Mimeo's Talk of the Trade

Jake Dunlap, CEO of Skaled Consulting, joins us to talk about the sales tech stack. How has it changed in the last ten years? How much do sales leaders need to master each tool? What does a good shopping and implementation process look like?

Plus, Jake gives sales leaders a crash course on how to leverage AI for better sales processes.

Links:

Check out Jake's example of the family operating system here:

https://chat.openai.com/share/1dc7f4a3-8dd2-422d-b51d-251cdc17bdc2 

Timur Hicyilmaz (co-founder, Insight Revenue) joins us to talk about why it is time to stop focusing on storytelling and start making your business case in order to reach your quota.

Timur shares his perspective as a researcher of B2B sales with ideas for:

• Why so many sales teams are struggling to hit quota these days
• The psychology you need to understand to be successful in economic downturns
• How technology is changing the day-to-day of reps

Barb Huelskamp joins Mike to discuss the unfortunate reality of layoffs. It's no secret that the last year has seen huge numbers of layoffs, particularly in the sales and marketing space. As someone who has laid people off, been laid off, and been left behind, Barb has a unique and empathetic perspective on this topic for everyone involved.

Listen in for her advice about:

• How to remove bias from the decision of who to layoff
• How to motivate the remaining team 
• How to do more with less so you can hit your goals

Eric Quanstrom (CMO of Cience and host of The Enterprise Sales Development Podcast) joins us to discuss conversion rates and how to approach them in changing times.

Tune in to hear:

• Why conversion rates are a useful KPI - but not always king
• Why not every sales and marketing initiative can be measured
• Common mistakes Eric sees start-ups make in go-to-market strategies

Find out more about Cience at Cience.com

Sandler Training's VP of Community Engagement Mike Montague joins us to discuss how AI is changing sales leadership and sales training.

We discuss:

• How sales leaders and trainers are already using AI
• Where AI is going to develop in the next few months
• Why sales people and sales trainers aren't going anywhere, even with AI

Check out the downloads Mike mentions here:

https://www.sandler.com/sandler-books/linkedin-book/ 

https://sandler.com/chatgptprompts

Rachel Green (Playground) is a sales leader who has worked both as an SDR and a sales trainer. Now, she joins our podcast to share her view of why sales training matters at all points of a rep's career - and how it is a win-win for the rep and your business alike.

Tune in to hear Rachel's take on:

- Why sales leaders need to be involved with sales training (not just SMEs)

- Common denominators in successful onboarding training

- How ongoing training helps reps plan out the rest of their career

Nicole Bowman, MBA, CEM, VP of Marketing and Communication at the International Association of Exhibitions and Events, joins us to talk tradeshows.

She shares stats from their economists on the state of the tradeshow industry, plus common mistakes exhibitiors should avoid.

Plus, she answers questions like:

• Do you need to spend big money on a 50x50' booth?
• Are promo items worth it?
• Will games or giveaways help you meet your tradeshow goals?

Whether you are attending with a limited budget to generate some leads or blowing out your budget for brand awareness, there is something for you to learn in this episode!

Get your annual budget approved with these strategic tips from Matt Heinz.

Switch to agile sales compensation with plans that are clear, measurable, and easy to update. We find out how with Erik Charles from Xactly Corporation.

Seth Marrs works with 5-10 companies per week to understand how sales compensation models impact performance. In this episode, Mike and Seth investigate how companies think about sales compensation now, plus how market shifts, changing demographics, and new technology are going to lead to groundbreaking transformation. 

Listen to the episode to learn:

• How companies leverage sales compensation plans to keep or attract reps
• Why companies are shifting to quarterly quotas
• How sales technology is going to change the foundation of sales compensation

Seth Marrs brings more than 20 years of experience leading sales operations, service operations, and marketing organizations. He excels at leveraging data, process, and technology to drive growth in organizations of all sizes and in all industries. Connect with him on LinkedIn.