The Sales Engagement Podcast

A creative and highly motivational strategist, this episode’s guest holds an MBA from Pepperdine, an executive certificate from Harvard, and has recently published her latest book. Jennifer Davis is the Chief Marketing and Communications Officer at Learfield, a media and technology leader in the energetic college sports industry. Her impeccable resume includes time as the former Head of Product Marketing Management at AWS and the CMO at Honeywell, and she’s also a former contributor to Forbes. Listen in as we discuss: How Jennifer’s exceptionally well-rounded background made her a formidable business leader The mechanisms to achieve results Customer-obsessed marketing Matching your attention with discipline More information about Jennifer Davis and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/jenniferbdavis/ Company Website: https://www.learfield.com/ Well Made Decisions, the new book by Jennifer Davis For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

The pandemic has altered practically every aspect of our lives, especially when it comes to face-to-face sales and the office culture. A lifelong learner and coach, my guest is an innovative healthcare sales leader with extensive experience in Fortune 500 companies. Tom Whalen is the Director of Inside Sales - Extended Care at healthcare giant McKesson, and he shares his insights and experiences in adapting to the new normal. Join us as we discuss: How the pandemic irrevocably changed traditional sales tactics Shifting communication styles with both your workforce and customers Staying engaged and motivated in the evolving sales environment   More information about Tom Whalen and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/tomwhalen/ Company Website: https://www.mckesson.com/   For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

What is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all? Aiming to answer that question, Becc Holland & Scott Barker deliver an answer on the one overarching playbook that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data! Join us as we hear from Becc Holland about: New and different sequences Identifying what leads are the correct ones for your business How to make connections with leads and close sales More information about Becc Holland and today’s topic at: LinkedIn Profile: Becc - https://www.linkedin.com/in/beccholland-flipthescript/ Company Website: https://www.flipthescript.co/encyclopedia-of-sales-plays-webinar For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Most of the time, you need to engage multiple stakeholders to get a deal across the line, so relying on a single internal champion just isn’t cutting it anymore. Solutions are growing in complexity and budgets continue to become more restrictive. Which means decisions are made unilaterally. This is especially true for enterprise deals. So, how do you identify the right stakeholders and their priorities in order to close more deals? Join us as we hear from Jamal and Andrew about: How to discover the priorities of each stakeholder in an enterprise deal How to tailor your demo conversations to the priorities of each stakeholder How to read 10-K reports and analyze quarterly analyst calls More information about Jamal Reimer and Andrew Mewborn and today’s topics: LinkedIn Profile: Jamal - https://www.linkedin.com/in/jamal-reimer/ LinkedIn Profile: Andrew - https://www.linkedin.com/in/amewborn/ Company Website: https://www.saleshacker.com/lp/multithread-enterprise-deals For more engaging sales conversations, follow The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Learn the methods that top salespeople are using on LinkedIn to form better relationships, build their personal brand, and grow business. Join us as we discuss with Scott Ingram, Account Director at Relationship One: How to optimize your LinkedIn profile for the people you want to attract The difference between soliciting and connecting with people on LinkedIn The value of experimentation on LinkedIn More information about Scott Ingram and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/scottingram/ Company Website: https://www.relationshipone.com/ Other Relevant Links: https://www.saleshacker.com/lp/tips-sales-success-linkedin For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

If you’d like to hear unexpected steps to a great cold call, including brand-new pattern interrupts, then this is the episode for you. Join us as we discuss with Becc Holland, CEO & Founder at Flip the Script: Why you should get monomaniacal about timing What three metrics to use to know your buyer How pattern interrupts can help you build human connection  More information about Becc and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/beccholland-flipthescript/ Company Website: https://www.flipthescript.co/  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

We all know a unicorn company — One with super fast growth and a billion dollar valuation. But what makes these particular companies stand out? Are there strategies common across many of them that you can incorporate into your own business for faster paced growth? In this episode, we speak with Ryan Gibson, Manager of Sales Development at Outreach.io, Jason Prindle, Director of Inside Sales and Global Sales Development at BigID, and Taylor Jones, Business Development Manager at SalesForce, about unicorn companies and how they perform better than others. Join us as we discuss: What each brings to the discussion & how they got hired at their unicorn How to deal w/ hiring too many too fast Deciding between an external top performer or internal hire Balancing the need for top tier talent w/ diversity & inclusive initiatives The process for ramping up sales reps Advice for those getting into leadership roles For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for Sales Engagement in your favorite podcast player.

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, connection, and what it takes to deepen relationships. Some of the topics we talked about include: Why being comfortable in your own home on Zoom is key How to stay connected in the Zoom world that we live in Why a Zoom meeting may at times be the most efficient way to connect How do we help sales reps while live on a call? For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

It’s no secret that being a woman in sales can be a challenge. In what has typically been a male-dominated profession, it can be tough to not only find your voice as a woman, but also to set yourself up for progression in your career. But remember: Ginger Rogers did everything that Fred Astaire did, but she did it backwards and in heels. On this episode of Sales Engagement, we gathered some of the best and brightest minds in the industry, from all different backgrounds and walks of life, to have a robust discussion all about finding your voice as a woman in sales. Some of the topics we covered in this live discussion were: Finding your voice as a woman in sales How to position yourself to move into your next role How to recognize the potential in everyone How all of us can be the change that we want to see in our organization For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 - Breaking through the sales noise by understanding the person on the other side of the phone Check out this resource we mentioned:  - Grit by Angela Duckworth For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 we mentioned: - The Advantage by Patrick Lencioni For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 decision to bring sales back in house - The major challenges of process and internal trust - Why it’s so hard to hire good BDRs Check out these resources we mentioned during the podcast: - How to Own the World by Andrew Craig - The Qualified Sales Leader by John McMahon For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 safety - How empathy is powerful in the workplace - Why setting boundaries and expectations is crucial - The danger of silence culture For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 approach - Why buyer acumen should underlie your entire strategy - A sales process methodology aligned with the buyer journey For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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…? For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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 sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

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: - Unwarranted by Barry Friedman - New York University’s Policing Project Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

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 your organization - Creating more productivity through the work week with mindset shift - Understanding why to prioritize automation For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for Sales Engagement in your favorite podcast player.

An assumption that management often has about SDRs is that the role is simply filled by junior sales reps. Not so — not if it’s done right! Today we are joined by Nissim Yves Ohayon, Director, Global Business Development at OCTOPAI, to talk about elevating the SDR role to its proper function. Join us as we discuss: - Management’s assumptions about SDRs - What SDRs actually do for sales reps - Peer to peer learning strategies - Helping SDRs develop a career progression Check out these resources we mentioned during the podcast: Fanatical Prospecting by Jeb Blount Quiet by Susan Cain  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Enablement requires an iterative mindset. We’ll build what we need today, and if what we need is different tomorrow, we’ll change. Enablement isn’t set in stone; rather, it’s always evolving. In this episode, I interview Christi Loucks, Head of Revenue Enablement & Operations at SecZetta Inc., about building an enablement team from scratch and the overlap between enablement and operations. Join us as we discuss: - How building programs snowballs into enablement - Prioritizing time and attention when running multiple departments - Keeping an iterative mindset (and overcoming perfectionism) - What enablement and operations have in common - Showing up to sales trainings dressed as a giant lobster For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.