The Sales Management 2.0 (SM20) Podcast is the Official Podcast of the SM20 Social Network. Our goal is to help educate and inspire a new generation of sales leaders, and to help elevate the profession by sharing experiences and techniques in addition to interviewing some of the top thought leaders in sales and leadership.


Sales Management 2.0 Podcast
The Official Podcast for the Sales Management 2.0 Social Network

Sharon Drew Morgen on Buying Facilitation® ? Episode 34
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
23 Jun 2010 at 11:00am
If you’ve ever wondered what happened to those customers who said they would buy from you but never did, Sharon Drew Morgen may hold the key to solving your frustration. Sharon Drew (don’t you dare call her just plain “Sharon”!) is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses [...]
Alex Rogers on Why It Pays To Be Different ? Episode 33
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
25 May 2010 at 12:00pm
Alex Rogers is one of those guys who tells it like it is.  He’s the owner of ARCC Technology and Chartec, Inc. in Bakersfield, CA, and his goal is to be supplier of choice for IT consultants around the country.  It’s a pretty ambitious goal for a guy who started with a $300 investment, and [...]
Dave Crenshaw On Becoming Invaluable ? Episode 32
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
18 May 2010 at 12:00pm
This week was a special treat: we got to talk to Dave Crenshaw, author of The Myth of Multi-Tasking and Invaluable: The Secret to Becoming Irreplaceable, which was just released yesterday.  Dave was a great guest, and he had a lot of insights to offer to listeners. Of course, we couldn’t resist the opportunity to [...]
Daniel Waldschmidt on Dealing With the Pain ? Episode 31
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
4 May 2010 at 12:00pm
Since birth, Dan Waldschmidt has been refusing to accept business as usual.  Sure, he had a paper route, but he turned his into a money-making machine (though he opted not to tell his mom about his increased profits). He ran track like plenty of other kids, but he pushed himself to break his high school?s [...]
?Go For No!? With Richard Fenton and Andrea Waltz ? Episode 30
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
13 Apr 2010 at 12:00pm
Meet Richard Fenton and Andrea Waltz, the authors of an amazing little book called “Go For No!” and the proponents of a powerful philosophy that could change your sales career for the better! Richard and Andrea are no strangers to the struggles of the salesperson; they’ve been sales pros and sales trainers for many years [...]
Episode 29 ? Writing Winning Sales Letters with Ralph Allora
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
6 Apr 2010 at 12:00pm
Think verbal communication skills are the only ones you need as a salesperson?  This week’s guest, Ralph Allora, says to think again. Ralph is a passionate advocate for better written communication skills in the sales profession.  Ralph’s company, Allora Communications, has been serving clients as a consulting resource specializing in marketing strategy, promotions and creative [...]
Brad and Jerry Discuss the Myth of Multi-Tasking ? Episode 28
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
30 Mar 2010 at 12:00pm
After a  brief hiatus (OK, 139 days…but who’s counting?!), the Sales Management 2.0 Podcast is back!  We’ve missed the podcast, and we’re committed to getting it back on track with the best content about sales and sales management we can dig up, and this week is no exception. In this episode, we discuss (and debunk) [...]
Sales 2.0 and the Changing Face of Sales With Christian Maurer ? Episode 27
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
12 Nov 2009 at 2:51am
So, what’s the deal with Sales 2.0? Is it enough to have a Facebook or Twitter account, or to use LinkedIn to connect with prospects?  How about using new software applications to track your CRM data? Well, according to this week’s guest, Christian Maurer, Sales 2.0 is much, much more than that.  You might recognize [...]
Terri Levine and ?Sell Without Selling? ? Episode 26
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
5 Nov 2009 at 1:45am
This was a special episode for us, as it marked the return of sales coach and author Terri Levine.  Terri was here to discuss her book “Sell Without Selling: Lessons From the Jungle for Sales Success” and to raise awareness about Reflexive Sympathetic Dystrophy (RSD), a devastating disease that causes excruciating pain in its victims.  [...]
Randy Illig and ?Let?s Get Real or Let?s Not Play? ? Episode 25
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
21 Oct 2009 at 3:09pm
This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig.  Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member.  He is currently CEO of ninety five [...]
Sales and Social Media With Alejandro Reyes (AKA Successfool)-Episode 24
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
13 Oct 2009 at 4:18am
 This week, we had the chance to catch up with Alejandro Reyes, aka the Successfool.  Alejandro is a social media rock star, and he’s been on the scene since 2006 (an eternity in the online world).   Alejandro’s drug of choice is people; he gets really excited about helping people follow their passions and making a great [...]
Is It Coaching, or Is It Training? ? Episode 23 with Terri Levine
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
8 Oct 2009 at 2:25pm
So, what’s the difference between coaching and training anyway?  That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute.  And what was the answer? According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to [...]
Motivating Sales People in Tough Economic Times with Jim Keenan ? Episode 22
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
27 Aug 2009 at 12:24pm
Image by Text 100 via Flickr What motivates sales people?  How do great sales managers keep their teams motivated in tough economic times?  Those were the topics we discussed with Jim Keenan in this episode. Jim Keenan is the Regional Sales Leader for Emerging Service Providers at Avaya and author of the popular sales blog [...]
Episode 21 ? Scott Anderson, Chris Heggem and the Power of Sales 2.0
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
5 Aug 2009 at 12:35pm
Image via Wikipedia So, you wish you had a magic pill for turning cold calls into warm leads? Well, we just may have found the answer for you. Meet Scott Anderson and Chris Heggem from MyWay Interactive.  Scott Anderson is the VP of Business Development at MyWay.  He spent 28 years managing commercial channels at [...]
Episode 20 ? Tom Schaber on Managing Generation X and Y
by brad@salesmanagement20.com (Brad Trnavsky & Jerry Kennedy)
30 Jul 2009 at 12:30pm
Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago.  That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the [...]