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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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.






Episode #105: Adapt Your Communication Style for Better Sales, with Merrick Rosenberg

How you communicate dramatically affects how well you sell. By adapting your communication style to your customer’s communication style, you can significantly improve outcomes. Join Merrick Rosenberg, CEO of Take Flight Learning and author of The Chameleon, as he shows how to assess your communication style, speed-read your customer's style, and quickly close the gap between the two. The more adaptable you are — and the less you impose your style on your customers — the more easily you’ll...


Episode #104: Your Existing Customers Have the Tools for Your Success, with Steve Rankel

No matter how good your story is, it's not as good as the ones your customers can tell your prospects. Join Steve Rankel, Founder of Value Storytelling, as he shares the best way to reach prospects, build trust, and ultimately close more business. Prospects perceive you through the salesperson trying to convince them of the value of your products. But you can change this. Learn what you’ve done right for your best customers. Learn it from those customers. Share that knowledge to earn trust...


Episode #103: Identify and Reach Your Decision Makers, with Brynne Tillman

Everyone talks about selling to decision makers, but in B2B sales it’s not always clear who they really are. Do you go for budget, power, or that sweet spot in between? Do you start with the economic buyer or the influencers? Join Brynne Tillman, CEO, Social Sales Link, as she shares her methods for identifying which roles to target and how to find the actual people in those roles. Walk away with a new focus on how to find the right people to close deals with. Have questions for Brynne or...


Episode #102: Bring down the house. Sell like an opera singer, with Kunya Rowley

You may not think opera has any bearing on a successful sales career. But think again. Join Kunya Rowley, Assoc. Director, Sales & Customer Service, FOH, as he shares how his art helps him sell. With a lifelong commitment to learning and a strong focus on preparation, Kunya applies lessons from his performance career to closing deals and leading teams. Have questions for Kunya or other guests? Guest: Kunya Rowley...


Episode #101: Contribute Relevant Value to Be Heard, with Jill Harrington

Standing out from other sellers is a constant challenge. But if you think selling benefits will set you apart, think again. Today, everybody’s wise to that approach. Join Jill Harrington, President of salesSHIFT and author of Uncommon Sense, as she shares her methods for gaining (and keeping) the buyer’s attention by going beyond run-of-the-mill benefits. By focusing on listening and understanding your customer’s point of view, you’ll know what’s relevant to them and what evidence you can...


Episode #100: The Best Sales Advice from Our First 100 Episodes, with Lynne Zaledonis

After 100 episodes of the Quotable Podcast, we’ve learned an incredible amount about what works in sales today. But a few moments stand out for their value to today’s practitioners. Join Kevin Micalizzi, Quotable Podcast host, and Lynne Zaledonis, SVP Product Marketing at Salesforce, as they share their favorite clips, insights, and gold nuggets of advice. From Trish Bertuzzi to Jill Konrath you’ll tap into a lightning round of spot-on sales advice from the people making waves in sales...


Episode #99: Effective Sales Hiring, with Jamie Crosbie

While all of us have gone through it at some point in our careers, the hiring process still remains a mystery. Join Jamie Crosbie, Founder and CEO of ProActivate, as she shares insights on what both managers and applicants need to do for more effective hiring. The right skills and mindset make all the difference. Have questions for Jamie or other guests? Guest: Jamie Crosbie ( Host: Kevin Micalizzi...


Episode #98: Power Your Sales Presentations Authentically, with Julie Hansen

If you can act from the heart, you will win your clients over. Julie Hansen, Founder of Performance Sales and Training, and author of Sales Presentations for Dummies and Act Like a Sales Pro, shares how acting skills help bring the best part of you to your presentations and other interactions. Acting is more than memorizing lines; it's understanding what motivates you and your client, and how to tell a compelling story where everyone wins. Have questions for Julie or other guests? Ask...


Quotable Podcast Episode #97: Sales — Art or Science? with David Pier

People often ask if sales is an art or a science. Join David Pier, VP and Practice Lead at Bluewolf, an IBM company, as he explains why sales is both. Even with all the data and technology we have, the art of selling will never go away. New technologies like AI (augmented intelligence) bring more science into selling, but the data is only as good as the action the data informs. Most companies do not have a data problem, they have an insight problem. In other words, their science won’t work...


Episode #96: Customers Want You to Lead and Care, with John Spence

Leadership is the cornerstone of great selling but many reps don’t realize that strong leadership involves showing you care, not just that you're competent. Join John Spence, business expert, speaker, and best-selling author, as he makes the point of sales leadership clear: making customers better at what they do. Have questions for John or other guests? Ask us: Guest: John Spence ( Hosts: Kevin Micalizzi...


