Categories: Podcasts
Give your salespeople the knowledge, skills and tools to differentiate their sales approach from tough competition. The past few years have created permanent shifts to the way buyers and sellers approach sales conversations. Regardless, good selling is good selling. Enable your salespeople to differentiate not just what they sell but also how they sell to help them win more opportunities this year. Listen to each episode and share them with your front-line managers and reps.
Find our show on your favorite podcast player, so you can easily download, listen and share.
February Episodes:
A Conversation with Segment CRO, Joe Morrissey
Duration: 38 min
Topic: With aggressive growth goals, it's critical that sales leaders understand what's needed to enable their salespeople to differentiate their solutions and capture the attention of the marketplace. In a conversation with John Kaplan, Joe Morrissey, Segment's Chief Revenue Officer, shares how a value-based sales motion helped scale their organization’s product-led growth (PLG) success, increasing annual recurring revenue (ARR) by 150% over two years. Tune in to hear the 90-day approach Morrissey used to truly understand sales challenges and what was needed to enable sales to win more, increasing long-term customer monetization.
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Responding to a RFP
Duration: 36 min
Topic: Responding to RFPs is often inevitable in many selling organizations. How can your salespeople respond in a way that gives them an edge? Elite salespeople understand the importance of correctly assessing their position so they can determine the most impactful response. Share this episode with your team. Brian Walsh covers what sales reps need to ask themselves as they qualify the opportunity, define their competitive position, and strategize around the right next steps.
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Valuable Customer Meetings
Duration: 30 min
Topic: The past few years have exposed some flaws in salespeople’s approach to customer meetings. Your sales team has a tremendous opportunity right now to differentiate themselves, simply by adjusting the way they secure and execute their sales conversations. Tim Caito shares the overlooked reasons customers prefer virtual meetings (besides convenience). He provides insightful strategies salespeople can use to land and execute valuable meetings.
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Breaking Down the Corporate Deck
Duration: 19 min
Topic: The ability to execute memorable and impactful presentations is an often overlooked sales skill. John Kaplan, Force Management President and Managing Partner, shares key steps reps can take to prepare and execute a buyer-focused conversation, even when your reps are talking about your solutions. Share this episode with your sales team to provide them with quick tips they can leverage in their next sales conversation.
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Never miss an episode
We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms.
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