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Sales Academy

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

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Podcast

The CIA Method: Polygraphs and Prospects, with Dan Crum [Episode 865]
Dan Crum is author of the book titled “The CIA Method” about best practices in hiring and recruiting for sales.

Podcast

Sobriety, Stigma and Sales, with Chris Anthony [Episode 864]
Chris Anthony is the Vice President, US Consumer Goods and Marketing Cloud at Salesforce. This is another in a series of conversations I’ve been having on this show about mental health, sales, and business. In June 2020, on the 15th anniversary of his sobriety, Chris went public with his story for the first time. He […]

Podcast

All Things Tactile Marketing Automation, with Nick Runyon [Episode 863]
In this episode we get into everything Tactile Marketing Automation.

Webinar

Is AI-powered coaching the next must-have sales technology?
Every rep knows what it’s like to make a mistake during a call that costs them a deal. But what if you could automatically warn reps right before they make a mistake, and more importantly, keep them from making the same ones over and over again? It may sound like science fiction, but thanks to advances in artificial intelligence, virtual sales assistants can now warn reps when they’re about to botch a call and tell them how to take corrective action.

Podcast

The State of Enterprise Sales in Saas, with Vince Beese [Episode 862]
Vince has been selling big deals into the enterprise and leading enterprise sales team in the SaaS space for a long time, so settle in for a great conversation about the big changes we’ve seen in enterprise sales this past year.

Podcast

The 5 Sales Myths, with Jake Dunlap [Episode 861]
In this episode Jake and I discuss an article he posted on linkedin about 5 predominant myths in sales.

Podcast

The New Economics of Field Sales, with Stephen Diorio [Episode 860]
An interesting conversation about a topic front and center for many sales bosses.

Podcast

Building Better Sales Habits, with Liston Witherill [Episode 859]
In this episode Liston and I dig into the topic of building better sales habits using the science of habit formation.

Podcast

Self-Directed Performance Coaching, with Roger Connors [Episode 858]
In this episode Roger proposes a new model for coaching called Self-Directed Performance Coaching.

Webinar

How to Get a Meeting with Anyone in 2021
With virtually all sales teams working remotely, sellers are facing unprecedented competition for their buyers’ attention. With in-person meetings largely off the table, sellers need ways to truly stand out in order to win their prospects’ attention and trust.

Podcast

Tactical Pipeline Growth: Winning the Outbound Battle for New Business, with Mark McInnes [Episode 857]
Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. I enjoyed Mark’s book, and this conversation with him, because he’s a bit of a contrarian on the myths and bad practices that have built up around prospecting. For openers we talk about why Mark believes that it’s […]

Podcast

The Humanity of Video Messaging, with Tyler Lessard [Episode 856]
Talking video messaging with Tyler Lessard.