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The world's most candid, inspiring sales podcast. With millions of downloads and 750+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance. Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top ...
 
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Becc Holland is founder and CEO of Flip the Script. On today's episode we talk about the biggest challenges facing the sales development function, including some that perhaps are a bit counterintuitive. Like do many SaaS companies actually have too much pipeline? Plus, we dive into the topic of KPIs and try to sort out the useful metrics from the p…
 
Michael Tuso is the Director of Revenue Performance at Chili Piper. On today's episode episode we get into all things revenue performance; starting with what it means and who it affects. Then we dive into exactly how Michael works with the sales team and leadership to plan and measure performance improvement, before talking about new KPIs we can us…
 
Geoff Colvin is the NYTimes best-selling author of a couple of my favorite business books, "Talent is Overrated" and "Humans Are Underrated." On today's episode we dive deep into how technology has been changing the nature of work and what this will mean for sales. We dig into how the definition of great performance is being changed. And why resear…
 
Kraig Swensrud is the Founder and CEO of Qualified. On today's episode, Kraig and I get into why today’s buyers expect real-time, personalized experiences. Plus, we get into why the old Sales Development Rep (SDR) process is leaving pipeline on the table. Learn more about your ad choices. Visit megaphone.fm/adchoices…
 
Justin Michael is the founder of the SalesBorgs, a new community for sales and revops, and he’s joining me on this episode to talk about sales in the future. I like to caveat these conversations with a quote from the Nobel prize winning physicist Nils Bohr, “Prediction is very difficult, especially if it’s about the future.” But, hey, the prospect …
 
Scott Roy and Roy Whitten are co-authors of the book, "Decision Intelligence Selling: Transform the Way Your People Sell." Today we dig into what companies need to do to transform their selling using their RACE transformation equation. Plus, despite all the talk about the "revolution" that has hit sales in the past 10 years, nothing could be furthe…
 
Rick Blake was my first sales manager. He didn’t hire me but he took over as my manager after I’d been selling just a few months. This was a long time ago. If you can do higher math, you can calculate how long ago it was by checking out my LinkedIn profile. Rick retired earlier this year after a long career in sales. He had some BIG jobs along the …
 
Amy Hrehovcik is Channel Director at Sales Hacker, Inc.A few weeks ago I read an article Amy wrote about the mental health challenges that salespeople face day in and day out. What particularly struck me about the article was Amy’s courage in revealing and talking about her own struggles with mental health. So, I asked Amy to come join us on this s…
 
Jonah Berger is a professor at Wharton business school and author of a new book titled, "The Catalyst: How to Change Anyone’s Mind." There's a passage in it that stands out, "Behavioral scientist Kurt Lewin once noted, 'If you want to truly understand something, try to change it.' But the reverse is also true. To truly change something, you need to…
 
Stephen M.R. Covey is a New York Times bestselling author of one of my all-time favorite business books, "The Speed of Trust." It’s on my list of books that should be required reading for anyone in sales. There is no better book at explaining the impact of trust on business. This episode was recorded in late 2017 but the subject of trust is timeles…
 
Steven Rosen is a well-known sales leadership coach and author of the book, “The Sales Managers Success Guide: 52 Sales Management Tips.” In this episode we’re talking about sales coaching. It’s a topic I talk about a lot on this show. With good reason. Research says that sales coaching is the #1 sales management activity that drives improvement in…
 
Sangram Vajre is the co-founder and chief evangelist of Terminus and host of the FlipMyFunnel podcast. This is such a fun conversation. Sangram is big thinker. We talk about fine tuning your message. We get into one of Sangram’s current passions: being intentional and creating community. We also get into personal improvement and leadership’s role i…
 
On today's episode, Tom Williams the CEO of DealPoint and I discuss what the impact of WFH is on the buying group, the stakeholders, if the informal collaboration that existed in the office is gone? How does that affect each stage of the buying process? Then we'll dig into when changes in buying behaviors should impact how you sell. Learn more abou…
 
On today's episode my guest is Karin Hurt, author of the book "Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates." Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have…
 
On today's special episode, Chris Anthony (VP of US Consumer Goods at SalesForce) and Robert "Moe" Moeller (former US Navy Seal and Director of Military Teams sales at WHOOP) discuss their work with the Seal Future Foundation, an organization dedicated to helping Navy SEALs successfully make the transition into sales. Seal Future Foundation: https:…
 
Art Sobczak is author of one of the classic sales books, "Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling." In today's episode, we talk about the essential and practical takeaways from Art’s book. We’ll dig into how to get a win on every call and how to eliminate the term “rejection” in your proactive calling. Plus, Art s…
 
Robert Cialdini is the NYTimes best-selling author of Influence: The Psychology of Persuasion as well his latest book, Pre-Suasion: A revolutionary Way to Influence and Persuade. He's also The Regents Professor Emeritus of Psychology and Marketing at Arizona State University. In this episode, Dr, CIaldini shares what savvy communicators do BEFORE d…
 
On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will …
 
On today's episode, Rachel Mae (Director of Sales for ASalesGuy) and Keenan (CEO of ASalesGuy and author of GAP Selling). Two weeks ago Rachel shared a story on LinkedIn about a cold call she made to a VP of Sales. In this brief call she encountered the kind of casual sexism that pervades much of the sales world. Rachel had had enough. And in a cou…
 
Ralph Barsi is Global VP of Inside Sales at Tray.io and one of the most respected voices in modern sales. He’s one of my favorite people to talk with about books. He’s an incredible reader. About sales. About anything. In today's episode, in addition to books, Ralph and I discuss how much responsibility sellers have for their own development. One o…
 
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy Learn more about your ad choices. Visit megapho…
 
Mike Robbins is a former professional baseball player, motivational speaker, and author of an interesting book titled, "We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging." Now here’s the thing about this book. As I was reading it, I kept thinking, well, this applies to sales and that applies to sales. In …
 
Morgan J Ingram is the Director of Sales Execution and Evolution at JB Sales Training. He's host of The SDR Chronicles and Muffins with Morgan on Linkedin LIVE. Honestly, I get tired just thinking about everything he does. In today's episode, we spend some time talking about…Morgan. I was really interested to learn about his story, as he’s made a b…
 
John Reid is the founder of the sales advisory firm JMReid Group and author of the book, "Moving from Models to Mindset: Rethinking the Sales Conversation." On today's episode, John and I find ourselves in violent agreement about (most of) the main points of his book. We dig into why so many of our sales training dollars are misspent. Most of you k…
 
Chad Burmeister is the founder of ScaleX.ai and Salesclass.ai, as well as host of the AI for Sales podcast. Today we’re going to talk about how the pandemic presents an opportunity to transform some of the obsolete practices and processes that limit future sales growth. _ Arm your team with the tools they need to work from anywhere. Watch the video…
 
Justin Welsh is an SMB SaaS advisor and executive mentor who enables founders to drive scalable growth. He recently led LA-based PatientPop from $0 to $50M in recurring revenue. On today's episode, we get serious about a topic Justin believes more sellers should be paying attention to: building your own brand as a seller. I enjoy having the opportu…
 
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