Sales Management Podcast

I don't use guest invitations as a lead gen funnel for my business, but Charles has a great perspective here that we dig into during this fun and engaging episode. 

We were tight on time, but we recorded a great episode that's high-energy and packed with actionable takeaways. Eric is a sharp sales leader who just released a new book: The Sales Blueprint. Check it out on Amazon. 

You can go inbound. You can go outbound. You can use nearbound. Or...you can combine them all into Allbound.  It's harder. It takes process orchestration. But it pays dividends.  Check out my conversation with allbound expert Evan Dunn. 

There are a lot of fractional sales leaders out there. Some are amazing folks who are doing it as a part-time thing while focusing life in other areas. Some are unemployed, not that great, and desperate to pay the mortgage. Thus, hiring one is a dangerous game and some advise against it.  But should you hire fractional? For what functions? When? How long should they stick around?  Join this conver...

One of the most overlooked topics in prospecting is email deliverability. If your company does email prospecting and you don't have an expert (not an intern) setup and monitors deliverability, you need to listen to this episode. I learned a lot!

Call scorecards are often used wrong. Teams use 1-5 scales. Teams score calls and have reps self-absorb feedback. Scorecards are not used for periodic team / individual assessments.  If any of these topics are interesting, dig into this high-energy discussion around a topic I love and many struggle to get right. 

What is an SDR leader thinking about in their first 90 days? This episode digs into how Paul thinks about preparing for and executing within his new position. If you're going into a new role or hiring someone as a new manager, this episode is worth a listen!

Some say sales enablement activities must drive ROI or else not be done. Some say measuring ROI is hard or impossible. We explore this topic in detail in this episode so you can get some ideas as you decide to stand up or expand an enablement operation in your business. 

Want to dig into the data around recent trends in sales management? Join this episode for Cory and Andy's discussion. 

We talk about how sales teams can benefit from and help drive product evolution in small and larger companies. This episode is especially useful for aspiring senior execs who want to break out of their sales bubble into overall company leadership. 

In the business world, some slow down or stop their professional development, while some push it forward. The latter tend to see outsized success. In this episode you'll hear some specific examples from folks who work with senior leaders to push it to the next level. 

The Dunning Kruger effect is something all managers should understand. A pre-mature illusion of mastery is dangerous, as is taking advice from people on social media who are confident they have it all figured out...when they've just in fact started their journey.  Join us and think about how you can insulate your team from this power force that's ever-present in today's workforce. 

If you're looking for a tactical way to get more out of your team and recognize your top performers along the way, this episode is for you! Steve has a great approach to recognizing the strengths of people across his teams and putting them in the position to coach their peers...making everyone (and the company) better along the way. 

Are you starting a new sales management job soon? Or are you onboarding sales managers? Either way, this isn't the most well documented path and sales enablement often gets pulled in other directions, leaving new managers to fend for themselves. 

"Those who can't do, teach" is borderline idiotic. Teaching, in fact, is one of the best ways to solidify and continue your learning of a topic. In this episode, we talk about how current and aspiring sales leaders can leverage this fact as a superpower. 

Ever wondered how a Silicon Valley insider transitions to mastering the European market's diverse tapestry? Seth Olsen, country manager for UKI and the Nordics at MicroStrategy, joins me for a riveting discussion that promises to unlock the secrets of navigating the complex world of international sales. 

Is your CRM driving value in your business, or just something that people see as an administrative burden? If the latter, check out this episode where I talk with Kevin, an expert in how companies get the most out of their CRMs. 

Ryan has a unique perspective as he went to a founder to the person who started, scaled, and handed off the sales management, operations, and enablement roles at his company. He came back in to re-work them at different milestones and when the owner of the role departed.  Companies often do "too much stuff" in some areas and ignore key priorities in others.  If you are growing and don&ap...

We've all heard of conversational intelligence software. It's very powerful, and in this episode, I go deep into the present and future with the CEO of one of the most innovative companies in the space. 

Forecasting is critically important for salespeople and sales leadership alike. It's also one area where there are vendors pushing AI technology on one side and others saying it's 4th grade math. Prior to this episode I had spent a lot of time thinking about forecasting and when Reid reached out to chat, I couldn't resist the opportunity. 

Woody led the sales team at Divvy from the beginning to their $2.5 billion acquisition. Now, he's building Elephant to take advantage of his insights into the world of B2B sales and what's currently going on in the market with AI. Join us for this tech-meets-sales conversation. 

Brendan joins me live in the studio for a 90-min episode where we dig into Product-Led Sales. We also talk about his experience moving from a founder to a VP inside of the acquirer. 

Change management is the make-or-break when it comes to making sales training and enablement programs successful. In this episode, we dig into several actionable tactics companies can use to up-level their change management programs with little to moderate effort. 

You all know what I think about coaching, so I brought on another coaching enthusiast to banter about how to build and scale effective coaching cultures within B2B companies. 

We dig into the life of a frontline sales leader who is charged with managing multiple teams with different functions. In growing orgs, this role often appears and there is no clear-cut roadmap. Andrew walks us through his approach and how he's found success.