Sales Management Podcast

Salespeople have quotas and a large % of their compensation is variable. But what about enablement? Paul and I discuss some spicy ideas that he's implemented in the past. 

This episode moves beyond the question of "what is sales enablement?" to "what could sales enablement become?" In the 2010's, software was eating the world, and now AI is taking a big bite out of software. Join us as we take a peek into the future. 

Sales development training broken? It doesn't have to be. In this episode of the Sales Management Podcast, we're joined by Gabe Lullo, CEO of Alleyoop, to uncover and remedy the common pitfalls in sales development training. 

I don't use guest invitations as a lead gen funnel for my business, but Charles has a great perspective here that we dig into during this fun and engaging episode. 

We were tight on time, but we recorded a great episode that's high-energy and packed with actionable takeaways. Eric is a sharp sales leader who just released a new book: The Sales Blueprint. Check it out on Amazon. 

You can go inbound. You can go outbound. You can use nearbound. Or...you can combine them all into Allbound. It's harder. It takes process orchestration. But it pays dividends. Check out my conversation with allbound expert Evan Dunn. 

There are a lot of fractional sales leaders out there. Some are amazing folks who are doing it as a part-time thing while focusing life in other areas. Some are unemployed, not that great, and desperate to pay the mortgage. Thus, hiring one is a dangerous game and some advise against it. But should you hire fractional? For what functions? When? How long should they stick around? Join this conversation to get your gears turning around fractional help in the sales world. 

One of the most overlooked topics in prospecting is email deliverability. If your company does email prospecting and you don't have an expert (not an intern) setup and monitors deliverability, you need to listen to this episode. I learned a lot!

Call scorecards are often used wrong. Teams use 1-5 scales. Teams score calls and have reps self-absorb feedback. Scorecards are not used for periodic team / individual assessments. If any of these topics are interesting, dig into this high-energy discussion around a topic I love and many struggle to get right. 

What is an SDR leader thinking about in their first 90 days? This episode digs into how Paul thinks about preparing for and executing within his new position. If you're going into a new role or hiring someone as a new manager, this episode is worth a listen!