In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team.  

Key Takeaways:  

• Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment.  

• The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller.  

• Competing priorities are the number one reason frontline sales manager training is overlooked.  

In this episode of the Sales Readiness Podcast, Ray Makela, SBI’s Managing Director is joined by Ethan Radoff, Partner at SBI, to explore the critical role of building strong relationships and rapport in sales. The two discuss why trust and emotional connections are essential in the sales process and how sales professionals can improve their ability to connect with buyers. With a strong focus on delivering value in every interaction and sustaining long-term customer relationships, Ray and Ethan outline practical strategies and techniques for improving sales effectiveness.

Key Talking Points

• Active listening is a superpower.

• Engaged, thoughtful conversations build trust and credibility.

• Sustained relationships drive long-term success.

• Post-sale engagement is just as important as pre-sale interactions.

• Sales is still a people business.

• Emotional connections drive decision-making just as much as a product offering.

In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executive Consultant, to share firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset and a tailored approach. Selling to executives presents a unique dynamic, and Ray and Sarah walk through tactics to deliver value at every step of the process.   

For many sellers, gaining access to executives can feel like an uphill battle. Despite these challenges the two highlight the importance of C-suite conversations to drive deals forward and uncover additional opportunities that lower-level conversations might miss.  

Key Takeaways:  

• Common pitfalls to avoid including asking endless questions without providing strategic insight.  

• Using RAMP as a structured approach to meeting key executives.  

• Identifying when to approach the C-Suite in order to maximize value and avoid wasting their time.  

Key talking points:

• Motivation is not a static quality, nor a byproduct of hard work. It requires effort and attention to cultivate.
• Managers that lead with authenticity pave the way for open and honest communication with their team. 
• Motivation is never a one-size-fits-all. Use the MOTIVE Framework to uncover your teams’ primary motivators, and understand how they can change over time.