Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales teams.

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Podcast

Remote Work and Building a Culture of Sales Performance, with Laura “LG” Guerra [Episode 776]
Listen and learn how to build a culture of performance, accountability, and team spirit in a remote sales team.

Podcast

Trust vs Trustworthiness, with Charlie Green [Episode 775]
Listen in as we talk about how trust-building is different in the virtual age and why it’s harder than building trust in person.

Podcast

The Forever Transaction, with Robbie Kellman Baxter [Episode 774]
Listen and learn how to turn your “clients” into “members” who are so committed to your organization that they stop looking for alternatives.

Podcast

The State of Sales Performance Management, with Pat Rodgers [Episode 773]
In today’s episode, Pat Rodgers (founder and CEO of Loupe) joins me to discuss the value of data-driven coaching.

Podcast

We Have Met the Enemy and They Are Us, with David Priemer [Episode 772]
In today’s episode, David Priemer and I dig into why sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy.

Podcast

The Advice Monster, with Michael Bungay Stanier [Episode 771]
In today’s episode, my guest Michael Bungay Stanier shares how to avoid becoming an Advice Monster.

Case Study

How BuildASign Moved From Desk Phones to Dialer with ringDNA and Supercharged their Business
THE CHALLENGE Could not manage what they could not measure: BuildASign was previously using traditional PBX desk phones across their account executive, business development, customer support, and canvassing teams, which made it increasingly difficult to track anything but a set of rudimentary metrics. The lack of insight hurt performance across key business units, including the […]

Podcast

Stop Killing Deals, with George Brontén [Episode 770]
In this episode, join George and I as we explore the sales behaviors (both conscious and subconscious) of managers and individual sellers that kill deals.

Podcast

Conversations That Sell, with Nancy Bleeke [Episode 769]
In this episode, Nancy Bleeke joins me to share how to connect with people during a crisis.

Podcast

Preparing Sellers for the Next Normal, with Anthony Iannarino [Episode 768]
In today’s episode, Anthony Iannarino and I talk about what the Next Normal for sellers will look like and how to prepare for it.

Podcast

Selling in a Recession, with Chris Grams and Bridget Gleason [Episode 767]
In today’s episode, Chris Grams (head of Marketing at TideLift) joins me along with my great friend Bridget Gleason (head of sales and customer success at Tidelift) to talk about how to sell into a future that is full of uncertainty.

Case Study

How ChowNow scaled sales coaching and achieved faster rep ramp time as their SDR team doubled using ringDNA
THE CHALLENGE Manual Dialing: Initially, ChowNow’s team of Sales Development Representatives (SDRs) was hand dialing down their call lists, resulting in inefficiencies across the board. Technology Fragmentation: As growth continued and the SDR team doubled, there was a strong mandate for increased staffing and upleveling of their technology stack to have a unified technology stack […]