In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making.

KEY TAKEAWAYS

• Transformational Leadership: Under Greg's tenure, Motorola has made significant transformations including over 40 acquisitions and a 1400% total shareholder return.
• Sales and Customer Engagement: Emphasis on real, unfiltered feedback from customers and the importance of CEOs engaging directly with sales calls.
• Decision-Making Philosophy: Effective managers should listen and make data-driven decisions but also rely on gut feelings when necessary.
• Team Dynamics: Encourages a culture of candid feedback, adaptability, and resilience; mentorship and nurturing talent within the team are crucial.
• Leadership Style: Combining knowledge and wisdom, balancing fact and intuition, and continuously learning and challenging conventional thinking.
• Values and Culture: Family-oriented, values-driven leadership with a focus on integrity, energy, and positivity.
• Lessons from Experience: Reflecting on mistakes made early in his career, Greg highlights the importance of transparency, communication, and appreciating company culture.

QUOTES

• - "Wisdom is experience." - Greg Brown
• - "Don't read the label. You'll never have it." - Greg Brown
• - "At the end of the day, there's always an intuition." - Randy Seidl
• - "It doesn't matter where we're from. It matters where we're going." - Greg Brown
• - "When you're the senior person in the room, speak less, speak last." - Greg Brown 
• - "You learn by your mistakes." - Greg Brown
• - "It's not the cards you're dealt. It's how you play the hand." - Greg Brown
• - "People say Oh, you're a very good communicator. You're good on your feet. That has nothing to do with it." - Greg Brown

Find out more about Greg Brown through the links below:
https://www.motorolasolutions.com/newsroom/leadership/greg-brown.html

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.