Sales Enabled
Dan Storey
Sales Enabled shares the best in practical tips, training and techniques aimed at helping improve the state of the sales industry. This podcast is for salespeople, sales managers and sales enablers and every episode will be filled with advice and experience that can be immediately applied to improve sales performance.
#24 - Jim Rees on Emotional Intelligence, The ABCs of Success & The Importance Of Mental Toughness - Sales Enabled
In Episode 24 of Sales Enabled, Dan is speaking with Jim Rees, an Executive Coach, Motivational Speaker, Author and Ultra-Cyclist in a deep discussion on the critical aspects of emotional intelligence and personal development. The conversation begins with an emphasis on awareness—understanding and deliberately managing one's emotions to influence positive outcomes. The ABC of Success model is introduced, comprising Awareness, Beliefs, and Commitment, offering a framework for personal and pro
Nov 21, 2023 • 54:50
#20 - Danny Wasserman on Behavioural Economics, Creating Tension & Applying Science In The World Of Sales - Sales Enabled
In episode 20 of Sales Enabled, Dan is speaking with Danny Wasserman, Director of GTM Enablement at Gong on the topic of behavioural economics, decision science, and generally how to use the research around influence and persuasion to help salespeople be more effective. When Danny first got into enablement, he decided he was going to give salespeople more than just the generic sales training advice that they may have been used to, and committed to always using the best available science and rese
Nov 20, 2023 • 47:46
#23 - Dre Baldwin on The Crossover In Success Mindset Between Sports, Business & Sales - Sales Enabled
In episode 23, Dan Storey is speaking with Dre Baldwin, CEO and Founder of Work On Your Game Inc. Dre is a former professional basketball player who now teaches the mindset of success he developed in his sports career to business owners and salespeople globally, either through his coaching, 4 TedX talks, one of his 33 books on the topic of success mindset, or his podcast which has had over 7 million listeners. Dre is a living example of the power mindset has on a sales and business career, and t
Oct 4, 2023 • 53:13
#22 - Galem Girmay on The Culture, Skills, and Attitudes Required To Build A High Performance Outbound Team - Sales Enabled
In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay, manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity
Sep 19, 2023 • 42:10
#21 - Harry Kendlbacher on What Skills Salespeople Will Need To Work Alongside AI In The Buying Process - Sales Enabled
In episode 21, Dan Storey is joined by Harry Kendlbacher from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI. However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so
Aug 29, 2023 • 49:57
#19 - Chris Beall on How To Successfully Book Sales Meetings Without The Need For Client Research - Sales Enabled
In Episode 19 of Sales Enabled, Dan Storey is speaking with Chris Beall from Connect and Sell on the topic of cold calling, outreach, and why the traditional model of SDRs trying to research clients and book meetings might be wrong. Typically SDRs waste tons of time researching prospects that never pick up the phone which Chris believes is crazy. Instead, he teaches people how to push the research until after the cold call so you know you are investing your time wisely. This requires SDRs to be
Jun 21, 2023 • 1:12:35
#18 - Johnnie Cass on Using Neuroscience To Reach Peak Performance In Business & Sales - Sales Enabled
In Episode 18 we hear from Johnnie Cass, Co-Founder and Chief Development Officer at Brilliance Lab, a consultancy that seeks to transform the way organisations work by elevating the human experience and enabling everyone to achieve brilliance. Brilliance Lab focuses on blending neuroscientific knowledge with philosophical perspective to enable peak performance in teams and individuals, and are able to quantify their impact using their qEEG peak performance brain scans. In this conversation Da
Jun 13, 2023 • 50:28
#17 - Kunal Pandya on Proving The Revenue Impact Of Sales Enablement - Sales Enabled
In Episode 17 of Sales Enabled, Dan Storey is speaking with Kunal Pandya from Sales Velocity Labs. Kunal is a global enablement leader with over 20 years of experience in this area, so has some great insights and experience that he brings to this conversation, making this podcast a must-listen for all you sales enablement professionals out there. He also gives some great tips to sales leaders for how to get the most out of your sales enablement teams which is a big question teams are facing as r
