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The Sales Engagement Podcast — Business
The Sales Engagement Podcast

The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.

Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find an energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.

The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.

This podcast is brought to you by Outreach.io, the leading Sales Engagement platform.

Latest Episodes:

Demystifying Change Management w/ Bosman du Plessis Nov 10, 2020

Show notes

Nobody likes change.

Whether it's a major change like a move or a new CEO, or a minor change like a new chef at your favorite restaurant, or a redesign of your phone's layout, change is hard for everyone. But some people deal with it better than others.

Which is why understanding change management is so crucial for your organization. Specifically in the midst of the COVID pandemic, we're all dealing with a lot more change than normal, and if we don't know how to implement it correctly within our organization, it can be daunting.

Thankfully, there are people like Bosman du Plessis. Bosman is the Director of Sales Operations at Locumtenens.com, and was kind enough to come on the show recently and discuss:

-His four principles of change management

-Why change management is more like a rugby match than you may realize

-The common pitfalls teams face when implementing change

-Why empathy is the most underrated aspect of successful change management

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

Field Sales vs. Inside Sales: A Battle We Can Stop Fighting w/ Jake Tatel Nov 09, 2020

Show notes

There's a stereotype in the sales world. One about field sales and inside sales. And it's one that isn't doing anybody any favors, especially as we navigate through COVID.

Jake Tatel, Global Director of Inside Sales & Marketing Automation, Intel.

What we talked about:

How the WFH pandemic has caused a lot of us to adopt an "inside seller" mindset
Why the "inside sales vs. field sales" game isn't going to do anybody any favors
The changes that have been brought about by COVID that are here to stay

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

Wisdom on Sequences from a Sales Engagement Ninja w/ Patricia McLaren Nov 04, 2020

Show notes

Where do you start creating your sequences in cadences?

If you already have your sequences, how do you optimize them?

In this episode, I interview Patricia McLaren, Cofounder at RevShoppe, about building and optimizing sequences.

What we talked about:

-Segmenting your sequences (go persona-based)

-Using the right touchpoints

-Incorporating creativity & emotion into sequences

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

The Definitive Guide to Multi-Threading in Sales w/ Jake Dunlap Nov 03, 2020

Show notes

When you multi-thread in sales, you're taking control of the outcome. You worked hard to get that big meeting — why wouldn't you do everything in your power to close?

CEO of Skaled Consulting and multi-threading wizard, Jake Dunlap, joins me in this episode of The Sales Engagement Podcast to chat about everything multi-threading:

-How to get the meetings that matter at the ToFu

-3 practical tips for a successful Discovery Meeting

-How to successfully use LinkedIn to multi-thread

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

To Drive Results, Focus on Performance w/ Steve McKenzie Nov 02, 2020

Show notes

We feel the pressure to drive results, but performance is what we should obsess about.

In this episode, I interview Steve McKenzie, VP of Sales at Mimecast, about sales leadership and what it takes to be successful.

Steve & I talked about:

-Obsessing about performance, not results

-3 performance measurements for sales

-Steve's philosophy of losing is about learning

-Bonus: Don't surf on the white water… Go for the green water

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

How to read a 10k like an Enterprise MEGADEALER w/ Jamal Reimer Oct 28, 2020

Show notes

If you've not added the 10K to your sales arsenal, you're missing out.

What's a 10K? It's a document that public companies are required by the SEC to publish every year. And it's essentially a report that provides transparency into how a company is performing.

It's all there. Risks, deals, mergers, acquisitions, management discussions, and financial reports. And if you use it the right way, it can be a crucial tool in your sales toolbox.

But you've got to know how to use it. How to read it. How it's organized. And that's where Jamal Reimer comes in. Jamal was our guest on this special episode of the Sales Engagement podcast. Special because it's not just an audio podcast. Jamal was nice enough to use Zoom to walk us through how to read and utilize a 10k report.

But Jamal walked us through

What a 10K actually is
The 4 major areas of every 10K
Why the quarterly analyst calls are a goldmine if you're looking for information on a company.

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

What Makes an Effective Sales Development Leader w/ Stratford Canning Oct 27, 2020

Show notes

For someone so successful to admit to making leadership mistakes — that's powerful.

In this episode, I interview Stratford Canning, Director of Sales Development at Forrester, about a few things he wishes he'd known as a new sales development leader.

We talked about:

-What's changed in sales development over the last few years

-Why balance makes an effective leader

-3 technology-related mistakes you could be making

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

Self Care in the Age of COVID w/ Nieka Mamczak Oct 26, 2020

Show notes

If there's one thing we can all agree on, it's that for the vast majority of us, COVID has caused us to spend more time sitting. Most of us aren't commuting to the office, unless you count the 10 steps from the bedroom to the desk.

We're spending less time walking to the car, walking to the building, and as a result, many of us are spending less time on exercise.

Our gyms are closed, and we either don't have the equipment to work out at home, or we don't know how. What are you supposed to use in place of a dumbbell? What do you do if you don't have a spin bike?

And besides physical exercise, a lot of us have neglected taking care of ourselves in a lot of other ways. Mentally, emotionally, spiritually, we're not exercising. So what are we going to do about it?

On this episode of The Sales Engagement Podcast, we talk with Nieka Mamczak. Nieka is the Sales Enablement & Productivity Manger at Udemy, and came to chat all about:

-Self-care, and why it's more than just physical exercise

-How to make taking care of yourself a priority

-How to help your team embrace it

-Why it will pay dividends in the long run

Unleash Summit Series: Unchanged: What Doesn't Shift in an Economic Transformation w/ Bill McDermott Oct 21, 2020

Show notes

Some things never change. Optimism is still the only free stimulus. Tuning out the news improves your mental health. And if you focus on your customer, you'll be fine.

In this episode, I interview Bill McDermott, president and CEO at ServiceNow, about the biggest transformation in our generation and what's not changing.

Bill & I talked about:

-What's different about the most recent economic downturn

-How to highlight racial and social inequality in this country

-Staying connected to the hustle spirit

-And using systems of action to expand your market

Resource mentioned:

Winners Dream: A Journey from Corner Store to Corner Office

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

Unleash Summit Series: How to Build a Virtual Sales Team w/ Britney Bartlett Oct 20, 2020

Show notes

Customers have changed their buying behaviors, and we need to meet them where they are now.

In this episode, I interview Britney Bartlett, senior director of global virtual sales specialists at Cisco, about how to create a virtual sales specialist team with the people you already have.

Britney & I talked about:

-Creating a global virtual sales specialist team

-How to implement change in a big organization

-Piloting to learn

-Hindsight 2020: What leaders should be thinking about

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

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