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 ...
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Hosted by psychotherapist and author Lynne Bernfield, The Lynne Show is about discovering aspects of ourselves which we have had to deny. In it she talks about why this happens and what we can do to recover these denied parts. She interviews people who make their living or their life with their art.
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Join Lora Hayes as brave women share their incredible stories of transformational change. Our goal is to celebrate each of these empowering women and inspire listeners to turn their own whine to wisdom.
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https://thelynneshow.com/Audio/Podcasts/Show%20659%203-25-2024%20Celine%20Rosenthal.mp3 3-31-2024 Celine Rosenthal was captured by theatre very young and predictably studied acting. Although she loved everything about acting; script analysis, the rehearsal process etc., she really didn’t like being on stage. In tandem with her acting studies, she w…
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New Beginnings and Thanks For The Last 4 Years
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It's the final episode of the SalesCoach podcast. This is episode 222. After 222 weeks, recording one episode a week, it's time to say goodbye and thank you! For more than 4 years, I've had the privilege of your company and that of my many guests! In April 2024, the first of my LinkedIn Learning Courses will go live. I will also be launching a news…
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The Critical Importance of GTM Coaching w/ Ross McLean
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This week on the Sales Coach Podcast, we welcome Ross McClean. Ross is the Vice President of GTM Enablement at Aiven. With a rich background in software solutions, he's dedicated to boosting performance. Ross brings insights into stakeholder alignment, innovative training methods, and tech use in training. Today, Ross outlines how to create a dynam…
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Aligning Strategy, Innovation, and Technology in Enablement w/ Gary Broadbent
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Sales leaders and teams can adapt to changing dynamics in enablement and training by embracing a holistic approach that integrates stakeholder alignment, innovative delivery methods, and cutting-edge technology. My guest this week on the Sales Coach podcast is Gary Broadbent, VP of Global Enablement at JAGGAER. Gary has over 20 years of experience …
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How to Embrace Change for Success w/ Jeff Lowndes
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Facing another change? Let's explore how this could be your opportunity to excel in sales enablement and leadership. In this week's episode of the Sales Coach podcast I'm speaking to Jeff Lowndes, Revenue Enablement Leader at Snap. Jeff has a rich background in various enablement roles and a Master's in Organisational Development. Today, Jeff share…
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The Impact of Emotional Intelligence in Sales Enablement w/ Georgina Beard
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Are you curious about how understanding people can boost your journey to becoming a top sales leader? In this week's episode of the Sales Coach podcast I'm speaking with Georgina Beard, Head of Sales Enablement at SEON Fraud Fighters. Her current role involves being a one-woman team supporting sales and revenue teams globally, focusing on enhancing…
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http://thelynneshow.com/Audio/Podcasts/Show_657_2_8_2024_Gus_Kaikkonen_Fully_Committed.mp3 2/8/2023 Actor, writer, director, producer Gus Kaikkonen is a theater professional, but he didn’t intend to be. His mother suggested he audition for a children’s theatre. They “needed boy’s,” Gus jokes, and his fate is sealed. Although he intentionally chose …
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Transforming Teams with Coachable Talent w/ Rebecca Bell
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Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks? If so, you're not alone. And today's episode is here to help! My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk. Rebecca pr…
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Powerful Enablement Strategies w/ Brooke Coletti
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What is the key to effective enablement and how can you drive maximum impact within your organization? My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS). In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-…
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Unlocking the Power of Sales Kickoffs w/ Lynne Santangelo
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👢 Sales Kickoffs (SKOs) are pivotal moments in any organisation's calendar. They offer an opportunity to align teams, inspire individuals, and set the stage for a successful year ahead. But what truly makes an SKO effective? 🤷♂️ What are the hidden strategies and insights that can transform a routine event into a transformative experience? 👉 My gu…
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Analytics and Coaching Insights w/ Mike Kunkle
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Have you ever wondered why some sales teams soar to success while others struggle to meet their targets? The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics. My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectivenes…
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The importance of enabling sales managers w/ Amanda Dossey
