Sales Talk for CEOs
131 episodes - English - Latest episode: 15 days ago - ★★★★★ - 16 ratingsWelcome to Sales Talk for CEOs, a show where Alice Heiman interviews successful CEOs who have successfully scaled their B2B sales organizations. In each episode, we get to know the sales background of each CEO, dig into the strategies they've used to build their sales organization and wrap it up with what the future holds. We cover the good, the bad and the ugly of scaling a sales organization in order to deliver to you: value and insights.
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Episodes
Scaling Your Sales Through Customer Retention
May 25, 2023 12:35 - 39 minutes - 36.9 MBWhat if you could keep your customers for years and continue to grow with them? What if everyone in your company was responsible for customer retention? What if everyone in your company sold? When a culture of caring permeates your company everyone takes responsibility for the customer’s success and helps to solve for customers so they buy - sales. If the answer to every question about building a successful sales team came back to the process of delivering successful outcomes for customer...
Usings AI To Gain A Competitive Edge In B2B Sales
May 17, 2023 20:11 - 52 minutes - 48.2 MBArtificial Intelligence (AI) is here to stay. Will your sales organization utilize it or will they be left behind? AI is having a big impact on B2B sales by empowering salespeople to focus on what they do best: building meaningful relationships with their prospects. But wait, don't worry about AI replacing human sales reps! Usman Sheikh, Founder and CEO of xiQ, a Silicon Valley-based AI-powered SaaS platform explains how AI can be a game-changer for sales leaders who embrace it as a too...
What Titans of Tech Teach Us About Growing Sales Teams
May 13, 2023 01:03 - 36 minutes - 34.3 MBThis episode dives into how large organizations scale their sales teams. But do these approaches work for smaller organizations? Absolutely! Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams. From an ‘Always be learning’ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Every sentence could be its ow...
How to maximize revenue growth with SalesOps
May 04, 2023 17:49 - 36 minutes - 33.7 MBLeading indicators, lagging indicators, qualitative data, and quantitative data might sound like boring topics for your sales meetings. Quite the contrary, Michael Ingram of SalesOps.io explains the role that each one plays in achieving predictable revenue growth. Sales revenue is a lagging indicator of success. By the time you know it, it’s too late. You need data daily and weekly that tells you what to do before it’s too late. Leading indicators give you a chance to fix problems before yo...
How Mission-Driven Companies Benefit From Founder-Led Sales
April 25, 2023 19:10 - 45 minutes - 42.4 MBIt's not surprising that Bronwyn Spira, after trying many different sales strategies, landed back on the founder-led model. In mission-driven companies, founders often deliver the most compelling pitch. She then set about recruiting a sales and marketing team to support the sales process across the entire customer journey. Stick with us to the end where Bronwyn leaves us with her three growth tips for every CEO. Chapters: 00:00 A platform for patients and practitioners 04:20 Getting Sal...
A Customer-Success Driven Sales Strategy
April 18, 2023 18:36 - 32 minutes - 30.4 MBLeanData’s sales organization’s head count might seem too costly to some. It was derived out of a constant quest to map internal resources to support customer success - not revenue, yet it is highly profitable. One example, split the customer success manager role into two positions. One checking in to monitor the account health and ensure renewal. The other, a coach to provide ongoing best practice advice to customers. Join us to learn the customer-centric sales enablement process that...
Better Prospecting Leads To More Sales Conversations
April 11, 2023 18:09 - 47 minutes - 43.8 MBIs your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team's ability to schedule sales calls. Her four steps are 1. The right list, 2. Great skills, 3. Strong process and 3. The right software. What can your team add to improve their prospecting? Chapters: 00:00 Chapter 1: How do we get more conversations with buyers 01:50...
The Art Of Scaling A Sales Team
March 21, 2023 18:20 - 38 minutes - 36.1 MBHow do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasn’t working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased. What was the right size for the company where they could serve the cl...
Building and Implementing Scalable Processes
March 14, 2023 19:48 - 39 minutes - 37.1 MBMost CEOs have a hard time running one successful company. Veronica Buitron runs two! Her secrets boil down to simple, hard won lessons. First, you need a process for everything to be successful and to scale. Second, you need to trust and empower your teams. Every CEO can learn from her episode. Chapters: 00:00 - Introduction 2:26 - Tango Code: Redefining Software Development 0 03:53 - Automating Process for Scalability 10:02 - Engineering and Sales Are Both Just Solving Problems 1...
