Sales Enabled
Sales Enabled shares the best in practical tips, training and techniques aimed at helping improve the state of the sales industry. This podcast is for salespeople, sales managers and sales enablers and every episode will be filled with advice and experience that can be immediately applied to improve sales performance.
S1 E24 · Tue, November 21, 2023
#24 - Jim Rees on Emotional Intelligence, The ABCs of Success & The Importance Of Mental Toughness - Sales Enabled
In Episode 24 of Sales Enabled, Dan is speaking with Jim Rees , an Executive Coach, Motivational Speaker, Author and Ultra-Cyclist in a deep discussion on the critical aspects of emotional intelligence and personal development. The conversation begins with an emphasis on awareness—understanding and deliberately managing one's emotions to influence positive outcomes. The ABC of Success model is introduced, comprising Awareness, Beliefs, and Commitment, offering a framework for personal and professional growth. A significant portion of the conversation revolves around the power of beliefs and their impact on behavior. The distinction between limiting beliefs and empowering beliefs is explored, highlighting the transformative potential of changing one's belief system. The metaphor of leaving a "fingerprint" in interactions underscores the importance of being intentional about the emotional impact we have on others in various relationships. Specifically, the pair go into detail in the following areas: Emotional Intelligence in Leadership: Explore the importance of emotional intelligence, focusing on how leaders can be intentional about their emotional impact in various relationships. The ABC of Success: Delve into the ABC model discussed in the conversation, which stands for Awareness, Beliefs, and Commitment. Understand how these elements contribute to personal and professional success. The Power of Beliefs: Highlight the impact of beliefs on behavior and performance. Discuss the concept of limiting beliefs versus empowering beliefs and the role they play in shaping one's mindset. The Fingerprint Metaphor: Explain the significance of leaving a positive "fingerprint" in interactions, whether in intimate relationships, work relationships, or random encounters. Discuss how being intentional about these interactions can contribute to a positive world. Commitment to Success: Explore the theme of commitment and the importance of seeing goals through to completion. Discuss how commitment plays a vital role in personal and professional achievements. This is essential listening for anyone looking for practical insights into enhancing their emotional intelligence, challenging and transforming limiting beliefs, and committing to the journey of personal and professional success. The podcast serves as a valuable guide for those seeking to navigate the complexities of emotional awareness and personal growth. In the episode, Jim refers to a number of materials. A couple of these are linked below: - EI Framework - <a href="http://salesenabled.
S1 E20 · Mon, November 20, 2023
#20 - Danny Wasserman on Behavioural Economics, Creating Tension & Applying Science In The World Of Sales - Sales Enabled
In episode 20 of Sales Enabled, Dan is speaking with Danny Wasserman , Director of GTM Enablement at Gong on the topic of behavioural economics, decision science, and generally how to use the research around influence and persuasion to help salespeople be more effective. When Danny first got into enablement, he decided he was going to give salespeople more than just the generic sales training advice that they may have been used to, and committed to always using the best available science and research to both drive messaging and also help structure sales conversations. In this conversation, Dan and Danny explore the different research available around behavioural economics, and Danny shares some of the ways he has turned theory into practice with his salespeople. Specifically, Dan and Danny dive deep into the following topics: What was the one piece of information that nudged Danny into learning more about decision science The importance of tension in a sales conversation and how to generate the right amount of tension How to avoid coming across as a doom-monger when using pain to motivate prospects and create urgency Danny’s recommendation on which books to read to get started in studying persuasion science How Danny sells his training and enablement ideas internally to get engagement If you want to know how to apply the theory of persuasion and decision science in a practical, sales-focused way, this is a great episode. It will also really help you to understand why some of the top sales training companies in the world structure their training the way they do, and how you can use these techniques to really improve your ability to persuade and influence. About Danny Wasserman As a former restaurateur turned SaaS seller, Danny Wasserman is no stranger to grit. From consistently over-achieving on quotas to innovating sales programs, Danny has thrived in fast-paced environments that celebrate change. Most recently, he has researched, architected, and subsequently delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Danny has facilitated for audiences ranging from 30 people onboarding to thousands of people attending a sales kickoff. In between, he’s taken tremendous pride in ramping numerous facilitators to create a global faculty versed in teaching leaders and sellers alike on relevant, actionable curriculum. Whether it's in front of the room facilitating or in the back office ghostwriting communications for leaders, Danny remains equally committed to always playing for the
S1 E23 · Wed, October 04, 2023
#23 - Dre Baldwin on The Crossover In Success Mindset Between Sports, Business & Sales - Sales Enabled
In episode 23, Dan Storey is speaking with Dre Baldwin , CEO and Founder of Work On Your Game Inc . Dre is a former professional basketball player who now teaches the mindset of success he developed in his sports career to business owners and salespeople globally, either through his coaching, 4 TedX talks, one of his 33 books on the topic of success mindset, or his podcast which has had over 7 million listeners. Dre is a living example of the power mindset has on a sales and business career, and this is a topic that is of highest importance for all salespeople, whatever stage of their career they are at. In this episode, Dan and Dre discuss the crossover between sports, business and sales, tying it back to Dre’s success on the court, as a YouTube content creator, and now as a coach to people all over the world. Specifically in this conversation, Dan and Dre go into detail on: How Dre realised he needed to approach the challenge differently to other athletes to get to play professional basketball How Dre approached making 60 cold calls to 60 different sports agents in order to get a job Why personal initiative is a key mindset for success for people who have the odds stacked against them How Dre got started on YouTube, and how he would approach AI if he was starting again today Why salespeople need to focus on developing their skills in the same way a sportsperson would The 4 areas of mindset that Dre advises all business owners to focus on during his coaching This episode is essential listening if you want to develop a mindset that is going to guarantee you success in your sales career, regardless of what is happening around you in the current environment. Dre’s stories about discipline, confidence, mental toughness and personal initiative are guaranteed to leave you feeling inspired and energised, so make sure you take the initiative and put these lessons into practice. About Dre Baldwin Dre Baldwin is CEO and Founder of Work On Your Game Inc . He has given 4 TEDxTalks and has authored 33 books. Dre’s content has been viewed over 100 million times. His daily Work On Your Game Podcast has over 2,600 episodes and over 7 million listeners. Dre had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the "roadmap in reverse" for professional mindset, strategy, systems and execution.
