Sales Tech Podcast

The Critical Role of Revenue Enablement in Sales with Juniper’s Hang Black Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Hang Black, Vice President of Global Revenue and Enablement at Juniper Networks. In her role at Juniper, Hang supercharges the sales and service community within her company to help them sell more and close bigger deals. Hang has a unique Revenue Enablement origin story which she shares today with Thom. They touch on how Revenue Enablement works, what smaller companies need to know about it, and what Hang wishes every sales professional knew about the work she does. Finally, Hang shares the inspiration behind her book, Embrace Your Edge, and provides advice to those looking to make a major career change. What We Covered: 00:39 – Thom introduces today’s guest, Hang Black, VP of Global Revenue and Enablement at Juniper Networks, who shares her Revenue Operations origin story 02:02 – Skills Hang took from her Engineering background that have been integral in her sales career 03:51 – How Hang defines Revenue Enablement and how it’s been a critical component of closing bigger deals 05:17 – Hang shares her thoughts on the evolution of sales technology 06:16 – How to get sales professionals to embrace and utilize new sales tech stack 08:43 – Advice Hang would give to smaller companies on how to approach Revenue Enablement 10:58 – Hang speculates on the future of Revenue Enablement and sales technology 11:47 – One thing Hang wishes all salespeople knew about Revenue Enablement 12:28 – Hang talks about her book, Embrace Your Edge 13:37 – Advice Hang would give to those with diverse backgrounds looking to make a significant career change 16:00 – Thom thanks Hang for joining the show and let’s listeners know where to connect with her Tweetable Quotes: “I always say I started engineering because I like numbers and I like complex problems. I ended up in sales because I like numbers with dollar signs in front of them a lot better.” (01:49) (Hang) “It took me a while to shed the skin of ‘I know better than the salespeople do.’ It’s not until you sit under the umbrella of sales that you actually understand that we are the ones who have the privilege to represent the voice of the customer and what they need.” (03:11) (Hang) “The customer journey is no longer a linear model; it’s an infinity model. Customers can enter and exit at any moment or any point. Just because you close a deal doesn’t mean that you don’t have to continue to nurture them through their experience.” (04:49) (Hang) “I’d rather have one or two tools that are very good at certain things than having a tool that says that it does everything and not well.” (08:35) (Hang) “The future is continued consolidation, I believe. And I do think that the tool stacks will definitely start collapsing, the vendors will start collapsing, which will make jobs for people like me a lot easier. But just as they collapse, there will be more technology and more innovations around the corner.” (11:04) (Hang) “I would hope the sellers know that we’ve got your best intentions. We’re not trying to feed you too much stuff, even though you will probably get too much stuff.” (11:55) (Hang) Links Mentioned: Hang Black on LinkedIn Hang Black Website Juniper Networks Embrace Your Edge: Pave Your Own Path as an Immigrant Woman in the Workplace

The Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan Milligan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Director of Revenue Operations at QuotaPath, Ryan Milligan. In his role, Ryan works to help and support sales teams with their sales tech processes so that they can do their jobs better and hit quota. Ryan is passionate about connecting systems together, building scalable processes, and geeking out on sales technology. Today, Thom and Ryan engage in a rich discussion about the evolution of Revenue Operations, the relationship between Marketing and Sales, and how the future of sales will require a balance between automation and personability. What We Covered: 00:36 – Thom introduces today’s guest, Ryan Milligan, Director of Revenue Operations at QuotaPath who discusses his buying process and the evolution of Revenue Operations 08:51 – How to get sales professionals to utilize their sales tech stack 12:27 – How Revenue Operations can be a bridge for sales professionals 14:17 – The biggest challenges Ryan faces in the Revenue Operations space 15:28 – How to measure success once you’ve implemented a new sales technology 17:38 – Ryan speculates on the future of sales tech 20:06 – Will traditional sales professionals become automated out of their roles? 22:26 – The personal aspect of sales 24:05 – One message Ryan would relay to every sales professional 25:47 – Thom thanks Ryan for joining the show and let’s listeners know where to connect with him. Tweetable Quotes: “I think people are realizing that Marketing and Sales need to be super tightly connected. I think, historically in this world, there was this invisible fence where Marketing gets leads and throws them over the fence for Sales to run with. And I think people are realizing that decision cycles are much more complicated, the buyers are much smarter and everything is getting much more crowded.” (04:02) (Ryan) “I, very intentionally, want to be incredibly and closely aligned to a sales team. It is sales tech. You’re doing systems to help a team.” (11:29) (Ryan) “I think you’re going to continue to see a massive amount of automation in these sales processes, but I think you’re also gonna see a lot of people wanting to make sure, as customers, that the automation is still feeling very personalized and finding new paths to talk to customers.” (19:07) (Ryan) “It’s a shame that you can’t be in-person as much for sure. But it does give you access to people all over the globe.” (23:26) (Ryan) Links Mentioned: Ryan Milligan on LinkedIn QuotaPath ryan.milligan@quotapath.com

Tune & See with Revenue Grid’s Vlad Voskresensky Vlad Voskresensky is the co-founder and CEO of Revenue Grid, a leading AI Guided Selling Platform that nudges sales teams with step-by-step guidance towards actions that bring the best results, shows deals at risk, and prioritizes tactics with the greatest impact. Vlad has been driving the product vision and leading the company’s technology direction for over a decade, reinforced with more than 20 years of deep expertise in connecting enterprise (CRM systems) and personal environments. Vlad gained numerous helpful insights while collaborating with such tech giants as Salesforce, Oracle, SAP, as well as other Fortune 100 companies in the field of business workflows automation, sales enablement, sales, and service acceleration. Today, Scott and Vlad sit down to talk all about the work Vlad is doing at Revenue Grid, what it means to embrace the rise of sales technology, and what the best sales organizations are implementing to excel in this competitive industry. Vlad dives deep and explains the difference between Guided Selling and Revenue Intelligence. Scott and Vlad discuss the importance of relationship building and differentiation in sales. Finally, Vlad speaks to productivity trends he has noticed in other organizations, the ‘why’ behind data, and the challenges of adapting to our new world and society that has increasingly become remote. What We Covered: 00:54 – Scott introduces today’s guest, Vlad Voskresensky 01:07 – The top three things Vlad has noticed about the best sales leaders and organizations 01:45 – Number One: Differentiation 02:29 – Number Two: Implementing the Latest Tech Stack 03:25 – Number Three: Adapting to this new ‘Remote World’ 04:05 – Vlad expounds on his background and his company, Revenue Grid 08:31 – ‘Revenue Intelligence’ vs. ‘Guided Selling’ 14:03 – The rise of Sales Ops roles and increasing tech stack 18:27 – Scott takes a moment to promote the upcoming Sales Tech Expo 20:28 – What’s missing from the current sales tech stack 21:49 – Why all conversations are not created equal 25:17 – Relationship building and other best practices for differentiation 28:23 – Vlad reiterates the importance of Sales Operations 30:57 – Trends Vlad has noticed that organizations utilize to increase productivity 34:06 – The ‘Why’ behind the data 38:07 – Zoom vs. audio-only phone calls 43:58 – How listeners can learn more about Revenue Grid 44:35 – Scott thanks Vlad for joining the show today Tweetable Quotes: “I would say that there are three pillars of value in any revenue intelligence platform, and we are no exception. And these are: capturing the data from where it should be captured, putting the data into play and providing the meaningful insights for sales leadership and sales reps, literally guiding them through the next steps.” (04:34) “Revenue Intelligence is the answer to the question, ‘what?’ While Guided Selling is the response to the question, ‘How?’” (09:05) “You may think that your problem is with quality of leads. But then, after the analysis, you may figure out that the problem is with the quality of speech you deliver to those leads.” (21:18) “There is one very interesting conversation I had with a RevOps guru. He said, ‘Look, there are no silver bullets which you may start doing in your sales org that others are not doing. And even if you find that silver bullet, the next day your competitors will be doing the same.’” (36:24) Links Mentioned: scott@top1.fm 2022 Sales Success Summit Vlad Voskresensky on LinkedIn

Throw Down a Challenge with Dan Heffernan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with sales guru, Dan Heffernan. Dan is the Chief Growth Officer at Dale Carnegie, and he works with customers all over the world, helping them grow their teams and shape their cultures. Dale Carnegie is a unique company because they actually work in eighty-eight countries. They do training in thirty-five different languages and they have over three thousand trainings. To say that Dan knows a little bit about sales, sales training and sales technology would be a gross understatement! Today, Thom and Dan talk about the many offerings Dale Carnegie provides to their clients and customers. Dan expounds on his role as Chief Growth Officer and shares what he wishes everyone knew about sales technology. Finally, Dan speaks to the impact the global pandemic has had on sales on B2B sales and the important role face-to-face interaction continues to play in sales. What We Covered: 00:38 – Thom introduces today’s guest, Dan Heffernan, who joins the show to share his background in sales, sales training, and sales technology 02:12 – How sales managers can ensure sales professionals utilize the sales tech available to them 03:42 – Dan talks about the company he works for, Dale Carnegie, and some of the unique tools they offer their clients 06:02 – Dan expounds on his role as Chief Growth Officer and what he wishes more people knew about sales technology 07:33 – Areas where Dan hopes his organization can improve upon 08:17 – Social selling 10:05 – Dan talks about some of the most exciting innovations we’ve seen in sales tech and speculates on what the future may hold 11:12 – Tools Dan is currently using to sell to those in a buying cycle 13:01 – How a global company approaches sales technology 15:01 – How the global pandemic has changed B2B 18:23 – The importance of face-to-face interactions in sales 21:00 – What Dan wishes every sales leader understood about sales technology 22:33 – Thom thanks Dan for joining the show and let’s listeners know where to connect with him Tweetable Quotes: “No matter how big your company is, adoption is always a challenge because sales reps usually have their own flow and their own focus. They know what works for them and trying something new could get in the way of their production. And salespeople avoid that for obvious reasons.” (02:37) “Sales reps and sales leaders that are effective are all doing the same thing. They’re testing something, making sure it works and they’re finding success and sharing that success quickly.” (07:19) “Social selling is a world where buyers are doing most of the decision making independently before they have to engage with a salesperson. And so we need to make that easy for them.” (09:35) “I’m excited about the whole idea that, as salespeople, we no longer should be wasting our time selling to people who don’t want to buy. And that we’ve got an opportunity to really just be selling to those who are buying because we know who’s buying now.” (10:33) “If we’re feeling like our sales reps and our teams and our leaders are wasting time selling to people who will never buy our products then we’re definitely not using technology the right way.” (22:16) Links Mentioned: Dan Heffernan on LinkedIn Dale Carnegie Website Dan Heffernan's Email – dan.heffernan@dalecarnegie.com

Enhancing Sales Relationships Through Technology with Quantum Computing’s Dave Morris Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with friend and Chief Revenue Officer (CRO) at Quantum Computing, David Morris. Quantum Computing is a cloud-based quantum software vendor, offering ready-to-run software for complex constrained optimization computations. Today, Thom and Dave dive deep into Dave’s eclectic sales background in enterprise sales and distribution. Dave has always been a scrappy salesperson looking to push out the latest fresh ideas that enhance his ability to sell. Dave explains the concepts of expected value, the importance of profitability while selling, and why relationships in sales will always matter regardless of the evolution of sales technology. He provides best practices for sales professionals to fully take advantage of sales technology and speculate on what the future holds. What We Covered:: 00:39 – Thom introduces today’s guest, Dave Morris, CRO at Quantum Computing who explains its mission and the work he does there 03:43 – The biggest changes Dave has observed throughout his nearly three decades of sales experience 05:09 – Dave speaks to the evolution in sales technology and what’s going on today 08:57 – Dave provides his thoughts on those who think automation will replace salespeople 10:18 – Dave stresses the importance of profitability and profit margin in sales 12:37 – Expected value explained 14:22 – Best practices companies can utilize to get sales professionals to utilize their sales tech stack 16:23 – How to funnel these sales tech tools upward to executives and the C-Suite 18:02 – What are the most successful sales professionals doing right with sales tech 20:00 – What sales professionals are doing wrong 21:32 – Dave speculates on the future of sales tech 25:14 – The best tip Dave would give to sales professionals 26:48 – Thom thanks Dave for joining the show and let’s listeners know where to connect with him Tweetable Quotes: “Quantum Computing is the next generation of computing.” (02:23) (David) “What people are really looking for is a business advisor. They’re looking for somebody who can understand their business, hopefully, has some experience in their business and then can understand the technology and figure out how that technology is gonna impact their business.” (09:33) (David) “In the VC world, a VC is basically interested in a new technology that has a ten times impact for the customer. And the basic model is, ‘We’ll give the customer five times and we’ll take five times.’ I know that’s an overly simplistic way to look at it, but I think that’s what customers are looking at.” (11:21) (David) “When somebody says, ‘That’s too expensive. Can I have a discount?’ what they’re actually saying to you is, ‘I don’t see your value.’” (12:37) (David) “The most successful people like winning and they like helping the customer out. And whatever amount of money they get, and it’s likely going to be substantial, they don’t even know until it shows up how much it’s going to be.” (20:22) (David) “I really like that there are more and more tools coming out, from a technology perspective, that allow me to connect with the customer not just on a business level but in a way that validates that we are a trusted advisor.” (22:15) (David) Links Mentioned: Dave Morris on LinkedIn Quantum Computing Website

