SalesTV Live Podcast

In this episode of SalesTV, we featured a conversation with Sara Eklund, focusing on scaling sales teams with strategic excellence. Sara, a GTM and Operations Executive, discussed practical strategies for operational excellence, mentoring high-potential talent, and the impact of diversity in sales teams. Sara touched on several key topics including the operational strategies necessary for effectively scaling sales teams. She emphasized the importance of mentoring in developing high-potential leaders and highlighted how diversity plays a crucial role in driving both innovation and long-term success. Drawing from her diverse background in politics, renewable energy, and technology, Sara offered valuable perspectives that every sales leader should consider.Highlights 08:34 Tactical excellence and foresight create lasting sales 11:47 Diverse teams outperform and innovate, influencing markets 18:03 Talent development requires personalized, adaptable approaches for success 23:57 Technology enhances productivity by automating tasks efficiently SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #OperationalExcellence #TalentDevelopment #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV we explored how sales professionals can integrate entrepreneurship into their roles with Abdel Caramá, an entrepreneur, sales specialist, and author of “The Power of Sales”. Discover practical techniques for developing an entrepreneurial approach to sales and understand how this can lead to better client relationships and improved sales performance. Learn how self-development, a proactive mindset, and focusing on client-centric solutions can redefine your sales career. Gain a better understanding of how an entrepreneurial approach can revolutionize your sales techniques and contribute to a more dynamic and client-focused sales culture. Highlights09:35 Adopting ownership perspective changes your sales approach10:34 "Client-first approach: Solving market problems collaboratively."16:39 Sharing information creates better leadership and culture17:24 Leadership quality is revealed through behavioral feedback SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #EntrepreneurialSales #SalesMindset #SalesLeadership #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we explore how AI can empower sales representatives by providing them with actionable data to hone their sales techniques. Our guest, fractional CRO and revenue architect Rosa Yupari, explains how AI helps bridge the gap between intuition and data, allowing sales teams to fine-tune their pitches and improve their conversion rates. We discuss the transition from traditional old-school sales methods where instinct and gut feeling lead the way to a modern approach where AI complements and elevates sales strategies. Highlights05:03 AI boosts sales skills across performance tiers16:01 Tailor pitches using customer-specific insights, data-driven17:19 Chemistry isn't a reliable sales success indicator21:14 AI produces effective reports and reduces managers' stress SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #AI #SalesTransformation #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we discuss how sales teams can align their daily processes with a buyer-centric vision to enhance productivity and effectiveness with our guest, Arup Chakravarti. Arup shares his thoughts on the importance of understanding buyer journeys and aligning sales processes accordingly. We discuss some of the significant challenges faced by organizations in implementing a robust enablement strategy - from aligning sales and marketing efforts to dealing with internal pressures and capacity issues. Learn how cohesive execution can lead to better performance. Highlights06:22 Buyers and sellers follow similar sales dynamics13:44 Unified teams leveraging data improve operational efficiency17:50 Understanding individual motivations in sales is tough21:12 Enablement supports retaining employees in collaboration with HR SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesEnablement #BuyerCentricSales #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV.live, we embrace the challenges of sales success with guest Tania Doub, CEO of Mindful Quadrant and author of “0 to Quota in 90 Days”. Discover how embracing tough situations can enhance your sales performance and learn actionable strategies to overcome common barriers in sales. Tania explains how reframing difficulties in hitting sales quotas can turn them into motivation. Understand the mental barriers that hinder most sellers and discover practical steps to conquer them. Whether you're a seasoned sales professional or new to the field, you'll gain valuable insights on improving your sales performance by embracing the hard. Highlights03:52 Sellers often panic and play the blame game11:23 Focus on key resources for effective sales17:36 Sales success varies; leaders need realistic expectations21:17 Create action plans collaboratively based on meaningful targets SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesEnablement #SalesPerformance #Quota #SalesMindset #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we dive into a rich discussion with sales expert Elizabeth Andrew, focusing on the crucial transition from Founder-led sales to scalable sales teams. We explore the signs that indicate when a business needs to move away from Founder-driven sales efforts and understand the key challenges and strategies involved in making that shift smoothly. Discover the main indicators that it’s time to transition from Founder-led sales, and get tips on how to handle that transition without losing your company's core vision. Highlights04:49 Founders must sell their product themselves before hiring10:56 In-depth audits uncover ideal customers22:24 VC funding is not essential; team dynamics matter more.23:46 Balancing growth and speed is critical for startup success SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #FounderLedSales #Startup #SalesLeadership #ClientTrust #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we uncover how learning can drive sales success with Chris Capon. With increased deal sizes and record-breaking sales growth, Chris shares how investing in people through continuous development and self-directed learning can amplify your organization's performance. Join us as we explore the impact of annual sales capability assessments, which have shown a 14% improvement in scores year-on-year. Learn how to foster a collaborative development approach and why empowering employees, rather than just upping targets, leads to long-term business benefits. Highlights06:25 Constant learning and sharing knowledge throughout career.12:35 Sales KPIs: Calls, meetings, emails vs. revenue.15:55 Individualized playbooks are crucial for organizational success.22:00 Customized learning based on sales capability assessment. SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #SalesTraining #SalesDevelopment #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, Jason Cooper dives deep into the value of relationship selling and how it can elevate your sales career. He breaks down the differences between a quick sell and a long-term client relationship, sheds light on the pyramid of trust, and offers actionable tips on developing deeper client relationships. Jason elaborates on crucial elements like knowledge, trust, likability, and the importance of non-verbal communication in establishing trust. Whether you're working with big corporates or small businesses, the insights in this episode are designed to help you transition from just another vendor to a trusted adviser. Highlights05:22 Become a trusted adviser through effective relationships07:43 Nonverbal communication is 55% of relationship building14:45 Develop emotional intelligence through genuine communication practices17:48 Success requires practice and effort SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #RelationshipSelling #SalesLeadership #ClientTrust #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV live, we talk to Ashley Welch, Co-Founder of Somersault Innovation, about how to leverage design thinking principles to build deeper client relationships and boost sales. Ashley shares her extensive experience working with high-tech sales teams from leading corporations like Microsoft and Salesforce, providing invaluable insights for any salesperson looking to elevate their game. Ashley explains the concept of being a customer anthropologist, focusing on thoroughly understanding your customer and your customer’s customer, utilizing techniques that design thinkers excel at, such as discovery and co-creation. Highlights04:37 Understanding Target's customer and their needs.08:15 Co-creating mindset results in customer-oriented actions.12:40 Empathy fosters connection, trust, and understanding.18:41 Key metrics include pipeline growth. SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #DesignThinking #SalesTransformation #CustomerAnthropology #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we discuss how fine-tuning your mindset can make a significant difference in sales performance and client interactions. We are joined by Federico Heine, a psychologist turned sales expert, who uses his social science background to provide transformative advice on understanding client needs and closing deals effectively. Federico emphasizes the importance of a positive mindset and the scientific approach behind the law of attraction. He breaks down how sales professionals can harness their mental focus to influence both their own attitudes and those of their clients for better results. Highlights05:50 Prepare mentally, build trust with prospects.12:17 Align clients to deeper purpose, differentiate uniquely.16:25 Repetition forms brain patterns related to goals.20:07 Striving for value in every interaction. SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesPsychology #Logotherapy #SalesMindset #SuccessStrategies #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV live, we examine the strategies and insights of a Special Forces approach to sales leadership with our special guest, Scott McCarthy. Scott, a Senior Canadian Army officer and Chief Leadership Officer at Moving Forward Leadership, shares his wealth of experience from leading high-performance teams. Scott elaborates on the four stages of psychological safety that are crucial for achieving high team performance. By understanding these stages, sales leaders can create an environment where team members feel safe to take risks, learn from mistakes, contribute ideas, and challenge the status quo. Scott emphasizes the importance of checking your ego at the door and fostering an atmosphere of trust and collaboration, which are vital for a team to thrive. Highlights04:38 Alignment between 4 stages of team development and 4 stages of psychological safety.08:52 As a leader, you need to drop your ego.14:32 Building personal connections strengthens professional teamwork and support.22:35 Promotion brings new perspective; take 90 days to adapt. SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #CareerChange #SalesTraining #TeachingInSales #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Cathia Ziebel, the Founder and CEO of OppidHum, joins us to explore the topic of resilience in the face of rejection. Cathia dives deep into the emotional and psychological aspects of facing rejection. Understand the real reasons behind a 'no' and how to interpret it without taking it personally. By mastering Cathia's AURA framework you'll gain actionable strategies to transform rejection into a steppingstone for future success. Whether you're in sales or any other industry, Cathia's insights on building trust and cooperation within organizations will resonate with you. Highlights07:58 4 phases of handling rejection explained briefly12:35 Be open to timing and opportunities17:03 View rejection from different perspective, think patiently22:01 Listening to intuition, body, heart is important for adaptation SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Rejection #Resilience #SalesTraining #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this Command Performance of SalesTV, special guest Robert Tearle provides