Sales Leadership Podcast

Episode 125: #125: Jen Ferguson of Sales 911 — The Rhythm of Success

December 1st, 2020  |  57 mins 9 secs

1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology

Is your sales team in a state of emergency? Not enough in your sales pipeline is certainly a reason for concern. Learn from Jen about how to create predictability in your pipeline and how to build a sales system that makes it easier for the customer to choose you. Consistently improving by 1 or 2% on a consistent basis will give you the small edge that is often the difference between winning the deal or being one of the many who lose out.

Episode 124: #124: Lee Brown of IMS — Modeling Awesomeness

November 18th, 2020  |  1 hr 3 mins

building a sales team, culture, passion onboarding, practice, sales improvement, training

Lee Brown visits the Sales Leadership Podcast and shows us how clarity, diagnosis, and coaching are his keys to leading sales teams towards intentional improvement. Lee says leaders should show someone what great looks like and create a model of awesomeness rather than just telling their teams about it. Leaders who keep their skills sharp are always more effective with their sales teams and can lead from the front. Learn from Lee how to model awesomeness and show your sales team how they can exceed their sales goals.

Episode 123: #123: Thomas Boccard of GlobalData Plc — Pivoting without Panicking

November 10th, 2020  |  59 mins 34 secs

building a sales team, culture, passion onboarding, pivot, practice, sales, sales improvement, training

Thomas joins Rob on the Sales Leadership podcast to show us how to mobilize faster than the competition. Thom is constantly testing and using micro-campaigns to find out what works best for his teams’ sales process and is all-in on intentional improvement by finding ways to sell smarter no matter how successful his teams are. He involves everyone on his team in his testing as he looks for the next upgrade, and then he is quick to pivot as the market changes. When you are prepared, you can face big opposition and still come out on top, so learn from Thom how to use these methods to ensure your team’s success.

Episode 122: #122: Kevin Knieriem of Clari — Creating Revenue Confidence

November 3rd, 2020  |  55 mins

building a sales team, coaching, culture, curiosity, forecasting, passion onboarding, practice, sales improvement, training

Kevin is a sales leader who has managed high revenue sales teams from any angle and he teaches us why forecasting is the most important number for any sales organization. Using AI can help sales leaders make the most accurate forecast and give you a competitive advantage right from the start. Measuring engagement from the customer and using the experiences they have as a part of your forecasting. Learn from Kevin how to make your reps experts on the problems they are solving, and boost engagement through their curiosity.

Episode 121: #121: Tim Kight of Focus 3 — Elite Leaders Have Elite Leadership Systems

October 27th, 2020  |  1 hr 53 secs

building a sales team, culture, elite, passion onboarding, practice, sales improvement, training

Tim joins Rob on the podcast to talk about how you can help your team achieve meaningful standards, and set new goals. What helps someone be an elite performer vs average? As you seek to be not just good, but elite, Tim shows us how leadership is a journey, and it is something we can work on and improve consistently. We can do this with a system that shows us how to orient toward the outcome we want, and then become elite to get there.

Episode 120: #120: Michael Hoy of Pendo.io — Creating Revenue Confidence in a Changing World

October 20th, 2020  |  1 hr 3 mins

building a sales team, culture, passion onboarding, practice, revenue, sales improvement, training

With Covid 19 still forcing business to deal with more uncertainty and stressful changes, Michael joins Rob on the podcast to talk about how you can have revenue certainty. He starts by predicting churn and focusing on how to keep existing customers by ensuring renewals. Learn from Michael how you can use your sales methodology to build predictability and confidence to help plan the customer experience after the sale.

Episode 119: #119: Ryan Staley of Whale Boss — De-Mystifying Enterprise Sales

October 14th, 2020  |  57 mins 15 secs

building a sales team, culture, enterprise sales, onboarding, passion, practice, sales improvement, training

Ryan Staley, Founder and CEO of Whale Boss, knows that enterprise selling is a different beast, where everything is bigger: the number of users, the number of buyers, the total risk, and the potential reward. It is a high-stakes game and requires a different set of skills and experience. Ryan talks with Rob about a better way to sell to the enterprise, and how to show differentiation and build consensus.

Sign up for the Enterprise Sales Summit here:

https://enterprisesalessummit.com/free-registration?affiliate_id=2751861

Episode 118: #118: Mark Fershteyn, CEO of Recapped.io — How to Win More & Faster with Mutual Action Plans

October 6th, 2020  |  1 hr 21 secs

coaching technology, mutual action plans, sales coaching

B2B sales are becoming more complicated, and more people are involved in purchase decisions than ever before. How you sell can be more important than what you sell! Mark knows sales teams need to win now and can’t wait for things to hopefully get better in 2021. He shows us how to win the deals that matter now using mutual action plans, and how to simplify the buying process and create an easier pathway to sales success.

