Shows
SalesTV Live PodcastThe Future of Sales Leadership Is More Human Than You ThinkIn this episode of SalesTV, Harvard Business School Senior Lecturer Frank Cespedes explores what changes - and what does not - as selling evolves. He explains why leadership clarity, performance management, and alignment between strategy and frontline behavior matter more as technology advances. Rather than outsourcing judgment to dashboards or AI tools, effective sales leaders must understand the sales strategy, develop people through feedback and coaching, and ensure that daily activity reflects strategic priorities. Sales leaders are operating in an environment defined by uncertainty, automation, and pressure for profitable growth. As AI absorbs more administrative and transactional...
2025-12-1625 min
SalesTV Live PodcastWhy Human Skills Will Define the Future of SalesWhy Human Skills Will Define the Future of Sales In this episode of SalesTV, sales veteran and coach James White joins us to explore why human skills have become the defining capability for modern sellers and why Sales Leaders must rethink how they prepare their teams for an AI-enabled sales environment. While AI tools increasingly support outreach, research, and operational tasks, James explains that the most decisive moments in selling still depend on the ability of a human seller to read tone, recognize buyer signals, show authentic curiosity, and adapt in real time during a live conversation.
2025-12-0923 min
SalesTV Live PodcastWhat Sales Leaders Must RethinkIn this episode of SalesTV, sales enablement industry stalwart Mike Kunkle returns to break down the performance levers, leadership behaviors, and enablement disciplines that truly drive seller effectiveness. Rather than focusing on “more activity,” “more pipeline pressure,” or “more tools,” Mike uncovers the deeper structural issues that create friction inside revenue organizations. He explains why so many sales systems unintentionally work against sellers, why most methodologies never take hold, and why frontline managers - not dashboards - are the real force multipliers. Chapters 00:00 Intro – What Sales Leaders Must Rethink Today 01:25 The Harder–Faster–...
2025-11-2533 min
SalesTV Live PodcastYou Call It Coaching, But It's Just Managing DealsYou Call It Coaching, But It’s Just Managing Deals In this episode of SalesTV, we speak with Steve Radford, Founder of the Greater Sales Company and author of How to Sell. Steve brings 25+ years of experience training frontline salespeople and developing the managers who lead them. Through his Four Hats Model - Instructor, Teacher, Mentor, Coach - he explains why most leaders wear the wrong hat at the wrong time, and how to choose the hat that truly develops performance. Sales coaching is among the most misunderstood skills in sales leadership. Many ma...
2025-11-1820 min
SalesTV Live PodcastBuyers Don’t Want Volume - They Want ValueBuyers Don’t Want Volume They Want Value In this episode of SalesTV, Salesforce’s David Pugsley shares how authenticity, consistency, and genuine curiosity turn outreach into opportunity. Sales leaders keep pushing for more - more calls, more emails, more automation. But buyers aren’t counting your touchpoints. They’re judging your relevance. Value-based selling doesn’t start with a pitch. It starts with being real. We explore what it really means to sell on value in 2025, and why this shift matters more now than ever. It’s not about discounts or following a new script - it’...
2025-11-1129 min
SalesTV Live PodcastWhy Price Doesn’t Equal ValueIn this episode of SalesTV, Todd Snelgrove - author of “Value First Then Price” - explains why sellers who compete on price lose margin, while those who quantify value win trust and profit. Drawing on decades leading global value-selling programs for major industrial and technology companies, Todd shows how to prove the measurable impact of your solutions in financial terms buyers respect. Together we explore how to equip champions with business cases that resonate with procurement, what makes ROI stories believable, and why the most profitable companies buy and sell based on the best value, not the lowest price.
2025-11-0426 min
SalesTV Live PodcastUnlocking the Hidden Value of SalesIn this episode of SalesTV, Juan Elias, author of “From Strategy to Revenue: Turning GTM Planning, Sales Execution, and Enablement into Measurable Growth”, shares with us how collaboration transforms sales from a numbers game into a business-driving function. Together, they examine what happens when strategy, enablement, and execution finally align - and why sales leaders who master collaboration see stronger teams, better customer partnerships, and long-term measurable growth. Chapters 00:00 – Intro - Unlocking the Hidden Value of Sales 00:51 – Collaboration Is the Silver Bullet in Sales 02:24 – The Hidden Value of Sales Beyond Rev...
2025-10-2825 min
SalesTV Live PodcastDemos Don’t Close DealsIn this episode of SalesTV, we sat down with Alex Blakeway, VP of Sales Transformation at Forterro and author of “Blueprint to Sales Mastery”, to explore what really moves modern buyers. Alex shares how today’s best sellers are replacing demos with dialogue, leading with education, and building stronger customer relationships through collaboration, credibility, and continuous learning.Sales isn’t about demos anymore. It’s about teaching, trust, and transformation. Learn how modern sales leaders help buyers see value before they buy - and why education wins over persuasion. Chapters 00:00 Intro - Sales ha...
2025-10-2326 min
SalesTV Live PodcastStop Selling. Start Collaborating.Stop Selling Start Collaborating In this episode of SalesTV, Ed Arnold - co-founder of LeveragePoint and Value Coach at The Valorizer - explains how to make your customer the hero of their story, build stronger business cases, and eliminate “no-decision” outcomes by quantifying what truly matters. In today’s sales environment, closing deals isn’t the finish line; it’s the starting point for creating real business value. The best salespeople don’t pitch harder - they collaborate smarter, aligning across teams and with customers to uncover the value hidden inside every deal. Chapter...
2025-10-2327 min
SalesTV Live PodcastWhy Sales Needs Framemakers to Drive Strategic ValueIn this episode of SalesTV, Brent Adamson - co-author of “The Challenger Sale”, “The Challenger Customer”, and “The Framemaking Sale” – sits down with Rob Durant to explain why sales teams must become Framemakers - helping customers simplify complexity, reduce decision friction, and build confidence in themselves. Brent shares how sales leaders can drive strategic value by shifting from supplier confidence to building buyer decision confidence. In this conversation, Brent and Rob explore what happens when B2B buyers are overloaded with information yet unsure how to move forward. They reveal how sellers who coach customers through their own uncertaint...
2025-10-2132 min
SalesTV Live PodcastPersonal Brand Drives Sales TrustPersonal branding in sales is more than polish-it’s proof. Discover how authenticity, ethics, and trust define your credibility as a sales professional in this exclusive SalesTV + ISP panel. Through our partnership with the Institute of Sales Professionals, SalesTV gives you access to a conversation usually reserved for ISP members. Leaders from across generations explore how authenticity, preparation, and values shape the way salespeople are seen-and how professionalism turns credibility into opportunity. Chapters 00:00 Introduction – What defines a professional brand? 04:00 Building trust through authenticity 09:00 Ethics, standards, and the ISP’...
2025-10-2138 min
SalesTV Live PodcastHow Do Unethical Sales Practices Keep HappeningIn this episode of SalesTV, doctoral researcher and VP of Sales Peter Clitheroe shares insights from more than 500 hours of study on sales ethics, leadership culture, and organizational behavior. Together we unpack why sales ethics fail not because of “bad reps,” but because of systems and cultures that reward short-term revenue over professional integrity. Chapters00:00 Intro – How Do Unethical Sales Practices Keep Happening?01:00 Tone at the Top – Leadership Cascade and Culture04:00 How Unethical Sales Practices Start Inside Organizations06:45 Ethics vs Unethical Behavior – Defining the Line09:50 Balancing...
