Ep 52: Sales and Marketing Alignment
This episode talks about another challenge for leaders: deals don’t flow correctly when sales and marketing aren’t aligned. Sweeney and Barnes will talk about the reasons why there is no alignment between sales and marketing teams. They will also include the solutions to handle this challenge.
Ep 51: Multiple Personality Disorder in Sales
This episode talks about another challenge that leaders most likely encounter, managing salespeople with multiple personalities. Sweeney and Barnes will talk about the reasons why leaders fail to manage the emotional spurs of salespeople. They will also include the solutions to handle this challenge.
Ep 50: Sales Negotiation and Closing the Deal
This episode talks about sales reps often getting beat up on price by clients and the reasons behind it. Also, in the discussion are ways to handle it or get away from the situation where they get beaten up.
Ep 49: Critical Sales Documents for Deal Conversion
This episode talks about the common critical blockers and documents that go into a deal and some solutions to have those ready for the deal flow.
Ep 48: Top Distractions That Harm Sales Close Rates
This episode talks about the top distractions for salespeople that make them lose focus on the right tasks to close enough deals and reasons why salespeople get distracted. Like any other challenge, there are solutions to resolve it. Sweeney and Barnes’ will also include the solutions on why these challenges occur.
Ep 47: Top Sales Training Hacks
Every time you try to develop training for your sales folks, you write a playbook, a more challenging role for sales leaders. It is a fact that training your sales representatives is essential, but most of the time, it is elusive due to some factors. In this show, Sweeney and Barnes will discuss why training does not happen and how to make it happen.
Ep 46: New Sales Leadership Shouldn’t Cost You Sales People
A discussion about a common dilemma for leaders awaits the listeners of this episode — aligning product or service mix to do away with sales complexity — its reasons and how to do it right.
Ep 45: How Product Mix Adds Sales Complexity
A discussion about a common dilemma for leaders awaits the listeners of this episode — aligning product or service mix to do away with sales complexity — its reasons and how to do it right.
Ep 44: Training Sales on The True Cost of a Deal
In this episode, the discussion wraps around understanding the True Cost of a Deal. As a leader, one must know the other costs to be considered when doing a deal or the right comp! What are the options if sales reps are unsatisfied with comps in some way? What is a holistic Cost Of Goods Sold (COGS) to a deal?
Ep 43: Right Person, Right Sales Channel
In this episode, we will discuss the challenges of great leaders on having the right salesperson and working along the right sales channels — its reasons, how to pre-empt it, and how to correct it.
Ep 42: True Cost of a Sales Person
In this episode, we will discuss a challenge that leaders face, and that is the other costs involved in hiring a salesperson. We will also discuss the practical solutions to fix it.
Ep 41: Closers with No Leads
What are the reasons for having a team of closers but no starting pitchers or a team full of closers but have nothing to close? In this episode, Barnes and Sweeney will talk about the reasons why this happens.
Ep 40: Sales Conferences: To Attend or Not To Attend
In this episode we discuss conferences, the pro’s and con’s and useful tips your organization can take for a successful sales conference trip.
Ep 39: Maintaining A Culture of Urgency and Accuracy During Review
In this episode we discuss urgency and accuracy and methods to boost team productivity, performance, and overall accuracy in the review process.
Ep 38: Relationship Building with Events and Virtual Meetings
In this episode we discuss how to build relationships with events and virtual meetings during today’s time.
Ep 37: Sales Emails, Proposals & Generational Challenges
In this episode we discuss important need to knows for your sales teams emails, sales proposals, and even touch on some of the generational changes that we’ve seen recently.
Ep 36: Carving Out Sales Territories and Niching Down
In this episode, we talk about tips to improve sales territories performance and the importance of community effectiveness and niching down.
Ep 35: Leading Through Uncertainty
In this episode, we talk about the difficulties leaders face during disruptive times and discuss what you can do to inspire your sales reps to forge ahead despite the uncertainty.
Ep 34: Maximizing Revenue per Sales Rep
In this episode, we challenge some of the entrenched methods of increasing revenue from your sales team and discuss ways you, the sales leader, can more effectively use the resources you have.
Ep 33: Your Sales Pipeline: A Realistic View
In this episode, we dive into some of the reasons the view you have of your sales pipeline may not be as accurate as it should be, and how to bring that view closer to reality.
Ep 32: Understanding the Buyer’s Journey
In this episode, we discuss why ensuring that your sales reps understand the buyer’s journey is so important.
Ep 31: Meeting Discipline
In this episode, we share some of the common reasons team meetings seem to fall by the wayside as well as provide ways to ensure your meetings remain an efficient part of your organization’s sales efforts.
Ep 30: Helicopter Parent Sales Managers
In this episode, we discuss some of the common micromanagement pitfalls that many leaders encounter and share a few remedies that will help you.
Ep 29: Changing Sales Territories
In this episode we highlight the merits of different solutions that we have implemented ourselves to better inform you, the sales leader. Let’s talk sales territories.
Ep 28: Staying Mentally Tough in B2B Sales
In this episode, we share our thoughts on the role of the sales leader in growing a mentally tough sales team. How do you ensure that your team is staying mentally tough?
Ep 27: Welcome to Purpose-Driven Sales
This episode marks our official transition to our Purpose Driven Sales podcast, in which we will shift the structure of these podcasts to a challenge-solution format.