Helping Sales Go from Great to World Class with CentralSquare's Julie Greenfield Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Julie Greenfield. Julie is the Head of Revenue Enablement at Central Square, an organization with a mission to innovate on behalf of the public sector to create the broadest and most agile software platform to help solve some of the most pressing issues facing local governments today. Julie is passionate about helping others identify and reach their goals through the development of individual growth plans. Today, Thom and Julie talk about the role that Revenue Enablement plays in an organization as it pertains to Sales and Marketing. They discuss the amazing technological leaps that have been made in sales and how it impacts how organizations operate. Finally, Julie speaks to the importance of having world-class CEOs and Executive Leadership teams in order to foster a culture of innovation and better selling. What We Covered: 00:46 – Thom introduces today’s guest, Julie Greenfield, who joins the show to share her background in Revenue Enablement 02:30 – Bridging the gap between Sales and Marketing 03:59 – How sellers can partner with people in enablement roles in order to achieve more success 07:10 – Julie speaks to why she believes there’s an aversion to the adoption of new sales technologies 09:47 – Trends Julie has observed in the world of sales technology 12:01 – Julie discusses the ‘Big Brother’ issue and speaks to the monitoring of sales technologies 16:03 – Strategies for getting sales professionals to utilize the sales tech available to them 19:02 – Fostering a team atmosphere in sales 21:05 – Julie speculates on the future of Revenue Enablement and sales technology 23:54 – Thom thanks Julie for joining the show and let’s listeners know where to connect with her Tweetable Quotes: “Revenue enablement focuses on all of those areas that touch the customer.” (01:35) “Really when you talk with enablement professionals, we want to improve efficiency and effectiveness of our sellers. I’m trying to remove the barriers to their success. I want to maximize their selling time and minimize that dreaded time they have to do with putting things in CRM, following processes, whatever the tech stack is. That’s our goal. We want to partner.” (05:28) “I will say that a positive of the situation we’ve had over the last year and a half is that a lot of people are really looking for learning. And of course, there’s the pivot more to virtual-instructor web training, online learning, self-paced learning.” (09:07) “This remote world is here to stay. Embrace the technology, be able to set yourself apart by using it, embracing it and meeting the customers where they’re at.” (11:36) “I’m here to help support [Sales]. I use this terminology all the time. We’re looking to help go from good to great or great to world-class.” (13:39) “It starts at the top. It really truly starts with that world-class CEO. It starts with that world-class Executive Leadership team. They have to provide the culture, at the company level, that we are one team.” (19:24) Links Mentioned: Julie Greenfield on LinkedIn CentralSquare Website

Buying Is Harder: Looking at the Other Side of the Sales Coin with Garin Hess Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with author and serial entrepreneur, Garin Hess. Garin is the founder and CEO of Consensus, an intelligent demo automation software company that helps sales professionals be more successful. Garin has spent his entire career in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. Today, Thom and Garin talk about the buying aspect of sales and why Garin believes it can actually be harder than selling. Garin speaks to challenges that sales engineering professionals are facing today and provides best practices for buyer enablement. Finally, Garin speculates on the future of sales technology and what it means for B2B buying. What We Covered: 00:38 – Thom introduces today’s guest, Garin Hess, who joins the show to share his background in buyer enablement and B2B buying 04:56 – Garin speaks to why there seems to be a lack of sales technology to support Sales Engineering 09:11 – Challenges that sales engineering professionals are facing today 13:01 – Garin provides best practices for overcoming issues of qualification 14:49 – What makes it so hard to buy in the B2B environment 18:26 – Trends Garin has observed in the world of sales technology 20:11 – How to get sales professionals to utilize the sales tech available to them 22:07 – Garin provides one final piece of advice to sales professionals and sales leaders 23:44 – Thom thanks Garin for joining the show and lets listeners know where to connect with him Tweetable Quotes: “Our focus is on demo automation because the demo and engaging sales engineers is one of those things that’s inherently difficult to scale and make really efficient. And so that’s why we focus there.” (03:21) “Sales engineering has traditionally been looked at as a necessary evil rather than a strategic function. Marketing and sales are always looked at as strategic functions.” (06:20) “This issue of qualification is such a problem because it steals time away from their most important deals.” (11:06) “The premise of buyer enablement is you, as the seller, should be in charge of the buying process.” (17:37) “One of the main things I would emphasize in sales, in general, is we focus a lot on financial ROI, which is great. I’d like to emphasize that we should be focusing on emotional ROI as well.” (22:13) Links Mentioned: Garin Hess on LinkedIn Consensus Website Selling Is Hard. Buying Is Harder

Orchestrating Sales Success with Allego Co-Founders Mark Magnacca & Yuchun Lee Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Mark Magnacca and Yuchun Lee, co-founders of the sales enablement software platform, Allego. Allego ensures that sellers have the skills, knowledge, and content they need to optimize team success in a virtual world. Today, Thom talks to Mark and Yuchun about what inspired them to launch Allego and the incredible growth they’ve seen this past year despite the global pandemic. Mark and Yuchun speak to the power of video and how they are getting their clients to embrace this tool as part of their tech stack. They talk about the book they recently released, Mastering Virtual Selling, and what they are seeing currently in the world of sales technology. Finally, Mark and Yuchun provide best practices for sales professionals to fully take advantage of sales technology and speculate on what the future holds for this exciting industry. What We Covered: 00:39 – Thom introduces today’s guests, Mark Magnacca and Yuchun Lee, co-founders of the sales enablement software platform, Allego 01:12 – Mark and Yuchun share the origin story of Allego and speak to some of the incredible capabilities they’ve been able to achieve recently 04:53 – What Mark and Yuchun are doing to help get clients to embrace the power of video 06:18 – Mark and Yuchun speak to what inspired them to write a book on Virtual Selling 12:46 – What Mark and Yuchun see in the world of sales technology 16:13 – Best practices companies can utilize to get sales professionals to utilize their sales tech stack 20:12 – Mark and Yuchun speculate on the future of sales tech 24:00 – The best tip Mark and Yuchun would give to sales professionals 25:49 – Thom thanks Mark and Yuchun for joining the show and let’s listeners know where to connect with them Tweetables: “I would say that the pandemic actually has helped our business quite a bit because it has opened the eyes of folks that there’s a possibility out there that you can be successful in selling and do that not in person but in addition to in-person.” (03:59) (Yuchun) “Video is a unique form factor. If you think about it, it’s kinda the closest thing to the way most of our brain works, with visual imagery and sound and movement. So, why not use something that is similar to the way we learn anyway?” (07:00) (Mark) “I began to realize that there’s this flow. And, when done properly, salespeople can orchestrate and use their time way better by setting the stage before you get on a live Zoom call.” (11:43) (Mark) “In the area of sales enablement, regardless of what kind of technologies or vendors or tools you have, you really have to solve a set of problems. And they are very straightforward. You gotta help onboard effectively. You’ve gotta be able to launch product successfully. You’ve got to make sure the seller can access important content to share with their prospect. You’ve gotta make sure sales managers can coach sellers properly and lastly you’ve got to be able to engage your buyers virtually.” (13:47) (Yuchun) “Part of the entire ethos of our business is all about customer success and we’re known in the market for that. ” (18:53) (Yuchun) Links Mentioned: Mark Magnacca on LinkedIn Yuchun Lee on LinkedIn Allego Mastering Virtual Selling Book Benjamin Zander’s TED Video ‘The Transformative Power of Classical Music Crystal Knows