S1 E22 · Tue, September 19, 2023
#22 - Galem Girmay on The Culture, Skills, and Attitudes Required To Build A High Performance Outbound Team - Sales Enabled
In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay , manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity to learn and expand herself along the journey. A lot of Galem’s work is focused around helping teams improve their effectiveness with outreach and cold calling, and given that this is a challenge for all businesses today, it made sense to focus the conversation on that topic. In this episode, we dive into detail in areas such as: How do reps stay up-to-date on current outbound and prospecting best practices. How to create a culture where reps and SDRs are hungry for and proactively seek-out coaching What are some of the specific sales culture elements that encourage sales rep development The top traits that set top SDRs and sales reps apart from other people in their role Who is responsible for the development of sales reps within the organisation How SDRs should think about their career growth and effectively map out their next move What are the key skills and mindset shifts that an SDR needs to effectively transition to their next role Galem prides herself on always trying to be the best version of herself and figure out how her experiences can positively impact and contribute to an organization and individual contributors. She definitely brings that passion and focus to this episode, making this a must-listen for anyone in a sales team that relies on outbound efforts to fill their top-of-funnel requirements.
S1 E21 · Tue, August 29, 2023
#21 - Harry Kendlbacher on What Skills Salespeople Will Need To Work Alongside AI In The Buying Process - Sales Enabled
In episode 21, Dan Storey is joined by Harry Kendlbacher from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI . However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so has a great perspective on how these two parties can work together, combining AI with HI (or Human Intelligence) to improve the impact salespeople can have on the decision making process. This is a really interesting look at how salespeople need to be evolving themselves to develop elite-level relationship and questioning skills if they want to remain relevant, especially in the world of high-value sales. In particular, some of the key topics covered include: Secrets behind a successful 23 year marriage and how to be happier now than ever Why elite relationship building skills will become critical for salespeople to develop as AI becomes more prevalent How do we use our skills to generate new outcomes in the mind of the buyer to increase value our solutions can add How buyers are going to use AI to improve their buying processes and how salespeople need to align to these changes Why buyers will still need HI (Human Intelligence) at various parts of the buying cycle and how salespeople can add value This is a really interesting look at how salespeople will need to work alongside AI as tools such as ChatGPT evolve, and what skills are going to be even more important in the future of sales. About Harry Kendlbacher Harry Kendlbacher is the CEO, Managing Partner, and a part of the original founding team of Global Performance Group . With over 20 years of experience in the sales, negotiation, and organizational development industry, Harry has helped Fortune 500 organizations implement behaviour change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams. Prior to Global Performance Group, Harry has worked at BayGroup International as the Managing Director for EMEA, overseeing all aspects of the firm outside of the US. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.
S1 E19 · Wed, June 21, 2023
#19 - Chris Beall on How To Successfully Book Sales Meetings Without The Need For Client Research - Sales Enabled
In Episode 19 of Sales Enabled, Dan Storey is speaking with Chris Beall from Connect and Sell on the topic of cold calling, outreach, and why the traditional model of SDRs trying to research clients and book meetings might be wrong. Typically SDRs waste tons of time researching prospects that never pick up the phone which Chris believes is crazy. Instead, he teaches people how to push the research until after the cold call so you know you are investing your time wisely. This requires SDRs to be able to book meetings without the use of research, and his data shows that this is done by rapidly building trust, creating a sense of curiosity, and then booking an appointment for a meeting that has a ton of value in it for the prospect. Specifically, Dan and Chris dive into some of the following topics in more detail: Why the purpose of a cold call is actually NOT trying to get a meeting How to build trust in the first 7 seconds by doing just 2 things - demonstrate empathy and solve an immediate problem The mindset behind turning lame call blitzes into successful appointment-booking sessions with a 96% success rate Chris answer to the question “what is the value of a discovery meeting for a prospect?” How do you start the discovery call and “induce people to confess” rather than having the prospect be apprehensive to share information This is a great session that challenges the traditional way of looking at the SDR workflow but also provides a super effective way of approaching cold calling. If you are an SDR, you need to learn the techniques and science behind this approach, and Chris does an awesome job of breaking this down during the call. If you are responsible for top-of-funnel success for your organisation, perhaps you need to think differently about how you use SDRs within your organisation, and start to use tech to facilitate more connects. About Chris Beall For most of the past 30 years, Chris Beall has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of <a
S1 E18 · Tue, June 13, 2023
#18 - Johnnie Cass on Using Neuroscience To Reach Peak Performance In Business & Sales - Sales Enabled
