Emre Vatansever shares his unexpected journey into the world of sales. Together we discuss the importance of curiosity, learning from customers, and the significance of coaching in achieving sales success. Emre's insights are...
Mike Conrad and I dive into the nuanced world of inside sales. Mike, a seasoned sales professional with extensive experience in inside sales management, shares his lessons learned. We explore the evolving landscape of inside ...
Jim Schaffer and Lee discuss the role of mindfulness and awareness in sales. We explore the relevance of being present, the power of emotional intelligence (EQ) in sales interactions and the importance of understanding the co...
In this episode of the Thoughts on Selling podcast, we sit down with Deb Berman, an experienced sales consultant specializing in assisting early-stage tech startups, and a fellow Colgate alum! Join us as she shares her insigh...
Nancy Maluso, Chief Marketing and Strategy Officer at Edgio and I take a deep dive into the power of curiosity and authenticity in the customer engagement process, and the practices of value selling to ensure positive outcome...
Jonathan Mahon, cofounder of The Practice Lab and I take a deep dive into the value of discovery in the sales process, and the application of “deliberate practice” to improve selling skills. While some believe that discovery ...
Special guest Mark Goloboy brings an extensive background in both large and small companies driving demand using data, analytics, process improvement and elbow grease. Together we nerd out on the value of data and shared goal...
The purpose of a sales enablement charter is to define sales enablement, the sales enablement group mission, its focus, how it measures success, the key stakeholders and internal customers. It sets the boundaries of what the ...
Senior sales leadership (and Wall Street analysts) talk a lot about strategic accounts. Of course, that’s where the money is, and more importantly that’s where the profit is. While your top tier of customers may generate 60 o...
While most people think of opportunity reviews as a necessary evil to build pipeline visibility, effective opportunity review sessions serve as a critical planning process to ensure timely deal closings. Yes…a planning proces...