Show cover of Sell Smarter. Sell Faster.

Sell Smarter. Sell Faster.

How can you help your salespeople sell smarter and faster? Every week, Dani Buckley (VP/GM at LeadG2) joins fellow business leaders and experts from across industries where they explore how to achieve that very goal. Through discussing proven sales enablement tactics, smarter and faster selling – and, therefore, meaningful sales growth – are right around the corner.

Tracks

Cracking the Code of B2B Thought Leadership with Bill Sherman
In this episode, we're breaking down the many ways in which thought leadership can play an important role in maximizing your B2B sales efforts. Here we tackle questions like: What exactly is thought leadership and why does it matter in B2B sales? Who is it for? How can sellers be incorporating thought leadership into their own strategy, as well as into different parts of the sales process? How do you go about measuring the ROI of thought leadership? Joining Dani to answer those questions and more, is Bill Sherman, COO and Thought Leadership Practice Lead at Thought Leadership Leverage. Bill makes some great points, such as:How true thought leadership begins with a provocative idea that starts a conversationWhat initial steps you can take to get started right away And, finally, how your own thought leadership can be one of the few sustainable advantages that you can have as a sellerLinks:Bill ShermanLeveraging Thought Leadership PodcastDani BuckleyLeadG2
21:25 8/2/23
Unlocking the Secrets of SaaS and Service Partnerships with Barrett King
In this episode, we’re discussing partnerships. Specifically, why fostering and maintaining them are so critical when it comes to growing your business. We ask questions like: What makes an effective partnership? For those exploring  potential partnerships, how do you know you’re making the right decision? And, how do you measure the success of a partnership?Joining me to answer those questions and more, is the awesome Barrett King, Senior Manager, Global Partner, GTM Strategy at HubSpot. Barrett shares a ton of great insights, including:How, when looking for potential partnerships, you should look to the products and services that are used in tandem by your end customerWhy it's important to aim for a surround sound approach when entering into a partnership. And, finally, why every partnership should feel like you're investing in a lucrative relationship.Links:Barrett KingOutcomes - Where Partnerships & SaaS MeetDani BuckleyLeadG2
22:29 7/26/23
Crafting Powerful VBR's with Emily Estey
In this episode, we’re exploring how to go about creating valid business reason’s (AKA, VBR’s) that are truly compelling, that clearly convey the reason why people should want to meet with YOU!We ask questions like: what are some top tips to think about when crafting a VBR? What are some common mistakes to avoid? And how should sales leaders go about coaching their sellers in the process of developing VBR’s?Joining me to help break it all down is Emily Estey, VP/Senior Consultant at The Center for Sales Strategy.Emily brings up some great points from her years of experience, like: Why a solid VBR should communicate 3 aspects: empathy, expertise, and problem-solving ability.  How a solid VBR is not about you, it’s about the product. And finally, why thinking like a consumer can provide some of the greatest insights when creating a valid business reason. Links:Emily EsteyDani BuckleyLeadG2
21:06 7/19/23
Optimizing Sales Performance through Powerful Enablement Content with Phyllis Davidson
In this episode, we’re discussing how to ensure that your salespeople are using the sales content that is provided to them.Here, we ask questions like: Why is content important to prospects and customers? Does it make a difference? Why does sales content often remain unutilized by salespeople? What elements should be in place in order for sales to make the best use of marking content? Joining Dani to answer those questions and so many more is Phyllis Davidson, VP/Principal Analyst at Forrester. Phyllis brings up some great pieces of insight, like: Why sales reps who make use of content perform better than their peers who do not. How too many sellers are left confused about when to use certain pieces of content and, just as importantly, where to access them. And lastly, why strengthening the relationship between marketing and sales can only result in stronger and more helpful content for sellers and prospects alike. Links:Phyllis DavidsonThe Definition of "More from Less" in B2B Content Strategy and OperationsB2B Content: Experimentation Means Bold Bets and Cold SweatsDani BuckleyLeadG2
31:01 7/11/23
Staying Ahead in the AI-Transformed World of SEO with Ross Raffin
In this episode, we’re once again diving into the ripple effects we’re all feeling from the current AI boom. This time though, we’re homing in on it’s effects on SEO.  How is AI impacting traditional SEO practices? What AI tools are already altering the way that SEO is done? What do those in SEO need to be thinking as new AI innovations continue to be unveiled?Helping Dani explore this topic is Ross Raffin, content strategist here at LeadG2. Ross has so many great insights, such as:Why keeping a watchful eye on how Google is folding AI into how their generating search results is important. The role humans need to continue to play in AI content creation so that you don't negatively impact your SEO results. And, lastly, the importance of looking beyond ChatGPT and BARD to get a true handle on how AI can empower us and reshape how we work and create.Links:Ross RaffinDani BuckleyLeadG2
