Sales Engagement Resources

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.

We’re always looking for ways to empathize, sympathize, and show the buyers that we understand what they’re going through, how to solve the problems they’re facing, and how we can help.

While there are common traits that top salespeople undeniably share like a competitive nature, confidence, and enthusiasm, today’s sales landscape is more complicated and involved than ever before.

Ten years ago, using that term to describe a salesperson meant they couldn’t hack it. They weren’t tough enough to make it in sales.

John Jenkins, Senior Director, Customer Experience at Realtor.com sat down with us for a much-needed break and shared the ups, downs, successes, and challenges of moving his 300 plus sales team to a fully remote environment as the pandemic unfolded.

We can’t win all the time. That’s just a fact of life. What we can do is position ourselves to do our best to deliver winning results by practicing what we can control.

In this episode, I interview Richard Park, VP Inside Sales & Growth COE at Solera, about breaking into the executive level.

If you see the phrase “unprecedented times” one more time, you’re probably going to hurl.

In this COVID climate, we are seeing people double down on their current customer base, budgets being cut, and a necessary fluid approach to operations as a whole is emerging.

Macroeconomics teams forecast that automotive sales most likely will decrease 14-22% among the China, US and European markets in 2020 because of Covid-19.