Joining me on this episode of Accelerate! is Brian Burns, host of the popular podcast, The Brutal Truth About Sales and Selling, and author of The Maverick Method: Simplifying the Complex Sale. Among the many topics that Brian and I discuss are the problems Brian sees in the poor implementation of sales automation tools, the lack of sales training to teach sales reps how to authentically connect with customers in the complex buying process, and traits for success as a sales maverick.
Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling. Dick has authored many books, including Mastering Major Accounts Selling and is co-author with Neil Rackam, on Managing Major Sales. In this episode, Dick and I do a deep dive into the field of sales training. Among the range of subjects we cover are: why sales training needs to change, the inevitable changes in the future of sales training, and why companies need to invest in both sales training and sales education.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. As companies are rushing to develop products to automate many aspects of the sales process, it raises the question, how do sales reps remain relevant to their customers? In this episode, Bridget and I discuss where we think sales automation is headed and some of its current benefits and shortfalls. And, we talk about the important steps sales reps should take to ensure that they are always in a position to add unique value to the buyer’s journey.
John Spence is a strategist, consultant, speaker, and author of five books including Awesomely Simple and Letters to a C.E.O. He is recognized as one of the Top 100 Business Thought Leaders in America and one of the Top 500 Leadership Development Experts in the World. In today’s episode, John and I discuss why every sales professional must make a commitment to continuous self-education. Among the topics we discuss are:
- Why companies hold back from investing in continuous learning for their sales and marketing reps.
- How to invest in yourself to improve your skills while providing additional value.
- Simple steps everyone can take to commit to lifelong learning.
- Essential qualities employers should look for during the hiring process.
- The books you should read to create your personal competitive advantage.
David Long is author of the Wall Street Journal Best-Seller Built to Lead: 7 Management R.E.W.A.R.D.S Principles for Becoming a Top 10% Manager. David is also the Founder and CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry. In this episode, David explains why few employees get promoted into management and why even fewer succeed once they get there. Listen in as David provides indispensable career advice for every manager, and for every sales rep that wants to become one. Among the topics we discuss are:
- How to maximize your ability to have an amazing management career
- Why just 1 in 7 new managers achieve success
- What truly sets good managers apart from bad managers.
- How to build the effective manager mindset that will get you to the top.
- Why you must enable employees to continue their professional education on company time.
My regular and special guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we discuss something that rarely gets talked about in sales: failure. In particular, the self-inflicted screw up that can end any chance of winning an order with a particular prospect. Bridget and I use examples from our own careers to talk about how you can bounce back from the material mistake, the unintentional oversight or significant error that undermines your credibility with your customer or prospect, and still win the order. Or retain the client. Listen in as we talk about:
- How to bounce back from a mistake that costs you the order.
- How to cultivate the strong customer relationships that have resilience.
- Steps you should take with your customer to recover from a mistake.
- Examples of the significant mishaps and mistakes that we’ve dealt with in our own careers.
- And much more. Don’t miss this!
On Accelerate! Now: Episode 145 with Bridget Gleason. The Books ALL Sales Professionals Should Read.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we take a break from talking about sales strategies. Instead, Bridget and I share some of our favorite books that we believe every sales person, and sales manager, should read. Want to know what you should be reading right now to increasing your reservoir of sales knowledge? Then make sure to join us for this information-packed episode!
On Accelerate! Now: Episode 122 with Barbara Smith. The Keys to Hunting and Landing The Big Whales (i.e. major accounts.)
Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, a company that provides training, consulting, and coaching on unique processes for explosive growth through large account sales. She is also the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company In today’s episode, Barbara and I discuss the keys to winning orders from major account customers, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talk about in this fascinating conversation are:
- How do you find the “whale” that is 20X bigger than your current sales opportunities?
- What are the keys to identifying the right person to speak with at a whale?
- What are some of the common fears that whales have about smaller vendors?
- How you can land the major account orders that will completely transform your company.
On Accelerate! Now: Episode 116 with Mark Magnacca. Is Traditional Sales Training Broken? Utilizing Video as Reinforcement for Training Sales Reps.
Mark Magnacca is the co-founder and President of Allego, a mobile based sales learning platform. He is also the author of the book So What? How to Communicate What Really Matters to Your Audience. In today’s episode, Mark and I discuss why the traditional model of sales training is broken and how it is being replaced by a new framework that emphasizes continuous learning and reinforcement instead of classroom training. Among the topics we discuss are:
- How has traditional sales training become broken?
- How sales learning differs from sales training and what that means for educating your sales team.
- What is the difference between Skill Based & On-Demand Based Knowledge?
- What are the new generation of learning tools, such as Allego, doing to effectively address the shortcomings of traditional sales training?
On Accelerate! Now: Episode 114 with Richard Ruff. The Fundamentals of Account Based Selling in Today’s Market.
Richard (Dick) Ruff is a top sales trainer and leading expert on major account selling. He is the author of Mastering Major Account Selling and the co-author, with Neil Rackham of the book Managing Major Sales. In this episode we tackle the importance of integrating Account Based Selling into your sales process. Among the many other topics we discuss in this episode are:
- How to utilize the fundamentals of account based selling.
- What is SPIN Selling and is it still relevant to account based selling?
- What are the steps a company should take to reinforce the training that has been taught to their sales reps?
- The right ways companies should invest their time, effort, and money on sales training.