Podcast show notes and links to episode
26: Is Enterprise Selling fun? It should be! It can be! Your mindset determines your success and happiness. Jim Schaffer and I explore the process of creating success in enterprise sales
25: When sales people do their homework, discovery is more productive and customers are more receptive. Or…are you listening…or waiting to talk?
24: High performing sales people don't sell. They explore, they guide, they advise and co-create. So…how do we foster creativity?
23: Improve your sales results with deliberate practice and effective discovery
22: Need to boost your pipeline size and shape? Mark Goloby says: Get sales and marketing in the same room, working on the same goals!
21: High performing sales enablement organizations leverage their sales enablement charter to ensure strategic direction and significant organizational and operational impact!
20: Strategic account management is far more than sales planning or opportunity planning
19: Need to increase your sales teams' close rates? Improve your opportunity review process to ensure that more deals close, faster!
18: Effective account planning drives 40-70% higher revenues and greater customer satisfaction and loyalty. It takes great preparation, good processes and strong participation
17: Enterprise selling is like running a marathon, and Jonathan Levitt describes why "choosing to do hard things" allows us to be successful in both!
16: The levers of sales productivity, enablement and how you can drive higher sales performance
15. Getting your "fair share" with enterprise customers? Change your selling approach and enjoy better results. Ulrik Monberg, CEO of ARPEDIO outlines his recipe for effective Account Based Selling
14. The power of communication: You create your world with your words...so what exactly are you saying? Communication expert Laurie Schloff provides an approachable perspective!
13. Why does sales still take an inside out view? Jackie Quint discusses the success moments that will change your selling perspective and drive both customer satisfaction and profitability!
12. Your sales people are leaving money on the table! Expert negotiator Christine McKay outlines how to capture additional value and reduce engagement costs
11. Why Change, Why Now? Kevin Dixon and the secrets to success in enterprise selling
10. Meagan Davis on the essence of sales enablement and long distance running
9. Tammi Warfield: Think of selling as the passing of a baton between team members
8. Let's build muscle memory in sales! Dr. Stefanie Boyer shares her research and recommendations!
7. Does sales enablement excellence require process expertise or subject matter expertise? Lisa Skillern and I duke it out!
6. Liz Pulice outlines the Revenue Operating Rhythm and its impact on sales productivity and excellence
5. Is sales enablement art or science? Roderick Jefferson says "Yes!"
4. Two thirds of all tech products are sold through the channel. Heather Margolis takes a deep dive into channel enablement
3. Marina Devalia stages an intervention to get marketing and sales to work together!
2. Matt Cohen: On bootstrapping sales enablement and onboarding
1. Key attributes of successful sales people — curiosity and business acumen! Kevin Onarecker shares his perspective