Gathering the Intel and Relationship Management: Tips on Becoming a Sales Rock Star with Sam Richter Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with his close friend, speaker, best-selling author, and tech entrepreneur, Sam Richter. Sam is a tech and research junkie who utilizes his skills to help sales professionals leverage technology to improve sales. Today, Thom and Sam talk about the importance of relationship-building, the role that data plays in the sales process, and why personalization and care really matter. Sam speculates on the future of sales tech, including the emergence of Artificial Intelligence and machine learning, and shares his thoughts on how sales professionals can leverage tools like LinkedIn and his very own search engine overlay tool, IntelNgin. What We Covered: 00:35 – Thom introduces today’s guest, Sam Richter, who joins the show to share his background in journalism and advertising and the shift he made to become an author and speaker 06:46 – How gathering data helps sales professionals to close sales 08:58 – What Sam sees in the world of sales technology that is working 10:34 – How sales professionals can get better at relationship building 14:29 – Sam shares advice on how to get called back and creative ways sales professionals can leverage LinkedIn as a sales tool 20:20 – Sam speculates on the future of sales tech 22:47 – Sam talks about the search engine overlay tool he created called IntelNgin 25:30 – The important role Research plays in the sales process 27:23 – Sam provides his thoughts on if technology will ever fully replace sales professionals 29:07 – Sam provides one final piece of advice to sales professionals and sales leaders 30:07 – Thom thanks Sam for joining the show and let’s listeners know where to connect with him Tweetables: “What I talk about is how to find information on people and how to use it in ways that helps you develop relationships.” (01:23) “Being an introvert, I realized quickly that if I could get the other person talking, then I didn’t have to talk. And that was my goal. But along the way, I also learned that the more I got the other person talking about themselves, the more I actually ended up selling.” (03:09) “Sales technology has allowed companies, sales managers and sales leaders – to be blunt – to be lazy.” (07:12) “It is really hard but you need to stay in touch with people in ways that are relevant to what they care about versus what you care about.” (17:03) “LinkedIn is really a marketing tool. It’s a way to keep your brand out there.” (18:08) “Technology is only as good as the people that are leveraging the technology. And the people are only as good as the process you have in place.” (20:52) “Technology is awesome. Leverage technology to become more efficient and more effective. But, never forget that you, the salesperson, have the ability to connect with a prospect in a way that’s relevant to them.” (29:20) Links Mentioned: Sam Richter on LinkedIn Sam Richter Website IntelNgin You Got The News Website Zapier Salesforce Microsoft 365 CRM Google News

Powering the Revenue Operations Engine with Clari’s Rosalyn Santa Elena Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with sales leader, podcast host, and advisor, Rosalyn Santa Elena. Rosalyn is the Head of Revenue Operations at Clari, an organization that provides revenue teams with total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Today, Thom and Rosalyn discuss her incredible career working for both Fortune 500 companies and early-stage startups. Rosalyn opens up about the process she employs to identify and implement sales tech stacks that are efficient and solution-based. Rosalyn talks about her role in powering the Revenue Operations Engine, provides advice to those in sales and revenue operations careers, and highlights the importance of mentorship. What We Covered: 00:35 – Thom introduces today’s guest, Rosalyn Santa Elena, who joins the show to share her experience in Revenue Operations and highlights the stark differences in working for large organizations and smaller startup companies 03:38 – How Revenue Operations became an integral component of Sales 05:26 – Rosalyn shares insights that she believes we need to be paying attention to with regards to sales technology 07:02 – How to get sales professionals to better utilize sales technology 08:40 – Rosalyn talks about how to deal with sales tech adoption especially among sales professionals who are resistant 09:59 – Rosalyn shares the process she utilizes to identify the ideal tech stack to invest in 13:08 – Rosalyn speaks to the role that Big Data plays in her job 15:06 – Tips and advice Rosalyn would give to those interested in a career in Revenue Operations 17:32 – Thom takes a moment to promote the upcoming Sales Tech Expo 18:06 – Advice Rosalyn would give to sales professionals on how to sell better 19:35 – Rosalyn speaks to the importance of finding a mentor 22:36 – Rosalyn speculates on the future of sales tech 24:14 – Thom thanks Rosalyn for joining the show today and let’s listeners know how to connect with her Tweetables: “When I joined my first startup, I had the opportunity to jump in and really build an Operations team from scratch. It was a hundred people, small company, a dozen customers and I had an opportunity to really take my experience and go build something.” (02:46) “I think something to look out for really is to not buy a tool just to buy the tool. You have to be very thoughtful around your process of what is it that you’re trying to solve and then look for the right solution that’s going to support that.” (06:16) “That’s really one of the biggest values of Revenue Operations is bringing those insights to the table and also managing all the data to ensure it’s accurate, comprehensive, real-time and always available to the right people and the right time.” (14:18) “I think one thing that we’ve seen a big shift in is a lot more sharing in sales and a lot more coaching.” (18:52) Links Mentioned: Rosalyn Santa Elena on LinkedIn Clari Website

