The Quotable Sales Podcast

By Salesforce

What's The Quotable Sales Podcast about?

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today.

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The Quotable Sales Podcast episodes:

03.02.2020
Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster
Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1)...
01.06.2020
Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis
Learn how Nielsen, a global media company, is transforming its sales organization in terms of strategy, processes, technology, and culture. Andrew Criezis, SVP, Sales Ops & Enablement, walks us through how Nielsen recently redid its sales strategy to become more...
10.10.2019
Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien
Learn how to break the cycle of negative self-talk that could be holding you back from your success. By surrounding yourself with people who give you confidence and using mindfulness to address negative self-talk, you can stop self-doubt from plaguing...
09.26.2019
Episode #145: How to Build Trust with Customers, with Bill Wilson
Build trust with customers by letting them participate in the sales conversation through choices. Choices enable sellers to change the conversation with customers from “Am I going to buy from you?” to “What am I going to buy from you?”...
09.26.2019
Episode #146: Three Elements Needed to Write a Convincing Proposal, with Bill Wilson
In enterprise sales, it’s hard to avoid proposals. Start treating proposals as an opportunity to close the sale, not just as a formality. By focusing on benefits, using your prospect’s language, and providing choices, you will be able to effectively...
08.27.2019
Episode #144: How to Train Physically and Mentally to Become a Sales Champion From Coach Dana Cavalea
No one becomes a sales champion by accident. The road to a successful sales career starts with physical and mental discipline — creating consistency in your patterns, habits, and behaviors. Anyone can live a “championship life” by identifying where you...
06.26.2019
Episode #143: Listen to What Customers Aren’t Saying, with Oscar Trimboli
Some salespeople hear one thing on calls: their customer’s voice. And most overestimate their ability to be effective listeners. Salespeople who can listen “in color” to multiple sources of information including themselves, the content, the context, and the unsaid words...
06.19.2019
Episode #142: Optimizing Your Presence at Events, with Alice Heiman
How can you cut through the noise and bustle of events and shows and make a lasting impact on leads without being too aggressive? Events can be a unique opportunity to talk to the right people — not just anybody...
06.05.2019
Episode #141: The Science of Sales Incentive Programs, with Charlotte Blank
Rewarding strong sellers is simple — give them more money, right? Maybe not. The best incentive programs to establish for your sales teams may not necessarily be purely cash-driven. With about twenty million salespeople in the United States, it’s not...
05.22.2019
Episode #140: Creating Compelling Value Propositions, with Lisa Dennis
It’s time to start reverse engineering value propositions. The fastest way to earn a prospect’s trust, and potentially close the deal, is not by extolling the benefits of your product or services; rather, it’s by demonstrating your knowledge of and...
05.08.2019
Episode #139: The Upside of Being an Introvert in Sales, with Christine Volden
Introversion, while seemingly counterintuitive, can be a real asset in the world of sales. Known for being great listeners, their ability to read a room, and deal with difficult situations, introverts bring a unique skill set to the sales environment....
03.13.2019
Episode #138: How the Agile Process Enriches Sales, with Kathi-Lyn Coker
Creating tools to improve the sales process can be painful. Without active involvement in the development process and regular feedback, sales teams can find themselves presented with tools that don’t meet their needs. Kathi-lyn Coker, AVP Salesforce Platform Strategy, Lincoln...
02.27.2019
Episode #137: The AI Advantage in Lead Scoring, with Marco Casalaina
One of the greatest gifts of AI to sales is that of time; with mechanical tasks handled by increasingly intelligent AI, salespeople have the time to focus on interacting with customers in more sophisticated and informed ways. Marco Casalaina, VP...
02.20.2019
Episode #136: The Voice of Women in Sales, with Ryan Dowdy
Selling is about understanding the customer’s needs to provide value and solve a problem. More than ever, the ability to connect is key to creating a beneficial buyer-seller relationship. Join Ryann Dowdy, Director of Sales at iFocus Marketing, as she discusses...
02.13.2019
Episode #135: Coaching Sellers to Success, with Michelle Vazzana
While organizations equip their managers with coaching tools, what is often lacking is the context of the everyday job of their sellers. Learn what sales managers can do to create programs that fit their seller's circumstances. https://sforce.co/2RYzRAA Guest: Michelle Vazzana (https://www.linkedin.com/in/michelle-vazzana-52166a9/)...
02.07.2019
Episode #134: Deliver Value from the Start, with Spencer Doyle
The most effective sales executives don’t just articulate the shortcomings of current solutions; they paint a compelling vision for the future, delivering value from the start. Join Spencer Doyle, Chief Business Development Officer, Noodle Analytics, as he untangles the complexities...
02.06.2019
