Sales Management Podcast

Ryan is an amazing entrepreneur who has sold more companies than most people have started. In this episode, we dig into one of the key reasons for his success...a deep understanding of "the math of sales."

Jenni Payne is on a journey that few take but, in my opinion, many should...where she moved from sales enablement to front-line sales management. Strong enablement skills make strong managers. Strong sales management experience builds a great foundation for an enablement career. It's some of the best cross-training a person can do. Cory and Jenni dig into her journey during this episode. 

Just when you thought recruitment was straightforward, Chuck Brotman, co-founder of Blueprint Expansion, joins us to shake things up. Be ready to challenge your current hiring process as Chuck reveals the immense value of working with external recruiters; not just for sourcing candidates, but for a complete, successful recruitment process. Chuck also shares tips on assessing your internal team's performance, underlining the significance of aligning with the company's mission, vision, and values.

This episode isn't just about recruitment - it's a deep dive into the art of identifying A-players in the job market. Kick-starting this exploration is our debate on assessing executive qualifications where we discuss sure-fire signs of a great leader. We also discuss the impact of timing and consistency in hiring, as well as the role of recruitment agencies. On the flip side, we explore how to increase hiring efficiency, emphasizing the use of data, clear communication, and robust onboarding programs to optimize the performance of fresh hires.

Finally, we move past the conventional and confront topics such as age bias in hiring and remote work. 

Devin recently started as the VP of Sales at a new company. In this episode, he talks about how he's approaching his first 90 days in this new leadership role. 

Do your team's deals stall after demo? Are the demos engaging? Are your demos actually fulfilling their purpose? If there's any doubt in your mind, check out this episode where Mor and Cory dig into how the best teams demo their products. 

If your team is taking advice from "thought leaders" or "influencers" on social media, check out this episode as Greg and Cory discuss their take on the topic. 

Ready to unlock the power of win-loss analysis for your business? Join us in this captivating conversation with Spencer Dent, co-founder of Clozd, as we unpack this crucial tool for business success. From understanding why you're losing or winning deals, to optimizing your strategies, and enhancing product development, we explore how win-loss analysis can be a game-changer in your sales and marketing efforts.

Ever wondered how competitors' processes can sometimes outshine yours? Or what soft skills your sales reps need to create a compelling buyer's experience? Well, Spencer and Cory navigate these critical aspects, drawing upon Steve Blank's Startup Owner's Manual and the Lean Startup. We delve into how essential buyer feedback is in refining products, pricing, and marketing, underscoring the concept of 'getting out of the building' as it relates to sales enablement. 

As we round off our conversation, you won't want to miss our insights on the importance of systematized win-loss analysis. We'll warn you about the pitfalls of a project-based approach and champion the need for consistency and long-term commitment. From the hurdles of selling in a nascent category to guiding reps to their first six-figure deal, we've got you covered. We also touch on how win-loss data can help you disqualify early and streamline prospecting - a veritable treasure trove of insights for all sales and marketing professionals. Tune in for this enlightening discussion!

Get ready to master the art of sales coaching with Casey Story, the Director of Go to Market Strategy at Vital Software. We're going to dismantle the myths and misconceptions around overuse and misuse of coaching in sales organizations. 

Spekit CEO Melanie Fellay joins Cory to discuss how companies are driving software and content adoption. The conversation also touches on the idea of "tech consolidation" and the role sales enablement plays to ensure that what exists is better used by sellers to drive day-to-day impact. 

Ryan is back for a short episode where he shares his thoughts around if sales development should report to sales or marketing. He has a thought-provoking and interesting take on the topic that you can digest faster than you can drink a cup of coffee (probably).