Episodes

  • 126: Kimberly Weitkamp – The Audience Converter

    126: Kimberly Weitkamp – The Audience Converter
    Feb 17 2025
    Guest: Kimberly Weitkamp Guest Bio: Kimberly Weitkamp is a coach, marketing strategist, and podcaster. As owner of the Audience Converter and host of the More Conversations, Clients and Cash Podcasts, she helps coaches create marketing that makes money and aligns with their values, goals, and calendar. Kimberly works with her clients to put the right message in front of the right person at the right time (especially in emails!). She’s helped people hit their first-ever 6-figure launch, fill their beta in less than 60 days, and 4x sign-ups to their webinars and so much more. She loves talking marketing, travel, and all things sci-fi. Key Points: Definition of "Audience Converter": Kimberly defines "audience" as potential clients and "converter" as moving them through the various steps of the sales process. She emphasizes that conversion is an ongoing process, not just about getting someone to pay, but also building loyalty and referrals. Importance of Tracking Conversion Touchpoints: Conversion involves multiple steps like getting to your website, signing up for a lead magnet, engaging with emails, and ultimately showing up for a sales call. Every touchpoint should be tracked to see what's working and where issues lie in the sales funnel. Building a Conversion Process: It’s essential to define your own conversion process and track each step. From the first interaction to booking a sales call, understanding where prospects drop off helps refine the process. Qualification of Leads: To avoid wasting time with unqualified leads, Kimberly advises adding qualification steps early in the funnel. This could include self-selection during sign-up or using qualifying questions when booking a sales call. Understanding the Audience's Needs: Researching the target market’s challenges is key. Kimberly recommends using online platforms like LinkedIn, Reddit, and Quora to find out what prospects are asking. Direct interviews with current clients can also provide valuable insights into their pain points. The Role of Emotion in the Sales Process: Kimberly highlights the importance of understanding the emotional aspect of your prospects' challenges. Asking follow-up questions about how they feel about their problems and how they affect their life helps tailor marketing to their true needs. Market Research Tools: Kimberly uses a simple one-question survey on the "Thank You" page after someone downloads a lead magnet to gather real-time insights about their challenges. This method helps refine her marketing content. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    26 mins
  • 125: Mitch Lewandowski – Selling with Generosity

    125: Mitch Lewandowski – Selling with Generosity
    Feb 10 2025
    Guest: Mitch Lewandowski Guest Bio: I was recently asked, "What’s your passion?" That made me think about who I am as a person, husband, father and contributor. As I considered my 35-plus years of leadership, it wasn’t about the deals I’d done or the places I’d gone. What made me tick and come alive was something so much more meaningful. It came down to the sense of purpose and fulfillment I’ve gotten through making a difference in the lives of the people and companies I've impacted. Helping an individual come alive and gain freedom to be a better person. Assisting a company to break free from costly and/or ineffective habits. Working with a customer that has given me passport into their lives and business and trusting me along the way of change that forever improves them. You can’t put a price on that. It’s priceless and it has no number. That’s my passion. Key Points: Genesis of Cymbionic: Founded a consulting firm to help businesses achieve health and wholeness. Focusing on investing knowledge gained from past experiences to support others. Concept of Healthy Organizations: Healthy organizations foster collaboration and shared beliefs among leadership teams. Emphasizing the importance of collective growth rather than individual gain. Engaging Teams in Vision Creation: Encourages inclusive brainstorming to develop a shared vision and destination. "If there’s no way in, there’s no buy-in": team involvement leads to greater commitment. Overcoming Resistance to Change: Leaders must inspire and equip teams rather than dictate actions. Leaders should be open to team input to find a mutually agreeable direction. Addressing Self-Limiting Beliefs: Look for candidates willing to take risks and learn from failures. Use motivational examples (like the “death crawl” from Facing the Giants) to challenge and inspire. Fostering Coachability and Teachability: Use the FAITH acronym (Faithful, Available, Interdependent, Teachable, Hungry) to screen candidates. Emphasize teamwork and the importance of interdependence for success. Behavioral Change Approach: Focus on capturing team members’ hearts to inspire behavioral change. Promote an environment where mistakes are viewed as learning opportunities. Continuous Improvement: Encourage ongoing dialogue and teamwork to refine strategies and maintain engagement. Highlight the importance of shared goals to drive collective success. Team-Oriented Mindset: Emphasis on collaboration and recognizing team contributions over individual achievements. The speaker values “we” over “me.” Look for individuals who are driven to help the team succeed rather than those focused solely on personal gain or material rewards. Learning from Others: Importance of understanding how candidates have successfully worked with various teams (like pre-sales and onboarding) to achieve goals. Community Engagement: Suggesting that salespeople participate in volunteer activities to cultivate a mindset of service and generosity, which can translate to better performance in the workplace. Client-Centered Approach: Emphasizing the need for salespeople to be genuinely interested in their clients, as building relationships leads to better outcomes. Awareness and Attunement: Encouraging salespeople to "raise their antenna" to be more receptive to client needs and signals, enhancing communication and relationship-building. Guest Links: cymbionic.com mitch@cymbionic.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    35 mins
  • 124: Andy Culligan – Aligning Sales & Marketing

