Sales Enablement Radio by The Brevet Group

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How Technology is Impacting Sales Enablement

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We’re in the middle of a massive hype cycle when it comes to enablement technology. How can sales leaders make sense of today’s technology landscape? How can teams get focused on driving lasting sales productivity with the help of technology Brevet partner Brian Williams explores the issues and more with sales technology analyst Nancy Nardin.

Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools – of which she is the founder and President – is dedicated to helping marketers and sellers apply process and technology to drive revenue. With nearly 30 years of sales and marketing expertise, Nancy is a frequent speaker and writer on using technology to drive revenue. Before launching Smart Selling Tools in 2006, Nancy was a analyst as Gartner Group and IDC, working closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies.

How to Build A Sales Enablement Team

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Is Sales Enablement a process, a technology, or a cross-department effort?   How soon can Sales Enablement turn from a philosophy to a reality for bottom line results?   To answer these questions our guest is Mike Kunkle. 

Mike is a highly-respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He is the founder and sales transformation architect at Transforming Sales Results, LLC.

Some of the questions we'll be asking him in this episode are:

  • What do the most successful companies’ approach, structure and implement in a Sales Enablement Organization?
  • How do you start building a Sales Enablement Team?
  • Why is there such a ‘buzz’ around Sales Enablement Today?
  • How is it different than Sales Training?
  • How do I get from where I am in my sales enablement plant to success as fast as possible?

About our guest: Mike Kunkle:

Mike is founder and sales transformation architect for Transforming Sales Results, LLC. At TSR, Mike advises company leaders as they architect and implement a systems approach to sales. He writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.

Mike also freely shares many of his sales transformation methodologies, speaking at conferences, on his webinars, and writing online, and can be reached via email, on LinkedIn, or through his Services page at www.mikekunkle.com.

 

The Sequel to the Best Business Book in 95 Years is Released

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The Persuasion Code by Patrick Renvoise & Dr. Christophe Morin

Today is a special day because within the last 24 hours the sequel to the most important business book in the past 95 years has been published.  Not since Scientific Advertising by Claude C. Hopkins, has the business book, Neuromarketing, Understanding the Buy Buttons in your Customer Brain, which sold 200,000 copies, changed the way we market and sell.  This is a book that launched hundreds of consultancies, created thousands of articles, numerous me-too books and changed marketing direction efforts for thousands of companies. 

The sequel, long awaited and anticipated is “The Persuasion Code.”  We have Patrick Renvoise one of the co-authors with us today to discuss what this book delivers that so many have waited for.  

For the uninitiated, Patrick explains Neuromarketing and then continues with:

  1. What he and his co-authored have learned in the intervening years since the original book was published.
  2. We discuss the considerable research, since the first book, which underpins this work.
  3. We ask what, if anything, he learned since 2001 which has surprised the authors?
  4. We discuss the famous Neuromap and ask if anything has changed in the  “Neuromap” brain based theory.
  5. Renvoise covers three take a ways that every marketer can learn that will change the way they sell and market. 

About Patrick Renvoise, Co-Founder & Chief Persuasion Officer of SalesBrain

Prior to co-founding SalesBrain Patrick, an expert in complex sales, was in charge of Business Development first at Silicon Graphics then at LinuxCare. While marketing super-computers and multi-million software solutions to some of the world’s most brilliant scientists at NASA, Shell, Boeing, Airbus, BMW, and more, he became fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent 2 years researching and formalizing the first, 100% science-based PERSUASION model called NeuroMAP™. in 2002 Patrick and his business partner Dr. Christophe Morin co-authored the first book on Neuromarketing and published NeuroMAP™. This proprietary, award winning methodology has been used for the past 16 years to help over 6,000 companies worldwide SCIENTIFICALLY PERSUADE.

In September 2018 Wiley published Patrick and Christophe’s second book titled “The Persuasion Code”. Following on the steps of Daniel Kahneman (2002 Nobel prize recipient) and Richard Thaler (2017 Nobel prize recipient) this book reveals the role of the Primal Brain or the Unconscious Brain in the process of PERSUASION (Kahneman named this brain the Fast Brain or System 1).

Patrick received a Masters in Computer Science from the National Institute of Applied Sciences (Lyon, France). He is currently serving as Chief Neuromarketing Officer of SalesBrain.

