Principles of Effective Sales Leadership

True Confessions of a Sales Leader

#Business #The Olsen Group #Sales Leadership #Sales Training #Revenue Growth #CRO #Sales Management #Sales Director #Executive #B2B

33:58

In this episode, we delve into the concept of being "qualified" in the workplace, examining who gets labeled as such, who doesn't, and the underlying reasons. We explore "competency checking"—the practice of scrutinizing individuals' abilities—and how it disproportionately affects underrepresented groups, often going unnoticed or unchallenged. Our discussion aims to redefine qualifications in a fair, equitable, and actionable manner. Our guest, Shari Dunn , is an accomplished journalist, former attorney, news anchor, CEO, university professor, and sought-after speaker. She has been recognized as Executive of the Year and a Woman of Influence, with her work appearing in Fortune Magazine, The Wall Street Journal, Ad Age, and more. Her new book, Qualified: How Competency Checking and Race Collide at Work , unpacks what it truly means to be deserving and capable—and why systemic barriers, not personal deficits, are often the real problem. Her insights challenge the narratives that hold so many of us back and offer practical solutions for building a more equitable future. Together, we can build workplaces and communities that don’t just reflect the world we live in, but the one we want to create. A world where being qualified is about recognizing the talent and potential that’s been overlooked for far too long. It’s not just about getting a seat at the table—it’s about building an entirely new table, one designed with space for all of us. Connect with Our Guest Shari Dunn Website& Book - Qualified: https://thesharidunn.com LI: https://www.linkedin.com/today/author/sharidunn TikTok: https://www.tiktok.com/@thesharidunn Related Podcast Episodes: How To Build Emotionally Mature Leaders with Dr. Christie Smith | 272 Holding It Together: Women As America's Safety Net with Jessica Calarco | 215 How To Defy Expectations with Dr. Sunita Sah | 271 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

рік тому 57:04

MP3•Головна епізоду

This episode of "True Confessions of a Sales Leader" features Joe Belenardo, CRO of Anthology, sharing invaluable insights from his extensive career in sales leadership. Drawing from over three decades of experience, Joe delves into the principles of servant leadership, trust, empowerment, and the significance of personal growth for building high-performing teams. His journey from the early days at IBM to leading sales at Anthology highlights the importance of adaptability and building strong relationships within teams and with clients. Joe's real-world examples and strategies offer a roadmap for sales leaders looking to navigate the complexities of modern sales environments and drive their teams to success.

25 епізодів

Principles of Effective Sales Leadership

True Confessions of a Sales Leader

published рік тому

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MP3•Головна епізоду

25 епізодів

#Business #The Olsen Group #Sales Leadership #Sales Training #Revenue Growth #CRO #Sales Management #Sales Director #Executive #B2B

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1
Unlocking B2B Sales Success 49:40

рік тому49:40

49:40

In this episode of "True Confessions of a Sales Leader," host Scott Olsen sits down with Lee Blakemore, CEO, and Justin Picciano, Vice President of Sales and Customer Success at IntroHive, a leading customer intelligence company. Lee and Justin share their wealth of experience and practical insights on navigating the complex world of B2B sales, from the importance of consistently hitting sales forecasts to the untapped potential of sales teams as "market scouts." The discussion also delves into the challenges of gaining access to decision-makers and the crucial role of building strong relationships while leveraging data and technology. Throughout the conversation, Lee and Justin offer valuable perspectives on effective collaboration, balancing data-driven insights with human intuition, and the key qualities that define successful sales leadership. This episode is a must-listen for any sales leader looking to unlock B2B sales success and drive organizational growth.…

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Lessons in Adaptability and Success 43:46

рік тому43:46

43:46

In this episode of "True Confessions of a Sales Leader," we sit down with Ryan George, the visionary founder and CEO of Simpleview, who shares his remarkable journey of building a company that has revolutionized the destination marketing industry. From navigating the challenges of the 9/11 attacks and the 2008-2009 financial crisis to adapting to the COVID-19 pandemic and the shift to remote work, Ryan's story is one of resilience, adaptability, and unwavering commitment to customer success. He shares invaluable insights on fostering a culture of adaptability, embracing a data mindset, and cultivating collaboration and balance within an organization. Whether you're a seasoned sales leader or an aspiring entrepreneur, this episode is packed with actionable wisdom and inspiration to help you navigate the ever-evolving business landscape and achieve long-term success. Don't miss this opportunity to learn from one of the most innovative and successful leaders in the industry!…

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Embracing Curiosity and Adaptability: Going from Sales Leader to CEO 54:55

рік тому54:55

54:55

In this episode of True Confessions of a Sales Leader, host Scott Olsen sits down with Tom O'Keefe, a seasoned executive who shares his captivating journey from sales leader to CEO. Tom emphasizes the importance of embracing curiosity and adaptability in achieving success and offers valuable insights on continuous learning, surrounding yourself with talented people, staying adaptive to technology, and finding the right fit as a leader. Listeners will gain inspiration and discover practical takeaways to apply to their own careers in sales and beyond.…

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Principles of Effective Sales Leadership 57:04

рік тому57:04

57:04

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Scaling a Successful Sales Team From the Ground Up 50:41

3 роки тому50:41

50:41

In 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 the successful company ever since. Last summer, ZoomInfo became a Nasdaq-listed company and is one of the dominant players in the sales enablement technology space. Listen in to find out how Henry got on the path to build his sales teams and how he continues to do so today.…

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Hiring and Retaining the Right Sales Team 51:21

3 роки тому51:21

51:21

In 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 ago, Scott has been responsible for building a new sales team —90% of the team are new hires. So, how do you attract new talent like this? Listen in as we discuss what Scott has accomplished and how to implement your own changes to recruit sales rock stars.…

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Sales Leader Q&A with Dr. Ruff - Consequences of Inaction 4:41

4 роки тому4:41

4:41

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our seventh segment focuses on how buyers are going through a period of change, and sales people need to adapt to this change. Now more then ever, circumstances are often out of a salesperson's control that cause a deal not to close. But sometimes having inaction during these times is the cause, and should be remedied by having a explicit conversation with the client on customer at the right time, before it's too late.…

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Sales Leader Q&A with Dr. Ruff - Sell More By Talking Less 4:20

4 роки тому4:20

4:20

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our sixth segment focuses on the power of listening in the sales process. The best sales people talk less, and spend time trying to understand the customer's problems and issues first. It's important that sales people and the customer have the same vision of the problem before jumping in with any type of dialogue about a solution.…

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Sales Leader Q&A with Dr. Ruff - How to Sell Value 6:04

4 роки тому6:04

6:04

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our fifth segment focuses on what it means to sell "value". Selling isn't about pitching products, it's about you and the customer finding a shared vision for what the value of the product is for the customer. In this segment, Dr. Ruff discusses two ways that help you and your customer find this shared vision.…

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Sales Leader Q&A with Dr. Ruff - Coaching to Your Salesperson's Strength 5:23

4 роки тому5:23

5:23

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our fourth segment focuses on why focusing on your salesperson's strengths are the perfect gateway to coaching their deficiencies. By providing compliments and acknowledging the persons strengths, it makes critical remarks palatable, and more importantly increases the chances that the coaching direction is actually heard and implemented by your salespeople.…

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Sales Leader Q&A with Dr. Ruff - Providing Effective Feedback to Your Sales Team 7:16

4 роки тому7:16

7:16

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our third segment focuses on why you should be careful when providing negative feedback or direct coaching tips to your sales team. Naturally it seems to make sense to just give someone bullet by bullet feedback, but often you won't get the improvement you're looking for from your sales person. Coaching is about being patient, and taking the time to persuade someone that they should be doing something differently, versus just telling them they are doing it poorly and should be doing it differently.…

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Sales Leader Q&A with Dr. Ruff - Using Clarity to Improve Your Sales Team 4:51

4 роки тому4:51

4:51

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our second segment focuses on why you shouldn't be vague when you coach your sales team. Instead of using generic statements like "you should be selling value." Sharpen up the coaching and be specific with your sales team. Focus on coaching the exact skills, like how to ask better questions, versus using nebulous statements like "selling value".…

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Sales Leader Q&A with Dr. Ruff - The Pitfalls of Comparing Your Sales Team With Each Other 3:55

4 роки тому3:55

3:55

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. These are short, 5 to 10 minutes segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our first segment focuses on why you shouldn't be comparing your sales team members when coaching your team, but instead, focus on always coaching to a set of best practices.…

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Building Stronger Sales Teams Through Self-Awareness 53:29

4 роки тому53:29

53:29

In this episode of “True Confessions of a Sales Leader,” we look at how being vulnerable and building self-awareness can make better sales leaders and ultimately sales teams with our guest, Mike Porter, chief sales officer at NAVEX Global . Here are four key takeaways: 1. Bring your experience as a salesperson Many great sales leaders were also great salespeople but all not great salespeople make great sales leaders. When they move from an individual contributing role to a leading role, many leaders tend to go back to what made them successful, like being a solid dealmaker. Bring your skills, of course, but also tune into what your team brings and how to get the most out of them from your background. Coach them on confidence, on closing a deal, or even prospecting. All things you excelled at. 2. Use self-awareness to grow You may think (and rightfully so!) you’ve built a solid team, have motivated them, helped them understand cross-group coordination. However, one day, feedback, whether it’s negative or positive, from a team member might prove otherwise. It’s important to keep having those ah-ha moments. For example, maybe you’re intense, focused on the numbers. Add some levity and make sure you come across as approachable. Self-awareness exists in every single one of us and forces us to look at our own challenges but also teaches how to improve ourselves. 3. You can’t avoid the (in)famous flight risk You’re an amazing sales coach. You’ve built a great team but now some of them have defected to the competition or a better role elsewhere. Coaching people because they need it or because they have career aspirations, then building their skills, and then having them leave can happen. It’s hard to lose a top performer to that next step in their career. The benefit? Most of your team wants to stay because you’ve built credibility and you’re helping them grow. That matters, too. 4. Develop an 80/20 document This is a great tool and can be as simple as a one-pager. Communicate 80% of the document on how you work with a sales team, what excites you, things you’re passionate about, your strengths, or even what triggers you. The other 20%? There will be time to work that out, time spent working together will reveal that. Don’t make your team members guess how to work with you. Have new team members do their own 80/20 document, too. It helps provide self awareness and a way to teach new team members how to treat you—and vice versa.…

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The Art of Sales Coaching 53:51

4 роки тому53:51