So to close, I’d love if you could share with us one or two pieces of advice that you would give to other women looking to develop as leaders and drive impact for their organization. RH: Yeah, absolutely. I think the number one thing that I would say to people is: say yes. There are so many times where an opportunity comes up—whether it’s a stretch goal, an opportunity to participate in a project, or to even apply for a position.So many times I’ve talked to women where they feel like, I don't have the skill, I don't have the knowledge, I don't feel comfortable taking that next step. And I always challenge them to say: what's holding you back and why?Right. One of the things I always share with them is multiple examples in my career path where I have said yes. I was nervous. I certainly did not have the experience or maybe even the skill. But I didn't want that to hold me back, because if someone is willing to invest in you, that is the testament in and of itself, right? That is the answer.So take that leap and have confidence in yourself and give it a whirl.And the other thing that I've had a lot of people say many times is: oh, now's not a good time. And there's always reasons to hold back. And I always respond: if not now, when?There's always going to be something. So get over that something and just go for it. RR: That's great advice. I love the idea of just, you know, invest in yourself. There's never a better time than now. I know I'll certainly be taking that to heart.But that's all I want to say—thank you so much for joining us today. It was fantastic to learn a little bit more about you, your work, and the incredible trajectory that Direct Travel is on. RH: Awesome. Thank you so much. I really appreciate the opportunity. RR: To our listeners, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Personalização. Curadoria. Estratégia. Tecnologia. Cultura.Neste episódio especial do Podcast VendaMais, Marcelo Caetano recebe Karen Jardzwski, Sócia-diretora da VendaMais e Jorge Brucinski, Gerente de Treinamento na VendaMais sobre o que realmente está mudando no universo da capacitação corporativa e como isso impacta diretamente os times comerciais.Você vai conferir:✔ O que é Sales Enablement na prática,;✔ O papel da liderança na construção de um ecossistema de aprendizagem comercial;✔ Por que personalizar a capacitação é essencial (e como fazer isso usando IA);✔ Os erros que as empresas não querem mais cometer em T&D;✔ O futuro das plataformas, do onboarding e da gamificação nas empresas."Ou você investe tempo treinando pessoas — ou vai gastar muito mais resolvendo os problemas que pessoas mal treinadas causam." - Marcelo CaetanoDê o play e entenda como transformar a capacitação do seu time em uma jornada estratégica, integrada e divertida.

Dans cet épisode, Maxime Robles, fondateur d'Ignify, passé par des scales up comme Lydia et Swile, nous donne une masterclass pour rendre vos équipes de vente redoutables. Nous voyons avec Maxime : - Comment construire les meilleurs process de vente - Le concept de High Velocity Sales : comment mettre de la vélocité dans vos ventes - Comment utiliser la “bienviolence” : l'ingrédient humain qui change tout dans votre management Si cette interview vous plaît, je vous invite à visiter notre site web https://lesherosdelavente.com/ pour retrouver l'ensemble des épisodes du podcast ainsi que la newsletter les Chroniques de la vente https://herosdelavente.substack.com pour recevoir le meilleur de la veille décalée sur la vente.Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

QBRs are broken- here's how to fix them.   In this episode, we challenge the traditional Quarterly Business Review and introduce a smarter alternative: the Quarterly Value Review.   If your customer reviews are little more than status updates and activity reports, you're missing a huge opportunity to demonstrate value and grow the relationship.   You'll learn:   • Why QBRs often fail to deliver strategic value - and how to fix that • The 5-part framework for running high-impact QVRs that drive renewals and upsells • How to shift the focus from tasks completed to business outcomes delivered • What kind of insights customers really care about (hint: it's not your activity log) • The future-focused questions that position you as a partner, not just a provider   You'll also hear how simple visual storytelling and clear next steps can transform a routine meeting into a powerful growth lever.   This episode is about turning customer reviews into strategic conversations that matter. Less reporting. More insight. Real value.   Expect practical advice and one clear action step you can apply in your next account review.   When you review with purpose, you partner for growth. Tune in - and start the QVR shift today.    Connect with Fred: Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://bit.ly/40Ac7Je

C'est un épisode un peu particulier, car je reçois une personne particulière que je côtoie depuis plus de 10 ans, tantôt collègue, tantôt partenaire, toujours ami, et désormais co-animateur d'un projet inédit. Sans storytelling, Reynald Stevens partage son parcours d'entrepreneur, d'expert du marketing, ses échecs et son besoin d'alignement aujourd'hui.Avec Reynald, nous vous partageons la genèse d'un projet qui nous tient à cœur : les week-ends Upgrade. Une expérience unique, pensée pour rompre la solitude dont trop de dirigeants souffrent en ce moment. L'objectif : renforcer la force mentale. Comment : mêler introspection, collectif, sport et stratégie, et permettre à chaque entrepreneur d'aborder l'année 2026 avec clarté et ambition.Les temps forts de l'épisode :Retour sur le parcours de Reynald Stevens : de Bouygues Télécom à l'entrepreneuriat, du conseil à la vente de son agence digitale, en passant par le Sales Enablement.L'échec assumé d'une aventure en Australie : “On ne maîtrise pas tout, et il faut l'accepter. Ce qui compte, c'est de ne rien regretter.”L'importance de l'alignement personnel et professionnel : comment trouver l'équilibre et éviter les murs pour soi… et pour son entreprise.La force du groupe pour les entrepreneurs : sortir de l'isolement, se challenger entre pairs, bénéficier de l'effet miroir et grandir ensemble.Les coulisses du week-end Upgrade à Megève : du sport, de la méditation, des ateliers stratégiques, un plan d'action concret… et des liens qui se créent pour longtemps.Comment préparer 2026 et franchir un cap dans sa croissance, son leadership, et sa capacité à piloter la transformation de son entreprise.Ce qu'on en retient :“L'effet de groupe est un puissant moteur pour ton développement personnel.”“On va gravir aussi bien des montagnes physiques que des montagnes perso dans ce week-end-là.”Pour s'inscrire aux prochains week-ends Upgrade : https://nacama.fr/week-end-upgrade/Que vous soyez dirigeant en pleine réflexion, entrepreneur en quête de collectif, ou simplement curieux de nouveaux formats pour accélérer votre transformation, cet épisode vous donnera des clés, des anecdotes et une vision concrète de ce que peut apporter un vrai moment de déconnexion, de partage et de passage à l'action.Rejoignez la communauté des Interviews Scale2Sell pour continuer à découvrir des témoignages d'entrepreneurs, des stratégies de croissance, des expériences de cession, et des success stories de passage à l'échelle.Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

AI is radically transforming the B2B sales landscape and accelerating the shift towards intelligent sales enablement. At a major B2B event which took place in Paris in July 2025, I met with Stephane Renger, co-founder and managing director of Salesapps. The leading European sales enablement vendor has placed AI at the heart of its innovation … The post AI Sales Enablement: 20% Time Savings for Sales and 50% for Marketing appeared first on Marketing and Innovation.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.ADDITIONAL RESOURCESLearn more about Joe Eskenazi:https://www.linkedin.com/in/joeeskenazi/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] Performance Mindset vs. Knowledge Mindset[00:02:31] The Art and Science of Sales Mastery[00:05:38] Training and Developing Sales Skills[00:07:21] Handling Objections and Building Confidence[00:17:19] The Importance of Intuition and Experience in Sales[00:30:27] Slowing Down the Conversation[00:31:18] The Importance of Experience in Sales[00:33:04] Preparedness Reduces Stress[00:35:12] The Role of Development in Sales[00:40:19] The Power of Role-Playing and Team Exercises[00:48:56] Empowering Your Team to Solve Problems[00:50:14] The Impact of a Performance Mindset[00:54:37] Kong's Role in the API RevolutionHIGHLIGHT QUOTES"The best leaders focus on the how in sales.""Our development often focuses on what could go right; the real bar is how you handle things when they don't.""Skills need to be done hundreds of times, if not thousands, to be performed flawlessly.""Openers are closers; the groundwork you lay in the beginning determines your success.""You empower people by recognizing and rewarding the behavior you want to see.""You have to give them the way. But make it simple."

In this weeks' Scale Your Sales Podcast episode, my guest is Nick Buxton.   Nick has a background in engineering, 2x CRO, and 5x VP of Sales. Over the past 20 years I've worked my way up from individual contributor at seed, Series A- C, privately held, FTSE and NYSE listed tech companies. He is now helping tech companies deliver revenue transformation projects with a range of partners.   In today's episode of Scale Your Sales podcast, Nick shares his value-led growth approach and why breaking down silos between sales, marketing, and customer success is key to building customer-centric organizations. He and Janice explore the difference between solving user problems vs. business needs, the impact on go-to-market strategy, and the evolving role of CROs as AI and sales enablement continue to reshape the future of sales.   Welcome to Scale Your Sales Podcast, Nick Buxton.     Timestamps: 00:00 Product-Led Growth Challenges Explained 05:51 Embrace Product-Led Growth Strategy 07:09 Customer-Led Growth Insights 13:29 Sales Competency Deficit Analysis 14:41 Challenges in Building Sales Relationships 20:13 Improving Sales Leadership Competencies 22:08 Sales Enablement and CROs Alignment 25:20 Understanding Product Value Basics 28:31 Silent Quitting: Mutual Interview Necessity     https://www.linkedin.com/in/nick-buxton/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

In this episode, Nacho Harriague, Director of Product Marketing at InvGate, joins Louise Liu to share his thoughts on how product marketers can build and execute a holistic sales enablement strategy. He also shares helpful tips on identifying enablement gaps, aligning cross-functional teams, and using customer insights to build trust and drive adoption among sales teams.Check out the episode highlights here.All rights reserved. © Product Marketing Hive.

