show episodes
 
The B2B Sales Podcast addresses topics at the core of B2B sales, such as sales development, sales training, and sales coaching. This podcast will help salespeople such as Sales Development Rep (SDR), Account Executive (AE), or anyone in sales management discover new tactics and implement them within their sales organizations. While the topics covered could benefit anyone, the B2B sales podcast's focus is on Tech sales and EMEA sales Skip and Thibaut interview weekly thought leaders, experts, ...
 
Every sale has two value propositions - above the line and below the line. Yet, salespeople are only trained to sell to one. Despite different needs and challenges, the focus is on below the line criteria, benefits, positioning, and price. This is backward! Effective sales teams positioned above the line cut their sales cycles in half and double average order sizes. How? Welcome to Talking to Above the Line with Skip Miller and Tom Latourette, the podcast that helps sales leaders and salespe ...
 
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show series
 
There is no doubt about it: Sales technology is experiencing astronomical growth right now with over 1,200 businesses pitching for the budgets of sales VPs around the world. Our guest in this episode is part of the sales tech revolution heading up a fast-growing start-up specialising content-driven buyer experiences. In our conversation, he shares …
 
In this episode of Sales Enablement Live, we discuss key insights from the Georgia Watson interview (Sales Enablement & Skills Transformation at IBM), what Sales and Sales Enablement can learn from the Theranos debacle, and we respond to your most pressing Sales Enablement questions. Be part of the Sales Enablement conversation. Live streams take p…
 
Innovation, it's the stuff disruption is made of. That breakthrough moment of pure genius that magically solves your most nagging business problem. Our guest in this episode works for a global technology giant that has made innovation part of their DNA. Initially selling cheese slicers, this business would eventually enable the first moon landing a…
 
In this episode, Felix Krueger was invited to be part of a conversation between fellow sales enablement leaders worldwide on the Trust Enablement Podcast. The Global Sales Enablement Summit was led by Pooja Kumar (India and ASEAN) and joined by PDA Group's Britta Lorenz (DACH region), Investec's Dave Nel (Africa) and John Moore (USA) to talk about …
 
In this new episode, Thibaut receives Jack Lancaster, Co-Founder at Spoke.ai. In this interview, you'll hear Jack's tactic to book meetings with prospects (in his case product managers) using user research. You can connect with Jack on LinkedIn here. Want to join the Selling Advantage Community? Do it here. Enjoy the show!…
 
Best of 2021 There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them. He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech. How this met…
 
BEST OF 2021 In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enable…
 
In this new episode, Thibaut receives Robert Anders, VP Sales Services at Cremanski. In this interview, you'll hear Robert and Thibaut's assessment of sales in Germany, what works well, and what is coming next for the world of sales in Germany. Want to join the Selling Advantage Community? Do it here. Enjoy the show!…
 
BEST OF 2021 Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement. We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. These are some of the questions we're di…
 
In this episode of Sales Enablement Live, we discuss some insights from the interview with Skip Miller, the latest vendor research, and respond to your most pressing Sales Enablement questions. Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://thestateofsalesenablement/ Here …
 
Our guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to shar…
 
In this episode of Sales Enablement Live, we discuss some insights from the interview with Mike Kunkle, the latest vendor research, and respond to your most pressing Sales Enablement questions. Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://thestateofsalesenablement/ Here …
 
Our guest in this week's episode is a sales enablement pioneer. With over 30 years of experimenting with ways to increase sales effectiveness, he has paved the way for what is known as sales enablement today. He is extremely generous in the way he shares his knowledge which is reflected in his over 200,000 LinkedIn followers and his best-selling bo…
 
After a few weeks of deep-dive sessions, in this edition of Sales Enablement Live, we respond to your most pressing Sales Enablement questions. Some of the topics include: - Forward and backward motions of the flywheel - Setting up for success in sales enablement - Market trends and market dynamics Be part of the Sales Enablement conversation. Live…
 
