Modern Sales Management (Pipeline Ops)

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	Pub. Date	Title	Duration
	24 Nov 2020	The Math Behind Great Sales Teams With Ryan Reisert	00:42:03
Hitting a sales slump is a right of passage for every salesperson and team, and this year has been especially tough across various industries due to the uncertainty of Covid-19. It’s no surprise that 57% of sales reps are expected to miss their quota this year (Salesforce). Knowing how to increase sales revenue when it’s not where your company needs it to be is a tricky situation for executives and sales teams alike. Finding the exact areas to improve in your sales process can feel like searching for a needle in a haystack, but it doesn’t have to. “Student of Sales” Ryan Reisert shares his unique formula for sales process improvement on this episode of the Modern Sales Management Podcast. Ryan is well-known on LinkedIn and YouTube for his numbers-driven sales strategy he calls the “math of sales.” Ryan believes that your sales process can be broken down into smaller disparate pieces in order to create benchmarks for sales rep to improve and build upon. He encourages sales leaders to use simple math to solve their fundamental sales problems. This week’s conversation also covers: How to use a “bucketing system” to contact the leads that are most likely to close How to have more conversations with the right people in order to increase sales revenue Why optimizing your sales process is always important, even when your team is enjoying success How math can be used to make your sales process more efficient Why looking for quick wins always loses in the long run How to optimize sales activities to close deals faster How to remove waste from your sales funnel Why a sales manager’s target message to his reps is so important when it comes to math of sales accuracy Tips on finding out who your best customer is and solving their pain points How to use your math of sales to create benchmarks for your sales reps to build upon Tips on looking for your customers in the right places and budgeting for this search Math of sales common pitfalls Why time is the biggest factor in creating sustainable sales revenue What role reverse engineering plays in your sales process and how to use this as an optimization strategy Why salespeople often give up on customers too quickly and how to avoid this How to adopt a “process before technology” approach in your sales strategy Learn more about Ryan by checking out the books he has co-authored, Outbound Sales, No Fluff and The Math of Sales: Market Domination. You can also subscribe to his Patreon page for exclusive access to more of his content and ideas. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	10 Nov 2020	Making Sales Enablement More Impactful With Andrew Quinn	00:38:20
Sales enablement is a term that has recently gained a lot of traction in the business world. While sales enablement has always existed, it is only in the past five years that a universally accepted term has been put forth to describe the processes, people, and technology that reduces friction in the sales process. It seems everyone is in agreement that successful businesses should focus on sales enablement in order to close more deals and grow revenue, but when it comes to executing sales enablement strategies, there is a lot of confusion about the most impactful approaches. Therefore, many companies fall short. We talked about the challenges of sales enablement with Andrew Quinn, Vice President of Sales Productivity and Enablement at HubSpot, on this episode of the Modern Sales Management Podcast. Andrew shares that sales enablement is often viewed as a business department or a tech stack, when instead it should be treated as a discipline within your company (similar to annual planning or financial disciplines, for example). To build a strong sales enablement culture at your company, Andrew says you should pinpoint what the ideal outcomes are for your business and work backwards to identify the present-day roadblocks that prevent you from reaching those desired goals. Once those are apparent, sales enablement is making the most impactful changes with the least amount of effort. Our discussion also covers: What role technology plays in sales enablement Tips on building a sales enablement culture at your company Why friction in your sales process can be an important starting point in your sales enablement strategy How to find the balance between the physicality of sales and the technical infrastructure behind your CRM to maximize sales revenue What role trust plays in sales enablement Why sales enablement is change management at its core What the three main components of sales enablement are and how to equip your sales team with these tools Why companies struggle to create simple sales processes for their salespeople and how to overcome this hurdle How to perform due diligence on your CRM in order to prioritize success for your sales team How sales enablement has changed within the past 5 years and its future outlook What role senior leaders should play in sales enablement How to use a salesperson’s path of least resistance to optimize your sales process Why every department has a role in sales enablement and how to align your entire company with this strategy Connect with Andrew on LinkedIn or email him at aquinn@hubspot.com. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	04 Aug 2020	How to Set Sales Team Goals With Mike Simmons	00:23:39
