In many companies, implementing a CRM is equivalent to freezing it in carbonite. Don’t even think of trying to change it. Join Larry Davis, Sales Operations Product Manager at Boston Scientific, as he shows that, with CRM, you should never accept the status quo. Sales doesn’t sit still and neither should your tools. Only by understanding what's important and what drives action can you make your sales teams more efficient and effective. Software is a living product and should never be static. Iterate, learn, and make changes so you’re continually adding value.

 

Guest: Larry Davis (https://www.linkedin.com/in/larrydavis0)

Hosts: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic),

 

Related resources:

  • A Day in the Life of a Salesperson https://sforce.co/2uRURCX
  • One IT Leader’s Advice on How Sales Can Get CRM Adoption Right https://sforce.co/2JrmZQH
  • How AI Will Help Sales Keep Up with the Changing Customer Relationship http://sforce.co/2roQLzQ
  • The 6 Questions Sales Leaders Should Be Asking Their IT Department https://sforce.co/2qdmr8T

In selling, good and great are often only a few percentage points apart. Join Lisa Peskin, CEO of Business Development University, as she shares the secrets to triaging your sales so you can find the places where improvement will come most easily. Small tweaks or nudges to attitude, motivation, process, or pipeline can make a huge difference. Knowing what to look for in each of those areas can give you a competitive edge over other sellers.

 

Guest: Lisa Peskin (https://linkedin.com/in/lisapeskin)

Hosts: Kevin Micalizzi (https://linkedin.com/in/kevinmic),

 

Related resources:

  • Why the Sales Profession Is Broken and How We Can Fix It http://sforce.co/2tM0X75
  • 3 Corporate Obstacles to Effective Sales Pipeline Management https://sforce.co/2pQJBS8
  • Are Sales Enablement Technologies Failing to Deliver Results? https://sforce.co/2pOi0RF
  • Business Development University — Sales Triage Analysis Visual http://bit.ly/2J5TvHw
  • Business Development University — Five Secrets of Successful Sales Leaders http://bit.ly/2J30UHL
  • Business Development University — 5 Tips for All Sales Managers http://bit.ly/2pOWQCZ
• Business Development University — Sales Managers NEED to Use the “R” FIVE Approach http://bit.ly/2E4x422

Leaps in technology are opening up the toolkit of account-based marketing (ABM) to companies of all sizes. Join Gil Allouche, CEO at Metadata.io, as he highlights the best approaches to expanding your targeted-account efforts, and the best ways to start delivering more leads that sales will love to close. Before you dive in, get your feet wet by testing targeted-account efforts with a few of your best accounts. Always focus on experimenting and automating. As you test and find what works, push ahead. These are among the actionable insights you’ll gain from this pioneer of ABM.

 

Guest: Gil Allouche (https://twitter.com/gilallouche)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic), Carrie Smith (https://twitter.com/carrsmi)

 

Related resources:

  • Five Trends B2B Marketers Can’t Ignore http://bit.ly/2GfmFW4

  • How the Sales and Marketing Relationship Has Changed http://sforce.co/2vgjR3d

  • How Sales Can Unite with Marketing Under the Account-Based Marketing Banner http://sforce.co/2FWKuTw

  • How Sales Can Support the Adoption of Account-Based Marketing http://sforce.co/2yVAJAO

  • ABM Best Practices: Develop Persona Insights http://bit.ly/2HVBdHF

Great salespeople can build strong relationships with their customers and prospects because they’re skilled at having great conversations. Join Howard Brown, Founder and CEO of RingDNA, as he shares insights on how the best reps build rapport and grow long-term relationships. Many reps are tempted to ask questions of their prospects with an outcome already in mind. But truly successful conversations require genuine curiosity about the customer’s goals and pain. Asking open-ended questions, listening more, confirming the customer has been heard, and seeking out feedback and coaching will help you bring your sales to the next level by consistently delivering value.

Guest: Howard Brown (https://twitter.com/howardbrown)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic), Justin Royal (https://www.linkedin.com/in/justin-royal-a4ab9925/)

 

Related resources:

  • The Three Types of Contextual Sales Data That Matter Most to Sales Teams http://bit.ly/2FPSLV9
  • Are You Missing This Powerful Selling Skill? http://sforce.co/2pi6UEq
  • The Top 10 Sales Interview Questions for Assessing Emotional Intelligence http://sforce.co/2l74IuX
  • Teaching the Neuroscience of Effective Selling http://sforce.co/2HFmRLw

Finding ways to build a professional presence online and add value for customers is a challenge for many in sales. Join Will Barron, host of the Salesman Podcast, as he shares a key insight learned from interviewing hundreds of the greatest minds in sales. Know your target audience. Adding value for your prospects doesn’t mean you need to add value for everyone. If there are 50 people you need to reach, tailor your approach for those 50 people. You don’t need to be a talented writer or create something fancy. Your customers are sharing insights and solutions with you every day. Share them and you’ll build a presence that propels your success.