Keeping Humanity in Sales with Anita Nielsen Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with author, entrepreneur, and B2B sales expert, Anita Nielsen. Anita has devoted herself to helping remove obstacles in sales professionals’ path through compassionate coaching. Her goal is to help sales leaders create high-performing sales organizations that are fueled by the culture and designed to accelerate growth. Today, Thom and Anita talk about the humanity of sales and provide best practices and strategies for bringing this human element back into the sales industry. They discuss sales tech trends Anita has noticed throughout the years and why the number of sales tech stacks out there can be overwhelming for sales professionals and organizations. Finally, Anita shares her thoughts on the critical need to be a lifelong learner and why those who do are much better off that those who don’t. What We Covered: 00:40 – Thom introduces today’s guest, Anita Nielsen, who joins the show to share her observations of technology and sales and why the sheer number of technologies out there is overwhelming 02:52 – How to get sales professionals to better utilize sales technology 05:06 – Anita talks about why some sales professionals resist sales tech that they are offered 06:32 – Anita revisits the notion that there are an overwhelming amount of options out there 08:52 – Anita talks about her book, Beat the Bots, and why the human element of sales is critical 12:58 – How people can build up their humanity and use technology to do it better 14:51 – The power of remembering birthdays and other small touches of human connection 20:35 – Anita provides her thoughts on the value of being a lifelong learner 23:43 – Thom takes a moment to promote the upcoming Sales Tech Expo 24:07 – Anita speculates on the future of sales tech 24:42 – Thom thanks Anita for joining the show today and let’s listeners know how to connect with her Tweetables: “Tech is only as good as the people who wield it.” (02:07) “You have to surround salespeople with communication and understand of what you are trying to do with that tech. And it has to help them.” (03:12) “People buy based on emotion, we’ve all heard this in sales. They later justify it. Well, the trick is that if you can’t tap into that emotion, if you can’t understand that emotion, how are you going to be able to get them to make a buying decision in your favor? It’s probably not gonna go your way.” (09:43) “My technology is used to tell me, ‘Hey, right now might be a good time to show them this case study. Or, maybe it’s time for you to set up a reference call.’ Any of those things that technology can do to support me to better enable the buyer to make the decision in my favor, that’s where technology needs to play.” (14:22) “There’s a bit of the ‘Survival of the Fittest’ thing going on. The way I look at it is the salespeople who are on their game and learning and moving forward and creating a personal brand and creating value, they’re still killing it. But the ones who aren’t, they’re falling by the wayside and it’s a little sad.” (21:18) Links Mentioned: Anita Nielsen on LinkedIn LDK Advisory Services Website Beat The Bots Book Salesforce Blinkist

The Sales Tech Expo: Creating a Culture of Connection with Sales Success Media’s Scott Ingram Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, sales expert and entrepreneur, Scott Ingram joins the show to discuss his latest project, the Sales Tech Expo. Scott is the man behind Sales Success Media, a community that deconstructs world-class sales professionals. Scott is an incredibly thoughtful and deliberate sales professional who lives at the intersection of sales and innovation. Today, Thom and Scott talk all about what to expect from the upcoming Sales Tech Expo in Austin, Texas. Scott speaks to what inspired him to launch this project, the importance of creating value for both practitioners and sponsors alike, and the culture of connecting at live events. Finally, Scott speaks to the investment boom in the sales tech industry and why it is poised to continue into the future. What We Covered: 00:39 – Thom introduces today’s guest, Scott Ingram, who joins the show to talk about the upcoming Sales Tech Expo 04:43 – Scott talks about the importance of creating value for both the sales practitioner and sponsor communities when organizing an event 06:23 – Thom and Scott talk about the culture of connecting at events 09:22 – Why Scott is extremely excited about the timing of the Sales Tech Expo 12:26 – Scott talks about the structure and core tracks of the Sales Tech Expo 15:09 – Scott discusses the investments that are taking place in sales tech 16:50 – Scott let’s listeners know what to expect from the Sales Tech Expo and where they can learn more about the event 23:42 – Thom thanks Scott for joining the show today and all the work he’s doing at Sales Success Media Tweetables: “What I recognized early this year was that there isn’t a very practitioner-led event that brings all of the disciplines of sales together with all of the sales tech vendors and sales tech solutions.” (02:27) “The only way an event works is if there’s value on both sides. I think, at the end of the day, it comes down to experience. And events are successful when you deliver that experience.” (05:10) “I’m a pretty good salesperson, but you know who’s better than me? My best customer telling their story of working with us.” (10:46) “I’m looking to create a track called ‘Founders and Funders,’ where we can bring together the sales tech entrepreneurs, the C-level executives, the VCs, the angels, and those that are investing in the space and create this dynamic where they can all network.” (13:42) “We’re well north of $1.5 billion of new investment that has flowed into this space. Sales tech is hot right now. It is attracting massive dollars because the investors see this is the new frontier.” (16:08) Links Mentioned: Scott Ingram on LinkedIn Sales Success Media Website Crunchbase Sales Tech Expo Website

Less is More: Driving Sales Tech Stack Performance with Heinz Marketing's Matt Heinz Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, keynote speaker, author, and radio host, Matt Heinz joins the show to discuss his background in marketing, the relationship between Sales and Marketing, and trends he’s noticing in the sales tech industry. Matt has over fifteen years of experience in marketing, business development, and sales experience from a variety of organizations, vertical industries, and company sizes. Today, Thom and Matt discuss the key role Marketing plays in supporting sales professionals. Matt talks about his experience with prospecting and provides best practices, including the value of utilizing the phone as a means of outreach. Matt shares his thoughts on sales tech stack that all organizations should be employing and expounds on what excites him most about the future of sales tech. What We Covered: 00:39 – Thom introduces today’s guest, Matt Heinz, who joins the show to talk about his marketing company, Heinz Marketing, and the relationship between Sales and Marketing 03:40 – Matt speaks to the tools that both Sales and Marketing utilize 05:12 – Trends Matt has noticed in sales tech that sales professionals need to pay attention to 08:01 – Best practices for standing out while prospecting 12:39 – Matt stresses the importance of paying attention to the little details when looking to differentiate yourself 15:05 – Matt lists the sales tech stack that all companies should have in their arsenal and the value of using the phone as a means of outreach 18:38 – How to get sales professionals to better utilize sales technology 21:09 – What excites Matt the most about the future of sales tech 23:18 – Final words of wisdom from Matt 24:21 – Thom thanks Matt for joining the show today and let’s listeners know how to connect with him Tweetables: “You still, as a business, want to build brand. You still want to build thought leadership. You still want to build credibility for your brand and to build trust. But, you can’t just focus on that and say, ‘We’ve done our job for sales.’ You have to provide more tangible value in the way of actual, qualified leads as well as tools, content, and support to help the team close more business.” (03:18) “In the best, highest performing organizations where they’re consistently hitting their number, Marketing is helping to create the playbook of, ‘How do I use LinkedIn Sales Navigator to get more value?’” (04:32) “That’s my number one feedback to selling organizations is recognize the volume of noise in front of your prospects and be better.” (06:59) “According to Gartner Sales Research, only three to four percent of companies in your market are actively buying right now. Forty-six percent of the market are considered poised.” (14:02) “So the question you asked was, ‘How do we get salespeople to better use the technology?’ I would say the answer is probably in asking the opposite question, ‘What is the technology that’s gonna best support the sales organization?’” (19:03) “You don’t win awards, let alone sales, from having the most tools. You win awards and sales and make more money and get promotions in having a tech stack that is actively used that has a direct correlation to driving performance. In ninety-plus percent of occasions that means less is more.” (20:40) Links Mentioned: Matt Heinz on LinkedIn Matt’s Email Heinz Marketing on Twitter Heinz Marketing Website Salesforce Outreach VanillaSoft LinkedIn Sales Navigator

