Listen Now

It may seem like the understatement of the century, but 2020 has been a rough year for everybody. From canceled plans to upended vacations to stay-at-home orders, this year has taken its toll on us all. But rather than wallow in the bummer that was 2020, let’s try and find the silver lining of the past 12 months. Is there good that has come from it? Have we learned anything new? The answer to both of those questions is a resounding “yes” and that’s why we’re thrilled to have Meyer Prinsloo on the Sales Engagement podcast. Meyer is the Chief Marketing Officer at Essensys, a software company providing a custom solution for flexible workspaces. It’s probably safe to say that a company that exists to help flexible workspaces is ending 2020 with a unique perspective. We discussed: Meyer’s three key things he’s learned as a CMO in the past year How Essenesys has helped flexible space companies become more efficient Why communication is the more important now than ever before For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

You look around the room of sales leaders and realize you’re *still* the only woman. It can’t go on like this. In this episode, I interview Jerice O’Malley, Head of Sales at Amplify, about how she achieved sales leadership success and helps raise other women to sales leadership roles. What we talked about: Strategies for networking during a pandemic Jerice’s journey to sales leadership The importance of D&I initiatives Mentorship and relationship begin with conversation Check out these resources we mentioned during the podcast: #GirlsClub is a mentorship program for female sales leaders Kiva is a nonprofit focused on micro lending SV Academy helps reduce barriers to tech sales roles For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

How do you know whether you’re doing the right thing with your career? Today’s guest used to be mired in uncertainty, like most of us, but has finally arrived at his calling: sales development leadership. In this episode, I interview Evan Nissenbaum, Global Director of Sales Development at Hyperscience, about his route to career certainty. What we talked about: Leadership insight from the sales track How to find a mentor The right sales career path & earning your stripes For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

In the mid-2000s, your employee engagement was about 53%, which is, frankly, not ideal. Now, it’s 84%, and your salespeople are telling you they hope you’ll continue peer-to-peer sharing in open office hours in 2021 because it’s been super helpful. In this episode, I interview Paul Bleier, Director of Sales Enablement at TELUS Business, about building a sales enablement process. What we talked about: Tech: the cornerstone of the tech stack is… Process: the 4 pillars and what they mean People: being a change agent For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

People hate to change. We love the comfort of the status quo. By our very nature, salespeople are agents of change. But what does that mean for discovery? In this episode, I interview David Morse, Chief Customer Officer/Chief Revenue Officer at TrueMotion, about the art and science of discovery. What we talked about: The role of discovery in the sales process 2 changes in discovery today: time and information The psychology of change For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Just like the financial crisis in 2008, the COVID-19 pandemic of 2020 has been challenging, to say the least. Not every moment has been bad, though. Some changes we implemented have launched us into more success than we imagined — and we aren’t going back to the way we used to do things. In this episode, I interview Martin Leamon, Chief Commercial Officer at WebCreationUK, about positive outcomes of embracing changes. What we talked about: What it was like when the phones stopped ringing overnight Changes to marketing & sales that drove 5 record months in a row 2 new customer profiles for online presence Time for a bit of navel gazing For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

He’d been on LinkedIn for over a decade but only started posting a year ago. Now he has a following of thousands, even though he says he’s nobody. My guest on Sales Engagement recently was Andrew Metz, Regional Vice President at Zywave, who talked with me about his LinkedIn content strategy and success. What we talked about: 3 keys to being authentic online Intangible benefits of building your LinkedIn brand The types of posts people want to see (hint: not fluff) For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

You’re an IC right now, but you want to be in leadership. You hear about an opportunity outside your current company… What should you do? Recently on the Sales Engagement podcast, we had a chance to chat with Rory Stern, VP, Northern Europe at CybelAngel, about what it takes to plunge into leadership — and the best route to get there. What we talked about: Rory’s quest for financial stability Amazing leadership role models How to crush it as an IC How to crush it as a sales leader For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

It’s not enough to get a renewal every year or three. You want to go beyond 100% to increase that net dollar retention number. You need to get the AE more involved in the customer journey. In this episode, I interview Adrian Foley, Global Head of Sales at Teamwork, about the AE’s role throughout the customer journey. What we talked about: The ideal AE/CSM relationship Understanding account health 2 tried & true tactics for AEs For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

If you’re not spending loads of money on PR, you’re doing marketing all wrong. Or are you? In this episode, I interview Tom Wentworth, CMO at Recorded Future, about debunking 3 marketing myths. What we talked about: PR is overrated An email that will 100% land a meeting with Tom BDRs under sales or marketing? What actually changes at the $100 million milestoneFor more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

