SalesProChat
57 episodes - English - Latest episode: almost 3 years ago -SalesProChat is a relaxed conversation between the host, Bill Banham, and sales analysts and influencers.
Bill and guests discuss a wide range of Sales and Tech-related topics including social selling, talent, recruitment, incentivizing and rewards, strategy, branding and prospecting.
Podcast Music Credit
"Super Power Cool Dude"
Kevin MacLeod (incompetech.com)
Licensed under Creative Commons: By Attribution 3.0
http://creativecommons.org/licenses/by/3.0/
The SalesProChat series is produced and distributed by the Canadian Professional Sales Association. Learn more about the CPSA at https://www.cpsa.com/
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Episodes
Benefits Partner Chat: The Hybrid Work Model
July 16, 2021 13:00 - 32 minutes - 22.4 MBIn this episode, we connect with CPSA Benefits partners at RingCentral and Avega to chat about top considerations and opportunities when implementing a hybrid model that combines virtual and in-person work. As leaders in the cloud-based communications space, our partners provide insight on creating a hybrid workplace that maximizes business continuity, productivity and connectivity to reach your team wherever they function best. CPSA members receive 15%-20% off monthly fees for RingCent...
Benefits Partner Chat: The Hybrid Work Model
July 16, 2021 13:00 - 32 minutes - 22.4 MBIn this episode, we connect with CPSA Benefits partners at RingCentral and Avega to chat about top considerations and opportunities when implementing a hybrid model that combines virtual and in-person work. As leaders in the cloud-based communications space, our partners provide insight on creating a hybrid workplace that maximizes business continuity, productivity and connectivity to reach your team wherever they function best. CPSA members receive 15%-20% off monthly fees for RingCent...
How to Get More Referrals w/ Mario Martinez Jr.
November 18, 2019 05:00 - 16 minutes - 11.4 MBIn this CPSA episode, Mario Martinez Jr. will share tips for salespeople looking to gain referrals. Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. As a renowned digital sales expert, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer - using the digital sales ecosystem.
Commission Tips to Grow Sales w/ David Johnston
October 22, 2019 04:00 - 16 minutes - 11.1 MBEvery business wants to find the fuel that will accelerate the sales engine. Often, they turn to sales commission as the solution. When done correctly, commissions can be that foot on the gas that your organization needs. However, commission-based sales also create new challenges for organizations, and making changes to existing commission structures can cause dissatisfaction in the team. In this CPSA podcast, we'll consider some top ways to structure commission to ensure that your impleme...
Hiring and Retaining Women in Sales w/ Kim Benedict
September 30, 2019 04:00 - 16 minutes - 11.5 MBIn this episode, we consider new opportunities and trends relating to women in sales. Our guest is Kim Benedict. As the CEO of TalentMinded, the first subscription-based, full-service talent acquisition company in Canada, Kim’s mission is to help companies meet their business goals by improving their approach to acquiring the right talent.
Sales and Branding: Social Media Failures and Online Reputation Management with Andrew Jenkins
August 15, 2019 04:00 - 34 minutes - 23.8 MBCompanies are increasingly finding themselves being judged and scrutinized online and offline. Customers are taking their praise and dissatisfaction to social media channels and the organisations they are talking about, and the salespeople which represent them, are not always aware or proactive in their responses. How can organizations and sales pros navigate this challenging environment? What are best practices for dealing with social media failures and reputation management issues? While...
Using Email to Grow Sales w/ Shawn Finder
July 15, 2019 04:00 - 21 minutes - 9.84 MBIn this episode of SalesProChat, we hear from Toronto-based Shawn Finder about email marketing best practices and tips to stay compliant. Shawn founded ExchangeLeads in 2013 which helps his company build quality lists for outreaching new prospects. This was followed by Autoklose in 2017 that combines both sales engagement and list building all-in-one platform.
Increasing Sales Effectiveness and Efficiencies w/ Matt Heinz
April 15, 2019 04:00 - 19 minutes - 8.77 MBIn this CPSA podcast ,we'll consider ways to increase sales effectiveness and efficiencies. Our very special guest is Matt Heinz. Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. Matt’s car...
