Jake Dunlap, CEO of Skaled Consulting, joins us to talk about the sales tech stack. How has it changed in the last ten years? How much do sales leaders need to master each tool? What does a good shopping and implementation process look like? Plus, Jake gives sales leaders a crash course on how to leverage AI for better sales processes. Links: Check out Jake's example of the family operating system here: https://chat.openai.com/share/1dc7f4a3-8dd2-422d-b51d-251cdc17bdc2 ...
Nov 28, 2023•40 min
Timur Hicyilmaz (co-founder, Insight Revenue) joins us to talk about why it is time to stop focusing on storytelling and start making your business case in order to reach your quota. Timur shares his perspective as a researcher of B2B sales with ideas for: Why so many sales teams are struggling to hit quota these days The psychology you need to understand to be successful in economic downturns How technology is changing the day-to-day of reps ...
Oct 31, 2023•34 min
Barb Huelskamp joins Mike to discuss the unfortunate reality of layoffs. It's no secret that the last year has seen huge numbers of layoffs, particularly in the sales and marketing space. As someone who has laid people off, been laid off, and been left behind, Barb has a unique and empathetic perspective on this topic for everyone involved. Listen in for her advice about: How to remove bias from the decision of who to layoff How to motivate the remaining team How to do more with less so yo...
Sep 26, 2023•36 min
Eric Quanstrom (CMO of Cience and host of The Enterprise Sales Development Podcast) joins us to discuss conversion rates and how to approach them in changing times. Tune in to hear: Why conversion rates are a useful KPI - but not always king Why not every sales and marketing initiative can be measured Common mistakes Eric sees start-ups make in go-to-market strategies Find out more about Cience at Cience.com
Jul 25, 2023•35 min
Sandler Training's VP of Community Engagement Mike Montague joins us to discuss how AI is changing sales leadership and sales training. We discuss: How sales leaders and trainers are already using AI Where AI is going to develop in the next few months Why sales people and sales trainers aren't going anywhere, even with AI Check out the downloads Mike mentions here: https://www.sandler.com/sandler-books/linkedin-book/ https://sandler.com/chatgptprompts...
Jun 28, 2023•37 min
Rachel Green (Playground) is a sales leader who has worked both as an SDR and a sales trainer. Now, she joins our podcast to share her view of why sales training matters at all points of a rep's career - and how it is a win-win for the rep and your business alike. Tune in to hear Rachel's take on: - Why sales leaders need to be involved with sales training (not just SMEs) - Common denominators in successful onboarding training - How ongoing training helps reps plan out the rest of their career...
Jun 06, 2023•32 min
Nicole Bowman, MBA, CEM, VP of Marketing and Communication at the International Association of Exhibitions and Events, joins us to talk tradeshows. She shares stats from their economists on the state of the tradeshow industry, plus common mistakes exhibitiors should avoid. Plus, she answers questions like: Do you need to spend big money on a 50x50' booth? Are promo items worth it? Will games or giveaways help you meet your tradeshow goals? Whether you are attending with a limited budget to gener...
Mar 28, 2023•27 min
Get your annual budget approved with these strategic tips from Matt Heinz.
Dec 06, 2022•41 min
Switch to agile sales compensation with plans that are clear, measurable, and easy to update. We find out how with Erik Charles from Xactly Corporation.
Nov 15, 2022•34 min
Seth Marrs works with 5-10 companies per week to understand how sales compensation models impact performance. In this episode, Mike and Seth investigate how companies think about sales compensation now, plus how market shifts, changing demographics, and new technology are going to lead to groundbreaking transformation. Listen to the episode to learn: How companies leverage sales compensation plans to keep or attract reps Why companies are shifting to quarterly quotas How sales technology i...
Oct 18, 2022•35 min
RFP responses seem like objective, impersonal documents that are evaluated by committees, not humans. Eve Upton is here to tell you that is not the case. Since each committee is made up of humans - and since you yourself are a human - the process is not nearly as rational as it seems, and proposal writers can use that to your advantage. Tune in to hear Eve discuss: Research into how people read documents - and how you can apply it to your proposals Insights into negative thinking - and how you c...
Apr 26, 2022•32 min
Jeff Riseley, the founder of the Sales Health Alliance , joins us to talk about why mental health matters to your sales team’s performance and how you can incorporate mental health into your management strategies. In high-pressure environments like sales teams, mental health is a valuable asset that is too often at risk. Riseley has dedicated his career to talking about what mental health is, why it is important, and how sales leaders can incorporate mental health into their management str...
