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Sales Leadership Podcast
61 minutes | Oct 20, 2021
Episode 159: #158: Bryan Elsesser of SaaStr — The Difference Maker is the Sales Leader
Bryan Elsesser is the VP of Sales for SaaStr. He works with SaaS organizations around the world helping them enter High Growth mode. Bryan has led High Growth sales teams as a practitioner and now advises some of the fastest growing SaaS companies in the world. You can follow Bryan on Linked in or learn more about SaaStr at www.saastr.com.
50 minutes | Oct 12, 2021
Episode 158: #157: Heather Monahan of Boss in Heels — The Power of Belief
Heather Monahan is a bestselling author, award-winning speaker, and an expert in helping create confidence. She works with sales teams worldwide in developing sales leaders and salespeople fueled with authentic confidence that helps them overcome challenges that others run from. Her newest book, Overcome Your Villains is available at https://overcomeyourvillains.com/.
53 minutes | Sep 28, 2021
Episode 157: #156: Kyle Petersen of of Catalyst Software — Achieving Elite Performance Through Trust & Consistency
Kyle Petersen runs sales at Catalyst Software. They were just named one of the top 40 privately held companies in the world. Kyle shares how to create trust through a leadership style grounded in consistency. As you prepare for a year end push and preparation for the upcoming 2022 year…Kyle shares how to use Consistency in ways that build trust and create results without pushing the panic button.
53 minutes | Sep 21, 2021
Episode 156: #155: Nadia Rashid of of Seismic — Adapting Your Leadership to Fuel the Development of Each Member of Your Team
Nadia Rashid is the SVP of Sales at Seismic. She’s helped Seismic get into high growth mode, but more importantly…stay there. Today she shares how she’s had to change her leadership approach to make sure she is able to fuel the growth of each individual of her team. She shares how leaders need to adapt and what the new non-negotiables are in an insightful conversation you won’t want to miss.
56 minutes | Sep 9, 2021
Episode 155: #154: Dr. Garland Vance of AdVance Leadership — Avoiding Burnout by Making Busy a Bad Word
Garland Vance is helping professionals all around the world make the word “Busy” a bad word. And right now, burnout is at an all-time high and sales leaders need tools to help the people they lead overcome this epidemic facing salespeople worldwide. His book, Getting’ UnBusy is a bestseller and a fantastic resource to help you kill busyness and live with purpose, productivity and peace. This episode is one every sales leader will want to listen to multiple times as the topic has never been more important than it is right now.
46 minutes | Sep 2, 2021
Episode 154: #153: Ryan Staley of Whale Boss — The Core Systems Every Sales Leader Needs to Create Predictable Success
Ryan Staley is the founder and CEO of Whale Boss. He helps organizations around the world build the systems required to have predictable success selling to large enterprise customers. This conversation introduces those key systems and insights you can use to start building the systems for your team immediately. To join Ryan’s Referrals for Revenue Workshop, you can learn more and sign up here: https://www.referralsforrevenuechallenge.com/go. To join the MasterClass on accelerating your success in advancing and closing deals, you can sign up here: https://www.robandryan.live/training.
34 minutes | Aug 28, 2021
Episode 153: #153: Rob Jeppsen of Sales Leadership United — Maximum Effort Does Not Always Equal Maximum Speed
Ever felt like you're doing maximum effort but not creating maximum speed? Our job as sales leaders is to help those we lead choose growth and to outgrow their talent. This is easier said than done. This week, Rob shares an episode from his private podcast, Coaches' Corner. Coaches' Corner is something Rob updates weekly for members of Sales Leadership United, a community of sales leaders working to create elite impact for the people they lead. Each week he shares insights based on work he is doing with other sales leaders around the world. To access all the episodes of Coaches' Corner, over 100 hours of training, and Sales Leadership Content in every leadership topic you'll need...check out Sales Leadership United here: https://www.patreon.com/SalesLeadershipUnited.
56 minutes | Aug 20, 2021
Episode 152: #152: Jon Selig of Comedy Writing for Sales Teams — Create More Connections by “Roasting Your Prospect’s Pain”
Jon Selig teaches sales teams how to connect to the challenges of a prospect through humor. In a world where the sales noise is louder than it has ever been, learning how to connect to things clients and prospects care about has never been more important than it has ever been. This episode is not about punchlines…it is about pipelines. Jon shares how sales and comedy are more similar than most expect. Learn the secrets from the great comedians on how they become more relevant and relatable to their audience…and how your salespeople can as well.
58 minutes | Aug 12, 2021
Episode 151: #151: Tony Hughes of Sales IQ Global — How to Thrive as a Sales Leader in the 2020’s
Tony Hughes is a legend in the sales community. He joins the show this week to talk about what sales leaders need to do in order to thrive in the 2020s and beyond. His insights will help every sales leader connect to the members of their teams in ways that creates life-changing years to each of the people they lead. This is a can’t miss episode with tactical suggestions each leader can use immediately.
60 minutes | Aug 5, 2021
Episode 150: #150: Josh Roth of Lob — Influence: Leading With More Than Just the Numbers
Josh Roth has had a huge impact in the modern sales world. As a co-founder of SDR Defenders and the Sr. Director of Inside Sales for Lob...he's seen firsthand how to fuel rapid growth. Josh shares how the great leaders move past the spreadsheets and connect to the whole person...not just the salesperson...in finding ways to create influence. Learn how top leaders help those they lead choose growth over talent in one of our most important episodes yet.
61 minutes | Jul 22, 2021
Episode 149: #149: Amy Slater of Palo Alto Networks — How to Stop Checking the Boxes and Start Engaging With Your Reps
Amy Slater is one of the top sales leaders in the business right now. She’s worked with several of the world’s most iconic sales teams and right now is VP of GTM for Internet Security at Palo Alto Networks. Her commitment to the individual development of salespeople. She joins the show to share why it is more important than ever before to stay connected to members of your team and how to do it in an ever-changing environment. Learn insights to having 1:1s your reps will thank you for and how to connect to the whole person…not just the salesperson in this important conversation.
60 minutes | Jul 15, 2021
Episode 148: #148: Cherilynn Castleman of Sistas In Sales — Creating Connections that Matter
Cherilynn Castleman helps women of color in the sales community become too good to be ignored. She’s learned that those who connect best have the most success. As a result, she’s developed frameworks to have conversations that create connection and fuel head-turning results. She joins us this week and shares her conversation frameworks so you can make a difference with the careers of those you lead almost immediately. Want to be too good to be ignored? Follow Cherilynn’s blueprint.
63 minutes | Jul 8, 2021
Episode 147: #147: Ryan Walsh of RepVue — More than a Numbers Game: The Quota Attainment Challenge
It is no secret that the percentage of reps hitting quota continues to be a real challenge for sales leaders in nearly every industry. Too many leaders continue to rely on the 80/20 rule and ride their top performing reps while the others continue to struggle. Ryan Walsh, founder and CEO of RepVue joins the show and shares insights on how the most successful sales leaders are beating this trend. Ryan shares a blueprint of how to overcome this attainment challenge and creating an organization that attracts the right kind of reps to your team. Ryan's work at RepVue gives him unique insights to what is driving success and why many of the "usual things" don't work in the modern sales environment. Check this episode out and start beating the attainment trend with your team today. The Sales Leadership Podcast is brought to you by Skipio. Get your free 30 day trial by going to Skipio.com and using the promo code Rob to see just how powerful texting in the sales process can be!
63 minutes | Jun 30, 2021
Episode 146: #146: Eric Buckley of Skipio — Using Text to Transform Your Response Rates
Eric Buckley is President of Skipio. This week he joins us to discuss how to get texting right as part of the sales process. If you aren't using text as part of your sales process...you need to. The reason is simple. Over 80% of emails never get read. And 98% of texts do get read. But it isn't as simple as just using a texting tool. You've got to use text the right way and in the right part of the sales process...and Eric gives everyone a blueprint of texting done right in this insightful conversation. Reach out to Eric and not only will you get a free 30 day trial of Skipio...the top texting platform available to salespeople today...but you'll get a free 1 hour consult on how to use texting in your sales org. Texting is the last platform that has not been overused and using it correctly will help you create differentiated interactions that lead to more meetings, more connection, and more sales. Don't miss this episode or Eric's special offer to all listeners worldwide.
62 minutes | Jun 16, 2021
Episode 145: #145: Sara Hurst of SAP Concur — Creating Organizational Impact by Choosing Growth Over Talent
Sara Hurst is turning heads in the SAP/Concur enterprise. As Sr. Director of Client Sales, she has won Manager of the Year, is on top of the leaderboard, and is helping those she leads have career-best years. Sara joins the show this week to prove that you really can choose growth over talent and that you can create organizational impact quickly. Sara's blueprint is relevant, timely, and sure to help each sales leader find ways to create larger-scale impact faster than you might think.
58 minutes | Jun 10, 2021
Episode 144: #144: Ryan Lallier of SalesGevity — Building Momentum By Building Morale
Momentum is a sales leader's best friend. In this episode, Ryan Lallier of SalesGevity shares how to build momentum by building morale with the members of your team. Ryan shares the building blocks of morale and how they can be used to build up...or tear down...the momentum your team generates. Ryans shares why sales leaders need to move past the "More" button and how to create objectives that lead to morale, momentum, and new standards of success.
60 minutes | Jun 2, 2021
Episode 143: #143: Michael Chan of Venli Consulting Group — Transformational Leaders vs. Transactional Managers: A Roadmap to Discretionary Effort
Marcus Chan is turning heads worldwide. In this episode, Marcus shows why he is one of Salesforce's Top Sales Influencers to follow with an insightful conversation on how to become a transformational sales leader rather than a transactional one. This episode will help you tap into one of the most powerful tools a leader can access: Discretionary Effort.
58 minutes | May 26, 2021
Episode 142: #142: Darren Reinke of Group Sixty — Don’t Be Afraid of Being Great: Becoming Authentically Confident
Darren Reinke is the CEO and Founder of Group Sixty, an executive coaching and training company committed to building strong leaders from the inside out. In this episode, he brings the heat and challenges each listener not to be afraid of chasing greatness. He provides a blueprint on how to chase greatness in a way that is authentic to each individual. This is an inspiring episode and one that will help you chase greatness with each member of your team. What are you chasing?
58 minutes | May 19, 2021
Episode 141: #141: David Dulany of Tenbound — Wipe Out The Whiteboard: A Project Management Approach to SDR Success
David Dulany is the Founder and CEO of Tenbound. His team helps sales leaders worldwide have wildly successful SDR teams. In this episode, David shares how to use a Project Management approach and demystify the pipeline creation function. With a big fat pipeline your chances of winning change fast. Be sure to check out David's book, the Sales Development Framework...it is a fantastic resource for every sales leader.
65 minutes | May 12, 2021
Episode 140: #140: Davida Ginter of Enkindle Global — Keeping the Fire Burning in your team: Preventing Burnout
Burnout is a bigger problem for today's sales leader than it has ever been. The challenges and changes of the last year have been tough. May is Mental Health Awareness Month. Burnout is a part of the Mental Health challenge facing salespeople worldwide. This is an important episode for every single sales leader. How can you keep the fire burning with the team you lead?
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