Dan Roam is the best-selling author of some of my favorite business books, including the "Back of the Napkin" and "Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind." This episode was recorded in 2017 but the subject of how to effectively communicate is timeless. Especially the way Dan talks about it. You’ll want to hear the story of how Dan became the Art Director for the Moscow Times right after the collapse of the Soviet Union. That’s worth the price admissi...
Oct 12, 2020•52 min
On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. First up, I’m joined by Brynne Tillman, the CEO of Social Sales Link. Then I speak with be Carole Mahoney, the founder and Chief Sales Coach at Unbound Growth. Finally, I'll wrap things up with Shari Levitin, the CEO of Levitin Group. My guests today are all on the panel of judges for 2020's Top Sales Coach Competition, brought to you by ringDNA and ...
Oct 11, 2020•33 min
On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. First up, I’m joined by Alex Smith, the Global Sales Development Manager at Headspace. Then I speak with be Deb Calvert, the founder of The Sales Experts Channel and CEO of People First Productivity Solutions. Finally, I'll wrap things up with my friend Lori Harmon, the Vice President, Global Cloud Sales & Customer Success at NetApp. My guests to...
Oct 10, 2020•31 min
Anita Nielsen is the author of the book, "Beat the Bots: How Humanity Can Future-Proof Your Tech Sales Career." In this episode we talk about how to use your essential human qualities to build a foundation for future sales success in an increasingly automated world. Plus, we dig into what it will take for sellers to remain relevant to their buyers and why they have nothing to fear from AI.
Oct 09, 2020•48 min•Ep. 829
Sahil Mansuri is the founder and CEO of Bravado and today we discuss the state of B2B sales. We dig into the elements of how we manage and compensate sellers that are broken, like quota and commission plans. And we exchange ideas on how they could be fixed. Sahil is moving full speed ahead to challenge the status quo in sales. We need more voices like his. Don't miss this conversation.
Oct 08, 2020•1 hr 1 min•Ep. 828
Carson Conant is the founder and CEO of Mediafly and today we dive into the current state of sales enablement. We talk about whether we’re enabling sellers or just enabling processes. Plus, we get into what pieces are missing from the current sales enablement mix.
Oct 06, 2020•44 min•Ep. 827
David Allen is a NYTimes best-selling author of perhaps the best book written on personal productivity, "Getting Things Done." This episode was recorded in 2017. But the subject of productivity is so timeless. And the way that David Allen talks about it, it will open your eyes. "Getting Things Done" is an essential book for all sellers to read because it teaches you how to truly break down a job, like a sales opportunity with an enterprise client, into the smallest logical tasks that need to be ...
Oct 05, 2020•33 min
Justin Gray is the CEO of LeadMD and in this episode we discuss what Justin calls "Hyper-Value Sales." Plus, we'll dig into strategies you can use to bring value to your buyer earlier in their buying journey.
Oct 02, 2020•43 min•Ep. 826
Becc Holland is founder and CEO of Flip the Script. On today's episode we talk about the biggest challenges facing the sales development function, including some that perhaps are a bit counterintuitive. Like do many SaaS companies actually have too much pipeline? Plus, we dive into the topic of KPIs and try to sort out the useful metrics from the popular, but useless metrics.
Oct 01, 2020•1 hr•Ep. 825
Michael Tuso is the Director of Revenue Performance at Chili Piper. On today's episode we get into all things revenue performance; starting with what it means and who it affects. Then we dive into exactly how Michael works with the sales team and leadership to plan and measure performance improvement, before talking about new KPIs we can use to more accurately measure performance and performance improvement. Plus, I introduce a new feature on the show this week where I'll have friends stop by fo...
Sep 29, 2020•1 hr 7 min•Ep. 824
Geoff Colvin is the NYTimes best-selling author of a couple of my favorite business books, "Talent is Overrated" and "Humans Are Underrated." On today's episode we dive deep into how technology has been changing the nature of work and what this will mean for sales. We dig into how the definition of great performance is being changed. And why research shows that in a future filled with AI that great performance requires us to be more intensely human. This interview was recorded in 2017.
Sep 28, 2020•38 min
Kraig Swensrud is the Founder and CEO of Qualified. On today's episode, Kraig and I get into why today’s buyers expect real-time, personalized experiences. Plus, we get into why the old Sales Development Rep (SDR) process is leaving pipeline on the table.
Sep 25, 2020•49 min•Ep. 823
Justin Michael is the founder of the SalesBorgs, a new community for sales and revops, and he’s joining me on this episode to talk about sales in the future. I like to caveat these conversations with a quote from the Nobel prize winning physicist Nils Bohr, “Prediction is very difficult, especially if it’s about the future.” But, hey, the prospect of being wrong has never stopped me before. So why start now? Justin has a particular point of view about what the future will hold for sales. For ins...
Sep 24, 2020•53 min•Ep. 822
Scott Roy and Roy Whitten are co-authors of the book, "Decision Intelligence Selling: Transform the Way Your People Sell." Today we dig into what companies need to do to transform their selling using their RACE transformation equation. Plus, despite all the talk about the "revolution" that has hit sales in the past 10 years, nothing could be further from the truth. Sales is stuck in the past. And all the technology in the world hasn’t changed that. We get into why and possible fixes.
Sep 22, 2020•51 min•Ep. 821
Rick Blake was my first sales manager. He didn’t hire me but he took over as my manager after I’d been selling just a few months. This was a long time ago. If you can do higher math, you can calculate how long ago it was by checking out my LinkedIn profile. Rick retired earlier this year after a long career in sales. He had some BIG jobs along the way. retiring as General Manager of a huge division of HP. This is such a fun conversation. Rick shares some stories about me as a rookie sales person...