Tenacity, Determination and Sales Enablement with HP’s Laura Welch Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Laura Welch joins the show to discuss her experience in marketing, product marketing, training, and enablement. Laura is an incredibly impressive individual, one whose tenacity and determination have helped her as a Black Belt, marathon runner, public speaker, and sales professional. In her current role in Sales Enablement, Laura supports and trains sales professionals to help them be more effective. Today, Thom and Laura discuss how to effectively measure sales enablement, the technologies that are threatening the modern sales professional, and actions sales professionals can take to remain relevant in the ever-evolving world of sales tech. Laura speaks to what excites her most about the future of sales tech and provides advice on how to be the most successful person you can be. What We Covered: 00:46 – Thom introduces today’s guest, Laura Welch who joins the show to talk about her sales journey and what makes her great at sales enablement 03:59 – What sales professionals want from their sales enablement team 05:04 – How to effectively measure sales enablement 06:56 – Laura speaks to recent trends in sales tech she’s noticed 08:38 – Sales tech that threatens great salespeople 09:58 – How salespeople remain relevant in a world of emerging sales tech 11:48 – Laura provides tips and best practices for sales enablement 14:23 – How to get sales professionals to better utilize sales technology 16:06 – What excites Laura the most about the current state of sales tech 17:43 – Laura speculates on the future of sales tech 18:17 – Laura reflects on the Ted Talk she participated in and speaks to why it’s important to have tenacity in sales 20:38 – Laura provides tips for salespeople that can help them be more successful 22:05 – Thom thanks Laura for joining the show today and let’s listeners know how to connect with her Tweetables: “You don’t stay in sales enablement long if you are not passionate that salespeople are the most important people in the company.” (03:19) “What makes a great salesperson unique and invaluable is their ability to tell a story and relate and look at it from the customer’s point of view.” (07:23) “The technology that is threatening salespeople is just Big Data.” (09:33) “Salespeople are faced with too much technology they have to deal with. They want it simplified. If you can simplify things for your salespeople that is what you should do. And if you try to push out a technology and salespeople don’t like it, it’s not working.” (14:55) “Surround yourself with people who are great at what you want to be great at. So if you’re a salesperson and you want to be great at closing, you want to be great at renewing, you want to be great at customer relationships, find people that are great at that, and do what they do.” (20:55) Links Mentioned: Laura Welch on LinkedIn Sales Enablement Podcast HP Website Laura’s TEDxTalk

Bridging the Gap from Knowing to Understanding with Sales Enablement’s Andy Paul Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Andy Paul joins the show to discuss his extensive experience in sales technology. Throughout his professional career, Andy has sold everything from computers and small businesses to complex communications systems. He’s closed hundreds of millions of dollars in products and services before eventually starting his own company. Andy is also the host of Sales Enablement, a podcast that showcases in-depth conversations with the most exciting B2B sales and marketing leaders in the business. Today, Thom and Andy talk about the current state of sales technology, why sales managers tend to follow the status quo, and what sales tech Andy wishes existed years ago. Andy provides his thoughts on the most impactful ways sales professionals can utilize sales technology without becoming too reliant on it. Finally, Andy shares his thoughts on the future of the sales industry and the critical role that technology will play. What We Covered: 00:36 – Thom introduces today’s guest, Andy Paul who joins the show to talk about his podcast, Sales Enablement, sales tech trends, and changes Andy has noticed in the industry throughout the years 06:27 – Andy reveals what sales managers should be doing to get people to be the best version of themselves 09:04 – Andy provides his thoughts on why managers tend to stick to the status quo 12:30 – Why some sellers are still hesitant to adapt to sales technology 14:07 – How to get sales professionals to better utilize sales technology 16:22 – The sales tools and tech that Andy wishes existed twenty years ago 17:40 – How sales has changed throughout the years 19:29 – Andy talks about what he thinks is the mark of a great salesperson when it comes to how they utilize technology 21:27 – What Andy wishes all salespeople knew that they don’t currently know 23:55 – Andy speculates on the future of sales tech 25:00 – Thom thanks Andy for joining the show today and lets listeners know how to connect with him Tweetables: “The idea is to help the person not become the best seller, it’s to help them to become the best version of themselves.” (05:19) “Leaning into [sales tech] too much, in my mind, can be problematic. But, that said, I think we’re still learning.” (13:46) “To me, enablement is anything and everything that enables a seller to have a knowledge-based interaction with the buyer.” (19:49) “To the extent, we can use our technology to enable people to bridge that gap from knowing to understanding, then I think we’ll be effective overall.” (21:08) Links Mentioned: Andy Paul on LinkedIn Sales Enablement Podcast Harvard Business Review Article ‘Let Your Workers Rebel’

A Sales Tech Game-Changer with Tenbound's David Dulany Episode Summary: Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, David Dulany joins the show to discuss the latest trends he’s noticed in sales tech. David is the Founder and CEO of Tenbound, a Research, Advisory & Events firm that is focused 100% on Sales Development. Their mission is to help companies achieve higher pipeline and revenue. Today, Thom and David talk about the evolution of sales roles into more distinct and specific categories, the importance David places on employee assessments both before and after the hiring process, and how David gets his team members to embrace and utilize the sales tech stack he implements at Tenbound. Finally, David shares some key takeaways from his book and provides best practices on how to build an efficient and successful SDR program. What We Covered: 00:45 – Thom introduces today’s guest, David Dulany who joins the show to discuss the work he does at Tenbound, trends he’s seeing in sales tech, and the future of Conversational Intelligence 03:46 – What inspired David to launch Tenbound 04:51 – David speaks to how sales roles have become more specific and siloed 07:49 – The importance David places on employee assessments both before and after the hiring process is complete 10:57 – David talks about the market map that he and his team utilize and the one technology that has had the greatest impact on his clients 12:13 – Why data is the lifeblood of sales development 14:04 – How David gets his team to embrace sales tech and actually utilize it 16:04 – David talks about key takeaways from his book, The Sales Development Framework 17:31 – Steps for building an efficient and successful SDR Program 18:39 – David speaks to how SDRs can help bridge the gap between Marketing and Sales 20:21 – David speculates on the future of sales tech 21:39 – Thom thanks David for joining the show today and lets listeners know how to connect with him and Tenbound Tweetables: “The first and foremost thing that you should definitely take a look at is the Conversational Intelligence space. Being able to plug in and analyze conversations that are happening on the sales floor – whether it be the SDR team, the AEs, or customer success – is just a complete game-changer.” (01:52) “The hypothesis is that you want to have people stay in their lanes and really focus on distinct work activities. Prospecting – going outbound, making cold calls, making lists, doing research, following up on inbound leads – is a specialty.” (06:06) “When it comes to assessments, people go with their gut a lot in the hiring process or they go with what’s on the sheet. But if you start to look into the capabilities of some of these tools, it’s much deeper than just a gut feeling. They use behavioral analytics and scientific analysis to really make sure you have the right people.” (09:46) “Data is the lifeblood of sales development, especially outbound.” (12:31) “We wrote the book as a way to look at the Sales Development Program and say, ‘Ok, let’s level set. How do you actually run an SDR program? How do you run it efficiently and make sure it’s got the best chance for success?’” (17:04) “From a leadership perspective, the Heads of Marketing and Sales really have to be in alignment based on what they’re expecting from the SDR team and how to get that performance up to the standard that they’re looking for.” (19:34) Links Mentioned: David Dulany on LinkedIn Tenbound Website Salesforce Who The Sales Development Framework Book

