Podcasts about sales enablement

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  

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: 

Interview de Marie Taquet, fondatrice d'Iconoclass, l' Ecole de vente qui réinvente la formation des commerciaux. Marie va nous donner ses meilleurs conseils pour devenir un Héros de la vente en partant de zéro ! Nous verrons : Est ce que tout le monde peut devenir commercial ?  Par quoi commencer pour aborder le métier ?  Comment faire quand on a peur d'appeler ou de déranger ?  Quelle est le chemin la plus rapide pour se former ? Dans quel genre d'entreprise commencer sa carrière ?  Quelle est la part de technique vs. la part d'humain dans une vente ?  Pourquoi tout le monde devrait faire un peu de vente dans sa vie ?  Qu'est-ce qu'on apprend sur soi en devenant commercial ?  Si cette video 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.

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!

PreSales als Profitcenter: Zukunftsweisend oder absurd? Tim hat sich von der Community inspirieren lassen und wagt ein Gedankenexperiment, bei dem Jan eine wichtige Rolle spielt: Was wäre, wenn PreSales vom reinen Kostenfaktor zum aktiven Umsatztreiber werden könnte? Es geht um KPIs, Cashflow und konkrete Anwendungsfälle, wie technisches Sales Enablement aktiv Profit generieren kann. Du erfährst, wo schon heute Umsätze möglich sind, welche Rolle Attribution spielt und warum zu viel Ownership auch gefährlich werden kann. Ein Gedankenexperiment mit vielen Aha-Momenten und klaren Impulsen. ----------

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.

Dans cet épisode avec Pauline Sarda, on démonte les fausses croyances qui sabotent le suivi commercial.Pourquoi relancer ne veut pas dire forcer ? Pourquoi l'inbound ne suffit pas ? Pourquoi le suivi est LE levier oublié, mais ultra rentable ?Pauline nous partage :Pourquoi le "closing" à tout prix est une illusionComment les meilleurs exploitent leur pipe comme un levier vivantDes méthodes concrètes pour relancer avec stratégie et humanitéEt surtout, ce que le bon suivi change vraiment : CA, clarté, contrôle et satisfaction clientUn épisode pour celles et ceux qui veulent vendre mieux… et pas juste plus vite.Si cette épisode 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.

Alex Lobo es consultor de negocios con más de 30 años de experiencia. Es MBA, experto en Business Intelligence, Marketing Digital y Sales Enablement. A lo largo de su carrera ha trabajado con empresas y líderes en toda Latinoamérica, ayudándolos a escalar susresultados sin perder el control ni el equilibrio personal.Es autor del libro Control Freak: From Freak to Zen, donde presenta una metodología basada en tres pilares: Claridad, Control y Crecimiento.Su enfoque permite a los emprendedores y empresarios tomar decisiones con enfoque, alcanzar resultadossostenibles y mantener el bienestar personal.Alex comenzó su carrera en el mundo corporativo liderando áreas comerciales y de desarrollo de negocios. Con el tiempo, fundó su propia consultora, donde descubrió quemuchas personas exitosas a nivel externo sufrían internamente por no tener claridad ni equilibrio. Eso lo llevó a desarrollar su actual metodología y escribir su libro.Hoy, Alex se dedica a formar líderes y acompañar equipos de alto rendimiento a través de talleres, mentorías y contenido online. Su especialidad es ayudar a empresarios a tomardecisiones importantes sin perderse en el caos ni sacrificar su salud mental.Aporta claridadestratégica con un enfoque humano, práctico y accionable.