Creating a successful, repeatable sales process in your organization is the holy grail for sales managers. However, seasoned executives know that what works for one salesperson may not work for another. So, how do you create an effective, systematic playbook for a sales team with varying strengths, backgrounds, and capabilities? More importantly, how do you do this without overcomplicating everything? To answer this loaded question, I spoke with Mike Simmons of Catalyst Sale. Mike explained how the best sales managers approach sales as a “thinking process” vs. a “doing process.” Mike shared tips on how sales managers can break down their sales process into smaller parts so that their team can solve customers’ complex problems with simple solutions. We also discussed: Can a good salesperson teach their successful method to another salesperson? Do sales scripts work? How do you use a “thinking process” to manage your sales team? How has the sales manager’s role changed in 2020 (as more and more sales teams become remote)? What is the most important skill an effective sales leader should have? Do successful salespeople make great sales managers? How can coaching youth sports teach you about sales leadership? What are the biggest challenges faced today by mid-career/experienced sales leaders? Are sales playbooks interchangeable between organizations or industries? What questions should you ask a prospective salesperson joining your team about the sales process of their former company? How can you build an effective sales framework for your company? What are the right questions to ask your salespeople in order to build a successful sales playbook for your team? How can you set the right sales goals for your company (both at the organization and individual level)? How do you know if your revenue goal is realistic for your team? What role does structure play in hitting your sales revenue goals? How can you create clarity in your sales process? How can sales managers accurately target their ideal customers? Learn more about Mike and his work by connecting with him on LinkedIn or by checking out his podcast. You can subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	13 Oct 2020	How to Turn Sales Enablement Into Revenue With Andy Paul	00:33:49
Sales enablement is a term that is gaining traction in the corporate world and its definition varies greatly depending on who you ask. To some, sales enablement means content management. To others, it means sales rep training or coaching. Some would venture even deeper into the concept of sales enablement and say it’s not a business strategy, but instead, a company vision. What’s for sure is, regardless of how you may define sales enablement, employing this strategy in your business won’t happen without buy-in from your company’s c-suite. And depending on their definition/perception of sales enablement, this could be a tough hurdle for you to overcome as a sales manager. We talk about the challenges of sales enablement with Andy Paul, Host of the Sales Enablement Podcast, on this episode of the Modern Sales Management Podcast. Andy, recognized as one of the top sales minds in the world, has interviewed nearly 900 of the world’s most successful sales leaders for his podcast and has authored several books on sales and sales management. He shares exceptional insights into the issues sales leaders face today, especially when it comes to executing sales enablement initiatives. Our discussion with Andy also covers: Why c-suite executives need more interaction with the salespeople who serve their customers A broad definition of sales enablement and what it can look like within a company Tips on training your sales reps to have knowledge-based conversations with your customers What role business acumen plays in sales enablement Why sales processes should leave room for personal experimentation How to amplify a salesperson’s judgment to help them make better decisions Why general business knowledge is a powerful tool that most salespeople lack What role the c-suite can play in improving your sales team’s performance What “freedom within structure” means and how to use this strategy with your salespeople Why utilizing more disparate points of view can help strengthen your sales process Why sales management training is an undervalued opportunity that needs a lot more attention (and investment dollars) How sales managers can encourage personal growth and experimentation within the sales process Why hiring managers need to stop looking for attributes (hunters, closers, extroverts) and start looking for open-minded problem solvers Why sales hasn’t been modernized despite advances in data and technology and how we can change that Tips for a modern day sales manager to change the future of sales for the better Learn more about Andy by connecting with him on LinkedIn or check out his Sales Enablement Podcast. For even more inspiration, visit Andy’s website for endless sales tips and resources, including the selection of books he’s authored. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	25 Aug 2020	How to Create a World-Class Business Development Team With Angela Hamilton	00:28:28
Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science. So, how can you set up your business development team to maximize their success? This is the question I asked our very own Angela Hamilton, HubSpot Growth Specialist at Pipeline Ops. Angela draws on years of experience building business development and sales teams to share actionable tips managers can implement today to best align their teams for revenue growth and scalability. Other topics discussed in this episode include: How sales managers can teach sales reps to build, use, and grow their skill sets Why a “helping people first” mentality is more important than a “selling” mentality How the alignment of sales and marketing can make all the difference in your business development plan What kinds of systems sales managers need to have in place to best serve their sales teams Why hiring is only the first step in cultivating a talented team (hint: coaching and mentoring are the next steps!) How the business development landscape has changed within the past few years Why buyers are more informed now than ever and how this affects sales training, tools, and processes What are common mistakes sales managers make and how to prevent them How to get everyone on your team following the same playbook How to leverage reporting and metrics technology in the fight against micromanagement Why the buyer is more important than what you’re selling and how to teach your salespeople to put the buyer first What is the best way to introduce a new process to an existing/experienced team Tips on transitioning a casual conversation into a buying conversation What sales and marketing alignment looks like and how to achieve it What executives can do to best serve business development teams Learn more about Angela and her work by connecting with her on LinkedIn. You can subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	17 Nov 2020	Selecting the Right Sales Stack with Dan Cilley	00:30:49
