Sales Leadership Podcast
High-Growth Tactics for High-Growth Teams
Displaying all 4 Episode of Sales Leadership Podcast with the tag “process”.
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Episode 286: Rich Horwrath, Founder and CEO of the Strategic Thinking Institute - Strategic Leadership: Excellence is a Deviation from the Norm
July 10th, 2024 | 1 hr 3 mins
process, rich horwrath, rob jeppsen, sales, sales leadership, strategic thinking, strategy
Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer.
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Episode 64: #64: Justin Welsh – How to Eliminate Guesswork
September 16th, 2019 | 54 mins 48 secs
building a sales team, culture, data, justin, passion onboarding, practice, process, sales improvement, training
Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.
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Episode 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave
October 16th, 2018 | 45 mins 33 secs
culture, discipline, high-growth, process, sales, self-correction, tactics
This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits that have led to his success: 1—The ability to be decisive, 2—He's not afraid of change, and 3—He takes ownership of the change mindset. Under his direction, coaching is not just for underperformers. Jeff believes in the power of self-correction and shared vision to ensure the success of every rep and his results speak for themselves.
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Episode 13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don't Preach. Show, Don't Tell.
September 11th, 2018 | 41 mins 26 secs
b2b, banking, process, product number
Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams.