The Quotable Sales Podcast

Salesforce
  • 4.8 (26)
  • MANAGEMENT

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today. Test

  1. Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

    03/02/2020

    Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

    Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1) creating an omni-channel experience, 2) effectively using customer analytics, 3) embracing technology and automation, and 4) optimizing the lifetime value of your seller with people analytics. Guest:  Maria Valdivieso de Uster: https://www.linkedin.com/in/mariavaldivieso1/ Ben Vonwiller: https://www.linkedin.com/in/benvonwiller/ Host:  Krista Bauer: https://www.linkedin.com/in/krista-h-bauer/

    33 min
  2. Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis

    01/06/2020

    Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis

    Learn how Nielsen, a global media company, is transforming its sales organization in terms of strategy, processes, technology, and culture. Andrew Criezis, SVP, Sales Ops & Enablement, walks us through how Nielsen recently redid its sales strategy to become more specific, focusing on personas. By creating sales specialists, Nielsen was able to access a greater share of each company’s wallet. In addition, Nielsen created inside sales teams to focus on new accounts and rolled out a new incentive plan that works to directly correlate to individual and team contributions. https://sfdc.co/vhwnH   Guest: Andrew Criezis (https://www.linkedin.com/in/andrew-criezis-072b716/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)

    21 min
  3. Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien

    10/10/2019

    Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien

    Learn how to break the cycle of negative self-talk that could be holding you back from your success. By surrounding yourself with people who give you confidence and using mindfulness to address negative self-talk, you can stop self-doubt from plaguing your mind. Hear how Michael O’Brien’s life-threatening accident helped him understand the key to achieving ultimate self-awareness and acceptance of himself and his choices. https://sfdc.co/D3k46   Guest: Michael O’Brien (https://www.linkedin.com/in/michaelobrienpelotoncoaching/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent) Related resources:  Learn more about Michael O’Brien: https://www.michaelobrienshift.com/

    37 min
  4. Episode #146: Three Elements Needed to Write a Convincing Proposal, with Bill Wilson

    09/26/2019

    Episode #146: Three Elements Needed to Write a Convincing Proposal, with Bill Wilson

    In enterprise sales, it’s hard to avoid proposals. Start treating proposals as an opportunity to close the sale, not just as a formality. By focusing on benefits, using your prospect’s language, and providing choices, you will be able to effectively communicate your value. https://sfdc.co/bSiRiF   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: 3 Shortcuts to Proposal Writing  How to Build Trust with Customers

    20 min
  5. Episode #145: How to Build Trust with Customers, with Bill Wilson

    09/26/2019

    Episode #145: How to Build Trust with Customers, with Bill Wilson

    Build trust with customers by letting them participate in the sales conversation through choices. Choices enable sellers to change the conversation with customers from “Am I going to buy from you?” to “What am I going to buy from you?” Giving customers full transparency into your offerings helps them feel less like they are being sold to and more like they are in control of their decisions. https://sfdc.co/2jRGu   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: 3 Shortcuts to Proposal Writing  Three Elements Needed to Write a Convincing Proposal

    14 min
  6. Episode #144: How to Train Physically and Mentally to Become a Sales Champion From Coach Dana Cavalea

    08/27/2019

    Episode #144: How to Train Physically and Mentally to Become a Sales Champion From Coach Dana Cavalea

    No one becomes a sales champion by accident. The road to a successful sales career starts with physical and mental discipline — creating consistency in your patterns, habits, and behaviors. Anyone can live a “championship life” by identifying where you are going and what you need to do physically and mentally to get there. https://sfdc.co/2Cfim    Guest: Dana Cavalea (https://www.linkedin.com/in/danacavalea) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources: Learn more about Dana Cavalea — danacavalea.com Read Dana Cavalea’s new book — Habits of a Champion

    41 min

  7. 06/26/2019

    Episode #143: Listen to What Customers Aren’t Saying, with Oscar Trimboli

    Some salespeople hear one thing on calls: their customer’s voice. And most overestimate their ability to be effective listeners. Salespeople who can listen “in color” to multiple sources of information including themselves, the content, the context, and the unsaid words of their customers have a significant advantage in understanding the conversation better. Professional speaker Oscar Trimboli shares why great listening can be a difficult skill to master and tips for improving your own listening skills. https://sforce.co/2WIc2EA   Guest:  Oscar Trimboli (https://www.linkedin.com/in/oscartrimboli/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: The Five Myths of Listening http://bit.ly/2x0RMyp The Deep Listening Podcast http://bit.ly/2ZpxOK4 Atomic Habits https://amzn.to/2RiHSl7 You have one boss. The customer. https://sforce.co/2WEq317

    36 min

  8. 06/19/2019

    Episode #142: Optimizing Your Presence at Events, with Alice Heiman

    How can you cut through the noise and bustle of events and shows and make a lasting impact on leads without being too aggressive? Events can be a unique opportunity to talk to the right people — not just anybody — or they can be a total loss of your time and resources. Well-structured, targeted approaches to events can help you leave with strong leads and can help your attendees leave with more than just swag. Alice Heiman, Co-Founder and CRO at TradeShow Makeover, explains how to get the most ROI at events and ensure you’re making the right impression on leads. https://sforce.co/2I8ODC1   Guest:  Alice Heiman (https://www.linkedin.com/in/aliceheiman/) Host: Vanessa Haney (https://linkedin.com/in/vmhaney)   Related resources: Trade Show ROI Calculator http://bit.ly/2wv4uVU Online or Offline, Speak with Influence https://sforce.co/2Wh8okO Focus on Outcomes, Not Actions https://sforce.co/2wtee34 How to Sell When Buyers Are Already Making Up Their Minds https://sforce.co/2ELjX94

    27 min
See All (22)

Ratings & Reviews

4.8
out of 5
26 Ratings

About

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today. Test

Information

  • Creator
    Salesforce
  • Years Active
    2016 - 2020
  • Episodes
    22
  • Rating
    Clean
  • Copyright
    © All rights reserved.
  • Show Website
    The Quotable Sales Podcast