Field Sales Leadership Guide – Détails, épisodes et analyse

This week, we catch up with Kyle Miko, co-founder and Chief Marketing Officer of VirtuOx Cardio Sleep, a leader in at-home respiratory, sleep, and cardiac diagnostics.

Kyle shares how VirtuOx is making a difference by focusing on sleep health and patient well-being, guided by the company's mission to "restore the breath of life." He delves into VirtuOx's go-to-market strategy, centered on educating physicians about sleep and cardiac diagnostics, and offers insights into how his team uses data and technology to optimize their sales process.

Kyle also explains how VirtuOx integrates technology into their workflow to better analyze data, identify target physicians, and streamline territory management. Throughout the conversation, Kyle emphasizes the importance of servant leadership, having a clear purpose, and leveraging healthcare CRM solutions to drive success in field sales.

Key Moments:

• The impact of sleep health on overall well-being and VirtuOx's mission to address it.
• VirtuOx's approach to educating physicians and fostering strong relationships.
• Strategies for effective territory management and how data informs decision-making.
• The role of technology, including Map My Customers, in improving sales efficiency.
• Insights on servant leadership and the value of having a clear 'why' in your business.

Tune in to this insightful episode and discover how you can harness data and leadership to drive growth in your own organization.

About Our Guest
Kyle Miko is the Chief Marketing Officer and co-founder of VirtuOx Cardio Sleep, the world's largest provider of at-home respiratory, sleep, and cardiac diagnostics. With over two decades of experience, Kyle is known for his leadership approach—combining data-driven strategy with a deep commitment to improving patient outcomes. Kyle's leadership at VirtuOx reflects a dedication to servant leadership and a clear sense of purpose, which has been key in guiding the company’s growth and impact in the field of medical diagnostics.  Connect with Kyle on Linkedin! 

Listen to The Field Sales Leadership Guide anywhere you find podcasts, or at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

In this episode, JT reconnects with Joe McDonald, VP of Sales at Jasper Engines, to explore the role of data in driving sales success. Joe shares how Jasper Engines transformed their approach to territory management, optimized customer interactions, and implemented data-driven decision-making. They discuss practical strategies for managing retiring sales reps, maximizing market penetration, and fostering a culture of accountability within the sales team. Tune in for actionable insights on leveraging data to build winning sales teams.

Highlights:

• The Role of Data in Driving Leadership Decisions at Jasper Engines
• Strategic Market Penetration and Territory Management
• Managing Retiring Reps with Innovative Pilot Programs
• Defining and Tracking Sales Presentations for Maximum Impact
• Advice for Sales Leaders on Data-Driven Sales Processes

About our guest:

As VP of Sales at Jasper Engines, Joe McDonald has led his team through significant growth, using data-driven insights and forward-thinking leadership to drive sales success. With decades of experience, Joe has a deep understanding of the challenges sales leaders face and how to overcome them. Don’t miss his expert advice in this episode. Connect with Joe on Linkedin!

And learn more at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, our hosts Mary Keough and JT Rimbey dive into a discussion about the evolving landscape of sales, especially in the B2B technology space. They explore the challenges faced by companies and the necessity of adapting to changing circumstances, especially with the onset of an economic slowdown and talks of a recession.

They present compelling case studies from various industries, showcasing the importance of understanding the necessity of data and processes within an organization. They emphasize how leadership plays a crucial role in recognizing the need for change and providing valuable solutions for their sales teams. From non-profit organizations to medical device companies, each case study illustrates how strategic changes can significantly impact sales efficiency and effectiveness.

Tune in to learn more about the vital role of data and processes in the world of outside sales and how adapting to innovative solutions can drive success in a dynamic market. Join Mary and JT as they unravel customer stories and shed light on the evolving sales landscape, offering valuable insights for both outside sales leaders.

LISTEN IF YOU ARE INTERESTED IN…

• Put the outside sales rep first when vetting new tech [4:30]
• Administrative straws are breaking your sales org's back. [9:00]
• The secret sauce to getting better field sales data. [24:00]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.

Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.

We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.

Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.

Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.

We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.

LISTEN IF YOU ARE INTERESTED IN…

• Right tech = easier job. For reps AND managers [14:18]
• Using data to be a better player-coach [28:22]
• Data improves your sales process... when used the right way? [39:24]

Connect with the guest

• Austin Green
• Jasper Engines and Transmissions

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

In this episode of the Field Sales Guide Leadership podcast, hosts JT Rimbey and Mary Keough tackle the crucial topic of selecting the ideal CRM for outside sales teams. They highlight the common challenges these teams encounter when adopting and effectively using CRM systems. Mary introduces the core focus of the episode: the seven key attributes to prioritize when choosing a CRM tailored for outside sales.

