Successfully Creating and Navigating Change in Your Organization

True Confessions of a Sales Leader

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You're not supposed to be here and other Dad wisdom 29:22

לפני 5 ימים29:22

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רשימות

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29:22

The world often feels rigged. And this episode is a wake-up call to recognize the barriers that exist for those who don’t fit the traditional mold. In this episode, which is a kind of tribute to my dear departed Dad, I recount some powerful lessons from the man who was a brilliant psychiatrist and my biggest champion. He taught me that if something feels off about the environment you’re in, it probably is—and it’s absolutely hella-not your fault. We dare to break into the uncomfortable truth that many workplaces are designed for a very specific demographic, leaving neurodivergent individuals, particularly those on the autism spectrum, feeling excluded. I share three stories in which my Dad imparted to me more than my fair share of his wisdom, and I'm hoping you to can feel empowered. You'll learn that we can advocate for ourselves and others to create a more inclusive work culture. Newsletter Paste this into your browser if the newsletter link is broken - https://www.lbeehealth.com/ Join our Patreon - https://differentnotbrokenpodcast.com/patreon Mentioned in this episode: Sign Up For Our Newsletter Stay updated on all the things! Get added to our newsletter mailing list. Newsletter…

לפני 4 שנים 47:14

MP3•בית הפרקים

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.

25 פרקים

#Business #The Olsen Group #Sales Leadership #Sales Training #Revenue Growth #CRO #Sales Management #Sales Director #Executive #B2B

Successfully Creating and Navigating Change in Your Organization

True Confessions of a Sales Leader

published לפני 4 שנים

שתפו

MP3•בית הפרקים

25 פרקים

#Business #The Olsen Group #Sales Leadership #Sales Training #Revenue Growth #CRO #Sales Management #Sales Director #Executive #B2B

כל הפרקים

True Confessions of a Sales Leader

1
Unlocking B2B Sales Success 49:40

לפני 42 weeks49:40

49:40

In this episode of "True Confessions of a Sales Leader," host Scott Olsen sits down with Lee Blakemore, CEO, and Justin Picciano, Vice President of Sales and Customer Success at IntroHive, a leading customer intelligence company. Lee and Justin share their wealth of experience and practical insights on navigating the complex world of B2B sales, from the importance of consistently hitting sales forecasts to the untapped potential of sales teams as "market scouts." The discussion also delves into the challenges of gaining access to decision-makers and the crucial role of building strong relationships while leveraging data and technology. Throughout the conversation, Lee and Justin offer valuable perspectives on effective collaboration, balancing data-driven insights with human intuition, and the key qualities that define successful sales leadership. This episode is a must-listen for any sales leader looking to unlock B2B sales success and drive organizational growth.…

True Confessions of a Sales Leader

1
Lessons in Adaptability and Success 43:46

לפני 47 weeks43:46

43:46

In this episode of "True Confessions of a Sales Leader," we sit down with Ryan George, the visionary founder and CEO of Simpleview, who shares his remarkable journey of building a company that has revolutionized the destination marketing industry. From navigating the challenges of the 9/11 attacks and the 2008-2009 financial crisis to adapting to the COVID-19 pandemic and the shift to remote work, Ryan's story is one of resilience, adaptability, and unwavering commitment to customer success. He shares invaluable insights on fostering a culture of adaptability, embracing a data mindset, and cultivating collaboration and balance within an organization. Whether you're a seasoned sales leader or an aspiring entrepreneur, this episode is packed with actionable wisdom and inspiration to help you navigate the ever-evolving business landscape and achieve long-term success. Don't miss this opportunity to learn from one of the most innovative and successful leaders in the industry!…

True Confessions of a Sales Leader

1
Embracing Curiosity and Adaptability: Going from Sales Leader to CEO 54:55

לפני 1 year54:55

54:55

In this episode of True Confessions of a Sales Leader, host Scott Olsen sits down with Tom O'Keefe, a seasoned executive who shares his captivating journey from sales leader to CEO. Tom emphasizes the importance of embracing curiosity and adaptability in achieving success and offers valuable insights on continuous learning, surrounding yourself with talented people, staying adaptive to technology, and finding the right fit as a leader. Listeners will gain inspiration and discover practical takeaways to apply to their own careers in sales and beyond.…

True Confessions of a Sales Leader

1
Principles of Effective Sales Leadership 57:04

לפני 1 year57:04

57:04

This episode of "True Confessions of a Sales Leader" features Joe Belenardo, CRO of Anthology, sharing invaluable insights from his extensive career in sales leadership. Drawing from over three decades of experience, Joe delves into the principles of servant leadership, trust, empowerment, and the significance of personal growth for building high-performing teams. His journey from the early days at IBM to leading sales at Anthology highlights the importance of adaptability and building strong relationships within teams and with clients. Joe's real-world examples and strategies offer a roadmap for sales leaders looking to navigate the complexities of modern sales environments and drive their teams to success.…

True Confessions of a Sales Leader

1
Scaling a Successful Sales Team From the Ground Up 50:41

לפני 3 years50:41

50:41

In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company. We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever since. Last summer, ZoomInfo became a Nasdaq-listed company and is one of the dominant players in the sales enablement technology space. Listen in to find out how Henry got on the path to build his sales teams and how he continues to do so today.…