How To Hire The Right Sellers In An Early Stage Company
February 28, 2023 19:30 - 42 minutes - 39 MBAriel came from engineering, he had been a product leader for quite a few years and then made the transition into sales. Initially when he moved into sales, he was running product marketing. And he thought sales was so easy, you just get all of the factsheets and battle cards and the information on the features and capabilities and share that with the prospects that they will buy it. Of course, he learned quickly he was wrong. Running a sales team taught him that sales was so much more an...
The Secret to Predictable Growth through Building a Personal Brand
February 21, 2023 19:27 - 36 minutes - 33.5 MBSamantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn't feasible. She is one of the rare founders who w...
Move Deals Through Your Pipeline With The Centricity Model
February 14, 2023 18:18 - 52 minutes - 47.9 MBSean Doyle applies behavioral science to marketing and the sales funnel. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel. Sean says, “Deals stall in the middle of the funnel because we aren’t giving the buyer what they need to make a decision.If you are still feeding them information about your product features and benefits, they are 80% likely to decide to stick with the old, lowe...
Strategies To Gain An Unfair Advantage
February 07, 2023 22:29 - 37 minutes - 34.8 MBAlmost every company I know is struggling to bring new business in at the pace required. Why? Well, that is an interesting question but I think by now most of us know that our methods are outdated and simply don’t work. The better questions are how do we keep new business flowing in? What should be done instead of what we continue to do that doesn’t work? I’ve always had a fascination with weeds. They are amazing. Strong, resilient, persistent and they can literally take over an area...
How This CEO Bootstrapped A Sales Team
January 31, 2023 20:51 - 42 minutes - 38.6 MBIt’s been 14 years since Bob Vaez started EventMobi and he’s had considerable growth without investment from Venture Capital or Private Equity. How did he do it? It wasn’t always easy. EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. His decision to bootstrap versus take external investment meant that hiring an experienced sales leader was out of the question. Instead he hired young, hungry graduates who could ...
What every CEO can learn from 2022
January 24, 2023 20:19 - 12 minutes - 11.3 MBWrapping up my 3rd season and I still can’t believe I started and built a successful podcast. The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others. Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales. In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond. Numb...
Bring More Certainty and Less Volatility to Sales
January 17, 2023 20:04 - 48 minutes - 44.1 MBHeidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. According to Heidi, sellers operate at 30% productivity rates. There is no other function in a company that is as unproductive as sales. Higher productivity equals more certainty, so why not improve it. If sales improves every other department has more opportunity. In order to bring more certainty and less volatility , Collective[i] f...
Nine Time CEO with Seven Exits Talks About Building Sales Teams
January 10, 2023 20:10 - 42 minutes - 39.3 MBSean Burke shares his knowledge of building high performance sales teams gained through nine startups, seven exits and billions of dollars in value creation. The first rule, you can only attract the best if you can show a definitive path to hitting quota. If you can’t show the math, why would they join your team? Next, you are building a team not a collective of individual contributors. Part of this is defining your role and the role of every part of the company in contributing to the sale...
Selling is Solving
December 27, 2022 18:00 - 45 minutes - 41.7 MBAfter eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm. The senior partner initiated discussions with clients that demonstrate the firm's expertise and ability to solve a particular problem. For Daveed it meant taking the lead with the customer to define the problem and the framework to solve it. His teams, often working in parallel, taking charge of deliver...
Use this simple rule to win more deals
December 20, 2022 19:00 - 35 minutes - 32.7 MBYears of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you’ve lost. Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project. If you s...
Leading Growth: How to modernize your sales team
December 13, 2022 20:56 - 36 minutes - 33.6 MBAnthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. They just don’t work anymore. “Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.” Alvin Toffler, who wrote The Future Shock, said that the future is going to be dominated by people who can learn, unlearn and then learn again. The hard part is unlearning. Sales teams must be retrained to create value not sell benefits. Anthony calls thi...
If your sales process is all in the CEOs head, you can’t scale!
December 06, 2022 21:04 - 45 minutes - 41.7 MBJake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. And yes, it did take 10 years to get it right. It’s great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that Jake encountered in his fledgling sales consulting business and a barrier to scaling. It took years to structure a scalable services delivery model. The first big lesson, young, affordable, full-time staff didn’t have the requi...
Hear how Matt Fok grew his company leveraging existing customers
November 29, 2022 19:19 - 39 minutes - 36 MBMatt Fok came up with his idea for eZ-Xpo, before the pandemic. He thought, what if you could continue the dialogue started at conferences virtually? Since his company was already selling an eLearning platform, he simply went to his existing customers to validate the idea. And then the pandemic hit. His founder-led sales approach paid off as he uncovered more and better ways to address the market need. By providing content and ongoing interactions between companies and their prospects, t...
