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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 Ways to to Perfect Your Craft in Sales w/ Christina Stone Apr 06, 2020

Show notes

A few years into your sales career, you realize, I'm actually committing to sales. ...But now what?

Learning to perfect your sales craft is the next major step for upping your sales game.

In this episode, I talk with Christina Stone, the Account Director of Enterprise Accounts at TechTarget, about how to perfect your craft in sales.

What we talked about:

Control what you can control
Christina's 3 ways to perfect your sales craft
How to analyze your recorded calls & meetings
Go where your company is going

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

Just Be Yourself: Personalization Is Key w/ Mataya Frizell Apr 01, 2020

Show notes

So many of us in sales have said these words: "Anything but sales."

What is it that draws us in? We love a challenge.

In this episode, I interview Mataya Frizell, Inside Sales Manager at World Manager, about tactical tips for crushing the first year.

What we talked about:

How to get from sales to sales manager in 10 months
Tactical tips about goal setting
Personalization is key
Using your intuition for when to push a Type A personality

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

Risk Mitigation: Stop Selling & Start Solving w/ Chris Donato Mar 30, 2020

Show notes

When was the last time you thought about risk?

As a sales professional, odds are that you're not constantly thinking about enterprise risk as you put together your sales strategies.

But you should be. Why? Because there is 100% chance that the enterprise customers that you're selling to are thinking about risk.

And they're thinking about it a lot.

On this episode of the Sales Engagement podcast, we sit down with Chris Donato to talk about:

All things enterprise selling
Why sales professionals avoid the topic of risk mitigation, and why that's a mistake
How to frame risk to alleviate your customer's fears
How to have a fighting chance against an incumbent company

Leading Sales Teams through Adversity w/ Ben Dietz Mar 25, 2020

Show notes

What a weird time to be living through right now.

Entire sports leagues have ceased operations, cities are going into "lock-down," and many small businesses are hanging on by a thread, having to radically adjust their operating model to stay open and keep people employed.

With all of the noise, it can be a scary time to be in any profession. But how do you navigate the sales world in a time like this?

Are people really itching to be sold to?

How can you lead a sales team through a time like this and still feel like you have a soul when it's all said and done?

On this episode of the Sales Engagement podcast, we took a few minutes to sit down with Ben Dietz, President of Mintel Americas at Mintel, to talk about:

How to lead your team through adversity
Why it might be time to dial back the pitches
Why empathy just might be the most important thing right now

Harnessing the Power of Intent w/ Maura Brady Mar 23, 2020

Show notes

As they say, "intent is everything."

Nowhere is that more true than sales.

If you can't capitalize on customer intent and convert that into actionable follow-up, you're missing out on a huge opportunity.

But the customer is savvy today. They have more information at their disposal than ever before, and some studies have shown that as much as 70% of research happens before ever talking with a salesperson.

So how do you harness intent?

How do you capitalize on the work that is done before a customer ever gets to your door and turn that into a relationship?

Maura Brady is the RVP of Sales at 6Sense and was a guest on the Sales Engagement Podcast recently. We talked all about :

Women in sales
Harnessing intent, and how to approach different types of intent
What she calls "The Dark Funnel"
How to turn intent into action

5 Sales Fundamentals to Obsess About w/ Mike Morgan Mar 18, 2020

Show notes

As distracting as that new technology might seem, the fundamentals of sales haven't changed.

Not only are the fundamentals the same 5 they've always been, they're arguably more important now to help cut through all the distractions that beset sales professionals.

I had a chance to chat with Mike Morgan, SVP of Sales at iHeartMedia, about why we should all be obsessing about sales fundamentals.

What we talked about:

The 5-step process of sales
Things you must establish during the discovery period
What a good closing for a pitch sounds like
Treat your clients like your friends (because they are)

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

Improving Your Way to A Better You w/ Bridget Quigg Mar 16, 2020

Show notes

When was the last time you got on a stage and did improv?

If you're like most people, the answer is probably never. After all, improv is scary, right? To be on a stage, with no script, no direction, and no answers?

But what if improv were actually exactly what you needed to sharpen your sales skills? What if the answer to every salesperson who lacked confidence, or had trouble initiating a conversation, were to be prescribed improv? On a recent episode of the Sales Engagement Podcast, we sat down to chat with Bridget Quigg, who is the founder of "You're a Genius," a workshop that teaches sales and career skills through the fast paced world of improv comedy.

We talked all about:

How to build trust with your colleagues
Why improv may just be the best sales skill you can have
Why silence in a meeting isn't always a bad thing
How to make your colleagues look as good as possible, and why that's the best thing for your career.

The Secrets to Hiring and Elevating from Within w/ Jessica Roman Mar 11, 2020

Show notes

A global media and competitive intelligence company had to close its Montreal office because the managing director moved to Amsterdam. If you're most companies, what do you do? You put out a job ad, hire a local director, get them up to spend, and hope for the best. But Meltwater tried something different.

They promoted Jessica Roman, a young sales manager with two years of experience. A risky move? Maybe. But with coaching and mentoring, Jessica developed first Meltwater's Montreal office and then its entire Canadian operation. Today, she serves as Meltwater's national director for Canada.

We brought Jessica on The Sales Engagement Podcast, to talk about the secret sauce of building loyalty and hiring with the future in mind.

4 Stages of Personal Branding on LinkedIn w/ Amy Volas Mar 09, 2020

Show notes

On LinkedIn, it isn't just about getting more visibility. It's about getting the right visibility.

This is something I'm incredibly passionate about. Last year, content on LinkedIn grew by 400%. And it's only gotten hotter

I recently got to interview another person who takes LinkedIn content as seriously as I do: Amy Volas, Founder and CEO of Avenue Talent Partners.

What we talked about:

How to know if you should start personal branding now or later
Understand your community to give them value, not word vomit
The 4 stages of growing an audience for your personal brand
Who owns your content? (Hint: Probably not you.)

Check out these pages we mentioned during the podcast:

Amy's LinkedIn articles
Justin Walsh's LinkedIn playbook

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

How to Manage Hypergrowth Sustainably w/ Tarik Sehovic Mar 09, 2020

Show notes

Hypergrowth is something to be proud of, but…

It can also be really distracting with 20+ problems cropping up at once.

Hypergrowth, unfortunately, is known for having such a fast pace that you can't possibly juggle that many balls at once.

In this episode, I interview Tarik Sehovic, Growth Manager at Clearbanc, about 3 practical techniques for sustainable hypergrowth.

What we talked about:

Spending 10% of your week on creative thinking
Having a foundation in place before you decide to scale
Lessons from Crossing the Chasm
How Tarik went from negotiating a contract to onboarding in 2 hours

Check out this resource we mentioned during the podcast:

Crossing the Chasm by Geoffrey A. Moore

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

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