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Enabling sales managers is critical for any sales enablement program to succeed ‼️ My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta. Keyfactor provides certificates for machine identities to help ensure secure connections. Amanda runs enablement as a team of one currently and prides herself on being a lea…
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http://thelynneshow.com/Audio/Podcasts/2%20interviews%20with%20Leon%20Pitts.mp3 1/29/2024 Leon Pitts was nine years old when he met his mentor, his “rabbi,” Nate Jacobs. Nate was a teacher at Leon’s school and although, neither knew it at the time, one day Nate would be the founder of The West Coast Black Theater Troupe and Leon would be one of its…
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http://thelynneshow.com/Audio/Podcasts/Show_655_Memoriak_to_Bill_Hayes_1_26_2023.mp3 1/26/2024 I did this interview with Bill in June 2008, when he was in Sarasota staring in the Golden Apple production of Chicago. His career is well known, there isn’t anything a performer can do that Bill Hayes didn’t do brilliantly. This is particularly amazing w…
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Navigating the Start-up Journey w/ Emily Isensee
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Ever wondered what it takes to drive success in a start-up's enablement journey? My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper. With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability. Tune i…
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The importance of kindness in sales w/ Thomas Crelier
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🤗 Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows. My guest this week…
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Moving Sales Enablement to Field Enablement w/ Meganne Brezina
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If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets. My guest this week is Me…
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The Move to Revenue Centric Enablement w/ Paul Butterfield
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💬 There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved? My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society Paul Butterfield has designed, built and led high impact revenue enablement stra…
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The science in learning and sales w/ Stefanie Boyer
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ℹ️ Giving people information is not going to get them anywhere. We need to coach to get transformation. My guest this week is Professor Stefanie Boyer, Professor of Marketing at Bryant University and Co-Founder and Chief Education officer of RNMKRS. Stefanie is passionate about elevating the sales profession with research, education, and technology…
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Anatomy of an Artist Can be heard and downloaded http://www.thelynneshow.com/Audio/Podcasts/Shpw_653_12_15_2023_Doug_Shapiro_Fully_Committed.mp3 12-15-2023 Interview with charming Actor Doug Shapiro as he prepares to star in the one-person production of “Fully Committed” for Sarasota Jewish Theatre on January 31st – at the Players Theatre. In this …
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Attention Strategies for Enablement Distractions with Bobbi Jo Frazier
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You have so many distractions from things like your tech stack, right? 😖 Upcoming deadlines, meetings etc never end! Some in your team can multi-task. But some of your team will naturally have shorter attention spans. 🤔 So, how can you make sure your whole team can stay focused? This week I'm chatting with Bobbi Jo Frazier, Director of Revenue Enab…
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How I build functions from scratch w/ Matt Cohen
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Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up? This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics. Matt's passion for alignment is why he is in Enablement. He focus on pro…
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Initiatives that move the needle w/ Sheevaun Thatcher
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By the very nature of your industry, you are in service. You feel a tendency to say yes to everything. But this causes burn out for you and your team. This is where ruthless prioritisation comes in. This week I'm chatting with Sheevaun Thatcher, VP of Strategic Enablement at Salesforce. Sheevaun is a people focused enablement professional and a pas…
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The critical role of Sales Enablement w Katie Kentner Swick
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It's important that as sales leaders we are providing our reps with the support they need to be successful. This week I'm chatting with Katie Kentner Swick, Global Sales Enablement Lead at Stripe. 💕 Katie is passionate about helping people and has helped the businesses she has worked for optimize their sales processes, streamline their operations, …
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Revenue enablement seems to be constantly evolving. As an enablement professional you'll know how important it is to stay up-to-date with news, updates and insights from experts in enablement! 🏹 So, this week I'm chatting with Enablement expert, Jerry Pharr, a man with many strings to his bow. Jerry is the Founding Member & Former Chapter President…
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Helping Enablement professionals become strategic partners w/ Laura Wheeler
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As an enablement professional if you can help deliver and enable to a personalised scale in a simple way the ROI of your programmes will go up! This week I'm chatting with Laura Wheeler, VP of Revenue Operations & Enablement at Spekit 🐙 🙌 Laura is really passionate about course-correcting Enablement professionals to not be order takers and helping …
