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The Buyer Enablement Podcast

The Buyer Enablement Podcast

By SalesReach.io
The biggest problem facing businesses today is not a selling problem it's a buying problem.

Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.

That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.

Hosted by Josh Fedie who connects you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders on this show.
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EP10 "Global Pandemics Accelerate Trends That Are Already There" With Dan Tyre of HubSpot on The Buyer Enablement Podcast

The Buyer Enablement Podcast

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EP.17 "Objective Behind The Action: Featuring Hannah Ajikawo
On this 17th episode of The Buyer Enablement Podcast we meet with an extraordinary individual, Hannah Ajikawo of Skaled & Sistas In Sales.  Titled "Objective Behind The Action" we dive deep into how the role of a sales professional has changed, and because of that, how the expectations of their role should too.  This was a fire conversation. We will surely rub someone the wrong way on at least a couple of occasions. That being said, all opinions are coming from two people focused on the future of sales. Only history will tell if we are thinking in the right direction or not.   Cheers,   Josh Fedie   More About The Host:   linkedIn: https://www.linkedin.com/in/joshfedie/ Website: https://www.salesreach.io/  More about Hannah:   LinkedIn: https://www.linkedin.com/in/hannah-ajikawo/
50:09
March 08, 2022
EP.16 of the Buyer Enablement Podcast "Sell The Way You Buy" with Guest David Priemer
Welcome to another episode of the Buyer Enablement Podcast Produced by SalesReach and Hosted by Josh Fedie.   On this episode we chat with the author of "Sell The Way You Buy" David Priemer to discuss buyer motivations, building trust in the sales process and among other things, what The Karate Kid has to do with sales.   An "accidental salesperson", David actually started his career as a research scientist. How does that happen? You do not want to miss this episode. Many take-aways and knowledge to step up your game in your customer facing role. MORE ABOUT THE HOST Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST LINKEDIN: https://www.linkedin.com/in/dpriemer/ WEBSITE: https://cerebralselling.com/book/
44:11
November 16, 2021
EP.15 "Healthy Friction" with James Kaikis of The PreSales Collective
From the Host: Maybe I've been living under a rock, or maybe I just wasn't paying attention, but the title of "PreSales" seemingly came out of nowhere for me only recently and I was immediately interested in learning more. In reality, this role has existed for quite some time, but as our guest James Kaikis, Co-Founder of The PreSales Collective explains in this episode, the actual role has changed significantly just as many other revenue driving roles have in recent years. Essentially, a PreSales professional is a co-pilot to revenue driving teams. Not just sales. A PreSales professional is the glue that binds customer expectations and outcomes starting with a sales team and leading in to customer success, onboarding, training and eventually contract renewals. PreSales has a focus on the full customer lifecycle. With the way the modern buyer buys, this role has never been more important. If you are like me and had very little understanding of this role previously, or if you have not watched how this role has changed in todays environment, this will be an incredible episode for you and will likely inform some changes in your organizations focus on customer happiness.  MORE ABOUT THE HOST Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST LINKEDIN: https://www.linkedin.com/in/jameskaikis/ WEBSITE: https://www.presalescollective.com/
40:19
June 03, 2021
EP.14 Creating The Story With Your Customer Featuring Scott Ingram
Buyers have changed in the way they buy. And because of this some new proven strategies have emerged (some of which have been there all along, it's just we simply forgot or became lazy in our approach).   One of those strategies is creating the story with your customer. Truly aligning with them to understand what success looks like and ensuring that both sides are working together to reach the intended goal.    This episode with sales legend Scott Ingram is a crash course in putting your customer first and finding mutual success now and into the future.   Scott is a quota carrying sales professional, author and podcast host. And because of this he is constantly surrounded by the industries best and brightest. Join us and extract some of the incredible value only he is able to share.   MORE ABOUT THE HOST  Learn More about SalesReach: https://salesreach.io  Connect with Josh: https://www.linkedin.com/in/joshfedie/   MORE ABOUT THE GUEST  LINKEDIN: https://www.linkedin.com/in/scottingram/  WEBSITE: https://www.relationshipone.com/  WEBSITE (Sales Success Media): https://top1.fm/
45:42
May 17, 2021
EP.13 Get to Know Knowlton with Dan Knowlton
