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The Sales and Marketing Management Podcast

Paul Nolan

23 episodes

1 month ago

Art Fromm started as an engineer and implementer of software applications before he became a sales professional and sales manager. Building on that experience, for the past 25 years he been in sales enablement roles, including starting his own company, Team Sales Development, in 2009, helping clients increase win rate, margins, revenues and client satisfaction. He helps presales and sales teams establish value and sell complex solutions from software to IT to telecoms to supply chain. In this...

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Art Fromm started as an engineer and implementer of software applications before he became a sales professional and sales manager. Building on that experience, for the past 25 years he been in sales enablement roles, including starting his own company, Team Sales Development, in 2009, helping clients increase win rate, margins, revenues and client satisfaction. He helps presales and sales teams establish value and sell complex solutions from software to IT to telecoms to supply chain. In this...

Show more...

Episodes (20/23)

The Sales and Marketing Management Podcast

Bridging the Gap Between Sales and Presales

Art Fromm started as an engineer and implementer of software applications before he became a sales professional and sales manager. Building on that experience, for the past 25 years he been in sales enablement roles, including starting his own company, Team Sales Development, in 2009, helping clients increase win rate, margins, revenues and client satisfaction. He helps presales and sales teams establish value and sell complex solutions from software to IT to telecoms to supply chain. In this...

1 month ago

41 minutes

The Sales and Marketing Management Podcast

Two Bots Talking About Value Perception of Non-Cash Rewards

What level of spending is required to get employees excited about a non-cash recognition offer? The Incentive Research Foundation conducted extensive surveys to find out. It turns out effective reward values are dependent on multiple factors, including employee role and salary. And reward value isn't the only determinant of success with a recognition program. We Used Google NotebookLM to have our favorite two bots talk about the interesting findings from this research.

1 month ago

20 minutes

The Sales and Marketing Management Podcast

Two Bots Talking about Creating a Workplace Culture of Authentic Recognition

We used Google's AI-driven NotebookLM to create this conversation about the importance of recognition in the workplace and how it's only impactful if a company first establishes an environment in which employees feel they matter. Rewards beyond a paycheck or cash bonus are essential to increasing employee engagement. However, missteps in such an endeavor can be worse than doing nothing at all.

2 months ago

17 minutes

The Sales and Marketing Management Podcast

Where Do You Want to Go Today? Tales from an Incentive Travel Planner

Marc Matthews makes memories for a living. The founder and CEO of Pulse Experiential Travel creates incentive travel experiences for reward recipients - as few as one or as many as several hundred. There's almost no event Matthews can't gain entree to. Did you know you can reward your star performers by getting them into Elton John's Oscars viewing party? In this episode, Matthews shares how he created his career of more than 40 years almost by accident. He provides insights on incentive trav...

3 months ago

42 minutes

The Sales and Marketing Management Podcast

It's Not Your Leaders, It's Your Team

"Always remember," states James Chitwood in his book Leadership Is Not Enough, "the adage says when things go wrong, it's because of the leader, but when things go right, it's usually because of the team." In this podcast conversation, Chitwood explains why a true performance culture continues to do what it does whether or not the leader is there. Chitwood, a former Army infantryman and an accomplished turnaround consultant, says companies continue to overinvest in leaders, even though their ...

3 months ago

35 minutes

The Sales and Marketing Management Podcast

Become the Manager You Want To Be (and Others Need)

Sabina Nawaz is a former Microsoft manager who advises C-level executives and leaders at Fortune 500 corporations, government agencies, nonprofits and academic institutions. Her new (and first) book is titled, "You're the Boss: Become the Manager You Want to Be (and Others Need)." It's an executive coach in book form. In this podcast episode, we discuss some of the key points from the book, including common traps for new managers; how to deal with power gaps between managers and their team me...

4 months ago

28 minutes

The Sales and Marketing Management Podcast

Two Bots Talking About Donald Trump's Leadership Style

We used NotebookLM, an AI-powered collaboration tool that creates audio summaries, to cull the highlights of our Focus Report feature on the leadership style of Donald Trump. Don’t want to wade through the 3,300-word article? This 18-minute podcast-style conversation between two bots covers the most important points.

4 months ago

18 minutes

The Sales and Marketing Management Podcast

What Sustainable Farming Can Teach Us About Leadership

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."

4 months ago

48 minutes

The Sales and Marketing Management Podcast

Leadership and How It's Learned

Russ Hill was promoted to mid-management early in his radio broadcasting career. He floundered and was nearly fired without ever being told how to convey the company's priorities to his team. He has incorporated the lessons learned from that experience into the Lead In 30 leadership development program he offers through his company, Lone Rock Leadership. In this podcast, Hill explains three key things that Lone Rock research has uncovered that companies who develop strong leaders do well. Hil...

5 months ago

39 minutes

The Sales and Marketing Management Podcast

A Closer Look at Sales Enablement

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...

5 months ago

32 minutes

The Sales and Marketing Management Podcast

The Direct Link Between Data Intelligence and Positive Customer Experience

In 2025, data intelligence has moved from being a competitive advantage to an operational necessity. Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

6 months ago

28 minutes

The Sales and Marketing Management Podcast

Identifying Yours (and Others') Primary Appreciation Language

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 m...

7 months ago

20 minutes

The Sales and Marketing Management Podcast

The Power of Praise In the Work Environment

In our continuing conversation with Paul White, author of "The 5 Languages of Appreciation in the Workplace," we discuss why praise is such a powerful motivator. Words of affirmation is the top language of appreciation for nearly half of all workers. White explains why praising colleagues is not as simple or intuitive as it may seem, and why words of affirmation can't just flow from managers to subordinates.

8 months ago

28 minutes

The Sales and Marketing Management Podcast

The 5 Languages of Appreciation in the Workplace with Paul White

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 productive...

1 year ago

36 minutes

The Sales and Marketing Management Podcast

Michael Hinkle on Breaking a Sales Slump

We were putting together a Focus Report on rebounding from a slow sales period and Michael Hinkle held up his hand as someone who has been through it and who now helps other companies break sales slumps.Hinkle, like a lot of salespeople, didn't intend to go into sales. After 30-plus years of selling, he founded his California-based sales consulting and coaching business, JBI (Just Buy In).In this podcast, we talk about how he helps client companies reverse sagging sales, why mindset is so cri...

1 year ago

31 minutes

The Sales and Marketing Management Podcast

Julie Thomas on the Power of Value Selling

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.

1 year ago

27 minutes

The Sales and Marketing Management Podcast

Generative AI's Impending Impact on B2B Sales

Gartner Director Analyst Adnan Zijadic discusses his report "How Generative AI Will Revolutionize Sales Force Automated Platforms." What does it mean for B2B sales leaders? What steps need to be taken to keep up with this headline-making technology?

1 year ago

36 minutes

The Sales and Marketing Management Podcast

The Behaviors and Skills Sales Leaders Care Most About

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."

1 year ago

29 minutes

The Sales and Marketing Management Podcast

The Sales Metrics That Every Manager Should Be Tracking

Sales trainer Amy Franko shares highlights from a webinar she presented for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

1 year ago

38 minutes

The Sales and Marketing Management Podcast

Stephanie Harris on Group Incentive Travel Trends

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.

1 year ago

28 minutes