In Episode 18 we hear from Johnnie Cass , Co-Founder and Chief Development Officer at Brilliance Lab , a consultancy that seeks to transform the way organisations work by elevating the human experience and enabling everyone to achieve brilliance. Brilliance Lab focuses on blending neuroscientific knowledge with philosophical perspective to enable peak performance in teams and individuals, and are able to quantify their impact using their qEEG peak performance brain scans. In this conversation Dan and Johnnie discuss how individuals can reach peak performance by developing their mental capabilities and track improvements using technology that provides quantifiable evidence of performance improvements. The concepts of neuroscience-plasticity and growth mindset have been around for a while, and now Johnnie and his business partner work with businesses to put together specific training programs to develop these skills within organisations. Specifically, Dan and Johnnie discuss the following topics: Why it is important for sales teams to aim for peak performance as teams are asked to achieve more results with less resources Why neuroscience and neuro-plasticity is a key component of peak performance that should be developed alongside technical performance How to gather actual data on brain activity during sales scenarios and how you can use this to improve performance in key sales engagements Why developing stronger neural pathways for skills such as critical thinking or creativity or better decision making is essential for peak performance in all areas of life Why sales technique isn’t enough to perform at your best, and why the top salespeople need to develop their mental muscles too This is a great episode for those of you interested in neuroscience and how to practically apply it in a business context with measurable impact. About Johnnie Cass Johnnie Cass is the Chief Development Officer at Brilliance Lab where he develops and delivers personalised implementation plans that connect with stakeholders on a deeply human level. Johnnie is an experienced international advisor with over 30 years of expertise in individual and organizational performance, leadership, and human development. Throughout his career, he has helped individuals and organisations across the world achieve their full potential. Johnnie's purpose is to empower individuals and organisations to bring out their brilliance and become the best version of themselves. With a wealth of knowledge and experience, he is committed to helpi
S1 E17 · Tue, June 06, 2023
#17 - Kunal Pandya on Proving The Revenue Impact Of Sales Enablement - Sales Enabled
In Episode 17 of Sales Enabled, Dan Storey is speaking with Kunal Pandya from Sales Velocity Labs. Kunal is a global enablement leader with over 20 years of experience in this area, so has some great insights and experience that he brings to this conversation, making this podcast a must-listen for all you sales enablement professionals out there. He also gives some great tips to sales leaders for how to get the most out of your sales enablement teams which is a big question teams are facing as revenue pressures continue to increase. Specifically, Dan and Kunal dive deep into the following areas: What sales enablement teams need to do to get a seat at the table Why it is essential to be able to measure the revenue impact of enablement initiatives How to tie all enablement initiatives to the 4 levers of sales velocity How to tie leading and lagging indicators to prove impact of enablement Should sales enablement professionals come from a sales background Kunal also shares some information about his own Sales Velocity Simulator which can help enablement professionals calculate the revenue impact of their initiatives and demonstrate the effectiveness their programs have on revenue teams. This is a must listen for all sales enablement professionals who are looking for ways to prove their impact to sales leadership to earn a seat at the table. About Kunal Pandya Kunal is the founder of Sales Velocity Labs and a global enablement leader with over 20 years experience helping scale-up and enterprise B2B tech companies skyrocket revenues. He is passionate about elevating the enablement profession to be a strategic business driver, by focusing on ROI-centric programs that deliver revenue impact. LinkedIn: https://www.linkedin.com/in/kunalpandya/ Sales Velocity Simulator: https://www.salesvelocitylabs.com/sales-velocity-simulator
S1 E16 · Tue, May 23, 2023
#16 - Nick Hems on How To Create More Opportunities Through Appearance & First Impressions - Sales Enabled
In episode 16, Dan is speaking with Nick Hems , a salesperson who swapped product packaging for people packaging to help people create opportunities through appearance and first impressions. Nick works with businesspeople who are realising that their physical appearance can be the key that unlocks the next step in their career. Whether they are needing to move from back office to client facing, start to give presentations in front of key decision makers, or generally want to feel more confident in their appearance, Nick helps them figure out how their clothes choices can help maximise their opportunities. In this episode, Nick guides Dan through many of the discussions he has with clients regarding clothing choices, and they dive into more detail in the following topics: Why you need to consciously decide on what to wear as we transition back to the office How do you balance what is smart casual versus what is acceptable for clients Why what you wear impacts your performance as a salesperson and presenter Which is more important - style or function? How important is the fit of your clothes, and how to make clothes fit effectively What are the 5 F’s to consider when it comes to choosing what to wear How important is visual appearance on Zoom calls? If you are someone who is planning on spending more time face-to-face with clients, or are starting to realise that maybe you need to pay more attention to the physical aspect of delivering your messages, this is a great episode for you. About Nick Hems Nick Hems began his Men’s Personal Styling journey at London College of Style in 2019 and since then Nick has featured regularly in Men’s styling blogs, national newspapers, radio and magazines. With a background in corporate sales and marketing, Nick swapped product packaging for people packaging to build a business based around his true passion in helping people create opportunities and release their potential through appearance and first impressions. Nick primarily works with male entrepreneurs and business leaders to organise their wardrobes for both their personal and professional lives. He believes that personal style, communication, and presentation have a significant impact on the opportunities and outcomes we create. Nick also specialises in fashion psychology and advanced colour theory. Nick has witnessed the benefits of coming from a career outside of fashion when it has come to connecting with and engaging with his growing male customer base. Often using the phrase ‘function over fashion’ Nick realises that many male clients often put the overall result of having a new wardrobe over the feeling it gives them when first enquiring. “It’s a beautiful thing when clients realise that their p
