Podcasts about revenue harvest

Nigel Green is a sales leadership expert, consultant, and author of Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year. Over the last decade, he has built and led sales teams generating tens of millions in annual revenue. Now living on a farm in Kentucky with his family, Nigel dedicates his time to coaching, consulting, and advising sales leaders. He offers one-day workshops, one-on-one coaching, and contributes to Entrepreneur Magazine. His latest work, How to Hire Elite Salespeople, provides invaluable insights for sales leaders and professionals alike.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Nigel Green to share insights from his career and books, Revenue Harvest and How to Hire Elite Salespeople. Nigel discusses the qualities of truly elite salespeople, the dangers of compromise in hiring, and how aligning personal passion with professional roles fosters success. The episode also includes exciting news about the launch of Larry and Darrell's upcoming show, Culture from the Heart, featuring heart-centered CEOs of award-winning workplaces.KEY TAKEAWAYSAuthenticity and Trust in Sales: Building authentic relationships is fundamental to success in sales and leadership.Hiring Elite Salespeople: Sales leaders must focus on hiring exceptional talent without compromising on standards.Passion-Driven Workplaces: Sales professionals should seek organizations that align with their passions for greater satisfaction and success.Non-Obvious Traits of Top Performers: Elite salespeople exhibit unique qualities beyond traditional metrics, such as passion, resilience, and a purpose-driven approach.Avoiding Hiring Pitfalls: Compromises during the hiring process can create long-term challenges for sales teams.Aligning Passion and Work: Connecting personal passion with professional goals leads to long-term fulfillment and productivity.QUOTES TO REMEMBER"Elite salespeople don't apply to jobs. They interview because they've found their passion." — Nigel Green"Why are you telling yourself no? You literally get told no every single day. Let's go!" — Nigel Green"The elite of the elite look forward to Monday because they're fired up to get to work." — Nigel Green"What stops us is not clarity on what to do but the stories we tell ourselves about why it will fail." — Nigel GreenConnect with Nigel GreenNigel's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!Order Larry Levine's book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

About Nigel Green: Nigel Green is an Advisor to Founders and Sales Leaders and the Author of "Revenue Harvest: A Sales Leader's Almanac For Planning The Perfect Year." Executives and sales leaders hire Nigel to improve sales team performance. By the age of 31, he was a Fortune 300 executive sales leader who had led sales for two healthcare companies that both experienced successful financial exits. Since publishing Revenue Harvest, he has advised dozens of sales teams on building a best-in-class sales team. Two of his clients have scaled and sold for more than 3X EBITDA, while others have attracted investments from top venture funds. Most importantly, they hit their sales targets. Check out the latest episode of our Conversational Selling podcast to learn more about Nigel.In this episode, Nancy and Nigel discuss the following:Problems sales leaders face dailyFocus areas for sales leaders: revenue, profitability, new customersFrequency of team meetings for sales leadersImportance of asking better questionsSales aptitude tests: context and applicationHiring based on competency alone vs. considering chemistry and characterDistinction between a good salesperson and a good sales leaderKey Takeaways: You must build a team to create customers at scale that aligns with the business's overarching strategy.Good sales leaders are productively paranoid about what is right around the corner that could derail my team.At least once a week, the leader has to meet with the team and remind them of this responsibility to meet and exceed future business expectations."I think the problems that sales leaders face could be bucketed under majoring in the minor things. And what that means, if we were to unpack it, is that if you found yourself in this position, it would sound all too familiar to you. You look back on your day; you were busy and did a lot of stuff. Most of what you did was probably internal and not enough external, meaning that you were on, especially today; we're recording this on a Monday. So, a lot of sales leaders today will spend their entire Monday in meetings that will probably not create one single customer, and they will probably not be involved in any training or development of the sales team. And it's certainly not going to be involved in the overarching strategy of the business. It's probably going to be meetings that involve updates around product or operations, updates that have already happened and that you cannot control and ultimately won't matter in creating a customer, training a rep, or the overarching strategy of the business. And that's the biggest problem: many sales leaders don't have enough autonomy in their schedule. And if they do have autonomy, they're still not spending it on the three areas of the business that matter most: customers, reps, strategy." – NIGEL"I ask a lot of really good questions. So, it gets to where I'd never really have to ask anyone for an investment or to hire me because they see through the power of my questions that their life might be better if they had me as an extension of their team. So, that translates, I think, naturally to the types of things that I work on in my coaching business, which is primarily what I do as coach sales leaders. I help them improve the quality of their questions. And as they start asking better questions, they start having better problems. Better problems lead to better results. So, we get to this place where we don't have an activity problem, or we don't have a "we're not hitting our sales" problem. We start having deeper problems around strategy, positioning, technology, compensation plans, team structure, data, and augmenting sales reps with better support systems—not just hiring more people but hiring various sellers for different types of roles in the sales organization. And we start having better problems." - NIGEL"If you want to transform your sales team, you've got to understand that your sales team is only as good as your worst rep, and your worst rep is probably the one that gives you an insight into your sales leader's tolerance threshold. And so be pushing yourselves later to always try to replace your worst rep with a new one. And sometimes replacing your worst rep with a new rep is taking that individual and making them better, making them fundamentally. I'm not advocating for just creating a bunch of turnovers, but I think, you know, if I'm a leader of an organization, I'm trying to find out where's my weakest link and how do I go about systemically attacking that to making it better." – NIGELConnect with Nigel Green:LinkedIn: https://www.linkedin.com/in/revenueharvest/Revenue Harvest: https://www.therevenueharvest.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com 

