Sales Management Podcast
Cory Bray, 8x author and co-founder of CoachCRM, digs into hot sales management topics.
Episodes
90 episodes
90. Why your sales org is moving at half speed with Pete Kazanjy
There is a massive sales performance gap in many orgs, and there are some key things driving it that are fully within your control. No one has thought more about this topic than Atrium cofounder Pete Kazanjy. Check out this episode and make sur...
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Season 1
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Episode 90
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45:02
89. Making Enablement Actually Work with Mutual Accountability with Sheevaun Thatcher
An overlooked pre-requisite of a great sales enablement program is mutual accountability --- up and down the chain. Without it, the ability to hit goals is at risk, and the whole program might fall apart. Join us as Sheevaun and Cory to dig int...
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Season 1
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Episode 89
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47:24
88. The 5 key activities of successful sales managers with Rocky LaGrone
There are five key areas where all sales managers should spend their time and energy, and in this episode, Cory and Rocky dive deep into each of them. If you are in sales management or have sales managers reporting into you, this e...
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39:34
87. Results of 2024 State of Enablement Survey with James Pursey
James is the founder of Replicate Labs and they recently released a "state of enablement" survey. The results were wild. We dig into some key areas in this episode.
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Season 1
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Episode 87
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48:31
86. A.I. in sales deep dive with Nick Caruso
Nick is the chief revenue officer at KnowledgeNet.ai and knows more about AI than anyone we've had on the show. He has great perspective on how AI will impact sales today and into the future.
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Season 1
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Episode 86
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42:16
85. Debate Show - Is sales mentally taxing or a luxury high-paying job? with Matt Firestone
Matt and I butted heads on LinkedIn so I invited him on the show to debate. This is a high energy show and we really get into it.
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Season 1
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Episode 85
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27:43
84. Measuring the success of sales enablement with Paul Butterfield
Salespeople have quotas and a large % of their compensation is variable. But what about enablement? Paul and I discuss some spicy ideas that he's implemented in the past.
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Season 1
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Episode 84
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38:58
83. AI and the Future of Sales Enablement with Sriharsha Guduguntla and Atul Raghunathan
This episode moves beyond the question of "what is sales enablement?" to "what could sales enablement become?" In the 2010's, software was eating the world, and now AI is taking a big bite out of software. Join us as w...
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Season 1
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Episode 83
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47:13
82. Fixing Sales Development Training with Gabe Lullo
Sales development training broken? It doesn't have to be. In this episode of the Sales Management Podcast, we're joined by Gabe Lullo, CEO of Alleyoop, to uncover and remedy the common pitfalls in sales development training.
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Season 1
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Episode 82
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47:01
81. Podcasting as a B2B Lead Gen Funnel with Charles Cormier
I don't use guest invitations as a lead gen funnel for my business, but Charles has a great perspective here that we dig into during this fun and engaging episode.
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Season 1
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Episode 81
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50:50
80. Sales Fundamentals, Coaching, and Consistency with Eric Hamilton
We were tight on time, but we recorded a great episode that's high-energy and packed with actionable takeaways. Eric is a sharp sales leader who just released a new book: The Sales Blueprint. Check it out on Amazon.
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Season 1
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Episode 80
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21:44
79. "Allbound" Sales with Evan Dunn
You can go inbound. You can go outbound. You can use nearbound. Or...you can combine them all into Allbound. It's harder. It takes process orchestration. But it pays dividends. Check out my conversation with allbound e...
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Season 1
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Episode 79
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18:05
78. Fractional vs. Full-Time Leadership / Enablement with Alex Boyd
There are a lot of fractional sales leaders out there. Some are amazing folks who are doing it as a part-time thing while focusing life in other areas. Some are unemployed, not that great, and desperate to pay the mortgage. Thus, hiring one is ...
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Season 1
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Episode 78
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36:43
77. Email Deliverability with Jesse Ouellette
One of the most overlooked topics in prospecting is email deliverability. If your company does email prospecting and you don't have an expert (not an intern) setup and monitors deliverability, you need to listen to this episode. I learned a lot...
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34:23
76. Call Scorecards with David Ashe
Call scorecards are often used wrong. Teams use 1-5 scales. Teams score calls and have reps self-absorb feedback. Scorecards are not used for periodic team / individual assessments. If any of these topics are interesting, dig into ...
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Season 1
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Episode 76
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28:51
75. The first 90 days as a sales development leader with Paul Matthew
What is an SDR leader thinking about in their first 90 days? This episode digs into how Paul thinks about preparing for and executing within his new position. If you're going into a new role or hiring someone as a new manager, this episode is w...
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Season 1
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Episode 75
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32:10
74. Sales Enablement ROI with Kieran Smith
Some say sales enablement activities must drive ROI or else not be done. Some say measuring ROI is hard or impossible. We explore this topic in detail in this episode so you can get some ideas as you decide to stand up or expand an enablement o...
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Season 1
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Episode 74
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52:51
73. Sales Management Research Report Findings with Andy Springer
Want to dig into the data around recent trends in sales management? Join this episode for Cory and Andy's discussion.
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Season 1
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Episode 73
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45:31
72. Product-Market Fit Mastery and Sales-Driven Innovation with Praveen Ghanta
We talk about how sales teams can benefit from and help drive product evolution in small and larger companies. This episode is especially useful for aspiring senior execs who want to break out of their sales bubble into overall company leadersh...
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Season 1
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Episode 71
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42:21
71. Sharpening Sales Management Mastery with Justin Michael and Julia Nimchinski
In the business world, some slow down or stop their professional development, while some push it forward. The latter tend to see outsized success. In this episode you'll hear some specific examples from folks who work with senior leaders to pus...
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Season 1
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Episode 71
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44:04
70. The Dunning-Kruger Effect with Mike Kunkle
The Dunning Kruger effect is something all managers should understand. A pre-mature illusion of mastery is dangerous, as is taking advice from people on social media who are confident they have it all figured out...when they've just in fact sta...
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Season 1
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Episode 70
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55:22
69. Peer coaching with Steve Waters
If you're looking for a tactical way to get more out of your team and recognize your top performers along the way, this episode is for you! Steve has a great approach to recognizing the strengths of people across his teams and putting them in t...
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Season 1
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Episode 69
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48:12
68. Navigating the First 90 Days in Sales Leadership with Eric Reavey
Are you starting a new sales management job soon? Or are you onboarding sales managers? Either way, this isn't the most well documented path and sales enablement often gets pulled in other directions, leaving new managers to fend for themselves...
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48:55
67. Teaching others builds YOUR skillset with Mike Flournoy
"Those who can't do, teach" is borderline idiotic. Teaching, in fact, is one of the best ways to solidify and continue your learning of a topic. In this episode, we talk about how current and aspiring sales leaders can leverage this fact as a s...
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Season 1
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Episode 67
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46:00
66. European Market Strategy with Silicon Valley Insights with Seth Olsen
Ever wondered how a Silicon Valley insider transitions to mastering the European market's diverse tapestry? Seth Olsen, country manager for UKI and the Nordics at MicroStrategy, joins me for a riveting discussion that promises to unlock the sec...
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Season 1
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Episode 66
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31:57