SalesTV Live Podcast

In celebration of the SalesTV Spotlight Week – Women in Sales, Shawn Karol Sandy and Dianna Geairn lead an engaging centered around making moments that matter in sales. From discussing the impact of empathy and AI in sales to the importance of understanding customer goals, the conversation provides practical approaches to creating a wow experience for prospects and customers. Learn how to enhance your sales strategies and build customer-centric approaches to maximize sales opportunities. Highlights07:21 Customer success is the new sales13:56 Improve customer experience with curiosity19:32 Leveraging empathy in digital marketing and sales22:41 Challenge young people to embrace mistakes positively 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 #SalesStrategy #RevOps #AI #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, join us in this episode of SalesTV as we dive into a compelling discussion on male allies in the sales workplace. Our guest host Lori Richardson along with Helen Fanucci and Janice B Gordon provide invaluable insights into the significance of male allyship, mentorship, and sponsorship for women in sales. Explore real-world examples and discover actionable strategies for fostering a more inclusive and supportive sales environment. Highlights05:41 Building relationships with male leaders10:27 "Women in Tech, A Book for the Guys" offers actionable allyship strategies19:46 Recognize toxic environment, learn from it21:20 Managers should support diverse sales styles 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 #SalesAllyship #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 we celebrate #BDRAppreciationWeek, join us in this episode of SalesTV as we uncover the key findings from the 2024 state of the BDR survey from 6Sense. We are joined by guest Kerry Cunningham, X at 6Sense, who brings over 25 years of experience in B2B demand generation and management. We discuss the challenges of meeting quotas, and the crucial role of support from leadership, and valuable insights on using AI tools in lead gen. Highlights06:47 Increasing quotas indicate companies' intent to grow12:21 Reps want better intelligence for successful selling13:30 Market dips lead to diminished support for BDRs17:42 BDRs generally feel good about AI tools SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00a 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 #SalesTraining #BDR #SDR #xDR #SalesInsights#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 we celebrate #BDRAppreciationWeek, discover the world of Business Development and Sales with our special guests, Amanda Chang and Ishika Sharma. We unpack dynamic strategies and insights into the ever-evolving sales landscape. The discussion promises valuable takeaways on fostering partnerships, strategic marketing, and the human element in tech advancements. The conversation spans the ethical approach to sales, the importance of adapting strategies to cultural differences, and how education such as an MBA can influence one's career in business development. Highlights09:53 Sales stigma and ethical approach for growth13:16 Segment customers by region for sales efficiency17:14 Public perception of business ethics and sales20:14 Develop thought leadership and partnerships 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 #BDR #SDR #xDR #SalesStrategies#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, Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School and acclaimed author, draws upon extensive research from his latest book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," (Harvard Business Review Press). He shares his insights into the context-specific nature of sales, the impact of turnover in sales, and the growing gap between senior leadership and frontline employees. Highlights 03:28 Selling varies by customer, culture, and region 11:24 Executives overrate ability to identify talent 14:31 High turnover rate is problematic for businesses 20:26 Communication gap between senior executives and sales leaders 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 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 potential of modern sales careers with Jon Nicholson. Uncover the strategies used to foster a learning culture and attract the next generation of talent. Embark on a compelling exploration of Royal Mail's evolution with Jon, who shares his passion for personal and professional growth for sales forces. As we discuss the psychological safety within an organization, we will also explore the regulated boundaries that need educated and trained individuals to navigate. This is more than just an informative episode on organizational growth—it's a blueprint for creating a trusted relationship between customers and salespeople. Highlights07:48 Seeking to attract younger talent14:40 Diverse job opportunities in secure legacy organizations20:07 Balance, regulation, and market leadership27:16 Balancing sales and customer retention under pressure 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 #AccountManagement #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, uncover the crucial role of diversity, equity, and inclusion (DEI) policies in creating fair opportunities and the significant impact these efforts have on social mobility for aspiring sales professionals. Get inspired by the conversation covering the stigma around sales, the importance of ethical practices, and the need for digital education accessibility. Helga Stewart eloquently discusses these topics with hosts Alex Abbott and Andy Hough, leaving listeners empowered to advocate for progress within their organizations. Discover the powerful benefits of inclusivity and how it drives success in sales careers. This episode shines a light on underrepresented voices and paves the way for a more equitable and diverse sales landscape.Highlights 09:25 Social mobility in sales: leveling the playing field. 