Content for Sales Enablement and Social Selling Tips w/ Viveka von Rosen
March 14, 2019 04:00 - 21 minutes - 9.7 MBIn the March 2019 SalesProChat Bill Banham invites social selling guru Viveka von Rosen back to share more insights on content marketing, making the most of the materials available to sales teams and how to best use it to build new relationships and grow a lead funnel.
Social Selling and Your Personal Brand w/ Viveka von Rosen
February 21, 2019 05:00 - 16 minutes - 7.63 MBIn the February episode of the SalesProChat show, we here from Viveka von Rosen about how content marketing and branding go hand-in-hand when looking to attract and engage prospects. Listen to this first in a two-part interview and subscribe to access the second part in March.
Ways to Maximize the Productivity of Your Sales Team w/ Gayle Charach
January 21, 2019 05:00 - 24 minutes - 11.2 MBIn the January SalesProChat podcast, we hear from Gayle Charach, Director at Intelex Technologies about ways to maximize the productivity of your sales team. Gayle is a sales enablement leader with a record of success and extensive experience driving cross-functional collaboration, customer loyalty, and market share by empowering sales teams with the right coaching and training to maximize productivity. She is also Toronto Chapter President at the Sales Enablement Society.
7 Deadly Sins of Closing w/ James Muir
December 10, 2018 05:00 - 18 minutes - 8.63 MBIn the December 2018 CPSA SalesProChat podcast, we consider lessons from an awesome recent report on 7 Deadly Sins of Closing - what they are and how to overcome misunderstandings. Our guest this time is James Muir, author of the #1 best-selling book, The Perfect Close.
Understanding the CPSA's Sales Compensation Reports w/ David Johnston
November 14, 2018 05:00 - 21 minutes - 9.7 MBOur guest on the November 2018 episode is David Johnston, sales compensation expert, speaker and President at Sales Resource Group Inc. The annual CPSA Sales Compensation Reports were recently released so we invited Dave back on the show to share his take on this year's major findings and their implications for sales in Canada over the next 12 months. Produced in partnership with Mercer Canada and presented by Brokerlink, the CPSA Sales Compensation Planning Guide for Sales Management and ...
Networks of World-Class Salespeople: How to Climb the Ladder to Sales Success w/ Lee Bartlett
October 15, 2018 04:00 - 25 minutes - 11.6 MBIn the October 2018 edition of SalesProChat we hear from sales influencer and best-selling author Lee Bartlett about the levels of influence salespeople can achieve. Listen as Lee takes you through the five tiers of networking and sales success - from ground level sales pros to the 'Jedis' of business.
The Importance of Sales Readiness Diagnostics w/ Mike Kunkle
September 17, 2018 04:00 - 18 minutes - 8.66 MBIn the September 2018 episode of the SalesProChat podcast, we consider if your team are really ready to sell. Our guest is Mike Kunkle, a respected sales transformation architect and widely-recognized sales training and sales enablement expert. Listen as Mike shares insights into how more sales can come from training, knowledge sustainment, skill development, skills transfer, coaching to mastery, the strategic use of content, and sound sales management practices.
Putting the Science into Your Sales Efforts w/ David Hoffeld
July 19, 2018 04:00 - 17 minutes - 7.94 MBIn the July 2018 SalesProChat we'll consider how to put the science into your sales strategy. Our guest is David Hoffeld, CEO and chief sales trainer at the Hoffeld Group. David has pioneered a revolutionary sales approach based on neuroscience. social psychology and behavioral economics that radically increases sales. He is the author of the groundbreaking book The Science of Selling, published by Penguin Random House.
Managing Multi-Generational Sales Teams with Neil Ryland
May 24, 2018 04:00 - 23 minutes - 10.6 MBIn the May 2018 episode of the SalesProChat podcast, we hear from Neil Ryland, Chief Revenue Officer at Peakon. Neil shares insights into trends and strategies connected with managing a winning multi-generational sales team.