us with practical job search strategies that can make your hunt for the perfect sales job more effective. Whether you're a seasoned sales professional or new to the field, learning how to optimize your LinkedIn profile and how to leverage your social media presence to attract potential employers. A seasoned headhunter, Robert sheds light on the shifting job market landscape. From a thriving job surplus to a more competitive field, discover the critical tactics for standing out. Highlights09:08 Tracking sales and impact of pandemic on market14:02 Principles to mitigate risk in employee hiring32:03 Leaders with emotional intelligence are more successful42:28 Sales achievements on CV must be substantial SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #CareerChange #SalesTraining #TeachingInSales #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we are joined by Jeremy Moore who leads us on a discussion of "Addiction vs Authenticity" in sales leadership. As the sales industry stands at a crossroads, we discuss how sales leaders can transition from outdated, addictive behaviors to more authentic leadership practices that foster trust and enhance well-being. Where leaders often repeat outdated behaviors that no longer serve today's dynamic sales environment, Jeremy offers his decades of experience in leadership consulting to shed light on how recognizing and breaking these patterns can revitalize sales teams. Highlights05:12 Confusing knowledge with wisdom08:37 Sales leaders need to change outdated methods11:22 Questioning fairness of large financial compensations15:56 Rehabilitation over punishment SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we explore how teaching strategies can enhance sales performance with Ariel Hopper, Head of Sales at innerlogic. Ariel shares how teaching concepts such as task-teach-task and open-ended questioning can transform the sales process. By bridging the gap between teaching and sales, Ariel highlights methods to improve customer interactions and internal team dynamics. And for those in education currently but considering a career change, Ariel offers a 3-step approach to making the transition. Highlights05:14 Sales and teaching share similar goals08:09 Rapport builds openness, honesty, and better understanding20:18 Like with teaching customize sales basics23:19 Seek a change? Enlist a mentor, read selectively, apply communications skills SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #CareerChange #SalesTraining #TeachingInSales #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, hosts Helga Saraiva-Stewart and Alex Abbott dive deep into the art of selling in a holiday destination with a special focus on their experiences in Portugal. Helga and Alex share personal anecdotes and professional insights about the benefits of leveraging digital approaches and the importance of value-based and relationship selling in diverse markets. Alex discusses how moving to Portugal helped alleviate his business pipeline issues and how he's successfully engaged clients across continents, including the UK, Europe, North America, and Singapore, through digital networking. Helga emphasizes the strategic choices pivotal to sales success and the significance of adaptability in the sales cycle. Highlights04:28 Living and working in Portugal, global clientele14:07 Value and relationship selling in conservative regions19:47 Value selling encompasses various methodologies integrated flexibly21:56 Sales process should be buyer-centric and inclusive SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesStrategies #DigitalNetworking #PersonalBranding #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we dive deep into the world of the value selling mindset with special guest Lee Levitt, principal at Acelera Group. Lee shares practical tips on establishing a value selling mindset, from forming hypotheses about customer needs to co-creating solutions that resonate with them. Learn how curiosity and empathy play critical roles in sales success. Understand why traditional sales training may fall short and how sales enablement can support this shift in mindset. Highlights04:06 Understanding different perspectives is crucial for effective communication11:24 Aligning conversations to help achieve organizational OKRs22:38 Coaching is greater than Content Management Tools for Sales Success25:57 "Will it Make the Boat Go Faster?" SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #ValueSelling #SalesEnablement #CustomerEngagement #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV hosts Andy Hough, Adam Gray, and Alex Abbott present an exciting roundup of SalesTV's upcoming programming. Our initiatives include series on organizational transformation, linking sales tactics with sports insights, AI in sales, and our commitment to increasing diversity and supporting young salespeople. SalesTV is dedicated to creating a safe space for sales professionals to discuss issues critical to salespeople these days - without the pressure to just conform to the latest trendy tools or methods. Highlights06:39 Success in sales is based on relationships11:40 Salespeople need guidance on using sales tools effectively21:09 Sales transformation, leadership and insights.26:52 Call for diversity and support SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #Transformation #AI #Diversity #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, Rajeev "RajNATION" Nathan unveils the secrets to standing out in sales. Raj shares practical advice on crafting compelling sales pitches and tapping into the power of storytelling to create impactful outreach. Discover how to leverage the Que Pasa formula to make your sales pitch not just good, but unforgettable. We wrap with a fun PowerPoint karaoke segment, where Raj showcases his quick thinking and storytelling skills on the spot. Highlights04:53 AI personalized sales has high expectations, challenges11:11 Positioning as “best” leads to feature comparison15:47 Prioritize sales lens over marketing for effectiveness25:40 Desk nap capsule for productivity, no coffee SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Storytelling #PitchPerfect #AudienceEngagement #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, join us as Chloe Hoggard, RVP at Salesforce, unpacks the benefits and importance of building a diverse sales team. Chloe shares her insights on how diversity in the workplace drives innovation, creativity, and fosters unique perspectives. Learn about her journey of launching a diversity network and how it has impacted her team for the better. Discover the challenges of promoting diversity in organizations and the actionable steps leaders can take to make diversity and inclusion a core priority. Highlights04:13 Diverse teams lead to innovation and creativity06:49 Hiring for diversity, not just cultural fit11:32 True belonging through diversity, empathy, and sponsorship26:16 Sales challenges, potential research collaboration, attracting talent SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Diversity #DEI #SalesLeadership #SFDC #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this edition of our Sales Transformation limited series on SalesTV, special guest Rainer Stern shares real-world examples from establishing a sales leadership academy in California to quantifying success in transformation programs using sales KPIs. Discover the difference between training and enablement and how real-time reporting and coaching are pivotal for behavior change in sales contexts. And listen to the discussion of psychological safety in the workplace and its impact on mental health and innovation. Highlights05:18 Continuous self-development crucial for success in industry14:37 Annual proactive customer training drives company success20:07 Leadership skill: providing clarity and context importance32:29 One person can transform an entire organization Through this limited series on Sales Transformation, SalesTV aims to provide clear insights into where sales organizations should start their transformation journey and how to manage it effectively. Whether you're a sales professional eager to navigate the complexities of industry transformation or a business leader crafting impactful strategies, this series is designed to offer valuable knowledge that can aid in understanding and implementing effective sales change. Sales Transformation is a limited SalesTV.live series broadcasting live every-other Thursday at Noon BST/ 7am EDT. You can find a link to our upcoming live shows at https://SalesTV.live #SalesTransformation #SalesLeadership #OrganizationalChange #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, sales expert and author Bill Becker discusses how to land your first sales job without experience. Bill reveals proven strategies for breaking into sales, even when you’re new to the field. Bill shares practical advice and debunks common myths about the sales profession. Discover why sales is a uniquely equitable career path with no barriers to entry and why it's really all about having conversations. Highlights12:39 Sales differentiation: standing out and providing value14:47 Work relationships are important, especially in sales22:49 Sales flexibility allows for professional autonomy24:09 Transition from business development to sales needs improvement. SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #OpenToWork #SalesJobs #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we sit down with Steve Burton to discuss the implications of AI in outbound sales and customer service outreach. Learn how AI innovations are impacting sales practices, from nuisance calls to AI-driven LinkedIn messaging. Steve sheds light on the potential benefits and concerns surrounding AI in sales outreach. Also discussed are the broader implications of AI communication in sales and its potential to disrupt trust and human interaction. Can AI replace human connections in sales entirely? Highlights09:20 Trust is vital for sales and interactions10:38 Bots can enhance efficiency, but human touch remains crucial21:32 Rethink sales approach for sustainable success27:06 Concerns about AI impact on LinkedIn engagement SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #AI #AI Sales #AIEthics #Outbound #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Kevan Touran, CEO of ZAL.ai, joins us to discuss the nuances of founder-led sales challenges. Explore Kevan's valuable insights on building startups, the importance of empathetic sales approaches, and the impact of founder involvement in the sales process. Gain key strategies for effective selling, understanding customer needs, and establishing credibility in the industry. Highlights06:21 Professional conduct and empathy lead to trust08:01 Sales is a complex and vital skill15:04 Founders play often-overlooked crucial role21:59 Prioritize value, build credibility, and scale wisely SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Founders #Startups #SalesLeadership #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, join our panelists Andy Hough, Adam Gray, and Helga Saraiva-Stewart for an insightful discussion on startups, strategic sales, and the challenges faced in generating initial sales for organizations. Explore the importance of treating every client as a strategic opportunity, the value of addressing customer "pains and gains," and the responsibility of founders in driving sales efforts. Gain valuable insights on startup strategies, funding options, and the diverse landscape of startup industries. Highlights04:22 Embrace inexperience, focus on the positives09:04 Small businesses need to manage time effectively14:34 Sellers face challenge targeting clients for fast sales21:59 Startups often lack training, networks for sales SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #StrategicSales #StartupStrategies #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we sit down with Christopher Windisch, founder of CatchMobi, to discuss buyer sentiments and leveraging a revolutionary approach to win deals by focusing on the buyers’ needs. Discover why the traditional sales process is outdated and what sellers can do instead. By tracking the specifics of customer relationships - VCT (Value, Credibility, Trust) - instead of traditional metrics, sales teams can build stronger connections and close deals faster. Highlights04:03 Sales shifted from product to solutions focus09:50 Sales process needs innovation for scalable growth13:40 Prioritizing value, credibility, and trust in sales26:58 Showing value and credibility gains trust psychologically SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #BuyerExperience #SalesMethodology #SalesStrategy #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Kevin Beales, CEO and founder of My Sales Coach, joins us again to discuss the evolving landscape of Business Development Representatives (BDRs). You'll discover why the role is not just about the quantity of outbound activities but understanding what drives positive outcomes. Kevin shares his vision of a future where BDRs are more skilled, better supported, and trained to ensure meaningful initial conversations that lead to successful sales conversions. Highlights03:19 Challenges facing BDR future prospects uncertain11:25 Challenges in sales and prospecting for everyone13:32 Buyers expect a fully-engaged salesperson, not just a BDR20:49 Shift from inexperienced to skilled, better paid BDRs SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SDR #BDR #XDR #SalesCoaching #SalesLeadership #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

As part of our SalesTV Spotlight on Mental Health in Sales, in this episode of SalesTV we examine the transformative potential of mental health training for managers. Organizational development consultant Dr. Matthew Lampe shares evidence-based insights from the latest organizational behavior research. The discussion highlights the tangible benefits of improving managers’ ability to recognize and refer mental health issues - from enhanced productivity to improved retention rates - explaining how mental health awareness contributes to the overall success of businesses. Highlights07:30 Manager training enhances mental health understanding and empathy15:21 Improving productivity, effectiveness, and organizational culture is possible22:06 Work culture affects cost, retention and performance23:30 Advocate measuring employee support for better management SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #MentalHealthAwareness #SalesLeadership #HR #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

As part of our SalesTV Spotlight on Mental Health In Sales, in this episode of SalesTV, we sit down with mental health advocate Paul Burgess to explore the intricate relationship between high-pressure sales environments and mental health. We unpack the often-overlooked impact of stress on sales performance and discover why managing mental well-being isn't just good ethics—it's also great business. Learn practical strategies for maintaining mental fitness in stressful jobs and see how happier employees can indeed drive better results.value that technology alone cannot replicate. Highlights03:19 Mental health first aid provides essential support09:13 Busy day juggling calls and appointments13:28 Signs of withdrawal, overworking in remote environment22:40 Measuring employee engagement and psychological safety benefits SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #MentalHealthInSales #MentalHealthAwareness #SalesLeadership #StressManagement #WorkplaceWellbeing #SalesPerformance #Sales #Pipeline #LinkedinLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

Unlock the secrets of effective sales communication in this compelling episode of SalesTV, featuring guest speaker Mike Adams, renowned author of "7 Stories Every Salesperson Must Tell." Immerse yourself in an insightful discussion that reveals how storytelling is not just an art but a strategic tool in sales. Discover from Adams himself, the profound impact of narrative techniques in understanding and connecting with clients, and why mastering this skill can transform your sales approach. Highlights04:13 Teaching salespeople through storytelling for better retention15:29 Success story: client's situation, meeting, plan, avoiding failure, and success23:35 Salespeople struggle with empathy and self-interest26:38 Craft compelling client-centered stories to engage SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #storytelling #buyers #sellers #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Helga Saraiva-Stewart sits down with Julien Lepetit to navigate the compelling landscape of AI’s role in sales and how humans can outperform artificial intelligence. Discover Julien's expert insights into why human elements like trust-building and contextual understanding are irreplaceable in the sales industry. Learn the vital capabilities professionals need to outpace AI-related developments in sales environments. Uncover unique strategies to enrich customer engagements, harness emotional intelligence, and create value that technology alone cannot replicate. Highlights04:53 Technological shifts and job disruption in society08:09 ChatGPT's silent virality and industry impact14:46 Embrace technology, align investments, develop soft skills27:07 Prepare for conversation about anything, embrace curiosity SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #AI #SoftSkills #SalesTraining #SalesCoaching #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this edition of our Sales Transformation limited series on SalesTV, special guest Axel Ferreyrolles from SAP discusses the intricate processes and innovative strategies crucial for evolving sales operations with our panelists Alex Abbott and Dr. Van Ulbrick. This conversation unpacks various facets from understanding market dynamics to the role of frontline sales managers and the impact of incorporating feedback loops in organizational changes. Highlights08:50 Leading change requires understanding, communication, and inclusion13:21 Evaluate sales mindset and behavior to match consumer's needs18:04 Key question: Which sales experience to provide?22:10 Focus on presales, post sales, and value realization Through this limited series on Sales Transformation, SalesTV aims to provide clear insights into where sales organizations