The Sales and Marketing Management Podcast

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 in the Japan countryside that can be applied to leadership roles in business and in life. It's the subject of his book, "The Soil of Leadership: Cultivating the Conditions for Transformation."

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 different people. In this episode, we talk with Deniz Olcay, vice president of marketing at Allego, about the emergence of sales enablement and how companies can maximize their investment in sales enablement technology. Our interview with Olcay is part of a larger repor...

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 of appreciation. Also, in the interest of promoting peer-to-peer appreciation, it helps to spread the word on everyone's preferences for appreciation. As White says, "Not only do you want to hit the target, you don't want to step in the mud and make a...

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 the workplace to create healthier, more product work environments. In 2011, he and Chapman published "The 5 Languages of Appreciation in the Workplace." It has sold more than 600,000 copies. Employees who feel appreciated are more engaged, more produc...

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's all about bringing value to prospects and making sure they understand your value. But they can't understand your value unless you - or your reps - do. How you sell is just as important what you sell.

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 "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them."

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 today's multigenerational work force.

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." Collaboration is what workplaces are all about, yet work relationships are usually left to chance. Bungay Stanier offers insights on why it makes sense to have admittedly awkward conversations about how you will work together before discussing what work you will do.