Nigel Green, seasoned sales leader, sought out advisor in the healthcare industry and author of Revenue Harvest, joins host Eric Thrailkill to discuss his own career journey and several key practices that companies can use in Nashville's ever-evolving healthcare landscape and beyond. We'll also cover the importance of continuous learning, adaptability, and strategic thinking for business development and success.

Curious about the game-changing strategies that can transform your sales team's performance and propel your business to new heights? In this episode of the Find Your Leadership Confidence Podcast, Vicki Noethling sits down with Nigel Green, acclaimed sales advisor and author of "Revenue Harvest." Dive into the conversation as they explore the optimal timing for hiring a sales leader, the secrets to identifying top-notch sales talent, and the keys to unlocking sustained sales growth. Don't miss out on this insightful discussion filled with actionable advice to supercharge your sales success!

Nigel Green isn't afraid of failure; honestly, that's a difficult lifestyle to choose when you primarily work in Sales. Listen as he shares his insights from his latest book "The Revenue Harvest".

LEFT OR RIGHT, THIS GUY OR THAT GUY, EVERYONE HAS A BIASOne element of being a human is instinct, and sometimes it's basic nature for us to use it rather than more reasonable criteria when making a decision. Nigel Green, the author of Revenue Harvest, talks about the battle between biases and instinct versus evidence-based practice when hiring people, and you will learn more by tuning in to this latest episode of Sales Transformation. Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!Power up your podcast experience by joining our Free Podcast Community!TRANSFORMING MOMENTSLet's talk about hiring with Nigel GreenWhy you should listen to NigelWe all have a bias in hiringInstincts vs. evidence-based practice“I think that all of us have a bias, and that's the first reason, we all have a bias. Meaning that we have a bias with our relationship with hiring, meaning we think we're better than we might actually be, and so we tend to do the second part, which is the second most important thing, we tend to rely more on instincts than we do an actual evidence-based practice.” - Nigel: We all have a bias when hiring Connect with Nigel and learn more about what he's been working on!About NigelAbout Affirm HealthAffirmHealth.comRevenue HarvestConnect with Collin HERE or through LinkedIn!Tune in to more exciting episodes of Sales Transformation!Be sure to leave a comment or review!

If you're looking to take your sales team to the next level, today's episode is for you. We'll be talking about how to hire key performers, identify killer salespeople, and build a team of top performers that can help your company grow. By following these tips, you'll be able to create a sales team that is second to none. So don't miss out, tune in now! Tune in as we discuss: 3 problems that stand in the way of making a good sales hire Why you should do a job analysis before the job posting Finding the ideal candidate for your sales team The best sales interview process The three C's of hiring How does your bias affect your hiring decisions Resources for hiring a sales team About Nigel Green Nigel Green is a sought-after sales advisor. He's the author of Revenue Harvest, a Sales Leaders Almanac for planning the perfect year. He's widely regarded authority on improving sales team performance and has worked with dozens of B to B sales teams across the globe to more than double their sales results. With over ten years of executive experience ranging from Fortune 500 companies to early-stage growth companies and certification and talent optimization, he is sought after by executives to improve sales team performance. His insights have been featured in top business publications such as Forbes, Inc magazine, Fast Company, Entrepreneur, and Business Insider. Nigel was recognized as a top consultant by selling Power magazine in 2021 and in 2022. And as a consultant and advisor, he can help any sales team with big sales goals experience consistent sales growth through utilizing his seven sales leadership principles. Nigel Green LinkedIn Nigel Green Website  Hiring Sales Reps Course Upgrading your skills You're tired of not making enough sales and want to learn how to close more deals. You've tried other sales workshops in the past, but they never seem to work for you. Imagine learning from a top salesperson who has achieved success in a $500M Sales Organisation. In this workshop, you will learn techniques that have helped salespeople achieve success in any industry. Plus, you'll get access to exclusive resources that will help you increase your sales and close more deals. The Catapulting Commissions Sales Academy Workshop is the perfect opportunity to learn from a top salesperson and increase your chances of achieving success in your career. With strategies that actually work, this workshop will teach you how to sell like a pro. Click here to register!

