Sales Academy

Retaining talent is one of the biggest challenges facing sales leaders. And research shows that the reason that 60% of reps leave jobs is because they “aren’t getting value from managers.” Retaining top talent and exceeding quota requires more than sales training, it requires building a culture of coaching. More companies are using AI-powered conversation intelligence to supercharge their sales coaching. But conversation intelligence solutions alone are not enough to drive results – you must be able to both analyze and draw insights from those conversations.

In today’s episode I talk with author Margot Bloomstein’s about her new book, “Trustworthy: How the Smartest Brands Beat Cynicism and Bridge the Trust Gap.”

Call scripts can hold you back from building authentic connections and valuable relationships on sales calls.

Customer expectations are rising. Sales competition is getting fierce. And you only have one chance to make a great first impression.

Today we’re talking about serve led selling and why it’s so important in today’s business environment.

Are you trying to make the case for Revenue Operations in your company? Do you have a mandate to make RevOps happen, but don’t know where to start? Or are you trying to benchmark and improve your existing RevOps function?

Conversation intelligence is rapidly evolving beyond post-call analysis. It’s no longer enough to record, transcribe and provide “game tape” from calls. What if you could coach reps in real time and prevent errors from happening all together? That’s the next evolution of conversation intelligence, and it’s what your competitors don’t want you to know about. 

In this episode Casey and I talk about the value of relationships in building your book of business and career.

In this episode we discuss one of the biggest conundrums in sales.

Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together.

In this conversation Garland and I talk about busyness.

In today’s episode Lisa and I talk about one of my favorite topics: winning big deals.