Episode Library
Business Management sales management sales enablement leadership agentic AI selling fundamentals authenticity analytics improv Account Management Customer Success Sales Leadership lead generation pipeline management communication value selling language of value business transformation customer centric selling digital transformation ai-native sales effectiveness sales psychology discovery call skills sales presence building trust with buyers why deals stall consultative selling buyer resistance facts don't close deals sales leadership
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July 5, 2023
Two thirds of all tech products are sold through the channel. Heather Margolis takes a deep dive into channel enablement!
Heather Margolis brings a special, deep knowledge of channel marketing, channel management and channel enablement. We first met more than fifteen years ago to discuss the sales enablement market and emerging technology vendors. Along with indirect sales channels, we share a love of cars, the outdoors, and New England. In this episode Heather and I share a small slice of our ongoing conversation about sales and channel enablement best practices and lessons learned.
Join our conversation on chann...
Join our conversation on chann...
3
June 26, 2023
Marina Devalia stages an intervention to get marketing and sales to work together!
Marina Devalia, founder of Playbook Lab, has a passion for marketing...and not just marketing, but the key issue of marketing and sales alignment.
She is a member of the Sales Enablement Society and has spent many years in senior marketing management roles. Check her LinkedIn profile for all the highlights and details!
In this episode Marina and I dive into the issue of marketing and sales alignment -- why marketing and sales don't always work towards a common goal, how to create useful SL...
She is a member of the Sales Enablement Society and has spent many years in senior marketing management roles. Check her LinkedIn profile for all the highlights and details!
In this episode Marina and I dive into the issue of marketing and sales alignment -- why marketing and sales don't always work towards a common goal, how to create useful SL...
2
June 19, 2023
Matt Cohen: On bootstrapping sales enablement and onboarding
Matt Cohen is one of those special people who have a strategic perspective, strong implementation experience and an ability to get things done. He recently joined Dotmatics to build out the sales enablement function. He is a current board member of the Boston Chapter of the Sales Enablement Society and spent three years at Seismic in enablement (isn't that redundant? ). Check his LinkedIn profile for his StrengthsFinder results (quite accurate, I'd say!)
In this episode Matt and I share a small...
In this episode Matt and I share a small...
1
June 12, 2023
Key attributes of successful sales people - curiosity and business acumen! Kevin Onarecker shares his perspective
Kevin Onarecker has been in sales and sales management for the past thirty years and brings many lessons learned to the conversation.
In this episode Kevin and I talk about the most important attributes for a sales person and how to instill and develop those attributes. Curious about the attributes?
Okay...curiosity is the first. Business acumen is the second.
Can these be learned? Sure!
Do they need to be practiced? Absolutely!
...and they need to be coached. The single most important acti...
In this episode Kevin and I talk about the most important attributes for a sales person and how to instill and develop those attributes. Curious about the attributes?
Okay...curiosity is the first. Business acumen is the second.
Can these be learned? Sure!
Do they need to be practiced? Absolutely!
...and they need to be coached. The single most important acti...