Podcasts about sales dna

In this episode, Shannon Waller and guest Steve Heroux discuss the importance of sales coaching and understanding Sales DNA profiles. Steve addresses the negative perceptions of sales and the challenges entrepreneurs face in hiring effective salespeople, and offers actionable insights to transform sales culture. Tune in for a fresh perspective on finding and nurturing great sales talent! Download Episode Transcript Show Notes: Effective sales coaching is essential for developing a high-performing sales team and should focus on individual strengths and weaknesses. Understanding the Sales DNA profile can help identify the unique strengths of salespeople, allowing for tailored coaching and training strategies. The sales profession often suffers from a negative perception, with many seeing salespeople as pushy or manipulative, which can hinder effective selling. Sales leaders play a crucial role in shaping the culture and practices of their sales teams. Poor leadership can perpetuate negative stereotypes about sales. Finding the right salespeople is challenging, which means entrepreneurs must prioritize hiring individuals who align with the company's values and customer needs. One-size-fits-all training programs are ineffective. Custom training based on the Sales DNA profile can lead to better results. Trust is a critical component in sales. Building genuine relationships with clients can counteract the negative stereotypes associated with sales. Many entrepreneurs struggle with sales because they excel in product development but lack sales expertise, leading to potential business failures. Defining an ideal customer profile helps sales teams focus their efforts on prospects that are more likely to convert and benefit from the product or service. Teaching salespeople to say no to unsuitable prospects is vital; just because someone is willing to buy doesn't mean they should. Salespeople are motivated by personal goals and family needs. Leaders should align company objectives with these motivations to foster engagement. There is a need for a cultural shift in how sales is perceived and practiced, moving away from aggressive tactics to a more consultative approach. Providing sales teams with the right tools and resources, including training and technology, is essential for empowering them to succeed. The sales landscape is constantly evolving; ongoing training and development is necessary to keep sales teams competitive. Focusing on building long-term relationships with clients rather than short-term sales can lead to greater success and customer loyalty. Resources: The Sales Collective Steve Heroux on LinkedIn Book: Sales Is Not a Dirty Word: The Definitive Guide for Success in Sales by Steve Heroux Book: To Sell Is Human: The Surprising Truth About Persuading, Convincing and Influencing Others by Daniel Pink Book: Start With Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek Book: The End of Average: How We Succeed in a World That Values Sameness by Todd Rose Book: Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear Unique Ability® The Kolbe A™ Index CliftonStrengths®

In this episode of Sales and Cigars, host Walter Crosby welcomes Derek Baer, Vice President of Corporate Training at Kurlan & Associates. Derek shares his journey from a young caddy learning the ropes of sales to becoming a leader in corporate training. They explore the critical role of work ethic, commitment, change, and accountability in driving sales success. Derek emphasizes that without commitment, sales training is a waste of resources, offering practical advice for leaders looking to build high-performing sales teams. Episode Highlights: Derek discusses the impact of classic books like "How to Win Friends and Influence People" by Dale Carnegie and the "Five-Minute Journal" on his approach to personal and professional growth. A deep dive into why accountability from the top down is essential for effective sales training, and how a lack of commitment from leadership can derail even the best efforts. Insightful stories from Derek's career, including the lessons learned from his early experiences as a caddy, wiring subwoofers in high school, and his rise to an elite level in sales through hard work and relentless curiosity. A candid conversation about the challenges modern sales professionals face, including the rise of "telephonobia" among younger reps, and how mastering human connection remains a competitive edge. Walter and Derek explore the concept of "Sales DNA" and how understanding and optimizing these competencies can transform a sales team's performance. Signature Content: Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Connect with Derek Baer: Email: dbaer@kurlanassociates.com Company: Kurlan & Associates Website: ConstructingSuccess.fm LinkedIn: Derek Baer Connect with Walter Crosby: Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Order here Tired of watching your team misfire when it comes to sales hires? Unleash the secrets to sales hiring success for just $97! Sign up for the next Sales Hiring Secrets Email: walter@helixsalesdevelopment.com LinkedIn: Walter Crosby Website: Helix Sales Development Calendly: Schedule a call Call to Action: Don't forget to like, subscribe, and hit the bell icon to stay updated on future episodes. Share your thoughts in the comments below, and let us know your favorite takeaway from Derek's insights! Produced by: Podcast Production and Guest Booking Service - Titan Media Worx Hashtags: #SalesAndCigars #SalesLeadership #SalesTraining #BusinessGrowth #WalterCrosby #DerekBaer #SalesPodcast #Entrepreneurship #SalesStrategies  

