Podcasts about sales talent

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

Hiring a great salesperson isn't luck—it's science. In this episode, Dr. Christopher Croner explains how companies can identify high-drive salespeople before they make a bad hire. He breaks down the psychology behind top-performing sales reps and how to build a team of closers. Key insights: ✅ The three essential traits of elite salespeople ✅ Why traditional hiring methods fail in sales ✅ How to predict whether a candidate will succeed If you want to stop guessing and start hiring salespeople who can close, don't miss this episode.   

In this episode, Sam, AJ, and Asad are joined by Guy Rubin to dive deep into the critical insights from Ebsta's latest sales benchmarking report. Their report uncovers what separates high-performing sales organizations from the rest. They take a sobering look at current quota attainment trends and why most teams continue to fall short of targets. They also explore how leadership decisions create ripple effects across sales performance, examining the structural and cultural factors driving results. This episode delivers actionable takeaways for sales leaders looking to improve quota attainment, optimize their tech stack, and build more resilient teams in an increasingly complex selling environment.Thanks for tuning in!Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.Key Moments: (00:00) Introduction(03:00) Sales Quota Attainment and Market Dynamics(06:00) The Role of Leadership in Sales Success(08:49) Data-Driven Sales Strategies(11:58) The Challenge of Sales Performance(15:03) The Future of Sales Talent and AI's Impact(17:54) Concentration of Talent in Sales Organizations(22:49) The Concentration of Talent in Organizations(23:41) Data-Driven Insights for Sales Success(25:50) The Role of AI in Sales(26:41) The Myth of the A Player(28:49) The Importance of Consistency in Sales Processes(30:01) The Shift to Full Cycle Sales(32:21) Customer Relationship Management in Sales(34:41) The Impact of Leadership on Sales Performance(37:53) Navigating Volatility in Sales(40:54) Building a Data-Driven Sales Organization(48:05) Pop Culture References and Team Dynamics(49:14) Market Dynamics and Leadership Changes(50:44) Founder Friendliness and CEO Replacement(54:14) The Role of Founders vs. Non-Founder CEOs(01:00:20) Community and Personal Growth(01:01:30) Inspiring Media Ventures and Closing Thoughts

Stevie Case, CRO at Vanta, explains how the company surpassed $100 million in ARR in just five years by building a predictable and scalable revenue engine. From founder-led sales to structuring a global sales organization, Stevie shares actionable insights for designing a repeatable go-to-market strategy and scaling effectively.She breaks down the importance of discovery, identifying customer pain points, and building trust, along with tips on hiring and incentivizing your first sales team. What You'll Learn in This EpisodeKey Elements of a Predictable Revenue EngineWhy discovery is the most critical skill for founders and sales teamsHow to define and scale repeatable metrics for predictable revenueScaling a Sales OrganizationWhen and how to hire your first sales repsThe importance of proper incentives and avoiding common hiring mistakesBuilding Repeatable Sales ProcessesHow Vanta scaled from a single lead source to multiple diversified revenue streamsUsing frameworks like MedPIC to identify and quantify customer pain pointsManaging Revenue GrowthHow to balance short-term wins with long-term scalabilityThe importance of focusing on a single channel or ICP before diversifyingALL ABOUT UNICORN BAKERY:https://zez.am/unicornbakery Where to find Stevie:LinkedIn: https://www.linkedin.com/in/steviecase/ Website: https://www.vanta.com/ Join our Founder Tactics Newsletter:2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:https://www.tactics.unicornbakery.de/ Chapter:(00:00:00) Similarities between Building a revenue engine & gaming(00:05:38) How to: Scaling after product market fit(00:15:29) First signals of a buyer-to-be(00:21:17) Mutual Sales Plan at Vanta(00:27:34) How to handle too small budgets & approach the follow-up(00:38:22) Setting boundaries vs. making everything happen(00:42:46) What makes a great case study?(00:44:45) What is a predictable revenue engine?(00:48:17) Never change a winning team? How long do I pursue my first lead-channel?(00:52:07) From what time is a revenue engine relevant?(00:55:04) How to avoid the overkill(00:58:06) The first metrics to start with(01:02:50) How to define a ramp-up-period(01:09:53) Behind the scenes of Vanta(01:18:49) The final advice for your revenue-engine Hosted on Acast. See acast.com/privacy for more information.

Stevie Case, CRO at Vanta, explains how the company surpassed $100 million in ARR in just five years by building a predictable and scalable revenue engine. From founder-led sales to structuring a global sales organization, Stevie shares actionable insights for designing a repeatable go-to-market strategy and scaling effectively. She breaks down the importance of discovery, identifying customer pain points, and building trust, along with tips on hiring and incentivizing your first sales team.  What You'll Learn in This Episode Key Elements of a Predictable Revenue Engine Why discovery is the most critical skill for founders and sales teams How to define and scale repeatable metrics for predictable revenue Scaling a Sales Organization When and how to hire your first sales reps The importance of proper incentives and avoiding common hiring mistakes Building Repeatable Sales Processes How Vanta scaled from a single lead source to multiple diversified revenue streams Using frameworks like MedPIC to identify and quantify customer pain points Managing Revenue Growth How to balance short-term wins with long-term scalability The importance of focusing on a single channel or ICP before diversifying ALL ABOUT UNICORN BAKERY: https://zez.am/unicornbakery  Where to find Stevie: LinkedIn: https://www.linkedin.com/in/steviecase/  Website: https://www.vanta.com/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Chapter: (00:00:00) Similarities between Building a revenue engine & gaming (00:05:38) How to: Scaling after product market fit (00:15:29) First signals of a buyer-to-be (00:21:17) Mutual Sales Plan at Vanta (00:27:34) How to handle too small budgets & approach the follow-up (00:38:22) Setting boundaries vs. making everything happen (00:42:46) What makes a great case study? (00:44:45) What is a predictable revenue engine? (00:48:17) Never change a winning team? How long do I pursue my first lead-channel? (00:52:07) From what time is a revenue engine relevant? (00:55:04) How to avoid the overkill (00:58:06) The first metrics to start with (01:02:50) How to define a ramp-up-period (01:09:53) Behind the scenes of Vanta (01:18:49) The final advice for your revenue-engine

In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research.KEY TAKEAWAYSPositive Psychology in Sales: The importance of leveraging natural talents and behaviors for success in sales is emphasized, advocating for positive psychology approaches over trying to change inherent traits.Effective Talent Assessment: AuctusIQ's approach to sales performance assessment focuses on identifying behaviors and competencies directly linked to successful sales outcomes, helping organizations align talent strategies with commercial goals.Transformation Through Training: The necessity for tailored, individualized training plans is highlighted to effectively develop sales reps and managers, thereby improving performance and revenue growth.Gender in Sales: Research shows that women in sales often outperform their male counterparts, though they remain underrepresented. Organizations are encouraged to recruit more women and leverage their unique strengths.Sustained Development: Continuous measurement and re-measurement, combined with coaching and training, significantly enhance proficiency in sales competencies, directly impacting revenue.QUOTES"What we're doing is we're really getting underneath those natural patterns of behavior, those talents that explain why some people succeed.""Everything we measure is anchored in what explains success.""You see that mental edge differentiates professionals even more than at a collegiate level.""Positive psychology is aligning your natural gifts that help you be great at certain things into doing those things so you can reach excellence.""The biggest thing is you've got to make sure you're measuring what matters."Find out more about Courtney McCashland through the link/s below:https://www.linkedin.com/in/courtney-mccashland/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

Where sales mastery meets talent development. This episode explores how AI-driven skill intelligence is transforming sales performance, coaching, and leadership. This podcast episode bridges the worlds of Sales, Learning & Development, and HR—unpacking how organizations can cultivate high-performing sales teams through data-driven coaching, personalized training, and continuous skill evolution.Join us as we dive into the future of sales enablement, the role of AI in talent development, and the strategies top sales and HR leaders use to drive growth and retention.