This week, we host Dennis Garcia, someone has been a leader at the intersection of law, technology, and business for over 25 years. He is currently Assistant General Counsel at Microsoft, where he leads the legal support function for the Microsoft Americas Strategic Customer Pursuit, Partner Solutions, and Sales Enablement & Operations teams—among many other responsibilities. Dennis' journey into tech law began during law school, where he had the opportunity to support in-house counsel at IBM. That early exposure sparked a lasting interest in the intersection of legal practice and innovation. After graduating, he was hired by IBM for a full-time position, negotiating licensing and sale agreements. Dennis then served as counsel at Accenture, advising the Communications & High Tech and Financial Services Market Units. Today, Dennis shares stories from his early days at IBM, and how he developed his skills as a deal lawyer at Accenture. He also discusses the different ways he has been using Copilot in his work, as well as the ethical considerations of using generative AI in legal practice. Read the full transcript of today's episode here: https://www.seyfarth.com/dir_docs/podcast_transcripts/Pioneers_DennisGarcia.pdf

Nick Hill is the Director of Sales Enablement at Crunchbase, with a track record of building performance-driven coaching programs at Miro, Sprinklr, and beyond. In this episode of Make It Happen Mondays, John Barrows and Nick dive deep into all things enablement—from structure and timing to coaching reps and aligning with RevOps for real impact.They explore when companies should actually invest in enablement, how to differentiate training vs. coaching vs. enablement, and how to hold frontline managers accountable in the process. Nick shares practical ideas for simplifying call coaching (without listening to 50 hours of recordings) and lays out his vision for how AI will transform sales enablement in the years ahead.If you're in sales leadership, enablement, or just trying to scale a winning team, this conversation is a must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Visit our sponsor Website: https://otter.ai/Connect with Nick on LinkedIn: https://www.linkedin.com/in/nicholasahill Check out Nick's Website: https://about.crunchbase.com/

Send us a textStruggling to sell while managing tech? You're not alone. In this episode of Joey Pinz Conversations, we talk with startup founder and product visionary Jean Templin live from ConnectWise IT Nation Secure 2025. Jean dives into the very real sales challenges faced by MSPs and how AI-driven real-time coaching is transforming the conversation—literally.

Most sales presentations fail because they're all about you.   Customers don't care about your awards, your company map, or your tech stack- until they know you get their world.   In this episode I share how to flip the script and deliver customer-focused presentations that engage, build trust, and make decisions easier.   What you will learn:    Why traditional presentations lose the room - and how to fix that  The 6-part structure to build compelling, customer-first presentations  How to open with a hook that gets immediate attention  When (and how) to prove your solution with just enough detail  The critical role of questions - and how to use them throughout  Do's and don'ts to keep your message clear, relevant, and action-driven   Action step: Take one upcoming sales presentation and rebuild it using the 6-step structure: Hook, Challenges, Solution, Benefits, Proof, Next Steps. Remove the “about us” intro. Make it theirs. Present to solve, not to boast.    Bonus resource: Take the free scorecard in the show notes   Clearer structure. Stronger engagement. Better results.    Connect with Fred: Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/vqDwk1ujaOk

Neste episódio do Product Guru's, Paulo Chiodi recebe Cassiane Vilvert, especialista em Product Marketing e líder na Vtex, para uma conversa profunda sobre Go to Market (GTM). Em um mundo dominado pela inteligência artificial, Cassie destaca que produtos ainda precisam de estratégia sólida, visão clara e uma execução bem alinhada para serem bem-sucedidos no mercado.Ao longo da conversa, eles abordam a diferença entre PM e PMM, quando contratar um PMM, como nasce um bom GTM, e os ingredientes essenciais para um lançamento realmente eficaz, como estratégia de canais, posicionamento, proposta de valor e métricas que realmente importam.Cassie também compartilha erros comuns, cases de sucesso e fracasso, e ferramentas práticas que utiliza no dia a dia para conduzir lançamentos globais com excelência. Um guia completo para quem quer dominar GTM de verdade.//// Onde encontrar a convidada: Cassiane Vilvert | Senior Product Marketing Manager @ VTEX: https://www.linkedin.com/in/cassianevilvert/// Conteúdos mencionados:Site: https://cassianevilvert.com/Livro: https://www.casadocodigo.com.br/products/livro-mulheres-de-produto Planilha que comentado no EP: https://docs.google.com/spreadsheets/d/1xlr9LUlu9oVs28EK8VzxcVKGIerfDWmpcvKIljJ4xfA/edit?usp=sharing/// Recado Importante: A PM3 acaba de lançar a Formação em Gestão de Produtos de IA: um curso pensado para Product Managers que querem criar, delegar e inovar com mais inteligência. Muito além dos prompts: você vai aprender a liderar produtos baseados em IA, dominar temas como Machine Learning, Deep Learning e IA Generativa, e aplicar novas formas de discovery, experimentação e validação.Acesse o link e saiba mais: https://go.pm3.com.br/ProductGurus-AI-Specialist/// Outros parceiros:Codando sem Codar - A maior comunidade de AI (Vibe) Coding do Brasilhttps://codandosemcodar.com.br/?utm_campaign=pg_podcastCurling - Do treinamento à criação de soluções com IA, estamos em cada etapa. https://www.usecurling.com//// Nesse episódio abordamos:​GTM começa no discovery e não só no lançamento.​PMM é um "diplomata" entre produto, marketing e vendas.​O papel do PMM é garantir que todos saibam do produto, não só que ele exista.​Produto sem estratégia de GTM pode fracassar, mesmo sendo bom.​Empresas early stage podem adotar mentalidade de product marketing antes de ter a função.​Posicionamento e proposta de valor não são sinônimos, um é interno, outro é externo.​GTM bem-sucedido se conecta com OKRs e tem métricas claras.​Sales Enablement é parte crítica do sucesso do GTM, principalmente em empresas sales-led.​Concorrência atual é com a inércia e com a atenção das pessoas, não apenas com outros produtos.​Inteligência Artificial não substitui visão estratégica, apenas facilita a execução./// Capítulos00:00 Introdução01:37 O que faz um Product Marketing Manager (PMM)?03:36 Diferenças e fronteiras entre PM e PMM06:57 Quando contratar um PMM em uma empresa10:45 Estrutura ideal do Product Marketing conforme o tamanho da empresa14:56 Go to Market: muito além do lançamento17:29 O que é um bom Go to Market de verdade21:07 Como funciona o GTM na Vtex24:01 Case de sucesso: Vtex Vision28:44 Case de fracasso: erro de audiência31:45 Papéis ideais de PM e PMM no GTM34:49 O que atrapalha a relação entre PM e PMM37:55 Como evitar GTMs vazios e sem estratégia41:00 Proposta de valor vs. posicionamento45:41 Como socializar o posicionamento na empresa47:20 O que olhar primeiro: problema, público ou canal?49:05 Narrativas que não funcionam no mercado51:30 O que é um GTM bem-sucedido56:08 Métricas essenciais no início do GTM58:55 Quando os dados não batem com a percepção do mercado01:02:27 Ferramentas e rituais que Cassie usa em GTMs01:04:28 Como ensinar GTM para um time do zero01:07:21 Erro comum ao criar planos de GTM01:07:50 O impacto da IA nos lançamentos de produtos01:12:33 Case Canva e a inércia como concorrência01:13:25 - Encerramento

Sales Enablement in staffing is no longer a tactical side function, it's the engine of your entire go-to-market strategy. In this eye-opening episode, Avner Baruch (Author of Project Moneyball) shares how top staffing and recruiting firms are transforming enablement from “content dumping” into measurable impact through coaching, role practice, and feedback loops. This video will inspire you to re-evaluate your GTM systems and explore enablement through the lens of performance coaching and strategic execution. In This Episode: What Sales Enablement in Staffing really means today How to build a go-to-market strategy aligned with sales motion The hidden cost of relying solely on content (and what to do instead) Why role practice and feedback loops are critical for sales acceleration How elite teams reinforce skills—without blowing their budget The enablement tech stack that makes it all possible Avner's Project Moneyball methodology for enabling outcomes across the customer lifecycle Whether you're launching a new GTM motion or trying to reverse stagnant revenue, the insights here are built to drive impact across your customer lifecycle. Timestamps: 00:43 - What is sales enablement? A Moneyball analogy 02:57 - Sales enablement in startups vs. enterprises 03:45 - Why the best companies go beyond content 04:55 - The economic pressure fueling enablement evolution 06:43 - Common pitfalls: Content without context 08:51 - Why content is only half the battle 10:53 - The power of role practice and daily sales routines 12:55 - Real-world staffing challenges and playbook creation 16:29 - Why leaders avoid role practice—and how to fix it 20:52 - Leveraging AI for sales coaching 22:30 - Shifting outdated staffing habits 25:12 - Consistency beats intensity in sales enablement 27:26 - Misalignment of seller skills and roles 31:59 - Coachability and cultural fit in hiring 34:17 - The ideal sales enablement hire 37:01 - Content graveyards vs. actionable insights 41:36 - Meet Avner Baruch and Project Moneyball 44:26 - Moneyball methodology for enablement ROI 46:30 - Avner's favorite book: Crossing the Chasm   About the Speakers: Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry. As an executive GTM and Enablement leader, Avner Baruch has built and led GTM, Sales Enablement and RevOps functions from the ground up for leading Startups such as Walkme, Imperva-Incapsula, Rapyd and more notable SaaS businesses. As a consultant, member of Advisory Boards and Design Partners, he has helped entrepreneurs and scaling startups implement and reinforce their sales methodologies, fine-tune their Product-Market Fit, design, build and scale their selling motion. In 2020 he founded Project Moneyball (a GTM consulting firm) to help early-stage startups and scaling businesses overcome growth challenges. He is a certified sales trainer holding a B.Eng with Honors in Electrical Engineering & Physics from Coventry University (UK) and the Max Planck Institute (France).   Offers Heard in this Episode: 30 minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30 Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer What if your back office fueled your growth instead of holding it back? TRICOM makes it happen! From payroll and billing to accounting and asset based lending, they clear the roadblocks and power your path forward. Your team gets paid, your cash flow stays steady and your business scales like never before. TRICOM doesn't just support you, they set you up to soar. Visit https://www.TRICOM.com to learn more. 

