Sales Management Podcast

Salespeople already have quotas...do they need OKRs too? Are OKRs a good fit for management or enablement folks? Neil and Cory dig into this topic in a debate-style format. 

It's common for folks to say that sales development is the hardest job in sales...but is it? Cory disagrees, and in this two-part episode, he invited Kim and Daniel to debate the topic with him. Kim is a fractional CRO and Daniel is a salesperson who recently held SDR roles. 

As a veteran enablement leader, Bob has several specific ideas around where enablement can spend their time to have a big impact on their teams. 

After working hundreds of tradeshows, Zach provides tactical advice on how to get more out of shows through preparation, execution, and follow-up. 

Jake started his company, Common Paper, to modernize contracts, including SaaS subscription agreements. He's figured out specific ways to use legal to shorten sales cycles, whether or not you are one of his customers! 

Another debate episode where Cory and Ryan dig into 1) is outbound prospecting going to die? and 2) do companies have too many products in their tech stack? 

Where should enablement be focused in 2023 and when exactly should the sales team demo? Enablement veteran Monty Fowler digs deep into both of these topics in this highly-informative episode. 

As an enablement leader, university professor, and AI enthusiast, Tom was the perfect guest to dig into the future of sales management. His insights are plentiful and compelling in this episode. 

BDR.ai founder Chad Burmeister is on the leading edge of AI for sales teams. He gets into where we are today and where we could go in the future. 

In addition to publishing the book Sales Playbooks: The Builder's Toolkit, Cory has built or overseen the creation of hundreds of sales playbooks. In this episode, he digs into the ins and outs of how to design, build, and maintain a playbook for all sizes of organizations.