Team Players are Not Top Sellers with Colleen Francis Part 2
April 30, 2018 04:00 - 17 minutes - 8.22 MBIn part two of the April 2018 SalesProChat interview, we hear from sales expert Colleen Francis. "Many sales leaders and companies make the mistake that a sales team is like a soccer team or a football team", suggests Colleen, "where everyone has to be playing together in order for the organization to grow ... A sales team is more like a gymnastics team where every individual has to excel in their own narrow parameters."
Team Players are Not Top Sellers with Colleen Francis Part 1
April 23, 2018 04:00 - 13 minutes - 6.01 MBIn part one of the April 2018 SalesProChat interview, we hear from sales expert Colleen Francis on ways sales pros can and should work in teams. Colleen considers when it is apt to put the team before the goals of individual sales teams.
Sales Cadences with Gabe Larsen
March 22, 2018 04:00 - 32 minutes - 15 MBIn the March 2018 SalesProChat, we talk with Gabe Larsen about the strategies and character needed to be an effective seller. Gabe's factors - which we'll look at in this show - are attempt, media, duration, spacing and content. Gabe is Experience V.P. of Marketing Strategy at InsideSales Labs, the research and best practice arm of InsideSales.com. Gabe is also host of the #1 Ranked #Playmaker Podcast from InsideSales.
Selling to the C-Suite with Jamie Shanks
February 20, 2018 05:00 - 20 minutes - 9.44 MBSelling to the c-suite can be the smartest way to gain consensus and momentum for a sale. Top level execs know this. Inevitably, this can mean they are tougher to reach and harder to convince. In the February 2018 episode of SalesProChat, Bill Banham talks with sales expert, speaker and author Jamie Shanks about how to build relationships with, and get buy-in from, the c-suite.
Soundbite: Context and winning over the C-Suite w Jamie Shanks
February 19, 2018 05:00 - 55 seconds - 450 KBListen to this soundbite with Jamie Shanks as he highlights the role of context in building relationships and trust with C-level execs.
Soundbite: How important is it to execs that they know that the salesperson they are dealing with in the buying process will be the person that they will continue to deal with throughout implementation? w/ Jamie Shanks
February 19, 2018 05:00 - 47 seconds - 389 KBListen to this soundbite with Jamie Shanks as he highlights the importance to execs of knowing that the salesperson they are dealing with in the buying process will be the person that they will continue to deal throughout the lifecycle of the relationship.
Soundbite: The metrics C-Level execs really care about w Jamie Shanks
February 19, 2018 05:00 - 1 minute - 568 KBListen to this soundbite with Jamie Shanks as he offers insights into what the metrics and results which matter the most to those at the top.
The Qualities of the Best Sales Leadership Talent w/ Jamie Hoobanoff
January 18, 2018 05:00 - 25 minutes - 11.5 MBIn the January 2018 episode of SalesProChat, Bill Banham interviews Jamie Hoobanoff about the qualities and qualifications of top sales leadership talent. Bill and Jamie also consider how to find, attract and retain the best sales managers in a competitive Canadian jobs market.
Soundbite: What Technical Skills Are on the Resumes of Today's Top Canadian Sales Leaders?
January 17, 2018 05:00 - 3 minutes - 1.44 MBListen to this snippet from the January SalesProChat interview with Jamie Hoobanoff to get an idea of the essential technical and soft skills needed by sales leadership candidates in 2018.
Soundbite: What Events Are Offered by MaRS? w/ Amie Sergas
December 13, 2017 05:00 - 1 minute - 589 KBListen to this snippet from the December SalesProChat interview with Aime Sergas to learn about events MaRS produces in support of sales pros and business leaders.
Soundbite: Canadian Business Innovation Success Stories w/ Amie Sergas
December 12, 2017 05:00 - 1 minute - 856 KBListen to this snippet from the December SalesProChat interview with Aime Sergas to learn about some of the awesome brands MaRS's BAP has helped along the way.