19:50 7/5/23
Mastering Sales Enablement Content with Beth Osborne
In this episode, we’re talking about how to create a sales enablement strategy that is actually helpful for your sellers and the prospect they’re interacting with on a daily basis.  You’ll hear us ask questions like, what kind of companies need sales enablement the most? How do you go about building a solid sales enablement strategy? And how do you measure the effectiveness of sales enablement content? Joining Dani to break it all down is Beth Osborne, Senior Content Marketing Manager at Marketron.Beth brings so many amazing points to the table, like: How great sales enablement content makes the life of your sellers easier. Why your sales enablement content should be developed for anyone who could be a prospect, not just your typical customers.  And finally, How a solid sales enablement strategy should be more about building relationships than merely trying to influence a prospect.  Links:Beth OsborneDani BuckleyLeadG2
24:21 6/28/23
Honing Your B2B2C Marketing Efforts with Sandra Pearce
In this episode, we’re diving into the world of B2B2C, discussing how to attract both businesses and consumers to your solutions while maintaining your core message and identity as an organization.  We ask questions like: how do you define B2B2C exactly? What are some of the top challenges to expect when implementing a B2B2C marketing strategy? And what are some effective approaches for building strong partnerships with other businesses in a B2B2C marketing environment?  Joining Dani to tackle those questions and more is the great Sandy Pearce, Senior Director of Marketing at Turf Distributors. Sandy makes so many amazing points, like: How one of the biggest challenges in B2B2C marketing is not spreading your teams too thin Why it pays to have the tightest and most well integrated of tech stacks And how the minute you start to make assumptions about who you are selling to, is the minute that you start falling down a rabbit hole Links:Sandra Pearce:linkedin.com/in/sandra-l-pearce/Dani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(02:16)  What is your definition of B2B2C?(03:58) I think the challenge is spreading yourself too thin(05:59) Tracking of ROI(07:19) You have to have the right tech stack(08:59) Sales and Marketing are not separate(11:32) Don't assume that all of your pieces are gonna run smoothly(13:42) All you have to do is get a handle on your voice(15:33) Build a tech stack that is completely integrated(18:28) The biggest mistake comes from Sales and Marketing not knowing each other's challenges(20:21) One piece of advice
23:22 4/19/23
Serving Your Audience Through Content with Chelsea Castle
In this episode, we’re exploring the crucial role content plays in truly serving your audience, asking questions like: What makes a piece of content truly valuable? What are the pros and cons of utilizing AI in content creation? And how can business leaders, sellers, and marketers stay current on the latest content creations trends?  Joining Dani to answer those questions and more is the awesome Chelsea Castle from Lavender. Chelsea shares a ton of great insights, like: How can you create content that passes the “eyebrow test?” Why AI is an assistant and not a replacement for all of your content creation needs And, finally, how every piece of content you create should come from a place of genuinely wanting to be as helpful as possible to your audience Links:Chelsea Castle:linkedin.com/in/chelseacastle/Dani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(01:52) Chelsea's background and experience(04:22) Your content needs to be helpful(06:29) Measuring success(09:11) How to determine what's working and what's not working(11:41) AI's role in content creation (16:38) What are some signs that you should pivot your content strategy?(19:01) What is one piece of advice you would give for those implementing a content strategy?  
21:39 4/12/23
Utilizing LinkedIn as a Sales Leader with Matt Sunshine
In this episode, we’re discussing how to best utilize LinkedIn to boost your thought leadership efforts. Why is it important for sales leaders to develop their professional reputation on LinkedIn? What are some best practices and common mistakes leaders are making? What types of posts work well and how often should you post them? Joining me to answer those questions and so many more is Matt Sunshine, CEO at The Center for Sales Strategy. Matt brings up some great pieces of insight, like: Why it’s important to build thought leadership on LinkedIn not to get more leads, but to simply be helpful How closing the “knowing” and “doing” gap can mean winning half the battle As well as tips and best practices for how to do this consistently and effectively Links: Matt Sunshine:linkedin.com/in/mattsunshine/Dani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(02:32) Why is it important for business and sales leaders to develop their professional reputation on LinkedIn?(05:01) Tips for getting your LinkedIn profile in tip top shape(07:28) Use your profile summary to talk about the problems you help solve...not you(08:28) Growing your LinkedIn network(10:06) Closing the "knowing and doing" gap(11:06) Reacquaint yourself with people you may have known previously but aren't connected with on LinkedIn(12:11) Tips for growing your thought leadership(18:49) Common mistakes to avoid(21:59) Thoughts on using LinkedIn for lead gen and prospecting(23:44) Use LinkedIn for mentorship