Sep 18, 2020•1 hr 2 min•Ep. 820
Amy Hrehovcik is Channel Director at Sales Hacker, Inc.A few weeks ago I read an article Amy wrote about the mental health challenges that salespeople face day in and day out. What particularly struck me about the article was Amy’s courage in revealing and talking about her own struggles with mental health. So, I asked Amy to come join us on this show to talk about mental health in sales. Amy's article: https://www.saleshacker.com/mental-health-sales-advantage/
Sep 17, 2020•48 min•Ep. 819
Jonah Berger is a professor at Wharton business school and author of a new book titled, "The Catalyst: How to Change Anyone’s Mind." There's a passage in it that stands out, "Behavioral scientist Kurt Lewin once noted, 'If you want to truly understand something, try to change it.' But the reverse is also true. To truly change something, you need to understand it.” Sales is all about change. People are doing things a certain way. They know they probably need to change. But making the decision to ...
Sep 15, 2020•57 min•Ep. 818
Stephen M.R. Covey is a New York Times bestselling author of one of my all-time favorite business books, "The Speed of Trust." It’s on my list of books that should be required reading for anyone in sales. There is no better book at explaining the impact of trust on business. This episode was recorded in late 2017 but the subject of trust is timeless and the way Covey explains will help you understand what trust truly is in practical terms. As he writes, "Trust is a pragmatic, tangible, actionabl...
Sep 14, 2020•41 min
Steven Rosen is a well-known sales leadership coach and author of the book, “The Sales Managers Success Guide: 52 Sales Management Tips.” In this episode we’re talking about sales coaching. It’s a topic I talk about a lot on this show. With good reason. Research says that sales coaching is the #1 sales management activity that drives improvement in sales performance. Except as Steven and I get into into in this episode, there’s not a uniform definition for what sales coaching is. That’s a big pr...
Sep 11, 2020•44 min•Ep. 817
Sangram Vajre is the co-founder and chief evangelist of Terminus and host of the FlipMyFunnel podcast. This is such a fun conversation. Sangram is big thinker. We talk about fine tuning your message. We get into one of Sangram’s current passions: being intentional and creating community. We also get into personal improvement and leadership’s role in motivating people to invest in themselves. Plus, we also talk about why CEOs need to have experience selling their own products.
Sep 10, 2020•45 min•Ep. 816
On today's episode, Tom Williams the CEO of DealPoint and I discuss what the impact of WFH is on the buying group, the stakeholders, if the informal collaboration that existed in the office is gone? How does that affect each stage of the buying process? Then we'll dig into when changes in buying behaviors should impact how you sell.
Sep 08, 2020•49 min•Ep. 815
On today's episode my guest is Karin Hurt, author of the book "Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates." Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have. This is a huge problem in sales. Sellers stuck in an ineffective and unproductive sales process. Who won’t speak up. Who won’t push back. Today, we ...
Sep 04, 2020•46 min•Ep. 814
On today's special episode, Chris Anthony (VP of US Consumer Goods at SalesForce) and Robert "Moe" Moeller (former US Navy Seal and Director of Military Teams sales at WHOOP) discuss their work with the Seal Future Foundation, an organization dedicated to helping Navy SEALs successfully make the transition into sales. Seal Future Foundation: https://sealff.org/
Sep 03, 2020•1 hr 23 min•Ep. 813
Art Sobczak is author of one of the classic sales books, "Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling." In today's episode, we talk about the essential and practical takeaways from Art’s book. We’ll dig into how to get a win on every call and how to eliminate the term “rejection” in your proactive calling. Plus, Art shares how to leave a voicemail that will increase your chances of getting a response. Tune in for a master class on how to improve the effectiveness o...
Sep 01, 2020•54 min•Ep. 812
Robert Cialdini is the NYTimes best-selling author of Influence: The Psychology of Persuasion as well his latest book, Pre-Suasion: A revolutionary Way to Influence and Persuade. He's also The Regents Professor Emeritus of Psychology and Marketing at Arizona State University. In this episode, Dr, CIaldini shares what savvy communicators do BEFORE delivering a message. Then we dig into why it might be that the value of your insights and offer may be less important than WHEN you present them. Plus...
Aug 31, 2020•45 min
On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will share the simple steps leaders can take to verify that candidates have the emotional tools required to succeed in sales.
Aug 28, 2020•43 min•Ep. 811
On today's episode, Rachel Mae (Director of Sales for ASalesGuy) and Keenan (CEO of ASalesGuy and author of GAP Selling). Two weeks ago Rachel shared a story on LinkedIn about a cold call she made to a VP of Sales. In this brief call she encountered the kind of casual sexism that pervades much of the sales world. Rachel had had enough. And in a courageous post on LinkedIn she told the story of what happened. She named names. She called them out. And she knew Keenan had her back. But that was jus...
Aug 27, 2020•42 min•Ep. 810
Ralph Barsi is Global VP of Inside Sales at Tray.io and one of the most respected voices in modern sales. He’s one of my favorite people to talk with about books. He’s an incredible reader. About sales. About anything. In today's episode, in addition to books, Ralph and I discuss how much responsibility sellers have for their own development. One of my favorite topics. There’s a burgeoning movement called self-directed coaching. In other words, individuals taking responsibility for their own coa...
Aug 25, 2020•49 min•Ep. 809
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 24, 2020•39 min
Mike Robbins is a former professional baseball player, motivational speaker, and author of an interesting book titled, "We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging." Now here’s the thing about this book. As I was reading it, I kept thinking, well, this applies to sales and that applies to sales. In fact when you think about it, successfully working a complex deal selling to an enterprise with a lot of stakeholders involved, is, in fact, an exerci...
Aug 21, 2020•53 min•Ep. 808