Guest: Will Barron (https://twitter.com/salesmanpodcast)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic)

 

Related resources:

  • The Salesman Podcast http://salesman.org/
  • What Your Personal Brand Can Teach You About Selling http://sforce.co/2FHd479
  • Never Forget Your Sales Prospects Are Human, Not Robots http://sforce.co/2hHFnLD
  • Finding the Missing Link in Your Pitch: Your Value http://sforce.co/2FEO5RH
  • Why the Sales Profession Is Broken and How We Can Fix It http://sforce.co/2tM0X75

Succeeding in sales means focusing on the bigger picture. Nobody knows that better than Tom Alaimo, Account Executive at TechTarget. Tom is the host of the TR Talk Podcast and he’ll tell you how having the right side hustle can ignite your sales performance. If you’re looking to build capacity or add value for your customers and prospects, this interview is a must-hear for sales success.

 

Guest: Tom Alaimo (https://twitter.com/TomAlaimo_TTGT)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic); Justin Royal (https://www.linkedin.com/in/justin-royal-a4ab9925/)

 

Related resources:

 • TR Talk Podcast http://bit.ly/2F9dHKi
 • How Mark Cuban Helped Me Hit My Sales Quota http://sforce.co/2FMkVkL
 • One Trick That Will Help You Crush Your Quota http://sforce.co/2oLRyXF

Successful small business don’t have better tools — they’re executing better. Join Joe Galvin, Chief Research Officer at Vistage, as he shares findings from his research for Customer Growth: Decisions for the SMB CEO. With a focus on cybersecurity, people, and technology, you can drive greater organizational execution. Take your company from digital transition to transformation.

 

Guest: Joe Galvin (https://twitter.com/JoeGalvin)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic), Kristie Poon (https://www.linkedin.com/in/kristiespoon)

 

Related resources:

  • Customer Growth: Decisions for the SMB CEO http://bit.ly/CEO-Decisions

  • Becoming a Technology-Enabled Salesperson with MapAnything’s Michael Muhlfelder http://sforce.co/2HFSXHV

  • 5 Features High-Growth SMBs Have in Common http://sforce.co/2onFLzr

  • New Research: 3 Insights into the World of SMB Leaders http://sforce.co/2gSA34e

  • 3 Strategies One Company Uses to Grow Sales Fast http://on.inc.com/2sMUfgX

  • Vistage Research Center http://bit.ly/2orIvuA

Your beliefs shape your behavior. Join Ian Mills, author of "The Salesperson’s Secret Code", and "100 Big Ideas to Help You Succeed", as he shows how changing your thinking leads to stronger sales. Open your eyes to the beliefs that may be limiting you from performing at your peak level. Move from “I can’t” to “I can.”

 

Guest: Ian Mills (https://www.linkedin.com/in/iandmills/)

Hosts: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic/)

 

Related resources:

  • Mental Preparation Is Key to Sales Success, with Dan McGinn http://sforce.co/2EIV7YA
  • 100 Big Ideas To Help You Succeed http://bit.ly/2Gfqt69
  • Psychometrics Tool from TPI http://bit.ly/2Gfqrex
  • 4 Bad Sales Behaviors to Break http://sforce.co/2EnXrny

Being competent at selling is no guarantee of success. Join Shari Levitin, Founder of the Shari Levitin Group and author of "Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know", as she shares insights on how to find the balance between making the right selling motions and being the right partner to your customers. With trust at an all-time low and customers highly overwhelmed, you need to bring not only great selling competency but great empathy.

Guest: Shari Levitin (https://twitter.com/sharilevitin)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic)

 

Related resources:

  • 4 Bad Sales Behaviors to Break http://sforce.co/2EnXrny
  • 5 Mind-Blowing Reasons You Need “No” to Increase Your Sales http://sforce.co/2EZ064V
  • The 5 Attributes That Make Curious Salespeople the Best at Discovery http://sforce.co/2sxjDar

Learn more at: http://sforce.co/2GdJHcx

Are the ways you measure sales performance actually encouraging bad behavior in your reps?  Join Mo Bunnell, CEO and Founder of the Bunnell Idea Group, as he explains how the right focus, metrics, process, and team mentality can ensure sales success. Breakout success, according to Mo, happens when you first look at everything that reps have 100% control over, then select the metrics that actually move deals along. Measure those, build a process to raise them up, and you’ll come out on top.  

Guest: Mo Bunnell (https://twitter.com/MoBunnell)

Hosts: Kevin Micalizzi (https://twitter.com/kevinmic)

 

Related resources:

  • Which Sales Culture Defines You? http://sforce.co/2BYsrWf
  • The Best Sales Advice of 2017 http://sforce.co/2DRjsZo
  • 4 Bad Sales Behaviors to Break http://sforce.co/2EnXrny