The Sales Readiness Podcast™
Episodes
The Missing Link Between Sales Playbooks and Performance
23 Jul 2025
Contributed by Lukas
In the latest episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development at SBI, is joined by Charlie Dorrie...
A ‘Wicked’ Gainsight Recap: The Dual Forces Shaping Customer Success
26 Jun 2025
Contributed by Lukas
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...
Predicting and Preventing Revenue Impacting Mistakes
23 Jun 2025
Contributed by Lukas
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...
Embedding Customer Success into GTM: Where Strategy Meets Execution
10 Jun 2025
Contributed by Lukas
In this episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development, sits down with Annie Stefano, Senior Training Con...
Redefining the Role of Customer Success
04 Jun 2025
Contributed by Lukas
In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Annie Stefano, Senior Trai...
Upskilling Frontline Sales Managers to Drive Sales Team Performance
29 May 2025
Contributed by Lukas
In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Se...
Sales vs. Account Management: Why Role Clarity Matters More Than Ever
29 May 2025
Contributed by Lukas
In this episode of The Sales Readiness Podcast, our host, Ray Makela, Managing Director of Talent Development at SBI, welcomes back Ethan Radoff, Part...
Delivering Value to Executives: Avoiding Pitfalls and Driving Business Outcomes
13 Mar 2025
Contributed by Lukas
In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executive Consultant, to share firsth...
Get Inside the Mind of Your Sellers: Harnessing the Power of Motivation and Vulnerability
06 Feb 2025
Contributed by Lukas
In this Sales Readiness Podcast Episode, Ray Makela, SBI’s Managing Director is joined by Chasta Bair, SBI Senior Delivery Consultant, to explore th...
Sales Readiness Podcast: Navigating the Shift from Manager to Sales Coach
23 Jan 2025
Contributed by Lukas
In this episode, SRG’s own Ray Makela, Managing Director, and Jeffrey Cordes, Senior Director of Training Services explore the critical role of sale...
Amplifying Human Sellers: The Role of AI in Sales - Andre Yee
11 Aug 2024
Contributed by Lukas
Join Ray Makela in an exploratory discussion with Andre Yee, Founder and CEO of Tiga AI, as they discuss the role of AI in helping businesses amplify ...
Enhancement of Sales Training through Innovative Methods - Adam Clay and Dr. Stefanie Boyer
05 Aug 2024
Contributed by Lukas
Join Ray A. Makela in a compelling discussion with Adam Clay, CEO of RNMKRS, and Dr. Stefanie Boyer, Co-Founder, Chief Science Officer, and Head of Ed...
Navigating the Paradox of Innovation in Sales with AI - Dr. Howard Dover
18 Jul 2024
Contributed by Lukas
Join Ray A. Makela and Dr. Howard Dover from the University of Texas as they dive into the fascinating intersection of AI and the sales industry. In t...
Driving Sales Team Success & Achieving 2024 Goals - Norman Behar
18 Apr 2024
Contributed by Lukas
If you enjoyed hearing about sales strategies for a fast start in 2024, I recommend you check out this other conversation, which you can find here: {{...
Understanding Sales Velocity in Today's Market - Rick Carlton
04 Apr 2024
Contributed by Lukas
If you enjoyed hearing about sales velocity insights for 2024, I recommend you check out this other conversation, which you can find here: {{https://p...
Leveraging Talent and AI in Sales Management: A Path to Growth
07 Mar 2024
Contributed by Lukas
Learn about leveraging AI to enhance seller effectiveness, the best practices that the top sellers implement and how to develop role-play exercises fo...
How Microsoft Is Changing Sales with AI
09 Jan 2024
Contributed by Lukas
AI is revolutionizing business and changing the way sales professionals work. But is this enough to replace the human factor? In today’s episode, R...
How Will AI Support Sales Managers & Their Teams in 2024
04 Dec 2023
Contributed by Lukas
In this episode, Ray Makela, General Manager of Sales Training at SRG, a Part of SBI sits down with Craig Hanson, the Senior Director of Marketing Str...
Unlocking 2024 SKO Impact: Strategies for Year-Round Sales Success
17 Nov 2023
Contributed by Lukas
Get actionable SKO insights, real-world examples, and a sprinkle of planning tips to set you up for a winning year. Featured in this episode: Ray Make...
Accelerating Sales Cycles with Data-Driven Management Strategies
02 Nov 2023
Contributed by Lukas
Empower sales managers with pull-based strategies and effective coaching to navigate a conservative buying landscape. Featured in this episode: Ray Ma...
How to Leverage Generative AI in Sales? (with Real-Life Examples)
20 Oct 2023
Contributed by Lukas
Discover the intricacies of generative AI and practical applications in the sales industry to improve reps' performance and increase deal success ...
SRG Unplugged What We Learned from SES Experience 2023
17 Oct 2023
Contributed by Lukas
Tune in as the SRG team shares their personal impressions and key takeaways from SES Experience 2023. This episode offers a candid look at the future ...
Increasing Sales Talent Productivity Through Effective Coaching
27 Sep 2023
Contributed by Lukas
Discover the transformative power of sales coaching in driving commercial excellence. Featured in this episode: Ray Makela, General Manager - Sales Tr...
How to Pinpoint the Root Cause of an Underperforming Sales Rep
10 Jul 2023
Contributed by Lukas
Discover the key to identifying the root cause of underperforming sales reps and how to effectively address performance gaps with these tips for manag...
Enabling the Frontline Sales Manager
07 Jul 2023
Contributed by Lukas
Learn about the current state of sales managers, the impact of AI in sales management, and the human element of training and coaching. Featured in thi...
6 Differences Between Sales and Account Management
04 Jul 2023
Contributed by Lukas
Discover key differences between sales and account management and how they complement each other to drive revenue and build strong customer relationsh...
Maximizing Your Resources: How Collaborative Learning Can Drive Tangible Results
31 May 2023
Contributed by Lukas
Learn about real-world examples of how collaborative learning can help your sales team take charge of their own learning experiences and, ultimately, ...
How to Build a Positive Member Experience
24 May 2023
Contributed by Lukas
Learn as to why building a positive member experience is crucial for sustainable growth and success for any business. Featured in this episode: Greg S...
Revolutionizing Sales Coaching: AI and Chatbots for Better Performance
11 May 2023
Contributed by Lukas
Learn to explore the use of ChatGPT and AI in sales coaching. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Cory Bray, C...
Difference between Selling Skills and Sales Methodology
27 Apr 2023
Contributed by Lukas
Learn about the difference between selling skills and sales methodology. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and A...
Why Customer Success is Critical to Sales Growth
13 Apr 2023
Contributed by Lukas
Learn how to prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain client...
Selling to the CFO in a Slow Economy
12 Apr 2023
Contributed by Lukas
Learn about how to sell to the CFO effectively in a slow economy. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso C...
The End of the Lone Wolf Seller
24 Mar 2023
Contributed by Lukas
Learn how to create a collaborative selling culture that prioritizes more than just meeting quotas. Featured in this episode: Ray Makela, CEO of the S...
The State Of Sales Training 2023
24 Feb 2023
Contributed by Lukas
Learn about the latest trends and movements in the industry to stay ahead and ensure your teams' continued success. Featured in this episode: Ray Mak...
Selling Against The Status Quo
30 Jan 2023
Contributed by Lukas
Learn about the concept of selling against the status quo and strategies to overcome objections and persuade customers to take action. Featured in th...
Leveraging the 70/20/10 Enablement Model for Change Management
27 Jan 2023
Contributed by Lukas
Learn about the adoption of change management and 70-20-10 Enablement model. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, ...
Stretching Resources: How to Increase Sales Without Adding to Your Headcount
27 Jan 2023
Contributed by Lukas
Learn about strategies for sales leaders to increase sales during a recession, focusing on existing customers, targeting new ideal customers, and prop...
What Credit Unions Need to Succeed in Today’s Market
19 Jan 2023
Contributed by Lukas
Listen to a panel discussion on how credit unions can harness the power of technology to transform their operations and member service. Featured in t...
Maximizing Sales Training ROI With Effective Change Management
19 Dec 2022
Contributed by Lukas
Learn about how to reimagine sales training and improve sales team performance using proven change management principles. Featured in this episode: R...
Beyond The Sales Kickoff: How To Set Your Team Up For Success In 2023
23 Nov 2022
Contributed by Lukas
Learn actionable insights to create impact beyond the Sales Kickoff event. Featured in this episode: Ray Makela and David Jacoby, Managing Directors ...
How To Sell To The C - Suite
18 Nov 2022
Contributed by Lukas
Learn how successful sales organizations are training their teams to win bigger deals faster. Featured in this episode: Norman Behar and David Jacoby...
