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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:

Breaking into the Enterprise w/ Eric Martin Sep 23, 2020

Show notes

Let's talk about big companies.

Specifically, about selling to big companies. What do you need to know to sell to the enterprise, and why do so many companies end up with enterprise deals that completely fall apart?

What is so unique about enterprise sales that causes so many headaches? So that's why on this episode of the Sales Engagement podcast, we're sitting down with Eric Martin, the Sales Manager at Vanta for a conversation all about

-Selling to the enterprise

-Why so many smaller companies struggle with it

-How you can set yourself up for success the next time you find yourself in that situation.

-Why you should never let security be a blocker when trying to sell to an Enterprise

The Power of the Blitz w/ Ryan West Sep 22, 2020

Show notes

COVID has exposed a lot of blind spots in the way we all work.

From networking to Zoom calls to emails, we've all noticed subtle little things that we used to think we were really good at that we actually could use a lot of work on.

And nowhere has that been more highlighted than in the area of time management.

For those of us that weren't used to working from home, this work-from-home routine may have highlighted the myriad of ways in which we're not nearly as good at time management as we thought.

Which is why the Blitz is so important.

What is the Blitz? On this episode of the Sales Engagement podcast, we sit down with Ryan West, National Accounts Manager at Choice Hotels, for a discussion all about

-The power of the Blitz

-The ways that you can get forty, fifty, or even sixty percent better results

-How individual contributors and leaders alike can leverage the power of the Blitz

The Virtual Career Fair & How to Stand Out in a Crowded Field w/ Joe Matar Sep 21, 2020

Show notes

One thing that COVID-19 has done is completely disrupt the recruitment and hiring process for nearly every company on earth.

What used to be a fairly straightforward process has had to become an act of adaptation, adjustment, and reallocation of resources.

The days of the "Career Fair" seem to be long over. We can't exactly get pizza and beer and have everybody to the office to try and talk them into applying to work for our companies anymore, so we're going to have to get creative.

Joe Matar is our guest on this episode. He's the VP of marketing at Brazen, and he's here to talk all about

-The virtual career fair

-Why you deserve a job that you love

-How to stand out as a job seeker in these crazy times we're living in right now.

Driving Sales Excellent Across 10,000+ Sales Reps w/ Cat Young Sep 16, 2020

Show notes

Let's talk about sales enablement.

Specifically, what good sales enablement is doing for your sales reps. Is it helping them or hindering them?

Are you setting them up to be the best possible sales reps they can be, or are you weighing them down with needless tasks and functions that are holding them back? Are you simply giving them too much of a good thing?

In this episode, we talk to Cat Young, Head of Global Sales Enablement Strategy at Xerox, all about

-Collaboration within your teams and how to make it work

-Making sure that sales reps feel heard

-How to leverage data to help make the best next decisions for your sales reps.

Where Do You Go After the SDR Role? w/ Sphera Sep 15, 2020

Show notes

No matter how good your SDRs are, the odds are they won't stay SDRs forever, since the average tenure for a SDR is just shy of a year and a half.

Which begs the question:

As an SDR, how do you prepare for what's next? Where do you go after your role as an SDR? What options are out there, and how do you know which one is right for you?

On this episode of the Sales Engagement podcast, we sat down with 4 different folks from Sphera who have all navigated through the SDR role into something different. Whether they became an AE or CSM, they all had some great things to say on how they navigated their careers. We talked all about:

-The jump from the SDR role to the AE role, and the most important skill you can learn as an SDR

-The perfect role if you love the client but don't want the outbound work

-How to create the ideal SDR culture in your organization

Investing in your Business Acumen: How it will Help You Sell Better w/ Joseph Monahan Sep 14, 2020

Show notes

You're probably spending too much time trying to become an expert on your product and on your company.

Yes, you heard us right.

Sometimes, it seems particularly with younger sales professionals, that we spend so much of our time consuming sales content, that we forget that our products and our companies are just smaller pieces of a bigger puzzle. And really investing in your own business acumen is one of the best things you can do for your sales career.

On this episode of the Sales Engagement Podcast, we sit down with Joseph Monahan, New Business & Client Sales Manager at BoomTown, for a discussion all about:

-Why you should be investing your own business acumen

-Why you need a mentor, and how to get one

-Why you should start a podcast, even though everyone on earth has one

Empathy & Compassion in Sales w/ Vincent PhamVan Sep 09, 2020

Show notes

As sales professionals, we're always trying to put ourselves in the buyers' shoes, right?

We're always looking for ways to empathize, sympathize, and show the buyers that we understand what they're going through, how to solve the problems they're facing, and how we can help.

But what does putting yourself in the buyers' shoes really look like? How do you actually do that?

On this episode of the Sales Engagement podcast, we sit down with Vincent PhamVan, Founder at Vyten Career Coaching for a talk all about

-Why buyer empathy could be the best thing for your career

-How to navigate opportunities that you feel like you may not deserve

-Why it all comes down to trust and relationship (but don't count out passion and hustle)

Staffing Challenges of Building a Killer Sales Team w/ Danny Leonard and Manoj Jonna Sep 08, 2020

Show notes

The disconnect between college and the sales world and the gaping hole in a broken sales recruiting supply chain is what led Danny Leonard and Manoj Jonna to form Ramped Careers. A sales-centric Fellowship program that equips the next generation of entry-level talent with workplace-ready skills. The Ramped Fellowship program offers practical sales & business development training, preparing Sales Development Reps (SDRs) for robust sales careers.

What we talked about:

-How the SDR supply chain is broken.

-Preparing college students properly for careers in sales.

-The many hats worn by a modern salesperson.

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

The Role of Emotional Intelligence in Sales Leadership w/ Colleen Stanley Sep 07, 2020

Show notes

If someone says, a salesperson is soft, what's the implication?

Ten years ago, using that term to describe a salesperson meant they couldn't hack it. They weren't tough enough to make it in sales.

Colleen Stanley, CEO of SalesLeadership, Inc knows all about that perception. She started out in sales without the luxury of training or even collateral.

She was the furthest thing from soft.

She built her own lead lists, figured things out on the fly, and eventually built a leadership training program, as well as a company around a soft skill;

Emotional Intelligence or EQ.

Colleen sits down to map out how a soft skill is going to make your sales game stronger.

What we talked about:

-How a soft skill produces hard sales results -The 3 E's of Emotionally Intelligent Sales -Being at the top of your sales leadership game

Check out Colleen's book:

Emotional Intelligence for Sales Leaders

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

5 Keys to To Successful Remote Sales Leadership w/ John Jenkins Sep 02, 2020

Show notes

John Jenkins, Senior Director, Customer Experience at Realtor.com sat down with us for a much-needed break and shared the ups, downs, successes, and challenges of moving his 300 plus sales team to a fully remote environment as the pandemic unfolded.

What we talked about:

-Lessons learned transitioning a large sales team offsite

-Getting the messaging right is key

-Giving your team the trust and time to adjust

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

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