About SalesBrain

SalesBrain, the world’s first neuromarketing agency, uses neuroscience discoveries to radically transform your sales and marketing performance by targeting the decision making part of your customer’s brain.  Using the proprietary NeuroMap™ persuasion model, SalesBrain customers scientifically PERSUADE with research, training and messaging services.

Founded in 2002, SalesBrain has helped over 6,000 companies worldwide and has trained over 120,000 executives of 24 different nationalities.

Awards

  • In 2008 Patrick received the Vistage “Above and Beyond” speaker award. Vistage is the world’s largest CEO membership organization.
  • In 2009 NeuroMAP™, received the “Next big thing in marketing” award from the American Marketing Association. The 2007 recipients of this award was Youtube.
  • In 2011, 2014 & 2015 SalesBrain received the “Innovation Research Distinction” Award from the ARF (Advertising Research Foundation).

Starting 2019 Strong Starts Now: Sales Enablement Planning & Budget Strategies

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Brevet partners Brian Williams and Ralph Grimse discuss the importance for Sales Enablement functions to begin 2019 planning and the corresponding budget strategies required to ensure success. Brian and Ralph are joined by Membrain Founder and CEO, George Brontén to discuss sales enablement planning and how technology is relevant to the discussion.

About our Guest: George Brontén, Founder/CEO Membrain

A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto “Don’t settle for mainstream”, George is always looking for new ways to achieve improved business results using innovative software, skills and processes. In 2008, after realizing that the sales profession needs to evolve because of the Internet and global competition, George had a vision to increase b2b sales effectiveness using modern saas technology. Since then, George and his team have worked with thought leaders and studied research to identify the success factors behind successful sales organizations and build technology to help companies to consistently reach their targets.

Inside Sales is expanding in the market. Are you ready?

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Today we welcome Sam Wilson, Senior Vice President of Small Business and eCommerce at 8x8 Communications. Our topic today is about Inside Sales expanding in the market: Is your team ready?  Or it really is about how you get ready.  Some of what they'll be clarifying in this discussion is:
  • How is Inside Sales expanding?
  • Why is it expanding?
  • How is your team enabling your Insides Sales people to be successful?
  • What are the 3 biggest areas to focus Inside Sales people on and what are the biggest areas for your managers
  • What does the future hold for Inside Sales?

About our guest, Sam Wilson:

Sam is the Senior Vice President of Small Business & eCommerce at 8x8 Communications. Sam is responsible for all global small business and eCommerce sales, operations and delivery with an aim to accelerate growth and productivity in this high-volume, transactional business. He joins 8x8 from MobileIron where he was instrumental in taking the company public and part of the team that grew annual billings from $26 million to $200 million, including building and leading their eCommerce business. Prior to MobileIron, Wilson spent 14 years in technology banking, both as an analyst covering communications and as an institutional investor.  He was also in the US Army for 4 years. Sam holds a B.S. in Electrical Engineering from Seattle University (Go Redhawks) and an MBA from the University of California, Berkeley.

 

About 8x8 Communications:

8x8 is the trusted provider of secure and reliable cloud-based unified communications and contact center solutions to more than 50,000 businesses operating in over 150 countries across six continents

At 8x8, they help companies get their employees, customers and applications talking to make people more connected and productive no matter where they are in the world. Our solutions provide unmatched value for organizations across the globe by reducing complexity and cost, improving individual and team efficiency and performance, and enhancing overall customer experiences. You can find more information out at 8x8.com.

Post Merger Confessions of a $200M Company CEO – Phil Saunders of Saba Software

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14 Months into a Merger: Phil Saunders covers how he merged two sales departments, pre and post merger issues, healthy paranoia and merging cultures.

This is an nine minute short tip version from Phil Saunders’ interbview from the longer program: The CEO’s Revenue Tightrope: Integrating Two Sales Teams Post Merger or Acquisition

 During this program on Sales Enablement Radio, host Dan Perry (The Brevet Group) interviews Phil Saunders, CEO of Saba Software, the talent management technology company.  