S1 E15 · Tue, May 09, 2023
#15 - Nin Gandhi-Patel on How To Train Non-Salespeople To Maximise Conversions On Leads And Inquiries - Sales Enabled
In Episode 15, Dan is speaking with Nin Gandhi-Patel , award-winning speaker and the creator of the AIQ Sales Technique. Nin spends a lot of his time teaching businesses how to handle inbound enquiries effectively and maximise conversion, even when the person handling the enquiry is not a salesperson. Businesses often spend a lot of money on marketing only to have inbound leads methyl receptionists and gatekeepers who lack the skills to convert these into clients, and Nin teaches his AIQ method to ensure that marketing budgets are not going to waste. In this episode, we get into the following topics: How to support non-salespeople who handle inbound inquiries that may have cost the business significant amounts of money Why connection and engagement are the most important elements that convert opportunities into clients How to structure your qualification questions in a way that sounds conversational rather than a robot reading a script Why every business needs to understand their sales process to ensure inquiries are progressed effectively toward the close The impact great sales training can have on revenue in small and medium businesses If you run a business where your inquiries are handled by team members who are not dedicated salespeople, this episode will teach you a lot about how to maximise the returns you get from your inquiries. About Nin Gandhi-Patel Nin Gandhi-Patel is an award-winning speaker and the creator of the AIQ Sales Technique. 'Acknowlege-Information-Question' is the simple strategy for engaging prospects, building rapport and creating a buying environment that accelerates conversions and drives revenue. An expert in lead conversion with over 15 years in the art of sales, psychology and persuasion. He has a unique skill set for delivering 'excellence in business', he has built an impeccable track record for impacting people and motivating teams. Nin has implemented growth strategies for leading businesses across the UK. He now runs a sales training course to help businesses teach these powerful techniques for peak performance. www.ningandhipatel.com www.aiq.training Connect with and follow Nin on Instagram: AIQ Training Nin Gandhi-Patel Dental Business Growth Consultancy
S1 E14 · Tue, April 18, 2023
#14 - Mark Wright on Success Mindset For Salespeople & Sales Lessons Learned Since Winning The Apprentice - Sales Enabled
In Episode 14, Dan Storey is speaking with Mark Wright . Mark is a former student of Dan’s that went on to have a successful career in digital marketing before winning The Apprentice in 2014. He used the investment from Lord Sugar to create the digital marketing agency Climb Online and recently sold the company for a value of around £10 million pounds. He now spends his time investing and educating business owners on what it takes to grow and scale companies. As a self-proclaimed professional salesperson, Mark is passionate about helping people develop a successful sales mindset, and this is what we dive into in detail in this conversation. Some of his views are controversial, and he is not a huge fan of the work-from-home, work-life balance focus of people entering today’s workforce. However, having worked hard to build his business, he is speaking from experience and these are lessons we should all consider when thinking about the level of success we want to achieve in life. In particular, we touch on the key topics below: Why work-life balance should be the aim for the END of a successful sales career and why we shouldn’t expect it from the beginning Why if you want to be a millionaire, you need to commit a year-and-a-half of hard work and grind to your goals How you need to be intentionally creating opportunities to connect with key people that hold the keys to the future of your career, and why working from home might be destroying your career advancement opportunities Why Mark is so proud to call himself a salesperson and how he has taken his professional education seriously How to create a culture of high-performing entrepreneurial salespeople through effective hiring and interviewing, and why this is essential to both business and individual success What were some of the biggest lessons Mark learned about sales on his journey from beginner salesperson to successful business exit? What are Mark’s top tips for brand new salespeople and for salespeople who are thinking of transitioning to starting their own business? This episode is a great balance of motivational advice grounded in solid sales experience and is essential for any salesperson who is serious about being successful in their career. About Mark Wright Mark Wright is the CEO of Wrighton Investments having recently sold his stake as Founder of Climb Online that he founded with the investment he won from Alan Sugar after winning The Apprentice in 2014. Since winning The Apprentice, Mark has been recognised on the Forbes 30 Under 30 list, as well as winning the UK Entrepreneur of the year in 2018. Mark now spen
S1 E13 · Tue, March 28, 2023
#13 - Kevin 'KG' Gaither on Job Hunting For Salespeople & How To Sell Yourself Into A Role - Sales Enabled
