The Sales Readiness Podcast™

In the latest episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development at SBI, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results. They dive into recent research on manager enablement, the pitfalls that cause playbooks to fail, and the tactics top-organizations are using to drive real change. Key Takeaways: ·      A well-designed playbook without enablement is just noise.·      Executive sponsorship is essential for adoption and impact. ·      AI presents an opportunity to deliver playbook insights directly into the sellers workflow. 

In the latest episode of The Sales Readiness Podcast, our host, Ray Makela, Managing Director of Talent Development at SBI, is joined by Annie Stefano, Senior Training Consultant at SBI, to unpack their key takeaways from the recent Gainsight Pulse Conference. Ray and Annie share their firsthand insights on the evolving trends in customer success and enablement, highlighting the rising impact of dedicated customer education and the shift toward value-based outcomes. Key Takeaways: ·      The role of AI as a strategic partner to enhance customer journeys. ·      How customer education is becoming critical levers for customer success to achieve operational efficiency. ·      Why enablement leaders must evolve their teams to deliver outcomes-based value to drive growth. 

In this episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development, is joined by Christina Brady, CEO and Co-Founder of Luster.ai to explore why traditional sales training often falls short and how a data-driven approach can transform outcomes. The two dive into how AI and predictive analytics are setting a new standard for sales effectiveness. Key Takeaways -Relying on lagging KPIs like quota attainment is no longer enough to drive performance.-Practical strategies for building a scalable, customized program that delivers measurable outcomes. -How to uncover skill gaps by using predictive proficiency measurement tools. Watch on YouTube: https://youtu.be/G7IQ0teTos0 Follow SBI on LinkedIn: https://www.linkedin.com/company/sbi-growth/Visit SBI's Website: https://sbigrowth.com

In this episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development, sits down with Annie Stefano, Senior Training Consultant, to continue their conversation on Customer Success. The two tackle what it takes to operationalize CS across the customer journey. Key Takeaways: ·      How to reduce friction between Sales and CS by establishing shared goals. ·      Metrics that showcase impact, including both leading and lagging indicators. ·      The evolving role of AI in CS. 

In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Annie Stefano, Senior Training Consultant at SBI, to break down how to rethink Customer Success roles, close key skill gaps, and build enablement programs that help CS teams deliver commercial impact. Key Takeaways:-Three foundational skills every CS team needs today.-The value in defining the CS role to limit friction in the buying process. -Ways to say no to a customer that delivers more value.

In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team. Key Takeaways: • Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment. • The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller. • Competing priorities are the number one reason frontline sales manager training is overlooked. Review the research: https://sbigrowth.com/tools-and-solutions/closing-the-training-gap-for-frontline-sales-managers

In this episode of The Sales Readiness Podcast, our host, Ray Makela, Managing Director of Talent Development at SBI, welcomes back Ethan Radoff, Partner at SBI, to unpack the nuances between sales and account management, and why getting it right matters more than ever. The conversation explores how today's complex customer journey demands clarity of the role, intentional segmentation, and tailored skill sets to drive results.Key Takeaways: • The traits and competencies that define top-performing salespeople vs. account managers. • How sales leaders can design org structures and success profiles that reflect today's customer expectations.• Why it’s increasingly unrealistic for one person to own the entire lead-to-renewal process.

In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executive Consultant, to share firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset and a tailored approach. Selling to executives presents a unique dynamic, and Ray and Sarah walk through tactics to deliver value at every step of the process.For many sellers, gaining access to executives can feel like an uphill battle. Despite these challenges the two highlight the importance of C-suite conversations to drive deals forward and uncover additional opportunities that lower-level conversations might miss.Key Takeaways:Common pitfalls to avoid including asking endless questions without providing strategic insight.Using RAMP as a structured approach to meeting key executives.Identifying when to approach the C-Suite in order to maximize value and avoid wasting their time.

In this Sales Readiness Podcast Episode, Ray Makela, SBI’s Managing Director is joined by Chasta Bair, SBI Senior Delivery Consultant, to explore the many challenges sales managers face when motivating their sellers. The two break down why motivation often feels like an afterthought, and how normalizing and encouraging these discussions can lead to significant improvements in performance. With a strong focus on embracing vulnerability and creating an environment where your sellers can thrive, Ray and Chasta outline practical frameworks and techniques for improvement.

In this episode, SRG’s own Ray Makela, Managing Director, and Jeffrey Cordes, Senior Director of Training Services explore the critical role of sales coaching in developing frontline managers and boosting team performance. Together, they break down the key differences between management and coaching, the challenges faced when implementing effective coaching programs, and the essential mindset shift that managers must adopt to become truly effective coaches. With a strong focus on feedback, accountability, and fostering a coaching culture, Ray and Jeffrey reveal how these elements are vital in driving sustained success within sales teams. If you're looking to improve your team's performance and create a culture that prioritizes growth and development, this conversation is a must-listen. Key Takeaways: - Coaching Drives Results: Effective coaching boosts individual growth and team performance, helping teams exceed quotas. - Shift from Management to Coaching: Managers must focus on coaching for development, not just managing tasks, to build high-performing teams. - Prioritize Coaching and Feedback: Make time for coaching and ensure feedback is a two-way process for continuous improvement. - Address Issues Early and Celebrate Wins: Tackle uncoachable behavior early and celebrate small successes to boost morale and reinforce coaching value.

Join Ray Makela in an exploratory discussion with Andre Yee, Founder and CEO of Tiga AI, as they discuss the role of AI in helping businesses amplify their sellers’ productivity. Learn how innovative AI platforms provide companies with opportunities to increase effective selling time and execute more cross/upsell motions through tailored AI suites that adapt to the evolving needs of modern GTM organizations. Key Talking Points: • Why growth in sales capabilities must go beyond headcount • How AI contributes to winning more accounts and shortening deal cycles • Getting started with implementing AI and scaling effectively -- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://sbigrowth.com/sales-readiness-group

Join Ray A. Makela in a compelling discussion with Adam Clay, CEO of RNMKRS, and Dr. Stefanie Boyer, Co-Founder, Chief Science Officer, and Head of Education of RNMKRS, as they delve into the transformative role of AI in sales training. Explore how their innovative platform revolutionizes sales conversation mastery through rigorous practice and realistic simulations, addressing the evolving challenges faced by sales professionals. Key Talking Points: • Enhancing Sales Training: Utilizing AI to provide scalable, automated role-play scenarios for realistic practice. • Improving Conversational Skills: Addressing global challenges in conversation design with consistent, qualified feedback from AI. • Increasing Sales Effectiveness: Customizing training to fit business contexts, reducing ramp-up time, and boosting conversion rates.. • Innovative Learning Methods: Integrating learning science and game mechanics for engaging, practical, and beneficial sales training. -- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://sbigrowth.com/sales-readiness-group

Join Ray A. Makela and Dr. Howard Dover from the University of Texas as they dive into the fascinating intersection of AI and the sales industry. In this insightful conversation, they explore the impact of technology on sales, the paradox of innovation, and the delicate balance between efficiency and effectiveness. Discover how AI can enhance sales conversations and productivity while emphasizing the enduring importance of business acumen and human skills. Key Talking Points: • Understanding the paradox of innovation in sales and the challenges of adopting new technologies. • Balancing efficiency and effectiveness in sales with the help of AI. • Exploring the potential of AI to enhance sales conversations and boost productivity. • Highlighting the critical role of business acumen and human skills in the age of AI. -- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://sbigrowth.com/sales-readiness-group

