You may have heard of, or even read, Gary Chapman's "The 5 Love Languages." Paul White, a psychologist whose work focuses on workplace engagement and building better work relationships, thought Chapman's five love languages could be adapted to

Michael Hinkle on Breaking a Sales Slump

Apr 23rd, 2024 31m 19s

We were putting together a Focus Report on rebounding from a slow sales period and Michael Hinkle held up his hand as someone who has been through it and who now helps other companies break sales slumps.Hinkle, like a lot of salespeople, didn't

Julie Thomas on the Power of Value Selling

Jan 12th, 2024 27m 48s

B2B buyers have changed dramatically over the past few years, so why haven't B2B salespeople?Julie Thomas, President and CEO of ValueSelling Associates, says product-led sales no longer works in an era of self-educated buying teams. It's all ab

Generative AI's Impending Impact on B2B Sales

Nov 21st, 2023 36m 13s

Gartner Director Analyst Adnan Zijadic discusses his report "How Generative AI Will Revolutionize Sales Force Automated Platforms." What does it mean for B2B sales leaders? What steps need to be taken to keep up with this headline-making techno

The Behaviors and Skills Sales Leaders Care Most About

Oct 9th, 2023 29m 38s

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them."

The Sales Metrics That Every Manager Should Be Tracking

Oct 2nd, 2023 38m 51s

Sales trainer Amy Franko shares highlights from a webinar she presented for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales trainin

Stephanie Harris on Group Incentive Travel Trends

Oct 2nd, 2023 28m 20s

Stephanie Harris is a veteran of the non-cash incentive industry and, for the last three years, president of the Incentive Research Foundation. We spoke with her about emerging trends in group incentive travel, including designing events for to

Digital Sales Transformation and the Pitfalls to Avoid

Sep 11th, 2023 35m 29s

Doug Bushée, an analyst at Gartner Sales Practice, explains what we're talking about when we talk about digital sales transformation - and he reviews three common pitfalls to avoid, which he wrote about for Sales & Marketing Management.

Michael Bungay Stanier - How to Work With (Almost) Anyone

Aug 22nd, 2023 36m 2s

Michael Bungay Stanier is an author, speaker and entrepreneur with a background in leadership development. His latest book is "How to Work With (Almost) Anyone: Five Questions for Building the Best Possible Relationships."Collaboration is what

The Unsold Mindset: Why the World's Greatest Sellers Are the Opposite of Who You Think They Are

Jul 13th, 2023 34m 12s

Collin Coggins and Garrett Brown set out to research and write about the commonalities between the world’s greatest sellers. They discovered that authenticity and what they call “intentional ignorance” are key traits among those who sell best.I

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