Sales Management Podcast

If your team is taking advice from "thought leaders" or "influencers" on social media, check out this episode as Greg and Cory discuss their take on the topic. 

Ready to unlock the power of win-loss analysis for your business? Join us in this captivating conversation with Spencer Dent, co-founder of Clozd, as we unpack this crucial tool for business success. From understanding why you're losing or winning deals, to optimizing your strategies, and enhancing product development, we explore how win-loss analysis can be a game-changer in your sales and m...

Get ready to master the art of sales coaching with Casey Story, the Director of Go to Market Strategy at Vital Software. We're going to dismantle the myths and misconceptions around overuse and misuse of coaching in sales organizations. 

Spekit CEO Melanie Fellay joins Cory to discuss how companies are driving software and content adoption. The conversation also touches on the idea of "tech consolidation" and the role sales enablement plays to ensure that what exists is better used by sellers to drive day-to-day impact. 

Ryan is back for a short episode where he shares his thoughts around if sales development should report to sales or marketing. He has a thought-provoking and interesting take on the topic that you can digest faster than you can drink a cup of coffee (probably).

Ryan is the founder and CEO of Salesgevity, and outsourced prospecting firm. We dig into the pros and cons of outsourcing prospecting vs. having it in-house at different stages of a company's lifecycle. If you've thought about this topic. If you need more leads and are trying to figure out where to invest, check out this episode. 

Salespeople already have quotas...do they need OKRs too? Are OKRs a good fit for management or enablement folks? Neil and Cory dig into this topic in a debate-style format. 

It's common for folks to say that sales development is the hardest job in sales...but is it? Cory disagrees, and in this two-part episode, he invited Kim and Daniel to debate the topic with him. Kim is a fractional CRO and Daniel is a salesperson who recently held SDR roles. 

As a veteran enablement leader, Bob has several specific ideas around where enablement can spend their time to have a big impact on their teams. 

After working hundreds of tradeshows, Zach provides tactical advice on how to get more out of shows through preparation, execution, and follow-up. 

Jake started his company, Common Paper, to modernize contracts, including SaaS subscription agreements. He's figured out specific ways to use legal to shorten sales cycles, whether or not you are one of his customers! 

Another debate episode where Cory and Ryan dig into 1) is outbound prospecting going to die? and 2) do companies have too many products in their tech stack? 

Where should enablement be focused in 2023 and when exactly should the sales team demo? Enablement veteran Monty Fowler digs deep into both of these topics in this highly-informative episode. 

As an enablement leader, university professor, and AI enthusiast, Tom was the perfect guest to dig into the future of sales management. His insights are plentiful and compelling in this episode. 

BDR.ai founder Chad Burmeister is on the leading edge of AI for sales teams. He gets into where we are today and where we could go in the future. 

In addition to publishing the book Sales Playbooks: The Builder's Toolkit, Cory has built or overseen the creation of hundreds of sales playbooks. In this episode, he digs into the ins and outs of how to design, build, and maintain a playbook for all sizes of organizations. 

Teams with strong certification programs are more likely to have teams that know what to do, can do it, and can do it well...not just once...but continuously over time. 

One of the most powerful tools for both internal and external communications is async video. Cory digs into specific use cases in this episode. 

If your company does product demonstrations, check out these actionable tactics on how to coach your team to demo success. 

When done right, the sales enablement team is a massive productivity booster for the sales team. Cory digs into some of his learnings after having spent more than 15 years in and around sales enablement. 

Avoid the mistakes that countless companies make when launching new products. 

Cory digs into a framework for converting free trials and small pilots into bigger deals. If you'd like a full online course on this topic, email freestuff@coachcrm.com and we'll send you one! 

One of the most powerful tools in management is the competency matrix. If you don't have an updated on for each role on your team, check out this episode for actionable insights on how to build one. 

It's incredible how far ahead folks can get by harnessing the power of [some of] their weekends. It's also possible to work weekends and not burn out. 

Sal Khan has built the most impressive k-12 educational platform in history, and many of his learnings can be applied in the world of B2B sales management.