Sales Leadership Podcast

This episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the things you do as a sales leader. Mike gives the key to making your sales reps WANT to follow you, something that is invaluable in this world of short-term job longevity for sales professionals.

On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.

In this week's episode, Jen Spencer of SmartBug Media joins us to talk about team. She describes, in detail, a good, authentic approach to creating a "team." According to Jen, you should build a team that compliments your own strength and overshadows your weaknesses. Her advice is to stay close to the Market, close to your staff, and find ways to level your people and compensate for their weaknesses. If you can do these things, you can build the right team to spur growth.

In this week's episode, Ryan O'Hara, VP of Growth and Marketing at LeadIQ, talks about one of the most important skills in Sales: building pipeline. He says you can't have the important conversation about your product and the problems it solves if you can't prospect to find someone to converse with. Ryan believes that you were hired to be yourself, not someone else because it is your unique skills that your company needs. Authenticity is what will help you win. Ryan also believes in building brands around people, not just around products and companies, so as a sales leader, you should help build the brands of your people.

This week on the Sales Leadership Podcast, we learn from Amy Appleyard, SVP Global Inside Sales for Carbon Black. Amy talks about how all your competitors are trying to be unique, so to drive high growth you have to give your customers something more. Be agile and nimble, and embrace change as you design and redesign your sales process. Amy also shows us how to help your sales team be "all in", and be excited about pursuing success.

Tamara Schenk, Research Director of CSO Insights, discusses the importance of dynamic coaching in sales leadership, emphasizing customer-centric strategies and the influence of AI on sales. She highlights the significance of consistency, prioritization, and long-term perspectives for sales success. Schenk explores the value of developing coaching skills for sales leaders to achieve a competitive advantage and improve win rates.

In this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure it, you don't know what you are doing. Adam shows how a leader with a student mentality can drive positive change and lead a company to continued high growth and success.

In this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever it takes to teach your team to reach it. It might mean doing something new that is uncomfortable, but Kevin shows us why that is how high-growth companies are always reaching higher. This is an episode that you don't want to miss!

This week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to success. Kharisma talks about how to assess the skill and will on your team, and build a team that can move mountains and creates great leaders. She espouses a work-life balance and fosters the growth of her people.

Less than 5% of sales call information makes it into Salesforce. You can't improve what you don't fully understand, so Joe says to find a way to see what's working. Find a way to see exactly what your customers are saying. If you have a genuine desire to help customers, you will find time to do it. Having systems for interacting with customers and potential customers is how you eliminate variance at scale, which Joe says is a key to entering high-growth mode.