Why So Many Talented Women Never Make It to Leadership | Erika Chestnut - 2003
Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and c...
18 Maj 31min
How To Help Enterprise Sellers Speak The Language of their Clients | Kevin Cope - 2002
Nowadays, there’s no such thing as easy selling. You need to know more than just product features and benefits.You also need to understand how businesses make money and how different decisions impact ...
15 Maj 29min
The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should | Gearoid Cox - 2001
AI can help you move faster, but it can also help you make mistakes faster. Too many sellers rely on automation while skipping the fundamentals that actually help deals close. One of the biggest probl...
11 Maj 28min
What 2,000 Sales Conversations Taught Me | Donald C. Kelly - 2000
We finally made it to the 2,000 episodes! After podcasting for 13 long years on sales conversations, it taught me a few things about the industry. Sales has changed a lot since I started this podcast ...
8 Maj 37min
The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should | Wesleyne Whittaker - 1999
Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales profe...
4 Maj 30min
Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998
40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? L...
1 Maj 16min
Missed Quota Series: They Were ONLY Selling 11 Hours Per Week! | Donald C. Kelly - 1997
Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are reall...
27 Apr 17min
Missed Quota Series: The AI Gap is Real...You Debate "It's A Fad, While Your Competitor Is 6 Months Ahead of Your | Donald C. Kelly - 1996
Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becom...
24 Apr 14min