28:37 4/5/23
Navigating ABM as a Sales Manager with Elissa Nauful
In this episode, we’re diving into Account-Based Marketing (or ABM), asking questions like: Why is ABM a strategy worth the consideration of sales leaders? What are the hurdles that leaders can anticipate when acclimating to an ABM strategy? And how do you determine what accounts to target in the first place? Joining Dani to help break it all down is Elissa Nauful, Director of Sales at The Center for Sales Strategy.Elissa gets into some great points from her first-hand experience, like: How it provides the perfect opportunity to build beautiful relationships with prospects Why a strong ABM strategy requires alignment between sales and marketing, and how do that well The roll of technology in ABM And, lastly, how ABM can paint such a clear picture of where people are in the buying process, making it that much easier to extend your “digital hand” and nurture them.  Links:Elissa Nauful:linkedin.com/in/elissanauful/Dani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(02:28) Why Elissa thinks ABM is a good strategy.(03:48) What directors of sales should be on the lookout for when embarking on their ABM journey(06:40) Make sure your team uses your CRM(07:57) Marketing and Sales alignment is important for a successful ABM strategy(11:57) What are some potential hurdles that sales leaders might encounter when adopting an ABM strategy?(14:26) It's so much cheaper to hire someone who knows what they're doing than to try and learn it yourself.(15:27) How do you determine what accounts to target and what does that process look like?(17:29) Tell us a little bit about your experience using RollWorks(21:03) ABM is really helpful as you try to be as relevant as possible to prospects by category or by job detail
24:22 3/29/23
Mastering Authentic Selling with Kendrick Shope
In this episode, we’re digging into the world of authentic selling. What is it and how can you hone this in a salesperson? How do you know when you’re selling authentically? How do you know when you’re not? Helping Dani explore what authentic selling is all about is Kendrick Shope, CEO at Authentic Selling Kendrick has so many awesome insights, such as: If any part of your sales process feels “icky” or “gross,” then you’re probably not making organic decisions Why it’s important to create raving fans without being a door mat And how asking yourself the question, “How can I be of service” can lead to the most authentic sales relationships Links:Kendrick Shope: linkedin.com/in/kendrickshope/Dani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(02:13) Kendrick has been studying selling for over half of her life(04:20) Selling without doing things that feel icky, sleazy, slimy, gross, crusty, musty, rusty, dusty (06:23) The opposite of authentic selling(08:22) Create raving fans, but don't be a doormat(09:48) Follow up is a must.(13:19) How can I be of service?(15:26) What should sales leaders know to support this approach to selling?(17:13) "Always be closing," is the worst advice ever
20:47 3/22/23
AI and Content Creation with Megan Skalbeck
In this episode, we’re exploring the ever-changing role of AI in content creation. Are the current capabilities of AI tools all that they are cracked up to be? Is AI a boon to the content creation industry or a disruptor? Will ChatGPT replace us all?!  Joining Dani to break it all down is Megan Skalbeck, Head of AI Projects at Verblio. Megan brings so many amazing points to the table, like: How AI tools, while far from perfect, are capable of performing truly incredible tasks Why you should keep a watchful eye for factual inaccuracies when using tools like ChatGPT – Spoiler alert: these programs can speak a little too confidently about wrong information  And finally, why content creators shouldn’t be treating AI as a silver bullet for their every task or, conversely, grabbing their pitchforks in defiance Links:Megan Skalbeck: linkedin.com/in/megan-skalbeck-75251466/The Best AI Detection Tools of 2023 - Or, When the Turing Test Won't Cut It:verblio.com/blog/ai-detection-toolsDani Buckley:linkedin.com/in/daniobuckley/LeadG2:leadg2.thecenterforsalesstrategy.com/TIMESTAMPS:(02:53) Megan's experience and background with AI(05:45) When you think about what AI is actually doing and what it's capable of, it is incredible(07:35) You should be playing around with and testing new AI tools, but keep humans in the loop(11:24) One of the biggest risks is the factual accuracy (12:45) AI is that it is not capable of generating novel, original thinking(14:42) The biggest general mistake is treating AI as either a silver bullet or condemning it outright(17:38) If AI is using information intelligence, data and content on the internet, at what point do we know that what these tools are producing isn't regurgitated AI content that may be incorrect?(19:22) People are slapping AI on everything nowadays
21:31 3/15/23
Shifting to Virtual Sales with Lori Richardson