In Episode 13 of Sales Enabled, I am speaking with Kevin “KG” Gaither . KG help leaders at early-stage tech startups avoid mistakes when growing their sales teams. Having built sales teams from 30 to 550 salespeople, often starting from zero, KG knows a thing or two about how to hire good sales talent. This podcast is all about helping salespeople who are looking for their next role, whether that is because of being impacted by the recent rounds of redundancies, or simply because they have decided that it is time for the next adventure. Whatever the situation, the techniques and ideas KG shares in this podcast will certainly help you in your job search. Specifically, KG and Dan discuss the following: Why you need to have a job search “Mission Statement” and how best to communicate that you are on the market How to enrol your network in your job search, and why you might not even need everyone on your list The biggest mistake that KG sees in CVs and how to write a CV that grabs attention How recruiters screen CVs and resumes, and what you can do to get yours to the top of the pile immediately If you are currently looking for your next sales job, or you know someone who is, this is a great podcast full of practical tips and advice on picking the best-possible next role. About Kevin KG Gaither Kevin “KG” Gaither helps leaders at early stage tech startups avoid mistakes, the mistakes he made, when growing their sales teams. KG loves sharing his experience and expertise from over 25 years and with KG, you get over 25 years of experience, not inexperienced opinions. - 8 startups, 3 startups have had liquidity events - Built teams of 30 salespeople - 550 salespeople, often from only a few or 0 salespeople - Built multiple Inside Sales, SDR/BDR, Account Management and Enterprise Sales teams. - Made lots and lots of mistakes Learn more about KG at his website - https://www.insidesalesexpert.com/ https://www.insidesalesexpert.com/
S1 E12 · Tue, March 21, 2023
#12 - Sirita Donaldson on Why Diversity & Inclusion Are Essential For The Future of Sales - Sales Enabled
In Episode 12 of Sales Enabled, Dan is speaking with Sirita Donaldson , Head of Global Diversity, Equity & Inclusion at Finastra. Sirita is an award-winning leader in DE&I (Diversity, Equity and Inclusion) and in this conversation, they discuss the topic of diversity in sales teams. When it comes to hiring salespeople, many sales leaders opt for someone who can easily fit into the organisation and start to contribute to target quickly. However, this can quickly lead to one-dimensional sales teams that show little sign of diversity or inclusion. Instead, Sirita and Dan discuss why the future of sales success needs diversity, and what sales leaders can practically do to help create a culture of diversity and inclusion in their teams. Some of the specific topics of this episode include: How you answer the question “who are you” identifies some of the labels we assign to people Why we need to be thinking “culture add” rather than “culture fit” when hiring What can sales leaders do practically to increase diversity and inclusion in their teams How you need to be INTENTIONAL about building a brand with the communities you want in your organisation Growth and comfort do not exist - why we need to get comfortable being uncomfortable if we are going to make a positive impact How anyone can become an “ally” and some of the specific actions people can take immediately to help make a difference Please see the links below to some of the books and websites referenced in this podcast. Why I'm No Longer Talking to White People About Race - Reni Eddo-Lodge Think Again - Adam Grant Harvard Implicit Bias Tests How to be an Antiracist - Ibram X. Kendi DE&I is a hugely important topic, not just in sales but in the business world in general, and the advice and ideas that Sirita shares in this episode are important for all sales leaders, today’s leaders as well as the leaders of tomorrow, need to hear. Please subscribe and share with anyone you feel needs to hear this advice.
S1 E11 · Tue, March 14, 2023
#11 - Anthony Parker on How Sales Leaders And Sales Enablement Can Work Together Effectively To Get Results - Sales Enabled
In episode 11, Dan is speaking with Anthony Parker , a revenue leader helping companies launch or accelerate profitable growth in the UK, Europe, and EMEA. Anthony is MD in EMEA for the sales enablement platform Mindtickle and so is in an interesting position when it comes to sales enablement, both needing to enable his own sales teams as well as selling this as a service into other businesses. His perspective on how sales enablement teams should be best setup and engaged is an important lesson for all sales leaders and sales enablement practitioners to understand. Specifically in the conversation, Dan and Anthony dive into the following topics: Why a leader of a sales enablement company pokes holes at the sales enablement industry Why the phrase “let’s do some enablement” gets on his nerves so much Why companies should consider moving all teams under the umbrella of Revenue Why Sales Enablement needs to evolve and stop being seen as a cost centre How salespeople can reclaim their time and where they should invest those extra hours How sales leaders need to work with their sales enablement team to get the best results Why sales enablement needs to do less, go deeper, and measure impact This is a really interesting conversation from a senior sales leader working within the sales enablement industry and gives real insights into how sales organisations can best work with their enablement teams to generate the results they want. About Anthony Parker Since 2019, Anthony has been leading a bootstrapped region within a heavily backed global SaaS Unicorn. He is a revenue leader helping companies launch or accelerate profitable growth in the UK, Europe, and EMEA, and has deep scaling experience with Series B>C>D>E in European and US HQ Orgs from 0-25% of global revenue. Anthony has a strong focus on sales process, especially MEDDPICC, and has real-world, extensive knowledge of this critical deal inspection framework and language of the revenue org. Follow Anthony Parker on LinkedIn at https://www.linkedin.com/in/readiness/ .
