Shows
Sales Leadership AwakeningThe Power of Passion and Culture In Driving Sales Success💡 In this episode of the Sales Leadership Awakening podcast, Logan Eaton, Executive Vice President of Sales at National Land Realty, emphasizes the significance of focus, the power of passion and culture, and the necessity for delayed gratification in the sales process. He also shares his experiences and thoughts on bridging the knowing versus doing gap in sales, including pivotal moments and strategies that have shaped his leadership style. 💡“Loving what you do is so important. Having a passion for the land and a connection to it is key. Not only do they succeed because they know it so well...2024-08-2622 min
Sales Leadership AwakeningHandling Conflict, Building Culture and Growing Sales💡 In this episode of the Sales Leadership Awakening podcast, Katrina Heim, Regional Vice President of Sales at Tableau, delves into the importance of having tough conversations with team members, the power of collaboration and culture in driving success, and leveraging AI technology to enhance sales leadership. Her focus on consistency, human connection, and data-driven decision-making encapsulates the core themes of the discussion. 💡"It really goes back to asking those tough questions and having those conversations, making sure your team is happy, making sure you’re helping them be successful and that they see a path to success. Having t...2024-08-2329 min
Sales Leadership AwakeningDeveloping Self-Confident Salespeopleđź’ˇ In this episode of the Sales Leadership Awakening podcast, Erika Glenn, Chief Growth Officer of Redox, discusses the crucial role of self-confidence in sales leadership. She shares her journey of self-discovery and how overcoming confidence issues transformed her approach to leadership. She also delves into the definition of confidence in sales, the significance of having open conversations, and the importance of authenticity in building trust with clients. đź’ˇ"Confidence is being able to articulate well what you can do, the value proposition, differentiation, and how you can serve the client to meet their needs." - Erika GlennErik...2024-08-0917 min
Sale Leadership AwakeningThe Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than DoneIn this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.2024-08-0319 min
Sales Leadership AwakeningThe Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than Done💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.💡"Sales leaders' main obstacle is the fear of damaging relationships and creating tensions and resentment within the team. By framing accountability as a path to genuinely becoming better, we will embrace people who are willing to open up and get rid of that fear or worry about damaging relationsh...2024-08-0319 min
Sales Leadership AwakeningWhy Emotional Intelligence Matters In Sales Leadership💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. They emphasize the importance of honing key EI skills such as emotional regulation, self-awareness, assertiveness, empathy, and delayed gratification in sales leaders to effectively lead their teams, manage their time, and navigate challenging conversations with empathy and assertiveness.💡“If we allow emotions to start taking over our conversations, we end up in the trigger-response-regret loop and we want to avoid that. Sales leaders that have self-awareness can put a pause in their...2024-07-2921 minSale Leadership AwakeningWhy Emotional Intelligence Matters In Sales Leadership In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. They emphasize the importance of honing key EI skills such as emotional regulation, self-awareness, assertiveness, empathy, and delayed gratification in sales leaders to effectively lead their teams, manage their time, and navigate challenging conversations with empathy and assertiveness.2024-07-2721 min
Sales Leadership AwakeningBridging the Gap Between Sales and Marketing💡 In this episode of the Sales Leadership Awakening podcast, Jenn Steele, CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions. The discussion emphasizes the need for mutual understanding, active listening, and a shared commitment to solving problems as a unified front. 💡"If you have a sales background, you must learn the long-term thinking of marketing. If you have a marketing background, you must learn the sales grind. Marketing and sales should...2024-07-0626 minSale Leadership AwakeningThe Coaching Conundrum—Why Sales Leaders Fail to Develop Their TeamIn the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley highlight sales managers' coaching challenges. They emphasize effective coaching's role in enhancing sales performance, advocating for formal processes to improve win rates and team success. They also discuss fostering a coaching culture through strategic frameworks to empower continuous skill development in sales teams.2024-06-2927 min
Sales Leadership AwakeningThe Coaching Conundrum—Why Sales Leaders Fail to Develop Their Team💡 In this episode of the Sales Awakening Podcast, Steven Rosen and Colleen Stanley discuss sales managers' challenges in coaching. They highlight the importance of formal coaching processes in improving win rates and team success and share strategies for creating a coaching culture that fosters continuous improvement and skill mastery. They also highlight that regular coaching, focusing on skill development, and implementing a structured coaching methodology are key to creating a coaching culture and driving sales success. 💡“Coaching is a tricky skill that needs to be understood and learned over time. However, it mostly becomes another item on a compan...2024-06-2927 min