should start their transformation journey and how to manage it effectively. Whether you're a sales professional eager to navigate the complexities of industry transformation or a business leader crafting impactful strategies, this series is designed to offer valuable knowledge that can aid in understanding and implementing effective sales change. Sales Transformation is a limited SalesTV.live series broadcasting live every-other Thursday at Noon BST/ 7am EDT. You can find a link to our upcoming live shows at https://SalesTV.live #SalesTransformation #SalesLeadership #ChangeManagement #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we welcome Amy Franko, a renowned advisor, speaker, and best-selling author, to dive deep into the intricacies of sales strategy. Amy shares proven techniques and frameworks that propel organizations towards sustainable sales growth. Learn about the common pitfalls in strategy implementation and discover practical advice on tailoring sales strategies to suit your business’s unique challenges and opportunities. From understanding the importance of environmental awareness to mastering tactical sales processes, this episode offers valuable insights into steering your organization towards its goals despite external pressures and internal constraints. Highlights09:09 Identify challenges and work streams for success11:46 Strategy implementation is crucial for organizational success14:30 Simplify goals, focus, and execute for success21:46 Regularly review and maintain strategy for success SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesStrategy #ModernSeller #BusinessGrowth #SalesLeadership #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we have a conversation with Johnathan Pascall, author of "Sales Careers Unveiled". Drawing from two decades in sales, Pascall shares his journey and the importance of intention when choosing a sales career path. Determining whether sales is the correct career for you often begins with understanding the day-to-day aspects of the job. Discover the broad range of opportunities within sales beyond just quota-centric roles, learn about finding fulfillment in a sales career, and hear the advice he'd give to those just starting out. Highlights09:19 Sales highs, lows, day-to-day, and traits14:24 Sales career requires personal accountability and preparation20:29 Stay focused on long-term career goals23:46 Saying yes too much can backfire SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #B2BSales #Mentorship #SalesCareer #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we unlock the secrets to elevating your sales performance with strategic insights from sales enablement authority, Lawrence Wayne O’Connor. Examine the art of blending Mcdonald's-level scalability with gourmet chef-level skills, as Lawrence shares his wisdom on turning an average sales strategy into remarkable sales success. Learn how teams can nurture a culture of growth by fostering an environment where trial-and-error is not only accepted but encouraged. And Lawrence sheds light on quantifying the value of sales enablement, providing tangible techniques to measure and communicate its impact on business outcomes effectively. Highlights01:09 Comparing burgers to sales strategies09:20 Embrace failure, push past comfort zone for growth13:31 Deliberate practice, focused on specific skills improvement24:57 Struggle to communicate strategic value in enablement SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesEnablement #SalesCoaching #SalesPerformance #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we unlock the power of trust in sales with Kylie Watson as she shares her expertise on trust-based client relationships, cyber security sales, and evolving sales strategies. Joining the conversation with Helga and Kylie are students and aspiring sales professionals Steven de Abreu Peixoto and Rodrigo Carvalho. Discover why trust is not just a buzzword but a foundational element in long-term client relationships and successful deal closures. This isn't just another sales talk; it’s a hands-on exploration of real-world tactics and strategic thinking that keeps Kylie and many leaders like her at the top of their game. Highlights06:36 Understand value propositions11:56 Align sales goals with market growth strategically15:29 Maintain relationships, not just instant wins18:43 Adapting sales strategy to counter cyber threats SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #SalesCoaching #TrustBasedSelling #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

Discover the art of asking the right questions for sales success in this episode of SalesTV Mid-Day. Join us as guest Deb Calvert, a sales questioning expert and best-selling author, shares her insights on the power of strategic questioning in sales. Understand why instinctive elaboration can hijack your client's attention and learn the distinction between effective and ineffective questions. Learn how to differentiate between simply asking questions and strategically guiding a discussion towards better understanding and rapport. Deb also debunks common sales myths, providing clear and actionable advice on question preparation, purpose, and execution. Highlights03:38 Listening and trust are key in relationships08:02 Socratic questioning promotes self discovery through guided inquiry14:16 Research on questioning techniques for sales success16:41 Is it risky to over-plan conversations? SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #QuestioningTechniques #SalesLeadership #SalesCoaching #SalesStrategy #SalesPerformance #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we explore effective sales transformation with our guest, Dr. Grant Van Ulbrich. Sales transformation is more than just a buzzword - it demands an understanding of the 'why,' 'what,' and 'how' to truly revolutionize your approach. Hear about the delicate balance of professional and personal life for high-performing salespeople, the implications of the always-connected culture on downtime, and the critical nature of "islands of stability" in maintaining a focused and successful sales