Jun 6, 2023 • 47:05
#16 - Nick Hems on How To Create More Opportunities Through Appearance & First Impressions - Sales Enabled
In episode 16, Dan is speaking with Nick Hems, a salesperson who swapped product packaging for people packaging to help people create opportunities through appearance and first impressions. Nick works with businesspeople who are realising that their physical appearance can be the key that unlocks the next step in their career. Whether they are needing to move from back office to client facing, start to give presentations in front of key decision makers, or generally want to feel more confident i
May 23, 2023 • 49:51
#15 - Nin Gandhi-Patel on How To Train Non-Salespeople To Maximise Conversions On Leads And Inquiries - Sales Enabled
In Episode 15, Dan is speaking with Nin Gandhi-Patel, award-winning speaker and the creator of the AIQ Sales Technique. Nin spends a lot of his time teaching businesses how to handle inbound enquiries effectively and maximise conversion, even when the person handling the enquiry is not a salesperson. Businesses often spend a lot of money on marketing only to have inbound leads methyl receptionists and gatekeepers who lack the skills to convert these into clients, and Nin teaches his AIQ method t
May 9, 2023 • 53:31
#14 - Mark Wright on Success Mindset For Salespeople & Sales Lessons Learned Since Winning The Apprentice - Sales Enabled
In Episode 14, Dan Storey is speaking with Mark Wright. Mark is a former student of Dan’s that went on to have a successful career in digital marketing before winning The Apprentice in 2014. He used the investment from Lord Sugar to create the digital marketing agency Climb Online and recently sold the company for a value of around £10 million pounds. He now spends his time investing and educating business owners on what it takes to grow and scale companies. As a self-proclaimed professional sal
Apr 18, 2023 • 52:38
#13 - Kevin 'KG' Gaither on Job Hunting For Salespeople & How To Sell Yourself Into A Role - Sales Enabled
In Episode 13 of Sales Enabled, I am speaking with Kevin “KG” Gaither. KG help leaders at early-stage tech startups avoid mistakes when growing their sales teams. Having built sales teams from 30 to 550 salespeople, often starting from zero, KG knows a thing or two about how to hire good sales talent. This podcast is all about helping salespeople who are looking for their next role, whether that is because of being impacted by the recent rounds of redundancies, or simply because they have deci
Mar 28, 2023 • 39:58
#12 - Sirita Donaldson on Why Diversity & Inclusion Are Essential For The Future of Sales - Sales Enabled
In Episode 12 of Sales Enabled, Dan is speaking with Sirita Donaldson, Head of Global Diversity, Equity & Inclusion at Finastra. Sirita is an award-winning leader in DE&I (Diversity, Equity and Inclusion) and in this conversation, they discuss the topic of diversity in sales teams. When it comes to hiring salespeople, many sales leaders opt for someone who can easily fit into the organisation and start to contribute to target quickly. However, this can quickly lead to one-dimensional sal
Mar 21, 2023 • 51:39
#11 - Anthony Parker on How Sales Leaders And Sales Enablement Can Work Together Effectively To Get Results - Sales Enabled
In episode 11, Dan is speaking with Anthony Parker, a revenue leader helping companies launch or accelerate profitable growth in the UK, Europe, and EMEA. Anthony is MD in EMEA for the sales enablement platform Mindtickle and so is in an interesting position when it comes to sales enablement, both needing to enable his own sales teams as well as selling this as a service into other businesses. His perspective on how sales enablement teams should be best setup and engaged is an important lesson f
Mar 14, 2023 • 54:31
#10 - Gary Noesner on Negotiation Lessons From The Former Chief of the FBI’s Crisis Negotiation Unit - Sales Enabled
In episode 10 of Sales Enabled, Dan is Speaking with Gary Noesner, former Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group and author of the book Stalling for Time: My Life as an FBI Hostage Negotiator which has been used as the basis for tv shows and documentaries on the Waco siege of 1993. In the conversation, Gary shares some of his insights into the similarities and differences between hostage negotiation and sales negotiation and teaches us through both spec
Mar 7, 2023 • 45:40
#09 - Leigh Ashton on The Difference Between Having A Growth Mindset Or Performance Culture in Sales - Sales Enabled
