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

Want to dig into the data around recent trends in sales management? Join this episode for Cory and Andy's discussion.By Cory Bray

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

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

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…

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.…

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

"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

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.…

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

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…

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

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.…

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

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

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

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

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

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

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

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

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…

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

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

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

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

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…

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…

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 …

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

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…

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

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 …

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

What is a fractional go-to-market team and when do you need one? Check out this episode with Holly Roland.By Cory Bray

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

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

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

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

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…

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…

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

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

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

Ready to unlock the power of win-loss analysis for your business? Join us in this captivating conversation with Spencer Dent, co-founder of Clozd, as we unpack this crucial tool for business success. From understanding why you're losing or winning deals, to optimizing your strategies, and enhancing product development, we explore how win-loss analy…

Get ready to master the art of sales coaching with Casey Story, the Director of Go to Market Strategy at Vital Software. We're going to dismantle the myths and misconceptions around overuse and misuse of coaching in sales organizations.By Cory Bray

Spekit CEO Melanie Fellay joins Cory to discuss how companies are driving software and content adoption. The conversation also touches on the idea of "tech consolidation" and the role sales enablement plays to ensure that what exists is better used by sellers to drive day-to-day impact.By Cory Bray

Ryan is back for a short episode where he shares his thoughts around if sales development should report to sales or marketing. He has a thought-provoking and interesting take on the topic that you can digest faster than you can drink a cup of coffee (probably).By Cory Bray

Ryan is the founder and CEO of Salesgevity, and outsourced prospecting firm. We dig into the pros and cons of outsourcing prospecting vs. having it in-house at different stages of a company's lifecycle. If you've thought about this topic. If you need more leads and are trying to figure out where to invest, check out this episode.…

Salespeople already have quotas...do they need OKRs too? Are OKRs a good fit for management or enablement folks? Neil and Cory dig into this topic in a debate-style format.By Cory Bray