According to LinkedIn’s State of Sales Report 2020, 97% of salespeople said that technology is either “important” or “very important” to their sales process. Meanwhile, the number of salespeople relying on sales intelligence tools has increased 54% in the past two years. These stats highlight the importance of your company’s sales tech stack, but with thousands of different options and integrations available at your fingertips, how do you choose the best CRM and sales technology for your company? That’s the question I asked Dan Cilley, CEO of Vendor Neutral, for this episode of the Modern Sales Management Podcast. Dan helps enterprises identify the right technology path to build sustainable growth in their specific industry. His company’s unique selection and integration process actually prioritizes technology as the last step in the equation of your company’s sales enablement strategy. During our conversation, Dan shares his framework for evaluating your company’s current needs and goals, while aligning that with your present-day sales technology initiatives, team, and budget. Dan and I also discuss: How to avoid the common problems companies often face when choosing a sales tech stack How to determine if a sales tech solution will address your company’s priorities Why relying on your peers for sales tech advice and reviews can backfire Why sales process evaluation is the first (and most important step) in choosing the right sales tech stack Tips on budgeting for sales technology Why engagement has the greatest impact on your sales process and how technology stacks can optimize your team’s engagement power How the sales tech landscape has changed in the past three years and its future outlook How to avoid getting overwhelmed while building your team’s sales tech stack What role executives play in sales technology selection, integration, and adoption What digital transformation means and how it is affecting sales technology How Covid-19 has affected the virtual seller and how to maximize the outlook for your company’s long-term benefit Tips on harnessing the advanced insight sales technology offers without overcomplicating the sales process for your salespeople Why the right sales technology pushes information in front of your sales team to facilitate opportunities (instead of pulling them away with distractions) How to avoid getting distracted with “shiny objects” when selecting the best sales tech stack for your company Learn more about Dan’s company by visiting its website or connect with him on LinkedIn. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	15 Sep 2020	How to Increase SaaS Sales Using Automation and Data With Kevin Mead	00:27:19
Startup SaaS companies face abundant opportunities and tremendous risks when it comes to scaling revenue. Without high fixed overhead and fulfillment costs, SaaS leaders can direct more capital toward marketing and sales. However, if their sales and marketing processes aren’t streamlined and optimized, all that money will quickly go to waste and their investors will walk. We talked about the complexities of driving SaaS sales revenue with Kevin Mead, Owner of Salestream, on this week's episode of the Modern Sales Management Podcast. With an academic background in computer science (coding) and professional experience in sales and marketing, Kevin offered a unique perspective in sales leadership and process optimization. He emphasized the importance of aligning your sales and marketing teams and shared tips on improving the sales process using data and automation. Our discussion also covered: How marketing can best meet the needs of people before sales becomes involved What sales and marketing alignment (smarketing) looks like in a SaaS company Why the sales process itself is more important than the size of your sales team How inbound leads can cut the sales cycle by 50% How coding can be used to scale revenue at SaaS companies Why marketers should learn the commission structure of their company’s sales team How to create a CRM that is a tool for your sales reps and not an obstacle How to ensure the success of your entire sales team (vs. having one top performer and a few average salespeople) Why HubSpot is a double-edged sword and how to maximize its potential for your business How to build a steady flow of inbound revenue What are common pitfalls that sales leaders face How to make the most of every hour of your sale team’s day Connect with Kevin on LinkedIn and learn more about his work by visiting his website. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	29 Sep 2020	Prioritizing Sales Coaching on a Busy Sales Team With Chris Jordan	00:23:23
Being a successful salesperson doesn’t necessarily mean you’ll make a great sales manager. After all, the customer-centric skill set that helps you close deals is much different than the team-focused skills needed to coach, motivate, and inspire a diverse group of salespeople. We talk about effective sales management tactics and sales rep coaching techniques with Chris Jordan, Vice President of Sales at CampusLogic, on a new episode of the Modern Sales Management Podcast. Chris has led sales teams of various sizes across multiple industries and shares valuable insight on building and managing successful teams. He emphasizes that personal development is just as important as pipeline development when it comes to motivating your sales team and driving revenue. Our conversation also includes: Effective sales coaching frameworks and philosophies How to use sales team assessments/evaluations to develop salespeople and leverage their strengths Actionable tips for improving 1:1 sales meetings How to set realistic sales goals/quotas for your salespeople Measuring sales rep success through pipeline development and forward progression Why some sales reps have trouble talking about money/pricing with customers and how to help them overcome this hurdle Helpful interview tips when evaluating a prospective salesperson for your team What are some common challenges sales managers face when it comes to hiring and how to combat these issues How to encourage your sales team to follow the same sales process without killing their individualism How to evaluate your sales pipeline to account for an individual rep’s strength and weaknesses How remote sales is changing sales leadership techniques What “Zoom fatigue” is and how you can re-energize your team when they hit a plateau How to embrace communication technologies (i.e. Microsoft Teams, Slack, Flock, etc.) to maintain connection on a remote sales team Why you should end every sales rep 1:1 with two questions: “How can I help you?” and “How can I make your life better?” Connect with Chris on LinkedIn or follow him on Twitter. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	22 Sep 2020	The Best Sales Management Tool to Root Out Performance Problems With Charlene DeCesare	00:28:42
