The Sales and Marketing Management Podcast
Sales & Marketing Management podcast episodes are designed to provide insights on trends and strategies on a broad range of B2B sales and marketing topics. We do this through discussions with thought leaders, researchers and practitioners. Topics include sales and marketing technology, training, incentive programs, recognition and offsite meetings.
Episodes
19 episodes
It's Not Your Leaders, It's Your Team
"Always remember," states James Chitwood in his book Leadership Is Not Enough, "the adage says when things go wrong, it's because of the leader, but when things go right, it's usually because of the team."In this podcast convers...
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35:08
Become the Manager You Want To Be (and Others Need)
Sabina Nawaz is a former Microsoft manager who advises C-level executives and leaders at Fortune 500 corporations, government agencies, nonprofits and academic institutions.Her new (and first) book ...
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28:20
Two Bots Talking About Donald Trump's Leadership Style
We used NotebookLM, an AI-powered collaboration tool that creates audio summaries, to cull the highlights of our Focus Report feature on the leadership style of Donald Trump<...
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18:13
What Sustainable Farming Can Teach Us About Leadership
Britt Yamamoto is a leadership consultant, entrepreneur and professor at the University of Washington's Department of Global Health.In this podcast conversation, he discusses some of the lessons he learned working on a sustainable farm i...
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48:18
Leadership and How It's Learned
Russ Hill was promoted to mid-management early in his radio broadcasting career. He floundered and was nearly fired without ever being told how to convey the company's priorities to his team.He has incorporated the lessons learned from t...
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39:19
A Closer Look at Sales Enablement
There has been a lot of talk about sales enablement in the past several years. "Sales enablement specialist" is one of the fastest-growing job titles on LinkedIn.But what is it, exactly?The truth is it's different things for diffe...
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32:23
The Direct Link Between Data Intelligence and Positive Customer Experience
In 2025, data intelligence has moved from being a competitive advantage to an operational necessity. Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those com...
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28:13
Identifying Yours (and Others') Primary Appreciation Language
Can you identify how you like to be shown appreciation in the workplace? Do you know your colleagues' preferences? In our continuing discussion with Paul White, we explore why it's important to understand your own primary and secondary language...
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20:48
The Power of Praise In the Work Environment
In our continuing conversation with Paul White, author of "The 5 Languages of Appreciation in the Workplace," we discuss why praise is such a powerful motivator. Words of affirmation is the top language of appreciation for nearly half of all wo...
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28:59
The 5 Languages of Appreciation in the Workplace with Paul White
You may have heard of, or even read, Gary Chapman's "The 5 Love Languages." Paul White, a psychologist whose work focuses on workplace engagement and building better work relationships, thought Chapman's five love languages could be adapted to ...
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36:03
Michael Hinkle on Breaking a Sales Slump
We were putting together a Focus Report on rebounding from a slow sales period and Michael Hinkle held up his hand as someone who has been through it and who now helps other...
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31:19
Julie Thomas on the Power of Value Selling
B2B buyers have changed dramatically over the past few years, so why haven't B2B salespeople?Julie Thomas, President and CEO of ValueSelling Associates, says product-led sales no longer works in an era of self-educated buying teams. It'...
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27:48
Generative AI's Impending Impact on B2B Sales
Gartner Director Analyst Adnan Zijadic discusses his report "How...
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36:13
The Behaviors and Skills Sales Leaders Care Most About
In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "
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29:38
The Sales Metrics That Every Manager Should Be Tracking
Sales trainer Amy Franko shares highlights from a webinar she presented for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales trainin...
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38:51
Stephanie Harris on Group Incentive Travel Trends
Stephanie Harris is a veteran of the non-cash incentive industry and, for the last three years, president of the Incentive Research Foundation. We spoke with her about emerging trends in group incentive travel, including designing events for to...
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28:20
Digital Sales Transformation and the Pitfalls to Avoid
Doug Bushée, an analyst at Gartner Sales Practice, explains what we're talking about when we talk about digital sales transformation - and he reviews three common pitfalls to avoid,
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35:29
Michael Bungay Stanier - How to Work With (Almost) Anyone
Michael Bungay Stanier is an author, speaker and entrepreneur with a background in leadership development. His latest book is "How to Work With (Almost) Anyone: Five Questions for Building the Best Possible Relationships."Collabor...
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36:02
The Unsold Mindset: Why the World's Greatest Sellers Are the Opposite of Who You Think They Are
Collin Coggins and Garrett Brown set out to research and write about the commonalities between the world’s greatest sellers. They discovered that authenticity and what they call “intentional ignorance” are key traits among those who sell best.<...
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34:12