Soundbite: What is MaRS's Business Acceleration Programme? w/ Amie Sergas
December 11, 2017 05:00 - 2 minutes - 991 KBListen to this snippet from the December SalesProChat interview with Aime Sergas to learn about BAP and how it helps to accelerate business growth in Canada.
Supporting Canada's Innovative Companies of Tomorrow w/ Amie Sergas
December 05, 2017 05:00 - 23 minutes - 10.7 MBIn the December 2017 episode of SalesProChat, Bill Banham interviews Amie Sergas about the work done at MaRS and the ways Canadian companies are being supported to grow and succeed.
Emotional Intelligence, Engagement and Creating a Culture of High Performance w/ Kristen Harcourt
November 07, 2017 05:00 - 22 minutes - 10.4 MBIn the November edition of the SalesProChat show, Bill Banham chats with Kristen Harcourt about engaging sales teams and maximizing happiness and productivity in sales departments.
Why Networking and Personal Relationships Still Matter w/ Tibor Shanto
October 10, 2017 04:00 - 19 minutes - 8.95 MBIn the October 2017 episode of SalesProChat, Bill Banham talks with Sales expert and coach, Tibor Shanto. Bill and Tibor consider the role, and continued relevancy, of in-person meetings and networking in an age of social selling.
The Evolution of Content and it's Impact on the Sales Funnel w/ Matthew Gonnering. Part 2
September 25, 2017 04:00 - 15 minutes - 7.03 MBIn the second of a two-part September 2017 SalesProChat episode, Matthew Gonnering talks with host Bill Banham about how sales content has changed over time. Listen to part two to learn about engagement and conversion metrics, the most impactful types of content and where real human interaction, such as at events, fit into the sales and marketing funnel?
The Evolution of Content and it's Impact on the Sales Funnel w/ Matthew Gonnering. Part 1
September 22, 2017 04:00 - 15 minutes - 7.2 MBIn the first of a two-part September 2017 SalesProChat episode, Matthew Gonnering talks with host Bill Banham about types of content and how it has changed over time to meet the needs of new audiences and new channels. Listen to the show to get the low-down on the who, why, where, when and how of content within the sales and marketing funnel.
Mapping the Workplace Genome and Improving Sales Performance w/ Charlie Judy Part 2
August 30, 2017 04:00 - 14 minutes - 6.47 MBWhat if you could identify the DNA of your company and use that to lead new initiatives and align goals for your sales teams? In the August 2017 SalesProChat, Bill Banham talks with an expert who says that you can do just that! Listen to this show as Charlie Judy discusses the idea, and implications, of mapping the workplace genome and how it can grow your ROI. Here's the second of a two-part interview with Charlie.
Mapping the Workplace Genome and Improving Sales Performance W/ Charlie Judy Part 1
August 28, 2017 04:00 - 17 minutes - 7.88 MBWhat if you could identify the DNA of your company and use that to lead new initiatives and align goals for your sales teams? In the August SalesProChat, Bill Banham talks with an expert who says that you can do just that! Listen to this show as Charlie Judy discusses the idea, and implications, of mapping the workplace genome and how it can increase your bottom line. Here's the first of a two-part interview with Charlie.
Women in Sales and Leadership w/ Lori Richardson
July 24, 2017 04:00 - 19 minutes - 8.82 MBIn the July 2017 SalesProChat show, Lori Richardson talks with host Bill Banham about women in sales. Bill and Lori consider the challenges faced by women in sales and the opportunities to grow the numbers of women in B2B sales leadership roles.
Sound Bite: Lori Richardson on Achieving Gender Balance in Sales
July 24, 2017 04:00 - 28 seconds - 241 KBIn the July 2017 SalesProChat with Lori Richardson, we consider women in sales and how to develop more gender-balanced sales teams. Listen to this sound bite.
Sound Bite: Lori Richardson on Why Sales Education is Important
July 24, 2017 04:00 - 23 seconds - 205 KBIn the July 2017 SalesProChat with Lori Richardson, we consider the idea that we all sell and how the discipline is fostered through education in Canada and the US. Listen to the sound bite.
