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Coaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it? On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your manager. You’ll Learn:How can you make "coaching" sticky?How can you build a culture of learning?Why coaching doesn't always have to be an hour long 1 on 1 with your manager.What role does enablement play in the delivery and reinforcement of coaching. About CaitlinCaitlin Finnegan is the Senior Director of Revenue Enablement at SalesScreen.She has formerly held head of Enablement roles at Bloomberg Industry Group & NewsCorp.Caitlin’s previous enterprise sales experience, coupled with her PR background and a MA in Corporate Communications led her to a career in enablement.She holds degrees from Georgetown University, Baruch College and has completed coursework at Columbia University.
Felix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"?You’ll Learn:Who exactly needs enablement and why?Where to focus your attention to see revenue backed results?Common pitfalls in "enablement"About Felix Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies.About FFWD For business leaders who want to maximise their sales team’s effectiveness, FFWD offers the Sales Enablement Accelerator, a proprietary framework that equips sales teams with strategies and support services they need to increase their pipeline and win rates.Unlike other sales enablement service providers available, FFWD’s Sales Enablement Accelerator is the only holistic sales enablement service considering all factors impacting sales performance according to industry-leading research: sales process, tech tools, buyer content, talent development.FFWD clients without internal sales enablement resources are able to benefit from strategic advice and enablement services delivered by sales enablement veterans. Clients who already have invested in an internal sales enablement function are able to increase their capacity to realise strategic initiatives faster.The Sales Enablement Accelerator offers business leaders the opportunity to make sales enablement their competitive advantage without the long hiring processes and financial risks involved in increasing internal sales enablement capabilities.
Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness" You’ll Learn:Why it's not all about "getting people to like you"The power of staying connectedHow to become an extraordinary influencerAbout BrianBrian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations. Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence.Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people.Bryan’s book: "The Influencer:Secrets to Success and Happiness" Bryan’s LinkedIn: Brian AhearnBryan’s website:
In this episode I am joined by Steffaney Zohrabyan to talk about digital transformation and adoption!You'll Learn:1. Digital Adoption- Why it shouldn't be an afterthought.2. The power of learning "on the job" 70/20/103. Using technology to enable your front line sellers.About Steffaney:Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Half, T-Mobile for Business and Cisco. She is host of the first podcast, blog, and video series on digital adoption: The Digital Adopter.
In this episode I am joined by Paul Butterfield  to talk about how to measure and attribute success to enablement.  You'll Learn:1. How to correlate enablement to revenue growth.2. Building out your internal NPS score.3. What specific initiatives drive enablement success forward.About Paul:Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging  his 20 years in sales and sales enablement to help sales and customer success organizations transform into truly customer-centric organizations that differentiate through they sell rather than with price or product features. Expert in analyzing sales organizations and implementing sales process and messaging. These transformations have resulted in significant uplift such as an increase in competitive win rates from 50% to 67%-75% inContact experienced.Paul's Specialities: Sales enablement, sales effectiveness, sales methodology, CustomerCentric Selling® and Selling Through Curiosity® customization and implantation, account management, cloud sales, SaaS sales, customer success, customer retention, software sales, direct sales, channel sales, channel management
In this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales!You'll Learn:1. How to be a tactful negotiator2. How to maintain control throughout the sales process.3. What key lessons from the white house can be applied in sales. About Paul:Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediate results that make an enduring commercial impact. He is an executive leader who jumps organizations multiple steps ahead through his success in start-ups, consultancies, rapid-growth enterprises and Fortune 50 firms.His accomplishments span the shop floor selling stereos in college to negotiating legislation on the floor of the US Senate; building out start-ups to $1 B valuations to being a board member of a global hair care company. He's been a driver in how we all use text messages—SMS—having developed two patents providing interoperability and building a business on the ground in 80 countries—including living in the US, France and China. He applies a business philosophy of bridge-building seeing relationships, combinatorial thinking and aligning companies to common visions and objectives. As a strategy consultant advising on acquisitions, strategic partnerships and sales growth his clients include Facebook, MasterCard, Western Union, Liveperson, as well investment firms such as HIG Capital, Warburg Pincus and Columbia Capital. Paul’s range of experience and non-linear career provides insights and deep appreciation for the unique context, customs and motivations with which different people, institutions, nations and industries operate.Connect with Paul:www.globalpointview.comLinkedIn
In this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up"You'll Learn:1. Why going above and beyond is the success of repeat business.2. How to delight your customers at every step of the journey.3. What sea based businesses can teach land based business About Paul:After spending over 25 years in the hospitality industry, Paul has discovered how to go beyond a “perfect” customer experience. Through teaching his audience to stop viewing perfect as an end goal, and instead see it as a starting line, Paul encourages companies to stop settling for delivering merely “perfect” service.Over the past three decades, as a Senior Executive, Paul has managed and guided some of the largest and most luxurious cruise ships in the world, taking him to speak on stages all over the globe where living with his customers, clients and co-workers was a way of life. His time on the high seas has taught him that through approaching customer service with the intent to exceed his customer’s expectations, rather than just meet them, higher levels of customer satisfaction, retention, loyalty, and repeat business can be experienced.Paul is author of "Repeat Business, Inc: The Business of Staying in Business", an Advanced Communicator in Toastmasters International, and a member of the National Speakers Association.Paul has a Bachelor of Science in Education from Boston University, and spent years as an educator before joining the hospitality industry. His time in the classroom gave him the skills to command a room and conduct productive and efficient workshops.His latest Book:"You can't make this ship up"
In this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline!You'll Learn:1. Why 65% of deals stall somewhere in the sales process2. How to qualify your deals early on in the sales process3. What are the key milestones in your buyer's journeyAbout Steve GieldaSteve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving critical on-the-job behaviours. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company.Learn more about Ignite Selling:
In this episode I am joined by Crystal Franco-Nikosey to talk about how  sales onboarding can be tailored to different personality types!You'll Learn:1. How "personality" ties into the success of your onboarding program2. How to leverage personality tests to make tweaks within your onboarding program3. Why onboarding is a continuous process of improvementAbout CrystalCrystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales experience. she is now the sales enablement manager at cloud academy and prior, served as the director, customer enablement at early stage startup, tribyl inc.her passion is taking an outcome based approach to enablement. aligning all initiatives and programs to the business goals.crystal also advocates taking a holistic view at sales reps. from their first interview, to personality assessments to onboarding to career movement internally. by identifying these patterns and learning modalities, enablement can become laser focused on what is most impactful to the business.prior to sales enablement, crystal started her sales career as a bdr moving into corporate inside sales, and finally an enterprise account executive, selling saas solutions.
Jason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you?What you'll learn:1. How to go from an order taker to quota breaker2. How to sell with authentic persuasion3. Why there are no "ready born" sales people.About Jason CutterJason Cutter has a degree in marine biology from the University of California, Santa Cruz, but his adult life has been focused on selling and helping others to sell. He has led sales teams at multiple companies, across multiple offices, and in multiple countries, including working with offshore call centers. His niche is inside sales teams driven by inbound performance marketing. Today, Jason is the host of The Sales Experience Podcast and he leads his own consulting firm, Cutter Consulting Group. Selling With Authentic Persuasion: Transforming from Order Taker to Quota Breaker is his first book.Resources:
Donnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily"What you'll learn:1. Techniques to get more referrals for your business2. How to ask for a referral without it sounding uncomfortable3. How to build a lasting relationship with your clientsAbout Donnie BoivinAt 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he’d been living other people’s dreams; two decades mastering sales but making other people wealthy. Confident in his sales ability and local brand he jumped out on his own to chase his dream of speaking on stages and inspiring others to go for their own business freedom.He quickly learned he had an employee mindset (not a business owner’s) and ran his business straight into the ground. While struggling to find his footing and build his business he began to discover himself. Donnie’s journey led him to build Success Champion, where badasses learn how to become the champion of their own business and personal success.Success Champion is now a top-200 Apple podcast, a magazine, and a dynamic and sought-after Facebook group. Donnie is also the creator of the Badass Business Summit helping businesses unleash, be seen, and sell. He has appeared on hundreds of podcasts, spoken on hundreds of stages, and is going bigger with his message every day. He’s been called a motivator, a straight talker and an authentic badass.
You can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world. You’ll Learn:1. The advantages of an equally distributed workforce2.  How to equip and enable your salesforce remotely3. How to work together when everyone is working in different locations & timezones.About Celine GreyCeline Grey is the Director of Revenue Acceleration at Oyster HR. Oyster is  making it easier and more affordable for companies to hire people in whichever country they happen to live in. It means talented people can get a dream job without dropping everything, and companies can get a dream hire without limiting themselves to their neighborhood.
Kevin McCarney joins me on the podcast to talk about his book "Big Brain  Little Brain" and how we can use communication as an asset rather than a liability.Whenever we’re frustrated, angry, or under stress, those negative influences try to control what we’ll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us.   Fortunately, there’s a way for you to take charge.Big Brain Little Brain distills all communication into simple and accessible tools you can use immediately. It identifies the twenty-one tools your Big Brain can tap into for better communication, as well as the fourteen avoidable traps that your Little Brain will constantly set for you.Most importantly, it will show you how to find your “neutral,” giving you the time and focus you need to find the right words even in the most pressure-filled encounters. Gaffes will become a thing of the past, and great communication will become your trademark.You’ll Learn:1. What's Big Brain & Little Brain is all about.2.  How to find your neutral words and move to that "neutral space"3. How to forge strong relationships and bonds with our communication style.About Kevin McCarneyBest selling author Kevin T. McCarney spent several decades managing customer and employee relations across a wide range of industries and organizations. He has been a guest speaker at the USC Marshall School of Business, the UCLA Anderson School of Business, and Woodbury University, among many others. A successful entrepreneur, author, speaker, mentor, husband, and father, Kevin has served on the board of directors of the California State Compensation Insurance Fund, the California Restaurant Association (Chairman 2014), the Burbank Arts in Education Foundation, the Boys and Girls Club of Burbank, and the Universal City North Hollywood Chamber of Commerce.
Darren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader.You’ll Learn:1. Why becoming a great leader starts from the inside out?2.  Adapt best practices for authenticity3. Forge unbreakable bonds with your tribeAbout Darren ReinkeDarren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyful life while creating stronger and more resilient teams, organizations, and communities.Darren founded Group Sixty, an executive coaching and training company based in San Diego, to bring his purpose to life and to transform leaders, their teams, and their organizations. Learn more at Savage Leader“Be a leader.” Most of us hear this phrase. It’s a message no longer reserved for the aspiring C-suite executive or CEO. It’s for everyone from the recent college graduate to the mid-career professional to the top of the corporate ladder. It’s for every industry and every sector too.But what does it mean to “be a leader?” How do we become one? What does it take?In today’s world, it takes more than being a great decision maker, strategic thinker, and risk manager. It takes mastering the inner game to become a “Savage Leader.” In this book, Darren Reinke will show you how by guiding you through 13 key principles that will help you develop and master the inner qualities and traits you need to become a leader.In The Savage Leader, you will learn how to:Use your values to anchor and guide your decisions;Adapt best practices for authenticity;Forge unbreakable bonds with your tribe;Embrace patience;Seek out discomfort to drive growth;Get unstuck and take action;Crush your doubts and much more.Drawn from Reinke’s experiences working in corporate America and as an executive coach, developing player-coaches for top organizations around the world, The Savage Leader is also packed with dozens of interviews with remarkable leaders including: Silicon Valley entrepreneurs, professional athletes, Navy SEALs, and pioneers in the fields of sports, entertainment, and technology.Whether you’re a status-quo challenging entrepreneur, community activist, high-potential manager, trailblazing teacher, mid-level manager, or startup founder, The Savage Leader will give you the practical and actionable tips you need, while inspiring you to reach your full leadership potential.Inside each of us is a “Savage Leader”—we just need to learn how to unlock and unleash them.