Episode #133: Cultivate Executive Relationships Over Time, with Lisa Magnuson
It's always been difficult to get an executive's time, but it's critical for large deals. Lisa Magnuson, Founder and CEO, Top Line Sales, shares her approach to cultivating the right executive relationships long before the deal starts. From properly planning...
01.23.2019
Episode #132: Delivering Value Is the Ultimate Metric, with Travis Bryant
It’s easy to fall into the trap of always thinking in terms of revenue when looking at sales and service. Join Travis Bryant, Executive in Residence at Redpoint Ventures, as he makes the case for putting delivering value first. With...
01.16.2019
Episode #131: Build Your Ideal Seller Profile, with Maria Valdivieso de Uster
Many companies know how to use data to find their next great buyer. Fewer know how to wield data to find their next great seller. Join Maria Valdivieso de Uster, Partner, McKinsey & Company, as she shares how how forward-thinking...
01.09.2019
Episode #130: Online or Offline, Speak with Influence, with Dr. Laura Sicola
Speaking effectively with clients, both online and offline, takes practice and preparation. Dr. Laura Sicola, Founder, Vocal Impact Productions, shares insights on how to improve your own delivery while maintaining a laser focus on the customer's needs. Many customers may...
01.02.2019
Episode #129: For Growth, Follow the Voice of Your Customer, with Tiffani Bova
Here’s the thing about finding the right path to growth: There’s never just one path. Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce and author of "Growth IQ", points to the North Star that covers all the paths...
12.19.2018
Episode #128: Use AI to Make a Positive Difference, with Tony Hughes
Technology has turned up the speed of sales, but it can also turn down the pressure on your sellers, allowing them to more easily hit their numbers. Join Tony Hughes, international keynote speaker and author of "Combo Prospecting," as he...
12.12.2018
Episode #127: Match Your Customer's Needs. There’s Your Win, with Billy Widner
You may have the perfect product for your customer or you may not, but you can always win by focusing on your customer's needs. Billy Widner, Director of Sales at IRIO (Formerly), shares his insights on taking the right approach...
12.05.2018
Episode #126: Selling Empathy in the Age of Metrics, with Natalie Egan
Selling a new idea is always challenging, especially when it’s a social concept grounded in emotion. Natalie Egan, Founder and CEO of Translator, is a transgender woman who knows what it’s like to sell as a man and as a...
11.28.2018
Episode #125: Build Lasting Relationships: Measure Customer and Employee Experience, with Jason Bradshaw
Customer experience is paramount, yet it’s highly dependent on employee experience. Join Jason Bradshaw, Chief Customer Officer at Volkswagen Group Australia and author of "It’s All About CEX!," as he shares why successful companies measure employee experience alongside more traditional...
11.21.2018
Episode #124: How the Buyer’s Journey Is Changing, with Rachel Orston
Yes, it’s tempting to stop mapping the buyer’s journey when the deal closes, but here’s why you should avoid the temptation. The more successful a customer is in using a product, the stronger your relationship with that customer will be....
11.14.2018
Episode #123: Focus on Outcomes, Not Actions, with Sean Higgins
With all the pressure on sellers, it’s easy to get caught in the trap of counting activities. Sean Higgins, Entrepreneur in Residence at Techstars and Founder of ilos, shows how to raise your level of success by shifting what you...
11.07.2018
Episode #122: Win More with Win-Loss Reviews, with Cian McLoughlin
Knowing why you win (or lose) can be as important as the actual deal, but less than 10% of B2B sales teams do win-loss reviews. Join Cian McLoughlin, Founder and CEO of Trinity Perspectives and author of Rebirth of a...
10.31.2018
Episode #121: The Best Sellers Do Not Make the Best Managers, with Alan Benson
Did you know that the best worker doesn’t necessarily make the best manager? Alan Benson, Assistant Professor at the Carlson School of Management, set out to test whether this was true with salespeople. Not only is it not true, but...
10.24.2018
Episode #120: Train Your Sales Training with CRM Data, with Derek Lundsten
Delivering effective sales training today means delivering it the way your learners want to learn it — on their phones on their own schedules. Derek Lundsten, CEO of Scrimmage, shares his insights on how to create training that engages your...
10.17.2018
Episode #119: Sales Recruitment Is a Seller's Market, with Angela Parsons
Good salespeople are more in demand than ever. But succeeding today takes careful preparation, on both sides of the hiring process. Join Angela Parsons, Chief Sales Officer at Xelerate, as she shares the current state of sales recruiting and best...
10.10.2018
Episode #118: Follow Your Values When Selling, with Ian Faison
To truly improve the lives of your customers, start by targeting the right prospects. Ian Faison, Chief Content Officer at The Mission, shares his experience selling to companies with aligned missions. Dig deep to understand the fundamental problems your products...
10.03.2018
Episode #117: Prospect Better with the Right Process, with Wendy Weiss
Some people love cold calling, some hate it. But with the right approach everybody can excel at it. Wendy Weiss, author, speaker, sales trainer, explains why your personal feelings about cold calls don’t matter. Prospecting is a necessary business process,...