From the military to tech, sales to social media, and now teaching, my career path has been anything but conventional. Along the way, I've learned invaluable lessons that have shaped my ability to reinvent myself time and time again. Here are 10 key lessons I've learned throughout my journey—from Navy cryptologist to sales leader to educator—and how each experience contributed to my ongoing reinvention.Lesson 1: Sometimes the Most Unlikely Beginnings Lead to the Most Rewarding CareersI started my career in the Navy in 1992, where my job as a cryptologist and delivering messages by hand might not have seemed like the perfect foundation for the corporate world. But it taught me how to handle responsibility, work under pressure, and solve problems—all skills that would serve me throughout my career. From living on a Coast Guard base in the San Francisco Bay area to spending a year in Korea teaching English to a young Korean boy, I learned early on that diverse experiences can provide the foundation for something much bigger.The lesson here? Don't underestimate the value of seemingly unrelated experiences. Every chapter adds a layer to your skills, resilience, and perspective, even if it doesn't immediately seem relevant to where you want to go.Lesson 2: Be Open to Opportunities and Embrace the Learning ProcessAfter moving to Milwaukee in 1996, I started college to become a teacher, but I didn't stop there. I also delivered pizzas and became a peer trainer teaching faculty and students about new technology. Those experiences taught me that no matter your role, you can always learn and grow.What I realized is that even early in your career, the opportunities you take can be just as valuable as the degree or job you're aiming for. The key is to be open, ask questions, and be curious about everything around you.Lesson 3: Don't Be Afraid to Take Risks—Even When It Means Leaving CollegeIn 1998, I made a bold decision. I dropped out of college to pursue a “real job” in tech support, which eventually led to my first sales job selling high-speed internet. At the time, the internet wasn't nearly as fast as we now think of it, and there was a lot of skepticism around the promises we made to customers. But I learned that taking risks and stepping outside my comfort zone would be necessary to continue growing.The lesson here? Calculated risk-taking is vital to career growth. Sometimes, leaving the traditional path can open doors to opportunities that might not be on your radar otherwise.Lesson 4: Show Up and Be Ready to Learn—Even When It's HardBy 2000, I had transitioned into a stockbroker role and was working on a trading team. I was also responsible for teaching others how to use our online trading platform. After 9/11, I realized that technology was my true calling, so I transitioned into IT. Within two years, I earned my first management role, and eventually worked my way up to a VP of IT position.The key takeaway? Show up fully, be ready to learn, and always look for ways to add value. This is how you rise through the ranks and start shaping your own career trajectory.Lesson 5: Leadership is About Stepping Up—Even When You're Not Fully ReadyIn 2003, I finished my degree in computer science and took on a leadership role. About a year later, my manager decided to leave, and I was given the opportunity to lead the team. Even though I wasn't entirely prepared, I stepped up and said yes. That decision was pivotal in my career. It taught me that leadership often comes when you least expect it—and when it does, you need to be willing to take that leap of faith.Sometimes, leadership isn't about having all the answers; it's about being willing to step up and figure it out.Lesson 6: Your Experience and Knowledge Are Valuable—Don't Be Afraid to Share ThemIn 2005, I started my blog, sharing lessons I had learned along the way. I was reading books and consuming other blogs, and I wanted to contribute to the broader conversation. It was a humbling experience, but it also taught me that sharing your expertise—even when you're not a household name yet—can make a huge impact.In 2007, I joined David Zinger to write the Slacker Manager blog, co-authoring content on employee engagement and leadership. This experience taught me the power of collaboration and how sharing knowledge publicly can boost your credibility and open doors.Lesson 7: Self-Belief Is the First Step to Reinvention—Everything Else FollowsIn 2010, I decided to leave my corporate job, something I had been contemplating for years. People doubted I was really going to leave, and many thought I would fail. But I printed business cards, started networking as a consultant, and landed several consulting gigs with small businesses.The key lesson? Self-belief is the foundation of reinvention. When you believe in your ability to solve problems and create value, you can step into new opportunities, even if others doubt you or question your decisions. Your belief in yourself is what will propel you forward.Lesson 8: Clarity of Offer is Key to Digital Leadership and Sales SuccessIn 2013, I worked for a Silicon Valley software company and led the social media strategy. We made three major changes to our product's strategy within 18 months, and as a result, our product didn't sell well. Meanwhile, a more established product with a clear, defined space in the market continued to do well.This taught me that clarity is essential. If your audience doesn't understand what you're offering or why they need it, they won't buy. A clear, consistent message is key to success in sales and leadership.Lesson 9: Tenacity and Simplicity Are Keys to Teaching the UnbelievableIn 2015, I returned to the world of speaking and training, teaching salespeople how to leverage social media. At the time, many people were skeptical about social media as a business tool, and it was up to me to show them its value. I had to simplify complex ideas and be persistent in explaining them until others understood.This experience reinforced the lesson that teaching something new or controversial takes tenacity, courage, and the ability to break down complex ideas into simple, actionable steps. Persistence pays off when you're teaching others to see what they can't yet fully grasp.Lesson 10: Flexibility and Hustle Are Essential for Navigating Life's Unexpected TurnsIn 2022, I joined Bamboo HR in Sales Enablement, but by mid-2023, we moved to Ohio, and I had to give up that role. I pivoted again, working as a substitute teacher while I looked for a full-time position in education.What this taught me was that you have to be flexible when life throws curveballs, and you have to be willing to do whatever it takes to stay true to your goals. Whether it's working a second job to keep things afloat or stepping into a completely different field, staying adaptable and persistent is key to navigating life's unexpected changes.Happiness Practices with Phil Gerbyshak is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Throughout my career, these 10 lessons have been my guiding principles. From learning to step up as a leader before I felt ready, to teaching and simplifying complex ideas, to staying adaptable and flexible, each lesson has helped me reinvent myself at different stages of my career.The road to reinvention is rarely straight, but if you're willing to embrace these lessons and keep moving forward, you can build a career that's uniquely yours, no matter where you start or where life takes you next. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

Real Ways I Used ChatGPT to Save Time & Stay Sharp-On my morning walk this week, I looked up the hill and stopped in my tracks — there was a bear. No warning, just a moment that forced me to change direction. And that's exactly what business can feel like today. Things shift quickly, and we need to be ready to pivot.That moment reminded me just how valuable a tool like ChatGPT can be — not for flashy gimmicks, but for real, day-to-day support. In this episode, I share exactly how I used ChatGPT over the past week to stay sharp, save time, and better support clients.You'll hear how I used ChatGPT to:• Research prospects and uncover insights that led to more personalized outreach• Compare LMS platforms to guide a client's decision• Refine an article for an industry publication to sound more helpful, not salesy• Align branding visuals and promotions for a consistent message• Explore topics like stem cell therapy to stay informed and sharp3 Actionable Steps to Try This Week: Use it for research: Ask ChatGPT to break down a company, audience, or trend in plain English. Test it on something small: Try rewriting one email or LinkedIn post — you'll be surprised how much time it saves. Build it into your prep routine: Whether you're heading into a meeting or presentation, let ChatGPT help you get clear and confident.At World Innovators, we believe in sharing what actually works — not what sounds trendy. If you're ready to explore how AI can work in your world, subscribe to the B2B Marketing Excellence & AI Podcast so you don't miss an episode.We also invite you to:Check out our YouTube Channel for step-by-step how-to videosVisit our website for more tactical tips and ideasOr email me directly at dpeterson@worldinnovators.com — if you've discovered a new way to use ChatGPT, I'd love to feature it!Let's learn together and help each other succeed — one smart strategy at a time.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

As generative artificial intelligence (AI) continues transforming the way we work and learn, it's also changing how we coach and train high-performing sales teams. From personalized feedback to real-time performance insights, AI-powered coaching tools are helping organizations scale their sales training efforts — without sacrificing quality or impact. In this episode of The Business of Learning, we sat down with Julie Thomas, president and CEO of ValueSelling Associates, to explore how learning leaders can use AI to drive sales effectiveness and improve coaching outcomes. Tune in now to learn: The top challenges organizations face when training sales teams and how AI can help. How AI-powered coaching tools deliver on-demand feedback and real-time performance data. Which sales skills AI can train most efficiently. …and more!

