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Sales Enablement Podcast with Andy Paul

Updated 16 days ago

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Management
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The world's most candid, inspiring sales podcast. With millions of downloads and 800+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career.Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.(Formerly the "Accelerate! with Andy Paul" sales podcast.)

Read more

The world's most candid, inspiring sales podcast. With millions of downloads and 800+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career.Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.(Formerly the "Accelerate! with Andy Paul" sales podcast.)

iTunes Ratings

324 Ratings
Average Ratings
318
3
1
0
2

Fantastic show!

By katee2019 - May 26 2020
Read more
Love the tips on this show! Can’t wait to keep tuning in!

Good listen

By Jay Word - May 21 2020
Read more
Lots of perspectives; humanizing the sales process while helping create systems/processes.

iTunes Ratings

324 Ratings
Average Ratings
318
3
1
0
2

Fantastic show!

By katee2019 - May 26 2020
Read more
Love the tips on this show! Can’t wait to keep tuning in!

Good listen

By Jay Word - May 21 2020
Read more
Lots of perspectives; humanizing the sales process while helping create systems/processes.
Cover image of Sales Enablement Podcast with Andy Paul

Sales Enablement Podcast with Andy Paul

Latest release on Nov 24, 2020

Read more

The world's most candid, inspiring sales podcast. With millions of downloads and 800+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career.Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.(Formerly the "Accelerate! with Andy Paul" sales podcast.)

Rank #1: 693: The Science of Success, with Eric Barker

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Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode.

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Jan 02 2019

41mins

Play

Rank #2: 581: Develop the Habits That Can Change Your Life. With Marshall Goldsmith

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Marshall Goldsmith, one of the most influential business thinkers in the world, the number one leadership thinker in the world, and the author of multiple books, including Mojo: How to Get it, How to Keep it, How to Get it Back if You Lose it, What Got You Here Won’t Get You There: How Successful People Become Even More Successful, and Triggers: Creating Behavior That Lasts — Becoming the Person You Want to Be, joins me on this episode.

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Oct 09 2017

42mins

Play

Rank #3: 739: Selling and Marketing: A New Approach, with Kimberlee Slavik

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Kimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast.


SUMMARY


Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sales experience. Kimberlee recommends upgrading sales management standards and suggests requiring licensing for sales management; there should be consequences for bad behavior in the sales industry.


Kimberlee was motivated to write Visnostics to provide plans for the execution of the sales theories she had learned along the way in sales. She tells how to flip the story to appeal to customers. Generation Zs have a three-second attention span so you have to get their attention with your first words. You never know what your audience is going to be. Different people have different perspectives; present your services from their perspective. Kimberlee relates the meeting that sparked that moment of understanding to create the basis of Visnostics.


Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.


Visit ringdna.com/andy for exclusive Sales Enablement content.


_

Formerly the Accelerate! Your Sales podcast with Andy Paul

Learn more about your ad choices. Visit megaphone.fm/adchoices

Dec 12 2019

52mins

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Rank #4: 740: B2B Selling and Better Communication, with Craig Walker

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Craig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast.


SUMMARY


Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts conversations to text and suggests content in real-time for you to use in conversations. Craig explains DialpadSell and TalkIQ.


Sales performance is worsening even while we are in the Golden Age of tech. Good sales reps want to improve. TalkIQ AI can help them improve their practices and performance. Sales people who lack the will to improve cannot easily be helped to change. Andy talks about his company’s curated book club for sales teams. Andy notes the shortcomings of some tech being used today. Craig describes the advantages of having Voice Intelligence in your sales conversations.

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Dec 19 2019

45mins

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Rank #5: 731: Why You Should Flip the Sales Script, with Oren Klaff

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Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode.


KEY TAKEAWAYS


  • Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price.
  • Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals.
  • Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals.
  • Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals.
  • Objections come from two reasons: 1. Your status as a salesperson isn’t high enough; 2. You’re not perceived as an expert. Status measures your trustworthiness and credibility. Expertise provides certainty for the buyer.
  • When the buyer assigns you trust and certainty, they want you to do business with them.
  • Oren says the basis of feeling like or being an insider wins deals. It involves being able to talk to someone in their language about their business. People are skeptical of outsiders and their promises.
  • Inception (with credit to the movie) refers to the writing a storyline to ensure that the audience deduces the solution before the characters do. That aha moment makes you feel good. Oren applies that to selling.
  • Oren discounts decision-making theories. Oren does not recommend storytelling in spite of the storytelling culture in which he was raised. Storytelling is too hard for most people to use effectively.
  • Oren explains the Flash Roll. Give the buyer details about your business, their problem, and the probable solution, in their technical language, told quickly, in under 30 seconds, as if you have delivered the solution 1,000 times.
  • Andy recommends listeners to get Oren’s book, FLIP THE SCRIPT.
  • Most of Oren’s customers are respected, technical people of high status who are not interested in cheesy tactics and don’t want to sell. The book shows you how to get your buyer to want and need to buy from you.



Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.


Visit ringdna.com/andy for exclusive Sales Enablement content.


_

Formerly the Accelerate! Your Sales podcast with Andy Paul

Learn more about your ad choices. Visit megaphone.fm/adchoices

Oct 17 2019

49mins

Play

Rank #6: 592: How to Start More Sales Conversations. With Bridget Gleason. And special guest, Ryan O’Donnell

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Ryan O’Donnell, CEO of SellHack and Replyify.

AndyPaul.com/592

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Nov 03 2017

37mins

Play

Rank #7: 691: Pursue Profitable Digital Transformation, with Michael Gale

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Michael Gale, Co-author of The Wall Street Journal bestseller, The Digital Helix, joins me on this episode.

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Dec 19 2018

39mins

Play

Rank #8: 595: Sure-Fire Ways to Grab the Attention of Buyers. With Bridget Gleason. And special guest, Braydan Young

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Braydan Young, Co-Founder of Sendoso.

AndyPaul.com/595

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Nov 10 2017

37mins

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Rank #9: 587: Trust is the Real Sales Accelerator. With Stephen M. R. Covey

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Stephen M. R. Covey, Co-Founder and CEO of Coveylink Worldwide, and author of the worldwide bestseller, The Speed of Trust: The One Thing that Changes Everything, joins me on this episode.

AndyPaul.com/587

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Oct 23 2017

39mins

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Rank #10: 648: Use Charisma to Create Powerful First Impressions. With Tom Payne

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Tom Payne, President, Essential Growth Solutions, LLC and author of Selling with Charisma: The Sales System Used — Unwittingly — By the World's Best Salespeople, joins me on this episode.

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Mar 19 2018

37mins

Play

Rank #11: 586: Setting Priorities to Increase Productivity. With Bridget Gleason

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

AndyPaul.com/586

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Oct 20 2017

37mins

Play

Rank #12: 597: Increase Your Call Planning Effectiveness. With Matt Sniff

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Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode.

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Nov 15 2017

37mins

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Rank #13: 736: Intentional Outbound Marketing, with Mercy Bell

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Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode.


KEY TAKEAWAYS

  • As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience.
  • After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduate high school, first to graduate college, and first to get a desk job.
  • Mercy worked at the fundraising call center for Stanford in the Great Recession. Her territory was Stanford graduates on Wall Street, many of whom had lost their jobs. After four years, she was prepared for sales.
  • Mercy talks about the “in-the-moment” creative decision tree Dogpatch Advisors reps follow to position their software for their customers.
  • Mercy’s first memory as a child with her mother was people asking her, “Where are your parents?” She felt she was constantly giving people an “explanation of self.” That “why me” type of exercise helped her in sales.
  • Mercy describes how she crafted email messages in sales to make the technology the first experience for the customer with herself as the rep to be the second customer experience. Her appearance was an advantage.
  • Mercy tells Dogpatch Advisor reps that the first sentence you write in a cold email is the first experience and impression the prospect has with you. Make it memorable and focus on accuracy and creativity.
  • Creativity is necessary. Andy advises taking risks. Mercy notices an incredible fear of experimentation. Mercy implements a “manual-to-scale” loop for companies.
  • Creativity is unique to individuals. Mercy explains how to scale creativity using an example of how she would use the data concerning a company in an email.
  • Mercy has ideas about what sales managers can do to encourage improvisation in their reps. Managers need to workshop habitually with their rep teams.
  • Outbound Operations takes the burden of prospecting burdens from reps to give them time to explore the human connections creatively. Outbound Operations is not Sales Operations.
  • Reps should not do data entry and follow arbitrary rules. They should be doing human communication. Happy reps will be supported and retained. Mercy and Andy discuss what attributes in a rep are relevant to customers.


Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.


Visit ringdna.com/andy for exclusive Sales Enablement content.


