Shows
True Confessions of a Sales LeaderScaling a Successful Sales Team From the Ground UpIn this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company. We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing t...2021-11-1650 min
True Confessions of a Sales LeaderHiring and Retaining the Right Sales TeamIn our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact.Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year...2021-10-3151 min
True Confessions of a Sales LeaderThe Art of Sales CoachingWe’re excited to welcome back to “True Confessions of a Sales Leader,” Dr. Richard Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of a new book, “Level Five Sales Leader: Field-Tested Strategies to Close the Quota Gap! (The Level Five Selling Trilogy”).They join Scott Olsen, founder of The Olsen Group, and Gary Brashear, managing partner of the Olsen Group, to discuss not only their new book but just how sales coaching is an art, and how critical it is for successful sales leaders to be great s...2021-03-2953 min
True Confessions of a Sales LeaderOnboarding Your Sales Team RemotelyWe don’t have to tell you the challenges of managing a sales team during a pandemic. An even bigger challenge is bringing on new sales reps to your team without a physical location. How do you assimilate them into your unique culture? How do you train them? Keep them engaged? Listen in as our guest, Tom Whalen, director of inside sales at McKesson, provides a first-hand experience of how his team is accomplishing this. Tom joins Scott Olsen, founder of the Olsen Group and Gary Brashear, managing partner of the Olsen Group. Listen in!2021-02-1046 min
True Confessions of a Sales LeaderSuccessfully Creating and Navigating Change in Your OrganizationOrganizational changes are hard enough. Add Covid, a dispersed staff, then figuring out how to get everyone on the same page— and keep them there. And if you’re a sales organization, how can you do this seamlessly without client disruption? In this episode of “True Confessions of a Sales Leader,” we explore how organizations can successfully pivot to change their own culture but also meet client demands and expectations. Our guest is Blackboard vice president Dave McLaren. Dave joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. 2020-11-2047 min
True Confessions of a Sales LeaderSuccessfully Transforming an Inside Sales OrganizationIn this episode of “True Confessions of a Sales Leader” we discuss ways sales leaders can transform their inside sales organizations. Picture this: You’re new to a sales organization and have been hired to transform it. The reasons for this needed transformation can be many, one of the most common being that the market has changed, forcing the business strategy to also change. How do you start organizing your new team to meet this transformation? John Belle, global head of inside sales at PayPal joins Scott Olsen, founder of the Olsen Group and Gary...2020-06-2839 min
True Confessions of a Sales LeaderCoaching Inexperienced Sales ManagersLet’s say you’ve hired a new sales team leader. They bring the chops, the energy, and the enthusiasm. But, what if they don’t have the experience your organization needs? They might be new to your organization, maybe they’ve recently been promoted or have moved over into that role from another one. Our three experts— Scott Olsen, founder of the Olsen Group, Gary Brashear of the Olsen Group, and Tony Esposito, a chief revenue officer and VP of sales—offer crucial advice on how to coach, make the right decisions, and ensure your new sales manager...2020-06-0425 min