Once upon a time on the savannah, humans reacted to every shadow — in case it was a saber-toothed tiger.

Well, there are hardly any saber toothed tigers on our Zoom calls, but we’re still operating on that archaic fight-or-flight response.

In this episode, I interview Dr. Gleb Tsipursky, CEO of Disaster Avoidance Experts, about the cognitive pitfalls that we are still making.

What we talked about:

-We aren’t ever going back to what life was like in January 2020

-6 ways to adapt your internal and external business models

-Why the illusion of transparency means you need virtual communication training, stat

Check out these resources we mentioned during the podcast:

-You have to read Gleb’s book, Resilience: Adapt and Plan for the New Abnormal of the COVID-19 Coronavirus Pandemic

-He’s super active on LinkedIn, too

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

Your clients are basically in 1 of 3 situations right now: devastated, paused, or thriving.

Over half are paused… but they don’t have to be.

I had the opportunity to chat with Eric Gruber, CEO of Personal ABM and Stop the Sales Drop, about how to reach out to companies that are paused.

What we talked about:

-Account-based awareness isn’t the same as account-based marketing

-Tips for personalization that goes beyond the first 2 sentences

-How to scale the personalized ABM approach

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

Wouldn’t it be great if your prospects asked you what the next steps were?

That’s not only within the realm of possibility, it’s what happens when you stop needing to be liked.

In this episode, I interview Steve Heroux, Founder and CEO of Victory Selling and author of Sales Is NOT a Dirty Word.

What we talked about:

-Integrity sells (better than smoke and mirrors)

-The need to be liked is killing your sales

-Closing is easy if you quit focusing on it

Check out these resources we mentioned during the podcast:

-The Sales DNA Test at Victory Selling

-Steve’s book, Sales Is NOT a Dirty Word

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

It’s not just getting the leads into the hands of the right people at the right time.

It’s getting the right leads into the hands of the right people at the right time.

In this episode, I interview Sean Lane, Director of Sales Operations at Drift, about how he has optimized the top-of-funnel role of sales ops.

What we talked about:

-What are the “right” leads?

-Speed is the one major priority at Drift

-The sales team is the customer of sales ops

Check out this resource we mentioned during the podcast:

-Sean is the host of Drift’s podcast, Operations with Sean Lane

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

You used to be able to plan your week on, say, Sunday night.

Now you have your calendar open constantly for next month.

I had a chance to chat with Kaitlen Kelly, Sales Development Team Lead - EMEA at Outreach, about being a new SDR team lead.

What we talked about:

-Achieving 173% of quota in Q1

-What Kaitlen looked for in a new company during her career transition

-Prioritizing relationship with your reps

Check out these resources we mentioned during the podcast:

-SDRs Anonymous

-The Miller 17 in ProActive Sales Management by William “Skip” Miller

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

There’s a crucial difference between management and leadership: Management focuses on the numbers, while leadership focuses on the people. 

Developing the whole person should be the job of business development leaders. That, and cheerleading.

In this episode, I interview Drake Duenas, Business Development Leader at Vertafore, about relationships as the foundation for personal development.

What we talked about:

-Feedback is more effective when it comes from a place of caring

-Group learning exercises in the form of weekly call coaching

-The best advice Drake received was to be a cheerleader

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

Your first goal should be no surprises.

After that, you’ll learn to pivot from grit to scale.

And along the way, you need to lead for the next generation.

In this episode, I interview Matt Glaser, VP of Sales Operations at Vimeo, about the principles that have shaped his career for success.

What we talked about:

-Why “no surprises” means being able to forecast & predict finances

-Coaching is a sign of being ready to scale

-Lead the next generation of sales leaders with information enablement

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

Job seeking during a hiring freeze in a pandemic has to rank pretty high on our “worst nightmare” scale.

For sales reps in tech — or who want to break into tech — today’s guest gives insider tips for job searching.

In this episode, I interview Mike Theron, the COO at Rainmakers, about B2B tech sales hiring trends.

What we talked about:

-3 industries hiring during the pandemic

-Treat your job search like a sales process

-A clever way to leverage your network

-Keeping positive and not panicking

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

In Canada, the workforce is about 18% gig workers. In the States, it’s probably closer to 35%.

In this world, outsourcing your talent doesn’t have to mean overseas. The time is ripe for a blended workforce full of local talent.

In this episode, I interview Jordan Lewis, Cofounder and CEO of Stable.work, about the gig economy in sales.

What we talked about:

-A new category of work — blended workforce

-So many benefits of leveraging specialist freelancers

-Outsourcing means going local, not overseas

-Sales reps win with emotional intelligence

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

Unless you’ve been on a deserted island for the past few months (which  actually sounds really nice) you’ve noticed that the country is experiencing ongoing racial tensions.

Protests, demonstrations, riots. 

As a result, an awful lot of companies are speaking up and speaking out about diversity. They’re making commitments to be more diverse in hiring, recruiting, and every other part of their business. 

Which is great. 

But it begs the question: What does true diversity look like in a large organization? 

On this episode of the Sales Engagement Podcast, we sit down with Elias Torres, CTO & Co-Founder at Drift for a conversation all about 

-Diversity in the workplace

-The difference that having a founder of color can make

-Why diversity is no longer a nicety, but a necessity

-Making diversity & inclusion a habit, not a goal