Ep 26: Make Your Prospects Feel The Group Hug
It’s important that your clients feel the depth of the subject matter expertise that your organization has. In this episode, we discuss the different stages of the sales cycle and best practice on how and when to introduce key players on your team to a prospect.
Ep 25: A Passion for Selling
In this episode, we share some tips to help you and your sales team bring a consistently high level of energy and enthusiasm to every sales conversation, making you more memorable and increasing the likelihood of closing the deal.
Ep 24: Prospect Data and Success
This episode focuses on the nuances of how to source a quality list of prospects and the pitfalls you may encounter so that you, as a sales leader, may better prepare your sales team for success.
Ep 23: Asking for the Sale
In this episode, we discuss the lessons learned in our cumulative experience that you and your sales team can adapt to your communication strategies and close more deals.
Ep 22: Balancing Lead Volume and Quality
Find out in this episode as we talk through the pros and cons of each approach, real world examples of how different organizations have handled their leads, and pose questions for you to help discover which path best suits your team.
Ep 21: Discovering the Prospect’s Budget
In this episode we discuss the finer details and considerations of how to handle the budget conversation with prospects that you, as a sales leader, can bring to your team to more effectively qualify leads.
Ep 20: Setting Client Expectations
Join Taylor Barnes and I as we discuss how to handle setting expectations with your clients, reigning in the desire to say yes to everything, and the value implementing these strategies will bring to your organization.
Ep 19: How to Niche Down
In this episode, Taylor Barnes and I discuss how focusing on the things you’re great at, and having the discipline to say no to the things outside your wheelhouse, can return dividends in your ability to retain and acquire customers.
Ep 18: The Lifecycle of a Sale
Join Taylor Barnes and I as we share our insight on how to successfully guide a prospect through your sales process and close more deals.
Ep 17: Hiring Sales People
In this episode, Taylor Barnes and I discuss the approaches we’ve developed, from our favorite questions to filtering techniques we’ve found to be most effective, over the course of our years in the industry.
Ep 16: Selling to the Ideal Customer
Join Taylor Barnes and I as we delve into how to go about developing an Ideal Customer Profile (ICP), and the advantages a focused sales effort can bring to your organization.
Ep 15: Sales Outcome Ownership
In this episode, Taylor Barnes and I discuss the mindset of outcome ownership and the positive impacts it will have on your relationships with your team and with your customers.
Ep 14: Metrics Driven Sales Culture
In this episode, Taylor Barnes and I discuss how to simultaneously use metrics to motivate your sales team and, as a sales manager, make strategic decisions regarding the direction of your sales initiatives.
Ep 13: Weekly One-on-One’s
Join Taylor Barnes and I as we discuss how to implement these crucial meetings so that they bring about the most benefit to your organization and foster a culture of continuous improvement.
Ep 12: Taking the Friction Out of Sales
In this episode, Taylor Barnes and I discuss the friction points and pitfalls we’ve encountered in our careers and share solutions that help streamline the process.
Ep 11: The 5 Types of Sales Managers
Learn about the strengths and weaknesses of the 5 types of sales managers to better understand yourself and how to maximize the performance of your team.
Ep 10: Technology – What It Will and Won’t Do for Your Organization
In this episode Josh Sweeney and Taylor Barnes explore various types of technology platforms and how they can augment your business processes. Learn how to use technology to solve the right problems and where to start when deciding on which software to use.
Ep 9: Sales Enablement Documents that Streamline Your Sales Process
Join Taylor Barnes and I as we discuss the importance of developing your core sales enablement documents. We also share our Top 5 and the competitive advantage we’ve experienced by utilizing them that distinctly sets us apart from competitors.
Ep 8: KPIs That Drive Results
Join Taylor and I as we discuss how to properly use KPIs to keep a finger on the pulse of your business’s sales activities.
Ep 7: When Becoming a Sales Manager Is NOT the Goal!
Join Taylor Barnes and I as we discuss the sales career path and how to continue to drive success for sales people that desire to stay the course.
Ep 6: Are People Really Your Most Important Asset?
Join Taylor Barnes and I as we dive into game-changing strategies and people investments that have a huge morale impact. We discuss the benefits of a people-focused management approach and the substantial returns that are realized when connecting with your people on a personal level.
Ep 5: The Evolution of the Sales Role – Do You Have the Right Mix?
Join Taylor Barnes and I as we discuss the evolution of the sales role, the results that come from integrating your sales and marketing teams and how establishing the right sales roles and responsibilities ahead of time is crucial to the sales cycle.
Ep 4: Getting in the Trenches Makes the Difference
Join Taylor Barnes and I as we discuss the effect that upper management can have on sales culture and the importance of upper management being transparent and displaying a genuine interest in their team.
Ep 3: Motivating your Sales People
Join Taylor Barnes and I as we discuss the importance of knowing how to motivate salespeople and the benefits of leaning into the individual motivators of your salespeople from a personal and professional point of view. It’s not always about the money!
Ep 2: Quota Carrying Sales Manager
Join Taylor Barnes and I as we discuss the issues that a business deals with by having a quota-carrying sales manager from both a financial and operational viewpoint. We understand these challenges and in this episode, we share with you the red flags to look out for and also provide some options that you can use.
Ep 1: Mentally Debilitating Your Sales People
Taylor Barnes joins us for an in-depth look at what we can do as organizations to prevent demotivating our salespeople, creating structure while building our organizations and the importance of having the right people in the right positions.
Subscribe to the Show!
