Sales teams are getting access to more advanced analytics than ever before with improving technology. And what perfect timing for that tech to improve, because detailed and focused analytics are crucial for leading a remote sales team. Reliable analytics can help managers focus their weekly check-ins with reps, higher-level leaders focus on high impact oppor ... Show More
Jan 2021
How A Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy
Very few (3%) buyers find salespeople “trustworthy.” Kwesi Graves, Sales Manager at LinkedIn, wants to change the perception of people in his profession. To do that, he champions a methodology called “buyer-first selling” for his team of reps. He prioritizes quality over quantity ... Show More
12m 58s
Jan 2021
Why Sales Enablement is Critical For Revenue Growth
In our recent 2021 Sales Enablement Report, we saw that 65% of sales teams that outperformed revenue targets in 2020 had a dedicated sales enablement team or function at their company. Chris Pope, Director of Sales at Crayon, also believes that sales enablement is a critical func ... Show More
8m 42s
Jan 2021
How to Help Your Sales Team Stay Productive During a Time of Change
According to Bryan Elsesser, the former Sr. Director of Sales at Aircall, 71% of salespeople are fatigued this year. Fatigue is a difficult problem to address, especially on a team where metrics are so important, but it’s not impossible. After landing in sales development, Brian ... Show More
11m 47s
May 2019
Building an Integrated Sales & Marketing Engine w/Phillip Anderson @BCG
How can inside sales leaders be better, faster, and cheaper to help their companies transform and successfully go-to-market? What is the next generation of sales organization bringing to the table to facilitate the ever-changing landscape?
In this episode, Philip Andersen, Partne ... Show More
39m 29s
May 2023
#136 Scaling the Data Culture at Salesforce
Ten years ago, Salesforce was trying to generate $1Bn of revenue in a quarter. Today, they create over $30Bn of revenue in year. Simultaneously, over the last decade we have seen huge advances in the world of data and data science.In this episode, Laura Gent Felker, Director of D ... Show More
40m 51s
Jun 2024
228 (Lead) How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
FOUR ACTIONABLE TAKEAWAYS:
Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.
Maintain frontline manager capacit ... Show More
41m 29s
Jul 2021
Analyzing the Future of Marketing and Remote Work with Salesforce’s Edward McDonnell
In 2021, data flows from multiple pathways to a marketer's desk, and the insights generated from those datasets feels endless. But one thing is becoming increasingly apparent; despite the information you have on hand, it’s still never enough.“33% of marketers say they are complet ... Show More
49m 35s
Nov 2021
1782: How to Use Data Analytics to Drive Business Growth
The Smart Cube is a global provider of research and analytics solutions focused on CPG, retail, and life sciences. Nitin Aggarwal, Vice President of Data Analytics, discusses how to use data analytics to drive growth, including featured case studies/examples in retail and CPG. Ab ... Show More
39m 17s