    124: Andy Culligan – Aligning Sales & Marketing
    Feb 3 2025
    Guest: Andy Culligan Guest Bio: Andy is a marketing leader with a sales mindset. Andy excels in aligning marketing and sales teams to drive revenue growth. At AndyCulligan.com, he helps fast-growing SaaS startups achieve commercial success through strategic alignment. With nearly a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost. He is also the Founder & CEO of Purple Path, purplepath.io. Key Points: Sales Foundation: Need to have a strong foundation in sales and cold calling. Andy shared insights from his experiences. Career Journey: Andy discusses his transition from sales to marketing, focusing on digital marketing and marketing automation, eventually working in the tech and SaaS space for over a decade. Gaining insights from working in European markets and the US. Team Building: Building a team of fractional experts to provide cost-effective marketing and sales support, addressing a gap in expertise, particularly in SaaS. Sales and Marketing Alignment: Open communication is key. It’s essential to define what a lead is and establish clear expectations for nurturing those leads to avoid disconnects. Expectation Setting: Key to aligning sales and marketing is defining what a lead means and establishing clear expectations on how to nurture those leads. Success Stories: Andy shared an example of integrating SDR and marketing teams to improve pipeline creation, aligning compensation structures to incentivize collaboration. Scaling Strategies: Starting with company-level targets, calculating backward to determine necessary actions, and documenting plans to guide progress. Goal-Setting Importance: Stressed the significance of having clear, written goals and strategies, particularly for small to medium-sized businesses. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    29 mins
  • 123: Todd Bermont – Cognitive Selling

