59 episodes

Inside Sales Coach ® is the podcast for Sales Leaders just like you, all over the world. Remote sales. virtual sales, digital sales is all more important than ever before, so which better resource for you than a show dedicated to you. Every week, your host Mark Garrett Hayes brings you clear, practical guidance to help you coach and lead your team Sales Team to profit by uncovering, understanding and unlocking problems with sales performance. Mark and his team help sales professionals, sales managers and sales leaders around the world to grow and develop driven and productive sales teams through virtual sales coaching and online sales training. Short episodes each Thursday address topics such as telesales prospecting, cold calling, digital sales, landing pages, lead-magnets, webinar selling, handling sales objections, working with gatekeepers, creating powerful proposals and effective RFPs, understanding sales psychology and much more. Inside Sales is a tough game. Let’s make it work!

Inside Sales Coach ‪®‬ Mark Garrett Hayes

    • Careers
    • 5.0 • 3 Ratings

Inside Sales Coach ® is the podcast for Sales Leaders just like you, all over the world. Remote sales. virtual sales, digital sales is all more important than ever before, so which better resource for you than a show dedicated to you. Every week, your host Mark Garrett Hayes brings you clear, practical guidance to help you coach and lead your team Sales Team to profit by uncovering, understanding and unlocking problems with sales performance. Mark and his team help sales professionals, sales managers and sales leaders around the world to grow and develop driven and productive sales teams through virtual sales coaching and online sales training. Short episodes each Thursday address topics such as telesales prospecting, cold calling, digital sales, landing pages, lead-magnets, webinar selling, handling sales objections, working with gatekeepers, creating powerful proposals and effective RFPs, understanding sales psychology and much more. Inside Sales is a tough game. Let’s make it work!

    Which 5 tools help sales enablement w/ Alejandro García Machuca

    Which 5 tools help sales enablement w/ Alejandro García Machuca

    We’re speaking with @Alejandro García Machuca Regional Sales Enablement Head at @SAP
     
    There is an ever-increasing tech stack for remote sales people to learn.
     
    Unless they are used selectively, tech can become overwhelming. 
     
    What’s useful, powerful and practical for your sales team?
     
    Where these tools used internally and externally?
     
    When these tools should be used in the sales process
     
    Today, Alejandro is going to give you 5 tools that his sales teams use to achieve great results
     
    Check out the episode now (LINK IN COMMENTS)
     
    #Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  
    #salesmanager #saleleaders

    • 34 min
    How do I use Mural to collaborate w/ Nick Feeney

    How do I use Mural to collaborate w/ Nick Feeney

    Today, how do I use @Mural to collaborate.
     
    Visual collaboration is a hot topic right now
     
    Your team is remote and your customers are remote
     
    A tool like Mural helps your sales team to 
     
    add value to the sales process
    engage visually with roadmaps
    energise meetings 
    map out decision-processes
    landscape organization structure 
     
    Then there are all the other advantages such as
     
    enhancing your people’s involvement
    minimizing travel 
    increasing productivity 
    connecting people
     
    Today, we have Nick Feeney, AVP Commercial Sales at Mural to give you key use-cases for 
    visual collaboration using Mural
     
    Check out the episode now

    • 23 min
    How do I plan and run my sales kick-off w/ Carol Rossi

    How do I plan and run my sales kick-off w/ Carol Rossi

    Are you in the middle of 'SKO' season?
     
    What do you want from your Sales-Kick-Off this year?
     
    Do you want it to drive new learning, increased productivity and motivation?
     
    Those that do a great job are often the ones that consult people, include people and focus on people
     
    Putting the sales people at the center of the sales kick-off. That’s the goal.
     
    Back in episode 53 in January, I shared my ideas on why to run one.
     
    Today’s episode is all about how to run one.
     
    We’re talking with Carol Rossi, Senior Director, Global Field Communications, Events and Enablement at NetApp.
     
    Carol has years of experience running offline and online sales events for orgs including CISCO.
     
    How do you plan a great SKO?
    Who should be involved?
    How do you design and run your Sales Kick Off?
     
    Check out the episode now!
     
    #AccountExecutive #AE #Salestraining #digitalsales #insidesales #BDR #Salestips  
    #salesmanager #saleleaders #virtualsales

    • 31 min
    How do I develop outcome-based leaders w/ Jonathan Swartz

    How do I develop outcome-based leaders w/ Jonathan Swartz

    Jonathan Swartz, Director Azure Sales at Microsoft is big on developing outcome-based leaders.
    Many people in sales management positions focus on the how (KPIs, sales process, CRM) to the detriment of the why (targets, goals, vision).
    Ask yourself which people are more motivated by: Is it the ‘how’ or the ‘why’.
    Your sales team are going to be more motivated by the why rather than the how. 
    Jonathan gives a great analogy where he compares outcome-based leadership to breaking rocks.
    If you want people in your quarry to break a large rock:
    You can’t tell the team how many swings of the hammer it will take
    You can’t know because each rock is different
    You have to tell why breaking that rock matters then stand right back
    Great leaders create followers who trust them and are trusted by them.
    Give them the outcome vision sales goals, set the parameters and process, trust them to get there. 
    So what will it take to develop outcome-based leaders in your team?
    Check out the episode now to learn Jonathan’s ideas for your outcome based leadership.
    #Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  
    #salesmanager #saleleaders

    • 45 min
    How do I make my sales team autonomous?

    How do I make my sales team autonomous?

    You want your sales people to be self-accountable 
    You want your AE’s to be self-reliant.
    You want your team to be autonomous
    This means being capable of existing independently
    It’s a theme that a client of mine is working on in her SKO 21.
    In this year’s kick-off, how can she get her sales people to be more autonomous?
    How can you get your team to dig themselves out of problems
    You want performers who:
     
    Think for themselves
    Regulate themselves
    Correct themselves
    Develop themselves
    Lead themselves
     
    Sounds impossible?
    But it’s not. It actually starts with you and the leadership you are creating.
    In today’s episode, 3 key steps to creating autonomy in your sales team.

    • 20 min
    How do I run a virtual round table in 2021?

    How do I run a virtual round table in 2021?

    According to Gartner only 17% of buyers time is spent speaking directly with suppliers.
    Your prospects are gathering information from a range of informal sources. 
    Top of the list are situations where they have an opportunity to learn from people in their shoes.
    People in the same industry
    People in the same role
    People in the same situation
    What if you could facilitate an event where you get to learn exactly what your prospects and their peers are thinking?
    A virtual round table is not for your prospects and customers to learn from you
    It’s for your prospects to learn from each other and for your sales team to learn from everyone. 
    When your sales people know what is actually top of mind they’re going to know:
     
    Who to speak to
    How to qualify better
    How to lead with (real) value
     
    Check out the episode now!
    #BDR #SDR #Salestips

    • 29 min

Customer Reviews

5.0 out of 5
3 Ratings

3 Ratings

lukeyjade ,

Useful & Practical!

Really enjoy these podcasts - useful, practical tips that can be applied in every type of sales situation

GaboApp ,

Very insightful podcast for sales professionals!

This podcast has a lot of interesting insights that are rarely considered when managing sales operations. I really like its short format and straight-to-the-point approach!

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