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Many relationships never progress past "you're on mute." Why?  Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagement You’ll Learn: How to establish a personal connection with one person or one thousand on videoHow to avoid Resting Business Face and other self-sabotaging virtual behavioursWhy sales need to rethink their infamous "powerpoint presentations" About Julie Hansen Julie Hansen is an author, actor and speaker focused on using video to build relationships, foster collaboration, and drive sales. Known as a thought-leader in virtual selling and video communications, Julie has been featured in over 150 podcasts, articles, and publications, including Entrepreneur, Sales and Marketing Management, Fast Company Publications and more. Julie is a sought-after speaker at Fortune 1000 companies for providing a unique blend of acting and improv insights with sales and business acumen to differentiate and connect in a hyper-busy world. Through her online course, The Selling on Video Master Class, Julie has taught more than 10,000 salespeople and business leaders to communicate with greater credibility, confidence, and influence in virtual meetings, calls or recordings. In addition to a career in sales and leadership, Julie worked as a professional actor performing in over 75 plays, television shows and commercials, including HBO’s Sex & the City. For Keynotes, Workshops, and Classes, go to JulieHansen.Live

Coaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it?  On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your manager.  You’ll Learn: How can you make "coaching" sticky?How can you build a culture of learning?Why coaching doesn't always have to be an hour long 1 on 1 with your manager.What role does enablement play in the delivery and reinforcement of coaching. About Caitlin Caitlin Finnegan is the Senior Director of Revenue Enablement at SalesScreen. She has formerly held head of Enablement roles at Bloomberg Industry Group & NewsCorp. Caitlin’s previous enterprise sales experience, coupled with her PR background and a MA in Corporate Communications led her to a career in enablement. She holds degrees from Georgetown University, Baruch College and has completed coursework at Columbia University.

Felix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"? You’ll Learn: Who exactly needs enablement and why?Where to focus your attention to see revenue backed results?Common pitfalls in "enablement"About Felix Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies. About FFWD For business leaders who want to maximise their sales team’s effectiveness, FFWD offers the Sales Enablement Accelerator, a proprietary framework that equips sales teams with strategies and support services they need to increase their pipeline and win rates. Unlike other sales enablement service providers available, FFWD’s Sales Enablement Accelerator is the only holistic sales enablement service considering all factors impacting sales performance according to industry-leading research: sales process, tech tools, buyer content, talent development. FFWD clients without internal sales enablement resources are able to benefit from strategic advice and enablement services delivered by sales enablement veterans. Clients who already have invested in an internal sales enablement function are able to increase their capacity to realise strategic initiatives faster. The Sales Enablement Accelerator offers business leaders the opportunity to make sales enablement their competitive advantage without the long hiring processes and financial risks involved in increasing internal sales enablement capabilities.

Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness"  You’ll Learn: Why it's not all about "getting people to like you"The power of staying connectedHow to become an extraordinary influencer About Brian Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations.  Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence. Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people. Bryan’s book: "The Influencer:Secrets to Success and Happiness" Bryan’s LinkedIn: Brian AhearnBryan’s website: InfluencePeople.biz

In this episode I am joined by Steffaney Zohrabyan to talk about digital transformation and adoption! You'll Learn: 1. Digital Adoption- Why it shouldn't be an afterthought. 2. The power of learning "on the job" 70/20/10 3. Using technology to enable your front line sellers. About Steffaney: Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Half, T-Mobile for Business and Cisco. She is host of the first podcast, blog, and video series on digital adoption: The Digital Adopter.

In this episode I am joined by Paul Butterfield  to talk about how to measure and attribute success to enablement.   You'll Learn: 1. How to correlate enablement to revenue growth. 2. Building out your internal NPS score. 3. What specific initiatives drive enablement success forward. About Paul: Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging  his 20 years in sales and sales enablement to help sales and customer success organizations transform into truly customer-centric organizations that differentiate through they sell rather than with price or product features. Expert in analyzing sales organizations and implementing sales process and messaging. These transformations have resulted in significant uplift such as an increase in competitive win rates from 50% to 67%-75% inContact experienced. Paul's Specialities: Sales enablement, sales effectiveness, sales methodology, CustomerCentric Selling® and Selling Through Curiosity® customization and implantation, account management, cloud sales, SaaS sales, customer success, customer retention, software sales, direct sales, channel sales, channel management

