Shows
Growth DriverThe Financial Impact of Empathetic Leadership with Helen FanucciWhen companies feel the pressure to hit revenue growth goals, leadership often finds itself at a crossroads: deliver short-term results or focus on building long-term team trust and accountability. But what if the two aren’t at odds? In today’s world of hybrid work, top talent has endless opportunities—and keeping them engaged, productive, and motivated requires more than quotas and KPIs. It requires leadership that blends accountability with empathy.Consistent, empathetic leadership isn’t about being “soft”—it’s about making the work personal, holding individuals to clear performance expectations, and building an environment where high perfo...2025-01-1457 min
Market Dominance GuysEP249: Mozart, Jazz, and the 0.01% - Why Most Sales Teams Are Playing Out of TuneToday they welcome Helen Fanucci, author of "Love Your Team" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it.
The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio reveals practical solutions, including Helen's upcoming AI-powered coaching platform allowing sales managers to practice difficult conversations in a safe environment.
From Branch 49's "finishing school for future CEOs" approach to why cultural transformation must precede digital transformation, this...2024-12-101h 03
FINE is a 4-Letter WordThis Won’t Last Forever with Helen FanucciYou know the saying: your network is your net worth.You can intentionally engineer the results by curating your circle of influence over time, keeping in touch, and being on the alert for subtle connections the casual observer might miss.And then you might unintentionally end up on a flight with the CEO of your former employer, take your chance on grabbing the seat next to him in first class, and seize the opportunity to create networking connections that help him close a major deal.Helen Fanucci took both approaches and had been...2024-10-1743 min
Market Dominance GuysEP246: The $18 Billion Resurrection: Harvesting Value from Dormant LeadsHelen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can be resurrected for massive value. As Helen astutely observes, "It's not 16 billion of value. It's 16 billion of wasted ad spend piling up." Get ready for eye-opening insights and innovative strategies that could revolutionize your approach to inbound leads, potentially doubling your Return on Ad Spend...2024-10-1632 min
Market Dominance GuysEP245: The $18 Billion Opportunity in Resurrecting Your Forgotten LeadsWe're shaking things up today with Helen Fanucci, CEO and Founder of Pipeline Power, taking the reins as our host. Helen engages Chris Beall in a thought-provoking exploration of dormant leads - those overlooked opportunities that could be gold mines for your business. Chris reveals a startling statistic: "91% of $18 billion is wasted" on leads that never get a conversation. This episode uncovers how this massive waste could be your next big opportunity. Helen and Chris dissect the challenges of following up on inbound leads and discuss innovative strategies to breathe life into these sleeping giants of sales potential.
2024-10-0923 min
Market Dominance GuysEP243: AI-Powered Coaching: The Future of Sales ManagementAI has the potential to revolutionize sales management by providing insights from aggregated conversations, freeing up time for managers to focus on coaching and engaging with their teams more effectively.
Chris Beall and Helen Fanucci dive deeper into the evolving world of sales management in the era of AI. They explore how artificial intelligence can revolutionize coaching strategies and provide valuable insights from countless sales conversations. Helen emphasizes that "it's not enough to just give the sellers goals. The managers have to continue to be engaged to get the outcomes expected." Chris and Helen discuss the potential...2024-09-2625 min
Market Dominance GuysEP242: Cold Calls to ChatGPT: The Unlikely Alliance Reshaping SalesIn this episode, Chris Beall welcomes back Helen Fanucci, founder and CEO of Pipeline Power, to explore the evolving world of sales management and AI-driven insights. Helen shares a startling statistic: "17% of the reps deliver 81% of the revenue," setting the stage for a deep dive into boosting team performance. The conversation reveals how AI, particularly ChatGPT, can revolutionize sales conversation analysis, offering quick and insightful skills assessments. Chris and Helen emphasize the importance of "getting messy with data" and how AI empowers sales managers to focus on critical aspects of their role. They discuss the shift from traditional quota-chasing...2024-09-1930 min
Market Dominance GuysEP222: Q12024 - Top Insights on AI, Authentic Conversations, and Data-Driven StrategyWelcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024.
