Sales Management Podcast

In addition to publishing the book Sales Playbooks: The Builder's Toolkit, Cory has built or overseen the creation of hundreds of sales playbooks. In this episode, he digs into the ins and outs of how to design, build, and maintain a playbook for all sizes of organizations. 

Teams with strong certification programs are more likely to have teams that know what to do, can do it, and can do it well...not just once...but continuously over time. 

One of the most powerful tools for both internal and external communications is async video. Cory digs into specific use cases in this episode. 

If your company does product demonstrations, check out these actionable tactics on how to coach your team to demo success. 

When done right, the sales enablement team is a massive productivity booster for the sales team. Cory digs into some of his learnings after having spent more than 15 years in and around sales enablement. 

Avoid the mistakes that countless companies make when launching new products. 

Cory digs into a framework for converting free trials and small pilots into bigger deals. If you'd like a full online course on this topic, email [email protected] and we'll send you one! 

One of the most powerful tools in management is the competency matrix. If you don't have an updated on for each role on your team, check out this episode for actionable insights on how to build one. 

It's incredible how far ahead folks can get by harnessing the power of [some of] their weekends. It's also possible to work weekends and not burn out. 

Sal Khan has built the most impressive k-12 educational platform in history, and many of his learnings can be applied in the world of B2B sales management.