 In this episode of Sales and Cigars, host Walter Crosby welcomes Derek Baer, Vice President of Corporate Training at Kurlan & Associates. Derek shares his journey from a young caddy learning the ropes of sales to becoming a leader in corporate training. They explore the critical role of work ethic, commitment, change, and accountability in driving sales success. Derek emphasizes that without commitment, sales training is a waste of resources, offering practical advice for leaders looking to build high-performing sales teams. Episode Highlights: Derek discusses the impact of classic books like "How to Win Friends and Influence People" by Dale Carnegie and the "Five-Minute Journal" on his approach to personal and professional growth. A deep dive into why accountability from the top down is essential for effective sales training, and how a lack of commitment from leadership can derail even the best efforts. Insightful stories from Derek's career, including the lessons learned from his early experiences as a caddy, wiring subwoofers in high school, and his rise to an elite level in sales through hard work and relentless curiosity. A candid conversation about the challenges modern sales professionals face, including the rise of "telephonobia" among younger reps, and how mastering human connection remains a competitive edge. Walter and Derek explore the concept of "Sales DNA" and how understanding and optimizing these competencies can transform a sales team's performance. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Connect with Derek Baer: Email: derektbaer@gmail.com Company: Kurlan & Associates Website: ConstructingSuccess.fm LinkedIn: Derek Baer Connect with Walter Crosby: Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Order here Tired of watching your team misfire when it comes to sales hires? Unleash the secrets to sales hiring success for just $97! Sign up for the next Sales Hiring Secrets Email: walter@helixsalesdevelopment.com LinkedIn: Walter Crosby Website: Helix Sales Development Calendly: Schedule a call Don't forget to like, subscribe, and hit the bell icon to stay updated on future episodes. Share your thoughts in the comments below, and let us know your favorite takeaway from Derek's insights! Produced by: Podcast Production and Guest Booking Service - Titan Media Worx Hashtags: #SalesAndCigars #SalesLeadership #SalesTraining #BusinessGrowth #WalterCrosby #DerekBaer #SalesPodcast #Entrepreneurship #SalesStrategies  

In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy. Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success. Chapters: 00:00 - Intro 01:03 - Josh Braun Background 04:08 - Who's Josh Outside Work 04:59 - Enhancing Customer Engagement for Mutual Success 08:24 - The 'Red X' Strategy for Product and Service Enhancement 14:00 - Rethinking Objections in Selling 19:51 - Shining a Light on Problems, Not Convincing to Buy 22:04 - Engage with Josh //ENGAGE WITH JOSH Josh's LinkedIn Josh's Website //MENTIONS Dish Network Jellyvision HubSpot Zendesk //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community!   //STAY AWESOME &  DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts

Walter helps entrepreneurs & CEOs scale their business. They want out of the sales seat, yet they feel themselves constantly being sucked back into the weeds.   Walter talks about his latest book, the cost of a mis-hire, niching, and being more than just a salesperson!

It is critical to acquire performers, especially in sales. In business, a performer will help you generate sales and grow. In this episode, Steve Heroux, the CEO and Founder of The Sales Collective, dives into how to find, attract, and hire elite performers to grow your business. He also talks about the Sales DNA and explains how it determines if a person is a good fit for the position you need to fill. Tune in to this episode and learn how to acquire elite performers for your business! In this episode, you will learn:> How to find, attract, and hire elite performers.> What is the Sales DNA?> The major pieces of the Sales DNA

Much of who were are is based on our genetics. As sales people, we have certain strengths that come natural to us. We call this our Sales DNA. The way you were born will determine whether or not you favor certain sales techniques and tactics such as cold calling, working open houses, becoming a social media influencer, partying for profits, becoming the lunch and learn queen or the networking king. Studies show if you're good at something, you'll probably like doing it. What's your Sales DNA? www.TLOPonline.com  

Ein eigenes Online Business zu haben, kann dir viele Träume erfüllen. Der Weg dahin ist aber nicht immer ganz so geradlinig und einfach. Aber es gibt die ein oder andere Geheimzutat, die dafür gesorgt hat, dass wir unser Business SHE AIMS HIGHER mit Leichtigkeit zum Erfolg geführt haben. Du willst wissen, was du wirklich brauchst um 2022 dein Online Business zu starten? In der aktuellen Folge erzählen wir dir, worauf es wirklich in einem erfolgreichen Online Business im Jahr 2022 ankommt! • ERWÄHNT • START & SUCCEED: https://sheaimshigher.com/programme/start-succeed-2/ SALES DNA: https://sheaimshigher.thrivecart.com/sales-dna/ MAGICAL GROWTH: https://sheaimshigher.thrivecart.com/magical-growth/ THE OFFER GAME: https://sheaimshigher.thrivecart.com/selling-multiple-offers/ • MEHR VON UNS • Instagram-Kanal https://www.instagram.com/sheaimshigher Website https://sheaimshigher.com Jeden Donnerstag gibt es eine neue Folge. Feedback oder Ideen? Schreib uns eine E-Mail an office@sheaimshigher.com!

Wer SHE AIMS HIGHER kennt weiß, dass wir in rasender Geschwindigkeit geniale Angebote für unsere Kund*innen generieren. Gleichzeitig bedeutet das aber auch, dass unser Business sich wahnsinnig schnell verändert, sodass wir selbst manchmal kaum glauben können, welche Quantensprünge wir machen. In dieser Folge erfährst du, wie wir während unserer gemeinsamen Tage auf Mallorca unsere Angebote komplett auf den Kopf gestellt haben und was das für unser Business bedeutet. • ERWÄHNT • START & SUCCEED: https://sheaimshigher.com/programme/start-succeed-2/ SALES DNA: https://sheaimshigher.thrivecart.com/sales-dna/ SELLING MULTIPLE OFFERS: https://sheaimshigher.thrivecart.com/selling-multiple-offers/ • MEHR VON UNS • Instagram-Kanal https://www.instagram.com/sheaimshigher Website https://sheaimshigher.com Jeden Donnerstag gibt es eine neue Folge. Feedback oder Ideen? Schreib uns eine E-Mail an office@sheaimshigher.com!

Learn Speak Teach #16 w/ Steve Heroux of Victory Selling Watch The Full Video: https://youtu.be/UQXXlxif098 - Sales is not about pushing products. It is about building relationships and providing value to your customers. Successful salespeople are not only good at their job but also at connecting with people on an emotional level. They are able to identify the needs of their potential clients and provide them with immense value. Join the conversation with Steve Heroux as he shares practical tools in sales to help you transform your sales strategies to build a successful sales referral system, refine your sales skillset, and make a ton more money while doing it. Steve is the “Sales DNA” champion, Founder and President of Victory Selling, and the author of Sales Is Not A Dirty Word. Steve has more than 25 years of successful sales experience as a top 1% salesperson in multiple industries. He mentored top companies including Aflac, The UPS Store, and Title Boxing. Steve has trained thousands of salespeople and he believes that anybody can learn how to sell, but you absolutely must possess three keys, honesty, integrity, and humility. Tune in! During this episode, you will learn about; [00:01] Introduction to the show [02:22] Steve's career background [05:46] How Steve moved from hardly speaking to number one in sales [09:10] Surprising sales referral statistics [09:50] The right strategies to ask your customers for referrals [11:12] Why asking for a recommendation is all about timing [13:31] Why the perception of sales is horrific and dirty [18:09] Short-sightedness in sales [20:44] Steve's sales DNA tool and the sales skills that it measures [24:01] The need to be liked and how it negatively affects sales results [25:45] How to get comfortable discussing money and ask the right questions [30:06] Transforming your sales and values around money using the Sales DNA Test [33:58] How to get your sales DNA Test [37:17] Working with people who want to work with you [39:20] Investing in yourself with consistency to level up [41:56] Rapid Fire Round [40:04] How to reach out and connect with Steve Notable Quotes ~ “Building your referral system is the smartest way to do business.” ~ “Sales is all about value, find out what people want and are willing to pay or train for it.” ~ “Sales referrals are all about timing; you have to prove your worth to your customers before asking for referrals.” ~ “You cannot train desire, and you cannot train the will to win; they are inherent to an individual.” ~ ”If you need to be liked as a salesperson, you will not be able to ask the right questions to your prospects to get them to think.” ~ “People don't buy because they like you; they buy because you provide them with a massive amount of value.” ~” You will always earn within 10% of what you believe you are worth.” ~ “Personal growth is like brushing your teeth; you have to treat it with consistency and not intensity.” Steve's Book Sales Is Not A Dirty Word https://www.amazon.com/Sales-Not-Dirty-Word-Definitive/dp/1945849843 Keep In Touch with Steve Heroux: Website: https://www.victoryselling.com/steve-heroux/ LinkedIn: https://www.linkedin.com/in/steveheroux1/ Instagram: https://www.instagram.com/thesteveheroux/ Facebook: https://www.facebook.com/steve.heroux/ Sales DNA Test: https://www.victoryselling.com/sales-dna-test/ — Follow Balbert… Facebook www.facebook.com/balbertmarketing Instagram: www.instagram.com/realbenalbert/ LinkedIn: www.linkedin.com/in/ben-albert-a74737106/ Our Website: www.realbusinessconnections.com – LST is made possible by www.balbertmarketing.com/