This episode of the Revenue Harvest Podcast features your host, Nigel Green. He discusses the top 3 biggest mistakes that sales leaders make when hiring salespeople. A mistake in hiring produces not only lackluster results for the company but also drains resources that could eventually cost you your job. Nigel introduces his 6-step process for hiring that he is excited to share with sales leaders today! QUOTES04:31 Mistake number 1: Hiring without doing a job analysis: "You go post it and you immediately start interviewing candidates. Well, the problem with that is you don't really know at this point what you need. And so, most sales leaders get this wrong because they jump to interviewing without doing a job analysis."05:49 Mistake number 2: Interviewing based on intuition and a lack of process: "You need a defined set of steps in the interview process. You ever heard a candidate say to you, well, mister hiring manager, what's the next step? And if you can't clearly articulate not only the next step but the rest of the steps to the candidate, you run the risk of one, not running a very good process, but two, losing a candidate because it doesn't appear to the candidate as if you know what you're looking for." 09:13 Mistake number 3: Hiring based on biases: "Because you played a college sport, just a college sport, doesn't mean that you're going to be more successful in selling, or less successful in selling."  More about Nigel GreenConnect with me on LinkedIn, where I post daily about sales leadership:https://www.linkedin.com/in/revenueharvest/Do you want a best-in-class sales team? In my book, you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine. Get it now: https://www.therevenueharvest.comWebsite: https://www.NigelGreen.coTo hear more episodes of The Revenue Harvest Podcast, you can visit https://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

This episode of the Revenue Harvest Podcast with Nigel Green features Ross Pomerantz, Founder and Chief Corpitalist at Corp Capital. Nigel uses satire in his content to comment on the prevalent bro culture of sales. He observes a need for change, from salespeople's motivations at the bottom to the hiring practices of sales leadership at the top. Ross envisions his company as the place to connect founders and CEOs who crush sales to the most talented salespeople who will continue this trend of success. HIGHLIGHTSFighting against toxic sales bro cultures with satireSelf-awareness to integrate diversity needs with sales leadershipConnecting rockstar CEOs with rockstar salespeopleHire athletes and people who grind for sales roles QUOTES16:30 Ross: "As a salesperson, I want to be sold by a CEO. I want to work for someone who can sell. Especially if you're going to join an early-stage company, the top salespeople, the early salespeople, they're all founders. If you can't sell me on your company, on your vision, how am I going to go do that when it's your thing? It's your baby."18:54 Ross: "I love sales because it is the great equalizer. I just do think that there are people that are better suited mentally to handle the task of sales, of which there is a lot of mental weight that goes into it. The wait room at 4 AM. You got to go hit someone. Someone's going to hit you on every single play."19:23  Ross: "I would venture to guess there's studies that would say athletes are better suited for a sales role. But I think there's a lot of things that people overlook. I do think the service industry, I think retail. People who grind. That's who you want." You can connect with Ross in the links below:LinkedIn: https://www.linkedin.com/in/corporatebro/Bravado: https://bravado.co/?mrk=8fccfb85Website: https://corporatebro.com/ More about Nigel GreenConnect with me on LinkedIn, where I post daily about sales leadership:https://www.linkedin.com/in/revenueharvest/Do you want a best-in-class sales team? In my book, you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine. Get it now: https://www.therevenueharvest.comWebsite: https://www.NigelGreen.co To hear more episodes of The Revenue Harvest Podcast, you can visit https://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

This episode of the Revenue Harvest Podcast with Nigel Green features Tom Critchlow, a strategy consultant focusing on media companies and early to mid-stage startups with expertise in product and marketing strategy. He discusses how dashboards must treat input and output metrics differently and the importance of being transparent. He also talks about cleaning up data to display accurate data on the dashboard. Speaking to the c-suite and mid-management, he suggests strengthening your executive presence by taking a collaborative approach to diagnosing internal and external factors that affect output.  HIGHLIGHTSMeasure input and output metrics differently on the dashboardDiagnose internal processes and external pressuresPresent metrics your CEO wants to seeExecutive presence: Clean your data and be transparent in presenting it QUOTES07:15  Tom: "What are the activities and kind of projects and things that we're doing now that will move the needle tomorrow? And this is what Amazon calls input metrics. So these are things that are typically more directly under our control. Sales and revenue and things like that are not directly under our control. We work on projects that will hopefully move the needle on those and hopefully influence them."08:22 Tom: "Most dashboards will be better off really focusing in on a small number of output metrics, and to each of those, two to three input metrics."16:23 Tom: "A great dashboard will actually expose the data source to you. So a great dashboard will not only tell you this is the number of leads this month or the number of calls made or the number of pieces of content published or something like that, but they will actually connect that to a kind of you can click a thing and it will show you the data."26:48 Tom: For us, SEO is three things. It's good product pages, it's producing more content every month, and it's doing good visual PR. You have to boil it down so that the CEO is like, 'Great, I understand what you need. There are three levers that we can pull and I can see that the product or image is not pulling that lever hard enough." You can connect with Tom in the links below:LinkedIn: https://www.linkedin.com/in/tomcritchlow/SEO MBA website: https://seomba.com/Website: https://tomcritchlow.com/Twitter: https://twitter.com/tomcritchlow More about Nigel GreenConnect with me on LinkedIn, where I post daily about sales leadership:https://www.linkedin.com/in/revenueharvest/Do you want a best-in-class sales team? In my book, you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine. Get it now: https://www.therevenueharvest.comWebsite: https://www.NigelGreen.co To hear more episodes of The Revenue Harvest Podcast, you can visit https://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