Episode #95: Accelerate Growth with a Tightly Aligned CRM, with Brian Vass

Every growing company faces the choice to continue “business as usual” or shake things up to accelerate growth. Find out what it takes to punch the accelerator. Join Brian Vass, VP of Sales and Marketing Technology at Paycor, as he explains why doubling down on CRM and sales and marketing alignment can take sales teams to the next level. By working closely with his sales teams and designing a simple, mobile-friendly CRM process, Vass increased CRM adoption and reduced the overall number of...


Episode #94: Enablement Is Only Part of the Equation, with Deb Calvert

Step beyond enablement to create experiences that touch people at a deeper level. Join Deb Calvert, President of People First Productivity Solutions and author of Stop Selling and Start Leading, as she shows how to create experiences that ennoble, not just enable. Much of sales is so process-driven, customers are offended. Ask purposeful questions to make customers think and demonstrate leadership behaviors — these experiences resonate because they humanize buyers and draw them in. Have...


Episode #93: Video May Be Your Key to LinkedIn Success, with Viveka von Rosen

Every seller wants to stand out from the crowd. Join Viveka von Rosen, Chief Visibility Officer at Vengreso, as she shows how to use video on LinkedIn to set yourself apart. Today customers don’t have to sit through self-promoting content, so your videos will need to deliver value from the start. There are many ways to achieve this — from adding insights on content you share to doing product demos. Whatever road to engagement you choose, make sure you practice on camera until you're...


Episode #92: Sell More with Vision, with Donna Valente

Connecting with prospects is always a challenge. Join Donna Valente, Co-Founder of the Enterprise Sales Institute, as she shares the importance of purpose and passion in selling. Only when you're self-aware and driven by your own passion can you bring the genuine empathy and curiosity required to get inside your buyer's head. Embrace their future vision and allow them to be the expert on their own business. Then you can co-create the solution that will propel your sales. Have questions...


Episode #91: You Don't Own Your Network, with David Burkus

Most salespeople see their networks the wrong way. So says David Burkus, author of Under New Management: How Leading Organizations Are Upending Business as Usual and the upcoming Friend of a Friend: Understanding the Hidden Networks That Can Transform Your Life and Your Career. Join him to learn a better mental model for looking at your networks. Rather than trying to build networks, consider how to strengthen the communities of shared interest that you are already in. Those organic hubs...


Episode #90: Find Good Prospects and Guide Them, with Kendra Lee

Because you work with many buyers, you often know more about one particular buyer’s problems than they do. Join Kendra Lee, Founder of the KLA Group, as she shares why the best prospects need your guidance most of all. Reps may worry that guiding prospects will come across as pushy or bossy, but they forget that they still have more knowledge than their buyers. You hear the challenges all your buyers face and can guide them in the best way to solve them – and the best way to buy. Have...


Episode #89: Continually Add Value to Your CRM, with Larry Davis

In many companies, implementing a CRM is equivalent to freezing it in carbonite. Don’t even think of trying to change it. Join Larry Davis, Sales Operations Product Manager at Boston Scientific, as he shows that, with CRM, you should never accept the status quo. Sales doesn’t sit still and neither should your tools. Only by understanding what's important and what drives action can you make your sales teams more efficient and effective. Software is a living product and should never be...


Episode #88: Triage the Health of Your Sales And Leap from Good to Great, with Lisa Peskin

In selling, good and great are often only a few percentage points apart. Join Lisa Peskin, CEO of Business Development University, as she shares the secrets to triaging your sales so you can find the places where improvement will come most easily. Small tweaks or nudges to attitude, motivation, process, or pipeline can make a huge difference. Knowing what to look for in each of those areas can give you a competitive edge over other sellers. Have questions for Lisa or other Quotable...


Episode #87: Building Your ABM Machine, with Gil Allouche

Leaps in technology are opening up the toolkit of account-based marketing (ABM) to companies of all sizes. Join Gil Allouche, CEO at Metadata.cio, as he highlights the best approaches to expanding your targeted-account efforts, and the best ways to start delivering more leads that sales will love to close. Before you dive in, get your feet wet by testing targeted-account efforts with a few of your best accounts. Always focus on experimenting and automating. As you test and find what works,...


Episode #86: Great Conversations Are the Key to Great Sales, with Howard Brown

Great salespeople can build strong relationships with their customers and prospects because they’re skilled at having great conversations. Join Howard Brown, Founder and CEO of RingDNA, as he shares insights on how the best reps build rapport and grow long-term relationships. Many reps are tempted to ask questions of their prospects with an outcome already in mind. But truly successful conversations require genuine curiosity about the customer’s goals and pain. Asking open-ended questions,...