What we don’t need is another podcast episode about how the COVID-19 pandemic changed the face of business. We’ve heard a million of those. We all know the world is different than it’s ever been, and it’s likely not fully going back. What is helpful, however, are methods and strategies to continue to deepen relationships. To really connect with people, away from Zoom, in order to continue to develop enablement and connection. Which is why on this episode of the Sales Engagement podcast, we’re talking with a panel of sales professionals from all across the industry, all about enablement, connec ..read more

Nobody wakes up in the morning thinking about you except you. Your customers don’t wake up thinking about your business — they think about themselves, their business, their challenges. Understanding yourself as well as others is the key to finding your voice in sales. In this episode, I speak with Kimberly Morgan, VP, US Sales at K3 Business Technologies, about her trajectory as a female sales leader. Join us as we discuss: - The badass female leader who mentored younger Kimberly - Positivity and accountability to yourself - Creating community and connection with like-minded female leaders - B ..read more

The sales excellence function is the perfect marriage between sales enablement and data analysis. What would that look like in your company? In this episode, I speak with Lucrezia Keane, SVP Sales Excellence at GWI, about what their new sales excellence function has achieved and where it’s going next. Join us as we discuss: - Data that companies should track to help SDRs build connections - Why sales teams should report to sales excellence - The intricate relationship between sales excellence and sales tools - How advance planning reduces friction during implementation Check out this resource ..read more

When you take an honest look at your business and realize that you utterly lack the expertise to build and support a BDR/SDR team, what then? Here’s a little guide for what to expect when you outsource sales (versus why you might consider building in-house anyway). In this episode, I interview Peter Lipton, Director, Global Head of Sales - Technology & Alliances at JDX Consulting, about the differences between outsourcing and enhancing a BDR/SDR team. Join us as we discuss: - The reasoning behind outsourcing the sales function - What expertise is needed to outsource successfully - The deci ..read more

There’s a hole in your company, and diversity can solve it. It’s no secret that we’re all different from one another—nothing could be more obvious—and it’s long past the time to welcome a more diverse working world. Today, we heard from Shauna Cour, Vice President of Employer Sales at Ovia Health, and Jerice O'Malley, Head of Business Development and Sales at Amplify Consulting Partners Inc., about what it means to create a space for difficult conversations, build up psychological safety, and eliminate silence culture. Join us as we discuss: - The long-term impact of facilitating psychological ..read more

The four stages of sales enablement maturity are these: none, random, formal, and adaptive. If you haven’t made it to formal yet, you won’t be able to reach an adaptive level of sales enablement maturity. In this episode, I interview Mike Kunkle, VP, Sales Effectiveness Services at SPARXiQ, about the principles in his book, The Building Blocks of Sales Enablement, as well as actionable tactics for moving toward the formal level and beyond. Join us as we discuss: - Taking on a holistic approach to enablement - What a mature model really means - The steps in the gap analysis prioritization appro ..read more

You have a big problem if your VP of Sales is the best salesperson in the company. Their job is actually to help make their teams better than they ever were. Today, we hear from Wesley Ulysse, Vice President of Sales, North America at Red Points, about an alternative leadership style driven by open-mindedness, patience, inclusivity, vulnerability, and dynamism. Join us as we discuss: - Why patience can be the biggest leadership challenge - The reason your VP of Sales shouldn’t be the top seller - How an open-minded manager interviews and hires - The most important quality a manager can have is ..read more

directories or can be used as a mini blog post on your website.] There’s no one size fits all when it comes to setting your team up for success—however, there’s much you can do to build and support a development-focused environment. Today we are joined by James Buckley, Director of Business Development at Attest, to discuss how he motivates, trains, and connects with his SDRs. Join us as we discuss: - Encouraging SDR development - How having a growth mindset improves your team - Why setting customized KPIs is critical - The importance of comprehensive onboarding material For more engaging sale ..read more

Today’s guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation! Join us as we discuss: - Delivering both felt safety and actual safety - How Flock started with a bunch of break-ins - The ins and outs of ethical machine learning - Mitigating bias and serving justice with vehicle data - 4 principles for building products for social justice Check out these resources we mentioned during the podcast: - U ..read more

Whether by fear of change or ignorance to opportunity, automation isn’t always top of mind for many organizations. But, when speed is the name of the game, you can’t afford to not have an eye out at all times for ways to automate your business. Still not convinced? We speak with an expert of automation, David Gauld, Sales Operations Lead at CTS. He walks us through his strategies and why fixing time sinks may be the single most important thing you can do to enable your teams. We talk all about: - Tips for companies moving into the glow-up stage - How to have data-driven conversations within yo ..read more