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Episode Info:

Taking over underperforming sales teams can be a huge challenge, management want fast results, the team will be looking to you for direction and no doubt changes will need to be made. But what is the best way to approach this problem?

Kent Eimbrodt is the General Manager for Bullivants. He is a high-achieving professional and an exceptional business leader. Kent has vast experience in creating vision, employee engagement and bringing strategy to life.

With over 30 years experience in the sales space, Kent’s wealth of knowledge is a trusted resource to improve team confidence, and guide them towards reaching their goals. 

We discuss the importance of a solid and defined value proposition, and the power of customer data. Kent suggests using Alex Osterwalder’s Value Proposition Canvas to precisely determine your customer profiles, define the most important components of your offerings and achieve product/market fit. 

Kent elaborates on this and more during the interview. 

Key points of this discussion

  • How Kent started in the industry and the experiences that have helped shape his career
  • Kent’s move to Finland to take on the role as a Global Sales Director and his insight into approaching a new role
  • Gathering insight from clients to shape an understanding of market needs, in order to provide a customised service
  • Ignoring the core issues of an under-performing team by focusing in on issues with pricing and product
  • Supporting and building enough confidence in your team to communicate price increases
  • Training your team to be adaptable and to provide solutions to improve clients businesses and save them money
  • Integrity in pricing and helping your team to understand pricing strategies
  • Kents final thoughts on sales team ethics

You can check Kent out in the links below -

Kent Eimbrodt - LinkedIn

Bullivants - Website

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