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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:

5 Ways to Stand Out as an A+ Candidate w/ Shane Lunak May 11, 2020

Show notes

True story, my short LinkedIn post about awesome startups that are hiring during the pandemic went viral.

People devoured information that gave them hope about their job prospects.

In this episode, I interview Shane Lunak, Senior Sales/Marketing Recruiter at Outreach, about how to stand out as an A+ candidate during the application and interview process.

What we talked about:

-5 outstanding ways to stand out as a candidate

-Sales reps should know exactly what their numbers were

-Right & wrong ways to reach out directly to recruiters

-Update your resume, seriously

Check out these resources we mentioned during the podcast:

-Awesome startups that are hiring right now

-Outreach's career board

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

Distinguish Yourself with Virtual Backgrounds w/ Zoom King Red Russak May 06, 2020

Show notes

You have to have a special relationship with Zoom to call yourself the Zoom King.

As in, you have to be the world's leading expert in virtual backgrounds.

In this episode, I interviewed Red Russak, the Zoom King and founding team member at Apptentive.

What we talked about:

Dos and don'ts of virtual backgrounds
Virtual background ideas & tone guidelines
Fun backgrounds help people open up to you and see you as a person, not just another Zoom call

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

Why Emotional Safety Is Essential in Sales w/ Henry Evans May 04, 2020

Show notes

This century has had its share of crises already, and COVID-19 is only the latest.

What's really important for sales in times like these? (Hint: Not revenue.)

In this episode, I interview Henry Evans, CEO of Dynamic Results, about emotional safety during a crisis.

What we talked about:

Emotional safety isn't squishy
There are 2 pillars of emotional safety: the F word and the C word (not what you're thinking)
3 techniques for creating trust

Check out these resources we mentioned during the podcast:

The free Emotional Safety eSchool challenge
The free Accountability eSchool challenge

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

Video Techniques for Our All-Virtual Life Right Now w/ Karthi Mariappan Apr 29, 2020

Show notes

Video is exploding in popularity — and necessity — as we are all moving to the virtual world due to the COVID-19 pandemic.

Today's episode will help you reimagine your sales strategy through video.

In this episode, I interview Karthi Mariappan, Co-Founder and CEO of Hippo Video, about the dos and don'ts of video right now.

What we talked about:

2 don'ts of video, including not pushing the sale
2 dos of video, including paying attention to tone
Remember that humans are resilient and creative under stress
We'll come out of this with great new learning about ourselves and each other

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

How to Create Digital Destinations w/ Randy Frisch Apr 27, 2020

Show notes

Your huge annual conference was scheduled in early April. Well, all those opportunities got scratched.

How do you recreate a conference-grade level of opportunity using only digital channels?

In this episode, I interview Randy Frisch, CMO at Uberflip, about how to adapt your digital channels for our unprecedented times.

What we talked about:

Relevance matters most in marketing right now
How to create digital destinations — 3 layers to consider
Getting someone to engage means planning their next event

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

You'll Forget 90% of This Podcast w/ Shawn Pillow Apr 22, 2020

Show notes

There's a scientific reason why cramming for exams doesn't help you learn. It's called the forgetting curve.

If you want to train your SDRs, you have to help them conquer the forgetting curve with a few learning strategies…

I had a chance recently to talk with Shawn Pillow, Director of Sales Enablement at Granicus, about the antidote for the forgetting curve.

What we talked about:

You forget 90% of what you learned within 24 hours
Spaced, continuous learning is the antidote for forgetting
Active recall is the key to continuous learning
Tips for creating a culture of learning (hint: reward your reps)

Check out this resource we mentioned during the podcast:

Shawn learned about so much about human behavior from his professor Dan Ariely

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

Positive Outcomes of the Current Crisis w/ Mike Conti Apr 20, 2020

Show notes

All of us have been affected by the COVID-19 pandemic.

Some of us are worrying for loved ones, others are struggling to cope with staying at home.

It's hard to stay positive and choose optimism, but focusing on the good is more essential than ever.

In this episode, I interview Mike Conti, Director of Business Development at G2 Crowd, about working remotely, team culture, and positive changes to work

What we talked about:

Appreciating your legacy
Bringing out the best in each other with culture
People really want to know the answer to "how are you?"
3 tips for remote work

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

A Strong Sales Leader Has... w/ Phil Lacorte Apr 15, 2020

Show notes

If you're a new SDR, you're looking to management for leadership by example.

But what are the qualities of a good management team — and how do you learn what they're teaching?

In this episode, I interviewed Phil Lacorte, VP of Revenue Operations at Trifacta, to learn from him about leadership insights that he gained from sales and rev ops.

What we talked about:

Rev ops is just a company-wide coaching role
Facets of a strong leadership team
4 pieces of advice that he always gives new SDRs

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

What Are Managers of a Distributed Team Missing? w/ Nimit Bhatt Apr 13, 2020

Show notes

At least 25% of being a new SDR is being able to lean over to the rep next to you and ask for immediate feedback.

Well, what happens when your whole team is working from their kitchen table now?

Leading a remote team presents all-new challenges for SDRs and their managers.

In this episode, I interview Nimit Bhatt, Head of Business Development and Strategic Partnerships at memoryBlue, about managing a distributed team.

What we talked about:

Communication is everything
Fostering team camaraderie is a close second
Use call coaching software
Give even more shout-outs and recognition than before

Check out this resource we mentioned during the podcast:

The Sales Minute with Nimit
Sales Hacker has so much knowledge for SDRs to study

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

Effective Global Remote Communication w/ Kaveh Sarhangpour Apr 08, 2020

Show notes

If you travel for work, your whole schedule has been upended by the coronavirus pandemic.

You're trying to figure out how to work remotely… not just staying connected to your office but around the world.

I got to talk to Kaveh Sarhangpour, BD Manager, Product Partnerships at Square, about his insights into adjusting to remote work life.

What we talked about:

Effective remote communication techniques
How to achieve asynchronous communication
Time blocking is essential
What the best communication style is (surprisingly, not straight empathy)

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

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