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Enterprise Sales Show

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by Adrian Evans

7 episodes

Updated Daily

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Podcast Overview

Why does ESS exist? We know that Enterprise sales professionals will be confronted by some of these scenarios: • You are not fully exploiting your talent • Not been paid appropriately • Smash targets, and then have target increased and territory decreased • Don’t have control of your revenue target and career • Your employer is not investing enough in your personal development • Pressures of work impact the mind and your productivity • Balancing a stressful sales role with a family life is not easy • Social selling is a skill not trained on Why should you trust, Adrian and Rob to solve your Enterprise Sales and career challenges? • Our reason to be – is to facilitate your ‘Inner Hero’ to come out of shell • We care about people and build relationships that last decades • We will shorten your learning curve and take pain out of the process • We are connected… • We do what say going to do…

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Publishing Since

9/6/2021

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Recent Episodes

July 27, 2022

#340 Dan Swift CEO Empire Selling - Sales is a team sport.

Sales is a team sport. People have re-evaluated work and the role they want it to play in their lives, culture and values really matter. Recruitment needs to begin with sharing thought leadership on LinkedIn not suddenly popping up with a hire request. Leaders’ responsibility to create an environment where meaningful conversations occur. Psychological safety vital. It’s what you do when someone makes a mistake that matters. There is only 1 version of Dan Swift. With much therapy over the last ten years, Dan has a superpower of seeing others being vulnerable and able to build a connection. Those leaders who don’t take the mental health of their teams seriously will become irrelevant. When you have a new terrority bring it down to top 10 accounts and ask colleagues who knows any of these people? Sales is a team sport.

May 9, 2022

#339 Part 3 Insights Keith Douglas EVP Mastercard

The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.” As a change maker, You believe “Together is always better” how do you approach enabling your team to believe in their ‘unseen’ capability and embrace challenging situations? The first part is to give them more belief in themselves than they currently have. Combine your values with theirs to give your team a difference and nothing cannot achieve together. Embedded in four of principles is Together is always better: Strive to help each other. Encourage and embrace diversity of thought. Candid conversations and collaboration. Celebrate success and failure together. Trust in the team vital – build safety to have candid conversations that are fair and caring. My father has had the biggest impact on me, he encouraged me to see the opportunity in everything first and then embrace the challenge. Faith “If you think you are beaten, you are If you think you dare not, you don't, If you like to win, but you think you can't It is almost certain you won't. If you think you'll lose, you're lost For out of the world we find, Success begins with a fellow's will It's all in the state of mind. If you think you are outclassed, you are You've got to think high to rise, You've got to be sure of yourself before You can ever win a prize. Life's battles don't always go To the stronger or faster man, But soon or late the man who wins Is the man WHO THINKS HE CAN!” ― Walter D. Wintle

May 6, 2022

#338 Part 2 Insights Keith Douglas EVP Mastercard

The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.” Can we go deeper on your approach to building a team culture centred around aligned values? Culture is a feeling not a thing. Firstly, have to define why we are here and what is to be achieved. Three elements: Sense of belonging Empower team members Feedback 2 way as the leader you have to give, encourage, and provide feedback. A clear vision with a dynamic team culture, let them work it out for themselves, don’t micromanage. Leads to a set of values and agreed behaviours. No effective team culture just happens, needs to be purposeful. It takes time, help and full commitment from all team members. “Had Adrian Evans come in and help shape the culture of my team.” Been tough for new staters who joined in lockdown, Keith admires their ability to adapt and fit in. Zoom only 2d he is at best impact when physically in room with team. “Find ways to connect beyond the task.” You recently shared how “sponsorship equals advocacy”, as a catalyst to further career success, can you explain why this is so vital? Ties back to network, having mentors and advisors. 2-way street, I update them on my progress offer to help on projects outside of day job. If all can win, we raise the tide for all. They can act as a recruiter and help support my next career move. I now sponsor some people who have sponsored me, not a linear process. You have to give to get, invest in relationships consistently.

7 total episodes available

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Frequently asked questions

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What is Enterprise Sales Show?: Why does ESS exist?

We know that Enterprise sales professionals will be confronted by some of these scenarios: • You are not fully exploiting your talent • Not been paid appropriately • Smash targets, and then have target increased and territory decreased • Don’t have control of your revenue target and career • Your employer is not investing enough in your personal development • Pressures of work impact the mind and your productivity • Balancing a stressful sales role with a family life is not easy • Social selling is a skill not trained on

Why should you trust, Adrian and Rob to solve your Enterprise Sales and career challenges?

• Our reason to be – is to facilitate your ‘Inner Hero’ to come out of shell
• We care about people and build relationships that last decades • We will shorten your learning curve and take pain out of the process • We are connected… • We do what say going to do…
How often does this podcast release new episodes?: This podcast updates daily.
Where can I listen to this podcast?: This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: Yes, this podcast regularly features guests.

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