Sales Training | Sales Team Training | Sales Consulting | Sales Effectiveness

Interview With Tim Rethlake This month, we had the pleasure of speaking with Tim Rethlake, Vice President of Hearth and Home Technologies, the world's leading producer and installer of hearth and fireplace products. Hearth and Home Technologies is a part of HNI, a highly successful Fortune 500 company. We invited Tim to share his insights on his position and how what he does is improving the effectiveness of their sales force. Tim is Vice President of Sales Enablement. Sales Enablement is a new term that has surfaced in recent years, but it is the first time we have seen a person with that title in the building materials industry, and we were eager to learn more. Tim will share with you how his company is forward-looking and how they elect to raise-the-bar for their sales organization. Enjoy the podcast!   Download Podcast | Subscribe via RSS Listen Now (29:57)

Interview With Mike Weinberg I had the privilege recently to interview Mike Weinberg for one of our podcasts. Mike is a fellow business advisor who is a passionate student of the world of sales. This podcast focuses on his insights on Sales Management today, and the critical role this position plays in driving growth. The Sales Manager / Coach is THE most important position in sales organization, period. Influence the mindset, approach and accountability of the sales manager, and the sales team follows. Sales Management Simplified is a terrific read and we encourage all of you to get a copy. Listen intently to how he describes how to do monthly 1:1s. If you are a Sales Manager, this practice, by itself, can be the difference maker in driving results and working with your team.   Download Podcast | Subscribe via RSS Listen Now (32:17)

Interview With Tim Riesterer: Part 2 This is Part 2 of our discussion with Tim Riesterer, co-author of The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale. Download Podcast | Subscribe via RSS Listen Now (21:17)

Interview With Michael Toner We recently connected with Michael Toner, Chief Sales Officer of National Accounts for The Travelers. Michael is a raving fan of our book RAINMAKER!, who agreed to be interviewed on the impact it has had for him and members of his team. I believe you will enjoy his message! Download Podcast | Subscribe via RSS Listen Now (14.08)

Too many sales pros invest significant effort in crafting a message about their product and their company.  Presentations expert Marty Mercer shares valuable tips on how to analyze your audience FIRST, before preparing and delivering your presentation. Download Podcast | Subscribe via RSS Listen Now (10:49)

Sales Meetings can play a significant role in motivating and aligning the sales force. Host Carlos Quintero interviews sales meeting expert Kris Hammett on best practices she has learned on designing and implementing superior sales meetings. Download Podcast | Subscribe via RSS Listen Now (15:48)

Everyone wants a motivated sales team. Yet motivation is an outcome of many variables. Host Carlos Quintero interviews successful sales leader Scott Harward who provides his experience on motivation and what is necessary to sustain a highly motivated sales team. Download Podcast | Subscribe via RSS Listen Now (12:35)

Many people believe that the role of marketing is primarily to create demand, while the role of the sales force is to meet that demand and build loyal long-term relationships. The truth is that both Marketing and Sales do much more than that. Unfortunately in many companies, silos exist between both organizations. Host Carlos Quintero interviews marketing professional Mike Wien to discuss this important issue and what both organizations can do to leverage each other’s talents to accelerate growth and work more effectively in support of the customer. Download Podcast | Subscribe via RSS Listen Now (15:05)