Jeff Erickson understands that there's a natural tension that exists between sales and business development. One prioritizes cash through the door the other places an inordinate value on the partnership between the seller & the buyer. In this episode of Selling Is Not Easy we'll explore the difference between the mindsets and behaviors and where there create friction in sales & BDR teams ..read more

In this unbelievably candid conversation with Mark Seich, VP of Marketing, Sales, & Distribution at Berkley Fire & Marine Underwriters we go deep into what separates the okay sales teams from the exceptional. A few highlights include: Necessity of a strong sales culture (and how to build one) Critical role of Authentic coaching in sales teams Why your screw ups might be your greatest opportunities to lead Check it out ..read more

Come hang out with me for a quick look back at 2020 and why this amazing community of sales leaders has made this year so special for me personally. Plus I'll share a free resource that the team at the Narrative Advantage has been developing over the last few months as a stepping stone into the next year ..read more

Is there a difference between sales and business development. According to Jim Ries of Offit Kurman, there is. In this episode Jim shares the principles and practices that have made him successful and how being self awareness is your greatest advantage ..read more

Can you be successful selling a product you don't love - that you don't believe in? Not according to Sean Parisi. Today we sit down with Sean (Director National Accounts at Constellation Brands) and sit at his feet as he unpacks some of the wisdom he's learned through his career. From entrepreneurial beginnings to leading a national team Sean has learned a thing or two about how to build a close knit, effective sales team. And today he'll share it with us. #sales #leadership #salesenablement #saleseffectiveness ..read more

Managing a team is challenging anyway, but in this refreshingly candid conversation Nathan Easom talks about his experience of taking over a team right as the world went into lockdown. Nathan is the director of sales at Impact - a Santa Barbra based platform to help enterprises manage and maximize third party partnerships (I think I'm explaining that right). Hang around and you'll see what I absolutely adore about Nathan's approach to leadership, the line between training and coaching, and why leaders would do well to think like fathers & mothers ..read more

Kalon Stephen is a smart guy with an interesting career journey... that's led him into sales. Presently serving as the VP of sales for Saleforce's Commerce Cloud (super interesting technology btw) he shares his thoughts on leadership, the role (and need) for diversity in sales, and why he thinks 2020 might be the best year we ever had ..read more

Take a quick look through itunes and you'll see two dozen podcasts that have the word 'sales' in the title... and another dozen that don't are essentially are about the same thing. Pick any one of them and you'll soon discover that they're all for independent contributors - long tactics a la mode (read gimmicks) and short on substantial, actionable advice. But where's the substantive conversation for sales leaders? Where do CRO's, VPs and the directors who lead sales teams go to get help on the sticky, nuanced world of sales leadership. Here. They come here. This show is unlike any others in t ..read more