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 episode, we sit down with Dick Dunkel, the original inventor of the acronym MEDDIC (MEDDICC), the most widely used qualification framework (MEDDPICC) in software sales, SaaS sales, and IT Sertrieb. We dive deep into the real story behind MEDDICC's creation, how it became a global standard in tech sales, and why it's still relevant in 2025. This conversation is packed with insights for SDRs, Account Executives, and Sales Leaders in Software Sales and IT sales. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (00:00) - Intro: The Man Behind MEDDICC (02:00) - How MEDDICC Was Discovered at PTC(05:15) - The 3 Questions That Started It All(08:30) - Why MEDDICC Became a Global Standard(11:45) - What Makes MEDDICC So Effective(14:10) - Is MEDDICC Still Relevant in 2025?(17:00) - The Swiss Army Knife of Sales(20:15) - Common Mistakes When Implementing MEDDICC(23:30) - Sales Enablement and Changing Behavior(27:50) - What Happens When You Miss a Step(30:40) - How MEDDICC Helps with Forecast Accuracy(35:10) - Coaching with MEDDICC: The Scoring System(39:30) - Why Qualification = Time Management(42:00) - Sales Leadership and MEDDICC Adoption(46:00) - How to Embed MEDDICC in Sales Culture(49:30) - Final Thoughts: Sales is a Lifecycle Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Êtes-vous prêt à découvrir comment l'excellence de service dans l'hôtellerie peut révolutionner vos compétences en vente ? Dans cet épisode des Héros de la vente, Alexandre Waquier reçoit Maxime Blot, meilleur ouvrier de France et entrepreneur dans le secteur hôtelier, qui partage des insights précieux sur la manière de transformer chaque interaction client en une opportunité de vente. Maxime nous plonge dans son parcours inspirant, où il souligne l'importance cruciale de l'accueil, de l'écoute active et de l'empathie dans le domaine de la vente. La pandémie de Covid-19 a mis à l'épreuve de nombreux secteurs, mais pour Maxime, elle a été un catalyseur pour se lancer dans l'entrepreneuriat avec Hospitality Insiders. Il nous raconte comment cette expérience l'a amené à redéfinir son approche de la vente, en intégrant des principes d'excellence de service qui sont essentiels non seulement dans l'hôtellerie mais aussi dans tous les domaines de la vente. En écoutant cet épisode, vous découvrirez comment les défis peuvent se transformer en opportunités, notamment en apprenant à gérer les réclamations des clients et à les convertir en fidélité. Maxime aborde également le concept d'upselling, expliquant comment offrir des expériences de valeur ajoutée peut non seulement satisfaire les clients, mais également booster vos ventes. Vous apprendrez des stratégies concrètes pour améliorer vos compétences en vente, tout en mettant l'accent sur l'importance de la première impression et de l'image professionnelle, même lors de réunions en visio. En effet, chaque détail compte lorsque vous souhaitez séduire vos clients et les inciter à revenir. Ne manquez pas cette occasion d'apprendre des meilleures pratiques du secteur hôtelier et d'appliquer ces leçons à votre propre parcours de vente. Que vous soyez un entrepreneur en herbe ou un vendeur expérimenté, cet épisode des Héros de la vente vous fournira des outils et des conseils pratiques pour exceller dans votre domaine. Écoutez dès maintenant pour découvrir comment l'excellence de service peut devenir votre meilleur atout pour réussir dans la vente ! Rejoignez-nous et laissez-vous inspirer par l'expérience et la passion de Maxime Blot, car dans le monde de la vente, chaque interaction est une chance de briller. Si cette video 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.

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. 

How do you build a scalable, effective sales process—without overcomplicating it?In this episode of The State of Sales Enablement, Coach K (Jonathan Kvarfordt) sits down with April Petrey, sales enablement consultant and creator of the SPARE Method, to talk about building minimum viable sales processes and onboarding programs for fast-growing businesses.What you'll learn in this episode:✅ The SPARE Method – A framework for scalable, resource-light sales processes✅ Why alignment across sales, marketing, and product is critical for growth✅ The importance of exit criteria and why most sales processes fail without it✅ The hidden power of enablement and why empathy is key to driving change✅ How startups can set up a foundational sales process that attracts investorsConnect with April: https://www.linkedin.com/in/aprilpetrey/Learn more about Allonsy Innovation: linkedin.com/company/allonsy-innovation-llc/Connect with Coach K: https://www.linkedin.com/in/jmkmba/Mentioned in this episode:

This week we chat to Brooke Bachesta.  Brooke is a Sales Enablement professional with experience as a sales individual contributor, people manager and data driven process builder.   Do not miss out on this fabulous episode.

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...

There's no sure-fire approach to sales enablement, the process of providing a sales team with the resources it needs to close deals. Some teams are deficient on the prospecting side — that is, identifying and contacting potential customers. Others require help getting deals over the finish line. Learn more about your ad choices. Visit podcastchoices.com/adchoices