As a sales manager, you know it's easy to get overwhelmed - even when your team is performing well. However, the weight of all of the data and all of those starting points grows exponentially when you have to evaluate and resolve a dip in sales. What if there was one place to look that would tell you almost everything you need to know about why your sales activities are not resonating with your buyers? If this tool would make your life easier, you’re not going to want to miss what I am going to tell you next. We talk about the most effective starting point for optimizing your sales process with Charlene DeCesare, CEO of Charlene Ignites, LLC, on this episode of the Modern Sales Management Podcast. Charlene draws upon 25 years of experience in sales to explain how the best sales leaders focus on developing the right messaging, methods, and mindsets for their teams. Our conversation also covers topics such as: How to create messaging that focuses on making connections Why the right sales messaging starts at the top - with the way sales leaders communicate to their teams What The Email Cemetery is how you can stop your emails from going there Why sales messaging should focus on the buyer and not the seller How emails can be used as diagnostic tools to see what is and isn’t working within your organization How salespeople can avoid being “ghosted” by a prospect Tips on sales coaching and running productive sales meetings Why an organization’s core values are so important in the creation of sales messaging/templates/scripts How to shorten the sales cycle without pestering or chasing prospects What mission osmosis is and how it can be a valuable corporate strategy Why salespeople and leaders should embrace being human and what that means Tips on motivating salespeople and staying positive in a negative world Why sales leaders need to lead with compassion and how that translates into revenue growth How to create an innovative and productive sales culture How to shift your mindset to make your job more enjoyable and become more effective Connect with Charlene on LinkedIn and learn more about her work by visiting her website. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	17 Jul 2020	How to Systematically Increase Sales With Better Messaging With Walter Pollard	00:29:03
As a seasoned executive, you know how to ask prospects effective questions and say the right things every point in the sales process. Sales conversations flow freely. You are confident in articulating your value proposition. Building trust and authority is second nature. But, how do you get your entire sales team to use the best messaging through the sales process? That is exactly what I asked Walter Pollard of Brand Fuzion. I recently spoke with Walter about sales enablement and operationalizing sales messaging for the Modern Sales Management podcast. During this episode, we dove deep into how to develop and get your sales team to use more effective messaging, including: What is the Sales Enablement Society? How has sales enablement evolved and how is sales enablement defined today? What do senior executives need to understand about sales enablement? What are the biggest challenges facing Chief Revenue Officers and VPs of Sales today? How should sales teams balance a focus on products and delivering value? What is the role of messaging in a modern sales team? How do you structure your sales process so you are sitting on the same side of the table as your sales people? Where does sales messaging fit into your sales enablement strategy? How do you measure the effectiveness of your sales messaging? What steps can you take to develop better messaging? How to avoid competing on price? What do people get wrong the most about sales messaging (and how can they avoid it)? How can companies get all of their sales reps on the same page regarding messaging? How do you turn your sales messaging into a selling system that your entire sales team can use to win more? When messaging changes, how do you convey those changes to your sales team without confusing them? What is the role of your messaging strategy in the onboarding process to get sales reps ramped up faster? How can sales leaders monitor the use of messaging and reinforce messaging over time? How does sales reporting help optimize messages and tactics? How can marketers test marketing messages faster with better sales and marketing alignment? Why is feedback from sales reps about your messaging important? Does sales enablement look different for sales managers than it does for sales reps? Connect with Walter on LinkedIn and learn about his company, Brand Fuzion, at BrandFuzion.com. You can subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	01 Sep 2020	How AI and Machine Learning Increase Sales Team Productivity With Howard Brown	00:26:36
Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders. While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily. Fortunately, there are ways to harness the power of enhanced data without bogging down your sales reps with complicated tasks. I discussed some of these methods with Howard Brown, Founder and CEO of ringDNA, during an episode of the Modern Sales Management Podcast. Howard shared valuable information about how sales leaders can leverage AI and machine learning to simplify the sales process for reps. Our conversation also covered topics such as: How sales teams have shifted in the past few years Why new data can be intimidating to a sales team and how to distribute it in the most efficient and actionable way How to turn “big data” into “little data” Why insightful data is crucial to your sales team How to evaluate sales technology and know if it’s right for your business Why the best technology allows humans to be lazy How sales leaders can become great coaches Why technology is important, but the customer is still #1 in sales How AI and machine learning can help sales reps perform better What role leadership plays in the introduction of a new sales tool set How to find the right sales reps How to increase sales productivity with hyperfocus Why using technology to track sales performance is about continuous improvement and not about micromanagement How machine learning and AI are changing sales organizations How social media is making everyone a journalist and what this means for your sales strategy How the sales landscape is changing and how sales leaders can best prepare for the future Learn more about Howard and his company, ringDNA, by connecting with him on LinkedIn. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	17 Jul 2020	How an Inbound Mindset Helps Sales Teams Increase Revenue With Dan Tyre	00:35:14
