Podcasts about sales culture

Tony Morando, Chief Sales Officer, shares what it takes to lead a winning sales team. From daily coaching to hiring right, he gives tips on building strong, motivated teams. Learn how standard processes, teamwork, and a great culture drive success.

A strong team doesn't rise and fall with the presence of their agent. In this episode, we break down how to set clear, daily performance standards—and stick to them. Because winning the day every day is how high-producing teams are built.✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/#TeamPerformance #LeadershipDevelopment #InsuranceAgents #TeamMemberPerspective #HighPerformingTeams #WinTheDay #SetTheStandard #InsuranceLeadership #AgencyGrowth #SalesTeamSuccess #InsuranceTips #InsuranceSales #TMP #LifeInsuranceSales #TMPPodcast #salessuccess #teammemberperspective #insurance #salestraining #motivation #insuranceagent #statefarmagent #salesprocess #mindset #colterjohnson #salestips #policysales #agency #lifeinsurance #healthinsurance #sales #sellinglifeinsurance #sellinglife #salesculture #culture #agencyculture

Sales Culture by Mark Richardson

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

Day one on the job—and that new team member is already picking up on the agency's energy without a word being said. Are they stepping into a high-performing culture, or one that slows them down?In this part 1 of the Sales Culture Series, Colter breaks down what every person on the team—from the agent to the sales manager to the newest TM—can do to build a culture that is hungry and performs.#InsuranceTips #InsuranceSales #TMP #LifeInsuranceSales #TMPPodcast #salessuccess #teammemberperspective #insurance #salestraining #motivation #insuranceagent #statefarmagent #salesprocess #mindset #colterjohnson #salestips #policysales #agency #lifeinsurance #healthinsurance #sales #sellinglifeinsurance #sellinglife #salesculture #agencyculture ✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

In this episode, we sit down with Dick Dunkel, the original inventor of the acronym MEDDIC (MEDDICC), the most widely used qualification framework (MEDDPICC) in software sales, SaaS sales, and IT Sertrieb. We dive deep into the real story behind MEDDICC's creation, how it became a global standard in tech sales, and why it's still relevant in 2025. This conversation is packed with insights for SDRs, Account Executives, and Sales Leaders in Software Sales and IT sales. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (00:00) - Intro: The Man Behind MEDDICC (02:00) - How MEDDICC Was Discovered at PTC(05:15) - The 3 Questions That Started It All(08:30) - Why MEDDICC Became a Global Standard(11:45) - What Makes MEDDICC So Effective(14:10) - Is MEDDICC Still Relevant in 2025?(17:00) - The Swiss Army Knife of Sales(20:15) - Common Mistakes When Implementing MEDDICC(23:30) - Sales Enablement and Changing Behavior(27:50) - What Happens When You Miss a Step(30:40) - How MEDDICC Helps with Forecast Accuracy(35:10) - Coaching with MEDDICC: The Scoring System(39:30) - Why Qualification = Time Management(42:00) - Sales Leadership and MEDDICC Adoption(46:00) - How to Embed MEDDICC in Sales Culture(49:30) - Final Thoughts: Sales is a Lifecycle Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

Want to Start or Grow a Successful Business? Schedule a FREE 13-Point Assessment with Clay Clark Today At: www.ThrivetimeShow.com   Join Clay Clark's Thrivetime Show Business Workshop!!! Learn Branding, Marketing, SEO, Sales, Workflow Design, Accounting & More. **Request Tickets & See Testimonials At: www.ThrivetimeShow.com  **Request Tickets Via Text At (918) 851-0102   See the Thousands of Success Stories and Millionaires That Clay Clark Has Helped to Produce HERE: https://www.thrivetimeshow.com/testimonials/ Download A Millionaire's Guide to Become Sustainably Rich: A Step-by-Step Guide to Become a Successful Money-Generating and Time-Freedom Creating Business HERE: www.ThrivetimeShow.com/Millionaire   See Thousands of Case Studies Today HERE: www.thrivetimeshow.com/does-it-work/  

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.ADDITIONAL RESOURCESLearn more about Christopher Vik:https://www.linkedin.com/in/christophervik/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:00] Pipeline Generation: Is It Still Alive?[00:02:25] Building a Pipeline Generation Culture[00:04:01] The Five Mechanisms of Successful Reps[00:15:53] The Importance of Preparation in Pipeline Generation[00:24:26] Recruitment and Building a Dream Team[00:33:00] Leveraging AI and Tools for Pipeline Generation[00:35:01] Leveraging Thought Leaders for Sales[00:35:32] The House Party Analogy for Warm Introductions[00:38:21] Tailoring the Challenger Approach[00:43:30] Importance of In-Person Meetings[00:46:14] Creating an Invisible Fence in Sales[00:49:02] Connecting Systems for Sales Success[00:53:37] Recruiting the Right Sales Reps[01:03:27] Defining and Living by Your ValueHIGHLIGHT QUOTES[00:02:00] "Pipeline generation is not dead; it's about evolving the methods with new tools like AI."[00:03:33] "You can build a business on pipeline generation, but it has to be sustainable and strategic to avoid burnout."[00:16:56] "Preparation leads to attitude. If you're really prepared, you have a better attitude."[00:50:01] "Everyone loves to be led, provided you can take them to a place they can't get to on their own."[01:04:03] "As a leader, you need to know your values and articulate them; it helps build a strong, values-driven culture."