This episode of the Revenue Harvest Podcast with Nigel Green features Maria Boulden, Vice President and Executive Partner at Gartner. A majority of people now want a digital and seller-free experience during their buying process. This does not mean that sellers are obsolete, rather it indicates that sellers must adapt and meet buyers where they are to sell successfully. This could mean providing information to buyers and knowing the points when buyers would actually prefer to engage a human. Maria emphasizes buyers' behavior of researching on their own to reach a decision and leading them to a decision rather than selling to them. HIGHLIGHTSA trend of preferring no engagement with sellers in a buying processKnow how your targets want to buyForecasting with machine learning and using verifiers Offer freemium and demos that don't involve phone calls QUOTES06:46 Maria: "The primary trend I would point to is well before the pandemic, we saw massive increases in online learning. Well before the pandemic, we saw a growing preference for a rep-free sale. And well before the pandemic, we saw the beginning of a disconnect between how buyers wanted to buy and how sellers were stuck selling to the point where a buyer would disproportionately reward a better customer experience even if the product or service was inferior."18:25 Maria: "The ones who think they've seen it before, the ones who think it's just going to snap right back to the way it used to be, and all I have to do is have one good dinner or just put me in front of the customer again, they're shutting down to the changes that the world has already made."26:57 Maria: "The most successful sales lead to what you're trying to sell instead of leading with what you're trying to sell. People love to buy. They hate to be sold." You can connect with Maria in the links below:LinkedIn: https://www.linkedin.com/in/maria-boulden-8a778b11/Website: https://www.gartner.com/en More about Nigel GreenConnect with me on LinkedIn, where I post daily about sales leadership: https://www.linkedin.com/in/revenueharvest/Check out my book: www.therevenueharvest.comDo you want a best-in-class sales team? In this book, you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine.Website: www.NigelGreen.co To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

Balancing the time and resources we spend on trying to earn a living versus that which we devote to our personal lives is always a challenge. However, it's important that we reassess this balance once in a while to ensure that we are able to live a life and build genuine relationships outside of business or work.In this episode of the Foundations podcast, sales consultant and author Nigel Green talks to Chris about the ways that he is working towards a goal that he set for himself: to have his passive income outperform his consultancy business and put him "out of work."About Nigel GreenNigel Green is the host of the Revenue Harvest podcast. He also wrote a book titled Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year that aims to provide sales leaders with a proven, time-tested method you can rely on to create sustained sales growth, regardless of circumstances.Learn more about Nigel and his work in the links below: LinkedIn - https://www.linkedin.com/in/revenueharvest/Podcast - https://podcasts.apple.com/us/podcast/revenue-harvest/id1538095181Book - https://www.therevenueharvest.com/About Christopher DeckerChris is the CEO co-founder of Salescast, a provider of revenue-first podcasts for entrepreneurs and sales leaders. Along with his co-founder Collin Mitchell, Chris helps business leaders and entrepreneurs find an audience and generate unlimited demand. Learn more about Chris in the link below: LinkedIn - https://www.linkedin.com/in/decker-christopher/Email -  Christopher@salescast.coAlso, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

