Sales Academy

Bill Cates (author of “Radical Relevance”) and I talk about what is means to be radically relevant in order to cut through the noise and grab a buyer’s attention. I always enjoy talking with Bill. He’s a straight talker. And I really enjoy his emphasis on how sellers need to get out of their own heads about […]

Zvi Guterman, the founder and CEO of CloudShare, joins me for a conversation about why traditional sales demos haven’t kept pace with the demands and requirements of buyers. We talk about how buyers were changing even before the pandemic. And we’ll dig into the idea of the enabled and empowered buyer, and how sellers can […]

Matt Heinz, President of Heinz Marketing and host of the Sales Pipeline Radio podcast, joins me for a conversation about what’s next for B2B sales.

Nez Balelo is a Major League Baseball super agent, representing such players as Japanese phenom Shohei Ohtani of the Los Angeles Angels, Ryan Braun of the Milwaukee Brewers, Arizona D-Back’ Adam Jones and many more, he joins me today to have a conversation about sales and negotiation strategy.

Terri Sjodin is the founder of Sjodin Communications and author of a new research report titled, The State of Sales Presentations 2020. She joins me today for a conversation about the common sales presentation mistakes professionals make in today’s market. As Terri and I get into, the world changed, just a little bit, even after […]

Richard Harris (Founder of The Harris Consulting Group and Director of Sales Training for Sales Hacker) joins me today for a conversation about sales training.

In today’s episode, we’ll learn how to sell in the midst of a downturn. Plus, we’ll dig into the concept of time to value.

In this episode, Scott and I talk about management development and dig into his ongoing journey to become a leader you would follow.

THE CHALLENGE As the Sales Development Representative (SDR) team grew from two to ten reps, management needed a way to gain full visibility and transparency across teams when it came to inbound and outbound performance. Prior to ringDNA, sellers relied more on manual logging of activities, which wasted time and resulted in incomplete data. With […]

David Kreiger is the founder and CEO of SalesRoads. Today, David and I dig into his 4 essential building blocks for effectively selling (and managing) remote. Episode Transcript Andy Paul: [00:00:00] David. Welcome to the show. [00:00:02] David Kreiger: [00:00:02] Great to be here Andy. [00:00:04] Andy Paul: [00:00:04] It’s a pleasure to have you. So, […]

Jeb Blount is the founder of Sales Gravy and author of numerous best-selling books like Fanatical Prospecting, which was the winner of ringDNA’s Sales Madness Bracket Challenge for most influential sales book. Today we talk about, well, pretty much everything. I had read Jeb’s latest book, The Ultimate Guide to Mastering Objections: The Art and […]

Today, my friend and erstwhile co-host Bridget Gleason (Head of Sales, TideLift) joins me to talk about what SDRs and AEs should be doing NOW to prepare themselves for an uncertain career future.