In this episode of The Adapter’s Advantage podcast, host Mark Magnacca sits down with Mary Shea, General Manager at HireQuotient and a globally recognized thought leader in the future of work. Mary shares her insights on the evolving landscape of sales and revenue enablement, the transformative power of generative AI, and the critical role of upskilling for today’s professionals. Tune in to discover why staying ahead of the curve in technology and innovation is essential for success in a rapidly changing world.

In this episode of The Adapter’s Advantage podcast, Neil Patwardhan, Senior Vice President of Sales at Accenture, shares his experiences navigating cultural differences in B2B sales. Neil discusses his unique career journey from the United States to Singapore, highlighting the importance of adapting sales strategies to different cultural contexts. He emphasizes the value of building trust, both internally with teams and externally with clients, and offers practical insights into the nuances of doing business in Asia. Neil also explores how to effectively co-create localized sales strategies and the critical role of listening and understanding cultural norms in building successful client relationships. Tune in to gain valuable perspectives on mastering international sales and thriving in diverse markets.

In this episode of The Adapter’s Advantage podcast, host Deniz Olcay, Vice President of Marketing at Allego, welcomes Ben Pertton, Senior Director of International Enablement and Global Onboarding at RingCentral. Ben, an expert in sales enablement with a decade of experience, delves into the critical aspects of modern sales enablement. He discusses the importance of role-specific onboarding and the necessity of maintaining live training sessions alongside on-demand content. Ben also explores how RingCentral leverages AI tools like RingSense to enhance their training programs and streamline sales processes. He emphasizes the need for strong collaboration with sales operations and leadership to ensure effective pipeline management and successful enablement initiatives. Additionally, Ben shares valuable tips on utilizing professional networks, such as the Revenue Enablement Society, to support and enhance enablement efforts. Tune in to gain actionable insights and strategies from a seasoned enablement leader on how to measure success and make your sales enablement efforts impactful and aligned with business goals. Show notes: https://www.linkedin.com/in/benpurton/

Show Notes: https://www.linkedin.com/in/samrichter/

In Episode 62 of The Adapter’s Advantage podcast Hannah Ajikawo, Founder of Revenue Funnel, shares her insights into fixing the broken B2B buying experience. Discover how sales enablement can help buyers and the challenges faced by high-growth organizations. Explore strategies for value creation and service-oriented selling, including the power of Digital Sales Rooms (DSRs). Hannah created Revenue Funnel to push the boundaries of what’s possible and accepted in B2B organizations. She is obsessed with rethinking the ways organizations can continuously deliver value to their customers. A Mum, a Go-to-market Strategy Consultant, and an experienced sales leader. Hannah recently led the EMEA business at Skaled, building out global onboarding, training, and enablement programs for high-growth organizations. Show notes: https://www.revenuefunnel.co.uk/

Join host Mark Magnacca in an insightful conversation with Alycia Anderson, Senior Director of Sales Enablement and People Development at Total Expert. Discover how Alycia’s expertise in people development and sales enablement has transformed the way her organization operates. Learn about her journey of aligning business objectives, centralizing resources, and leveraging technology to improve efficiency, reduce friction, and empower teams.

In this episode, Mark Lonzo, Director of Sales Enablement at The Hillman Group, shares his journey of initiating change within his organization in order to future-proof its sales enablement function. Learn how Mark’s innovative approach, combined with the adoption of a comprehensive sales enablement solution, has transformed the way sales teams access and share information, leading to improved efficiency and customer interactions.

Mark Schulman, performance driver and celebrity drummer, discusses his career with musicians such as P!NK!, Cher, and Billy Idol; the importance of collaboration, and the significance of attitude and how it drives behaviors and outcomes in life.

Joe Sabatino has over 30 years of performance experience as an actor, comedian, television writer, and producer. In this episode, he shares his time-tested methodologies to engage an audience, eliminate nervousness, become self-aware, and understand audience psychology as well as lessons from his time playing professional football in Italy.

Marilyn Pearson Hendricks, MBA is the co-founder & managing partner of WorkTech Advisory, a global consultancy specializing in the human resources and work tech sector. In this episode, Marilyn shares how organizations can unlock the power of technology to open new revenue streams and why a cross-functional approach is a key factor for success in the SaaS playbook.

Melissa Finnegan, Vice President of Learning & Development at Lincoln Financial Distributors, discusses lessons from 25 years in the financial services industry, the successful launch of the Virtual Virtuoso training program, and how her team helps people be the best they can be in the role they’re in and prepare for the role that they ultimately want.

Senior Learning Strategist Emily Mason discusses the beauty of being a disruptor, the value of “throwing weird things out in the marketplace,” how to make sales training hyper-personalized, and the importance of giving sellers the tools to drive continual learning on their own.

Financial services executive Bill Harmon, chief client officer at Voya Financial, discusses selling with a greater purpose, the importance of a holistic approach to financial planning, how sellers can help clients prepare for retirement, and why improving employee benefits helps attract and retain top talent.

Sales strategists Ken and Nick Valla, co-founders of The Valla Group, discuss how their firm helps business-to-business sellers maximize performance. Learn why organizations must transform their training approach in a hybrid work environment, what sales leaders should do differently, and the key skills sellers need today.

Financial planning industry veteran Cheri Lytle shares her journey from coal miner’s daughter to head of practice management and advisor growth at JPMorgan Chase. Listen as she explores the power of grit and an independent mindset, how the pandemic changed financial planning, and why connection is a key ability for success.

Sales strategist Lori Richardson shares her journey from preschool teacher to sales superstar to industry thought leader. Listen as she dives into the role of technology in sales, the rise of sales enablement, and why coachability is critical for success.

In our 50th episode, Medtronic global training executive and proud member of the Citizen Potawatomi Nation, Ryan Thompson describes bringing his whole self to work, how to fuel growth through world class training, and the power of driving inclusion and diversity across the organization.

Keynote speaker, angel investor, futurist, and CEO Todd Hartley, one of Tony Robbins’ Business Mastery faculty speakers, shares remote selling secrets, how to use video to shorten sales cycles, and the importance of creating effortless buying experiences.

In this episode, Nimble Founder & CEO Jon Ferrara talks about how he went from selling PCs to launching a $100 million company, what it takes to be a successful entrepreneur, and how his life changed after a brain tumor.

Regional Sales Director Mitchell Haber, a top performer who has trained thousands of financial advisors, shares how he pivoted during the pandemic to find creative ways to reach the community.