Mar 29, 2022•38 min
David Dulany started the research and advisory firm https://tenbound.com/ (Tenbound) to help tech startups build and scale sales development teams. In this 30 minute conversation, he shares his tips and insights for adapting your business development strategy to the remote and hybrid workspace. Tune in to hear: Why remote work is particularly challenging to remote sales development representatives How to change your onboarding strategy to make sure your reps are set up for success What opportuni...
Feb 21, 2022•32 min
Host of the https://www.saleshacker.com/tag/podcast/ (Sales Hacker Podcast) and leader of the global sales community phenomenon https://www.joinpavilion.com/sales (Pavilion), Sam Jacobs looks like he has got it all. In this episode, we talk to him about how he got to this point of success, including candid stories about firings, failures, and knowing when to fight against the grain. Tune in to hear: What inspired Sam to start Pavilion How always doing the next best thing helped him scale Why Sam...
Jan 24, 2022•37 min
Sales leaders everywhere are struggling to recruit and keep top talent, and experts expect it to only get worse in the coming year. We spoke with Jennifer Allen and Michael Randazzo about how they approach hiring and retaining talent from their perspectives as sales practitioners and sales industry leaders. Listen in for their take on: What sales people prioritize in their job searches (hint: it's not money) How to get creative in recruiting new talent Ideas for retaining the sales people on you...
Nov 29, 2021•46 min
Sales organizations suffer from higher turnover than any other teams in the corporations, yet too many business leaders don’t consider this a problem. https://www.esinstitute.com/ (ESI)’s Alan Maguire is here to break down why the corporate world needs a cultural shift to prize sales as a high-value career - and why we need to support sales teams with long-term skills development, too. Listen in for Alan and Michael McNary’s conversation on: Why it is so hard to find and retain skilled sales peo...
Oct 26, 2021•43 min
Jeanne Hopkins is an author, podcaster, and Chief Revenue Officer at https://www.happynest.com/ (HappyNest) who knows that the voice of the customer is essential to growing a company. In this episode, she shares her strategy for establishing a voice of the customer meeting that encourages collaboration between sales, marketing, and product. She and Michael McNary discuss: Why voice of the customer is essential How centering the voice of the customer helps companies grow and pivot What the Voice ...
Sep 27, 2021•33 min
In this episode of Talk of the Trade , Michael McNary discusses sales methodology with Paul Butterfield, Vice President of Global Revenue Enablement at Instructure and host of the Sales Enablement Society podcast, “Stories From the Trenches .” Tune in to find out: The difference between sales process and sales methodology How to select the right select the right methodology for your organization How to get sales buy-in to implement the methodology Why the right...
Aug 31, 2021•34 min
We sit down with Justin Shriber, Chief Marketing Officer at https://people.ai/ (People.ai) and Host of https://people.ai/legends/ (The Legends of Sales and Marketing) podcast, with a burning question: what makes someone a C-suite legend? After all, every year, thousands of eager, smart people start their careers as business development reps or marketing assistants. Only a few of them make it to the top of ladder. Even fewer of those are legends within their industries. Since Justin interviews th...
Jul 26, 2021•45 min
In this episode of Talk of the Trade, Michael McNary sits down with Nick Bennett to talk about Account-Based Marketing. As Director of Account-Based and Field Marketing at Alyce, Nick runs a successful ABM strategy to land new accounts for his company. The secret is not fancy technology (in fact, spreadsheets are mentioned in this episode!) but good old-fashioned sales-marketing alignment. Listen to the episode to learn: Why Nick recommends thinking of ABM as Account-Based Execution Why Nick per...
Jun 28, 2021•41 min
In this episode of Mimeo's Talk of the Trade, Michael McNary talks with Leslie Douglas, VP of Sales Training at https://jbarrows.com/ (JB Sales), about how to motivate sales reps. For over a decade, Leslie has worked in sales across many industries. Now, she combines her love of sales with her love of mentorship by leading sales training at JB Sales, a leading provider of on-demand and in-person sales training. In this conversation, Mike and Leslie discuss: The myth that all sales people are mot...
May 24, 2021•33 min
Listen as Amanda Wang, VP of Marketing at Contino, reveals how marketing and sales teams can unite to be the growth engine of the company. This alliance involves keeping each other informed, establishing key metrics, and making customer success a priority.
Apr 26, 2021•28 min
Mike sits down with Matt Heinz, President of Heinz Marketing and host of the Sales Pipeline Radio podcast. The question today is: how do you convert inbound lead prospects? They break it down into 5 tips that anyone can apply to their sales process.
Mar 29, 2021•36 min