Is B2B Buyer Confidence Stalling Your Deals?
November 22, 2022 21:15 - 37 minutes - 34.7 MBMy next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. The three factors eroding confidence are complexity, information overload and value opacity or consensus on the value of the desired outcome. So stop selling product benefits. You need to propose a framework that starts with consensus on the value that the solution will deliver a...
Founder-Led Sales Startup: Tips and Tricks After 8 Years of Selling with Karen Frame
November 15, 2022 19:30 - 40 minutes - 37.1 MBMy guest today on this episode of Sales Talk For CEOs is Karen Frame whose company Makeena, is on a mission to help people live healthier lives on a cleaner planet. She talks about the advantages of having a founder-led sales organization. The obvious advantage is being close to your customers and making sure that your product is solving a real problem for them. The not so obvious advantage is using scarce capital to hire a brand and consumer success team for her two-sided marketplace...
Sales Talk for CEOs: Building A Revenue Team in 2022 with Arman Eshraghi
November 08, 2022 21:50 - 46 minutes - 42.3 MBArman Eshraghi can teach us something about building sales teams from scratch. He is, after all, on his fourth startup Qrvey. So, what has he learned from one startup to the next? What has he changed and what stayed the same? One constant that remains true for Arman, if you, as CEO and Founder can’t sell your product, bringing in a sales team won’t solve the problem. Once you do bring in a sales team, Arman believes sales teams only succeed if they can see that the product is helping c...
Why CEOs Should Care about Starting a Digital Conversation with Expert Tim Hughes (S3:Ep13)
November 01, 2022 19:10 - 38 minutes - 35.8 MBThe world of selling has irrevocably changed. Buyers no longer want to be sold to and especially not as a result of a cold call. They want to get to know a company by getting to know and trust the people who work there. Starting digital conversations is the first step to build this trust. As CEO, it’s imperative that you lead by example. In this episode Alice talks with Tim Hughes who explains how to change your sales approach from “interrupting to pitch” to “gaining trust”. Simply put, you...
Sales Talk for CEOs: A Return to Cold Calling with Chris Beall (S3:E12)
October 25, 2022 21:35 - 49 minutes - 45.4 MBMy next guest is Chris Beall, CEO of ConnectAndSell, Inc. who is a case study in drinking your own champagne. He is here to talk about using his own platform to build his business and the breakthroughs that he discovered to make the platform more effective for him and of course the customers that use it. Chris Beall takes us through his journey building the ConnectAndSell business model starting with his “Wartime” stance to pioneering better pipelines and finally inventing the next generati...
Sales Talk for CEOs: A Founder-Led Sales Organization with Usman Sheikh (S3:E11)
October 19, 2022 22:42 - 41 minutes - 37.8 MBSo many founders make it their goal to get out of the sales role as they scale. “I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do. In this episode we will learn what defines a founder-led sales organization and how you might change your mind about getting out of sales. It all starts with redefining the sales mindset. B2B sales are not transac...
Value Propositions That Sell with Expert Lisa Dennis
October 11, 2022 10:00 - 47 minutes - 43.2 MBIs your sales team using a value proposition that is irrelevant to your buyers leaving them to connect the dots? Take a look at the value proposition that your Go To Market Teams are using to make sure they are relevant. As CEO, you are the only one who can orchestrate this. It matters, research shows that relevant value propositions could increase your deal closure rate by 50%. In today's hyper competitive markets, it's hard for salespeople to get their message heard by the right buyers. ...
A 30 Year Perspective on Scaling a Startup with Doug Frazier
October 04, 2022 10:00 - 26 minutes - 24.2 MBMost startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it's impossible to grow beyond the startup phase if you are spending 15 days a month on the road selling. Replacing himself as a salesperson took 3 years, but replacing himself as head of sales took Doug Frazier much longer. It wasn’t until he discovered a genius channel strategy th...
A Step-By-Step Guide to Setting Up a Successful Channel Strategy with Bruce Stuart
September 27, 2022 10:00 - 35 minutes - 33 MBDo you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success? I’ve worked with many companies who sell through the channel and complain that their channel partners aren’t selling enough. In order for channel sales to be successful, your team has to understand how the potential partners are going to make money with the product or service you want them to se...