Episode 26: Just as we all have had to adjust to hybrid and remote work environments over the past few years, so too have sales organizations had to adjust their strategies for virtual spaces. In this episode, we’re discussing the ever-increasing shift to virtual sales and how sales managers and salespeople should alter their approach accordingly.  Joining Dani is Lori Richardson. Lori is an author, speaker, and podcast host as well as the CEO, and Founder of Score More Sales, a nimble, award-winning sales enablement firm that helps mid-sized technology, distribution, and services companies grow front-line revenues in quick and focused ways. She hosts the podcast, Conversations with Women in Sales, which features women in sales who share practical advice for advancing one’s sales career.  Together, Dani and Lori cover the continual shift to virtual sales in a few key areas, such as: Why adapting to virtual sales has been so hard for so many How everyone needs coaching. No matter how long they’ve been in sales. And finally, how truly knowing the individuals on your sales team, and what motivates them, can be the secret sauce for sustained success and fulfillment CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley:LinkedIn: linkedin.com/in/daniobuckley/About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith:LinkedIn: linkedin.com/in/shayesmith/About: leadg2.thecenterforsalesstrategy.com/shaye-smithLori Richardson:LinkedIn: linkedin.com/in/scoremoresales/TIMESTAMPS:(02:31) Why has the continual shift to virtual sales been so hard for so many?(04:35) There are two different types of folks(06:23) Confusion around "sales enablement"(10:31) The importance of good leadership(11:34) "Everybody needs coaching. I don't care how senior they are."(15:07) We still have less women at every level in professional selling(16:57) Look for traits (not personality) when looking for sales talent(17:53) Know the individuals on your team and know what motivates them
20:20 11/16/22
Content Velocity with Chris Tweten
Episode 25: In this episode, we are breaking down how a Content Velocity strategy can be a boon to your inbound marketing and sales enablement efforts. Developing a solid content strategy is one thing, implementing it is another. How can you ensure that you’re producing enough content to be relevant in the eyes of your ideal customer, much less the likes of Google?  Joining Dani, is Chris Tweten. Chris is the CMO at Spacebar Collective, a white hat SEO and content production agency based in Vancouver, Canada. Together, Dani and Chris break down Content Velocity in a few key areas: First, what is Content Velocity?  Then, how Content Velocity impacts your SEO performance And finally, striking the “New Content Sweet Spot.” How often should you be publishing fresh content? CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley: LinkedIn: linkedin.com/in/daniobuckley/About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith:LinkedIn: linkedin.com/in/shayesmith/About: leadg2.thecenterforsalesstrategy.com/shaye-smithChris Tweten:LinkedIn: linkedin.com/in/ctwtn/Website: spacebarcollective.com/TIMESTAMPS:(02:05) What is content velocity?(03:20) The impact of content velocity on SEO(04:58) Never sacrifice quality for velocity(06:18) Can you publish too much content too quickly?(07:47) 30 blogs is a good baseline(09:14) Consistency isn't necessarily key(10:25) Tips for getting started(11:15) Final Thoughts
14:05 11/9/22
Adjusting to a Hybrid Work Environment with Beth Sunshine
Episode 24: While many may have been forced to adapt to remote and hybrid work a couple of years ago, it’s clearer now than ever that digital workplaces are here to stay. In this episode, we are talking about the hybrid work environment and how so many companies are continuing to adjust to workspaces in the digital sphere.  Joining Dani, is Beth Sunshine. Beth is the SVP/Partner at Up Your Culture, an Employee Engagement and Company Culture Firm. There, she helps clients reduce regrettable turnover, increase productivity and retain key customers all through engaging their employees. Together, Dani and Beth discuss the continued adjustment to hybrid work in a few key areas: The current trends emerging from continued hybrid/remote work Pro’s and Con’s of hybrid work for leadership to be aware of How to accommodate different roles and personalities in a hybrid model CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley:LinkedIn: linkedin.com/in/daniobuckley/About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith:LinkedIn: linkedin.com/in/shayesmith/About: leadg2.thecenterforsalesstrategy.com/shaye-smithBeth Sunshine:LinkedIn: linkedin.com/in/bethsunshine/About: thecenterforsalesstrategy.com/beth-sunshineTIMESTAMPS:(02:37) Hybrid is here to stay(04:27) The Pros of Hybrid(08:47) The Cons of Hybrid(11:40) Mind-blowing new finding(15:31) Employee Engagement = Your Company Campfire(17:20) If you're not intentional, hybrid can impact your engagement(19:08) There are a lot of disengaged employees in the workforce(22:06) How do you ensure hybrid is a good fit for different types of employees?(24:34) If we're going to bring sellers back to the office, there needs to be something there that they can't get [at home](25:22) Have a plan
27:28 11/2/22
Account Based Marketing (ABM) with Shawn Cook
