Constant churn. That's the reality for most B2B sales leaders. The average sales leader is in a role 18 months before moving on. It would be great if they were leaving on a high note.
The reality is that most sales leaders are failing. Their teams aren't hitting targets and no amount of "feet on the street" will solve that problem. You can't volume your way to success.
Want to build a 100 million ARR sales organization?
Then you'll want to listen to someone who's been there and done that.
Join Lucas Price, CEO of Yardstick, and learn from some of the best sales leaders in the US on how you can build an elite sales team.
Essential Sales Skills for the New Economic Reality
Summary
Lucas Price is joined by Mike Kavanagh, Regional VP of Sales at Zendesk, to discuss the evolution sales teams face in transitioning from selling technical solutions to selling business outcomes. Mike shares insights from his 15 years of experience, including the importance of continuous discovery, multi-threaded selling, and cultivating a learner’s mindset. Learn key strategies for developing business acumen within sales teams, engaging multiple stakeholders, and honing essential sales skills amidst economic shifts. This episode is packed with actionable advice for building and leading elite sales teams in today's challenging market.
Take Aways
Attitude and Effort: Critical traits for any salesperson that can't be taught but must be inherently possessed.
Continuous Learning: Sales is constantly evolving; maintaining a learner's mindset is crucial for long-term success.
Effective Discovery: Discovery is an ongoing process, with every interaction deepening the understanding of the client’s needs and priorities.
Parallel Sales Process: Avoid linear sales approaches by running parallel processes like legal reviews and technical checks simultaneously to streamline deals.
Multi-threading in Sales: Always involve key stakeholders, including finance and IT, early in the sales process to ensure alignment and avoid last-minute deal disruptions.
Learn More: https://www.yardstick.team/
Connect with Lucas Price: linkedin.com/in/lucasprice1 (https://www.linkedin.com/in/lucasprice1?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BpzDSxJiWQVO4lBtOpsZtyw%3D%3D)
Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q
Connect with Dr. Jim: linkedin.com/in/drjimk (https://www.linkedin.com/in/drjimk?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BB6qyBIswSVuU4p7PefaI8g%3D%3D)
Mentioned in this episode:
BEST Outro
6 Sept 2024
BEST Snippet -Unlocking the Secrets to Hiring Top-Performing Sales Reps - Mike Muhfelder
Summary
Lucas Price and veteran sales leader Mike Muhlfelder discuss strategies for effectively screening sales candidates. Mike shares his experiences and insights from over 30 years in B2B sales. They dive into critical questions to identify top talent, the importance of accountability, and how salespeople can communicate their value. Learn practical tips for navigating the complexities of hiring in the sales field and ensuring candidate-driven success. Join the conversation to enhance your hiring process and build an elite sales team.
Take Aways
Challenge of Predicting Success: Interviews alone aren't always indicative of a candidate’s future performance in sales roles.
Importance of Personal Accountability: It’s crucial to understand if a candidate takes responsibility for their situation or shifts blame when things go awry.
Effective Screening Questions: Asking questions to determine a candidate's motivation and their ability to simplify complex topics can provide valuable insights.
Role of Context in Job Performance: Changes in comp plans or territories test a salesperson’s resilience and adaptability.
Learning from Experience: Mike shares that valuable hiring lessons often arise from dealing with previous hiring mistakes.
Learn More: https://www.yardstick.team/
Connect with Lucas Price: linkedin.com/in/lucasprice1 (https://www.linkedin.com/in/lucasprice1?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BpzDSxJiWQVO4lBtOpsZtyw%3D%3D)
Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q
Full Episode: https://bit.ly/49auC8O
Connect with Dr. Jim: linkedin.com/in/drjimk (https://www.linkedin.com/in/drjimk?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BB6qyBIswSVuU4p7PefaI8g%3D%3D)
Mentioned in this episode:
BEST Snippet Intro
BEST Snippet Outro
30 Aug 2024
BEST Snippet - Elevating Sales Teams Through Effective Leadership - Wesleyne Whittaker
Summary
Join Lucas Price as he speaks with Wesleyne Whittaker, founder of Transformed Sales, about developing sales managers into effective leaders and coaches. Wesleyne shares her journey from chemist to sales expert, emphasizing the importance of process-oriented approaches. They discuss common pitfalls in managing front-line leaders, the significance of mindset shifts, and creating individualized coaching plans. The conversation also underscores the need for a culture of continuous learning and the role of upper management in championing change.
Take Aways
Sales managers often lack essential management and leadership skills as organizations focus more on tactical training for sales reps.
Initiating open, honest conversations to identify skill gaps is crucial for creating individualized coaching plans for sales managers.
Newly promoted sales managers need a significant mindset shift and should spend their initial period engaging in research and discovery within their teams.
Organizations should use data-driven assessments to measure management effectiveness and create customized development programs.
Persistence in training and development efforts is key—celebrate small wins to maintain momentum and foster a supportive learning culture.
Learn More: https://www.yardstick.team/
Connect with Lucas Price: linkedin.com/in/lucasprice1 (https://www.linkedin.com/in/lucasprice1?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BpzDSxJiWQVO4lBtOpsZtyw%3D%3D)
Connect with Wesleyne Whittaker: linkedin.com/in/wesleyne (https://www.linkedin.com/in/wesleyne?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3B%2F7YzP4MMT3mGq42nPxUibQ%3D%3D)
Check out the full episode here: https://bit.ly/42cmgM1
Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q
Connect with Dr. Jim: linkedin.com/in/drjimk (https://www.linkedin.com/in/drjimk?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BB6qyBIswSVuU4p7PefaI8g%3D%3D)
Mentioned in this episode:
BEST Snippet Outro
BEST Snippet Intro
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
3 ratings
Contact Building Elite Sales Teams
Guest appearances
Does not typically book guests
Based on episode analysis; this does not confirm that the show is currently accepting guests.
Host of Building Elite Sales Teams?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
