My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and grow the inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. Prior to Engine Yard, Bridget was the founder and principal of the BLG Consulting Group, a strategic sales consulting organization. She is an advisor to several early stage start-up companies.
Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market. In this episode we talk about how hard it can be to find sales advice that you can trust. Bridget and I examine some of the advice and wisdom that is found on sales blogs. It’s a free world and everyone is entitled to their opinion. But, is doesn’t mean that they’re right. We’ll help sort that out in this episode.
Doyle Slayton is CEO of xoombi.com, a sales acceleration firm, and the founder of the Sales and Marketing Leaders Group, one of the largest sales communities on LinkedIn, shares his journey from would-be sports broadcaster to a leading marketing and sales expert who has helped many companies transform their sales results. In this episode Doyle shares strategies that show you how to avoid being the best company no one has ever heard of. And, the steps you should take to position yourself in the marketplace to serve as a thought leader, an expert and, most importantly, a trusted advisor to your buyers. Anyone can do it. Listen in today and learn!
Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., believes it’s important for companies to have a CRM system. In this episode Nancy explains that a CRM system is not the tool that is going to increase your sales productivity. Instead she shares her outlook on the new generation of sales enablement apps that are purpose built to increase customer engagement, improve conversion rates and win more deals. So, which sales tools should your team be using to amp up its sales productivity? Listen to this episode as Nancy gives her recommendations on the tools that can make a positive impact in your sales results.
My guest on Episode #11 is Anthony Iannarino. Anthony is probably the most prolific sales blogger today. In addition, he is an author, a consultant, and an international speaker. And, if he isn’t busy enough, he is also President of a staffing company that he has grown from $4 million to $40 million in revenues. In this episode Anthony shares what he learned about sales from being the leader of a hair metal cover band in LA (which is ironic if you look at Anthony’s picture!). We also talk about his strategies for capturing your dream customers (Hint: Find the people who you create the most value for and pursue them relentlessly), developing business acumen in sales reps and how to learn from your sales failures. Make sure you listen to this episode today!
Robert Terson is the author of a great sales book, Selling Fearlessly. This is a book that I recommend to everyone who is new to sales. He is an immensely respected sales expert. But, don’t be fooled by his genial demeanor. When he ran his own business Bob was, by his own admission, a “sales machine.” He killed his numbers. And, yet he only worked 4 days a week and took 12 weeks of vacation every year. Listen to this episode as Bob reveals his highly effective triangle of sales success, and the sales habits that he religiously followed. (Pay attention to how he prospected for new business). Every sales rep or entrepreneur should memorize and build on these to become a sales machine in their own right.
Steven Rosen is the best-selling author of 52 Sales Management Tips: The Sales Manager’s Success Guide. In our conversation he shares his journey from an entry-level pharma sales rep to a successful corporate executive managing large groups of salespeople to being an entrepreneur who has coached hundreds of sales managers all over North America. There is a lot being written about the need for sales managers to become better coaches to improve the performance of their sales reps. And, in this episode Steven shares his invaluable and practical tips about how to transform sales managers into star coaches!
Sales Management Guru Ken Thoreson shows sales leaders the path to enhance the performance of their sales teams using his Smart Business Roadmap. Ken is the author of many books on sales management including “Your Sales Management Gurus Guide to: Leading High Performance Sales Teams” and President of the Acumen Management Group, a strategic sales management consulting firm. In this episode Ken lays out the foundation of his Smart Business Roadmap and explains the steps successful companies go through to develop and execute a plan for success.
Noted sales blogger and business coach Leanne Hoagland-Smith, author of “How to be the Red Jacket in a Sea of Gray Suits,” dishes out the straight talk advice on how to deliberately plan for sales success. She also shares her strategies that sales reps and small business can use to create meaningful sales differentiation. If you’re selling in a crowded and competitive market, what steps can you take to stand out in the crowd and attract the attention of your dream customers? Listen today to learn how!
James Obermayer is the founder of the Sales Lead Management Association, and the CEO of the sales turnaround consulting firm Sales Leakage. As you might expect Jim knows that there is no faster and easier way to grow your sales than to quickly and effectively follow up your sales leads. In this episode, Jim draws on his personal hands-on experience of turning around more than 30 underperforming sales teams, and shares his go-to formula for reviving stagnant sales organizations and achieving sales success (which involves marketing, too!).
Miles Austin, Founder of Fill the Funnel is the “Web Tools Guy.” He is the expert on the sales automation tools and technologies that can truly drive improved sales performance. He’s my go-to resource when I need help choosing a technology solution in my business. Miles ran high-performance sales teams for Dell during their high-growth days so there isn’t much he doesn’t know about sales. Combined with his technical savvy Miles has become the expert who know the apps and hacks that can make a big impact in your sales results. In this Part 1 of my extended conversation with Miles, he shares his recommendations for tools you absolutely should be evaluating and using today.
Jim Keenan is CEO of “A Sales Guy, Inc.,” whose growing empire includes a national sales recruiting firm. Keenan is also a top sales blogger who is regularly featured in Forbes. He has a reputation for extreme straight talk and he doesn’t disappoint in this episode. Keenan shares his story about learning how to sell through hustle and grit and how he learned early on the necessity of understanding a customer’s buying motives and selling the intangibles. Keenan is a master at motivating sales reps to action. Get pumped up and ready to crush it with his go-to tips on how you can build a killer sales team and amp up your sales.
Meredith Bell, President and Co-Founder of Performance Support Systems, Inc., is a widely respected business performance coach. In this episode Meredith dishes out the straight talk on a radically effective framework that managers can use to become effective sales coaches, and to help their sales team achieve great results. Supported by years of research and proven results in the field, this is a methodology that every entrepreneur and manager should be using to optimize the performance of their teams. Be sure to check this out!
Straight talk with my guest, the New Sales Coach, Mike Weinberg. There’s a reason Mike’s first book New Sales. Simplified has been such a huge best-seller and why Mike is in such high demand as a speaker and consultant. New Sales. Simplified speaks the hard truth about why companies that want to grow must proactively prospect for new customers. In this episode, Mike shares some of his key recommendations for disciplined prospecting that really work, as well as his opinions on the need for greater specialization in sales roles and on the fundamentals that help sales teams close more business and increase their productivity.
Dan Waldschmidt, best-selling author of Edgy Conversations, and President of Waldschmidt Partners International, provides game-changing breakthrough ideas to transform the performance of your sales team and your company. In this episode, Part 1 of an extended conversation, Dan, a record-setting ultra-marathon champion, talks about his unconventional journey from his first sales job (mowing lawns) to becoming a successful serial entrepreneur. Dan has worked with hundreds of companies, motivating change and developing winning attitudes and he shares his strategies for how to “unstick” your business. Each day Dan helps people achieve outrageous success in business and in life. Listen to this episode. Today it could be you!