Emerge on Purpose: Mastering the Art of Sales Enablement
In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due to the symbiotic relationship between what he received and was doing professionally, and how it relates to learning how to deal with other teammates, handle winning and losing, and constantly improve through practice.
Join us for a discussion on mastering the art of sales enablement and building connections to provide support. This skill is crucial not just for sales professionals, but for anyone looking to better understand and meet the needs of their customers and colleagues.
Watch this episode if you're a sales leader who wants to boost results and team success. Learn practical strategies and techniques to optimize sales performance and reach your revenue targets. Get ready to take your sales game to the next level!
Timestamps
0:00:00 - Conversation with Roderick Jefferson: Accelerating Speed to Revenue and Increasing Productivity
0:02:43 - Sales Enablement Professional Discusses Challenges of Assisting Salespeople
0:04:50 - Strategies for Building Rapport, Community, and Customer Service 0:06:33 - Heading: The Impact of AI on Sales Enablement
0:08:55 - Exploring the Impact of AI on Sales: Helpers vs. Sellers
0:12:47 - Conversation on Differentiating Between Sellers and Helpers
0:14:54 - The Value of Hiring Athletes for Sales Teams
0:19:16 - Exploring the Difference Between Managers and Leaders in Sales
0:24:12 - Qualities and Attributes Needed for Successful Salespeople in Today's World
0:29:20 - Critical Skills Needed for Salespeople and Leaders
0:31:00 - Qualifying Prospects and Effective Leadership
Key Highlights:
- Adjusting to the new virtual environment presents challenges in building rapport with customers and staying engaged in virtual meetings
- Importance of finding ways to help customers increase productivity and efficiency while working virtually
- Some sales reps were initially resistant to the shift to virtual meetings
- Transitioning to AI may be difficult, but will likely create more productivity in the end.
12 May 2023
New Quarter, Same Money-Making Behaviors: Sales Activities that Close Deals
In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved.
As sales leaders, do you know why this particular quarter is important for your team members?
Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat?
Do they have the skill-sets to execute to make the most of every opportunity? Tune in for more!
2:20-3:13 BAT Going into a New Quarter
8:29-9:30 Why is this Quarter Important to You?
9:40-10:37 Active Listening is Part of Observation
13:56-15:00 Tracking Leading Behaviors 16:30-17:15 Accountability and Motivation
20:04-21:07 Work Hard. Work Smart.
Money-Making Behavior Examples:
• Re-capture Reach-Outs
• Asking for Intros to Other Departments
• Channel Partner Reach-Outs
• Tech Partner Reach-Outs
• Client Business Reviews
• Client Reach-Outs/Warm Touches • Target Account Reach-Outs
• Social Networking Time LinkedIn First Connection Requests 2nd Connection Research / Intro Requests 1st Connection Research Ask yourself:
• What is going to be the most effective for you?
• What is something you can commit to doing on a weekly or monthly basis
• What are your top 3-5?
Reach out to us for learn more about cookbooks and money-making behaviors: https://www.salefish.sandler.com/discovery
17 Apr 2023
Emerge on Purpose: 3 Coaching Tips to Turn B Players to A Players
What's the makeup of your team?
Whether you are new to leadership or inheriting a new team - first things first - we must assess our players.
The A Players - The Super Stars
The B Players - Good, Not Exceptional
The C Players - Fall below expectations
Sales Managers tell us they are:
• Unsure how to approach a coaching cadence with the 3 different types of players
• Lack the how-tos when unlocking motivation for the C-players
• Concerned about how to keep the A-players happy and engaged, so they don't look elsewhere
If this sounds like you, tune in:
0:00 Intro
More details coming soon!
Pete and Lindsay will discuss 3 coaching tips, specifically, to turn B players to A Players.
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