Nigel Green is a sought-after sales advisor. He has worked with dozens of B2B sales teams across the globe to more than double sales results.  With over 10+ years of executive experience ranging from Fortune 500 companies to early stage growth companies and certified in talent optimization, he is sought after by executives to improve sales team performance. His insights have been featured in top business publications like Forbes, Inc. Magazine, Fast Company, Entrepreneur, and Business Insider.  Nigel was recognized as a top consultant by Selling Power Magazine in 2021 and 2022. As a consultant and advisor, he can help any sales team with big sales goals experience consistent sales growth by utilizing his seven sales leadership principles.  Nigel is the author of Revenue Harvest, A Sales Leader's Almanac for Planning The Perfect Year, and the widely-regarded authority on improving sales team performance. This phenomenal book draws on the seven principles of timeless farming  to teach sales leaders how to improve sales team performance while they make their customers and sales team feel more fulfilled before every selling season   What you'll learn in this episode: How athletics translate into sales for Nigel What the seven harvest principles are for a successful sales team What are the 3 C's that can help you pull more out of your team How your uniqueness and authenticity can be a game-changer How clear vision statements can keep the team aligned into achieving goals  Why transformational purpose is more meaningful than transactional purpose Why listening  to your team and genuinely caring for them is one of the most powerful drivers of success   Additional resources: Website: https://www.nigelgreen.co/  LinkedIn: https://www.linkedin.com/in/revenueharvest/  Get Nigel's Book at just $5.00 USD https://www.therevenueharvest.com/  Get Nigel's Book on Amazon: https://www.amazon.com/Revenue-Harvest-Leaders-Almanac-Planning/dp/1734343001  Book Recommendation: Win Forever

In part 2 of this 2 part interview, Brad sits down with Nigel Green, author of “The Revenue Harvest” to hear about his 7 keys to overcoming any obstacle or setback, and why adjusting your mindset will make you more successful in business. After working for a decade, and building two different sales teams that produced over $50m in revenue yearly, Nigel walked away from the high-paying executive job. He changed his mindset and decided to start living his life around family, time, and optionality. Now as an author and coach, Nigel is sharing his knowledge in workshops and through his coaching program. To find out more about Nigel, head on over to NigelGreen.co!

In part 1 of a 2 part interview, Brad sits down with Nigel Green, author of "The Revenue Harvest" to hear about his 7 keys to overcoming any obstacle or setback, and why adjusting your mindset will make you more successful in business.  After working for a decade, and building two different sales teams that produced over $50m in revenue yearly, Nigel walked away from the high-paying executive job. He changed his mindset and decided to start living his life around family, time, and optionality. Now as an author and coach, Nigel is sharing his knowledge in workshops and through his coaching program.  To find out more about Nigel, head on over to NigelGreen.co!

This latest episode of The Bear Necessities of Entrepreneurship is going to be kick-ass as Rob Napoli welcomes none other than the host and author of Revenue Harvest, Nigel Green. Nigel is a successful Fortune 300 healthcare executive who also engaged in entrepreneurship for the past 15 years, whose achievements include building healthcare sales teams that produced $50M+ in annual revenue. Now, Nigel is the Head of Sales for Affirm Health and also spends his time training and growing the next generation of sales leaders. HIGHLIGHTSWhat made Nigel go for salesFrom working in a sales team to coaching sales teamsThe performance vs. relationship dilemmaEvaluating talent relating to sales leadershipNigel's SuperpowerQUOTESNigel: “I was never going to be one that was like, do one more call, or I was never going to crush the activity. I just was really good at relating to people.”Nigel: “I have to go in and say I don't care what your sales process is, how your ideal customer wants to buy, and let's start mapping our behavior around what they want us to do.”Nigel: “Your job as leaders, you got to really know not only what the problems are that your customers face, but how they want you to solve them.”Nigel: “I don't need to go hire a bunch of people that have this quote, unquote, competency of industry experience, because none of that really matters. I'm hiring someone that's going to build a team based on character and chemistry.”Nigel: “That's my superpower, just who do I know that can help me, and then boom, I can get it done.” Connect with Nigel through the links belowLinkedIn: linkedin.com/in/revenueharvestWebsites:Nigel Green: nigelgreen.coRevenue Harvest: therevenueharvest.comDon't forget to subscribe and leave a review.Connect with Rob:www.beacons.page/robnapoliwww.linkedin.com/in/robnapIG: @robnapoli.riseupSpecial offer for #BearNation listeners who are interested in trying Brilliantly Warm, use this 10% off discount code WELCOME10.We have teamed up with Phin, a social impact marketing firm, to give back for each episode. To learn more, visit: https://app.phinforgood.com.

