Episode Library

Special guest ⁠Laurie Schloff and I discuss the value of effective communication in the selling realm. This episode will help you to become a better communicator, and to help your team communicate better as well!

Good communicators are able to motivate their prospects more effectively than weak communicators, and most of selling involves helping others to see different ways of being, to lower the perception of risk in acting, and to show a useful path forward.

Laurie shares some tips regarding...

Special guest ⁠Jackie Quint and I discuss the value of customer success as a key to revenue generation and why smart AEs partner with CSMs to win more deals and help customers achieve their strategic goals!

Too much of selling focuses on the hero's journey of bringing in new logos and undervalues the shorter-cycle, lower-cost, higher-win-rate sale to existing customers. Jackie, with her experience in carrying a bag, consulting with multiple companies and then running Sales Enablement, Operation...

Special guest ⁠Christine McKay and I discuss how to get the most from a sales engagement, starting with a value selling mindset — understanding requirements, aligning with the customer’s business goals and demonstrating value. Christine, as an experienced sales negotiator, outlines how most organizations leave value on the table and assume additional costs in virtually every deal.

While sales people tend to focus on price as a primary contract term, most customers care more about implementation...

Special guest ⁠Kevin Dixon⁠ and I discuss a key factor in value selling — understanding the participants on the buying team, mapping the relationships and dynamics and coming up with a plan to address their individual and group care-abouts.

Kevin is a long term sales exec turned company founder, who has brought a powerful tool to the market. Boxxstep provides the capability to map relationships, share that information cross the sales team and to poll individual buyers post engagement to determi...

Special guest ⁠Meagan Davis and I discuss the essence of sales enablement and how it’s similar to long distance running — you have to prepare, set a project plan, to train, be ready for speed bumps, broken shoe laces, SMEs that don’t show up or other anticipated/surprising events that may impede your ability to succeed.

Meagan recently published How to Start a Sales Enablement Program, available on Amazon. Her goal in writing the book was to capture and share her own learnings in launching a sa...

Special guest Tammi Warfield and I discuss the full customer buying relationship versus the much more limited traditional selling approach. Tammi has held senior leadership roles at Microsoft, BMC, Delphix and more, where she owned the customer relationship process and business practices across the entire lifecycle. She's carried a bag and, generously, she has many lessons to share.

She also happens to be a long time friend and former coworker.

We explore Tammi's Value Realization model of Eng...

Stefanie Boyer, Ph.D is an author, TEDx and keynote speaker, sales trainer and named Forbes Next 1,000. Stefanie speaks and writes about how businesses can create growth while keeping their teams happy and loyal. Cited by AMA as the Sales Professor of the Year and recognized as a sales innovation expert, Dr. Boyer runs the sales program at Bryant University and is co-founder of RNMKRS, a technology company using AI to bring unbiased sales training to students around the world.

Stefanie has carr...

Lisa Skillern brings a special blend of process expertise in sales enablement and domain expertise in security. Her stakeholders love her; her sales teams count on her. She has carried a bag and run marketing. She has driven revenue and sales productivity in both large and small organizations. When we needed an enablement pro to drive global sales enablement for the security portfolio at Google, she was the obvious choice and we worked together to design and deliver enablement for our related po...

Liz Pulice brings a special blend of hands-on experience and executive leadership skills. She has many years of go-to-market strategy, operations and revenue and sales enablement activities. She's carried a bag and run operations. She is a fellow founding member of the ⁠⁠Sales Enablement Society⁠⁠, and a sought after industry speaker

Liz focuses on operational excellence, aligning with strategy and managing stakeholders. At the same time, her background in psychology and the sciences gives her ...

Roderick Jefferson brings a special blend of hands-on experience, including carrying a bag early in his career, and managing training, sales productivity and global sales enablement over the past 20+ years. He is a fellow founding member of the Sales Enablement Society. He is a frequent keynote speaker and published author⁠.

Join our conversation on sales enablement -- how we define it, how the focus has gone from the "right content at the right time at the right place..." to changing seller be...