The Sales Excellence Podcast

In this podcast Jill Guardia takes advises sales enablers on the nitty-gritty of this role.

Listen now, as Guardia outlines how to fast growing companies can coach and enable their frontline managers and sales leadership, regardless of their size.

Learn how Dabur, the FMCG giant prepares it's sales reps through an effective sales readiness program

MongoDB is a leading technology company who spends nearly six times the industry average onboarding their sales reps. Listen now to learn how Powers deployed a successful sales onboarding program and maximized value from their bootcamp experience.

Listen now to find out how Ray Carroll, VP of Sales, has helped Engagio make the transformative shift from tactical to strategic sales.

The new problem customers are facing is that they have too many choices. And making decisions are difficult because they're so distracted, everybody wants their attention instantly. Customers now really need somebody's help to coach them through the decision process.

Listen now to find out Jeffery Lipsius’ three C’s to the customer decision process.

“Everybody has different motivational factors. Some people look at pleasure versus pain as being a motivating factor or hope versus fear, acceptance versus rejection, even success versus failure.”Listen now to hear how Turner took his sales reps to the gym to stretch their skills.

"Onboarding SDRs can actually be really tricky especially for an organization that is doing this for the first time," explains Ryan Reisert who's seen his fair share of inside sales onboarding programs.

Along with Mike Duchen, Reisert is co-founder of Inside Sales Bootcamp, a sales acceleration engine for high growth. Listen to their thoughts on enablement for sales development reps now.

"Sales enablement is the hub that spokes out to every part of the organization. We work with product marketing, product management, marketing, sales, IT etc. So we kind of translate languages if you will, between those groups."

As Head of Global Enablement at Oracle Marketing Cloud, that makes Roderick Jefferson chief translator. His collaborative approach to sales enablement means that he focuses on decoding what the business requires.

It's this perspective that Jefferson has followed throughout his career in sales and sales enablement. Listen now to hear how Jefferson has built sales enablement functions from the ground up at blue chip companies including salesforce.com, eBay and Oracle.

"We've worked with nearly 400 companies’ in completely different spaces. And whether they’re HR or IT or operations, the core competencies that we typically follow, our training process is relevant to all of them. You know that foundation, no matter what industry, will still have application and it works across all industries."

So it begs the question, what framework do you need to train best-in-class SDRs for your business.

Listen now to hear how AG Salesworks helps businesses prepare their SDRs for success.