Sales Leadership AwakeningIs Your Value Proposition Losing You Deals?💡 In this episode of the Sales Leadership Awakening Podcast, James Muir, Senior VP of Sales at UnisLink, emphasizes the importance of effective messaging in sales. He highlights value propositions and storytelling in engaging prospects and shares insights on enhancing messaging strategies. James discusses personalized coaching and one-on-one interactions with sales teams, offering actionable advice to bridge the gap between knowledge and execution in sales leadership.💡"Emphasizing your value prop using a story would likely create the biggest return because storytelling creates thousands of mental hooks that make it memorable." - James MuirJames Muir’s insights...2024-06-2222 minSale Leadership AwakeningBuilding Resilient Sales Teams To Drive Resilient RevenuesIn this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss developing resilience through managing emotional triggers and fostering optimism, which is essential for enhancing sales performance and reducing stress. This underscores emotional intelligence's crucial role in achieving sales success.2024-06-1522 min
Sales Leadership AwakeningBuilding Resilient Sales Teams To Drive Resilient Revenues💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the importance of emotional intelligence, particularly in building resilience within sales teams. They examine how resilience can be developed, focusing on emotional triggers, regulation, and the critical role of optimism in improving sales performance.💡They highlight practical strategies for enhancing emotional self-awareness and managing triggers. They also emphasize that fostering optimism and an internal locus of control reduces stress and boosts creativity and sales outcomes, making emotional intelligence a vital component for sales success.“You can have the greatest sales training...2024-06-1522 min
Sales Leadership AwakeningWhat It Takes To Grow Revenues From 5M to $700M💡 In this episode of the Sales Leadership Awakening Podcast, Dan Flanagan, Chief Sales Officer at BluSky Restoration Contractors, shares his company's remarkable growth journey from $5 million to $700 million in revenue. He underscores the importance of remaining teachable, coachable, and diligently striving for success, viewing these qualities as indispensable for personal and professional growth. He also explores the significance of building a strong team culture, encouraging ownership thinking among employees, and the role of philanthropy in enhancing company values.💡"You got to wake up every day and say, we're not on autopilot. These things are important. That’s one of t...2024-06-0927 min
Sales Leadership AwakeningUnleashing AI in a 124-Year-Old Company💡 In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh, VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He shares his awakening moment as a leader during the COVID-19 pandemic and how he embraced AI to adapt to the changing landscape. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. 💡"AI is a featured benefit that you can interact with, and it will actually help you develop and evolve." - Rob UlshAs AI evolves, its role in sale...2024-05-2425 min
Sales Leadership AwakeningHow to become a STAR Sales Leaderđź’ˇ In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Regional VP of Sales at Salesforce, shares insights on handling tough moments with grace, emphasizing the importance of staying calm to maintain respect and support. She also discusses the role of preparation in coaching conversations and incorporating fun into the workplace to boost morale. đź’ˇShe also shares her thoughts about women in male-dominated fields on adapting communication styles and stresses showing up as the best version of oneself to build trust and foster success. By bringing unique personality and strengths to the table, individuals can connect meanin...2024-05-1624 min
Sales Leadership AwakeningLeadership Accountability in Sales Burnout💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress. They emphasize the importance of time management, setting clear expectations, and recognizing and celebrating achievements. 💡They highlight the role of individual salespeople in taking ownership of their well-being and self-management. They also discuss the importance of salespeople taking ownership of their well-being and self-management, as well as the role of the community in managing stress.“When you have greater w...2024-05-1623 min
The Medical Sales Guide: Close More B2B Deals & Crush Your QuotaLeading A High Performance Sales TeamIn this episode, Brandon shares an encore presentation of his appearance on The Sales Leadership Awakening Podcast with Colleen Stanley and Steven Rosen. In this episode, they discuss the essential qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the imporance of creating a collaborative and supportive team culture.Listen In!Thank you for listening to this episode of The Medical Sales Guide!2024-05-0824 min
Sales Leadership AwakeningLeading a High-Performing Sales Team💡 In this episode of the Sales Leadership Awakening podcast, Brandon Nye, Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the importance of creating a collaborative and supportive team culture. Brandon shares insights on the importance of reality testing, emotional intelligence, and the power of community in driving sales success. 💡“What you’ll find with these alpha driver, mega achievers is that you can’t treat them all the...2024-05-0224 min
Sales Leadership AwakeningHow To Become The Best Place To Work In The Worldđź’ˇ In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley feature Gerilyn Horan, the VP of Group Sales and Strategic Accounts for Hilton, to discuss her experience in sales leadership in the hospitality industry. They delve into the importance of creating a safe and supportive environment for team members, the power of feedback and coaching, and the impact of a strong company culture on employee engagement and retention. đź’ˇThey discuss why Hilton was ranked the top great place to work globally and also share insights into its successful coaching and development programs that foster...2024-04-1922 min
Sales Leadership AwakeningUnlocking Success: Strategies to Avoid Costly Hiring Mistakes💡In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments. 💡By following a rigorous and thoughtful approach to hiring, Colleen and Steven highlighted that sales leaders can avoid costly mistakes and build high-performing teams. “As you said, be ruthlessly rigorous, but also follow a defined process. For those who are n...2024-04-1928 min
Sales Leadership AwakeningA Leader's Guide to Having Difficult ConversationsIn this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.“If this is an important discussion that we want to help someone get better on our team, taking the time to think it through, to prepare what you want to say, how you want to say it...2024-04-0417 min
Sales Leadership AwakeningGet off Your Butt and…In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions. “If your competitors are starting to visit your clients or are already visiting your clients, and you're not, you have a problem. You're at a competitive disadvantage.” - Steven RosenKey Takeaways:In-person interactions allow for better reading nonve...2024-03-1221 min
Sales Leadership AwakeningLeading Transformation in a Fast-Paced WorldRyan Thomas, the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.“It's not about just selling them technology. It's about selling them a solution that they know they're going to be able to acquire tech, get it implemented, and drive change in their business quickly.” - Ryan...2024-03-1224 min
Sales Leadership AwakeningThe Power of a Recognition Sales CultureRika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. She emphasizes the power of recognition and fostering a culture of trust and consistency. She highlights the impact of handwritten notes and personalized recognition on individuals and the overall company culture. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment.“Recognition goes a long way. What I have found is we’re just grown-up kids. People like to feel recognized, and it doesn’t matter what you...2024-02-1124 min
Sales Leadership AwakeningSales Goals or Learning GoalsSteven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. They share insights on how sales leaders can manage both effectively, creating a culture of ongoing learning. The episode highlights the importance of regular coaching, the role of belief systems in prioritizing learning, and the significance of skill mastery. “If we keep learning goals as relevant as we keep sales targets, we’ll get reps who can say that their managers helped them...2024-02-1121 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
Sales Leadership AwakeningAppeal to Your Sales Team Heads and HeartsDavid Hennessy, the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team. David also highlights the crucial balance between the strategy's rational and emotional facets, resonating with intellect and emotion. Offering insights into execution and key success indicators, he emphasizes understanding the underlying purpose of the strategy. Throughout the conversation, David underscores the need for self-awareness and the flexibility to adapt leadership styles for diverse individuals.2024-01-1221 min
Sales Leadership AwakeningHow Sales Managers Get Set-Up To FailIn the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Key skills for sales managers include coaching, executing sales plans, and prioritizing a coaching methodology. "Most people don't leave for money. They leave because of their manager." - Steve Rosen"If you don't have a sales playbook, some type of methodology, I don't even care how simple it is. Because simple often wins, you can't coach without a playbook." - Colleen StanleySoft skills l...2024-01-1225 min
Sales Leadership AwakeningStrategy is Sexy, Execution SucksIn this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. While strategy formulation is fun and creative, execution requires discipline and focus. It's the discipline of doing the most important things really well."Execution can become very ad hoc rather than proactive and disciplined." - Steven RosenOne common reason for lack of execution is the lack of clarity on what's most important. We need to identify the critical success factors and narrow them down to three manageable items. "Change management is sales management, a...2024-01-1224 min
Sales Leadership AwakeningAre You the Chief Rescue or Chief Revenue Officer?Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. Sales leaders can drive revenue and achieve long-term success by avoiding the trap of rescuing and focusing on coaching and accountability. "The goal of the sales leader is to create self-managing people." - Steven Rosen"Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople." - Colleen StanleyKey Takeaways:Sales leaders often fall into the trap of rescuing t...2024-01-1223 min
Sales Leadership AwakeningTurning Vision into ActionKeith Rzucidlo, Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management.“I think framing it up in a manner that would resonate with them was the critical piece.” - Keith Rzucidlo on implementing change and effective coaching across existing sales leaders. Key Takeaways:Testing the execution of a vision is crucial to understand what is working and what needs...2024-01-1223 min
Sales Leadership AwakeningIt's the People, StupidColleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast emphasize the importance of building the right team for sales success. They explore why leaders hesitate to address underperformers and highlight key skills for sales teams to cultivate. The discussion also covers tough decisions about managing non-performers, stressing the need for proactive recruiting and continuous learning in sales organizations.2024-01-0932 min