Episode 23: In this episode, we are discussing all things Account Based Marketing (AKA? ABM). Often, sales and marketing are each toiling away in their own departments, siloed off from one another while performing their day-to-day duties. Well, with today’s topic those two departments will be working together that much more. Because ABM sees marketing and sales collaborating in order to target specific, high value accounts.  And who better to help break down ABM than one of the leaders from Rollworks, a top Account Based Marketing platform for B2B marketing and sales? Joining Dani, is Shawn Cook. Shawn is VP of New Business Sales at RollWorks and has 25 years experience leading high-performance sales teams, with 15 years in Martech at companies like Vocus/Cision, Eloqua/Oracle, TrackMaven/Skyword and Triblio. Shawn is known to create his own words like “Compelevant” (a combination of compelling and relevant) or “Humblonfident” (a combination of being humble first but always confident). Although he is a VP of Sales, Shawn doesn't really believe in “selling” in the traditional sense, but rather in facilitating buying processes and helping buyers to determine whether or not they should be in a buying process.  Together, Dani and Shawn break down ABM in a few key areas: How Shawn defines ABM (Spoiler alert: it’s “quirky”) What companies are a good fit for ABM and what criteria to look at when making that decision Tips for pairing Inbound Marketing and lead generation with ABM CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley:LinkedIn: linkedin.com/in/daniobuckley/About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith:LinkedIn: linkedin.com/in/shayesmith/About: leadg2.thecenterforsalesstrategy.com/shaye-smithShawn Cook:LinkedIn: linkedin.com/in/shawnsationalcso/RollWorks: rollworks.com/TIMESTAMPS:(03:21) "QERC"(04:22) You're not trying to boil the ocean(06:35) Benefits of ABM(07:54) Sales should be just as digital as everything else(09:40) 10 times more efficient without 10 times the budget(11:14) If you have a Target account list, you're ready for ABM(14:11) What would you say to those considering ABM?(16:41) RollWorks(22:04) "Compellevant"
24:20 10/26/22
How CRM's Empower Sales Organizations with Ali Schwanke
Episode 22: It’s well known that marketers and salespeople often have a hard time understanding each other’s world. So today, we’ll be discussing the ways in which CRM’s have the ability to bring both teams together so that everyone is operating on the same page.  Joining Dani, is Ali Schwanke. Ali is the founder and CEO of Simple Strat, a Diamond HubSpot Solutions Partner that helps companies accelerate their growth through technology and content marketing. She's also the host of the popular YouTube series HubSpot Hacks, a channel focused on helping companies get the most out of HubSpot, growing to over 14,000 subscribers and  1 million video views in 2 short years.Together, Dani and Ali break it all down in a few key areas: The top ways that HubSpot equips people for sales Who should be creating content for sales? And lastly, what would Ali say to a sales team not currently using a CRM? CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley: LinkedIn: linkedin.com/in/daniobuckley/About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith:LinkedIn: linkedin.com/in/shayesmith/About: leadg2.thecenterforsalesstrategy.com/shaye-smithAli Schwanke:LinkedIn: linkedin.com/in/alischwanke/Simple Strat: simplestrat.com/HubSpot Hacks: youtube.com/c/HubSpotHacksTIMESTAMPS:(02:21) Marketers have a challenge understanding the sales side of the world and vice versa(03:36) HubSpot helps bridge marketing and sales teams together(06:30) Demand Generation Vs. Lead Generation(07:47) Don't become overwhelmed by all of the content that you could have. Start somewhere(09:17) Marketers should sit in on sales meetings(11:29) Sales technology as a house party analogy(14:47) What are some key criteria you think leaders should be thinking about when deciding what is the best CRM for their organization?(16:47) People want to trust people before trusting a company
20:34 10/19/22
Sales Enablement from "Both Sides" with Emily Hartzell
Episode 21: We all know that providing salespeople with the right resources to use at the right times can transform an average sales organization into a stellar one. However, there are too many sales teams that are grinding away without a solid sales enablement strategy.  In this episode, our guest has experienced sales enablement (and a lack thereof) from “both sides,” as a salesperson and as senior inbound marketing and sales consultant at LeadG2.  Joining Dani, is Emily Hartzell.  Emily started her career working in radio sales as a LeadG2 client, which eventually led her to work at LeadG2. Emily’s background in B2B sales provides her with a unique perspective for her clients that encompasses both marketing and sales. As a salesperson, sales enablement and inbound marketing played a huge role in Emily's success, and it is Emily's goal to bring that experience to her clients to help them drive inbound sales results.  Together, Dani and Emily break down “both sides” of Emily’s Sales Enablement experience in a few key areas: Working for a business who was adopting a sales enablement strategy for the first time The most beneficial aspects of sales enablement tools and resources for salespeople Holding your salespeople accountable for using and maintaining sales enablement tools and resources CONNECT:LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/  Dani Buckley:  LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith Emily Hartzell:LinkedIn: linkedin.com/in/emily-hartzell/About: leadg2.thecenterforsalesstrategy.com/emily-hartzellTIMESTAMPS:(03:14) Emily's background in sales(05:30) What was your experience like with sales enablement?(06:06) Excited and overwhelmed by all of the tools and resources(06:59) CINTAS didn't have sales enablement tools(08:38) Ensure sellers are consistently using sales enablement resources(11:15) Standardized Templates, Sales Playbooks and Automation(12:13) Thought Leadership(14:30) Hold salespeople accountable when using sales enablement tools and resources(15:54) Wrap-up
