Ready Set Sell Mindtickle

In this episode of Ready Set Sell, Hannah sits down with Jeffrey D. Hatchell, an author and the Vice President of U.S. Sales Enablement & Global Leadership at American Express. Jeffrey has experience working in sales as both a sales leader and a performance coach, and he has also authored a book on inspirational leadership called The Inspired Career. Today, he leads a sales enablement organization to equip sales people and their leaders with the skills to become more effective with their customers and prospects. Hannah and Jeffrey discuss what it can look like to lead an inspired career, how sales professionals can begin to gain a better awareness of their own potential, and some of the first steps people should take when they’re looking to improve their leadership skills. Jeffrey also shares his perspective on why he believes it’s important to transform “followers into leaders and leaders into agents of change,” and how he acts as an advocate for the Black community in the business world.

When it comes to the success of any modern sales team, effective sales operations tactics can play a critical role. By addressing common gaps and bottlenecks, the entire process can be made much more efficient, which will in turn pave the way for improved outcomes overall. In this episode, Hannah and Tony sit down with someone who can speak to all this and more: Anna-Luisa Fisher-Jeffes, the Sales Operations Manager at Unily, a global SaaS company that provides an employee experience platform to its customers. She recently moved to the UK from South Africa, where she spent most of her career in management consulting and sales management. During the episode, Anna-Luisa shares several key strategies for making the sales process more efficient, including why sales team leaders need to look at the data to determine where the team can make tangible improvements. She also touches on scalability, the modern sales tech stack, forecasting and much more.

Building and scaling an effective sales team is no easy feat. Leaders need to take so many different elements into consideration today, and managing a team full of different personalities and working styles isn’t always a straightforward task. However, some people somehow make it all look easy. In this episode, Hannah and Tony sit down with Asad Afzal, the Director of Sales at Formstack and an expert in building and scaling successful sales teams. During the interview, he shares key tips for building and scaling effective sales teams, strategies for approaching sales training and onboarding in today’s fast-paced environment, advice for leaders and much more.

When it comes to growing, scaling and developing an excellent sales team, there’s truly a fine art to it that can’t be learned overnight. In this episode, Hannah and Tony sit down with Stephanie Valenti, the Chief Revenue Officer at SmartBug Media. In her role, Stephanie leads sales, marketing, and all client services and delivery departments at the company. She’s also spent more than 15 years learning the best strategies for fostering sustainable growth, leading a team, and helping B2B sales organizations scale up, so she has plenty of wisdom to share about leadership and the customer journey overall. During the episode, Stephanie shares lots of insightful advice and plenty of actionable tips that you can benefit from, no matter your current role within your organization.

In this episode, Hannah and Tony explore the reasons why a great salesperson should also be a great storyteller, and how you can brush up on your own skills. They sit down with Nick Capozzi, the Head of Storytelling at Demostack and an expert in crafting compelling video content to boost sales and strengthen the narrative surrounding a brand. As someone who got his start in sales sailing on cruise ships, Nick has an intimate awareness of the power of storytelling and the key elements of a great piece of content. He shared more about the fascinating backstory behind his career, as well as some of his best-kept secrets when it comes to leveraging storytelling as a sales tool. Nick also provides listeners with an overview of how to create an Oscar-worthy demo, which you definitely won’t want to miss if you’re hoping to take your brand storytelling to the next level.

It’s rare that someone is born an amazing sales leader, which is why it’s essential to maintain a growth mindset, a flexible outlook, and a willingness to learn new things. Remote work and new technologies are forcing organizations to adopt new strategies for keeping their teams educated and engaged, and this episode’s guest reminds us why a personalized approach to training is so important today, and how sales teams can adopt a similar strategy. In this episode, Hannah and Tony explore the latest and greatest strategies for training, development and onboarding in the sales world with Amy Lord, the Global Sales Enablement Manager at Unisys. In her role, Amy designs and implements onboarding, continuous learning, and coaching programs for hundreds of sales professionals.