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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:

How to Win at Your Team's Personal Development w/ Drake Duenas Jul 15, 2020

Show notes

There's a crucial difference between management and leadership: Management focuses on the numbers, while leadership focuses on the people.

Developing the whole person should be the job of business development leaders. That, and cheerleading.

In this episode, I interview Drake Duenas, Business Development Leader at Vertafore, about relationships as the foundation for personal development.

What we talked about:

-Feedback is more effective when it comes from a place of caring

-Group learning exercises in the form of weekly call coaching

-The best advice Drake received was to be a cheerleader

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

From Grit to Scale w/ Matt Glaser Jul 14, 2020

Show notes

Your first goal should be no surprises.

After that, you'll learn to pivot from grit to scale.

And along the way, you need to lead for the next generation.

In this episode, I interview Matt Glaser, VP of Sales Operations at Vimeo, about the principles that have shaped his career for success.

What we talked about:

-Why "no surprises" means being able to forecast & predict finances

-Coaching is a sign of being ready to scale

-Lead the next generation of sales leaders with information enablement

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

3 Tips for Tech Sales Job Seekers w/ Mike Theron Jul 13, 2020

Show notes

Job seeking during a hiring freeze in a pandemic has to rank pretty high on our "worst nightmare" scale.

For sales reps in tech — or who want to break into tech — today's guest gives insider tips for job searching.

In this episode, I interview Mike Theron, the COO at Rainmakers, about B2B tech sales hiring trends.

What we talked about:

-3 industries hiring during the pandemic

-Treat your job search like a sales process

-A clever way to leverage your network

-Keeping positive and not panicking

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

Welcome to the New Normal: A Blended Workforce w/ Jordan Lewis Jul 08, 2020

Show notes

In Canada, the workforce is about 18% gig workers. In the States, it's probably closer to 35%.

In this world, outsourcing your talent doesn't have to mean overseas. The time is ripe for a blended workforce full of local talent.

In this episode, I interview Jordan Lewis, Cofounder and CEO of Stable.work, about the gig economy in sales.

What we talked about:

-A new category of work — blended workforce

-So many benefits of leveraging specialist freelancers

-Outsourcing means going local, not overseas

-Sales reps win with emotional intelligence

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

Diversity & Inclusion: Make it a Habit, Not a Goal w/ Elias Torres Jul 06, 2020

Show notes

Unless you've been on a deserted island for the past few months (which actually sounds really nice) you've noticed that the country is experiencing ongoing racial tensions. Protests, demonstrations, riots.

As a result, an awful lot of companies are speaking up and speaking out about diversity. They're making commitments to be more diverse in hiring, recruiting, and every other part of their business.

Which is great.

But it begs the question: What does true diversity look like in a large organization?

On this episode of the Sales Engagement Podcast, we sit down with Elias Torres, CTO & Co-Founder at Drift for a conversation all about

-Diversity in the workplace

-The difference that having a founder of color can make

-Why diversity is no longer a nicety, but a necessity

-Making diversity & inclusion a habit, not a goal

Part 2: Throw Out Your Pre-Recession Message & Create a Fresh One w/ Todd Caponi Jul 01, 2020

Show notes

82% of us seek out the negative reviews first. We mostly ignore the 5-stars and scroll down until we see some 2-star reviews.

What does that mean for us in a recession?

In this episode, we interview Todd Caponi, author of The Transparency Sale, about how sales should cope in a recession.

What we talked about:

-Why a 4.3 rating sells better than a 5.0

-The 2 human responses toward spend in a recession

-Throw out your old messaging & pivot this way

-Loneliness is a serious health risk

Check out these resources we mentioned during the podcast:

-Todd's virtual series for Sales Assembly

-2 classic books on selling: The 5 Great Rules of Selling (1946) and The Mind of the Buyer (1922)

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

Part 1: Transparency & Confidence Are Negotiation Partners w/ Todd Caponi Jun 30, 2020

Show notes

It sounds counterintuitive to sell based on what's not great about your product. In a downmarket, though, people are craving predictability.

Transparency about your product boosts trust like crazy.

In this episode, I interview Todd Caponi, Founder and Speaker at Sales Melon, about transparent negotiation and how to approach a downturn.

What we talked about:

-Leading with the negatives

-The 4 ways to give discounts during negotiation

-Your best downmarket sales strategy

-What extreme firmographic focus means for your reps

Check out this resource we mentioned during the podcast:

-Todd's book is The Transparency Sale

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

So You Want to Lead a Sales Team w/ John Eitel Jun 24, 2020

Show notes

Say you're the leader of a sales team.

Maybe you're a VP. Maybe you're a director of sales. Maybe you're a sales manager. Whatever your title, you have a very specific role at your organization. Your job is to lead the sales team. To set direction, vision, strategy, and purpose.

But how do you hire? As your company grows, how do you handle the changing needs of a sales organization?

How do you balance the confidence needed to succeed in a sales role with the fact that you're human and sometimes you have to talk yourself into getting out of bed in the morning?

What is your responsibility as the leader of a sales team, and how do you manage the energy of a dynamic group of sales professionals?

On this episode of the Sales Engagement podcast, we sit down with John Eitel, the VP of Sales at Canva, for a discussion around:

-The different employee needs of a growing company

-How to deal with cold feet when what you need is confidence

-The responsibility of a sales leader

-Managing the energy of a sales team

-So much more

Become an Expert in Teaching a Sales Tool w/ Matt Reuter Jun 22, 2020

Show notes

Would you agree that the shortest route to a promotion is to always be asking questions?

Positioning yourself as a student will earn you expertise and launch you into leadership in no time at all.

In this episode, I interview Matt Reuter, Sales Development Manager at GTT, about his experience leading sales development teams both small and scaled.

What we talked about:

-Leading at an established company vs. a growing company

-Having a numerical strategy for scaling your SDR team

-Training SDRs on how to lower resistance

-Become an expert at something — especially a sales tool, if you can

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

6 Winning Tips Before You Post on LinkedIn w/ Sarah Brazier Jun 17, 2020

Show notes

You want to build your brand on LinkedIn, but honestly you have no idea how.

The best way is to learn from someone who's done it.

In this episode, I interview Sarah Brazier, Senior Sales Development Representative at Gong, about growing her LinkedIn brand.

What we talked about:

-6 ways to up your LinkedIn game

-Knowing what your goal is for your posts

-True stories of how Sarah's profile created opportunities

-Whether LinkedIn is the right avenue for you

Check out these resources we mentioned during the podcast:

-Building a Brand on LinkedIn, Part 1

-Storytelling Masterclass with David Sedaris

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

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