17:35 10/12/22
Tips and Trends for Success in Virtual Sales with Kim Orlesky
Episode 20: The topic of virtual selling is HOT right now – thanks to this little pandemic we’ve been in. How we sell has evolved and changed at a rapid pace in the last two years. Even prior to COVID rocking our world, more and more selling is happening online in industries where it was previously happening primarily in person. In this episode, we’ll discuss frequent pain points for those adjusting to virtual selling as well as best practices and tips to master the buyer’s journey virtually. In this episode, Dani is joined by Kim Orlesky. Kim is a leader of growth, formerly the CEO (and founder) of KO Advantage, who specializes in teaching virtual selling skills to premium solution organizations. She's listed as one of LinkedIn’s top sales influencers and continuously named as one of the top sales leaders to follow. She’s Startup Canada's Woman Entrepreneur and Success Magazine’s most inspirational blogger. Kim has been selected to speak to groups such as Inbound, Comcast, Zoom, and Inc. Magazine. Her 3rd book Sell More. Faster. is available now as she writes her 4th book Virtual Selling Best Practices. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Kim below!   Links: LeadG2: leadg2.thecenterforsalesstrategy.com/  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith Kim Orlesky: Twitter: twitter.com/kimorlesky LinkedIn: linkedin.com/in/kimorlesky/ 
31:49 5/24/22
Personal Branding and Thought Leadership for Executives with Marti Sanchez
Episode 19: This topic is near and dear to our hearts because we really see thought leadership work here at LeadG2 and with our clients. In this episode, you will find that it’s not just about being seen as a thought leader – which is great! - but about how it can actually grow your business, drive revenue, increase leads, and so much more. In this episode, Dani is joined by Marti Sanchez. Marti is the founder and CEO of Influence Podium, an agency that helps B2B companies build a media arm and create thought leadership content to win on brand. He is driven to help B2B companies and CEOs own their narrative and share their story. Marti is also the host of the Podium Stories podcast and after hours, you can catch him either boxing or writing stand-up comedy and poetry. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Marti below!   Links: LeadG2:  leadg2.thecenterforsalesstrategy.com/  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith Marti Sanchez: Influence Podium: influencepodium.com Twitter: twitter.com/Marti__sanchez LinkedIn: linkedin.com/in/itsmartisanchez
31:06 5/17/22
Benefits of a RevOps Strategy (Revenue Operations) with Natalie Furness
Episode 18: RevOps is quite a hot topic these days and we find that it can be defined differently depending on who you talk to. Ultimately, it’s all about how you can maximize your organization’s revenue potential... and who doesn’t want to do that? In this episode, we’re going to get into what it is, why it matters, and how to do it well. In this episode, Dani is joined by Natalie Furness. Natalie is the founder & CEO of RevOps Automated, an organization that builds smart solutions for Directors, Sales Leaders and CMOs who want to improve operational efficiency across marketing, sales, and customer service. She also authors The Annual Revenue Operations Report. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Natalie below!   Links: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley:  LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smithNatalie Furness: Website: revopsautomated.com Twitter: twitter.com/Natalie_Furn LinkedIn: linkedin.com/in/nataliefurness/  
22:39 5/10/22
The Impact of Sales Enablement on Growth, Results, & Revenue with Charlie Riley
Episode 17: If you have ever asked yourself, “what is sales enablement?” then this is the episode for you. Not only do we broadly cover the topic of sales enablement, but we also break down the concept’s four buckets (Strategy, Content, Technology and Training) all while discussing the undeniable impact that can been seen on growth, results, and revenue. In this episode, Dani is joined by Charlie Riley, Director of Demand Generation at CybelAngel (formerly VP of Growth at Havoc Shield). Charlie delivers over 20 years of marketing, sales and growth experience leading marketing teams, as the first marketing lead hired 5 times. Named a Top 50 B2B Marketing Influencer to Follow by Top Rank Marketing and a former edtech CMO, he knows what it takes to create a marketing function from scratch, align marketing and growth strategy with other departments within an organization. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Charlie below!   Links: LeadG2: leadg2.thecenterforsalesstrategy.com/  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith Charlie Riley:  Website: charlieriley.com Twitter: twitter.com/charlieriley LinkedIn: linkedin.com/in/charlieriley/ 
29:59 5/3/22
Lead Nurturing Tips Using Sales & Marketing Automation with Tina Brinkley Potts
