Episode Library

Rob Durant, a social enablement expert and I explore the concept of social enablement, sharing insights on how sales teams can leverage social media to improve their long term sales performance. We share personal anecdotes, practical advice, and strategies to elevate your sales approach. Key takeaways Be Approachable: Establish a social presence that reflects your true self, making it easy for others to connect with you on a personal level. This is the foundation for building meaningful relation...

Matt Stinson, a sales coach and former VP of Sales and podcast host (and fellow sales coach) Lee Levitt delve into the intricacies of sales leadership, coaching, and how to improve enterprise sales productivity. Our conversation covers personal experiences, practical advice, and strategies to elevate your sales team’s performance. Key takeaways: Effective Coaching: Great coaching is about asking the right questions and facilitating self-discovery, rather than simply providing answers. It's essen...

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 backed by his extensive background in international relations, international business, and his current role in improving commercial performance for technology-oriented, midsize family-owned businesses. Through stories and examples, Emre shares how his perspective on sales e...

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 sales and the importance of strategic leadership and development within inside sales teams. We discuss the transformative impact of thoughtful sales approaches, mentorship, challenges of adapting to modern sales tools, and advice on career pathing. Mike and I share our exper...

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 context of who you're selling to. Jim shares his personal journey of discovering mindfulness and how it transformed his approach to sales. We discuss the benefits of being present and reframing perspectives to find joy in any situation. We also highlight the role of managers i...

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 insights on building successful sales organizations, navigating the transition from startup employee to consultant, and the key elements for effective B2B sales. Discussion Highlights: Transitioning from founder-led sales to fielding a successful sales organization: Deb sheds ligh...

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 outcomes for all. Nancy and I cover the practices that allow a good sales person to drive great results. Key takeaways: - High performing sales people don’t provide information about products. Instead, they provide insight into how a company’s business can be changed by change in p...

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 “belongs” in a discrete stage of the sales process, and is sometimes delegated to a presales engineer, Jonathan and I share a different perspective. Discovery should start long before the first contact, with the sales person and presales engineer conducting background resear...

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 goals to help drive pipeline size and shape. We also dig into the processes that help to ensure success. Some companies play the blame game ( it’s your fault, no yours!) while others focus on the goals of driving revenue and customer value. This latter focus requires both good d...

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 group will do and importantly, what the group will not or should not do. The charter is a tool to help communicate what others should and should not expect from the sales enablement team. High performing teams include the following critical components in their sales enableme...