2025-10-2029 min
SalesTV Live PodcastHow Trust and Credibility Build Sales ProfessionalismWhat does it really mean to be a professional in sales? Dr. Jeremy Noad, co-author of “Selling Professionally: A Guide to Becoming a World-Class Sales Executive” and Founding Fellow of the Institute of Sales Professionals, joins host Rob Durant to explore how trust, credibility, and integrity shape modern sales professionalism.In this conversation, Jeremy reveals why “doing what you say you’ll do” is the foundation of trust - and how keeping promises builds credibility both inside and outside your organization. From managing ethical trade-offs to leading teams by example, this discussion uncovers the habits that define true profe...
2025-10-2026 min
SalesTV Live PodcastIs Sales a Profession or Just a Job?What truly defines professionalism in sales? In this episode of SalesTV.live, host Rob Durant and guest Jon Nicholson explore how integrity, conduct, and continual learning elevate sales from a job to a profession. Jon shares why “Professionalism starts with how you show up” and how ethical behavior, consistency, and standards of conduct shape both personal credibility and the reputation of the entire profession. Chapters 00:00 Intro – Is Sales a Profession or Just a Job 01:10 Jon Nicholson’s background and leadership journey 03:10 When sales is a job vs when it becomes...
2025-10-1826 min
SalesTV Live PodcastFrom Seller to Sales Leader – What No One Tells YouIn this Special Edition of SalesTV, we dive into the intricacies of stepping up from a successful sales role to becoming an effective sales leader, with insights from our guest Volker Ballueder. Discover how the transition from seller to sales leadership is more than just a title change and how to navigate the unexpected challenges that come with it. Learn about emotional intelligence, leading with empathy, and the unexpected hurdles faced when you move from hitting your own targets to supporting a team. Gain valuable insight into adapting your mindset to focus on team success rather than just individual...
2025-04-1638 min
SalesTV Live PodcastThe Best Sales Leaders Start by Stepping BackIn this episode of SalesTV, Jon Bratton, Senior Director of sales at Unit Q, shares his experiences from Microsoft, Snowflake, Hivemind, and UnitQ, providing a detailed narrative on mastering the dynamic balance between individual roles and sales leadership. He discusses the significance of understanding one's motivation before pursuing sales leadership and outlines potential pitfalls of stepping into management too soon. Uncover the benefits of garnering diverse management experiences and how they shape effective leadership styles. Jon also touches upon the often-overlooked advantage of being an impactful individual contributor and why it's not just a steppingstone to broader responsibilities.
2025-04-0824 min
SalesTV Live PodcastStop Pitching, Start MappingIn this episode of SalesTV, discover how mapping, not pitching, can drive sales success with insights on stakeholder relationships from global account manager and author, Dr. Ryan O'Sullivan. We unpack the concept of relationship mapping and its critical role within global account management. learn why conventional pitching strategies may no longer suffice and learn how to leverage relationship mapping to identify key influencers within large organizations. Mapping the right individuals ties directly into sustainable growth and not just quick wins. Hear step-by-step guidance on building these relationships - moving beyond the ordinary organizational chart and leveraging internal networks to...
2025-04-0126 min
SalesTV Live PodcastWho is on Your Board?In this episode of SalesTV, explore the importance of building a personal board, networking strategies, and aligning goals for long-term success from Founder of Brilliant Beam Media and co-host of Gnaw On This... Business Bytes Podcast, Syya Yasotornrat. In this episode, Syya breaks down the transformative concept of treating yourself like a business while highlighting the importance of creating a personal board. Unlock strategies for long-term growth, understand the value of a solid network of mentors, and learn how to align more closely with your goals. Don't miss out on these valuable insights that can transform your approach to...
2025-03-2527 min
SalesTV Live PodcastThe Activator Advantage!In this episode of SalesTV, uncover the secrets of top-performing professional services partners - focusing on building meaningful client relationships - as sales expert and author Matt Dixon discusses his upcoming book, The Activator Advantage. Discover how Activators, a distinct type of rainmaker, consistently outperform their peers by embedding business development habits into their daily routines. Learn about the key differences between top-performing sales and professional services consultants and the rest. Understand how Activators find time for business development, connect deeply and broadly within their networks, and create proactive value to maintain client relationships in a world of fading...
2025-03-1845 min
SalesTV Live PodcastResilience is the Sales Superpower Nobody Talks AboutIn this episode of SalesTV, explore resilience in B2B sales, emotional intelligence, and mental toughness strategies from seasoned coach and best-selling author, Volker Ballueder. We discuss the essential role of resilience in B2B sales, particularly in the face of rejection, pressure, and an ever-evolving market landscape. Volker, a seasoned coach and best-selling author, shares his journey and provides valuable strategies for building mental toughness and overcoming stress in sales environments. For sales professionals, building resilience is not just a desirable trait but an essential one. Highlights04:32 Mindfulness & therapy in sales
2025-02-2530 min
SalesTV Live PodcastSober Sellers Sell MoreIn this episode of SalesTV, discover why adopting a sobriety-focused approach in sales leads to improved performance and personal well-being. We are joined by Marin Nelson, cofounder and CEO of Sobrynth, to discuss the transformative impact of sobriety in sales roles. Understand how creating a "sober curious" culture can bring out the best in your sales team and learn practical steps for fostering a more inclusive work environment. Learn the oft-overlooked benefits of sobriety in the workplace and how it can significantly enhance sales performance. Whether you're a sales professional navigating the often alcohol-centric environments of President's Club and...
2025-02-1823 min
SalesTV Live PodcastStop Acting Like a Seller and Start Succeeding in SalesIn this episode of SalesTV, sales expert and podcast host Andy Paul helps us discover how human-centered selling increases win rates. Andy breaks down the four core human competencies - connection, curiosity, understanding, and generosity - which can redefine your role from “pitching” to genuinely helping clients make informed decisions. Andy also addresses common challenges faced by sales professionals, including aligning interests with prospects and maintaining authenticity under quota pressure. Whether you're a sales veteran or new to the field, you’ll find actionable insights on how to make sales more meaningful for your buyers and more rewarding for yourse...
2025-01-2823 min
SalesTV Live PodcastRedefining Sales Through Design ThinkingIn this episode of SalesTV, discover how applying principles of design thinking can transform your approach to sales, helping you build stronger connections and create meaningful customer experiences. We sit down with Rui Quinta, a design thinker and master of radical empathy. Rui shares his journey from a visual designer to a serial entrepreneur, highlighting valuable insights into organizational design and responsible experience design. Learn how these innovative concepts can help you anticipate client needs and elevate your sales strategy. Explore Rui's unique approach to understanding customer needs through deep empathy and systemic thinking. And gain practical advice on...
2025-01-2829 min
SalesTV Live PodcastLeveraging the Untapped Potential of ReferralsIn this episode of SalesTV, we unlock the potential of referral-based selling and learn how to cultivate and maintain a robust referral pipeline with insights from sales expert and author, Joanne Black. Discover why incorporating a robust referral system can be your most powerful sales tool. Learn how Joanne shifted from traditional sales techniques to mastering referral-based sales – and you can too! By the end of this conversation, you'll understand how to build a strategic referral pipeline, identify key opportunities for asking, and ensure you come across as genuine and not pushy. Hi...
2025-01-2124 min
SalesTV Live PodcastSalesTV.live – Turning Technical Presentations into Stories That SellIn this episode of SalesTV, join David Duffett, Chief Enthusiasm Officer at Let the Geek Speak, as he provides actionable insights into making technical presentations more compelling. Discover how technical professionals, especially sales engineers, can transform their technical knowledge into captivating stories that sell. David introduces his concept of the "7 Power Presenting Protocols," a framework designed to enhance any technical presentation. Learn how these protocols can help you connect with your audience, improve your engagement, and ultimately drive sales. By focusing on the purpose, planning, preferences, practice, participation, performance, and post-event strategies, you'll gain a comprehensive toolkit for dynamic...
