Sales Leadership & Management Show - For B2B Sales Leaders STEVE GAGLIARDI SHARES WHAT GREAT SALES LEADERS ARE DOING TODAY
Aug 7, 2025
Steve Gagliardi, a seasoned sales leader in healthcare, discusses his inspiring journey from R&D to sales leadership, emphasizing the importance of understanding customer needs. He shares insights on building a customer-first sales model and the challenges of fostering a cultural shift in enterprise selling. Gagliardi highlights essential hiring traits like listening and prioritization, while advocating for daily account habits that drive results. He also explores the strategic use of AI and VR tools for training, urging companies to innovate in their sales enablement efforts.
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Hire Listeners Who Plan
- Hire for listening, planning, and prioritization as much as technical acumen.
- Look for reps who can intake customer needs and systematically plan time across 500–700 accounts.
Manage By Sales Velocity
- Know sales velocity by product and prioritize opportunities across the quarter.
- Begin quarters on long-term deals and shift to fast wins near quarter end to close numbers.
Three Daily Sales Tasks
- Do three things every day: fill the funnel, move the funnel, close the funnel.
- Focus on one account per day and complete all activities there before moving on.