Modern Sales Management – Détails, épisodes et analyse

Détails du podcast

Informations techniques et générales issues du flux RSS du podcast.

Modern Sales Management

Pipeline Ops

Business & Entrepreneuriat

Fréquence : 1 épisode/9j. Total Éps: 22

Modern Sales Management is a podcast for sales managers and other executives responsible for hitting revenue targets.

These leaders are often faced with unique challenges. From alignment with marketing and managing C-level expectations to coaching sales teams, integrating technology, and creating repeatable selling processes, successful sales management is both an art and a science.

The Modern Sales Management podcast brings you actionable advice and frameworks from people who are helping sales teams drive revenue everyday.

Lire plusRéduire

Site

RSS

Apple

Classements récents

Dernières positions dans les classements Apple Podcasts et Spotify.

Apple Podcasts

🇬🇧 Grande Bretagne - management
18/06/2026
#90
🇬🇧 Grande Bretagne - management
23/10/2025
#71
🇬🇧 Grande Bretagne - management
20/08/2025
#100
🇬🇧 Grande Bretagne - management
03/04/2025
#81

Spotify

Aucun classement récent disponible

Liens partagés entre épisodes et podcasts

Liens présents dans les descriptions d'épisodes et autres podcasts les utilisant également.

http://modernsalesmanagement.com/
19 partages
https://pipelineops.com/modern-sales-management-pipeline-ops-podcast/
18 partages
https://www.ringdna.com/sales-enablement-podcast-with-andy-paul?
2 partages

https://www.linkedin.com/in/realandypaul/
1 partage
https://www.linkedin.com/in/howardbrown/
1 partage
https://www.linkedin.com/in/skip-miller-a7243/
1 partage

Qualité et score du flux RSS

Évaluation technique de la qualité et de la structure du flux RSS.

Qualité du flux RSS

Correct

Score global : 73%

Historique des publications

Répartition mensuelle des publications d'épisodes au fil des années.

Year

Derniers épisodes publiés

Liste des épisodes récents, avec titres, durées et descriptions.

Creating a Next-Generation Sales Engine with Dale Miller

Saison 1 · Épisode 22

mardi 26 janvier 2021 • Durée 41:33

Tried and true sales and marketing strategies went out the door in 2020 when teams all over the world were forced to quickly adapt to remote environments, new technologies, and savvy customers. Now that the dust has somewhat settled, executives are focused on creating sophisticated sales and marketing systems that will best prepare their teams for what lies ahead.

I talked with Dale Miller, Global Sales Director at OK International, about building a next-generation sales and marketing system on this episode of the Modern Sales Management podcast.

With several decades of sales and sales management experience across various industries, Dale shares exceptional insights about what it takes to succeed in our current climate. More specifically, he explains his four-part sales and marketing strategy/framework that has a proven track record of growing market share and increasing sales revenue.

We also discuss:

How sales and marketing teams can best adapt to our new normal
How customer engagement has changed over the past year and how to embrace the newest challenges
Why automated marketing should be a key part of your sales strategy in 2021
Tips on delivering value quickly and efficiently in your new and improved sales process
The effect COVID-19 has had on sales teams, leaders, workloads, and closing rates
Ways to keep your sales team focused on what matters most (the projects that move the needle)
What a “true CRM” is and how you can use this tool to help your sales and marketing teams drive revenue
How to both maximize and optimize your CRM to the best of its ability
Why real time data is so important to your sales and marketing strategy
How product education/content can help you gain loyal customers
Why keeping your value proposition front and center throughout your customer’s journey is so key and how to do just that
How to use your CRM to personalize leads and provide targeted messaging throughout your sales funnel
Tips on building useful sales dashboards that highlight exactly what drives your business
How to systematize a customer acquisition technology for your unique business/industry
What the future holds for sales and marketing automation technology and how to harness its potential

Learn more about Dale’s four-pillar framework by connecting with him on LinkedIn.

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Lire plusRéduire

Sales Leadership for Startups With Amy Looper

Saison 1 · Épisode 21

mercredi 6 janvier 2021 • Durée 23:22

Companies everywhere found themselves ill-equipped to handle 2020’s barrage of pivots, curveballs, and pitfalls. Sales enablement, the discipline of providing real-time lead intelligence, more efficient processes, and shareable content to your sales team, became a major differentiator in many industries.

Arming your sales team with the proper tools and processes to face the uncertain future is what sales enablement is all about, but this strategy can be particularly difficult for startups. We talk about the challenges and opportunities of sales enablement for startups with Amy Looper, Founder of Relativity Consulting, in this episode of the Modern Sales Management podcast.

Amy’s company specializes in sales advisory and enablement services for innovative technology companies. She feels that utilizing the right sales content, processes, and enablement tools will be the key to your company’s success in 2021.

Our discussion also covers:

How to focus on the right processes to make sales easier for your team
Why sales managers in the tech space need to be liaisons between the sales and technology teams
How to help your startup sales team overcome common barriers and pitfalls
Tips on setting benchmarks and focusing on the right metrics to grow sales revenue
How to seize the biggest opportunities in the startup world of sales
Why startup buying and selling cycles can be so complex and how to cut through the noise on your path to success
How to build a sales infrastructure that is designed to support your best possible outcomes
Tips on sales team evaluation and development
How to dial into your buyer and serve them continuously throughout the pre-sales and post-sales process
How to determine if your startup is ready to hire a salesperson or team
Sales forecasting tips and tricks
How to test your client’s commitment to make sure you’re focusing on your ideal customer
How to identify the benchmarks in your startup’s sales process that indicate it’s time to invest in sales leadership and development

Prioritizing Sales Coaching on a Busy Sales Team With Chris Jordan

Saison 1 · Épisode 12

mardi 29 septembre 2020 • Durée 23:23

Being a successful salesperson doesn’t necessarily mean you’ll make a great sales manager. After all, the customer-centric skill set that helps you close deals is much different than the team-focused skills needed to coach, motivate, and inspire a diverse group of salespeople.

We talk about effective sales management tactics and sales rep coaching techniques with Chris Jordan, Vice President of Sales at CampusLogic, on a new episode of the Modern Sales Management Podcast.

Chris has led sales teams of various sizes across multiple industries and shares valuable insight on building and managing successful teams. He emphasizes that personal development is just as important as pipeline development when it comes to motivating your sales team and driving revenue.

Our conversation also includes:

Effective sales coaching frameworks and philosophies
How to use sales team assessments/evaluations to develop salespeople and leverage their strengths
Actionable tips for improving 1:1 sales meetings
How to set realistic sales goals/quotas for your salespeople
Measuring sales rep success through pipeline development and forward progression
Why some sales reps have trouble talking about money/pricing with customers and how to help them overcome this hurdle
Helpful interview tips when evaluating a prospective salesperson for your team
What are some common challenges sales managers face when it comes to hiring and how to combat these issues
How to encourage your sales team to follow the same sales process without killing their individualism
How to evaluate your sales pipeline to account for an individual rep’s strength and weaknesses
How remote sales is changing sales leadership techniques
What “Zoom fatigue” is and how you can re-energize your team when they hit a plateau
How to embrace communication technologies (i.e. Microsoft Teams, Slack, Flock, etc.) to maintain connection on a remote sales team
Why you should end every sales rep 1:1 with two questions: “How can I help you?” and “How can I make your life better?”

The Best Sales Management Tool to Root Out Performance Problems With Charlene DeCesare

Saison 1 · Épisode 11

mardi 22 septembre 2020 • Durée 28:42

As a sales manager, you know it's easy to get overwhelmed - even when your team is performing well. However, the weight of all of the data and all of those starting points grows exponentially when you have to evaluate and resolve a dip in sales.

What if there was one place to look that would tell you almost everything you need to know about why your sales activities are not resonating with your buyers? If this tool would make your life easier, you’re not going to want to miss what I am going to tell you next.

We talk about the most effective starting point for optimizing your sales process with Charlene DeCesare, CEO of Charlene Ignites, LLC, on this episode of the Modern Sales Management Podcast.

Charlene draws upon 25 years of experience in sales to explain how the best sales leaders focus on developing the right messaging, methods, and mindsets for their teams.

Our conversation also covers topics such as:

How to create messaging that focuses on making connections
Why the right sales messaging starts at the top - with the way sales leaders communicate to their teams
What The Email Cemetery is how you can stop your emails from going there
Why sales messaging should focus on the buyer and not the seller
How emails can be used as diagnostic tools to see what is and isn’t working within your organization
How salespeople can avoid being “ghosted” by a prospect
Tips on sales coaching and running productive sales meetings
Why an organization’s core values are so important in the creation of sales messaging/templates/scripts
How to shorten the sales cycle without pestering or chasing prospects
What mission osmosis is and how it can be a valuable corporate strategy
Why salespeople and leaders should embrace being human and what that means
Tips on motivating salespeople and staying positive in a negative world
Why sales leaders need to lead with compassion and how that translates into revenue growth

How to Increase SaaS Sales Using Automation and Data With Kevin Mead

Saison 1 · Épisode 10

mardi 15 septembre 2020 • Durée 27:19

Startup SaaS companies face abundant opportunities and tremendous risks when it comes to scaling revenue. Without high fixed overhead and fulfillment costs, SaaS leaders can direct more capital toward marketing and sales. However, if their sales and marketing processes aren’t streamlined and optimized, all that money will quickly go to waste and their investors will walk.