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How to leverage AI in Enablement w/ Ellie Salicetti
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The world of AI is so fast, it's almost becoming an industrial revolution, so how can we keep up and use AI to our advantage in enablement?! This week I'm chatting to Ellie Salicetti, Senior Revenue Enablement Manager at Red Sift. 🙌🏻 Ellie has almost a decade of experience within the B2B SaaS hyper-growth realm. Her passion lies in designing and fa…
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Enabling Team Success with Software w/ Sally Ladrach
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Those of us in enablement should be thinking about how we design and build our programs and other deliverables the way that software teams build great products! This week I'm chatting to Sally Ladrach, Revenue Enablement Manager at ThoughtBot. 🌟 Sally is passionate about helping revenue teams grow and succeed. She has five years of experience in sa…
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The Art of Coaching, Practice, and Excellence w/ Gail Behun
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If we can provide our sales team with clear, real-life examples of successful strategies and approaches, it will be easier for them to replicate those practices. 🏆 This week I'm chatting to Gail Behun, Director of Revenue Enablement for LivePerson. 🌟 Gail is a results-driven Sales Enablement leader with extensive experience across strategy, plannin…
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Strategies for Impactful Enablement w/ Malia Di Salvo
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How you can leverage coaching frameworks like GROW within qualification methodologies like MEDDPICC? 🤔 Learn how coaching can supercharge your enablement efforts in the latest episode of the Sales Coach podcast! 💥 This week I'm chatting to Malia Di Salvo M.Ed., Senior Manager of Training and Effectiveness at Upwork. Malia is passionate about buildi…
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Change Management and Enablement w/Imogen McCourt
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👉 Imogen McCourt is Head of B2B Sales Transformation and Enablement at The Economist Group. And she is this week’s guest on the SalesCoach podcast! As you’ll hear, Imogen has been working on rolling out a significant enablement program to the business. 🔥 SalesCoachr is delighted to have played a small part in helping to embed coaching in the sales …
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Start-up vs. Global enablement team w/ Christian Palmer
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🏆 In revenue enablement, scrappiness can be a potent asset. Curious to explore this perspective? Then tune in to the latest episode of the Sales Coach podcast My guest this week is Christian Palmer, Global Revenue Enablement Manager at Riskified. Chris is a enablement pro with a varied background. However, one aspect of his career path has always b…
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A leader's guide to using Tech Stack w/ Jenn Glabicky
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❓How can sales leaders continue to reinforce the usage of your tech stack? How do you enhance revenue generation without losing focus on your day-to-day tasks? If you're struggling to get your teams to use the tech stack effectively and efficiently, then you'll want to check out this episode of the Sales Coach Podcast! 👉 My guest this week is Jenn …
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Improving productivity through coaching w/ Celine Grey
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Did you know that through coaching you can significantly improve your teams' productivity? Want to know how? Then you'll want to check out this episode of the Sales Coach Podcast ❗️ 💥 My guest this week is Celine Grey, Sales Enablement Director at Normative.io, and active member of the Sales Enablement Collective Celine is passionate about enabling…
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Making managers an enablement multiplier w/ Whitney Sieck
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🤔 Wouldn't you love to create an effective and efficient enablement environment? The latest Sales Coach Podcast is now LIVE ❗️ My guest this week is Whitney Sieck, Vice President of Revenue Enablement at Demandbase, Community Advisor at The Enablement Squad, and Founder and Principal Consultant of Enablement Enthusiast LLC. Whitney is a self confes…
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Elevating Sales Enablement w/ Carolyn Bathauer
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How can enablement be viewed as the problem... but always be the solution? The latest Sales Coach Podcast is now LIVE! My guest this week is Carolyn Bathauer, Vice President for Product Enablement at SalesForce. Today, you'll learn about the following, plus much more: 🌟 The importance of understanding how a seller is asked to do their job and their…
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3 key ways to increase sales results w/ Melissa Regan
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🌟 Tired of sales teams drowning in information overload? Discover how simplifying the sales process can lead to increased results. 👉 The latest Sales Coach Podcast is now LIVE ❗️ My guest this week is Melissa Regan, Director of Global Enablement at Dialpad. Today, you'll learn about the following, plus much more: 🙌 Why enablement needs to serve as …