2025-01-1425 min
SalesTV Live PodcastNetwork Growth in the Era of AIIn this episode of SalesTV, Jordan Abbott, also known as the "Sales Poet," shares his expert techniques for leveraging networking to build genuine relationships and drive sales results. You'll learn about Jordan's effective engagement strategies, such as keeping social media interactions brief yet meaningful, and using tools like LinkedIn Sales Navigator to manage connection requests. Jordan emphasizes the importance of increasing visibility and building familiarity to ensure higher response rates when reaching out to potential clients or partners. These insights not only help him adjust his strategies but can also assist you in building predictability into your own business...
2025-01-0733 min
SalesTV Live PodcastNailing the Niche, Execution, and Client ConnectionIn this episode of SalesTV, we dive into the world of luxury real estate with our special guest, Ricardo Garcia. Explore the practical tips Ricardo offers for handling emotional transactions and maintaining client trust, which are pivotal for any real estate professional. Ricardo discusses the significance of building long-term relationships by engaging clients on a personal level. He believes in listening more than talking, understanding clients' lifestyles and needs, and delivering highly personalized service. Ricardo provides a compelling argument for the irreplaceable value of human interaction in a tech-driven world. Highlights03:49 Referrals come f...
2024-12-1729 min
SalesTV Live PodcastWhen Should We Attempt to Build Consensus With Procurement?In this episode of SalesTV, we explored the intricate world of corporate procurement with procurement specialist Michael Pearson. We uncovered strategies and insights to effectively engage with procurement professionals and transform challenges into opportunities for success. Michael shares his vast experience to help sales teams build meaningful relationships with procurement, discussing key motivations, negotiation tactics, and common mistakes to avoid. He sheds light on what procurement truly values, providing practical tips on initial contact, pitching, and navigating the negotiation phase. Highlights06:57 Early contact helps build rapport with procurement16:31 Ideal customer focus c...
2024-12-1028 min
SalesTV Live PodcastStop Selling Commodities Start Driving ValueIn this episode of SalesTV, we discovered how to start driving value in sales and gained insights on stakeholder engagement and strategic vision from transformational leader Wendy Herbst. Learn actionable tips on differentiating your product. Understand the importance of asking the right questions and repositioning your offerings to create value rather than competing on price. Wendy highlights the significance of being inquisitive, from understanding market structures to drilling down on customer needs and how they can be met. Value creation starts with the salesperson’s mindset. Wendy explains how to ask the right questions to unearth customer challenges and pr...
2024-12-0425 min
SalesTV Live PodcastTalking to Humans: The Key to Motivating ActionIn this episode of SalesTV, we explored how human needs and communication shape leadership and sales from motivational leadership expert and founder of Evolspiration, Elise Slotte. Discover how understanding and meeting basic human needs can significantly enhance employee performance and motivation. Elise talks about Maslow’s hierarchy of human needs, explaining how feeling safe, loved, unique, and purposeful are pivotal not only in our personal lives but in professional settings as well. The discussion brings clarity to why a motivated workforce is crucial and how leaders can harness genuine human connection to drive performance. Highlights
2024-12-0327 min
SalesTV Live PodcastTransforming Customer Success to Build LoyaltyIn this episode of SalesTV, we dive into the high-stress world of Customer Success Managers (CSMs) and explore actionable strategies to improve their experience with our guest, customer success leader Lara Barnes. Learn practical solutions to enhance business efficiency and ease the CSM workload by refining internal systems and processes. Lara highlights the importance of building trust with customers through measurable outcomes. Discover how her team integrated systems across multiple departments after acquiring four companies, utilizing a value realization framework to track customer adoption levels and ensure continuous value delivery. Highlights04:20 Customer success's v...
2024-11-2732 min
SalesTV Live PodcastYour Competitors Are Doing It Better! Closing the Performance GapsIn this episode of SalesTV, Michael Phelan, founder of GoToMarketPros, shares insights on closing sales performance gaps. Learn how understanding critical performance metrics and competitive insights can give your sales strategy the edge it needs to surpass competitors. Understand why knowing where you stand relative to your peers is vital in today’s competitive environment. And discover how successful salespeople assess and understand performance gaps to boost their results. Highlights03:13 Sales reps must effectively engage prospects, identify gaps07:28 Use review sites to identify brand weaknesses18:01 SaleThru ranks retailers to inf...
2024-11-2025 min
SalesTV Live PodcastWhy Is It So Hard to Get Sellers to Change Their Approach?In this episode of SalesTV, we dissect the intricacies of effective sales management and change management with our guest Kate Philpot, Global VP of Sales Enablement at Getty Images. Discover the benefits of scheduling meetings with yourself to foster reflection and research time - essential strategies to succeed in sales. Learn why focusing solely on numerical metrics falls short and how incorporating a more curious, coaching-centric approach can radically transform your sales team. Kate also sheds light on why many employees leave managers instead of organizations and discusses the importance of fostering job satisfaction. Highlights
2024-11-1930 min
SalesTV Live PodcastWhat's Broken in GTM and How to Fix ItIn this episode of SalesTV, we uncover tips on simplifying go-to-market strategies, aligning sales and marketing, and navigating the SaaS landscape from Louis Fernandes, Director at Magnitude 10 Associates. Explore the challenges and solutions for navigating complex purchases, aligning sales and marketing teams, and simplifying messaging to stand out in crowded markets. Gain practical knowledge on understanding your ideal customer profile (ICP), Segmenting, Targeting, and Positioning (STP), and the significance of maintaining clarity in your value propositions. And learn the fundamentals of achieving profitable, sustainable growth in the ever-evolving SaaS industry. Highlights07:00 Confusion arises f...
2024-11-1231 min
SalesTV Live PodcastAre You Sales Ready?In this episode of SalesTV, Leighann Lovely, COO at Sales Rescue LLC, shares her valuable insights on creating a sales-ready presence and building a professional digital profile. Leighann emphasizes the importance of personal branding and how being authentic can set you apart in the sales world. Discover how to make your online presence powerful and credible while avoiding common pitfalls. Learn actionable tips on optimizing LinkedIn profiles, balancing personal branding with professional content, and making your digital footprint work for you. Highlights05:35 Optimize your online presence for professional credibility09:13 Extreme beliefs m...
2024-11-0625 min
SalesTV Live PodcastBuild a Pipeline of Sellers, Not Just OpportunitiesIn this episode of SalesTV, we dive deep into the art of building a pipeline of sellers with the accomplished Eliana Medeiros. Offering a profound glimpse into her extensive luxury sales background, Eliana shares valuable strategies for creating a robust and active network of team members and partners, particularly in the luxury industry. Eliana emphasizes the significance of training and onboarding as part of building a high-caliber pipeline of sellers. Learn how examples from renowned brands like Tiffany and Apple incorporate luxury brand values into their customer engagement strategies, contributing to their enduring success. Highlights
2024-11-0627 min
SalesTV Live PodcastWhy Your Sales Team Hates Role Play and How to Fix ItIn this episode of SalesTV Live, we discover why your sales team hates role play and learn effective strategies to create a safe and impactful training environment sales training expert Cameron Badger, Founder and CEO of PraxisPro. We discuss why sales professionals often dislike role-playing sessions and how leaders can transform these exercises into positive and impactful training tools. Learn tips on developing a comfortable and growth-oriented atmosphere for role-playing, making role-play sessions enjoyable and insightful for every sales rep. Highlights03:18 Leaders must foster a learning, mistake-friendly environment07:33 Enhancing rep skills i...
2024-10-3027 min
SalesTV Live PodcastNavigating Change Whilst Keeping The Lights OnIn this episode of SalesTV, we dive into the complexities of navigating sales transformation while keeping business as usual running smoothly with our guest, Georgina Beard. We discuss practical strategies for managing change in the tech and SaaS sectors, and discover how sales enablement plays a crucial role in facilitating effective transitions. From revamping sales processes to re-evaluating pricing structures and messaging, Georgina provides a comprehensive overview of how to manage substantial internal changes while keeping external pressures in check. Highlights04:20 Enablement uniquely connects teams, reducing internal friction08:03 Test, iterate, prioritize, a...
2024-10-2227 min
SalesTV Live PodcastScaling SuccessIn this episode of SalesTV, we featured a conversation with Sara Eklund, focusing on scaling sales teams with strategic excellence. Sara, a GTM and Operations Executive, discussed practical strategies for operational excellence, mentoring high-potential talent, and the impact of diversity in sales teams. Sara touched on several key topics including the operational strategies necessary for effectively scaling sales teams. She emphasized the importance of mentoring in developing high-potential leaders and highlighted how diversity plays a crucial role in driving both innovation and long-term success. Drawing from her diverse background in politics, renewable energy, and technology, Sara offered valuable perspectives...
2024-10-1527 min
SalesTV Live PodcastHow Salespeople Can Think More Like Business OwnersIn this episode of SalesTV we explored how sales professionals can integrate entrepreneurship into their roles with Abdel Caramá, an entrepreneur, sales specialist, and author of “The Power of Sales”. Discover practical techniques for developing an entrepreneurial approach to sales and understand how this can lead to better client relationships and improved sales performance. Learn how self-development, a proactive mindset, and focusing on client-centric solutions can redefine your sales career. Gain a better understanding of how an entrepreneurial approach can revolutionize your sales techniques and contribute to a more dynamic and client-focused sales culture. Highlights0...
2024-10-0928 min
SalesTV Live PodcastUnlearn Old School Hunting Tactics and Replace Them with AIIn this episode of SalesTV Live, we explore how AI can empower sales representatives by providing them with actionable data to hone their sales techniques. Our guest, fractional CRO and revenue architect Rosa Yupari, explains how AI helps bridge the gap between intuition and data, allowing sales teams to fine-tune their pitches and improve their conversion rates. We discuss the transition from traditional old-school sales methods where instinct and gut feeling lead the way to a modern approach where AI complements and elevates sales strategies. Highlights05:03 AI boosts sales skills across performance tiers
2024-10-0225 min
SalesTV Live PodcastAre You Living by Your Enablement VisionIn this episode of SalesTV, we discuss how sales teams can align their daily processes with a buyer-centric vision to enhance productivity and effectiveness with our guest, Arup Chakravarti. Arup shares his thoughts on the importance of understanding buyer journeys and aligning sales processes accordingly. We discuss some of the significant challenges faced by organizations in implementing a robust enablement strategy - from aligning sales and marketing efforts to dealing with internal pressures and capacity issues. Learn how cohesive execution can lead to better performance. Highlights06:22 Buyers and sellers follow similar sales dynamics
2024-10-0125 min
SalesTV Live PodcastEmbrace the Hard for Sales SuccessIn this episode of SalesTV.live, we embrace the challenges of sales success with guest Tania Doub, CEO of Mindful Quadrant and author of “0 to Quota in 90 Days”. Discover how embracing tough situations can enhance your sales performance and learn actionable strategies to overcome common barriers in sales. Tania explains how reframing difficulties in hitting sales quotas can turn them into motivation. Understand the mental barriers that hinder most sellers and discover practical steps to conquer them. Whether you're a seasoned sales professional or new to the field, you'll gain valuable insights on improving your sales performance by embracing the...
2024-09-2527 min
SalesTV Live PodcastTransitioning from Founder-led Sales to Scalable Sales TeamsIn this episode of SalesTV Live, we dive into a rich discussion with sales expert Elizabeth Andrew, focusing on the crucial transition from Founder-led sales to scalable sales teams. We explore the signs that indicate when a business needs to move away from Founder-driven sales efforts and understand the key challenges and strategies involved in making that shift smoothly. Discover the main indicators that it’s time to transition from Founder-led sales, and get tips on how to handle that transition without losing your company's core vision. Highlights04:49 Founders must sell their product the...
2024-09-1826 min
SalesTV Live PodcastLeading Learning in a Sales OrganisationIn this episode of SalesTV, we uncover how learning can drive sales success with Chris Capon. With increased deal sizes and record-breaking sales growth, Chris shares how investing in people through continuous development and self-directed learning can amplify your organization's performance. Join us as we explore the impact of annual sales capability assessments, which have shown a 14% improvement in scores year-on-year. Learn how to foster a collaborative development approach and why empowering employees, rather than just upping targets, leads to long-term business benefits. Highlights06:25 Constant learning and sharing knowledge throughout career.12:35 Sa...
2024-09-1730 min
SalesTV Live PodcastWhy Relationship Selling Beats Closing Tactics Every TimeIn this episode of SalesTV Live, Jason Cooper dives deep into the value of relationship selling and how it can elevate your sales career. He breaks down the differences between a quick sell and a long-term client relationship, sheds light on the pyramid of trust, and offers actionable tips on developing deeper client relationships. Jason elaborates on crucial elements like knowledge, trust, likability, and the importance of non-verbal communication in establishing trust. Whether you're working with big corporates or small businesses, the insights in this episode are designed to help you transition from just another vendor to a trusted...
2024-09-1125 min
SalesTV Live PodcastWant to Sell More? Become a Customer AnthropologistIn this episode of SalesTV live, we talk to Ashley Welch, Co-Founder of Somersault Innovation, about how to leverage design thinking principles to build deeper client relationships and boost sales. Ashley shares her extensive experience working with high-tech sales teams from leading corporations like Microsoft and Salesforce, providing invaluable insights for any salesperson looking to elevate their game. Ashley explains the concept of being a customer anthropologist, focusing on thoroughly understanding your customer and your customer’s customer, utilizing techniques that design thinkers excel at, such as discovery and co-creation. Highlights04:37 Understanding Target's cus...
2024-07-3024 min
SalesTV Live PodcastOur Sales Brain and the Other Side of the Law of AttractionIn this episode of SalesTV, we discuss how fine-tuning your mindset can make a significant difference in sales performance and client interactions. We are joined by Federico Heine, a psychologist turned sales expert, who uses his social science background to provide transformative advice on understanding client needs and closing deals effectively. Federico emphasizes the importance of a positive mindset and the scientific approach behind the law of attraction. He breaks down how sales professionals can harness their mental focus to influence both their own attitudes and those of their clients for better results. Highlights
2024-07-3027 min
SalesTV Live PodcastA Special Forces Approach to Sales LeadershipIn this episode of SalesTV live, we examine the strategies and insights of a Special Forces approach to sales leadership with our special guest, Scott McCarthy. Scott, a Senior Canadian Army officer and Chief Leadership Officer at Moving Forward Leadership, shares his wealth of experience from leading high-performance teams. Scott elaborates on the four stages of psychological safety that are crucial for achieving high team performance. By understanding these stages, sales leaders can create an environment where team members feel safe to take risks, learn from mistakes, contribute ideas, and challenge the status quo. Scott emphasizes the importance of...
2024-07-2326 min
SalesTV Live PodcastHow to Deal With and Move Beyond RejectionIn this episode of SalesTV, Cathia Ziebel, the Founder and CEO of OppidHum, joins us to explore the topic of resilience in the face of rejection. Cathia dives deep into the emotional and psychological aspects of facing rejection. Understand the real reasons behind a 'no' and how to interpret it without taking it personally. By mastering Cathia's AURA framework you'll gain actionable strategies to transform rejection into a steppingstone for future success. Whether you're in sales or any other industry, Cathia's insights on building trust and cooperation within organizations will resonate with you. Highlights
2024-07-1627 min
SalesTV Live PodcastCommand Performance - 3 Ideas Guaranteed to Help Accelerate a Job SearchIn this Command Performance of SalesTV, special guest Robert Tearle provides us with practical job search strategies that can make your hunt for the perfect sales job more effective. Whether you're a seasoned sales professional or new to the field, learning how to optimize your LinkedIn profile and how to leverage your social media presence to attract potential employers. A seasoned headhunter, Robert sheds light on the shifting job market landscape. From a thriving job surplus to a more competitive field, discover the critical tactics for standing out. Highlights09:08 Tracking sales and impact o...
2024-07-0245 min
SalesTV Live PodcastAuthentic v Addictive Sales LeadershipIn this episode of SalesTV, we are joined by Jeremy Moore who leads us on a discussion of "Addiction vs Authenticity" in sales leadership. As the sales industry stands at a crossroads, we discuss how sales leaders can transition from outdated, addictive behaviors to more authentic leadership practices that foster trust and enhance well-being. Where leaders often repeat outdated behaviors that no longer serve today's dynamic sales environment, Jeremy offers his decades of experience in leadership consulting to shed light on how recognizing and breaking these patterns can revitalize sales teams. Highlights05:12 Confusing k...
2024-07-0227 min
SalesTV Live PodcastMastering Sales Through Teaching TechniquesIn this episode of SalesTV, we explore how teaching strategies can enhance sales performance with Ariel Hopper, Head of Sales at innerlogic. Ariel shares how teaching concepts such as task-teach-task and open-ended questioning can transform the sales process. By bridging the gap between teaching and sales, Ariel highlights methods to improve customer interactions and internal team dynamics. And for those in education currently but considering a career change, Ariel offers a 3-step approach to making the transition. Highlights05:14 Sales and teaching share similar goals08:09 Rapport builds openness, honesty, and better understanding
2024-06-2626 min
SalesTV Live PodcastSelling in a Holiday DestinationIn this episode of SalesTV, hosts Helga Saraiva-Stewart and Alex Abbott dive deep into the art of selling in a holiday destination with a special focus on their experiences in Portugal. Helga and Alex share personal anecdotes and professional insights about the benefits of leveraging digital approaches and the importance of value-based and relationship selling in diverse markets. Alex discusses how moving to Portugal helped alleviate his business pipeline issues and how he's successfully engaged clients across continents, including the UK, Europe, North America, and Singapore, through digital networking. Helga emphasizes the strategic choices pivotal to sales success and...
2024-06-2630 min
SalesTV Live PodcastValue Selling as a MindsetIn this episode of SalesTV Live, we dive deep into the world of the value selling mindset with special guest Lee Levitt, principal at Acelera Group. Lee shares practical tips on establishing a value selling mindset, from forming hypotheses about customer needs to co-creating solutions that resonate with them. Learn how curiosity and empathy play critical roles in sales success. Understand why traditional sales training may fall short and how sales enablement can support this shift in mindset. Highlights04:06 Understanding different perspectives is crucial for effective communication11:24 Aligning conversations to help a...
2024-06-1928 min
SalesTV Live PodcastSalesTV RoundupIn this episode of SalesTV hosts Andy Hough, Adam Gray, and Alex Abbott present an exciting roundup of SalesTV's upcoming programming. Our initiatives include series on organizational transformation, linking sales tactics with sports insights, AI in sales, and our commitment to increasing diversity and supporting young salespeople. SalesTV is dedicated to creating a safe space for sales professionals to discuss issues critical to salespeople these days - without the pressure to just conform to the latest trendy tools or methods. Highlights06:39 Success in sales is based on relationships11:40 Salespeople need guidance o...
2024-06-1930 min
SalesTV Live PodcastDon’t be the Best be the ONLYIn this episode of SalesTV Live, Rajeev "RajNATION" Nathan unveils the secrets to standing out in sales. Raj shares practical advice on crafting compelling sales pitches and tapping into the power of storytelling to create impactful outreach. Discover how to leverage the Que Pasa formula to make your sales pitch not just good, but unforgettable. We wrap with a fun PowerPoint karaoke segment, where Raj showcases his quick thinking and storytelling skills on the spot. Highlights04:53 AI personalized sales has high expectations, challenges11:11 Positioning as “best” leads to feature comparison15...
2024-06-1228 min
SalesTV Live PodcastBuilding Diverse Sales TeamsIn this episode of SalesTV, join us as Chloe Hoggard, RVP at Salesforce, unpacks the benefits and importance of building a diverse sales team. Chloe shares her insights on how diversity in the workplace drives innovation, creativity, and fosters unique perspectives. Learn about her journey of launching a diversity network and how it has impacted her team for the better. Discover the challenges of promoting diversity in organizations and the actionable steps leaders can take to make diversity and inclusion a core priority. Highlights04:13 Diverse teams lead to innovation and creativity06:49 H...
2024-06-1230 min
SalesTV Live PodcastThe change journey, the milestones - what are the islands of stability?In this edition of our Sales Transformation limited series on SalesTV, special guest Rainer Stern shares real-world examples from establishing a sales leadership academy in California to quantifying success in transformation programs using sales KPIs. Discover the difference between training and enablement and how real-time reporting and coaching are pivotal for behavior change in sales contexts. And listen to the discussion of psychological safety in the workplace and its impact on mental health and innovation. Highlights05:18 Continuous self-development crucial for success in industry14:37 Annual proactive customer training drives company success
2024-06-0753 min
SalesTV Live PodcastHow to Land Your First Sales Job, Even Without ExperienceIn this episode of SalesTV, sales expert and author Bill Becker discusses how to land your first sales job without experience. Bill reveals proven strategies for breaking into sales, even when you’re new to the field. Bill shares practical advice and debunks common myths about the sales profession. Discover why sales is a uniquely equitable career path with no barriers to entry and why it's really all about having conversations. Highlights12:39 Sales differentiation: standing out and providing value14:47 Work relationships are important, especially in sales22:49 Sales flexibility allows for...
2024-06-0527 min
SalesTV Live PodcastAI Use In Outbound. Has it already crossed the ethical line?In this episode of SalesTV, we sit down with Steve Burton to discuss the implications of AI in outbound sales and customer service outreach. Learn how AI innovations are impacting sales practices, from nuisance calls to AI-driven LinkedIn messaging. Steve sheds light on the potential benefits and concerns surrounding AI in sales outreach. Also discussed are the broader implications of AI communication in sales and its potential to disrupt trust and human interaction. Can AI replace human connections in sales entirely? Highlights09:20 Trust is vital for sales and interactions10:38 Bots can e...
2024-06-0530 min
SalesTV Live PodcastThe Challenges of Founder-Led SalesIn this episode of SalesTV, Kevan Touran, CEO of ZAL.ai, joins us to discuss the nuances of founder-led sales challenges. Explore Kevan's valuable insights on building startups, the importance of empathetic sales approaches, and the impact of founder involvement in the sales process. Gain key strategies for effective selling, understanding customer needs, and establishing credibility in the industry. Highlights06:21 Professional conduct and empathy lead to trust08:01 Sales is a complex and vital skill15:04 Founders play often-overlooked crucial role21:59 Prioritize value, build credibility, and scale wisely
2024-05-2826 min
SalesTV Live PodcastMaking Your First Strategic SaleIn this episode of SalesTV, join our panelists Andy Hough, Adam Gray, and Helga Saraiva-Stewart for an insightful discussion on startups, strategic sales, and the challenges faced in generating initial sales for organizations. Explore the importance of treating every client as a strategic opportunity, the value of addressing customer "pains and gains," and the responsibility of founders in driving sales efforts. Gain valuable insights on startup strategies, funding options, and the diverse landscape of startup industries. Highlights04:22 Embrace inexperience, focus on the positives09:04 Small businesses need to manage time effectively
2024-05-2831 min
SalesTV Live PodcastFocus on the Buyer's Experience to Sell MoreIn this episode of SalesTV, we sit down with Christopher Windisch, founder of CatchMobi, to discuss buyer sentiments and leveraging a revolutionary approach to win deals by focusing on the buyers’ needs. Discover why the traditional sales process is outdated and what sellers can do instead. By tracking the specifics of customer relationships - VCT (Value, Credibility, Trust) - instead of traditional metrics, sales teams can build stronger connections and close deals faster. Highlights04:03 Sales shifted from product to solutions focus09:50 Sales process needs innovation for scalable growth13:40 Prioritizing val...
2024-05-2128 min
SalesTV Live PodcastIs There a Future for BDRs?In this episode of SalesTV, Kevin Beales, CEO and founder of My Sales Coach, joins us again to discuss the evolving landscape of Business Development Representatives (BDRs). You'll discover why the role is not just about the quantity of outbound activities but understanding what drives positive outcomes. Kevin shares his vision of a future where BDRs are more skilled, better supported, and trained to ensure meaningful initial conversations that lead to successful sales conversions. Highlights03:19 Challenges facing BDR future prospects uncertain11:25 Challenges in sales and prospecting for everyone13:32 Buyers e...
2024-05-2129 min
SalesTV Live PodcastEffective Mental Health Strategies for Sales LeadersAs part of our SalesTV Spotlight on Mental Health in Sales, in this episode of SalesTV we examine the transformative potential of mental health training for managers. Organizational development consultant Dr. Matthew Lampe shares evidence-based insights from the latest organizational behavior research. The discussion highlights the tangible benefits of improving managers’ ability to recognize and refer mental health issues - from enhanced productivity to improved retention rates - explaining how mental health awareness contributes to the overall success of businesses. Highlights07:30 Manager training enhances mental health understanding and empathy15:21 Improving productivity, eff...
2024-05-1426 min
SalesTV Live PodcastMental Health First Aid for SalesAs part of our SalesTV Spotlight on Mental Health In Sales, in this episode of SalesTV, we sit down with mental health advocate Paul Burgess to explore the intricate relationship between high-pressure sales environments and mental health. We unpack the often-overlooked impact of stress on sales performance and discover why managing mental well-being isn't just good ethics—it's also great business. Learn practical strategies for maintaining mental fitness in stressful jobs and see how happier employees can indeed drive better results.value that technology alone cannot replicate. Highlights03:19 Mental health first aid...
2024-05-1430 min
SalesTV Live Podcast7 Stories Every Salesperson Must TellUnlock the secrets of effective sales communication in this compelling episode of SalesTV, featuring guest speaker Mike Adams, renowned author of "7 Stories Every Salesperson Must Tell." Immerse yourself in an insightful discussion that reveals how storytelling is not just an art but a strategic tool in sales. Discover from Adams himself, the profound impact of narrative techniques in understanding and connecting with clients, and why mastering this skill can transform your sales approach. Highlights04:13 Teaching salespeople through storytelling for better retention15:29 Success story: client's situation, meeting, plan, avoiding failure, and success
2024-05-0927 min
SalesTV Live PodcastSelling Alongside AI - HowIn this episode of SalesTV, Helga Saraiva-Stewart sits down with Julien Lepetit to navigate the compelling landscape of AI’s role in sales and how humans can outperform artificial intelligence. Discover Julien's expert insights into why human elements like trust-building and contextual understanding are irreplaceable in the sales industry. Learn the vital capabilities professionals need to outpace AI-related developments in sales environments. Uncover unique strategies to enrich customer engagements, harness emotional intelligence, and create value that technology alone cannot replicate. Highlights04:53 Technological shifts and job disruption in society08:09 ChatGPT's silent virality and...
2024-05-0928 min
SalesTV Live PodcastSales Transformation: Where are you starting from?In this edition of our Sales Transformation limited series on SalesTV, special guest Axel Ferreyrolles from SAP discusses the intricate processes and innovative strategies crucial for evolving sales operations with our panelists Alex Abbott and Dr. Van Ulbrick. This conversation unpacks various facets from understanding market dynamics to the role of frontline sales managers and the impact of incorporating feedback loops in organizational changes. Highlights08:50 Leading change requires understanding, communication, and inclusion13:21 Evaluate sales mindset and behavior to match consumer's needs18:04 Key question: Which sales experience to provide?
2024-05-0225 min
SalesTV Live PodcastMastering Sales StrategyIn this episode of SalesTV Live, we welcome Amy Franko, a renowned advisor, speaker, and best-selling author, to dive deep into the intricacies of sales strategy. Amy shares proven techniques and frameworks that propel organizations towards sustainable sales growth. Learn about the common pitfalls in strategy implementation and discover practical advice on tailoring sales strategies to suit your business’s unique challenges and opportunities. From understanding the importance of environmental awareness to mastering tactical sales processes, this episode offers valuable insights into steering your organization towards its goals despite external pressures and internal constraints. Highlights
2024-04-3025 min
SalesTV Live PodcastChoosing a Sales Career Path IntentionallyIn this episode of SalesTV Live, we have a conversation with Johnathan Pascall, author of "Sales Careers Unveiled". Drawing from two decades in sales, Pascall shares his journey and the importance of intention when choosing a sales career path. Determining whether sales is the correct career for you often begins with understanding the day-to-day aspects of the job. Discover the broad range of opportunities within sales beyond just quota-centric roles, learn about finding fulfillment in a sales career, and hear the advice he'd give to those just starting out. Highlights09:19 Sales highs, lows, d...
2024-04-2327 min
SalesTV Live PodcastCOMMAND PERFORMANCE Scale Sales Performance with Deliberate PractiseIn this episode of SalesTV, we unlock the secrets to elevating your sales performance with strategic insights from sales enablement authority, Lawrence Wayne O’Connor. Examine the art of blending Mcdonald's-level scalability with gourmet chef-level skills, as Lawrence shares his wisdom on turning an average sales strategy into remarkable sales success. Learn how teams can nurture a culture of growth by fostering an environment where trial-and-error is not only accepted but encouraged. And Lawrence sheds light on quantifying the value of sales enablement, providing tangible techniques to measure and communicate its impact on business outcomes effectively. H...
2024-04-1826 min
SalesTV Live PodcastSelling the Destination and Not the BridgeIn this episode of SalesTV, we unlock the power of trust in sales with Kylie Watson as she shares her expertise on trust-based client relationships, cyber security sales, and evolving sales strategies. Joining the conversation with Helga and Kylie are students and aspiring sales professionals Steven de Abreu Peixoto and Rodrigo Carvalho. Discover why trust is not just a buzzword but a foundational element in long-term client relationships and successful deal closures. This isn't just another sales talk; it’s a hands-on exploration of real-world tactics and strategic thinking that keeps Kylie and many leaders like her at the to...
2024-04-1824 min
SalesTV Live PodcastBetter Questions for Better Connections, Clarity & ControlDiscover the art of asking the right questions for sales success in this episode of SalesTV Mid-Day. Join us as guest Deb Calvert, a sales questioning expert and best-selling author, shares her insights on the power of strategic questioning in sales. Understand why instinctive elaboration can hijack your client's attention and learn the distinction between effective and ineffective questions. Learn how to differentiate between simply asking questions and strategically guiding a discussion towards better understanding and rapport. Deb also debunks common sales myths, providing clear and actionable advice on question preparation, purpose, and execution. Highlights
2024-04-1024 min
SalesTV Live PodcastWhat Is (and what isn't) Sales Transformation?In this episode of SalesTV, we explore effective sales transformation with our guest, Dr. Grant Van Ulbrich. Sales transformation is more than just a buzzword - it demands an understanding of the 'why,' 'what,' and 'how' to truly revolutionize your approach. Hear about the delicate balance of professional and personal life for high-performing salespeople, the implications of the always-connected culture on downtime, and the critical nature of "islands of stability" in maintaining a focused and successful sales team. Identify the starting point of your sales transformation and learn how to support a culture primed for change.
2024-04-0932 min
SalesTV Live PodcastThink Like a Toddler and Out-Think Your CompetitionIn this episode of SalesTV Live, Mike Macioci sheds light on the benefits of thinking like a toddler to outthink your competition. Gain valuable insights on customer motivations, effective sales strategies, and the impact of curiosity in the sales process. Discover practical tips to embrace a toddler's mindset and enhance your sales effectiveness. Highlights05:29 Understanding the reason behind preferred vendors09:20 Salespeople need to understand and influence customers11:59 Understand customers, outthink the competition23:14 Listen more, speak less SalesTV.live Mid-Day Edition broadcasts liv...
2024-04-0227 min
SalesTV Live PodcastWhat Sales Can Learn from Football?In this episode of SalesTV, we examine the intersection of sport and sales strategies, uncovering valuable parallels and lessons. Join Dr. Dayle Childs and our panelists as they discuss the influence of team culture, deliberate practice, and performance mindset, drawing insightful connections between the world of sports and the dynamics of sales. Gain valuable insights into deliberate learning, team dynamics, and performance enhancement techniques. Highlights08:20 High-level sports, like teams in business, require strong commitment and unity15:56 Dedication and hard work lead to success18:28 Process focus leads to eventual successful o...
2024-04-0228 min
SalesTV Live PodcastThe Role of the Modern CROIn this episode of SalesTV, Michael Heilmann shares invaluable insights into the role of a modern CRO and the challenges faced by expanding companies. Gain expert perspectives on sales leadership, revenue operations, and the impact of outsourcing on prospecting skills.Highlights 04:58 Understand sales mentality and be an operator 10:39 The nature of e-commerce sales is complex 13:32 Challenging emotions in decision-making, trusting data 23:26 SDR is an in-house function SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success...
2024-03-2727 min
SalesTV Live PodcastAll Sellers Are Not EqualIn this episode of SalesTV Live, Alex and Andy unpack the latest tactics in sales education, including the introduction of verbal assessments for dyslexic learners and AI-powered personalized learning tools. Discover how sales training environments impact skill retention and why 10 years of experience may be imperative for true mastery in sales. Learn how personal branding, ethical behavior, and sales adaptability set the foundation for long-term success. Highlights11:57 Top performers seek similar networks and resources17:28 Sales competency defined by hitting numbers and experience23:41 Salespeople should be trusted to self-learn
2024-03-2730 min
SalesTV Live PodcastThe Unspoken Crisis in Sales PerformanceIn this episode of SalesTV Live we address the crucial topic of mental health in sales with expert Jeff Riseley, Founder of the Sales Health Alliance. A staggering 70% of sellers face mental health challenges, exacerbated by a high-pressure sales environment and societal pressures. Find out why creating a supportive and trusting work environment is not just good for the team's morale but for the bottom line as well. We touch on how basic actions can significantly improve psychological safety and overall performance without compromising standards. This episode offers an invaluable perspective on how mental health correlates with sales performance...
2024-03-1928 min
SalesTV Live PodcastEnergy And Passion In SalesDiscover the art of matching your sales energy with your clients’ energy. Topics discussed include comparing sales to dating and the importance of emotional intelligence and passion. We take a comprehensive look at what it takes to thrive in the world of sales, from the nuances of client engagement to why sustaining energy in sales conversations is pivotal for success. While an enthusiastic approach to sales is beneficial, it's critical to sync your excitement level with your client's mood. Energy and passion transcend traditional interactions, but there is a thin line between natural and contrived passion. H...
2024-03-1929 min
SalesTV Live PodcastThe Benefits of an Unrealistic Leader in SalesIn this episode of SalesTV Live, Sam Palazzolo, acclaimed author and Managing Director at Tip of the Spear Ventures, draws upon extensive research from his latest book, "The Unrealistic Leader". Discover how Sam's counterintuitive approach to leading sales teams can lead to exceptional outcomes and why pushing the boundaries of conventional thinking is essential for growth. Learn about the powerful concept of being an unrealistic leader without crossing over to the realm of unreasonable. Leave behind conventional leadership strategies that limit potential. Instead, adopt innovative ways to embrace failure and explore new opportunities to become a leader who truly...
2024-03-1230 min
SalesTV Live PodcastTransforming SDR Performance and RetentionIn this episode of SalesTV we welcome sales expert Kevin Beales, CEO of My Sales Coach, for an in-depth analysis of the Sales Development Representatives' (SDRs) current landscape. We learn that only 1 in 12 SDRs describe themselves as very fulfilled in their roles, and over 50% of SDRs are uncertain about their future with their current employers. We discuss issues of diversity, professional ethics, mental health, imposter syndrome, burnout, and the urgent need for effective coaching in the sales industry. Don't miss this conversation that sheds light on not just the challenges but also the potential solutions for thriving in sales.
2024-03-1236 min
SalesTV Live PodcastCelebrating and Elevating Women in SalesWe culminate our first-ever SalesTV Spotlight Week, this one focused on Women in Sales, with a panel discussion. In celebration of #InternationalWomensDay we will celebrate the achievements and navigate the challenges faced by women in the sales industry. Discover the transformative power of emotional intelligence and relationship-building in sales. Gain an in-depth understanding of how feminine traits such as empathy, collaboration, and communication are redefining success in sales. Learn from our panelists as they share their personal breakthroughs and the evolving skills needed to excel in the modern sales landscape. Highlights07:50 Focus on s...
2024-03-0856 min
SalesTV Live PodcastUnlocking Growth and the Science Behind Sales StagnationIn celebration of the SalesTV Spotlight Week – Women in Sales, the guest host for this episode is Gretchen Gordon, and she is joined by John Pattison. Together they explore the effectiveness of sales managers, the challenges of holding salespeople accountable, and the significant influence of effective coaching on sales proficiency. Hear about the importance of systematic recruitment in building an effective sales team, the impact of intrinsic, extrinsic, and altruistic motivations on sales performance, and the importance of systematic recruitment in building an effective sales team. Highlights03:09 Sales managers often lack necessary training and...
2024-03-0727 min
SalesTV Live PodcastSoft Skills Are So YesterdayIn celebration of the SalesTV Spotlight Week – Women in Sales, Carole Mahoney and Lyndsay Dowd ditch the soft skills and share their invaluable insights into Power Skills. Explore the evolution of leadership practices and their impact on sales success, the correlation between leadership mindset and team dynamics, and the critical role of culture in sales effectiveness. Learn about ways for leadership to nurture their team, foster psychological safety, and empower sales professionals. Highlights04:10 Promote leaders who care beyond themselves08:13 Great leaders ask for input13:09 Sales leaders need personal time wit...
2024-03-0624 min
SalesTV Live PodcastEmpowering Women in SalesIn celebration of the SalesTV Spotlight Week – Women in Sales, we are joined by Becci O'Shea, Head of Sales Enablement at Markura, to discuss empowering women in sales. Becci brings to the table her experiences in the male-dominated sales world of the marine industry, discussing inclusive initiatives that pave the way for gender diversity and the benefits this diversity offers. Hear about the crucial role of mentorship and male allies in fostering a supportive environment for women in sales. Understand the impact of language in job adverts, flexible working hours as a diversity strategy, and the importance of role mo...
2024-03-0529 min
SalesTV Live PodcastMaking Moments that MatterIn celebration of the SalesTV Spotlight Week – Women in Sales, Shawn Karol Sandy and Dianna Geairn lead an engaging centered around making moments that matter in sales. From discussing the impact of empathy and AI in sales to the importance of understanding customer goals, the conversation provides practical approaches to creating a wow experience for prospects and customers. Learn how to enhance your sales strategies and build customer-centric approaches to maximize sales opportunities. Highlights07:21 Customer success is the new sales13:56 Improve customer experience with curiosity19:32 Leveraging empathy in digital mar...
2024-03-0526 min
SalesTV Live PodcastAllyship Not Just Leadership is Key to Women's Sales SuccessIn celebration of the SalesTV Spotlight Week – Women in Sales, join us in this episode of SalesTV as we dive into a compelling discussion on male allies in the sales workplace. Our guest host Lori Richardson along with Helen Fanucci and Janice B Gordon provide invaluable insights into the significance of male allyship, mentorship, and sponsorship for women in sales. Explore real-world examples and discover actionable strategies for fostering a more inclusive and supportive sales environment. Highlights05:41 Building relationships with male leaders10:27 "Women in Tech, A Book for the Guys" offers act...
2024-03-0425 min
SalesTV Live PodcastThe State of BDRs in 2024As we celebrate #BDRAppreciationWeek, join us in this episode of SalesTV as we uncover the key findings from the 2024 state of the BDR survey from 6Sense. We are joined by guest Kerry Cunningham, X at 6Sense, who brings over 25 years of experience in B2B demand generation and management. We discuss the challenges of meeting quotas, and the crucial role of support from leadership, and valuable insights on using AI tools in lead gen. Highlights06:47 Increasing quotas indicate companies' intent to grow12:21 Reps want better intelligence for successful selling13:30 M...
2024-02-2727 min
SalesTV Live PodcastWhy is Business Development So Important?As we celebrate #BDRAppreciationWeek, discover the world of Business Development and Sales with our special guests, Amanda Chang and Ishika Sharma. We unpack dynamic strategies and insights into the ever-evolving sales landscape. The discussion promises valuable takeaways on fostering partnerships, strategic marketing, and the human element in tech advancements. The conversation spans the ethical approach to sales, the importance of adapting strategies to cultural differences, and how education such as an MBA can influence one's career in business development. Highlights09:53 Sales stigma and ethical approach for growth13:16 Segment customers by region f...
2024-02-2735 min
SalesTV Live PodcastSelling in a World That Never Stops ChangingIn this episode of SalesTV Live, Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School and acclaimed author, draws upon extensive research from his latest book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," (Harvard Business Review Press). He shares his insights into the context-specific nature of sales, the impact of turnover in sales, and the growing gap between senior leadership and frontline employees. Highlights 03:28 Selling varies by customer, culture, and region 11:24 Executives overrate ability to identify talent 14:31 High turnover rate...
2024-02-2024 min
SalesTV Live PodcastAccount Management: The Ignored Art of GrowthUnlock the potential of modern sales careers with Jon Nicholson. Uncover the strategies used to foster a learning culture and attract the next generation of talent. Embark on a compelling exploration of Royal Mail's evolution with Jon, who shares his passion for personal and professional growth for sales forces. As we discuss the psychological safety within an organization, we will also explore the regulated boundaries that need educated and trained individuals to navigate. This is more than just an informative episode on organizational growth—it's a blueprint for creating a trusted relationship between customers and salespeople. H...
2024-02-2030 min
SalesTV Live PodcastSales as a Career Choice and Social Mobility OpportunityIn this episode, uncover the crucial role of diversity, equity, and inclusion (DEI) policies in creating fair opportunities and the significant impact these efforts have on social mobility for aspiring sales professionals. Get inspired by the conversation covering the stigma around sales, the importance of ethical practices, and the need for digital education accessibility. Helga Stewart eloquently discusses these topics with hosts Alex Abbott and Andy Hough, leaving listeners empowered to advocate for progress within their organizations. Discover the powerful benefits of inclusivity and how it drives success in sales careers. This episode shines a light on underrepresented voices...
2024-02-1330 min
SalesTV Live PodcastMastering the Balancing Act Between Art & Science in SalesIn this episode of SalesTV.live Mid-Day, Jesse Molitor, Vice President of Sales at Deskera, shares valuable insights into the art and science of sales, offering practical tips for achieving sales success. Explore the role of artistry in sales, the challenges of coaching, and the importance of identifying skill gaps. Gain a deeper understanding of the dynamics between art and science in the sales process, and discover effective strategies for empowering sales professionals.Highlights 03:54 Teaching the art is easier, will determines success 16:33 Understanding customer's buying journey, timing pricing use 19:39 Recruiting and...
2024-02-0625 min
SalesTV Live PodcastTransforming Technical Complexity into Sales WinsIn this episode of SalesTV Live, founder of Teach The Geek, Neil Thompson, joins us to discuss transforming technical complexity into sales wins. Neil shares his insights on mastering technical presentations, the challenges faced by technical professionals, handling technical questions during presentations, and more.Highlights 06:00 Key to effective presentations: clear communication, engagement. 09:42 Understanding audience is key to effective presentations. 14:10 Encourage engagement through graphs and tables in presentations. 23:10 Be comfortable saying you don't know. SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the...
2024-01-3026 min
SalesTV Live PodcastLeveraging Stories to Unlock Solution Selling® MasteryIn this special episode of SalesTV, Mike Bosworth, creator of Solution Selling®, shares invaluable insights into the secrets of solution selling and the transformative power of storytelling in sales. Join us as we explore the evolution of solution selling, the impact of social media, and the concept of Story Seekers™. Discover strategic techniques to elevate sales productivity, build emotional connections, and unlock solution selling mastery. Don't miss out on this enriching conversation with the legendary sales expert, Mike Bosworth! Highlights 01:00 80% of Sellers struggle in building trust 06:07 Boost sales by elevating storytelling power. 2...
2024-01-2326 min
SalesTV Live PodcastMaking Process Your Purpose in SalesJoin us for a compelling discussion with Kelly Lichtenberger, an expert in building exceptional BDR sales teams. Gain valuable insights into the role of cold calling in modern sales, the impact of AI on outbound activity, and the essential skills for effective sales in today's landscape. Explore the importance of emotional intelligence, active listening, and leveraging discomfort to achieve greater success in sales. Learn from Kelly's expertise on setting realistic KPIs, tailoring them to individuals, and the role of SDRs in the sales process. Highlights5:54 Effective cold calling is more than selling
2024-01-1625 min
SalesTV Live PodcastLooking to Drive Transformational Change? Create a Movement!Discover the essential steps an organization should take to create a movement for change with our guest Greg Satell. On this week's Mid-Day Edition of SalesTV.live, Greg Satell, author of "Cascades: How to Create a Movement that Drives Transformational Change," provided invaluable insights for implementing and understanding change in business. Highlights include 04:24 Personal and large-scale change are not similar 06:48 How social networks influence behavior 10:11 Movements empower through incentives and teamwork 17:04 People resist change, struggle to maintain it 20:02 5 categories of change resistance SalesTV.live Mid-Day...
2024-01-1528 min