Making sure your teams skills are up to date w/Cindy Kim
Inside Sales Coach ®
by Mark Garrett Hayes
6d ago
How often do your sales reps do CPD, are they really as up to date as they could be with industry trends in an ever changing sales environment? My guest this week is Cindy Kim, Global Revenue Enablement Manager at Inspectorio. Today you'll learn:   How to approach upskilling your team members How to ensure your team get what they need, when they need it Ways you can get the best out of your team   "Career pathing and coaching is what keeps people motivated and keeps talent, but that is needed from the ground up in every single role." Want more episodes like this? Follow me on LinkedI ..read more
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How I lead revenue enablement w/ Steph White
Inside Sales Coach ®
by Mark Garrett Hayes
3w ago
What is revenue enablement and should it be something that you need to coach your reps on? My guest this week is Stephanie White Senior Director of Revenue Enablement at Loopio. Stephanie is going to explain what the difference is between revenue enablement and sales enablement and touch on why your sales team is bigger than you think. "Are you leveraging enablement for onboarding? Are you leveraging enablement for ongoing growth for your team? Are you leveraging enablement for mastery growth and development for your team? My guess on that one is probably not for the majority of listeners. Wha ..read more
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What your sales leadership development program needs w/ Kieran Smith
Inside Sales Coach ®
by Mark Garrett Hayes
1M ago
Do you have a well rounded Leadership Development Program? My guest this week is Kieran Smith, Senior Manager of Revenue Enablement Manager at Andela. Kieran is going to explain why it's sales enablement who should be involved in shaping the LDP. "I think one the biggest misses most companies make is they just assume their leaders are going to know what is expected of them. So you're not really getting developed, you're stuck in the middle. They need to set an expectation around 'what's the day to day', 'what's your percentage time of joining calls', 'how much time do you want to dedicate to c ..read more
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Slow down so you roll out right w/ Annie Johnson
Inside Sales Coach ®
by Mark Garrett Hayes
1M ago
How do you provide a better, more thoughtful training and adoption process to your reps? My guest this week is Annie Johnson, Revenue Enablement Manager at Sayari. Annie is going explain why it's okay to slow down, or delay a role out, and how this is advantageous to you and your team. "Maybe there is a change in the business model, and that's big, your people are trying to keep up with their calls and roles in the middle of changes, both big and small. So, it's very important, even if you have to delay that change a couple days or weeks, to have everything thought through and give your team t ..read more
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Coaching your salespeople from the present w/ Matt Schalsey
Inside Sales Coach ®
by Mark Garrett Hayes
1M ago
Where do you coach your team from? Past results, or what's happening in the moment? My guest this week is Matt Schalsey, Co-founder of The Enablement Squad. Matt is going to give you reasons why coaching your salespeople from the present is so much more effective than coaching from the past.   "We've all heard the term 'Back in my day', but you're not selling back in the 90s or early 2000, you're selling post COVID in a digital remote world. I can tell you the way that I sold is hardly relevant to the way I'm selling now. We need to be present as leaders to jump on and review those calls ..read more
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3 Ways to get more from Sales Enablement w/Ben Purton
Inside Sales Coach ®
by Mark Garrett Hayes
2M ago
Do you have a Sales Enablement function? If you do, how can sales leaders get more from the Enablement team? My guest this week is Ben Purton, Director International Sales Enablement at Ring Central. Ben is going to give you 3 ways in which you can get more from working with your sales enablement team. Ben calls Sales Enablement the ‘glue’ of the business. ’We are internal salespeople.  So I try to quantify the RoI of key projects. It’s really about understanding and working with the right stakeholders. Those can be Sales or Solutions Engineers, Channel, Partnerships or marketing. ‘My hea ..read more
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Why standards are important for sales leaders w/ Derek Jankowski
Inside Sales Coach ®
by Mark Garrett Hayes
2M ago
What are your standards as a leader and do you set them high enough? Today’s Tip is from Derek Jankowski, VP of Sales at ServiceCore in the US.   In this episode, you'll learn:   ️What keeping your standards high really means Why you need to set your standards at the recruiting stage Signs you need to look for in your team   As Derek says - "Your job as a leader is to set the standard for the entire team, and if you're soft on this, and you don't hold high standards, the team will degrade. You will lose the A players because A players want high standards, and they want to be on ..read more
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Why sales team loyalty matters w/ Gus Taleb
Inside Sales Coach ®
by Mark Garrett Hayes
2M ago
Are your sales team loyal to you as theirs sales leader? Today’s Tip is from Gus Taleb, Vice President of Sales at Signifyd in the UK. In this episode, you'll learn:  ? ️⭐️Why you are only as good as your team ️️⭐️Why building loyalty within the team is imperative ️️⭐️What things motivate your sales team As Gus says - "Any Leader's success is based on their team succeeding. A team culture that values success, but also uses failure as a team's learning opportunity, creates a sense of belonging.With the right relationships within the team members a Leader can create the perfect recipe for s ..read more
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Coachability and Sales Conversations w/ Mark Davis
Inside Sales Coach ®
by Mark Garrett Hayes
2M ago
Are you really accessible to your team or do you just think you are? Today’s Tip is from Mark Davis, Sales Director at Sophos in the UK.   In this episode you'll learn:   Different ways you can share your time with your team Ways to get the maximum from short conversations with your team How to get your team to truly open up and share   As Mark says - "People are fundamental to the business's success and it's our responsibility as a leader to make time for them and be there for them. The team needs you to be there for them to be able to share what's on their mind with you be abl ..read more
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Empower your sales team w/ Dave Cohn
Inside Sales Coach ®
by Mark Garrett Hayes
3M ago
Could you be setting your team up for failure without realising it? Today’s Tip is from Dave Cohn, Sales Team Leader at Red Hat in America.   In this episode you'll learn: ? How to empower your team members ? Steps to create mutual respect between you and your team ? Ways you can foster an open team environment   As Dave says - "I never refer to the team as MY team. You should always use that verbiage as much as you can as it shows collective ownership over the goals you're trying to achieve. You have to give the power to your team to make decisions, almost in an entrepreneurial spir ..read more
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