HubSpot was founded in 2005 with zero customers. Today, over 78,000 businesses in 120 countries use HubSpot to grow. With the company pulling in $675 million in revenue last year, HubSpot is one of the most impressive growth stories of the past 15 years - from the raw numbers and thought leadership to their culture and transparency. What would you ask someone who was in the room where it happened that first year and has been instrumental at the company every step of the way since? Dan Tyre, director at HubSpot (HubSpot employee #6), is that person. I recently spoke with Dan about coaching sales reps and instilling the inbound mindset throughout your organization for the Modern Sales Management podcast. During this episode, we discussed increasing sales by teaching your sales reps to be more helpful, including: How has managing sales teams changed in the past few years? Should sales people expect to get inbound leads? How have video emails from sales people changed the game? What is the inbound sales methodology? Is there more revenue in being a generalist or a specialist in 2020? How do you systematize inbound selling values in your sales organization? What words can salespeople use to disarm buyers and create opportunities faster (hint: you have to mean it)? Does cold calling still work? What is warm calling in sales? How did the concepts, processes, and tips in Dan’s book, The Inbound Organization, get created? Who benefits most from reading The Inbound Organization? What does an “inbound organization” do differently than other types of companies? What is a MSPOT and how does it help your business gain a competitive advantage? How does a CRO or VP of Sales apply the principles of an inbound organization to increase revenue? What are the biggest pitfalls sales managers make when implementing an inbound sales methodology? Do introverts or extroverts make better sales people? What is the role of diversity and inclusion in creating a powerhouse sales organization? What is the number one question Dan gets as he speaks to groups around the world? Connect with Dan on LinkedIn or Twitter. If you would like to read Dan Tyre’s book (co-authored with Todd Hockenberry), visit InboundOrganization.com to purchase a copy today (bulk ordering available) or take the inbound organization assessment. Dan also runs a mentorship program for start-ups, entrepreneurs, and business leaders. The Tyre Mentor Program was created in 2013 to provide a framework for anyone who has the desire to connect with the right mentor and nurture the relationship in an effective low hassle manner. For more information about Dan Tyre’s program, insight, and public speaking visit DanTyre.com. You can subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	18 Aug 2020	How to Switch to a Remote Sales Team With Dayne Topkin	00:20:02
While many companies have been selling their products online with a remote sales team for years, sales managers that are new to this “COVID-19” sales model face tremendous challenges. Tasks such as keeping your sales team engaged, finding new ways to demo/sell products online, and promoting collaboration within a remote team can seem daunting to even the best sales executives. In the most recent episode of the Modern Sales Management Podcast, I spoke with Dayne Topkin, Content Marketing Manager at HubSpot and the creator of the new HubSpot Academy course, Online Sales Training: How to Move From Field Sales to Remote Selling. Dayne provided valuable insights on how companies can pivot their sales processes and models to gain traction and thrive in remote sales. Dayne and I also discussed: What are the main challenges for sales managers in remote sales? What are some benefits of transitioning a sales team to a remote setting? Should we assume that the shift to remote sales is a permanent change for all companies and products? What are some tips and techniques for sales managers navigating the “new normal” of remote sales? How has COVID-19 changed sales interactions? Are some products (i.e. those with complex demo processes) harder/impossible to sell online? Is there anything in field sales (process-wise) that can not be done online? How can sales managers foster collaboration within a remote sales team? What are some ways to keep sales reps engaged and motivated while they’re working at home with countless distractions? How can you make critical information available to all salespeople at all times? What are some mindset shifts sales managers need to make when moving to a remote sales setting? How do you keep sales reps connected and energized when they’re working alone at home? What is an urgency matrix and how can it help your remote sales team? Connect with Dayne on LinkedIn and check out some of his most recent HubSpot Academy online sales tips at https://academy.hubspot.com/lessons/online-sales. Dayne is also part of a huge HubSpot training initiative that focuses on 2020’s unique challenges and opportunities. Learn more about this program at https://offers.hubspot.com/adapt2020. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	11 Aug 2020	How to Create a Healthy, Collaborative Sales Team Culture With Paul Schneider	00:19:02
While product, markets, and messaging may vary, a successful sales organization always starts with plugging the right team into the right culture. The best people in an unhealthy culture will result in unproductive habits and slower than expected growth. And eventually, you’ll lose top talent. If you have the wrong people with a strong sales culture, you are not much better off. The good news is that whether you are building a team from scratch or optimizing a team you’ve inherited, there are several ways you can position your team for immediate and positive results. I discussed some of these sales management strategies with Paul Schneider, VP of Commercial Sales at Higher Logic, on a recent episode of the Modern Sales Management Podcast. Paul shared tips on how sales managers can adopt a collaborative approach to building, improving, and motivating their sales teams. We also talked about creating a positive sales culture and what role it plays in driving sales growth and revenue. Our discussion also covered: -How can you properly evaluate your team and its resources for optimal performance? -How do you hire the right salespeople? -Would a “lone wolf” salesperson be a good addition to your team? -Should you encourage mentorship within your team? -What are some ways to promote camaraderie and connectivity on a remote sales team? -When a salesperson gets “stuck” during a deal, what are some useful tactics for helping them get “unstuck?” -What are the most important traits to look for when hiring salespeople? -Besides money, what motivates salespeople? -How do you encourage self motivation and accountability without becoming a micromanager/tough guy/enforcer? -Is appreciation a necessary tool for motivating salespeople? -How can you build a strong sales culture within your organization? -Should a sales manager focus on the numbers (or the people who drive those numbers)? You can connect with Paul on LinkedIn. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	03 Nov 2020	How to Implement an Outbound Sales Strategy with Skip Miller	00:36:36
Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline. Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer? We discuss this loaded question with Skip Miller, President of M3 Learning and author of Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads, on this episode of the Modern Sales Management Podcast. After the uncertainty Covid-19 has created, Skip says we can’t bank on always having low-hanging fruit ripe for your sales team to pick. He feels the most adaptable and successful sales teams have an outbound focus, which enables them to create, rather than seize, sales opportunities. We also discuss: How to create a high-performing outbound sales team Tips on accelerating the sales process without losing fundamental sales skills (i.e. prospecting, qualifying, etc.) Why sales managers need to develop great messaging, sequences, and cadence and how to do just that How the inbound marketing revolution has negatively impacted the sales landscape and how outbound can improve it Why attitude is so important when it comes to sales conversations What sales managers often get wrong about outbound sales and how to avoid these pitfalls Tips on creating an outbounding culture Why having a vision and a mission can positively change your sales organization Tips on selling to above the line buyers Why leading indicators (not trailing indicators) are the keys to sales success How to write sales emails that will be opened and read Why outbound sales is like investigative reporting Why salespeople need to stop offering to help prospects who never asked for help What the c-suite needs to know about outbound sales teams Connect with Skip on LinkedIn and learn more about his company on his website, including the collection of books he’s authored on sales strategy and sales management. His newest book, Outbounding, was just released on Amazon today! Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	26 Jan 2021	Creating a Next-Generation Sales Engine with Dale Miller	00:41:33
Tried and true sales and marketing strategies went out the door in 2020 when teams all over the world were forced to quickly adapt to remote environments, new technologies, and savvy customers. Now that the dust has somewhat settled, executives are focused on creating sophisticated sales and marketing systems that will best prepare their teams for what lies ahead. I talked with Dale Miller, Global Sales Director at OK International, about building a next-generation sales and marketing system on this episode of the Modern Sales Management podcast. With several decades of sales and sales management experience across various industries, Dale shares exceptional insights about what it takes to succeed in our current climate. More specifically, he explains his four-part sales and marketing strategy/framework that has a proven track record of growing market share and increasing sales revenue. We also discuss: How sales and marketing teams can best adapt to our new normal How customer engagement has changed over the past year and how to embrace the newest challenges Why automated marketing should be a key part of your sales strategy in 2021 Tips on delivering value quickly and efficiently in your new and improved sales process The effect COVID-19 has had on sales teams, leaders, workloads, and closing rates Ways to keep your sales team focused on what matters most (the projects that move the needle) What a “true CRM” is and how you can use this tool to help your sales and marketing teams drive revenue How to both maximize and optimize your CRM to the best of its ability Why real time data is so important to your sales and marketing strategy How product education/content can help you gain loyal customers Why keeping your value proposition front and center throughout your customer’s journey is so key and how to do just that How to use your CRM to personalize leads and provide targeted messaging throughout your sales funnel Tips on building useful sales dashboards that highlight exactly what drives your business How to systematize a customer acquisition technology for your unique business/industry What the future holds for sales and marketing automation technology and how to harness its potential Learn more about Dale’s four-pillar framework by connecting with him on LinkedIn. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	06 Jan 2021	Sales Leadership for Startups With Amy Looper	00:23:22
Companies everywhere found themselves ill-equipped to handle 2020’s barrage of pivots, curveballs, and pitfalls. Sales enablement, the discipline of providing real-time lead intelligence, more efficient processes, and shareable content to your sales team, became a major differentiator in many industries. Arming your sales team with the proper tools and processes to face the uncertain future is what sales enablement is all about, but this strategy can be particularly difficult for startups. We talk about the challenges and opportunities of sales enablement for startups with Amy Looper, Founder of Relativity Consulting, in this episode of the Modern Sales Management podcast. Amy’s company specializes in sales advisory and enablement services for innovative technology companies. She feels that utilizing the right sales content, processes, and enablement tools will be the key to your company’s success in 2021. Our discussion also covers: How to focus on the right processes to make sales easier