From Josh Fedie, CEO & Founder of SalesReach.io and Host of The Buyer Enablement Podcast   Storytelling has always been an important aspect in drawing consumers to your product or service. But with how buyers are making decisions today, it has never been more important.  And when we find brands that can not only inform, but also entertain, that is when the magic happens. That is where the evangelism grows.    This is a role commonly held by our friends in marketing departments, but today we are also seeing a rise in thought leadership, storytelling and content production from customer facing teams in business development and customer success that have found that they too, as individuals have incredible influence.    But how do you craft your strategy? How do you tell your story?    This is the hard part for many.   To help us better understand the How and Why in this space, I pulled in one of the content producers I admire most.    Dan Knowlton, co-founder of the marketing agency Knowlton has been producing (with his co-founder & brother Lloyd) some of the absolute best content I have seen on Linkedin. After being a fan from afar for a while, I decided it was time to actually meet and gain access to some of his wisdom in this space.   If you are getting started with content production, or looking to up your game to build your personal brand, business brand and/or create advocacy around your product or service, this is the episode for you.  Thanks for tuning in!  - Josh MORE ABOUT THE HOST Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST LINKEDIN: https://www.linkedin.com/in/danielknowlton1/ WEBSITE: https://knowltonmarketing.co.uk/
38:36
April 21, 2021
EP.12 The Mo You Know with Mo McKibbin of Moxion on The Buyer Enablement Podcast
Join Host Josh Fedie of SalesReach as he speaks with Mo Mckibbin, Head of customer success at Moxion. This episode dives deep into Customer Success. As we are all finding in our business development efforts, Experience is Everything. But the experience of working with your company should not only be a focus when securing business, it should remain consistent through the deal into all aspects of working with your customer. In a recent article published by PWC titled Experience is Everything, it was reported that 86% of customers will choose to work with the vendor providing a better buying experience even if the price is higher than the other options. From there it is easy to understand that maintaining a better experience should result in happier customers less likely to change vendors. And who better to maintain the customer satisfaction than your customer success teams. Let's give them the focus and support they deserve. They are more responsible for our business growth than we many times admit. MORE ABOUT THE HOST Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST LINKEDIN: https://www.linkedin.com/in/momckibbin/ WEBSITE: https://www.moxion.io/
55:59
March 31, 2021
EP.11 Let's Start a Sales Rebellion with Dale Dupree
Join Host Josh Fedie of SalesReach as he speaks with Dale Dupree, the Leader of The Sales Rebellion.    What is a Sales Rebellion?   In Dales words: "A tight knit community. Relationships. People. The ability to speak into and impact others lives. The ability not just to sell something but to change the game for the individuals that we want to serve in the first place.    The Sales Rebellion stands for People over Products, Community over Commission Checks, Experiences over Performing Pitches and Fellowship over Negotiations."   This is the message we all need to hear on repeat.   Thanks for tuning in and be sure to give our podcast a follow wherever you prefer to listen.   Learn More about SalesReach: https://salesreach.io      Connect with Josh: https://www.linkedin.com/in/joshfedie/   MORE ABOUT THE GUEST     LINKEDIN: https://www.linkedin.com/in/copierwarrior/  WEBSITE: https://www.thesalesrebellion.com/
54:51
March 10, 2021
EP10 "Global Pandemics Accelerate Trends That Are Already There" With Dan Tyre of HubSpot on The Buyer Enablement Podcast
A note from Josh Fedie, Founder of SalesReach and host of The Buyer Enablement Podcast about this episode:   Smarketing. It's a word you either love or hate. But that does not change the fact that the relationship between Sales and Marketing roles functioning together are more critical today than they have ever been.   If you work in a customer facing role, I don't need to tell you that sales has changed.  You experience this every day.   This episode is not to discuss just what has changed, but how you can refine your efforts to change within the new framework of buyer expectations with the goal of helping you find success in your business development and customer success activities. And if you're in a marketing role, to help shed some light on what your team-members in the trenches are going through so you can better support them in the pursuit of revenue.   Helping to deliver this message is Dan Tyre. An individual that is no less than epic. An advisor to multiple startups, 5-time startup founder and 6th employee of HubSpot who has helped them reach incredible milestones in revenue, but more importantly helped thousands of companies learn from the inbound methodology and find success themselves.    Dan is a personal friend, an incredible resource, and a wealth of knowledge always looking to be of help to anyone.   If you don't yet know Dan, join me and get to know a little more about him.    Thanks for joining me and Get Ready To Learn!   - Josh
55:38
March 03, 2021
EP9 "Givers Mindset" with the author of Selling from the Heart Larry Levine on the Buyer Enablement Podcast
