Customer experience is paramount, yet it’s highly dependent on employee experience. Join Jason Bradshaw, Chief Customer Officer at Volkswagen Group Australia and author of "It’s All About CEX!," as he shares why successful companies measure employee experience alongside more traditional customer experience metrics. This approach builds something more valuable than a sales playbook — a culture that supports consistent brand experiences and exceptional individual ones.

Yes, it’s tempting to stop mapping the buyer’s journey when the deal closes, but here’s why you should avoid the temptation. The more successful a customer is in using a product, the stronger your relationship with that customer will be. Join Rachel Orsten, CEO at UserIQ, as she shares techniques for defining a successful user of your product and how these techniques can be applied to map the entire buyer’s journey.

With all the pressure on sellers, it’s easy to get caught in the trap of counting activities. Sean Higgins, Entrepreneur in Residence at Techstars and Founder of ilos, shows how to raise your level of success by shifting what you measure. Find out how to put the focus on outcomes, not actions. Learn why flexible processes leave more room for testing, and what you can do to improve performance whether you’re leading sales or working individual deals.

Knowing why you win (or lose) can be as important as the actual deal, but less than 10% of B2B sales teams do win-loss reviews. Join Cian McLoughlin, Founder and CEO of Trinity Perspectives and author of Rebirth of a Salesman, as he illuminates the benefits of conducting win/loss analyses and listening humbly to customers. Their feedback isn’t always positive, but it’s always constructive.

Did you know that the best worker doesn’t necessarily make the best manager? Alan Benson, Assistant Professor at the Carlson School of Management, set out to test whether this was true with salespeople. Not only is it not true, but his research revealed a negative correlation between a seller’s sales performance and their performance as a manager. So why are those sellers more likely to be promoted?

Delivering effective sales training today means delivering it the way your learners want to learn it — on their phones on their own schedules. Derek Lundsten, CEO of Scrimmage, shares his insights on how to create training that engages your audience while solving your business problem. He explains the benefits of a data-driven approach where linking CRM data with how reps are using the sales training helps ensure your training is meeting your business goals.

Good salespeople are more in demand than ever. But succeeding today takes careful preparation, on both sides of the hiring process. Join Angela Parsons, Chief Sales Officer at Xelerate, as she shares the current state of sales recruiting and best practices for those hiring and applying. Sales leaders need to keep their candidate pipeline stocked and honor their ideal candidate profile. https://sforce.co/2OXtiAI

To truly improve the lives of your customers, start by targeting the right prospects. Ian Faison, Chief Content Officer at The Mission, shares his experience selling to companies with aligned missions. Dig deep to understand the fundamental problems your products solve. Feel the excitement of that transformation. Find prospects who care about the same things you do. Then change their lives. https://sforce.co/2OPz3R9

Some people love cold calling, some hate it. But with the right approach everybody can excel at it. Wendy Weiss, author, speaker, sales trainer, explains why your personal feelings about cold calls don’t matter. Prospecting is a necessary business process, and it can be managed and optimized just like any other business process. With a well-researched step-by-step approach, including who you’re targeting and what you’re going to say, anyone can stand out and drive more business....

Traditionally, sales has been a male-dominated career. But now it pays to start a new tradition. Join Barbara Giamanco, CEO of Social Centered Selling, author of "The New Handshake: Sales Meets Social Media," and host of the “Conversations with Women in Sales” podcast, as she examines new research on gender diversity and how to apply it. Leaders who can improve their recruitment and promotion of women gain an important advantage: a greater diversity of perspectives that ramps up sales success.  

Done right, sales training is a very cost-effective way to keep your sellers up to date on what they need to know to succeed. But the wrong training will have the opposite effect. Join Rich Lanchantin, CEO, QStream, as he explains the importance of very precisely curating any training your reps receive. First, bring together a workshop of stakeholders to boil down what needs to be taught, determine the critical pieces of information, and scenarios reps will encounter. https://sforce.co/2xlV8wz

Your sales culture gives you a competitive advantage. But you can’t cook it up in the back office; it has to be formed on the front lines where customer contact happens. Join Mike Katz, EVP, T-Mobile for Business, as he shares his strategies for creating the right vision, hiring the right team, and always putting customers at the forefront of every initiative. When you can improve the lives of your customers — by aligning your efforts with your team’s — your life will take a quantum leap...

