In this episode of The Adapter's Advantage podcast, host Mark Magnacca sits down with Mary Shea, General Manager at HireQuotient and a globally recognized thought leader in the future of work. Mary shares her insights on the evolving landscape of sales and revenue enablement, the transformative power of generative AI, and the critical role of upskilling for today’s professionals. Tune in to discover why staying ahead of the curve in technology and innovation is essential for success in a rapidly...
Sep 25, 2024•11 min•Ep. 66
In this episode of The Adapter's Advantage podcast, Neil Patwardhan, Senior Vice President of Sales at Accenture, shares his experiences navigating cultural differences in B2B sales. Neil discusses his unique career journey from the United States to Singapore, highlighting the importance of adapting sales strategies to different cultural contexts. He emphasizes the value of building trust, both internally with teams and externally with clients, and offers practical insights into the nuances of d...
Aug 01, 2024•9 min•Ep. 65
In this episode of The Adapter’s Advantage podcast, host Deniz Olcay, Vice President of Marketing at Allego, welcomes Ben Pertton, Senior Director of International Enablement and Global Onboarding at RingCentral. Ben, an expert in sales enablement with a decade of experience, delves into the critical aspects of modern sales enablement. He discusses the importance of role-specific onboarding and the necessity of maintaining live training sessions alongside on-demand content. Ben also explores how...
Jul 10, 2024•13 min•Ep. 64
In this episode of The Adapter’s Advantage podcast, host Deniz Olcay, Vice President of Marketing at Allego, steps in for Mark Magnacca to welcome the multi-faceted Sam Richter. Sam, a bestselling author, hall-of-fame speaker, and innovative technology entrepreneur, delves into the groundbreaking realm of generative AI and its profound impact on sales and technology. With a career that spans delivering keynote presentations globally and developing AI-driven technologies, Sam shares his expert in...
Apr 16, 2024•14 min•Ep. 63
In Episode 62 of The Adapter’s Advantage podcast Hannah Ajikawo, Founder of Revenue Funnel, shares her insights into fixing the broken B2B buying experience. Discover how sales enablement can help buyers and the challenges faced by high-growth organizations. Explore strategies for value creation and service-oriented selling, including the power of Digital Sales Rooms (DSRs). Hannah created Revenue Funnel to push the boundaries of what’s possible and accepted in B2B organizations. She is obsessed...
Mar 18, 2024•6 min•Ep. 62
Join host Mark Magnacca in a dynamic conversation with Alycia Anderson, the Senior Director of Sales Enablement and People Development at Total Expert, a remarkable leader with a track record of academic excellence. Alycia's impressive journey blends her expertise in people development, sales enablement, organizational development, employee engagement, and team performance, all of which reflect her deep passion for continuous learning and employee growth. With over 15 years of successful experie...
Jan 23, 2024•16 min•Ep. 61
In this episode, meet Mark Lonzo, the driving force behind a transformative shift in sales enablement at The Hillman Group. Discover how Mark's leadership and vision have reshaped the sales landscape within his organization. Mark Lonzo explains how he recognized the need for change when faced with the challenges of outdated learning management systems and fragmented information access. He takes you through his process of researching and evaluating sales enablement solutions to help drive future ...
Jan 23, 2024•13 min•Ep. 60
During his career, performance driver and celebrity drummer Mark Schulman discovered that no matter what your role, you are critical to your group’s success. Whether you’re a supportive member or the star on stage, you bring something to the team that no one else can provide. And when everyone respects the importance and the validity of everybody else, your team’s ability is limitless. Schulman has worked with artists such as P!NK!, Cher, and Billy Idol, performing for sold-out audiences all ove...
May 26, 2023•22 min•Season 1Ep. 59
Joe Sabatino, founder of BehindTheTalk, has a unique background that spans Hollywood, corporate America, and professional sports. Over his career, he has honed proven methods of persuasion to help CEOs and other executives refine their public speaking skills and become more effective and influential. As a media trainer and public speaking coach, Joe has created a template for success that allows each executive to create a lasting impression on their audience while staying true to their personal ...
Mar 14, 2023•35 min•Season 1Ep. 58
Marilyn Pearson Hendricks, MBA is the co-founder & managing partner of WorkTech Advisory, a global consultancy specializing in the Human Resources and Work Tech sector. The firm helps SaaS companies unlock the full market potential of the investment they have made in their technology Marilyn has over 20 years of senior leadership, strategy, sales, marketing, alliances, and subject matter expert experience. She has dedicated her career to advancing the technology, processes, and mindset that ...