ABOUT THIS GUEST (From Linkedin, in their own words) If there is ever a time to recapture and get reacquainted with your heart, it is right now. We all have stories? How well are you sharing your story? How many are even listening?  My journey started in 2014. I was facing the challenge of prospecting for new business in one of the country’s most competitive markets. I secured over $1.3 million in new business by integrating the use of social, authenticity and giving a rip. I firmly believe in life we all have our “a-ha” moment. The success I had with social has been mine. I have the bumps, bruises and scars to prove it. The greatest fulfillment in life is when I give back to others.  We live in a technology-driven world. However, the foundations of all we do are built on human-to-human interaction. I envision a sales world where authenticity, integrity and heart are brought to the forefront.  In these challenging, turbulent and uncertain times, we must bring our hearts to what we do.  How do you stand out?  How do you appeal to customers as buying habits change?  Today’s buyer being digitally savvy, is armed with instant access to information on Google and pre-screens reps based on what they find online.  Buyers now can weed out sales professionals via social outlets before they even meet. Sales professionals must position themselves as helpful experts. Being helpful and being seen as an expert becomes a catalyst in changing the perception of how sales professionals are viewed.  What makes you any different from all the other salespeople out there? How well are you connecting and relating to your clients? My promise is to coach you with the same tactics and playbook I developed which led to amazing results. There is no B.S. No fluff. All heart. All through a practitioners viewpoint.  With servant leadership, I bring my heart, my spirit, extreme focus, authenticity and dedication; supported by my understanding of what a day in the life of a sales professional is like. I do this because I care. I do this because it makes a difference. Are you ready to refuel, restore and reboot your relationships? My mission is to help your sales team sell more!  ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy. Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST  - LINKEDIN: https://www.linkedin.com/in/larrylevine1992/ WEBSITE: https://www.sellingfromtheheart.net/
48:31
January 25, 2021
EP8 Selling During Crisis with Jonathan S. Otero
ABOUT THIS EPISODE FEATURING JONATHAN S. OTERO Jonathan is the Founder & Lead Trainer of Digital Sales Sync and the Host of the Selling During Crisis Podcast. Digital Sales Sync is a Social Selling Training company based in Orlando, FL. created out of a need to reinvent himself in his sales role. In order to standout he decided to dive into learning and understanding the power of social selling, but where to start? He questioned how do I even build my brand? What tools could I use to get my prospects to want to meet with me?  So he experimented, networked, and failed forward into learning. Eventually he learned enough to where he was being asked to help his peers with the new skill he had honed. And then a major life event happened, he got fired from his job.  What do I do now? That's when the blessing happened and he realized not only had he developed a new skill but he also built a brand. The one thing nobody can take away. That's how Digital Sales Sync was born. Through studying mentors and experts, mixed with personal experiences, he created a Social Sales Training that teaches anyone who wants to learn how to: CONNECT, CONVERT, & CLOSE ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of Buyer Enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io  Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST  -  LINKEDIN: https://www.linkedin.com/in/askotero/ WEBSITE: https://www.digitalsalessync.com/
50:44
January 08, 2021
EP7 How to Be A Go-Giver with Larry Long Jr.
ABOUT LARRY LONG JR. Larry is the Director of Collegiate Sales Teamworks. Experienced Sales Leader with a demonstrated history of success in SaaS sales. Passionate about coaching, and a proven track record of hitting goals and helping sales professionals take their game to the 'next level'. Strong sales professional highly skilled in: Sales, Team Development/Leadership/Motivation, Sales Training, Sales Development, Cold Calling, Enterprise Software, and Sales Operations. ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST  - I'm a believer that we all have greatness inside, and must intentionally work to tap into and maximize it. Please do not hesitate to contact me directly if I can be of assistance in helping you be great...Don't Stop, Get It-Get It! Follow Larry on LinkedIn for his #MidweekMiddayMotivationalMinute series and more. LINKEDIN: https://www.linkedin.com/in/longjr7/ EMAIL: longjr7@hotmail.com WEBSITE: https://www.teamworks.com/
38:56
December 29, 2020
EP6 Transparency Sells Better Than Perfection with Todd Caponi of The Sales Melon
ABOUT TODD CAPONI For as long as I can remember, I have been enamored with behavioral and decision science research. Combine that with my love for sales methodology/philosophy and learning theory, I've opened doorways to simple solutions to everyday sales, leadership, and learning challenges. So, that's what I do: speak, teach, and write - in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience. ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST  - The future of sales is radically transparent. Are you ready for it? Grab Todd's book "The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results" on Amazon Audiobook, paperback, or hardcover. LINKEDIN: https://www.linkedin.com/in/toddcaponi/ WEBSITE: https://www.transparencysale.com/
49:36
December 28, 2020
EP5 Being Desperate Never Closes with Joe St. John of AutoFi
ABOUT JOE ST JOHN  Joe is a dealership veteran with over 15 years of experience, from Salesperson to General Manager. Prior to AutoFi, he was the National Director of Training at Innovative Aftermarket Systems   ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE AUTOFI  AutoFi is an e-commerce software platform that allows car buyers, for the first time, to purchase and finance a car entirely online. AutoFi’s platform connects an auto dealer’s customers to a network of lenders, providing a fast, mobile-first checkout experience.  - Email: joe@autofi.com  - Website: www.autofi.com - Joe's Podcast: The Lot  https://thelot.libsyn.com/
