If you’ve not added the 10K to your sales arsenal, you’re missing out. 

What’s a 10K? It’s a document that public companies are required by the SEC to publish every year. And it’s essentially a report that provides transparency into how a company is performing. 

It’s all there. Risks, deals, mergers, acquisitions, management discussions, and financial reports. And if you use it the right way, it can be a crucial tool in your sales toolbox. 

But you’ve got to know how to use it. How to read it. How it’s organized. And that’s where Jamal Reimer comes in. Jamal was our guest on this special episode of the Sales Engagement podcast. Special because it’s not just an audio podcast.

Jamal was nice enough to use Zoom to walk us through how to read and utilize a 10k report.

But Jamal walked us through 

• What a 10K actually is
• The 4 major areas of every 10K
• Why the quarterly analyst calls are a goldmine if you’re looking for information on a company. 

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

For someone so successful to admit to making leadership mistakes — that’s powerful.

In this episode, I interview Stratford Canning, Director of Sales Development at Forrester, about a few things he wishes he’d known as a new sales development leader.

We talked about:

-What’s changed in sales development over the last few years

-Why balance makes an effective leader

-3 technology-related mistakes you could be making

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

If there’s one thing we can all agree on, it’s that for the vast majority of us, COVID has caused us to spend more time sitting. Most of us aren’t commuting to the office, unless you count the 10 steps from the bedroom to the desk.  

We’re spending less time walking to the car, walking to the building, and as a result, many of us are spending less time on exercise.  

Our gyms are closed, and we either don’t have the equipment to work out at home, or we don’t know how. What are you supposed to use in place of a dumbbell? What do you do if you don’t have a spin bike?  

And besides physical exercise, a lot of us have neglected taking care of ourselves in a lot of other ways. Mentally, emotionally, spiritually, we’re not exercising. So what are we going to do about it?  

On this episode of The Sales Engagement Podcast, we talk with Nieka Namczak. Nieka is the Sales Enablement & Productivity Manger at Udemy, and came to chat all about: 

-Self-care, and why it’s more than just physical exercise 

-How to make taking care of yourself  a priority 

-How to help your team embrace it 

-Why it will pay dividends in the long run

Some things never change. Optimism is still the only free stimulus. Tuning out the news improves your mental health. And if you focus on your customer, you'll be fine.

In this episode, I interview Bill McDermott, president and CEO at ServiceNow, about the biggest transformation in our generation and what's not changing.

Bill & I talked about:

-What's different about the most recent economic downturn

-How to highlight racial and social inequality in this country

-Staying connected to the hustle spirit

-And using systems of action to expand your market

Resource mentioned:

Winners Dream: A Journey from Corner Store to Corner Office

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

Customers have changed their buying behaviors, and we need to meet them where they are now.

In this episode, I interview Britney Bartlett, senior director of global virtual sales specialists at Cisco, about how to create a virtual sales specialist team with the people you already have.

Britney & I talked about:

-Creating a global virtual sales specialist team

-How to implement change in a big organization

-Piloting to learn

-Hindsight 2020: What leaders should be thinking about

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

It may be the understatement of the century, but COVID-19 and the ensuing pandemic  has completely altered the sales industry, likely forever. There is no longer such a thing as “business as usual.”

And being a sales leader comes with an added set of challenges. You’re going through all of the same emotions, and feeling a lot of the same impact as everyone else, but you’ve got a team to lead. People that depend on you. 

So how should your strategy shift as you accommodate this “new normal?” What are you dealing with now that would’ve been unheard of 6 months ago? How have you had to grow yourself as a leader?

On this special Unleash Summit episode of the Sales Engagement podcast, we sat down with LaKendra Davis, who is the Assistant Vice President of Government Solutions at AT&T. We talked all about (among other things) 

-How the sales leadership role has changed,

-Shifting strategies as a result of COVID

-How she keeps morale up in the midst of a pandemic

-Why vulnerability might just be your greatest asset

An awful lot of people are stressed out right now. A whole generation of sales professionals are living through the most turbulent sales landscape they’ve ever encountered. 

Maybe you weren’t a sales professional during the 2008 economic downturn, or you were too young to have been in the industry during the dot com bubble burst of 2000 & 2001. 

If we’re completely honest with ourselves, it can be really tempting to wallow in negativity. To look at the current landscape and write the whole thing off as a lost cause. Maybe it’s time to pack it up and change careers. Throw in the towel. 

Not so fast. 

On this episode of the Sales Engagement Podcast, we got to sit down with Steve DeMarco. Steve is the Chief Revenue Officer at LeanData, and has been a sales professional during some of the most volatile and turbulent times the industry has seen in the last several decades, and we talked all about: 

-Some of the major life events he’s seen in the last 20 years

-How crisis can make you a better salesperson

-Why now is the perfect time to focus on enablement

-Why it’s never the wrong time to master the fundamentals

It’s the one thing you have to get right along the way — a sales process.

How you’re adhering to the buyer’s journey & your market/product mix.

In this episode, I interview Joshua Stalnaker, VP of Inside Sales at Amplify, about building a sales process that doesn’t lose.

What we talked about:

-The components of a winning sales process

-Best practices for research, discovery, & positioning

-It’s the little things that make a big difference

Check out these resources we mentioned during the podcast:

-Selling to Zebras by Jeff and Chad Koser

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

It’s not typical to spend the first 3 months in your new role just… listening to people.

But that’s what it takes to build a lasting and strategic sales culture.

In this episode, I interview Remy Piazza, Chief Sales Officer, North America at Bureau Veritas, about creating a sales culture from the ground up.

What we talked about:

-The 3 pillars of building a sales culture

-Tactics: listening, coaching, & hiring

-Why a unifying vision or strategy is essential for long-term success

Check out these resources we mentioned during the podcast:

-The ABC's of Building a Business Team That Wins on creating a mission everyone can get behind

-Shoutout to Xerox for superior consultative selling

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

Everyone is cost-centric right now — but especially CFOs.

When your product or service is priced at premium, how do you use storytelling to sell at a time when the phones are uncharacteristically quiet?

In this episode, I interview Paul Shortley, SVP of Global Sales, Marketing Effectiveness at Nielsen, about the tactics of sales messaging.

What we talked about:

-A strong messaging platform starts with your customer

-Exactly where to place your “NASCAR slide”

-Sell benefits, not features

-Why premium is still better than good enough

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