Use your sales technology and process to differentiate your company, products, and yourself in the marketplace. Mike Martin, Director, Indianapolis Delivery Center at Appirio, shares his secrets to getting things right. From cultivating feedback from across your organization to getting the right data into your CRM, there are steps everyone should take to achieve a level of operational excellence that sets them apart. Have questions for Mike or other guests? https://quotable.com/ask

Sales productivity can be measured dozens of ways. Choose the wrong measure for your organization and — guess what — you’ll be wasting your time. Join Rob Käll, CEO of Cien, as he shows how to take an AI-first approach to productivity and reap the rewards of doing so. The total value of a deal, for example, is an easy way to measure rep performance. But it only looks at half of the picture. Find the value of leads given and apply that measure.

Many reps feel that they have to conform to some stereotypical sales personality type to book deals. But those reps miss out on a huge competitive advantage: their own unique personality. Listen in as Shawn Karol Sandy of The Selling Agency and Dianna Geairn of The Irreverent Sales Girl show how you can build stronger sales relationships when you simply be yourself. Have questions for Shawn, Dianna, or other guests? Ask us: https://speakpipe.com/quotable

For many, the first reaction to a sales problem is to introduce more technology. Join David Jacoby, Managing Director at the Sales Readiness Group, as he shifts the focus back to what caused your problem in the first place. If what you're doing now is mediocre, technology may just give you two times as much mediocre activity if an initial issue isn’t remedied. Only when you've cleared out the clutter and streamlined your process can you find the right ways to leverage technology for better...

Bobbi Brown is now an icon for beauty, business, equality, and entrepreneurship. But when she moved to New York with the dream of becoming a makeup artist, she didn’t have a clue whom to call or what to ask them. What she did have was tenacity, creativity, and a deep instinct for building relationships. Listen in as Bobbi Brown explains how she built the vitally important relationships that changed her life.

Most people have some level of fear or hesitation when they pick up the phone to make a call. And that’s a shame, because it’s much harder to get ahead when your default is to stay behind the keyboard. Join Lauren Bailey, President of Factor 8, as she shows how to move from the courage to call to the confidence to convert and close. Have questions for Lauren or other guests? Ask us: https://quotable.com/ask

Every career is a personal journey. Inside the office and out, there are things you can be doing to improve yourself and your career. Join Max Altschuler, founder of Sales Hacker and author of Career Hacking for Millennials: How I Built a Career My Way, And How You Can Too as he shows why it’s easier to formulate and fulfill your career goals when you live your life to the fullest. Have questions for Max or other guests? https://quotable.com/ask

With the relentless pressure to consistently hit their numbers, many teams lose sight of the importance of the customer. Join Steve Andersen, President and Founder of Performance Methods Inc. and co-author of Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World, as he busts the myth that last year's revenue numbers determine this year's performance. A better leading indicator is how consistently you put customers first, even as their needs change.

How you communicate dramatically affects how well you sell. By adapting your communication style to your customer’s communication style, you can significantly improve outcomes. Join Merrick Rosenberg, CEO of Take Flight Learning and author of The Chameleon, as he shows how to assess your communication style, speed-read your customer's style, and quickly close the gap between the two.

No matter how good your story is, it's not as good as the ones your customers can tell your prospects. Join Steve Rankel, Founder of Value Storytelling, as he shares the best way to reach prospects, build trust, and ultimately close more business. Prospects perceive you through the salesperson trying to convince them of the value of your products. But you can change this. Learn what you’ve done right for your best customers.

Everyone talks about selling to decision makers, but in B2B sales it’s not always clear who they really are. Do you go for budget, power, or that sweet spot in between? Do you start with the economic buyer or the influencers? Join Brynne Tillman, CEO, Social Sales Link, as she shares her methods for identifying which roles to target and how to find the actual people in those roles. Walk away with a new focus on how to find the right people to close deals with.

You may not think opera has any bearing on a successful sales career. But think again. Join Kunya Rowley, Associate Director, Sales & Customer Service, FOH, as he shares how his art helps him sell. With a lifelong commitment to learning and a strong focus on preparation, Kunya applies lessons from his performance career to closing deals and leading teams. Have questions for Kunya or other guests? https://quotable.com/ask

Standing out from other sellers is a constant challenge. But if you think selling benefits will set you apart, think again. Today, everybody’s wise to that approach. Join Jill Harrington, President of salesSHIFT and author of Uncommon Sense, as she shares her methods for gaining (and keeping) the buyer’s attention by going beyond run-of-the-mill benefits.