Virtual Selling

40 Episodes
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By: Gabriel Dabi-Schwebel

With the pandemic that came upon us, the rise of video conferencing tools like Microsoft Teams and Zoom has led to more aspects of the sales conversation to occur virtually, and what began as a crisis reaction has evolved into the new normal, but how normal is the new normal ? We’re talking about how the strong shift from in-person to Virtual Selling has transformed the B2B sales experience. Virtual sales enablement, new organizations, KPIs, everything is evolving! In The Virtual Selling Podcast we address these issues in depth, twice a week, with the experts and leaders of these tr...

Why is Framework better than Script for a cold call ? | 46. Nicole Carpenter
#46
09/09/2022

On the 46th episode of the Virtual Selling Podcast, our guest is Nicole Carpenter, Sales Coach and Trainer at Satellite. She talks about the difference between using a framework and a script for the SDRs.


The Advantages of Virtual Selling | 45. Brad Adams
#45
09/06/2022

On the 45th episode of the Virtual Selling Podcast, our guest is Brad Adams, senior master sales trainer and VP consulting at Sales Gravy. He talks about virtual selling, its benefits, and its disadvantages.


How a virtual selling cockpit can improve video conferencing ? | 44. Gilles Bertaux
#44
09/02/2022

On the 44th episode of the Virtual Selling Podcast, our guest is Gilles Bertaux, co-founder and CEO of Livestorm.io. He explains how a cockpit of sales tools for virtual sellers and virtual sales teams can improve video conferencing.


The importance of middle management training | 43. Wesleyne Whittaker-Greer
#43
08/30/2022

On the 43rd episode of the Virtual Selling Podcast, our guest is Wesleyne Whittaker-Greer, a former chemist who become a Sales Training Guru. She explains why middle management needs coaching to improve sales team performance.


Tips to succeed Sales Process | 42. Mike Nauls
#42
08/26/2022

On the 42nd episode of the Virtual Selling Podcast, our guest is Mike Nauls, Revenue Operation Manager at Hired. He will tell us how an optimized sales process could lead to accurate and actionable Data.


How to combine philosophy and execution in sales | 41 Ronnell Richards
#41
08/23/2022

On the 41st episode of the Virtual Selling Podcast, our guest is Ronnell Richards, the founder of Business & Bourbon. He presents the importance of the philosophy in sales and the best way to experience it.


On the 40th episode of the Virtual Selling Podcast, our guest is Axel Kirstetter, VP Product Marketing and Sales Enablement at EIS Ltd. He explains the role of a VP Product Marketing and Sales Enablement inside an Insurance Company. He also presents the similarities of Sales Enablement and Revenue Enablement process | 40. Axel Kirstetter
#40
08/19/2022

On the 40th episode of the Virtual Selling Podcast, our guest is Axel Kirstetter, VP Product Marketing and Sales Enablement at EIS Ltd. He explains the role of a VP Product Marketing and Sales Enablement inside an Insurance Company. He also presents the similarities of Sales Enablement and Revenue Enablement process.


Health coaching practitioner becomes sales trainer | 39 Robin Treasure
#39
08/16/2022

On the 39th episode of the Virtual Selling podcast, our guest is Robin Treasure, author of Heart-Powered Sales and sales trainer in his own training company. He talks about his experience in sales and explains why emotions are so important in sales.


Remote sales management and training | 38. Kevin Klammer
#38
08/12/2022

On the 38th episode of the Virtual Selling podcast, our guest is Kevin Klammer, a sales trainer at Wolters Kluwer. He talks about his experience in sales, helping onboard new hires to improve people's sales process and increasing close ratio and pipeline.


Build applications and workflows rapidly for companies with Drew Ferrara
#37
08/09/2022

On the 37th episode of the Virtual Selling podcast, our guest is Drew Ferrara, area vice president at Appian. He talks about rapid app-building strategies and workflows to help businesses with their low-code automation platform.


Having a great conversation and a great customer meetings | 36. Dean Ray
#36
08/05/2022

On the 36th episode of the Virtual Selling podcast, our guest is Dean Ray, a coach within Sales gym. He talks about strategies to help sale speople have better conversations around better meetings.


The impact pricing for companies | 35. Mark Stiving
#35
08/02/2022

On the 35th episode of the Virtual Selling podcast, our guest is Mark Stiving, founder of impact pricing. He explains why he finds impact pricing fascinating and fun to help companies figure out how it is their customers perceive value and then how they can make better decisions inside their companies.