Op zoek naar technisch, of sales talent? CC.Talent biedt remote professionals vanuit de Filipijnen.

Join John Golden and Walter Crosby as they explore the keys to hiring and retaining top sales talent. Learn how to tailor hiring processes, evaluate candidates based on results, and foster a strengths-based culture. Walter shares expert insights on effective coaching, continuous improvement, and building a thriving, high-performing sales team. This episode is packed with actionable strategies to help you enhance your hiring and management practices. Perfect for sales leaders seeking long-term team success!

One of the biggest challenges business owners face is finding good sales talent. This week's guest Craig Heward, founder of Sales Mentor Collective helps us de-mystify the process of locating and onboarding sales professionals who can help your business grow.

As you can imagine, being an executive recruiter requires a good amount of intuitive skill to find and hire topline talent for companies. Intuition is the leading edge when pursuing and interviewing talent. I'm pleased to bring you my dear friend and client, Dinna Voges, Owner/President/CEO of Dinna.io to the podcast. Her leading edge in her 20+ year career is her intuition. As you will hear, interestingly, she interacts mostly with men all day serving them as clients and candidates. Dinna helps ambitious early-stage technology companies build world class teams by finding and attracting the right talent for their crucial Go-To-Market roles, which is the customer facing needs such as Sales Engineering, Customer Success, Marketing. You will hear stories about how by consistently accessing her instincts, not logic, she successfully hires the right fit for the company and role. She says when she has gone against her intuition, the results typically did not bode well. So, how often do you find this happens to you in your personal life? Work life? This is a very common concern of women. Wanting to lean into their intuition, but defaulting to their logic and critical thinking instead. If I had a dollar for every time I heard this, I'd be… well, you know the saying. Stick with us. We've got you covered.  Join us in a compelling conversation about being a driven, intuitive, high achieving woman in the tech industry and how Dinna navigates the balance of the feminine and masculine energies while fostering true partnerships and what she calls “raving fans” with her clients. She's a pro at it. You will definitely pick up golden nuggets from her wisdom. Links from the show: Website: www.dinna.io – email: Dinna@dinna.io and LinkedIn, dinna.io **Laser 1-1 coaching: https://marladiann.com/laser-coaching/ **CREATE Cohort 2025 with early rate enrollment now: https://marladiann.com/create/ **Free Higher Earning Power download, Top Recommended Success Books list, and Feed Your Creativity download: https://marladiann.com/free/ Intro call: https://calendly.com/successcoach-marladiann/connection?month=2024-10  

Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of traditional hiring to the power of curiosity in sales, this conversation pulls no punches. Tune in as they break down Glider.ai's fresh approach to assessing and hiring top talent, and why it matters in today's cutthroat sales landscape. Listen to this episode, EP247: "Uncovering A-Players: The New Science of Sales Talent Acquisition." About Glider.ai Glider AI goes back to our CEO's humble beginnings in India. Dedication, work ethic, and a strong family network enabled Satish to find success. But he saw many others like him, equally capable, struggle and continue to struggle. This catapulted the idea of Glider into flight to create a platform helping hiring teams build their dream team and candidates land their dream job. Visit https://glider.ai.  

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren't interested. Mini-pitch framework: Pitch by sharing your personal story, explaining your team's philosophy, and highlighting what impressed you about the candidate. Sell before screening: Don't grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

https://www.linkedin.com/in/robin-stabenow/https://www.linkedin.com/in/christophkarger/https://www.linkedin.com/company/gotonetworkSummary (AI)In dieser Folge sprechen Chris und Robin über das Thema A-Player im Sales. Sie diskutieren, was einen A-Player ausmacht, wie man sie findet und wie wichtig das richtige Setup und Sales-Enablement für ihren Erfolg ist. Sie betonen die Bedeutung von Coachability, Anpassungsfähigkeit und Resilienz. Außerdem sprechen sie über die Herausforderungen beim Recruiting von A-Playern und die Notwendigkeit, das Mindset und die Fähigkeiten der Kandidaten zu bewerten. Sie betonen auch die Bedeutung von Kundenorientierung und Lösungsverkauf. Am Ende betonen sie, dass der Erfolg im Sales nicht nur von den Fähigkeiten der Vertriebler abhängt, sondern auch von einem guten Setup und einem ganzheitlichen Ansatz. In this part of the conversation, Robin and Chris discuss how to identify coachability in candidates during the hiring process. They also talk about the importance of career development and transparent salary information in attracting and retaining A-players. They touch on the challenges of finding and keeping top sales talent, including the need for clear career paths and development opportunities. They also emphasize the importance of providing detailed job descriptions and skill requirements in job postings. In diesem Teil des Gesprächs diskutieren Chris und Robin verschiedene Themen im Vertrieb, darunter die Bedeutung von proaktivem Kundenkontakt, den Aufbau eines eigenen Netzwerks, die Rolle des Sales Leadership beim Einstellen neuer Mitarbeiter, das Thema Mikromanagement, die Bedeutung eines klaren Karrierewegs und eines effektiven Forecastings. Sie sprechen auch über die Bedeutung von Sales Skills und Sales Basics, die Optimierung von Provisionssystemen und die Schaffung eines Arbeitsumfelds, das den Mitarbeitern ermöglicht, in den Flow zu kommen.takeawaysA-Player im Sales zeichnen sich durch Coachability, Anpassungsfähigkeit und Resilienz aus.Das richtige Setup und Sales-Enablement sind entscheidend für den Erfolg von A-Playern.Beim Recruiting von A-Playern ist es wichtig, ihre Fähigkeiten und ihr Mindset zu bewerten.Kundenorientierung und Lösungsverkauf sind wichtige Eigenschaften von A-Playern.Der Erfolg im Sales hängt nicht nur von den Fähigkeiten der Vertriebler ab, sondern auch von einem ganzheitlichen Ansatz und einem guten Setup. Identifying coachability in candidates during the hiring process is crucial for building a successful sales team.Transparent salary information is important for attracting and retaining A-players.Clear career paths and development opportunities are essential for keeping top sales talent.Detailed job descriptions and skill requirements in job postings help candidates assess if they can be successful in the role. Proaktiver Kundenkontakt ist entscheidend im VertriebDer Aufbau eines eigenen Netzwerks ist wichtig, besonders bei einem JobwechselSales Leadership spielt eine wichtige Rolle beim Einstellen neuer MitarbeiterMikromanagement kann demotivierend sein und sollte vermieden werdenEin klarer Karriereweg und ein lohnendes Provisionssystem sind wichtige Faktoren für die MitarbeiterbindungSales Skills und Sales Basics sind entscheidend für den Erfolg im VertriebEin effektives Forecasting hilft dabei, den Vertriebserfolg vorherzusagenEin Arbeitsumfeld, das den Mitarbeitern ermöglicht, in den Flow zu kommen, fördert die ProduktivitätSound Bites"Die meisten Firmen scheitern halt daran, nicht dass sie gute Sales nicht finden, sondern weil ihr Enablement einfach nicht gut genug ist.""Mein Fokus als CIO oder Head of Sales lag immer auf diese Retention Rate. Wie konvertieren Leute in eine langfristige Mitarbeit mit uns? Wie können wir das weiterentwickeln? Wie können wir uns von einem Provider, von einem strategischen Partner einfach hocharbeiten mit dem Kunden zusammen?""Disco ist super wichtig für mich und darauf lege ich sehr hohen Wert im Mindset. Wirklich so nicht schnell closen wollen, sondern wirklich den Kunden verstehen, offen sein, zuhören.""Wie erkennst du mal bei dir spezifisch, ob jemand Coachability ist oder ob der dieses Feedback überhaupt annehmen möchte in Zukunft?""Ich versuch erstmal ein Rollenspiel zu machen, um mit den Leuten in ihrer eigenen Situation zu gucken, wie sie etwas verkaufen können.""Kein AAA-Player hat Bock, sich nur ansatzweise mit einer anderen Selbstposition zu beschäftigen, wenn nicht von Anfang an klar steht, was ist die Range?""Man muss proaktiv auf Kunden zugehen""Die meisten A-Player suchen nicht aktiv, sondern lassen sich eher abwerben""Welche Tools gibt es, um sich ein eigenes Netzwerk aufzubauen?"Chapters00:00Einführung und Energy Drinks02:15Vorstellung der Gäste und Thema des Podcasts06:25Das richtige Setup und Sales-Enablement für A-Player09:59Herausforderungen beim Recruiting von A-Playern13:17Der ganzheitliche Ansatz für den Erfolg im Sales19:15The Importance of Career Development and Salary Transparency21:06Challenges in Finding and Keeping Top Sales Talent26:26The Role of Detailed Job Descriptions in Attracting Candidates30:12Proaktiver Kundenkontakt und Netzwerkaufbau32:16Die Rolle des Sales Leadership beim Einstellen neuer Mitarbeiter34:40Der Wert eines klaren Karrierewegs und eines effektiven Forecastings36:32Optimierung von Provisionssystemen im Vertrieb