Dive into this episode as Sam Trimble unpacks the winning combo of timeless connection and cutting-edge tools. From gratitude-driven client retention to leveraging tools, he shares practical ways title professionals can evolve without overwhelming their teams. Whether you're looking to modernize your outreach or build a sales culture that actually works, this episode is packed with fresh insights that meet you where you are and take you further.   What you'll learn from this episode What title companies can learn from $10 dog bone transactions How tools like CrystalKnows, Scribe, and Alanna can enhance authenticity, not replace it The power of teaching clients how to grow their business and how that grows yours Why video workflows are the secret to slashing repeat questions and elevating the client experience The best way to get a resistant team to embrace new tools without overwhelm   Resources mentioned in this episode  CrystalKnows Scribe Lumen5  Alanna.ai NotebookLM Unreasonable Hospitality by Will Guidara | Paperback, Hardcover, and Kindle  Zero to One by Peter Thiel and Blake Masters | Paperback, Hardcover, and Kindle    About Sam Trimble Sam Trimble helps real estate businesses grow. As VP of Strategic Growth at Fidelity National Financial, he's worked with hundreds of title companies, law firms, lenders, and thousands of agents nationwide—simplifying sales, marketing, and tech into practical steps that drive client growth and loyalty. Before joining FNF, Sam led marketing and tech strategy at MyHome and founded STAR Creative & Consulting, a full-service agency serving clients across the U.S. He also served as VP of Business Development for a Texas title company, helping it expand market share across Texas and New Mexico. With over 15 years of experience as a licensed Realtor, Sam brings a 360° understanding of the real estate industry. A proud El Paso native and UTEP grad, Sam was named Century 21's “Rookie of the Year,” a GEPCAR “Top 4 Under 40,” and has served on the El Paso City Planning Commission and Central Appraisal District board. He's also a contributor to Inman News and a member of Rotary International.   Connect with Sam  Website: Fidelity National Financial® LinkedIn: Sam Trimble    Connect With UsLove what you're hearing? Don't miss an episode! Follow us on our social media channels and stay connected.  Explore more on our website: www.alltechnational.com/podcast Stay updated with our newsletter: www.mochoumil.com Follow Mo on LinkedIn: Mo Choumil Stop waiting on underwriter emails or callbacks—TitleGPT.ai gives you instant, reliable answers to your title questions. Whether it's underwriting, compliance, or tricky closings, the information you need is just a click away. No more delays—work smarter, close faster. Try it now at www.TitleGPT.ai. Closing more deals starts with more appointments. At Alltech National Title, our inside sales team works behind the scenes to fill your pipeline, so you can focus on building relationships and closing business. No more cold calling—just real opportunities. Get started at AlltechNationalTitle.com. Extra hands without extra overhead—that's Safi Virtual. Our trained virtual assistants specialize in the title industry, handling admin work, client communication, and data entry so you can stay focused on closing deals. Scale smarter and work faster at SafiVirtual.com.

What if AI could help you sleep better, think faster, and win bigger? In this episode of Breakaway Wealth, Jim Oliver sits down with Silicon Valley powerhouse Kevin Surace—entrepreneur, innovator, and one of the early voices on AI's transformational power. They dive deep into: Why most entrepreneurs lose not because of bad ideas, but bad timing. How AI can act as your daily decision-making partner—from analyzing supplements to writing business plans. Why grit and risk tolerance are still the ultimate wealth-building tools. And the surprising truth about success: it's not just about making money—it's about finding joy. Whether you're a startup founder, seasoned business owner, or just trying to stay relevant in a fast-moving world, Kevin's blueprint will show you how to adapt, lead, and break away from convention. 3 Takeaways: AI as Your Tactical Wingman Use AI as a daily assistant for research, writing, planning, and decision-making. It doesn't replace you—it amplifies you. Timing > Talent The biggest startup killer? Being early. Mastering the art of timing in business is more important than chasing “great ideas.” Resilience Builds Empires Endurance, not genius, separates winners from wannabes. Show up, survive setbacks, and let compound effort do its thing. Kevin's decades of experience will challenge your thinking—and give you a modern playbook to stay ahead in a world that won't wait. Subscribe and share to help others break away from financial convention   Connect with Kevin Surace: Website: www.kevinsurace.com/  Linkedin: www.linkedin.com/in/ksurace/ Instagram: www.instagram.com/kevinsurace/ Twitter: twitter.com/kevinsurace Tiktok: www.tiktok.com/@kevin_surace Facebook: www.facebook.com/kevin.surace/ YouTube: www.youtube.com/@kskoolstuff  

Mike Mahlkow spricht mit Fabiola Munguia, Gründerin von Secfix, über den Aufbau eines Unternehmens, das Startups und KMUs dabei hilft, IT-Sicherheit und Compliance zu automatisieren. Sie teilt ihre spannenden Erfahrungen als Immigrant Founder in Deutschland, erklärt die Grundlagen von ISO 27001, SOC2 und anderen Zertifikaten, und warum sie für Unternehmen, die mit Enterprise-Kunden arbeiten wollen, essenziell sind. Fabiola erklärt, wie Secfix den Zertifizierungsprozess radikal vereinfacht und Startups dabei unterstützt, schneller und effizienter vertrauenswürdige Partnerschaften mit großen Kunden aufzubauen. Außerdem gibt sie Einblicke in die Herausforderungen und Vorteile, als Immigrant in Deutschland zu gründen, sowie Tipps für den Aufbau eines Remote-Teams. Was du lernst: Warum Compliance für Startups wichtig ist: Was ISO 27001, SOC2 und andere Zertifikate bedeuten und wann sie für Unternehmen relevant werden Warum Compliance nicht nur eine Pflichtaufgabe ist, sondern ein entscheidender Faktor für den Erfolg im Enterprise Sales Wie Secfix den Zertifizierungsprozess automatisiert: Wie Secfix IT-Sicherheits- und Compliance-Prozesse mit Tools wie AWS, Jira, und Google Workspaces integriert und Daten automatisiert verarbeitet Der Unterschied zwischen zwölf Monaten manueller Zertifizierung und einer automatisierten Lösung, die in nur zwei bis vier Monaten Ergebnisse liefert Trust-Building durch ein Trust Center: Wie ein öffentliches Trust Center auf der Unternehmenswebsite hilft, das Vertrauen potenzieller Kunden zu stärken und Sales-Prozesse zu beschleunigen Warum ein professioneller, automatisierter Ansatz die Chancen auf Enterprise-Deals signifikant erhöht Immigrant Founder in Deutschland: Welche Herausforderungen Fabiola als Immigrant in Deutschland meistern musste, von Bürokratie bis hin zu Visum-Problemen Warum Deutschland trotzdem ein attraktiver Standort für Gründer ist, insbesondere durch Netzwerke und Förderprogramme wie Exist Remote-First-Company Building: Wie Secfix ein 100% Remote-Team aufgebaut hat und warum Transparenz, Overcommunication und Result-Driven-Work die Schlüssel zum Erfolg sind Tools wie Notion, Gather und Slack, die helfen, ein Remote-Team effizient und kollaborativ zu führen ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Hier findest du Fabiola: LinkedIn: https://www.linkedin.com/in/fabiola-munguia/  Website: https://de.secfix.com/  Mehr zu Mike: LinkedIn: https://www.linkedin.com/in/mikemahlkow/  Website: https://fastgen.com Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Kapitel: (00:00:00) Wer ist Founderin Fabiola Munguia & was kann Secfix? (00:04:57) Was sollte ich als Gründer über Zertifikate wissen? (00:09:37) Risiken für Startups beim Regelbruch (00:13:12) Der Nachweis von Mitarbeiter-Compliance (00:17:58) Wer braucht die ISO und SOC2 Zertifikate wirklich? (00:23:26) Hilft Secfix auch beim Sales Enablement? (00:28:54) Wie optimiert Secfix Prozesse? (00:33:33) Welche Zertifikate sind noch relevant? (00:41:20) Wie ist die Akzeptanz des neuen ISO 42001 und wann wird das gebraucht? (00:47:37) Immigrant Founder: Warum Deutschland und was sind die Herausforderungen? (00:54:18) Deutschland, deine Bürokratie: Ohne Visum keine Gründung, ohne Profitabilität aber kein Visum (00:58:34) Wie organisiert sich Secfix intern? (01:04:47) 100 % remote: Was sind die Herausforderungen?

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.ADDITIONAL RESOURCESLearn more about George Mogannam:https://www.linkedin.com/in/georgemogannam/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] The Importance of Process in Scaling Startups[00:02:40] Common Challenges in Sales Organizations[00:03:43] Hiring the Right Salespeople[00:04:46] The Role of Sales Enablement[00:06:53] Defining Sales Terminology[00:09:11] Adapting Hiring Profiles for Growth[00:23:44] Onboarding and Training New Hires[00:32:03] Leveraging Tools and Metrics for Success[00:37:59] Understanding the Five Quarter Report[00:40:06] Implementing Sales Disciplines Across Departments[00:44:15] The Role of the CRO in Organizational Growth[00:48:26] The Importance of Operating Rhythms[00:52:44] Challenges in Sales Processes and Technology[00:57:02] The Impact of Remote Work on Sales Teams[01:00:00] The Criticality of Efficient Hiring ProcessesHIGHLIGHT QUOTES"When you implement these disciplines, it helps pull the rest of the company along.""You must have the right people on the bus executing in the direction we need to go.""A common language and definitions become critical as part of the enablement.""Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own.""Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another.""It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."