On this week's podcast I would like to share with you an episode I recorded with Alex Smith for his podcast "Stories of Selling Human"Thank you so much Alex Smith for having me on your podcast! Malvina EL-Sayegh is a Head of Sales Enablement at Silverfin - a high growth cloud-first SaaS post-accounting solution focused on providing software for accounts preparation and adjacent workflows such as statutory accounts and tax. She is an experienced Relationship Manager & Training Consultant with a 10-year history of working in the Financial Services Industry and has achieved outstanding success in sales and closing new business as well as assisting clients to see the value in Fintech solutions. Malvina also hosts the #STAYHUMAN podcast, which she started with a purpose of demystifying sales and exploring what it means to be a "great" salesperson.Summary:Key Moments:04:05 - How sales changed over the years. Active listening and problem solving.13:35 - Natural curiosity. Asking meaningful questions.21:44 - What is "Sales Enablement"?25:26 - Tips for sales professionals and a "non-sales sales person".37:38 - Self-reflection and salesCheck out Alex's podcast here:
Britta Lorenz joins me on the podcast to talk about the highs, the lows and the key to success in enablement.You’ll Learn:1. Why Patience is such a key element to a successful enablement career2. Is being in sales first a necessary part to being successful in enablement?3. Britta's quick win in enablement About Britta LorenzBritta Lorenz is a mother of two, a businesswoman, consultant, certified executive coach, and podcast host who values dedication, compassion, authenticity, and excellence. Britta learned the value of dedication at an early age growing up in Imst, Tyrol, Austria as the first daughter of two, living in a four-generation home. Britta's dedication, compassion, hard work, and determination to avoid a life of mediocrity inspired her to earn an NCAA DI sports scholarship which led to an accomplished business career. She received her education at the University of Nevada, Las Vegas, with a Bachelor's in Business Administration Management, and she also holds a Master's in Business Administration. Earning several academic awards for her outstanding achievements has proved her attitude and consistent mission of excellence. Britta knows that success is a journey, not simply a destination, filled with the highs and lows of life. This perspective is a constant driver, and she brings this same dedication to her work with business leaders to enable organisations and teams worldwide to achieve their growth objectives. An unrelenting passion for empowering people has fuelled Britta's strive for greatness.She is passionate about bringing humans together to enable connections and long-lasting relationships. Britta leads the DACH chapter of WiSE (Women in Sales Enablement - Germany, Austria, and Switzerland). She is an active supporter of women in business and the creator of the C²LEA²R framework for leadership.
Carly Lehner joins me on the podcast to talk about onboarding in sales: how it has changed, what the outlook is and what are the considerations you should make when building out your onboarding programs.You’ll Learn:1. Understanding the perfect balance of remote and in-person elements in onboarding programs2. Pre-Onboarding: is it a must or a nice to have?3. Onboarding biggest challenges!  About Carly LehnerCarly Lehner is the Head of Revenue Enablement at Andela.  She is a sales enablement professional who believes in providing sales organisations a tech-enabled, relationship-oriented development approach, without distracting sellers from generating revenue.
Colin Spence joins me on the podcast today to talk about customer success: what it is and isn't and why it's such a hot topic among SaaS businesses!You’ll Learn:1. What Customer Success is and isn't2. How Customer Success can be more commercial3. Why the happiness of the end client is the key to successAbout Colin SpenceColin Spence is an experienced Customer Success leader responsible for Silverfin's Global customer success. With overseas experience in both multinational Fortune 50 organisations and hypergrowth start-ups, Colin's ambition is to lead world class Customer Success teams.
Simon Hares,  Serial Trainer 7,  joins me on the podcast today to talk about the art of creating a well written proposal for your customers.You’ll Learn:1. Why do you need a sales proposal?2. LISTEN framework for your proposals3. How to ensure you are capturing the right audience in your messagingAbout Simon HaresSimon Hares is the Managing Director of the Serial Trainer 7 international sales and management training organisation based out of the United Kingdom (UK). Simon  has worked with organisations around the globe, from Australia to the United States. He had a successful career in the publishing industry before he went out on his own as the Serial Trainer 7.   The organisation focuses on management leadership training, sales training, business skills training and personal development.
Adriana Romero joins me on the podcast to help me demystify sales enablement: what it is, what it isn't and the most common misconceptions about our work!You’ll Learn:1. What is Sales Enablement?2.  Top Misconceptions about Sales Enablement About Adriana RomeroAdriana is a maven, she lives for connecting, helping and facilitating information. An engineer turned salesperson turned sales coach, she spends her days figuring out how to better enable the LevelJump sales team while trying to build a business that helps Immigrant women alongside her best friend. A mother of one girl and one furry boy, she loves being married to a sales star that loves planes and travel as much as she does.
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