Ever wondered what separates exceptional salespeople from the rest? In this episode, Susanna Gray-Jones chats with sales expert Romy Sembi about mastering the sales process and staying motivated. Romy reveals how understanding the "DNA of selling" and employing a scientific approach can drive success. They delve into how visual goals can fuel motivation and the role of managers in recognizing what drives their teams. Romy also shares his expertise in spotting superstar salespeople, focusing on assessing behaviors, adaptability, and openness to feedback. Highlighting the importance of investing in people, Romy reminds us that today's "little person" could become tomorrow's CEO.  This episode is a treasure trove of actionable advice for sales professionals and managers alike, offering a fresh perspective on achieving sales success. Must-Hear Insights and Key Moments Understanding the "DNA of Selling": Romy Sembi emphasizes the importance of grasping the fundamental elements of successful selling, which can be mapped and systematically applied to drive results. Motivation Through Visual Goals: Keeping a visual reminder of goals, such as a picture of something you desire, can significantly enhance motivation and drive to achieve targets. Tailoring Management Approaches: Effective sales managers must understand and adapt to the individual motivators of their team members to foster a productive environment. Assessing Salespeople's Potential: During interviews, evaluating a candidate's behavior, adaptability, and responsiveness to feedback is crucial for identifying top-performing salespeople. Role of Feedback in Improvement: Embracing and applying feedback is vital for growth. Romy highlights the importance of being open to direction and continuously improving based on constructive criticism. Investing in People for Long-Term Success: Romy underscores the value of investing in individuals, noting that today's “little person” could become a future leader or CEO, making long-term support and development essential. About Romy Sembi Romy Sembi brings over 24 years of expertise in sales training and recruitment, working across 56 countries with a deep understanding of cultural nuances and global business dynamics. As the founder of Aura Sales, Romy has a distinguished track record of elevating sales performance through customized training and strategic recruitment solutions.  His career spans a diverse range of industries and includes collaborations with high-profile companies such as Indeed, Souq.com, and eBay. Romy's approach is rooted in his ability to seamlessly integrate into sales teams and adapt training programs to fit unique business propositions. He emphasizes the importance of translating classroom learning into real-world application, ensuring that sales strategies are not only developed but effectively implemented.  With a focus on both global and startup environments, Romy is adept at providing insights and practices that drive tangible results. His commitment to empowering salespeople and fostering a culture of excellence makes him a valuable partner in achieving sustained success and growth. Connect with Romy Sembi: ⁠⁠Website⁠⁠ ⁠⁠LinkedIn⁠⁠ Follow The Counter Offer: ⁠⁠LinkedIn Host⁠⁠ ⁠⁠LinkedIn Podcast⁠⁠ ⁠⁠Instagram⁠⁠ ⁠Tiktok⁠ Check out our sponsor: Soul Space Studio Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work. Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.soulspace-studio.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more information USE CODE: COUNTEROFFER for 10% discount

Our guest for Episode 49 is Asad Zaman, CEO at Sales Talent Agency. Asad has been with the Sales Talent Agency for over a decade and he's also a Founding Member of Pavilion, the world's leading private community for GTM leaders.  In this episode, Ross and Asad discuss the importance of putting in the work, raising the bar for hiring, and making product market fit (PMF) an ongoing concern. 

On this episode of The Sales Transformation Podcast Phil is joined by Lindsey Rowe, UKI Head of Purpose Programmes & Sustainability GTM at SAP, to discuss their sales apprenticeship programme.  In just 11 months SAP have already been named number 13 on RateMyApprenticeship's list of the best 100 apprenticeship employers. Lindsey takes us through how the programme came about and the benefits it has had for the business so far – both expected and unexpected.   Highlights include: [02:27] – SAP's sales apprenticeships are more business-led than HR-led [17:09] – How hiring apprentices led to greater diversity [25:47] – There's still a stigma around apprenticeships   Connect with Philip Squire on LinkedIn Connect with Lindsey Rowe on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Beyond the Offer: Ensuring a Smooth Onboarding ProcessOn today's episode on Veritas Vantage, Supply Chain Leaders Brian Hastings and Justin Maines dive into the best strategies for structuring an offer letter and enhancing the onboarding experience for new sales employees. They cover how to make a stellar first impression, the importance of transparency, and actionable steps to ensure a seamless integration into the company. Learn how to create a welcoming atmosphere from day one and avoid common pitfalls that lead to employee dissatisfaction. A must-watch for employers looking to retain top talent and foster growth from the very beginning.The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.Timestamps:(00:00) - Introduction to Structuring an Offer Letter(00:34) - Crafting an Irresistible Offer Letter(01:35) - Onboarding: The First 30 Days(03:20) - Creating a Welcoming Environment(05:32) - Avoiding Onboarding Pitfalls(06:42) - The Importance of One-on-One MeetingsConnect with us!▶️ Website | LinkedIn | Brian's LinkedIn | Justin's LinkedInFollow The Logistics & Leadership Podcast on:▶️ Spotify | Apple | YouTube

