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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:

Why Personal Development Helps You Land Bigger Deals w/ Ryan Staley Mar 02, 2020

Show notes

You only see your kids for like 15 minutes tops.

You're constantly doing work on your phone over the weekend.

Everyone else is landing huge deals, but not you. Why?

I grabbed half an hour to chat with Ryan Staley, VP of Strategic Accounts at FlexPrintMPS, about why you should invest in personal development for yourself.

What we talked about:

How to have a successful career without sacrificing what matters
Transitioning your mindset to making bigger sales
Work/life balance tips (including activity batching)

Check out these resources we mentioned during the podcast:

Amy Volas's LinkedIn articles
The Ultimate Sales Machine by Chet Holmes
Mindset by Carol Dweck

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

Sales Process, Meet Sales Technology w/ Jordan Greaser Feb 26, 2020

Show notes

So… which comes first, the sales process or the sales technology?

It can be hard enough to implement new technology, but it's harder still when that impacts your sales process — or requires you to rewrite it from the ground up.

In this episode, I interview Jordan Greaser, Founder and CEO of Greaser Consulting, about how to avoid the frustration that comes with launching new sales tech.

What we talked about:

How to blend sales process with technology
4 implementation mistakes for sales technology
The impact of frontline managers and how to support them

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

How You can Showcase 10x Value to Your Customer w/ Mike Genstil Feb 24, 2020

Show notes

It can be one of the most terrifying parts of a sales process… when it's finally your turn to justify the commercials and show the value.

Ideally, you'll be able to share that the value you're bringing to the table is 10x the price that the customer is paying. But that isn't always easy.

In this episode, I interview Mike Genstil, Founder and Chairman at VisualizeROI.

What we talked about:

The 4 buckets of value and which one's hardest
Using familiar language to make your sale easier
How to avoid red flags and get your ROI thrown out
Pricing your solution for optimal savings to the customer

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

You Need a Mentor, & You Need to Be a Mentor w/ Sunanda Nair Feb 19, 2020

Show notes

A famous English poet once penned the phrase, "No man is an island."

And nowhere is that more true than in the professional world.

Nobody, no matter how it may look, has gotten to where they are, achieved their success, or risen to the leadership position they're in without the help of others.

And few people are as crucial to those people's success as a mentor.

Someone who can cut through all the fluff, look at things objectively, and help you navigate the ups and downs that come with a career. The hard stuff, and the fun stuff as well. Mentors are there for it all.

But how on earth do you go about finding one? It's not as easy as just walking up to someone and saying, "Hey, will you be my mentor?" right?

On a recent episode of the Sales Engagement Podcast, we sat down with Sunanda Nair, an Enterprise Account Executive at Tidelift, for a discussion about

How to find a mentor
How to be a mentor
How on earth to know WHEN and HOW to ask for help from a mentor

Keep Your Hiring Funnel Overflowing in 2020 & Beyond w/ Tim Yandel Feb 17, 2020

Show notes

In the tech circles I run in, it seems every leader I've spoken with has shared the same problem:

Finding great talent to fill their sales teams.

And from what I can tell, this isn't just a problem in tech sales. It's everywhere. Everyone wants to keep their hiring funnel overflowing, but only a few manage it.

The good news is the talent pool hasn't dried up. They're out there and you can find them.

To help find out how, I invited Tim Yandel, VP of Sales at Hired onto today's show. Tim's an expert on finding the best talent in today's market and shared some useful tips with us.

He went over:

Why a "network-first" attitude is so important
Why your company should be focused on more than your cool product
How thinking outside the box can land you better talent
How to find potential in people (and why you should)

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

How to Attract and Keep New SDR Talent w/ Tim Dovedot Jan 27, 2020

Show notes

"I don't want to do sales, I don't want to do sales…"

Anybody considering a career in sales should look for management that is directly involved in growing you professionally and personally. Especially investigate whether your direct first line managers are providing a high level of support to grow your career.

On this episode, I interview Tim Dovedot, Inside Sales Leader at Zscaler, about training recent college grads who are opposed to sales careers.

What we talked about:

The 2 ingredients for sales success
How to know if your management is aligned on growing you as an SDR
What frontline managers need to do to get street cred with their team
Embracing the revolving door of new talent

Check out this resource we mentioned during the podcast:

StrengthsFinder 2.0

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

Crush Your Numbers, Earn Your Promotion w/ Phil Neizvestny Jan 22, 2020

Show notes

You tell your manager you want a promotion, but you're forced to wait at least a year. How do you make your metrics so compelling that you get your promotion early anyway?

Crush the numbers.

I recently chatted with Phil Neizvestny, Account Executive at Aircall, about how being the #1 SDR earned him an unheard of promotion in less than a year.

What we talked about:

Top 4 tips for first-time SDRs (including no skiing)
How to ask for a promotion
What to do if you don't get promoted right away
Promotion boils down to performance
Put out the same energy into the world that you want to get back

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

4 Enterprise Engagement Strategies for Training Reps w/ Ryan Barry Jan 20, 2020

Show notes

That one rep who earns 300% of plan? That thing they have that everyone else doesn't is the drive to improve their game. That, plus short, killer messaging.

On this episode, I interview Ryan Barry, CRO at Zappi, about enterprise engagement strategy with a little touch of ABM.

What we talked about:

Defining enterprise individually per account
Why you shouldn't remunerate on calls per day
Putting value before an ask
Curiosity is the thing that reps need that you can't teach

Check out this resource we mentioned during the podcast:

Gary Vaynerchuk's Jab, Jab, Jab, Right Hook

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

Modernization Isn't a Trend, It's a Must w/ Chris Sweat Jan 15, 2020

Show notes

As a sales leader, you have a vague idea that using Outlook 2010 isn't helping you out anymore. But you have no idea how to start modernizing.

On today's episode, I got to talk with my good friend Chris Sweat, founder of StemFlow, about what brought about his entrepreneurial career and everything he's learned along the way about sales transformation.

What we talked about:

Things that are holding organizations back from seeking modernization
How the rise of sales ops is a hopeful beacon for sales transformation
The 3 elements you need in place for sales transformation success

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

Using a Sales Incentive System Powered by Machine Learning w/ Haggai Levi Jan 13, 2020

Show notes

The thing that changes a sales rep's behavior is not more insights. It's better incentives. If you can change the incentives, you can change the behaviors.

Haggai Levi began working at the juncture of sales incentives and machine learning at Google where he led teams of machine learning experts and data scientists to improve the company's service productivity.

Haggai is now the CEO of SetSail, a company that provides AI-powered sales incentives. He and his team developed a machine learning powered sales incentive system that uses sophisticated rhythms to understand how much progress reps are making each week and to incentivize them on making progress with deals the company cares about.

On this episode of The Sales Engagement Podcast, Haggai explains how a machine learning powered system leaves a trail of carrots for sales reps instead of just giving them a big carrot at the end and thus improves the sales process.

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