With inbound, the prospect is already about 80% sure they’re going to buy from you. But with outbound, they’re starting from a perspective of “Why should I care?” In this episode, I interview Bryan Elsesser, Senior Director, Sales Development at Aircall, about reverse engineering your outbound. What we talked about: Why & how to start at the bottom of the funnel Creating dedicated outbound SDRs & AEs Troubleshooting your outbound program For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Ernest didn’t expect there to be quite that much overlap between what he learned in the NFL and his new career as an SDR. (Hint: Very hard work is a big one.) In this episode, I interview Ernest Owusu, Sr. Director of Sales Development at 6Sense, about sales lessons from the NFL. What we talked about: Focusing on the process, not the goal Staying hungry for self-improvement You need humility to start over & win For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

The key to identifying a winning sales rep isn’t about whether they have deep industry knowledge. Instead, it has to do with character. In this episode, I interview Nigel Hobson, Head of Sales, Americas, at Afex, about how to look for A+ reps during the hiring process. What we talked about: Motivation & who is responsible for it Why self-discipline is tied to professionalism You need a blend of more & less experienced salespeople For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

It’s been really tough to keep positive, especially in, yes, a pandemic. But positivity pays dividends. In this episode, I interview Hugh Ghods, Sr. Sales Leader at Hootsuite, about the best of the COVID-19 workplace changes and how we can all practice optimism about the future. What we talked about: The frenzy of the first 2 weeks Shifting from video calls to phone calls on a walk The importance of nurture Hugh’s hopes for 2021 For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

You post a video on LinkedIn that might reach a few thousand people. From all of those, you might get half a dozen messages, only one of which you could turn into a six-figure deal. Was the video worth it? In this episode, I interview Russ Macumber, Strategy Director & General Manager at Impress!ve Digital, about how his video posts keep crushing it on LinkedIn. What we talked about: The best sales reps are efficient & constantly better themselves How to develop your online presence with authenticity 3 insider tips about video (including how to bucket inspiration) For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Most people want to go somewhere with their careers. They’re usually not comfortable staying in one spot for too long. Sure there are some folks who get into a role and they want to do that role for their entire careers, but most people aren’t like that. Most folks want to use a role to learn, grow, and help them move into the next role. But how do you do that, particularly in a sales role? What does an entry level cold-calling sales rep have to do to put themselves in a position for the next role, and then once they get there, how do they keep setting themselves up for success? On this episode of the Sales Engagement podcast, we talked with Ryann Leonard. Ryann is the Director of Global Restaurant Operations & Enablement at Slice. She’s had an amazing career run, and spent over 2 years as a cold-calling sales rep, all while setting herself up for the next thing. We talked all about: What enabled her to spend two and a half years as a cold-calling sales rep, and how she turned rejection into opportunity How to set yourself up as the no-brainer for the next big promotion What to do if and when you’re passed over for the promotion and how to recover Actions you can take today to make your role more than what it currently is For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Look, we’re all busy. Everybody is doing far more now than they’ve ever had to do before. We’re all wearing hats that we likely never intended to wear. But the truth is, the work still has to get done. Your company still has to bring in revenue, and “I’m not used to doing this thing” isn’t an excuse. Maybe you’ve found yourself with more teams reporting to you. Maybe you’re not quite sure how to integrate all those teams to achieve the most success. On this episode of the Sales Engagement podcast, we sit down with Liz Sophia. Liz is the VP of Field Marketing at Manhattan Associates, and was kind enough to come on the show and talk all about the schedule. How does her team organize their week to fire on all cylinders? How do they set up meetings, who is invited to those meetings, and what was the driving force behind including product in their weekly meetings? For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

By 2021, 25-30% of the workforce will (still) be working from home multiple days a week. Remote work isn’t going away anytime soon. In this episode, I interview Rob Falcone, Sr. Director of Sales Engineering and Strategy at Guru and author of Just F*ing Demo!, about collecting and spreading information through your org… virtually. What we talked about: How to serve up info in your org 3 yes to providing info virtually Where to star improving your process (with an audit) Who should own responsibility for updating information For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website

You roll out this fantastic new talk track… and only 2 people use it. You can’t get discouraged or offended. You have to cheerlead for their success. In this episode of the Sales Engagement podcast, I had a chance to talk with Jamin Fochtman, Head of Sales Enablement at Addepar, about sales enablement. Jamin told me about: The critical skills of a sales enablement professional Some hurdles to implementing change His favorite technology & how he uses it for coaching For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Nobody likes change.  Whether it’s a major change like a move or a new CEO, or a minor change like a new chef at your favorite restaurant, or a redesign of your phone’s layout, change is hard for everyone. But some people deal with it better than others.  Which is why understanding change management is so crucial for your organization. Specifically in the midst of the COVID pandemic, we’re all dealing with a lot more change than normal, and if we don’t know how to implement it correctly within our organization, it can be daunting.  Thankfully, there are people like Bosman du Plessis. Bosman is the Director of Sales Operations at Locumtenens.com, and was kind enough to come on the show recently and discuss: -His four principles of change management -Why change management is more like a rugby match than you may realize -The common pitfalls teams face when implementing change -Why empathy is the most underrated aspect of successful change management  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.