As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult.
The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams.
You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported.
Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices
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The Significance of a Well-Defined Sales Process with Kaivona Parker
Saison 5 · Épisode 148
mercredi 11 septembre 2024 • Durée 39:37
"Struggling in the beginning can lead to long-term success, while early success followed by struggles can be more challenging."-Kaivona Parker
Summary
Kaivona Parker shares her journey from wearing a hard hat in the industrial sector to being dubbed as the most un-boring in the tech sales industry.
She emphasizes the importance of authenticity and engaging sales techniques.
Kaivona Parker discusses the challenges she faced as a woman in a male-dominated field and how she overcame them by embracing her true self.
She also provides advice for those starting out in sales and highlights the significance of setting proper expectations and focusing on improving sales acumen.
The conversation explores the importance of understanding and supporting sales representatives in order to increase productivity and achieve sales goals.
It emphasizes the need for managers to listen to their reps, provide guidance, and create a positive work environment.
The conversation also highlights the significance of having a well-defined sales process that is not dependent on individual salespeople.
It emphasizes the need for documenting processes and focusing on incremental improvements.
The conversation concludes with a discussion on taking risks and trusting in one's abilities.
Takeaways
Authenticity and engaging sales techniques are crucial for success in the sales industry.
Embracing your true self and not compromising your identity is important, especially in male-dominated fields.
Setting proper expectations and focusing on improving sales acumen can lead to better results.
Taking time for self-reflection and listening to your own conversations can help identify areas for improvement.
Understanding and supporting sales representatives is crucial for increasing productivity and achieving sales goals.
Managers should listen to their reps, provide guidance, and create a positive work environment.
Having a well-defined sales process that is not dependent on individual salespeople is essential for long-term success.
Documenting processes and focusing on incremental improvements can lead to sustainable growth.
Taking risks and trusting in one's abilities is necessary for personal and professional growth.
Chapters
00:00 -Introduction and Background
03:19 -Challenges in a Male-Dominated Field
07:31 -Advice for Younger Self
11:23 -Balancing Generosity and Financial Gain
20:28 -Setting Proper Expectations and Improving Sales Acumen
23:43 -Understanding and Supporting Sales Representatives
27:45 -The Impact of Rejection and Lack of Understanding
29:59 -Struggling in the Beginning vs. Early Success
34:11 -Slowing Down to Speed Up
37:24 -Taking Risks and Trusting in One's Abilities
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Prioritizing Customer Care for Success With Jospeh Michelli
Saison 5 · Épisode 147
mercredi 21 août 2024 • Durée 23:47
"It's your job to understand what the customer's biggest issue is and connect them with the right resource."- Joseph Michelli
Joseph Michelli, an internationally sought-after speaker, author, and organizational consultant, shares his journey from working at a fish market to becoming a customer experience expert.
He emphasizes the importance of creating value for customers and delivering on promises made during the sales cycle.
Michelli discusses the significance of emotional connections in customer experiences and highlights the success of brands like Starbucks and Zappos in prioritizing customer care.
He also emphasizes the importance of building partnerships and relationships with other businesses to create a thriving ecosystem.
Takeaways
Sales is about creating customer value and delivering on promises made during the sales cycle.
Emotional connections play a crucial role in customer experiences and can lead to long-term relationships.
Successful brands prioritize customer care and focus on creating positive experiences for customers.
Building partnerships and relationships with other businesses can create a thriving ecosystem.
Chapters
00:00- Introduction and Joseph Michelli's Background
03:24- The Importance of Customer Experience in Sales
06:26- Lessons from Pike's Place Fish Market
09:22- The Role of Organizational Change and Development
12:19- Lessons for Small Businesses
15:46- Enveloping Products in an Emotional Context
21:24- Lessons from Working with Challenger Brands
The Power of Referrals in Generating Qualified Leads with Catherine Brown
Saison 5 · Épisode 146
mercredi 7 août 2024 • Durée 43:47
"Referrals are a powerful tool because they have already done a lot of the qualifying for you."- Catherine Brown
Summary
Catherine Brown shares her journey from being a technical recruiter to running a cold calling company and eventually becoming a sales trainer.
She emphasizes the importance of referrals and building relationships in sales.
Catherine discusses the challenges of being a business owner and the need to learn various aspects of the business, including sales.
She highlights the psychology behind sales and the importance of persistence and self-mastery.
Catherine also emphasizes the need for founders to have sales skills and understand the sales process.
Catherine Brown and Wesleyne Whittaker discuss the importance of focusing on your strengths and passions as a business owner, rather than trying to do everything yourself.