In this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales! You'll Learn: 1. How to be a tactful negotiator 2. How to maintain control throughout the sales process. 3. What key lessons from the white house can be applied in sales. About Paul: Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediate results that make an enduring commercial impact. He is an executive leader who jumps organizations multiple steps ahead through his success in start-ups, consultancies, rapid-growth enterprises and Fortune 50 firms. His accomplishments span the shop floor selling stereos in college to negotiating legislation on the floor of the US Senate; building out start-ups to $1 B valuations to being a board member of a global hair care company. He's been a driver in how we all use text messages—SMS—having developed two patents providing interoperability and building a business on the ground in 80 countries—including living in the US, France and China. He applies a business philosophy of bridge-building seeing relationships, combinatorial thinking and aligning companies to common visions and objectives.  As a strategy consultant advising on acquisitions, strategic partnerships and sales growth his clients include Facebook, MasterCard, Western Union, Liveperson, as well investment firms such as HIG Capital, Warburg Pincus and Columbia Capital. Paul’s range of experience and non-linear career provides insights and deep appreciation for the unique context, customs and motivations with which different people, institutions, nations and industries operate. Connect with Paul: www.globalpointview.com LinkedIn

In this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up" You'll Learn: 1. Why going above and beyond is the success of repeat business. 2. How to delight your customers at every step of the journey. 3. What sea based businesses can teach land based business  About Paul: After spending over 25 years in the hospitality industry, Paul has discovered how to go beyond a “perfect” customer experience. Through teaching his audience to stop viewing perfect as an end goal, and instead see it as a starting line, Paul encourages companies to stop settling for delivering merely “perfect” service. Over the past three decades, as a Senior Executive, Paul has managed and guided some of the largest and most luxurious cruise ships in the world, taking him to speak on stages all over the globe where living with his customers, clients and co-workers was a way of life. His time on the high seas has taught him that through approaching customer service with the intent to exceed his customer’s expectations, rather than just meet them, higher levels of customer satisfaction, retention, loyalty, and repeat business can be experienced. Paul is author of "Repeat Business, Inc: The Business of Staying in Business", an Advanced Communicator in Toastmasters International, and a member of the National Speakers Association. Paul has a Bachelor of Science in Education from Boston University, and spent years as an educator before joining the hospitality industry. His time in the classroom gave him the skills to command a room and conduct productive and efficient workshops. His latest Book: "You can't make this ship up"

In this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline! You'll Learn: 1. Why 65% of deals stall somewhere in the sales process 2. How to qualify your deals early on in the sales process 3. What are the key milestones in your buyer's journey About Steve Gielda Steve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving critical on-the-job behaviours. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company. Learn more about Ignite Selling: https://igniteselling.com/about-us/

In this episode I am joined by Crystal Franco-Nikosey to talk about how  sales onboarding can be tailored to different personality types! You'll Learn: 1. How "personality" ties into the success of your onboarding program 2. How to leverage personality tests to make tweaks within your onboarding program 3. Why onboarding is a continuous process of improvement About Crystal Crystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales experience. she is now the sales enablement manager at cloud academy and prior, served as the director, customer enablement at early stage startup, tribyl inc. her passion is taking an outcome based approach to enablement. aligning all initiatives and programs to the business goals. crystal also advocates taking a holistic view at sales reps. from their first interview, to personality assessments to onboarding to career movement internally. by identifying these patterns and learning modalities, enablement can become laser focused on what is most impactful to the business. prior to sales enablement, crystal started her sales career as a bdr moving into corporate inside sales, and finally an enterprise account executive, selling saas solutions. https://www.linkedin.com/in/crystalnikosey/

Jason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you? What you'll learn: 1. How to go from an order taker to quota breaker 2. How to sell with authentic persuasion 3. Why there are no "ready born" sales people. About Jason Cutter Jason Cutter has a degree in marine biology from the University of California, Santa Cruz, but his adult life has been focused on selling and helping others to sell. He has led sales teams at multiple companies, across multiple offices, and in multiple countries, including working with offshore call centers. His niche is inside sales teams driven by inbound performance marketing. Today, Jason is the host of The Sales Experience Podcast and he leads his own consulting firm, Cutter Consulting Group. Selling With Authentic Persuasion: Transforming from Order Taker to Quota Breaker is his first book. Resources: https://www.authenticpersuasion.com/

Donnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily" What you'll learn: 1. Techniques to get more referrals for your business 2. How to ask for a referral without it sounding uncomfortable 3. How to build a lasting relationship with your clients About Donnie Boivin At 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he’d been living other people’s dreams; two decades mastering sales but making other people wealthy. Confident in his sales ability and local brand he jumped out on his own to chase his dream of speaking on stages and inspiring others to go for their own business freedom. He quickly learned he had an employee mindset (not a business owner’s) and ran his business straight into the ground. While struggling to find his footing and build his business he began to discover himself. Donnie’s journey led him to build Success Champion, where badasses learn how to become the champion of their own business and personal success. Success Champion is now a top-200 Apple podcast, a magazine, and a dynamic and sought-after Facebook group. Donnie is also the creator of the Badass Business Summit helping businesses unleash, be seen, and sell. He has appeared on hundreds of podcasts, spoken on hundreds of stages, and is going bigger with his message every day. He’s been called a motivator, a straight talker and an authentic badass.