  Hey there, Sales Leaders and Professionals! Imagine a surprising twist in the world of sales culture that could skyrocket your team's performance. It's something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team's success. Ready to take your sales game to the next level? Let's dive in! Cultivating a sales culture Cultivating a strong sales culture is essential for fostering teamwork, accountability, and continuous improvement within sales teams. It involves creating a supportive environment where team members are empowered to collaborate, learn from each other, and strive for excellence. A positive sales culture boosts morale, increases motivation, and ultimately leads to enhanced performance and success. This is Paul Fuller's story: In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Paul Fuller, the Chief Revenue Officer of Membrain, a B2B growth platform. Paul brings over two decades of sales experience to the table, making him an expert in driving sales culture through character, competence, and technology. He emphasizes the significance of continuous training, individual accountability, and celebrating wins while coaching privately for improvements, laying the foundation for a positive sales culture. Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. With his deep understanding of the multi-faceted nature of sales and the impact of technology on driving sales culture, Paul offers practical advice to enhance team collaboration, accountability, and sales excellence. This engaging conversation is a must-listen for sales leaders and professionals looking to elevate their team's performance and build a strong sales culture. Paul Fuller found his calling in sales through a journey filled with diverse experiences. His career, which includes founding a sales-as-a-service company and transitioning to his current role, reflects his unwavering dedication to the industry. Paul's view of sales as a blend of leadership, service, and wayfinding sheds light on the profound insights he has gained over the years. His story is not just about professional growth, but a testament to how a shift in mindset can turn disdain for a profession into a deep-rooted passion. Paul's narrative resonates with the challenges and triumphs many professionals encounter, making his journey an inspiration for those seeking fulfillment and purpose in their careers. I think the biggest thing that we can help them do is be good at their job and be held accountable to doing it well. - Paul Fuller Our special guest is Paul Fuller Paul Fuller, the Chief Revenue Officer of Membrain, is a seasoned sales professional with over 22 years of industry experience. With a track record of leading a sales-as-a-service company and now steering Membrane's B2B growth, Paul brings a wealth of expertise to the table. His unique journey from initial skepticism about sales to recognizing its potential to transform lives gives him a distinct outlook on building a sales culture within teams. Paul's insights into leadership, service, and wayfinding in sales offer a refreshing and valuable perspective for sales leaders and professionals seeking to enhance team performance and foster a collaborative and accountable sales culture. In this episode, you will be able to: Mastering LinkedIn messaging will revolutionize your sales outreach. Weekly sales reports can uncover hidden opportunities and boost team performance. Cultivating a sales culture within your team is key to achieving sales excellence. Choosing the right sales technology can supercharge your team's productivity. Effective B2B sales coaching strategies can transform your team's performance.   The key moments in this episode are: 00:00:00 - Importance of LinkedIn messaging and leadership in sales 00:01:56 - Introduction to Membrain and Paul Fuller 00:03:13 - Membrain's B2B growth platform 00:07:43 - Personal definition of sales and its impact on people 00:11:20 - Delicate communication in addressing areas of improvement 00:13:47 - Building a Strong Sales Culture Based on Character and Competence 00:16:31 - Accountability and Approach in Sales Leadership 00:21:03 - Creating a Systematic Sales Culture 00:23:15 - Equipping Sales Teams with the Right Technology 00:27:55 - The Pitfalls of Misguided Enablement 00:42:35 - Challenges in Training 00:43:20 - Resistance to Change 00:44:50 - Impact of Membrain 00:49:13 - Connecting with Paul 00:50:52 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:00 - Importance of LinkedIn messaging and leadership in sales The conversation starts with a discussion about the missed opportunity to reply on LinkedIn messaging and then delves into the importance of leadership in sales and the need for delicate communication in addressing areas of improvement. 00:01:56 - Introduction to Membrain and Paul Fuller Mario introduces Paul Fuller, the Chief Revenue Officer of Membrain, and they discuss Paul's background in sales and his role at Membrain. 00:03:13 - Membrain's B2B growth platform Paul explains that Membrain offers a B2B growth platform that includes a CRM and is designed to help sales experts and their customers define and execute their sales processes and methodologies. 00:07:43 - Personal definition of sales and its impact on people Paul shares his personal definition of sales as leadership, service, and wayfinding, emphasizing the impact of sales on changing people's lives beyond just financial gain. 00:11:20 - Delicate communication in addressing areas of improvement The conversation explores the challenge of providing constructive criticism in sales and the importance of building respect and trust to effectively communicate areas of improvement to sales professionals. 00:13:47 - Building a Strong Sales Culture Based on Character and Competence Paul emphasizes the importance of character and competence in building a strong sales culture. He stresses the need for true intentions and a heart of servitude in sales interactions. 00:16:31 - Accountability and Approach in Sales Leadership The discussion shifts to the approach and accountability in sales leadership. Paul talks about the importance of holding individuals accountable for their actions and celebrating wins while providing private coaching for improvement. 00:21:03 - Creating a Systematic Sales Culture Paul discusses the significance of creating a systematic approach to building a sales culture. He emphasizes the need for continual training, coaching, and the use of technology to enable sales teams to be effective in their roles. 00:23:15 - Equipping Sales Teams with the Right Technology The conversation delves into the importance of providing sales teams with the right tools and technology. Paul highlights the demoralizing effect of not arming teams with the right technology and emphasizes the need to align technology with the desired sales outcomes. 00:27:55 - The Pitfalls of Misguided Enablement The discussion covers the misconception of enabling sales teams with technology without understanding the specific job roles and desired outcomes. Paul emphasizes the need to avoid the "tech confusion gap" and align technology with the specific needs of each sales role. 00:42:35 - Challenges in Training Paul discusses the challenges he faced in training a large number of people and the lack of implementation and engagement from the trainees. 00:43:20 - Resistance to Change Paul addresses the resistance to change from the sales team, including their reluctance to use referrals and their low open rates and engagement on emails. 00:44:50 - Impact of Membrain Paul talks about the impact of Membrain on the market, including elevating the sales profession, driving excellence in the sales process, and achieving significant growth and client retention. 00:49:13 - Connecting with Paul Paul shares that the best way to connect with him is through LinkedIn and also mentions his podcast, "The Art and Science of Complex Sales." 00:50:52 - All-Time Favorite Movie In a lighthearted moment, Paul reveals that his all-time favorite movie is "The Goonies" and shares a fun memory related to it. Mastering LinkedIn messaging Mastering LinkedIn messaging is crucial for building connections and generating leads in the digital sales landscape. It involves crafting personalized messages that resonate with prospects and drive engagement. By harnessing the power of LinkedIn, sales professionals can reach a wider audience and establish meaningful relationships with potential clients. Unveiling the benefits of weekly sales reports Weekly sales reports offer valuable insights into team performance, allowing sales leaders to track progress, identify areas for improvement, and celebrate achievements. These reports provide a clear overview of key metrics, such as revenue goals, conversion rates, and pipeline growth, enabling data-driven decision-making. By analyzing weekly sales reports, teams can optimize strategies, enhance efficiency, and drive sales success. The resources mentioned in this episode are: Connect with Paul Fuller on LinkedIn by searching for Paul Fuller, Membrain or visiting LinkedIn.com/in/paulsfuller. Check out the Art and Science of Complex Sales podcast created by Membrain, available on all podcast platforms. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Visit Membrain's website at membrane.com to learn more about their B2B growth platform and how it can help elevate the sales profession. Listen to the Modern Selling Podcast and give it a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.ADDITIONAL RESOURCESLearn more about Mike Earnest:https://www.linkedin.com/in/mike-earnest-1a0a607/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] The Importance of Recruiting in Sales Leadership[00:01:59] Three Rules of Recruiting[00:03:08] Building a Culture of Promotion[00:08:56] Traits to Look for in New Recruits[00:15:57] Challenges and Strategies in Recruiting[00:32:44] Sourcing Top Talent[00:37:03] Defining the Ideal Candidate Profile[00:38:10] Proactive Pipeline Generation Strategies[00:39:23] Leveraging New Hires for Recruitment[00:42:08] Creative Recruitment Tactics[00:46:29] Retention Strategies for Top Talent[00:51:17] Challenges of Leadership Transitions[01:00:28] Supporting New ManagersHIGHLIGHT QUOTES[00:01:10] "You have to create a culture of recruiting. It's our pipeline generation as leaders."[00:03:09] "You better have a culture of promotion."[00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit.[00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."?[00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels."[00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."

Takeaways:- Why your whole company needs to get behind an international sales strategy- Differences in selling in US, Italy, Taiwan, UK- You can't just hire someone to "run" international sales- How to build a distributor network and empower themDebora Marchesehttps://www.linkedin.com/in/deboramarchese/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA

Join us as we look at how the best companies in the world build cultures that last through a view that is longer and more impactful than short-term wins.

