News and Perspectives

Brian Washburn breaks down how to decide which training delivery methods to use depending on your budget, learner population, and training objectives.

Ann Rollins, Chief Solutions Architect at the Ken Blanchard Companies, joins us to define hybrid learning and set the stage for why blended learning delivery is so important in today’s environment.

RFP responses seem like objective, impersonal documents that are evaluated by committees, not humans. Eve Upton is here to tell you that is not the case. Since each committee is made up of humans – and since you yourself are a human – the process is not nearly as rational as it seems, and proposal […]

Jeff Riseley, the founder of the Sales Health Alliance, joins us to talk about why mental health matters to your sales team’s performance and how you can incorporate mental health into your management strategies. In high-pressure environments like sales teams, mental health is a valuable asset that is too often at risk. Riseley has dedicated his […]

David Dulany started the research and advisory firm Tenbound to help tech startups build and scale sales development teams. In this 30 minute conversation, he shares his tips and insights for adapting your business development strategy to the remote and hybrid workspace.  Tune in to hear: Why remote work is particularly challenging to remote sales development representatives […]

Host of the Sales Hacker Podcast and leader of the global sales community phenomenon Pavilion, Sam Jacobs looks like he has got it all. In this episode, we talk to him about how he got to this point of success, including candid stories about firings, failures, and knowing when to fight against the grain.  Tune in to hear: […]

Sales leaders everywhere are struggling to recruit and keep top talent, and experts expect it to only get worse in the coming year. We spoke with Jennifer Allen and Michael Randazzo about how they approach hiring and retaining talent from their perspectives as sales practitioners and sales industry leaders. Listen in for their take on: […]

Sales organizations suffer from higher turnover than any other teams in the corporations, yet too many business leaders don’t consider this a problem. ESI’s Alan Maguire is here to break down why the corporate world needs a cultural shift to prize sales as a high-value career – and why we need to support sales teams […]

Jeanne Hopkins is an author, podcaster, and Chief Revenue Officer at HappyNest who knows that the voice of the customer is essential to growing a company. In this episode, she shares her strategy for establishing a voice of the customer meeting that encourages collaboration between sales, marketing, and product. She and Michael McNary discuss: Why voice of […]

In this episode of Talk of the Trade, Michael McNary discusses sales methodology with Paul Butterfield, Vice President of Global Revenue Enablement at Instructure and host of the Sales Enablement Society podcast, “Stories From the Trenches.”  Tune in to find out: The difference between sales process and sales methodology How to select the right select the right methodology for your […]

We sit down with Justin Shriber, Chief Marketing Officer at People.ai and Host of The Legends of Sales and Marketing podcast, with a burning question: what makes someone a C-suite legend? After all, every year, thousands of eager, smart people start their careers as business development reps or marketing assistants. Only a few of them make it to the […]

In this episode of Talk of the Trade, Michael McNary sits down with Nick Bennett to talk about Account-Based Marketing. As Director of Account-Based and Field Marketing at Alyce, Nick runs a successful ABM strategy to land new accounts for his company. The secret is not fancy technology (in fact, spreadsheets are mentioned in this episode!) but […]