By Pipeline Ops
Modern Sales Management is a podcast for sales managers and other executives responsible for hitting revenue targets.
These leaders are often faced with unique challenges. From alignm
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4.4
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The podcast currently has 22 episodes available.
Tried and true sales and marketing strategies went out the door in 2020 when teams all over the world were forced to quickly adapt to remote environments, new technologies, and savvy customers. Now that the dust has somewhat settled, executives are focused on creating sophisticated sales and marketing systems that will best prepare their teams for what lies ahead.
I talked with Dale Miller, Global Sales Director at OK International, about building a next-generation sales and marketing system on this episode of the Modern Sales Management podcast.
With several decades of sales and sales management experience across various industries, Dale shares exceptional insights about what it takes to succeed in our current climate. More specifically, he explains his four-part sales and marketing strategy/framework that has a proven track record of growing market share and increasing sales revenue.
We also discuss:
Learn more about Dale’s four-pillar framework by connecting with him on LinkedIn.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Companies everywhere found themselves ill-equipped to handle 2020’s barrage of pivots, curveballs, and pitfalls. Sales enablement, the discipline of providing real-time lead intelligence, more efficient processes, and shareable content to your sales team, became a major differentiator in many industries.
Arming your sales team with the proper tools and processes to face the uncertain future is what sales enablement is all about, but this strategy can be particularly difficult for startups. We talk about the challenges and opportunities of sales enablement for startups with Amy Looper, Founder of Relativity Consulting, in this episode of the Modern Sales Management podcast.
Amy’s company specializes in sales advisory and enablement services for innovative technology companies. She feels that utilizing the right sales content, processes, and enablement tools will be the key to your company’s success in 2021.
Our discussion also covers:
Learn more about Amy’s company by visiting its website or connecting with her on LinkedIn.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Managing a team of diverse individuals with unique strengths and varying amounts of sales experience can be overwhelming to even the most seasoned sales leaders. Especially this year, as sales teams adapted to remote selling techniques, embraced new technologies, and 40% of businesses missed their revenue targets, the role of a sales manager seems more difficult than ever before.
Luckily, the future looks bright for adaptable and methodical sales managers in 2021 and beyond. We talk with Daisy Peña, Regional Manager at Twilio, about proven sales management strategies and best practices on this episode of the Modern Sales Management Podcast.
With over 15 years of sales and sales management experience, Daisy shares valuable insights about what it takes to survive and thrive in today’s unpredictable sales environment.
Our discussion also covers:
Connect with Daisy on LinkedIn or Twitter.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Harnessing the power of social media has been a cornerstone of successful sales strategies within the past few years. Especially in 2020, when millions of road warriors were grounded overnight and forced to work remotely, knowing how to access and sell to prospects virtually is a necessity for modern sales teams.
With nearly 700 million active users and lead conversion rates 3X higher than other major ad platforms (including Google Ads), LinkedIn offers tremendous opportunities for your sales team. However, like any technology, the true value of social selling on LinkedIn can only be realized through the right sales process, training, and methodology.
I talk about maximizing LinkedIn’s sales power with Colleen McKenna, Founder & CEO of Intero Advisory, on this week’s episode of the Modern Sales Management Podcast.
Colleen’s unique method focuses on leveraging human connection and technology to reach your company’s recruiting, branding, and business development goals.
Colleen and I also discuss:
Connect with Colleen on LinkedIn and learn more about her company by visiting its website.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Hitting a sales slump is a right of passage for every salesperson and team, and this year has been especially tough across various industries due to the uncertainty of Covid-19. It’s no surprise that 57% of sales reps are expected to miss their quota this year (Salesforce).
Knowing how to increase sales revenue when it’s not where your company needs it to be is a tricky situation for executives and sales teams alike. Finding the exact areas to improve in your sales process can feel like searching for a needle in a haystack, but it doesn’t have to.
“Student of Sales” Ryan Reisert shares his unique formula for sales process improvement on this episode of the Modern Sales Management Podcast.
Ryan is well-known on LinkedIn and YouTube for his numbers-driven sales strategy he calls the “math of sales.” Ryan believes that your sales process can be broken down into smaller disparate pieces in order to create benchmarks for sales rep to improve and build upon. He encourages sales leaders to use simple math to solve their fundamental sales problems.
This week’s conversation also covers:
Learn more about Ryan by checking out the books he has co-authored, Outbound Sales, No Fluff and The Math of Sales: Market Domination. You can also subscribe to his Patreon page for exclusive access to more of his content and ideas.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
According to LinkedIn’s State of Sales Report 2020, 97% of salespeople said that technology is either “important” or “very important” to their sales process. Meanwhile, the number of salespeople relying on sales intelligence tools has increased 54% in the past two years.
