The Sales Readiness Podcast is brought to you by SRG, a Part of SBI, a leading provider of customized sales and sales management training programs for companies seeking excellence. In this program, we share insights and strategies for Sales Operations, Sales Enablement, and Sales Managers, covering everything from enhancing sales skills and productivity and mastering negotiation tactics to leveraging technology in sales.
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July 23, 202526 min
The Missing Link Between Sales Playbooks and Performance
In the latest episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development at SBI, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results. They dive into recent research on manager enablement, the pitfalls that cause playbooks to fail, and the tactics top-organizations are using to drive real change. Key Takeaways: · A well-designed playbook without enablement is just noise.· Executive sponsorship is essential for adoption and impact. · AI presents an opportunity to deliver playbook insights directly into the sellers workflow.
June 26, 202525 min
A ‘Wicked’ Gainsight Recap: The Dual Forces Shaping Customer Success
In the latest episode of The Sales Readiness Podcast, our host, Ray Makela, Managing Director of Talent Development at SBI, is joined by Annie Stefano, Senior Training Consultant at SBI, to unpack their key takeaways from the recent Gainsight Pulse Conference. Ray and Annie share their firsthand insights on the evolving trends in customer success and enablement, highlighting the rising impact of dedicated customer education and the shift toward value-based outcomes. Key Takeaways: · The role of AI as a strategic partner to enhance customer journeys. · How customer education is becoming critical levers for customer success to achieve operational efficiency. · Why enablement leaders must evolve their teams to deliver outcomes-based value to drive growth.
June 23, 202532 min
Predicting and Preventing Revenue Impacting Mistakes
In this episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development, is joined by Christina Brady, CEO and Co-Founder of Luster.ai to explore why traditional sales training often falls short and how a data-driven approach can transform outcomes. The two dive into how AI and predictive analytics are setting a new standard for sales effectiveness. Key Takeaways -Relying on lagging KPIs like quota attainment is no longer enough to drive performance.-Practical strategies for building a scalable, customized program that delivers measurable outcomes. -How to uncover skill gaps by using predictive proficiency measurement tools. Watch on YouTube: https://youtu.be/G7IQ0teTos0 Follow SBI on LinkedIn: https://www.linkedin.com/company/sbi-growth/Visit SBI's Website: https://sbigrowth.com
June 10, 202524 min
Embedding Customer Success into GTM: Where Strategy Meets Execution
In this episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development, sits down with Annie Stefano, Senior Training Consultant, to continue their conversation on Customer Success. The two tackle what it takes to operationalize CS across the customer journey. Key Takeaways: · How to reduce friction between Sales and CS by establishing shared goals. · Metrics that showcase impact, including both leading and lagging indicators. · The evolving role of AI in CS.
June 4, 202523 min
Redefining the Role of Customer Success
In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Annie Stefano, Senior Training Consultant at SBI, to break down how to rethink Customer Success roles, close key skill gaps, and build enablement programs that help CS teams deliver commercial impact. Key Takeaways:-Three foundational skills every CS team needs today.-The value in defining the CS role to limit friction in the buying process. -Ways to say no to a customer that delivers more value.
May 29, 202528 min
Upskilling Frontline Sales Managers to Drive Sales Team Performance
In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team. Key Takeaways: • Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment. • The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller. • Competing priorities are the number one reason frontline sales manager training is overlooked. Review the research: https://sbigrowth.com/tools-and-solutions/closing-the-training-gap-for-frontline-sales-managers
May 29, 202527 min
Sales vs. Account Management: Why Role Clarity Matters More Than Ever
In this episode of The Sales Readiness Podcast, our host, Ray Makela, Managing Director of Talent Development at SBI, welcomes back Ethan Radoff, Partner at SBI, to unpack the nuances between sales and account management, and why getting it right matters more than ever. The conversation explores how today's complex customer journey demands clarity of the role, intentional segmentation, and tailored skill sets to drive results.Key Takeaways: • The traits and competencies that define top-performing salespeople vs. account managers. • How sales leaders can design org structures and success profiles that reflect today's customer expectations.• Why it’s increasingly unrealistic for one person to own the entire lead-to-renewal process.
March 13, 202525 min
Delivering Value to Executives: Avoiding Pitfalls and Driving Business Outcomes
In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executive Consultant, to share firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset and a tailored approach. Selling to executives presents a unique dynamic, and Ray and Sarah walk through tactics to deliver value at every step of the process.For many sellers, gaining access to executives can feel like an uphill battle. Despite these challenges the two highlight the importance of C-suite conversations to drive deals forward and uncover additional opportunities that lower-level conversations might miss.Key Takeaways:Common pitfalls to avoid including asking endless questions without providing strategic insight.Using RAMP as a structured approach to meeting key executives.Identifying when to approach the C-Suite in order to maximize value and avoid wasting their time.
February 6, 202521 min
Get Inside the Mind of Your Sellers: Harnessing the Power of Motivation and Vulnerability
In this Sales Readiness Podcast Episode, Ray Makela, SBI’s Managing Director is joined by Chasta Bair, SBI Senior Delivery Consultant, to explore the many challenges sales managers face when motivating their sellers. The two break down why motivation often feels like an afterthought, and how normalizing and encouraging these discussions can lead to significant improvements in performance.
With a strong focus on embracing vulnerability and creating an environment where your sellers can thrive, Ray and Chasta outline practical frameworks and techniques for improvement.
January 23, 202522 min
Sales Readiness Podcast: Navigating the Shift from Manager to Sales Coach
In this episode, SRG’s own Ray Makela, Managing Director, and Jeffrey Cordes, Senior Director of Training Services explore the critical role of sales coaching in developing frontline managers and boosting team performance. Together, they break down the key differences between management and coaching, the challenges faced when implementing effective coaching programs, and the essential mindset shift that managers must adopt to become truly effective coaches.
With a strong focus on feedback, accountability, and fostering a coaching culture, Ray and Jeffrey reveal how these elements are vital in driving sustained success within sales teams. If you're looking to improve your team's performance and create a culture that prioritizes growth and development, this conversation is a must-listen.
Key Takeaways:
- Coaching Drives Results: Effective coaching boosts individual growth and team performance, helping teams exceed quotas.
- Shift from Management to Coaching: Managers must focus on coaching for development, not just managing tasks, to build high-performing teams.
- Prioritize Coaching and Feedback: Make time for coaching and ensure feedback is a two-way process for continuous improvement.
- Address Issues Early and Celebrate Wins: Tackle uncoachable behavior early and celebrate small successes to boost morale and reinforce coaching value.
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