Today Andy is joined by special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke CRO of Prometric. To begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience. We'll explore the consequences of unrealistic goals and pressure on sales teams, as well as the impact of confidence and client satisfaction on sales performance.The roundtable challenges conventional beliefs about sales, debunking the negative stereotypes often associated with the profession, and shed light on the true meaning of sales as a collaborative exchange of value and emphasize the importance of actively listening to clients.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growthKEY TAKEAWAYS[00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it's often rooted in fear or lack of understanding.[00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support.[00:02:42] Forecasting and Leadership Intimacy: How forecasting accuracy reflects a leader's connection to their team and customer accounts.[00:03:28] Adjusting for Variances: Strategies for identifying and addressing forecasting shortfalls mid-quarter.QUOTES[00:01:20] "Forecasting low can be just as negative as forecasting high and missing."[00:02:08] "Being 150% of your forecast three quarters in a row signals you're not doing a good job forecasting."[00:02:42] "Accurate forecasting tells me how intimate you are with your people and the accounts they're calling on."[00:03:28] "If you're intimate enough with your deals, you can figure out how to push one this quarter and make up the difference."Listen to the full conversation with Jim Kelliher through the link below.https://revenue-builders.simplecast.com/episodes/a-peek-inside-the-mind-of-a-cfo-with-jim-kelliherEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Welcome to a very special and important episode of the Win Rate Podcast. Andy brings you a profound discussion about the intersection of mental health, sobriety, and sales culture. He is joined by panelists Marin Nelson, Founder and CEO of Sobrynth, a startup providing substance use disorder solutions to employers, Lindsey Boggs, VP of Global Business Development at DG Matrix, and Earl Murphy, Enterprise AE at Salesforce and Soberforce President. They begin by talking about the creation of SoberForce, a supportive community for individuals in recovery at Salesforce, and the broader implications for corporate America. They dive into their personal journeys of sobriety sharing their experiences, the impact on their careers, the challenges of navigating a sales environment often centered around alcohol, and the importance of creating recovery-friendly workplaces.They also share their experiences and insights on how to foster a culture that supports mental health and sobriety, and the need for systemic change in how companies address substance use disorders. They wrap up by explaining the concept of 'sober curious' and the role of leadership in breaking the stigma surrounding addiction.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this weeks' Scale Your Sales Podcast episode, my guest is Alina Vandenberghe.   Alina is the co-founder and co-CEO of Demand Gen Conversion Platform Chili Piper. Her company is used by GTM teams at Monday.com, Rippling, Home Depot, and more. In 2022 her company reached a Billion-dollar valuation. She also runs a foundation focused on non-Violence, co-chairs a woman organized focused on electing Harris as the next president and is a mom of two boys.   In today's episode of Scale Your Sales podcast, Alina shares her expertise on the evolving sales landscape, highlighting data-driven decision-making, cultural diversity, and the impact of remote work on achieving work-life balance. She discusses the challenges sales leaders face in balancing quotas with genuine customer relationships and reflects on her inspiring journey from Ukraine to becoming an industry leader. Alina's story showcases resilience, a drive for financial stability, and a vision for inclusivity. Welcome to Scale Your Sales Podcast, Alina Vandenberghe.     Timestamps: 00:00 Revolutionizing Sales Culture and Embracing AI Challenges 05:11 Resilience and failures are underappreciated in success. 07:20 Hiring focus: drive to change, not victim mentality. 12:58 Remote work pros/cons; desires transparency, social impact. 15:03 Employees diverse, motivated by financial stability, impact. 18:51 Eastern Europeans valued for strong work ethic. 23:39 AI complicates sales, demands trust-building partnerships. 28:12 Train sales team to meet ICP needs effectively. 31:00 CEO feels lonely, disappointed, seeks local wisdom. 35:29 Nonviolent Communication transformed introversion to extroversion. 37:55 Inspired by diversity, self-expression, and environment.     https://www.linkedin.com/in/alinav/ https://x.com/alinutzav   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Success in sales isn't just about hitting numbers. It's about creating deeper connections, building trust, and fostering a culture that drives long-term success. In this episode, Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group and author of upcoming book Flexible Leadership: Navigating Uncertainty and Lead with Confidence, joins Mental Selling for a special 100th episode to share lessons from his 30 years of leadership expertise. Discover how to shape a sales culture that reflects your values, enhance your listening skills to build trust, and embrace flexibility without sacrificing consistency. In this episode, you'll learn: 1. Success Redefined—Why sales success is about more than numbers and how aligning goals with purpose leads to deeper satisfaction and stronger results. 2. Flexibility Meets Confidence—How embracing adaptability while staying rooted in your values helps you lead effectively through uncertainty. 3. Process Goals in Action—Focusing on actionable steps and milestones drives results and builds momentum over time. 4. Listening That Builds Trust—Why active listening is a game-changer for strengthening relationships with clients, colleagues, and teams. Resources: Kevin Eikenberry's LinkedIn: https://www.linkedin.com/in/kevineikenberry/ The Kevin Eikenberry Group: https://kevineikenberry.com/ Kevin Eikenberry's Books: https://kevineikenberry.com/books/ Learn more about Integrity Solutions: www.integritysolutions.com/ Jump into the conversation: (00:00) Meet Kevin Eikenberry (06:08) Redefining success in sales beyond quotas (20:33) Why consistency is key to achieving goals (22:44) Shaping a thriving sales culture through shared values (28:04) Building trust by enhancing listening skills (31:50) Breaking the habit of interrupting and becoming a better communicator (36:30) Helping customers connect the dots in problem-solving (40:56) Managing stress and avoiding burnout while achieving ambitious goals For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

In this episode of Noob School, we sit down with David Peeples, a seasoned entrepreneur who has spent over two decades building a successful business in the airport security and access control industry. David shares his journey from the early days of his career, where he honed his skills and learned the importance of customer relationships, to founding his own company and growing it into a leader in the field. David takes us through some of the key milestones in his career, including landing major clients like the Pentagon and the Port Authority of New York and New Jersey, which includes JFK, LaGuardia, Newark, and Stewart Airports. He discusses the challenges of competing against much larger players in the industry and the strategies that helped him win these high-profile contracts. Throughout the conversation, David emphasizes the importance of building a strong company culture and reputation, which he believes are the foundation for long-term success. He also shares the lessons he's learned about sales, leadership, and the importance of adaptability in a rapidly changing business landscape. As the conversation shifts toward the future, David talks about the evolving sales models, from perpetual licenses to the potential shift toward SaaS, and the impact of tools like AI on communication and business practices. He also reflects on the value of mentorship and how having the right team and partners can make all the difference in achieving your goals. David's story is one of perseverance, strategic thinking, and learning from every experience. Whether you're a young salesperson or an entrepreneur looking for inspiration, this episode is packed with valuable insights and advice that can help you navigate your own career path. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

Is sales really a "dirty word"? Not for Cathy Hazen, and this episode will show you why embracing the power of "no" is key to getting more "yeses." Dr. Len Tau sits down with Cathy, a seasoned expert with over 30 years of sales and management experience, to explore the secrets to boosting case acceptance and empowering your dental team. From managing orthodontic practices to creating virtual office manager services, Cathy's passion for team development and patient-centered sales strategies shines. In this episode, Cathy and Len discuss: Why every member of your dental team is a salesperson (even if they don't realize it). Strategies to create a successful sales department within your practice. The importance of consistent processes for presenting treatment plans. How to overcome the fear of hearing "no" and why it leads to more "yeses." Tactics to follow up effectively with patients who don't commit immediately. — Key Takeaways: How Cathy Hazen Helps Practices Thrive (02:08) Changing the Stigma Around Sales in Dentistry (05:57) Should Dentists Take on the Sales Role? (12:09) The Importance of a Dedicated Sales Department (14:06) Who on Your Team Needs Sales Training? (16:57) Getting Your Team on the Same Sales Page (17:08) Mastering the Close: From Finances to Commitment (20:26) Follow-Up Strategies to Close the Deal (24:37) How Often Should You Follow Up? (27:50) Lightning Round Q&A with Cathy Hazen (29:23) — Connect with Cathy: Website Special Offer for Listeners: Complimentary 1-hour consultation to discuss opportunities for improving your practice's sales process. Reduced consulting fee of $850/month for the first quarter. — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here. Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!  

Kris and Sharni are an Aussie sales power couple who built their dream life by breaking all the rules. They're here this week to unpack with me their unconventional (but highly effective) sales strategies.As partners behind Beyond Closers and The Remote Sales Institute, they've built hundreds of connections and created a system for a sales experience that feels like anything BUT a sales call.Other topics we include:Why hiring based on potential is a recipe for disaster (and what to look for instead)Why “freestyling within a framework” is the key to authentic sales conversationsThe ONE SECRET to their success as business owners and as a couplePlus, they hit me with a mind-blowing question that every entrepreneur needs to ask themselves.Click that play button and let's get started.Follow Kris and Sharni at:https://beyondclosers.com/https://remotesalesinstitute.com/https://www.instagram.com/kriscochrane/https://www.instagram.com/sharni_campbell/https://www.facebook.com/kriscochrane.profilehttps://www.facebook.com/sharni.campbell.9Follow Ken Okazaki at:https://www.instagram.com/kenokazaki/https://www.youtube.com/c/KenOkazakihttps://podcasts.apple.com/gb/podcast/the-content-capitalists-with-ken-okazaki/id1634328251https://open.spotify.com/show/09IzKghscecbI7jPDVBJTwContent Capitalists YouTube

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Stephanie Wilkinson, CRO of Simpro Group, about transforming sales cultures through the "art of debrief." Learn how deal reviews can foster collaboration, refine processes, and empower sales teams to thrive in a rapidly changing landscape. Stephanie also shares insights into hiring for a learning mindset, creating scalable sales strategies, and building confidence within teams. Tune in to hear actionable strategies for aligning sales processes, driving growth, and elevating your team's performance.

