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Case Study

How Escoffier Improved Call Coaching, Increased Sales Productivity and Scaled Success
THE CHALLENGE In 2020, the entire team at Escoffier was forced to go remote around the same time they were preparing to migrate to a new system. However, the Product team needed to enhance their technology to support their reps to also work remotely. As a top-tier culinary school that operates both on campuses and […]

Podcast

You Lead: How Being Yourself Makes You a Better Leader, with Minter Dial [Episode 908]
Minter Dial is author of the book, “You Lead: How Being Yourself Makes You a Better Leader.” It’s not going to surprise you that I liked Minter’s book. I often talk on this show about how being yourself makes you a better seller and in today’s conversation we talk about how in the wake of […]

Podcast

The Five Fs, with Jon Ferrara [Episode 907]
On today’s episode Jon reminds us of the five Fs at the heart of connection: family, friends, food, fun and fellowship.

Podcast

Revenue Orchestration, with Hayes Davis [Episode 906]
Hayes Davis is the CEO and founder of Gradient Works, where they are creating the CRO operating system. In today’s conversation we talk about the concept of “revenue orchestration.” We dig into why companies are quick to blame reps for unproductivity before examining whether they’ve orchestrated a system and process that enables reps to be […]

Podcast

Leveling Up, with Eric Siu [Episode 905]
Today we discuss how Eric applied the lessons he learned in becoming a top gamer, to his personal and professional development.

Podcast

Never Been Coached, with Brian Souza [Episode 904]
Today Brian and I have a wide ranging conversation about coaching!

Tool

Conversational Roadmap Worksheet
Scripts are great, but they leave little room for flexibility or spontaneity on sales calls. The solution lies in conversational roadmaps, which have moveable pieces that adapt to the natural flow of a call. Learn more about roadmaps and make your own with this handy worksheet!

Podcast

Values, Character and Sales, with Philip Squire [Episode 903]
On today’s episode Phil suggests that a new paradigm for selling is required – one that is based on values and belief systems.

Podcast

My 16 Roles During the Pandemic, with Tiffany Heimpel [Episode 902]
Tiffany Heimpel is a Sales Manager for Marketing Solutions at LinkedIn. It’s safe to say that the pandemic has been particularly hard for women in sales with school age and preschool age kids at home. They carry a disproportionate share of the load in managing work, remote learning, the family, relationships and so on. In […]

Podcast

Sales Autonomous Zone, with Joe Caprio [Episode 901]
In today’s episode Joe fills us in on Reprise and the problem they’re solving for SaaS companies by making it easier for buyers to actually experience your product.

Podcast

Success on Your Own Terms, with Casanova Brooks [Episode 899]
Today we’re talking about a topic that I believe is important for sellers: how to live, work and succeed on your own terms.