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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:

Unleash Summit Series: Managing with Humanity w/ LaKendra Davis Oct 19, 2020

Show notes

It may be the understatement of the century, but COVID-19 and the ensuing pandemic has completely altered the sales industry, likely forever. There is no longer such a thing as "business as usual." And being a sales leader comes with an added set of challenges. You're going through all of the same emotions, and feeling a lot of the same impact as everyone else, but you've got a team to lead. People that depend on you.

So how should your strategy shift as you accommodate this "new normal?" What are you dealing with now that would've been unheard of 6 months ago? How have you had to grow yourself as a leader? On this special Unleash Summit episode of the Sales Engagement podcast, we sat down with LaKendra Davis, who is the Assistant Vice President of Government Solutions at AT&T. We talked all about (among other things)

-How the sales leadership role has changed,

-Shifting strategies as a result of COVID

-How she keeps morale up in the midst of a pandemic

-Why vulnerability might just be your greatest asset

Putting Crisis in Perspective w/ Steve DeMarco Oct 14, 2020

Show notes

An awful lot of people are stressed out right now. A whole generation of sales professionals are living through the most turbulent sales landscape they've ever encountered.

Maybe you weren't a sales professional during the 2008 economic downturn, or you were too young to have been in the industry during the dot com bubble burst of 2000 & 2001.

If we're completely honest with ourselves, it can be really tempting to wallow in negativity. To look at the current landscape and write the whole thing off as a lost cause. Maybe it's time to pack it up and change careers. Throw in the towel.

Not so fast.

On this episode of the Sales Engagement Podcast, we got to sit down with Steve DeMarco. Steve is the Chief Revenue Officer at LeanData, and has been a sales professional during some of the most volatile and turbulent times the industry has seen in the last several decades, and we talked all about:

-Some of the major life events he's seen in the last 20 years

-How crisis can make you a better salesperson

-Why now is the perfect time to focus on enablement

-Why it's never the wrong time to master the fundamentals

To Differentiate, Focus on Your Sales Process w/ Joshua Stalnaker Oct 13, 2020

Show notes

It's the one thing you have to get right along the way — a sales process.

How you're adhering to the buyer's journey & your market/product mix.

In this episode, I interview Joshua Stalnaker, VP of Inside Sales at Amplify, about building a sales process that doesn't lose.

What we talked about:

-The components of a winning sales process

-Best practices for research, discovery, & positioning

-It's the little things that make a big difference

Check out these resources we mentioned during the podcast:

-Selling to Zebras by Jeff and Chad Koser

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

The Key Tactic for Building a Sales Culture Is Listening w/ Remy Piazza Oct 12, 2020

Show notes

It's not typical to spend the first 3 months in your new role just… listening to people.

But that's what it takes to build a lasting and strategic sales culture.

In this episode, I interview Remy Piazza, Chief Sales Officer, North America at Bureau Veritas, about creating a sales culture from the ground up.

What we talked about:

-The 3 pillars of building a sales culture

-Tactics: listening, coaching, & hiring

-Why a unifying vision or strategy is essential for long-term success

Check out these resources we mentioned during the podcast:

-The ABC's of Building a Business Team That Wins on creating a mission everyone can get behind

-Shoutout to Xerox for superior consultative selling

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

Put Your Customer at the Center of Your Storytelling w/ Paul Shortley Oct 07, 2020

Show notes

Everyone is cost-centric right now — but especially CFOs.

When your product or service is priced at premium, how do you use storytelling to sell at a time when the phones are uncharacteristically quiet?

In this episode, I interview Paul Shortley, SVP of Global Sales, Marketing Effectiveness at Nielsen, about the tactics of sales messaging.

What we talked about:

-A strong messaging platform starts with your customer

-Exactly where to place your "NASCAR slide"

-Sell benefits, not features

-Why premium is still better than good enough

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

9 Actionable Networking Tips for Remote Work Life w/ Victoria Salazar Oct 06, 2020

Show notes

If remote work means you've never even met your own manager in person, how are you supposed to network with total strangers?

Networking takes courage… but our guest's 9 tips won't hurt.

In this episode, I interview Victoria Salazar, BDR Team Lead at Reachdesk, about the art of networking.

What we talked about:

-How to get started in networking

-The best ways to leverage networking groups

-Networking with coworkers and prospects who aren't buying right now

Check out these resources we mentioned during the podcast:

-Women in Sales Everywhere (WISE)

-America Needs You

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

5 Ways to Advocate for Women in Sales Leadership w/ Lauren Bailey Oct 05, 2020

Show notes

If there's a job posting with 10 qualifications, a man will apply when he has about 6 of those.

A woman will tend to wait not just until she has all 10, but until she's mastered them.

In this episode, I interview Lauren Bailey, Founder and President at Factor 8 and Founder at #GirlsClub, about how to boost more women into sales leadership.

What we talked about:

-The secret sauce of #GirlsClub (& tenets it teaches)

-5 ways any person can be an advocate for women in sales leadership

-Some women wait to be asked — so ask them!

-The button of encouragement

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

Become a 4-Time Founder & Sales CEO w/ Erik Kostelnik Sep 30, 2020

Show notes

What if you could have the best of both worlds?

With an artist mother and inside business father, today's guest grew up combining those two seemingly opposite traits. And then he got fed up with making other people rich.

In this episode, I interview Erik Kostelnik, Founder & CEO of Postal.io, about channeling his competitiveness and creativity into being a sales CEO.

What we talked about:

-The journey from sales to entrepreneur

-How to find & be a good cofounder

-Leadership insights for sales CEOs

-Sales transformation back to the offline world

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

Successful Change Management at Scale w/ Anneliese Niebauer Sep 29, 2020

Show notes

A lot of companies have seen immense growth in the past 9 months. COVID has accelerated so many businesses, and caused them to grow in ways that they may have never expected.

And few industries have experienced the kind of growth and expansion as the food delivery industry. With us all stuck at home for the past nine months, food delivery apps have exploded onto the scene.

Whereas a few years ago, your options may have been pizza, sushi, and maybe Chinese, now you can get literally any food you want delivered right to your doorstep.

On this episode of the Sales Engagement podcast, we sit down with Anneliese Niebauer, Mid-Market Sales Manager at UberEats, for a conversation about:

-How to implement large scale change

-How to help your team through immense change in a short period of time.

-What you can do to create a culture of successful change management

Being the Only Woman in the Room w/ Jessica Breslav Sep 28, 2020

Show notes

It's something we don't like to talk about a lot, but whether we like or not, the sales industry as a whole is predominantly male.

In fact, according to one recent study only 19% of sales leadership positions were occupied by women.

Whatever the reason for that, it's unacceptable.

But it being unacceptable doesn't mean a whole lot when you're the only woman in the boardroom with 12 other men.

So on this episode of the Sales Engagement podcast, we chat with Jessica Breslav, the Executive Managing Director at Critero, all about:

-Her journey through the sales world

-Being the only woman in the room and how to have the confidence that you need

-Her advice to her younger self and what she wishes she had known at 22

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