Are your sales reps struggling to implement the playbook you've invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.In this conversation we discuss: 

Sales enablement isn't just a support function anymore; it's a measurable, strategic driver of revenue growth. In this episode of Coach2Scale, Pam Dake, Senior Director of Go-To-Market Enablement at Menlo Security, shares how enablement must evolve from ad hoc product training into a disciplined, data-driven engine that shrinks sales cycles, improves pipeline velocity, and makes forecast calls more predictable. Pam challenges outdated views of enablement as an "art" form and shows why top organizations are treating it as a science rooted in customer outcomes, operational consistency, and frontline manager empowerment.Listeners will walk away with clear strategies for transforming enablement into a competitive advantage: focusing on buyer needs instead of product specs, creating scalable and repeatable coaching frameworks, driving real behavior change at the rep level, and equipping frontline managers to move beyond firefighting into true people development. If you're a CRO or sales leader under pressure to deliver results faster and with fewer resources, this conversation is a must-listen.Key TakeawaySales Enablement Is a Science, Not an ArtEnablement must be tied to measurable business outcomes like deal velocity, quota attainment, and reduced stage duration times, not just soft skills or training events.Product Training Is Not Go-To-Market EnablementTrue enablement focuses on customer challenges, value selling, and behavioral change, not just teaching reps how to pitch features.Frontline Managers Are Overwhelmed and UnderequippedManagers today are drowning in administrative tasks and deal management, leaving little time or structure for effective rep coaching and skill development.Consistency Beats Random Acts of EnablementScalable, repeatable programs with predictable operating cadences outperform sporadic, one-off training initiatives every time.Enablement Needs to Be a Strategic Business PartnerWhen properly positioned, enablement acts as the connective tissue across product, marketing, customer success, and sales, driving better internal alignment and faster revenue cycles.Coaching Is the Unlock for Talent Development and RetentionTeaching managers how to coach systematically, not just manage deals, creates higher performing teams and reduces regrettable attrition.Data Should Guide Enablement, Not Just Support ItAccess to CRM, conversation intelligence, and engagement data enables the diagnosis of root causes of performance gaps and the prescription of targeted, timely interventions.The Inflection Point for Hiring Enablement Is Process PredictabilityCompanies should invest in enablement when there is some repeatability in the sales motion, ensuring that coaching scales what's working rather than patching what's broken.Enablement Can and Should Tip the Scales in Competitive DealsOrganizations that embed enablement into product launches, account strategies, and deal execution cycles are better equipped to win high-stakes opportunities.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

Keenan is the celebrated author of the bestselling book "Gap Selling" and the CEO of A Sales Growth Company, providing transformative sales training and consulting for organisations worldwide. With a dynamic career journey—from dominating sales roles to becoming a globally recognised thought leader.Keenan brings unique insights into driving sales excellence through precise enablement and collaborative leadership. In this episode, host Matt Milligan sits down with Keenan to discuss how effective sales leaders diagnose and remove bottlenecks within their organisations. Keenan reveals why prioritisation, visibility, and cross-functional collaboration are critical to breaking down barriers and accelerating team performance. He also delves into one of the most pressing topics in enablement today: proving the ROI of your team's efforts. Listeners will learn actionable methods to measure and communicate the true impact of sales enablement programs, ensuring alignment, buy in, and sustained investment from leadership.00:00 – Introduction & Theme00:01:15 – Keenan's Background & Journey into Sales00:05:30 – Why CROs May Not Make the Best Authors00:08:45 – Identifying & Removing Sales Bottlenecks00:12:00 – Prioritising Cross-Functional Collaboration00:15:20 – Creating Visibility & Transparency in Sales00:18:10 – The Role of Enablement in Modern Sales Orgs00:21:30 – Proving the Value of Sales Enablement00:24:15 – The Future of Enablement & Skill Development00:26:00 – Closing Thoughts & Contact

saas.unbound is a podcast for and about founders who are working on scaling inspiring products that people love, brought to you by https://saas.group/, a serial acquirer of B2B SaaS companies. In episode #18 of season 5, Anna Nadeina talks with Arnaud, founder of ScaleList, sales-enabling software that allows salespeople to easily create and organize email lists right from Sales Navigator. --------------Episode's Chapters---------------- 00:00 - Transition from Service to SaaS 05:17 -Life in Singapore 09:59 -ScaleList and Market Differentiation 16:21 - Bootstrapping and Funding 20:55 - Growth Strategies and YouTube Success 24:55 - Traffic Sources and Acquisition Channels 26:08 - Understanding Customer Search Behavior 28:59 - Enterprise Clients and Their Impact 34:27 - Biggest Wins and Failures 40:18 - Customer Feedback and Growth Hacks Arnaud - https://www.linkedin.com/in/arnaud-renoux-129aa949/ ScaleList - https://scalelist.com/ Subscribe to our channel to be the first to see the interviews that we publish twice a week - https://www.youtube.com/@saas-group Stay up to date: Twitter: https://twitter.com/SaaS_group LinkedIn: https://www.linkedin.com/company/14790796

What is the difference between Sales Enablement and Sales Training? Why bother knowing this? How does it relate to you and your business? If you have a business that wants better sales results, you will be interested in this podcast.  When you combine the power of Sales Training with Sales Enablement, you harness the power of 1 + 1 = 3. Want me to Coach You to Lead Your Best Business - Lead Your Best Life?   Book an Obligation Free Lead Your Best Life Strategy Session Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting   Limited spaces available.   Want access to powerful online Coaching Resources?   B2B Package - for B2B Sales Results Transformation   https://book.colourzonesellingsystem.com/b2b_sales     Retail Package - for Retail Sales Results Transformation   https://book.colourzonesellingsystem.com/retail_offer1   Websites: For resources and further information:   Performance Development Consultants - Your One Stop Shop - The Complete A to Z in Organisational Growth and People Performance   PDC is a consortium of the very best coaches, business advisors, strategy and sales consultants, and service providers in the marketplace – all focused with laser precision on your goals and objectives.   At last, a premium brokerage of 47 leading experts available to leaders in business, sport, education, not for profits and government who are as passionate about high-performing, empowered people delivering better results as we are.   The very best experts are now at your fingertips.   www.pdc-growth.com   LFBB - Sales Growth and Acceleration   Get an extra 46% or $1M in sales this year or you don't pay   No pushiness, just performance. Leigh Farnell shows you how to supercharge your B2B sales results using his proven CZ6 Colour Zone Sales Excellence System. www.leighfarnell.com   Email: leigh@leighfarnell.com   Call direct:   +61 0412 945 402

