Podcast
Sales Management...On Steroids!
Hosted by Bob Junke, Adventace Founder & CEO, Author, Blogger, Podcaster · ENGLISH
I'm Bob Junke, Founder & CEO of Adventace. I've worked with sales executives, sales managers, and sales enablement professionals from around the world for 25+ years. My podcasts focus on helping them dramatically boost the performance of their sales people and their sales operations.
5episodes
Episodes
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Ep. 005 Sales Enablement Defined
May 1, 201800:06:48Tap to summarizeRecently I was asked by the Sales Enablement Society ("SES") to offer my definition of sales enablement, as an alternative to the one the Society's Definition Working Group came up with. The article I subsequently wrote was then published on their website and in various sales management magazines. I took this definition very seriously because I believe that it should serve as a beacon, identifying what we need to do to make sales enablement successful. So in this podcast I will define sales enablement and identify the six key infrastructure factors to consider, then discuss each.
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Ep. 004 Opportunity Assessment
Feb 21, 201800:05:14Tap to summarizeOpportunity Assessment is perhaps the most important function the first line sales manager should perform. In this podcast I'll discuss why opportunity assessment is a key tool for sales managers, how to do it, and the resulting benefits.
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Ep. 003 THE Key Sales Performance Metric
Feb 13, 201800:08:02Tap to summarizeWe have found that the number one problem confronting sellers - and therefore one of the most critical challenges confronting sales executives and managers - is that sellers call too low in buyer organizations. We call this pervasive problem "Selling Below the Power Line". Until properly managed, the average sales person wastes 40% of their time selling to buyers who cannot buy! By managing the A/B Ratio, sales management can quickly solve this problem. The result is more wins, dramatically improved pipelines, and a huge impact on individual careers.
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Ep. 002 Sales Enablement Effectiveness Gap
Feb 4, 201800:08:35Tap to summarizeHeinz Marketing studies in 2015 and 2017 concluded that there is "...a massive gap between the importance and effectiveness of Sales Enablement." In this podcast I'll discuss the Nine Factors that Create the Sales Enablement Effectiveness Gap. My objective is to identify these factors to help you and your organization determine where you may have sales enablement problems so that you can take corrective actions.
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Ep. 001 Create High Performance
Jan 29, 201800:06:54Tap to summarizeBob Junke spent several years working with many companies from around the world to determine how to create a high performance sales environment. The result is the seven conditions discussed in this podcast. By deploying these conditions companies can see dramatic outcomes that have included product sale increases that exceeded over 600% and predictive metric improvements of over 1900%.
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