May 14th, 2019 | 55 mins 41 secs
building a sales team, culture, passion onboarding, sales coaching, training
This week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed, talks about how sales leaders should have a long-term view while focusing on short term issues.
May 7th, 2019 | 54 mins
building a sales team, culture, passion onboarding, practice, sales improvement, training
In this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure it, you don't know what you are doing. Adam shows how a leader with a student mentality can drive positive change and lead a company to continued high growth and success.
Episode 44: #44: Kevin Hart of Challenger - How to Adopt Disruption Inside Your Sales Organization to Drive Better Results
April 30th, 2019 | 51 mins 47 secs
building a sales team, culture, disruption, passion onboarding, sales coaching, training
In this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever it takes to teach your team to reach it. It might mean doing something new that is uncomfortable, but Kevin shows us why that is how high-growth companies are always reaching higher. This is an episode that you don't want to miss!
April 23rd, 2019 | 50 mins 19 secs
building a sales team, culture, passion onboarding, training
This week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to success. Kharisma talks about how to assess the skill and will on your team, and build a team that can move mountains and creates great leaders. She espouses a work-life balance and fosters the growth of her people.
Episode 42: #42: Joe Caprio of Chorus,ai—Using Customer Conversations to Drive 1-on-1 Sales Coaching
April 16th, 2019 | 51 mins 9 secs
Less than 5% of sales call information makes it into Salesforce. You can't improve what you don't fully understand, so Joe says to find a way to see what's working. Find a way to see exactly what your customers are saying. If you have a genuine desire to help customers, you will find time to do it. Having systems for interacting with customers and potential customers is how you eliminate variance at scale, which Joe says is a key to entering high-growth mode.
Episode 41: #41: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career
April 9th, 2019 | 48 mins 30 secs
This week's guest is Tim Clarke of UNCrushed. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative impact of the "crush it" culture. He talks about how to minimize the soul-crushing rejection, the uncertainty, and the fear in order to be successful and thrive. Tim sums it up with the belief that strength comes from vulnerability. Check out this episode for more information.
April 2nd, 2019 | 54 mins 26 secs
This week's guest is Sam Jacobs of Revenue Collective. He believes that sales leaders are in the most volatile position in business. As sales leaders, there are absolutely things that you have to do. As Sam says "We must be great. Great from the get-go." You also have to ask yourself questions about the company-like, "what is the market size?" All the salesmanship in the world won't solve the problem of a small market. How connected to the market are the leaders? Sam believes that ensuring position fit should be your absolute priority, as early leaders often become casualties. Join Sam and Rob for a provocative look at Sales Leaders - the position and the pitfalls.
March 26th, 2019 | 48 mins 15 secs
This week's guest is Woody Klemetson of Divvy. Woody is a leader presiding over truly hyper growth. He believes that great partnering is the key to growth, making sure that they understand you and your business as well as possible and vice versa. Woody is also a great believer in team-which he says extends to everyone in the company. He gets to know his team in a personal and authentic way because it fuels the mission that they all signed up for. His advice: take every chance possible to build up your team and give kudos to those people. His creed is "I can't lose," and he believes that if you're not failing, you're not trying.
Episode 38: #38: Jamie Crosbie of ProActivate—Building a Replicable Sales Process and Formula For Success
March 19th, 2019 | 48 mins 42 secs
This week's guest on the Sales Leadership Podcast is Jamie Crosbie. Jamie believes that it doesn't matter whether you are better or worse than your competition. You have to know why you are different and why that matters. Jamie says that in order to have sales success in a competitive market, she lists three things: 1-Specialize; 2- Process, 3-Problem. Although sometimes people get lucky, if you want to be hired as a sales leader, you need to be able to discuss and show how process helped you win. You need to be able to measure the strength of your sales process and have leaders who can help you establish new normals. Jamie says to ask yourself: Do I know that I am impacting the lives of the people that I am working with? Have I helped change the trajectory of a career? Listen to this episode for the answers.
March 12th, 2019 | 45 mins 26 secs
This week's episode features Ben Simms, Vice President of Commercial Client Services at MarketSource. Ben is a believer in process. He believes that it is the blue print for what it takes to get into high growth mode and stay there. How does he build a team focused on process? MarketSource is good at making sure that they have their I.C.P. for recruiting and they hire for coachability. Ben believes that coachability is the x-factor in whether you are going to get someone to grow with the company and be successful. He also talks about integrity being your best asset. Join Ben and Rob for this enlightening discussion and learn what it takes to internalize process.
March 4th, 2019 | 54 mins 8 secs
This week's guest is Keith Rosen, is an undisputed expert in the realm of sales coaching. He believes that the biggest problem that managers have is that "Chief Problem Solver" is the role they adopt because they make assumptions that they need to be a fixer and a closer. He believes that managers are here to maximize human potential and that only 1 in 10 managers is qualified to manage - let alone coach. Keith says that if leaders take the right role, they make their people more valuable. Join Rob and Keith as the discuss how to recognize and fill the proper role for success.
February 26th, 2019 | 49 mins 31 secs
building a sales team, culture, marketing, passion onboarding, practice, sales improvement, training
In this week's episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who now leads a marketing team. He explains how using your marketing team to send the right message to connect to problems that your customers are experiencing. Max shares many valuable insights and experiences in an episode that you can't afford to miss.
February 19th, 2019 | 44 mins 35 secs
This week's guest is Alyson Welch. Alyson is the VP of Sales for Twilio. Her number one priority is wearing her customer's shoes and understanding the customer's voice. She also believes that as a leader, you have to have performed as a salesperson. You have to have the cadence and operational discipline, but you also need the personality. empathy and energy for your team and your customers. By doing so, you can be in charge of your own destiny. Join Rob and Alyson for this insightful look at what it takes to be a sales leader.
February 12th, 2019 | 43 mins 37 secs
This week's guest on the Sales Leadership Podcast is Kyle Morris, founder of SifData. Kyle is a former Special Forces Army Ranger who offers insights from his military experience that he has applied to his highly successful company. He believes that it's hard to stay in high-growth mode for a long period of time. The only chance you have is to have a bullet-proof sales process. According to Kyle, you have to have systems to find the right people and then have systems to plug them into. A mature leader can scale by learning to comfortably delegate. His most important point? You can delegate authority but you can never delegate responsibility. So listen this week—you'll come away with a new appreciation of the 80/20 rule and Commander's Intent.
February 5th, 2019 | 50 mins 25 secs
This week's guest is Jason Santana, Senior Director of Sales Strategy and Operations at Paychex. Jason believes that culture is either your greatest asset or your greatest challenge. Coming from a background of data science and sales leadership, Jason has a unique understanding of their relationship to culture. He answers the question: how do you use data and still maintain personal connections? He believes that data is what makes it so you can individualize with people. Jason gives some great management advice as well. His best advice is to sympathize instead of empathizing. Join Jason and Rob as they explore these topics and more in a spirited 45 minutes.
January 29th, 2019 | 51 mins 11 secs
In this episode, Rob interviews a big name in the sales world—Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect's problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap how to best coach to it.