In Pursuit of Growth — Building Connections To Simplify Success

Alice Heiman talks with author and presentation expert, Julie Hansen, about how to be effective when it comes to remote selling.  Julie has written a book and created a master class that teaches sales reps what to do behind a camera to truly connect with both prospects and customers—and to close deals! If you (or your reps) are struggling to increase sales in this new environment, you won't want to miss this episode!

Alice leads an insightful conversation with Sheevaun Thatcher, VP Digital Learning + Enablement, at RingCentral. Sheevaun has transformed both learning and enablement across the business. She believes we need to go "beyond sales enablement" and ensure that everyone in the organization is on the same page—with the ultimate focus of everything they do being on the customer. 

Is sales enablement dead? It's a real question. Veteran sales enablement leaders Jeremy Schultz and David Kriss dive into where sales enablement has been, and what the future holds in store. Businesses still seek to solve the same challenges they've faced for years: content usage + sales efficiency and effectiveness. Unfortunately, enablement has only become more bloated and more complex. It's time to simplify to increase adoption and hit revenue goals.

Alice chats with Amanda Healy Collins, VP of Sales at Box, about 'flex' and meeting customers where they are. Recent changes in day-to-day business (and in the buying journey) have made sales teams rethink how they reach out—so Amanda and Alice dive into new (and some old...hint: picking up the phone works!) ways to engage buyers. In the end, sales reps will have the most success if they combine preparation with genuine care for their customers.

Understanding the psychology of buyers can help sellers transform their approach from showcasing products and features to selling change. And change is hard. In this episode, Tim Riesterer—Chief Strategy Officer at Corporate Visions—explain why success hinges on making change easier, and how salespeople can build trust with buyers by delivering value to move deals to the finish line.

It's time for marketing content to adopt a singular purpose: to enable sales. In this episode, Alice talks with David Fortino—Chief Strategy Officer at NetLine Corporation—about elevating your company's position in the market by focusing on content that specifically enables sales teams to drive conversations with prospects.

Marketers and sales leaders have been told for years to focus on video to reach and convert customers. But there's an art to connecting in authentic and meaningful ways. In his interview with Alice, Tyler Lessard—VP Marketing and Chief Video Strategist at Vidyard—unlocks his secrets-to-success, and shares ideas on how to move prospects through the sales process with video, while keeping them engaged every step of the way.

Alice speaks to sales enablement practitioner, and author, Roderick Jefferson about something we all want to be better at: understanding our customers' pain points to provide the solutions they actually need. It's time  for sales teams to focus on providing the experience clients can only get by working with you and your company. 

What do sales enablement, customer engagement, tequila and rabbit holes have to do with your success? Join podcast host Alice Heiman, and her guests Jay Baer and Ardath Albee, as they launch the In Pursuit of Growth monthly podcast—sponsored by Modus. These business growth experts will be discussing how sales and marketing leaders can look at revenue operations in a new light.