Podcasts

Sales & Marketing Management Podcasts

Sales & Marketing Management podcasts are designed to provide ideas and strategies to teach and inspire sales and marketing leaders to apply best practices in coaching and leadership with the ultimate goal of cultivating and retaining top talent and driving sales.

Barry Magee

Turning the Lights On Revenue-Generating Bottlenecks

Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.
Jake Miller and Jonathan Carlson

State of Conversational Intelligence

Only 16% of buyers say that sellers convey value effectively when selling virtually. Jonathan Carlson and Jake Miller of Allego explore the rapidly evolving world of conversation intelligence - how sales leaders can provide reps with personalized recommendations for content follow-ups and learning.
Gino Palozzi

Smart Deployment of Marketing and Sales Technology In B2B Sales

Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. A discussion with Gino Palozzi, Senior Vice President of Marketing at Dun & Bradstreet.
Fun

Work Made Fun Gets Done

Author Bob Nelson and Mario Tamayo, two guys who have decades of experience in maximizing employee performance, explain how leaders can bring fun and low-cost fun into the workplace and why that is so important. An SMM webinar-turned-podcast.
Questions

3 Questions That Should Be Asked After Every Sales Training

These three questions help sales teams become more acclimated to the sales application process after sales training has been completed. The questions position a sales leader to ask one final question that drives greater acceptance of sales coaching and feedback.
Shawn Finder

The Must Have’s for Your Tech Stack

In this SMM webinar-turned-podcast, Shawn Finder, founder of sales automation software company Autoklose, reviews the top technology tools for growing business long term, from the top-of-the-funnel stage to closing deals.
Tim Hagen

Sales Enablement Evolved

Like it or not, some aspect of virtual sales is here permanently. Wayne St. Amand and Bob Basiliere of virtual learning platform provider Allego discuss how sales enablement must adapt to that reality. Hint: It involves AI.
Virtual Coaching

Adapting Your Coaching to Meet a Changing Sales Environment

In-person meetings are happening, but McKinsey states that 40% of B2B sales will remain virtual, at least for now. Are you adapting your coaching so sales reps will be ready for any selling situation, be it virtual, in-person or a hybrid approach?
Fuzzy Dollars and Cents

Self-Awareness Isn’t Soft and Fuzzy, It’s Dollars and Cents

Tim Hagen explains in eight minutes why the No. 1 opportunity for sales teams today is to get reps to reinvent themselves as subject matter experts.
Cookieless

Is Your Digital Marketing Strategy Ready for a Cookieless World?

There's increasing uncertainty in the B2B digital marketing world caused by privacy rules butting up against a desire to personalize messages in attempt to stand apart from competitors. In this 22-minute podcast, Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world.
Kendra Lee

Prospecting Emails Done Right

Kendra Lee, president of KLA Group, provides a formula for writing prospecting emails that not only get read, they get responded to. Because half the battle is starting a conversation.

3 Steps to Sell More In the New Virtual Sales World

Three words: require, practice and score. Learn what role these play in preparing reps to have more success in the new virtual sales world.
Tim Hagen

Don’t Forget to Coach Objection Handling

If sales leaders don't coach how to handle objections, salespeople often get lost when they occur. Tim Hagen reviews a three-step strategy to handle objections better.
SMM Podcast

The State of Selling With Lori Richardson

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team.
SMM Podcast

Prospecting Versus Lead Generation

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly.
Tim Hagen

The Reverse Sales Coaching Model Builds Ability & Confidence

From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after.

The New World of Hybrid Sales Requires Brushing Up On Some Old Skills

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face.
Tim Hagen

Feedback Requires An Understanding of How to Give and Receive It

The goal of feedback is to give it thoughtfully and professionally and to receive it thoughtfully and professionally. Too often, one or both sides of that equation don't grasp how to make feedback effective.
Dunn & Bradstreet Podcast

How Digital Marketing is Changing Go-to-Market Strategies: A Conversation with Dun & Bradstreet’s Sean...

Sean Crowley, Dun & Bradstreet VP of Portfolio Marketing, explains Rev.Up ABX, a RevTech platform that culls the most important customer data to help companies better understand prospects.
Chip Walker

Why Businesses Need a Purpose Beyond Being Profitable

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan.
Tim Hagen

3 Step Process Increases Sales Team Performance

This three-step process is a very simple strategy to deploy to build higher performing sales teams.
Sales Coaching for Development

Sales Coaching for Development

Are you coaching for development or simply sales production? Mike Carroll reveals how to use specific sales coaching strategies for individual sales rep development.
Dun & Bradstreet CM) Stacy Greiner

The New Wave of Digital Marketing with Dun & Bradstreet’s Chief Marketing Officer

Dun and Bradstreet Chief Marketing Officer Stacy Greiner discusses the proliferation of digital marketing tools and how her company helps clients deliver a unified buying experience that is personalized for buyers.
Selling with Video

Why Sales Teams Need Video

Buyers are purchasing more products and services remotely and on demand - it's imperative sales teams and their members position themselves as subject matter experts and there is no greater opportunity than video.
Virtual Selling

New Trends in Virtual Selling

In this 25-minute interview, sales coach Mike Carroll reveals some of the trends that leaders need to be aware of to field effective virtual selling teams.
Mike Carroll 600x872

Mike Carroll On Why Sales Forecasting Is Vital

Inaccurate sales forecasts slow down decision-making and frustrate sales managers. A look at the cause and how to fix it.
Tim Hagen

Buyers Are Changing – Are You?

Have you adjusted to address the changes in B2B sales? We examine what less salesperson interaction means to the sales process.
Tim Hagen

5 Selling Skills for the New Virtual Sales World

Eye contact in virtual sales presentations? You bet it's critical! That and these four other skills will improve your reps' performance on virtual sales presentations.
Tim Kasida

Allego is Changing The Sales Enablement World

In this interview with Tim Kasida, Strategic Partnership Executive at Allego, we discuss pandemic-related challenges in B2B sales, including sales rep engagement and having effective customer conversations. Tim shares insights on how sales managers can help.
Sales & Marketing Podcast

Paul Nolan Interview With Michael Patrick Smith

A musician/theater major's experiences working as an oil field swamper offers lessons for managers on motivation and making work matter.
Mike Carroll 600x872

Mike Carroll: Sales Manager or Sales Coach

Sales coach Mike Carroll discusses the difference between being a sales manager and a sales coach, and why the latter is preferable.
Mike Carroll 600x872

Hiring and Coaching In a Post-Pandemic Sales World

The pandemic has changed key aspects of hiring and coaching B2B salespeople. Sales Coach Mike Carroll from Intelligent Conversations shares insights on some important strategies that are here to stay.
Tim Kasida

Allego is Changing The Sales Enablement World

An interview with Tim Kasida Strategic Partnership Executive at Allego. During this interview, we discussed trends in the marketplace due to the covid crisis and how video based collaboration and coaching is dramatically helping sales and service teams. 

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