Coaching and training program for female sales professionals and entrepreneurs with Elyse Archer
#34
07/29/2022

On the 34th episode of the Virtual Selling podcast, our guest is Elyse Archer, founder of she sales. She talks about her coaching and training program for female sales professionals and entrepreneurs. She also explains why they are focused specifically on helping women to learn, sell and create success in a way that feels authentic to who they are.


Rethinking the way people sell with Jeff Bajorek 33
#33
07/26/2022

On the 33rd episode of the Virtual Selling podcast, our guest is Jeff Bajorek, trainer, consultant, and coach. He explains why he trains his customer to find their way to sell and sell in a way that is effective and fulfilling for them.


Sales & Marketing Must Work Together | 32 Barbara Rozgonyi
#32
07/22/2022

On the 32nd episode of the Virtual Selling podcast, our guest is Barbara Rozgonyi, Strategic PR, Social Media & Digital Marketing Advisor at CoryWest Media. She talks about mentorship in sales and why marketing and sales should work hand in hand.

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This podcast was edited by Intent Media


The "S" Word: Sales: The Lifeblood of Your Business | 31. Rob Bedell
#31
07/19/2022

On the 31st episode of the Virtual Selling podcast, our guest is Rob Bedell, Fractional Vice President of Sales, Business Coach, and Advisor. He tells us about his book where the idea is for the business owner not to consider the "S-word" like an "F-word".


Get your Sales a Checklist | 30. Matt Nettleton
#30
07/15/2022

On the 30th episode of the Virtual Selling podcast, our guest is Matt Nettleton, Sales Trainer, and Coach at Sandler Training DTB. He tells us why every sales person needs a good checklist. Plus, he gives us his best tips on how to make your own.


Top Skills All Sales Need | 29. Tim Wackel
#29
07/12/2022

On the 29th episode of the Virtual Selling podcast, our guest is Tim Wackel, Sales trainer, keynote speaker & executive presentation coach. He thinks skills are as important as good skills. That's why he gives us the top skills every sales need to master.


Bringing a New Philosophy to Sales | 28. Dale Dupree
#28
07/08/2022

On the 28th episode of the Virtual Selling podcast, our guest is Dale Dupree, Founder & CSO of The Sales Rebellion. He explains how he brings a new philosophy to sales and why he encourages teams to live intentionally as a salesperson.


Pipeline Management VS Forecasting | 27 Mike Steele
#27
07/05/2022

On the 27th episode of the Virtual Selling podcast, our guest is Mike Steele, independent Consultant & Sales Transformation Coach. He explains to us the difference between pipeline management and forecasting as well as why it's important.


Enable your Team with Technologies | 26. Nav Nicholson
#26
07/01/2022

On the 26th episode of the Virtual Selling podcast, our guest is Nav Nicholson, Principal Sales Enablement Program Manager at Redis. She tells us about the technologies they use, why, and how they manage them.


Enablement & Your Customer's Sales Process with Matt Cohen ep. 25
#25
06/28/2022

On the 25th episode of the Virtual Selling podcast, our guest is Matt Cohen, Senior Manager Revenue Enablement at Clari. He explains why enablement isn't just training, the differences and how to set the buyer at the center of the sales process.


How to Hire the Right Sales Talent with Bryan Whittington | EP 24
#24
06/24/2022

On the 24th episode of the Virtual Selling podcast, our guest is Bryan Whittington, founder of EBS Growth and host of the Talent Sales & Scales Podcast. He tells us how he bridge the gab between low and high performers and his technique to make sure you hire the right sales.


Co-buying & Co-purchasing Experience | Ep. 23 part 2 Chuck Marcouiller
#23
06/20/2022

On the 23th episode of the Virtual Selling podcast, our guest is Chuck Marcouiller, VP of Revenue Enablement at FreightWaves. He talks about co-buying and co-purchasing experiences.


Build Buyer Consensus With Buyer Enablement | Ep. 22 part 1 Chuck Marcouiller
#22
06/17/2022

On the 22th episode of the Virtual Selling podcast, our guest is Chuck Marcouiller, VP of Revenue Enablement at FreightWaves. He explains why and how sellers should build buyer consensus before they pitch their products.


From Pastry to Sales | Ep. 21 Elise Schaefer
#21
06/14/2022

On the 21th episode of the Virtual Selling podcast, our guest is Elise Schaefer, Sales Manager at Rollworks. She tells us about her move from pastry to sales. Elise explains how she got her first job and progressed in her career.


