Who’s buying from you, and who are you selling to - are they the same people?

It’s three for the price of one today, as I’m joined by TJ Macke, SVP of Strategy at Sapper, and Jason Serota, Head of Commercial Business Development (Americas) at Adobe

What we talked about:

Superhero origin stories of both TJ and Jason
Storytelling as a key skill set for sales
Defining ICPs - ideal customer profiles
DCP vs TCP (desired vs true customer profile)
Lagging, current and emerging ICPs, as categories
Involving the right people at the right time
Advice for individuals working in and leading sales functions


We mention these resources during the show, for you to look up and make use of:

The Hero’s Journey
The greatest sales deck ever made
TJ Macke’s LinkedIn profile
Jason Serota’s LinkedIn profile
Outreach’s website
Sapper’s website
Adobe’s website


For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.
Listening on a desktop & can’t see the links? Just search for The Sales Engagement Podcast in your favorite podcast player.
 

Ideal Customer Profiles w/ TJ Macke & Jason Serota

The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find an energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.This podcast is brought to you by Outreach.io, the leading Sales Engagement platform.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

News

Management

A creative and highly motivational strategist, this episode’s guest holds an MBA from Pepperdine, an executive certificate from Harvard, and has recently published her latest book.
Jennifer Davis is the Chief Marketing and Communications Officer at Learfield, a media and technology leader in the energetic college sports industry.
Her impeccable resume includes time as the former Head of Product Marketing Management at AWS and the CMO at Honeywell, and she’s also a former contributor to Forbes.
Listen in as we discuss:
How Jennifer’s exceptionally well-rounded background made her a formidable business leader
The mechanisms to achieve results
Customer-obsessed marketing
Matching your attention with discipline


More information about Jennifer Davis and today’s topics:
LinkedIn Profile: https://www.linkedin.com/in/jenniferbdavis/
Company Website: https://www.learfield.com/
Well Made Decisions, the new book by Jennifer Davis


For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Intentionality and Discipline in Sales and Marketing

The pandemic has altered practically every aspect of our lives, especially when it comes to face-to-face sales and the office culture.
A lifelong learner and coach, my guest is an innovative healthcare sales leader with extensive experience in Fortune 500 companies.
Tom Whalen is the Director of Inside Sales - Extended Care at healthcare giant McKesson, and he  shares his insights and experiences in adapting to the new normal.
Join us as we discuss:
How the pandemic irrevocably changed traditional sales tactics
Shifting communication styles with both your workforce and customers
Staying engaged and motivated in the evolving sales environment  


More information about Tom Whalen and today’s topics:
LinkedIn Profile: https://www.linkedin.com/in/tomwhalen/
Company Website: https://www.mckesson.com/  


For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Motivating Your Team and Building Culture in a Changing World

What is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
Aiming to answer that question, Becc Holland & Scott Barker deliver an answer on the one overarching playbook that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Join us as we hear from Becc Holland about:
New and different sequences
Identifying what leads are the correct ones for your business
How to make connections with leads and close sales


More information about Becc Holland and today’s topic at:
LinkedIn Profile: Becc - https://www.linkedin.com/in/beccholland-flipthescript/
Company Website: https://www.flipthescript.co/encyclopedia-of-sales-plays-webinar


For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

The Comprehensive Encyclopedia of Sales Plays

Most of the time, you need to engage multiple stakeholders to get a deal across the line, so relying on a single internal champion just isn’t cutting it anymore.
Solutions are growing in complexity and budgets continue to become more restrictive. Which means decisions are made unilaterally. This is especially true for enterprise deals.
So, how do you identify the right stakeholders and their priorities in order to close more deals?
Join us as we hear from Jamal and Andrew about:
How to discover the priorities of each stakeholder in an enterprise deal
How to tailor your demo conversations to the priorities of each stakeholder
How to read 10-K reports and analyze quarterly analyst calls


More information about Jamal Reimer and Andrew Mewborn and today’s topics:
LinkedIn Profile: Jamal - https://www.linkedin.com/in/jamal-reimer/
LinkedIn Profile: Andrew - https://www.linkedin.com/in/amewborn/
Company Website: https://www.saleshacker.com/lp/multithread-enterprise-deals


For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Hunting Whales? How to Multithread into Enterprise Deals

Learn the methods that top salespeople are using on LinkedIn to form better relationships, build their personal brand, and grow business.
Join us as we discuss with Scott Ingram, Account Director at Relationship One:
How to optimize your LinkedIn profile for the people you want to attract
The difference between soliciting and connecting with people on LinkedIn
The value of experimentation on LinkedIn


More information about Scott Ingram and today’s topics:
LinkedIn Profile: https://www.linkedin.com/in/scottingram/
Company Website: https://www.relationshipone.com/
Other Relevant Links: https://www.saleshacker.com/lp/tips-sales-success-linkedin


For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Ideal Customer Profiles w/ TJ Macke & Jason Serota

Download our free app to listen on your phone