These stats highlight the importance of your company’s sales tech stack, but with thousands of different options and integrations available at your fingertips, how do you choose the best CRM and sales technology for your company?
That’s the question I asked Dan Cilley, CEO of Vendor Neutral, for this episode of the Modern Sales Management Podcast.
Dan helps enterprises identify the right technology path to build sustainable growth in their specific industry. His company’s unique selection and integration process actually prioritizes technology as the last step in the equation of your company’s sales enablement strategy.
During our conversation, Dan shares his framework for evaluating your company’s current needs and goals, while aligning that with your present-day sales technology initiatives, team, and budget.
Dan and I also discuss:
Learn more about Dan’s company by visiting its website or connect with him on LinkedIn.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Sales enablement is a term that has recently gained a lot of traction in the business world. While sales enablement has always existed, it is only in the past five years that a universally accepted term has been put forth to describe the processes, people, and technology that reduces friction in the sales process.
It seems everyone is in agreement that successful businesses should focus on sales enablement in order to close more deals and grow revenue, but when it comes to executing sales enablement strategies, there is a lot of confusion about the most impactful approaches. Therefore, many companies fall short.
We talked about the challenges of sales enablement with Andrew Quinn, Vice President of Sales Productivity and Enablement at HubSpot, on this episode of the Modern Sales Management Podcast.
Andrew shares that sales enablement is often viewed as a business department or a tech stack, when instead it should be treated as a discipline within your company (similar to annual planning or financial disciplines, for example).
To build a strong sales enablement culture at your company, Andrew says you should pinpoint what the ideal outcomes are for your business and work backwards to identify the present-day roadblocks that prevent you from reaching those desired goals. Once those are apparent, sales enablement is making the most impactful changes with the least amount of effort.
Our discussion also covers:
Connect with Andrew on LinkedIn or email him at [email protected].
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline.
Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer?
We discuss this loaded question with Skip Miller, President of M3 Learning and author of Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads, on this episode of the Modern Sales Management Podcast.
After the uncertainty Covid-19 has created, Skip says we can’t bank on always having low-hanging fruit ripe for your sales team to pick. He feels the most adaptable and successful sales teams have an outbound focus, which enables them to create, rather than seize, sales opportunities.
We also discuss:
Connect with Skip on LinkedIn and learn more about his company on his website, including the collection of books he’s authored on sales strategy and sales management. His newest book, Outbounding, was just released on Amazon today!
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Sales enablement is a term that is gaining traction in the corporate world and its definition varies greatly depending on who you ask.
To some, sales enablement means content management. To others, it means sales rep training or coaching. Some would venture even deeper into the concept of sales enablement and say it’s not a business strategy, but instead, a company vision.
What’s for sure is, regardless of how you may define sales enablement, employing this strategy in your business won’t happen without buy-in from your company’s c-suite. And depending on their definition/perception of sales enablement, this could be a tough hurdle for you to overcome as a sales manager.
We talk about the challenges of sales enablement with Andy Paul, Host of the Sales Enablement Podcast, on this episode of the Modern Sales Management Podcast.
Andy, recognized as one of the top sales minds in the world, has interviewed nearly 900 of the world’s most successful sales leaders for his podcast and has authored several books on sales and sales management. He shares exceptional insights into the issues sales leaders face today, especially when it comes to executing sales enablement initiatives.
Our discussion with Andy also covers:
Learn more about Andy by connecting with him on LinkedIn or check out his Sales Enablement Podcast. For even more inspiration, visit Andy’s website for endless sales tips and resources, including the selection of books he’s authored.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
Most CEOs have a vision or value proposition that is the backbone of their company and corporate strategies. Quite frequently, however, that value proposition isn’t communicated to or followed by the sales team (and other important departments).
Value proposition misalignment and confusion can wreak havoc on your growth plan as departments market to the wrong customers, work towards different goals, and use the wrong tools and messaging to sell products and services that they don’t fully understand.
We talk with Angela Rakis, Founder of Metis Sales Solutions, about bringing the c-suite and sales teams together to work towards a shared value proposition in our newest episode of the Modern Sales Management podcast.
Angela has over 20 years of experience selling for companies like IBM and Xerox and now she consults with smaller companies to create sales plans, find customers, and grow sales.
Angela and I also discuss:
Connect with Angela on LinkedIn and learn more about her company by visiting her website.
Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
The podcast currently has 22 episodes available.