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and ensuring long-term success for your sales team.Creating an Ideal Candidate ProfileKristie emphasizes creating an ideal candidate profile over a generic job description. “We need to start by building out an ideal candidate profile, just like we would build out an ideal customer profile,” Kristie explains. This involves analyzing the traits of past successful hires and defining the necessary skills and experience.Your Blueprint to Hiring Effectively:Kristie shares her approach to sourcing and screening candidates, ensuring a smooth and efficient hiring process:Effective Candidate Sourcing: Kristie promotes job postings on LinkedIn, uses paid LinkedIn ads, and leverages Slack channels. “I ask my client to post it on their company page on LinkedIn and promote it,” she says. This multi-channel strategy helps gather a substantial number of qualified applicants.Streamlined Screening Process: The initial screening process is critical to filter out unsuitable candidates. Kristie's assistant conducts phone screens to ask about compensation structure, contributions to past organizations, and reasons for leaving previous jobs. They each get a grade. “If they're a nine or ten, they move forward,” Kristie explains.Behavioral-Based Interviews and Assessments: Candidates undergo a formal interview and an assessment to validate their skills. “We do an assessment review,” Kristie says, involving the prospective manager in the process. This helps ensure that the candidate is a good fit for the role and the company culture.The Verbal Offer Before extending a written offer, Kristie makes a verbal offer and tells them that once the written offer is received it requires a decision within 24 hours. This ensures candidates are committed and ready to join the team promptly.Smooth Onboarding ProcessKristie highlights the importance of an effective onboarding process. “I stay on and support the first two weeks of the onboarding process,” she says. A structured onboarding plan is essential to ensure new hires receive the necessary support and start contributing quickly.Action Steps for CEOs:Develop an Ideal Candidate Profile: Define traits of your best sales performers to guide your hiring process.Leverage Multiple Sourcing Channels: Promote job openings widely to gather a substantial number of qualified applicants.Implement a Structured Screening Process: Use consistent, competency-based interviews and assessments to filter candidates.Ensure Effective Onboarding: Develop a detailed onboarding plan to support new hires and integrate them into the team quickly.Kristie Jones' insights provide a clear roadmap for CEOs and sales leaders looking to build a high-performing sales team. Her experience underscores the importance of a structured hiring process and a supportive onboarding program. To gain deeper insights into Kristie's strategies and how they can transform your hiring process, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for building your dream sales team.Episode DetailsChapters03:25 Initial Steps in the Hiring Process04:56 Building Ideal Candidate Profiles06:46 Gender Decoder for Job Descriptions09:29 Promoting Job Openings Strategically12:38 Handling Large Numbers of Applications14:50 Initial Screening Process18:16 Behavioral-Based Interview Questions23:11 Assessment Stage31:22 Assessment Review and Manager Conversation34:07 Candidate Engagement36:53 High-Level Executive Interview37:38 Verbal and Written Offer39:37 Onboarding ProcessAbout GuestKristie Jones Principal – Kristiejones.comKristie, author of “Selling Your Way IN”, is a speaker, coach, and sales process consultant. Companies hire Kristie to elevate their sales organization because most sales leaders and professionals are discouraged and frustrated about anemic pipelines, low close rates and missed targets.Kristie's willingness to get her hands dirty and her “take no prisoners” approach when helping companies drive more revenue from their Sales and Customer Success teamsis what makes her so valuable to her clients. Her mission is helping companies find top talent as well as creating a sales accountability culture to ensure revenue growth.Kristie is passionate about coaching sales teams to leverage their superpowers to reach their full potential, and she wants representatives and sales leaders to identify and embody the practices and characteristics of Top Ten Percent achievers.Social Links Connect with Kristie on LinkedIn: (16) Kristie K. Jones | LinkedInCheck out Kristie on YouTube: Kristie Jones - YouTubeFollow Kristie on Instagram: Kristie Jones (@kristiejones.sales) • Instagram photos and videosCheck out Alice's website: Alice Heiman | Sales Consultant and Strategist for CEOsConnect with Alice on LinkedIn: (16) Alice Heiman | LinkedIn

On Episode 404 of The No Limits Selling Podcast, we have Rebecca Gebhardt, the best-selling author of Beyond the Board: How to Achieve Your Vision Board Goals in a Fulfilling and Sustainable Way. 20 year, top 1% sales leadership veteran that supports corporate sales leadership teams, specializing in the transition from the leaderboard to leadership™ and sales leadership succession. Umar Hameed and Rebecca Gephardt discussed common misconceptions in the hiring process for sales talent, emphasizing the importance of identifying and leveraging unique strengths and weaknesses. Later, Umar and Rebecca discussed qualities of great salespeople, such as curiosity, openness, and vision, and shared strategies for overcoming challenges in sales and leadership roles. They also emphasized the significance of prioritizing values and cultural fit in recruitment and coaching to ensure long-term success and sustainability. Find Rebecca Gebhardt: LinkedIn: https://www.linkedin.com/in/riseup/   [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: https://nolimitsselling.com/ Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: https://mindsetboosters.com/ Find us on Social Media:   LinkedIn:  https://www.linkedin.com/in/umarhameed Facebook Community:  https://www.facebook.com/groups/mindsetboosters/ Instagram:  https://instagram.com/coachumar.co Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar:  https://link.agent-crm.com/widget/appointment/meetumar

In this episode of 'Building Great Sales Teams' podcast, Doug welcomes Nicholas Loise, a seasoned sales consultant and founder of Sales Performance Team. They discuss the current sales landscape, focusing on traditional businesses and information marketing sectors. Nicholas highlights the importance of evaluating team talent, using data-driven approaches, and making tough decisions regarding team performance. They explore recruitment strategies, including hiring talent from unconventional sources like acting programs and the benefits of using personality assessments like DISC. Nicholas also talks about upcoming events and workshops aimed at helping founders build effective sales teams. They conclude by reflecting on the legacy of imparting wisdom in the sales profession and fostering a respectful and dignified sales culture.Chapters00:00 Introduction and Welcome00:53 Guest Introduction: Nicholas from Sales Performance Team02:05 Current Market Trends and Challenges03:32 Evaluating and Managing Sales Teams07:55 Hiring High-Quality Sales Talent12:24 Personality Testing in Sales17:48 Upcoming Events and Initiatives25:16 Final Thoughts and LegacyYou can connect with Nicholas Loise on Instagram:https://www.instagram.com/nicholasloise/Website:https://salesperformanceteam.com/ 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!

