Sales Leadership Podcast
287 episodes - English - Latest episode: 6 days ago - ★★★★★ - 146 ratingsEach episode finds Rob Jeppsen and guest diving into the biggest question in business: How do you create predictable, repeatable, and scalable success? They discuss tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team.
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Episodes
Episode 87: #87: Tiffani Bova of Salesforce — Innovate Your Sales Team in 2020
February 24, 2020 17:00 - 56 minutes - 39.1 MBTiffani Bova, the Customer Growth and Innovation Evangelist at Salesforce, joins Rob to discuss how sales leaders can add balance and inject passion for each member of their team by taking advantage of technology and managing time better. When 60 percent of a rep's time is spent on something other than sales, but 58 percent will not meet quota, your reps need you to help them in individual ways.
Episode 86: #86: Thiago Sa Freire of Hudl — Having a Growth Mindset
February 17, 2020 20:00 - 54 minutes - 25.1 MBThiago Sa Freire, SVP of Global Sales & Customer Success at Hudl, joins Rob on this episode to talk about his keys to having a high-growth mindset. Thiago shows us why you can't scale your business if you don't give up some control and trust the people on your team, and why the best leaders hire people who are better than themselves in some way. Find people who can level up the company, and together you are creating that high-growth culture.
Episode 85: #85: Shari Levitin of The Levitin Group — Empathy Builds Trust In Sales
February 10, 2020 21:00 - 58 minutes - 26.7 MBShari Levitin, CEO of The Levitin Group, joins Rob on Episode 85 of the Sales Leadership Podcast. In this time of information overload, Shari shows us how to become the "sense maker", and how to be the person who knows how to make the connection. While empathy and competency are both huge parts of sales, the order you bring them to the sales process matters. Learn how to make empathy your competitive advantage.
Episode 84: #84: Jonathan Graham of IRC Group — Hire For Skill, Then For Experience
February 03, 2020 23:00 - 53 minutes - 24.7 MBJonathan Graham, Managing Director of IRC Group, is an expert on hiring the right salesperson. He talks about how hiring managers can be seduced by the companies listed on a candidate's resume, and as a consequence, that person may not have the skills required to be successful for the job. Learn from Jonathan how to hire for skills first, then for experience, and how that can get you moving towards greater sales success faster.
Episode 83: #83: Ralph Barsi of Tray.io — Play the Long Game While Keeping Your World Small
January 27, 2020 21:00 - 52 minutes - 24.2 MBRalph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of bein...
Episode 82: #82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do
January 21, 2020 03:00 - 56 minutes - 26.1 MBRichard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.
Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020
January 13, 2020 20:00 - 59 minutes - 27.1 MBMax Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.
Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020
January 07, 2020 00:00 - 1 hour - 32.5 MBJohn Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.
Episode 79: #79: Greatest Hits Mark Smith — Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.
December 31, 2019 02:00 - 42 minutes - 19.4 MBThis is one of our greatest hits from the Sales Leadership Podcast, original episode #5. Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve ...
Episode 78: #78: Lisa Magnuson of Top Line Sales — How to Sell the Big Deal
December 23, 2019 17:00 - 56 minutes - 25.7 MBLisa Magnuson of Top Line Sales joins us to talk about how you and your sales teams can get those big deals won. Lisa defines a "big deal" as a deal 5x over what is normal for your company, and she talks about the huge gap between the experience of sales leaders over the sales reps when big deals are in the pipeline. Learn how teams can rise above the challenges by focusing on the important issues and get those big deals won.
Episode 77: #77: Dave Kennett of Replayz — The Value of a Sales Coaching Culture
December 16, 2019 23:00 - 53 minutes - 24.4 MBDave Kennett, CEO of Replayz joins Rob to talk about the benefits of having a sales coaching culture. Less than five percent of sales teams have a coaching process, and Dave shows us how companies who coach their reps more often exceed their goals. He and his team have reviewed hundreds of sales calls, and he shares the best practices of the sales reps who are top performers. Go to the link below to see the free coaching guides Dave has offered to listeners of the Sales Leadership podcast....
Episode 76: #76: Amy Volas of Avenue Talent Partners — How to Get Sales Hiring Right
December 09, 2019 20:00 - 53 minutes - 24.3 MBAmy Volas, the Founder & CEO of Avenue Talent Partners, joins Rob to discuss the ways sales leaders can attract, hire, and retain the top sales talent. Amy shows us how to learn what your company requires of its salespeople, and how to tailor your hiring to ensure the best fit for both the rep and the business. With the sales crisis of a higher percentage of salespeople leaving their jobs to find greener pastures affecting businesses across the globe, Amy has the answers to how to make sure...