S1 E10 · Tue, March 07, 2023
#10 - Gary Noesner on Negotiation Lessons From The Former Chief of the FBI’s Crisis Negotiation Unit - Sales Enabled
In episode 10 of Sales Enabled, Dan is Speaking with Gary Noesner , former Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group and author of the book Stalling for Time: My Life as an FBI Hostage Negotiator which has been used as the basis for tv shows and documentaries on the Waco siege of 1993. In the conversation, Gary shares some of his insights into the similarities and differences between hostage negotiation and sales negotiation and teaches us through both specific techniques and by telling stories of situations he has experienced as an FBI negotiator, how we as salespeople can become more effective at negotiating our own deals. Gary created the Behavioural Change Stairway Model that the FBI uses to structure their negotiation conversations and takes us through some of the specific techniques he has used to build empathy and rapport with hostage takers so that he can eventually bring the situation around to his agenda and begin the behaviour change process. Some of the specifics from this episode include: The key differences between hostage negotiations and sales negotiations Why we need to demonstrate empathy and build rapport BEFORE we try to bring people to our way of thinking What are the fundamentals of Negotiation and what do I learn on Day 1 at Negotiator school How to establish credibility and get the other person to solicit your opinion How to maintain your composure in the heat of a negotiation What are the training drills you go through in Negotiator training Some of the listening techniques that will get your prospect talking more about themselves After this episode, you will never look at sales negotiations in the same way again, as the perspective Gary brings and how that contrasts to hostage negotiations makes our job seem a whole lot easier. If we combine the negotiation skills Gary shares with the mindset and mentality that only comes from a 30-year career as an investigator, instructor, and negotiator, we will all be far better negotiators. About Gary Noesner Gary Noesner retired from the FBI in 2003 following a 30 year career as an investigator, instructor, and negotiator. A significant focus of his career was directed toward investigating Middle East hijackings in which American citizens were victimized. In addition, he was an FBI hostage negotiator for 23 years of his career, retiring as the Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group, the first person to hold that position. In that capacity he was heavily involved in numerous crisis incidents covering prison riots, right-wing militia standoffs, religious zealot sieges, terrorist embassy takeovers, airplane hijackings, and over 120 overseas kidnapping cases involving American citiz
S1 E9 · Tue, February 28, 2023
#09 - Leigh Ashton on The Difference Between Having A Growth Mindset Or Performance Culture in Sales - Sales Enabled
In episode 9 of Sales Enabled, Dan is speaking with Leigh Ashton from The Sales Consultancy. Leigh is a speaker, trainer and coach and the author of two books, iSell - Unlock Your Winning Sales Mindset and Grow Your People Grow Your Sales and with Sales Leaders and their teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success. In this conversation, Leigh and really get to talk about the mindset of sales success, and how all sales leaders really need to get a better understanding of psychology if they are going to get the most out of their teams. Leigh also has a really interesting take on performance culture versus growth culture, and why we might be looking at the wrong metrics if we really want to build a strong, sustainable sales team. Some of the specific topics include: How Leigh recently moved to a 4-day week and why she recommends this approach to everyone Why sales leaders all need to understand psychology if they really want to influence their teams The difference between performance culture and growth culture, and which will build long-term sales success for companies How coaching, feedback and failure all need to be incorporated to create the optimal sales environment How mission, purpose and spirituality can be applied to sales, and why salespeople need these to align if they are going to succeed Leigh has studied mindset and psychology and has a really practical perspective on how to apply these tools in a sales environment. This is a must-listen for anyone who knows that these are two of the keys to unlocking sales performance, either as a leader or as a salesperson. About Leigh Ashton Leigh Ashton is the author of two books, a speaker, trainer and coach...and the founder of The Sales Consultancy . She works with Sales Leaders and their teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success. Her programmes develop Sales Leaders and Sales Teams to think and perform at a higher level and her clients include NatWest, Harrods, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and many more. She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone…and achieve greater sales and leadership success!
S1 E9 · Tue, February 21, 2023
#08 - Rober Ruiz on How To Create A High Performance Sales Culture That Delivers Sustainable Growth - Sales Enabled
In episode 8 of Sales Enabled, Dan is speaking with his good friend Rober Ruiz . Rober has held Vice-President roles at Groupon and WeWork, C Suite roles at Groupon (Spain) and at Taster, and in this conversation we get into a topic that both of us hold close at heart which is Sales Culture . In this conversation, Rober and Dan discuss what makes a good Sales Culture, discussing how to find the balance between a high-performance machine and creating an environment for people to succeed and grow with a sense of security. With many companies who recently focused on blitz-scaling and hyper-growth finding themselves rightsizing, many salespeople are looking for companies that are focused on sustainable growth, and that is associated with a strong sales culture. Specifically, in this episode, some of the talking points include: Why sales culture is key to driving sustainable growth for companies What should salespeople look for in a company’s sales culture, and what questions to ask to decide if it is a good fit for them What can a sales leader do to create a strong sales culture (and how does this compare to ChatGPT’s list of 10 recommended activities) Why Rober loves Gifs and donuts What role does training and enablement play in sales culture, and how leadership and enablement should be working together This is a must-listen for sales leaders who are responsible for setting the culture at their company, especially if they are looking to attract and retain talent given the changing economy. About Rober Taracido Ruiz Rober has held Vice-President roles at Groupon and WeWork, C Suite roles at Groupon (Spain) and at Taster. Managing teams from 60 to 350 FTEs across the globe, together they have generated more than 2B GBP in revenues. Holding strong views in favour of enablement being a continuous job more than an onboarding task, he enjoys the most building high-performing teams that accept sales as a profession. He defines himself as intensely curious, purpose-driven, energetic and gregarious. You can find Rober on LinkedIn here - https://www.linkedin.com/in/robertaracidoruiz/ .
