Is there a common thread that runs through businesses that survive and business that don’t?

Our guest today says yes — and it’s the sales organizations that know their clients the best through data analytics.

In this episode, I interview Kevin Ascher, Founder and CEO of AcousticSelling, about how data will serve you both in and out of a crisis.

What we talked about:

-The only 4 KPIs that matter

-Making CRM easy & seamless for reps

-Tips for cleaning up your data collection

-How an AI can make recommendations for which prospects to focus on — with numeric proof

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

Businesses have had 4 responses to the COVID-19 pandemic: thriving, struggling, pausing, or adapting.

Knowing which bucket the company on the other end of the call belongs to should affect the approach your sales team takes.

In this episode, I interview Bryan Rutcofsky, the VP of Global Sales at Wix Answers, about the 4 buckets and his sales approaches. 

What we talked about:

-Business just can’t stop altogether, but it does have to adapt

-How to recognize traits of the 4 buckets

-Tailoring your conversation based on the type of business you’re calling

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

You have something to sell, but you’re not sure whether now is the right time. Or, if you know your product can help, how do you educate about its value?

Most of us are in this position right now because of the COVID-19 pandemic.

In this episode, I interview Shruti Kapoor, CEO of Wingman, about her sales coaching tips for the current climate.

What we talked about:

-Processing the polar opposite opinions about whether or not to sell right now

-What to do if you shouldn’t be selling (and how to keep up morale)

-How to sell if you should be selling

-Everyone is thinking longer-term now, and you should be, too

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

Sales leadership lessons don’t come cheap.

But they do shape a sales leader who excels in embracing challenges and supporting her team.

In this episode, I interview Rebecca Croucher, VP of Sales and North American Sales Operations at ManpowerGroup, about finding leadership success in loving challenges.

What we talked about:

-Her excitement for the unique challenges at a startup

-There are no unsolvable problems… if you apply persistence

-Sales team leadership requires learning to be an encourager and a supporter

-Rebecca is proud to put forward hiring solutions in the wake of pandemic unemployment

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

Finding a product solution to please everyone sounds like an impossible task.

If it’s not going to deliver a measurable business outcome, then it’s probably just a want — something that sounds convenient but doesn’t necessarily make your business more efficient.

In this episode, I interview Maxwell Monson, Sales Operations Program Manager at Infoblox, about assessing and managing projects successfully.

What we talked about:

• 4 elements to consider in project assessment (including the waterfall effect)
• Tips for working with sales reps
• Viewing your sales rep as a store of insider knowledge
• Don’t customize a solution — using its out of the box features is best

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

True story, my short LinkedIn post about awesome startups that are hiring during the pandemic went viral.

People devoured information that gave them hope about their job prospects.

In this episode, I interview Shane Lunak, Senior Sales/Marketing Recruiter at Outreach, about how to stand out as an A+ candidate during the application and interview process.

What we talked about:

-5 outstanding ways to stand out as a candidate

-Sales reps should know exactly what their numbers were

-Right & wrong ways to reach out directly to recruiters

-Update your resume, seriously

Check out these resources we mentioned during the podcast:

-Awesome startups that are hiring right now

-Outreach’s career board

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

You have to have a special relationship with Zoom to call yourself the Zoom King.

As in, you have to be the world’s leading expert in virtual backgrounds.

In this episode, I interviewed Red Russak, the Zoom King and founding team member at Apptentive.

What we talked about:

• Dos and don’ts of virtual backgrounds
• Virtual background ideas & tone guidelines
• Fun backgrounds help people open up to you and see you as a person, not just another Zoom call

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

This century has had its share of crises already, and COVID-19 is only the latest.

What’s really important for sales in times like these? (Hint: Not revenue.)

In this episode, I interview Henry Evans, CEO of Dynamic Results, about emotional safety during a crisis.

What we talked about:

• Emotional safety isn’t squishy
• There are 2 pillars of emotional safety: the F word and the C word (not what you’re thinking)
• 3 techniques for creating trust

Check out these resources we mentioned during the podcast:

• The free Emotional Safety eSchool challenge
• The free Accountability eSchool challenge

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

Video is exploding in popularity — and necessity — as we are all moving to the virtual world due to the COVID-19 pandemic.

Today’s episode will help you reimagine your sales strategy through video.

In this episode, I interview Karthi Mariappan, Co-Founder and CEO of Hippo Video, about the dos and don’ts of video right now. 

What we talked about:

• 2 don’ts of video, including not pushing the sale
• 2 dos of video, including paying attention to tone
• Remember that humans are resilient and creative under stress
• We’ll come out of this with great new learning about ourselves and each other

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

Your huge annual conference was scheduled in early April. Well, all those opportunities got scratched. 

How do you recreate a conference-grade level of opportunity using only digital channels?

In this episode, I interview Randy Frisch, CMO at Uberflip, about how to adapt your digital channels for our unprecedented times.

What we talked about:

• Relevance matters most in marketing right now
• How to create digital destinations — 3 layers to consider
• Getting someone to engage means planning their next event

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