    123: Todd Bermont – Cognitive Selling
    Jan 27 2025
    Guest: Todd Bermont Guest Bio: Houston‐based, High Technology Sales and Business Development Leader with over 30 years of sales management, business development, and sales experience in Data Center Design/Build, IT, Mission‐Critical Power Infrastructure (UPS, PDU, and Solar), Professional Services, and SaaS. Recruited and hired six times by former colleagues. Sales management accomplishments include achieving record sales and profit each year for the first three full years as VP of Sales for Solarcraft and growing the OEM division of APC from $10 Million to over $100 million in four years. As Director of Business Development/Marketing for Lee Technologies, helped the company grow from $55 Million in sales to over $100 Million in two years. Having conducted business in over 20 countries, noted accomplishments include: winning several multi‐million‐dollar, new business clients, authoring numerous books, being featured on TV (CNN, FOX, & CBS) and in print (Fox Business, Forbes, and 7x24), and speaking at AFCOM Data Center World. Key Points: Sales Success and Key Strategies: Team Composition: Hiring the right people is crucial. Todd emphasizes that success is built on a solid team and that turnover, while challenging, is part of finding the right fit. Focus on Leverage: Rather than pursuing small sales, the team focuses on targeting decision-makers who can purchase in larger volumes. This approach maximizes the return on each sales effort. Sales from Existing Customers: Todd highlights the importance of expanding within current accounts. Selling more to existing clients, especially those already approved as vendors, often leads to significantly higher revenue. Customized Compensation Plans: Salespeople’s compensation plans are customized to what motivates them most, ensuring a higher level of ownership and motivation. Incentives, or "kickers," are tied to specific achievements like securing large deals or meeting quarterly revenue goals. Hiring and Firing: Todd stresses the importance of not tolerating poor performance. He follows a principle similar to his day trading experience: when something isn’t working, cut your losses quickly. Key indicators in hiring include assessing how candidates perform during the interview process (e.g., their sales skills and engagement). He has learned the importance of listening to his gut during interviews and avoiding the temptation to forgive red flags due to strong referrals. New hires are expected to produce meaningful sales activity (quotes, meetings) early on. Lack of activity often signals that someone isn’t putting in the effort. Sales Culture: Coaching and Continuous Improvement: Todd sees sales as a mental game, emphasizing the need for salespeople to believe in the product they are selling. His book, Cognitive Selling, focuses on how mental preparedness and belief in the product are key to success. Salespeople must be coachable and open to learning. Todd also emphasizes creating a strong sales strategy and requires new hires to submit a 90-day business plan to outline how they will succeed. Key Insights: Sales growth at Solarcraft was driven by having the right people, focusing on large deals, and working to grow revenue within existing accounts. The importance of an effective, tailored compensation plan cannot be overstated—when salespeople have ownership over their earnings structure, their performance improves. Todd believes in leading by example and insists that salespeople who don’t believe in what they’re selling won’t be successful. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    33 mins
  • 122: Mark Wigginton – Focusing on Results

    122: Mark Wigginton – Focusing on Results
    Jan 20 2025
    Guest: Mark Wigginton Guest Bio: Mark Wigginton is a seasoned coach, consultant, and strategy advisor with over 30 years of sales expertise. As the founder of Focusing On Results, Mark combines deep insights into human behavior with actionable strategies to help his clients achieve personal and professional growth. Since 2001, he’s worked as a coach and consultant to business development executives and teams, helping business professionals clarify goals, strengthen teams, and cultivate their growth. His many years in sales taught him the power of focused goal-setting and resilience, lessons that are integral to his coaching approach today. In addition to his professional accomplishments, his personal journey reflects his dedication to personal growth and achievement. Starting as a “couch slouch,” at 45, he transformed his life through disciplined goal-setting, ultimately completing 18 marathons and an Ironman triathlon. This personal experience helps him deeply understand and support clients on their own transformation journeys. Key Points: Career Journey and Sales Training: Mark's career evolved in three phases—starting with technology sales, transitioning to community mental health, and later working as a management consultant, sales trainer, and coach. His early sales training emphasized customer focus, earning the right to advance in sales, and persuasive involvement. His work as a counselor taught him the importance of listening and focusing on the customer’s needs, skills he later integrated into his sales approach. Ironman and Marathon Experience: Mark’s late start in endurance sports (running and triathlons) at 45 helped him develop discipline, which he applied to sales, emphasizing the importance of goal setting, consistency, and incremental progress. Goal Setting Framework: Mark advocates for breaking down larger goals into smaller, achievable steps, using the ABCs of goal setting: Accept reality, focus on the basics, and maintain consistency. This applies to both athletic training and sales. Sales Goal Setting for Teams: Mark emphasizes the importance of empowering salespeople to set their own goals, which leads to higher motivation and ownership. Managers should involve their team members in the goal-setting process to achieve better results. Customer Focus and Communication: Salespeople must adapt their messages to the right audience within an organization—senior leaders versus operations staff—ensuring relevancy to each group's needs. Guest Links: Free downloadable tools: www.focusingonresults.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    29 mins
  • 121: Brian Feenie – Shift Logic!

    121: Brian Feenie – Shift Logic!
    Jan 13 2025
    Guest: Brian Feenie Guest Bio: With 30 years in the HVAC and Home Services Industry, Brian has worked with top companies like Lennox, Emerson/White Rodgers, Ferguson Enterprises, ServiceTitan, and Google Nest. For the past 15 years, he has focused on helping Home Services businesses implement technology across North America, including IoT (Internet of Things), smart products, SaaS, and productivity tools. Brian has also served as a business coach, bringing a unique perspective to the industry based on his time spent on the contracting side. Currently, Brian leads Business Development efforts at measureQuick, is the National Trainer for JB Industries Climate Class smart tools, and also serves as ACCA's Chief Encouragement Officer for their QI Certificate program. Key Points: Career Journey and Shift to Entrepreneurship: Brian, had a 30-year career mostly in sales leadership roles. About 20 years in, his wife encouraged him to become a business owner. After being laid off from Google Nest, Brian decided to pursue his dream of starting Shift Logic, a business specializing in HVAC technology and software. He leveraged his background in sales and marketing, as well as relationships from his career, to take the leap into entrepreneurship. Leveraging Relationships: A key element in Brian’s success was asking for help and tapping into his network. He reached out to industry contacts, such as Jim Bergman from measureQuick, who helped promote him within the network, resulting in new clients. Brian also emphasized the importance of being intentional in building a professional network and using platforms like LinkedIn to stay visible and build credibility. The Importance of Asking: Brian highlights the importance of asking for opportunities, noting that you don’t get what you don’t ask for. He encourages others to take risks, ask for opportunities, and take shots, as sales is fundamentally about asking for what you need. Sales Leadership Philosophy: Brian reflects on his experience in sales leadership, stressing the importance of understanding the unique needs of each team member. He believes in leading by serving his team and making sure they feel supported in both their professional and personal growth. This approach creates a positive team culture, which is key for long-term success. Managing a Sales Team: Brian shares that successful sales leadership requires understanding the personal motivations of team members, not just focusing on hitting numbers. He believes in a consultative approach, supporting individual growth, and helping team members navigate challenges. This approach fosters loyalty and drives success, as seen in the example of a former direct report who credited Brian for his professional development. LinkedIn as a Tool for Growth: Brian is highly active on LinkedIn, using it to connect, mentor, and share his experiences. He views it as an excellent platform for building relationships and sharing professional insights. Legacy and Giving Back: Brian values the impact he can have on others, particularly in mentoring and leadership. He finds satisfaction in helping others grow, noting that sales leadership is about more than just numbers—it’s about changing lives and creating meaningful connections. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    32 mins
  • 120: Tina Pappas – Building a Best Company

    120: Tina Pappas – Building a Best Company
    Jan 6 2025
    Guest: Tina Pappas Guest Bio: Tina is a seasoned professional with an impressive leadership track record across prominent companies in the Pacific Northwest. As President of TPS, she successfully led both commercial and residential teams. Prior to that, Tina managed the commercial real estate portfolio for BMGI. She also co-founded and served as President of Egis Real Estate Services, which emerged from Fisher Properties. Tina’s contributions to the industry have earned her numerous accolades. In 2020, she served as NAIOP's Board President, a role that recognized her dedication to commercial real estate leadership. Earlier in her career, she was named one of Seattle's 40 Under 40 business leaders in 2008, highlighting her as an outstanding young professional in the industry. Key Notes: Commercial Real Estate Experience: Started career at Colliers International after college, initially unsure of the industry but passionate about sales, communities, and buildings. Took a research role to learn about the industry and avoid being placed in a sector or team without understanding it. Representing leasing and marketing for major developments. Gained valuable experience in real estate development, property management, and engineering. Focusing on real estate management, including confidential projects and national scope. Led property management teams, gaining significant experience in multifamily and commercial real estate. Focused on development and management of multifamily projects. Hired a diverse group of younger brokers to inject fresh energy into the company. Advice for Women in Real Estate: Overcame gender barriers in a male-dominated industry by focusing on skill, work ethic, and mentorship. Encourages young women to be persistent, seek mentorship, and not be intimidated by the lack of female representation. Actively recruits women and encourages them to engage with the industry through career fairs and personal outreach. Hiring and Intern Programs: Focuses on passion, engagement, and initiative when hiring.Developed a program for college students to explore different areas of commercial real estate and intern in various roles. Company Culture and Success: NAI Puget Sound Properties has been recognized as one of the best companies to work for, emphasizing teamwork, support, and personal growth. The company fosters a culture of appreciation and empowerment, with initiatives like commemorating employees' anniversaries and milestones. Prioritizes work-life balance, offering flexible scheduling and events that cater to various employee needs. Team-Oriented Leadership: Emphasizes collaboration over competition, with a focus on supporting one another for the greater good of the company. Celebrates individual and team accomplishments, such as the "team photo" event for employees’ sports achievements and company anniversaries. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    38 mins
  • 119: Richard Cogswell – The Cultural Sales Leader