"If done right, AI will actually make us more human. It handles the busy work and surfaces real-time insights—so GTM teams can focus on what really drives revenue: building relationships, solving real problems, and creating long-term customer value." That's a quote from Roderick Jefferson and a sneak peek at today's episode.Hi there, I'm Kerry Curran—Revenue Growth Consultant, Industry Analyst, and host of Revenue Boost, A Marketing Podcast. In every episode, I sit down with top experts to bring you actionable strategies that deliver real results. So if you're serious about business growth, find us in your favorite podcast directory, hit subscribe, and start outpacing your competition today.In this episode, titled AI + EQ + GTM: The New Growth Equation for B2B Leaders, I sit down with keynote speaker, author, and enablement powerhouse Roderick Jefferson to unpack the modern formula for revenue growth: AI + EQ + GTM.We explore why traditional sales enablement isn't enough in today's landscape—and how real go-to-market success requires alignment across marketing, sales, and customer success, powered by emotional intelligence and smart technology integration.Whether you're a CRO, CMO, or GTM leader looking to scale smarter, this episode is packed with real-world insights and actionable strategies to align your teams and drive sustainable growth.Stick around until the end, where Roderick shares expert tips for building your own AI-powered revenue engine.If you're serious about long-term growth, it's time to get serious about AI, EQ, and GTM. Let's go.Kerry Curran, RBMA (00:01)Welcome, Roderick. Please introduce yourself and share your background and expertise.Roderick Jefferson (00:06)Hey, Kerry. First of all, thanks so much for having me on. I'm really excited—I've been looking forward to this one all day. So thanks again. I'm Roderick Jefferson, CEO of Roderick Jefferson & Associates. We're a fractional enablement company, and we focus on helping small to mid-sized businesses—typically in the $10M to $100M range—that need help with onboarding, ongoing education, and coaching.I'm also a keynote speaker and an author. I actually started my career in sales at AT&T years ago. I was a BDR, did well, got promoted to AE, made President's Club a couple of times. Then I was offered a sales leadership role—and I turned it down. I know they thought I was crazy, but there were two reasons: first, I realized I loved the process of selling more than just closing big deals. And second, oddly enough, I wasn't coin-operated. I did it because I loved it—it gave me a chance to interact with people and have conversations like this one.Kerry Curran, RBMA (01:16)I love that—and I love your background. As Roderick mentioned, he does a lot of keynote speaking, and that's actually where I met him. He was a keynote speaker at B2BMX West in Scottsdale last month. I also have one of your books here that I've been diving into. I can't believe how fast this year is flying—it's already the first day of spring!Roderick Jefferson (01:33)Thank you so much. Wow, that was just last month? It feels like last week. Where is the time going?Kerry Curran, RBMA (01:45)I appreciate your experience for so many reasons. One is that—like we talked about before the show—my dad was in sales at AT&T for over 20 years. It paid for my entire education. So we were comparing notes on that era of innovation and what we learned back then.Roderick Jefferson (02:02)Thank you, AT&T!Kerry Curran, RBMA (02:13)So much of what you talked about on stage and wrote about in your book is near and dear to my heart. My background is in building integrated marketing-to-sales infrastructure and strengthening it to drive revenue growth. I'm excited to hear more about what you're seeing and hearing. You talk to so many brands and marketers—what's hot right now? What's the buzz? What do we need to know?Roderick Jefferson (02:44)A couple of things. The obvious one is AI—but I'll add something: it's not just AI, it's AI plus EQ plus IQ. Without that combination, you won't be successful.The other big theme is the same old problem we've always had: Why is there such a disconnect between sales and marketing? As an enablement guy, it pains me. I spent 30 years in corporate trying to figure that out. I think we're getting closer to alignment—thank you, AI, for finally stepping in and being smarter than all of us! But we've still got a long way to go.Part of the issue is we're still making decisions in silos. That's why I've become a champion of moving away from just "sales enablement."Yes, I know I wrote the book on sales enablement—but I don't think that's the focus anymore. In hindsight, “sales enablement” is too myopic. It's really about go-to-market. How do we bring HR, marketing, product marketing, engineering, sales, and enablement all to the same table to talk about the entire buyer's journey?Instead of focusing on our internal sales process and trying to shoehorn prospects into it, we should be asking: How do they buy? Who buys? Are there buying committees? How many people are involved? And yes, ICP matters—but that's just the tip of the iceberg. It goes much deeper.Kerry Curran, RBMA (04:44)Yes, absolutely. And going back to why you loved your early sales roles—it was about helping people. That's how I've always approached marketing too: what are their business challenges, and what can I offer to solve them? In your keynote, you said, “I want sales to stop selling and start helping.” But that's not possible without partnering with marketing to learn and message around the outcomes we drive and the pain points we solve.Roderick Jefferson (05:22)Exactly. Let's unpack that. First, about helping vs. selling—that's why we have spam filters now. Nobody wants to be sold to. That's also why people avoid car lots—because you know what's coming: they'll talk at you, try to upsell you, and push you into something you don't need or want. Then you have buyer's remorse.Now apply that to corporate and entrepreneurship. If you're doing all the talking in sales, something's wrong. Too many people ask questions just to move the deal forward instead of being genuinely inquisitive.Let's take it further. If marketing is working in a silo—building messaging and positioning—and they don't bring in sales, then guess what? Sales won't use it. Newsflash, right? And second, it's only going to reflect marketing's perspective. But if you bring both teams together and say, “Hey, what are the top three to five things you're hearing from prospects over and over?”—then you can work collaboratively and cohesively to solve those.The third piece is: let's stop trying to manufacture pain. Not every prospect is in pain. Sometimes the goal is to increase efficiency or productivity. If there is pain, you get to play doctor for a moment. And by that, I mean: do they need an Advil, a Vicodin, a Percocet, or an extraction? Do you need to stop the bleeding right now? You only figure that out by getting sales, marketing, product, and even HR at the same table.Kerry Curran, RBMA (07:34)Yes, absolutely. I love the analogy of different levels of pain solutions because you're right—sometimes it's not pain, it's about helping the customer be more efficient, reduce costs, or drive revenue. I've used the doctor analogy before too: you assess the situation and then customize the solution based on where it “hurts” the most. One of the ongoing challenges, though, is that sales and marketing still aren't fully aligned. Why do you think that's been such a persistent issue, and where do you see it heading?Roderick Jefferson (08:14)Because sales speaks French and marketing speaks German. They're close enough that they can kind of understand each other—like ordering a beer or finding a bathroom—but not enough for a meaningful conversation.The core issue is that they're not talking—they're presenting to each other. They're pitching ideas instead of having a dialogue. Marketing says, “Here's what the pitch should look like,” and sales replies, “When's the last time you actually talked to a customer?”They also get stuck in “I think” and “I feel,” and I always tell both groups—those are the two things you cannot say in a joint meeting. No one cares what you think or feel. Instead, say: “Here's what I've seen work,” or “Here's what I've heard from prospects and customers.” That way, the conversation is rooted in data and real-world insight, not opinion or emotion.You might say, “Hey, when we get to slide six in the deck, things get fuzzy and deals stall.” That's something marketing can fix. Or you go to product and say, “I've talked to 10 prospects, and eight of them asked for this feature. Can we move it up in the roadmap?”Or go back to sales and say, “Only 28% of the team is hitting quota because they're struggling with discovery and objection handling.” So enablement and marketing can partner to create role plays, messaging guides, or accreditations. It sounds utopian, but I've actually done this six times over 30 years—it is possible.It's not because I'm the smartest guy in the room—it's because when sales and marketing align around shared definitions and shared goals, real change happens. Go back to MQLs and SQLs. One team says, “We gave you all these leads,” and the other says, “Yeah, but they all sucked.” Then you realize: you haven't even agreed on what a lead is.As a fractional enablement leader, that's the first question I ask: “Can you both define what an MQL and SQL mean to you?” Nine times out of ten, they realize they aren't aligned at all. That's where real progress starts.Once you fix communication, the next phase is collaboration. And what comes out of collaboration is the big one: accountability. That's the word nobody likes—but it's what gets results. You're holding each other to timelines, deliverables, and follow-through.The final phase is orchestration. That's what enablement really does—we connect communication, collaboration, and accountability across the entire go-to-market team so everyone has a voice and a vote.Kerry Curran, RBMA (13:16)You're so smart, and you bring up so many great points—especially around MQLs, SQLs, and the lack of collaboration. There's no unified North Star. Marketing may be focused on MQLs, but those criteria don't always match what moves an MQL to an SQL.There's also no feedback loop. I've seen teams where sales and marketing didn't even talk to each other—but they still complained about each other! I was brought in to help, and I said, “You're adults. It's time to talk to one another.” And you'd think that would be obvious.What I love is that we're starting to see the outdated framework of MQLs as a KPI begin to fade. As you said, it's about identifying a shared goal that everyone can be accountable to. We need to all be paddling in the same direction.Roderick Jefferson (14:16)Exactly. I wouldn't say we're all rowing yet, but we've definitely got our hands in the water, and we're starting to go in the same direction. You can see that North Star flickering out there.And I give big kudos to AI for helping with that. In some ways, it reminds me of social media. Would you agree that social media initially made us less social?Kerry Curran, RBMA (14:27)Yes, totally agree. We can see the North Star.Roderick Jefferson (14:57)Now I'm going to flip that idea on its head: if done right, I believe AI will actually make us more human—and drive more meaningful conversations. I know that sounds crazy, but I have six ways AI can help us do that.First, let's go back to streamlining lead scoring. If we use AI to prioritize leads based on their likelihood to convert, sales can focus efforts on the most promising opportunities. Once we align on those criteria, volume and quality both improve. With confidence comes competence—and vice versa.Second is automating task management. Whether it's data entry, appointment scheduling, or follow-up emails, those repetitive tasks eat up sales time. Less than 30% of a rep's time is spent actually selling. If we offload that admin work, reps can focus on high-value activities—like building relationships, doing discovery, and closing deals.Kerry Curran, RBMA (15:59)Yes! And pre-call planning. Having the time to prepare properly makes a huge difference.Roderick Jefferson (16:19)Exactly. Third is real-time analytics. If marketing and ops can provide sales reps with real-time insights—like funnel data, deal velocity, or content performance—we can start making decisions based on data, not assumptions or feelings.The fourth area is personalized sales coaching. I talk to a lot of leaders, and I'll make a bold statement: most sales leaders don't know how to coach. They either use outdated methods or try to “peanut butter” their advice across the team.But what if we could use AI to analyze calls, emails, and meetings—then provide coaching based on each rep's strengths and weaknesses? Sales leaders could shift from managing to leading.Kerry Curran, RBMA (17:55)Yes, I love that. It would completely elevate team performance.Roderick Jefferson (18:11)Exactly. Fifth is increasing efficiency in the sales process. AI can create proposals, contracts, and other documents, which frees up time for reps to focus on helping—not chasing paperwork. And by streamlining the process, we can qualify faster and avoid wasting time on poor-fit deals.Kerry Curran, RBMA (18:58)Right, and they can focus on the deals that are actually likely to move forward.Roderick Jefferson (19:09)Exactly. And sixth—and most overlooked—is customer success. That's often left out of GTM conversations, but it's critical. We can use AI-powered chatbots and virtual assistants to handle basic inquiries. That frees up CSMs to focus on more strategic tasks like renewals, cross-sell, and upsell.Let's be honest—most CSMs were trained for renewals, not selling. But cross-sell and upsell aren't really selling—they're reselling to warm, happy customers. The better trained and equipped CSMs are, the better your customer retention and growth.Because let's face it—we've all seen it: 90 days before renewal, suddenly a CSM becomes your best friend. Where were they for the last two years? If we get ahead of that and connect all the dots—sales, marketing, CS, and product—guess who wins?The prospect.The customer.The company—because revenue goes up.The employee—because bonuses happen, spiffs get paid, and KPIs are hit.But most importantly, we build customers for life. And that has to start from the very beginning, not just when the CSM steps in at the end.Kerry Curran, RBMA (20:47)Yes, this is so smart. I love that you brought customer success into the conversation. One of the things I love about go-to-market strategy is that it includes lifetime value—upsell and renewal are a critical part of the revenue journey.In my past roles, I've seen teams say, “Well, that's just client services—they don't know how to sell.” But to your point, if we coach them, equip them, and make them comfortable, it can go a long way.Roderick Jefferson (21:34)Absolutely. They become the lifeblood of your business. Yes, you need net-new revenue, but if sales builds this big, beautiful house on the front end and then customers just walk out the back door—what's the point?And I won't even get into the stats—you know them—about how much more expensive it is to acquire a new customer versus retaining one. The key is being human and actually helping.Kerry Curran, RBMA (21:46)Exactly. I love that. It leads perfectly into my next question—because one of the core components of your strategy and presentation was the importance of EQ, or emotional intelligence. Can you talk about why that's so critical?Roderick Jefferson (22:19)Yeah. It really comes down to this: AI can provide content—tons of it, endlessly. It can give you all the data and information in the world. But it still requires a human to provide context. For now, at least. I'm not saying it'll be that way forever, but for now, context is everything.I love analogies, so I'll give you one: it's like making gumbo. You sprinkle in some seasoning here, some spice there. In this case, AI provides the content. Then the human provides the interpretation—context. That's understanding how to use that generated content to reach the right person or company, at the right time, with the right message, in the right tone.What you get is a balanced, powerful approach: IQ + EQ + AI. That's what leads to truly optimal outcomes—if you do it right.Kerry Curran, RBMA (23:19)Yes! I love that. And I love every stage of your process, Roderick—it's so valuable. I know your clients are lucky to work with you.For people listening and thinking, “Yes, I need this,” how do they get started? What's the baseline readiness? How do they begin integrating sales and marketing more effectively—and leveraging AI?Roderick Jefferson (23:34)Thank you so much for that. It really starts with a conversation. Reach out—LinkedIn, social media, my website. And from there, we talk. We get to the core questions: Where are you today? Where have you been? Where are you trying to go? And most importantly: What does success look like?And not just, “What does success look like?” but, “Who is success for?”Then we move into an assessment. I want to talk to every part of the go-to-market team. Because not only do we have French and German—we've also got Dutch, Spanish, and every other language. My job is to become the translator—not just of language, but of dialects and context.“This is what they said, but here's what they meant. And this is what they meant, but here's what they actually need.”Then we dig into what's really going on. Most clients have a sense of what's “broken.” I'm not just looking for the broken parts—I'm looking at what you've already tried. What worked? What didn't? Why or why not?I basically become a persistent four-year-old asking, “Why? But why? But why?” And yes, it gets frustrating—but it's the only way to build a unified GTM team with a shared North Star.Kerry Curran, RBMA (25:32)Yes, I love that. And just to add—sometimes something didn't work not because it was a bad strategy, but because it was evaluated with the wrong KPI or misunderstood entirely.Like a top-of-funnel strategy did work—but the team expected it to generate leads that same month. It takes time. So much of this comes down to digging into the root of the issue, and I love your approach.Roderick Jefferson (26:10)Exactly. And it's also about understanding that every GTM function has different KPIs.If I'm talking to sales, I'm asking about average deal size, quota attainment, deal velocity, win rate, pipeline generation. If I'm talking to sales engineering, they care about number of demos per deal, wins and losses, and number of POCs. Customer success? They care about adoption, churn, CSAT, NPS, lifetime value.My job is to set the North Star and speak in their language—not in “enablement-ese.” Sometimes that means speaking in sales terms, sometimes marketing terms. And I always say, “Assume I know nothing about your job. Spell out your acronyms. Define your terms.”Because over 30 years, I've learned: the same acronym can mean 12 different things at 12 different companies.The goal is to get away from confusion and start finding commonality. When you break down the silos and the masks, you realize we're all working toward the same thing: new, long-term, happy customers for life.Kerry Curran, RBMA (27:55)Yes—thank you, Roderick. I love this. So, how can people find you?Roderick Jefferson (28:00)Funny—I always say if you can't find me on social media, you're not trying to find me.You can reach me at roderickjefferson.com, and you can find my book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence and the upcoming Sales 3.0 companion workbook there as well.I'm on LinkedIn as Roderick Jefferson, Instagram and Threads at @roderick_j_associates, YouTube at Roderick Jefferson, and on BlueSky as @voiceofrod.Kerry Curran, RBMA (28:33)Excellent. I'll make sure to include all of that in the show notes—I'm sure this episode will have your phone ringing!Thank you so much, Roderick. I really appreciate you taking the time to join us. This was valuable for me, and I'm sure for the audience as well.Roderick Jefferson (28:40)Ring-a-ling—bring it on! Let's dance. Thank you again. This was an absolute honor, and I'm glad we got the chance to reconnect, Kerry.Kerry Curran, RBMA (28:59)For sure. Thank you—you too.Roderick Jefferson (29:01)Take care, all.Thanks for tuning in. If you're struggling with flat or slowing revenue growth, you're not alone. That's why Revenue Boost: A Marketing Podcast brings you expert insights, actionable strategies, and real-world success stories to help you scale faster.If you're serious about growth, search for us in your favorite podcast directory. Hit follow or subscribe, and leave a five-star rating—it helps us keep the game-changing content coming.New episodes drop regularly. Don't let your revenue growth strategy fall behind. We'll see you soon!