According to Salesforce research, sales reps spend only 28% of their time actively selling. So, how can organizations help cut through the noise and maximize rep efficiency to drive success? Shawnna Sumaoang: Hi, and welcome to the Win Win podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Kevin Lewis, the global director of sales enablement at Milliken & Company. Thank you for joining us, Kevin. I would love for you to tell us about yourself, your background, and your role. Kevin Lewis: Thank you. Sure would be happy to. So I have been with Milliken for a little over 40 years. Started in manufacturing for a short time, spent some time in corporate HR, corporate training, but then spent 30 plus years in one of our divisions as a salesperson, sales manager, marketing manager, and then about the last 10 years of that in a sales enablement role. And then currently, and for the last four years have been the enterprise-wide sales enablement director, which was a new role that was formed about four years ago. So I’m the first. SS: Well, congratulations on the new role. Now, given your experience in the manufacturing industry, I’d love to understand from you, Kevin, what are some of the unique challenges that reps in that industry face and how can enablement help them navigate these challenges? KL: So, I’m not sure if it’s unique to manufacturing necessarily, but the majority of our products. Our ingredients go into other finished products. And so because of that, the supply chain is a very long supply chain and we have to be involved. At multiple points within that value chain. And in many cases, the value we bring, our products bring are not necessarily captured at our direct customer level. They tend to be more at further downstream in the downstream customers. So that’s a real challenge for our salespeople to be able to. Navigate through that supply chain and have the ability to call on the various points within that chain. And those customers are very different type of customers. They could be a very large chemical manufacturer. They could be a cut-and-sew operation. It could be an end user like a Walmart or a Starbucks. And so the capability of our sales force has to be Such that they can effectively call on all of those various points in the chain effectively. And so, Sales Enablement allows us to provide the coaching, the tools, the assets that they need at those various points. So that they can be more successful and not spend their time creating or locating those necessary tools to be successful. SS: Absolutely. And I know, and you mentioned it just now a few times, but how important sales efficiency is. And I know that’s a key goal for you. Why is that a top priority for your company this year? And what are some of the initiatives that you’re focused on to help achieve it? KL: Yes, it is a priority for us. We are challenged to grow just like most any company and many of the industries that we in are not necessarily growing industry. So it’s a real challenge. And so we have to be more effective and efficient without adding SGNA and adding more headcount. So we have to improve our efficiency and our effectiveness of our sales force. Two of the real key things that we’re focused on this year is sales training. We have implemented a lot of sales methodology, training, market training, product training, as well as a lot of other types of. Sales focus training, and then I would say that the other thing that we focused on is marketing and how we can connect our marketing efforts to our sales force in a much more streamlined way. Big part of that is both of those initiatives is the utilization of our sales enablement tool, Highspot which allows us to provide that content, whether it’s training or assets or whatever it may be to our sales force at their fingertips. SS: Well, you may have already answered my next question then. I’d love to get your perspective on the strategic advantage of having an enablement platform for boosting sales productivity. KL: I would say just like with having CRM as the one place to go for salespeople when they want to talk about or understand their customers, their contacts, their sales opportunities, having one enablement platform where we have the ability to house all of our assets and our content. And give our salespeople tools and functionality to communicate with our customers, like utilizing pitches, digital rooms, things of that nature. And having the two of those connected is one of the key ways, in our opinion, that we have the ability to, again, improve that efficiency and effectiveness so that we can cut down on that time spent looking for things, creating things. And give them more time to effectively prepare and then go out and execute. Obviously it’s what the ultimate goal is. SS: I love that. How do you effectively collaborate with key stakeholders, such as some of the cross-functional partners you mentioned, like marketing, maybe the frontline sales reps themselves to continue to enhance sales efficiency? KL: So I mentioned that the role I’m in is a new role that was created about four years ago. Prior to that, I was in this role in one division, but we have four divisions and the other three divisions did not have a sales enablement leader, nor was there a corporate person. And part of our digital roadmap was we wanted one CRM platform across our organization. And at that time we had seven across four divisions. So the first part of that business case was to create this sales enablement team so that each division had one and there was a corporate one that was going to at least initially drive adoption of that one platform, but once that was in place, which it is, to continue to drive sales efficiency, sales effectiveness across within their division and across divisions. And so that hub and spoke model has been very effective for us in the fact that our sales enablement leads, and myself, we see our role as how can we make salespeople better. And when I say that we really focus on process systems and people. And so we are across the entire spectrum. So whether it’s people meaning sales methodology or training processes, improving internal processes, whether it’s things like sample requesting or things of that nature, and then systems, which be our CRM system and our sales enablement platforms and making sure that we connect all of those together. So that has been very effective. For us as a team to work together, but then to take that out to the field so that it’s someone within each of the divisions that’s really driving that. And then the other thing I would say is we work hand in hand with our corporate marketing team, who is driving a lot of the demand generation and a lot of the marketing automation work they’re doing that obviously is feeding into our salespeople in the form of lead generation and things. That collaboration is truly a hand-in-hand effort that we have been working together for the last couple of years once we got that initial CRM platform in place. SS: And that is a massive undertaking. So congratulations to the team for getting that all underway in the last few years. Now, I want to shift gears just a little bit. I still want to talk about rep efficiency, but I want to talk about it in the context of content governance. Because we’ve heard from a lot of our customers and enablement practitioners, how important that is in helping to improve rep efficiency. Can you share a little bit more about your strategies for content governance and how that helps your team optimize efficiency? KL: Sure. So what I would say is the sales enablement platform actually fell under one of our corporate marketing folks. When we initially started utilizing Highspot and quite honestly, it was about number 18 on their priority list, probably. So I would say it was not given a lot of focus and effort. And the governance was extremely ad hoc, if at all, we made some changes and a sales enablement tool seems natural to be in the sales enablement team, very logical. So I, and our sales enablement team, we actually assumed that responsibility about eight to nine months ago. And since that time, we’ve tried to do a lot of cleansing of assets and of the platform in general. But in the last two months, actually, we have put a focused effort on governance around that to move it from that ad hoc to where we now have a full-time admin working on sales enablement that one of the focused areas is around governance around our sales enablement tool around training around an improved utilization to also provide additional functionality because our tool has been so underutilized up until we’ve assumed this responsibility that we see a lot of potential for improving that. But part of that improvement is a strong cleansing effort that we’re doing right now, but then putting in specific governance with not only that admin, but specified admin within each of our divisions to ensure our content stays fresh and relevant. SS: Well, in addition to helping reps find the right content, you guys are also helping them to leverage it effectively. You guys have seen a 58 percent increase in adoption of external shares. Like pitching, like digital rooms. What are your best practices for helping reps effectively engage their buyers? KL: One of the things that we do is we track and measure and share out that information. Salespeople are highly competitive by nature, and so anytime you can measure and share out how salespeople are doing, that will tend to stimulate some competition just naturally. So we track and measure and we share that information. It’s not in the form of a KPI necessarily, but allowing our salespeople who are not utilizing it to see others are doing this. And by the way, I happen to know that that person’s being successful, so maybe I should take a look at this. So that’s one of the key things that we’re doing is measure, tracking, and sharing. The other is training. We put a renewed emphasis over the last few months. On training and it’s only going to be enhanced because we’re actually going to be adding a number of new sales reps who currently are not licensed, but will be in the next few weeks. And so there’s going to be an even new emphasis, renewed emphasis, I guess is appropriately way to say it on training of not only those new associates. To the platform, but our existing ones so that we can ensure that we continue to drive that utilization of the tool and the functionality that’s there.That’s we’re seeing success. And the other thing is within the divisions, we have 1 division that tends to be at this point, our highest utilization, and they’re seeing a lot of success and the. Admin or the person in that division that’s really driving that has certainly been very instrumental in sharing out those best practices with that sales force. So it’s a combination of those things. SS: Amazing. Well, you talked about this. You touched on this a little bit at the start of your last answer, but I’d love to revisit a little bit more and dig a little deeper. What are the key metrics that you track to measure the impact of your programs on sales efficiency and effectiveness? KL: So the number one, I mean, salespeople are in the business of closing business. So the first key metric and number one key metric is one opportunities. We are, that is by far the number one thing, because that’s ultimately the objective is to make the sale. So one opportunities is certainly one of the keys that will always be in place. Tracked, measured, shared very frequently. In addition to that, we are looking at win rates, we’re looking at cycle time, we’re looking at lead conversions, we’re looking at things like time due to convert leads, how many leads we get that are not acted upon within 24 hours. So a lot of those types of things that we track and some of which are actual KPIs. But like I said, one of our focuses is sales training, and so we’re tracking and measuring sales training courses that our folks are taking. And it’s actually a KPI for all of our sales people this year that they have to take a minimum of X number of classes. So we’re tracking and measuring that. And we’re also looking at things like our website, how our customers are interacting, but then how that flows through to existing contacts and tracking that for our salespeople, which is something that is relatively new to the salesforce. So a lot of things, but bottom line, still top of the list, one opportunities. That’s the name of the game. SS: Always, always. Since you’ve implemented Highspot, do you have some key results that you might be able to share with us already? Any wins you can share? KL: I would say one of the biggest wins is within one of our divisions. We have a sizable number of sales reps in that division that are constantly interacting with the A and D community. So architect and design community and that community, of course, even though they’re not our direct customer, they’re a heavy influence in that marketplace. And what’s important to them most of the time, not 100%, but a large majority of the time. Our aesthetics and looks, those soft things, it’s not specifications, and it’s not price, and it’s not hard things, it’s the soft things. And so, our reps in that division have been very successful in utilizing pitches to that community to share with them a lot of the design work we’re doing with the products that that group sells, as well as our capabilities of creating new designs. And that has been very well received in the A& D community because again, they’re all about aesthetics and looks and art. And creativity. And so getting that word out to that group of Customers has been very successful with that group as far as influencing the sale. SS: I love that. That is a fantastic win. Kevin. Amazing. Last question for you as you’re looking ahead, how do you plan to evolve your enablement strategy to continue to drive sales efficiency? KL: In the case of our sales enablement platform, as I mentioned earlier, we have a renewed emphasis this year. Adding people training, focused admin efforts on cleansing, governance, training, new functionality, all of the sales training that we’re doing. And so this year we’re really about executing, that’s kind of the word that I use the most often internally is this is the year of execution. This is not the year of let’s go find another new tool or that kind of thing. We’ve done a lot of that in the past five to eight years. We’ve built the ecosystem in my opinion, very well, and we’ve done a pretty good job. We’re not quite there, but we’ve done a really good job of integrating our ecosystem. So now it’s about execution. And so I think as we move forward, we’re going to need to continuously evaluate how are these things doing? Are we getting the value that we need? What do we need to change or pivot to or from to make it more effective? We have a sales advisory board that we utilize on a regular basis as a sounding board for the sales organization. So in addition to our sales enablement leads interacting on a daily basis, that’s another way that we can collect that feedback to ensure that the strategy and the execution that we have in place, it’s working and whatever we need to tweak, we can tweak. And if we find a major hole somewhere, whatever it may be. Then let’s go address it. But right now we feel pretty confident that we don’t have any big holes. We know we have some little ones here and there that we’re always going to be trying to work on, but. It’s really about execution and then changing our strategy to make sure that that execution is going well. Our sales enablement team deals with so many things, sales training, we deal with customer journey mapping, we deal with customer segmentation, we deal with customer surveys and customer experience things, we deal with CRM and all of the systems. So, I mean, it’s such a broad spectrum that it’s always going to be evolving, but we feel like we’ve got it at a place now where we don’t need any major changes. It’s more about execution and tweaking, I think. SS: I love that. You guys are focused on executing with excellence. I think that is phenomenal, Kevin. Thank you again so much for joining us and sharing your perspectives with our audience. I really appreciate it. KL: Thank you. Glad to be here. SS: To our audience. 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.

In this special episode of The State of Sales Enablement, Felix Krueger flips the script and welcomes the show's own co-host, Jonathan Kvarfordt (Coach K), to the other side of the mic. Known for his deep insights into AI, sales enablement, and go-to-market strategies, Coach K shares his vision for AI in sales, the evolution of AI agents, and the intersection of human connection and automation.We dive into his latest role as Head of GTM Growth at Momentum, the launch of the AI Business Network, and how AI is reshaping everything from customer interactions to sales enablement workflows.Here's what we'll cover:✅ The role of AI in sales—how AI is shifting from a tool to a co-pilot for sales teams.✅ GPTs vs. AI Agents—the key differences and why agents are the next big leap.✅ AI automation in sales enablement—how enablers can amplify their impact using AI.✅ The future of AI in customer interactions—can AI replace sales teams, or does human connection still reign?✅ Momentum's approach to AI-driven sales workflows—why real-time conversation intelligence is a game-changer.✅ The risks of AI over-reliance—how to maintain critical thinking in an AI-first world.✅ Why authenticity will become a premium experience—how live interactions and in-person events will stand out in an AI-saturated world.Tune in to hear Coach K's unique perspective on where AI is headed, how it's already impacting sales and enablement, and what the future holds for human-AI collaboration.Connect with Coach K:

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.

Olivia Stapleton is the Marketing Specialist and Sales Enablement leader at Dealer Teamwork LLC, a pioneering automotive digital marketing company, and founder of Next Gear Automotive. She helps dealerships optimize their digital presence through patented MPOP® technology while fostering industry innovation through her platform focused on people and passion in automotive.Today, Olivia Stapleton shares her journey into the automotive industry, where she's been immersed since childhood, thanks in part to her father's influence. She discusses the importance of connecting with the next generation, especially in automotive marketing, while highlighting her passion for merging creativity and strategy.Olivia also delves into how Dealer Teamwork is redefining digital advertising with transparency and personalization. Plus, they chat about the evolving role of marketing in auto sales, Olivia's exciting content projects, and how the younger generation can drive change in this fast-paced industry.--------------------------------------------This show is powered byPartsEdge: Your go-to solution for transforming dealership parts inventory into a powerhouse of profitability. Their strategies are proven to amp up parts sales by a whopping 20%, all while cutting down on idle inventory. If you're looking to optimize your parts management, visit

"Time to market increased by 65%. Reseller success metrics up 90%. That's the power of structured onboarding," says Katie Merrill, CEO & Founder of B-Lynk. At the upcoming Cloud Communications Alliance Cloud Connections (April 14-16, St. Petersburg, FL), Katie Merrill will help lead a roundtable discussion on Winning Marketing Strategies from AI to Training to Events—a collaborative session designed to give UCaaS and CCaaS providers the strategies, tools, and best practices needed to accelerate sales enablement and drive reseller success. Reseller Enablement: The Key to Faster Go-To-Market Success Why It Matters Many cloud communication providers struggle to onboard resellers efficiently. Without structured training, products sit on the shelf, sales cycles slow down, and resellers lack confidence in positioning solutions. B-Lynk's Approach Transforms traditional onboarding by packaging sales, product, and technical training into scalable, digital e-learning programs. Proven Results 65% Faster Time-to-Market – Resellers ramp up and start selling quicker. 90% Increase in Reseller Success Metrics – Better-trained partners lead to stronger sales performance. On-Demand, Scalable Learning – No need for half-day training calls or webinars—learn at your own pace, anytime, anywhere. A New Kind of Conference Session: Engaging, Interactive, and Actionable Merrill's roundtable at Cloud Connections 2024 https://www.cloudcommunications.com/connections will focus on practical solutions. Key Takeaways from the Session Maximizing Sales Success – Digital-first enablement strategies for resellers, direct sellers, and channel partners. AI & Training in Marketing – How to scale reseller education and adoption with digital content. Interactive Format – No slides, just real conversations with industry experts. Join the Conversation Attend the Session at Cloud Connect (April 14-16 https://www.cloudcommunications.com/connections ) Learn More About B-Lynk: www.b-lynk.com Connect with Katie Merrill: Katie Merrill on LinkedIn @Joe Marion @Clark Peterson @Michael Quinn @Dave Gilbert @Jason Byrne #CloudConnect #CCA #UCaaS #CCaaS #SalesEnablement #ResellerSuccess #AI #Training #GoToMarket #CloudCommunications

On today's episode of The Goats of Growth, we're joined by Rob Merklinger, SVP of Global Sales at JRNI to discuss the key traits that drive sales success—curiosity, teamwork, and effective coaching. Rob shares lessons from his leadership journey, the challenges of first-time management, and the impact of domain expertise in sales. He also dives into the importance of sales enablement, training for new hires, and simplifying sales processes for better results. Tune in to hear Rob's insights on:

In last week's episode of The Mindtools L&D Podcast, we explored sales enablement from the perspective of sales and marketing teams. But where do product teams fit in? Beyond building products, what role do these teams play in generating revenue?  For the second instalment in our two-part series on sales enablement, Ross D and Lara are once again joined by Darren Bezani, Chief Salecologist at Salecology, to discuss:  why it's important to involve product teams in sales enablement;  the behaviors we want product teams to demonstrate;  how L&D can support this, beyond simply providing training.  To learn more about Darren's work, head to salecology.com.  In ‘What I Learned This Week', Lara mentioned A Court of Thorns and Roses by Sarah J. Mass.  Ross D recommended Warren Zanes' book Deliver Me from Nowhere, exploring the making of Bruce Springsteen's Nebraska.  For more from us, visit mindtools.com. There, you'll also find details of our award-winning performance support toolkit, our off-the-shelf e-learning, and our custom work.    Connect with our speakers     If you'd like to share your thoughts on this episode, connect with us on LinkedIn:  Ross Dickie  Lara Kidd  Darren Bezani 

In this episode of The State of Sales Enablement, Felix sits down with Carolyn Breeze (CEO) and Lauren Calautti (Chief Revenue Rocketeer) from Scalare Partners, an ASX-listed investment firm operating in Australia and USA. Unlike traditional VC firms, Scolari Partners takes a hands-on approach—providing commercial services that help startup founders and scale-ups build and refine their sales motions for sustainable revenue growth.Carolyn and Lauren share their unique perspectives on sales enablement in the startup world, emphasizing why sales is just as critical as product development. Whether you're a founder, enabler, or sales leader, this episode is packed with insights on how to build scalable sales strategies from day one and how corporates can learn from startup agility.Here's what we'll cover:✅ The biggest sales challenges for startup founders—why sales is often an afterthought and how to correct that.✅ Building scalable sales functions—the process VC firms use to diagnose sales issues and implement effective strategies.✅ Sales acceleration in startups vs. enterprises—why corporate sales teams often lack the scrappy, high-impact approach of startups.✅ Technology for sales enablement—which tools are transforming sales efficiency and effectiveness.✅ VC firms as sales enablers—how VC firms can embed commercial success into their investment strategy.

Welcome to a landmark episode of the eCom Ops Podcast. We've curated a special mix featuring four visionary leaders in the eCommerce space. Each guest brings a wealth of knowledge and experience, shedding light on critical aspects of the industry. This episode is a treasure trove of insights, from innovative sales strategies and B2B sales enablement to the intricacies of customer loyalty and the nuances of subscription models.

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

All sales training is sales enablement, but not all sales enablement is sales training.  In this week's episode of The Mindtools L&D Podcast, Ross Dickie and Lara are joined by Darren Bezani, Chief Salecologist at Salecology, to discuss:  what ‘sales enablement' means, and why it's intentionally broader in scope than sales training;   what sales enablement is designed to achieve, beyond increased sales;  the role of managers in sales enablement.  To learn more about Darren's work, head to salecology.com.  In ‘What I Learned This Week', Lara recommended the ‘How to Unlock the Power of Your Subconscious Mind' episode of Dr Rangan Chatterjee's Feel Better Live More podcast.   Ross D discussed Ben Betts' blog post ‘The fall of click-next e-learning: What Operator means for training'.  For more from us, visit mindtools.com. There, you'll also find details of our award-winning performance support toolkit, our off-the-shelf e-learning, and our custom work.    Connect with our speakers     If you'd like to share your thoughts on this episode, connect with us on LinkedIn:  Ross Dickie  Lara Kidd  Darren Bezani 

In this episode of The State of Sales Enablement, Coach K welcomes Alex Matyushenko, a seasoned enablement leader with experience at AWS, Google, and Microsoft. From driving sales excellence to leveraging AI for scalable impact, Alex shares his expertise on influencing at scale, enabling leaders, and building high-performing teams—even when those teams don't report directly to you.Here's what we'll cover:Enablement in 2025: What modern enablement really is and why it's more critical than ever.AI as an Enablement Superpower: How AI can enhance onboarding, sales readiness, and skill-building at scale.Influencing Without Authority: How to drive meaningful change even when you don't manage the sales team directly.The Power of Research: How Alex prepares for leadership conversations, identifies performance gaps, and builds enablement strategies that work.Execution Over Advice: Why enablement fails when it stays in “consulting mode” and how to ensure you deliver tangible business impact.The 3 Leadership Principles: Alex's framework for inspiring and leading teams effectively.Tune in for an insightful conversation packed with practical enablement strategies, leadership lessons, and AI-driven innovations that can help any enabler increase their influence and impact in 2025 and beyond.Connect with Alexander Matyushenko:

SEASON: 4 EPISODE: 35Episode Overview:Ever feel like you are working hard, but not always smart? This week on Becoming Preferred, we're diving into the world of sales enablement with Dr. Stefanie Boyer, a true expert in the field. Stefanie helps businesses equip their sales teams with the tools, resources, and strategies they need to close deals and boost revenue. She's here to break down what sales enablement really is, why it matters, and how you can implement it in your own organization. Get ready to transform your sales performance with my guest, Stefanie Boyer. Guest Bio: Dr. Stefanie Boyer, Professor of Marketing at Bryant University, is the Co-Founder of RNMKRS, a virtual platform for training and assessing sales talent. She is Executive Director of the Northeast Intercollegiate Sales Competition, linking organizations with top talent, and is the recipient of the prestigious American Marketing Association Sales Educator of the Year Award. Stefanie coauthored The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand. She brings unique and valuable experience to the classroom and to organizations that want to build their client base.Since 2003, Dr. Boyer has held various roles in training and developing sales professionals working in sales and preparing to go into sales. Her expertise leverages self-directed learning philosophies to help organizations get more out of their training resources. What does that mean? Your team will learn more effectively and efficiently and you will see an improvement in performance when you use this approach. Dr. Boyer uses an adaptability approach to training teams to shorten their decision making cycle and capitalize on revenue opportunities.Dr. Boyer created a sales movement at Bryant University with a sales minor, various sales competitions and events, a vibrant sales team and mentorship programs. She strives to bring together the brightest sales students and leading sales organizations in the northeast and expanding around the country for networking, recruiting, competition and skill-building.Dr. Boyer has won several teaching, innovation, research and service awards over the years in the sales field.You can find more information about her research and the training she does in the following outlets: Wall Street Journal, Sales Education Foundation Annual Magazine, Journal of Business Research, Journal of the Academy of Marketing Science, Journal of Selling, International Journal of Education, Journal of Marketing Analytics, Journal of Self-Directed Learning, Marketing Management Journal, Journal of Marketing Channels, Journal of Business to Business Marketing, Journal of Managerial Issues, Journal of Marketing Education, Journal for Advancement of Marketing Education, Academy of Marketing Studies Journal, International Journal of Sales, Marketing and Retailing, and the Journal of Research and Interactive Marketing, among others. B.A., M.B.A., Ph.D. University of South Florida.Resource Links:Website: Website: https://www.bryant.edu/academics/faculty/boyer-stefanieProduct Link:

SummaryLuis Baez, a sales and revenue enablement leader. Luis shares his journey from growing up in poverty in Puerto Rico and the Bronx to achieving success in the corporate world. He discusses the importance of cultural identity, empathy, and effective communication in both personal and professional settings. Luis emphasizes the significance of understanding different perspectives and the common human experiences that connect us all. He also delves into his transition into sales and leadership, highlighting the confidence he gained and the impact he aims to have on others through his work in sales enablement.Learn More about Sam KnickerbockerFuel Your Legacy: 9-Pillars to Build a Meaningful LegacyLearnFromLuis.comTakeawaysLuis Baez emphasizes the importance of cultural identity in shaping one's perspective.Empathy is a crucial skill developed through diverse life experiences.Direct communication can be misinterpreted in different cultural contexts.Sales enablement is about connecting sales, marketing, and operations for success.Imposter syndrome is a common experience among successful individuals.The confidence gained in sales can lead to broader opportunities in leadership.Understanding the DNA of a team is essential for fostering a positive work environment.Celebrating success is vital for team morale and motivation.Luis's journey reflects the power of resilience and adaptability.Helping others achieve their goals is a core part of Luis's mission. Chapters00:00 Introduction to Luis Baez and His Journey01:32 Luis's Early Life and Background11:46 Cultural Identity and Empathy20:14 Navigating Communication Styles27:28 Transitioning into Sales and Leadership39:12 Sales Enablement and Business Success

Implement4's Chief Revenue Officer, Jenny Andrawis has over 16 years in the restoration industry and 20 years as a Marketing Executive. Prior to leading Revenue generation initiatives at Implement4, Jenny has held Chief Revenue Officer, Marketing Leadership, Customer Success, and Sales Enablement roles with restoration companies ranging from $20M to over $800M.  Her strengths include driving integration and alignment between all revenue-related functions, including marketing, sales, customer support, pricing, and revenue management. She maintains excellent communication frameworks across the various organizational functions to maximize revenue production. Key personal and professional attributes that define Jenny are being diplomatically direct, being results-oriented, a market maker, always leading from the front, and having high emotional intelligence. Jenny focuses on data-driven results, and understands and embraces the differences between marketing and sales. Jenny is a committee member of the Social Media Club Washington DC, an organization which provides opportunities to share ideas and information about social media. SMC's primary missions are focused on promoting media literacy, promoting standards based technologies, championing ethical behavior, and sharing collective knowledge. Jenny is also on Constant Contact's advisory panel. Her regular participation on different email marketing, social media marketing, and contact management topics helps influence product and service decision-making at Constant Contact.

