Emerge on Purpose

Episode 14: 4 Sales Coaching Tactics That Can Change Everything

THIS PODCAST IS FOR YOU IF:

You understand that your leadership role goes well beyond supervisor, you understand that sales coaching comes with the territory and make the time, energy and effort to do it on a consistent basis. Why should you tune in? Suzette will share 4 best practices for sales coaches that are game changers; not only do they involve attitude and mindset but actually getting out of your comfort zone to roleplay! Let's sharpen the saw, shall we?

Listeners will understand how to set a coaching environment, subtle shifts to build a 'fail forward' culture and ensure your people can win, without you. If you're a sales leader - 8 days, 8 months or 8 years in - you will takeaway something from this!

0:01 Why Is Coaching Important?

5:08 How to Prevent Yourself from Rescuing Your Reps (for real)

9:00 What Clear Expectations Really Sound Like (Beyond quotas and territories) 11:28 How To Make Roleplay Less Scary

14:55 Understanding Internal Motivation (what's their WHY? - it may not be $!)

 

SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"

Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today.

A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.

Go to salefish.sandler.com/book-a-call. Until then – keep climbing.

Episode 13: ”Time Management Hacks for Sales Professionals (or anyone!)”

THIS PODCAST IS FOR YOU IF:

You're an ambitious, driven go-getter....willing to put in the work, get uncomfortable and get into a daily grind BUT are struggling to keep a consistence cadence. "Fires" get in the way, emails/calls/texts are constantly popping up, and your money-making behaviors are constantly getting pushed back due to distractions and solving other people's problems. Pete and Lindsay will discuss time hacks that actually work!

Listeners will understand the mindsets you need to protect your time and simple tricks-of-the-trade, that after 20 years in sales, are proven and reliable. Time is our most precious asset -in sales (and life!) - let's figure out how to manage it once and for all.

 

SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"

Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.

Go to salefish.sandler.com/book-a-call. Until then – keep climbing.

Episode 12: ”Building Champions in a Complex Sale”

THIS PODCAST IS FOR YOU IF:

You sell large, enterprise deals and need to establish a strong partnership (CHAMPION) within the organization. Question is, how do you build a champion who sells on your behalf because 1) they want you to win and, 2) they have access and influence to POWER and MONEY.

In this episode you will learn: -the mindset required to build a champion -ways to identify your champion -specific questions to ask to test your champion -techniques to build trust and credibility, and reduce self-orientation

0:00 Intro

1:40 Definition of a Champion

4:55 Earning the Right to a Champion

10:50 Understanding Your Champion's Why

15:30 You've Got Pain, Now Build Your Champion

23:00 Order Matters

26:30 Testing Your Champion - Do They Have Influence?

Pete and Lindsay will discuss what attitudes, behaviors and techniques are necessary to build champions? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask?

SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"

Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?

We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.

We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.

Go to salefish.sandler.com/book-a-call. Until then – keep climbing!

Episode 11: ”4 Hacks to Stay Proactive with Top of Funnel Activity”

THIS PODCAST IS FOR YOU IF:

If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you.

Pete and Lindsay will discuss 4 'hacks' to stay proactive with top of funnel activity. Listeners will understand how to:

• develop the proper mindset to 'fail forward'
• define money-making behaviors
• calendar hacks and more!

Podcast Outline:

0:00 Intro

1:42 Solving the Riddle of Proactive Top of Funnel Activity

4:34 Know Your Why and Stop 'Shoulding' on Yourself

10:02 Know the Measurables Your Need to Hit Your Number

14:25 Planning Meets Action: Create, Track, Adjust

19:06 Sandler Success Triangle

 

Sandler SaleFish Excels at Sales & Sales Management "How-Tos"

Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.

We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.

Go to salefish.sandler.com/book-a-call.

Until then – keep climbing!

Episode 10: ”How to Navigate Complex Decision Making Processes”

THIS PODCAST IS FOR YOU IF:

If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navigating the decision and procurement processes. It is not just a simple 'check the box' list, there is a grace and finesse of building a relationship and earning their trust.

0:00 Intro

2:20 Mindsets Necessary to Enable Someone's Ability to Make a Decision

4:34 Keys to Coming Off as Authentic (not Salesy!)

12:20 Asking the "How Are You Going to Decide?" Type Questions

22:00 How to Prevent Demo Reliance

26:20 Order Matters When Understanding their Decision Making Process

33:00 Reverse Engineering the Close

40:00 Shifting from Convincing to Discovery

 

Pete and Lindsay will discuss key elements of navigating complex decision making processes, in particular: what attitudes, behaviors and techniques are necessary to control the sale? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask? How do you prevent going into pitch-mode?

 

SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"

Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?

Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.

We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.

Go to salefish.sandler.com/book-a-call

Until then – keep climbing.

Episode 9: "How To Turn The Word 'If' Into Opportunity"

Brandon Riggins joins Pete today. Brandon is a Partner Manager at a technology company. You've been hearing a lot from the sales manager perspective. Now it's time to hear the experience of someone who is currently in the middle of his climb! 

Episode 8: "Coaching Your Reps On How To Be Preparation Animals"

Today I'm interviewing my colleague, Jeremy McDowell, on being a "preparation animal". You'll hear about why preparing is so important and how you can coach your team on how it will help them better execute their meetings with clients and prospects.

Episode 7: "How An Organization's Culture Helps Develop New Leaders"

Craig Parrish is the Vice President of Sales Development at CrowdStrike, a top security vendor. He's held leadership roles at various organizations over the past 25 years. Today, we're talking about culture and how it can help you find and promote your best managers and leaders.

Episode 6: "Confidence Plays A Bigger Role In Your Success As A Manager Than You Think"

Your Host, Pete Oliver, interviews Penny Sullivan, a Sales Enablement leader at a top technology company. They talk about the "Identity vs. Role Theory" and how your mindset and confidence may be hindering you from greatness.

Episode 5: "Top Manager Qualities, From A Recruiter's Point Of View"

Jay Webb, owner of The J.David Group, joins me today. Jay is a technology sales recruiter who spends every day searching for the best sales reps and managers. He has his own point of view on what makes a great manager and what the path from Rep to Manager often looks like.