Episode 117: #117: Zorian Rotenberg of Infotelligent — Achieving Disproportionate Results in a Noisy World

September 28th, 2020  |  54 mins 16 secs

building a sales team, coaching, culture, passion onboarding, practice, sales improvement, training

Expert in scaling companies, Zorian teaches us about stress and passion, how each salesperson feels these In their jobs. Taking care of your team members is required before you to take care of your customers. Zorian loves to quote Eisenhour, who said, “You don’t lead by hitting people over the head, that is assault!” A great leader is someone who makes everyone on the team better. He teaches us that we need to get your team SET: give them support, energy, and trust.

Episode 116: #116: Dionne Mischler of SalesClass.io — Everything, Good or Bad, Comes Down to Leadership

September 14th, 2020  |  55 mins 43 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Dionne joins the podcast and teaches us about sales leadership today. Everything is about leadership, the good and the bad. If you like what your team is doing, look in the mirror and congratulate yourself, you are doing some good work. If you don’t like what your team is doing, also look in the mirror, and consider your connection to your team. How in touch are you with what is really going on? Learn from Dionne how to stay connected to your team, and how to address the good and the bad as a sales leader.

Episode 115: #115: Catie Ivey Coutinho of Demandbase — High Impact Leadership in a New, Virtual World

September 8th, 2020  |  52 mins 55 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Catie joins the Sales Leadership Podcast and asks, how purposeful are you in your role as a sales leader? Having purpose will help you make every single person who works for you become the best version of themselves, professionally and personally. Catie explains how focusing your purpose can help you develop new skills for your sales process to become a high impact leader in a virtual environment, rather than simply a talking head.

Episode 114: #114: Robert Beattie of Thomson Reuters Tax & Accounting Professionals — Cutting through the Noise Your Salespeople Face Today

August 31st, 2020  |  59 mins 17 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Robert Beattie, the first-ever guest of the Sales Leadership Podcast, joins us two years later to share his advice and knowledge on how to lead through the confusion and stress facing sales leaders as 2020 ends. His recommendation? Don't be that manager who just creates noise. Reps are facing more noise than ever, personal, professional, physically. Pressure coming from new challenges, new opinions, new points of view, new health challenges, new professional challenges…everywhere, there are crazy things causing confusion. Don’t be a manager who adds to the noise, but a leader who cuts through the noise.

Episode 113: #113: Dale Zwinzinski of SmartAction — Becoming a Coach Your Reps Will Thank You For

August 25th, 2020  |  51 mins 29 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Dale joins us on this episode to talk about the role of sales coaching in businesses today. Leaders who don’t know how to be a good coach to their reps are becoming exposed, and professional salespeople will look elsewhere for leaders who will provide that kind of development. When business is good, winning covers a lot of bad leadership. When things get tougher, are you prepared to coach your team out of it?

Episode 112: #112: Kevin Dorsey of PatientPop — Scaling Greatness

August 17th, 2020  |  1 hr 8 mins

building a sales team, culture, passion onboarding, practice, sales improvement, training

Everyone knows sales is hard, and there are no happy accidents. Everything you do as a leader matters; the 1:1, building culture, setting goals, connecting to people rather than numbers. But maybe most important is to help your team build belief. If your salespeople believe they can reach their goals both professionally and personally, your team will exceed those goals, and it won’t be an accident.

Episode 111: #111: Chris Roth of Insider Intelligence — The Difference Maker: It’s ALWAYS on the Inside…Not the Outside

August 10th, 2020  |  53 mins 58 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Chris shows us how sales leaders can face tough changes, adapt, and win. Learn how your sales team can find success by adapting to each prospect’s situations daily, and quickly find ways to show value. Chris shows us how identifying new opportunities for personal growth is more important than ever, and when you are at peace with yourself you are better able to adapt successfully.

Episode 110: #110: Todd Caponi of Sales Melon — Becoming “Flawsome” with Transparency in Sales

August 3rd, 2020  |  58 mins 13 secs

coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, transparency, xvoyant

Todd Caponi, Founder of Sales Melon, teaches us how to get your product’s imperfections considered and taken care of early in the sales process and reduce buyer defense mechanisms. Transparency outperforms perfection when you are talking to a customer because it removes some of the friction inherent in the sales process. Customers can just confirm the flaw, rather than putting time and energy into finding them when you are transparent right from the start. Help your customers do their homework. Help them reduce the anxiety that they feel as they work to ensure they are making the right decision.