Sales Engagement Resources

What’s a 10K? It’s a document that public companies are required by the SEC to publish every year. And it’s essentially a report that provides transparency into how a company is performing.

In this episode, I interview Stratford Canning, Director of Sales Development at Forrester, about a few things he wishes he’d known as a new sales development leader.

If there’s one thing we can all agree on, it’s that for the vast majority of us, COVID has caused us to spend more time sitting. Most of us aren’t commuting to the office, unless you count the 10 steps from the bedroom to the desk.

Some things never change. Optimism is still the only free stimulus. Tuning out the news improves your mental health. And if you focus on your customer, you’ll be fine.

I recently interviewed Britney Bartlett, senior director of global virtual sales specialists at Cisco, about how to create a virtual sales specialist team with the people you already have.

It may be the understatement of the century, but COVID-19 and the ensuing pandemic has completely altered the sales industry, likely forever. There is no longer such a thing as “business as usual.”

An awful lot of people are stressed out right now. A whole generation of sales professionals are living through the most turbulent sales landscape they’ve ever encountered.

In this episode, I interview Joshua Stalnaker, VP of Inside Sales at Amplify, about building a sales process that doesn’t lose.

In this episode, I interview Remy Piazza, Chief Sales Officer, North America at Bureau Veritas, about creating a sales culture from the ground up.

In this episode, I interview Paul Shortley, SVP of Global Sales, Marketing Effectiveness at Nielsen, about the tactics of sales messaging.

In a recent episode of Sales Engagement, I had a chance to speak with Victoria Salazar, BDR Team Lead at Reachdesk, about the art of networking.

If there’s a job posting with 10 qualifications, a man will apply when he has about 6 of those. A woman will tend to wait not just until she has all 10, but until she’s mastered them.

In this episode, I interview Erik Kostelnik, Founder & CEO of Postal.io, about channeling his competitiveness and creativity into being a sales CEO.

A lot of companies have seen immense growth in the past 9 months. COVID has accelerated so many businesses, and caused them to grow in ways that they may have never expected.

It’s something we don’t like to talk about a lot, but whether we like or not, the sales industry as a whole is predominantly male.

Specifically, about selling to big companies. What do you need to know to sell to the enterprise, and why do so many companies end up with enterprise deals that completely fall apart?

From networking to Zoom calls to emails, we’ve all noticed subtle little things that we used to think we were really good at that we actually could use a lot of work on.

One thing that COVID-19 has done is completely disrupt the recruitment and hiring process for nearly every company on earth.

Are you setting them up to be the best possible sales reps they can be, or are you weighing them down with needless tasks and functions that are holding them back? Are you simply giving them too much of a good thing?

No matter how good your SDRs are, the odds are they won’t stay SDRs forever, since the average tenure for a SDR is just shy of a year and a half.

Sometimes, it seems particularly with younger sales professionals, that we spend so much of our time consuming sales content, that we forget that our products and our companies are just smaller pieces of a bigger puzzle.