The Sales Readiness Podcast is brought to you by SRG, a Part of SBI, a leading provider of customized sales and sales management training programs for companies seeking excellence. In this program, we share insights and strategies for Sales Operations, Sales Enablement, and Sales Managers, covering everything from enhancing sales skills and productivity and mastering negotiation tactics to leveraging technology in sales.
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Driving Sales Team Success & Achieving 2024 Goals - Norman Behar
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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/podca…
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Understanding Sales Velocity in Today's Market - Rick Carlton
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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/@SalesReadines…
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Leveraging Talent and AI in Sales Management: A Path to Growth
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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 …
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How Microsoft Is Changing Sales with AI
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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, par…
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How Will AI Support Sales Managers & Their Teams in 2024
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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…
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Unlocking 2024 SKO Impact: Strategies for Year-Round Sales Success
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Accelerating Sales Cycles with Data-Driven Management Strategies
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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. --- Send in a voice message: https://podcasters.spotify.c…
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How to Leverage Generative AI in Sales? (with Real-Life Examples)
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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 …
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SRG Unplugged What We Learned from SES Experience 2023
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Increasing Sales Talent Productivity Through Effective Coaching
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sa…
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How to Pinpoint the Root Cause of an Underperforming Sales Rep
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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. --- Send in a voice message: https://po…
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Enabling the Frontline Sales Manager
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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6 Differences Between Sales and Account Management
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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. --- Send in a voice message: https://podcasters.spotify…
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Maximizing Your Resources: How Collaborative Learning Can Drive Tangible Results
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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…
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How to Build a Positive Member Experience
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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. --- Send in a voice message: https://podca…
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Revolutionizing Sales Coaching: AI and Chatbots for Better Performance
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message
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Difference between Selling Skills and Sales Methodology
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Why Customer Success is Critical to Sales Growth
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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. --- Send in a voice message: https://po…
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Selling to the CFO in a Slow Economy
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message
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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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesrea…
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Leveraging the 70/20/10 Enablement Model for Change Management
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Stretching Resources: How to Increase Sales Without Adding to Your Headcount
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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.--- Send in a voice message:…
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What Credit Unions Need to Succeed in Today’s Market
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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 Gor…
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Maximizing Sales Training ROI With Effective Change Management
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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.--- Send in a voice message: https://podc…
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Beyond The Sales Kickoff: How To Set Your Team Up For Success In 2023
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Selling to the C Suite? Take the RAMP to Success
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Measuring the Impact of Hybrid Sales Training: Making Every Dollar Count
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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.--- Send in a voice message: https://podcasters.spotify.com/…
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Managing A Winning Sales Team In Challenging Times
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Cultivating A Member - Centric Sales Culture At Your Credit Union
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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 Stro…
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How To Power Up Prospecting During Challenging Times
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Recession-Proof Prospecting Strategies
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Selling To The C-Suite In A Shifting Landscape
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Developing Your Sales Team to Sell to the C-Suite
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Supporting and Retaining Top Sales Talent with Sheevaun Thatcher at RingCentral
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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.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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Insights From Top Sales Leaders On Sales Rep Retention
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Listen to top sales leaders sharing their insights on sales rep retention.Featuring in this episode: Ray Makela, CEO of the Sales Readiness Group, Chris Costello, Executive Vice President, Worldwide Strategic Accounts at Amazon Business, and Juliana Stancampiano, CEO at Oxygen.--- Send in a voice message: https://podcasters.spotify.com/pod/show/sal…
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3 Strategies To Improve Your Sales Team's Prospecting In A Hybrid World
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Learn three strategies to improve your teams’ prospecting effectiveness in a hybrid world.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, VP of Marketing Manager at SalesHood.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Respond To The Great Resignation With World Class Sales Onboarding
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Learn the onboarding best practices being deployed at some of the world’s most innovative and successful companies.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jake Miller, Senior Product Marketing Manager at Allego--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Retaining Top Sales Talent In A Hybrid World
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Learn how leading companies keep their sales teams engaged and connected with world-class sales coaching and collaborative learning.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Julie Sherman, Senior Partner Success Executive at Intrepid--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness…
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Selling to the C-Suite in Today’s Digital World
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Learn essential strategies and tactics that modern sales teams are using to access and interact with hard-to-reach C-Level Executives.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Tyler Lessard, VP Marketing at Vidyard.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Improve Sales Performance with Collaborative Learning
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Learn how leading companies are using collaborative, online learning to improve sales performance.Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/messageبقلم Sales Readiness Group
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How To Make Your 2022 Sales Kickoff Stick
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Listen to get actionable insights for maximizing the effectiveness of your sales kickoff.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, Senior Director of Marketing at Allego.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Managing a Sales Team in a Hybrid World
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53:45
Learn key skills sales managers must master to build a higher-performing team with a system that focuses on managing the behaviors that drive sales results.Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Develop Highly Effective Sales Managers Using Collaborative Learning
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Learn how leading companies are deploying collaborative learning initiatives to develop highly effective sales managers.Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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Enabling Your Teams To Thrive In Virtual And Hybrid Environments
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Learn strategies to help sales teams interact with customers against the backdrop of virtual, in-person, and hybrid work environments.Featured in this episode: Ray Makela, CEO & Managing Director, Sales Readiness Group; Dan Perry, Managing Director, Sales Excellence, Riverside Company; Andrea Rist, Director of Sales Enablement, Elsevier.--- Send in…
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Leveraging Collaborative Learning To Improve Training Outcomes
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Learn how two leading companies are using collaborative online learning to improve their sales organizations.Featured in this episode: CEO of the Sales Readiness Group Ray Makela, Briand Sanderson, Senior WW Surface Sales Readiness and Strategy Lead at Microsoft, and Art Robbin, Director of Sales Development at ABM.--- Send in a voice message: http…
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Selling to Key Executives in the Healthcare Industry
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Learn essential selling strategies your sales team can use to gain access and engage with key executives in the healthcare industry.Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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How to Scale Sales Coaching in a Hybrid Workplace
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56:15
Learn new tools and strategies to tackle sales coaching at scale in a hybrid world.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, Senior Director of Marketing at Allego.--- Send in a voice message: https://podcasters.spotify.com/pod/show/salesreadiness/message…
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