Takeaways- One-sized-fits-all training is dead- Training is a top requirement coming up from candidates- Gen Z turnover rates are high- Why you need to build a personal brandAmber Penrosehttps://www.linkedin.com/in/amber-penrose-95256bb5/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join

SummaryChip Neal shares his insights on building elite sales teams. He emphasizes the importance of finding the right talent, training them to meet expectations, and then allowing them to excel in their roles. Chip believes that hiring individuals who are smarter than you and have unique talents is crucial for building a successful team. He also highlights the significance of emotional intelligence in sales and suggests using role-playing scenarios during the interview process to assess a candidate's reactions and problem-solving skills. Chip advises sales leaders to challenge their standards, avoid settling for mediocre candidates, and focus on traits such as empathy, listening skills, drive, and problem-solving abilities when evaluating potential team members.Take Aways Building an elite sales team starts with finding exceptional talent that is smarter than you and fills a void in your team.Emotional intelligence is crucial in sales, and candidates should be evaluated based on their reactions to challenges and their ability to maintain integrity.Role-playing scenarios during the interview process can provide valuable insights into a candidate's problem-solving skills and suitability for the role.Avoid settling for candidates who do not meet your standards and challenge yourself to find unique talent that will elevate your team.Attention to detail, character, integrity, and trustworthiness are non-negotiable traits when building a high-performing sales team.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Chip Neal: linkedin.com/in/chip-neal-5211938Mentioned in this episode:BEST Intro BEST Outro

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn't have worked out anyway. Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them. Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach. Match sales cycle and sales environment. Don't put an SMB rep into an enterprise role and don't put an Oracle rep into the first sales hire role at a startup. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

With such a massive influx of great talent on the market right now, employers in growing industries have found themselves in a unique position: securing top-tier talent that was once out of reach. So, if you have the budget and growth plans in place, perhaps one company's loss can be your company's gain.  This week, Mark discusses ways employers can attract and keep top sales talent with Billy Stein, an expert in sales leadership, and the Director of Sales, Central, at Soci, Inc. Renowned for his “detective capability” — a unique listening approach to deeply understand customer needs — Billy has a proven track record with tech giants like ServiceTitan, First Resonance and Seismic. Beyond his impactful sales strategies, Billy also shares his expertise as a co-host of the Sales RX Podcast, influencing the broader sales community with his insights. Mark and Billy discuss how leaders can use another company's downsizing to their advantage and the various ways businesses can do a better job of creating an organization where top talent wants to work. Here are some of the topics Mark and Billy discuss in this episode: Why downsizing elsewhere means opportunity for your company How to make your company an attractive option for top-tier sales professionals Actionable strategies for not just attracting but retaining top sales talent Tips for keeping your sales team motivated The importance of fostering a positive and supportive environment for your sales team Qualities top sales professionals seek in an employer How employees priorities change at different stages of their career The critical role networking plays in navigating career transitions effectively Companies don't train people, people train people   Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk about building pipeline, the role of marketing, and the importance of personal branding for sellers. Finally, they touch on the current state of the sales talent market. The conversation covers topics such as talent acquisition and management, the role of AI in sales, and personal success. Coro emphasizes the importance of protecting and developing existing talent while also seeking out highly skilled players from the job market. He discusses the use of AI in sales and highlights the need for data availability and personalization. He also shares his personal experiences and mentors who have influenced his career. Success is defined as passionately pursuing and achieving one's own defined goals. Takeaways Value selling is back and companies are focusing on profitability and business impact Sales reps need to tie their products to key initiatives within an organization to have a successful deal Building pipeline requires a combination of inbound and outbound strategies Personal branding is important for sellers to establish credibility and trust with their audience The sales talent market is competitive, with a focus on protecting and retaining top talent Protect and develop existing talent while also seeking out highly skilled players from the job market. AI can be a powerful tool in sales, but data availability and personalization are key challenges. Personal success is defined as passionately pursuing and achieving one's own defined goals. Mentors and personal experiences play a significant role in career development. The Competitive Sales Talent Market The Importance of Personal Branding for Sellers Defining Personal Success The Role of AI in Sales and the Challenges "Value selling is a hundred percent back." "If you can't tie to a key initiative within an organization, you do not have a deal." "Shifting the mindset of sellers to be responsible for their own pipeline." "How do we make sure they don't go get an NIL deal at Colorado for a million five more next year?" "How can I bring them in, inject them into my culture and get a boost in productivity, a boost and obviously growth rate." "You need to treat your team like you manage the Yankees." Sound Bites: Chapters 00:00 Introduction and Background 02:59 The Resurgence of Value Selling 06:13 Tying Products to Key Initiatives 11:05 Building Pipeline: Inbound and Outbound Strategies 16:23 The Importance of Personal Branding 26:58 Talent Acquisition and Management 32:41 The Role of AI in Sales and the Challenges 35:01 Defining Personal Success 36:31 The Influence of Mentors and Personal Experiences

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan delve into the essential characteristics of successful hiring companies, joined by J.R. Butler, founder of the Shift Group. Together, they explore the key elements that make a company excel in recruiting, developing, and retaining top talent, particularly athletes and veterans transitioning into sales roles.KEY TAKEAWAYS[00:00:49] Characteristics of A-Players: A-Players are hungry to learn, self-starters with a no-victim mentality, and persistent learners from their mistakes.[00:01:23] Key Considerations for Hiring Companies: Sell the opportunity and potential outcomes. Foster a culture of excellence, growth, and development. Establish clearly defined goals to drive performance.[00:02:30] Culture Beyond Surface: True culture goes beyond superficial elements like themed Zoom days. It's about what people do when nobody's looking, emphasizing structure, practice, and rewarding the right behaviors.[00:05:08] Intimate Leadership: Leaders must understand the nuances of individuals, whether athletes or military veterans, to guide their growth effectively.[00:06:44] Work Preferences of Athletes and Veterans: Consider the unique situations of career transitioners, and understand their willingness to relocate or work remotely.[00:08:35] The Art of Selling the Opportunity: Companies should be adept at not only selling the job but also articulating why the candidate should choose them over other opportunities.HIGHLIGHT QUOTES[00:01:08] "As a hiring company, you need to sell the opportunity and the potential outcome. But you also have to have a culture of excellence, growth, and development."[00:02:09] "Culture is what people do when nobody's looking. To create a culture where people do the right things, you've got to have that type of structure where they can practice and are rewarded for practice."[00:07:34] "Why would somebody want to work for this company? Why would somebody want to work for you? It's a really good exercise. So important."Listen to the full episode with JR Butler through this link:https://revenue-builders.simplecast.com/episodes/assembling-a-top-sales-team-with-jr-butler/Check 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/

In today's episode, we're diving into the crucial world of talent assessment, specifically, for hiring top-notch salespeople. In the world of owner-operator B2B, finding the right sales talent is pivotal to your success. Our guest today is Barbara Spector, an expert in identifying, acquiring, and developing sales talent to drive your revenue growth. She shares with us what she looks for when she helps businesses upgrade their sales team and reignite their growth. Barbara Spector is a renowned sales force expert and founder of Smart Moves. With a degree from Boston University and certifications in over a dozen assessment methodologies, she is a sought-after consultant and speaker. Specializing in sales force retention and development, Barbara offers customized solutions for C-Suite Sales Leaders, aiming to accelerate bottom-line revenue. She has been a guest lecturer at Syracuse University and is recognized for her expertise in developing high-performing sales teams and executives for leading brands across the nation. Barbara is known for her engaging keynote presentations that inspire growth and operational efficiency in organizations.  For more information about Barbara Spector, you can visit her website here.  

We're going to let you in on a secret. The reason you're not attracting -- or keeping -- the best salespeople is likely because of your commission structure. Chances are it's just not achievable. This week, Mark is joined by Jordana Matsos, founder of the sales-focused recruitment agency Hirequity. Using her unique background in HR and corporate sales, Jordana gives us strategies for building commission structures that allow you to recruit better salespeople and hold on to your top sales talent. This includes creating a challenging yet achievable commission plan that allows your sales reps to feel like they're a part of the company's success story. Here are some of the topics Mark and Jordana discuss in this episode: Data and insights HR should share with your sales department Aligning your marketing and sales departments Businesses that coordinate well between their sales and HR departments The biggest challenges small and medium-sized businesses face when hiring new salespeople What enterprise-level businesses do better than small businesses Aligning compensation with both individual and company goals Don't wait to set up a commission structure  Avoid “building the plane while it's flying” Why every business needs an employer-value proposition  Make on-target earnings a priority Ways to significantly reduce turnover in your sales personnel Metrics to set an achievable commission structure Three reasons you're struggling to keep top salespeople Make your commission plan challenging but achievable Watch the episodes on YouTube:  https://www.youtube.com/@SalesLoopBrand/videos   Follow Mark: LinkedIn: https://www.linkedin.com/in/markdrager Website: https://salesloopbrand.com/  Mark Drager Instagram: https://www.instagram.com/mark.drager/ The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/   Want more free tools? Go to our podcast page at -https://www.salesloopbrand.com/how-to-sell-more-podcast  

Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growthSHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.KEY TAKEAWAYSSales organizations go through stages of maturity: sales department, sales team, and sales force.The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.Prescribed account management and evaluating sales talent effectively are crucial for a sales force.QUOTES"If you don't love being in sales, love the profession, it's very hard to sell from the heart.""You're never going to know what you find, but you can find an opportunity there that you didn't know before."Learn more about Lee Salz: LinkedIn: https://www.linkedin.com/in/leesalz/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In the dynamic world of sales, the approach to hiring is undergoing a crucial transformation. On the Predictable Revenue podcast, host Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth.  They dive into how data-driven strategies and a focus on intrinsic qualities reshape how sales talent is identified and nurtured. Highlights include: How, When, Where to use data in the hiring process? (1:07), Sales-Specific Hiring Assessment vs. Regular Hiring Assessments (7:14), "I should just Hire People that Look Like Me" (18:32), Filter the Right People In and the Wrong People Out (26:15), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

SummaryChip Neal shares his insights on building elite sales teams. He emphasizes the importance of finding the right talent, training them to meet expectations, and then allowing them to excel in their roles. Chip believes that hiring individuals who are smarter than you and have unique talents is crucial for building a successful team. He also highlights the significance of emotional intelligence in sales and suggests using role-playing scenarios during the interview process to assess a candidate's reactions and problem-solving skills. Chip advises sales leaders to challenge their standards, avoid settling for mediocre candidates, and focus on traits such as empathy, listening skills, drive, and problem-solving abilities when evaluating potential team members.Take Aways Building an elite sales team starts with finding exceptional talent that is smarter than you and fills a void in your team.Emotional intelligence is crucial in sales, and candidates should be evaluated based on their reactions to challenges and their ability to maintain integrity.Role-playing scenarios during the interview process can provide valuable insights into a candidate's problem-solving skills and suitability for the role.Avoid settling for candidates who do not meet your standards and challenge yourself to find unique talent that will elevate your team.Attention to detail, character, integrity, and trustworthiness are non-negotiable traits when building a high-performing sales team.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Chip Neal: linkedin.com/in/chip-neal-5211938Mentioned in this episode:BEST OutroBEST Intro

Episode 3: Know to Grow Sales Talent A crucial driver of an organization's revenue growth plans is the people that work there and how they perform. The importance of understanding how to develop top talent in go-to-market teams cannot be understated. In this episode, Senior Partner and TMT Practice Leader at SBI, Tony Erickson meets with Director of Global Sales Enablement at Nearmap, Karen Mattice to talk about Nearmap's approach to talent development through its Know and Grow strategy. Key Talking Points: Assessing talent and creating individual OKRs in line with corporate OKRs Developing standardized training that focuses on gaps in key competencies How Nearmap leverages AI to analyze and optimize sales conversations

Podcast: Increasing Sales Talent Productivity Through Effective Coaching In the current landscape, where business leaders are strategically shifting their focus to recovery, the role of sales managers has taken on a critical new dimension. Join us for an interactive webinar to discuss the transformative power of sales coaching in driving commercial excellence. In this webinar, you'll learn about: The crucial role of sales coaching in attaining commercial excellence. Moving beyond ad-hoc coaching: Effective alternatives and solutions. Cultivating a world-class sales coaching culture. Key sections to include in your Sales Coaching Playbook. Maximizing coaching ROI through insightful metrics. Harnessing collaborative learning for advancing sales coaching skills.

In this episode, we look at the one thing that a modern B2B salesperson needs to do and buy into, if they are to provide value to their company, colleagues, cusomers and themselves. And it's this: take ownership - of everything.   In the past, sales training and investment were not priorities, but now, with the abundance of tools, methodologies, and content available, the expectations for salespeople are higher than ever. Buyers are demanding quality dialogue and value in their interactions with salespeople, posing a challenge for those in the field to prove their worth. To excel in sales, one must have strong recovery and coping skills, as it is a role filled with obstacles and uncertainty. Taking ownership of everything, including problems created by others, allows a salesperson to find solutions and gain the support of their colleagues. This alignment and support from other departments within the organization are crucial for success. Sales managers must focus on building a sales architecture that measures progress and provides clear forecasting and a well-built sales pipeline. By shifting our focus to ownership, we can build the ideal sales pipeline and avoid constant stress from setbacks. As sales leaders, it is important for us to provide our teams with the necessary tools and resources to execute their roles effectively. Just like owning a franchise, we must take ownership of our sales role and make things happen, even in the face of challenges. Rather than asking for everything, we should utilize what we already have and anticipate and overcome obstacles to meet our targets. It is also essential for salespeople to have expertise in the domain and subject matter they are selling, not just sales skills. Ultimately, a successful sales operation relies on individuals who are willing to take ownership and responsibility for everything. This mindset, combined with a well-structured sales pipeline, can lead to sustained success in the sales industry.   0:00:59 The Evolution of Sales Tools and Methodologies 0:01:54 Challenges Faced by Salespeople in the Modern Era 0:04:40 The Need for Value and Indispensability in Salespeople 0:12:38 Ownership and Narcissism in Sales Performance 0:14:19 The Importance of the Ideal Sales Pipeline and Measurement 0:15:10 Taking Ownership to Avoid Ups and Downs in Sales 0:15:59 Execution Architecture for Franchise Strength in Sales 0:17:36 Taking Ownership and Making Things Happen in Sales   Visite https://www.salesvirtual.com for more content and extended show notes on this subject. 

