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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:

3 Tips to Make Winning More Predictable in Sales w/ Matt Millen Sep 01, 2020

Show notes

We can't win all the time. That's just a fact of life.

What we can do is position ourselves to do our best to deliver winning results by practicing what we can control.

In this episode, I interview Matt Millen, Chief Growth Officer of Sapper Consulting, about the traits of a winner.

What we talked about:

-Peers & mentors

-3 steps to consistent winning

-A framework for leadership mentality

-Technology, COVID-19, & modern sales challenges

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

3 Ways to Build Executive Presence w/ Richard Park Aug 31, 2020

Show notes

Most of us would love to be executives.

But almost all of us lack executive presence.

In this episode, I interview Richard Park, VP Inside Sales & Growth COE at Solera, about breaking into the executive level.

What we talked about:

-What executive presence is & why it matters

-3 tactics for building your executive presence

-Great leaders are great listeners — & accessible to their followers

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

How to Sell in "Unprecedented Times" w/ Amy Volas & Samantha MacKenna Aug 26, 2020

Show notes

If you see the phrase "unprecedented times" one more time, you're probably going to hurl.

And don't "hope this email finds your family well." What if they're single? What if a family member just passed?

Let's be more human in the way we sell.

In this episode, I interview Amy Volas, Founder and CEO at Avenue Talent Partners, and Samantha McKenna, Founder at #samsales Consulting.

What we talked about:

-Don't be reactive, do be human

-Don't focus on metrics, do focus on outcome

-Don't innovate, do get back to the basics

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

The Future of Outbound Prospecting w/ Ben Salzman & Kyle Williams Aug 25, 2020

Show notes

In this COVID climate, we are seeing people double down on their current customer base, budgets being cut, and a necessary fluid approach to operations as a whole is emerging.

Your sales teams need to be sharper than ever.

Having access to scientifically mined data, customized to your needs is becoming table stakes. Having this kind of high-level data on hands turns into more efficient, higher producing, and less frustrated sales reps.

Ben Salzman and Kyle Williams from Dogpatch Advisors are doing a great job pushing the outbound data science forward.

With engineering mindsets and some impressive industry experience, Ben and Kyle have developed a modern sales framework that is shaping the future of prospecting.

What we talked about:

-Data science on a tangible level -What kind of data is going to benefit sales? -Hyper informed outbound sales efforts

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

3 Rules of Sales: Efficiency, Engagement and Satisfaction w/ Amit Chandarana Aug 24, 2020

Show notes

Macroeconomics teams forecast that automotive sales most likely will decrease 14-22% among the China, US and European markets in 2020 because of Covid-19.

People are sheltering in place, they've lost income, and things across the board-and the world- are all uncertain. Heading out to purchase a new car to park in your driveway just doesn't seem at the top of the priority list.

Developing a range of scenarios and robust contingency plans to navigate through these turbulent times is key.

As the SVP of Sales and Business Development at Roadster, Amit Chandarana has had to do his own pivot, adapt and learn routine.

What we talked about:

-3 Rules of Sales: Efficiency, Engagement and Satisfaction

-Donut droppers

-Straightforward, solution based dialogues

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

Sales Enablement: Reintegrating Hiring Post COVID-19 w/ John Moore Aug 19, 2020

Show notes

2020 has been brutal thus far. Across the board, from C-suites on down, we are hearing that sometimes people feel they are accomplishing so much and adapting really well to new business practices and remote lifestyles, and other times it's as if they are walking around in circles, unsure where to even start and wondering if anything will ever be "normal" again.

John Moore, Vice President of Revenue Enablement at Bigtincan sits down to give some great insight and share his experiences with all of these conflicting scenarios. Bigtincan has employed a global remote team since it's 2011 launch, and has ironed out the virtual kinks that many companies are just seeing now for the first time. What else can they offer? Take a listen.

What we talked about:

Pandemic protocols: Transitioning off site.
Phase 2: Actionable enablement for your remote teams
Re-Onboarding: How to approach coming back to an in person environment

Checkout these resources we mentioned during the podcast:

Link to the CSO Insights study John mentions: https://www.csoinsights.com/research-studies/
Learn about Hermann Ebbinghouse's memory studies

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

The Success of Your Sales Team is a Direct Reflection of Your Leadership w/ John Healy Aug 18, 2020

Show notes

John Healy, Sales Director at Grub Hub joins the show to explore to share his views on leadership in the sales environment. Coaching and building sales teams to succeed is his core value. His team's success is a direct representation of his value as a leader, whether they are driving results for him or killing it elsewhere.

What we talked about:

-Coaching and developing salespeople

-Equipping individuals to reach career goals

-Leadership styles

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

The Sales Manager Toolkit: Your 3 Main Leadership Tools w/ Mark Mangal Aug 17, 2020

Show notes

Mark Mangal, Manager, Global Business Development at Aptean sits down with me to talk about the transition from salesperson to sales manager. He shares some of the core lessons he brought with him from his sales days, as well as some skills he has picked up in his time as a leader.

What we talked about:

-Jumping from sales to sales leadership

-Performance

-Recruiting & training

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

Welcome to the Sales Cycle You Have Always Dreamed About w/ Daniel Gray Aug 12, 2020

Show notes

Daniel Gray, CCO at Deluxe Entertainment has a really impressive background and

a wealth of sales and leadership knowledge. He's at the top of the game, but he isn't here to tell that story. That you can Google.

Daniel sat down with me to talk about the strategies he has come to believe in after a stellar career and access to the world's top sales trainers. We talk about the most effective technique he has learned along the way in incredible detail as a value add to the sales community as a whole.

What we talked about:

-Pivoting perspective on the sales cycle

-Templatizing a "Sequence of Events"

-How your technique and bottom line benefit

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

Sales Ops Strategies-Are You Maximizing Every Lead? w/ Aaron Lockhart Aug 11, 2020

Show notes

With a strong CDN in place, Sales Ops can identify and prioritize who the valuable prospects are, and then push those leads down to Sales Reps. Aaron Lockhart, Senior Manager Sales Operations at Limelight Networks discusses how his Sales Ops team goes through that process, maximizing every lead and letting the Sales Reps do what they do best-Sell.

What we talked about:

Identifying your total addressable market
Prioritizing your outreach
Shoring up your sales cycle to assure an above bar customer experience

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

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