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 conversat...
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...
I've been deeply involved in account planning process development, improvement and facilitation for many years and have seen the strong positive impact on value creation, customer satisfaction and loyalty and revenue. Here ar...
Special guest Jonathan Levitt answers the question “why do we choose to do hard things?”, like running an ultramarathon or selling corporate wellness services (blood analytics) to government agencies. As the top sales person ...
Join me for a discussion in how to study, measure and improve sales productivity. Sales productivity is the intersection of sales effectiveness, efficiency and revenue, and is the backbone of a growing and profitable organiza...
Special guest Ulrik Monberg shares his passion for effective account based selling. Ulrik identified something missing in CRM over a decade ago, describing the category generally as providing a place to store transactional a...
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 commun...
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 selli...
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 valu...
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 g...
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 t...
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...
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...
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 ...
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 operat...