They emphasize the need to be realistic about your abilities and build a plan that allows you to leverage your strengths.
They also discuss the value of practice and experience in discovering what you truly enjoy and excel at.
They highlight the importance of not limiting yourself or your team based on your own limitations, and instead, embracing diversity and different skill sets to foster growth.
Catherine shares her journey of building a B2B referral network and the power of referrals in generating qualified leads and long-term relationships.
They also discuss the upcoming Sell Well conference, which aims to provide B2B sales development insights and networking opportunities.
Takeaways
Referrals are a powerful tool in sales and can lead to highly qualified leads.
Building relationships and understanding clients' goals are key to successful sales.
How Lifelong Learning and Soft Skills Contribute to Sales Success with Kristie Jones
Saison 5 · Épisode 145
mercredi 24 juillet 2024 • Durée 33:27
"Good salespeople can't outsell a bad product or half-baked or non-existent processes."- Kristy Jones (Author- Sell Your Way IN")
In this episode, Kristy Jones, author of 'Sell Your Way In', shares her insights and expertise on sales and business.
She emphasizes the importance of identifying 'ugly babies' in business and addressing them head-on. Kristy discusses her career journey and the lessons she learned along the way.
She also highlights the impact of personal biases on sales and the need to normalize conversations about money.
Kristy introduces her book, 'Selling Your Way In', which provides a playbook for sales success.
She emphasizes the importance of building relationships and finding personal fulfillment in sales.
The episode concludes with a discussion on leadership and the power of servant leadership.
Takeaways
Identify and address 'ugly babies' in your business to drive revenue growth.
Personal biases can impact sales performance and should be acknowledged and addressed.
Normalize conversations about money to improve sales effectiveness.
Building relationships and finding personal fulfillment are key to sales success.
Servant leadership can have a powerful impact on sales and business.
Chapters
00:00 Introduction and Background
01:15 Identifying 'Ugly Babies' in Business
04:37 Career Journey and Learning Sales
07:23 Lessons from Parents on Sales and Business
09:38 The Impact of Personal Biases on Sales
11:24 Normalizing Conversations about Money
12:44 The Importance of Allowing Silence in Sales
16:11 Dealing with Rejection and Learning from Losses
18:00 Taking Responsibility and Accountability in Sales
22:12 Introduction to 'Selling Your Way In'
Understanding Customer Needs to Build Lasting Relationships and a Strong Foundation in Sales with Karen Kelly
Saison 5 · Épisode 144
jeudi 11 juillet 2024 • Durée 33:17
"Failure is part of the journey and to have that resiliency and along the way, like the growth and the revenue that I made up has tripled the initial loss."- Karen Kelly
Karen Kelly shares her journey from wanting to be a doctor to becoming a successful sales professional. She emphasizes the importance of having a strong foundation, whether it's through education or working in corporate America, to develop the skills needed for sales. Karen also highlights the significance of understanding the customer's language and needs, building relationships, and providing after-sales support. She discusses the collaboration between sales and marketing departments and the need for a unified strategy. Karen encourages embracing failure as a learning opportunity and not being afraid to take risks.
Takeaways
A strong foundation, whether through education or working in corporate America, is crucial for developing the skills needed for sales.
Understanding the customer's language and needs, building relationships, and providing after-sales support are key to success in sales.
Collaboration between sales and marketing departments is essential for aligning strategies and meeting customer needs.
Embracing failure as a learning opportunity and taking calculated risks can lead to personal and professional growth.
Don't play small in sales, leadership, or entrepreneurship. Take bold actions to achieve big results.
Chapters
00:00- Introduction and Karen Kelly's Career Journey
08:31- The Importance of a Strong Foundation in Sales
13:10- Embracing Failure and Taking Calculated Risks
25:43- Collaboration between Sales and Marketing
31:00- Don't Play Small: Bold Actions for Big Results in Sales
The Power of Storytelling in Sales with Shawn Cook
Saison 5 · Épisode 143
mercredi 26 juin 2024 • Durée 24:04
"We should be focused on facilitating buying processes rather than trying to sell."- Shawn Cook
Summary
In this episode of the Transform Sales Podcast, Wesleyne interviews Shawn Matthew Cook, the founder of SMC Sales.
They discuss Shawn's journey into sales, the importance of trust in sales, and how to become a trusted advisor to buyers.
They also explore selling to marketers and the need to align the selling process with the buyer's buying process.
Shawn shares his insights on creating repeatable and scalable sales systems and the power of storytelling in sales.
