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 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 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 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 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 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 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 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 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 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.