    119: Richard Cogswell – The Cultural Sales Leader
    Dec 30 2024
    Guest: Richard Cogswell Guest Bio: Richard Cogswell is a people-first sales leader. He is an organizational team builder who believes that people, vision, values, and behaviors build winning sales cultures. Richard has held multiple senior sales leadership positions within a number of industries, working across EMEA, the United States, and APAC, within startups and listed multinational companies. Whether newly hired or promoted, or for those with experience already gained on the journey, Richard aims to show a methodology focused on how you might best lay down the foundations for exponential and sustained growth through the sales leadership function, and critically through the catalyst of culture. You can find out more from Richard at www.richardcogswell.com Guest Links: Email Rich, rich_cogswell@hotmail.com, for a free chapter from his new book, The Cultural Sales Leader. Guest Points: The Importance of Sales Leadership Training: Companies often promote high-performing salespeople into leadership roles without training, assuming natural sales ability translates to management skills. Leadership training is crucial as it equips individuals to manage teams, strategize, and build a successful sales environment. Just as salespeople ask customers for investment in products, leaders need to ask their companies to invest in their development to ensure long-term success. Key Challenges for Sales Managers: As a sales leader, you must understand the motivations of individual team members and how to align them to broader business goals. Leadership requires thinking beyond personal sales performance to focus on the larger company objectives and sales strategies. New sales managers may face pressure to meet numbers without sufficient training or guidance, often leading to "busy work" rather than effective leadership. Sales leaders must align different departments to the sales strategy and ensure that everyone is working towards common goals. The Importance of Sales Culture: Culture is the "how" and "why" of an organization. Strong, lived culture creates behaviors that lead to results. Culture is delicate and can easily deteriorate if not actively maintained. Leadership must tend to it and ensure that it is consistently reinforced throughout the organization. A cultural sales leader must ensure that the team is aligned with the company's mission and values. Building a High-Performance Sales Team: Sales teams need clarity on priorities, key behaviors, and the strategies to win. Simplifying objectives helps teams focus and drive results. Asking team members for their own sales plans fosters ownership and buy-in. It ensures that they think strategically and have a stake in achieving the targets. Creating a simple, one-page document outlining key objectives, behaviors, and strategies ensures everyone in the organization is aligned and working towards the same goals. Leadership and Responsibility: Sales leaders should empower their team to think creatively and solve problems independently. Sales leaders should continuously engage with the team to understand their challenges and provide support. Leaders must ensure that sales efforts are aligned with broader company goals, incorporating feedback from all departments and focusing on long-term growth, not just short-term targets. Long-Term Success and Ambition: A strong sales culture can coexist with ambition and high performance. The most successful teams combine cultural alignment with long-term strategic thinking, creating a sense of growth and success over time. Sales leaders should look beyond the immediate financial year and think in terms of three-to-five-year goals, including opening new markets or enhancing products based on customer feedback. These "big bets" shape the future of the company. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology. KEY WORDS: Sales, sales management, selling, ...
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    31 mins