I was privileged to be featured on the 100th Episode of Mark Hunter's "The Sale Hunter Podcast"We are celebrating our 100th episode on #TheSalesHunterPodcast!Today we welcome guest David Brock as he shares how salespeople can use AI as an e

Leveraging Sales Technology For Maximum Impact. A Conversation With Corey Richardson And Jeff Freund

Feb 27th, 2023 43m 25s

We are overwhelmed with technology solutions to help sellers. Despite huge investments in technology, utilization by sellers is actually pretty low.How do we look at technology and how do we get sellers to use these technologies effectively?

Discussion of the Wentworth Prospect with the authors!

Sep 5th, 2021 44m 18s

I had the opportunity to have a great discussion with John Smibert, Wayne Moloney, and Jeff Clulow, authors of the Wentworth Prospect. We discussed why they chose to present some very powerful sales approach in the format of a novel. It was a

Selling In A Covid-19 World

Dec 7th, 2020 45m 19s

In Q1/2020, the world turned upside down. Covid-19 was spreading around the ----more----world. Businesses, Schools, Social Events, Communities went into various types of shut down. Work from home, Distancing, PPE became part of our lexicon.

Changing Channel Dynamics, Driving Channel Success With Today's Buyers!

Jul 30th, 2017 1h 1m

Channels have always been a critical part of most organizations' Go To Customer strategies. They are critical to extending our coverage of the market, accessing markets with specialized expertise, and in helping provide our customers more comp

How Do We Recruit And Onboard "A" Players? A Discussion With Al Drucker

Apr 7th, 2017 34m 49s

The cost of a bad hire in sales can be millions of dollars. We can't forget the hiring and salary costs are the smallest part of our investment in sales people. The biggest part is the opportunity costs----lost business and opportunities---

Transforming The Sales Organization

Nov 15th, 2016 47m 14s

Any kind of organizational transformation is hard. But imagine tranforming your entire approach to the market. Think of the challenges of moving fromp primarily a direct field sales structure to a hybrid structure, with heavy reliance on chan

Dave Brock Discusses Sales Metrics On Sales Manager Playbook Podcast

Aug 23rd, 2016 10m 14s

Recently, I had the opportunity to discuss good and bad sales metrics with the folks at Leadfuze's Sales Manager Podcast. Most of this conversation was based on chapters on performance management and metrics in the Sales Manager Survival Guid

Can Sales People Create Value, A Conversation With Leanne Hoagland Smith

Aug 16th, 2016 37m 34s

Can sales people create value? Leading up to this conversation, Leanne and I had been somewhat in disagreement about this topic. As we discussed it, I think we found ourselves more in agreement than not.Join us to hear us discuss the follo

Would You Train Your Sales People For 45 Minutes Every Day? Listen To Tory Hornsby

Jan 22nd, 2016 54m 30s

Would you invest 45 minutes every day in training your sales people? That's at least 10% of their time every day! Listen to Tory Hornsby, COO of Power Sports Marketing discuss how he invests this time every day in developing the skills of the

Is Selling SaaS Solutions Different From Selling Other B2B Solutions?

Nov 21st, 2015 43m 51s

Is selling SaaS solutions different than selling other complex B2B solutions? Certainly, the business model and revenue stream looks different. Rather than making money in a single transaction, the revenue stream is spread over the period of

Sales Enablement Lab: Finding The Time To Coach

Jul 21st, 2015 35m 25s

A couple of weeks ago, I had the pleasure of participating in a great discussion on coaching with Thierry van Herwijnen. Thierry had asked me to participate in his series of podcasts on his Sales Enablement Lab Site.The core topic of our conv

Three Questions Critical To Your Ability To Win A Deal

Jun 5th, 2015 5m 52s

There are 3 questions that are critical to your ability to win a deal. Do you know what those questions are? Do you know how your customer would answer them --- for each deal in your pipeline?If you don't know the answers to these 3 question

But My Manager Doesn't Coach!

Jun 5th, 2015 6m 39s

Pardon my rant in this podcast. The highest leverage of a manager's time is in coaching their people. It's the manager's job to get people to perform at the highest levels possible. Coaching is a key tool for doing this.So given this, I get

New Models For Marketing And Sales Integration

May 20th, 2015 3m 41s

The folks at Openview Labs asked for my comments in new models for sales and marketing integration. The original video and post can be found at How To Achieve Sales And Marketing Integration. I've condensed a few of the key points into this p

The Frightening High Cost Of A Sales Person! A Discussion With John Golden and Eric Quanstrom of Pipeliner CRM

May 19th, 2015 32m 54s

Recently, John Golden and Eric Quanstrom of Pipeliner CRM, and I had a wide ranging discussion on the high costs of a sales person. Our discussion ranged from hiring, onboarding, training, coaching, sales process and more. Sales people repres

Openview Ventures Labcast--Are You Ready To Go Global?

May 17th, 2015 13m 24s

As start-up start to gain traction in their home markets, the top executives, with some prodding from their investors, look to globalize. It's an important expansion for any business, but with start-ups it's particularly challenging. Supporti

Entrepreneurialism In Sales, A Discussion With Nikolaus Kimla Of Pipeliner CRM

May 17th, 2015 1h 3m

I had an opportunity to discuss Entrepreneurialism In Selling with Nikolaus Kimla, CEO of Pipeliner CRM. It was a wide ranging discussion with Nikolaus and I challenging each other's ideas.It's a bit of a long discussion, but based on those w

Creating The Effortless Customer Experience -- A Discussion With Dione Hedgpeth of Apptio

Jan 27th, 2015 25m 3s

Customer experience is hot---but people tend to misunderstand what it means and how to create effortless customer experiences. This discussion with Dione Hedgpeth looks at how we have to look at customer experience differently. Dione shares t

Collaboration Business Podcast: Enter A Collaboration Only As A Last Resort, A Discussion With Peter Simoons

Sep 6th, 2014 33m 11s

Recently, I was interviewed by Peter Simoons for the Collaboration Business Podcast.In our conversation we explored many elements of collaboration. Like how to keep people in different time zones and places in the world in sync and in-collabor

Focus On High Performance Marketing And Sales, An Interview For LeadSpace Radio

Sep 6th, 2014 27m 1s

Recently, I had the pleasure of being interviewed by Steve Gershick on Leadspace Radio.We had a wide ranging discussion on sales, marketing, and business, covering topics like creativity, innovation, problem solving, and change.We spoke of th

Sales Operations Perspectives -- Interview With Katherine Tate, VP Worldwide Sales Operations, Attachmate Group

Nov 23rd, 2013 40m 50s

Sales Operations plays critical role in enabling sales people and partners to perform at the highest levels, enable customers to easily buy, and communicate to the rest of the organization. Katherine Tate is one of the best sales operations ex

"Procurement Needs To Bring More To The Table Than Discounts," an Interview With Ryan Nied

Aug 14th, 2013 41m 1s

Building A Better Social Business, An Interview With Ed Abrams, VP of Marketing, IBM

Jul 22nd, 2013 31m 6s

In this podcast, Ed Abrams, Vice President of Marketing for IBM's Small and Mid-sized Business talks about Social Business. Social Business is all about engaging and interacting with our customers differently. It's about creating a dialog and

Sales Operations, Pulling Things Together–An Interview With Tony Walker Of Enterasys

Apr 17th, 2013 51m 44s

Join me in this discussion of the role of Sales Operations in pulling everything together to help sales people be more productive. Tony Walker is Vice President of Global Sales Operations for Enterasys. He discusses the role of sales operatio

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