Cory Bray, 8x author and co-founder of CoachCRM, digs into hot sales management topics.
…
continue reading
![Artwork](/static/images/128pixel.png)
1
80. Sales Fundamentals, Coaching, and Consistency with Eric Hamilton
21:44
21:44
Play later
Play later
Lists
Like
Liked
21:44
We were tight on time, but we recorded a great episode that's high-energy and packed with actionable takeaways. Eric is a sharp sales leader who just released a new book: The Sales Blueprint. Check it out on Amazon.By Cory Bray
…
continue reading
You can go inbound. You can go outbound. You can use nearbound. Or...you can combine them all into Allbound. It's harder. It takes process orchestration. But it pays dividends. Check out my conversation with allbound expert Evan Dunn.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
78. Fractional vs. Full-Time Leadership / Enablement with Alex Boyd
36:43
36:43
Play later
Play later
Lists
Like
Liked
36:43
There are a lot of fractional sales leaders out there. Some are amazing folks who are doing it as a part-time thing while focusing life in other areas. Some are unemployed, not that great, and desperate to pay the mortgage. Thus, hiring one is a dangerous game and some advise against it. But should you hire fractional? For what functions? When? How…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
77. Email Deliverability with Jesse Ouellette
34:23
34:23
Play later
Play later
Lists
Like
Liked
34:23
One of the most overlooked topics in prospecting is email deliverability. If your company does email prospecting and you don't have an expert (not an intern) setup and monitors deliverability, you need to listen to this episode. I learned a lot!By Cory Bray
…
continue reading
Call scorecards are often used wrong. Teams use 1-5 scales. Teams score calls and have reps self-absorb feedback. Scorecards are not used for periodic team / individual assessments. If any of these topics are interesting, dig into this high-energy discussion around a topic I love and many struggle to get right.…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
75. The first 90 days as a sales development leader with Paul Matthew
32:10
32:10
Play later
Play later
Lists
Like
Liked
32:10
What is an SDR leader thinking about in their first 90 days? This episode digs into how Paul thinks about preparing for and executing within his new position. If you're going into a new role or hiring someone as a new manager, this episode is worth a listen!By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
74. Sales Enablement ROI with Kieran Smith
52:51
52:51
Play later
Play later
Lists
Like
Liked
52:51
Some say sales enablement activities must drive ROI or else not be done. Some say measuring ROI is hard or impossible. We explore this topic in detail in this episode so you can get some ideas as you decide to stand up or expand an enablement operation in your business.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
73. Sales Management Research Report Findings with Andy Springer
45:31
45:31
Play later
Play later
Lists
Like
Liked
45:31
Want to dig into the data around recent trends in sales management? Join this episode for Cory and Andy's discussion.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
72. Product-Market Fit Mastery and Sales-Driven Innovation with Praveen Ghanta
42:21
42:21
Play later
Play later
Lists
Like
Liked
42:21
We talk about how sales teams can benefit from and help drive product evolution in small and larger companies. This episode is especially useful for aspiring senior execs who want to break out of their sales bubble into overall company leadership.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
71. Sharpening Sales Management Mastery with Justin Michael and Julia Nimchinski
44:04
44:04
Play later
Play later
Lists
Like
Liked
44:04
In the business world, some slow down or stop their professional development, while some push it forward. The latter tend to see outsized success. In this episode you'll hear some specific examples from folks who work with senior leaders to push it to the next level.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
70. The Dunning-Kruger Effect with Mike Kunkle
55:22
55:22
Play later
Play later
Lists
Like
Liked
55:22
The Dunning Kruger effect is something all managers should understand. A pre-mature illusion of mastery is dangerous, as is taking advice from people on social media who are confident they have it all figured out...when they've just in fact started their journey. Join us and think about how you can insulate your team from this power force that's ev…
…
continue reading
If you're looking for a tactical way to get more out of your team and recognize your top performers along the way, this episode is for you! Steve has a great approach to recognizing the strengths of people across his teams and putting them in the position to coach their peers...making everyone (and the company) better along the way.…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
68. Navigating the First 90 Days in Sales Leadership with Eric Reavey
48:55
48:55
Play later
Play later
Lists
Like
Liked
48:55
