Episodes

  • How A Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy

    How A Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy
    Jan 26 2021
    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 in his team’s outreach strategy. He also emphasizes the importance of figuring out the buyer’s context, encourages his team to spend more time researching than reaching out. Check out the 2021 Sales Enablement Report to learn more.
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    13 mins
  • Why Sales Enablement is Critical For Revenue Growth

    Why Sales Enablement is Critical For Revenue Growth
    Jan 21 2021
    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 function for any business. He believes that sales teams should prioritize it at every level - from the leaders down to the reps, and, in this video, he talks through his tips to make it more effective. Check out the 2021 Sales Enablement Report to learn more.
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    9 mins
  • How to Help Your Sales Team Stay Productive During a Time of Change

    How to Help Your Sales Team Stay Productive During a Time of Change
    Jan 19 2021
    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 now focuses on the earlier stages of the sales cycle -- identifying and connecting with leads. He talk about what he’s learned managing his sales team and how you can help your own sales team stay productive during a time of change. Check out the 2021 Sales Enablement Report to learn more.
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    12 mins
  • How Sales Leaders Should Approach the New Norm

    How Sales Leaders Should Approach the New Norm
    Jan 14 2021
    Sales leadership is a difficult job in general. Especially in the middle of a pandemic. But at the end of the day, sales teams are still responsible for driving new revenue growth. So how should sales leaders approach 2021? Suzie Andrews, CEO of Stark Associates (Sandler Training licensee), talks through how sales leaders should approach thew new norm and how sales reps can grow into the best sales leaders. Check out the 2021 Sales Enablement Report to learn more.
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    10 mins
  • How to Enable Your Sales Team with Data & Intelligence

    How to Enable Your Sales Team with Data & Intelligence
    Jan 12 2021
    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 opportunities, and give the C-suite visibility into the health of the sales org. Annelies Husmann, Head of Enterprise Sales over at Gong, sat down to tell us how she's managing her remote team and how she adapted to the changes in 2020. Check out the 2021 Sales Enablement Report to learn more.
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    12 mins
  • Search, SEO, and YouTube

    Search, SEO, and YouTube
    Dec 8 2020
    YouTube is the world’s second biggest search engine. So, there are two ways to think about search when it comes to YouTube. First, you need to figure out how to get your videos to rank higher in YouTube itself. Second, you need to think about how you can optimize your videos so they rank higher in Google.
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    9 mins
  • How to Get More YouTube Views and Subscriptions

    How to Get More YouTube Views and Subscriptions
    Dec 3 2020
    How do I get more views and subscriptions on my YouTube videos? Well, that’s a literal million-dollar question. Small changes can add up to big numbers. And more subscribers means more views, more views means more shares from YouTube, which means greater reach.
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    9 mins
  • Engaging with Your YouTube Audience

    Engaging with Your YouTube Audience
    Dec 1 2020
    If you’re managing a YouTube channel, then someone, somewhere, at some point, will ask the inevitable: How are you growing your audience? Engaging with your community is one of the best ways to grow your channel. It might not be the most direct way, but it's the best way to build loyalty and to help foster word of mouth.
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    10 mins