In this episode of Enterprise Sales Development podcast, we speak with Josh Braun, an expert in helping sales leaders, CEO's, and founders create systems to generate a steady flow of meetings each month with qualified buyers. He is the founder of his own sales consulting firm, Josh Braun Sales Training, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh shares his wisdom on sales and discusses the zone of resistance and how to lower it. Using mock call role playing, he also talks about how to build familiarity quickly and effectively in the first 10 seconds of a cold call. WHAT YOU'LL LEARN High lessons Josh has learned over the years since he's gone on the consulting front The zone of resistance and how to lower it Why you should start with intent and how to use your language, intent and tonality to get to the truth behind the objections Why labeling and making people feel heard and understood is key What an SDR can do in the first 10 seconds to build familiarity quickly and effectively in a cold call QUOTES “Your thoughts affect what you say. So when your intent is ‘I got to talk everybody into everything,' you end up sounding in ways that feel manipulative, salesy and off-putting, and often people go into the zone of resistance.” -Josh Braun [04:27] “About 10 years ago, I came to this realization that in order to change that, I have to start with my intent, meaning what's my goal? And so when I cold call people, my goal is this, ‘I wonder if this person has a problem.' Not ‘they definitely have a problem, I have to pitch them.' So my cold call approach is completely different.” -Josh Braun [08:33] “That's the secret to labeling is making people feel heard and understood. It's a super power for getting people to sort of open up.” -Josh Braun [13:08] “Talking people into things doesn't work. And we're trained to convince and persuade. That's the biggest problem.” -Josh Braun [20:06] “Questions get people talking. Questions spark.” -Josh Braun [29:47] TIMESTAMPS [00:01 Intro [00:28] Meet Josh Braun [01:34] High lessons Josh has learned in consulting [03:48] How to lower the zone of resistance [07:48] Start with your intent [11:51] Labeling is key [20:14] What SDRs can do to build familiarity in a cold call [35:15] How he creates connections and join the resistance [42:06] How to contact Josh RESOURCES Chris Voss on Rewiring Your Brain to Listen Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz Chris Voss Teaches the Art of Negotiation - MasterClass CONNECT Josh Braun's website Josh Braun on LinkedIn Josh Braun on TikTok The Inside Selling Podcast with Josh Braun CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter

In this episode, you'll learn how to sell more by focusing less on your or your prospects' emotions and more on providing value for them. Find out what makes a great SDR, closer, or sales leader, and why you shouldn't base your identity on outcomes or things that are fleeting. JJ loses his cool because of something Joey says, Joey recalls that time he pissed off a prospect, and JJ shares his journey on conquering limiting beliefs. What's in Joey's glass: Pinhook Vertical Series 6 Year "Bourbon War" BourbonWhat's in JJ's glass: Company Distilling Straight Bourbon Whiskey Finished With Maple WoodThis Cast Covers:Joey's big surprise for JJ over the weekend (02:24)Hustle and drive versus experience and skill – which weigh heavier in any sales leadership position? (06:44) SDA's business model is quite different from most sales agencies wherein the closers also get sales assistants (11:05)Is it necessary to be building relationships with every prospect you meet to become successful at sales as an agency owner? (12:59)How the DISC assessment can be used to find out which type of sales role you can excel in (14:47)A way to build genuine authentic relationships in your sales calls (15:33)Joey explains why he never hands out references to any of his prospects and why you shouldn't too (18:47)Maintaining company culture in the digital workplace and why you need to know this when creating systems or processes, building a team, or vetting candidates for any role (23:48)  Creating an echo chamber for yourself (27:27)Giving your team the space to be individually different, but you must share an alignment on the core values (30:00)How to personally separate your self-worth from the outcomes you have in business (33:11)Joey talks about why his faith is super important and why he finds his identity in Christ (35:20)JJ's journey struggling with limiting beliefs and how he was able to conquer them (08:58)Remember this if you are your biggest critic (42:48)JJ's biggest goal for 2022 and how he plans to achieve it (45:10)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Today's sales teams operate in an incredibly competitive environment. If you're a founder-based seller and looking to transition into hiring sales leaders, it's your job to provide guidance and support so that your sales teams can best serve your clients and reach company goals. To do so, you need to understand what it takes to cultivate sales team culture for sales reps and then adapt accordingly.We're breaking down the similarities and differences in cultivating team culture between corporate sales teams and smaller $1-20 million agencies. Also, Joey is hiring an SDR for his company! Find out if you're the one he's looking for.What's in Joey's glass: Jefferson's Grand Selection 'Chateau Pichon Baron French Oak Cask Finish' Straight Bourbon WhiskeyWhat's in JJ's glass: Michter's Kentucky Straight RyeThis Cast Covers:Shows Joey likes to watch in his free time from Alex Hormozi to comedians talking about UFC MMA stuff (02:52)If you're easily offended, you're probably not the salesperson Joey's looking for (06:56)The funny story of how Joey found out that doing digital marketing isn't the same as selling digital marketing (08:07)Similarities and differences between a corporate sales environment and sales teams of smaller $1-20 million agencies (13:38)What type of meetings happens at the start of every workday or week at bigger sales companies? (17:48)Is it good to introduce healthy competition into your sales team culture for smaller agencies? (20:01)Figuring out how many touchpoints you need with your sales reps depending on your agency structure and how many layers you have in your agency (21:22)What Joey is specifically looking for in a salesperson/closer (22:42)Why Joey thinks he's better off working “above” SDA rather than in it (27:33)How long before Joey decides to fire a salesperson after seeing they just aren't cut out for the SDR role? (28:00)How much should you think through current or potential future economic landscapes before allowing it to inform the way you're projecting your company out? (30:00)Why we love to create a proforma for every client we take on before we start working with them (32:34)Different ways you can pull the lever on future projections (35:01)JJ is offering to give 2-3 badass agency owners to join the trip and see for themselves if this is for you or not (38:39)How much should your cost per acquisition be to forecast what you could spend on generating leads or should you work backward? (39:36) Why the “one to many” or “fishing with nets approach” works for agencies like SDR versus “fishing with spears” (45:13)Joey's favorite and least favorite parts of sales (47:57)The one thing Joey hates when doing sales that's pretty much inevitable but still gets on his nerves every time (50:56)Does Joey have any rituals before jumping into sales calls? (52:23)How to deal with people ripping your stuff a.k.a. copycats (54:13)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindAlex HormoziThis Past Weekend with Theo VonKing and the Sting with Theo Von and Brendan SchaubCongratulations Podcast with Chris D'Elia

Alex McNaughten is a Founder and Leadership Coach at Sales Leaders. In this episode, Alex talks about the inherent traits of successful sales reps. Connect with Alex on LinkedIn here and Sales Leaders here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

In this throwback episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it.Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA Learn more about your ad choices. Visit megaphone.fm/adchoices

In this throwback episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

In this throwback episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

Sales DNA – you either have it or you don't. Is this really the case? Or are there other factors you can consider when hiring a salesperson? In this episode, we talk about sales rep DNA, why we always prefer attitude over aptitude, our lessons and experiences in the year 2021, and our plans for 2022. We also came up with some questions to help you reflect on your personal, business, or family life.This Cast Covers:How to reset yourself when shit hits the fan  (02:24)Momentum is the most powerful force on the planet (05:06)What would Joey do if his plans for Sales Driven Agency or the Best Damn Agency Mastermind never panned out? (07:43) Some holiday traditions Joey and JJ find enjoyable and actually care about (09:16)Why JJ likes Thanksgiving more than Christmas (11:38)Start with pain and end with pleasure (14:45)What it means to drag someone through the glass (17:12)Sales rep DNA (20:38)Why Joey always chooses attitude over aptitude in his sales reps (23:27)A good question to ask yourself for self-reflection or even when you're vetting potential employees (24:40)What you should be working into all of your interview processes (25:22)How to balance training for the role that you're currently in versus the larger scale, macro leadership development (27:28)Why self-awareness can turn into self-limiting very quickly (31:41)How to take every lesson you learned in 2021 to hit the ground running in 2022 (36:16)Three questions for self-reflection to prepare for 2022 (37:49)Why you should be creating space on or before the end of this year to be by yourself, have some quiet and reflect (39:27)The Rothschild method for anyone wanting to create some type of offer to get more deals at the end of this year (41:31) What is Joey most proud of this year and what is his biggest takeaway heading into 2022? (51:01)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

