Sales Management Podcast

Are your salespeople practicing during the game, or are they practicing in practice to get ready for the game? In this episode we dig into actionable tactics to make intentional and productive practice a reality in the world of B2B sales. 

There used to be a saying in pro basketball "Give the ball to Jordan." In this episode we talk about the case for giving the best leads to the best sellers and what to do with everyone else. 

Kyle is the co-founder of Kicksaw, one of the top revenue operations consulting firms in the tech world. In this episode, we dig into the lessons he learned as an Army Ranger and how these can be applied in the world of business. 

Ever feel like the knowledge from a book slips through your memory like sand through your fingers? Frustrated that your team forgets things that they should / need to know? In this episode, Dan, the co-founder of Readwise, joins me to discuss reading retention and some of the great opportunities that modern technology offers to make us better lifelong learners. 

Dan's had every job in the revenue org and they've helped him build quite the career. As you think about developing talent in your org, check out this episode for an alternative viewpoint to the straight-line career path we often see in sales. 

I'm asked all the time about how to break into tech sales and tech sales management. In this episode, we talk with Brennen about his career that has multiple stops outside and then inside tech sales and leadership. 

Jimmy and Cory dig deep into actionable tactics to develop and manage sales development managers, a topic that so many companies get wrong. If you have SDR/BDR managers in your org or if you aspire to be one day, dig into this episode for some takeaways you can put into place today!

Adriana recently moved from a sales enablement role to one in product enablement. Join us for this discussion to figure out why that matters and how enabling product can have a massive downstream impact on sales. 

Ever wonder how the best salespeople engage their internal executives to help close deals? We're not talking about bringing a sales manager on to be a super closer...we're talking about mobilizing the executive team to help your team win winnable deals that might otherwise be in jeopardy.  If your team doesn't have a process and training around this topic in place, it's a great...

Ever wondered how an ex-cop turned sales leader navigates the world of startups and tech? Meet Taft Love, who transitioned from law enforcement to sales and now uses his unique skill set to lead sales development teams and consult for businesses. He shares his incredible journey from being a small-town police officer to an investigator, and then finally finding his niche in sales. Taft's stor...

Ever wondered why your sales team may be missing the mark? Imagine the potential of integrating the grit, determination and teamwork capabilities of athletes and military veterans into your sales force. Our guest, JR Butler, founder and CEO of the Shift Group, unpacks the distinct advantages of this approach. In our candid chat with JR, we explore the compelling argument for transitioning athletes...

Ever felt like you're sailing through stormy seas, both in your professional and personal life? You're not alone. Join me as I sit down with Gayle Charach, a seasoned resilience coach, to dive deep into navigating life's turbulent waters. 

What if you could transform long form content into bite-sized, digestible pieces that resonate with your customers? On this episode, our guest Phil Gerbyshak, a powerhouse in the world of sales, will guide us on how the best sales teams are harnessing the power of microcontent. We're taking a deep dive into the art of distilling complex content and highlighting the crucial nuggets that truly...

Want to get more out of your partner channel? Or want to set one up for the first time? Jared is the expert in this area and you won't want to miss his advice on this intense episode. 

Prepare to step into an enlightening conversation with Richard Purcell, a seasoned pro with over a decade of experience shaping early-stage SaaS companies. Together,  we'll decode the  concept of product market fit, probing if it's binary or a spectrum. We explore the crucial role of the sales team in a company with strong product market fit and the potential pitfalls of focusing solely...

Does your sales team understand what they can do to impact the future state of your company's product or service? Sales <> product alignment is a huge gap in many companies...tune in to figure out how to identify and fix this gap. 

What is a fractional go-to-market team and when do you need one? Check out this episode with Holly Roland. 

Sam has been leading sales development teams for a decade and has some great insight into the pros and cons of building in-person vs. remote teams. 

Carl is the co-founder and chief revenue officer of GetAccept, a rapidly-growing SaaS company with offices around the world. In this episode, he shares how they grew a strong international presence throughout Europe and beyond. 

Dan is the VP of Community at Apollo.io and previously led one of the strongest communities I've ever seen created, Modern Sales Pros. If you are thinking about how to develop business through the power of community, or are just curious what that even means, check out this insightful episode. 

Ryan is an amazing entrepreneur who has sold more companies than most people have started. In this episode, we dig into one of the key reasons for his success...a deep understanding of "the math of sales."

Jenni Payne is on a journey that few take but, in my opinion, many should...where she moved from sales enablement to front-line sales management. Strong enablement skills make strong managers. Strong sales management experience builds a great foundation for an enablement career. It's some of the best cross-training a person can do. Cory and Jenni dig into her journey during this episode. 

Just when you thought recruitment was straightforward, Chuck Brotman, co-founder of Blueprint Expansion, joins us to shake things up. Be ready to challenge your current hiring process as Chuck reveals the immense value of working with external recruiters; not just for sourcing candidates, but for a complete, successful recruitment process. Chuck also shares tips on assessing your internal team&apo...

Devin recently started as the VP of Sales at a new company. In this episode, he talks about how he's approaching his first 90 days in this new leadership role. 

Do your team's deals stall after demo? Are the demos engaging? Are your demos actually fulfilling their purpose? If there's any doubt in your mind, check out this episode where Mor and Cory dig into how the best teams demo their products.