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

In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Aaron Evans, co-founder of Flow State, a B2B sales performance and transformation consultancy. Aaron has spent 15 years in enablement, working across multinational corporations and fast-moving startups, and today he shares his insights on sales transformation, methodology adoption, and why enablement must be laser-focused on pipeline impact.Here's what Jonathan and Aaron discussed:

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environmentsKEY TAKEAWAYSImportance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.Mentorship: Value of having mentors and learning from experienced professionals in the field.Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.QUOTES"The thing that separates the good from the great is just continuing to go that little extra mile.""You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have.""When you can go at the high range and people still spark their interest, that's when you know you start to got something."Find out more about Dave Greenberger through the link/s below:https://www.linkedin.com/in/davidgreenberger/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 Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams.KEY TAKEAWAYSCommit Culture: Emphasis on a commitment-driven sales culture where performance and accountability are prioritized.Sales Strategy: The importance of research, relationship-building, and face-to-face interactions in large-scale sales.Training & Development: Role of tailored sales training and development programs in equipping the sales team with essential skills.Tools & Technology: Utilization of advanced sales tools like Clary and ZoomInfo for data-driven insights and effective lead generation.Executive Support: Strong leadership support and cohesive executive team collaboration are crucial for achieving growth targets.Hiring Philosophy: Focus on hiring experienced individuals with a strong network and a proven track record in sales.QUOTES"Hope is not a strategy.""My goal is to make the AI tool inaccurate to the good.""If you don't enable your people, you can't hold them accountable to be successful.""We have to suit up, show up, and present our solution.""It's about profitable revenue growth, not just growth."Find out more about Steve Hershkowitz through the link/s below:https://www.linkedin.com/in/steve-hersh/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.

Most law firms never reach $1M in revenue, but Sasha Berson has helped countless firms double their income through data-driven marketing. We dive deep into the exact metrics and strategies needed to hit critical revenue milestones. From calculating your required lead volume to identifying untapped practice areas, Sasha shares the framework that's helped 2,000+ firms scale their practices. Dominate your market today. Grab a copy of Chris' latest book, Personal Injury Lawyer Marketing: From Good to GOAT.  In this episode of Personal Injury Mastermind, the Chief Growth Master at Grow Law Firm reveals his proven blueprint for scaling from $1M to $10M+.  Learn how to leverage untapped practice areas and optimize your marketing spend for maximum ROI. We discuss: The precise lead volume needed to achieve revenue targets Key challenges in scaling beyond $8M revenue Finding profitable practice areas in competitive markets Client acquisition costs across different case types Search marketing fundamentals for sustainable growth Building an effective organizational structure Integrating sales enablement into your practice Guest Details Sasha Berson is the Chief Growth Master at Grow Law Firm, where he's helped over 2,000 law firms double their revenue through data-driven marketing strategies. Sasha Berson: LinkedIn, Instagram,  Grow Law Firm: Website, Podcast Chris Dreyer and Rankings Details Chris Dreyer is the CEO and founder of Rankings.io, the elite legal digital marketing agency.  Rankings: Website, Instagram, Twitter Chris Dreyer: Website, Instagram Newsletters: The Dreyer Sheet  Books: Personal Injury Lawyer Marketing: From Good to GOAT; Niching Up: The Narrower the Market, the Bigger the Prize Work with Rankings: Connect Time Stamps 00:00 Intro  01:37 Finding Profitable Niches  04:32 Scaling to Your First Million  07:27 The Path to $10M Revenue  09:12 Search Marketing Dominance  12:03 Social Media Reality Check  13:38 Sales Enablement in Law Firms Additional Episodes You Might Enjoy 80. Mike Papantonio, Levin, Papantonio, & Rafferty — Doing Well by Doing Good 84. Glen Lerner, Lerner and Rowe – A Steady Hand in a Shifting Industry 101. Pratik Shah, EsquireTek — Discovering the Power of Automation 134. Darryl Isaacs, Isaacs & Isaacs — The Hammer: Insights from a Marketing Legend 104. Taly Goody, Goody Law Group — Finding PI Clients on TikTok 63. Joe Fried, Fried Goldberg LLC — How To Become An Expert And Revolutionize Your PI Niche 96. Brian Dean, Backlinko — Becoming a Linkable Source 83. Seth Godin — Differentiation: How to Make Your Law Firm a Purple Cow 73. Neil Patel, Neil Patel — Digital A New Approach to Content and Emerging Marketing Channels