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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:

The Secret Sauce Behind Gong's Brand (& How to Build Your Brand) w/ Udi Ledergor Jun 15, 2020

Show notes

Does your marketing department celebrate receiving hate mail?

Uh… why not? A strong emotional reaction means your content wasn't boring.

I had an amazing conversation with Udi Ledergor, CMO at Gong, about Gong's secret sauce for building brands.

What we talked about:

-3 principles of brand building, including edginess

-Why having a tiny content team gives you control over voice

-You shouldn't gate your best content

-Ideas can come from everywhere — and should

Check out these resources we mentioned during the podcast:

-Read Udi's Forbes articles

-Influence: The Psychology of Persuasion by Robert B. Cialdini

-Take a look at Gong Labs

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

Overcoming Fear in Entrepreneurship w/ Scott Britton Jun 10, 2020

Show notes

How do you sell a solution before you have a product? By giving it away for free.

In this episode, I interview Scott Britton, Cofounder of Troops.ai, about his entrepreneurial story.

What we talked about:

-How to overcome fear in entrepreneurship by finding your conviction

-Discovery is probably the most important part of the pricing strategy

-Just flat out ask your prospects how much they'd pay for a solution

-Scott's advice on whether to go with your gut

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

Perfecting the AE/SC Relationship w/ James Kaikis Jun 08, 2020

Show notes

In a perfect world, the AE and SC are so aligned that the customer experience leads straight to the president's club.

That perfect world isn't as hard to visit as you might think.

In this episode, I interview James Kaikis, Senior Manager of Manufacturing Solutions Engineering at Salesforce and Cofounder of the PreSales Collective, about perfecting the AE/SC relationship.

What we talked about:

-What not to do (ahem, lane swervers, looking at you)

-4 qualities of ideal alignment between AEs and SCs

-The importance of listening to feedback

-Sales is a motivated environment… people want to be their best

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

Don't Toss Your Playbook — Optimize It w/ Evan Carlton Jun 03, 2020

Show notes

Have you decided what to do with your current playbooks?

Hint: Don't throw them all away.

In this episode, I interview Evan Carlton, Sales Enablement Manager at Matillion, about how he's optimized his playbook.

What we talked about:

-Adapting your messaging without over-pivoting

-Changing your top of funnel approach

-Focusing on nurturing, not selling

-Taking the opportunity for personal growth

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

You Owe It to Yourself to Host a Podcast w/ Chris Hatfield Jun 01, 2020

Show notes

You've been hanging out at home, kicking around the idea of launching a podcast, but you have no idea how to get started.

In this episode, I interview Chris Hatfield, Sales and Mindfulness Coach at Not Another Sales Guy, about the 5 steps he took to start his podcast

What we talked about:

-Starting with your internal and external why

-The many, many benefits of podcasting

-Meet Scott, the imaginary first listener of Chris's podcast

-The steps Chris took to launch his podcast

Check out these resources we mentioned during the podcast:

-Not Another Sales Podcast, Chris's podcast

-Anchor, the free software Chris used to get started

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

How Data Analytics Unlocks Your CRM w/ Kevin Ascher May 27, 2020

Show notes

Is there a common thread that runs through businesses that survive and business that don't?

Our guest today says yes — and it's the sales organizations that know their clients the best through data analytics.

In this episode, I interview Kevin Ascher, Founder and CEO of AcousticSelling, about how data will serve you both in and out of a crisis.

What we talked about:

-The only 4 KPIs that matter

-Making CRM easy & seamless for reps

-Tips for cleaning up your data collection

-How an AI can make recommendations for which prospects to focus on — with numeric proof

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

4 Buckets for Businesses During the Pandemic w/ Bryan Rutcofsky May 25, 2020

Show notes

Businesses have had 4 responses to the COVID-19 pandemic: thriving, struggling, pausing, or adapting.

Knowing which bucket the company on the other end of the call belongs to should affect the approach your sales team takes.

In this episode, I interview Bryan Rutcofsky, the VP of Global Sales at Wix Answers, about the 4 buckets and his sales approaches.

What we talked about:

-Business just can't stop altogether, but it does have to adapt

-How to recognize traits of the 4 buckets

-Tailoring your conversation based on the type of business you're calling

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

Should You Be Selling During the Crisis? w/ Shruti Kapoor May 20, 2020

Show notes

You have something to sell, but you're not sure whether now is the right time. Or, if you know your product can help, how do you educate about its value?

Most of us are in this position right now because of the COVID-19 pandemic.

In this episode, I interview Shruti Kapoor, CEO of Wingman, about her sales coaching tips for the current climate.

What we talked about:

-Processing the polar opposite opinions about whether or not to sell right now

-What to do if you shouldn't be selling (and how to keep up morale)

-How to sell if you should be selling

-Everyone is thinking longer-term now, and you should be, too

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

How Good Leaders Embrace Challenges w/ Rebecca Croucher May 18, 2020

Show notes

Sales leadership lessons don't come cheap.

But they do shape a sales leader who excels in embracing challenges and supporting her team.

In this episode, I interview Rebecca Croucher, VP of Sales and North American Sales Operations at ManpowerGroup, about finding leadership success in loving challenges.

What we talked about:

-Her excitement for the unique challenges at a startup

-There are no unsolvable problems… if you apply persistence

-Sales team leadership requires learning to be an encourager and a supporter

-Rebecca is proud to put forward hiring solutions in the wake of pandemic unemployment

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

4 Elements to Consider in Project Assessment w/ Maxwell Monson May 13, 2020

Show notes

Finding a product solution to please everyone sounds like an impossible task.

If it's not going to deliver a measurable business outcome, then it's probably just a want — something that sounds convenient but doesn't necessarily make your business more efficient.

In this episode, I interview Maxwell Monson, Sales Operations Program Manager at Infoblox, about assessing and managing projects successfully.

What we talked about:

4 elements to consider in project assessment (including the waterfall effect)
Tips for working with sales reps
Viewing your sales rep as a store of insider knowledge
Don't customize a solution — using its out of the box features is best

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

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