Saunders reveals the ups and downs of integrating two successful sales organizations in their merger with Halogen also a talent management company.  During the interview Phil and Dan discuss:

  • Integrating two great sales teams - post merger.
  • Getting employees to focus on the right tasks during and after the merger.
  • Even the best plans bring surprises.
  • Say, what is healthy paranoia?
  • What could have been better and what went well.
  • Which culture wins in a merger? The answer isn’t what you think!
  • Two must haves:  keeping the best customers and best people during the merger.

About Phil Saunders

Phil Saunders is CEO of Saba Software and serves on the board of directors. A passionate people- and customer-focused leader, Phil is responsible for guiding Saba's vision and strategy across all product and go-to-market functions, business operations, and talent and culture initiatives.

About Saba Software

The average person will spend nearly 100,000 hours of their life working. Saba's mission is to help clients create a work experience for their people that's more engaging, inspiring and empowering — an experience that transforms the working lives of millions and creates more growth and success for every business.

Saba provides the power of 1,000 talent experts focused solely on living that mission, and helping HR leaders transform their people strategy and talent experience, while delivering tangible impact to the business.

 

Account Retention: Do Relationships still matter when retaining accounts?

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We have Bill Hicks as a guest this episode. Bill is the Chief Relationship Officer for Ultimate Software. He is responsible for managing Ultimate’s ongoing relationships with 3700+ customers.  Previously, Bill served as Ultimate’s Chief Information Officer overseeing the company’s award-winning IT team. 

Some of what we are covering includes:

  • Do relationships matter as much as they did several years ago as they do today in account retention?
  • How do you enable your team to build these relationships?
  • What sales organizational structure do you use to maximize the value of these relationships?
  • What can an account manager do to build these valuable relationships inside current customers?
  • How important is an account coach or champion inside?

Sales Enablement is it really worth the recent hype?

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Thursday July 19, 11:00 am Pac - Mike Kunkle is our guest today. Mike is a highly-respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He is the founder and sales transformation architect at Transforming Sales Results, LLC.

Some of the questions we'll be asking him in this episode are:

  • Why is there such a ‘buzz’ around Sales Enablement Today?
  • How is it different than Sales Training?
  • What do the most successful companies’ approach, structure and implement in a Sales Enablement Organization?
  • How do you start building a Sales Enablement Team?
  • If I already started, How do I get from where I am currently at to success as fast as possible?
  • What does the future hold for Sales Enablement?

About our guest: Mike Kunkle:

Mike is founder and sales transformation architect for Transforming Sales Results, LLC. At TSR, Mike advises company leaders as they architect and implement a systems approach to sales. He writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.

Mike also freely shares many of his sales transformation methodologies, speaking at conferences, on his webinars, and writing online, and can be reached via email, on LinkedIn, or through his Services page at www.mikekunkle.com.

The CEO’s Revenue Tightrope: Integrating Two Sales Teams Post Merger or Acquisition

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The CEO’s Revenue Tightrope: Integrating Two Sales Teams Post Merger or Acquisition

 During this program on Sales Enablement Radio, host Dan Perry (The Brevet Group) interviews Phil Saunders, CEO of the $200 million company Saba Software, the talent management technology company.   Phil Saunders reveals the ups and downs of integrating two successful sales organizations in their merger with Halogen, a talent management company.  During the interview Phil and Dan discuss:

  • how they integrated two great sales teams - post merger.
  • how to get people to focus on the right tasks during and after the merger.
  • how even the best-laid plans can bring surprises.
  • the definition of healthy paranoia.
  • what went well and what could have been better.
  • how culture in both organizations in a merger can be brought to a win-win.
  • how to address keeping the best customers and best people during a merger.

About the Guest, Phil Saunders

Phil Saunders is CEO of Saba Software and serves on the board of directors. A passionate people- and customer-focused leader, Phil is responsible for guiding Saba's vision and strategy across all product and go-to-market functions, business operations, and talent and culture initiatives.

About Saba Software - On a Mission

The average person will spend nearly 100,000 hours of their life working. Saba's mission is to help clients create a work experience for their people that's more engaging, inspiring and empowering — an experience that transforms the working lives of millions and creates more growth and success for every business.

Saba provides the power of 1,000 talent experts focused solely on living that mission, and helping HR leaders transform their people strategy and talent experience, while delivering tangible impact to the business.

 Related:

How to Shorten the Sales Cycle