Feb 14, 2023•36 min•Season 1Ep. 57
Melissa Finnegan possesses a broad depth of experience that comes from 25 years of service in the financial services industry. She currently serves as VP, Learning and Development at Lincoln Financial Distributors, Inc. In this capacity, Melissa and her team are responsible for conducting product, sales and technology training for all employees, which includes training on Lincoln’s annuity, long term care, life and small market retirement plan businesses. Her team supports individuals and teams ...
Jan 17, 2023•36 min•Season 1Ep. 56
Emily Mason is a senior learning strategist specializing in sales training at ResMed. ResMed is a pioneer of solutions that treat and keep people out of the hospital, empowering them to live healthier, higher-quality lives. Its cloud-connected medical devices transform care for people with sleep apnea, COPD and other chronic diseases. Emily has over 10 years of experience in medtech and pharmaceutical sales and sales training. Prior to joining ResMed, she held positions as a sales trainer at LEO...
Dec 13, 2022•29 min•Season 1Ep. 55
William Harmon is chief client officer for Voya Financial. In his role, Harmon leads the health and wealth sales, distribution and relationship management teams at Voya. He and his team support Voya’s efforts to deliver holistic solutions that help employers and their employees address their health and wealth needs and achieve greater financial wellness. He also serves on Voya’s Enterprise Leadership Team. Prior to this role, Harmon oversaw all aspects of Voya’s Corporate Markets business, which...
Nov 08, 2022•37 min•Season 1Ep. 54
Ken and Nick Valla are co-founders of The Valla Group, a sales effectiveness firm recognized as a modern sales training company. The Valla Group uses researched-based, proprietary content and an innovative, scalable approach to learning. Its customers include Amazon, Citrix, Autodesk, BASF, Avaya, Dekra, Siemens, Anthem, Crowe, and Verizon. Ken Valla is president of The Valla Group. With 30 years of experience in sales, sales management, and sales strategy consulting, Ken specializes in B2B sell...
Oct 18, 2022•38 min•Season 1Ep. 53
Cheri Lytle is Managing Director, Head of Chase Wealth Management Advice and Strategy at JPMorgan Chase Bank, N.A. Cheri has an extensive track record of developing leaders and advisors, implementing organizational change, and managing merger and acquisition integrations. Cheri’s organization provides market insights, investment expertise, practice management, and tools to enable financial advisors to help clients achieve their financial goals. Born a coal miner’s daughter in West Virginia, Cher...
Sep 20, 2022•32 min•Season 1Ep. 52
Sales influencer, keynote speaker, strategist, and author Lori Richardson runs the sales strategy firm Score More Sales, which helps company leaders in SaaS, tech, telecom, manufacturing, distribution, financial services and professional services solve sales issues and grow revenue. Lori founded Score More Sales in 2002 to help companies grow revenues through strategic sales efforts, using lessons learned from 20 years in B2B sales and leadership roles.\ Lori is the author of “She Sells,” writte...
Sep 13, 2022•31 min•Season 1Ep. 51
Ryan Thompson, Senior Director, Global Sales Training at Medtronic, has twenty-two years of experience in the pharmaceutical and medical device industries. He is a seasoned executive and people leader of international teams and large-scale change initiatives. Currently, Ryan leads the Surgical Innovations global learning innovations team that is focused on identifying, piloting, and implementing the latest technologies used in the learning and development space. Ryan is a proud member of the Cit...
Aug 09, 2022•34 min•Season 1Ep. 50
Todd Hartley is the rockstar of remote selling, video marketing, and sales optimization. He’s one of Tony Robbins’ Business Mastery faculty speakers and delivers high-octane keynotes all over the world. His track record of being years ahead of his industry is why billion-dollar companies, celebrities, and world leaders hire him to develop their sales and marketing strategies. Some of his clients include 23andMe, Justin Timberlake, MD Anderson, The Home Depot, and an American President. Todd’s ta...
Jul 12, 2022•43 min•Season 1Ep. 49
Jon Ferrara is a serial entrepreneur, CRM pioneer, speaker, and leader in the relationship economy, which is the foundation of social selling and modern-day sales. He's been recognized by Forbes as one of the Top 10 Social CEOs, one of the Top 10 Social Salespeople in the World, and one of the Top 100 Marketing Influencers. Ferrara is the founder and CEO of Nimble, an award-winning social sales and marketing CRM for individuals and teams. He launched Nimble to help people nurture their personal ...