We talked about the complexities of driving SaaS sales revenue with Kevin Mead, Owner of Salestream, on this week's episode of the Modern Sales Management Podcast.

With an academic background in computer science (coding) and professional experience in sales and marketing, Kevin offered a unique perspective in sales leadership and process optimization. He emphasized the importance of aligning your sales and marketing teams and shared tips on improving the sales process using data and automation.

Our discussion also covered:

How marketing can best meet the needs of people before sales becomes involved
What sales and marketing alignment (smarketing) looks like in a SaaS company
Why the sales process itself is more important than the size of your sales team
How inbound leads can cut the sales cycle by 50%
How coding can be used to scale revenue at SaaS companies
Why marketers should learn the commission structure of their company’s sales team
How to create a CRM that is a tool for your sales reps and not an obstacle
How to ensure the success of your entire sales team (vs. having one top performer and a few average salespeople)
Why HubSpot is a double-edged sword and how to maximize its potential for your business
How to build a steady flow of inbound revenue
What are common pitfalls that sales leaders face
How to make the most of every hour of your sale team’s day

Connect with Kevin on LinkedIn and learn more about his work by visiting his website.

How Sales Leaders Can Help Individual Sales Reps Exceed Quota With Rick Roberge

Saison 1 · Épisode 9

mercredi 9 septembre 2020 • Durée 31:31

The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding.

The good news is that with the right approach, analysis, and execution, sales executives can optimize the performance of individual sales reps. Even better, by helping salespeople on an individual level, sales leaders will build better sales teams and grow more revenue.

We talked about several ways of improving sales rep performance with Rick Roberge of Sales RockStars & RainMakers on a new episode of the Modern Sales Management Podcast.

Rick explained the psychology behind sales coaching and how sales managers should focus on working one-on-one with salespeople in order to build stronger teams.

We also discussed:

What sales core competencies are and how you can evaluate your team on them
How sales leaders can raise the game for sales reps on an individual level
Why sales managers should talk with their reps every day (and not just once or twice a week)
How to identify rock star salespeople
How remote sales is changing the role of a sales leader
How meeting cadence has changed as sales teams switch to remote settings
Why inbound leads are still #1 in sales
How modern sales has changed the cold calling process forever
What self limiting beliefs are and how sales managers can help sales reps overcome them
How to teach sales reps to have conversations with their prospects and not just sales conversations
Why sales rep performance is more than just metrics
How to motivate sales reps by understanding what motivates them
How inbound leads often get wasted by sales reps and how to avoid this
How sales and marketing is changing and how sales managers can best adapt to the modern sales landscape

How AI and Machine Learning Increase Sales Team Productivity With Howard Brown

Saison 1 · Épisode 8

mardi 1 septembre 2020 • Durée 26:36

Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.

While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily.

Fortunately, there are ways to harness the power of enhanced data without bogging down your sales reps with complicated tasks. I discussed some of these methods with Howard Brown, Founder and CEO of ringDNA, during an episode of the Modern Sales Management Podcast.

Howard shared valuable information about how sales leaders can leverage AI and machine learning to simplify the sales process for reps.

Our conversation also covered topics such as:

How sales teams have shifted in the past few years
Why new data can be intimidating to a sales team and how to distribute it in the most efficient and actionable way
How to turn “big data” into “little data”
Why insightful data is crucial to your sales team
How to evaluate sales technology and know if it’s right for your business
Why the best technology allows humans to be lazy
How sales leaders can become great coaches
Why technology is important, but the customer is still #1 in sales
How AI and machine learning can help sales reps perform better
What role leadership plays in the introduction of a new sales tool set
How to find the right sales reps
How to increase sales productivity with hyperfocus
Why using technology to track sales performance is about continuous improvement and not about micromanagement
How machine learning and AI are changing sales organizations
How social media is making everyone a journalist and what this means for your sales strategy
How the sales landscape is changing and how sales leaders can best prepare for the future

How to Create a World-Class Business Development Team With Angela Hamilton

Saison 1 · Épisode 7

mardi 25 août 2020 • Durée 28:28

Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science.

So, how can you set up your business development team to maximize their success?