Are you starting a new sales management job soon? Or are you onboarding sales managers? Either way, this isn't the most well documented path and sales enablement often gets pulled in other directions, leaving new managers to fend for themselves.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
67. Teaching others builds YOUR skillset with Mike Flournoy
46:00
46:00
Play later
Play later
Lists
Like
Liked
46:00
"Those who can't do, teach" is borderline idiotic. Teaching, in fact, is one of the best ways to solidify and continue your learning of a topic. In this episode, we talk about how current and aspiring sales leaders can leverage this fact as a superpower.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
66. European Market Strategy with Silicon Valley Insights with Seth Olsen
31:57
31:57
Play later
Play later
Lists
Like
Liked
31:57
Ever wondered how a Silicon Valley insider transitions to mastering the European market's diverse tapestry? Seth Olsen, country manager for UKI and the Nordics at MicroStrategy, joins me for a riveting discussion that promises to unlock the secrets of navigating the complex world of international sales.…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
65. Optimizing your CRM with Kevin Ascher
52:54
52:54
Play later
Play later
Lists
Like
Liked
52:54
Is your CRM driving value in your business, or just something that people see as an administrative burden? If the latter, check out this episode where I talk with Kevin, an expert in how companies get the most out of their CRMs.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
64. What's the right amount of sales enablement and ops as you scale? with Ryan Vanshur
49:52
49:52
Play later
Play later
Lists
Like
Liked
49:52
Ryan has a unique perspective as he went to a founder to the person who started, scaled, and handed off the sales management, operations, and enablement roles at his company. He came back in to re-work them at different milestones and when the owner of the role departed. Companies often do "too much stuff" in some areas and ignore key priorities in…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
63. Conversational Intelligence with Avoma CEO Aditya Kothadiya
46:45
46:45
Play later
Play later
Lists
Like
Liked
46:45
We've all heard of conversational intelligence software. It's very powerful, and in this episode, I go deep into the present and future with the CEO of one of the most innovative companies in the space.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
62. Sales Forecasting with Reid Chaloupka
47:32
47:32
Play later
Play later
Lists
Like
Liked
47:32
Forecasting is critically important for salespeople and sales leadership alike. It's also one area where there are vendors pushing AI technology on one side and others saying it's 4th grade math. Prior to this episode I had spent a lot of time thinking about forecasting and when Reid reached out to chat, I couldn't resist the opportunity.…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
61. AI-Powered Sales with Woody Klemetson from AskElephant.AI
29:05
29:05
Play later
Play later
Lists
Like
Liked
29:05
Woody led the sales team at Divvy from the beginning to their $2.5 billion acquisition. Now, he's building Elephant to take advantage of his insights into the world of B2B sales and what's currently going on in the market with AI. Join us for this tech-meets-sales conversation.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
60. Product-Led Sales with Brendan Short
1:30:25
1:30:25
Play later
Play later
Lists
Like
Liked
1:30:25
Brendan joins me live in the studio for a 90-min episode where we dig into Product-Led Sales. We also talk about his experience moving from a founder to a VP inside of the acquirer.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
59. Mastering Change Management with Del Nakhi
48:55
48:55
Play later
Play later
Lists
Like
Liked
48:55
Change management is the make-or-break when it comes to making sales training and enablement programs successful. In this episode, we dig into several actionable tactics companies can use to up-level their change management programs with little to moderate effort.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
58. Maximizing Sales Team Potential through Effective Coaching with Vanessa Metcalf
34:19
34:19
Play later
Play later
Lists
Like
Liked
34:19
You all know what I think about coaching, so I brought on another coaching enthusiast to banter about how to build and scale effective coaching cultures within B2B companies.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
57. Managing Multiple Teams in the Revenue Org with Andrew Sweet
46:33
46:33
Play later
Play later
Lists
Like
Liked
46:33
We dig into the life of a frontline sales leader who is charged with managing multiple teams with different functions. In growing orgs, this role often appears and there is no clear-cut roadmap. Andrew walks us through his approach and how he's found success.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
56. Improving Sales Skills Through Practice with Jonathan Mahan
48:52
48:52
Play later
Play later
Lists
Like
Liked
48:52
Are your salespeople practicing during the game, or are they practicing in practice to get ready for the game? In this episode we dig into actionable tactics to make intentional and productive practice a reality in the world of B2B sales.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