https://www.linkedin.com/in/wesleynegreer/ (Wesleyne Greer) of https://transformedsales.com/ (Transformed Sales) argues that hiring the person with the best sales skills will always win out over the sales person who has the most industry experience. It's easier to learn a new product than it is to learn how to sell. Wesleyne observes that a great salesperson can't overcome a poor product but you can't save a poor salesperson with a great product either. Wesleyne offers a 3 step solution to finding the right salespeople for your company. Listen to the end for a special gift she's offering our listeners. Show highlights 01:43 Businesses are making the mistake of prioritizing industry experience over sales expertise 03:19 Despite promises, it's rare when a salesperson can bring their book of business with them to their new employer 04:07 Win by teaching your product to a strong salesperson 05:20 A great salesforce cannot overcome a mediocre product. And a mediocre salesforce can fall short of the potential of a great product. 6:44 Strong sales skills will outperform industry knowledge every day 10:24 The 3 steps you must follow to hire the right salespeople 12:50 Learn about Wesleyne. Email Wesleyne at wgreer@transformedsales.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating. Email jay.kingley@centricityb2b.com to learn more about Centricity and the Best Kept Secret show.

If you're a true student of sales at any level, then you're going to love this conversation with Steve Heroux. In this conversation we dig into what your sales DNA is and what that actually means, and there's a few specific tactics you will learn that will help you manage your daily output when it comes to your sales process. In this episode you will learn: What's in your sales DNA and how does understanding that allow you to be successful?We talk about KPI's in business, but do we measure what actually matters? Steve talks to you about measuring DPI's and how that will change your sales success. How to be more human with your sales process and how that will allow you to win more deals. If you don't follow Steve Heroux, I HIGHLY endorse him as a person and as a TRUE SALES THOUGHT-LEADER. Connect with him on LinkedIn and Instagram below, and learn more about his company, Victory Selling. Connect with Steve on LinkedIn here. Follow Steve for great sales content on Instagram here. Need better sales training? Check out Victory Selling here. Buy Steve Heroux's book, Sales Is Not A Dirty Word, here. To connect with me directly and follow all of my content, connect with me on LinkedIn or follow me on Twitter and Instagram where I talk about life and business.As always, you can check out my parent company, AgencyFlare, here.Support the show (https://agencyflare.com/take-action)

Software is still eating the world und Deutschland droht trotz aller beachtlichen Erfolge des Startup-Ökosystems weiter abgehängt zu werden. Woran liegt das? Fehlt deutschen Gründern einfach die gewisse Sales-DNA eines Elon Musk? Sven Schmidt erläutert im OMKB Talk mit Host Schahab Hosseiny seine gewohnt gnadenlose Sicht auf die Dinge und betont warum die richtige Storyline in Zeiten der Aufmerksamkeitsökonomie essentiell entscheidend ist. Sven ist neben seiner Position als Chief Marketing Officer der Machineseeker Group ebenfalls Co-Host des erfolgreichen Insider Podcasts von deutsche-startups.de, Stammgast im OMR Podcast und gefragter Venture Capital-Experte in Online- und Printmedien. Er gilt als einer der smartesten und klarsten Insider der Digital Business- und Startup-Szene. Was er in seinem bereits zweiten OMKB-Talk nach 2020 zu sagen hatte, erfährst du exklusiv bei uns! Schahab Hosseiny sprach mit ihm beim OMKB-Talk über seinen alten C64 Commodore, deutsche IPOs und Elon Musk.

Salespeople do not spend enough time focusing on their Sales DNA and a growth mindset. Walter and Tony dive into why mindset plays a pivotal role in sales. Highlights Tony's relationship with cigars - 2:07 Cigars as part of an everyday lifestyle - 3:51 Trying to sell value - 10:08 What do you bring to the table - 12:37 The most important thing a salesperson can do - 17:51 Your focus should be: “Who can I help?” - 22:21 Solving a problem for a customer - 23:10 We need to learn how to be satisfied with something that we did - 26:25 The great thing about sales - 27:32 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging. I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA. Contact Joseph via linkedin.com/in/josephskursky Website: marketleadersolutions.com  Phone: +1 412.626.7442 (Work)Twitter: josephskursky-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Josh Braun is the founder of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers. On this episode of the Sales Leadership Show Josh shares insights on how to […] The post How To Create And Scale A Cold Email Prospecting Strategy With Josh Braun | Sales Leadership Show appeared first on Salesman.org.

In the latest episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it.Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

In the latest episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don’t get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

Josh Braun is the Founder of Sales DNA. Sales DNA serves CEOs and VPs of Sales who want to increase cold outreach response rates and ultimately set more meetings.Josh is also the host of the Inside Selling Podcast. Inside Selling is a Podcast about selling without selling your soul through the simple acts of caring, being curious, and making people smile.You can access Josh Braun’s sales guide https://joshbraun.com/wp-content/uploads/2020/07/Josh-Braun_-10-Timeless-Principles-of-Selling-V1.2.pdf. There are a series of plays that you can run and practice that is very helpful for sales folks.If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Join Our Sales Motivational SMS list by texting Hustle to 424-378-6966. Please make sure to rate and review the show on Apple.

