The pandemic has altered practically every aspect of our lives, especially when it comes to face-to-face sales and the office culture.

A lifelong learner and coach, my guest is an innovative healthcare sales leader with extensive experience in Fortune 500 companies.

Tom Whalen is the Director of Inside Sales - Extended Care at healthcare giant McKesson, and he shares his insights and experiences in adapting to the new normal.

Join us as we discuss:

• How the pandemic irrevocably changed traditional sales tactics

More information about Tom Whalen and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/tomwhalen/

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

What is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?

Aiming to answer that question, Becc Holland & Scott Barker deliver an answer on the one overarching playbook that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!

Join us as we hear from Becc Holland about:

• New and different sequences

More information about Becc Holland and today’s topic at:

• LinkedIn Profile: Becc - https://www.linkedin.com/in/beccholland-flipthescript/

For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Most of the time, you need to engage multiple stakeholders to get a deal across the line, so relying on a single internal champion just isn’t cutting it anymore.

Solutions are growing in complexity and budgets continue to become more restrictive. Which means decisions are made unilaterally. This is especially true for enterprise deals.

So, how do you identify the right stakeholders and their priorities in order to close more deals?

Join us as we hear from Jamal and Andrew about:

• How to discover the priorities of each stakeholder in an enterprise deal

More information about Jamal Reimer and Andrew Mewborn and today’s topics:

• LinkedIn Profile: Jamal - https://www.linkedin.com/in/jamal-reimer/

For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Learn the methods that top salespeople are using on LinkedIn to form better relationships, build their personal brand, and grow business.

Join us as we discuss with Scott Ingram, Account Director at Relationship One:

• How to optimize your LinkedIn profile for the people you want to attract

More information about Scott Ingram and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/scottingram/

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

If you’d like to hear unexpected steps to a great cold call, including brand-new pattern interrupts, then this is the episode for you.

Join us as we discuss with Becc Holland, CEO & Founder at Flip the Script:

• Why you should get monomaniacal about timing

More information about Becc and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/beccholland-flipthescript/

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

We all know a unicorn company — One with super fast growth and a billion dollar valuation. But what makes these particular companies stand out? Are there strategies common across many of them that you can incorporate into your own business for faster paced growth?

In this episode, we speak with Ryan Gibson, Manager of Sales Development at Outreach.io, Jason Prindle, Director of Inside Sales and Global Sales Development at BigID, and Taylor Jones, Business Development Manager at SalesForce, about unicorn companies and how they perform better than others.

Join us as we discuss:

• What each brings to the discussion & how they got hired at their unicorn

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Listening on a desktop & can’t see the links? Just search for Sales Engagement

in your favorite podcast player.

What we don’t need is another podcast episode about how the COVID-19 pandemic changed the face of business. We’ve heard a million of those. We all know the world is different than it’s ever been, and it’s likely not fully going back.

What is helpful, however, are methods and strategies to continue to deepen relationships. To really connect with people, away from Zoom, in order to continue to develop enablement and connection.

Which is why on this episode of the Sales Engagement podcast, we’re talking with a panel of sales professionals from all across the industry, all about enablement, connection, and what it takes to deepen relationships.

Some of the topics we talked about include:

• Why being comfortable in your own home on Zoom is key

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

It’s no secret that being a woman in sales can be a challenge. In what has typically been a male-dominated profession, it can be tough to not only find your voice as a woman, but also to set yourself up for progression in your career.

But remember: Ginger Rogers did everything that Fred Astaire did, but she did it backwards and in heels.

On this episode of Sales Engagement, we gathered some of the best and brightest minds in the industry, from all different backgrounds and walks of life, to have a robust discussion all about finding your voice as a woman in sales.

Some of the topics we covered in this live discussion were:

• Finding your voice as a woman in sales

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Nobody wakes up in the morning thinking about you except you. Your customers don’t wake up thinking about your business — they think about themselves, their business, their challenges.

Understanding yourself as well as others is the key to finding your voice in sales.

In this episode, I speak with Kimberly Morgan, VP, US Sales at K3 Business Technologies, about her trajectory as a female sales leader.

Join us as we discuss:

- The badass female leader who mentored younger Kimberly

- Positivity and accountability to yourself

- Creating community and connection with like-minded female leaders

- Breaking through the sales noise by understanding the person on the other side of the phone

Check out this resource we mentioned: 

- Grit by Angela Duckworth

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

The sales excellence function is the perfect marriage between sales enablement and data analysis. What would that look like in your company?

In this episode, I speak with Lucrezia Keane, SVP Sales Excellence at GWI, about what their new sales excellence function has achieved and where it’s going next.

Join us as we discuss:

- Data that companies should track to help SDRs build connections

- Why sales teams should report to sales excellence

- The intricate relationship between sales excellence and sales tools

- How advance planning reduces friction during implementation

Check out this resource we mentioned:

- The Advantage by Patrick Lencioni

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.