Ep. 15: B2B Industry Sectors and the Way Forward

Featured speakers: Phil Luecht (EVP, Commercial Risk and Health Solutions, AON), Bill Reichenbacher (Vice President of Sales, Fastenal), Mark Kovac (Sr. Partner, Global Head of B2B Commercial Excellence Practice, Bain & Company)

On this episode of Live with Sales Leaders, we chatted with industry sales experts to learn how they adjusted their sales strategies over the last year and what the future of virtual selling looks like to them.

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Ep. 14: The Importance of Sales Insights

Featured speaker: Brian Frank (COO at Cameo)

In this episode, we'll talk to sales operations leader Brian Frank, COO of Cameo, about building a foundation of data with strategic sales insights and give viewers a first look at a brand-new LinkedIn Sales Solutions product.

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Ep. 13: Work in BETA: The Rising B2B Decision Makers

Featuring author and forecaster Lucie Greene, GWI Chief Research Officer, Jason Mander, and LinkedIn’s Ty Heath.

The discussion will cover the challenges and opportunities of our current environment, the changes in B2B decision making as the first cohort of digital natives (21-40) assume positions of seniority in business, and how companies and sales leaders can plan for what’s ahead.

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Ep. 12: Buyer First: A Vision for the Future of selling

Featured Speaker: Jonathan Lister, Vice President, LinkedIn Sales Solutions and Mary Shea, Principal Analyst, Forrester Research

We’ve reached a breaking point in the sales industry: our data suggest that buyers don’t feel that sellers are putting their needs first. Plaintively, they just want someone to listen to them. Buyer-damaging sales techniques are rampant these days, and we’re looking to raise awareness and infuse a new ethos in the selling process. Buyer First is a new and exciting model that represents the future of selling, be it virtual or eventually in person again.

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Ep. 11: The Age of Virtual Selling

Featured Speakers: Ryan Longfield, CRO, Gong and Vidya Drego, Director of Product Marketing, LinkedIn Sales Solutions

Not to be overly frank, but there’s no going back. We adapt and push forward. Some call it virtual selling, others call it digital selling. Heck, we even tried to make Modern Selling a thing. (It didn’t work as well as we hoped, but we’re still trying!) At the end of the day it’s about adding value and going to where you customers are -- Whether that’s the dining room table, a spare guest bedroom turned forever office, or the car because the kids are yelling about math and the dog is barking because they saw a squirrel. And that means maintaining and creating empathetic relationships from a distance. Virtually. Digitally. The shift has happened and we’re ready to embrace it.

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Ep. 10: The State of Sales 2020

Featured speaker and Hosted by: Kwesi Graves, Regional Sales Manager, LinkedIn Sales Solutions

LinkedIn's new global State of Sales research reveals that the sales sector is grappling with change. Our research shows that 70% of sales managers say that navigating their organizations through change is more important than five years ago. The research also identifies emerging trends, such as the embrace of virtual meetings, that are taking shape due to COVID-19's impact. Additionally, the research shows several enduring trends that are only accelerating in the current environment — trends such as the rising importance of virtual selling and data. Hosted by LinkedIn’s own Kwesi Graves, the show will feature global sales leaders discussing State of Sales findings and maybe favorite sourdough starters.

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Ep. 9: The Way to Create Value

Featured speakers: Richard Wiltshire (Head of Customer Success, North America, LinkedIn Sales Solutions) and Kristen Sutcliffe (Business Development Manager, Miller Heiman Group, now part of Korn Ferry)

Tomorrow’s sales organizations can be built today by leaders who balance short-term needs with long-term priorities. LinkedIn Sales Solutions understands that buyers are getting better at buying than sellers are at selling. Buyers have now come to expect immediate value from every interaction but sales organizations struggle to keep up.

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Ep. 8: The Rise of Account-based Selling

Featured speakers: Dan Sincavage (Co-Founder & COO, Tenfold) and Jen Spencer (VP of Sales & Marketing, SmartBug Media)

As we get closer to the elusive sales and marketing alignment, account-based selling (ABS) is now more important than ever. This episode covered topics on account-based methodology, account-based strategies, sales enablement on ABS, and many more.

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Ep. 7: A Definitive Look at Sales Management

Featured speakers: Nina Somerville (SVP, Commercial Cloud Sales, Salesforce), Jennifer Lagaly (SVP, Enterprise Sales, Salesforce), and Shannon McGovern (VP, Salesforce)

The Sales Management process is a crucial element of thriving versus only surviving. On this episode of Live with Sales Leaders, we collaborated with Salesforce on a special broadcast featuring an all-star panel from the Salesforce executive team. Join us for a dive deep on how managing sales talent, collaborating with key stakeholders, and leveraging the power of technology takes a sales management strategy from just good to great.

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Ep. 6: Building Trust across the Buying Committee

Featured speakers: Craig Rosenberg (TOPO), Dan Gottlieb (TOPO)

The expansion of buying committees is one of the most prominent B2B sales trends. Demystifying the buying committee is the first step to winning over the entire sales org and closing that oh-so-sweet deal. On this episode of Live with Sales Leaders, we have two experts from TOPO, Dan Gottlieb and Craig Rosenberg, to reveal the secrets of building trust across the buying committee and enabling sales professionals to close deals.

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Ep. 5: Strategies to Improve Sales Efficiency

Featured speakers: Sam McKenna (LinkedIn), Roderick Jefferson (Roderick Jefferson & Associates, LLC), and Gabe Villamizar (Lucidchart)

According to LinkedIn’s State of Sales report, which surveyed more than 2,500 sales professionals around the globe, salespeople spend an average of 65% of their time on non-selling activities. This episode will cover actionable tips on how to increase sales efficiency and strategies on how to maximize your sales process.

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Ep. 4: Marketing's Role in Enabling Modern Sellers

Featured speakers: Justin Shriber (LinkedIn) and Mary Shea (Forrester)

Evolving buyer dynamics have thrust the Sales Enablement function into the spotlight. Winning companies are ensuring sales and marketing teams work together to support this critical need. In this episode, LinkedIn’s VP of Marketing, Justin Shriber, and featured speaker, Mary Shea, Principal Analyst at Forrester Research, will dive into the modern world of Sales Enablement, particularly marketing’s role in enabling the modern seller.

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Ep. 3: The Transformation of the Selling Process

Featured speakers: Alyssa Merwin (LinkedIn) and Renee Knee (Microsoft)

To continue the conversation on the State of Sales, we’re bringing together sales leaders from both LinkedIn and Microsoft to share what it takes to be successful in sales. We'll discuss the importance of building relationships at scale by tapping into advanced sales technologies to engage with the right contacts faster while fostering human connection and trust.

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Ep. 2: The LinkedIn's Sales Playbook

Featured speakers: Tenny Wan (LinkedIn), Jordan Pouliot (LinkedIn), and Ben Brier (LinkedIn)

Get an insider’s look into how the LinkedIn teams acquire, retain, and grow customer accounts. We’ll cover unique perspectives from our sales organization (Sales Manager, Account Executive, and Relationship Manager), how they work together, and best practices, tactics, and strategies on how LinkedIn sell.

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Ep. 1: Strategies for Managing Pipeline

Featured speakers: Andy Kellam (LinkedIn), Kristina Sieper (LinkedIn), and Laura Maffucci (LinkedIn)

Managing and creating a healthy sales pipeline is hard. When it comes to pipeline management, there are many blind spots that prevent reps from closing deals and winning more revenue and leave managers with missed targets and inaccurate forecasts. Our LinkedIn panel will discuss strategies for managing pipeline and reducing risk from a manager and rep’s perspective.

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