LEARN Podcast

No matter your industry, you’re in the people business. So how do you win friends and influence your people? By building trust. “I believe so deeply that when you truly build trust, you have a much better and more high-functioning team, and you're going to get the best out of your people. You can't force someone to give you their best. They have to choose to really go that extra mile,” says Lindse...

Let’s be real. Retention rates are at an all-time low. So, in a world where you have to do more with less, how do you still service the same customer base and prevent churn? “You can't apply high-touch one-on-one CSM strategies to everything. And so you absolutely have to, right? So products, I think, like the one that you're working on, is an incredible solution—one avenue to drive customer educa...

“Marketing creates demand, and then you hire a bunch of SDRs to generate opportunities, and then you hire a bunch of early to mid-career AEs to take those opportunities and turn them into revenue. And that's all supposed to yield results in a compelling way. It’s working less and less. Only 28% of reps are hitting quota right now. This means one out of three is hitting quota, and two out of three...

“When someone gives you feedback, the first thing to say in your head is, they care about me. And when you change that mindset, and you put yourself on the receive mode versus the defensive mode,” shares L. David Kingsley. “Hard mindset shift because, again, many of us grew up not being taught how to take feedback because we thought that meant we were doing something wrong. It's actually an affirm...

“I called it MVR. It's a monthly value review. I made it up, but it was essentially creating a notion document, like a template you sent to the customer every month to remind them when the renewal is, what the general sentiment is, what their goals are, and what the progress is to control. You're constantly communicating value to the customer every month. So they're reminded that you're providing...

“It's easy for an employee to expect the company to deliver the next step, and certainly, the company has a responsibility to play. But I like this concept that we're on a road trip, and you, as the employee, are in the driver's seat, and I'm your co-pilot. I'm right there with you. I have a map. I have a few options like, "Hey, maybe we go here or here. You can take this route or that route. But...

“We knew that we wanted to invest in a learning management system. We wanted to ensure that the experience wasn't just like, ‘OK, I have to watch these videos and read all this content.’ It needed to be this balance of an interactive and gamified experience. And how do we make sure that we can do it in a way that, you know, people want to learn and get excited? And so we came up with this theme ca...

“In SaaS, switching costs are much easier. And so there's a lot more worth that has to happen on the customer success side too, again, ensure value high, high-value use cases, etc. So a lot of what we do is focus on doing our best to measure customer health. And you can think of health from a vendor's perspective as a value from a customer's perspective. So if I believe, you as a customer, are der...

“If there's one thing you can get very, very good at, especially in L&D or maybe areas where it's not a direct sales, right? I'm like, okay, what have you done for me lately? Kind of thing. What is the ROI here? You've got to be incredibly good at your storytelling. So you've got to paint the picture for people. You've got to enroll them. They need to become champions for you. Here's what we'r...

“We look at moments of an employee experience, a moment is they're onboarding. A moment is, I just got promoted to leader. And so, let's do some leadership development. And these are really important. They're real-time relevant, upskilling, and support moments that matter. Also, movement matters.” Tune in to hear Marie share her expertise and valuable guidance on: Building a strong sense of commun...

“The thing that I really learned is that the whole sales tech stack is fascinating. Some companies have too many tools, spending too much and not getting any value out of them. And there are ones on the other side who really don’t have much of anything and are definitely not getting any value out of it. So how can we provide value and services to those CROs so you’re looking out the front windshie...

Tune in to hear more about John Schoenstein ’s not-so-linear career path to public-company CRO (spoiler, he had an impactful stint in Sales Enablement). From Midmarket orgs to IPOs and beyond, John has seen it all. He’ll also discuss: Why it's essential to adopt a culture of curiosity to accelerate learning and growth How his leadership philosophy anchors on coaching people to reach their full pot...

“For a long time, I’d see really amazing HR people drive business outcomes, but we were often relegated to clerical and administrative tasks. I think that L&D folks have had that same experience. This is why I feel strongly about making sure you have the right tools. Because when you are in spreadsheets and docs, you’re not producing the most transformative work.” Tune in to hear Cara Brennan...