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Purpose-Driven Sales - A Sales Leadership Podcast
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Purpose-Driven Sales - A Sales Leadership Podcast

Author: FounderScale

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Josh Sweeney and Taylor Barnes discuss the challenges of sales leadership while sharing ideas, solutions, and experiences.
40 Episodes
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Sales conferences can be great opportunities to meet new prospects, vendors, and get the word out about your brand and the services and products that you offer. But conferences are often packed with many social distractions, and opportunities to lose sight of the overall company goal. 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. "I would find the right conference and make sure that the dollars that you are going to spend (invest), are going to bring the best result." - Taylor Barnes
There's a balance to strike when sending documents and proposals quickly, and getting them in the clients hand as soon as possibly, but with as few mistakes and errors as possible. In this episode we discuss urgency and accuracy and methods to boost team productivity, performance, and overall accuracy in the review process. "Training the sales rep on a method that helps them narrow the scope before they do the most amount of work, can save time and produce better results." - Josh Sweeney
In todays age of remote meeting, and living in a post-Covid world, it's important to utilize networking events and virtual meetings to the best of your potential. In this episode we discuss how to build relationships with events and virtual meetings during today's time. "People talk to each other more politely and communicate better when they are in front of somebody, even if it is digital." - Taylor Barnes
Choosing words that express the right tone and emotion with clarity and brevity is an important part of communicating with clients. 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. "Creat[e] mutual accountability for your customer. Your customer wants something from you. Well, that's a give. And you should create some sort of get [in return]." - Taylor Barnes
Organic growth can develop a need to revisit your organization's written territory plan. In this episode, we talk about tips to improve territory performance, discuss the methodologies used by different business types and sizes, and the importance of community effectiveness and niching down. "Any time that marketing content is too broad, it speaks to nobody." - Josh Sweeney
This year has presented many challenges, both on an individual and professional level. For the sales leader, one of those challenges is leading through uncertainty, but the path isn't always clear. 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, building a stronger, more reslient team in the process. "If we focus on what's in our control, we can keep forging ahead." - Josh Sweeney
Increasing the revenue your sales team generates is not about increasing the number of sales reps, but more about optimizing their effectiveness so that you can maximize the 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. “People tend to equivocate working hard and working smart as the same thing.” - Taylor Barnes
Knowing where your prospects are in your sales pipeline gives you valuable insight as a sales leader, but that perspective is only as reliable as the data that goes into it. How do you ensure your sales reps are uniformly qualifying each stage of a prospect’s journey? 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 talk about how to bring that view closer to reality so that you can make better decisions that set your team up for success. “Unless we have the foresight to see things coming, we’re not going to be set up for success.” - Taylor Barnes
Understanding the wants and needs of your prospects is a critical part of successful sales. If your sales reps don’t connect with a prospect’s pain points, and why your product or service addresses those issues, the likelihood of closing the deal drops significantly. In this episode, we discuss why ensuring that your sales reps understand the buyer’s journey is so important and share ways you can help your sales team have more effective conversations with your prospects that ultimately lead to more sales and happier customers. “The salesperson is the guide. The buyer is the hero.” - Taylor Barnes
Meetings are a necessary part of a smoothly functioning team, but they often fall short of being as effective as they could be. As a leader, the responsibility of ensuring your team’s meetings contribute to more than detract from productivity is on you. 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. “Discipline is about accountability.” - Taylor Barnes
You want your clients and prospects to have the best experience possible, but requiring your sales reps to clear everything through you before delivering creates a bottleneck that stunts growth, both for your organization and for your sales reps. While sales leaders need to serve as a guide for their sales teams and use their experience and knowledge to direct the team’s efforts effectively, the question is, how much involvement is too much? In this episode, we discuss some of the common micromanagement pitfalls that many leaders encounter and share a few remedies that will help you, the sales leader, strike a balance between ensuring the quality of your clients’ experience with your company and giving your team the experience they need to become independent and successful. “It doesn’t scale to be involved in every little step.” - Taylor Barnes
As your business expands, you will find yourself needing to establish relationships in new areas. As a sales leader, the responsibility of putting your sales team up to the task falls on you. What you decide to do, and how you decide to do it, will determine the degree of success, but what considerations should be taken into account? Do you move successful sales reps from an established region to a new one or hire for the new territory? How do you keep your team motivated through the change? In this episode we highlight the merits of different solutions we’ve implemented ourselves to better inform you, the sales leader, so that you may take the appropriate course of action for your organization and successfully launch your business into a new territory. “Change is going to be inevitable.” - Taylor Barnes
A strong sales team stays focused through the highs and lows of sales, taking the lessons from missed opportunities and the energy from closed deals to continually improve. A grounded, resilient mental attitude doesn’t just happen, however. It is a result of guidance from purposeful and attentive leadership. The feedback you give your sales team is an integral part of cultivating a strong mindset, and is just as important during the successes as it is with the shortcomings. In this episode, we share our thoughts on the role of the sales leader in growing a mentally tough sales team and invite our listeners to ask themselves, how do you as a leader ensure that your team is staying mentally tough through the highs and lows of sales? "We always stay humble, and we always stay hungry!" - Taylor Barnes
Throughout our Sales Leadership podcast series, we strived to bring helpful, insightful information to sales leaders in founder-led organizations. In each episode, we addressed a specific topic that can and does cause issues for sales growth and provided solutions to help overcome those challenges. 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. In the coming episodes we will be highlighting common challenges sales leaders face, and provide the solutions that have helped us and other sales leaders break through those barriers. Tune in to the new Purpose Driven Sales podcast as we share these crucial lessons that will fast track your sales and grow your business. “If you’re not pivoting in some form or fashion you’re going to get left in the dust.” – Taylor Barnes
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. “As you get further along, the importance of leaving the client with the impression that it’s more than a one-man shop is absolutely huge!” - Taylor Barnes
The energy you bring to a conversation has a substantial impact on how your message is received. In your relationships with your prospects, the passion you have (or lack thereof) for how your service or product can benefit your customers will come across in your communications, directly affecting how your prospect feels about what you’re 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. “You’ve gotta have passion when you sell.” - Taylor Barnes
Ensuring your sales reps have the best chance of success starts with how you source your prospects. The time you invest in sourcing and preparing a quality prospect list on the front end pays dividends in the time your sales team puts into their communications. 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. “When you personalize, your response rates are going to go up.” - Josh Sweeney
For a sales team, the goal in communicating with a prospect is the sale. Though it sounds trivial, there is an art to closing the deal. When is the appropriate time in the deal lifecycle to ask for the sale? How should you adjust your approach to the decision maker’s personality? 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. “Your job is getting the prospect to put pen to paper.” - Taylor Barnes
For founders, bringing in leads is paramount. As an organization grows, however, determining whether or not you will continue to drive for high volume or start to focus on higher quality leads is a decision that warrants careful consideration. What route is the best fit for your organization? 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. “Think about where you want to go based on where you are now, and how you can overcome those challenges.” - Josh Sweeney
Ultimately, to close a deal, a prospect needs to be able to afford your product or service, but, when is it appropriate to have the budget conversation with your prospect? How do you go about discovering whether a prospect is a good fit for your organization? 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. “You have to establish budgets on the front end as soon as possible, without scaring the prospect away.” - Taylor Barnes
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