Humanizing Sales Tech with Smile Virtual’s Nick Capozzi Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Nick Capozzi joins the show to share his extensive background in B2C sales and why he recently chose to enter into a B2B role as Vice President of Sales at Smile Virtual. Nick brings people together, he engages them and attempts to make genuine connections and relationships. This has served him incredibly well throughout his career and has given him a unique perspective on the human element of sales technology. Today, Thom and Nick share a discussion on what B2B sales professionals can learn from those who work in B2C. Nick speaks to the importance of building trust in sales, major hot spots in sales tech and what he would like to see in the evolution of sales tech. Finally, Nick shares best practices on how to utilize video to engage with prospective clients. Clips: What B2B sales professionals can learn from B2C sales professionals The human element of sales tech Best practices for building trust in sales Using video to engage sales prospects How technology sometimes gets in the way of sales What We Covered: 00:37 – Thom introduces today’s guest, Nick Capozzi who joins the show to share his eclectic background in B2C sales as well as the work he’s doing in his new B2B role at Smile Virtual 03:26 – What B2B sales professionals can learn from B2C sales professionals 04:25 – The human element of sales tech 06:06 – Nick provides best practices for building trust in sales 10:02 – Major hot spots in the sales tech space that Nick has noticed 11:42 – Nick speaks to the work he’s doing in sales tech and onboarding 12:54 – How to get sales professionals who are averse to sales tech to actually utilize the sales tech stack that companies are incorporating into their day-to-day 15:25 – How Nick utilizes video to engage with sales prospects 19:29 – What excites Nick the most about the future of sales tech 20:30 – How technology sometimes gets in the way of sales 21:22 – A futuristic technology that Nick wishes was already invented 22:38 – Final words of wisdom from Nick 23:48 – Thom thanks Nick for joining the show today Tweetables: “I think that there’s opportunities for B2B to be more human. And I think coming from B2C that’s what we were was human.” (03:56) “To me, the only way I know how to build trust is to just engage with people and have genuine relationships.” (06:18) “I think we get lost in the day-to-day of what we do and how great our product or service is and we forget that we actually have to explain what it is.” (11:01) “Sales professionals are so worried about getting their calls in or hitting their number, and we have to take a step back and ask, ‘How do we train them to get there?’” (14:01) “Painting with a broad brush, my point is that if someone isn’t willing to adapt or doesn’t have a growth mindset, they’re probably not the right person to be on my team at least.” (15:16) “What can B2B learn from B2C? Be more human. It’s not hard to be human; it’s stuff we do every day in our social lives. But how do you do it without coming across the wrong way in business. I think that’s the only way you gotta think about it.” (22:53) Links Mentioned: Nick Capozzi on LinkedIn Smile Virtual Website Zoom Clubhouse

Enabling the Thoroughly Modern Sales Professional with Outreach’s Mary Shea Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Mary Shea joins the show to share the origin story of how she got involved in sales technology, trends she’s noticed, and where she sees the industry going in the future. Mary is the Global Innovation Evangelist for Outreach, the leading B2B sales engagement platform. Mary is an idea generator who is constantly looking towards the future. She’s a market influencer, content creator, connection maker, author, researcher, and keynote speaker. Today. Thom and Mary discuss how organizations can use technology to deliver better experiences for both their salespeople and their customers. Mary provides a detailed description of what the ‘thoroughly modern’ sales professional should look like. She also expounds on the importance of collaboration, understanding data, and how our ever-growing digital world will impact sales and sales technology. Clips: What people really need to pay attention to in the world of sales tech Mary Shea on Outreach Kaia Utilizing Sales Technology Characteristics a modern sales professional needs to have Mary Shea on Collaboration What We Covered: 00:40 – Thom introduces today’s guest, Mary Shea who joins the show to discuss her background as a professional oboist and academic and shares her sales tech origin story 03:47 – Mary speaks to the trends she’s noticed in sale technology and business initiatives she’s working towards at Outreach 07:25 – Mary talks about the work she’s doing to open sellers minds to the opportunities that new sales technology can provide to be more efficient and more effective 09:28 – Mary speaks to how sales professionals can better utilize sales tech 11:06 – Mary describes her vision for the thoroughly modern sales professional and what skills they must have 13:49 – Mary stresses the importance of collaboration 16:15 – Mary speculates on how sellers and buyers will have to work across all digital platforms in the future 18:05 – The critical role of understanding data 20:24 – Mary discusses the ongoing pursuit of the alignment between sales and marketing and the emergence of Revenue Operations 23:31 – What excites Mary the most about the future of sales technology 24:55 – Thom thanks Mary for joining the show today and let’s listeners know where to connect with her Tweetables: “Even though it seems not directly related, I find that the right brain and left brain aspects of being a musician serve me very well in the technology space.” (03:12) “I’ve spent the last two to three years going out to talk to big sales organizations all over the world in Asia, Latin America, North America, Eastern and Western Europe to help expand the hearts and minds of sellers and open up their consciousness to the role that technology can play in enabling them to operate more efficiently and more effectively.” (07:54) “I think salespeople are more than willing to embrace technology or a new initiative if they understand what’s in it for them and what’s in it for their customers.” (09:40) “I think the thoroughly modern seller is someone who is comfortable and capable in delivering meaningful message and interaction across synchronous and asynchronous video. It’s someone who loves to collaborate both internally and externally.” (11:38) “I think as we get more and more digital, the role of the seller changes and becomes more consultative and more collaborative. That’s how I see things playing out.” (16:04) “We’re starting to see really big growth metrics from companies that are adopting Revenue Operations.” (22:56) Links Mentioned: Mary Shea on LinkedIn Mary Shea on Twitter Outreach Outreach Kaia ‘Death of a (B2B) Salesman’