Sales expert Tim Hooper joins the show to discuss how title professionals can create meaningful client relationships by blending innovative tech with a human-centered approach. From using video to deepen connections to leveraging AI for smarter strategies, Tim's actionable insights provide a roadmap for anyone looking to elevate their sales approach in today's competitive market. What you'll learn from this episode Practical strategies for title agents to adopt AI while maintaining personal connections An approach to redefining sales culture with a focus on teamwork, goal alignment, and process improvement How setting priorities and time blocking can help sales teams manage their workload effectively Tips for avoiding burnout through prioritizing physical and mental health, building healthy habits, and setting boundaries Insights on using video and strategic outreach to build stronger relationships and stand out in a competitive industry Resources mentioned in this episode Got Energy? by Tim Hooper | Paperback Vitamin B (For Business) by Andy Bailey | Hardcover Discipline is Destiny by Ryan Holiday | Kindle and Hardcover Every Job is a Sales Job by Cindy McGovern | Kindle and Hardcover MySpace Facebook Marketplace BombBomb Marine Corps Marathon About Tim Hooper Serving as Fidelity National Title's VP for Training & Technology, Tim Hooper trains teams throughout the real estate industry on topics like Energizing Your Sales, Rehumanizing Connection & Marketing That Matters. He holds a degree in Mass Comm/Public Relations from Middle TN State University, is a John Maxwell-certified coach, and four-time author of the GotEnergy series. When Tim's not coaching, he's spending time with his four kiddos and lovely wife Jennifer, while pursuing his quest to run a marathon for charity in every state. He resides in Central Virginia. Connect with Tim Website: Fidelity National Title Insurance Company Podcast: Energy4Sales | Apple Podcasts LinkedIn: Tim Hooper Connect With Us Love what you're hearing? Don't miss an episode! Follow us on our social media channels and stay connected.   Explore more on our website: www.alltechnational.com/podcast Stay updated with our newsletter: www.mochoumil.com Follow Mo on LinkedIn: Mo Choumil

In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach.KEY TAKEAWAYSIBM's GTM Strategies: Discussions about IBM's focus on modernizing through AI and Hybrid Cloud technologies with an emphasis on go-to-market (GTM) strategies.As-a-Service Model: Chuck details IBM's transition towards offering flexible “as-a-service” models to meet modern business needs.Importance of Partners: Emphasis on the critical role of channel partners in driving sales and customer relationships.Sales Enablement: The significance of sales enablement and training for successful GTM execution.Cultural Shifts: Tackling cultural shifts within IBM to support an annuity-based sales model as opposed to traditional transactional models.Career and Mentorship: Chuck shares insights on career growth, emphasizing the importance of mentors and maintaining professional networks.QUOTESOn Sales and Customer Relationships: "Salespeople are your customers. Always ensure you're supporting them to the fullest."Regarding IBM's Strategy: "IBM is much more modern than many perceive, given our investments in AI and Hybrid Cloud."On As-a-Service Models: "Adopting an 'as-a-service' model helps IBM offer cloud-like experiences for on-premise infrastructure."Sales Insights: "Know the company you're selling to, understand their business needs, and remember you're selling yourself."Market Positioning: "The value proposition is critical. Understand what you're replacing or improving for the client."Tech-Sales Synergy: "Pre-sales resources, like sales engineers, are often the unsung heroes. They are vital to closing deals."Career Advice: "Keep your professional network in tune, and never take it for granted."Find out more about Chuck Smith through the link/s below:https://www.linkedin.com/in/chucksmith3/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

"Building a team isn't about finding the best talent; it's about nurturing and developing the potential within your people." – Courtney WeaverNEW BOOK “Quote 3: How to Make Multiple 6 Figures in Any Sales Organization" Pre-Order HERE What's in this episode:Sales Culture & Leadership by Example: Luke dives into his hands-on approach, sitting in the sales pit with his team to lead by example and foster a contagious work ethic.Building a Winning Team: Luke discusses his hiring philosophy, emphasizing personality over experience, and details his onboarding process, which includes a foundation in service before transitioning to sales.Maximizing Sales Efficiency: Luke reveals his strategy to keep sales momentum high by delegating onboarding tasks, allowing his sales team to focus solely on selling.Marketing Strategy in High-Rate Markets: Luke shares how he adapts his marketing spend based on the rate environment and prioritizes states like Pennsylvania, where premiums are more competitive.Mindset & Growth Journey: Luke reflects on his journey from rookie to top producer, his dedication to constant learning, and a pivotal moment that drove him to invest in his self-development.Empowering Team Members: Luke describes the transformation of a young team member who went from receptionist to top salesperson, showing his commitment to supporting his team's growth.Setting New Goals: Luke shares his future vision of expanding his agency while maintaining the high-energy, positive culture that has been key to his team's success.In this episode, Michael and Courtney Weaver chat with Luke Roth, the top auto insurance producer in a field of 19,000 agents. Luke reveals his strategy for writing 450 auto policies monthly, his commitment to leading by example, and his approach to building a high-energy, supportive sales culture. From relentless self-investment to empowering his young team, Luke emphasizes the power of an “obsessed” mindset and a strong, inclusive team dynamic. He also delves into his adaptive marketing strategies amidst industry challenges and shares stories of team success, demonstrating his dedication to their growth and achievement.Connect with Luke:Email: luke@lukeroth.netInstagram- @StatefarmisforyouRESOURCES + LINKSWatch the full episode on YouTube: HEREJoin thousands of successful Insurance Agents who have achieved over $200 million in sales FREE 7-Day Demo TRY NOWTEXT METext "BUZZ" to (816) 727-7610 to chat directly with MichaelFOLLOWWebsite: https://www.weaversa.comLinkedin: https://www.linkedin.com/in/michaelweaverwsa/Youtube: https://www.youtube.com/@michaelweavertrainingFacebook: https://www.facebook.com/themichaelweaverInstagram: https://www.instagram.com/_michaelweaver_/

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve's experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry.KEY TAKEAWAYSCompany Profile: TD SYNNEX is a leading technology distributor, emphasizing a holistic approach that includes market planning, comp design, and channel setup.Sales Culture: A winning sales culture involves creating a team that celebrates wins, adapts to challenges, remains optimistic, and values customer experience.Team Synergy: Best team practices include strong internal relationships across all functional areas, highlighting the importance of teamwork and individual contributions.Customer Experience: Focusing on customer satisfaction and feedback is crucial, leveraging tools like QBRs and NPS scores to maintain high customer experience levels.Evolving Competencies: Modern sales require a balance of traditional and new skill sets, including technical acumen, accurate forecasting, and the ability to leverage AI and digitization.Portfolio & Solution Selling: An emphasis on solution selling across various verticals helps drive comprehensive portfolio selling, supported by strong vendor partnerships.Efficiency through Systems: Utilizing integrated systems and AI to streamline processes and enhance seller productivity is a focal point.Family and Culture: Maintaining a family-oriented culture within the company is valued, supporting employees' personal commitments alongside professional responsibilities.QUOTES"It's always good to drive success with optimism. Remember, pessimists sound smart, but optimists make money.""Focus on the customer experience because that is part of our culture.""It's important to have a winning culture. A team that wants to win, that likes to celebrate those wins, and can adjust to any challenges.""It's not just getting the order out the door; it's about understanding the entire customer experience.""Family means everything. A good company culture values both personal and professional family.""Look, success breeds success. And everybody wants to be a superhero.""As long as tech is about improving productivity and experience, there's always a wildcat opportunity.""Sellers must remember: you're not just selling a product but a solution.""Customer experience trumps everything. If you get the customer experience right, you'll have successful sales orders."Find out more about Steven Jow through the link below.LinkedIn: https://www.linkedin.com/in/steven-jow-279806/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