09.26.2018
Episode #116: Women for the Win, with Barbara Giamanco
Traditionally, sales has been a male-dominated career. But now it pays to start a new tradition. Join Barbara Giamanco, CEO of Social Centered Selling, author of "The New Handshake: Sales Meets Social Media," and host of the “Conversations with Women in...
09.19.2018
Episode #115: Focus Your Sales Training on Results, with Rich Lanchantin
Done right, sales training is a very cost-effective way to keep your sellers up to date on what they need to know to succeed. But the wrong training will have the opposite effect. Join Rich Lanchantin, CEO, QStream, as he...
09.12.2018
Episode #114: Create the Right Sales Culture for Customer Success, with Mike Katz
Your sales culture gives you a competitive advantage. But you can’t cook it up in the back office; it has to be formed on the front lines where customer contact happens. Join Mike Katz, EVP, T-Mobile for Business, as he...
09.05.2018
Episode #113: Technology and Process Are Your Best Differentiators, with Mike Martin
Use your sales technology and process to differentiate your company, products, and yourself in the marketplace. Mike Martin, Director, Indianapolis Delivery Center at Appirio, shares his secrets to getting things right. From cultivating feedback from across your organization to getting...
08.29.2018
Episode #112: Solve for the Right Productivity Challenges, with Rob Käll
Sales productivity can be measured dozens of ways. Choose the wrong measure for your organization and — guess what — you’ll be wasting your time. Join Rob Käll, CEO of Cien, as he shows how to take an AI-first approach...
08.22.2018
Episode #111: Your Personality Sells, with Shawn Karol Sandy and Dianna Geairn
Many reps feel that they have to conform to some stereotypical sales personality type to book deals. But those reps miss out on a huge competitive advantage: their own unique personality. Listen in as Shawn Karol Sandy of The Selling...
08.15.2018
Episode #110: Technology Alone Can't Improve Your Sales, with David Jacoby
For many, the first reaction to a sales problem is to introduce more technology. Join David Jacoby, Managing Director at the Sales Readiness Group, as he shifts the focus back to what caused your problem in the first place. If...
08.08.2018
Episode #109: Be Yourself and Build Relationships, with Bobbi Brown
Bobbi Brown is now an icon for beauty, business, equality, and entrepreneurship. But when she moved to New York with the dream of becoming a makeup artist, she didn’t have a clue whom to call or what to ask them....
08.01.2018
Episode #108: Sales Is a Confidence Sport, with Lauren Bailey
Most people have some level of fear or hesitation when they pick up the phone to make a call. And that’s a shame, because it’s much harder to get ahead when your default is to stay behind the keyboard. Join...
07.25.2018
Episode #107: Build Your Sales Career Your Way, with Max Altschuler
Every career is a personal journey. Inside the office and out, there are things you can be doing to improve yourself and your career. Join Max Altschuler, founder of Sales Hacker and author of Career Hacking for Millennials: How I...
07.18.2018
Episode #106: Is Your Customer in Last Place? with Steve Andersen
With the relentless pressure to consistently hit their numbers, many teams lose sight of the importance of the customer. Join Steve Andersen, President and Founder of Performance Methods Inc. and co-author of Beyond the Sales Process: 12 Proven Strategies for...
07.13.2018
Episode #105: Adapt Your Communication Style for Better Sales, with Merrick Rosenberg
How you communicate dramatically affects how well you sell. By adapting your communication style to your customer’s communication style, you can significantly improve outcomes. Join Merrick Rosenberg, CEO of Take Flight Learning and author of The Chameleon, as he shows...
07.11.2018
Episode #104: Your Existing Customers Have the Tools for Your Success, with Steve Rankel
No matter how good your story is, it's not as good as the ones your customers can tell your prospects. Join Steve Rankel, Founder of Value Storytelling, as he shares the best way to reach prospects, build trust, and ultimately...
07.03.2018
Episode #103: Identify and Reach Your Decision Makers, with Brynne Tillman
Everyone talks about selling to decision makers, but in B2B sales it’s not always clear who they really are. Do you go for budget, power, or that sweet spot in between? Do you start with the economic buyer or the...
06.29.2018
Episode #102: Bring down the house. Sell like an opera singer, with Kunya Rowley
You may not think opera has any bearing on a successful sales career. But think again. Join Kunya Rowley, Associate Director, Sales & Customer Service, FOH, as he shares how his art helps him sell. With a lifelong commitment to...
06.27.2018
Episode #101: Contribute Relevant Value to Be Heard, with Jill Harrington
Standing out from other sellers is a constant challenge. But if you think selling benefits will set you apart, think again. Today, everybody’s wise to that approach. Join Jill Harrington, President of salesSHIFT and author of Uncommon Sense, as she...
06.22.2018
Episode #100: The Best Sales Advice from Our First 100 Episodes, with Lynne Zaledonis
After 100 episodes of the Quotable Podcast, we’ve learned an incredible amount about what works in sales today. But a few moments stand out for their value to today’s practitioners. Join Kevin Micalizzi, Quotable Podcast host, and Lynne Zaledonis, SVP...