True Confessions of a Sales Leader

1
Hiring and Retaining the Right Sales Team 51:21

לפני 4 years51:21

51:21

In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact. Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building a new sales team —90% of the team are new hires. So, how do you attract new talent like this? Listen in as we discuss what Scott has accomplished and how to implement your own changes to recruit sales rock stars.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - Consequences of Inaction 4:41

לפני 4 years4:41

4:41

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our seventh segment focuses on how buyers are going through a period of change, and sales people need to adapt to this change. Now more then ever, circumstances are often out of a salesperson's control that cause a deal not to close. But sometimes having inaction during these times is the cause, and should be remedied by having a explicit conversation with the client on customer at the right time, before it's too late.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - Sell More By Talking Less 4:20

לפני 4 years4:20

4:20

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our sixth segment focuses on the power of listening in the sales process. The best sales people talk less, and spend time trying to understand the customer's problems and issues first. It's important that sales people and the customer have the same vision of the problem before jumping in with any type of dialogue about a solution.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - How to Sell Value 6:04

לפני 4 years6:04

6:04

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our fifth segment focuses on what it means to sell "value". Selling isn't about pitching products, it's about you and the customer finding a shared vision for what the value of the product is for the customer. In this segment, Dr. Ruff discusses two ways that help you and your customer find this shared vision.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - Coaching to Your Salesperson's Strength 5:23

לפני 4 years5:23

5:23

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our fourth segment focuses on why focusing on your salesperson's strengths are the perfect gateway to coaching their deficiencies. By providing compliments and acknowledging the persons strengths, it makes critical remarks palatable, and more importantly increases the chances that the coaching direction is actually heard and implemented by your salespeople.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - Providing Effective Feedback to Your Sales Team 7:16

לפני 4 years7:16

7:16

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our third segment focuses on why you should be careful when providing negative feedback or direct coaching tips to your sales team. Naturally it seems to make sense to just give someone bullet by bullet feedback, but often you won't get the improvement you're looking for from your sales person. Coaching is about being patient, and taking the time to persuade someone that they should be doing something differently, versus just telling them they are doing it poorly and should be doing it differently.…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - Using Clarity to Improve Your Sales Team 4:51

לפני 4 years4:51

4:51

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our second segment focuses on why you shouldn't be vague when you coach your sales team. Instead of using generic statements like "you should be selling value." Sharpen up the coaching and be specific with your sales team. Focus on coaching the exact skills, like how to ask better questions, versus using nebulous statements like "selling value".…

True Confessions of a Sales Leader

1
Sales Leader Q&A with Dr. Ruff - The Pitfalls of Comparing Your Sales Team With Each Other 3:55

לפני 4 years3:55

3:55

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short, 5 to 10 minutes segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our first segment focuses on why you shouldn't be comparing your sales team members when coaching your team, but instead, focus on always coaching to a set of best practices.…

True Confessions of a Sales Leader

1
Building Stronger Sales Teams Through Self-Awareness 53:29

לפני 4 years53:29

53:29

In this episode of “True Confessions of a Sales Leader,” we look at how being vulnerable and building self-awareness can make better sales leaders and ultimately sales teams with our guest, Mike Porter, chief sales officer at NAVEX Global . Here are four key takeaways: 1. Bring your experience as a salesperson Many great sales leaders were also great salespeople but all not great salespeople make great sales leaders. When they move from an individual contributing role to a leading role, many leaders tend to go back to what made them successful, like being a solid dealmaker. Bring your skills, of course, but also tune into what your team brings and how to get the most out of them from your background. Coach them on confidence, on closing a deal, or even prospecting. All things you excelled at. 2. Use self-awareness to grow You may think (and rightfully so!) you’ve built a solid team, have motivated them, helped them understand cross-group coordination. However, one day, feedback, whether it’s negative or positive, from a team member might prove otherwise. It’s important to keep having those ah-ha moments. For example, maybe you’re intense, focused on the numbers. Add some levity and make sure you come across as approachable. Self-awareness exists in every single one of us and forces us to look at our own challenges but also teaches how to improve ourselves. 3. You can’t avoid the (in)famous flight risk You’re an amazing sales coach. You’ve built a great team but now some of them have defected to the competition or a better role elsewhere. Coaching people because they need it or because they have career aspirations, then building their skills, and then having them leave can happen. It’s hard to lose a top performer to that next step in their career. The benefit? Most of your team wants to stay because you’ve built credibility and you’re helping them grow. That matters, too. 4. Develop an 80/20 document This is a great tool and can be as simple as a one-pager. Communicate 80% of the document on how you work with a sales team, what excites you, things you’re passionate about, your strengths, or even what triggers you. The other 20%? There will be time to work that out, time spent working together will reveal that. Don’t make your team members guess how to work with you. Have new team members do their own 80/20 document, too. It helps provide self awareness and a way to teach new team members how to treat you—and vice versa.…

True Confessions of a Sales Leader

1
The Art of Sales Coaching 53:51

לפני 4 years53:51

53:51

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.…

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