S1 E7 · Tue, February 14, 2023
#07 - Andrea Abbate on The Sales Paradox & What It Takes To Become World Class At Selling! - Sales Enabled
In episode 7 of Sales Enabled, Dan Storey speaks with Andrea Abbate about the concept that Andrea has coined The Sales Paradox - the idea that the expectation from training and enablement is often more than the allocated time and resources sales leadership are willing to invest. In this conversation, Dan and Andrea discuss why sales often expect maximum performance improvements with minimal effort, why training and enablement should not be seen as separate from the sales process, and how you can’t expect to cram 25 years of sales knowledge into a one-pager. Some of the specific talking points include: Why it isn’t about more “at bats”, but ensuring when you are “at bat” your delivery is perfection How sales leadership and culture sets the standard for what development is expected Why your training scenarios should be harder than a real-world customer scenario and you should practice selling to your worst customer How the 70-20-10 model of training needs to be better educated to sales leaders, and create challenging learning opportunities outside of the classroom How enablement leaders and sales leaders should better negotiate in order to meet the business objectives If you are in sales training or enablement, this episode is essential listening to help you establish your credibility and impact, as well as help you negotiate more effectively when being asked to do more with less. For salespeople and sales leaders, this episode provides a different way of looking at your training and enablement teams, and what you should expect from them based on the time and resources you choose to equip them with. More about Andrea Abbate: Andrea Abbate is a global sales enablement leader, trainer and public speaker, with over 20 years of corporate experience across the US, EMEA and APAC. Currently, Andrea is the Vice President of Revenue Enablement at Showpad, a leading sales enablement platform. She had a varied career spanning sales, training, recruitment, and arts fundraising. Andrea first stepped into enablement during her 8 years at LinkedIn, moving from front-line enterprise seller in EMEA, to building the enablement function in APAC, and leading all of enablement for global Go-to-Market. Andrea is one of the Sales Enablement Collective's 2023 "Ones to Watch" list of top sales enablers globally, and is an in-demand keynote speaker, workshop facilitator, podcaster and applied improv practitioner. She holds an MBA from Manchester Business School in the UK, is a certified Executive Coach through Marshall Goldsmith, and is an award-winning podcaster through Tigerhall. You can find her on LinkedIn at https://www.linkedin.com/in/andreaabbate/
S1 E6 · Tue, February 07, 2023
#06 - Travis Carson on How To Handle Pressure In Business & The Actions Needed To Create A Successful Future!
In episode 6 of Sales Enabled, Dan is speaking with Travis Carson from Kerage . Travis has been coaching the Market Force Style Indicators and behavioural models for over 30 years, working with global companies such as Avis Car Rental, CBRE, the world's largest commercial real estate services and investment firm, Microsoft and WeWork. He is a sought-after presenter, coach, and trainer, and Travis’ clients think of him as their “Economic Chief of Staff”. In this call, Dan and Travis dive deep into the neuro-biology of pressure, and how that affects each of us from a biological standpoint, rather than purely psychological. Travis explains how our brains are perfectly designed to help us survive in a world full of threats and danger, but how our brains have not adapted to deal with a world full of stress and pressure. Specifically, some of the topics they cover include: How the brain is structured to protect us against long-extinct dangers and threats Why we aren't very good at playing "The Game of Business" and how we need to think differently if we are going to win What is happening in our biology when we get under pressure, and some of the errors we make when acting without strategy How even in a shrinking economy we can grow our identity and personal brand How we should still be planning for the future, and the perfect balance of how we invest our time accordingly. In the show, Travis refers to two coaching models in particular, and we have included links to the visuals for these below: Pressure Model Income Equity Model FREE BONUS At the end of the show, Travis offers a free Marketforce Styles Indicator to listeners. This is an amazing tool that helps you understand your personal behavioural preferences, and especially highlights your tendencies when acting under pressure. To get your copy of the report, either: Go to SalesEnabled.com/Bonus and fill out the registration form on the page. or Send an email to info@salesenabled.com mentioning Travis or the Marketforce Styles Indicator This offer is limited to the first 25 responses, so please act now to get your copy. Also, requests are batched so please allow a couple of days to hear back regarding your free report.
S1 E5 · Tue, January 31, 2023
#05 - Raoul Monks on How Salespeople Need To Adapt Their Approach In An Economic Downturn! - Sales Enabled
In episode 5 of Sales Enabled, Dan speaks with Raoul Monks , the Founder and CEO of Flume Sales Training . Raoul Monks is an International Keynote and Sales Kick Off Speaker and has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”. In this conversation Dan and Raoul dive into how the current climate has impacted buyers and how this is dramatically changing how salespeople need to think and act if they are going to meet quota. Specifically, we dive into detail on topics such as: Why the selling experience is even more important now than ever How the current economy is reinforcing status quo bias, and how salespeople need to adapt How the balance of logic vs emotion has shifted in the sales process but how salespeople think it has gone the other way The important differences in ways of dealing with new versus existing clients Why it is essential salespeople need to be selling business futures, even if we can’t necessarily see beyond the current climate Some great tips for how sellers can still succeed in a tough economy, so let’s jump into the show with Raoul Monks. More About Raoul Monks Raoul is the Founder and CEO of Flume Sales Training and an International Keynote and Sales Kick Off Speaker. He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focused on driving revenue. He has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”. Raoul is an ultra-marathon runner, a film-buff and an avid reader of business books. At the end of the show, Raoul mentions his white paper on Selling in a Crisis which you can download here .
