Sales Management Podcast

Ryan has a unique perspective as he went to a founder to the person who started, scaled, and handed off the sales management, operations, and enablement roles at his company. He came back in to re-work them at different milestones and when the owner of the role departed. Companies often do "too much stuff" in some areas and ignore key priorities in others. If you are growing and don't know how much or where to invest in ops, enablement, or management, this episode is for you!

We've all heard of conversational intelligence software. It's very powerful, and in this episode, I go deep into the present and future with the CEO of one of the most innovative companies in the space. 

Forecasting is critically important for salespeople and sales leadership alike. It's also one area where there are vendors pushing AI technology on one side and others saying it's 4th grade math. Prior to this episode I had spent a lot of time thinking about forecasting and when Reid reached out to chat, I couldn't resist the opportunity. 

Woody led the sales team at Divvy from the beginning to their $2.5 billion acquisition. Now, he's building Elephant to take advantage of his insights into the world of B2B sales and what's currently going on in the market with AI. Join us for this tech-meets-sales conversation. 

Experienced VP Brendan Short discusses product-led sales, the transition from founder to executive, optimizing PLG account monitoring, incentivizing proactive sales, effective communication strategies, analyzing declining quota attainment, managing sales teams, product stickiness in SaaS, and the evolution of sales strategies.

Change management is the make-or-break when it comes to making sales training and enablement programs successful. In this episode, we dig into several actionable tactics companies can use to up-level their change management programs with little to moderate effort. 

You all know what I think about coaching, so I brought on another coaching enthusiast to banter about how to build and scale effective coaching cultures within B2B companies. 

We dig into the life of a frontline sales leader who is charged with managing multiple teams with different functions. In growing orgs, this role often appears and there is no clear-cut roadmap. Andrew walks us through his approach and how he's found success. 

Are your salespeople practicing during the game, or are they practicing in practice to get ready for the game? In this episode we dig into actionable tactics to make intentional and productive practice a reality in the world of B2B sales. 

There used to be a saying in pro basketball "Give the ball to Jordan." In this episode we talk about the case for giving the best leads to the best sellers and what to do with everyone else.