The Quotable Sales Podcast – Details, episodes & analysis

While organizations equip their managers with coaching tools, what is often lacking is the context of the everyday job of their sellers. Learn what sales managers can do to create programs that fit their seller's circumstances. https://sforce.co/2RYzRAA

Guest: Michelle Vazzana (https://www.linkedin.com/in/michelle-vazzana-52166a9/)

Host: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic/)

Relate resources:

• How to Keep Your Sales Team on Track https://sforce.co/2X7jOo2
• 10 Questions to Masterfully Coach in 10 Minutes https://sforce.co/2RXPtEr
• To Supercharge Sales Productivity, Unleash Peer to Peer https://sforce.co/2N0JC0t
• 3 Tips to Transforming a Sales Manager into a Sales Coach https://sforce.co/2St90BS

Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1) creating an omni-channel experience, 2) effectively using customer analytics, 3) embracing technology and automation, and 4) optimizing the lifetime value of your seller with people analytics.

Guest: 

Maria Valdivieso de Uster: https://www.linkedin.com/in/mariavaldivieso1/

Ben Vonwiller: https://www.linkedin.com/in/benvonwiller/

Host: 

Krista Bauer: https://www.linkedin.com/in/krista-h-bauer/

It’s time to start reverse engineering value propositions. The fastest way to earn a prospect’s trust, and potentially close the deal, is not by extolling the benefits of your product or services; rather, it’s by demonstrating your knowledge of and concern for your prospects’ challenges. Lisa Dennis, President of Knowledgence Associates, details how important it is to develop value propositions from the outside in, and ways to successfully work with internal teams to create your messaging. https://sforce.co/2E40mR2

Guest:  Lisa Dennis (https://www.linkedin.com/in/knowledgence/)

Host: Vanessa Haney (https://linkedin.com/in/vmhaney)

Related resources:

• Value Propositions That Sell — Turning Your Message into a Magnet That Attracts Buyers (Chapter 1) http://bit.ly/30h9hrU
• The Power of Buyer Relevance http://bit.ly/2LQo21s
• Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2WJRDuO
• Deliver Value from the Start, with Spencer Doyle https://sforce.co/2VnRADk

Introversion, while seemingly counterintuitive, can be a real asset in the world of sales. Known for being great listeners, their ability to read a room, and deal with difficult situations, introverts bring a unique skill set to the sales environment. Christine Volden, Founder, Soulful Selling, shares the differences in and advantages of working with, working for, and selling to those who are on the more introverted end of the spectrum.

Creating tools to improve the sales process can be painful. Without active involvement in the development process and regular feedback, sales teams can find themselves presented with tools that don’t meet their needs. Kathi-lyn Coker, AVP Salesforce Platform Strategy, Lincoln Financial Distributors details how moving to the agile method of product development for sales tool can bring sales and IT teams into a closer working relationship, changing the working relationship by encouraging transparency and accountability. https://sforce.co/2T12ZaR

Guest: Kathi-lyn Coker (https://www.linkedin.com/in/kathilyn/)

Host: Kevin Micalizzi (https://www.linkedin.com/in/kevinmic/)

Related resources:

• The Sales Productivity Trap: Don’t Add New Tools Without Rep Buy-In https://sforce.co/2INvZTJ
• Quotable Podcast Episode #113: Technology and Process Are Your Best Differentiators, with Mike Martin https://sforce.co/2Ha30XQ
• The Sales Manager’s Dilemma: Getting Reps the Technology They Want https://sforce.co/2INvZTJ

The Six Questions Sales Leaders Should Ask Their IT Department https://sforce.co/2EFUfTy

One of the greatest gifts of AI to sales is that of time; with mechanical tasks handled by increasingly intelligent AI, salespeople have the time to focus on interacting with customers in more sophisticated and informed ways. Marco Casalaina, VP Product Management, Einstein, Salesforce, digs into the rewards reps can reap from the AI automation of tasks that detract from the most inherent aspect of sales: the human component. https://sforce.co/2VmmagR