S1 E4 · Tue, January 24, 2023
#04 - Jon Selig on How Comedy Writing Can Be The Best Sales Training Lesson Possible! - Sales Enabled
In episode 4 of Sales Enabled, Dan Storey speaks with Jon Selig. Jon is a trainer in the art of comedy writing for salespeople. After a 12-year sales career, Jon’s career took a sharp left-turn and he started performing stand-up comedy in hopes of fulfilling a lifelong dream – to never sell technology again. At some point, Jon realised the practice of comedy writing is exactly what sales and marketing teams need to learn in order to be better able to craft value propositions, figure out their ideal client profile, and ultimately condense the initial client connection into just two lines, which you and I would recognise as a joke. In this episode, Jon shares with me some of the key lessons he has taught to companies such as Canon USA, Citrix and Philips Healthcare to name just a few. Specifically, we dive into detail in these areas in particular: Why comedy writing is not about churning out jokes How studying comedy writing can make us more concise, impactful communicators How you can only write a good joke if you really understand who you are selling to and the specific problems you solve When is the perfect time to use a joke, even if you aren’t very funny Some specific examples of joke structure and how to craft your own version Although this episode is about comedy and jokes, by the end, Jon reveals that the process of comedy writing is actually about better crafting your specific value proposition in a way that connects with your prospect. More about Jon Selig: Jon received his BComm & MBA followed by a 12-year career selling technology (mainly for Oracle & an Oracle partner). In 2011, his career took a sharp left-turn and he started performing stand-up comedy in hopes of fulfilling a lifelong dream – to never sell technology again. Since then, he’s performed at JFL Zoofest, The Comedy Nest’s Young Guns of Comedy, and has also appeared in a segment on The Daily Show. He still can’t tell you what databases do. To date, he’s spoken to and delivered workshops to sales teams at Canon USA, Citrix, Zoho, Philips Healthcare, InfoBlox, Microsoft Canada, Fleetcor Technologies, and more. Contact him to make it happen at your company. Find out more about Jon at his website jonselig.com or connect with him on LinkedIn at linkedin.com/in/jonselig
S1 E3 · Tue, January 24, 2023
#03 - Andrea Abbate on How Outreach Is Declining and How To Make Better Initial Connections - Sales Enabled
In Episode 3 of Sales Enabled, Dan Storey speaks with Andrea Abbate about the quality of outreach in salespeople, why it is on the decline, and the simple things sellers can do to immediately make better connections. In this conversation, Dan and Andrea go deep into their recent experiences with SDRs, even sharing some of the examples of both good and bad outreach that they have been receiving lately, and provide coaching points that take a “probably not” to an “absolutely, yes!”. Some of the specific talking points include: Why technology is not necessarily the enemy, but it is making us lazy How NOT to use the latest template from a cold outreach guru Why talking about Lady Gaga had nothing to do with what came next How to bridge from personal rapport to a business conversation Exactly what we would say to us both if we were trying to sell to us This episode is essential listening for anyone involved in sales outreach. If you are an SDR or BDR, this episode will change your life. If you are a sales leader, we have some strong lessons for you at the end of the episode. Please forward this episode to the people who need it the most. More about Andrea Abbate: Andrea Abbate is a global sales enablement leader, trainer and public speaker, with over 20 years of corporate experience across the US, EMEA and APAC. Currently, Andrea is the Vice President of Revenue Enablement at Showpad, a leading sales enablement platform. She had a varied career spanning sales, training, recruitment, and arts fundraising. Andrea first stepped into enablement during her 8 years at LinkedIn, moving from front line enterprise seller in EMEA, to building the enablement function in APAC, and leading all of enablement for global Go-to-Market. Andrea is one of the Sales Enablement Collective's 2023 "Ones to Watch" list of top sales enablers globally, and is an in-demand keynote speaker, workshop facilitator, podcaster and applied improv practitioner. She holds an MBA from Manchester Business School in the UK, is a certified Executive Coach through Marshall Goldsmith, and is an award-winning podcaster through Tigerhall. You can find her on LinkedIn at https://www.linkedin.com/in/andreaabbate/
S1 E2 · Tue, January 24, 2023
#02 - Chris Hatfield on Stress Management for Salespeople and Sales Leaders - Sales Enabled
In this episode of SalesEnabled, Dan Storey speaks with Chris Hatfield from Sales Psyche on how salespeople and sales leaders can better deal with the stresses associated with the sales profession. With burnout from stress at an all-time high, and stress being the #1 reason for people taking time off sick from work, they discuss if there is a better way we can approach stress in sales? During the show, Dan and Chris discuss: how Chris spent New Years posting motivational notes to strangers (check out Andy Leek's website for details) how the pandemic has highlighted the need for people to focus on how they handle stress why stress isn't negative or positive and how to interpret stress more effectively techniques to deal with stress in the moment to avoid it developing into overwhelm how our interpretations of events need to be defended in a courtroom-style scenario why it is important for sales leaders to set the example of personal management If you want to find out more, check out Chris's site at Sales Psyche and be sure to take the Resilience Test to see the specific areas you can develop to become more mentally tough - https://www.salespsyche.co.uk/how-resilient-are-you .
S1 E1 · Mon, January 23, 2023
#01 - Welcome to Sales Enabled & Dan Storey on 5 Lessons Learned Over The Years - Sales Enabled
In the first episode of Sales Enabled, Dan Storey shares his experience and 5 of the top lessons he has learned over his years in sales training and enablement. With over 15 years experience in training salespeople, Dan's goal for Sales Enabled is to do 3 things: Make salespeople better at their job today. Sales will always be one of the toughest jobs, constantly chasing numbers and working to deadlines, only to have to start again each month or quarter. Anything we can do to make salespeople's lives easier should hopefully make the roller coaster a little less bumpy to deal with. Help keep the art of selling and persuasion alive as everything turns to tech. With a new sales tech platform being released each day it seems, we are at risk of losing the ability to persuade and influence people. Let’s keep the art alive, and only enhance it with tech, not replace it. Generally improve the sales and buying process for everyone involved. Until Amazon figures out how to sell everything on the plant, the seller/buyer dynamic will continue. Rather than resist it, let's make it better for all involved, help buyers make better decisions and salespeople proud to call themselves salespeople. In this episode, Dan Storey looks back at his 15 years experience and shares some of the key lessons he has learned in that time, some of the embarrassing things he used to say in every training session, and how his view on training focuses more on the mindset and psychology than many other trainers.
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