Supporting Sales Leaders with Rasmus Goksor
August 30, 2022 10:00 - 44 minutes - 41.1 MBLike most CEOs, you've probably had some bad experiences trying to hire sales leaders in your company. The root of the problem? Many CEOs think they can hire someone to take over the sales team so they can step away and focus on other things to grow the company. It's just not that way! The CEO can't step away from sales but instead must have a plan for supporting sales leaders every step of the way. That's what Rasmus Goksor learned as he founded and sold his company Cobalt (a portfolio moni...
Sales Talk for CEOs: Elevate Sales by Making Sales Easier
August 23, 2022 10:00 - 10 minutes - 9.58 MBShow Notes Today we celebrate the one-year anniversary of the Sales Talk for CEOs podcast! Throughout the past year, I've featured two types of episodes on the show. In the “CEO Journey” series, I interview CEOs to learn about how they grow sales. Next, in the Experts Series, I interview experts I know will have advice to help you grow sales. So today, we kick off a new segment: the Insights Series! These will be episodes with just you and me where I share insights on various topics that wi...
Closing Bigger Deals with Expert Lisa Magnuson
August 09, 2022 10:00 - 37 minutes - 34.5 MBLisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals. If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you. Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on...
Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano
August 02, 2022 10:00 - 48 minutes - 44 MBAre you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to bu...
Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl
July 26, 2022 10:00 - 36 minutes - 33.4 MBAre you a product CEO or a sales CEO? The answer may not be what you think. Case in point: Catherine Dahl, the CEO of Beanworks, an AP automation platform recently acquired by Quadient. Catherine spent two years building her company as a sales CEO when a sudden realization struck that she was trying to be something she wasn't. By owning her role as a product CEO, everything changed. With the right sales leader in place and the sales machine turned on, Beanworks went from half a million Canad...
Going from Incremental Growth to Exponential Growth with Expert Richard Medcalf
July 19, 2022 10:00 - 39 minutes - 36 MBGoing from incremental growth to exponential growth requires radical changes in your business—from your mindset and focus to your team and how your company operates. If you're a CEO who feels 'stuck' in incremental growth but wants more, you'll want to listen to this episode of Sales Talk for CEOs Expert Series with Richard Medcalf. Richard is the CEO of Xquadrant, a company that works with high-achieving founders, CEOs, and executives to reinvent their success formula and push their compan...
Build an Outbound Sales Motion Early with Mei Siauw
July 12, 2022 10:00 - 40 minutes - 37.4 MBAccording to Mei Siauw, CEO of LeadIQ, a tool that helps sales teams with smarter prospecting, building an outbound sales motion is the key to growth. Start early, stick with it; if you do it right, outbound sales will produce amazing results. In this episode, we talk about the outbound motion Mei built, how Ryan used the piano to book conversations with prospects and how Mei built a global, remote team of 150 people to take LeadIQ to the next level. During the show, Mei talks about how sh...
How to Grow a Business Through Inbound Sales with Nancy Duarte
June 21, 2022 10:00 - 44 minutes - 50.9 MBNancy Duarte is CEO of Duarte, a company that specializes in the art of persuasive communication. You may know her from her books (like Resonate and slide:ology) and her famous Ted Talk. What you may not know is that although her business was founded in 1988, she is only now growing an outbound sales team. That's right. Nancy has experienced over 30 years of exponential growth using inbound sales exclusively. Even in those early years, before the books and the fame. Want to know how she's do...
How Word of Mouth Was All We Ever Used to Attract New Business with Nancy Duarte
June 21, 2022 10:00 - 44 minutes - 40.7 MBNancy Duarte is the CEO of Duarte, a company that specializes in the art of persuasive communication. YShe’s known as “the Storyteller of the Valley” and the author of six best-selling books, including Resonate and slide:ology. Her famous TedTalk has had over 3 million views. What you may not know is that although her business was founded in 1988, she is only now growing an outbound sales team. That's right. Nancy has experienced over 30 years of exponential growth using inbound sales exclus...
Building a Powerful Go-to-Market Machine with Jonathan Siddharth
June 14, 2022 10:00 - 50 minutes - 46.2 MBJonathan Siddharth is the CEO of Turing, an AI-backed Intelligent Talent Cloud that helps companies source, vet, match and manage software developers remotely. There are currently 1.5 million software developers on Turing, and the platform is used by huge companies like Johnson & Johnson, Pepsi, Dell, Disney, Coinbase, and more. The reason for Turing's wild success? Jonathan has strategically built a powerful go-to-market machine! And he's joining Sales Talk for CEOs to discuss exactly how h...