(Formerly the Accelerate! Your Sales podcast with Andy Paul)

Learn more about your ad choices. Visit megaphone.fm/adchoices

Nov 21 2019

51mins

Play

Rank #14: 573: The Structure of a Closing Call. With Kayvon

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Kayvon, The One Call Closer™, International Sales Trainer, Speaker, and Consultant, joins me on this episode.

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Sep 25 2017

38mins

Play

Rank #15: 607: Key Traits Shared by Top Sales Performers. With Bridget Gleason

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud.

AndyPaul.com/607

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Dec 08 2017

35mins

Play

Rank #16: 626: Six Lessons from 600 Episodes of #Accelerate. With Bridget Gleason

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

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Jan 26 2018

35mins

Play

Rank #17: 616: Amp Up Your Sales Performance with a Ritual. With Daniel McGinn

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Daniel McGinn, author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed, joins me on this episode.

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Jan 03 2018

38mins

Play

Rank #18: 720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo

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Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.

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Aug 01 2019

46mins

Play

Rank #19: 644: How to be a Sales HERO. With Bridget Gleason

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Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

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Mar 09 2018

24mins

Play

Rank #20: 603: 5 Keys to a Sales Cadence. With Gabe Larsen

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Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode.

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Nov 29 2017

49mins

Play

848: How to Create More Diversity in Sales, with Sally Duby

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Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.

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Nov 24 2020

55mins

Play

From The Vault: A Conversation with Eric Barker

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Eric Barker is the author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, On today's episode we get into how to build an awareness of your own strengths and weaknesses that allows you to navigate with and around them. Plus, why high school valedictorians don’t succeed the same way out of school and what that means for you. This interview was recorded in 2018.


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Nov 23 2020

41mins

Play

847: Field Sales, with Austin Rolling

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Austin Rolling is the founder and CEO of Outfield. Austin’s journey is a great story of persistence and resilience. Not the least of which is that his product was created for field sales teams. And well, his team has had to pivot during COVID. We’ll get into what he’s doing to prepare for the next normal. We’re also going to talk about being homeless. As Austin was not that long before he started Outfield. That’s not the typical journey for an entrepreneur. You’ll want to make sure you check that out. And we dig into what Austin foresees as the future of field sales.

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Nov 20 2020

45mins

Play

846: Selling with Noble Purpose, with Lisa McLeod

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Lisa McLeod is the author of "Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud". It's an important book and should be required readying for all sellers and sales leaders. On today's episode Lisa and I discuss what it means to sell with purpose.

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Nov 19 2020

53mins

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845: Success Mindsets, with Ryan Gottfredson

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Ryan Gottfredson is the author of "Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership." In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success.

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Nov 17 2020

45mins

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844: Category Creation, with Jon Miller

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Jon Miller is the CPO at Demandbase, and previously cofounder at Engagio and Marketo. In this episode I talk with Jon about his journey from being a physics major at Harvard to playing a significant role in creating two huge product categories. First, how as a co-founder of Market he helped to transform marketing automation. And then, as founder of Engagio, how he’s helped drive the account-based marketing phenomenon. We also dig into what Jon sees will be the next big transformation in marketing and sales.

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Nov 13 2020

41mins

Play

843: Four Standards of Sales Excellence, with Ralph Barsi

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Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism). We dig into the story of how Ralph developed these standards and why they’re important. Plus, importantly, he shares how to implement and measures his sellers against these standards in his organization.

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Nov 12 2020

47mins

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842: A Crisis in Sales Hiring, with Jeff Thomas

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Jeff Thomas is the founder at Predictably.pro. In today's episode we discuss the current crisis in sales hiring and how to solve it. According to Jeff’s research, 55% of sales hires fail in less than 2 years. But we both agree it doesn't need to be that way. We dive into Jeff’s methodology for hiring and dig into how you can use a scorecard based process to eliminate the biases that most affect sales hiring decisions.

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Nov 10 2020

59mins

Play

From The Vault: A Conversation with Anthony Iannarino

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Anthony Iannarino is one of the most thoughtful people I know and author of the book. "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales." On today's episode we get into why closing isn’t a single event, but a whole series of events that span the entire buying process. Plus, we explore the closing mindset. And talk about how to become a person of value. This interview was recorded in 2017.

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Nov 09 2020

36mins

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841: Interesting Conversations with Strangers, with Alexandria Smith

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Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her current position. Lots of adventures, like living and working in an ashram. Talk about foreshadowing! Alex did something that more sellers should do. Go out and experience the world before diving into your sales career. Go explore and meet a range of people who aren’t like you. You’ll learn how to connect with people with whole different perspectives and experiences. It’ll help to you be more human. And to have interesting conversations with strangers. Which is our business.

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Nov 06 2020

50mins

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840: High-Velocity Inside Sales Teams, with Lori Harmon

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Lori Harmon is the Vice President of Global Cloud Sales & Customer Success at NetApp and the author of a book titled, "42 Rules for Building a High-Velocity Inside Sales Team". In this episode we get into the nitty gritty with Lori’s recommendations and advice about structuring a high-velocity inside sales team. We talk building your sales process, how to handle inbound vs outbound, hiring and enabling sales managers and so much more.

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Nov 05 2020

50mins

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839: Professional Sales College, with Sean Sheppard

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Sean Sheppard is the founder of GrowthX and today we talk about the challenges of starting a company during a pandemic and selling to customers that are more risk averse. We also dive into Sean’s vision for a Professional Sales College. That’s right. Sales College. In Sean’s vision this will be the first fully accredited for-profit, post-secondary school for professional sales education. It’s a big dream. And as you’ll hear, perhaps one whose time is finally here.

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Nov 03 2020

52mins

Play

From The Vault: A Conversation with Tiffani Bova

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Tiffani Bova is the Global Growth Evangelist for Salesforce. On today's episode we dive into why selling has always been more about the buyer than the seller. Plus, we explore why the funnel is no longer an applicable metaphor for the buying process. And talk about the four parallel streams buyers actually work through to arrive at a purchase decision. This interview was recorded in 2018.

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Nov 02 2020

48mins

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838: Asking For The Order, with Jeff Koser

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Jeff Koser is the founder and CEO at Zebrafi. In today's episode we talk about an article Jeff wrote titled, "During The Pandemic, Is It Still Okay To Ask For The Order?" Plus, we talk best practices (and the nuances) of virtual selling.

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Oct 30 2020

57mins

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837: Practice with the Same Intensity You Play, with Ernest Owusu

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Ernest Owusu is the Senior Director of Sales Development at 6sense. In this episode we talk fatherhood, football and performance based professions. We dive into Ernest's unusual journey from professional football to professional sales, plus he shares some of the disciplines he still carries on form his athletic career. Including one I really love: You have to practice with the same intensity you play.

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Oct 29 2020

46mins

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836: Growing Sales Teams at High Growth Companies, with Olivier L'Abbe

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Olivier L'Abbe is the President of MetaData.io and in this episode we talk about the challenges of growing sales teams at high growth companies. We also dig into the challenges of recruiting, hiring and onboarding during this uncertain era. Plus, we go deep on how to improve sales manager performance.

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Oct 27 2020

49mins

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From the Vault: A Conversation with Lolly Daskal

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Lolly Daskal is a global leadership consultant and author of, "The Leadership Gap". On today' episode we dive into the importance of leaders “pinpointing” what they don’t know. Plus, we get into how to recognize your leadership archetype. This interview was recorded in 2016.

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Oct 26 2020

41mins

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835: Shopify, Sales and the Future of Work, with Daniella Bellaire

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Daniella Bellaire is the Head of Sales at Shopify Retail and in this episode we talk about the future of work, remote work for sales specifically, and why Shopify was the first major company to announce the end of what their CEO, called "office-centric work." Plus, we talk about changing the culture in B2B sales, Daniella shares her story about how she was reluctant to consider a career in sales because she didn’t anyone that looked like her, and we’ll get into the culture she’s building on her team.

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Oct 23 2020

51mins

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834: B2B Sales Recruiting and Hiring, with Amy Volas

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Amy Volas is the Founder and CEO of Avenue Talent Partners. In this episode, we dig into the state of B2B sales recruiting and hiring. We explore what Amy calls the 3 myths of hiring enterprise sales candidates, and discuss the continuing lack of diversity in B2B sales.


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Oct 22 2020

57mins

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833: Virtual Selling, with Jeb Blount

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Jeb Blount is the multi-bestselling author of books such as "Fanatical Prospecting." In this episode we were meant to talk about negotiation and his excellent book titled "Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal." But, as is our habit, we ended up talking about something else altogether. In this case, we dig into the ins and outs of virtual selling.

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Oct 20 2020

53mins

Play

iTunes Ratings

324 Ratings
Average Ratings
318
3
1
0
2

Fantastic show!

By katee2019 - May 26 2020
Read more
Love the tips on this show! Can’t wait to keep tuning in!

Good listen

By Jay Word - May 21 2020
Read more
Lots of perspectives; humanizing the sales process while helping create systems/processes.