Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?

#6: Ralph Barsi of ServiceNow—Why You Need a Team of JEDI Salespeople and How to Develop Them.: Ralph Barsi is the Global Sales Development Leader for ServiceNow. He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World. In the nearly 3 years Ralph has led the global SDR team ServiceNow has seen 380% growth. He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion. He shares how he creates the next generation of “Jedi-level salespeople.” He has 2 missions: Develop pipeline and Develop people. In this episode Ralph shares a 5-step approach to creating Jedis that includes lighting the Bat Signal and finding the Boysenberries. Don’t miss this one. by Sales Leadership Podcast

44 min listen

Episode 1: Welcome to the Sales Leadership Podcast: Welcome to the new Sales Leadership Podcast. Every episode will be full of insight and strategy that you won't hear anywhere else. Some of Rob's first guests include Rob Beattie, Jeff Spencer, Justin Welsh and Robert Cornell. by Sales Leadership Podcast

9 min listen

#2: Robert Beattie of Thomson Reuters—The Double-Digit Growth Playbook: Robert Beattie, Sr. Director of Sales For Thomson Reuters joins the podcast to share his leadership blueprint that has helped him achieve double digit growth in a mature, single-digit growth market. He shares his playbook that led to him being awarded 2018 Executive of the Year by the American Association of Inside Sales Professionals (AA-ISP). Rob shares how to create impact as a leader so those that are motivated are able to achieve performance levels faster than even the reps had hoped. by Sales Leadership Podcast

35 min listen

#5: Mark Smith of Womply—Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.: 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 built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves. by Sales Leadership Podcast

40 min listen

Episode 17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success: Sean Murray is the Chief Revenue Officer for SalesLoft. SalesLoft has helped transform how Modern Sales Organizations provide a world-class sales experience. After leadership roles helping launch the Challenger Sale, taking a company public, and now helping SalesLoft accelerate their already impressive growth rate, Sean has a unique perspective on what sales leaders need to focus on. His primary lens: Healthy Growth vs. Growth at all cost. Sean shares a 5-point blueprint to help you create an environment where Healthy Growth can drive the success of any team. This thought-provoking episode will share key insights to help you find that next level, regardless of your team’s size. by Sales Leadership Podcast

41 min listen

#4: Travis Huff of Wayfair—Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger: Travis 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 of each individual and help develop unique road maps for each rep’s success. by Sales Leadership Podcast

38 min listen

#7: Robert Cornell of Steelhouse—Removing the "Sink" Out of "Sink or Swim": Robert Cornell is VP of Sales for Steelhouse. There’s a reason Steelhouse is the fastest-growing company in advertising today. His approach to leading his team is centered in his commitment to removing “Sink” from “Sink or Swim.” He does it by exhausting all efforts to helping each rep succeed. In this episode Robert shares how this impacts how they onboard, coach, use metrics, and work as a team. The impact is a team with authentic passion and the result is beating aggressive goals by 50% or more every month. You’ll love Robert’s approach for building authentic enthusiasm across the enterprise. by Sales Leadership Podcast

36 min listen

Episode 21: #21: Dan Cook of Lucidchart—Scars to Avoid When Scaling Your Sales Team: This week, Dan Cook, Senior Vice President of Sales and Customer Success at Lucidchart, addresses the fact that scaling is no joke. According to Dan, there is no end to the thirst for growth, so you had better learn how to scale your team and your processes. To do that, he believes that reps need to self-assess and design their processes around what they find. In combination with the 1:1 report, self-assessment is the only way to close the communication loop and scale a sales team. He addresses the challenges of operationalizing your sales playbook, of keeping your growth hackers occupied and how to take care of yourself in the process. by Sales Leadership Podcast

48 min listen

Episode 10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently: John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth leaders do that elevates their results above other leaders. Look for the “John Barrows Top 10 things High Growth Sales Leaders Do Different” in the So-What portion of this extended interview. by Sales Leadership Podcast

45 min listen

#8: Tonni Bennett of Terminus—Out of the Box Thinking Creates Out of the Box Results: Tonni Bennett is VP of Sales for Terminus and joined the company as employee #9. A brand-new company with a brand-new way of creating value in a brand-new market was not going to achieve high-growth with conventional thinking. Tonni shares her approach to building a sales team that not only surpassed their growth goals, they helped fuel the ABM movement. This episode highlights how to encourage big thinking and the how immersing the team in the entire process of building a sales org led to complete commitment from her team. Her impact can be seen in more than just the numbers. She has a team of evangelists that are finding new believers in the Terminus story around the world. Sometimes too much experience can put professional blinders on a sales leader. Learn how Tonni built a system that matched their mission in this insightful episode. by Sales Leadership Podcast

40 min listen

#3: Justin Welsh of PatientPop—Obsession with Execution: The Doorway to Hypergrowth: Justin Welsh, SVP of Sales for PatientPop shares how obsession with execution helped him get PatientPop in HyperGrowth mode in year 1 and keep them there for four straight years. His blueprint focuses on 3 areas to get right first and he shares the 4 step process his leaders use to execute in the present. These tactics will help you…regardless of your company’s size or growth phase… create a culture where your salespeople are the evangelists of learning and execution…no micromanagement required. by Sales Leadership Podcast

35 min listen

Episode 13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don't Preach. Show, Don't Tell.: Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams. by Sales Leadership Podcast

41 min listen

Episode 24: #24: Doug Landis of Emergence Capital—What Great Sales Leaders Do to Stay in High Growth Mode: This week’s guest is Doug Landis of Emergence Capital. He is an icon in the Sales industry. Doug asks a simple question of salespeople: Who’s voice are you using? Too often salespeople find themselves speaking with the voice that they think the company wants. Doug is committed to speaking with the voice of the customer, and he gives actionable advice on building the listening function into your leadership process. He believes it is your most competitive advantage and that the 1:1 is the place to facilitate it. by Sales Leadership Podcast

53 min listen

Episode 12: #12: Justin Hiatt of Workfront—A Sales Leader's Guide to 90% Retention: The Sales Development role is an important one…but a challenging one. So challenging, the turnover rate is consistently between 35-40% annually. Just not at Workfront. Justin Hiatt is VP of Sales Development at Workfront. He’s built a team that not only is crushing their quotas, they’ve built a culture that has resulted in 90% retention rates. In this episode, Justin shares the non-negotiables that has led to a high-performing team that is growing fast, how he’s been able to create clear career paths for every rep on his team, why coaching is a leaders’ primary role…and why a rep should quit if they aren’t getting meaningful coaching from their leaders. by Sales Leadership Podcast

45 min listen

Episode 9: #9: Kevin Dorsey of ServiceTitan — Practice? We Talking About Practice?: Kevin Dorsey runs Sales Development for ServiceTitan. Service Titan is changing how thousands of the world’s most successful home service companies grow and operate their businesses. Under Kevin’s leadership, his team has had head-turning success in helping these previously overlooked business owners optimize their businesses with technology. Kevin has earned a reputation as one of the top trainers and coaches in the business and has scooped up well-deserved accolades including Sales Development Executive of the Year and Top 100 Sales Coach. In this episode, Kevin shares his blueprint of creating a culture of excellence. He shares how he helps his team become “Customer Ready” and his focus points may surprise you. Allen Iverson could have used a little help from ServiceTitan’s KD…learn why in this engaging discussion. by Sales Leadership Podcast

46 min listen

Episode 20: #20: Ryan Leavitt of Learncore—Attention Salesleaders! It's Time to Stop, Collaborate and Listen: Today’s guest is Ryan Leavitt, Founder of Learncore and current Head of Growth and Strategy at Showpad. Ryan shares his unique insight into building a team from scratch. His biggest tool? Collaboration. According to Ryan, it teaches resourcefulness for problem-solving, creates accountability, fosters proactiveness, and creates teammates well prepared to execute. He and Rob even get a little nostalgic for the 80’s and Vanilla Ice. Don’t miss this one! by Sales Leadership Podcast

46 min listen

Episode 43: #43: Kharisma Moraski of Conversica - A Milestone Approach to Sales Leadership: This 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. by Sales Leadership Podcast

50 min listen

Episode 39: #39: Woody Klemetson of Divvy - Turning No Into Yes With A Can't Lose Mentality: This 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 build up your team and give kudos to those people. His creed is "I can't lose," and he believes that if you're not failing, you're not trying. by Sales Leadership Podcast

48 min listen

Episode 14: #14: Haley Katsman of Highspot—Creating a Growth Organization (Not Just Sales): Haley Katsman is Vice President of Account Development, Enablement, and Growth and HighSpot. Her job is to more than just drive sales. She is building a growth organization. Her team fuels the Sales Pipeline of HighSpot as well as the People Pipeline. In this week's episode, Haley discusses the how she's developed a growth organization. She's traded "force-feeding" management strategies and instead has developed a team built on self-awareness and collaboration. Haley's perspective is unique to our show as she shares her journey of joining HighSpot as the first SDR and now leads the growth engine of one of the fastest growing software companies in North America. by Sales Leadership Podcast

47 min listen

Episode 15: #15: Kyle Norton of League — Slow is Smooth...Smooth is Fast: Kyle Norton is VP of Sales for League. He has taken advantage of the unique opportunity to take a blank slate and create a high growth sales team from scratch. Kyle is a Black Belt in Jiu-Jitsu and has applied the martial arts approach of "Slow is Smooth, Smooth is Fast" to the sales team. In this episode, Kyle shares the importance of Iteration and Innovation as they not only got the sales team built, but how this keeps them aligned with the customers in their markets. Kyle gives killer insights on things like capturing attention, the importance of learning from losses, and even shares a tip on how to prospect HIM effectively. by Sales Leadership Podcast