Selling to the C Suite? Take the RAMP to Success
15 Nov 2022
Contributed by Lukas
Ray Makela, CEO of the Sales Readiness Group, and Steve Hall, Managing Director of Executive Sales Coaching, share insights for sales meetings with th...
Measuring the Impact of Hybrid Sales Training: Making Every Dollar Count
04 Nov 2022
Contributed by Lukas
Learn about how sales training is changing and how to measure and produce better learning outcomes. Featured in this episode: Ray Makela, CEO of the ...
Managing A Winning Sales Team In Challenging Times
25 Oct 2022
Contributed by Lukas
Learn to manage a winning sales team in challenging times. Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, an...
Cultivating A Member - Centric Sales Culture At Your Credit Union
12 Oct 2022
Contributed by Lukas
Learn from top leaders while they share their insights on cultivating a member-centric sales culture at your credit union. Featured in this episode: ...
How To Power Up Prospecting During Challenging Times
23 Sep 2022
Contributed by Lukas
Learn to take your prospecting efforts to the next level, even during the toughest times. Featured in this episode: Ray Makela, CEO of the Sales Read...
Recession-Proof Prospecting Strategies
25 Jul 2022
Contributed by Lukas
Listen to a candid conversation about how to help sales teams rethink and revamp their prospecting strategies. Featured in this episode: Ray Makela, ...
Selling To The C-Suite In A Shifting Landscape
07 Jul 2022
Contributed by Lukas
Learn key strategies when selling to the c-suite. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Bob Basiliere, VP of Sa...
Developing Your Sales Team to Sell to the C-Suite
22 Jun 2022
Contributed by Lukas
Learn how successful sales organizations win bigger deals faster. Featured in this episode: Norman Behar and David Jacoby, Managing Directors at the ...
Supporting and Retaining Top Sales Talent with Sheevaun Thatcher at RingCentral
09 Jun 2022
Contributed by Lukas
Learn how to support and retain top sales talent from experts. Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Sheevaun T...
Insights From Top Sales Leaders On Sales Rep Retention
16 May 2022
Contributed by Lukas
Listen to top sales leaders sharing their insights on sales rep retention. Featuring in this episode: Ray Makela, CEO of the Sales Readiness Group, C...
3 Strategies To Improve Your Sales Team's Prospecting In A Hybrid World
11 Apr 2022
Contributed by Lukas
Learn three strategies to improve your teams’ prospecting effectiveness in a hybrid world. Featured in this episode: Ray Makela, CEO of the Sales R...
Respond To The Great Resignation With World Class Sales Onboarding
22 Mar 2022
Contributed by Lukas
Learn the onboarding best practices being deployed at some of the world’s most innovative and successful companies. Featured in this episode: Ray M...
Retaining Top Sales Talent In A Hybrid World
25 Feb 2022
Contributed by Lukas
Learn how leading companies keep their sales teams engaged and connected with world-class sales coaching and collaborative learning. Featured in this...
Selling to the C-Suite in Today’s Digital World
09 Feb 2022
Contributed by Lukas
Learn essential strategies and tactics that modern sales teams are using to access and interact with hard-to-reach C-Level Executives. Featured in th...
Improve Sales Performance with Collaborative Learning
02 Feb 2022
Contributed by Lukas
Learn how leading companies are using collaborative, online learning to improve sales performance. Featured in this episode: Ray Makela and Norman Be...
How To Make Your 2022 Sales Kickoff Stick
20 Dec 2021
Contributed by Lukas
Listen to get actionable insights for maximizing the effectiveness of your sales kickoff. Featured in this episode: Ray Makela, CEO of the Sales Read...
Managing a Sales Team in a Hybrid World
23 Nov 2021
Contributed by Lukas
Learn key skills sales managers must master to build a higher-performing team with a system that focuses on managing the behaviors that drive sales re...
Develop Highly Effective Sales Managers Using Collaborative Learning
10 Nov 2021
Contributed by Lukas
Learn how leading companies are deploying collaborative learning initiatives to develop highly effective sales managers. Featured in this episode: Ra...
Enabling Your Teams To Thrive In Virtual And Hybrid Environments
22 Oct 2021
Contributed by Lukas
Learn strategies to help sales teams interact with customers against the backdrop of virtual, in-person, and hybrid work environments. Featured in th...
Leveraging Collaborative Learning To Improve Training Outcomes
08 Oct 2021
Contributed by Lukas
Learn how two leading companies are using collaborative online learning to improve their sales organizations. Featured in this episode: CEO of the Sa...