In episode 9 of Sales Enabled, Dan is speaking with Leigh Ashton from The Sales Consultancy. Leigh is a speaker, trainer and coach and the author of two books, iSell - Unlock Your Winning Sales Mindset and Grow Your People Grow Your Sales and with Sales Leaders and their teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success. In this conversation, Leigh and really get to talk about the mindset of sales succes
Feb 28, 2023 • 50:49
#08 - Rober Ruiz on How To Create A High Performance Sales Culture That Delivers Sustainable Growth - Sales Enabled
In episode 8 of Sales Enabled, Dan is speaking with his good friend Rober Ruiz. Rober has held Vice-President roles at Groupon and WeWork, C Suite roles at Groupon (Spain) and at Taster, and in this conversation we get into a topic that both of us hold close at heart which is Sales Culture. In this conversation, Rober and Dan discuss what makes a good Sales Culture, discussing how to find the balance between a high-performance machine and creating an environment for people to succeed and gr
Feb 21, 2023 • 1:00:37
#07 - Andrea Abbate on The Sales Paradox & What It Takes To Become World Class At Selling! - Sales Enabled
In episode 7 of Sales Enabled, Dan Storey speaks with Andrea Abbate about the concept that Andrea has coined The Sales Paradox - the idea that the expectation from training and enablement is often more than the allocated time and resources sales leadership are willing to invest. In this conversation, Dan and Andrea discuss why sales often expect maximum performance improvements with minimal effort, why training and enablement should not be seen as separate from the sales process, and how you can
Feb 14, 2023 • 50:26
#06 - Travis Carson on How To Handle Pressure In Business & The Actions Needed To Create A Successful Future!
In episode 6 of Sales Enabled, Dan is speaking with Travis Carson from Kerage. Travis has been coaching the Market Force Style Indicators and behavioural models for over 30 years, working with global companies such as Avis Car Rental, CBRE, the world's largest commercial real estate services and investment firm, Microsoft and WeWork. He is a sought-after presenter, coach, and trainer, and Travis’ clients think of him as their “Economic Chief of Staff”. In this call, Dan and Travis dive deep into
Feb 7, 2023 • 51:38
#05 - Raoul Monks on How Salespeople Need To Adapt Their Approach In An Economic Downturn! - Sales Enabled
In episode 5 of Sales Enabled, Dan speaks with Raoul Monks, the Founder and CEO of Flume Sales Training. Raoul Monks is an International Keynote and Sales Kick Off Speaker and has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”. In this conversation Dan and Raoul dive into how the current cl
Jan 31, 2023 • 45:52
#04 - Jon Selig on How Comedy Writing Can Be The Best Sales Training Lesson Possible! - Sales Enabled
In episode 4 of Sales Enabled, Dan Storey speaks with Jon Selig. Jon is a trainer in the art of comedy writing for salespeople. After a 12-year sales career, Jon’s career took a sharp left-turn and he started performing stand-up comedy in hopes of fulfilling a lifelong dream – to never sell technology again. At some point, Jon realised the practice of comedy writing is exactly what sales and marketing teams need to learn in order to be better able to craft value propositions, figure out their id
Jan 24, 2023 • 41:16
#03 - Andrea Abbate on How Outreach Is Declining and How To Make Better Initial Connections - Sales Enabled
In Episode 3 of Sales Enabled, Dan Storey speaks with Andrea Abbate about the quality of outreach in salespeople, why it is on the decline, and the simple things sellers can do to immediately make better connections. In this conversation, Dan and Andrea go deep into their recent experiences with SDRs, even sharing some of the examples of both good and bad outreach that they have been receiving lately, and provide coaching points that take a “probably not” to an “absolutely, yes!”. Some of the sp
Jan 24, 2023 • 1:00:58
#02 - Chris Hatfield on Stress Management for Salespeople and Sales Leaders - Sales Enabled
In this episode of SalesEnabled, Dan Storey speaks with Chris Hatfield from Sales Psyche on how salespeople and sales leaders can better deal with the stresses associated with the sales profession. With burnout from stress at an all-time high, and stress being the #1 reason for people taking time off sick from work, they discuss if there is a better way we can approach stress in sales? During the show, Dan and Chris discuss: how Chris spent New Years posting motivational notes to strangers (ch
Jan 24, 2023 • 37:57