Episode 75: #75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader
December 02, 2019 20:30 - 53 minutes - 24.4 MBDaniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company's bottom line.
Episode 74: #74: Travis Huff of Wayfair — Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger
November 26, 2019 10:00 - 40 minutes - 18.4 MBTravis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development ...
Episode 73: #73: Shep Maher, EVP of Global Sales at Betterworks — The State of the Sales Coaching World
November 19, 2019 00:00 - 52 minutes - 24.3 MBShep Maher of Betterworks talks to Rob about the state of sales coaching in business today. Shep explains that while sales coaching is getting a lot of attention from companies right now, the skill of sales managers is not where it needs to be. One particular area that needs attention is the level of individualization each leader gives to each sales rep. Each coaching session needs to have a consistent time and a consistent focus on the individual, and each rep needs to know that the sales...
Episode 72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win
November 11, 2019 17:00 - 37 minutes - 17.4 MBRobert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has helped him achieve double-digit growth in a mature, single-digit growth market.
Episode 71: #71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful
November 04, 2019 21:00 - 1 hour - 27.8 MBSteven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using assessment and selection helps leaders screen candidates to find those who can succeed under the conditions of your sales team.
Episode 70: #70: Josh Braun of SalesDNA — Empathy Is the Heart of Selling
October 28, 2019 19:00 - 55 minutes - 25.5 MBJosh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer's world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer's job is actually about, and learn to speak in the customer's language. We have to be different in a meaningful way, and then show how we are different creatively in a way that people care about.
Episode 69: #69: Meg Kopka of BetterManager — Be a Manager Worth Working For
October 21, 2019 20:00 - 55 minutes - 25.6 MBMeg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not properly trained for, but she gives us her blueprint on how becoming a better manager can be learned through learning the principles of coaching while employing empathy and awareness.
Episode 68: #68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales
October 14, 2019 16:45 - 56 minutes - 25.9 MBThis week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors.
Episode 67: #67: Kelly Roach — How Connecting To Your Reps' "Big Why" Equates To Sales
October 07, 2019 23:00 - 50 minutes - 23.2 MBKelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth.
Episode 66: #66: Mark Kosoglow of Outreach — How to Grow Your Company From $34 to $1 Billion
September 30, 2019 20:45 - 1 hour - 28.4 MBMark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.
Episode 65: #65: Jason McElhone of RemoteSales — How to Manage Without Micromanaging
September 23, 2019 16:00 - 59 minutes - 27.2 MBJason McElhone, Founder, and CEO of RemoteSales shows us how in this tightest of job markets, it is essential that you are able to recruit salespeople worldwide. Technology now makes it possible to hire the best salespeople, wherever they are. Learn why self-starters are the best remote workers, and why having a culture of "fail fast, fail forward" is the key to having success in the tough grinder of the sales lifestyle.
Episode 64: #64: Justin Welsh – How to Eliminate Guesswork
September 16, 2019 16:15 - 54 minutes - 25.1 MBJustin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.
Episode 63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture
September 10, 2019 00:00 - 58 minutes - 26.6 MBThis week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales team is important, but having a manager that knows how to help each of those reps improve is of equal importance. Learn how to create that coaching culture in your company and make it a competitive advantage.
Episode 62: #62: Michael Gallagher of The Stevie Awards - The Importance of Showing Your Team Appreciation
September 02, 2019 14:30 - 43 minutes - 20 MBMichael Gallagher, President of The Stevie Awards talks with Rob on why it is important that a sales leader is able to tell the story of the team's success, and then successfully repeat it. The Stevie Awards help leaders share that story and also gives the team a chance to celebrate that success and be publically recognized for it. In this podcast, learn about how to nominate your sales team for a Stevie Award, and also how you can review past Stevie winners' stories and see how they created...
Episode 61: #61: Lance Tyson, President and CEO of The Tyson Group - The Importance of Building A Positive Sales Culture
August 26, 2019 19:00 - 59 minutes - 27.1 MBLance Tyson, President & CEO of the Tyson Group, teaches us some of the things he has learned in a long career of teaching professional sports franchises how to sell. Considering that these businesses are selling something that their customers don't need, but want to buy, it presents some interesting challenges. Lance believes that culture is the key to creating an environment where the motivated can succeed. He has found his greatest success by ensuring that the sales leaders are always t...
Episode 60: #60: Samantha McKenna - How Knowing Your Customers Drives Success
August 20, 2019 04:00 - 58 minutes - 26.9 MBThis episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small.