Business strategist and sales coach Michelle Parisi shares her expert tips for effective hiring and managing of a high-performing team.

Paul Castain from Castain Training Systems joins Jamie McLennan, Will Crabtree, and Deborah Corn to continue the discussion on cultivating sales teams. He shares killer interview questions, advice for hiring, training, and keeping the best salespeople for your print business, creating incentives and celebrating wins, and why telling a disaster story can generate positive results. Mentioned in This Episode: Paul Castain: https://www.linkedin.com/in/paulcastain Castain Training Systems: https://yoursalesplaybook.com/ PrinterChat Episode with Paul Castain Part 1: https://podcasts.printmediacentr.com/printerchat-lessons-from-the-sales-playbook-with-paul-castain/ Profiles Incorporated: https://www.profilesincorporated.com/ Jamie McLennan: https://www.linkedin.com/in/jamieprints DMR Graphics: www.dmr-graphics.com/ Innvoke: https://innvoke.com/  Will Crabtree: https://www.linkedin.com/in/will-crabtree-b130a346 TampaPrinter: https://tampaprinter.com/ Sign Parrot: https://signparrot.com/ Gorilla Gurus: https://gorillagurus.com Gorilla Gurus Marketing Happy Hour: https://podcasts.apple.com/us/podcast/gorilla-gurus-marketing-happy-hour/id1586683994 Deborah Corn: https://www.linkedin.com/in/deborahcorn/  Print Media Centr: https://printmediacentr.com Project Peacock: https://ProjectPeacock.TV Girls Who Print: https://girlswhoprint.net Print Across America: https://printacrossamerica.com

Scaling boutiques need to build a sales team yet delay doing so because of the perceived risk and expense. In this session, member Dan Morris shows us how to reduce the risk and ease into it by leveraging fractional sales leadership. Most boutiques use fractional finance, HR, IT, and Legal executives and it may be time for you to deploy the same approach to sales. https://www.collective54.com  

Lucas Price, Founder and CEO at Yardstick in this episode talks about asking the right questions, using structured interviews and scorecards to identify sales talent. Who by Geoff Smart and Randy Street https://a.co/d/fBJf66l A VP of Sales Hiring Scorecard For Startups…Get it Right the First Time https://avenuetalentpartners.com/2021/06/27/vp-sales-hiring-scorecard-startups/ What to Know Before You Interview Your Next Sales Candidate https://www.yardstick.team/post/what-to-know-before-you-interview-your-next-sales-candidate

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Julie Podewitz, CEO and Founder of Grow Your Occupancy, talks with Amy DePreker, Vice President of Sales & Marketing and Andrea Marchesotti, National Sales Director at Artis Senior Living. Amy and Andrea share how they attract, develop, and retain senior living sales talent by focusing on 4 Key Areas of Sales Talent and how doing this supports their company mission.

Whether we are in an upmarket or a downmarket, the battle for top sales development talent is always on.How do you source and hire the right talent for your sales team and ensure that they are successful when they are hired? In this episode of The Revenue Engine podcast, Chris Waldron, the CEO and Co-Founder of Satellite, discusses how to train, coach, and hire the right talent to accelerate the Revenue Engine!https://www.linkedin.com/in/chriswaldron/https://www.joinsatellite.io/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

In today's episode of The Sales Evangelist, Donald Kelly meets with Paul Owen, the owner of Sales Talent, to discuss the importance of planning when it comes to sales, and why all salespeople should have some sort of a plan to maximize their performance. The importance of planning in the world of sales: Many salespeople will go into a deal without a plan in mind. Instead, they simply rely on their past experiences and instincts. This CAN work in some instances, but having a plan is always better. When you approach each sale with a structure in mind, you can replicate success more reliably. Instead of winging it and simply having one-off successes, a plan gives you the framework and tools you need to consistently make a profit. Why don't salespeople utilize planning more? A lot of salespeople believe that going off of a plan is too RESTRICTIVE. One big misconception sellers have is that sales are too dynamic and unique to utilize one sales plan. Sales are unique, yes, but they still have some commonalities. These commonalities allow sellers to actually utilize a plan to better equip themselves to finalize the deal. Another reason why salespeople don't use planning more is that they're naturally good at selling. As the saying goes, “if it ain't broke, don't fix it”. This CAN work if the salesperson works individually. When they start to build a business, however, they'll run into issues. Unless the entrepreneur finds people who are also naturally good at sales, they won't be able to teach new sellers how to effectively sell. Having a plan in place can alleviate this problem. How can you start using planning in your sales? Take notes of past sales, and what did and didn't work, and utilize that to create a plan. Although sales are unique, there are still common themes and elements between them. Take those common themes and elements and use them to create a framework for your future sales. Use buyer feedback. Ask past clients for their experience and utilize this feedback. Implement what works and get rid of what doesn't to streamline your sales process and create planning designed to increase your sales. You can get a hold of Paul Owen and learn more about using structure and plans in your sales through LinkedIn. Owen also runs a website for his company called www.salestalentuk.com with blog posts and more information. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Get Scratchpad free at Scratchpad.com.  3. This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 4. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Paul shares powerful tips and ideas to help you put together your sales dream team. Show Notes Create a profile. You must know what you're looking for. The worst time to look for a salesperson is when you have a position to fill. Even if you are completely staffed, you need to maintain a steady pipeline of new top sales talent. Recruiting top sales talent is the managerial equivalent of your salespeople prospecting for new business. Broaden your search. The greatest salespeople may not be in sales. Click here to check out our Coaching for Sales Success public seminar. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Lauren Schwartz is Vice President of Enterprise Sales at Fivetran, the leading platform for modern data movement. She has helped scale Fivetran's enterprise business from its infancy to a team of nearly 100, while more than tripling enterprise revenues. Previously, Lauren spent close to 4 years at Segment where she started as the first female AE and ultimately built and led sales teams in enterprise and growth. Lauren earned an MBA from Stanford Graduate School of Business after 6 years at Google where her enterprise sales career began.   In Today's Episode with Lauren Schwartz: 1.) How Being Rejected as an Eighth Grader Can Lead to World Class Sales Leader: How Lauren made her way into the world of enterprise sales with Google? Why, for a while, Lauren wanted to get away from the label of a salesperson? Why "salesperson" does not do the job of sales justice? Why does Lauren believe that one of the core traits the best salespeople have is being able to cope with rejection? How has Lauren been rejected? How did she respond? What changed their mind? 2.) The Sales Playbook: What, Who, When: How does Lauren define the term "sales playbook"? What are the nuances? Does Lauren believe the founder should always be the first sales rep? What are the core signs that a founder is now ready to bring in their first sales hires? What are the 3 biggest mistakes founders make when they hire their first sales reps? What are the core traits that the best early sales reps have? 3.) The Hiring Process: Building the Best Sales Team: How does Lauren structure the hiring process? What are the most unconventional but useful questions Lauren uses to determine the depth and quality of potential sales hires? What are the glaring red flags that Lauren looks for in this interview process? How does Lauren use case studies and deal reviews in the interview process to determine the quality of a candidate? 4.) Scaling the Machine: The Onboarding Process: What are the single biggest mistakes founders make when onboarding sales reps? How should sales team onboarding be structured? What materials should the founder have in place for the sales team to learn from on Day 1? How can sales leaders ensure new sales team members engage across functions?