We get into questions like: - What happens when there's more demand for sales talent than there is supply? (04:49) - Why are companies losing sellers in the first place? (11:00) - How will you measure your life? (15:02) - What if the only way to win is to play your own game? (18:26) - What are Nigel Green's goals for the year (so we can all hear how it's done)? (21:55) - And what does it mean to design a Company of One? (22:04)   Resources mentioned in this episode:  - https://www.therevenueharvest.com/ (Revenue Harvest) (20:20) - https://www.huffpost.com/entry/kentucky-tornadoes-communiity-neighbors_n_61bdfd20e4b0d637ae822dd5/amp (After A Tornado Devastated My Rural Kentucky Community, Something Beautiful Happened) by Becky Giles Green (03:05) - https://www.amazon.com/Art-Community-Seven-Principles-Belonging/dp/1626568413 (The Art of Community) by Charles Vogl (3:41) - https://www.repvue.com/ (RepVue) (12:31) - RepVue CEO https://www.revenuereal.com/ryan-walsh/ (Ryan Walsh Champions Transparency) episode (12:31) - https://www.amazon.com/How-Will-Measure-Your-Life/dp/0008316422 (How Will You Manage Your Life) by Clayton M. Christenson (14:39) - https://www.amazon.com/Company-One-Staying-Small-Business/dp/1328972356 (Company of One) by Paul Jarvis (21:59) - https://podcasts.google.com/feed/aHR0cHM6Ly9yc3MuYXJ0MTkuY29tL3RpbS1mZXJyaXNzLXNob3c/episode/Z2lkOi8vYXJ0MTktZXBpc29kZS1sb2NhdG9yL1YwL2E5N1JwdHJrYjNXeDdnRWRXWkdhSlgwczZtbkM2NmhkWVJhTUR3MkJtN00?hl=en&ved=2ahUKEwi3mbHr2vv2AhUwlYkEHdcCCpkQjrkEegQIBxAF&ep=6 (Mr. Mustache on the Tim Ferris podcast) (22:56)  For more Nigel:  https://www.linkedin.com/in/revenueharvest/ (LinkedIn profile) https://www.therevenueharvest.com/ For more Amy:  - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show) - Write a https://www.revenuereal.com/reviews/ (review)

This week's episode is a throwback episode that I unfortunately never aired until now. When switching jobs last year, I misplaced 3 interviews that I recently found, and will be sharing with you all in the coming weeks. This week's episode features Nigel Green. Nigel is a former successful Fortune 300 Executive and entrepreneur who now focuses much of his attention on teaching sales managers how to become indispensable C-Suite Executives. He has been featured in Inc, Forbes, Entrepreneur, and Business Insider just to name a few. He is also the author of Revenue Harvest, which is A Sales Leader's Almanac for Planning The Perfect Year which breaks down sales using analogies from farming, and they couldn't be more spot on! He is also the host of the Revenue Harvest Podcast. Focusing on The 20% Prospecting Within Existing Accounts The 3 C's of Hiring In Sales The Importance of being interested vs. interesting Saving Money 101 Much More Please enjoy this week's episode with Nigel Green! ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

We are kicking off 2022 with a value packed interview with Nigel Green, Author of Revenue Harvest. Host Bryan Whittington dives into the differences between sales leaders and sales managers. Nigel is a successful executive and entrepreneur who shows executives and entrepreneurs how to quickly double sales. In 2019 Nigel published his book, Revenue Harvest: A Sales Leaders Almanac For Planning The Perfect Year. A timely topic for the first episode of 2022! Connect with Nigel: https://www.linkedin.com/in/revenueharvest/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ www.ebsgrowth.com

oday we are going to talk to somebody who is a true expert in B2B sales, in complex sales organizations - especially in companies looking for fast growth. His name is Nigel Green, author of the recent bestseller, Revenue Harvest, available on Amazon. We are excited to have Nigel on our podcast to talk about the complex sale and how to organize the new math of selling. Nigel has a track record of successfully developing effective sales teams. Over the last decade, he helped build two sales teams that produced $50M+ in annual revenue. A third sales team started at very little revenue and grew to nearly $10M annually. In 2018, Nigel began coaching and advising sales leaders and leading intimate, one-day workshops for sales teams that want to double their sales. If you are interested in learning more about Nigel check out his website, nigelgreen.co.

Nigel Green is a sales consultant, trainer and author of a book titled Revenue Harvest: A Sales Leaders Almanac for Planning the Perfect Year. In it Nigel writes about the similarities of selling and farming. Specifically, the cycles that each go through and how a percentage of the outcome is beyond your control. Like a farmer with unexpected weather events, revenue leaders must prepare for the unexpected. Finally, we dive into Nigel's seven principles for sales leaders. Connect with Andy: LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast Learn more about your ad choices. Visit megaphone.fm/adchoices

If you’re in business, you’re in sales. And if you’re a business owner who is still the primary salesperson on your team—listen up—this episode is for you. We’re bringing you two conversations with experts in Sales Leadership—author Nigel Green and Ramsey Solutions Board Member Brian Mayfield. In our first conversation, Daniel Tardy sits down with Nigel Green to hear why salespeople should stop hunting for sales and start farming for them. You’ll also get practical advice for how to overhaul your sales plans if you find yourself falling short of your goals. In our second conversation, Ramsey Host George Kamel sits down with Brian Mayfield to talk about how to take action when your sales are off plan, and how to continue to grow a thriving sales team.   The EntreLeadership Podcast Nigel Green’s website Revenue Harvest by Nigel Green Ramsey Solutions' website Download the 10 Days of Intentionality Schedule a call with Tim, our producer.   Learn more about the offers from our EntreLeadership Partners: BELAY  |  Gravy  |  Hite Digital   Want expert help with your business question? Call 844.944.1070 and leave a message, or send an email to entrepodcast@ramseysolutions.com. You could be featured on a future podcast episode!