Capital Raising and Culture in Investment FirmsFeaturing Gui Costin, on the topic of capital raising and leadership within investment groups. This episode is packed with valuable lessons and strategies that can transform your approach to investment sales. Here's a sneak peek of what we covered:Key Takeaways from the Episode:Mastering Capital Raising:   Cold Outreach: Guy emphasizes the power of cold outreach and the necessity of a precise and accurate database of potential investors.   Persistence and Storytelling: Learn how persistence and sophisticated storytelling can turn complex investment strategies into compelling narratives that resonate with investors.The Art of Storytelling in Sales:   Engaging Conversations: Discover why the first two minutes of a meeting are crucial and how addressing key questions upfront can capture an investor's attention.   Two-Way Dialogue: Guy shares the importance of fostering a two-way conversation, allowing for questions and clarifications to build stronger connections.Building a Robust Database:   Fundraisers for Fundraisers: Understand the significance of having a database built by fundraisers, ensuring it meets the specific needs of investment sales professionals.Emotional Resilience in Sales:   Checking the Ego: Guy talks about the emotional challenges of sales and the importance of embracing cold outreach and rejection.The Importance of Culture:   People-Centric Business: Guy believes that every business is fundamentally about people and that a positive culture can significantly impact performance.Balancing Work and Family:   Family-First Philosophy: Guy shares his approach to maintaining a healthy work-life balance by prioritizing family events and strategically planning travel.Face-to-Face vs. Virtual Meetings:** Guy's take on why in-person interactions are invaluable, especially for significant capital raises.Unique Sales Strategies:** How respectful and concise emails can pique curiosity and lead to successful meetings.Emotional Support for Sales Teams:** The importance of showing appreciation for the hard work of sales teams facing frequent rejection.Next Steps Share your thoughts with a review - https://www.thedealscout.com/reviews/ Let's connect on LinkedIn - https://www.linkedin.com/in/joshuabrucewilson/ Subscribe and Watch on YouTube - https://www.youtube.com/channel/UCBQN_Y3nhDGClfMxCSBDjOg Disclaimer: The content shared on this podcast is for informational purposes only and should not be taken as financial, legal, or tax advice. The views and opinions expressed are those of the host, Josh Wilson, and any guests, and do not necessarily reflect the official policy or position of any agency or organization. Josh Wilson is a licensed real estate broker and an investment banker, but this podcast is not a substitute for professional advice. We strongly recommend that you consult with a qualified financial advisor, legal counsel, and tax professional before making any financial decisions or taking any actions based on the information provided in this podcast.

Do you want to update your method of selling title insurance? Ryan D'Aprile reveals the innovative sales strategies that will transform your title business. From harnessing the power of technology to building unbreakable relationships, he's got the formula for success. So, if you're ready to learn the secrets of the trade, don't miss out on this episode.       What you'll learn from this episode Benefits of creating a sales culture from the ground up Importance of relationship-based sales The visual flow of sales processes for tracking and improving relationship management Dangers of overly relying on technology at the expense of personal relationships Actionable steps for establishing a sales culture in title companies      Resources mentioned in this episode  The Toyota Way by Jeffrey Liker | Paperback, Hardcover, and Kindle  E-Myth by Michael E. Gerber | Paperback, Hardcover, and Kindle  The Happiness Advantage by Shawn Achor | Paperback, Hardcover, and Kindle  TitlePro DataTrace®     About Ryan D'Aprile Ryan is the founder of D'Aprile Properties and Zanelo, with extensive experience in real estate, mortgage, title, and insurance. He successfully built one of the Midwest's leading real estate brokerages, which was known for its strong sales culture and innovative training programs. Ryan is now focused on his latest venture, Zanelo, which aims to revolutionize title sales by combining digital systems with a personal touch. His expertise lies in relationship-based sales, visualizing sales processes, and creating disciplined sales cultures that drive growth and success.     Connect with Ryan Website: Xannello  LinkedIn: Ryan D'Aprile     Connect With Us Love what you're hearing? Don't miss an episode! Follow us on our social media channels and stay connected.    Explore more on our website: www.alltechnational.com/podcast Stay updated with our newsletter: www.mochoumil.com Follow Mo on LinkedIn: Mo Choumil

Relyance AI is a global privacy compliance and data governance platform that allows enterprises to protect customer data, avoid expensive fines, and build customer trust. It provides visibility and control over all enterprise data processing. In this episode, we chat with Abhi Sharma, CEO and co-founder of Relyance about the early days of the company, and how Relyance has recently completely transformed its sales culture. Join us as we discuss: 00:00 Preview: Culture is about what you do day-to-day 1:28 The insight behind Relyance 6:20 Early feedback from design partners 9:17 Abhi's learnings as a second-time founder 11:10 Transforming Relyance's sales culture and strategy 15:30 How Unreasonable Hospitality influence Abhi's thinking about company culture 18:18 What the hospitality industry can teach software founders 24:18 How Abhi coached his team into changing their mindsets 30:06 How Relyance's customers and team have responded to the shift in the sales culture 35:51 Advice for early-stage founders on building strong company culture Abhi Sharma is the CEO and co-founder of Relyance. Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood, and Harness. Learn more about us at https://www.unusual.vc/.

summaryJames Ashford shares his entrepreneurial journey and the importance of creating amazing customer experiences. He emphasises the need for systemization and continual improvement to deliver exceptional service. Dominic Monkhouse highlights the significance of sales in business success and the fear of rejection that holds many businesses back from increasing their prices. They discuss the value of simplifying the sales process and closing deals on the spot. James also shares his experience with Go Proposal, a pricing proposal software for accountants, and how it helped streamline the sales process. James Ashford shares his experience of building and selling his software business, GoProposal, and the importance of creating a sales culture and simplifying the sales process. He emphasises the need for businesses to focus on providing a great customer experience and highlights the value of being exit-ready. James also discusses the challenges he faced after selling his business and the importance of understanding the true reason why entrepreneurs do what they do.TakeawaysCreating amazing customer experiences is crucial for business success.Systemisation and continual improvement are key to delivering exceptional service.Many businesses fear increasing their prices due to a lack of self-worth and fear of rejection.Simplifying the sales process and closing deals on the spot can lead to faster business growth.Go Proposal, pricing proposal software, helps streamline the sales process for accountants. Instead of relying solely on a sales team, focus on creating a sales culture in your business.Simplify the sales process to provide a better customer experience and increase efficiency.Be exit-ready by systemising your business, having a playbook, and extracting yourself from day-to-day operations.Understand the true reason why you do what you do as an entrepreneur and honour that passion.Surround yourself with positivity and block out negativity to maintain a positive mindset.Chapters02:51 Creating Amazing Customer Experiences10:04 Overcoming the Fear of Rejection and Increasing Prices19:07 Simplifying the Sales Process for Faster Business Growth22:50 Streamlining the Sales Process for Accountants with Go Proposal29:17 Creating a Sales Culture and Simplifying the Sales Process35:55 The Value of Being Exit-Ready51:51 Understanding the True Reason Why Entrepreneurs Do What They Do