This is the question I asked our very own Angela Hamilton, HubSpot Growth Specialist at Pipeline Ops.

Angela draws on years of experience building business development and sales teams to share actionable tips managers can implement today to best align their teams for revenue growth and scalability.

Other topics discussed in this episode include:

How sales managers can teach sales reps to build, use, and grow their skill sets
Why a “helping people first” mentality is more important than a “selling” mentality
How the alignment of sales and marketing can make all the difference in your business development plan
What kinds of systems sales managers need to have in place to best serve their sales teams
Why hiring is only the first step in cultivating a talented team (hint: coaching and mentoring are the next steps!)
How the business development landscape has changed within the past few years
Why buyers are more informed now than ever and how this affects sales training, tools, and processes
What are common mistakes sales managers make and how to prevent them
How to get everyone on your team following the same playbook
How to leverage reporting and metrics technology in the fight against micromanagement
Why the buyer is more important than what you’re selling and how to teach your salespeople to put the buyer first
What is the best way to introduce a new process to an existing/experienced team
Tips on transitioning a casual conversation into a buying conversation
What sales and marketing alignment looks like and how to achieve it
What executives can do to best serve business development teams

How to Switch to a Remote Sales Team With Dayne Topkin

Saison 1 · Épisode 6

mardi 18 août 2020 • Durée 20:02

While many companies have been selling their products online with a remote sales team for years, sales managers that are new to this “COVID-19” sales model face tremendous challenges. Tasks such as keeping your sales team engaged, finding new ways to demo/sell products online, and promoting collaboration within a remote team can seem daunting to even the best sales executives.

In the most recent episode of the Modern Sales Management Podcast, I spoke with Dayne Topkin, Content Marketing Manager at HubSpot and the creator of the new HubSpot Academy course, Online Sales Training: How to Move From Field Sales to Remote Selling.

Dayne provided valuable insights on how companies can pivot their sales processes and models to gain traction and thrive in remote sales.

Dayne and I also discussed:

What are the main challenges for sales managers in remote sales?
What are some benefits of transitioning a sales team to a remote setting?
Should we assume that the shift to remote sales is a permanent change for all companies and products?
What are some tips and techniques for sales managers navigating the “new normal” of remote sales?
How has COVID-19 changed sales interactions?
Are some products (i.e. those with complex demo processes) harder/impossible to sell online?
Is there anything in field sales (process-wise) that can not be done online?
How can sales managers foster collaboration within a remote sales team?
What are some ways to keep sales reps engaged and motivated while they’re working at home with countless distractions?
How can you make critical information available to all salespeople at all times?
What are some mindset shifts sales managers need to make when moving to a remote sales setting?
How do you keep sales reps connected and energized when they’re working alone at home?
What is an urgency matrix and how can it help your remote sales team?

Connect with Dayne on and check out some of his most recent HubSpot Academy online sales tips at .

How to Create a Healthy, Collaborative Sales Team Culture With Paul Schneider

Saison 1 · Épisode 5

mardi 11 août 2020 • Durée 19:02

While product, markets, and messaging may vary, a successful sales organization always starts with plugging the right team into the right culture. The best people in an unhealthy culture will result in unproductive habits and slower than expected growth. And eventually, you’ll lose top talent. If you have the wrong people with a strong sales culture, you are not much better off.

The good news is that whether you are building a team from scratch or optimizing a team you’ve inherited, there are several ways you can position your team for immediate and positive results.

I discussed some of these sales management strategies with Paul Schneider, VP of Commercial Sales at Higher Logic, on a recent episode of the Modern Sales Management Podcast.

Paul shared tips on how sales managers can adopt a collaborative approach to building, improving, and motivating their sales teams. We also talked about creating a positive sales culture and what role it plays in driving sales growth and revenue.

Our discussion also covered:

-How can you properly evaluate your team and its resources for optimal performance?

-How do you hire the right salespeople?

-Would a “lone wolf” salesperson be a good addition to your team?

-Should you encourage mentorship within your team?

-What are some ways to promote camaraderie and connectivity on a remote sales team?

-When a salesperson gets “stuck” during a deal, what are some useful tactics for helping them get “unstuck?”

-What are the most important traits to look for when hiring salespeople?

-Besides money, what motivates salespeople?

-How do you encourage self motivation and accountability without becoming a micromanager/tough guy/enforcer?

Podcasts Similaires Basées sur le Contenu

Découvrez des podcasts liées à Modern Sales Management. Explorez des podcasts avec des thèmes, sujets, et formats similaires. Ces similarités sont calculées grâce à des données tangibles, pas d'extrapolations !