55. Give your best leads to your best salespeople with Bryan Elsesser
39:34
39:34
Play later
Play later
Lists
Like
Liked
39:34
There used to be a saying in pro basketball "Give the ball to Jordan." In this episode we talk about the case for giving the best leads to the best sellers and what to do with everyone else.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
54. Leadership Battles: From Army Ranger to Tech Entrepreneur with Kyle Morris
45:44
45:44
Play later
Play later
Lists
Like
Liked
45:44
Kyle is the co-founder of Kicksaw, one of the top revenue operations consulting firms in the tech world. In this episode, we dig into the lessons he learned as an Army Ranger and how these can be applied in the world of business.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
53. Revolutionizing Reading Retention and Lifelong Learning with Dan Doyon from Readwise
33:02
33:02
Play later
Play later
Lists
Like
Liked
33:02
Ever feel like the knowledge from a book slips through your memory like sand through your fingers? Frustrated that your team forgets things that they should / need to know? In this episode, Dan, the co-founder of Readwise, joins me to discuss reading retention and some of the great opportunities that modern technology offers to make us better lifel…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
52. Diversify your career experience to win with Dan Hebert
38:28
38:28
Play later
Play later
Lists
Like
Liked
38:28
Dan's had every job in the revenue org and they've helped him build quite the career. As you think about developing talent in your org, check out this episode for an alternative viewpoint to the straight-line career path we often see in sales.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
51. Breaking into SaaS + Leadership from the Outside with Brennen Grone
36:14
36:14
Play later
Play later
Lists
Like
Liked
36:14
I'm asked all the time about how to break into tech sales and tech sales management. In this episode, we talk with Brennen about his career that has multiple stops outside and then inside tech sales and leadership.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
50. Developing and Managing Sales Development Managers with Jimmy Chen
50:44
50:44
Play later
Play later
Lists
Like
Liked
50:44
Jimmy and Cory dig deep into actionable tactics to develop and manage sales development managers, a topic that so many companies get wrong. If you have SDR/BDR managers in your org or if you aspire to be one day, dig into this episode for some takeaways you can put into place today!By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
49. Product Enablement with Adriana Romero
38:20
38:20
Play later
Play later
Lists
Like
Liked
38:20
Adriana recently moved from a sales enablement role to one in product enablement. Join us for this discussion to figure out why that matters and how enabling product can have a massive downstream impact on sales.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
48. Leveraging YOUR Executives to Close Deals with Alice Heiman
34:59
34:59
Play later
Play later
Lists
Like
Liked
34:59
Ever wonder how the best salespeople engage their internal executives to help close deals? We're not talking about bringing a sales manager on to be a super closer...we're talking about mobilizing the executive team to help your team win winnable deals that might otherwise be in jeopardy. If your team doesn't have a process and training around this…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
47. Sales Leadership and Ops with Taft Love
1:38:07
1:38:07
Play later
Play later
Lists
Like
Liked
1:38:07
Ever wondered how an ex-cop turned sales leader navigates the world of startups and tech? Meet Taft Love, who transitioned from law enforcement to sales and now uses his unique skill set to lead sales development teams and consult for businesses. He shares his incredible journey from being a small-town police officer to an investigator, and then fi…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
46. Boosting Sales Performance with Athletes and Veterans with JR Butler
32:12
32:12
Play later
Play later
Lists
Like
Liked
32:12
Ever wondered why your sales team may be missing the mark? Imagine the potential of integrating the grit, determination and teamwork capabilities of athletes and military veterans into your sales force. Our guest, JR Butler, founder and CEO of the Shift Group, unpacks the distinct advantages of this approach. In our candid chat with JR, we explore …
…
continue reading
![Artwork](/static/images/128pixel.png)
1
45. Resilience as Your Super Power with Gayle Charach
39:52
39:52
Play later
Play later
Lists
Like
Liked
39:52
Ever felt like you're sailing through stormy seas, both in your professional and personal life? You're not alone. Join me as I sit down with Gayle Charach, a seasoned resilience coach, to dive deep into navigating life's turbulent waters.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
44. Leveraging Microcontent for Effective Sales with Phil Gerbyshak
34:01
34:01
Play later
Play later
Lists
Like
Liked
34:01