In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving landscape of go-to-market strategies, data-driven targeting, and the impact of AI on authentic human connection.
You'll hear eye-opening insights on the future of software development in the age of generative AI, why conversations are the often-overlooked key to unlocking your total addressable...2024-04-1832 min
SalesTV Live PodcastAllyship Not Just Leadership is Key to Women's Sales SuccessIn celebration of the SalesTV Spotlight Week – Women in Sales, join us in this episode of SalesTV as we dive into a compelling discussion on male allies in the sales workplace. Our guest host Lori Richardson along with Helen Fanucci and Janice B Gordon provide invaluable insights into the significance of male allyship, mentorship, and sponsorship for women in sales. Explore real-world examples and discover actionable strategies for fostering a more inclusive and supportive sales environment. Highlights05:41 Building relationships with male leaders10:27 "Women in Tech, A Book for the Guys" offers act...2024-03-0425 min
Sales Leadership AwakeningTargeting That Blows Your Targets AwayHelen Fanucci, a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Helen emphasizes the need for accountability, tough love in leadership, and the value of introducing oneself to the team. “Trust is the currency of business, and in business-to-business sales, you really can’t be effective unless you can build trust with your customers.” - Helen FanucciKey Takeaways:Focus matters in...2024-01-3030 min
Market Dominance GuysEP211: Conversations Convert to Pipeline PowerAs sales leaders, we're ultimately responsible for revenue growth. In part two of this must-listen episode, Helen Fanucci and Chris Beall reveal how to build an asset that drives results: pipeline power. Learn why phone and conversation intelligence beats guesswork. Discover how to arm your team with the right data to fill your pipeline with serious opportunities. We dive into the critical questions you must ask on every account to accelerate sales cycles. Helen emphasizes that trust builds between companies early on, so executives must engage alongside reps. Tune into part two for tangible tips on avoiding over-strategizing in...2024-01-2527 min
Market Dominance GuysEP210: Sales Targeting Beyond LinkedIn and NavigatorBuilding a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in...2024-01-1828 min
Invest In Her with Catherine GrayCatherine Gray/Helen Fanucci Best-selling Author Ep. 363Catherine Gray, host of Invest In Her, talks with Helen Fanucci, the best-selling author of Love Your Team, A Survival Guide for Sales Managers in a Hybrid World. She has built her reputation and career managing teams responsible for billions of dollars of quota. As an MIT-trained engineer she developed the Love Your Team system of management over a 25-year career on the front lines at top tech companies including Apple, Sun Microsystems, IBM, and Microsoft. Helen is currently the Founder of Love Your Team LLC which provides fractional sales leader and helps organizations create clarity, build strong cultures and...2023-11-0125 min
Leading Women in Tech PodcastThe Role of Coaching for Women in Tech Leadership with Helen Fanucci, Megan Walsh, and Kathryn VandiverWhether your goal is to become a better leader, to become a coach full-time, or to use coaching alongside your leadership in business and in life - this one’s for you! Let’s talk about how training to be a coach can uplevel your tech leadership. In today’s episode, I invite three powerful tech leaders, Helen Fanucci, Megan Walsh, and Kathryn Vandiver, to share their experiences with training to be coaches, why they decided to do it, and how they’re leveraging this skill in their leadership & personal lives. Ready to hear more...2023-08-2959 min
Market Dominance GuysEP192: Sales Insights Using Sailing Strategies for Business SuccessToday's adventure is a jaunt on the high seas with Chris Beall's wife, Helen Fanucci, the sailing extraordinaire (before she even became his better half).
Now, my sailing skills are on par with a landlocked pirate. But no matter because this story isn't just about boats and briny waters – it's a tale of drive, insight, and a dash of brilliance that'll leave you pondering your business compass.
Picture it: a sun-soaked day, a boat called J80, and Helen Fanucci – a mechanical maestro with a thirst for precision. Amidst the waves, she spots a teeny metal tab...2023-08-1514 min
The Alame Podcast: Change Your Company53. Sales Leadership - Helen FanucciAn inspiring episode with Helen Fanucci, a senior commercial leader, sales leader and author of "Love your Team". We talk about leading, accelerating and optimizing sales teams. Some of the takeaways:
- The first and foremost challenge is the ability to retain top talent.