1. Mobile First Platform
2. Customer Lifecycle Management
3. Lead Generation
4. Mapping and Routing
5. Native Integrations
6. Simplified Onboarding
7. Ongoing Support

Throughout the discussion, JT and Mary draw from their sales leadership expertise, offering insights and examples relevant to each attribute. Their advice aids sales leaders in selecting CRM solutions that align with the unique requirements of outside sales teams, mitigating challenges associated with CRM adoption.

LISTEN IF YOU ARE INTERESTED IN…

• Does your CRM surface net new business opportunities? [15:20]
• How native integrations bring your CRM data to life? [25:45]
• Do you need a CRM provider who owns the long-term partnership? [36:12]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

The outside sales leadership world tends to lack a crucial element: process. In this episode of the Field Sales Leadership Guide podcast, hosts JT Rimbey and Mary Keough are joined by Joe Anderson, Director of Field Sales at Royal Brass & Hose. They discuss Joe’s role in transforming the sales culture at Royal Brass and Hose and the importance of technology in modernizing and improving the sales process.

You will want to hear this episode if you are interested in...

• Joe’s career journey in sales [02:18]
• Royal Brass & Hose’s customer base [06:05]
• Changing the sales culture [09:11]
• Identifying underperforming reps [14:21]
• Why did you win this deal? [19:19]
• CRM adoption barriers [28:01]

Resources & People Mentioned

• Royal Brass
• Luke Wittenbraker | LinkedIn
• Building a sales process from the ground up with Luke Wittenbraker - Field Sales Leadership Guide

Connect with Joe Anderson

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

In this episode of the Field Sales Leadership Guide podcast, host Mary Keough interviews Justin Lu, Head of Customer Success at Map My Customers, to learn more about how the software integrates with an organization's tech stack and what customer support looks like. The discussion goes beyond the typical software demo to explore the details of Map My Customers.

You will want to hear this episode if you are interested in...

• What is customer success? [03:51]
• The onboarding process [04:48]
• Account setup and integration [14:02]
• Training new customers [17:14]
• Having a Customer Success Manager [22:20]
• Ensuring MMC is fully integrated [26:37]

Resources & People Mentioned

• Map My Customers

Connect with Justin Lu

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

Being a top performer as a sales rep doesn’t necessarily translate to being a great team leader. In today’s episode of the Field Sales Leadership Guide podcast, we talk with Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions. Joe sets the bar high, has the absolute respect of his team, and leads leaders to hold people accountable. With outside sales, it is imperative to have a repeatable, scalable, and predictable process, and Joe has done just that.

You will want to hear this episode if you are interested in...

• Joe’s career journey to Jasper [01:43]
• The evolution of Jasper’s sales process [04:26]
• Hierarchy of sales leadership [10:11]
• The statistics that matter [13:05]
• Adoption of technology [19:14]
• Devices and connection issues [26:44]

Resources & People Mentioned

• Jasper Engines

Connect with Joe McDonald

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

Outside sales leaders often don’t have a well-defined sales process. Rather than implementing a process, they rely on a few great salespeople. In this episode of the Field Sales Leadership Guide podcast, co-hosts JT Rimbey and Mary Keough discuss the need for a sales process that grows and replicates great salespeople.

You will want to hear this episode if you are interested in...

• Are you replicating great salespeople? [01:06]
• The value of a well-defined sales process [06:42]
• Measuring what matters [10:44]
• Optimization and scaling [16:04]

Resources & People Mentioned

• Joe McDonald - Aftermarket for Life - Jasper Engines & Transmissions | LinkedIn
• Luke Wittenbraker - Marketing and Sales Director - Mactech On-Site | LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

As someone who closely observes the impact of CRM rollout on outside sales teams, I am passionate about its success. In the latest episode of the Field Sales Leadership Guide podcast, my co-host Mary Keough and I discuss the “Crawl, Walk, Run” approach to seamlessly introduce new technology that is both valuable and user-friendly for your team. I’m your host JT Rimbey. Tune in to learn about the challenges of embracing new processes and how to support your outside reps during the adoption process.

You will want to hear this episode if you are interested in...

• You CAN teach an old dog new tricks [02:02]
• Data is difficult, but there is a solution [08:32]
• Boosting Sales Software Usage & Engagement [11:47]
• Integration with other systems [13:02]
• Optimization mode [20:28]

Resources & People Mentioned

• Luke Wittenbraker - Marketing and Sales Director - Mactech On-Site | LinkedIn
• Joe McDonald - Aftermarket for Life - Jasper Engines & Transmissions | LinkedIn

Connect with Mary Keough

• On LinkedIn

Connect With Map My Customers

• On Twitter
• On Facebook
• On LinkedIn

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com