What if you could transform long form content into bite-sized, digestible pieces that resonate with your customers? On this episode, our guest Phil Gerbyshak, a powerhouse in the world of sales, will guide us on how the best sales teams are harnessing the power of microcontent. We're taking a deep dive into the art of distilling complex content and…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
43. Partnerships & Nearbound with Jared Fuller
46:46
46:46
Play later
Play later
Lists
Like
Liked
46:46
Want to get more out of your partner channel? Or want to set one up for the first time? Jared is the expert in this area and you won't want to miss his advice on this intense episode.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
42. Decoding Product Market Fit with Richard Purcell
49:09
49:09
Play later
Play later
Lists
Like
Liked
49:09
Prepare to step into an enlightening conversation with Richard Purcell, a seasoned pro with over a decade of experience shaping early-stage SaaS companies. Together, we'll decode the concept of product market fit, probing if it's binary or a spectrum. We explore the crucial role of the sales team in a company with strong product market fit and the …
…
continue reading
![Artwork](/static/images/128pixel.png)
1
41. Sales <> Product Alignment with Christian Palmer
40:57
40:57
Play later
Play later
Lists
Like
Liked
40:57
Does your sales team understand what they can do to impact the future state of your company's product or service? Sales <> product alignment is a huge gap in many companies...tune in to figure out how to identify and fix this gap.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
40. Fractional Go-to-Market with Holly Roland
47:10
47:10
Play later
Play later
Lists
Like
Liked
47:10
What is a fractional go-to-market team and when do you need one? Check out this episode with Holly Roland.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
39. In-Office or Remote for Sales Development Teams with Sam Burns
42:47
42:47
Play later
Play later
Lists
Like
Liked
42:47
Sam has been leading sales development teams for a decade and has some great insight into the pros and cons of building in-person vs. remote teams.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
38. International Sales Management with Carl Carell
47:11
47:11
Play later
Play later
Lists
Like
Liked
47:11
Carl is the co-founder and chief revenue officer of GetAccept, a rapidly-growing SaaS company with offices around the world. In this episode, he shares how they grew a strong international presence throughout Europe and beyond.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
37. Unlocking the Power of Community in B2B Sales with Dan Cmejla
52:20
52:20
Play later
Play later
Lists
Like
Liked
52:20
Dan is the VP of Community at Apollo.io and previously led one of the strongest communities I've ever seen created, Modern Sales Pros. If you are thinking about how to develop business through the power of community, or are just curious what that even means, check out this insightful episode.By Cory Bray
…
continue reading
Ryan is an amazing entrepreneur who has sold more companies than most people have started. In this episode, we dig into one of the key reasons for his success...a deep understanding of "the math of sales."By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
35. From enablement to front-line management with Jenni Payne
40:51
40:51
Play later
Play later
Lists
Like
Liked
40:51
Jenni Payne is on a journey that few take but, in my opinion, many should...where she moved from sales enablement to front-line sales management. Strong enablement skills make strong managers. Strong sales management experience builds a great foundation for an enablement career. It's some of the best cross-training a person can do. Cory and Jenni d…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
34. Working with External Recruiters with Chuck Brotman
47:25
47:25
Play later
Play later
Lists
Like
Liked
47:25
Just when you thought recruitment was straightforward, Chuck Brotman, co-founder of Blueprint Expansion, joins us to shake things up. Be ready to challenge your current hiring process as Chuck reveals the immense value of working with external recruiters; not just for sourcing candidates, but for a complete, successful recruitment process. Chuck al…
…
continue reading
![Artwork](/static/images/128pixel.png)
1
33. The First 90 Days as a VP of Sales with Devin Williams
52:08
52:08
Play later
Play later
Lists
Like
Liked
52:08
Devin recently started as the VP of Sales at a new company. In this episode, he talks about how he's approaching his first 90 days in this new leadership role.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
32. Demos to Drive Revenue with Mor Assouline
43:53
43:53
Play later
Play later
Lists
Like
Liked
43:53
Do your team's deals stall after demo? Are the demos engaging? Are your demos actually fulfilling their purpose? If there's any doubt in your mind, check out this episode where Mor and Cory dig into how the best teams demo their products.By Cory Bray
…
continue reading
![Artwork](/static/images/128pixel.png)
1
31. Taking Advice from People on LinkedIn with Greg Smith
36:11
36:11
Play later
Play later
Lists
Like
Liked
36:11
If your team is taking advice from "thought leaders" or "influencers" on social media, check out this episode as Greg and Cory discuss their take on the topic.By Cory Bray
…
continue reading