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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

SOBERforce, with Marin Nelson [Episode 913]
In this conversation Marin Nelson shares her story of recovery and how it led to the creation Soberforce.

Podcast

Mental Health in Sales, with Howard Brown and Richard Harris [Episode 912]
In this conversation, Richard shares his personal sales and mental health story, and we dig into recent survey data on mental health in sales.

Case Study

Equity Trust Reviews 6x More Calls and Informs Product Development with ringDNA
HIGHLIGHTS Sales managers review 6x more calls with ringDNA The number of reps sales managers could comfortably manage doubled from 6 to 12 They quantified the cost of common objections with Conversation AI Reps and SDRs felt supported and attrition fell to zero THE CHALLENGE Reps at Equity Trust had anecdotal evidence that a lack […]

Podcast

How to Get a Sales Job, John P. Davis [Episode 911]
In today’s conversation John and I get into what makes interviewing for a sales job unique.

Video

Endlessly Repeated Sales Advice
Are you sick of repeating the same sales advice?

Podcast

The Sales Rebellion, with Dale Dupree [Episode 910]
In this episode Dale and I dig into what it is salespeople should be rebelling against.

Podcast

Deep Listening: Impact Beyond Words, with Oscar Trimboli [Episode 909]
Oscar Trimboli is the author of the new book, “Deep Listening: Impact Beyond Words.” This is one of my favorite topics because Listening is the way you give value to the words of other people. On today’s episode Oscar and I dig into the difference between hearing and listening. Multiple academic studies have shown that […]

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.