In this episode of SalesTV, Kevin Beales, CEO and founder of My Sales Coach, joins us again to discuss the evolving landscape of Business Development Representatives (BDRs). You'll discover why the role is not just about the quantity of outbound activities but understanding what drives positive outcomes. Kevin shares his vision of a future where BDRs are more skilled, better supported, and trained to ensure meaningful initial conversations that lead to successful sales conversions.

 

Highlights

03:19 Challenges facing BDR future prospects uncertain

11:25 Challenges in sales and prospecting for everyone

13:32 Buyers expect a fully-engaged salesperson, not just a BDR

20:49 Shift from inexperienced to skilled, better paid BDRs

 

 

SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#SDR #BDR #XDR #SalesCoaching #SalesLeadership #Sales #Pipeline #LinkedinLive #Podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

As part of our SalesTV Spotlight on Mental Health in Sales, in this episode of SalesTV we examine the transformative potential of mental health training for managers. Organizational development consultant Dr. Matthew Lampe shares evidence-based insights from the latest organizational behavior research. The discussion highlights the tangible benefits of improving managers’ ability to recognize and refer mental health issues - from enhanced productivity to improved retention rates - explaining how mental health awareness contributes to the overall success of businesses.

 

Highlights

07:30 Manager training enhances mental health understanding and empathy

15:21 Improving productivity, effectiveness, and organizational culture is possible

22:06 Work culture affects cost, retention and performance

23:30 Advocate measuring employee support for better management

 

 

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#MentalHealthAwareness #SalesLeadership #HR #Sales #Pipeline #LinkedinLive #Podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

As part of our SalesTV Spotlight on Mental Health In Sales, in this episode of SalesTV, we sit down with mental health advocate Paul Burgess to explore the intricate relationship between high-pressure sales environments and mental health. We unpack the often-overlooked impact of stress on sales performance and discover why managing mental well-being isn't just good ethics—it's also great business. Learn practical strategies for maintaining mental fitness in stressful jobs and see how happier employees can indeed drive better results.

value that technology alone cannot replicate.

 

Highlights

03:19 Mental health first aid provides essential support

09:13 Busy day juggling calls and appointments

13:28 Signs of withdrawal, overworking in remote environment

22:40 Measuring employee engagement and psychological safety benefits

 

 

SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#MentalHealthInSales #MentalHealthAwareness #SalesLeadership #StressManagement #WorkplaceWellbeing #SalesPerformance #Sales #Pipeline #LinkedinLive #Podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

Unlock the secrets of effective sales communication in this compelling episode of SalesTV, featuring guest speaker Mike Adams, renowned author of "7 Stories Every Salesperson Must Tell." Immerse yourself in an insightful discussion that reveals how storytelling is not just an art but a strategic tool in sales. Discover from Adams himself, the profound impact of narrative techniques in understanding and connecting with clients, and why mastering this skill can transform your sales approach.

 

Highlights

04:13 Teaching salespeople through storytelling for better retention

15:29 Success story: client's situation, meeting, plan, avoiding failure, and success

23:35 Salespeople struggle with empathy and self-interest

26:38 Craft compelling client-centered stories to engage

 

 

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#storytelling #buyers #sellers #sales #pipeline #linkedinlive #podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Helga Saraiva-Stewart sits down with Julien Lepetit to navigate the compelling landscape of AI’s role in sales and how humans can outperform artificial intelligence. Discover Julien's expert insights into why human elements like trust-building and contextual understanding are irreplaceable in the sales industry. Learn the vital capabilities professionals need to outpace AI-related developments in sales environments. Uncover unique strategies to enrich customer engagements, harness emotional intelligence, and create value that technology alone cannot replicate.

 

Highlights

04:53 Technological shifts and job disruption in society

08:09 ChatGPT's silent virality and industry impact

14:46 Embrace technology, align investments, develop soft skills

27:07 Prepare for conversation about anything, embrace curiosity

 

SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#AI #SoftSkills #SalesTraining #SalesCoaching #sales #pipeline #linkedinlive #podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this edition of our Sales Transformation limited series on SalesTV, special guest Axel Ferreyrolles from SAP discusses the intricate processes and innovative strategies crucial for evolving sales operations with our panelists Alex Abbott and Dr. Van Ulbrick. This conversation unpacks various facets from understanding market dynamics to the role of frontline sales managers and the impact of incorporating feedback loops in organizational changes.