- Leaders should supports their team, reduce the sales friction, and maybe take away some processes that aren't necessary.
- Building trust and relationship with team members is important, because if leaders don't have that, it's hard to actually lead the team.
These and muc...2023-08-1023 min
The Jon Dabach ShowSpecial Guest: Helen FanucciHelen Fanucci is an MIT-trained engineer who has built her reputation and career managing teams responsible for billions of dollars of quota. She developed the Love Your Team system of sales management over a 25-year career on the front lines at top tech companies including Apple, Sun Microsystems, IBM, and Microsoft. Helen’s first book, Love Your Team, A Survival Guide for Sales Managers in a Hybrid World, launched November 1st on Amazon. She also hosts the Love Your Team podcast, which focuses on retaining top talent and building high-performing teams.Interested in working with Jon directly? Fin...2023-07-2130 min
Rooted In RevenuePreventing Management Failure: Immersive Simulations Offer SolutionsIntrigued by Advantexe's business simulations, Susan welcomes back Rob Brodo from Advantexe as they explores their focus on new manager training. They both acknowledge that management failure can lead to business failure but believe it is preventable and correctable. Susan asks Rob about the challenges faced by new managers and the motivation behind creating simulations.
Rob highlights the overwhelming nature of transitioning into a management role without guidance. Advantexe's simulations allow new managers to practice essential skills like goal-setting, coaching, conflict resolution, and leading change. Susan shares insights from conversations with author Helen Fanucci, author of Love...2023-07-0613 min
Market Dominance GuysEP181: Unleash the Sales Kraken: Fearless, Innovative, and AI-slaying!Chris Beall is on the road in Seattle, attending the annual Microsoft Build conference. Amidst thousands of software developers learning about the latest advancements, Chris and Susan discuss the impact of AI on sales and address common concerns about its effects on job security. Drawing an analogy of material science advancements to the evolution of building materials, Chris explains how new technology creates opportunities for salespeople rather than making them obsolete. He predicts an explosion of new products and businesses as companies leverage the power of AI to enhance their offerings. With an optimistic outlook, Chris emphasizes that salespeople...2023-05-2421 min
Confessions of a Sales Pro with Ian SelbieEp129: Helen Fanucci Pro-2-ProLearn more about my Sales Training & Coaching programs at SalesMentorU.comEp129: Helen Fanucci Pro-2-Pro## Confessions of a Sales Pro, sponsored by Saleslook ##Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.Free Your Sales Force!For more information visit https://www.saleslook.com/Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com2023-05-1125 min
The Mobile Workforce Podcast127. Mastering Talent Retention: Strategies and Insights with Helen FanucciDo you struggle with building and retaining top talent within your company? Are you tired of losing your best performers and seeing a loss in revenue? Look no further than the Mobile Workforce Podcast's latest episode, where author and speaker Helen Fanucci shares her insights on the importance of retaining top talent in the tech world and beyond. With a focus on accommodating the needs and motivators of employees, Fanucci offers strategies for building a positive work environment and reputation, while also acknowledging the importance of recognizing when it's time to let go. This episode also delves into the...2023-04-2426 minThe Mobile Workforce Podcast127. Mastering Talent Retention: Strategies and Insights with Helen FanucciDo you struggle with building and retaining top talent within your company? Are you tired of losing your best performers and seeing a loss in revenue? Look no further than the Mobile Workforce Podcast's latest episode, where author and speaker Helen Fanucci shares her insights on the importance of retaining top talent in the tech world and beyond. With a focus on accommodating the needs and motivators of employees, Fanucci offers strategies for building a positive work environment and reputation, while also acknowledging the importance of recognizing when it's time to let go. This episode also delves into the...2023-04-2426 min