Becoming a Sales Tech Stack Champ with Zoom's Brendan Short Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Brendan Short joins the show to share his background in B2B Enterprise SaaS, his current role as BDR Operations & Enablement Manager at Zoom, and the major trends he’s noticed in sales tech recently. Through his role, Brendan helps sales teams do their jobs more efficiently through systems and enablement. He knows better than most the importance of having an effective sales stack that aids salespeople without taking out the human element of sales. Today, Thom and Brendan discuss Brendan’s journey to Zoom and what it was like joining a high-growth company, and the height of the pandemic. Brendan speaks to the ever-evolving digital world we’re living in and provides best practices for organizations to adopt different types of sales tech. Finally, Brendan discusses the value of asynchronous communication and what he anticipates for the future of sales tech. Clips: Three P's of a successful sales tech stack Best practices for organizations to maximize their sales tech tools The concept of 'Champ' roles How sales tech can help augment the role of a salesperson The Biggest Changes in Sales Tech What We Covered: 00:39 – Thom introduces today’s guest, Brendan Short who joins the show to discuss his eclectic background in B2B Enterprise SaaS 02:28 – Brendan recalls what it was like joining Zoom in the middle of the pandemic in June of 2020 03:55 – Major trends Brendan has noticed in the sales tech space 04:49 – Brendan breaks down the Three Ps of successful sales stack 06:26 – Best practices for organizations to maximize their sales tech tools through employee adoption 08:10 – Brendan expounds on the ‘Champ’ roles that his team at Zoom have implemented 10:26 – Brendan talks about the $100 million fund Zoom recently launched 12:01 – How sales tech can help augment the role of a salesperson, especially in today’s ever-evolving digital world 13:58 – The biggest changes in sales tech that Brendan has noticed throughout the years 16:03 – Brendan speculates on the future of sales tech and what sales professionals should be preparing for 18:51 – Final words of wisdom from Brendan 20:12 – Brendan speaks to the ascension of audio and the important role it played today 21:20 – Thom thanks Brendan for joining the show today and let’s listeners know where they can connect with him Tweetables: “It was cool to see Eric, the CEO of Zoom, supporting everything that was happening and trying to help connect folks in such a crazy and chaotic time.” (03:05) “At the end of the day, from my perspective, a sales stack that is successful is one that gets out of the way and one where it’s enabling salespeople to reach out to the right accounts with the right message at the right time.” (04:38) “We have about a dozen that we actively use in our tech stack for the BDR team. And then we also have Champ roles for other things like AE/BDR relationship. We have a Champ who owns and oversees that relationship. There’s probably about eighteen or twenty Champ roles total that we have.” (08:23) “I think there’s a big opportunity, especially as we continue in this digital world. And I think in the future it will look like some sort of blended approach because I don’t think it’s gonna stay remote forever, but I don’t think that everyone will go back to the office. So, given that reality, there is an opportunity for a lot of companies to plug into Zoom as a platform and make that experience better.” (11:17) “The biggest thing that comes to my mind is being able to do things in the background. So, what are the things that salespeople are doing that technology can augment.” (12:39) “I would say being able to communicate asynchronously within your team but also externally is key.” (19:21) “I think that audio will continue to...

Scaling & Process in the World of Sales Tech with Skaled Consulting’s Jake Dunlap Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Jake Dunlap joins the show to provide his thoughts on the ever-evolving sales tech industry. Jake is the CEO of Skaled Consulting, a company that helps organizations meet buyer demand through a unique approach that combines modern sales strategy, intentional digital presence, and quality execution. Today, Thom and Jake discuss the sales experience and how it can be a huge differentiator in today’s market. Jake expounds on the importance of process, the value of tactical execution, and why it is so critical that sales professionals take control and invest in sales technology tools that can help them hit quota more effectively. They discuss the work Jake and his team do at Skaled, the critical need for collaboration, and what the future holds for the sales industry. What We Covered: 00:38 – Thom introduces today’s guest, Jake Dunlap who joins the show to discuss the current state of the sales tech industry 02:38 – Best practices for dealing with the overwhelming emergence of so many new sales tech tools 05:11 – The most important sales tech tools that Jake has noticed in the market 08:25 – How customer behavior has changed over recent years and why salespeople need to be aware of these changes 10:50 – Jake speaks to trends he’s notices where sales tech is not being utilized and maximized the proper way 12:22 – Jake expounds on the difference between quantity and quality as it pertains to sales tech 14:05 – Jake speaks to how sales professionals can better utilize sales tech 16:04 – What excites Jake most about the future of sales tech 18:15 – Jake speaks to how he and his team at Skaled focus on tactical execution 20:03 – Why most of Jake’s customers have issues with process above all else 21:16 – Jake speculates on the future of sales tech and what sales professionals should be preparing for 23:48 – Final words of wisdom from Jake 24:40 – Thom thanks Jake for joining the show today and let’s listeners know where they can connect with him Tweetables: “I think right now we have a bit of a knowledge gap. Meaning, right now people don’t really even fathom what is or isn’t possible because there’s so many new tools and it’s always emerging.” (01:48) “Just like marketing goes and hires experts in performance marketing, sales teams need to get comfortable working with outside partners that will help them fill in the gaps of expertise.” (04:23) “As buyers have become more educated – they want a process, they want a helper, they want a guide – a platform where you and the customer and collaborating on the sales process, that to me is the new frontier for sales itself.” (07:46) “The issue with sales tech and how most people are wielding it today, is they’re using it to push the ‘more’ button. Listen to more calls. Do more activities. And we didn’t realize that these tools are about ‘more’ and quality.” (11:19) “If I was an individual, I’d either make sure I went to a company that values sales technology, or I’d buy it myself. And I know that’s gonna be controversial, but what are you waiting for? These tools exist.” (14:47) “I’m very bullish that using a beautiful way to talk through and describe and gather information, coupled with a way to interact with customers to get their input in the process, is going to dramatically shrink sales cycles. It’s gonna increase trust with prospects. It’s gonna make the experience fun.” (16:52) “If you don’t know your customer journey, how can you then align an optimal customer path?” (18:53) “The deployment and implementation is Step Zero. The end goal for any tech is power usage. And so make sure that when you do purchase, you’re building a path to get to power usage and reinforcement.” (24:25) Links Mentioned: Jake Dunlap on...