What does it take to build a sales team that consistently crushes its goals? This episode dives deep into that question with Hamish Knox, a sales expert and top Sandler franchisee. With a proven track record of helping entrepreneurs achieve massive success, Hamish shares his secrets to scaling sales and building a high-performing team. As a recipient of Sandler's highest honour and a multi-book author, Hamish brings a wealth of knowledge and experience to the table.Join us as we explore strategies for scaling sales teams, fostering strong sales cultures, and practical advice for sales leaders looking to elevate their game. Don't miss this episode packed with actionable insights!Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated customers, and creating a culture where honest feedback is valued. A must-listen for sales leaders at startups navigating their own path to market fit.KEY TAKEAWAYS[00:00:49] Defining a Great First Line Leader[00:01:42] Common Mistakes of Second Line Leaders[00:02:28] Transitioning from Tactical to Strategic Thinking[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line ManagersHIGHLIGHT QUOTES[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."[00:02:28] "The further you move up the range, the lonelier it gets at the top."[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."Listen to the full episode with Jeremy Burton through this link: https://revenue-builders.simplecast.com/episodes/the-startup-ceo-with-jeremy-burtonCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

SummaryLucas Price interviews Dan Dionne, VP of Sales at Review Wave, on building elite sales teams. Dan shares insights from his journey, including his time at CarGurus during its hypergrowth phase. They chat about hiring 'A' players, the balance of fun and accountability in team culture, and the importance of continuous training with real-time call reviews and live battle cards. Dan emphasizes maintaining high energy and clear performance expectations to keep teams motivated and productive. Discover actionable strategies for developing a successful, high-performing sales environment.Take Aways Hire with a Plan: It's crucial to meticulously define the attributes of an 'A' player and stick to this blueprint to avoid bad hires that can impede team performance.Celebrate Wins: Keeping morale high through celebrating small and large victories fosters a productive and engaging work environment.Structured Training: Continuous training and the use of tools like live battle cards are essential for maintaining high performance and adaptability in sales.Maintaining Balance: While promoting a fun and energetic culture is important, maintaining accountability and performance metrics is key to success.Adaptability in Sales: The ability to push through objections and continue probing for solutions is a critical skill for sales success.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/49GxDifMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

In this episode of Tech Sales Insights, Chris Scanlon, CRO at human, discusses the nuances of sales leadership across small and large companies. Sponsored by Alexander Group, Scanlon shares insights on building sales culture, the importance of enablement, and aligning executive teams. He also delves into his career journey, including roles at Accuvant, Optiv, and Checkpoint, and the significant impact of his mentors. Additionally, Scanlon talks about the challenges of defining ideal customer profiles and leveraging a comprehensive sales tech stack, including tools like Clary, Sixth Sense, and ZoomInfo. The episode emphasizes the evolution needed for sales leaders to become effective operators in both startup and large organizational environments.KEY TAKEAWAYSDifferent Dynamics in Sales Leadership: Understand the contrasting challenges and opportunities in sales leadership within small startups versus large corporations.Building a Winning Culture: Learn the importance of creating a positive, engaging culture to attract and retain top talent.Staying Customer-Centric: Discover the value of staying close to customers, regardless of company size, to drive sales and innovation.The Evolution of Cybersecurity: Gain insights into the growth and specialization within the cybersecurity industry and its impact on sales strategies.Leadership Lessons: Chris shares his experiences and lessons learned from merging companies, managing large teams, and maintaining a hands-on approach to sales leadership.QUOTES"At the end of the day, it's about creating a culture where people want to work and thrive.""You go from knowing everything about your customers to just checking people's homework. Staying close to the front line is crucial.""In cybersecurity, it's not just about antivirus and firewalls anymore. The landscape has evolved dramatically.""Leading by example is vital. If you want your team to do more sales calls, you have to show them it's possible by doing it yourself.""Building a winning culture starts with hiring the right people and giving them the environment to innovate and succeed."Find out more about Chris Scanlon through the links below:https://www.linkedin.com/in/cscanlan/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

In this episode of "Now That's IT: Stories of MSP Success," we sit down with Marco La Vecchia, the Chief Revenue Officer at Produce8, to uncover the secrets behind his remarkable success in the managed service provider (MSP) industry. From his early days at N-able to his leadership roles at AVG and Fully Managed, Marco has consistently driven growth and innovation through strategic sales initiatives.Marco shares his journey from an aspiring professional golfer to a key player in the MSP world, providing invaluable insights into how sales can be the catalyst for scaling your business. He discusses the importance of building a strong sales culture, the traits to look for in top-performing salespeople, and the crucial role of a dedicated sales leader.Listeners will learn about:The "work hard, play hard" ethos that propelled N-able to success.How leading with a security-first approach at AVG reshaped the MSP landscape.The transformative sales strategies that grew Fully Managed from a local MSP to a national powerhouse.The significance of aligning sales and marketing efforts to drive qualified leads and close deals.Marco's current venture at Produce8 and how it's set to revolutionize productivity for MSPs.Whether you're an established MSP owner or just starting, Marco's proven growth tactics will provide you with actionable strategies to elevate your sales game and scale your business. Tune in to gain a wealth of knowledge from one of the industry's most respected leaders.Don't miss this episode packed with expert advice and real-world examples of how effective sales tactics can lead to extraordinary growth in the MSP space.'Now that's it: Stories of MSP Success,' dives into the journeys of some of the trailblazers in our industry to find out how they used their passion for technology to help turn Managed Services into the thriving sector it is today. Every episode is packed with the valuable insights, practical strategies, and inspiring anecdotes that lead our guests to the transformative moment when they knew….. Now, that's it.This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this weeks' Scale Your Sales Podcast episode, my guest is Jamie Gallagher. He's a husband, father, and terrible golfer, AVP Fortra EMEA, 25 years sales professional, operated globally and DEI Champion. In today's episode of Scale Your Sales podcast, Jamie discusses the importance of setting realistic goals for salespeople, coaching, employing consistent methodologies, and effectively managing deals. Jamie highlights the significance of hiring individuals who are both compatible and trainable, shares his unique approach to talent acquisition, and reflects on the impact of a supportive organizational culture. We explore the keys to success in the sales industry and gain valuable insights from Jamie's extensive experience. Welcome to Scale Your Sales Podcast, Jamie Gallagher.   Timestamps: 00:00 How to coach your way to success and close deals like a pro 03:57 Emphasizing diversity in team recruitment and sourcing. 06:27 Wider sourcing process identifies successful sales candidates. 10:12 Evaluating sales team qualities and managing expectations. 15:09 $1,000,000 sales target with variable rewards. 18:37 Fantastic leader with supportive and intoxicating environment. 19:34 Personal success comes from delivering notable achievements. 24:54 Sales leaders learn to listen, strategize, choose wisely. 27:56 External factors impact employees and business goals. 31:45 Critical coaching includes expectation setting and engagement. 32:52 Fortress uses force management for business success. 38:49 Jordan's mom shaped his groundbreaking sports deals. 41:04 Rex Smith, an influential sales trainer, remembered fondly.   https://www.linkedin.com/in/jagallagher/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode, Doug Mitchell, the founder of 'Building Great Sales Teams' and a sales program builder, shares his journey and valuable insights into creating successful sales teams. This discussion was part of Doug's keynote at the Builders of Authority event held on June 26th. Doug discusses the importance of not playing small and taking bold actions to improve one's business model. He details the essential elements for building a sales team, encapsulated in his 'CODOC' formula: Compensation, Opportunity, Development, Operations, and Culture. With a mix of personal anecdotes and professional advice, Doug illustrates how aligning business strategies with core values can lead to profound growth and efficiency, both in business and personal life. He also highlights the significance of scalability, systematization, and culture in creating a sustainable sales organization. Whether you're a budding entrepreneur or a seasoned business owner, this talk offers invaluable lessons on leadership, development, and achieving business-life alignment.Chapters00:00 Introduction and Opening Remarks00:13 Introducing Doug Mitchell02:32 Doug Mitchell's Background and Philosophy03:31 Building a Sales Program: The CODOC Framework07:51 Doug's Entrepreneurial Journey10:28 Balancing Business and Family13:16 Compensation and Opportunity in Sales16:50 Setting Clear Promotion Criteria18:00 Developing a Sales Program18:07 Building a High-End Security Sales Process19:15 Training and Onboarding Strategies20:02 Financial Literacy for Sales Teams21:06 Scaling Sales Operations23:02 Recruitment and Hiring Systems26:00 Creating a Strong Company Culture28:21 Personal and Business Alignment31:45 Transition to Consulting Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

