In this episode of Accelerate, Kevin Davis shares how to become a top sales manager.
#482. Leading a Four Generation Sales Team. With Kelly Riggs.
In this episode of Accelerate, Kelly Riggs shares how to lead a four generation sales team.
How to Increase Engagement with Your Prospects. With Josh Evans. #278
In this episode of Accelerate!, how to help sales reps more effectively engage with their prospects.
Sunday Special: Listener Favorites on Becoming a Better Sales Coach
Some of the more popular episodes on Accelerate have been about sales coaching and how sales managers can effectively coach the sales people on their team to help elevate their performance and productivity. In case you missed these the first time around, here are two recent episodes about becoming a better sales coach that are extremely popular with the friends of Accelerate! Michael Bungay Stanier joined me on Episode #246 …
Sales Leadership Starts With the Sales Rep. With Kevin Eikenberry. #197
In this episode of Accelerate, Kevin Eikenberry talks about the intersection of leadership and management in the context of sales and what that means for your success.
On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are: How much time you …
On Accelerate! Now: Episode 150 with Bridget Gleason. 5 Tough Sales Management Challenges for Sales Leaders.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the some of the tough management challenges sales leaders confront concerning commission plans, terminating unproductive sales reps and much, much more. Be sure to join us for this information-packed episode as we tackle tough issues including: Is it always necessary …
The Best of Accelerate!: You Can’t Run A Sales Organization When You’re Buried In Crap
This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he teaches about sales management in his latest book: Sales Management. Simplified. We all know that …
On Accelerate! Now: Episode 119 with Sue Barrett. Hunter vs Farmer: Do the Old Labels Still Apply in Sales Today?
Sue Barrett is the CEO of Barrett Consulting Group based in Australia. She is a sales philosopher, activist, strategist, speaker, trainer, coach and adviser. In this episode, Sue and I have an interesting conversation about a wide-range of sales topics including: Hunter vs Farmer? Are the old labels still relevant? Why are Managers, CEOs, and Entrepreneurs stuck on these broad, easy categories for sales reps? …
On Accelerate! Now: Episode 112 with Steve Richard. The Importance of Using Sales Call Recordings to Train and Coach Sales Reps
Steve Richard is the co-founder of Vorsight and VorsightBP and a serial sales entrepreneur. Steve is also the co-founder and Chief Revenue Officer for Exec Vision, which focuses on conversational insights to transform the way executives and sales reps understand their business. In this episode, Steve discusses how to use state-of-the art sales call recording techniques to transform your sales reps’ performance. …