Episode 59: #59: Collin Cadmus of Aircall - Trust and Respect: The Foundation of Everything in Sales
August 13, 2019 04:00 - 56 minutes - 26 MBThis episode features Collin Cadmus, VP of Sales for Aircall. Collin believes the role of a sales leader is to first be a teacher and second build strong relationships with each of your reps. A good sales leader knows how to put the right person in the right role, and Collin shows us how that depends on the leader building trust and earning the respect of the team. He shows us how to build a learning organization and also what are the most important aspects of a winning culture.
Episode 58: #58: James Buckley of Ringlead - The Formula For Sales Excellence
August 06, 2019 04:00 - 57 minutes - 26.4 MBJames Buckley, Business Development Manager and Brand Ambassador for Ringlead talks with Rob about how being courteous, professional, patient and persistent will drive success in both sales and life. He believes that if you are working, you need to learn to work "right" because for most of us the end of work will never come. James shows us how to help each sales representative build a personal brand, and create unlimited potential.
Episode 57: #57: Joel Rackham - How to Build a Culture of Authenticity in the Workplace
July 30, 2019 02:00 - 53 minutes - 24.7 MBOur latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then consider the environment, made up of the physical and psychological aspects of the workplace. This creates an environment where your sales representatives can flourish and have hope.
Episode 56: #56: Paul Butterfield of Vonage - How Consistency in the Sales Process Drives Consistency in Outcomes
July 23, 2019 04:00 - 49 minutes - 22.5 MBThis week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive mistake, it is important to equip your sales team with everything they need to be successful and have a coaching process that is based on individual one-on-ones and relevant.
Episode 55: #55: Daren Tomey of Revenue Path Group - Being a Co-Pilot and Not a Micromanager
July 16, 2019 04:00 - 1 hour - 28 MBThis week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader's primary role should be about developing people.
Episode 54: #54: Brandon Bornancin of Seamless.AI - Being Obsessed With Every Detail of Your Sales Process
July 09, 2019 04:00 - 1 hour - 29.5 MBThis episode of the Sales Leadership Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. Brandon discusses how taking care of his sales teams and obsessing over the details helps his teams win over the short and long term. He compares this to winning the SuperBowl every day. Brandon shows us how daily role-playing and actionable coaching and scoring are the keys to high growth success exceeding sales goals consistently.
Episode 53: #53: Marius Smyth of Adroll - Keys to High Growth: Consistency, Alignment, and Accountability
July 02, 2019 04:00 - 50 minutes - 23.3 MBThis week we learn from a truly international sales leader, Marius Smyth, Global Head of Sales & Customer Operations at AdRoll Group. Marius shows us how having consistency, alignment, and accountability leads to credibility with your sales team as well as with your customers. He talks about how having consistency in your process will give you consistency in your outcomes, and how you can reduce variance by coaching your sales team.
Episode 52: #52: Matt Marino of Global Payments - Using Your Customers' Outcomes as a Measurement for Success
June 25, 2019 04:00 - 54 minutes - 25.3 MBMatt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers' experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of your reps, you increase that passion and performance.
Episode 51: #51: Mike Lockert of Simplus - Why Listening to Your Customers and Sales Reps Matters
June 18, 2019 04:00 - 47 minutes - 21.6 MBThis episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the things you do as a sales leader. Mike gives the key to making your sales reps WANT to follow you, something that is invaluable in this world of short-term job longevity for sales professionals.
Episode 50: #50: Jacco van der Kooij of Winning by Design - Double Your Sales Without Doubling Your Sales Team
June 11, 2019 04:00 - 56 minutes - 25.9 MBOn our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.
Episode 49: #49: Jen Spencer of SmartBug Media - How to Align Your Sales and Marketing Efforts to Maximize Revenue
June 04, 2019 04:00 - 51 minutes - 23.5 MBIn this week's episode, Jen Spencer of SmartBug Media joins us to talk about team. She describes, in detail, a good, authentic approach to creating a "team." According to Jen, you should build a team that compliments your own strength and overshadows your weaknesses. Her advice is to stay close to the Market, close to your staff, and find ways to level your people and compensate for their weaknesses. If you can do these things, you can build the right team to spur growth.
Episode 48: #48: Ryan O'Hara of LeadIQ - The Art of Prospecting in the Digital Age
May 28, 2019 04:00 - 53 minutes - 24.4 MBIn this week's episode, Ryan O'Hara, VP of Growth and Marketing at LeadIQ, talks about one of the most important skills in Sales: building pipeline. He says you can't have the important conversation about your product and the problems it solves if you can't prospect to find someone to converse with. Ryan believes that you were hired to be yourself, not someone else because it is your unique skills that your company needs. Authenticity is what will help you win. Ryan also believes in buildin...
