January 5th, 2021 | 48 mins 19 secs
building a sales team, culture, jake dunlap, passion onboarding, practice, sales improvement, training
Jake joins us again on the Sales Leadership Podcast to talk about how sales is changing in 2021. As sales teams work to keep customers and close more deals in 2021, one of the best ways to ensure success is to build multiple relationships in your accounts and create positive experiences for all of them. Do not get stuck working with just one person and leaving the success or failure of the future of the account on that one person. Learn how to use mutual action plans to build experiences your customers will thank you for.
December 17th, 2020 | 57 mins 50 secs
building a sales team, communities, culture, passion onboarding, practice, sales improvement, training
Communities have exploded on the scene for salespeople and sales leaders and become an important resource. And none have grown faster or become more valuable than RevGenius. Jared Robin, co-founder of RevGenius joins the show to share why Communities are so important to the growth and success of a sales leader, how they can find the right communities for their career, and how to get the most out of your community involvement. This is an eye-opening conversation that will change how you pick the communities you participate in.
Episode 126: #126: Roderick Jefferson of Roderick Jefferson & Associates — Using Experiences to Fuel the Buyer Journey
December 9th, 2020 | 51 mins 20 secs
building a sales team, culture, passion onboarding, practice, sales improvement, sales leadership, training
Roderick Jefferson, one of the founding members of the Sales Enablement Society and a top sales leadership guru joins the podcast to teach us how to focus on the buyer experiences rather than the goals and intentions of the seller. Problems get prioritized, while products do not. Roderick shows us how to create experiences that are shared by both the buyer and the seller, creating more wins and more satisfied customers.
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.
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.
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.
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.
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.
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:
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.