Sales Ruins Everything
Does Sales ruin everything? We have fun at Sales’ expense while discussing what the best Sales teams do and what the bad ones don’t. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
Lightning in a Bottle-What It Feels Like When a Sales Team Fires On All Cylinders
Enverus Chief Sales Officer, David Ranucci, shares what it feels like for a firm to have the organizational alignment that moves a market. Learn what your firm needs to do to empower Sales to sell like the “good ol’ days” referred to in brand histories. Podcast: Play in new window | DownloadSubscribe: Google Podcasts |…
The Evolution of Modern Sales Training with Shayne Jackson from Gartner
Shayne Jackson from Gartner shares insights on the evolution of sales training: what it takes to get into Gartner’s new Sale Training Magic Quadrant, what to look for in a training vendor, and how to ensure an ROI on this huge investment in your people. Podcast: Play in new window | DownloadSubscribe: Google Podcasts |…
Scott Brinker, Chiefmartec and HubSpot’s VP Platform Ecosystem, Riffs on the Sales and Marketing Trends of the 2020s
Scott Brinker joins us to discuss the Martech trends and patterns exponentially impacting sales and marketing organizations. Learn how to competitively position your firm’s tech to exploit them and drive broader firm success. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
3 Steps to Get Sales and Marketing On the Same Revenue-Generating Page
Before you try to align Sales and Marketing, you must realize that you’re not solving a problem like the Hatfields and McCoys feud. Instead, you’re managing a tension to its synergistic and healthy potential. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
Humanizing Sales for Buyers—and Sellers—with Andy Paul from The Sales House
Is your team “selling out” or “selling in”? Learn how to use the normal attributes of being human to sell both more naturally and how buyers really prefer to buy. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
Shifting Your Firm from a Seller-Doer to a Thinker-Seller Culture
To scale, a firm must break out of the billable-hour trap. Killing the Seller-Doer mindset is the first step in getting free and unleashing your firm’s growth. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
How to Enable Clients to Make a Smarter Complex Purchase with Joe Rice from CXponent
Joe Rice, CEO of CXponent, shares how professional services firms can help buying committees validate solutions and build consensus along the buyer’s journey Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
Why RFPs Suck and What to Do About It with Cal Harrison from Beyond Referrals
Responding to RFPs in professional services firms sucks. RFPs are inefficient, expensive, and seldom lead to selecting the most qualified provider. Cal Harrison of Beyond Referrals teaches us how to fix them. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS
Avoiding the Sales Kill Box with Gartner’s Maria Boulden
Content marketing was supposed to make buying and selling easier. Unfortunately, it did just the opposite. Gartner’s CSO Whisperer, Maria Boulden, shares why the pandemic, digitization, and sales behavior have combined for inefficiency and ineffectiveness. Podcast: Play in new window | DownloadSubscribe: Google Podcasts | RSS