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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Location:

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 #66: Use Your CRM Proactively to Accelerate Sales, with Frank Perkins

10/18/2017
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In some organizations, it’s possible to close a deal without using the CRM. If the CRM isn’t essential to selling, it’s not being used as well as it should be. Join Frank Perkins, RVP of Enterprise Sales Programs at Salesforce, as he shares his insights into using CRM to improve the sales process and create a culture that breeds success. Ensure your CRM is essential to closing the deal and that completing records is a natural part of the process. The true value comes when you have the right...

Duration: 00:39:08


Episode #65: To Supercharge Sales Productivity, Unleash Peer to Peer, with Elay Cohen

10/11/2017
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Having a culture of coaching is important, but it’s only the beginning. Join Elay Cohen, CEO and Co-Founder of Sales Hood, as he shows you how to supercharge your sales team from the bottom up. You’ll learn to tap into the power of peers to influence each other, and find best practices that everyone can use. You can build positive peer pressure with the right programs, technology, and CRM integration to help all your reps raise their productivity at scale. Guest: Elay Cohen...

Duration: 00:31:43


Episode #64: Referral Selling:Your Under-Utilized Secret to Better Sales, with Joanne Black

10/4/2017
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Most people would agree that selling through referrals is one of the best ways to ensure better sales. Unfortunately, most reps don’t know how to get the most from each referral. Join Joanne Black, author of No More Referral Selling and Pick Up the Damn Phone: How People, Not Technology, Seal the Deal, as she shares the ins and outs of generating more referrals and sales. Guests: Joanne Black (https://twitter.com/ReferralSales) Host: Kevin Micalizzi (https://twitter.com/kevinmic); Julie...

Duration: 00:26:26


Episode #63: Analytics – Your Secret to Selling More, with Denise Dresser

9/27/2017
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You may have great data — and the tools to visualize it — but to be a great leader, you have to move beyond reacting to the metric of the week and know what to measure when. Join Denise Dresser, AVP of Enterprise Sales at Salesforce, as she shares the secrets to keeping her sales teams aligned and selling. Learn how to split your time between pipe and opportunity. And how to turn dry analytics reports into fuel for success. Guests: Denise Dresser...

Duration: 00:28:44


Episode #62: Selling with Digital Is More Than Just Social, with Mario Martinez Jr.

9/20/2017
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Yes, social media can extend your personal brand and sales reach. But if that’s all you’re doing, you’re missing out on other transformative digital selling options. Join Mario Martinez Jr., CEO, Vengreso, as he shares how emerging technologies like video can help you step up your sales, and how you can position yourself to take advantage of the full spectrum of online networking opportunities that are always at hand. Guests: Mario Martinez Jr. (https://twitter.com/M_3jr) Host: Kevin...

Duration: 00:29:09


Episode #61: Get Your Cross-Generational Selling Right, with Warren Shiver and David Szen

9/13/2017
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Everyone talks about millennials in the workplace, but did you realize there are three generations working shoulder to shoulder — and that each may have a different motivator, requiring a different approach? Join Warren Shiver and David Szen, Managing Partner and Principal Consultant, respectively, from the Symmetrics Group and authors of The Multigenerational Sales Team. Listen in as they share insights on how baby boomers, Gen Xers, and millennials work together. You’ll learn the best...

Duration: 00:28:29


Episode #60: Win the Megadeal, with McKinsey's David Levitch & Aditya Pande

9/6/2017
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Very large deals can be a great opportunity for a company, or they can take away from the bottom line. Join David Levitch, Associate Partner, and Adit Panda, Partner, from McKinsey & Company as they share their findings on how to land the megadeal while ensuring the greatest return. Winning these complex deals requires better deal forensics, a new approach to pricing and engineering, standardized processes, better-aligned incentives, and more. It may be challenging, but it is more than...

Duration: 00:29:48


Episode #59: Look in the Mirror: Why Sales Managers Need to Be Coached, with Matt Cameron

8/30/2017
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Sales execs think their managers need help with deal support. Managers think they need help building the culture, leadership practices, and vision. Join Matt Cameron, Managing Partner at SalesOps Central, as he shares his findings — that managers desperately need help with coaching. Learn how to bridge the divide and increase sales performance through a well-structured coaching program in a culture of vulnerability and transparency. Supporting deals may feel fulfilling, but may not be the...

Duration: 00:28:11


Episode #58: Building Customer Success into Your Sales DNA, with Tiffani Bova

8/23/2017
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Unless you’re selling cotton candy at a fair, the touch-points in your customer experience will cross departments. But that begs the question — who owns the customer experience, and who’s responsible for customer success? Join Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce, as she explains how to make customer success part of your DNA. Tiffani identifies three broad areas for improvement: 1. Identify who is responsible for performance across the many parts of...

Duration: 00:34:07


Episode #57: How Salesforce Effectively Enables Its Sales Reps, with Dan Darcy

8/16/2017
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Sales enablement comes down to preparing your team for effective conversations with customers. Join Dan Darcy, SVP of Global Enablement at Salesforce, as he reveals how he equips his team with the right information and training at the right time to succeed. Like other fast-growing companies, Salesforce faces the massive challenge of preparing new sales reps. Learn how Salesforce solves the problem with a smarter journey scaled by technology and paced for human success. Guest: Dan Darcy...