Managing your Enablement Effectiveness | Ep. 20 Jonas Taylor
#20
06/10/2022

On the twentieth episode of the Virtual Selling podcast, our guest is Jonas Taylor, Manager of Enablement Effectiveness at Lattice. He explains his job to us and why it is essentials.


How Sales is Evolving with New Tools & Approaches | EP. 19 with Simon Puleo
#19
06/07/2022

On the nineteenth episode of the Virtual Selling podcast, our guest is Simon Puleo, Global Enablement Director at Aurora Solar. We discuss how sales are evolving, with new tools and new approaches.


Transition To Virtual Selling The Right Way | EP. 18 with Jake Dunlap
#18
06/03/2022

On the eighteenth episode of the Virtual Selling podcast, our guest is Jake Dunlap, CEO of Skaled Consulting. We talk about the transition to virtual selling and how companies can take this turn. He gives us his best tips and tools.


17. Adem Manderovic
#17
05/31/2022

On the seventeenth episode of the Virtual Selling podcast, we discuss closed-circuit selling. Our guest is Adem Manderovic, founder of Disrupt. He explains to us what it is and how it works.


EP. 16 Brent Keltner
#16
05/28/2022

Brent Keltner, Ph.D. is the founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. They help clients reach their top revenue growth potential by shifting from product-driven selling to focusing on an authentic buyer and customer journey. they help growth stage to enterprise customers in a variety of sectors, including education, human capital, business operations, retail, and marketing communications.

Before starting Winalytics, Brent spent more than decade as a revenue leader in enterprise to early-stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink. He began his career as a Ph.D. social...


EP. 15 Chet Lovegren
#15
05/23/2022

Chet Lovegren


14. Rebekah Panepinto
#14
05/21/2022

On the fourteenth episode of the Virtual Selling podcast, Gabriel speaks with Rebekah Panepinto, Account Executive at Peak. She talks about her experience with Zoom and share her mindest on being a woman in tech.


13. Matt Austin
#13
05/20/2022

On the thirteenth episode of the Virtual Selling podcast, we talk about the importance of mindset in sales.

Our guest is Matt Austin, Head of Global Sales at Comfy, explains why it's important and shares his tricks for a top performer mindset.


Creating an Exciting & High Energy in Virtual Meeting | Ep. 12 with James Buckley
#12
05/13/2022

On the 12th episode of The Virtual Selling Podcast, James Buckley, Chief Evangelist at JB Sales, talks about the importance of engagement and high energy in a virtual environment and how it drives better results, he also shares his best tools & tricks to build that positive energy!


Are Your Sales Reps Calling The Right People? | Ep. 11 with Ryan Reisert
#11
05/10/2022

On the eleventh episode of The Virtual Selling Podcast, Gabriel's guest is Ryan Reisert, Founder of Phone Ready Leads. He tells us everything about the solution that ensures Sales Reps are calling the right people and closing more sales.


Balancing Motherhood & Working in Sales (Remotely!) | Ep. 10 with Stephany Clemons
#10
05/06/2022

On the tenth episode of The Virtual Selling Podcast, Stephany Clemons, SDR leader, shares her experience working remotely as a mom. She gives us all her tips to organize her days.


The Evolution of the Sales Enablement | Ep. 9 with Saskia Jeneson
#9
05/03/2022

On the ninth episode of The Virtual Selling Podcast, Saskia Jeneson, Director Global Sales Operations and BDR Manager at Powell Software, tells us about the history of sales enablement. She talks about sales enablement before the internet even existed and its evolutions up to now.


Attracting and Retaining Talents in a Virtual World | Virtual Selling #8 - Jim Kanichirayil
#8
04/29/2022

On the eighth episode of The Virtual Selling Podcast, Gabriel talks to Dr.Jim Kanichirayil, Talent Strategy Transformation Evangelist at Circa and host of The Cascading Leadership Podcast. He tells us all about how companies can attract, retain and develop talents in a virtual world and the importance of a professional brand.


The Importance of Having a Consistently Winning Sales Process | Ep. 7 with Wael Gara
#7
04/26/2022

On the seventh episode of The Virtual Selling Podcast, Wael Gara, Global Sales Operations Analyst at Ivalua, tells us all about how he helps Sales to improve their processes. He explains to us how their teams are organized and how he approaches his mission.