team. Identify the starting point of your sales transformation and learn how to support a culture primed for change. Highlights01:00 Distinguishing transformative sales from sales improvement06:39 Coaching is crucial for transforming sales approach18:47 Figure out the why, what, and how21:54 Teaching sales managers to assess sales mindsets SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesTransformation #SalesLeadership #ChangeManagement #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, Mike Macioci sheds light on the benefits of thinking like a toddler to outthink your competition. Gain valuable insights on customer motivations, effective sales strategies, and the impact of curiosity in the sales process. Discover practical tips to embrace a toddler's mindset and enhance your sales effectiveness. Highlights05:29 Understanding the reason behind preferred vendors09:20 Salespeople need to understand and influence customers11:59 Understand customers, outthink the competition23:14 Listen more, speak less SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #SalesStrategy #SalesExcellence #sales #pipeline #linkedinlive #podcast#SalesEffectiveness #CustomerMotivations #SalesStrategies #ToddlerMindset #OutthinkYourCompetition This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we examine the intersection of sport and sales strategies, uncovering valuable parallels and lessons. Join Dr. Dayle Childs and our panelists as they discuss the influence of team culture, deliberate practice, and performance mindset, drawing insightful connections between the world of sports and the dynamics of sales. Gain valuable insights into deliberate learning, team dynamics, and performance enhancement techniques. Highlights08:20 High-level sports, like teams in business, require strong commitment and unity15:56 Dedication and hard work lead to success18:28 Process focus leads to eventual successful outcomes21:39 Prepare for potential scenarios, deliberate learning's impact SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #TeamCulture #DeliberatePractice #PerformanceMindset #SalesLeadership #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Michael Heilmann shares invaluable insights into the role of a modern CRO and the challenges faced by expanding companies. Gain expert perspectives on sales leadership, revenue operations, and the impact of outsourcing on prospecting skills.Highlights 04:58 Understand sales mentality and be an operator 10:39 The nature of e-commerce sales is complex 13:32 Challenging emotions in decision-making, trusting data 23:26 SDR is an in-house function SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #SalesCoaching #SalesStrategy #SalesPerformance #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, Alex and Andy unpack the latest tactics in sales education, including the introduction of verbal assessments for dyslexic learners and AI-powered personalized learning tools. Discover how sales training environments impact skill retention and why 10 years of experience may be imperative for true mastery in sales. Learn how personal branding, ethical behavior, and sales adaptability set the foundation for long-term success. Highlights11:57 Top performers seek similar networks and resources17:28 Sales competency defined by hitting numbers and experience23:41 Salespeople should be trusted to self-learn27:57 Personal development through social amplification becomes crucial SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am GMT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #SalesTraining #SalesCoaching #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live we address the crucial topic of mental health in sales with expert Jeff Riseley, Founder of the Sales Health Alliance. A staggering 70% of sellers face mental health challenges, exacerbated by a high-pressure sales environment and societal pressures. Find out why creating a supportive and trusting work environment is not just good for the team's morale but for the bottom line as well. We touch on how basic actions can significantly improve psychological safety and overall performance without compromising standards. This episode offers an invaluable perspective on how mental health correlates with sales performance and ultimately, revenue generation. Highlights04:38 Promoting mental health for sales professionals16:02 Importance of individualized mental health support at work19:01 Rising stress and uncertainty affecting mental health22:11 Keeping team's mental health boosts consistent performance SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #StressLess #MentalHelath #Resilience #SalesPerformance #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

Discover the art of matching your sales energy with your clients’ energy. Topics discussed include comparing sales to dating and the importance of emotional intelligence and passion. We take a comprehensive look at what it takes to thrive in the world of sales, from the nuances of client engagement to why sustaining energy in sales conversations is pivotal for success. While an enthusiastic approach to sales is beneficial, it's critical to sync your excitement level with your client's mood. Energy and passion transcend traditional interactions, but there is a thin line between natural and contrived passion. Highlights –10:46 Respect the other person's feelings and adjust14:52 Important discussion on mental health and passion19:46 Confidence and skills essential for engaging conversations25:49 Leadership insights: Energy givers thrive despite challenges SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am GMT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesLeadership #EmotionalIntelligence #ClientEngagement #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, Sam Palazzolo, acclaimed author and Managing Director at Tip of the Spear Ventures, draws upon extensive research from his latest book, "The Unrealistic Leader". Discover how Sam's counterintuitive approach to leading sales teams can lead to exceptional outcomes and why pushing the boundaries of conventional thinking is essential for growth. Learn about the powerful concept of being an unrealistic leader without crossing over to the realm of unreasonable. Leave behind conventional leadership strategies that limit potential. Instead, adopt innovative ways to embrace failure and explore new opportunities to become a leader who truly makes a difference. Highlights07:41 Setting stretch goals, realistic planning, and accountability12:25 Master the basics to achieve advanced play19:40 Leadership: Lead by example, embrace mistakes20:49 Colleagues supported failed goals SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Unrealistic #SalesLeadership #SalesSuccess #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV we welcome sales expert Kevin Beales, CEO of My Sales Coach, for an in-depth analysis of the Sales Development Representatives' (SDRs) current landscape. We learn that only 1 in 12 SDRs describe themselves as very fulfilled in their roles, and over 50% of SDRs are uncertain about their future with their current employers. We discuss issues of diversity, professional ethics, mental health, imposter syndrome, burnout, and the urgent need for effective coaching in the sales industry. Don't miss this conversation that sheds light on not just the challenges but also the potential solutions for thriving in sales. Highlights06:31 Only 1 in 12 SDRs feel very fulfilled08:15 Most are committed to a sales career but uncertain about their employer26:23 A sales career is not easy and generally lacks support for newcomers28:28 Coaching is essential for success SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am GMT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SDR #BDR #XDR #SalesCoaching #SalesLeadership #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

We culminate our first-ever SalesTV Spotlight Week, this one focused on Women in Sales, with a panel discussion. In celebration of #InternationalWomensDay we will celebrate the achievements and navigate the challenges faced by women in the sales industry. Discover the transformative power of emotional intelligence and relationship-building in sales. Gain an in-depth understanding of how feminine traits such as empathy, collaboration, and communication are redefining success in sales. Learn from our panelists as they share their personal breakthroughs and the evolving skills needed to excel in the modern sales landscape. Highlights07:50 Focus on solving people's problems to succeed14:11 Find the right people for your tribe19:41 Embrace and vocalize your expertise in workplace40:02 Authenticity is vital. Create genuine content45:54 Build real relationships by helping others first49:47 Young women face pressure to excel and conform SalesTV Spotlight Week – Women in Sales broadcasts live each day March 4-8 at Noon ET/ 9a PT Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #WomenInSales #PersonalBranding #Mentorship #SalesLeadership #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In celebration of the SalesTV Spotlight Week – Women in Sales, the guest host for this episode is Gretchen Gordon, and she is joined by John Pattison. Together they explore the effectiveness of sales managers, the challenges of holding salespeople accountable, and the significant influence of effective coaching on sales proficiency. Hear about the importance of systematic recruitment in building an effective sales team, the impact of intrinsic, extrinsic, and altruistic motivations on sales performance, and the importance of systematic recruitment in building an effective sales team. Highlights03:09 Sales managers often lack necessary training and support10:47 Only 37% of salespeople are motivated by money15:05 Only 39% sales managers are proficient at accountability21:51 Effective coaching increases sales effectiveness significantly SalesTV Spotlight Week – Women in Sales broadcasts live each day March 4-8 at Noon ET/ 9a PT Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #WomenInSales #SalesGrowth #TechnologyInSales #SalesLeadership #SalesMindset #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In celebration of the SalesTV Spotlight Week – Women in Sales, Carole Mahoney and Lyndsay Dowd ditch the soft skills and share their invaluable insights into Power Skills. Explore the evolution of leadership practices and their impact on sales success, the correlation between leadership mindset and team dynamics, and the critical role of culture in sales effectiveness. Learn about ways for leadership to nurture their team, foster psychological safety, and empower sales professionals. Highlights04:10 Promote leaders who care beyond themselves08:13 Great leaders ask for input13:09 Sales leaders need personal time with teams19:20 Listen to understand, connect with others deeply SalesTV Spotlight Week – Women in Sales broadcasts live each day March 4-8 at Noon ET/ 9a PT Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #WomenInSales #PowerSkills #SalesLeadership #SalesMindset #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In celebration of the SalesTV Spotlight Week – Women in Sales, we are joined by Becci O'Shea, Head of Sales Enablement at Markura, to discuss empowering women in sales. Becci brings to the table her experiences in the male-dominated sales world of the marine industry, discussing inclusive initiatives that pave the way for gender diversity and the benefits this diversity offers. Hear about the crucial role of mentorship and male allies in fostering a supportive environment for women in sales. Understand the impact of language in job adverts, flexible working hours as a diversity strategy, and the importance of role modeling for building a gender-inclusive workplace. Highlights09:46 Language, workplace culture, and women's recruitment challenges20:32 The value of mentorship25:45 Women possess traits for successful modern selling27:42 Slow progress in workplace equality, hopeful outlook SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am GMT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #WomenInSales #Diversity #GenderEquality #Mentorship #sales #pipeline #linkedinlive #podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com