 

Highlights

08:50 Leading change requires understanding, communication, and inclusion

13:21 Evaluate sales mindset and behavior to match consumer's needs

18:04 Key question: Which sales experience to provide?

22:10 Focus on presales, post sales, and value realization

 

Through this limited series on Sales Transformation, SalesTV aims to provide clear insights into where sales organizations should start their transformation journey and how to manage it effectively. Whether you're a sales professional eager to navigate the complexities of industry transformation or a business leader crafting impactful strategies, this series is designed to offer valuable knowledge that can aid in understanding and implementing effective sales change.

 

Sales Transformation is a limited SalesTV.live series broadcasting live every-other Thursday at Noon BST/ 7am EDT.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#SalesTransformation #SalesLeadership #ChangeManagement #sales #pipeline #linkedinlive #podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we welcome Amy Franko, a renowned advisor, speaker, and best-selling author, to dive deep into the intricacies of sales strategy. Amy shares proven techniques and frameworks that propel organizations towards sustainable sales growth. Learn about the common pitfalls in strategy implementation and discover practical advice on tailoring sales strategies to suit your business’s unique challenges and opportunities. From understanding the importance of environmental awareness to mastering tactical sales processes, this episode offers valuable insights into steering your organization towards its goals despite external pressures and internal constraints.

 

Highlights

09:09 Identify challenges and work streams for success

11:46 Strategy implementation is crucial for organizational success

14:30 Simplify goals, focus, and execute for success

21:46 Regularly review and maintain strategy for success

 

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#SalesStrategy #ModernSeller #BusinessGrowth #SalesLeadership #sales #pipeline #linkedinlive #podcast

 

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we have a conversation with Johnathan Pascall, author of "Sales Careers Unveiled". Drawing from two decades in sales, Pascall shares his journey and the importance of intention when choosing a sales career path. Determining whether sales is the correct career for you often begins with understanding the day-to-day aspects of the job. Discover the broad range of opportunities within sales beyond just quota-centric roles, learn about finding fulfillment in a sales career, and hear the advice he'd give to those just starting out.

 

Highlights

09:19 Sales highs, lows, day-to-day, and traits

14:24 Sales career requires personal accountability and preparation

20:29 Stay focused on long-term career goals

23:46 Saying yes too much can backfire

 

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#B2BSales #Mentorship #SalesCareer #sales #pipeline #linkedinlive #podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we unlock the secrets to elevating your sales performance with strategic insights from sales enablement authority, Lawrence Wayne O’Connor. Examine the art of blending Mcdonald's-level scalability with gourmet chef-level skills, as Lawrence shares his wisdom on turning an average sales strategy into remarkable sales success. Learn how teams can nurture a culture of growth by fostering an environment where trial-and-error is not only accepted but encouraged. And Lawrence sheds light on quantifying the value of sales enablement, providing tangible techniques to measure and communicate its impact on business outcomes effectively.

 

Highlights

01:09 Comparing burgers to sales strategies

09:20 Embrace failure, push past comfort zone for growth

13:31 Deliberate practice, focused on specific skills improvement

24:57 Struggle to communicate strategic value in enablement

 

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#SalesEnablement #SalesCoaching #SalesPerformance #sales #pipeline #linkedinlive #podcast

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we unlock the power of trust in sales with Kylie Watson as she shares her expertise on trust-based client relationships, cyber security sales, and evolving sales strategies. Joining the conversation with Helga and Kylie are students and aspiring sales professionals Steven de Abreu Peixoto and Rodrigo Carvalho. Discover why trust is not just a buzzword but a foundational element in long-term client relationships and successful deal closures. This isn't just another sales talk; it’s a hands-on exploration of real-world tactics and strategic thinking that keeps Kylie and many leaders like her at the top of their game.

 

Highlights

06:36 Understand value propositions

11:56 Align sales goals with market growth strategically

15:29 Maintain relationships, not just instant wins

18:43 Adapting sales strategy to counter cyber threats

 

 

SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST.

 

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

 

You can find a link to our upcoming live shows at https://SalesTV.live

 

#SalesLeadership #SalesCoaching #TrustBasedSelling #sales #pipeline #linkedinlive #podcast

 

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com