Mistakes and Lessons in Building a Sales Organization with Zvi Guterman
June 07, 2022 10:00 - 40 minutes - 36.9 MBHere's the reality: you'll make mistakes at every stage of building a company, especially when building a sales organization. But it's what you do with your mistakes that will determine your success. Entrepreneurs who catch the error, identify the problem, and correct it quickly are those who go on to build profitable, long-lasting businesses. Making mistakes—and learning lessons from them—is part of building a successful sales organization. And we're going to dive into that more in this epi...
How to Use Story to Boost Sales with Park Howell
May 31, 2022 10:00 - 41 minutes - 47.5 MBEvery salesperson today wants to have more sales conversations. But they're difficult to get because it's become so hard to get the buyer's attention. Want to break through the noise? Try storytelling. Learning how to effectively use story in your messaging can dramatically increase the number of sales conversations and conversions. This is a big topic, and I know CEOs are eager to learn more about using story to boost their business. That's why I invited Park Howell, author of Brand Bewitch...
How to Use Story as Rocket Fuel for Sales with Expert Park Howell
May 31, 2022 10:00 - 41 minutes - 38 MBEvery salesperson today wants to have more sales conversations. But they're difficult to get because it's become so hard to get the buyer's attention. Want to break through the noise? Try storytelling. Learning how to effectively use story in your messaging can dramatically increase the number of sales conversations and conversions. This is a big topic, and I know CEOs are eager to learn more about using story to boost their business. That's why I invited Park Howell, author of Brand Bewitch...
Scaling Your Business with Trusted Partnerships with Angela Saunders
May 24, 2022 10:00 - 39 minutes - 36.6 MBAngela Saunders is the CEO of Vorum, a company that provides digital workflow solutions worldwide for the design and manufacturing of custom prosthetics and orthotics. Started in 1989 by Angela's father, the company has seen big changes since Angela became CEO two years ago. She's not starting from scratch, though. Angela is taking the trust her father built over decades and strategically leveraging those trusted partnerships to scale the company. To learn about her journey and get inspirati...
Improving Sales Discovery with Jody Glidden
May 17, 2022 10:00 - 54 minutes - 50 MBPeople are bombarded with emails and sales messages. Response rates have plummeted. The number of quality interactions with prospects has declined. As a result, each interaction is more valuable than ever before. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. In today’s world, every CEO should be looking to improve sales discovery, and that’s why you’ll want to listen to this episode of Sal...
Building Your First Professional Sales Team with Lars Grønnegaard
May 10, 2022 10:00 - 44 minutes - 41.1 MBLars Grønnegaard is the CEO of Dreamdata, a SAAS company that gathers, joins, and cleans revenue-related data to help B2B businesses understand what is driving sales so they can focus on what works. Like most new companies, Dreamdata started with founder-led sales to get their first customers, but within 18 months Lars realized he needed a professional sales team. In this Sales Talk for CEOs episode, Lars offers some invaluable advice! Lars and I discuss the importance of finding new sales ...
Finding Success Through Channel Partners with Barb Kinnaird
May 03, 2022 10:00 - 36 minutes - 33.4 MBDr. Barbara Kinnaird is CEO of Response Biomedical, a point-of-care testing solution helping to diagnose acute diseases. A microbiologist by trade, Barb stepped in as CEO after a significant company downsize, and she soon discovered there were many other problems in the business that needed fixing. One of the big ones? Lack of clarity on who the core customer is. Research in this area led Barb (and the company) to a huge mindset shift: from focusing on product features and end users, to ...
Level Up Sales at Your Company with Expert Steve Benson
April 19, 2022 10:00 - 46 minutes - 42.3 MBOn this episode of Sales Talk for CEOs, Steve Benson, CEO of Badger Maps, joins me as an Expert to talk about what CEOs can (and should!) be doing to level up sales at their company. Now hold on a moment before everyone goes, "Wait a minute, I have a sales leader who does that. I have a CRO in place. I have a VP of sales." Yes, I'm sure you do. But CEOs always have a role in sales, regardless of whether the company was just founded or is a mature business. The role changes as you grow, which...
Developing Sales Leaders from Inside Your Business with Patrick Parker
April 12, 2022 10:00 - 43 minutes - 40 MBMany CEOs struggle to find sales leaders, including sales managers and VPs of sales. Not Patrick Parker. Patrick is the CEO of SaaS Partners, which helps early-stage entrepreneurs and builds in-house products to start new companies. Patrick is launching new businesses all the time, yet he never struggles to find sales leaders. His secret? Patrick has identified the exact traits to look for in new salespeople, and then he strategically grooms them into leadership roles. If you want to learn t...