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave and Joe O'Callaghan, co-founders of Vation, about their journey and experiences as a father-son duo in the tech industry. They discuss the importance of go-to-market strategies and what leaders can learn from the innovation ecosystem. Sponsored by Sandler, a sales training provider, the discussion delves into the significance of sales training, especially for first-line managers, and explores the evolving roles of technology leaders. Joe and Dave share insights on the challenges emerging tech companies face, the importance of execution and humility, and the growing role of AI and data security. They also highlight the importance of cold calling, the shift in sales training needs, and the evolving skill sets required in the tech industry.KEY TAKEAWAYSFirst Father-Son Duo: Episode features Dave and Joe O'Callaghan, co-founders of Vation Ventures, discussing their father-son dynamic. Business Focus: Highlight on go-to-market strategies from the innovation ecosystem. Importance of Sales Training: Emphasized by Sandler, focusing on training necessity due to promotions during COVID. AI and Security: Special focus on AI trends and the importance of secure AI. Channels and Relationships: The enduring importance of trusting relationships in the channel for effective advice and sales. Cold Calling: Seeing a resurgence, combined with high-quality, AI-supported research. Mentorship and Humility: The fundamental value of being humble, inquisitive, and learning from great mentors. Innovation and Execution: Balancing innovation with execution in today's rapidly evolving technology landscape.QUOTES"Innovation is hard. Innovation at scale is really, really hard." "Humility and inquisitiveness are key in driving innovation and leading teams." "The only person that likes to hear you talk about yourself is your mom." "Distributors can lean into orchestrating everything from Dataiku to Cisco Meraki for a comprehensive solution."Find out more about Dave & Joe O'Callaghan through the link/s below:Dave O'Callaghan's LinkedIn: https://www.linkedin.com/in/daveo4/Joe O'Callaghan's LinkedIn: https://www.linkedin.com/in/joeyocallaghan/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

In this episode of Sales with ASLAN, Tom and Tab sit down with global sales enablement leader Tommy Kiernan (TK) to unpack what truly drives results in modern enablement strategies. From his experience leading global enablement at companies like Visible Alpha and post-acquisition by S&P Global, Tommy K shares battle-tested insights for aligning enablement with leadership, measuring the right outcomes, and using AI to drive performance.You'll learn:Why enablement must start with leadership (CRO, sales, and client success)How to move from measuring competencies to business outcomesThe power of conversation intelligence tools in building better scorecardsHow to manage change and assess team readiness through objective benchmarksWhether you're a sales leader or enablement pro, this episode offers tactical wisdom for building a program that actually drives growth.

What's the secret to getting your product not just built—but sold, used, and loved? In this episode, we sit down with Ciara Peter, SVP of Product at Robin, to explore the full lifecycle of product success from early design decisions to sales enablement and in-app education. With nearly two decades of experience at companies like Salesforce, Box, and Medallia, Ciara shares tactical strategies for making your product easy to sell and adopt. She emphasizes the product manager's role in business outcomes, detailing how to align with sales, enable customer-facing teams, and build onboarding experiences that actually drive engagement. For detailed takeaways, show notes, and more, visit: www.pragmaticinstitute.com/resources/podcasts Pragmatic Institute is the global leader in Product, Data, and Design training and certification programs for working professionals. Learn more at www.pragmaticinstitute.com.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

In this weeks' Scale Your Sales Podcast episode, my guest is Manoj Ramnani.   Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel's research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.   In today's episode of Scale Your Sales podcast, Manoj brings extensive expertise in B2B data and entrepreneurship, with experience in both bootstrapped and venture-backed ventures. In this episode, he shares insights on selecting the right financial path for startups, optimizing the tech stack, and navigating evolving go-to-market strategies. Manoj also explores the shifting role of sales teams in response to economic and technological changes, highlighting how Sales Intel leverages human-verified data and AI to drive accurate pipeline generation.   Welcome to Scale Your Sales Podcast, Manoj Ramnani.     Timestamps: 00:00 Bootstrapping vs. VC Insights 04:08 Startup Challenges and Lessons Learned 08:22 Strategic Fundraising and Sales Optimization 11:19 Consolidation of Tech Platforms 16:14 GTM Product Innovation Challenges 17:06 Empowering Buyers, Shifting Sales Strategy 20:23 Innovative Products Need Customer Feedback 24:36 Prioritizing Quality in Data Service 28:11 Optimizing Go-To-Market Strategy 30:16 From Engineering to Sales Intel 34:10 Focus on Events, Community, Partnerships 36:29 Empowering High-Performance Teams   https://www.linkedin.com/in/manojramnani/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/janice-b-gordon/   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog: https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Mike Dullaghan is the Director of Retirement Sales Execution for Franklin Templeton. He is responsible for providing thought leadership, promoting new content, and delivering the tools and resources that help enable the Retirement team to effectively market Franklin Templeton products. Mr. Dullaghan is a regular contributor to Kiplinger's “Building Wealth” newsletter. Previously, at Putnam Investments, he was the Director of Content and Sales Enablement for Putnam's DCIO Team. Mr. Dullaghan received his Retirement Income Certificate, or RI(k), from the National Association of Plan Advisors (NAPA).In this episode, Eric and Mike Dullaghan discuss:Automatic enrollment and automatic escalationThe evolution of retirement income solutions Regularly updating the plan design The blurring of lines between retirement and wealth advisory Key Takeaways:For ERISA plans established since January 1, 2023, automatic enrollment and auto-escalation are now required, reflecting a shift toward helping more workers save effectively for retirement.There's a growing focus on creating in-plan guaranteed income options, with innovations aimed at providing personalized income solutions using technology like AI to help retirees manage their savings.Just like smartphone operating systems, retirement plans need periodic review to ensure they're optimized for changing workforce demographics and participant needs.With state mandates and demographic shifts, advisors are increasingly working across retirement plans and wealth management, creating new opportunities for comprehensive financial guidance.“If we can boil it down to what's the why of retirement income, what's the how of retirement income, and what's the what, then I think we're going to be in a way, better place than we are today.” - Mike DullaghanConnect with Mike Dullaghan:Website: https://www.franklintempleton.com/ LinkedIn: https://www.linkedin.com/in/mikedullaghan1/ Connect with Eric Dyson: Website: https://90northllc.com/Phone: 940-248-4800Email: contact@90northllc.com LinkedIn: https://www.linkedin.com/in/401kguy/ The information and content of this podcast is general in nature and is provided solely for educational and informational purposes. It is believed to be accurate and reliable as of the posting date but may be subject to change.It is not intended to provide a specific recommendation for any type of product or service discussed in this presentation or to provide any warranties, investment advice, financial advice, tax, plan design or legal advice (unless otherwise specifically indicated). Please consult your own independent advisor as to any investment, tax, or legal statements made.The specific facts and circumstances of all qualified plans can vary and the information contained in this podcast may or may not apply to your individual circumstances or to your plan or client plan-specific circumstances.

