2020 has been brutal thus far. Across the board, from C-suites on down, we are hearing that sometimes people feel they are accomplishing so much and adapting really well to new business practices and remote lifestyles, and other times it’s as if they are walking around in circles, unsure where to even start and wondering if anything will ever be “normal” again. 

John Moore, Vice President of Revenue Enablement at Bigtincan sits down to give some great insight and share his experiences with all of these conflicting scenarios. Bigtincan has employed a global remote team since it’s 2011 launch, and has ironed out the virtual kinks that many companies are just seeing now for the first time. What else can they offer? Take a listen. 

What we talked about:

• Pandemic protocols: Transitioning off site.
• Phase 2: Actionable enablement for your remote teams
• Re-Onboarding: How to approach coming back to an in person environment

Checkout these resources we mentioned during the podcast:

• Link to the CSO Insights study John mentions: https://www.csoinsights.com/research-studies/
• Learn about Hermann Ebbinghouse’s memory studies

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

John Healy, Sales Director at  Grub Hub joins the show to explore to share his views on leadership in the sales environment. Coaching and building sales teams to succeed is his core value. His team’s success is a direct representation of his value as a leader, whether they are driving results for him or killing it elsewhere. 

What we talked about:

-Coaching and developing salespeople 

-Equipping individuals to reach career goals

-Leadership styles 

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

Mark Mangal, Manager, Global Business Development at Aptean sits down with me to talk about the transition from salesperson to sales manager. He shares some of the core lessons he brought with him from his sales days, as well as some skills he has picked up in his time as a leader. 

What we talked about:

-Jumping from sales to sales leadership

-Performance

-Recruiting & training 

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

Daniel Gray, CCO at Deluxe Entertainment  has a really impressive background and

a wealth of sales and leadership knowledge. He’s at the top of the game, but he isn’t here to tell that story. That you can Google. 

Daniel sat down with me to talk about the strategies he has come to believe in after a stellar career and access to the world's top sales trainers. We talk about the most effective technique he has learned along the way in incredible detail as a value add to the sales community as a whole. 

What we talked about:

-Pivoting perspective on the sales cycle 

-Templatizing a “Sequence of Events”

-How your technique and bottom line benefit

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

With a strong CDN in place, Sales Ops can identify and prioritize who the valuable prospects are, and then push those leads down to Sales Reps.

Aaron Lockhart, Senior Manager Sales Operations at Limelight Networks discusses how his Sales Ops team goes through that process, maximizing every lead and letting the Sales Reps do what they do best-Sell.

What we talked about:

• Identifying your total addressable market
• Prioritizing your outreach
• Shoring up your sales cycle to assure an above bar customer experience

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

Traditional sales training is dead forever.

And good riddance, honestly.

Welcome to virtual sales training, which is not just relevant for current events but also cognitively effective.

In this episode, I interview Mario M. Martinez, Jr., the Founder and CEO of Vengreso, about his all-virtual sales training program.

What we talked about:

-We forget 66% of something an hour after we heard it

-3 cognitive retention strategies

-7 things digital training does that traditional doesn’t

-3+ bullet points (You can just copy/paste your blog subheadings here, or main points)

Check out these resources we mentioned during the podcast:

-Mario’s podcast, the Modern Selling Podcast

-Training modules at Vengreso

-Mario’s Twitter @M_3jr

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

If you had to come up with a theme for the way you lead your team, what would it be?

Today’s guest would say that his theme is the importance of human connection. It’s the starting place for personalization and authenticity in sales.

In this episode, I interview Sean Simerly, Head of Sales Development at Benchling, about the 2 guiding lights he uses to lead and develop his team.

What we talked about:

-Connecting with people is where narrative and communication come into play

-Sean’s 2 guiding lights for hiring, training, and developing new SDRs

-Your goal shouldn’t be sales but a genuine conversation between 2 people

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

After spending some time coming up in the sales trenches together, special guest Jeff Swan and I are back together to riff about where Jeff’s career has taken him. 

As the Founder and CEO of RevUp Sales, Jeff has developed some strong strategies to “rev up” a sales campaign, with Email Sequence at the tip of the spear.  A self professed “Marketing Exec with sales DNA”, Jeff walks us through an in depth tour of successful sales plans in these strange and challenging times.

What we talked about:

-Email Sequence: Silver bullet or killer component -Tell your prospects a valuable story

-Knowing your buyer

-Email Statistics 2020

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

When you used to be a pro soccer player, you use the word “coach” in a really specific way.

It means sparking the natural curiosity in your team. It means figuring out what motivates them and helping them reach their goals.

In this episode, I interview Neil Barlow, Senior Director of Global Sales, New & Exp, at Diligent, about coaching the team, as well as MEDDIC, Neil’s favorite sales methodology.

What we talked about:

-Look in the mirror and ask yourself if management is really what you want

-Coaching changes the meaning of success (the focus isn’t on you anymore)

-How MEDDIC transformed Neil’s team & how you can implement the framework, too

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

A pause can be a time for reflection about your true motivation. It’s also often followed by positive changes.

Let’s call this time “the Great Pause” rather than a new normal while we explore some existential questions about work and life.

In this episode, I interview Brendan Short, Founder at the Revenue Engine, about what SDRs should be doing during the Great Pause. 

What we talked about:

-Asking deep questions about your goals

-Tons of tips for creating content

-Learning a new skill could change your whole future

Check out these resources we mentioned during the podcast:

-Brendan’s newsletter, Sales Lessons of the Week

-Mary Shea’s blog posts

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