Josh Braun of Sales DNA has grown wildly popular for writing the Bad Ass B2B Growth Guide. He apprenticed under Jason Fried, founder of Basecamp, and was also a teacher. His dedication to excellence in work product for training, coaching, elite athletics, and applying authors like Chris Voss, is singular in the world. This episode is action-packed and may surprise you!

What makes a great salesperson? The answer may surprise you. First, we talk with Sales DNA founder Josh Braun about how teaching is at the core of sales (7:42). Podcast Ally CEO Brigitte Lyons discusses how being a great podcast guest can help you close more business — especially when everyone is stuck at home (16:10). And finally, Blair Enns, author and CEO of Win Without Pitching, explains why we get pricing so horribly wrong (23:19). Click here for more about Margins from Managing Editor: http://www.managingeditor.com/podcast Subscribe to our Friday morning email: http://www.managingeditor.com/subscribe

In this episode of Contractor Radio, we will be talking with Sales Performance Expert, Dave Kurlan, the founder of Objective Management Group. Dave has not only created the most accurate sales skill and talent assessment ever but he is a master in the art of sales. Dave was inducted into the Sales and Marketing Hall of Fame in 2012!A Top-Rated Keynote Speaker at conferences like Inc. Magazine's Conference for Growing the Company, Sales & Marketing Management Magazine Conference, Fortune Sales & Marketing Summit, Inbound, and hundreds of industry conferences and events.Author of the best selling book, "Baseline Selling" and dozens of other accolades as an author, blogger, and just about everything on sales performance.2:04 Introduction10:45 Introverted Salespeople vs Extroverted Salespeople17:05 Will to Sell, Desire, and Motivation24:54 Sales DNA and Selling Competencies32:23 Door-to-Door Selling, Relationship Building, and Qualifying40:20 Objection Defeating Questions and The "I Need to Think About It" Objection43:15 Assessment Accuracy 46:25 Get in touch with Dave: http://www.omghub.com/salesdevelopmentblog47:30 What is Your Greatest Achievement?50:36 How Do You Want to Be Remembered?

Ryan Groth is the CEO and Founder of Sales Transformation Group. He’s helped roofing companies and other contractors from around the country improve their technology capabilities and transform their sales organizations. Ryan first became involved in the contracting industry with his family in his teens. He’s dedicated to helping contractors make the transition into real companies. Ryan is a professional baseball player, which has helped shape his work ethic and commitment to growth. In this episode of Specified Growth Podcast, Ryan talks about how to bring scalable sales systems into your business, as well as the different competencies that make up your “Sales DNA”. He also discusses why he thinks athletes make the best salespeople! Don’t miss this episode of Specified. Please reach out if you have any feedback or questions. Enjoy!  tatsuya.n@castagra.com Twitter @TatsuyaNakagawa Instagram @tats_n LinkedIn Tatsuya Nakagawa YouTube TatsTalks

Steve Heroux has built himself an extremely successful sales career spanning 22 years. He’s helped countless people achieve success, earned numerous awards and accolades, and reached the pinnacle of sales achievement in several different companies. Following this success, Steve realized his ultimate calling was to share with others how they can achieve their goals in the sales industry.Steve’s groundbreaking approach will have your sales teams reaching optimal levels and becoming true sales champions. Having walked the walk himself, Steve’s powerful sales messages cut right to the heart of effective selling in 2019.

Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers.. On this episode of The Salesman Podcast Josh explains how to book meetings with […] The post BESTOF2019 How To Sell To The C-Suite With Josh Braun appeared first on Salesman.org.

Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers.. On this episode of The Salesman Podcast Josh returns to continue explaining via a […] The post #636: Selling To The C-Suite (CASE STUDY PART 2) With Josh Braun appeared first on Salesman.org.

Josh Braun, former client and founder of Sales DNA joins me in a somewhat different episode. Normally before we start recording John and the guest will warm up and go over what we talk about on the podcast. This conversation was so good, and covers a story I've told often in training about going in prepared, we decided to leave it in to start the podcast. The "traditional" intro starts around the 21:35 mark getting into messaging and sales.