Duration: 00:28:24


Episode #56: Are You Ready for Account-Based Selling? with Andrew Sinclair

8/9/2017
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Today, account-based selling is more exciting than ever because of rapid advances in account-based marketing and new ways to connect with customers. But tightly aligning sales and marketing still takes knowledge and skill, as do finding the right accounts and properly measuring your success. Join Andrew Sinclair, Founder and Salesforce Consultant at Lane Four Data, as he shares what works and what doesn’t for successful account-based selling. Guest: Andrew Sinclair...

Duration: 00:28:01


Episode #55: Closing Is More Than Asking for the Sale, with Anthony Iannarino

8/2/2017
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Sales leaders used to hire someone who was aggressive, a little self-oriented, and hungry to "sell" someone. But the power has shifted to the buyer, so you can't be self-oriented or pushy anymore. Join Anthony Iannarino, international speaker and author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing, as he shares how to close deals in this new selling environment. The old school of thought — "always be closing" — doesn't work, and "never be closing" is a bad idea....

Duration: 00:31:37


Episode #54: Why Your Forecasting Method Needs to Match How You Sell, with Jason Jordan

7/26/2017
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Forecasting is about predicting the future. Just like with forecasting weather, you can get close — but no one is 100% accurate. Join Jason Jordan, Partner at Vantage Point Performance, as he shares secrets to getting your forecast right. Separate pipeline management (piloting your ship) from forecasting (determining your arrival time). Forecasting is the most analytic activity a sales team engages in – you need to have the technology and process. Regularly reviewing the forecast and...

Duration: 00:30:31


Episode #53: The Secret to Launching a Successful Sales Career, with Morgan Ingram

7/19/2017
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Being a sales development rep (SDR) can be challenging, but if you approach it with the right skills and mindset, you can accelerate your career. Join Morgan Ingram, Sales Development Manager at Terminus and host of The SDR Chronicles on YouTube, as he shares his experience and secrets for success. With the right mindset and continuous development, you can set yourself up for an exceptional career. Morgan reads a book each week. Here are some of his favorites: The Law of Success (Napoleon...

Duration: 00:28:34


Episode #52: How to Keep Your Sales Team on Track

7/12/2017
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While always important, numbers don't tell the entire story for leading a sales team. Join Shannon McGovern, AVP, Commercial Sales at Salesforce, as she shares insights into how to keep your teams on track. Find a balance between art and science by using everything from tracking "the math" (forecasting), reviewing deals, identifying coaching opportunities, incentivizing behaviors, and developing your sales reps. Guest: Shannon McGovern (http://bit.ly/2szdlCp) Hosts: Kevin Micalizzi...

Duration: 00:24:08


Episode #51: How to Rebound from a Bad Selling Day, Month, or Year, with Colin Nanka

7/5/2017
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Everyone fails at some point. Success requires perseverance. Join Colin Nanka, Senior Director of Enablement at Salesforce, as he shares the secrets to rebounding from a bad selling day, month, or year. Having the right mindset, investing in yourself, finding a mentor, and just having grit will all position you perfectly to win the long game. Guest: Colin Nanka (https://twitter.com/ColinNanka1) Host: Kevin Micalizzi (https://twitter.com/kevinmic) Related resources: How Salespeople Can...

Duration: 00:29:19


Episode #50: “Use Design Thinking to Build Your Sales Pipeline" with Ashley Welch

6/28/2017
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The key to striking more deals with customers is to understand what their customers want. And the more curious you are during the discovery process the better. Join Ashley Welch, Co-Founder, Somersault Innovation, as she shares the secrets to applying design thinking to the sales process for a more customer-centric, more successful way to sell. Guest: Ashley Welch (http://twitter.com/somersaultus) Hosts: Kevin Micalizzi (https://twitter.com/kevinmic/), Colin Nanka...

Duration: 00:24:56


Episode #49: The Massive Importance of Opportunity Management, with Colin Lau

6/21/2017
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Transparency is essential for today’s complex B2B sales, especially those with many players on both sides. Reps who are on their game and keep their deal information up-to-date can hit the ball back, and even add some spin. Join Colin Lau, RVP, General Business Sales at Salesforce, as he explains the massive importance of deal rigor, and how deal transparency holds the door open for higher values and more wins. Guest: Colin Lau (http://twitter.com/Colin__Lau) Hosts: Kevin Micalizzi...

Duration: 00:25:11


Episode #48: Owning the Customer Experience, with Tiffani Bova

6/14/2017
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As B2B sales have become more complex, the question becomes who owns the customer experience. Join Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce, as she shares the importance of alignment around the customer and the best ways to achieve it. Advances in analytics and AI technologies are making the entire experience better for the sales rep, and combined with clear alignment among sales, marketing, and service, are transforming the entire customer...

Duration: 00:21:59


Episode #46: The Secrets to Successful Channel Sales Management, with Barton Goldenberg

5/31/2017
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Partner channels can supercharge sales, or derail it, depending on your strategy. Join Barton Goldenberg, Founder and President of ISM, and author of The Definitive Guide to Social CRM, as he shares his secrets to successful channel sales management. Finding the right partners, aligning your goals, and creating the right incentives are just the start. But to sustain demand, build loyalty, and understand what partners and customers really want, you need an online community that serves them...

Duration: 00:35:38

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