Selling to Key Executives in the Healthcare Industry
27 Sep 2021
Contributed by Lukas
Learn essential selling strategies your sales team can use to gain access and engage with key executives in the healthcare industry. Featured in this...
How to Scale Sales Coaching in a Hybrid Workplace
21 Sep 2021
Contributed by Lukas
Learn new tools and strategies to tackle sales coaching at scale in a hybrid world. Featured in this episode: Ray Makela, CEO of the Sales Readiness ...
Leveraging Collaborative Learning to Develop High-Impact Sales Organizations in Healthcare
23 Aug 2021
Contributed by Lukas
Learn how successful healthcare sales organizations are using collaborative learning to train their sales teams. Featured in this episode: Ray Makela...
Leveraging Collaborative Learning to Develop High-impact Sales Teams
06 Aug 2021
Contributed by Lukas
Listen to learn how successful sales organizations are using collaborative online training to train their salespeople rapidly. Featured in this episo...
Accelerating the Ramp-Up Time of Sales Reps in a Hybrid-World
30 Jul 2021
Contributed by Lukas
Learn the best practices and strategies to develop and retain a high-performing sales team. Featured in this episode: Ray Makela, CEO of the Sales Re...
Driving Sales Team Engagement in a Hybrid Work Environment
28 Jul 2021
Contributed by Lukas
Learn how to build a high-trust sales organization, keep your remote team engaged and productive, and more! Featured in this episode: Ray Makela, CEO...
Selling to Key Executives: How to go to the Next Level
16 Jul 2021
Contributed by Lukas
Listen to learn essential strategies your sales team can use to access hard-to-reach Key Executives. Featured in this episode: Ray Makela and David J...
Leading Your Sales Team Into The Post-Covid Era
09 Jul 2021
Contributed by Lukas
Learn what skills sales managers will need to lead their teams into the post-covid era. Featured in this episode: Ray Makela and Norman Behar, Managi...
Sales Leadership Mindsets During Uncertain Times
06 Jul 2021
Contributed by Lukas
Learn about recent research and insights on how sales managers can adopt new mindsets to lead their teams during uncertain times. Featured in this ep...
The Power of Sales Enablement in a Post-Covid Era
30 Jun 2021
Contributed by Lukas
Learn how sales enablement can help their teams thrive in a post-Covid era. Featured in this episode: Norman Behar, Managing Director at Sales Readin...
Leveraging Collaborative Learning to Develop High-Impact Sales Managers
28 Jun 2021
Contributed by Lukas
Listen to learn how to create a collaborative training experience to enable your sales managers to build, coach, and lead high-performing sales teams....
Developing an Effective 2021 Virtual Sales Kickoff Strategy
23 Jun 2021
Contributed by Lukas
Listen to learn actionable insights for creating a highly effective and engaging virtual sales kickoff meeting. Featured in this episode: Norman Beha...
Top Virtual Selling Techniques Your Sales Team Needs to Know
11 May 2021
Contributed by Lukas
Listen to learn techniques and best practices to enable your team to thrive selling virtually. Featured in this episode: Ray Makela and Norman Behar,...
Leveraging Collaborative Learning to Develop High-Impact Sales Managers
07 May 2021
Contributed by Lukas
Listen to learn how to create a collaborative training experience to enable your sales managers to build, coach, and lead high-performing sales strate...
How Sales Training is Changing to Adapt to the New Normal
05 May 2021
Contributed by Lukas
Learn about the best sales training delivery methods to meet today's learners' preferences while continuing to drive behavior change. Featured in thi...
Reskilling at Scale: A Collaborative Learning Experience
15 Apr 2021
Contributed by Lukas
Learn how to overcome the obstacle of reskilling technical specialists to be effective consultative salespeople through a blended, digital, and collab...
Sales Leadership Mindsets During Uncertain Times
12 Apr 2021
Contributed by Lukas
Learn about recent research and insights on how sales managers can adopt new mindsets to lead their teams during uncertain times. Featured in this ep...
Virtual Sales Training: Success Stories from the Field
09 Apr 2021
Contributed by Lukas
Hear from two industry leaders who have delivered highly successful virtual sales training programs. Featured in this episode: Ray Makela, CEO of the...
The Sales Manager’s Role in Building a World-Class Sales Team
07 Apr 2021
Contributed by Lukas
Learn best practices on identifying and selecting the best sales rep candidates and transforming them into peak performers. Featured in this episode:...
Hiring Sales Reps for Maximum Competency
05 Apr 2021
Contributed by Lukas
Learn from a panel of experts as they discuss their best practices and key considerations for hiring high-performing sales reps. Featured in this epi...
Where Does Sales Enablement End and Sales Management Begin
04 Mar 2021
Contributed by Lukas
A discussion about the often blurry line between a sales manager’s role and Sales Enablement and how Sales Enablement can enable managers. Featured...
Enabling Sales Managers to Train Their Remote Teams
01 Mar 2021
Contributed by Lukas
Learn how to equip managers to train and power their remote sales teams. Featured on this episode: Norman Behar, Chairman and Managing Director of Sa...
Innovate Sales Training: COVID-19 and Beyond
25 Feb 2021
Contributed by Lukas
Training options and best practices to supplement in-person sales performance initiatives with effective digital options. Featured in this episode: R...
The Future of Medical Sales
22 Feb 2021
Contributed by Lukas
Hear from the three industry leaders on the current state and future of medical sales. Featured in this episode: Allistair Douglas, Head of Performan...
How Sales Managers Can Train and Power Their Remote Teams
04 Feb 2021
Contributed by Lukas
Learn how to equip managers to train and power their remote sales teams. Featured in this episode: Norman Behar, Chairman & Managing Director at the ...
How to Manage the Sales Pipeline During a Crisis
09 Sep 2020
Contributed by Lukas
Listen to this complimentary training on how to help your team keep opportunities alive and advanced stalled deals. Featured in this episode: Ray Mak...
How Will The Way We Manage Our Sales Teams Change for The Better After COVID-19
21 Aug 2020
Contributed by Lukas
In this panel discussion, we talk about the future of sales and sales management in a post-coronavirus world. Featured in this episode: Ray Makela, C...
How To Be An Effective Sales Enablement Leader In 2020
15 Aug 2020
Contributed by Lukas
In this episode,you'll be able to learn how you can help your sales team succeed by becoming an effective sales leader in this year. Featured in this...
The Role of Sales Enablement During the New Normal
11 Aug 2020
Contributed by Lukas
Learn how sales enablement can help their teams survive and thrive in the new landscape. Featured in this episode: Norman Behar, Managing Director at...
How to Deliver Sales Coaching in a Virtual World
08 Aug 2020
Contributed by Lukas
Learn how to leverage remote sales coaching to connect with your team and improve selling skills. Featured in this episode: Ray Makela and Norman Beh...
3 Prospecting Strategies Sales Leaders Need In Their Playbook
05 Aug 2020
Contributed by Lukas
Learn three proven prospecting strategies to increase your team's sales pipeline within key accounts. Featured in this episode: Ray Makela, CEO of th...
Virtual Sales Training: Success Stories from the Field
03 Aug 2020
Contributed by Lukas
Hear from two industry leaders who have delivered highly successful virtual sales training programs. Featured in this episode: Ray Makela, CEO of the...
The State of Sales Management 2017
02 Oct 2017
Contributed by Lukas
In this audio track, we share insights from a recent survey we conducted in collaboration with Selling Power to better understand the correlation betw...
Prospecting to Complex Accounts
04 May 2017
Contributed by Lukas
Proven networking and access strategies to increase the number and quality of relationships within key accounts. You'll learn how to access and expand...
Developing Highly Effective Sales Negotiators
02 Feb 2017
Contributed by Lukas
Strategies to empower your sales team to negotiate based on value as opposed to price. You'll learn ways to reduce pricing pressure, use concessions s...
Managing the Sales Pipeline for Better Results
02 Feb 2017
Contributed by Lukas
Best practices to help your sales team better manage opportunities and eliminate “bloat” from the sales pipeline to improve the accuracy of your s...
Creating High-Impact Sales Presentations
02 Feb 2017
Contributed by Lukas
Best practices and strategies for planning and delivering persuasive sales presentations. You'll learn about fatal mistakes you don't want to make, te...
Creating a Gritty Sales Team for Better Performance
02 Feb 2017
Contributed by Lukas
The importance of grit in sales and six key factors to help you create and develop a gritty sales team for better performance. If you're looking to b...
Problem with Pushing to Close, Discussing Pricing Prematurely, and More | Q&A #25-28
02 Feb 2017
Contributed by Lukas
The problem with "pushing" to close a sale, discussing pricing prematurely, measuring sales coaching effectiveness, and the best approach to sales tra...