Hey Psyche, how do I?

Back again on the topic of Sales Enablement; why it needs to evolve to suit a new environment and the role it plays in truly enabling sales people and managers as well. In this episode we're talking about 1 thing to introduce, keep and throw away this year when it comes to Sales Enablement.  Joining me for this chat is Ross McLean, Director Sales Training and Enablement at Snyk.

Data can be your best friend in sales; it shows you where the marginal gains can be made, what's working and what isn't. But it's important to not just absorb data, but to question it as well. Understand the why behind it. This is where you can truly utilise the potential it can bring to your role and organisation.  To discuss this, I'm joined by Kaitlen Kelly (Manager of Sales Development) and Coral Armstrong (Corporate SDR) from Outreach.  Along with this, we'll be discussing the importance of a brand, how managers can empower themselves and those around them, plus toxic positivity.

A lot has changed in the world of sales in the last year and with that sales enablement has had to adapt to support the changes in sales approach and strategy. A challenge with sales enablement is they find themselves constantly being the fixers, asked to roll out projects. But to truly scale, effective sales enablement teams need to know how to empower and equip the teams around them, to avoid an over reliance.  To discuss how to do this with 1 thing they'd encourage sales enablement and sales people to try, avoid and keep doing, I'm joined by Giulio Magni & Marcus Davidson, both from Mimecast. Giulio is the Sales Enablement Director and Marcus is the Enablement Manager.  We also discuss the importance of practice and how being mindful of your self-talk can create a healthier growth mindset. 

What a year it's been, so much change and the requirement for us to adapt to how we sell and engage. Attention, now more than ever, is harder to grab and gain from prospects. So what can you do to stand out amongst all the noise and cut through to engage with the right people.  To discuss this, I'm joined by Dan Knowlton this week, co-founder of Knowlton Marketing, LinkedIn advertainment hero and all-round good guy.  Dan will be sharing his perspective on the evolution of marketing, where people should be investing their time to capture attention and how the customers buying behavior has evolved. 

One of the biggest myths that still exist in the world of sales today is this perception of success being driven by an alpha male/female approach. It's a myth that is causing a severe impact on those that allow it to happen and promote it as well. What is a more accurate version of this, in the modern-day? To discuss this, I'm joined on this episode by Ben Miller and Paul Fifield.  Ben is Managing Partner of Miller Growth Advisory, Coach of ScaleWise and Interim VP Sales at Ably  Has managed sales teams across 15 countries, delivering sales to customers in 60 countries. Paul is CEO & Co-Founder of Sales Impact Academy with 18 years’ experience in founding and scaling global companies. Along with this, Ben and Paul will be sharing their belief on how you can use data to drive your hiring process and repeatable revenue.

As a sales community, leaders, organisations and everyone in them; what can be done to empower more women to not only step into the world of sales, but to enable them to progress, to grow and develop into leaders? What are some of the challenges that they must face? To discuss this very topic, I'm joined this week by Catie Ivey Coutinho and Laura "LG" Guerra. Catie is RVP of Sales at Demandbase & Speaker. Laura is Senior Director of Sales at ringDNA and a Chapter Head of The Revenue Collective. Catie & Laura will be discussing how the world of sales can empower more women, the dreaded imposter syndrome and advice to those women in sales on how to start focusing and progressing towards sales leadership. This episode really is for everyone in sales, to raise awareness on how as a collective, we can do better at empowering women in sales. 