for your team Why sales managers in the tech space need to be liaisons between the sales and technology teams How to help your startup sales team overcome common barriers and pitfalls Tips on setting benchmarks and focusing on the right metrics to grow sales revenue How to seize the biggest opportunities in the startup world of sales Why startup buying and selling cycles can be so complex and how to cut through the noise on your path to success How to build a sales infrastructure that is designed to support your best possible outcomes Tips on sales team evaluation and development How to dial into your buyer and serve them continuously throughout the pre-sales and post-sales process How to determine if your startup is ready to hire a salesperson or team Sales forecasting tips and tricks How to test your client’s commitment to make sure you’re focusing on your ideal customer How to identify the benchmarks in your startup’s sales process that indicate it’s time to invest in sales leadership and development Why aligning your sales and marketing team should be a blue chip strategy for your company in 2021 Learn more about Amy’s company by visiting its website or connecting with her on LinkedIn. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	02 Dec 2020	The Mechanics of Social Selling on LinkedIn With Colleen McKenna	00:27:36
Harnessing the power of social media has been a cornerstone of successful sales strategies within the past few years. Especially in 2020, when millions of road warriors were grounded overnight and forced to work remotely, knowing how to access and sell to prospects virtually is a necessity for modern sales teams. With nearly 700 million active users and lead conversion rates 3X higher than other major ad platforms (including Google Ads), LinkedIn offers tremendous opportunities for your sales team. However, like any technology, the true value of social selling on LinkedIn can only be realized through the right sales process, training, and methodology. I talk about maximizing LinkedIn’s sales power with Colleen McKenna, Founder & CEO of Intero Advisory, on this week’s episode of the Modern Sales Management Podcast. Colleen’s unique method focuses on leveraging human connection and technology to reach your company’s recruiting, branding, and business development goals. Colleen and I also discuss: How to sell on LinkedIn without ruining relationships and losing connections LinkedIn as a sale tool vs. a form of social media Optimizing your LinkedIn profile to “show up” and be a great first impression for your prospects Why LinkedIn is a valuable TOF tool and how to leverage its power Tips on establishing credibility on LinkedIn How to build an intentional sales network on LinkedIn How to fix the gaps in your LinkedIn network in order to connect with top clients Tips on setting up sales meetings via LinkedIn How to create a “surround sound” system of communication for your clients with LinkedIn being one of many different channels How to create a sales process using LinkedIn’s Sales Navigator Why a salesperson’s LinkedIn profile should be used as a marketing tool for your company and how to do just that How to jumpstart your network on LinkedIn Tips on creating a LinkedIn sales strategy and how to avoid the most common mistakes sales managers make Sales tips for former “road warriors” in 2020 and beyond What sales teams can expect in the future and how to best prepare for these changes Connect with Colleen on LinkedIn and learn more about her company by visiting its website. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	17 Jul 2020	How to Manage a Modern Enterprise Sales Team With Mark Stevens	00:35:59
Enterprise sales is vastly different from selling to mid-sized or small companies. The metrics are different. The teams and processes are structured differently. And in a lot of cases, it is exponentially more complex than SMB sales. However, most of the sales leadership advice is geared toward selling to consumers or smaller companies. So, how can you set your enterprise sales team up for success in today’s environment - from better sales and marketing alignment to becoming an expert on your prospects' growth strategies? To dive deep into managing today’s enterprise teams and get answers to this question, I asked Mark Stevens, VP of Strategic Alliances and OEM at Ivanti. I spoke with Mark about how enterprise sales teams can maintain a competitive advantage and how to plan for 2021 on the Modern Sales Management podcast. During this episode, we discussed how to sell more to very large companies, including: How to build rapport and strong relationships with senior executives at prospective customers? How do you overcome the biggest challenges CROs, COOs, and anybody responsible for hitting revenue targets face today? How has the pace of enterprise sales changed in the past three years? How can sales teams maintain differentiation and stay ahead of the competition? How can you help your sales team accelerate the sales process? What are some under-the-radar metrics that enterprise sales teams should be measuring? How do you manage AE teams and senior sales teams differently? Can enterprise sales teams expect more or less engagement from buyers when selling remotely? How are trends in AI and machine learning helping sales teams? How to increase sales by experimenting more? Do AEs have a role at the top of the funnel? How has buyer intent data shifted the way sales teams are managed? What is micro-enablement and how are sales teams using it to sell more? How to lead senior sales teams? What works and doesn’t work in sales coaching? How to “manage up” to make sure your sales team has the tools and sales enablement resources they need to be successful? How do you make sure your company does not lose institutional knowledge when a senior sales reps leaves? How do you capture the nuance of deals in your CRM? How has COVID19 changed how sales teams execute their strategies? What role does transparency play in increasing sales? How can sales managers help salespeople keep a productive mindset in 2020? How do you run a productive sales meeting via a virtual meeting environment? What steps can companies take to help marketing and sales work better together? What will sales teams look like in 2021 and beyond? Connect with Mark on LinkedIn. You can subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	09 Sep 2020	How Sales Leaders Can Help Individual Sales Reps Exceed Quota With Rick Roberge	00:31:31