He also talks about the impact of mentors and the importance of defining and measuring success.
Takeaways
Trust is crucial in sales, and salespeople should strive to be trusted advisors to their buyers.
To establish trust, salespeople should listen actively and put themselves in the buyer's shoes.
Selling to marketers requires understanding their world and aligning the selling process with their buying process.
Creating repeatable and scalable sales systems can help B and C players level up and achieve better results.
Storytelling is a powerful tool in sales, as it helps buyers remember and connect with the product or service.
Having mentors and defining and measuring success are important factors in personal and professional growth.
Chapters
00:00 Introduction and Background of Sean Matthew Cook
02:28 Building Trust in Sales
06:27 Selling to Marketers
12:45 Creating Repeatable and Scalable Sales Systems
20:49 The Impact of Mentors on Personal and Professional Growth
25:30 Conclusion and Contact Information
Connect with Shawn
Investing in Yourself: The Key to Success With Feras Alhlou
Saison 5 · Épisode 142
mercredi 12 juin 2024 • Durée 36:36
"If you happen to be laid off or you know someone who's laid off, it is hard, acknowledge that, mourn for a couple of days, but then you just gotta get yourself back up and go out and just knock on doors."- Feras Alhlou
Summary
Feras Alhlou shares his journey from a painful layoff to founding and scaling businesses in Silicon Valley. He emphasizes the importance of perseverance, learning sales from the ground up, and taking risks. Feras highlights the need to invest in oneself, learn new tools and technologies, and specialize in a niche to stand out in the market. He also discusses the challenges and rewards of being a founder and the importance of commitment and responsibility in both personal and professional life.
Takeaways
Perseverance and learning from failures are key to success in entrepreneurship.
Investing in oneself and continuously learning new tools and technologies is crucial for personal and professional growth.
Specializing in a niche and becoming an expert in that area helps to stand out in the market.
Commitment and responsibility are important in both personal and professional life.
Success requires hard work, dedication, and the ability to learn and adapt.
Chapters
00:00- Introduction and Background
06:20- The Decision to Bet on Yourself
13:33- Investing in Yourself and Learning
23:40- The Importance of Differentiation
32:37- Lessons from Personal and Professional Pivots
Creating a Frictionless Customer Journey with Cinthia Silva
Saison 5 · Épisode 141
mercredi 29 mai 2024 • Durée 29:43
Cinthia Silva shares her career journey from finance to customer success and the importance of sales training and self-improvement. She emphasizes the value of onboarding and creating a frictionless customer journey. Cinthia also highlights the significance of communities in personal and professional growth. She discusses the role of customer success in proactive client engagement and becoming a strategic advisor. Lastly, she shares the impact of her travel experiences on her mindset and willingness to take risks.
Takeaways
Transitioning from one industry to another can provide valuable skills and perspectives.
Sales training and self-improvement are essential for success in customer-facing roles.
Onboarding is a critical part of the customer journey and can greatly impact customer success.
Communities offer opportunities for learning, networking, and collaboration.
Customer success involves proactive engagement and becoming a strategic advisor.
Personal experiences, such as travel, can shape mindset and willingness to take risks.
Chapters
00:00 Career Transition: From Finance to Customer Success
01:01 Differences Between Finance and Events Industries
03:29 The Role of Customer Success in Revenue Generation
05:00 Creating a Frictionless Customer Journey
07:08 The Importance of Onboarding and Customer Success
09:46 The Full Cycle Sales Experience
10:20 Becoming a Strategic Advisor in Customer Success
13:27 Taking Control of Your Career and Joining Communities
15:27 Finding Reputable and Affordable Communities
21:08 The Impact of Travel Experiences on Mindset and Risk-Taking
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
Striking a Balance in Leadership with Rodrigo Manjarrez
Saison 4 · Épisode 140
mercredi 15 mai 2024 • Durée 32:50
Summary
Rodrigo Manjarrez shares his career journey from wanting to be a firefighter to working in sales and entrepreneurship. He emphasizes the importance of passion and developing employees. Rodrigo discusses the benefits and challenges of working in large corporations and startups. He highlights the need for balance and happiness in one's career and personal life. Rodrigo also shares his experience in opening bike stores and the importance of understanding customers' needs. He provides insights on transitioning from an individual contributor to a sales leader and the lessons he learned along the way. Rodrigo discusses the challenges of the past year, including burnout and mental health, and the importance of supporting employees' well-being. Finally, he explains how Sesame HR helps companies with their HR activities and provides an all-in-one solution for employee lifecycle management.