In this episode, Walter Crosby sits down with Kyle McDowell, founder and CEO of Kyle McDowell Inc, to discuss his book "Begin with We." Kyle shares profound insights into leadership, sales culture, and the pivotal role of ego and gratitude in transforming how we lead and collaborate. Episode Highlights: Unplanned Conversations: Discover how an impromptu discussion on Marcus Aurelius and stoicism set the tone for an engaging and impactful episode. Ego and Leadership: Learn about the significant role ego plays in leadership and how letting go of ego can lead to more effective and fulfilling leadership. Kyle's Principles: Dive into the ten principles outlined in Kyle's book, emphasizing the importance of collaboration, accountability, and mutual support within a team. Practical Advice: Get actionable tips on creating a positive and productive sales culture, whether you are an entrepreneur or an employee. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make":  https://helixsalesdevelopment.com/scale-your-sales/ Tired Of Watching Your Team Misfire When It Comes To Sales Hires? Unleash The Little Known Secrets To Sales Hiring Success For Just $97! You can sign up for the next Sales Hiring Secrets here: https://events.helixsalesdevelopment.com/sales-hiring-secrets-invite Connect with Walter Crosby: Email: walter@helixsalesdevelopment.com LinkedIn:https://www.linkedin.com/in/walterlcrosby/ Website:https://helixsalesdevelopment.com/ Calendly:https://calendly.com/walter-helix/15- Connect with Kyle: LinkedIn: https://www.linkedin.com/in/kylemcdowellinc  https://kylemcdowellinc.com/  Book: https://www.amazon.com/dp/1544529910?ref_=cm_sw_r_cp_ud_dp_MYG21HTGY55NPERB6K3E https://www.instagram.com/kylemcdowellinc  https://www.tiktok.com/@kylemcdowellinc  https://www.youtube.com/@kylemcdowellinc  https://www.facebook.com/KyleMcDowellInc  https://twitter.com/KyleMcDowellInc   

Value Before Transaction! . What if our understanding of being a Growth Leader has been fundamentally flawed all along? In a paradigm shift, growth now transcends mere expansion and KPIs to embody a deep-seated evolution within leadership roles. CEOs are no longer distant figures but actively engage in sales at the front lines. . Through dialogues with some of the world's most renowned executives, an unexpected truth has emerged. This shift, though seen as a demotion by some, demands leaders to guide and engage in sales actively. Resistance to this change is not just startling; it's a costly barrier to success. . Join us as we pull back the curtain to discover the true essence of being a growth leader in today's business world. Success now requires a holistic embrace of every aspect, even those initially deemed unworthy. Together, let's redefine the very core of "growth leadership." . We are excited to have Scott Edinger, acclaimed author of "The Growth Leader," as our esteemed guest. Scott challenges the common perception, highlighting that growth leadership is about fostering a robust sales culture, a concept that has been fundamentally misinterpreted. . Scott is a renowned expert whose life story is as inspiring as his professional insights. His journey is nothing short of remarkable, having transformed from a high school near-dropout to a respected author whose voice has graced the pages of the Harvard Business Review over forty times. . Scott's literary contributions include the national bestsellers "The Hidden Leader" and "The Inspiring People" books which have reshaped our understanding of leadership. . Not only has Scott's work been featured in the Harvard Business Review's guides on professional growth and productivity, but his insights have also climbed the ranks to earn accolades from The Wall Street Journal and USA Today. . Today, Scott brings his sleeves-rolled-up approach to guide leaders on merging strategy, leadership, and operational tactics to spur significant growth within their organizations. . Join us as we welcome a true beacon for leaders worldwide, ready to enlighten us with strategies from his latest Book, "The Growth Leader.” . Get ready to elevate your leadership game with insights from one of the most astute minds in business growth today, Scott Edinger. .  LinkedIn: https://www.linkedin.com/in/scott-edinger https://twitter.com/ScottKEdinger   Part 2: Why It Must Be Value Before Transaction! ·      Why You never want to employ Hungry Salespeople! ·      Beyond Customer Experience: Delve into the overlooked sales experience. ·      Redefining Sales: Moving beyond traditional sales tactics. ·      The Most Powerful and Holistic insightful customer engagement strategy. ·      The Story of Gary: How A Magnificent Sales Experience Created a 3x More Expensive Happy Customer. ·      How To Create a Tailored Sales Approach Even in a Commoditized Market. ·      Value over Transaction: Why Education Leads to Better Business Outcomes. ·      Leadership in Sales: Why The Root of An Effective Sales Strategy is Thoughtful Leadership. ·      The Impact of a Sales Culture: The Importance of Cultivating a Sales Culture. ·      From Pitching to Problem-Solving. ·      Emotion and Sales: The Role Emotions Play in Driving Sales. ·      The Bigger Picture: Sales Integration into Your Overall Business Strategy. ·      Connecting the Dots: How integrating sales with overall business objectives can lead to more sustainable growth and customer satisfaction. . Dov Baron's brand new course has just been released on coursifyx.com/belonging ------------- . Titled: "CREATING A CULTURE OF BELONGING." The course is separated into eight sections that will take you by the hand and walk you through exactly how to create a culture of belonging. . Because: CREATING A CULTURE OF BELONGING MAXIMIZES PERSONAL AND CORPORATE SUCCESS. Get Ready to strap on the tanks and Dive Deep into, What it Takes to Create a Culture of Belonging in your organization! Curious to know more? coursifyx.com/belonging .  "Those Who Control Meaning for The Tribe, Also Control The Movement of That Tribe" #leadership #leadershipdevelopment #emotionsourcecode #neuroscience #emotional #meaning #emotional #logic #culture #curiosity #humanbehavior #purpose  