The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding. The good news is that with the right approach, analysis, and execution, sales executives can optimize the performance of individual sales reps. Even better, by helping salespeople on an individual level, sales leaders will build better sales teams and grow more revenue. We talked about several ways of improving sales rep performance with Rick Roberge of Sales RockStars & RainMakers on a new episode of the Modern Sales Management Podcast. Rick explained the psychology behind sales coaching and how sales managers should focus on working one-on-one with salespeople in order to build stronger teams. We also discussed: What sales core competencies are and how you can evaluate your team on them How sales leaders can raise the game for sales reps on an individual level Why sales managers should talk with their reps every day (and not just once or twice a week) How to identify rock star salespeople How remote sales is changing the role of a sales leader How meeting cadence has changed as sales teams switch to remote settings Why inbound leads are still #1 in sales How modern sales has changed the cold calling process forever What self limiting beliefs are and how sales managers can help sales reps overcome them How to teach sales reps to have conversations with their prospects and not just sales conversations Why sales rep performance is more than just metrics How to motivate sales reps by understanding what motivates them How inbound leads often get wasted by sales reps and how to avoid this How sales and marketing is changing and how sales managers can best adapt to the modern sales landscape Connect with Rick on LinkedIn and learn more about his work by visiting his website. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	08 Dec 2020	Balancing Creativity and Strategy to Win More Sales With Daisy Peña	00:29:25
Managing a team of diverse individuals with unique strengths and varying amounts of sales experience can be overwhelming to even the most seasoned sales leaders. Especially this year, as sales teams adapted to remote selling techniques, embraced new technologies, and 40% of businesses missed their revenue targets, the role of a sales manager seems more difficult than ever before. Luckily, the future looks bright for adaptable and methodical sales managers in 2021 and beyond. We talk with Daisy Peña, Regional Manager at Twilio, about proven sales management strategies and best practices on this episode of the Modern Sales Management Podcast. With over 15 years of sales and sales management experience, Daisy shares valuable insights about what it takes to survive and thrive in today’s unpredictable sales environment. Our discussion also covers: What role mentorship plays in sales management Tips for sales reps who wish to move into sales management How to create sales management opportunities for sales reps with ambition and potential Why a background in customer service can benefit both sales managers and their teams How to stay open to feedback from your sales team and use their feedback to constantly improve Why allowing your sales team to take calculated risks on the right opportunities can be a game-changer How to leverage sales technology to get “in the door” virtually to your customers How to balance methodology and adaptability in today’s sales climate Why risk taking can benefit your team’s long term sales goals How to leverage the current trends in sales management to grow revenue Tips for teaching your sales team to think on their feet and make great mid-deal decisions How role playing can cultivate sales success for sales teams and managers alike What questions to ask sales reps to keep them on track and engaged How to create a culture of salespeople who want to contribute to their company beyond just hitting their quota Tips on identifying and building future sales leaders How to avoid the most common missteps sales managers make when trying to motivate their staff Pointers on managing “up and down” and dividing your focus between these tasks appropriately Connect with Daisy on LinkedIn or Twitter. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.
	06 Oct 2020	Aligning Your Entire Sales Team With Your Value Proposition Featuring Angela Rakis	00:24:48
Most CEOs have a vision or value proposition that is the backbone of their company and corporate strategies. Quite frequently, however, that value proposition isn’t communicated to or followed by the sales team (and other important departments). Value proposition misalignment and confusion can wreak havoc on your growth plan as departments market to the wrong customers, work towards different goals, and use the wrong tools and messaging to sell products and services that they don’t fully understand. We talk with Angela Rakis, Founder of Metis Sales Solutions, about bringing the c-suite and sales teams together to work towards a shared value proposition in our newest episode of the Modern Sales Management podcast. Angela has over 20 years of experience selling for companies like IBM and Xerox and now she consults with smaller companies to create sales plans, find customers, and grow sales. Angela and I also discuss: Why there is often a disconnect between operations and sales and how to avoid it Troubleshooting tips for companies with low sales revenue What are common roadblocks to value proposition adoption and how to overcome these challenges Pointers on getting executives and sales teams to work well together How to create a sales system that produces predictable revenue Why referrals are more important than ever How to leverage your network to win target accounts through referrals Tips on creating a referral partner network to drive sales revenue How to create a sales playbook that will be adopted company-wide Why the sales playbook is not just for your sales department and how to get all hands on deck to help your sales team Why role-playing is a forgotten tool in sales and how to leverage this strategy to push your company’s value proposition Insights on how executives can attract and retain top talent How to align your KPIs with your CRM and sales playbook How sales is changing and how you can stay ahead of the curve in 2021 (and beyond) Connect with Angela on LinkedIn and learn more about her company by visiting her website. Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

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