Guest:  Marco Casalaina (https://www.linkedin.com/in/marcocasalaina/)

Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)

Related resources:

• Why AI Will Be Your New Best Friend in Sales https://sforce.co/2VodW7V
• Use AI to Make a Positive Difference, with Tony Hughes https://sforce.co/2ICCU2c
• The 7 Biggest Trends Upending Sales Today https://sforce.co/2IOkHyq
• Tomorrow Today: Why the Rise of AI for Sales Is Your Rise, Too, with Donal Daly https://sforce.co/2XkP03f 

Selling is about understanding the customer’s needs to provide value and solve a problem. More than ever, the ability to connect is key to creating a beneficial buyer-seller relationship. Join Ryann Dowdy, Director of Sales at iFocus Marketing, as she discusses her passion for helping women discover how their talents and abilities can translate into success in the sales environment. https://sforce.co/2V7BKwG

Guest: Ryann Dowdy (https://www.linkedin.com/in/ryanndowdy/)

Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)

Related resources:

• Why More Women Should Be Part of Your Sales Team https://sforce.co/2TWwwE7
• Marketing Made Easy Podcast https://www.amyporterfield.com/amy-porterfield-podcast/
• Women for the Win, with Barbara Giamanco https://sforce.co/2Ejtlkm
• Jeb Blount Podcast https://jebblount.com/jeb-blount-podcasts/

The most effective sales executives don’t just articulate the shortcomings of current solutions; they paint a compelling vision for the future, delivering value from the start. Join Spencer Doyle, Chief Business Development Officer, Noodle Analytics, as he untangles the complexities of selling enterprise AI into markets that are not known to be early adopters of technology.

It's always been difficult to get an executive's time, but it's critical for large deals. Lisa Magnuson, Founder and CEO, Top Line Sales, shares her approach to cultivating the right executive relationships long before the deal starts. From properly planning all meetings to reaching out at the right time, there are proven ways to build the relationships that matter.

Guest: Lisa Magnuson (https://linkedin.com/in/toplinesales)

Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)

Related resources:

• Measure Your Pre-Call Planning Sales Effectiveness https://conta.cc/2RsRYzj
• Making Sales Calls Today? What’s your Plan? https://conta.cc/2EvvE4w
• The Fast Track to Your Executive Sponsor https://conta.cc/2EvabZa
• Breaking Through — How to Get an Executive Appointment https://conta.cc/2EuLvjy
• What You Can Do to Successfully Sell to the C-Suite https://sforce.co/2VX2BNz
• Win the Megadeal https://sforce.co/2syEIy7
• When a Sales Manager Should Save a Deal (Hint: Basically Never) https://sforce.co/2MfS0Zy

It’s easy to fall into the trap of always thinking in terms of revenue when looking at sales and service. Join Travis Bryant, Executive in Residence at Redpoint Ventures, as he makes the case for putting delivering value first. With a clear view of the ideal customer and a strong understanding of what they need, you can help every buyer make the best decision for them. Yes, it takes courage to look beyond revenue, but somebody needs to ensure customers are successful and remain loyal. https://sforce.co/2sEVs77

Guest: Travis Bryant (https://linkedin.com/in/tbryant80)

Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic); Natalie Petouhoff (https://linkedin.com/in/drnataliepetouhoff)

Related resources:

• Tom Tunguz - Venture Capitalist at Redpoint http://bit.ly/2HiVXhe
• Bring down the house. Sell like an opera singer, with Kunya Rowley https://sforce.co/2Rxxv0r
• Find the Middle Ground Between “Always Be Closing” and “Never Be Closing” https://sforce.co/2U0zSFN
• Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2A1a4lG
• Why the Sales Profession is Broken and How We Can Fix It http://sforce.co/2tM0X75
• What Personal Trainers Can Teach You About Sales https://sforce.co/2POzbOg