Jun 21, 2022•28 min•Season 1Ep. 48
Mitchell Haber, regional sales director at OneAmerica Financial Partners, is a top performer who has trained thousands of financial advisors. His leadership and guidance for the regional offices includes sales, marketing, and service. In this episode, Mitch shares how he pivoted during the pandemic to find creative approaches to serving customers and the advisor community, the importance of disrupting complacency, alternative ways to deliver content, and the value of strategic partnerships. Show...
Jun 17, 2022•22 min•Season 1Ep. 28
Jennifer Stanley is a partner at McKinsey & Company where she leads the Sales & Channel Management Practice for North America. She has over twenty years of experience specializing in go-to-market (GTM) transformations for B2B companies in a wide range of highly competitive industries, with particular emphasis on complex, omnichannel ecosystems. From the design of omnichannel strategy and architecture to the reorganization of the sales force, including digital sales, strategic key-account...
Jun 07, 2022•33 min•Season 1Ep. 47
Brian Shortsleeve is co-founder and managing director of M33 Growth, a venture, and growth-stage investment management firm that seeks to rapidly scale and build industry-leading companies. He is passionate about helping founders and CEOs win in their markets. Prior to founding M33, Brian served as the chief administrator and acting general manager of the Massachusetts Bay Transportation Authority (MBTA). He was handpicked by Governor Charlie Baker in 2015 to develop a plan to put the MBTA on th...
May 23, 2022•32 min•Season 1Ep. 46
Tiffani Bova is the global growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani has been named to the latest Thinkers50’s list of the world’s top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. Tiffani also contributes to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora,...
May 10, 2022•39 min•Season 1Ep. 45
Michael F. Schein is the founder and president of MicroFame Media, a marketing agency that specializes in making idea-based companies famous in their fields. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix. His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audien...
Apr 26, 2022•36 min•Season 1Ep. 44
Dan Smaida has over 20 years delivering world-class sales training to clients from Fortune 100 to startups. He speaks all over the world on sales, relationships, and building sales training that works. Recognized as an innovator in the use of technology to train soft skills, Dan is sought out by Fortune 500 sales leaders seeking to improve the impact of sales development. Dan specializes in helping professional advising teams create, refine, and execute business development processes. He works w...
Apr 05, 2022•32 min•Season 1Ep. 43
Throughout his career, Benjamin Zander has developed a human and transformative approach to making and teaching music. The orchestra is a group of highly trained individuals poised to coalesce into an effective whole. Passion, creativity, and the desire to contribute are basic human instincts. In this new model of leadership, the conductor sees his job as awakening possibilities in others. Zander has traveled the world lecturing to organizations on leadership. He has appeared as a keynote speak...
Mar 22, 2022•40 min•Season 1Ep. 42
Tim Welsh is Vice Chair, Consumer and Business Banking (CBB) at U.S. Bank, the fifth-largest bank in the country. The company has been recognized by Ethisphere as one of the World's Most Ethical companies for six consecutive years. Collectively the CBB group includes consumer products, branches, small businesses, mortgages, auto, and many elements of digital. CBB accounts for nearly half of U.S. Bank's loans and deposits. Tim works with colleagues to achieve their collective purpose, which is to...
Mar 08, 2022•28 min•Season 1Ep. 41
Rob Salafia, CEO and Founder of Protagonist Consulting Group, is an executive coach, keynote speaker, author, and program facilitator. Rob is an authority on executive presence and transformative learning experiences. He is a lecturer at MIT Sloan School of Management, an MIT Leadership Center master executive coach, and the author of Leading from Your Best Self: Develop Your Executive Poise, Presence and Influence to Maximize Your Potential. For the first half of his career, Rob was a performin...
Mar 01, 2022•29 min•Season 1Ep. 40
Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate technologies into their organizations to improve sales effectiveness and create greater customer value. Over the course of four decades, he has interviewed some of the most successful leaders and experts in sale...
Feb 08, 2022•35 min•Season 1Ep. 39
Terry Coutsolioutsos leads the marketing, sales operations, and communications function at Siemens Healthineers North America, a $5B North American enterprise. He has 25 years of medical device experience across multiple market segments. At Siemens, Koutsolioutsos launched a centralized service organization of 125 employees that supports 1,500 business development professionals. This cross-functional team is chartered with positioning and marketing the company, demonstrating Siemens Healthineers...
Jan 25, 2022•31 min•Season 1Ep. 38
