Sales Enablement Radio by The Brevet Group

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When The Edge is Account Retention - Podcast with Bill Hicks

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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?

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.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

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.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

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.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

 

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?

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

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.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

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

00:0000:00

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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

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts