The Quotable Podcast -- Learn from the best. Sell like the best-logo

The Quotable Podcast -- Learn from the best. Sell like the best

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Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today.

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today.
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United States

Description:

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today.

Twitter:

@quotable

Language:

English


Episodes

Episode #131: Build Your Ideal Seller Profile, with Maria Valdivieso de Uster

1/16/2019
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Many companies know how to use data to find their next great buyer. Fewer know how to wield data to find their next great seller. Join Maria Valdivieso de Uster, Partner, McKinsey & Company, as she shares how how forward-thinking sales leaders take performance management to the next level and directly link and improve the relationship between investing in talent and driving financial value. From identifying the profile of a successful seller to ensuring productivity, companies can...

Duration:00:31:01

Episode #130: Online or Offline, Speak with Influence, with Dr. Laura Sicola

1/9/2019
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Speaking effectively with clients, both online and offline, takes practice and preparation. Dr. Laura Sicola, Founder, Vocal Impact Productions, shares insights on how to improve your own delivery while maintaining a laser focus on the customer's needs. Many customers may not be able to articulate what they truly need. Use your skills to set the tone for the meeting and uncover the information you need to help your customers succeed. https://sforce.co/2VCPbWy Have questions for Laura or...

Duration:00:32:44

Episode #129: For Growth, Follow the Voice of Your Customer, with Tiffani Bova

1/2/2019
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Here’s the thing about finding the right path to growth: There’s never just one path. Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce and author of "Growth IQ", points to the North Star that covers all the paths she’s found most effective: the voice of your customer. That is the true guide to growth for reps, sales leaders, and anyone doing business. https://sforce.co/2TitzwT Have questions for Tiffani or other guests? https://quotable.com/ask Guest:...

Duration:00:34:58

Episode #128: Use AI to Make a Positive Difference, with Tony Hughes

12/19/2018
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Technology has turned up the speed of sales, but it can also turn down the pressure on your sellers, allowing them to more easily hit their numbers. Join Tony Hughes, international keynote speaker and author of "Combo Prospecting," as he explains how AI can make a positive difference for your reps and your customers. By automating your sales process and streamlining every step, AI gives sellers more time to do what they do best: close big deals by solving the biggest problems customers...

Duration:00:33:30

Episode #127: Match Your Customer's Needs. There’s Your Win, with Billy Widner

12/12/2018
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You may have the perfect product for your customer or you may not, but you can always win by focusing on your customer's needs. Billy Widner, Director of Sales at IRIO (Formerly), shares his insights on taking the right approach to developing a relationship with your customers. Only by understanding and addressing their needs can you develop trust and create a lifelong customer – even if that means sacrificing a deal in the short term because it doesn't address their needs. Have questions...

Duration:00:25:57

Episode #126: Selling Empathy in the Age of Metrics, with Natalie Egan

12/5/2018
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Selling a new idea is always challenging, especially when it’s a social concept grounded in emotion. Natalie Egan, Founder and CEO of Translator, is a transgender woman who knows what it’s like to sell as a man and as a woman. Her experience helps guide her approach to selling Translator’s diversity and inclusion (equality-tech) platform. From building credibility to cultivating empathy, she goes beyond the metrics to provide value. Guest: Natalie Egan...

Duration:00:38:01

Episode #125: Build Lasting Relationships: Measure Customer and Employee Experience, with Jason Bradshaw

11/28/2018
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Customer experience is paramount, yet it’s highly dependent on employee experience. Join Jason Bradshaw, Chief Customer Officer at Volkswagen Group Australia and author of "It’s All About CEX!," as he shares why successful companies measure employee experience alongside more traditional customer experience metrics. This approach builds something more valuable than a sales playbook — a culture that supports consistent brand experiences and exceptional individual ones. Have questions for...

Duration:00:35:35

Episode #124: How the Buyer’s Journey Is Changing, with Rachel Orston

11/21/2018
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Yes, it’s tempting to stop mapping the buyer’s journey when the deal closes, but here’s why you should avoid the temptation. The more successful a customer is in using a product, the stronger your relationship with that customer will be. Join Rachel Orsten, CEO at UserIQ, as she shares techniques for defining a successful user of your product and how these techniques can be applied to map the entire buyer’s journey. Have questions for Rachel or other guests?...

Duration:00:28:27

Episode #123: Focus on Outcomes, Not Actions, with Sean Higgins

11/14/2018
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With all the pressure on sellers, it’s easy to get caught in the trap of counting activities. Sean Higgins, Entrepreneur in Residence at Techstars and Founder of ilos, shows how to raise your level of success by shifting what you measure. Find out how to put the focus on outcomes, not actions. Learn why flexible processes leave more room for testing, and what you can do to improve performance whether you’re leading sales or working individual deals. Have questions for Sean or other...

Duration:00:25:47

Episode #122: Win More with Win-Loss Reviews, with Cian McLoughlin

11/7/2018
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Knowing why you win (or lose) can be as important as the actual deal, but less than 10% of B2B sales teams do win-loss reviews. Join Cian McLoughlin, Founder and CEO of Trinity Perspectives and author of Rebirth of a Salesman, as he illuminates the benefits of conducting win/loss analyses and listening humbly to customers. Their feedback isn’t always positive, but it’s always constructive. You can use what you learn to deepen the relationship, provide more benefits, and systematically...