Need for approval in sales can be so detrimental - getting in the way of asking tough questions, limiting where a sales conversation goes, and undermining the progress of a sale. Understanding this, and other aspects of 'Sales DNA', is the focus of the episode. I'm speaking with Chris Mott President of Corporate Training at Kurlan & Associates - sharing what the analysis of over 2 million assessments and evaluations of sales professionals has revealed about the nature and structure of skills needed to excel in sales and sales management. In this episode we cover: [+] What the analysis of over 2 million assessments and evaluations of sales professionals has revealed, characteristics that Chris and his colleagues refer to as 'Sales DNA.' [+] Why a need for approval can be so detrimental in Sales [+] How the need for approval can manifest itself among coaches or leaders promoted into role [+] The practical steps a person can take to begin to work on their need for approval [+] How critical a sales process can measure and elevate sales performance [+] The influence that has on the sales process [+] Why sales leaders don't always seem to improve over time [+] Which strand of Sales DNA would Chris choose to genetically engineer in all Sales professionals And lot's more besides. For full show notes, free resources and more visit our website: https://www.refract.ai/blog/need-for-approval-in-sales

Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers.. On this episode of The Salesman Podcast Josh explains how to book meetings with […] The post #597: How To Sell To The C-Suite (Real Life Example!) With Josh Braun appeared first on Salesman.org.

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Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring  Show Notes and Topics: Explanation on building a sales teams and helping them grow What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson? Importance of defining the role You don't have to be perfect to hire your first sales person, but you need to have pioneered your system Review of assessments used to hire sales team Overview of Sales DNA related to money Supportive Buy Cycle - How I buy things is how I sell thing You have to stand in front of a mirror and say your price Comfort Discomfort Non-Supportive Buy Cycle Advice for founders on how to get comfortable asking for business Difference of headwinds and tailwinds Importance of talking to others and getting difference perspective on hiring Difficulties you may across interviewing sales people and how to manage it Advice on not rushing a hire, using the 80/20 Principle Best standards on hiring to save you time and find the right person Ask the “magic questions” during the initial phone interview How to make the interview process as efficient and beneficial as possible The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million What’s the 80/20 Principle to screening and interviewing salespeople? 1 - Pre Hire assessment 2 - Short Triage Call / screening 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly Keep your job page up Free Ad on Indeed - refresh every 30 days Tag contacts on LinkedIn Links and Resources: Wayne Herring on LinkedIn https://www.linkedin.com/in/wayneherringjr Blount, J., Weinberg, M. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling https://www.amazon.com/dp/B01617VD3I Warrollow, J. Built to Sell: Creating a Business That Can Thrive Without You https://www.amazon.com/Built-Sell-Creating-Business-Without-ebook/dp/B004IYISQW/ Check out Wayne Herring’s website Herring Coach, LLC: https://herringcoach.com/ Davidai, S., Gilovich, T. “The headwinds/tailwinds asymmetry: An availability bias in assessments of barriers and blessings”: https://www.ncbi.nlm.nih.gov/pubmed/27869473. Objective Management Group - Pre-Hire Assessment: https://www.objectivemanagement.com/ Zero-Risk Hiring System: https://www.zeroriskhr.com/ Contact Wayne Herring Business Builder Camp - Male business owners who also want to be good dads and husbands: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp Check out Roberge, M.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: https://www.amazon.com/Mark-Roberge/e/B00NSKE4WY Inspect what you Expect: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp%2Fpermalink%2F2025182797703193%2F Example of scheduling a brief screening call https://calendly.com/salesqualia/salesqualia-phone-screen/02-13-2018 Objective Assesment Blog on Non-Supportive Buy Cycle article: http://www.objectiveassessment.com.au/blog/2011/03/a-non-supportive-buy-cycle-%E2%80%93-how-it-undermines-the-success-of-your-salespeople-and-how-to-fix-it/  

When I was a fast moving young sales executive working for the national data center company QTS from 2009-2011, Shelagh was one of my favorite people because she knew how to quickly get things done within the company. She was respected by both her peers and the senior leadership within the company and was able to deliver answers quickly and accurately based on her relationships and experience watching 1000's of deals cross her plate. By the time our paths crossed she had already been with QTS for 5 years and will soon be celebrating her 14 year anniversary there. Our conversation covers a wide variety of topics; from our reactions to all the recent M&A activity taking place, to what she feels are the key characteristics of an elite sales executive and sales manager, to what her experience has been like specifically as a woman working within a predominately male industry. The insight and advice Shelagh provides throughout this episode is essential for anyone working in the data center industry. I was excited to even hear her share a story about what it was like managing me during our brief time together at QTS!