About the Hosts:

 

Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.

Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.

 

 

About the Guest(s):

 

Ari Barmapov is the Managing Partner and Founder of Foundation Sales Consulting, a go-to-market consultancy based in Toronto, Canada. With a rich background in enterprise-level software development, Ari has transitioned from leading sales at Apptera to leveraging his experience in building efficient, outsourced sales networks. His firm excels in helping companies optimize their sales strategies through effective go-to-market tactics.

 

 

Summary:

 

In this episode of "Get More At Bats", Jamie Shanks and Amar Sheth welcome Ari Barmapov, Managing Partner at Foundation Sales Consulting, to discuss the evolving challenges in sales management. Ari highlights a significant issue in sales organizations: managers becoming "dashboard warriors" who focus excessively on metrics and spreadsheets rather than actively supporting their teams. He stresses the importance of sales leaders being more hands-on and leading by example, especially in an environment where the majority of the buyer's journey occurs without direct sales interaction. Ari and Jamie explore how sales leaders can shift from merely overseeing metrics to engaging directly with their teams through coaching, training, and role-playing. This approach not only enhances team performance but also ensures that managers are truly connected to the day-to-day challenges their teams face, ultimately leading to more effective sales strategies and improved team dynamics.

 

 

Key Takeaways:

 

• Sales leaders should lead from the front and show their teams that they are willing to do the hard work themselves.


• The role of a sales leader is not just about setting targets and expecting the team to achieve them, but also actively participating in tasks such as cold calling, running discovery meetings, and delivering presentations.


• In today's market, salespeople need to be more efficient and refine their skills to meet their targets.


• Sales leaders should focus on training, coaching, and role-playing to enable their sales teams and improve their conversion rates.


• Founder-led sales can be highly effective as founders have a deep understanding of the sales process and can set an example for their teams.

 

 

Connect with Jamie, Amar, and Ari Barmapov

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/


• Amar Sheth: https://www.linkedin.com/in/amarsheth/


• Ari Barmapov: https://www.linkedin.com/in/aribarmapov/

 

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