Duration:00:34:57

Episode #121: The Best Sellers Do Not Make the Best Managers, with Alan Benson

10/31/2018
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Did you know that the best worker doesn’t necessarily make the best manager? Alan Benson, Assistant Professor at the Carlson School of Management, set out to test whether this was true with salespeople. Not only is it not true, but his research revealed a negative correlation between a seller’s sales performance and their performance as a manager. So why are those sellers more likely to be promoted? To fix this problem, organizations should look at hiring criteria, compensation, and...

Duration:00:23:51

Episode #120: Train Your Sales Training with CRM Data, with Derek Lundsten

10/24/2018
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Delivering effective sales training today means delivering it the way your learners want to learn it — on their phones on their own schedules. Derek Lundsten, CEO of Scrimmage, shares his insights on how to create training that engages your audience while solving your business problem. He explains the benefits of a data-driven approach where linking CRM data with how reps are using the sales training helps ensure your training is meeting your business goals. Have questions for Derek or...

Duration:00:25:56

Episode #119: Sales Recruitment Is a Seller's Market, with Angela Parsons

10/17/2018
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Good salespeople are more in demand than ever. But succeeding today takes careful preparation, on both sides of the hiring process. Join Angela Parsons, Chief Sales Officer at Xelerate, as she shares the current state of sales recruiting and best practices for those hiring and applying. Sales leaders need to keep their candidate pipeline stocked and honor their ideal candidate profile. Job seekers with a 30/60/90-day post-hire plan are more convincing, especially when backed by ironclad...

Duration:00:26:19

Episode #118: Follow Your Values When Selling, with Ian Faison

10/10/2018
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To truly improve the lives of your customers, start by targeting the right prospects. Ian Faison, Chief Content Officer at The Mission, shares his experience selling to companies with aligned missions. Dig deep to understand the fundamental problems your products solve. Feel the excitement of that transformation. Find prospects who care about the same things you do. Then change their lives. All it takes is deep understanding of your ideal customers, your values, your products, and the points...

Duration:00:31:21

Episode #117: Prospect Better with the Right Process, with Wendy Weiss

10/3/2018
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Some people love cold calling, some hate it. But with the right approach everybody can excel at it. Wendy Weiss, author, speaker, sales trainer, explains why your personal feelings about cold calls don’t matter. Prospecting is a necessary business process, and it can be managed and optimized just like any other business process. With a well-researched step-by-step approach, including who you’re targeting and what you’re going to say, anyone can stand out and drive more business. Have...

Duration:00:28:51

Episode #116: Women for the Win, with Barbara Giamanco

9/26/2018
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Traditionally, sales has been a male-dominated career. But now it pays to start a new tradition. Join Barbara Giamanco, CEO of Social Centered Selling, author of "The New Handshake: Sales Meets Social Media," and host of the “Conversations with Women in Sales” podcast, as she examines new research on gender diversity and how to apply it. Leaders who can improve their recruitment and promotion of women gain an important advantage: a greater diversity of perspectives that ramps up sales...

Duration:00:38:16

Episode #115: Focus Your Sales Training on Results, with Rich Lanchantin

9/19/2018
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Done right, sales training is a very cost-effective way to keep your sellers up to date on what they need to know to succeed. But the wrong training will have the opposite effect. Join Rich Lanchantin, CEO, QStream, as he explains the importance of very precisely curating any training your reps receive. First, bring together a workshop of stakeholders to boil down what needs to be taught, determine the critical pieces of information, and scenarios reps will encounter. Have questions for...

Duration:00:29:35

Episode #114: Create the Right Sales Culture for Customer Success, with Mike Katz

9/12/2018
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Your sales culture gives you a competitive advantage. But you can’t cook it up in the back office; it has to be formed on the front lines where customer contact happens. Join Mike Katz, EVP, T-Mobile for Business, as he shares his strategies for creating the right vision, hiring the right team, and always putting customers at the forefront of every initiative. When you can improve the lives of your customers — by aligning your efforts with your team’s — your life will take a quantum leap...

Duration:00:30:21

Episode #113: Technology and Process Are Your Best Differentiators, with Mike Martin

9/5/2018
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Use your sales technology and process to differentiate your company, products, and yourself in the marketplace. Mike Martin, Director, Indianapolis Delivery Center at Appirio, shares his secrets to getting things right. From cultivating feedback from across your organization to getting the right data into your CRM, there are steps everyone should take to achieve a level of operational excellence that sets them apart. Have questions for Mike or other guests?...

Duration:00:23:19

Episode #112: Solve for the Right Productivity Challenges, with Rob Käll

8/29/2018
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Sales productivity can be measured dozens of ways. Choose the wrong measure for your organization and — guess what — you’ll be wasting your time. Join Rob Käll, CEO of Cien, as he shows how to take an AI-first approach to productivity and reap the rewards of doing so. The total value of a deal, for example, is an easy way to measure rep performance. But it only looks at half of the picture. Find the value of leads given and apply that measure. Then you’ll have a roadmap for taking team...

Duration:00:26:19