48:26
December 16, 2020
EP4 #SocialSelling with Daniel Disney of The Daily Sales
ABOUT DANIEL DISNEY Daniel Disney helps companies, sales teams, and sales leaders sell MORE with LinkedIn, it’s that simple. More leads, more pipeline, more revenue, more customers, and more business. He also runs The Daily Sales, LinkedIn's most popular community for salespeople and sales leaders. We have over 600,000 followers growing every single day. We work with companies who are selling products or services to sales teams to help them reach that audience.   ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST If you would like to discuss any of the above in more detail please feel free message me on LinkedIn or contact me on:  Email: danieldisney@thedailysales.net Twitter: @thedandisney Website: danieldisney.online YouTube: https://www.youtube.com/channel/UCODfbe58FTIGHGSafh3S6nQ/featured
53:29
November 17, 2020
EP.3 All Brand No Sales w/ Shiv Narayanan, Founder of How to SaaS
Shiv Narayanan is the CEO and founder of How To SaaS. He was the former CMO / CRO of Wild Apricot from and helped the business grow to $20M in ARR without a sales team—full stop, wow.  Shiv is an expert in designing marketing programs and finding the right mix of marketing activities that work. Wild Apricot is an incredible growth story, and they never had a sales team. In episode 03 he breaks down a few things: Why giving demos and sales calls is the bare minimum, and what more you can do. Shiv also goes deep on how marketers should be scaling content. Here's one of Shiv's secrets: your personal brand is a nurturing channel, and guess what? Your buyer is already there, scoping you out. Shiv's got a whole lot more on this episode.    ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem.  Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward.  That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy.  Hosts Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io    Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE FROM SHIV NARAYANAN ON THE SALESREACH BLOG    ABOUT THE GUEST Shiv is the CEO of How To SaaS, he helps SaaS companies build a high-performance marketing system to drive top-line revenue growth and enterprise value.    Shiv's LinkedIn Profile: https://www.linkedin.com/in/shiv-n22/   Learn more about How To SaaS! https://www.howtosaas.com/
39:34
October 13, 2020
EP. 2 You Are Your Own Differentiator with Ethan Beute
THE BUYER ENABLEMENT PODCAST Ethan Beute is the Chief Evangelist for BombBomb. He breaks down why you are better face-to-face when it comes to driving engagement in B2B—even post-pandemic. He advocates for video messaging in your business development efforts and explains exactly how you can scale creating personal connections with an asynchronous video. Before you click send consider how your message will come across. For many the best way is just a simple conversation. Sellers need to consider their medium for content. You are your own differentiator, listen for more on how to make the most of your one shot to connect with your buyer. WATCH THE FULL VIDEO on our YouTube Channel. The biggest problem facing businesses today is not a selling problem it's a buying problem. Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward. That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy. Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/  ABOUT THE GUEST Ethan Beute is the Chief Evangelist of BombBomb. He brings video messaging to marketing and sales professionals. Enjoy clearer communication, human connection, and higher conversion with personal videos! Ethan's LinkedIn Profile: https://www.linkedin.com/in/ethanbeute/ Learn more about Bombbomb! https://bombbomb.com/
57:26
September 14, 2020
EP.1 Speed Wins with Todd Hockenberry
THE BUYER ENABLEMENT PODCAST TODAY, our guest on The Buyer Enablement Podcast is Todd Hockenberry, and he laid down the real buyer journey rapid fire then went right into what that means for sales leaders. Sales reps are a channel not the channel for information. Buyers don't care where they get information so long as its fast, easy, and brings the future into the now. Reps can do it all if they recognize how buyers actually buy. Listen for more on how to map your sales process to the buyer journey.  WATCH THE FULL VIDEO on our YouTube Channel. The biggest problem facing businesses today is not a selling problem it's a buying problem. Simple transitions or complex solutions, no matter what your business’s approach to revenue is, it seems buyers never feel confident enough to move forward. That’s where this podcast comes in. To bridge the growing gap between the old way of sales and the new way people buy. Host Josh Fedie Founder & CEO of SalesReach.io is here to connect you with real stories of buyer enablement. Get winning tactics and actionable takeaways from experts and revenue leaders. Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ ABOUT THE GUEST Todd Hockenberry, is a Consultant | Advisor | Coach (Industrial Inbound, Manufacturing Marketing, Inbound Marketing), helping B2B leaders drive growth, align with buyers, build marketing/sales strategies, and develop the mindset to grow.  Todd's LinkedIn Profile: https://www.linkedin.com/in/toddhockenberry/ Learn more about Top Line Results https://www.top-line-results.com/
01:01:18
August 27, 2020