In this new episode, Skip & Thibaut share their tips on how to clean up your pipeline to finish the year strong. For most salespeople, December is the last month of the last quarter of the year. You will get Skip and Thibaut's tips on how to make sure you get a great end of the year and prepare for the next quarter. And if you're interested in join…
 
Over the last 17 years, our guest has played a key role in enabling astronomical growth for his business across Australia, New Zealand, Singapore and India. In this episode, we catch up with Phil Cleary, Senior Director for Sales Enablement at one of the world's most iconic technology brands, Salesforce. These are some of the questions we're discus…
 
In this week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include: Why personalisation isn't optional anymore Approaches to developing a personalisation strategy Execution and measurement of a buyer content strategy Be part of the Sales Enablement conversation. Live stream…
 
In this new episode, Thibaut receives Philipp Schwendimann, Founder at parruu. In this interview, you'll learn about Philipp's tactics to get rid of your fear of video prospecting. You'll also learn about the setups of Philipp and Thibaut, and how to get started with video prospecting. You can add Philipp on LinkedIn here and check out parruu here.…
 
Our guest is a household name in the APAC region. Over the last 20 years, he has led go-to-market teams of large technology brands such as Hewlett-Packard, Salesforce, SAP, Microsoft and Zendesk. In this episode, Rod Moynihan, Director and Head of Growth at BAC Partners, shares insights on what it takes to be strategic in scaling revenue. These are…
 
SalesTech is booming and it's hard for enablers to navigate the landscape in a strategic way. In this episode of Sales Enablement Live, we share an approach to strategic SalesTech sourcing that will change the way you think about technology buying. These are some of the topics we're discussing: Sales Technology Landscapes MarTech Growth & Astronomi…
 
In this new episode of The B2B Sales Podcast, Thibaut shares the latest version of his Ultimate LinkedIn Outreach Sequence. Here's what you'll learn: The exact, 6-step sequence Thibaut uses to get a 38% reply rate and an 11% meeting rate How to write a connection request with a 70% acceptance rate How Thibaut uses Vidyard and Tolstoy for video pros…
 
Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement. Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals h…
 
Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community. These are some of the topics we're discussing: Impact of Strategic Sales Enablement To The Bottom Line Sales Enablement Strategy And Approach Types Strategic Vs. Non-Stra…
 
In this new episode, Thibaut receives Isabel Sum, Account Executive at StackFuel. In this interview, you'll learn about the typical challenges faced when prospecting and selling into corporate German accounts. You'll also learn about Isabel's experience being trained on the T-shaped Sales Development Program. You can add Isabel on LinkedIn here. En…
 
In this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message. These are some of the questions we're discussing: How do you define value messaging? What are value messaging do's and don'ts? How can marketing foster and support sales? Wh…
 
Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community. These are some of the topics we're discussing: Mapping The Buyer Journey Adding Value Beyond The Sales Meeting Consulting Is The New Selling Not All Coaching Programs Are…
 
Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community. These are some of the questions we're discussing: How does one source more budget for one's sales enablement team? How can sales enablement support the launch to new mark…
 
In this new episode of The B2B Sales Podcast, Thibaut shares what 220 days of prospecting on LinkedIn have taught him. If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn. Enjoy the show!…
 
Our guest in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales. She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welco…
 
In this new episode, Thibaut receives Nikolai Skatchkov, CEO & Co-Founder at Circula. In this interview, you'll learn about how Nikolai and the sales team at Circula are generating opportunities, and closing deals with traditional German customers. Often referred as "Mittelstand", these companies are producing most of the German GDP, but they are v…
 
Our guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author. In this episode, we catch u…
 
In this new episode of The B2B Sales Podcast, Thibaut shares how the laziest SDR he worked with was also the most successful. You'll learn why and how you can become more successful too! If you're interested in building your own prospecting routine and use LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical gu…
 
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