43 min listen

Episode 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave: This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits that have led to his success: 1—The ability to be decisive, 2—He's not afraid of change, and 3—He takes ownership of the change mindset. Under his direction, coaching is not just for underperformers. Jeff believes in the power of self-correction and shared vision to ensure the success of every rep and his results speak for themselves. by Sales Leadership Podcast

46 min listen

#11: Scott Leese of Qualia—The First Hire Every Sales Leader Should Make, and How to Find Them.: Scott Leese, SVP of Sales at Qualia, is an anti-establishment sales leader who finds ways to maximize his time and impact with each member of the sales team. In this episode, Scott explains how he views his team differently and how he ensures that each rep is set up for success. He believes in doing what you are passionate about and what you are best at. Connecting with each rep and helping them in their personal journey along with getting the right operational help and building a reliable network is his formula for success. Scott is a best-selling author and producer of the first non-conference sales conference ever conducted from a surfboard (www.surfandsales.com). Scott shares the first two things he does with every company he works with....and why it is a difference maker in this week's episode. by Sales Leadership Podcast

43 min listen

Episode 26: #26: Rob Jeppsen of Xvoyant—The Seven Deadly Sins of Sales Coaching: In this week's episode, we flip the tables and Rob is interviewed by past guest Doug Landis of Emergence Capital. Doug gets right to the point: How do you make coaching better and be relevant to every rep? Rob goes into detail on the Seven Deadly Sins of Sales Coaching and gives can't miss advice on identifying and overcoming each of the sins. This week is Rob's holiday gift to sales coaches everywhere and you will be a better coach for listening. by Sales Leadership Podcast

33 min listen

Episode 19: #19: Matt Millen of Outreach—Going Fast with Certainty and Confidence: This week Matt Millen, Senior Vice President of Revenue at Outreach, shares his formula for going FAST. Matt brings his experiences as a professional racing driver to bear on the sales process and shares the wisdom that has helped him create one of the fastest-growing sales teams in the U.S. Matt believes that there are three things that sales leaders must control to be successful: You have to be a storyteller, you have to manage how you spend your time and you have to have the right mindset with your attitude toward your company. He says a great leader must look inward first, do the right thing and most of all—have fun. by Sales Leadership Podcast

45 min listen

Episode 37: #37: Ben Simms of MarketSource—Process Is The Foundation For Everything: This week's episode features Ben Simms, Vice President of Commercial Client Services at MarketSource. Ben is a believer in process. He believes that it is the blue print for what it takes to get into high growth mode and stay there. How does he build a team focused on process? MarketSource is good at making sure that they have their I.C.P. for recruiting and they hire for coachability. Ben believes that coachability is the x-factor in whether you are going to get someone to grow with the company and be successful. He also talks about integrity being your best asset. Join Ben and Rob for this enlightening discussion and learn what it takes to internalize process. by Sales Leadership Podcast

45 min listen

Episode 45: #45: Adam Clark of REPAY - Using Laser Focus to Build a High-Growth Company: In 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. by Sales Leadership Podcast

54 min listen

Episode 16: #16: Brad Jensen of Motivosity—The 1:1 Is Everything: Getting Real with Every Rep: Brad Jensen is VP of Sales for Motivosity. He's helping disrupt how organizations reward teamwork and connect with each other and has a team that is growing faster than projections called for. Disruption takes energy and effort...a lot of it. Disruption doesn't come easily or quickly and Brad has found 2 "go-to" focus points to help him keep his team in high-growth mode. In this episode, Brad discussed these 2 leverage points and really dives into what he calls "The Greatest Missed Opportunity in the History of Sales Leadership." Avoiding this one mistake may very well be the fastest way you grow revenue in both the short and long term. Brad's "non-negotiables" are worth considering for every sales leader. Check out this week's episode and add both of these to your leadership gameplan. by Sales Leadership Podcast

38 min listen

Episode 49: #49: Jen Spencer of SmartBug Media - How to Align Your Sales and Marketing Efforts to Maximize Revenue: In 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. by Sales Leadership Podcast

51 min listen

Episode 31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process: In this episode, Rob interviews a big name in the sales world—Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect's problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap how to best coach to it. by Sales Leadership Podcast

51 min listen

Episode 22: #22: Michael Barton of Avery Dennison—Taking What the Market Will Give, and Then Some: This week’s guest brings a ton of experience in taking more from the market. Michael Barton of Avery Dennison shares his process for achieving stretch goals, which includes three major tenets. First, he believes it is all about mentality. Everyone must buy in to take more from the market. You must be in high-growth mode, and if you focus everything you do on that goal, you will achieve it. Second, he believes that you must be even-handed with your team. If you are transparent with your dealings, your team will buy in quicker, but your company must show increased support for initiatives. Third, you must deal with facts. You can’t be about emotion. You must see accountability over time to ensure predictability. By following these guidelines, Michael has been able to take what the market gives… and then some. by Sales Leadership Podcast

42 min listen

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Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?

Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?

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