This is episode 548. Tips for sales career success. Purchase Insights for Sales Game Changers here. Read the complete transcription on the Sales Game Changers Podcast website. AMY'S TIP: “Sales leader, you must listen to people. Spend the time at least once a month and say, “What's important to you?” Focus on the sales most. But are you buying a house? Are you having a baby? What do you want to learn about our industry? Being a manager at any level, again, you engage people by showing them that they're important. When I look at the word talent, I often go through, the top thing people need is to spend time.”

In this episode of the Startup Selling Podcast, I interviewed Jarrod Best-Mitchell. Jarrod is recognized for three things. - His passion for Sales and sharing that knowledge with his community. - His expert understanding of the B2B platform LinkedIn - His undying love for the color yellow. Jarrod is recognized as of one the top content creators and social sellers on LinkedIn in the Caribbean. With over 700K organic views on his content for 2022, Jarrod has used the world's largest B2B platform to help entrepreneurs and companies grow their business and position them as the ‘go-to' for their respective industries. He was recently recognized by Skaled.com as one of the top upcoming sales leaders on the platform.  Since making the pivot to sole entrepreneurship in LinkedIn and Sales Training, Jarrod has completed training and provided consultations for numerous organizations.  His client list spans industries such as Insurance, Real Estate, Telecoms, IT and Technology, Energy Sector, Distribution, SaaS, Media, Finance (Credit Union), Media, Telecoms, Fashion, and Retail. Best- Mitchell is also the co-founder of Sales as a Profession- – a Sales platform that is dedicated to the best profession in the world, Sales!  Since inception in 2018, Jarrod and his business partner have made significant progress in developing the knowledge and techniques of sales professionals not just locally in Trinidad and Tobago but across the Caribbean.  The most recent installment in the offerings of Sales as a Profession was their 2020 Sales Conference – The New Sales Perspective. Building on the success of their first conference in 2019 and adapting to the present landscape with a total virtual presentation- this conference amassed over 130 attendees along with its impressive speaker and sponsor lineup. Jarrod brings to the table over 16 years of professional experience and his personal credo of ‘Enjoy Life! Don't worry about it!'    Jarrod's personality attracts individuals, organizations, and opportunities as he is known for his exuberance and uncanny sense of humor. He understands what type of conversations and content drives engagement and attracts customers to a business through his unique insights into content creation and social selling.  Jarrod's passion and commitment to excellence transcend the workplace as he extends himself to help others realize and achieve their full potential. Some of the topics that we covered are:   Outsourcing Sales Talent to the Caribbean Tactic and Strategies on LinkedIn Finding and Repurposing content for LinkedIn Links & Resources:    Website - www.jarrodbestmitchell.com LinkedIn - www.linkedin.com/in/jarrodbestmitchell   Listen & subscribe to The Startup Selling Show here:   BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you're listening to the show.

This episode is brought to you by Provider Solutions and Development, the leaders in physician and APC recruitment that deliver top-tier candidates for the right roles. Visit info.PSDconnect.org/outcomesrocket to start the conversation today, get tailored support and dedicated recruitment and efforts that lead to provider retention and longevity. Healthcare companies need good, experienced sales teams. In this episode, we hear from Cherese Paloni, founder and CEO of MDliaison, about the company's work by helping healthcare companies find qualified, experienced sales talent in a quick, flexible, and cost-effective manner. Additionally, MDliaison helps large companies when it comes to scaling their sales teams for different markets and also aids smaller ones in being able to access experienced sales representatives. Cherese talks about setbacks that have improved the company and its strengths, like focusing on providing quality in MDliaison's services, be it talent performance or flexibility, to establish a partnership with their clients. She also discusses the current developments in mental healthcare and how they are changing the industry for the better. Tune in to this episode to listen about the services MDliaison offers and how they may help your business! Click this link to the show notes, transcript, and resources: outcomesrocket.health

Adam welcomes Ken Lazar, Principle and Director of Ability Professional Network to discuss a pressing topic for many companies - recruiting quality sales talent. With unemployment at such a low rate and even lower among sales professionals, Ken gives an in-depth look at what companies need to know when looking for their next perfect candidate. Including: - Understanding the candidate search - Questions around compensation - The importance of developing relationships with passive candidates - Best questions to ask in a job interview - Do job boards work?   Contact Ability Professional Network When by Dan Pink The Power of Regret by Dan Pink   Check out Adam's 2022 Q2 Report here   Libertas Wealth: https://bit.ly/3HpmN2o    Subscribe on iTunes:  https://apple.co/3NQHjeO    Subscribe on Spotify: https://spoti.fi/3aTTCse    Subscribe on Google Podcasts: https://bit.ly/3QmGmMU    For more VIDEO podcasts like this one: https://bit.ly/3OagYrw    For more AUDIO podcasts: https://bit.ly/3PHXHzo    For educational VIDEOS and Stock Market Updates: https://bit.ly/3O8Yo3u    For general financial educational ARTICLES: https://bit.ly/3aP0Ldn    For more Real-Time Updates on the Economy and State of the Markets Follow Adam Koós on Twitter @AdamKoos: https://bit.ly/3tzccwk    Or follow Adam on Instagram @FinancialSurgeon: https://bit.ly/3QobpIy    --- Adam Koos, CFP®, CMT® is a CERTIFIED FINANCIAL PLANNER and one of only 2,600+ Chartered Market Technicians (CMT) worldwide, as well as a Certified Financial Technician (CFTe®) thru the International Federation of Technical Analysts (IFTA). He's been named by Columbus Business First as one of their 20 People to Know in Finance, was a recipient of the Forty Under 40 award, is ranked by Investopedia as one of America's top 100 Most Influential Advisers, and is the winner of the coveted Better Business Bureau Torch Award for Ethical Enterprising. Adam serves his clients as the president and portfolio manager at Libertas Wealth Management Group, Inc., a Fee-Only Registered Investment Advisory (RIA) firm, located in Columbus, Ohio.     ******* The audio and video contained herein is intended for those interested in finance, searching for a financial advisor, wealth manager, financial planner, and/or retirement planning. While we are CERTIFIED FINANCIAL PLANNERS (through the College for Financial Planning) and work with clients all over the country, our business is run out of Columbus / Central Ohio. If you are looking for wealth management, financial planning, a financial counselor, wealth advisor, or financial consultant – especially a fee-only, Fiduciary Registered Investment Advisor – we provide money management and financial services for individuals and couples (i.e. – a 401k rollover), as well as business owners (i.e. – 401k, SIMPLE, SEP IRA's, as well as cash balance and other various retirement plans).