Authenticity is a frequent topic on the Selling From the Heart Podcast. As a sales leader, how do you recruit authentic salespeople to your team? Our guest, Nigel Green, is the author of Revenue Harvest. He's interviewed over 3,000 sales candidates. He shares what managers should look for and also gives advice for how authentic sales pros should interview.

Today's guest on the Sales Vitamin Podcast is Nigel Green, he's the author of the best selling book Revenue Harvest A Sales Leader's Almanac For Planning The Perfect Year.   Nigel is a sales coach, author and consultant to some of the top organizations in the nation.   As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies.  He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth.    Nigel's insights have been featured in Business Insider, Thrive Global and Inc. Magazine. His book Revenue Harvest is one of the most practical and detailed I've read on sales planning and management.  It gives detailed, practical information you can use immediately to improve your sales teams performance.  His analogy of farming and sales results is genius, but simple. This episode is filled with sales planning information you can implement immediately.   Here's what you'll learn in this episode: Green's inspiration for the book.The similarities between farming and the selling process.The 7 steps of the revenue harvest. The power of restoration (resting). Account Management vs Territory Assignment.The "Fire Yourself" concept. Mission - Plan - Vision.The "outcome" has to mean more. Selling through the pandemic. Hiring mistakes and processes. The Revenue Harvest One Day Workshop.Key sales technology pieces. One sales vitamin. Connect with NigelOfficial WebsiteLinkedIn

In this episode of Next Best Customer, I have the opportunity to speak with Nigel Green about 2021 sales strategy planning. Nigel is the author of Revenue Harvest and someone you need to be following in the sales world. Nigel's company works with leadership teams on designing, building, and implementing winning sales strategies. Revenue Harvest: https://therevenueharvest.com/ Nigel's LinkedIn: https://www.linkedin.com/in/revenueharvest/ Nigel's Sales Plans: www.nigelgreen.co/salesplan

Welcome to the Revenue Harvest Podcast with Nigel Green. Learn from the brightest and most successful executives, investors, advisors, and consultants of our time about the fundamentals of sales leadership. This podcast will give you the answers to the questions that will help you lead your team better, consistently exceed your sales targets, and make the most of your career.Website - https://nigelgreen.co

Want to accelerate your revenue growth? Try focusing your sales team on ideal clients—the type of clients that can really move the needle. Our guest today, Nigel Green, has a lot to say on this topic. He's the Author of Revenue Harvest, A Sales Leader's Almanac for Planning the Perfect Year. This has become one of my favorite sales management books. Nigel has over 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and startup. With this diverse experience, whether you are in sales, marketing, or own a company, you are going to benefit from the insights Nigel shares. In the Revenue Growth Engine book, I talk about accelerating growth by attracting Ideal Clients. These are the types of clients that can move the needle for you because they can buy everything you sell. How do you set up your sales team to land more ideal clients and expand your business inside these clients? In this conversation, Nigel Green shares his recommendations on how companies can move from geographic territories to account-based territories. This conversation is packed with great ideas. Grab a pen and notepad and let's learn from Nigel Green, author of Revenue Harvest.