12:53 Encouraging young people into professions through education. 20:41 Digital behavior impacts human interaction and well-being. 23:58 Companies should prioritize diversity, equity, and inclusion. 26:11 Government and community empower women through funding. 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 #SalesCareer #SocialMobility #B2BSales #SalesInnovation #ProfessionalGrowth #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 Mid-Day, Jesse Molitor, Vice President of Sales at Deskera, shares valuable insights into the art and science of sales, offering practical tips for achieving sales success. Explore the role of artistry in sales, the challenges of coaching, and the importance of identifying skill gaps. Gain a deeper understanding of the dynamics between art and science in the sales process, and discover effective strategies for empowering sales professionals.Highlights 03:54 Teaching the art is easier, will determines success 16:33 Understanding customer's buying journey, timing pricing use 19:39 Recruiting and coaching for sales success strategies 22:08 Focus on consistent performance, ethical behavior, leadership 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 #WomenInSales #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, founder of Teach The Geek, Neil Thompson, joins us to discuss transforming technical complexity into sales wins. Neil shares his insights on mastering technical presentations, the challenges faced by technical professionals, handling technical questions during presentations, and more.Highlights 06:00 Key to effective presentations: clear communication, engagement. 09:42 Understanding audience is key to effective presentations. 14:10 Encourage engagement through graphs and tables in presentations. 23:10 Be comfortable saying you don't know. 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 #Engineering PublicSpeaking #CommunicationSkills #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 special episode of SalesTV, Mike Bosworth, creator of Solution Selling®, shares invaluable insights into the secrets of solution selling and the transformative power of storytelling in sales. Join us as we explore the evolution of solution selling, the impact of social media, and the concept of Story Seekers™. Discover strategic techniques to elevate sales productivity, build emotional connections, and unlock solution selling mastery. Don't miss out on this enriching conversation with the legendary sales expert, Mike Bosworth! Highlights 01:00 80% of Sellers struggle in building trust 06:07 Boost sales by elevating storytelling power. 21:02 Solution Selling or Solution Discovery? 24:06 High-level storytelling transforms Sales and Leadership. 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 #SolutionSelling #StorySeekers #Storytelling #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

Join us for a compelling discussion with Kelly Lichtenberger, an expert in building exceptional BDR sales teams. Gain valuable insights into the role of cold calling in modern sales, the impact of AI on outbound activity, and the essential skills for effective sales in today's landscape. Explore the importance of emotional intelligence, active listening, and leveraging discomfort to achieve greater success in sales. Learn from Kelly's expertise on setting realistic KPIs, tailoring them to individuals, and the role of SDRs in the sales process. Highlights5:54 Effective cold calling is more than selling8:06 Cold calls often bring negative associations and delays11:56 SDR metrics18:32 Listening, asking questions, and providing information20:33 Essential product information instills confidence in customers23:44 SDR goals are multifaceted goals, including company success and self-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 #BDR #SDR #xDR #ColdCalling #EmotionalIntelligence #EffectiveSalesSkills #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 essential steps an organization should take to create a movement for change with our guest Greg Satell. On this week's Mid-Day Edition of SalesTV.live, Greg Satell, author of "Cascades: How to Create a Movement that Drives Transformational Change," provided invaluable insights for implementing and understanding change in business. Highlights include 04:24 Personal and large-scale change are not similar 06:48 How social networks influence behavior 10:11 Movements empower through incentives and teamwork 17:04 People resist change, struggle to maintain it 20:02 5 categories of change resistance 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 #Transformation #Movement #Change #ChangeManagement #SalesLeadership #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