The key to any successful business often lies in it's sales teams capability. There is no one size fits all when it comes to defining a specific type of person or personality that always succeeds, but there are ways and signs to spot your next potential superstar seller and hire amazing talent. Alongside this, with sales being a busy and competitive place, how do you elevate yourself when in a sales role, to really push yourself to superstar status? To explore this topic, I'm joined this week by Emmy Jonhson and Morgan J Ingram. Emmy is a Speaker & Senior Director of Global Sales Development @ ZeroFOX. Morgan is Host of #TheSDRChronicles, 2x LinkedIn Top Sales Voice and Director of Sales Execution & Evolution @ JBarrows Sales Training. Alongside this, we'll be talking about the importance of being curious, the pattern interrupt concept and also for new sales leaders, how do you build your reputation and credibility with your team, that may consist of sellers you were once peers with.  If you're looking to build a successful sales team, become a superstar seller or a new sales leader, looking to build the foundations for future success, then this episode is for you!

The world of selling is constantly evolving; with the rise of social media and recent events, platforms like LinkedIn are even more important and crucial to cut through your noisy and competitive marketplace. But why do a large amount of people feel like they can never generate opportunities through the platform? What is going wrong? What do we need to more off or less of? To answer these questions, this week's episode features two LinkedIn pros; Judi Fox & Richard Moore. Judi is a LinkedIn Video & Content Strategist and Speaker. Richard is a Sales Consultant, Trainer and Founder of Entrepreneurs Business Live.  Along with this, they'll also be sharing their views on what key habits or skills are needed to be successful on the platform and also if they were to start all over again, what first few things would they focus on.  So if you're looking to up your LinkedIn game, or cement your knowledge, on how to generate business through the platform, then this episode is for you. 

Did you know that 90% of decision making is subconscious? That's crazy, right.  But what factors go into making that subconscious decision? It's the million pound question that all sales teams are looking for; what is the formula or ingredients that go into a prospect saying "yes" to a proposition? Well, within the world of neuroscience & selling, you'll find strong evidence and answers to this. This isn't about manipulating prospects, it's looking to understand your prospects more effectively.  To explore this, I'm joined by Matt Jonhson PhD & Prince Ghuman, Co-Authors of Blindsight. Matt is a professor, researcher, and writer specializing in the application of neuroscience and psychology to the business world. Matt received his PhD in Cognitive Psychology/Neuroscience from Princeton University in 2013. A contributor to major news outlets including Forbes, Entrepreneur, Business Insider, and VICE and writer for Psychology Today, he regularly provides expert opinion and thought leadership on a range of topics related to the human side of business. Prince is is a neuro-marketer whose focus is on the ethical applications of neuromarketing in the consumer world. Most recently, he held dual roles as the Director of Consumer Marketing, North America and the Director of B2B Marketing, Global for OFX, a publicly-traded FinTech company handling over $100B in international payments. He was named as one of the Movers and Shakers by the San Francisco Chronicle. At present, he is a Professor at Hult International Business School in San Francisco. A contributor to news outlets including Forbes, The Washington Post, INC. and Entrepreneur, he is currently a speaker covering how to apply neuromarketing within an ethical framework. So if you want to better understand and relate to the factors that makes your prospects say "yes", then tune in for this! If you want more insight into Matt & Prince, along with a link to get their unmissable book, Blindsight, then here are the links below: Book link: getbook.at/blindsight Blog link: https://www.popneuro.com/neuromarketing-blog Bio: https://www.popneuro.com/blog-authors 

How often have you heard "great sales people make terrible leaders"? Probably more than once in your sales career. Why is this the case sometimes that effective sales people struggle to transition into a leadership role? What traits and habits that are part of their success, are the very reason they struggle when leading?  To answer these questions, I'm joined this week by Henrique Moniz de Aragão & Laura Moniz de Aragão, #SaaSMarriage. Henrique is VP & General Manager of EMEA @ G2. Laura is Commercial Growth Director @ Nudge and was recognised in 2019 as EMEA Top 20 SaaS Sales Leader.  Along with this topic, Laura & Henrique will be sharing their take on things you should be looking for in sales people that you won't find on a job spec and what traits they believe will make people, in the world of sales, successful in the long run.  So if you're either looking to move into sales leadership from a selling role, or want to find out how you can help your top salespeople become effective leaders, then this episode is for you!