Takeaways
Passion is key in sales and entrepreneurship
Balance and happiness are important in both career and personal life
Understanding customer needs and providing personalized solutions is crucial
Developing employees and creating a supportive work environment leads to success
Burnout and mental health should be addressed and supported in the workplace
Sesame HR offers an all-in-one solution for HR activities and employee lifecycle management
Chapters
00:00 Introduction and Rodrigo's Career Journey
04:29 Solid Sales Training in Large Corporations
06:44 Transitioning from Corporations to Startups
09:05 Balancing Passion and Happiness in Your Career
12:52 From Overcoming Challenges to Opening Bike Stores
16:28 Lessons Learned in Transitioning to a Sales Leader
25:15 Challenges of the Past Year and Supporting Employee Well-being
31:00 Sesame HR: Simplifying HR Activities and Employee Management
33:04 Conclusion
Ever wish you could pick Wesleyne's brain? Now you can. to find the answers to all your sales, leadership, mindset and business question.
The Importance of Talent in Leadership with Mary Shea
Saison 4 · Épisode 139
mercredi 1 mai 2024 • Durée 30:08
Summary
In this episode, Mary Shea, a sales leader with over 25 years of experience, shares her journey and insights. She discusses the importance of embracing differences and being authentic in sales. Mary also emphasizes the need to invest in oneself and surround oneself with the right people. She highlights the significance of talent in leadership and the importance of communicating vision and leading with intention. Mary's advice for success includes taking calculated risks and developing a strategic mindset.
Takeaways
Embrace your differences and use them to your advantage in sales.
Invest in yourself and surround yourself with the right people.
Communicate your vision and lead with intention.
Take calculated risks and develop a strategic mindset.
Chapters
00:00- Introduction and Background
01:17- Starting a Sales Career
04:35- Overcoming the Fear of Rejection
05:20- Being Authentic in Sales
07:04- Breaking Stereotypes in the Car Sales Industry
08:09- Embracing Differences and Being Authentic
09:31- Advice for Embracing Differences
11:23- Career Progression and Strategic Thinking
15:19- Investing in Yourself and Surrounding Yourself with the Right People
20:43- Taking Calculated Risks and Developing a Strategic Mindset
23:26- Transitioning to Managing Teams
24:47- Importance of Talent in Leadership
27:55- Communicating Vision and Leading with Intention
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Business owners should learn sales skills and understand the sales process to manage their teams and evaluate their performance effectively.
Persistence and self-mastery are crucial in sales, and rejection should not be taken personally.
Founders should have sales skills and be involved in the sales process to understand their market and customers. Focus on your strengths and passions as a business owner and build a plan that allows you to leverage them.
Practice and experience are essential in discovering what you truly enjoy and excel at.
Don't limit yourself or your team based on your own limitations; embrace diversity and different skill sets to foster growth.
Referrals are a powerful source of qualified leads and can lead to long-term relationships.
The Sell Well conference provides insights and networking opportunities for B2B sales development professionals.
Chapter
00:00- Introduction and Background
02:18- The Power of Referrals and Building Relationships
04:44- The Psychology of Sales: Persistence and Self-Mastery
13:37- Understanding Why People Buy
25:02- Embracing Your Strengths and Passions
27:16- Embracing Diversity and Different Skill Sets
32:29- The Power of Referrals
39:18- The Sell Well Conference
Want to gain some new referral relationships with less awkwardness?
On September 6th, at the Sell Well 2024 conference, you’ll meet founders & B2B professional service providers who can introduce you to their clients.
You’ll walk away with new strategies for business development and new relationships with trusted advisors who like to give sales referrals.
Plus, I'm speaking at the event! My followers & clients register here and use the code SELLWELL100 for $100 off the one-day conference ticket.
To Connect...
23:30 The Concept of 'Accidental Sales'
26:25 The Importance of Building Relationships in Sales
29:14 The Impact of Sales on Personal Fulfillment
30:42 Upcoming Book Release: 'Selling Your Way In'
31:45 An Experience that Impacted Leadership Style
33:27 The Power of Servant Leadership
34:09 Conclusion
Interested in getting more information about Kristie’s book or getting a pre-released copy, sign up at sellingyourwayin.com
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.
For daily tips on sales and leadership connect with Wesleyne
Découvrez des podcasts liées à Field Sales Unscripted. Explorez des podcasts avec des thèmes, sujets, et formats similaires. Ces similarités sont calculées grâce à des données tangibles, pas d'extrapolations !