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True Confessions of a Sales Leader
54 minutes | a month ago
The Art of Sales Coaching
We’re excited to welcome back to “True Confessions of a Sales Leader,” Dr. Richard Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of a new book, “Level Five Sales Leader: Field-Tested Strategies to Close the Quota Gap! (The Level Five Selling Trilogy”).They join Scott Olsen, founder of The Olsen Group, and Gary Brashear, managing partner of the Olsen Group, to discuss not only their new book but just how sales coaching is an art, and how critical it is for successful sales leaders to be great sales coaches.
46 minutes | 3 months ago
Onboarding Your Sales Team Remotely
We don’t have to tell you the challenges of managing a sales team during a pandemic. An even bigger challenge is bringing on new sales reps to your team without a physical location. How do you assimilate them into your unique culture? How do you train them? Keep them engaged? Listen in as our guest, Tom Whalen, director of inside sales at McKesson, provides a first-hand experience of how his team is accomplishing this. Tom joins Scott Olsen, founder of the Olsen Group and Gary Brashear, managing partner of the Olsen Group. Listen in!
46 minutes | 4 months ago
Creating Strategic Partnerships That Work
In this episode of “True Confessions of a Sales Leader,” we explore the steps of creating a successful strategic partnership. Our guest is Geoff Curless, Chief Revenue Officer at Rehearsal, he helps walk us through what those steps might look like. Join us as we discuss how we successfully partnered with Rehearsal and what steps you can take to be successful in your own partnerships.
47 minutes | 6 months ago
Successfully Creating and Navigating Change in Your Organization
Organizational changes are hard enough. Add Covid, a dispersed staff, then figuring out how to get everyone on the same page— and keep them there. And if you’re a sales organization, how can you do this seamlessly without client disruption? In this episode of “True Confessions of a Sales Leader,” we explore how organizations can successfully pivot to change their own culture but also meet client demands and expectations. Our guest is Blackboard vice president Dave McLaren. Dave joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.
37 minutes | 6 months ago
Conversation Intelligence: Capturing Sales Call Success
In this episode, we are joined by Jim Benton, CEO of Chorus, a Conversation Intelligence platform. Listen in as we discuss how Chorus and artificial Intelligence (AI) technology are helping capture and record sales conversations, make real connections, and allow sales leaders to train like never before.
48 minutes | 8 months ago
The Keys to Effective Sales Coaching - Part 2
Part 2 of our dual episode of “True Confessions of a Sales Leader” continues with a discussion with Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of the book, Level Five Selling: The Anatomy Of A Quality Sales Call Revealed. In this episode, we’ll share insights and some real-world tactics on how you can get started on a sales coaching plan for your organization immediately.
41 minutes | 8 months ago
The Keys to Effective Sales Coaching - Part 1
Welcome to part one of our special two-part episode of “True Confessions of a Sales Leader.” We are honored to have on two guests: Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of the book, Level Five Selling: The Anatomy Of A Quality Sales Call Revealed. Listen in as this virtual table of sales experts discuss why sales coaching is so important to an organization, especially in these times. In this first part of our two part discussion we will discuss:What is sales coaching?Settng milestones for coaching Coaching in a virtual environmentDeciding if your orginization needs coaching
40 minutes | 10 months ago
Successfully Transforming an Inside Sales Organization
In this episode of “True Confessions of a Sales Leader” we discuss ways sales leaders can transform their inside sales organizations. Picture this: You’re new to a sales organization and have been hired to transform it. The reasons for this needed transformation can be many, one of the most common being that the market has changed, forcing the business strategy to also change. How do you start organizing your new team to meet this transformation? John Belle, global head of inside sales at PayPal joins Scott Olsen, founder of the Olsen Group and Gary Brashear, managing partner of the Olsen Group, as they discuss the path to take.
43 minutes | a year ago
The Power of Mentorship in Sales
Have you ever had a sales mentor? Have you ever been a sales mentor? Looking for ways to integrate a mentorship program into your own sales organization but don't know how to start? In this episode of “True Confessions of a Sales Leader” we discuss the power of mentorship in sales orgs and teams and how successful companies can use mentorship to ramp up sales, build confidence, and create success.
45 minutes | a year ago
Managing a Sales Team During COVID-19
Managing a sales team during the pandemic? You’ll want to listen to our new episode of “True Confessions of a Sales Leader,” The Olsen Group’s podcast where sales leaders share their secrets of success, insight, and guidance.For this crucial episode, we interviewed our own Gary Brashear, Managing Partner, The Olsen Group, and Matt Greene, head of sales for Fetch (https://www.fetchpackage.com/), a company that offers direct-to-door package delivery for apartment and multi-family buildings. Gary and Matt share how they are coping with the disruption, how they are motivating their sales team, and what they see on the horizon.
26 minutes | a year ago
Coaching Inexperienced Sales Managers
Let’s say you’ve hired a new sales team leader. They bring the chops, the energy, and the enthusiasm. But, what if they don’t have the experience your organization needs? They might be new to your organization, maybe they’ve recently been promoted or have moved over into that role from another one. Our three experts— Scott Olsen, founder of the Olsen Group, Gary Brashear of the Olsen Group, and Tony Esposito, a chief revenue officer and VP of sales—offer crucial advice on how to coach, make the right decisions, and ensure your new sales manager is embedded into your organizations’ DNA.
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