Episode 47: #47: Amy Appleyard of Carbon Black - Using Change as Your Competitive Advantage to Sell More
May 21, 2019 04:00 - 51 minutes - 23.5 MBThis week on the Sales Leadership Podcast, we learn from Amy Appleyard, SVP Global Inside Sales for Carbon Black. Amy talks about how all your competitors are trying to be unique, so to drive high growth you have to give your customers something more. Be agile and nimble, and embrace change as you design and redesign your sales process. Amy also shows us how to help your sales team be "all in", and be excited about pursuing success.
Episode 46: #46: Tamara Schenk of CSO Insights - Leading With a Customer-Centric Sales Strategy
May 14, 2019 04:00 - 55 minutes - 25.5 MBThis week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed, talks about how sales leaders should have a long-term view while focusing on short term issues.
Episode 45: #45: Adam Clark of REPAY - Using Laser Focus to Build a High-Growth Company
May 07, 2019 04:00 - 54 minutes - 24.7 MBIn this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure it, you don't know what you are doing. Adam shows how a leader with a student mentality can drive positive change and lead a company to continued high growth and success.
Episode 44: #44: Kevin Hart of Challenger - How to Adopt Disruption Inside Your Sales Organization to Drive Better Results
April 30, 2019 04:00 - 51 minutes - 23.7 MBIn this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever it takes to teach your team to reach it. It might mean doing something new that is uncomfortable, but Kevin shows us why that is how high-growth companies are always reaching higher. This is an episode that you don't want to miss!
Episode 43: #43: Kharisma Moraski of Conversica - A Milestone Approach to Sales Leadership
April 23, 2019 04:00 - 50 minutes - 23 MBThis week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to success. Kharisma talks about how to assess the skill and will on your team, and build a team that can move mountains and creates great leaders. She espouses a work-life balance and fosters the growth of her people.
Episode 42: #42: Joe Caprio of Chorus,ai—Using Customer Conversations to Drive 1-on-1 Sales Coaching
April 16, 2019 04:00 - 51 minutes - 23.4 MBLess than 5% of sales call information makes it into Salesforce. You can't improve what you don't fully understand, so Joe says to find a way to see what's working. Find a way to see exactly what your customers are saying. If you have a genuine desire to help customers, you will find time to do it. Having systems for interacting with customers and potential customers is how you eliminate variance at scale, which Joe says is a key to entering high-growth mode.
Episode 41: #41: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career
April 09, 2019 04:00 - 48 minutes - 22.2 MBThis week's guest is Tim Clarke of UNCrushed. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative impact of the "crush it" culture. He talks about how to minimize the soul-crushing rejection, the...
Episode 40: #40: Sam Jacobs of Revenue Colective - How To Become a Great Leader and Beat the Odds
April 02, 2019 04:00 - 54 minutes - 24.9 MBThis week's guest is Sam Jacobs of Revenue Collective. He believes that sales leaders are in the most volatile position in business. As sales leaders, there are absolutely things that you have to do. As Sam says "We must be great. Great from the get-go." You also have to ask yourself questions about the company-like, "what is the market size?" All the salesmanship in the world won't solve the problem of a small market. How connected to the market are the leaders? Sam believes that ensuring p...
Episode 39: #39: Woody Klemetson of Divvy - Turning No Into Yes With A Can't Lose Mentality
March 26, 2019 04:00 - 48 minutes - 22.1 MBThis week's guest is Woody Klemetson of Divvy. Woody is a leader presiding over truly hyper growth. He believes that great partnering is the key to growth, making sure that they understand you and your business as well as possible and vice versa. Woody is also a great believer in team-which he says extends to everyone in the company. He gets to know his team in a personal and authentic way because it fuels the mission that they all signed up for. His advice: take every chance possible to bui...
Episode 38: #38: Jamie Crosbie of ProActivate—Building a Replicable Sales Process and Formula For Success
March 19, 2019 04:15 - 48 minutes - 22.3 MBThis week's guest on the Sales Leadership Podcast is Jamie Crosbie. Jamie believes that it doesn't matter whether you are better or worse than your competition. You have to know why you are different and why that matters. Jamie says that in order to have sales success in a competitive market, she lists three things: 1-Specialize; 2- Process, 3-Problem. Although sometimes people get lucky, if you want to be hired as a sales leader, you need to be able to discuss and show how process helped you...