Full Funnel Freedom088 Having Squishy Conversations with Sellers with Janie Wall, DefenseStormFor many sellers, the non-technical "Squishy" conversations are the hardest. This could mean a buyer who's reluctant to change, dealing with risk, and fear of change. You can't shy away from these topics and be successful. About Janie: Janie Wall is the VP of sales and business development at DefenseStorm. She first joined the company in 2020 as sales manager, bringing over 15 years of tech sales experience. She is inspired by her passion to assist companies in the development of successful go-to-market strategies to drive revenue acceleration. In today's episode, we'll cover ways to empower...2023-04-2424 minFull Funnel Freedom088 Having Squishy Conversations with Sellers with Janie Wall, DefenseStormFor many sellers, the non-technical "Squishy" conversations are the hardest. This could mean a buyer who's reluctant to change, dealing with risk, and fear of change. You can't shy away from these topics and be successful. About Janie: Janie Wall is the VP of sales and business development at DefenseStorm. She first joined the company in 2020 as sales manager, bringing over 15 years of tech sales experience. She is inspired by her passion to assist companies in the development of successful go-to-market strategies to drive revenue acceleration. In today's episode, we'll cover ways to empower...2023-04-2424 min
The Mobile Workforce Podcast126. Maximizing Sales Success: Insights on Transparency, Trust, and Performance Optimization with Helen FanucciAttention all sales managers and business leaders! Are you struggling to build and manage effective sales teams in a hybrid work environment? Look no further than the latest episode of The Mobile Workforce Podcast, where host Mike Merrill interviews Helen Finucci, former Microsoft Customer Success Sales Lead and author of "Love Your Team: A Survival Guide for Sales Managers in a Hybrid World." Finucci emphasizes the importance of clarity of goals and outcomes, effective communication, and fostering teamwork and collaboration, particularly in the construction industry. Key Takeaways: - Building and managing eff...2023-04-1734 minThe Mobile Workforce Podcast126. Maximizing Sales Success: Insights on Transparency, Trust, and Performance Optimization with Helen FanucciAttention all sales managers and business leaders! Are you struggling to build and manage effective sales teams in a hybrid work environment? Look no further than the latest episode of The Mobile Workforce Podcast, where host Mike Merrill interviews Helen Finucci, former Microsoft Customer Success Sales Lead and author of "Love Your Team: A Survival Guide for Sales Managers in a Hybrid World." Finucci emphasizes the importance of clarity of goals and outcomes, effective communication, and fostering teamwork and collaboration, particularly in the construction industry. Key Takeaways: - Building and managing eff...2023-04-1734 min
Leading From the MiddleEpisode 35 - Leading From the MiddleTransformational Leader and Author of “Love Your Team, A Survival Guide for Sales Managers in a Hybrid World”, Helen Fanucci! How do you really love and care for your team? How has hybrid work changed the landscape? How do you guide folks to reach their career goals? Helen talks about this and so much more…let’s get at it!!2023-04-1327 min
Reveal: The Revenue AI Podcast by GongNavigating sales enablement through a remote world with Helen FanucciIt’s okay to bring the “L” word into sales enablement…LOVE of course!Helen Fanucci, a best-selling author, sales leader, a team builder at Microsoft, and a walking treasure chest full of wisdom, shares her sales leader secrets with Danny on this episode of Reveal. She drops her top-tier wisdom on leading an effective sales team through our remote world, retaining top talent, and looking beyond the quota and activating your sellers as human-beings. All with a healthy dose of love. Resources: LinkedIn report2023-04-1034 min
Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.A Survival Guide for Sales Managers in a Hybrid World with Helen FanucciJohn Golden interviews Helen Fanucci on her book "Love Your Team: A Survival Handbook for Sales Managers in a Hybrid World" in this podcast. They explore the hazards of losing elite sales personnel, especially in remote work environments. Helen encourages straightforward communication, outcome-based objectives, and salesperson trust. They also discuss managing a remote team and enabling team members to accomplish everything. Helen's book helps sales professionals manage distant teams and scenarios. 2023-04-0424 min
Inside Personal Growth with Greg VoisenPodcast 1001: Love Your Team with Helen FanucciMy guest for this podcast is Helen Fanucci. She is a team builder, a business leader, an advisor to technology growth companies, a podcaster, and sought-after keynote speaker. And today, we're gonna discuss her bestselling book released last November 2022 entitled Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.2023-03-3137 min
Market Dominance GuysEP175: How ChatGPT Can Improve Sales EnablementIn this episode of the Market Dominance Guys podcast, Chris, Corey and Helen Fanucci discuss the evolution of the internet, from its early days as a way for messages to move across networks to the democratization of global information through the browser and search engines. They also explore the capabilities of ChatGPT, including its ability to generate email responses and interact with customers using personalized prompts. They highlight the potential of ChatGPT to save time and improve the quality of communication for sales professionals. Join us for this idea-filled episode, "How ChatGPT Can Improve Sales Enablement."
2023-03-2910 min
Market Dominance GuysEP174: Boosting Website Traffic with Cold CallsWelcome to another episode of Market Dominance Guys! In this third installment of our Road Trip visit series, we join Helen Fanucci and the team at Branch 49 as they discuss trust-building, gratitude, and top-of-the-funnel strategies.
Helen Fanucci shares her experiences with cold calls while using ConnectAndSell, adjusting her approach to engage prospects effectively. Her customized calls-to-action cater to each prospect's unique needs, leading to successful completions even when the prospect isn't the right person or ready for a meeting.
The experts also explore the value of cold calls in generating website traffic, comparing it to...2023-03-2223 min
Market Dominance GuysEP173: What Do a Fitbit and Surfboard Have in Common with Cold Calling?As our Market Dominance Guys continue this road trip book signing tour with Helen Fanucci, Chris emphasizes the significance of practicing sales conversations in order to become a high-performance salesperson, with the script being the key to unleashing creativity in sales. Helen tells the story of her experience cold-calling using ConnectAndSell, a script, and how it affected her Fitbit. Additionally, Chris talks about the energy transfer that takes place in a sales conversation, and how BDRs need to provide energy but also listen carefully to the emotional response of the prospect. Helen shares her experience of working with a...2023-03-1529 min
Market Dominance GuysEP172: Intentional Choices: Mapping Out Your Sales CareerIn this episode of Market Dominance Guys, author Helen Fanucci joins Chrisand Corey. Helen suggests that when thinking about the first job, you should consider the industry you want to work in, as it can set you up for future success. For instance, sales tech is a great industry for those passionate about sales and technology, while cybersecurity is growing rapidly due to the increasing sophistication of hackers.
The importance of building your network is another crucial aspect of a successful career, as it can provide exposure to others' work and broaden your horizons. Helen emphasizes the...2023-03-0822 min
The Sales EvangelistHelen Fanucci | Here's How Our Team Consistently Shattered Our Multibillion Quota In this episode of The Sales Evangelist Podcast, Donald Kelly talks with Helen Fanucci about her timely book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. The impacts of the pandemic continue to affect how we do business in 2023. The value of remote work can be seen and felt by workers across a variety of industries, including sales. So how do you connect with your team, ensuring their success and building their skills along the way? Fanucci’s experience as a Customer Success Sales Leader at Microsoft has given her a unique perspective, and sh...2023-03-0624 min
The Manage 2 Win Podcast#222 - Helen Fanucci Loves On Her Team Would you like insights from a top sales leader? This is not a Microsoft-endorsed podcast, but our guest Helen Fanucci is a highly successful Microsoft sales executive who wants to share her best practices with you. Most sales managers think, “My team better make quota, or I’ll lose my job.” It’s pretty simple. However, Helen’s sales leadership approach is to shift your focus intentionally and pragmatically from traditional deals and dollars to the ambitions, success, and well-being of each member of your team. This means the sales professionals on your team are your first, mi...2023-02-2030 min
Multiply Your Success with Dr. Tom DuFore140. Love Your Team—Helen Fanucci, Transformational Sales Leader, MicrosoftHow do you love your team at work? I don’t mean in a romantic way. I mean, how do you show your team that they are valued and cared about? And more specifically, how do you love your sales team that does not include their bonus or commission? Showing compassion and love to sales people seems to be the last department in an organization someone would think about giving love to and our guest today, Helen Fanucci, is setting out to change that.LINKS FROM THE EPISODE:You can visit our guest's websites at...2023-02-1328 min