In this interview, Meghan Kirsch, an Emmy and James Beard award-winning media executive, shares her experience of transitioning from B2C to B2B marketing. The conversation focuses on how to apply consumer-focused strategies to a business environment, emphasizing that at the end of the day, you're still communicating with people. Meghan stresses the importance of humanizing B2B interactions and bringing creativity to what is often perceived as a dry, corporate space.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

In this episode of The State of Sales Enablement, Coach K sits down with Dr. Tom Tonkin—sales enablement OG, academic, and data whisperer—to explore what truly makes enablement work.From his early days as a sales leader at Oracle to earning a PhD in Organizational Leadership, Tom's unique journey has equipped him with rare insight into what actually moves the needle in sales performance. Today, he's on a mission to bring statistical rigor to the world of enablement—and help practitioners avoid chasing shiny objects.If you've ever relied on vendor reports, built programs based on industry surveys, or wondered why your initiatives aren't getting the results you expected… this episode is for you.Here's what we cover:✅ Why most industry surveys are statistically useless – The difference between descriptive and predictive data—and how to spot flawed claims.✅ Charters, methodologies, and other myths – The surprising things that don't actually move the revenue needle.✅ The 4 levels of insight – Descriptive, diagnostic, predictive, and prescriptive—what they are and why most enablement teams are stuck at level one.✅ What enablers need to learn next – Why basic statistical literacy might be the most underrated skill in enablement today.Whether you're an enabler, sales leader, or data-curious professional, this episode will change the way you think about metrics, measurement, and what it truly means to be "data-driven."Episode LinksConnect with Dr. Tom Tonkin on LinkedIn: https://www.linkedin.com/in/drtomtonkin/Connect with Coach K on LinkedIn: https://www.linkedin.com/in/jmkmba/Mentioned in this episode:

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. FOUR ACTIONABLE TAKEAWAYS Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant. Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to. Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems. Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we'll need Jane's input too. How can we involve her?” KD'S PATH TO PRESIDENT'S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Mike Earnest from Wiz to discuss the critical topic of retaining top sales talent. Mike shares his philosophy on building a culture of buy-in rather than compliance, the role of authenticity in leadership, and how sales leaders can help their teams see a clear future within the company. He also highlights the importance of transformational management, showing how investing in employees' growth leads to long-term loyalty.KEY TAKEAWAYS[00:01:08] Understanding Employee Motivations – Retention starts with knowing what employees want to achieve both personally and professionally.[00:02:15] Creating a Culture of Buy-In vs. Compliance – Employees who believe in the process stay longer than those who are forced into it.[00:03:02] Transactional vs. Transformational Leadership – Developing employees and helping them grow outweighs short-term financial incentives.[00:03:50] Helping Employees See Their Future – Retention is at risk when employees cannot envision their future within the company.[00:04:12] Taking Ownership of Employee Development – Sales leaders, not just enablement teams, must actively guide career growth.QUOTES[00:01:55] “If you're authentic and genuinely care about your team, they're not going to leave. They won't chase a shiny object because they're already in one.”[00:02:37] “There's a difference between adhering to a sales process and wanting to adhere to a sales process because it adds value.”[00:03:02] “When you help someone develop skills they never thought they could master, they're not leaving for another $10,000.”[00:03:50] “One of a leader's greatest traits is helping people see themselves in the future.”[00:04:37] “Retention isn't just about the company's reputation—it's about whether employees see a clear future for themselves.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/revenue-retention-and-recruiting-with-mike-earnestEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Internationally recognized business speaker and stroke survivor Roderick Jefferson is our latest guest on the The Sea Captain Way. He has shared his dynamic voice at a variety of events including keynotes, guest lectures, webinars, podcasts, and domain expertise panels for companies such as American Express, Oracle, Cisco, LinkedIn, Salesforce, SAP, Uber and Zoom. He is also the author of the Amazon #1 Bestselling book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. Key points:One of Jefferson's keynote speaking topics is titled “The 2% Mentality,” and it's about overcoming life's obstacles. Jefferson talks about how he overcame a near-fatal stroke and made a full recovery.As part of Jefferson's sales enablement coaching and training, he helps his clients convert prospects into customers. This involves breaking down the complexity of the buying and selling process through scalable, measurable and repeatable practices.Inconsistent execution can doom even the strongest sales initiatives and strategies. Jefferson is an acknowledged thought leader in the sales enablement space. He wrote a book that was an Amazon #1 Bestseller titled “Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.”SeaCaptainCoaching.comInstagram linkFB linkConnect with PhilLinkedInConnect with GregLinkedInConnect with Roderick JeffersonLinktr.eeNow Available!The Sea Captain Way for Financial Advisors

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. FOUR ACTIONABLE TAKEAWAYS Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn't match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don't Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet. Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency. Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor. KD'S PATH TO PRESIDENT'S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts

Throwing a warm body at "enablement" doesn't work anymore. What does work? Check out this episode with one of my favorite people in the enablement world, Monty Fowler. 

In this Predictable B2B Success podcast episode, host Vinay Koshy welcomes George Storm, the innovative CEO of Break the Box. With a rich tapestry of experience spanning industries like real estate, SaaS, and insurance, George's journey is one of curiosity and relentless pursuit of authentic connections. As someone who's transitioned from the upper echelons of corporate sales to spearheading his venture, George is no stranger to breaking conventional molds. This episode dives into the burning questions of traditional sales versus customer retention and why fostering genuine relationships rather than just chasing numbers is key to sustainable revenue growth. George shares compelling insights on how modern sales strategies can integrate AI effectively without losing the human touch. Plus, he reveals why adaptation, emotional intelligence, and curiosity are the untapped superpowers that can set B2B leaders apart in today's competitive marketplace. This episode is a must-listen if you're eager to discover how to reshape your business strategies by infusing creativity and authentic engagement. Tune in to uncover the secrets of accelerating revenue by thinking outside the box—literally! Some areas we explore in this episode include: George Storm's career background and transition to founding Break the Box.The main issue Break the Box aims to solve: revenue acceleration.The emphasis on customer acquisition versus nurturing existing relationships in sales.George Storm's personal areas of strength, such as curiosity and adaptability.The importance of soft skills like emotional intelligence in sales.The role of data in creating customer experiences and being data-driven versus creative.The potential of podcasts as lead magnets and their role in personal branding.Integrating AI in sales for data enrichment and improving sales conversations.The significance of being authentic and maintaining a conversational tone in sales communication.Building a sales and revenue strategy focused on customer success and retention.And much, much more...

In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories.KEY TAKEAWAYSDenise Millard's Career: Denise has had an impressive career spanning 27 years between Dell and EMC, focused on partners and ecosystem roles.Channel Selling Best Practices: Simplicity and accountability are key—choose 2-3 focal points, align sponsorship, and hold teams accountable.Partner Relationships: Successful partnerships stem from mutual trust and alignment, with ongoing communication and support.Challenges in Channel Sales: Challenges often arise from a lack of early engagement and understanding of local partner ecosystems by sales reps.Importance of Marketplace: Marketplaces provide access to a vast customer base, enhancing opportunities for partners and customers.AI Integration: AI is increasingly used to drive demand generation, proposal automation, and content management within the channel.Mentorship: Mentorship, both formal and informal, plays a crucial role in professional development. Denise values the advice and support from mentors like Bill Scannell and Linda Connly.QUOTES"When we do [hold each other accountable], we typically see great results.""Winning drives that [channel engagement]. So, you know, when you have success, people get excited around seeing the opportunity.""Having informal mentors who see you in action and provide real-time feedback is incredibly important.""AI has an important role in enabling partners with insights and capabilities.""Exercise is a big part of my life—it has physical and mental benefits."Find out more about Denise Millard through the link/s below:https://www.linkedin.com/in/denise-millard-0407b632/This episode is sponsored by TitanX (formerly Phone Ready Leads), the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening Videos Save Time: Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview. Live Deal Review Test: Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review. KD'S PATH TO PRESIDENT'S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts

FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren't top priority. Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D's: define, document, demonstrate, and deliberately practice new strategies. Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director's 1:1 doc. Track each rep's key metric, issue diagnosis, and growth plan for better coaching visibility. KD'S PATH TO PRESIDENT'S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts