A podcast to help sales, content marketers and sales enablement leaders share their experiences and teach other the best path to personal and professional success.
166: Better Together: Aligning Sales and Marketing to Drive Revenue Growth w/ Jeff Davis (Author)
If you have a high volume of leads but a low conversion rate, have marketing saying things are great, but sales saying it's a struggle, and have data sets that don't tell the same story either, you likely have misalignment between your sales, marketing groups. And this can have a serious cost to your business.
These are some of the challenges author Jeff Davis highlighted as clear indicators to sales and marketing alignment issues in our latest interview. But stress not, as we also discussed specific ways to not just recognize, but help overcome these alignment issues.
#b2b #sales #marketing #alignment
162: A Journey from Zero to Sixty: Evolving Sales Enablement Capability and Maturity w/ Bill Mathias (ACI Learning)
When taking over a new sales enablement program, what do you do first? How do you prioritize and remain not just focused but motivated through what promises to be a lot of trial and error?
This is what we discussed with Bill Mathias, the Global Head, Sales Enablement and Revenue Operations at ACI Learning, a training provider for leaders in Audit, Cybersecurity, and Information Technology.
Bill shared how he created a culture for success, the capability and maturity framework he leveraged to guide progress, and the measurements he used to track accomplishments.
#salesenablement #revenueenablement #revenueoperations
161: Better Enabling Sales Engineers for Success w/ John Care (MSN)
How is the role of the Sales Engineer (SE) changing, and what is needed to enable Sales Engineers for success?
These are some of the questions we posed to Sales Engineer author, training and consulting expert John Care. Having trained thousands and run Sales Engineering for the likes of CA, Business Objects and Clarify to name a few, he was just the expert we needed to capture an understanding of the changing role of the SE, how to optimize SEs for virtual environments, how to keep SEs better enabled, engaged and retained.
#salesengineer #salesenablement #revenueenablement
160: The Importance of Trust and Transparency in Driving Sales Success in 2022 and Beyond w/Todd Caponi (Author/Sales Performance Consultant)
When it comes to what makes a seller and sales leader successful, there is one key ingredient that makes all the difference in today's market, and that is trust and transparency.
In this interview with award-winning author of the Transparency Sale and sales performance consultant Todd Caponi, we discuss his groundbreaking research on the importance of transparency to driving sales success, and how setting and meeting expectations and embracing your "flawesomeness" can make all the difference in winning that big deal. Even more, we explore not just how trust and transparency can drive better seller performance, but how it can be leveraged to transform sales leadership to drive more predictable revenue performance and growth, and how Todd has shaped these new findings and practices into his new book, The Transparency Sales Leader.
#SalesPerformance #SalesTraining #RevenueOperations
159: The Secret Sauce for Scaling Your Value Enablement Programs and Practice w/Doug May (Databricks)
Growing two incredibly successful value acceleration programs, first at Splunk and now at Databricks, Doug May has the success metrics and track record that immediately grabs your attention, and makes you want to know his secret sauce for success.
And this is exactly what we discussed in this important interview, uncovering Doug and his teams' secrets to value enablement program leadership, adoption and scale. Doug openly shares what it took to build both programs to success, what he would do differently, and the success metrics this has driven.
#valueacceleration #valueselling #valueenablement #valuemanagement #valuemarketing #realizedROI
158: Customer Success Enablement to Assure Customer Value, Retention and Growth w/ Jess Lovell (SPINS)
When you launch a new Customer Success organization, and go from a team of 9 to over 50 in less than two years, you must be doing something right, and certainly have some important lessons to share.
In this interview with Jessica Lovell, VP of Customer Success for SPINS, a leading wellness-focused data technology company, we discuss the challenges in creating and growing a new customer success organization, how to best enable the team and measure for success, and important lessons learned along the way..
#customersuccess #salesenablement #RealizedROI
Very insightful and engaging!!
This is a great way to stay on the sharpen edge of your selling skill set. Always a take away to add to your toolset. Thanks Tom.