SellMeThisPen podcast

About the episode:

In this episode, Michael and Jared discuss building effective partnerships between enablement and frontline managers. They explore why early collaboration is crucial for success, how to get buy-in from high-performing teams, and why enablement needs to be more than just a checkbox exercise.

About the guest:

Jared Balzer has a wealth of experience in sales, leadership, and enablement. He has built enablement programs at companies like Grubhub, Inspectorio, and many others.

Where to find Jared:

LinkedIn: https://www.linkedin.com/in/jared-balzer/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Alex dive into how AI is transforming the workplace and why it's similar to past industrial revolutions. They explore why investing in employee upskilling beats replacement, how to measure AI implementation success, and share practical frameworks for leaders to drive technological adoption while maintaining human value.

About the guest:

Alexander Matyushenko is leading Sales Enablement and Productivity in America for Google Cloud, where he supports Google Cloud's growth by making thousands of Googlers competent, confident, and productive. Previously, he led Sales Productivity and Enablement at AWS, supporting their goal to grow from $30B to $100B. Before that, at Microsoft, he led global sales enablement for Office Cloud and trained over 12,000 people annually.

Where to find Alex:

LinkedIn: https://www.linkedin.com/in/alexmat/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Darren dive into the real talk about toxic leadership in sales and why 'no a-hole policies' are often the biggest lie in SaaS. They explore how toxic environments crush team performance, why fear-based management fails, and what it really takes to create psychological safety for reps to thrive through vulnerability and authentic leadership.

About the guest:

Darren is a powerhouse in the SaaS startup world. He’s led sales for several fast-growing companies like Avalara, Coupa, Oomnitza, and HiveMQ. His superpower lies in the level of care he shows and his willingness to invest in helping anyone in his ecosystem achieve their career goals.

Where to find Darren:

LinkedIn: https://www.linkedin.com/in/darren-p-hall/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Roderick dive into the real talk about AI in sales enablement. They explore why embracing AI is crucial for modern sales teams, how to smartly leverage it across your go-to-market teams, and why AI should be treated just like a productivity tool to work smarter, not harder.

About the guest:

Roderick Jefferson is a globally recognized expert in sales enablement, a bestselling author of Sales Enablement 3.0, and a keynote speaker who has captivated audiences at major conferences like Dreamforce, the Sales Enablement Collective, and many more. With over 25 years of experience in sales and go-to-market transformations, Roderick has a proven track record of driving sales productivity through scalable, repeatable, and measurable practices.

Where to find Roderick:

LinkedIn: https://www.linkedin.com/in/roderickjefferson/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Nicole dive into the realities of sales enablement and management alignment. They discuss reasons why misalignment happens, practical ways to build rep buy-in, get manager alignment, and measure enablement ROI beyond just training numbers.

About the guest:

Nicole Plant has been on both sides: BDR leadership and Enablement. She has helped some amazing brands like Loopio, Float, and now Relay build high-performing BDR teams.

Where to find Nicole:

LinkedIn: https://www.linkedin.com/in/nicole-plant/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Ivan dive into the realities of implementing AI for large enterprise orgs. They discuss why consulting sellers before buying AI tools is crucial, how to avoid costly implementation mistakes, and why a data-driven approach beats gut feelings.

About the guest:

Ivan Pozgaj is a former elite hockey player with over 15 years of sales experience, primarily in Enterprise Sales. Recently, he transitioned into a Sales Enablement Program Manager role, focusing on innovation and in-flow of work at large organizations like Cisco.

Where to find Ivan:

LinkedIn: https://www.linkedin.com/in/quotacrusher/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Stephanie discuss the evolution of sales methodologies, the importance of aligning them with company culture, and why successful implementation requires a partnership approach across teams.

About the guest:

Stephanie White is a Senior Director of Sales Enablement in tech and the founder of Enablement Reimagine. She's been recognized as a two-time one to watch and a winner of the Legend 23 award.

Where to find Stephanie White:

LinkedIn ⁠⁠https://www.linkedin.com/in/stephanie-white-sales/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Graeme chat about how to sell when you don’t have flashy features to fall back on. They break down why how you sell is often more important than what you’re selling, especially in competitive markets. Graeme shares some cool stories from his time as a fuel trader and how those lessons shaped his approach to tech sales and enablement.

About the guest:

Graeme Pitches is a Sales Enablement Leader who started his career as a fuel trader, where he learned how to sell large deals in a super competitive space. He then transitioned into tech sales and eventually moved into revenue enablement, working with interesting organizations in Cleantech, the Salesforce ecosystem and Fintech.

Where to find Graeme Pitches:

LinkedIn ⁠⁠https://www.linkedin.com/in/graemepitches/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Ben chat about upskilling sales teams, how sales methodologies are often overhyped, and why focusing on the basics might be the real key. They also talk about finding those ‘wow moments’ with buyers and making the whole process way simpler and more effective.

About the guest:

Ben Stokes is a seasoned VP of Sales. He's been building high performing teams for companies like ProofPoint and AdvancedMD. And now he is the VP of Sales at Responsive and the CEO of ForgePRO.

Where to find Ben Stokes:

LinkedIn ⁠⁠https://www.linkedin.com/in/stokesben/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Andy talk about the common mistakes companies make during the sales onboarding process, the pressure it puts on new hires, and how to create a more effective and supportive environment for sales teams.

About the guest:

Andy has over 20 years of experience leading enablement for notable companies like Oracle, Impact, and 8x8. Now, he's the founder of MVP Sales Coach, where he offers expert sales coaching and fractional leadership, particularly beneficial for mid-sized companies.

Where to find Matt Benelli:

LinkedIn ⁠⁠https://www.linkedin.com/in/andy-korenak-10522732/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

- Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

- During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

- After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.