How to build a sales engine that will land massive deals – repeatedly   A sales engine is a great strategy to increase your number of closed deals. As a sales manager, how do you build a sales engine to land massive deals for your team?    Nigel Green works with  executive investors and sales leaders of companies to help them scale up faster and smarter. As a sales advisor, he works behind the scenes to ensure that leaders are hitting their targets at the end of the year. Nigel understands that if you don't relentlessly pursue your craft and coach your team well, you won't be in the game very long.    The revenue harvest Nigel coined the  term, Revenue Harvest, in this sales leaders almanac containing the fruits of 15 years of experience. He's been helping various companies build their sales team faster so investors have a chance to grow their private equity. Sales leaders in this kind of environment need to act fast.   When Nigel moved to a farm, an hour outside of the city, he was able to observe the farming community. He realized that leading a sales team was very similar to tending crops. Both can face circumstances that are outside of our control. The farmer knows he's got to produce a crop but looking at the year, he wonders when it's going to be too hot or too cold, when it's going to rain, or not. These are elements a farmer can't control but he can't be paralyzed by the uncontrollables. He's got to get to work.    In Revenue Harvest, Nigel shows sales leaders how to yield results year-in and year-out that are consistent.  Nigel has broken this down into seven principles a sales leader can follow.    Create a plan The first principle in the Revenue Harvest helps sales leaders understand what a plan really is and how to do it well. Most sales people don't have a plan. They've been given a plan by their leader but they haven't pushed back in areas where it's not realistic.  Leaders need buy-in from the influencers on their team and it needs to be implemented in a time period that will be effective, before the first quarter. Sales leaders have a responsibility to not only assign the revenue and targets of the plan to the sales rep, but also to the customers.   The plan also has to account for the metrics that are important to the business. Only the sales leader can make sure that everybody on the team is spending their time well and score-carding. The leader needs to incentivize the team in a way that is aligned with the CEO or COO's goals. Oftentimes, time isn't a salesperson's friend but with planning, time can be used more efficiently.    Planning for adversity The truth is, most people don't plan for adversity.  We plan the year assuming that everything is going to be perfect. We don't plan for the person who is going to quit or go on maternity leave and we don't plan for competitors to launch a new product. Most sales leaders don't expect adversity but the truth is, it can come when we least expect it.    A real plan accounts for adversity. The first step in planning is to ask when the budgest season starts. The budget season is a common language in private equity companies. This season typically falls in September or October. By that time, the heads of the company want to see a completed budget expenses revenue target, if new reps need to be hired, etc.. As a proactive leader, you want to go to the heads of the company to get a sense of what it is they want you to accomplish, what resources they're going to give you throughout the year, and negotiate if it doesn't sound feasible. Sales leaders have the responsibility of making sure that adequate resources are in play to hit the numbers.   Positioning  Positioning is two-fold. Before you finalize the sales plan, identify your sales influencers and run the plan by them. No matter how good a plan seems to be, it's wise to receive feedback from the members of your sales team who know the climate of the sales team and can offer information about whether or not a plan is viable.    No one can predict the future but there are two practices that can help mitigate unforeseen disasters: First, look at what the team has done over the past couple years in detail. If the business is affected by seasonality, it's important to look at history by weeks, maybe even days. Check the spikes during busy seasons. If you're in retail, Saturdays and Sundays are huge. Look at what was actually accomplished. You tend to create a better plan when you see the circumstances that have influenced your sales historically.    Second, look at the lost selling days. A sales leader needs to figure out how you want to track lost selling days that don't include national holidays or PTO.  An example might be one of your sales team members not being able to meet her customers due to unforeseen circumstances like a snowstorm that shut down all the roads. You need to figure out a mechanism to track these days and start reducing the days you implement into your plan because of these historically lost sales days. Preventing a mutiny With every salesperson being different, not all strategies will work for all people.  There is still an opportunity to reach people even if you have to contend with bad attitudes.  Allow them to sit with you and share their thoughts. Listen to what they have to say even if it's not something you're able to implement.  Many people just want to be heard and feel they are part of the process.    If you do decide to use their idea, then you have the chance to enlist them in the work and implementation. The team is then positioned well and fortified in areas that you may not have had a lot of influence.   Restore We live in a world of grind and hustle. We all have that influencer we follow for inspiration. This is a world where people are struggling with mental health, addiction, and many other blocks that get in the way of peak performance. This grinding mentality is a slippery slope to some of the real epidemics we're facing.    A farmer knows he can't work a piece of land over and over and never let it rest. It needs restoration. It is the same way with people. You can't work people hard 12 months a year, leave their families, and be on the road without building in time to let them recuperate.  Don't forget to give yourself restoration as well. When everyone comes back, the team is stronger.    Tend  Planting seeds doesn't guarantee a harvest. The magic happens between planting, prospecting, and closing. #TheSalesProcess   We all have the prospecting techniques, the SDR teams, the inbound and outbound, and more. We have a team for every phase but may dwell enough on the in-betweens which include the process, the way we segment the customers to support nurturing the leads, and taking care of our customers until they're ready to buy.     Segmenting the market  Oftentimes, salespeople create these arbitrary lines of segmentation, these boundary lines that don't make sense. The best way to segment customers how they buy which is not something that we normally do. Salespeople hand off a customer multiple times which slows down deal velocity. You take them away from someone they love and hand them to a new person at a certain stage of the funnel. This is harder and more frustrating for them. When a customer is ready to buy, let them purchase things the way they want.    “How to build a sales engine that will land massive deals – repeatedly” episode resources Read the book the Revenue Harvest to learn more. True leadership is about consistency over time, consistency and action, consistency in values, and consistency and execution over time. This is just not in one year, not in one quarter. You have to recognize that your career is a series of seasons and if you don't treat it that way, you won't have a very long career.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.  We have a new semester beginning this March and we would love to have you and your team join us. Follow this link to apply to the program.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.