Sound Bite: Lori Richardson on Women in Sales and Finding the Right Employer Brand
July 24, 2017 04:00 - 28 seconds - 241 KBListen to this SalesProChat sound bite with Lori Richardson as she considers Women in Sales, finding the right employer brand and how identifying with the product and company will help drive your sales success.
Sound Bite: Lori Richardson on Women in Sales and Making Change Happen
July 24, 2017 04:00 - 28 seconds - 241 KBIn the July 2017 SalesProChat with Lori Richardson, we consider women in sales and how to make change happen in the workplace. Listen to this sound bite.
LinkedIn Sales Navigator and Other Paid Options with Shanna Landolt. Part 2
June 15, 2017 04:00 - 14 minutes - 6.86 MBIn the second of a two-part June 2017 SalesProChat interview, Bill Banham chats with LinkedIn expert and top-ranking author Shanna Landolt. Bill and Shanna consider different paid LinkedIn license options available to sales people plus benefits of other social selling networks such as Twitter and Facebook.
LinkedIn Sales Navigator and Other Paid Options with Shanna Landolt. Part 1
June 06, 2017 04:00 - 21 minutes - 10 MBIn the first of a two-part June 2017 SalesProChat interview, Bill Banham chats with LinkedIn expert and top-ranking author Shanna Landolt. Bill and Shanna consider the different paid options and accounts available to sales people and when each might be applicable in their career.
Sound Bite: Leanne Hoagland-Smith on Presentations and Negotiation Phase
May 26, 2017 04:00 - 1 minute - 553 KBIn the May 2017 SalesProChat podcast, Bill and guest Leanne Hoagland-Smith consider what goes into a successful negotiation. Listen to this sound bite.
Sound Bite: Leanne Hoagland-Smith on Presentations and Negotiation Phase
May 26, 2017 04:00 - 1 minute - 562 KBIn the May 2017 SalesProChat podcast, Bill and guest Leanne Hoagland-Smith consider what goes into a successful negotiation. Listen to this sound bite.
Sound Bite: Leanne Hoagland-Smith on Negotiating in the Job Interview
May 24, 2017 04:00 - 26 seconds - 227 KBIn the May 2017 SalesProChat podcast, Bill and guest Leanne Hoagland-Smith consider what goes into a successful negotiation. Listen to this sound bite.
Ways to Improve Negotiation Skills and Processes with Leanne Hoagland-Smith
May 19, 2017 04:00 - 17 minutes - 8.02 MBIn the May 2017 SalesProChat podcast, Bill and guest Leanne Hoagland-Smith consider what goes into a successful negotiation. Listen to helpful tactics and tips to improve the way you approach and deliver those negotiations with clients, prospects, and partners.
Sound Bite: David Johnston on Measuring Sales Compensation
April 26, 2017 04:00 - 21 seconds - 205 KBThe CPSA recently interviewed Sales Compensation Strategy expert David Johnston. Listen to this short sound bite and check out the full episode here: https://www.cpsa.com/articles/podcast-salesprochat-what-is-sales-compensation-and-how-does-it-motivate-sales-pros
What is Sales Compensation and How Does it Motivate Sales Pros? With David Johnston
April 21, 2017 04:00 - 29 minutes - 13.3 MBOur guest in the April 2017 SalesProChat podcast is David Johnston, President at Oakville-based Sales Resource Group. Listen to the show to learn the fundamentals of sales compensation and ways sales comp plans can help define KPIs, motivate employees and grow sales performance.
Must-have Prospecting Tools For Every Salesperson with Jamie Jackson - Part 2
December 08, 2016 05:00 - 10 minutes - 4.91 MBDid you know that only 30% of a sales rep’s day is actually dedicated to core selling activities? Fortunately, there are tools out there to help you manage your time more effectively and optimise the number of leads you can generate. Join SalesProChat host Bill Banham and guest Jamie Jackson in the December SalesProChat podcast to learn about Jamies's second round of top tools and resources that will help increase your productivity and hit your quota more efficiently.