What's The Quotable Sales Podcast about?

Download our free app to listen on your phone

The Quotable Sales Podcast episodes:

Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis

Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien

Episode #145: How to Build Trust with Customers, with Bill Wilson

Episode #146: Three Elements Needed to Write a Convincing Proposal, with Bill Wilson

Episode #144: How to Train Physically and Mentally to Become a Sales Champion From Coach Dana Cavalea

Episode #143: Listen to What Customers Aren’t Saying, with Oscar Trimboli

Episode #142: Optimizing Your Presence at Events, with Alice Heiman

Episode #141: The Science of Sales Incentive Programs, with Charlotte Blank

Episode #140: Creating Compelling Value Propositions, with Lisa Dennis

Episode #139: The Upside of Being an Introvert in Sales, with Christine Volden

Episode #138: How the Agile Process Enriches Sales, with Kathi-Lyn Coker

Episode #137: The AI Advantage in Lead Scoring, with Marco Casalaina

Episode #136: The Voice of Women in Sales, with Ryan Dowdy

Episode #135: Coaching Sellers to Success, with Michelle Vazzana

Episode #134: Deliver Value from the Start, with Spencer Doyle

Episode #133: Cultivate Executive Relationships Over Time, with Lisa Magnuson

Episode #132: Delivering Value Is the Ultimate Metric, with Travis Bryant

Episode #131: Build Your Ideal Seller Profile, with Maria Valdivieso de Uster

Episode #130: Online or Offline, Speak with Influence, with Dr. Laura Sicola

Episode #129: For Growth, Follow the Voice of Your Customer, with Tiffani Bova

Episode #128: Use AI to Make a Positive Difference, with Tony Hughes

Episode #127: Match Your Customer's Needs. There’s Your Win, with Billy Widner

Episode #126: Selling Empathy in the Age of Metrics, with Natalie Egan

Episode #125: Build Lasting Relationships: Measure Customer and Employee Experience, with Jason Bradshaw

Episode #124: How the Buyer’s Journey Is Changing, with Rachel Orston

Episode #123: Focus on Outcomes, Not Actions, with Sean Higgins

Episode #122: Win More with Win-Loss Reviews, with Cian McLoughlin

Episode #121: The Best Sellers Do Not Make the Best Managers, with Alan Benson

Episode #120: Train Your Sales Training with CRM Data, with Derek Lundsten

Episode #119: Sales Recruitment Is a Seller's Market, with Angela Parsons

Episode #118: Follow Your Values When Selling, with Ian Faison

Episode #117: Prospect Better with the Right Process, with Wendy Weiss

Episode #116: Women for the Win, with Barbara Giamanco

Episode #115: Focus Your Sales Training on Results, with Rich Lanchantin

Episode #114: Create the Right Sales Culture for Customer Success, with Mike Katz

Episode #113: Technology and Process Are Your Best Differentiators, with Mike Martin

Episode #112: Solve for the Right Productivity Challenges, with Rob Käll

Episode #111: Your Personality Sells, with Shawn Karol Sandy and Dianna Geairn

Episode #110: Technology Alone Can't Improve Your Sales, with David Jacoby

Episode #109: Be Yourself and Build Relationships, with Bobbi Brown

Episode #108: Sales Is a Confidence Sport, with Lauren Bailey

Episode #107: Build Your Sales Career Your Way, with Max Altschuler

Episode #106: Is Your Customer in Last Place? with Steve Andersen

Episode #105: Adapt Your Communication Style for Better Sales, with Merrick Rosenberg

Episode #104: Your Existing Customers Have the Tools for Your Success, with Steve Rankel

Episode #103: Identify and Reach Your Decision Makers, with Brynne Tillman

Episode #102: Bring down the house. Sell like an opera singer, with Kunya Rowley

Episode #101: Contribute Relevant Value to Be Heard, with Jill Harrington

Episode #100: The Best Sales Advice from Our First 100 Episodes, with Lynne Zaledonis