 Rethinking Growth Leadership What if everything we understood about being a Growth Leader was fundamentally flawed? Picture a world where focusing on growth transcends mere expansion and KPIs. Imagine a paradigm where growth is about a deep-seated evolution within leadership roles. The age when CEOs simply set visions from lofty heights is over. .  In today's demanding business arena, leaders are propelled to the front lines to guide and actively engage in sales. An unexpected truth has come to light through intimate dialogues with some of the world's foremost executives. This shift catches many off guard, perceived not as an opportunity but as some kind of demotion tangled in sales-related misconceptions. . This resistance is not just startling—it's a costly barrier to success. Join us, as we dive deep into what it truly means to be a growth leader in the modern business world, where success requires a holistic embrace of every aspect of business, even those initially deemed unworthy.  . Together, we'll redefine the essence of “growth leadership”. Our distinguished guest today is Scott Edinger. Scott is the acclaimed author of "The Growth Leader,"  and he argues that we've completely misinterpreted the essence of growth leadership—it's all about fostering a robust sales culture! . Scott is a renowned expert whose life story is as inspiring as his professional insights. His journey is nothing short of remarkable, having transformed from a high school near-dropout to a respected author whose voice has graced the pages of the Harvard Business Review over forty times. . Scott's literary contributions include the national bestsellers "The Hidden Leader" and "The Inspiring People" books, which have reshaped our understanding of leadership. . Not only has Scott's work been featured in the Harvard Business Review's guides on professional growth and productivity, but his insights have also climbed the ranks to earn accolades from The Wall Street Journal and USA Today. . Today, Scott brings his sleeves-rolled-up approach to guide leaders on merging strategy, leadership, and operational tactics to spur significant growth within their organizations. . Join us as we welcome a true beacon for leaders worldwide, ready to enlighten us with strategies from his latest Book, "The Growth Leader.” . Get ready to elevate your leadership game with insights from one of the most astute minds in business growth today, Scott Edinger. .  LinkedIn: https://www.linkedin.com/in/scott-edinger https://twitter.com/ScottKEdinger . Part 1) Rethinking Growth Leadership ·      Abandoned to Wiley, Scholarship to Leadership Authority.   ·      Beyond Metrics to a Profound Transformation of Your Role. ·      Frontline Dynamics: How Today's CEOs Must Be Engaging on The Front Lines. ·      The Most Surprising Shift: How Some of The World's Leading Executives Dealing with Their Changing Roles. ·      Why Sales Challenges Are a Leadership Problem. ·      Uncover The High Stakes Sales Stigma in Leadership. ·      Redefining Growth Leadership. ·      The Marketing Experience, The Customer Experience and The Sales Experience. ·      Diving into Sales Culture. ·      Why fostering a robust sales culture is crucial for effective leadership. Dov Baron's brand new course has just been released on coursifyx.com/belonging ------------- . Titled: "CREATING A CULTURE OF BELONGING." The course is separated into eight sections that will take you by the hand and walk you through exactly how to create a culture of belonging. . Because: CREATING A CULTURE OF BELONGING MAXIMIZES PERSONAL AND CORPORATE SUCCESS. Get Ready to strap on the tanks and Dive Deep into, What it Takes to Create a Culture of Belonging in your organization! Curious to know more? coursifyx.com/belonging .  "Those Who Control Meaning for The Tribe, Also Control The Movement of That Tribe" #leadership #leadershipdevelopment #emotionsourcecode #neuroscience #emotional #meaning #emotional #logic #culture #curiosity #humanbehavior #purpose

In this episode of the Successful Life Podcast, host Corey Berrier delves into the crucial role of leadership in both personal and professional contexts. Berrier discusses the importance of communication, transparency, and strategic thinking in fostering effective leadership. He emphasizes the need for leaders to adapt their style to different scenarios, inspire trust and loyalty, and create a positive culture both at home and in the workplace. Additionally, Berrier highlights the significance of empathy, active listening, and setting clear expectations to build strong relationships and successful teams. He concludes with actionable advice on improving hiring processes and maintaining a customer-centric approach.00:00 Introduction to Leadership and Relationships00:30 Balancing Personal and Professional Leadership01:32 The Importance of Effective Leadership06:10 Transparency in Leadership08:34 The Role of Communication in Leadership12:07 Motivating and Developing Your Sales Team14:12 Building a Positive Company Culture16:19 Empowering Your Salespeople18:10 Data-Driven Leadership Decisions21:03 Customer-Centric Leadership23:42 Aligning with Company Values28:36 Conclusion and Final Thoughtshttps://whohire.com Support the Show. https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1https://bit.ly/4bFz4yc https://www.housecallpro.com/successullifehttps://www.facebook.com/corey.berrier https://www.linkedin.com/in/coreysalescoach/

CGC Media & PSX Digital Introduce the rebrew of DealerCast 2.0 - Episode 4 Dealership Sales Culture CGC Media and PSX Digital Power Sports are excited to announce our Rebrew Series of DealerCast 2.0 with Larry Bruce. In this episode we discuss the importance of having a good “Sales Culture”. Let's Brew! Don't forget to share and subscribe! Brew Brought By: https://motoix.com

In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey.  Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve.   Tune in to discover Steve's insights on: Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way. Building a Sales Culture: Hiring for grit and optimism to create an unshakable team. Driving Revenue: The pivotal role of a game-changing product in the sales landscape. The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success! Tune in and let us know your key takeaway. Steves Linkedin Profile 00:00 Introduction and Background 03:01 Getting Fired and Joining Link Squares 08:56 Building the Sales Team at Link Squares 15:54 Lessons Learned and Adjustments Made 32:10 Continued Growth and Challenges Faced 37:55 The Evolution of a Sales Leader 38:22 Staying Involved in the Day-to-Day Operations 39:23 Building a Sales Culture and Scaling a Sales Organization 40:12 Delegating and Working on the Business 44:09 Introducing WinRate 48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation

Every businessperson will agree that nothing feels better than closing a deal. However, knowing that that deal will change a person's life feels even better, and thankfully, that's the direction the world of sales is heading- a more human-centric approach where people need to feel heard, liked, and seen dictate the pace in the market. In this episode, we are joined by Kayvon Kay, a Master of Sales and Closing, Brilliant Keynote Speaker, the Creator of the One-Call Closer Methodology, and the Founder of The Sales Connection. Kayvon's track record of generating sales and closing deals is almost as impressive as his resilience and ability to bounce back from hard failure to astonishing success. Throughout this episode, you'll hear Kayvon's fascinating story of ups and downs as an entrepreneur, and the pivotal moment in his life when, right before giving up, he decided to bet on himself one more time. Kayvon also shares his thoughts on leadership, putting together a sales team that can't lose, how to motivate them properly, and much more. Tune in to Episode 426 of Becoming Your Best and discover how creating a human-centric sales culture can change your teams and customers' lives. Some Questions I Ask: What are some of the most important character traits that you found that have helped you through hard times? (8:50) What are some essential qualities that make an effective sales leader? (12:20) In This Episode, You Will Learn: A bit about Kayvon's background and upbringing (2:20) From almost bankrupt to creating a 7-figure business (5:50) Kayvon explains how internal and external motivation work (14:00) Three steps to build a positive and collaborative sales culture (17:10) How do you motivate a sales team? (23:30) Connect with Kayvon Kay: Website LinkedIn Instagram Becoming Your Best Resources: Becoming Your Best Website Becoming Your Best University Website Becoming Your Best Library Email: support@becomingyourbest.com Book: Becoming Your Best: The 12 Principles of Highly Successful Leaders Book: Conquer Anxiety: How to Overcome Anxiety and Optimize Your Performance Facebook Group – Conquer Anxiety Hosted on Acast. See acast.com/privacy for more information.

In this episode of Tech Sales Insights, Randy Seidl and Peter Bell, General Partner and Chairman of Amity Ventures, dive into the realm of sales and startups. From Peter's extensive experience as both a sales leader and a venture capitalist, they explore best practices, pitfalls, and strategies for achieving success in sales-driven organizations.KEY TAKEAWAYSFounder-Led Sales: Understand the pivotal role founders play in early sales efforts and the importance of authenticity in customer interactions.Product-Market Fit: Delve into the challenges of finding and validating product-market fit, crucial for sustainable growth and investor confidence.Scaling Sales Teams: Navigate the delicate balance between founder-led sales and hiring experienced sales managers to drive team growth and efficiency.Remote Work Dynamics: Explore the evolving landscape of remote work and its impact on sales team dynamics, collaboration, and productivity.Customer-Centricity: Emphasize the significance of customer relationships and the role they play in product development, sales strategy, and business success.QUOTES"If the founder can't sell the product, it's extremely difficult for anyone else to sell it because the founder has the authenticity that really only the founder can have in an early-stage company.""Finding product-market fit is extremely difficult. Sometimes you don't actually know when you've found it. Many companies feel they've found it before they've actually really found it.""It's not just about making quota and delighting customers; it's about enjoying the journey together."Find out more about Peter Bell through the links below:LinkedIn: https://www.linkedin.com/in/peterwbell/This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make. Visit their website at: https://phonereadyleads.com/