If you enjoyed hearing about sales strategies for a fast start in 2024, I recommend you check out this other conversation, which you can find here: {{https://podcasters.spotify.com/pod/show/salesreadiness/episodes/Accelerating-Sales-Cycles-with-Data-Driven-Management-Strategies-e2bct8o}} Listen on: Apple Podcasts - https://podcasts.apple.com/us/podcast/the-sales-readiness-podcast/id1142036120 Spotify - https://open.spotify.com/show/0vKXhgdf51YQxf5Fc04htb -- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com

If you enjoyed hearing about sales velocity insights for 2024, I recommend you check out this other conversation, which you can find here: {{https://podcasters.spotify.com/pod/show/salesreadiness/episodes/Unlocking-2024-SKO-Impact-Strategies-for-Year-Round-Sales-Success-e2bctm7}} Watch the episodes on YouTube: https://www.youtube.com/@SalesReadiness/videos --   About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com

Learn about leveraging AI to enhance seller effectiveness, the best practices that the top sellers implement and how to develop role-play exercises for immediate feedback. Featured in this episode: Ray Makela, MD - Talent Development at SRG, a part of SBI, Bryan Kurey, Head of Research at SBI Growth and Jake Miller, Sr. Product Marketing Manager at Allego. -- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com

AI is revolutionizing business and changing the way sales professionals work. But is this enough to replace the human factor? In today’s episode, Ray Makela, GM of Sales Training at SRG, a Part of SBI, sits down with Alfred Ojukwu, a senior sales professional at Microsoft and co-chair of Blacks at Microsoft. They discuss the role of AI in sales, particularly the Microsoft tools Copilot and Bing Chat. They also explore the importance of diversity, equity, inclusion, and belonging in sales teams. --   About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com

In this episode, Ray Makela, General Manager of Sales Training at SRG, a Part of SBI sits down with Craig Hanson, the Senior Director of Marketing Strategy at Gong. Gong has been trusted by thousands of companies worldwide to support their go-to-market strategies and grow revenue efficiently through a single, integrated platform.  In this discussion, they touch on how AI will transform the work of frontline sales managers and their teams as we enter 2024. They also cover the implications for organizations and the industry, along with some best practices to help you fully leverage the solutions available. --   SRG, a Part of SBI is the benchmark for sales training and growth advisory. Anchored by SBI's analytical Go-to-Market expertise and amplified by SRG's established sales training programs, SBI propels client success, enhancing revenue, margin, and enterprise value beyond previous boundaries. Learn more at https://www.salesreadinessgroup.com

Get actionable SKO insights, real-world examples, and a sprinkle of planning tips to set you up for a winning year. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Sam Herring, Vice President and General Manager at Intrepid.

Empower sales managers with pull-based strategies and effective coaching to navigate a conservative buying landscape. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Craig Simons, Director of Growth at Allego, and Nick Toman, Chief Product and Strategy Officer AT SBI.

Discover the intricacies of generative AI and practical applications in the sales industry to improve reps' performance and increase deal success rate. Listen to SRG's General Manager, Ray Makela, sit down with Connor Grennan, the Dean of the Business School at the NYU Stern School, to discuss how the latest advancements in artificial intelligence are affecting the sales profession. Will artificial intelligence ever replace salespeople? What are some real-world applications of generative AI, and how is it unlocking new opportunities for sales organizations? We'll cover this and much more in today's episode.

Tune in as the SRG team shares their personal impressions and key takeaways from SES Experience 2023. This episode offers a candid look at the future of Sales Enablement and modern sales strategies through the lens of industry leaders.

Discover the transformative power of sales coaching in driving commercial excellence. Featured in this episode: Ray Makela, General Manager - Sales Training at SBI, The Growth Advisory and Tony Erickson, Senior Partner and Technology Practice Leader at SBI, The Growth Advisory.

Discover the key to identifying the root cause of underperforming sales reps and how to effectively address performance gaps with these tips for managers. Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn about the current state of sales managers, the impact of AI in sales management, and the human element of training and coaching. Featured in this episode: Ray Makela, CEO of Sales Readiness Group, and Craig Simons, the Director of Growth at Allego.

Discover key differences between sales and account management and how they complement each other to drive revenue and build strong customer relationships. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn about real-world examples of how collaborative learning can help your sales team take charge of their own learning experiences and, ultimately, positively impact your sales organization. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Julie Sherman, Manager - Global Partnerships and Alliances at Intrepid by VitalSource and Giang Slopek, Learning Experience Designer at Ardent.

Learn as to why building a positive member experience is crucial for sustainable growth and success for any business. Featured in this episode: Greg Steward, Vice President, Business Development at the Sales Readiness Group, and Michelle Peterson, Chief Member Experience Officer at A+ Federal Credit Union.

Learn to explore the use of ChatGPT and AI in sales coaching. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Cory Bray, Co-Founder at CoachCRM.

Learn about the difference between selling skills and sales methodology. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn how to prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn about how to sell to the CFO effectively in a slow economy. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn how to create a collaborative selling culture that prioritizes more than just meeting quotas. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Craig Simons, Director of Growth at Allego.

Learn about the latest trends and movements in the industry to stay ahead and ensure your teams' continued success. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Ken Taylor, CEO at Training Industry.

Learn about the concept of selling against the status quo and strategies to overcome objections and persuade customers to take action. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Learn about the adoption of change management and 70-20-10 Enablement model. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Steffaney Zohrabyan, Sales Enablement Innovation & Insights Leader at Cisco.

Learn about strategies for sales leaders to increase sales during a recession, focusing on existing customers, targeting new ideal customers, and properly managing the sales pipeline. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.

Listen to a panel discussion on how credit unions can harness the power of technology to transform their operations and member service. Featured in this episode: Greg Steward - Vice President Of Business Development at Sales Readiness Group, Stephen Miller - Assistant Vice President at A+ Federal Credit Union, Kirk Drake - Founder of CU 2.0, and Gordon Flammer, CEO at Datava.

Learn about how to reimagine sales training and improve sales team performance using proven change management principles. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Shannon de Rubens, Change Management Principal @ DocuSign, and Steffaney Zohrabyan, Sales Enablement Leader @ Cisco.

Learn actionable insights to create impact beyond the Sales Kickoff event. Featured in this episode: Ray Makela and David Jacoby, Managing Directors at the Sales Readiness Group.

Learn how successful sales organizations are training their teams to win bigger deals faster. Featured in this episode: Norman Behar and David Jacoby, Managing Directors at the Sales Readiness Group.

Ray Makela, CEO of the Sales Readiness Group, and Steve Hall, Managing Director of Executive Sales Coaching, share insights for sales meetings with the C Suite and Key Executives.

Learn about how sales training is changing and how to measure and produce better learning outcomes. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Shannon de Rubens, Chief Transformation Officer at Microsoft, and James Melcer, Senior Regional Director at Smartsheet.

Learn to manage a winning sales team in challenging times. Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, and Lisa Joseph, Vice President at GP Strategies.

Learn from top leaders while they share their insights on cultivating a member-centric sales culture at your credit union. Featured in this episode: Michelle Peterson, Chief Member Experience Officer at A+ Federal Credit Union, Howard Meller, President/CEO at People First Federal Credit Union, and Lindsey Strange, Chief Retail Officer at Valley Strong Credit Union.

Learn to take your prospecting efforts to the next level, even during the toughest times. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Billy Salewala, Sales Development Manager at Allego.

Listen to a candid conversation about how to help sales teams rethink and revamp their prospecting strategies. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jake Dunlap, CEO of Skaled Consulting.

Learn key strategies when selling to the c-suite. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Bob Basiliere, VP of Sales at Allego.

Learn how successful sales organizations win bigger deals faster. Featured in this episode: Norman Behar and David Jacoby, Managing Directors at the Sales Readiness Group.

Learn how to support and retain top sales talent from experts. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Sheevaun Thatcher, VP of learning, and Enablement at RingCentral.