Sales Leadership Podcast

Latest Episodes:

Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020 Jan 13, 2020

Show notes

Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.

Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020 Jan 06, 2020

Show notes

John Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.

Episode 79: #79: Greatest Hits Mark Smith — Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It. Dec 30, 2019

Show notes

This is one of our greatest hits from the Sales Leadership Podcast, original episode #5. Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves.

Episode 78: #78: Lisa Magnuson of Top Line Sales — How to Sell the Big Deal Dec 23, 2019

Show notes

Lisa Magnuson of Top Line Sales joins us to talk about how you and your sales teams can get those big deals won. Lisa defines a "big deal" as a deal 5x over what is normal for your company, and she talks about the huge gap between the experience of sales leaders over the sales reps when big deals are in the pipeline. Learn how teams can rise above the challenges by focusing on the important issues and get those big deals won.

Episode 77: #77: Dave Kennett of Replayz — The Value of a Sales Coaching Culture Dec 16, 2019

Show notes

Dave Kennett, CEO of Replayz joins Rob to talk about the benefits of having a sales coaching culture. Less than five percent of sales teams have a coaching process, and Dave shows us how companies who coach their reps more often exceed their goals. He and his team have reviewed hundreds of sales calls, and he shares the best practices of the sales reps who are top performers.

Go to the link below to see the free coaching guides Dave has offered to listeners of the Sales Leadership podcast.

www.Replayz.com/SalesLeadershipPodcast

Episode 76: #76: Amy Volas of Avenue Talent Partners — How to Get Sales Hiring Right Dec 09, 2019

Show notes

Amy Volas, the Founder & CEO of Avenue Talent Partners, joins Rob to discuss the ways sales leaders can attract, hire, and retain the top sales talent. Amy shows us how to learn what your company requires of its salespeople, and how to tailor your hiring to ensure the best fit for both the rep and the business. With the sales crisis of a higher percentage of salespeople leaving their jobs to find greener pastures affecting businesses across the globe, Amy has the answers to how to make sure you get the sales team that your business needs to reach and sustain high growth.

Episode 75: #75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader Dec 02, 2019

Show notes

Daniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company's bottom line.

Episode 74: #74: Travis Huff of Wayfair — Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger Nov 26, 2019

Show notes

Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development of each individual and help develop unique roadmaps for each rep’s success.

Episode 73: #73: Shep Maher, EVP of Global Sales at Betterworks — The State of the Sales Coaching World Nov 18, 2019

Show notes

Shep Maher of Betterworks talks to Rob about the state of sales coaching in business today. Shep explains that while sales coaching is getting a lot of attention from companies right now, the skill of sales managers is not where it needs to be. One particular area that needs attention is the level of individualization each leader gives to each sales rep. Each coaching session needs to have a consistent time and a consistent focus on the individual, and each rep needs to know that the sales leader is invested in their success. Shep is a true champion of sales coaching, and we learn a lot from him in this episode.

Episode 72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win Nov 11, 2019

Show notes

Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has helped him achieve double-digit growth in a mature, single-digit growth market.

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