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By acting as a role model for your reps you can help to shape desired skills, behaviours and results in your reps. The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Jody Geiger, Revenue Enablement Coach at Klue. ⬇️ Today, you'll learn about the following, plus much more: 👍🏻 How to enable learning through shadowing 👍🏻 How to recogni…
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Why sales coaching and enablement matters w/ Nikki Schanzer
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Is coaching implemented in everything you do as a manager? The latest Sales Coach Podcast is now LIVE ❗️ 👉 My guest this week is Nikki Schanzer, Senior Leadership Development Sales Performance Consultant at Linkedin. Today, you'll learn about the following, plus much more: 👍🏻 Why good salespeople don't always make good managers 👍🏻 The 4 core roles …
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How ROR helps Revenue Leaders drive accountability w/ Liz Pulice
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Revenue Operating Rhythm (ROR) is a game-changing strategy that can propel your sales leadership skills to new heights. The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Liz Pulice, Vice President Global GTM Strategy, Operations, and Enablement. 👉 Today, you'll learn about the following, plus much more: 🦁 What is an ROR? 🦁 Why shou…
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Have you ever heard of data driven coaching? The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Stefan Funk, Global Head Data Driven Coaching Programs at SAP ⬇️ Today, you'll learn about the following, plus much more: Why implementing a data-driven approach to your sales coaching practice is effective What metrics should be captured…
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Coaching and Reinforcement Strategies w/ Stacey Justice
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😵💫 What makes a successful sales leader? The latest Sales Coach Podcast is now LIVE ❗️ My guest this week is Stacey Justice, Vice President of Revenue Enablement & Productivity at HashiCorp. 👉🏻 Today, you'll learn about the following, plus much more: ✅ The importance of establishing a repeatable and consistent sales coaching cadence ✅ How to use c…
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😬 When there is a lack of understanding of your audience your enablement delivery is disconnected from reality. So how can it possibly be successful? The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Tas Hirani, Global Director of Product Marketing & Enablement at Aquant. 👉🏻 Today, you'll learn about the following, plus much more: …
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Why a Growth Mindset is important in Sales Coaching w/ Jocelle Sarenpa
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🧠 How does a Growth Mindset v.s. a Fixed Mindset affect your team's performance, and how can you encourage a Growth Mindset way of thinking in your reps? The latest Sales Coach Podcast is now LIVE ❗️ My guest this week is Jocelle Sarenpa, Director of Sales Enablement at Field Nation, Founding Ambassador at the Sales Enablement Collective and Mentor…
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How can you make coaching more deeply engrained, show leaders the impact of coaching and speak the right language to align with your CRO? 👉 The latest Sales Coach Podcast is now LIVE My guest this week is Del Nakhi, Sr. Director at MariaDB. Del has spent more than 15 years driving revenue growth and business transformation for B2B SaaS and B2C comp…
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The importance and benefits of seller certifications w/ Maggie Callahan
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There is hard work to do to obtain a certification, so as a rep, why should they bother? What's in it for them? 👉 The latest Sales Coach Podcast is now LIVE My guest this week is Maggie Callahan, Director of Global Revenue Enablement at OneTrust. Maggie is passionate about enablement and believes in the importance of developing people through genui…
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Why Enablement shouldn't be a buzzword w/ Stephanie Middaugh
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Enablement is often misunderstood and gets pigeonholed... Find out how to open your organisation's eyes to what Sales Enablement actually is and why Sales Enablement is essential to help organisations identify areas to inject positive change. 👉 The latest Sales Coach Podcast is now LIVE My guest this week is Stephanie Middaugh, Founder & CEO at Pho…
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June 15, 2023, As a boy Michael Donald Edwards attended Catholic schools where he was steeped in theology and philosophy and considered becoming a priest or a teacher. He didn’t see a play until college, where he discovered what he was really meant to do with his life. But having given up religion for theater […]…
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June 9, 2023, Musician/Composer/Artist Michael Royal performed in London, Paris, Rome, Amsterdam, Athens, Lisbon, Copenhagen, Tokyo, Bangkok, New York, Los Angeles and throughout the U.S. He worked with Red Rodney, Mel Lewis, Clifford Jordan, George Garzone, Larry Coryell, Emily Remler, Ira Sullivan, and Mark Murphy in addition to his own groups. M…
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Turning insights into action w/ Julie Newhouse
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Turning a 1:1 into an effective coaching session that you can track...it doesn't have to be difficult... 👉 The latest Sales Coach Podcast is now LIVE My guest this week is Julie Newhouse, Director of Revenue Enablement at Bill.com. Julie knows what it takes to be successful as a sales professional and has a long and established career in Enablement…
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