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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 Strategies to Improve Long Term Retention in Sales Training w/ Mario M. Martinez, Jr. Aug 10, 2020

Show notes

Traditional sales training is dead forever.

And good riddance, honestly.

Welcome to virtual sales training, which is not just relevant for current events but also cognitively effective.

In this episode, I interview Mario M. Martinez, Jr., the Founder and CEO of Vengreso, about his all-virtual sales training program.

What we talked about:

-We forget 66% of something an hour after we heard it

-3 cognitive retention strategies

-7 things digital training does that traditional doesn't

-3+ bullet points (You can just copy/paste your blog subheadings here, or main points)

Check out these resources we mentioned during the podcast:

-Mario's podcast, the Modern Selling Podcast

-Training modules at Vengreso

-Mario's Twitter @M_3jr

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

Personalization & Authenticity Drive Human Connection w/ Sean Simerly Aug 05, 2020

Show notes

If you had to come up with a theme for the way you lead your team, what would it be?

Today's guest would say that his theme is the importance of human connection. It's the starting place for personalization and authenticity in sales.

In this episode, I interview Sean Simerly, Head of Sales Development at Benchling, about the 2 guiding lights he uses to lead and develop his team.

What we talked about:

-Connecting with people is where narrative and communication come into play

-Sean's 2 guiding lights for hiring, training, and developing new SDRs

-Your goal shouldn't be sales but a genuine conversation between 2 people

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

A 5 Touch Strategy for a Winning Covid Era Sales Approach w/ Jeff Swan Aug 04, 2020

Show notes

After spending some time coming up in the sales trenches together, special guest Jeff Swan and I are back together to riff about where Jeff's career has taken him.

As the Founder and CEO of RevUp Sales, Jeff has developed some strong strategies to "rev up" a sales campaign, with Email Sequence at the tip of the spear. A self professed "Marketing Exec with sales DNA", Jeff walks us through an in depth tour of successful sales plans in these strange and challenging times.

What we talked about:

-Email Sequence: Silver bullet or killer component -Tell your prospects a valuable story

-Knowing your buyer

-Email Statistics 2020

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

How to Build a Win Rate Calculator w/ Neil Barlow Aug 03, 2020

Show notes

When you used to be a pro soccer player, you use the word "coach" in a really specific way.

It means sparking the natural curiosity in your team. It means figuring out what motivates them and helping them reach their goals.

In this episode, I interview Neil Barlow, Senior Director of Global Sales, New & Exp, at Diligent, about coaching the team, as well as MEDDIC, Neil's favorite sales methodology.

What we talked about:

-Look in the mirror and ask yourself if management is really what you want

-Coaching changes the meaning of success (the focus isn't on you anymore)

-How MEDDIC transformed Neil's team & how you can implement the framework, too

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

5 Actions to Take During the Great Pause w/ Brendan Short Jul 29, 2020

Show notes

A pause can be a time for reflection about your true motivation. It's also often followed by positive changes.

Let's call this time "the Great Pause" rather than a new normal while we explore some existential questions about work and life.

In this episode, I interview Brendan Short, Founder at the Revenue Engine, about what SDRs should be doing during the Great Pause.

What we talked about:

-Asking deep questions about your goals

-Tons of tips for creating content

-Learning a new skill could change your whole future

Check out these resources we mentioned during the podcast:

-Brendan's newsletter, Sales Lessons of the Week

-Mary Shea's blog posts

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

How to Adapt to the New Abnormal w/ Dr. Gleb Tsipursky Jul 28, 2020

Show notes

Once upon a time on the savannah, humans reacted to every shadow — in case it was a saber-toothed tiger.

Well, there are hardly any saber toothed tigers on our Zoom calls, but we're still operating on that archaic fight-or-flight response.

In this episode, I interview Dr. Gleb Tsipursky, CEO of Disaster Avoidance Experts, about the cognitive pitfalls that we are still making.

What we talked about:

-We aren't ever going back to what life was like in January 2020

-6 ways to adapt your internal and external business models

-Why the illusion of transparency means you need virtual communication training, stat

Check out these resources we mentioned during the podcast:

-You have to read Gleb's book, Resilience: Adapt and Plan for the New Abnormal of the COVID-19 Coronavirus Pandemic

-He's super active on LinkedIn, too

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

Your Personalized ABM Isn't Personalized Enough w/ Eric Gruber Jul 27, 2020

Show notes

Your clients are basically in 1 of 3 situations right now: devastated, paused, or thriving.

Over half are paused… but they don't have to be.

I had the opportunity to chat with Eric Gruber, CEO of Personal ABM and Stop the Sales Drop, about how to reach out to companies that are paused.

What we talked about:

-Account-based awareness isn't the same as account-based marketing

-Tips for personalization that goes beyond the first 2 sentences

-How to scale the personalized ABM approach

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

Selling Is Not About Closing (It's About Value) w/ Steve Heroux Jul 22, 2020

Show notes

Wouldn't it be great if your prospects asked you what the next steps were?

That's not only within the realm of possibility, it's what happens when you stop needing to be liked.

In this episode, I interview Steve Heroux, Founder and CEO of Victory Selling and author of Sales Is NOT a Dirty Word.

What we talked about:

-Integrity sells (better than smoke and mirrors)

-The need to be liked is killing your sales

-Closing is easy if you quit focusing on it

Check out these resources we mentioned during the podcast:

-The Sales DNA Test at Victory Selling

-Steve's book, Sales Is NOT a Dirty Word

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

The Role of Sales Operations at Top-of-Funnel w/ Sean Lane Jul 21, 2020

Show notes

It's not just getting the leads into the hands of the right people at the right time.

It's getting the right leads into the hands of the right people at the right time.

In this episode, I interview Sean Lane, Director of Sales Operations at Drift, about how he has optimized the top-of-funnel role of sales ops.

What we talked about:

-What are the "right" leads?

-Speed is the one major priority at Drift

-The sales team is the customer of sales ops

Check out this resource we mentioned during the podcast:

-Sean is the host of Drift's podcast, Operations with Sean Lane

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

The Transition From Player to Coach w/ Kaitlen Kelly Jul 20, 2020

Show notes

You used to be able to plan your week on, say, Sunday night.

Now you have your calendar open constantly for next month.

I had a chance to chat with Kaitlen Kelly, Sales Development Team Lead - EMEA at Outreach, about being a new SDR team lead.

What we talked about:

-Achieving 173% of quota in Q1

-What Kaitlen looked for in a new company during her career transition

-Prioritizing relationship with your reps

Check out these resources we mentioned during the podcast:

-SDRs Anonymous

-The Miller 17 in ProActive Sales Management by William "Skip" Miller

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

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