Episode 16: When it comes to inbound marketing and lead generation, one of the most important questions you can answer is “We have leads, now what?” Too often organizations are investing heavily in lead generation but aren’t using automation to properly ensure leads are being followed up with, nurtured, and converted by marketing or sales. We have so many tools available to us but oftentimes we’re either not using them correctly or overusing them. In this episode, Dani is joined by Tina Brinkley Potts. Tina is an award-winning metaphysician, best-selling author, business strategist and online marketing trainer with over 1 million video views and 10 million hits on her web properties. She trains and mentors consultants, coaches, thought leaders, entrepreneurs, and small business owners in 70 countries worldwide. Tina is the #1 black woman in sales and marketing automation. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Tina below!   Links: LeadG2: leadg2.thecenterforsalesstrategy.com/  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith Tina Brinkley Potts: Company: tinabrinkleypotts.com Twitter: twitter.com/tinapotts LinkedIn: linkedin.com/in/tinabrinkleypotts 
25:11 4/26/22
Email Tips for Sales with Jay Schwedelson
Episode 15: Email continues to be one of the most important and effective, but widely misused tools we have in sales. If you or your sales team are still using email the same way they did 2 years ago, let alone 5 or 10 years ago – then this episode is DEFINITELY for you!  In this episode, Dani is joined by Jay Schwedelson. Jay is the founder of SubjectLine.com, the leading free subject-line rating tool ranked in the top 1% of all websites worldwide. Having led SubjectLine.com through the testing of more than 12 million subject lines, Jay uses his knowledge to guide organizations across multiple industries on how to implement impactful email marketing. He is also the president and CEO of Worldata Group, a multi-brand marketing services company whose portfolio includes Subjectline.com, Outcome Media and Guru Events which puts on the GURU conference, the world’s largest email marketing event.  Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.  Connect with Dani, Shaye and Jay below! Links: LeadG2: leadg2.thecenterforsalesstrategy.com/ Dani Buckley: Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley/ About: leadg2.thecenterforsalesstrategy.com/dani-buckley Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith/ About: leadg2.thecenterforsalesstrategy.com/shaye-smith  Jay Schwedelson: Outcome Media, a Worldata division: outcomemedia.com/ Twitter: twitter.com/worldata LinkedIn: linkedin.com/in/schwedelson/  
29:25 4/19/22
Building a B2B Content Strategy that Empowers Sales with Jason Bradwell
Episode 13: This episode is all about building a content strategy that empowers your sales. In addition to covering “how to get started,” we also delve into best approaches to content strategy, funnels you should optimize for, targets and metrics of success, maximizing your results and minimizing your efforts and how content creation collaborates with sales. In this episode, Dani is joined by Jason Bradwell. Jason is the host of the B2B Better podcast and is a marketing director for a global enterprise technology brand. He is on a mission to prove B2B does not have to be boring and helps early-stage marketing teams build strategies that scale with their business.  Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Jason below!   Links: Sell Smarter. Sell Faster.: sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: www.linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smith Jason Bradwell: Website: jasonrbradwell.com/ Twitter: twitter.com/JasonRBradwell LinkedIn: linkedin.com/in/jason-bradwell-40b45751 
29:36 3/30/22
The Power of Relationship Building with Martha Orellana
Episode 14: In this episode, we discuss how crucial of a role relationship building can play in your business selling smarter and faster. We talk about how to build relationships with different audiences, examples of programs based on relationships, how sales teams can nurture relationships to increase sales as well as tips and best practices for networking.  In this episode, Dani is joined by Martha Orellana. Martha is Vice President of Marketing for Mr. Steam (also known as Feel Good Inc). She is responsible for the management of the company’s West Coast office and is an integral force in introducing the world to the “feel good” benefits of Steam. Her efforts in shaping the marketing of Mr. Steam’s products and services has had a profound impact on the company’s position in the industry.  Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Dean below!   Links: Sell Smarter. Sell Faster.: sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smith Martha Orellana: Mr. Steam: mrsteam.com Twitter: twitter.com/steamtherapy 
28:14 3/30/22
Building a World-Renowned B2B Blog with Matt Sunshine
Episode 2: Here at LeadG2 and our parent company, The Center for Sales Strategy, we’ve seen how having a strategic and regularly updated blog has completely transformed the way we market ourselves and sell. We’ve seen the results firsthand – and that’s why we’re able to help our LeadG2 clients do the exact same thing with their blogs. In this episode, we take a deep look at how to create and manage a blog strategy that will help you sell smarter and faster. In this episode, Dani is joined by Matt Sunshine. Matt is a Managing Partner at The Center for Sales Strategy, a sales performance company that helps sales organizations attract, retain, and develop the highest performing salespeople. Matt’s areas of expertise include growing sales organizations, finding and developing sales superstars, sales process, lead generation, inbound marketing, and digital marketing, and he is a featured writer for one of the top sales blogs in America and a regular contributor to leading business blogs and magazines such as Inc., Sales and Marketing Management, Sales Hacker, Entrepreneur. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Matt below!   Links: Sell Smarter. Sell Faster.: www.sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smithMatt Sunshine: Company: thecenterforsalesstrategy.com Twitter: twitter.com/mattsunshine LinkedIn: linkedin.com/in/mattsunshine
31:57 3/30/22
Implementing a Sales Playbook for Your Team with Harry Clark
Episode 3: A sales playbook puts the right strategy and resources at the fingertips of salespeople, so that they can take the right steps, at the right time, with the right people. It helps your salespeople work smarter and faster so they can ultimately turn more prospects into customers. This is the secret to increasing new business revenue and overall conversion rates. Join us as we step through the process of implementing a sales playbook with a sales team, its effectiveness and efficiency, and how that has helped the team sell smarter and faster.  In this episode, Dani is joined by Harry Clark, Chief Revenue Officer at Market Enginuity. In collaboration with sales leadership company wide, Harry focuses on tactics to unlock more revenue for every station and producer Market Enginuity represents, ultimately ensuring every team has clearly defined goals and is equipped with the right tools and support to exceed potential. Harry’s media experience fostering successful sales culture and large-scale customer solutions spans both commercial radio and public media.   Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Harry below!   Links: Sell Smarter. Sell Faster.: sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smithHarry Clark: Company: marketenginuity.com Twitter: twitter.com/MarketEnginuityLinkedIn: linkedin.com/in/harry3  
30:29 3/30/22
Using Video in the Sales Process with Chad Rogers
Episode 4: As sales leaders are learning more about video, we think the question is not “Why should I be using video?” but “How should I be using video?” Here at LeadG2, we take video seriously in our sales process. It has proven to be a tried and true way to increase engagement, open rates, response rates, and conversions. So, join us in this episode where we explore how to use video in the sales process. In this episode, Dani is joined by Chad Rogers. Chad is the Co-Founder and Chief Revenue Officer of Lemonlight. He currently manages a portfolio of over 3,000 clients worldwide, ranging from local businesses to Fortune 500 companies. Under Chad’s tenure, Lemonlight has been honored with a place on the Inc. 5000 list of the most successful companies in the country, as well as Entrepreneur's list of the 360 most successful entrepreneurial companies four years running. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Chad below!   Links: Sell Smarter. Sell Faster.: sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smith Chad Rogers: Lemonlight: www.lemonlight.com Twitter: twitter.com/ChadJRogers LinkedIn: linkedin.com/in/chadjrogers    
33:42 3/30/22
Slowing Things Down So You Can Speed Them Up with Tyler Rhodes
Episode 5: Many people might ask, why would we EVER slow down the sales process? But, as you will see in this episode, there are a lot of reasons you NEED TO in order to have a stronger, smarter, and ultimately faster sales process. A strong and thoughtful discovery process can make all the difference in increasing conversions.  In this episode, Dani is joined by Tyler Rhodes. Tyler is the Director of Sales, Small Business at Hubspot and is a sales manager with a proven track record of consistently exceeding goals by fostering collaboration through a diverse sales team. He excels in change management and conflict resolution while always exemplifying HEART (Humble, Empathetic, Adaptable, Remarkable, Transparent). Prior to his history at Hubspot and working is way up through roles as Channel Account Manager, Principal Inbound Marketing Specialist, and a Principal Manager, he held roles in both the non-profit and Saas industries. Sell Smarter. Sell Faster. is a weekly podcast focused on sales growth hosted by Dani Buckley, VP/GM at LeadG2 and produced by Shaye Smith, Director of Marketing at LeadG2. Viewers can expect fresh insights, strategies, and real-world examples that will help business leaders take their sales performance to the next level.   Connect with Dani, Shaye and Tyler below!   Links: Sell Smarter. Sell Faster.: sellsmartersellfaster.com LeadG2:  leadg2.thecenterforsalesstrategy.com  Dani Buckley:  Twitter: twitter.com/daniobuckley LinkedIn: linkedin.com/in/daniobuckley About: leadg2.thecenterforsalesstrategy.com/dani-buckley  Shaye Smith: Twitter: twitter.com/mshaye LinkedIn: www.linkedin.com/in/shayesmith About: leadg2.thecenterforsalesstrategy.com/shaye-smith Tyler Rhodes: Hubspot: hubspot.com Twitter: twitter.com/TylerRhodes2 LinkedIn: linkedin.com/in/rhodestyler 
29:43 3/30/22